Merchant Magazine - April 2010

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By Alan Oakes

Where do you go now?

I t a time when.there may be a glimmer of hope that we've reached the baseline of an r llmproved market, now is the time to start planning for the aftermath. I have always said that if you survive through the tsunami we hive gone through, at some point there will be decent business again for those left behind.

There is no doubt that all of us have been forced to look at our business performance these past two to three years with a more detailed and critical eye than ever before. While our magazine readership is made up of companies of all sizes, the majority are not large enough to have access to a team of business analysts or outside consultints. So perhaps ie need_to occasionally be reminded of time-tested business principles that challenge the way we should think about our businesses. Good mentors or advisors are often invaluable in driving you to evaluate areas of your business and to challenge yourself in areas that you may not feel strong enough to tackle. Having a second set of eyes can help you through iifficult decisions that you do not feel comfortable discussing internally.'Iiut choosJ your advisors wisely. There are some pretty well-paid idiots out there whoian easily take you down the wrong path.

while we are heavily focused on handling day-to-day operations and putting out fires, we do need to have a plan to guide and drive ourbusineisei along with actions needed by whom and by when' A plan without accountability, goals and speiific measurement pointi will never succeed. I remember one of my worst business decisibns was about l5 yeais ago in the book publishing industry. I was coerced into developing a new software p.oau.t. ip front' I didn't agree with the decision. I was c.e.o., but the,buiiness owner was insistent. it was a new industry for us, and I was not sure we had the talent intemally to produce and market the product. But, I set up the teams, goals and budgets, and we happiiy got under way' As we developed the product, I realized it was a product I myself wanied and needed. As we started seeing beta copies, I began to believe in the produci and started dreaming of all the new dollars it would bring in. I was convinced that we had a winner, despite the iact that there was a clearly established No. I in this space.

But this was not our normal business, and we didn't understand all the pitfalls. The product looked great, but we all agreed if we were to win we needed to improve it. Durins that process. we generated great ideas on how to extend the reach of the product-irsuei that needed to be worked on before we launched. Delays started building, costs mounted, but we still believed we had a winner. In the meantime, new competing pioducts came out, our retail price became no longer feasible, and we had not done "nougfi extemally to determine if we would get bought by the chains and what we would have to give to buy shelf space. The end result, after over $l million of development costs. *u. t-hut I finaily and belatedly called a halt and wrote the project off. The moral was that we should never have started in the first place. We had fallen in love with the product and become too emotionally involved' We had not been objective enough nor understood how competitive the market was. More importantly, our egos led us to believe that being No. I in our own space was going to mean something in the new space. It meant diddlysquat!

As you can see, understanding financials and having time for critical planning along with real-cost analysis are critical for every business. LaCk of anention to th! fundamentals

has destroyed many a company, large and small. Moreover, being product driven-as opposed to market driven-usually leads to abject failure.

Analyze your products and services. Hopefuly you have a cash cow that is in demand and makes you m.rn"y. This is where to spend your investment and marketing doilars. Don't waste money on propping up dead or dying products. Invest in and protect what makes you money. Understand how it makes you money, and do every_

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PublisherAlan 0akes ajoakes@aol.com

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Editor David Koenig dkoenig@building-products.com

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Lastly, understand what your priorities really are. Times change, and your way of doing business may have to change as well. Be open

thing possible to defend your turf. to learning from others, and that cannot be done in a vacuum. No one is an expert in all aspects of business. Learning whit others are doing and how should be a vital practice to help you succeed in the future.

Alan Oakes, Publisher ajoakes@aol.com

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Timber markets

How much wood is in the woods?

Ci ewloc HARvEST LEVELS in 2010 are \)running well below the Peak levels of the last decade and timber inventories are growing. Given our forecast for wood products and log exports, harvest levels will remain below the previous highs through the remainder of this cycle and sawtimber inventories will continue to grow. This will have a direct impact on stumpage and delivered log prices over this period.

Primary end-use markets for North American sawtimber collaPsed in recent years. Lumber production in the U.S. and Canada fell 44Vo froml4.9 billion bd. ft. in 2005 to 42.0 billion ft. in 2009. Plywood production fell 4lvo from 17.3 billion sq. ft. (3/8" basis) in 2OO4 to 10.2 billion ft. in 2009. As a result of such breathtaking declines' North American sawtimber harvest volumes fell 38Vo from an annual average of 66;7 billion bd. ft. (1/4") in 2004-2005 to 41.3 billion ft. in 2009 (see chart at right).

Unlike industry, which can throttle back production to realign output with demand and manage its inventories, when timber demand droPs, Production (timber growth) in the woods does not and volumes not harvested do not go away. The unanticiPated buildup of uncut timber in recent years now hangs over the market as "pentup" supply. And given our forecast for the lumber and plywood markets, this pent-up supply of uncut timber will grow through most of this cYcle.

Harvest levels going into the downturn were at levels that drained inventories, which in turn put upward pressure on log prices and political pressure on managers of Public timberlands. The drop in inventories stopped in 2006-2007 as removals droPPed below growth levels. And we estimate that inventories have rebounded from those lows because of both the reduc-

North American Softwood SawTimber Demand

2008 2010 2fi2 2014

British columbia r EasErn Canada

tion in harvest and the fact that trees grow if they are left standing. Furthermore, given our forecast for demand, inventories will not stabilize (removals will not get back to growth levels) untll 2013-2014. Only at this point will the "pent-up" supply of timber start to be worked off.

The implications for timber markets will vary bY region. In B'C. Interior, undercutting salvage wood means that an increasing volume of the beetle-killed wood will degrade to levels rendering them useless. In eastern Canada, harvest levels will remain below policy set levels and, in contrast to the last decade, the provinces will be working to attract investment in the forest products sector.

Impacts in the U.S. will also be varied. In the U.S. West, where 707o of the timber harvest goes into lumber, the recovery over the next cycle will push up demand faster than in the

South, where 52Vo of the sawtimber harvest goes to lumber mills (plywood demand is expected to remain well below peaks set in the last decade). As a result, timber markets will tighten up somewhat faster in the West than in the South.

The immediate implication of this built up timber supply is that real timber prices are unlikely to reach levels seen in the last decade (which were lower than the previous decade) over the next cycle. This being said, it is unclear exactly what the imPact on timber prices will be because of the dramatic shift in timber ownership that we have seen in the timber markets. Timber ownership has shifted from integrated mills to private investors (TIMOs and REITs). And it is unclear how the timberland owners will dole out their timber (supply response).

Cash flow on timberland invest(Please turn to Page 58)

Wood vs. unreinforced concrete

Gould more Haitian lives have been saved?

tTt"r woRLD HAS wATCHED in honor I the previously unimaginable death and destruction from the Haiti earthquake in January. The latest statistics from Haiti indicate 230.000 dead.

225,000 collapsed homes, and 25900 office buildings destroyed.

As they watch crushed bodies being pulled from under the huge slabs of concrete, many U.S. archi-

Wooden High-Rise Turns Heads

The construction of the Fondaction office building in the heart of Quebec City, P.Q., is generating more than passing local interest.

The six-story commercial structure, featuring heavy timber frame construction designed and provided by Nordic Structures, is the first of its kind built in Canada. Made of black spruce glue-laminated beams, columns and decking, the unique construction technology featured in this project is paving the way for similar alternative building projects across North America.

While wood-frame construction has been limited by code to four stories in the past, designing the building with heavy timbers assured local building officials that while structurally equal to steel and concrete construction that is the norm for commercial construction. heaw wood timber construction offeri superior fire resistance, acoustic properties, and insulation values.

An additional bonus for this LEED Gold project is the encapsulation of over I million pounds of carbon, locked into the wood for the life of the structure.

Enviro=Lam, a unique smallblock layup process exclusive to Nordic Engineered Wood, is evi-

dent in all the glulam components comprising the structure. "The black spruce trees we harvest take 90 years to achieve maturity, yet still only average 4-112" in diameter over their 70' length," said Albert Renaud, vice president of Nordic Engineered Wood. "It is essential that we utilize all the tree" including the tips, if we are going to extract all the value that is locked in the fiber. Enviro=Lam allows us to

tects, contractors, and dealers are asking the same question: "How many lives could have been saved if more Haitian buildings had been built with lighter-weight wood framing?"

get lSVo more fiber yield than traditionally possible, making it one of the greenest building materials out there."

Nordic harvests on 2,000,000 acres of land in northern Quebec, an area comparable to the state of Connecticut, with extreme attention to the environment. In addition to its ISO 14001 Environmental Reforestation certification, Nordic obtained FSC certification in February 2009, the first privately held EWP producer to do so. Nordic harvests roughly l7o of this

BLACK SPRUCE glulam beams, columns and decking were used for euebec city's mid+ise.

A survey of housing specifiers indicates positive views concerning approved construction with framing lumber, laminated veneer lumber, plywood, structural glued laminated timber (glulam), I-joists, and other wood structural materials.

Michael Caldwell, executive v.p. of the American Institute of Timber Construction, notes that properly connected and anchored wood frame construction has a lower mass which means that it can resist lateral forces better than unreinforced concrete construction.

In the 1995 earthquake in Kobe, Japan, 600 people were killed, but houses built to North American woodframed construction standards were only slightly affected.

A report from the Canadian Wood Council on wood framing Performance during the 1994 Northridge, Ca., earthquake said, "Single-family dwellings suffered minimal structural

damage to elements critical to the safety of occupants."

The Canadians also note that wood is the only major building material that is renewable. The area of North American Forests has increased by 20 million acres since 1970.

One of the most recent demonstrations of wood framing's durability in earthquakes is a mid-rise, wood-frame test building built to withstand major quakes and other natural disasters. Engineers from Colorado State University, Simpson Strong-Tie, and the Forest Products Laboratory cooperated on the world's largest "shake table test," which simulated the ground motion of a major earthquake on a seven-story, 40x60 condo tower with 23 living units. The 40-second test was the equivalent of a 7 .5 magnitude earthquake.

The test is significant because of its implications for builders, architects and dealers. Normally, the building

industry rarely permits wood-frame buildings in excess of five stories in earthquake-prone areas. This test could increase the height permitted for wood framing.

CSU civil engineering Professor John van de Lindt, who coordinated the test, said, "The building performed so well in the test and had so little damage that it validated the design philosophy of other universities for earthquake engineering simulation."

The building was tested three times with simulated quakes ranging from 6.7 andto 7.5 on the Richter scale.

The organizations that partnered on the test commented, "Wood performed well under seismic loading. It is a ductile material and the wood is relatively light weight. The test showed that midrise timber structures could be designed and built for high seismic zones as an alternative to steel or concrete, in addition to wood's cost and aesthetic advantages."

boreal forest annually, ensuring a sustainable source of wood.

Nordic Engineered Wood manufactures the components in Chibougamau, P.Q., where it recently completed a $12-million mill expansion featuring state of the art milling and finishing equipment dedicated to its glulam structures projects.

More Products in DeveloPment

In addition to redefining glulam technology with its Enviro=Lam process, Nordic is currently developing X-Lam, a cross-laminated timber panel, which offers additional benefits for commercial construction' While similar to the decking used in the Fondaction building, X=Lam will allow for greater clearspan floor applications in commercial structures, as well as load bearing walls where lateral resistance to shear is critical.

Lighter and easier to work with than steel or concrete, CLTs enhance wood's superior resistance to seismic conditions, making them an ideal building material for construction in earthquake prone areas. CLTs are used extensively in Europe, where commercial wood construction exceeding nine stories is now becoming commonplace. Builders find the lighter weight and workability of CLTs reduce build times and construction costs.

Julie Frappier, director of technical services for Nordic Engineered Wood, BniHhgRoductsom

is a member of the APA Standards Committee on CLT, which held its first meeting March 11. Frappier is workins with the APA to create the

design standard for CLTs, and is targeting this spring for the initial X=Lam product report.

SIX-STORY COMMERCIAL structure featuring heavy timber frame construction is the first of its kind in Canada.

Engineered wood gets the treatment ru

fr's no sECRET that pressure treating can protect engi- |l.neered wood products-glulam beams and columns, parallel strand lumber, and laminated veneer lumber-asainst decay and termite infestation.

In the past, however, builders seeking this protection would sometimes buy preservatives and treat materials onsite. Today, the trend is toward products that are warrantied by both the manufacturer and the company that treated the finished product.

"There was definitely a reluctance from our cusromers doing their own treatment," said Geoff Crandlemire, who works closely with builders via the technical support line run by Rosboro, Springfield, Or. "They were concerned, obviously, that if they treated the beam themselves, the manufacturer wouldn't stand behind the product if it failed."

agreed: "This was a chance for us to get involved and take control of the process so customers wouldn't reat something that wasn't meant to be treated."

According to Walsh, consumer preference for functional outdoor spaces has fueled the demand for professionally treated engineered wood products. Rosboro offers glulam beams and columns that are pressure treated by Permapost, Hillsboro, Or., with Hi-Clear II or Green-Gard pT.

"Treated beams can be used in outdoor above-ground or in-ground applications where a beam or column is needed for support-as in decks, porches, pavilions, etc.," he commented. "Solid timbers tend to warp and twist, split and cup when used outdoors, especially when they're treated improperly."

High performance in difficult outdoor conditions is also important at Anthony Forest Products, El Dorado, Ar.. which participates in the Raised Floor Living Campaign sponsored by the Southern Pine Council.

"These applications include beach houses needins strong beams for high wind, raised wood decks, raised flooi perimeter beams, and light commercial office space," said Kerlin Drake, Anthony's v.p. of marketing.

Cop-Guard by Brewer International, Vero Beach. Fl.. is the treatment of choice at Anthony. "We chose Cop-Guard because it is an oil-borne preservative and because the

Jim Walsh, Rosboro's v.p. of sales and marketing,

STRANDGUARD TimberStrand LSL from ilevel by Weverhaeuser uses a patented process to treat structural members for ihterior use throughout their entire cross section.

PARALLAM PLUS PSL from ilevel by Weyerhaeuser protects against insects, rot, and recurring ground waterionta'ct for exteridr applicati6ns.

I inherit characteristics of checking or I swelling are avoided," said Drake.

I Tim Debelius, engineered wood I product manager at il-evel bY

I Weyerhaeuser, Federal Way, Wa., I said that builders select pressure treatI ed engineered wood products for their I strength and consistency and how they I solve a variety of building challenges.

"Wtrere insects and rot are a conI cern in interior applications. products I like StrandGuard TimberStrand LSL I help provide peace of mind." he said.

"For exterior applications. Parallam I Plus PSL is suitable where the framing I members are exposed, in deck suPports, carports, cantilevered roof beams, and the like."

He added that another key advantage is that builders don't have to retreat either of these products if they cut or drill them onsite, since the treatment penetrates to the core.

A11 engineered wood products are environmentally friendly, because they can be manufactured with wood from smaller diameter trees. Adding pressure treatments only extends their useful life.

"LEED and other green rating sYstems value both durability and efficient use of resources," said Walsh.

"This beam is not going to rot out in 10 years and need to be replaced. That's sustainability."

GLULAM FLOOR GIRDERS from Anthony Forest Products will support a new community center in Surfside Beach, Tx.

ROSBORO'S treated glulam resists rot and decay in exposed applications.

Treater thinks outside the tube with new marane coating

The finished product is l00%o solid, making it compliant with strict VOC regulations, and is said to produce exceptional physical properties, including high flexibility, hardness, tear strength, tensile strength, and resistance to chemicals, water, weathering, and abrasion.

The marine grade MFI-SL08 contains PTMEG (polytetramethylene ether glycol), a premium polyether glycol, and is used as a soft-segment building block for high performance coatings. It has been engineered for harsh marine environments.

Riverbank, saving customers additional freight cost needed to move treated material to another location for coating.

MFI-SL0S has a history of worldwide use in a variety of marine environments from Greenland to Jakarta, from cold to warm humid environments. Current projects in California include Los Angeles Harbor, Sterns Wharf in Santa Barbara, and the Municipal Wharf and Boat Harbor in Santa Cruz. The California Coastal Commission has approved its use in these sensitive marine environments.

I Co., Riverbank, Ca., has found a new niche to add to its mix of treatine services.

The new service-unique for a lumber treater-is the application of protective coatings to lumber, timber and steel piles, and poles. The marine grade MFI-SLOS spray polyurea system is designed to encapsulate timber products to prevent preservatives from leaching into the environment and to protect the timber from abrasion and mechanical damage.

It can also be used to coat steel Hbeam and round piles to provide protection to the steel from caustic elements in the soil. MFI-SLO8 works with creosote, ACZA, ACQ, CCA and other treatments.

MFI-SLO8 is a solvent-free, twocomponent polyurea elastomeric coating system. The technology has been around since the mid 1980s. Twocomponent systems are typically known for a very rapid dry time (typically less than 30 seconds) achieved without the use of a catalyst and applied using a high-pressure spray.

It is self-leveling to provide a smooth surface and its longer gel time promotes better adhesion to timber products. U.S. Navy specifications require PTMEG in its high-performance fender systems.

Thunderbolt applies the protective coating at its treating plant in

The American Wood Protection Association has recognized the need to include protective coatings and other wood protection processes to help ensure the use of wood products in today's environmentally sensitive areas. Standard P-20 was established in 2008 to cover all barrier systems.

NEW MARINE GRADE spray coating is applied to protect timbers and prevent leaching.

[!HuNoeneot-r Wooo Tnenrrnc

TREATED and sprayed 65-ft. timber piles are shipped to Sterns Wharf, Santa Barbara, Ca.

Western ffi Treaters 201 0

Allweather Wood (Fort Collins, Loveland, Co.; White City, Or.;Washougal, Wa.)

Ayres & Baker Post & Pole (Mountain View, wv.)

J.H. Baxter (Eugene, Or.)

Bell Lumber & Pole (Oldtown, ld.; Conway, Wa.; New Brighton, Mn.; Shingleton, Mi.; Barron, Wi.; Vernon, B.C.)

Bouma Post Yards (Lincoln, Mt.)

Brooks Manufacturing Co. (Bellingham, Wa.)

California Cascade Industries (Fontana, Woodland, Ca.)

Chemco (Ferndale, Wa.)

Coast Wood Preserving (Ukiah, Ca.)

Conrad Forest ProductVGonrad Wood Preserving (Arbuckle, Ca.; North Bend, Rainier, Or.)

Exterior Wood (Washougal, Wa.)

Fontana Wood Preserving (Fontana, Ca.)

Honolulu Wood TreatingfilWT LLC (Kapolei, Hi.)

Hoover Treated Wood Products (Winston, Or.; Pine Bluff, Ar.; Detroit, Mi.; Milford, Va.)

HPM Wood Protection (Hilo, Hi,)

Jasper Wood Products (Jasper, Or.)

Marks-Miller Post & Pole (Clancy, Mt.)

McFarland Gascade (Eugene, Or.; Tacoma, Wa.; Electric Mills, Ms.;Galloway, B.C.)

Mendocino Wood Specialties (Ukiah, Ca.)

Mesenbrink Timbercratt (Hayden, ld.)

'Abbreviations include PTI (Carbon-based L3), Creo (Creosote), Penta (Pentachlorophenol), Cu8 (Copper 8 Quinolinolate), CuNap (Copper Naphthenate), Trib (Tribucide ll), and 50/50 (Half Creosote/Half Petroleuml.

Huck DeVenzio, Arch Wood Protection

Heavy duty treatment braced for revival

treated wood is commonly used for utility poles, marine piling, structural timbers, guardrail posts, retaining walls, fence posts, and other heavy duty uses. Its newest use is unlikely to revolutionize railroad purchases, but ACZA crossties offer an economical alternative to traditional creosote ties. They are particularly suited for shortlines and industrial spurs.

Sometimes ACZA wood products are sold directly to specifiers, engineering firms, or farmers. In other cases, they are sold through lumber yards to contractors, often on a "Treating Service Only" basis. Bob Palacioz, Thunderbolt Wood Treating, Riverbank, Ca., explains, "We treat wood from dealers and wholesalers on TSO orders. They send us their wood, we treat it, and they return it to their yards or deliver it directly to the jobsite."

f, cneNo oLD wooD IRESERVATTvE, capable of protecting .fa,species that other chemicals cannot, may be poised for a revival. It made news recently with an expanded listing in the treated wood standards, and is being considered more frequently for heavy-duty applications.

Ammoniacal copper zinc arsenate (ACZA or often known by its brand name, Chemonite) was formulated in the 1980s by J. H. Baxter & Co., San Mateo, Ca., which continues to treat with it. The Baxter formulation replaced a related preservative developed 60 years earlier at U.C. Berkeley. Both were created specifically to penetrate refractory (i.e., hard-to-treat) species such as Douglas fir. This remains its primary use today, but not its only feature.

ACZA has long been listed for a variety of applications by the American Wood Protection Association, which establishes standards for the wood preservation industry. In January, a new application was added: Douglas fir railroad ties.

"Douglas fir is a very valuable and desirable wood," says Darrell Smith of Conrad Forest Products, a North Bend, Or.-based producer of ACZA-treated material. "It is strong, dimensionally stable, and has good nail-holding power. Although it is hard to treat with other preservatives, it is preserved well with ACZA."

The ACZA treating process, which combines incising, conditioning, and heat, can impart termite and decay resistance to refractory woods.

Taking advantage of the properties of Doug fir, ACZA-

While Doug fir is the usual wood treated using ACZA, the preservative can also provide effective protection for other species. Says Aaron Hufnagle, Page & Hill, Big Falls, Mn.: "We're unique among ACZA treaters. We specialize in red pine posts, poles, and piling, as well as sawn timbers. The benefits of Chemonite ACZA preservative have kept us treating with it for more than 20 years."

In addition to protecting against fungal decay and termites, including the Formosan termite, tests have offered evidence that ACZA also imparts resistance to fire. ACZAtreated wood meets model buildins codes.

ACZA'S heavy-duty applications range from bridges (above) to railroad ties and roller coaster hacks (lower ight).

North ldaho Wood Preserving (Rathdrum, td.)

Oeser Co. (Bellingham, Wa.)

Pacific States Treating (Weed, Ca.)

Pacific Wood Preserving Cos. (Eloy, Ar.; Bakersfield, Ca.; Nevada Wood Preseruing, Silver Springs, Nv.; Sheridan, Or; New Willard, Tx.)

Permapost Products (Hillsboro, 0r,)

PSR Co. (Kirkland, Wa.)

Royal Pacific Industries (McMinnville, Or.)

Ruby Valley Pressure Treating (Alder, Mt.)

Simmons Wood Products (Maricopa, Az.)

Stella-Jones Corp. (Arlington, Wa.; Fulton, Stanton, Ky.; Dubois, Pa.; Goshen, Va.; Spencer, W.V.; Bangor, Wi., plus 15 treating plants in Canada)

Superior Wood Treating/Manke Lumber Co. (Sumner, Wa.)

Thunderbolt Wood Treating (Riverbank, Ca.)

TrueGuard, LLC/Coos Head Forest Products (North Bend,0r.)

Utah Wood Preserving (Woods Cross, Ut.)

Western Wood Preserving Co. (Sumner, Wa.)

Western Wood Products (Raton, N.M.)

Western Wood Treating (Weed, Ca.)

Know your treated wood marks

lnorecr BorH buyer and con-

sumer, the industry has developed a system requiring ink-stamped grademarking of each piece of treated lumber under adequate quality control measures. This assures deliverv of the

grade specified for its intended use. Lumber grading and marking is monitored and inspected by agencies accredited by the American Lumber Standard Committee. A valid agency grademark on lum-

Follow the Label

To avoid misuse on the job site, framing crews should follow instructions on required labels affixed to treated wood products, usually a plastic end tag or ink stamp.

Following are terms and abbreviations typically found on these labels.

&tailU s,ut6fnPine lumber lsgtdd in Mrdaw wlfli he $adw illes of he futhen Pine lnff,ectidt Bureau (SPlg). SP,B, nnfur M$8 l''s'rytkn, lnc., R$evable RfsdnceAggociates,lnc, fiM) ffid affiar organlffions- erc Ndedlb{t blnswtand g,ade nw*Sduilren PilE lunbil in a@rMtEe wltt SPIB gnding rubs.

Inspectiofl Service: Southem Pine

Inspeclion Bureau (SPl8)

Inspec{ion Service: limber

Pmducb Inspection, Ine. (IP)

lnspection Service: Renewable Rosource Asociates, Inc. (RM)

Lumber Grade

Mill ldentifi cation Number

LumberSpeies

(optional) Logo denoling

a momber millol Southem furest

Pmduc{s Associafion (SFPA}

Moisture Content {MC): Xiln-dried (KD) to a maximum of 19%

HeatTreated

.rftE OttH agdsioo a[e ffir€dited by ,lL$C b Insp€ct and gmd€ all or sd*td Sontrsn Pino goducls acsdil{ b SnB GradkE tubs,indud-

|m: Catibmh-tunb8rlnsp6c{onS€Mis(CuS);ttitndsitl'rbortlhrubctonlsochtid|{ilS-[tA]Y{s$coastLumb0tbBpoc{mBuroau 0r[Cl8)i ild tlbslsm ltbod Plodsb Assochuq| (Y{WPA).

Above Ground Use applications: Continuously Protected from Liquid Water

General Use Framing Lumber Vertical Use Fence Boards

Decking Use Only

G roun d Contact Use applications : Ground Contact (Fresh Water)

Foundation Use applications: Permanent Wood Foundation (PWF, FDN)

Marine Grade applications: Marine Seawall (This Side Seaward)

ber indicates the product meets structural and appearance requirements established for that grade.

In addition, all treated lumber should be identified with an inspection agency quality mark (either plastic end tag or ink stamp) conforming to building code standards. For the quality mark to be valid after treatment, the lumber must adhere to the grade requirements and the moisture content of the grade represented by the mark.

It is recommended that the buyer specify pressure treated wood bearing inkstamped quality marks and/or plas-

tic end tags denoting the material was produced under supervision of an accredited inspection agency. Use of such marks provides assurance that preservative retention and penetration complies with manufacturing specifications, that the preservative used is EPA-approved, and the lumber is treated in compliance with federal law. Use of treated wood that does not bear an approved agency quality mark will not meet requirements of the International Code Council.

"Pressure treated wood end tags must display an approved inspection agency quality mark to be code compliant, such as Southern Pine Inspection Bureau or Timber Products Inspection," explained Richard Kleiner, director of treated markets for the Southern Forest Products Association. "Typically, tags will also bear the mark of the AWPA, if the preservative is approved by the American Wood Protection Association, or the ICC Evaluation Service. Builders should know that preservatives listed in the AWPA Book of Standards are approved by reference in the building code, but ICC Evaluation Reports are onlY advisory. The local code official has the final say as to product accePtance."

Although the end tags' information has not changed much over the Years, Kleiner said, "since CCA was delisted for residential use there are now nearly 20 formulations on the market to fill the void, all with different preser-

vative retention levels. Framers should heed the exposure condition printed on the tag (such as 'Ground Contact') to avoid misapplication of the lumber."

Osmose Earns Patent for MicroPro Technology

Wood preservative supplier Osmose, Griffin, Ga., was issued a U.S. patent for its micronized copper technology.

The new patent involves a method for treating wood with different aqueous compositions of particles of copper compounds, such as copper carbonate, basic copper carbonate, or copper hydroxide. The original patent application was filed in 2003.

Related micronized patent applications have been examined and granted internationally. The MicroPro treated wood process is Environmentally Preferable Product certified and has earned Green Approved Product certification from the National Association of Home Builders Research Center.

Osmose will continue to build on its micronized technology and has filed additional patent aPPlications both in the U.S. and abroad.

Updated Guide to Treated Wood

the Southern Pine Council has updated its Pressure Treated Southern Pine specifrcation guide to include a comprehensive listing of the commercial trade names of each preservative.

"This marks another year of breakthroughs for wood-preservation science," says Richard Kleiner, director of treated markets for the Southern Forest Products Association. "Formulations are now being marketed that are addressing green-building concerns, and more earth-friendly products will be introduced as technology advances."

The new guide includes five new codeapproved preservatives: three new micronized copper formulations; a new carbon-based, non-copper preservative, and a new fixated borate formulation. Glulam timbers also have been added to the list of salt-water, end-use products, and a new page is devoted to temite-resistant framing.

A PDF copy can be downloaded free at www.southernpine.com. Hard copies can be requested by calling (504) 443-4463 or emailing info@southernpine.com.

By Carla Waldemar

customer service Itts all about

f'\ onoor.r Jnues CoNsrRUCrroN is a pretty big player in \fthe Twin Cities Building Bowl, with teu"nuir, even in feeble '09, of $4.2 million, divided between residential and commercial building projects.

Coming across this info nugget in the local paper caused me to pick up the phone to pick the brain (or, more to our purpose, the accounts payable ledger) of the company's c.e.o. to discover what lumberyard this mega-builder did business with, and-teaching moment- why?

If this were a multiple-choice quiz, possible answers would include Twin Cities' heavy hitters like legendary Lampert's and Scherer Bros., each with many locations and ad budgets to match.

Wrong. "Fullerton, in Watertown," Mn., the man tells me. Watertown! Not even in the metro. It's a tiny burg (pop. 45,000) half-an-hour west, in the middle of nowhere (well, cornfields, but they don't require a lot of lumber). So, what's the deal? "My P.M.s [project managers] tell me that's where they like to do business," says the boss.

In fact, P.M. Joe McPherson was so happy to spread the word that he, too, called back. "Fullerton's price is always right," Joe began. But, more important, "The product's good and the delivery's really good, too. If ever there's a problem, they take care of it; they're really good with fol-

low-through."

Wow. Okay, next step is to ring up Paul Silver, Fullerton's general manager out there in the cornfield, to find out how he gets them to drink the Kool-Aid. Best answer he can come up with is one you've heard before: service. Make that very personal, neighborly service: "nothing different," he insists-'Just more of it."

Price? Of course that's a factor these days, and more on that later. Selection? Actually, Silver is bucking the trend and cutting back there as part of his increased focus on the pro. "We're getting away from the traditional hardwarestore aspect-no more paint, plumbing, electrical-to become more in line with the pros' mindset," he explains.

So it all boils down to his staff of 15, which include six outside sales reps he credits as "longtime industry veterans," who sound more like the Red Cross than simply guys behind a steering wheel. Yes, they'll do free take-offs. Yes, they visit jobsites. And yes, they'll deliver a single stick when you say you need it yesterday ("They all have pickups with lumber racks on top," allows their boss.) And they follow through with boom trucks that deliver to the rooftop. They make good without a murmur if possibly a board is warped (though lumber and shingles are stored in covered facilities on the l0-acre yard). They'll escort customers, and their customers, through Fullerton's showroom of windows, doors and millwork, filling special orders, too. And they invite the pros to vendor-sponsored lunches all summer, along with golf outings and dinner get-togethers.

Did we mention free delivery-to, say, Duluth (think 350 miles)? Or Iowa-or even Green Bay, Wi.? (That time, they hired a freight company to transport the basic package, then followed up with several smaller deliveries.) "We follow our builders," Silver explains. "Wherever they go, we go, too." And, as of this month, that's to the Twin Cities' prestigious Hazeltine National Golf Club, where Fullerton just snagged the order for new clubhouse materials.

But, as the saying goes, "If a tree falls and nobody hears it...," which translates to "Great service is great, but only if you get the word out."

Silver's got a one-word solution: "Networking. Word of mouth from one pro to another. Talking to subs, who get us in touch with their general contractor. That's how we got the Gordon James account," he says. "One of our contractors was talking to another contractor, who did their framing. So a meeting was arranged; we had lunch, and started bidding on their projects. They'd heard that we do what we say we'll do, so we were at the table, and there was this

FULLERTON LUMBER'S showrooms are taking on more options to accommodate price-conscious contractors' rising-interest in mid-range oroducts.

chemistry," Silver sums it up. "They've treated us really well ever since-more and more bids," he adds.

That chemistry starts at the top. "I relate to our customers directly; they become personal friends," says Silver, who's worked in many a lumberYard over the years, most recently, before being recruited to Watertown nearly three years ago, with UBC. There, "it started out well, but evolved to strictly by the numbers. Here," he says, "It's family-the direction I wanted to continue to go: very satisfying."

The corporate organization, which has operated for over 100 years in the Midwest, offers the big-volume advantage of securing favorable prices for bulk purchasing, "but differently than with the big boxes, attests Silver, "where it's 'We'll pay you what we think....' With Fullerton, each manager runs his own store, each with a different market. And the company philosophy, even in these stressful times, is not to hunker down, but move ahead, look forward."

It also helps that the l0 Fullerton stores in Minnesota can congregate to place orders at a savings-say, a full truckload, which they then drive to and divvy up. And, even in these lean times, "We've kept up our personnel level so that service doesn't suffer," although some are working fewer hours.

And yes, pricing has become the elephant in the showroom-pros seeking numbers to back uP the service.

"These days, we're getting four, five, six contractors bidding on the same job, and they're under pressure from the homeowner," Silver is aware.

One of his solutions involved reexamining the lines he carriesinstead, of "better-best," more emphasis on the "better." "I'm focusing more mid-range products, especially lumber. But," he adds, "I have a very hard time finding it. Wholesalers are cutting back, making it really tough to find the in-between grades so we can offer quality at a very competitive price. I've added a wider assortment of millwork and another line of shingles, too. And I'm watching inventory a lot more closely."

Abetted by that kind of fine-tuning, the jobs keep rolling in-homes, roday, in the 2,000 to 2,600 sq. ft. range-"a little more modest; rooftops simplified to take the cost down. And, thanks to the stimulus packager, people are remodeling kitchens and basements and adding energy-efficient windows and doors as tax deductions."

Plus, the happy project managers at Gordon James don't show any signs of stepping on the brakes. So, make that full steam ahead!

Carla Waldemar cwaldemar@ comcast.net

LEADERS at Fullerton Lumber, Watertown, Mn., spend ample time in the field, delivering top-notch personal service.

Glulam maker works

double duty after expansion

f)ouar-nc cApActry might seem odd in today's business l-lenvironment, but the move does provide eB Corp., Salmon, Id., with a competitive advantage during tough times, as well as positions the glulam manufacturer for explosive growth once the economy turns around.

Business was booming back in 2005 when eB decided to expand. "Our ability to meet customer demand was chal-

lenged, and we had to undertake the expansion to maintain our high level of customer service," admitted Dennis Lentz, director of marketing. "We expanded so we could take on new customers and take better care of existing customers. We were running against the walls in production. you wait a long time before you change format, and we had run that way for a long time."

At such times, he said, "you have two choices: you can enlarge your existing facility or you can build a new one. We did a little bit of both. We doubled our operations, but in a separate, adjacent building. If something happened, like a fire, we'd still have a full operation."

The expansion did not require huge purchases of new equipment, since QB had gradually been accumulating machinery over the years from mill closures and other opportunities.

Both facilities feature identical capabilities. They can produce over 1.5 million bd. ft. per week, such as stock beams, custom beams, arches, curves, tapers, bevels, glulam trusses, and other custom fabrication including metal fasteners and attaching hardware. In fact, QB recently became the first timber fabricator to be certified by the American Institute of Timber Construction.

QB uses softwood species such as Douglas fir, western red cedar, Alaskan yellow cedar, and southern yellow pine.

Although the economy had begun slowing by the time the expansion was completed at the end of 2001 , having twin facilities at its disposal provides QB with a great luxury. "We run both," Lentz said. "You can't let the machinery sit for long periods, so we switch back and forth. It minimizes lead times for customers, and minimizes interruptions. We can now take on large projects without disrupting everything else. Before, if we took on a 25-truckload order for a special building, it would take a big bite out of our production."

QB now has the flexibility to roll out new products, such as full-width garage door headers, and improved ones, such as large custom beams up to 120 ft. long and 100 inches deep.

"We can also break into new business segments, such as utilities, whereas before we were primarily residential and commercial," Lentz added. "We produce utility poles and utility transmission fabrication."

The move provides QB with a wide range of capabilities that offer solutions for a wider range of customers, whether for the residential, commercial, or utilities market.

QB'S expansion increases its speed and flexibility in supplying products such as these stain-grade curved beams installedlnside b'gbttitirOnouse in Sun Vallev. ld.

CO.

l...Where "Going Green, is o wfry of lW, mart .)ense.

The MicroPro@ Ireofed Wood Process is cerfil?ed under SCSb Environmenlally Preferable Product (EPP) progrom bosed on Life-cycfe Assessmenf.

rBart

NotureWood treoted wood products hove been opproved forpoints toword Notionol Green Building certificotion to the ICC 7OO-2OOB Notionol Green Building Stondord. RESEARCH CENTER trented,

Cenfer Nolionol Green Euildfng CerlfffcofJon, MicroPro GREEN APPROVED w.('r6nApprcvodPrcdwt..cm

wood products,

Pacific Coast Supply LLG, North Highlands, Ca., has acquired most of the assets ot WeYrick Lumber, Templeton, Ca

Colin Weyrick, former owner and president, will stay on and be responsible for operations in Templeton and Chino, Ca., which will operate under the name Weyrick Pacific.

Th&h Hardwoods & Hardwafe, San Diego, Ca., moved April 1 to a new facility in Kearny Mesa, Ca.

True Value Hardware franchisee Rob lmsande has opened a new location in Orange, Ca., after closing smaller stores in Orange and Anaheim. Ca.

Lowe's opened new stores March 12 in W. Colorado Springs, Co., and March 5 in S. San Jose, Ca,, and Denver, Co.

The chain is ready to begin construction of a new store in Sonora, Ca., and received approval to build a new unit on 15 acres in Santa Rosa, Ca., and a 171 ,000-sq. ft. replacement store in Spokane, Wa.

Orchard Supply Hardware's new store in Santa Rosa, Ca., won tt,o design awards from the Association for Retail Environments-for excellence and originality in design and the Best ln-Store Communication Award for its clear signage and easy-to-navigate aisles.

Miller Lumber, Bend, or., was named Materials Supplier of the Year by the Central Oregon Builders Association.

In the parking lot of ProBuild, Bainbridge lsland, Wa., a shirlless man who had been waving a large sword and siabbing objects with knives surrendered to an off-duty police officer March 23.

The agitated 3S-year-old man, who was covered with scrapes and cuts, laid down his weapons and explained that he had been "hunting werewolves.' Police took him to a medical center for evaluation.

Earlier in the day, he approached customers at a nearby Ace Hard. ware to display his sword and demonstrate his knife throwing skills.

North Pacific Accelerates Sell-Off

Bankrupt mega-wholesaler North Pacific Group has found buyers for the majority of its operations.

Forest City Trading Group, Portland, Or., has agreed to purchase certain assets of North Pacific's southern division in Waynesboro, Ms., and will operate it as its eleventh subsidiary, Southern Mississippi Trading.

National Industrial Lumber Co., North Jackson, Oh., has purchased North Pacific's location in Landisville, Pa. National Industrial already has DCs in Erie and Elizabeth, Pa.

F.P. Supply LLC, a subsidiary of Millman Lumber Co., St. Louis, Mo., agreed to purchase North Pacific's LBM operations in Indianapolis, In., and Columbus, Oh., including inventory, accounts receivable, equipment, and real estate.

Tempe, Az.-based Rugby Industrial Products Distribution has acquired the inventories and hired employees from the locations in Providence, R.I., and Springfield, Ma. "Springfield is operating as Rugby IPD today, and former North Pacific Providence operations have been assimilated into Rugby's Avon. Ma., distribution center," said Rugby president David Hughes.

Amerhart, with five DCs around Green Bay, Wi., is negotiating to buy buildings and hire employees at North Pacific's branches in Grand Rapids and Traverse City, Mi.

North Pacific is liquidating its Mira Loma. Ca.. distribution center and sold its inventory to MJB Wood Group, Irving, Tx.

Quolity Western

2x4 Ml6 in 8-10' both rough ond surfoced

Cedor 4x4 P05TS in 4,5,6,7 ,8,9 ond l0'lengths

Private equity firm Atlas Holdings LLC, Greenwich, Ct., formed a new subsidiary, Bridgewell Resources, to acquire assets from North Pacific's hardwood & industrial products, utility & construction, and food & agriculture divisions.

Bridgewell and its hardwood & industrials division will be run from North Pacific's former office building in Tigard, Or. Utility & construction will be supported by satellite offices in Virginia, Utah and Arkansas, and food & agricultural will operate from its DC in Clackamas, Or.

Dan Cromie, an Atlas partner, will serve as president of Bridgewell, joined by numerous former North Pacific executives, including Curtis Noteboom as c.f.o.; Brian Smith, v.p.lumber & boards; Jack Henderson, v.p. domestic wood products; Gregg Wilkinson, v.p.-international sales; Leonard Greer, sales manager-industrial products, and Joe Passadore, v.p.utility & construction. In all, Bridgewell now employs more than 100 former North Pacific associates.

Last year, Atlas was among three suitors that came close to buying substantially all of North Pacific, but each of the deals eventually collapsed.

North Pacific also may be close to parting with its Missouri division, which includes an office in West Plains, Mo., and three manufacturing plants in Missouri and Arkansas. Bids were being accepted until March 16 for the inventory, accounts receivable, equipment, and real estate.

lx4 B0ARDS in 4, 5 ond 6'lengths

Agwood Mill & Lumber, Ukiah, Ca., was approved for $2 million in federal stimulus funds that will be used to refinance existing loans at lower rates so the company can keep operating.

Simpson Lumber Co.'s mil in Shelton, Wa., escaped significant damage when firefighters quickly extinguished a 3 a.m. blaze March 28.

Investigators are searching for a cause, but note the roof was beino worked on.

Gonifex, Fort St. James, B.C., acquired a Mackenzie, 8.C., sawmill and planer from AbitibiBowater.

Eagle Materials, Dalas, Tx., has temporarily suspended production at its 20-year-old American Gypsum wallboard plant in Bernalillo, N.M.

Its Albuquerque, N.M., facility remains operational.

International Forest Products Ltd., Vancouver, 8.C., has completed the acquisition of a timber tenure in B.C.'s Kamloops region from Weyerhaeusor Co., proviiing supply for its 1-year-old Adams Lake sawmill.

Pacific Western Wood Pro. ducts, Los Angeles, Ca., has been Forest Stewardship Council chain-of-custody certified by Scien. tific Certification Systeins.

Weyerhaeuser Co., Federal Way, Wa., was named to Corporate Responsibility Magazine's annual list of 100 Best Corporate Citizens.

84 Shuts 10, Abandons ldaho

84 Lumber has shuttered its final location in Idaho, as well as nine other underperforming stores across the country.

The chain now operates 289 yards in 34 states, following the closures in Post Falls, Id.; Wrightstown, Wi.; Lancaster, Pa.; Rocky Mount, Va.; Cliffwood, N.J.; Haines City, Fl.; Concord, N.C.; Spartanburg, S.C.; Minooka, I1., and Moss Point, Ms.

Jeff Nobers, v.p. of marketing & public relations, said most of the closures were in markets where 84 operates multiple locations. "Some of the lessons we've learned in the last three years is we are capable of servicing the market with fewer stores." Nobers said. "We are consistently reviewing markets where we have multiple locations, and if we see where one store is not doing well and there are two others that are doing well, they could be consolidated."

Obdyke Pursues Acquisitions

At a time when the construction industry seems to have little positive to report, one building products manufacturer is looking to aggressively grow its business with a strategy to acquire new product ideas, patents, product lines. and companies.

Benjamin Obdyke is actively searching for new opportunities that will position it for maximum growth as the construction sector recovers from its current downturn.

"For us to achieve the company's growth objectives, we will need to look outside the organization for new product ideas that we can synergize with our internal product development processes," said Geoff Ehrman, director of business development.

Specifically, the Horsham, Pa.based firm is placing renewed empha-

sis on acquiring intellectual property, manufacturing capabilities, information technology, and new ideas that will allow it to leverage its core competencies in residential and light commercial roof and wall products.

"By moving into an acquisition mode. we see it as a way to improve our current products, introduce new products, or expand our market reach so we can continue to provide our customers the specific products they need," Ehrman said.

He pointed out several reasons why a company or inventor might want to partner with a company like Benjamin Obdyke. "First, we have a well-established and respected brand of products for the building's exterior envelope. Second, we have established channels to access the market that are built upon our reputation for quality. And third, we have the technical expertise to help the contractor/builder build better. We have spent a great amount of time working with code officials and building scientists to make sure our products align with cunent building science practices," Ehrman said.

Potlatch Sells ldaho Plant

Potlatch Corp., Spokane, Wa., has sold its particleboard plant in Post Falls, Id., to former sawmill operator Plummer Forest Products.

New owner Todd Brinkmeyer had previously owned a sawmill in Plummer, Id., that specialized in small-diameter logs. He sold the facility in 2006.

Operations in Post Falls resumed March 22 after a four-week layoff.

Potlatch's Mark Benson said that the small-scale plant no longer fit the company's core mission, which is tied to 840900 acres of forestland in Idaho and operation of a lumber mill and plywood plant in St. Maries,Id.

Trex Co., Winchester, Va., inked a licensing deal for Dri.Deck Enterprises, Englewood, Co., to develop and market Trex RainEscape, an above-joist deck drainage system to be available this month.

Advanced Environmental Recycling Technologies plans to roll out new MoistureShield trim and fascia products this year and move to national distribution of MoistureShield products through a nationwide network of independent distributors.

GertainTeed, Valley Forge, Pa., now distributes four new wood-plastic composite decking and railing products trom Fiberon's EverNew line.

AFPA's Sustainable Forestry Initiative program recently notched its 2.000th chain-of-custodv certified location.

Versatex, Pittsburgh, Pa., has a new green building section at its website, www.versatex.com/green.

ProBuild Opens #4 in Utah

ProBuild Holdings, Denver, Co., has opened a new location in Orem, Ut., its fourth in the state.

The facility serves lumber and millwork customers and boasts Forest Stewardship Council chain-of-custody certification.

At the same time, ProBuild bought a facility in Virginia and recently opened a yard in Sacramento, Ca. "We continue to see opportunities where we can expand into new markets to better serve our customers," said Michael Mahre, senior v.p. of corporate development. "These new locations are great instances where we can bring the market-leading value of ProBuild's products and services to serve strong and growing markets."

Oregon Dealer Cuts Bend Yard

Pacific Lumber & Truss, Lake Oswego, Or., closed its yard and truss plant in Bend, Or., at the end of March. The company will try to lease out the l0-acre site.

"There's just not enough business," said co-owner Jim Morse. "It's just a shame."

He said that the plant opened in 2003 and brousht in close to $25 mil-

lion a year from 2005-2007, but revenues dropped to about $2 million last year.

"We just kind of looked through the numbers and said it's not going to get any better," he said. "We need to do twice what we're doing right now to just cover utilities, training costs, and bare essentials."

The consolidation leaves the chain with a yard, remodeler's center, door/millwork shop, and truss plant in Lake Oswego and a yard in Hillsboro, Or.

Libby Mill Destroyed by Fire

Stimson Lumber's shuttered plywood mill in Libby, Mt., was destroyed by fire Feb. 25.

"At this point, all we know is that everything in that building went up," said sheriff Daryl Anderson. "That whole building, and everything connected to that building, burned right to the ground."

Anderson called the blaze a "blessing in some ways." He said that the abandoned plant had become an "unsafe" party spot and officials had been unsure what to do with it. "That old plant has been a real pain in the neck. to be honest." he said.

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The 6(C)) change in treated wood

Copper azole has become common and its most udvancedformulotion is Type C

Over the past 10 years, lumber dealers have been introduced to wood protected by several preservatives in differing variations. Out of this competitive mix, Copper Azole has emerged as the most common preservative for residential treated wood. It provides wood products with long-term resistance to termites and decay fungi.

The effectiveness of CA-C is recognized by the American Wood Protection Association (AWPA), the organization that sets standards for the wood treating industry. Before AWPA lists a preservative in its standards, the candidate must satisff a knowledgeable membership that encompasses treated wood users, academic experts, wood scientists, and manufacturers

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

In January 2009, cA-c preservative made with dissolved copper was accepted for listing by AWPA, as were its treating requirements. This variation incorporates two carbon-based azoles. Their use together has been granted a patent because of synergistic efficacy.

Because of its effectiveness, the retention levels required of CA-C are quite low. In preserved wood, chemical retention is defined as the amount of

preservative retained in the wood after treafment. lt 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.

As can be seen in the comparison below, derived from AWPA standards, it takes far less CA-C to protect wood than ACQ-Dless than half the amount for above ground use and ground contact. This means less chemical exists in the wood.

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. The combination has been patented.

The workhorse ingredient in CA-C is copper, a very effective fungicide. Some fungi can tolerate

aca(Jcllll!: gxpgrts, wuuu sulErrllsls, al of competitive products. Convincing this audience

copper, however, so a cobiocide is needed to control them. The azoles provide protection against coPPertolerant fungi.

Wood treated with ICA-C preservative is sold I as Wolmanizedu Residential iOutdoore wood. The lWolmanized name is a respected trademark that has i symbolized properly treated wood for decades. :*2'44*

Over these decades, the developers of Wolman ized* pressure-treated wood have introduced numerous innovationsfrom new preservatives and advanced treatment procedures to built-in water repellent and promotional support.

As did previous tYPes of Wolmanized@ wood, wood treated with CA-C carries

a lifetime limited warranty against termite damage and fungal decaY. For warranty details, visit www.wolmanizedwood.com. It is also backed by the Good Housekeeping Seal.

In addition to the treatment that extends service life, and in addition to construction convenience, aesthetic value, and often lower cost, this product has the environmental advantages of wood. Its base is a renewable resource using plentiful, rapidly replenished species typically grown on managed timberlands and requiring less energy to produce than alternative building materials. Growing forests absorb carbon dioxide and wood products sequester carbon, thus reducing greenhouse gases. Wood offers greater thermal, electrical, and acoustic insulation than alternatives, and, because of its lighter weight, can often be installed with equipment having less environmental imPact.

Wolmanizede wood treated with CA-C preservative is Produced bY leading wood treating comPanies including:

Conrad Forest Products, 800-356-7 146

Exterior Wood, 800-83 3-083 8

McFarland Cascade, 800-426-8430

Nevada Wood Preserv ing, 1 7 5 -57 7 -2000

TrueGuard, 800-777 -07 49

Utah Wood Preserving, 80 | -29 5 -9449

A brief look at chemistrY

Copper azole combines copper with a small amount of azole, a carbonbased fungicide. Although copper is an effective pesticide against nearly all organisms, there are some fungi that can tolerate it. The azole is a co-biocide that protects wood against copper-tolerant fungi. Copper azole evolved from its original Type A formulation to Type B wiih borate removed, and is now available in its advanced dual-azole formulation, Type C. It can be made using dispersed copper or, as is done in western states, with dissolved copper.

Platonic selling doesntt work

ffeve you EVER rnreothe platonic friend strategy? Have Ilyou ever wanted to be romantically involved with someone and tried to be their friend first, only to find out they liked your "bad boy" friend or "bad girl" friend better?

I have. Mona Mendez. I remember the day she leaned in close to me to whisper something sweet (I tirought/hoped). "James, can you introduce me to your friend Steve, he's so cute!" Once I recovered my feelings and my ego, I stammered, "Yes." Of course, Steve had no use for the woman of my dreams, but that's the way it goes.

-

_ Unfortunately, many salespeople fall into the same trap. Many salespeople's number one goal in speaking to cuitomers is to not upset them. This is a terrible #l goal. Being likeable can be part of our overall strategy-it should be, as being likeable makes everything in life and sales easier-but it cannot be our #l goal! Our #l goal has to be to sell the customer.

I recently got a call from a platonic ,.sales" manager who had read my book, Leadership Sales. He said, ,.Jamis, I read your book. I don't see anything in there about customer need."

"I'm not as interested in customer need as I am in customer qualification," I responded. ("Leaders Find True Need," Chapter Five, discusses customer need and how to find it in detail.)

The saying, "The customer is always right" is total B.S. The customer is right if they are right with us. Everywhere I go people talk about "partnership selling." What kind of partn-ership/relationship will we have with customers (anyone for that matter) if one of the partners is always righti I tell the sellers I work with to stop thinking about selleri and buyers and to start thinking about sellers and sellers. Our customers are selling us while we are selling them. Some customers sell us on the idea that we should work for them for free; struggling sellers buy it, successful sellers don't. _ People are inherently distrustful of anyone who is not up front with their purpose. "This is just a survey" or ,,Just come down for afree lunch and a free prize-no pressure.,' When we try to hide our true intentions, we send ihe wrone message. "I want to be your friend" is not the ,u-. -.rI sage as "I want to be your boyfriend or lover."

What am I driving at? To be master sellers (and get more business), we need to send the message to our customers (in everything we say and do) that ive want their business. We are absolutely not interested in being their platonic salesperson. The sooner we send this messase the better.

Will we have more friction and rejection if we send the message "I want to be your boyfriend (read salesperson)" versus "I want to be your friend (read quotron-a salesperson who quotes and quotes, but never gets the business),'? Yes. Thank goodness! Friction is fun. Friction is necessary.

Friction finds out the truth much sooner.

All we have as salespeople is our time. We should not waste it, but many struggling sellers do. Their belief is that by being congenial and agreeing with the customer on everything and not demanding reciprocation for services, they will endear themselves to the customer and thereby become their supplier. They do endear themselves to cujtomers, but not as suppliers but as quotrons. And let's be clear: customers need and want quotrons in their lives-we just can't be one of them.

The best sellers I know are charming, likable and proud of what they do. They send a very clear message from their first contact with potential customers, "I want to sell you."

When a salesperson is let go, we will often follow up with their ex (non) customers. "Why didn't you buy from John?" You would be shocked how often we hear. ..John was a great guy. We really liked him. He just never askedfor the order."

To be master sellers we cannot confuse likability with being a carpet. While we are being charming, we must also send the message that we desire our customer's business. Desire is very dfficult to say no to. Ask for the business early and often.

James Olsen Reality Sales Training (s03) s44-3572 james@ reality-salestraining.com

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By Bernard Kliska

Using a mediator for lamily business disputes E

T* woRD "coNFlrcr" HAS gotten a I lot ofbad press.

Rather than seeing conflict as a natural and predictable aspect of human interaction-a process that, if managed properly, can often lead to growth and new solutions-people tend to see it as a failure on the part of the disputants. This is unfortunate, because conflict, when channeled positively, can be a creative, energizing, and even a healing force.

In family businesses, where the twin currents of family and business run through so many decisions, conflict is inevitable. While conflict presents challenges for any organization, internal conflict in family businesses has a special complexity.

It is often the product of experiences preceding, and factors outside of, the business issues that spark the immediate dispute. The conflict may have started years earlier on the playground, around the dinner table, in birth order. or even in a previous generation. The history may be silent, invisible, half-forgotten, but it is often a powerful presence in the conference room. I have seen businesses become stymied by conflict that has little or no connection to the business problem at hand.

The process of mediation can play an invaluable role in resolving family business conflicts. It can direct energy away from old grievances and toward finding business solutions for business problems and preserving working relationships. For a family business, protecting working relationships is not a luxury; it is a necessity.

A mediator is a neutral outsider who works with all the involved parties to craft a resolution. Unlike an arbitrator, a mediator does not mandate a settlement; rather, he or she helps the parties communicate and develop a mutually acceptable solution. Compared to other options for resolving disputes, mediation is quick,

inexpensive, and private.

It is also an informal process, not limited by rules of evidence, procedure, or remedy. Because of this, mediation allows for maximum flexibility in crafting a resolution acceptable to all parties. Because of the informality and the guided, mutual communication, a mediated, as opposed to arbitrated, settlement has a better chance of soothing not just the business problem but also the troubled relationships that exacerbated it. Mediation for family businesses is occasionally practiced by legal professionals, but more often it is performed by non-attorneys such as family business consultants who have some conflict resolution experience. The mediator's skills lie in helping parties come to the same table, communicate, and work out their own solutions in a non-adversarial environment.

"Non-adversarial" does not mean that there is an absence of conflict or that antagonisms cannot be expressed during the mediation. Instead, nonadversarial refers to the process used to air and resolve the dispute. The skilled mediator does not put constraints on the discussion, but rather helps keep the focus on the parties crafting a solution. Thus, the mediation allows discussion on the source and substance of the conflict and helps people recognize their counterproductive patterns, with the aim of being able to move past them toward a businesslike, problem-solving mode.

Long-standing resentments have a place at the table, insofar as people can come to see how those resentments are standing in the way of the ultimate task at hand. Mediation, then, cannot only result in specific terms of agreement, but can also offer an enormous advantage to a family business: the parties learn that they can communicate further and/or differently in the

future. Under the mediator's guidance, once they accomplish this, future productive interaction will no longer seen inconceivable.

Mediation in action

In a successful family business, a medical equipment company founded by two brothers, only one member of the second generation (the older brother's daughter) chose to enter the firm. Her brother pursued an academic career, and their cousin, the only son of the younger founding brother, went to work at a consulting firm. After several years, the daughter became c.f.o. Her father had retired (retaining his interest in the business), and she reported to her uncle, the c.e.o.

Problems developed when the cousin was laid off by the consulting firm and wanted to join the family business-as a vice president with a seat on the management committee and compensation equal to his last salary (which would be 20Vo higher than the daughter's compensation). The daughter expressed concern about his lack of experience in their indus-

try, and discreet indignation about his compensation requirements. Worried about being marginalized if her uncle and cousin were both active in the company, she went to her father and he entered the discussions.

Things escalated. The disagreement over how to accommodate the cousin became an unspoken but seriously disruptive conflict. The unwillingness to communicate about this issue became a refusal to communicate about other management issues. The three vice presidents, who were not family members, felt hamstrung. Key processes and initiatives became compromised.

The founding brothers, who had always successfully worked together, were each secretly consulting attorneys. Family dinners became a thing of the past. Finally, after several months, the vice president of human resources urged the brothers and their two children to try mediation for the sake of the family enterprise.

The mediator explained that, under her guidance, they would do the difficult work of devising a solution. Sometimes she had all of them at the table, and sometimes she spoke with one or two of them privately. (In situ-

ations where suspicions run high, mediators will often make sure to balance their separate communications, giving each party equal individual conference time.)

She helped the parties recognize and cope with the frustrations and emotions that fueled the conflictmuch of which began during long ago family interactions-and to focus on the future of the business.

At the end of five hours, the recriminations and allusions to legal action had ceased. The four parties agreed that the cousin would come into the business at the same compensation as the daughter but would have a one-year probation/learning period during which time he would report to a vice president, while the daughter would continue to report to her c.e.o. uncle. The cousin could attend management committee meetings by invitation, but would not have a vote. At the end of one year, the management committee would review the cousin's performance and decide as a group about promotion.

In addition, the c.e.o. committed to keeping both his son and his niece in his communications loop, simultaneously, and to respect normal manage-

ment communication channels. Finally, they agreed that the c.e.o., his son, and his niece would meet once a week for at least the following four weeks to confirm that their hard-won arrangement was working-and the retired brother agreed not to intervene. Their resolution worked because they had devised it themselves and because it established a sound basis for going forward. It was good for the business, and it was good for the family.

A longstanding or valuable relationship might be at stake in a dispute with an outside party. It is always at stake when conflict erupts within a family business. A skilled mediator is often the best option to help family business members resolve the problem at hand and to avoid rePeating old, counterproductive patterns in the future.

- Bernard Kliska is an associate of the Family Business Consulting GrouP, Marietta, Ga.; (800) 551-0633. He can be reached at kliska@ efamilybusiness .com. Reprinted with permission from The Family Business Advi;or, a copyrighted publication oJ Family Enterprise Publishers. No portion of this article may be reproduced without permission of Family Enterorise Publishers.

Rick Danielson, v.p.-sales, Allweather Wood, Washougal, Wa., has retired after 18 years with Allweather and 38 years in the industry.

Kevin Henley has been promoted to sales mgr. for Redwood Empire Wholesale, Morgan Hill, Ca. Greg Sanchez, ex-Allweather Wood, is new to sales in San Jose, Ca.

Jeff Tant is now running the southern pine lumber department at Buckeye Pacific, Portland, Or. Dan Alar now leads the OSB & panel department.

John Picot has retired after 30 years in lumber sales, the last 13 with Sierra Pacific Industries, Anderson, Ca.

Bruce Huewe has ioined Boise Cascade Building Materials Distribution, Riverside, Ca., as Simpson Strong-Tie product mgr.

John F. Ferguson is now a Sisters, Or.-based broker with Remax Town & Country Realty, following 34 years in the lumber industry, most recently with Rough & Ready

Lumber Co., Cave Junction, Or.

Miguel Hernandez, ex-North Pacific, is now key accounts sales mgr. at Building Materials Distributors Inc.. Riverside. Ca.

Al Gedroez, ex-Collins Pine, is new to sales at Simpson Lumber, Tacoma, Wa.

Scott Rimmer, ex-Forest Grove Lumber, is new to sales at Disdero Lumber, Clackamas, Or.

Jules Plavin, Western International Forest Products, Portland, Or., has retired after 30 years in the industry. Charlie Palmer, ex-Sherwood Lumber, has joined the trading staff.

Lori Burke was promoted to the new position of product specialist of the Spectrum Division at Timber Products Co., Springfield, Or.

Tom Ray has been promoted to v.p.Northwest resources & manufacturing for Plum Creek, Columbia Falls, Mt. He succeeds Hank Ricklefs, who has retired after 23 years with the company.

Michael D. Mahre, ex-SelectBuild, has joined ProBuild Holdings, Denver, Co., as senior v.p. of corporate development.

Robert Mellor, ex-Building Materials Holding Corp., has been elected to the board of directors of Stock Building Supply, Raleigh, N.C.

Allan Trinkwald, Simpson Lumber Co., Tacoma, Wa., was elected chairman of the Western Wood Products Association, succeeding Eric Schooler, Collins Cos., Portland, Or. New lst vice chairman is Bob Lewis, Columbia Vista Corp., Vancouver, Wa.; 2nd vice chairman Steve Zika, Hampton Affiliates, Portland; presidenVc.e.o. Michael O'Halloran, and new board members Sherm Anderson, Sun Mountain Lumber, Deer Lodge, Mt.; Dan Claridge, Thompson River Lumber Co. of Montana, Thompson Falls, Mt.; Fritz Mason, Georgia-Pacific, Atlanta, Ga., and Tom Shaffer, Neiman Enterprises, Hulett, Wy.

Jake Tarry, ex-Real Stone Source, has joined Laticrete as technical sales representative for Oregon, also supporting Central and Northern California and Northern Nevada.

Bob Taylor, president and c.e.o., Do it Best Corp., was elected chairman of the board of the National Association of WholesalerDistributors.

Marvin Brown, Oregon state forester, has been elected chair of the independent board of directors for the Sustainable Forestry Initiative. Robert "Bob" Luoto. American Loggers Council, is now vice-chair. Christopher A. "Chris" Wood, president and c.e.o., Trout Unlimited, joins the board's environmental chamber, and William V. "Bill" Street Jr., International Association of Machinists & Aerospace Workers, represents labor as a member of the social chamber.

Tony McRae, ex-Canadian Forest Products, is the new sales mgr. at Imperial Shake, Maple Ridge, B.C.

John Stegeman, ex-Ferguson, has joined HD Supply. as executive president, overseeing divisions HD Supply Canada, HD Supply

Electrical, HD Supply Plumbing/ HVAC, HD Supply Waterworks, and HD Supply White Cap.

Kevin Ketchum has joined North American Wholesale Lumber Association, as director of marketing & communications.

Steve Tourek, senior v.p. and general counsel for Marvin Windows, was named president of the board of directors at the Tropical Forest Foundation.

Tad Short is handling accounts payable for Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

California Dealer Piedmont Smacked by Fire, Creditors

March was a tough month for Piedmont Lumber & Mill Co., Piedmont, Ca., which was hit with loan-default actions on several of its properties, a federal lawsuit over employee benefits, and a fire that destroyed its store in Walnut Creek, Ca.

On March I, Umpqua Bank filed suit for breach ofcontract and warranty against Piedmont Lumber, owner William C. Myer Jr., and his wife, Victoria Myer. According to court

records. the owners have defaulted on nearly $ l5 million in loans.

The l4-count lawsuit seeks judicial foreclosure of the company's properties in Pittsburg, Tracy, Mendocino County. and Lake County, Ca.

On the same day, Northwest Administrators Inc. filed a federal lawsuit against Piedmont Lumber, alleging that the chain has not made required contributions to the pension fund of unionized employees, which it agreed to do based on collective bargaining.

On March 13. a four-alarm fire destroyed Piedmont's store in Walnut Creek, Ca., causing an estimated $5 million in damage.

An eyewitness reported that firefighters were confronted by exploding cans of paint that flew out of the building. Authorities are still investigating the cause of the blaze, which has been called "suspicious" by local newspapers. Although it was a Saturday, the store was closed-as it had been for several weekends.

Seven months earlier. a fire at the company's store in Pittsburgh, Ca., destroyed several exterior lumber racks. Investigators have labeled this fire as arson, but believe it has no connection to the latest fire.

Ghain Grows Business by Customizing Inventories

Miner's Ace Hardware, which has six locations on California's Central Coast, keeps garden center sales strong by allowing its nursery managers to tailor inventory to the local

market.

At the garden center in Atascadero, nursery manager Debbi Arnold stocks plants that can withstand winter freezes. summer heat. and ravenous

deer. Plants for fire-resistant landscapes are also offered.

Due to the economy, she's also stocking more perennials than in the past, as budget-conscious gardeners

P,rosectWood From effi,, *

c Tetmites

c Wood Decay - Bot

o Powder Post Beetles

c Caryenter AnlF,

GARDENING ADVICE is dispensed to a customer by Fonest Wanen, assistant garden center manager at Miner's location in Mono Bay, Ca.

move away from labor- and waterintensive annuals. Edible landscapes are another money-saving trend, so she is offering more vegetables and dwarf fruit trees this year.

"It's easier to do now-you don't even need a large space," Arnold said. "You can live in an apartment and have tomatoes growing upside down on the patio."

Garden art, fountains, and pottery at each center are also geared to local customers. "You won't find lot of beachy stuff here, but you will in Morro Bay," she said. "Here, you'll find cowboy stuff that you won't find in other stores."

The family-owned chain currently has locations in Arroyo Grande, Atascadero, Grover Beach, Los Osos, Morro Bay, and Nipomo. A seventh location will open later this spring in San Luis Obispo, on a three-acre site previously occupied by Pacific Coast Home & Garden.

"We've had an overwhelming amount of support from the community," said president Paul Filice. "We've been getting phone calls, emails and letters. It's been an incredible welcome."

He said that the new location will

have a large garden area, while the main store will offer lumber-something that wasn't sold by Pacific Coast. "San Luis Obispo has alwavs been an area that we iooked to get into, and we finally have the opportunity to do it," said Filice.

SmallWashinqton State Sawmill Hang6 On

Like other small western mills. Clary Lumber Products, Winlock, Wa., is hanging on and hoping for better times.

"The only reason we're still standing is we're too stubborn to quit," said Lance Pennington, who has co-owned the planer mill for five years with pafiner Pat Clary. "It's been three years since we've drawn any money out of this company."

Although it hasn't been easy, the mill has kept six employees working full-time, processing Douglas fir logs into 4-inch lumber. Other products include firewood. landscape bark. and sawdust and shavings for animal bedding, which is sold to fairgrounds, horse owners, and dairies.

"Our original goal was to employ 12 to 15 guys, supporting that many families," said Pennington. "If we can

ever do that, we'll be able to get a three-day weekend once in a while."

About half of the timber processed by the mill comes from the slopes of Mount St. Helens, where Weyerhaeuser harvests areas it replanted 26 years ago.

"Everything is replanted and nurtured," Pennington said. "I'm proud to be part of this operation."

By this time next year, Pennington hopes the market has picked up enough that he can install new equipment at the mill. "We've got our heart and soul and everything invested in this," he said. "We're excited about keeping working."

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Slow, Steady Recovery Seen for Western Mills

Lumber mills are starting to emerge from the worst downturn in the history of the industry and recovery will be slow yet steady, according to a new Western Wood Products Association.

WWPA predicts modest gains in housing, lumber consumption, and U.S. production this year after setting modern lows during 2009. While markets are expected to improve in the

Oregon Sawmills Fill Ghilean Void

February earthquakes that destroyed Chilean sawmills and plywood plants are bringing some badly needed business to wood product manufacturers in Oregon.

"No one really knows how long Chile will be out of the market-it could be six months, it could be the end of the year," said Hank Snow, vice president of human resources at Roseburg Forest Products, Dillard. "Our intention is to keep them."

He said that Roseburg has added more than 100 workers at its plants in Coquille, Dillard, and Riddle. About 35 of these were already employed part-time or on weekends. but were moved to fulltime status.

Swanson Group, Glendale, has

not added any workers at its five Oregon manufacturing facilities, but has seen a welcome increase in both demand and prices for plywood-even as some of the Chilean mills restart. "But it's going to be a slow process," said president Steve Swanson. "And there's going to be significant demand for the wood products that those mills produce within their own country as they rebuild."

Oregon companies are hoping that housing demand will pick up before Chilean plants resume production. "Housing will be better this year than last, and it will be better next year than this year," said Swanson. "We're on the way to recovery, it's just going to be a long, slow road."

coming years, lumber demand and housing construction will remain far lower that what the industry saw in the mid-2000s.

Demand for lumber in the U.S. is expected to increase 6.lVo in 2010 to 32.9 billion bd. ft., ending consecutive 2o%o-plus declines recorded the previous two years. WWPA anticiPates lumber demand to rise to 36.1 billion bd. ft. in 201| up 9.7Vo.

More housing construction will help boost lumber demand. Housing starts plummeted to 554,000 units in 2009, the lowest annual total since 1945. For 2010, total housing starts are forecast to increase l1.9Vo to 618,000 and then climb again in 201I to 719,000 units.

WWPA economic services director David Jackson said there are too many obstacles for a more robust recovery in housing. "Our country hasn't really resolved the key problems that led to this downturn." said Jackson.

Western mills may finally see some relief in the markets, with production in the region expected to rise 7 .lvo to I l billion bd. ft. this year. Output from western sawmills should rise again in 201I to 11.8 billion bd. ft.

The latest downturn further reduced

A,ffiliotions: AWPA, WWPI, lRG, LACN, HLPA

THE PAtrIFItr PRTSERVING WEOD TEMPANIESi

thc nunrbcr of lunrbcr rnills opcratinu in the Wcst. Thc rcgion has f-evu'cr than 170 sawmills producing lun'rber toclal comparcd to 2ll7 mills opelutins a decade earlicr. Durin,s thc peak ycar in I 9137. whcn procluction totalecl 13.9 billion bd. l't.. therc rierc 70f nrills in thc West.

Lurrbcr production in thc South is fbrccast to increasc lrt a slo\\er ratc in 20 10. but still rernrrin abovc wcstcrn volunres. Sor.tthern nrills shor-rld 1tr-oduce I I .7 billion bcl. It. o1 lumber this 1'ear. lbout thc sauc volunrc as 2(X)t). Next ycar. production volunrcs in thc South shoulcl rise to 12.5 billion bd. tt.

Blaze Rips Plywood Plant

A Fcb. 27 firc causcd Sl rnillion in damagc at Enrcrald Forcst Proclucts. Eugene. Or.

"It was a big f ire." saicl district firc chicf Randy DcWitt. "lt's a ply'woocl plunt: thcrc's stacks and slacks ol lumber and plywoocl venecr rcadv to bc processed. It'sjust a hugc fire loacl."

When firefightcrs respondcd. thc1" found flamcs shooting through the rool' of onc of thc rnill's I'ivc structures. DeWitt saicl that clLrick action savccl thc other strLrctLlrcs. and that

The volLrnre o1' lurnbcr importcrl tcr thc tJ.S. clropped plccipitouslr in l00ll and 1009. 1'alling bl ncurly Iialf. Lunrbcr inrports. nrostly fklnr Cunudu. are lirrccast to incr-cuse 10.7r.,i to 9.fi billion bd. ft.

Assuming the Ll .S. clollar u ill weakcn. civing forcign lunrbcr procluccrs sc'lr.ttc cxchange ratc lrdl'antuges. irnport totals coulcl -rro"l to lr.('r billion bd. fi. by 20 ll.l)cspitc such un increasc. the volurne ol' lirreign lumbct' cntering the U.S. u'ill be lar bclori thc rccord 2.1.7 billion bcl. li. imported in l(x)5.

irlllrouc.h tlrt'hlrrzr clrrPted tltt linl: c'rpcratint hours all rvolkers were saftly evacuated.

"lt's a significant firc loss: houerer' there's also nruch nrrlre ol'the structLrre ancl t'rusiness that \\'lrs savcrl." DcWitt saicl. "Thc nra.joritl' ot thc structLil'c was suvecl. ancl thcv shor-rkl resunlc partial opelations luirll quicklr'."

In 2008. Enreralcl sustaincd nbout $-5,000 in danlrge 1l'onr a hopper f ilc at thc nrill.

For healthy walls, think plaster

most important components determining long-term indoor air quality and occupant comfort. This isn't going to be a science lesson. But this kind of thinking is becoming more mainstream, creating new opportunities for dealers to begin supplying solutions.

HETHER It's New construction, remodeling or home improvement, the ultimate goal is to create a healthy, comfortable space for the occupants. There's some real science behind understanding how various building components interact to maximize indoor air quality, while minimizing mold growth and energy demand.

It turns out that wall "breathabilitv" mav be one of the

Interesting thing about walls: they all get covered, coated, or stained and almost every dealer in the supply chain sells one or the other or all three. Paint is the most common coating and every dealer who sells paint carries at least one line of "green" paint, or is considering adding a line right now. The number of "green" paint brands has exploded over the last year or two, with nearly all the major national and regional manufacturers marketing some pretty good to great products. The greenest paints, of course, are the ostensibly non-toxic, zero-VOC formulations, coupled with zero-VOC colorants. The demand is there and growing, and the products are easy find, so getting into a good green paint brand is a no-brainer at this point.

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But there are limitations with paint and that. in part. is driving more interest in lower impact, healthier. and, surprisingly. more traditioniil alternatives. Manufacturing paints requires a fair amount of energy and lots of chemicals, even fbr the green brands. Paints have limited durability. requiring touch ups and re-application every few years.

Paints also seal. kceping moisture out. but lrlso keepinr moisturc in. They're not breathable, potentially creating the conditions for mold to grow within the walls, which is onc of the main causes of "sick building syndrome." Thcse factors have contributed to a significant rise in the usc of traditional plasters, or more up-todate versions of traditional plasters. that have relatively low-embodied energy, are non/low emitting, breathable, durable. and have other interesting properties.

One of the best-known examples is American Clay (www.americanclay. com). an interior clay plaster line made in New Mexico. Because it's breathable, it hclps to moderate humidity in a roont and allows for air exchan_[es that reduce or eliminate condensation within walls. The products also exhibit moderating eff'ects on temperature that may lead to lower energy bills. In other words, compared to paint. American Clay helps rooms stay cooler in the heat and warmer in the cold.

Another modern-traditional innovation just coming into the U.S. market from Japan is EcoDeVita, from Shikoku International (www.shikokuinternational .com). Two products in the line contain diatomaceous earth and have the very unique property of adsorbing formaldehyde and chemically breaking it down. rendering it harmless. Not only does it provide all the other benefits of a traditional wall plaster. but it also cleans the air, too.

Orit Yanai (www.orityanai.com). a LEED Accredited Professional and one of the industry's top experts on plasters. thinks that demand filr sustainably produced. rnulti-functional plaster products like these will continue to grow.

"One of the biggest topics in the green building community right now is about breathable walls, and the good news is that the solution has been around for thousands of years: plaster," she tclls me. "But having said that, it's not always easy to source materials for a project."

Building-Productrcom

A few minutes on Google indicates the current dealer mix includes those that spccialize in plaster and related products. green-building boutiques. and a handful of rnore traditional LBM dealers. If there's growin-e demand that's under served. traditional LBM dealers could leverage natural advantages in scale and contractor relationships to make ereen plasters a healthy new line of business.

Jay Tompt

Managing Partner. Wm. Verdc & Associates (4r-5) 321-084u infb@ will iamverdc.conr

Bosed in Anncpolis, MD, Fletcher Wood Solutions@ is the lorgest monufocturer o{ defect-free, oppeorcnce grode rcdioto pine products in New Zeolond. Distributing our cleor boords, mouldings, LIFESPAN@ trected wood, ond lumber to the North Americon morket through our proven cnd completely integroted supply choin, Fletcher Wood Solutions'-' mointcins direct occess to one of the lorgest FSC certified", pine plontotion forests in the worrc.

California Retailer Closing

Terra Linda. Ca.. dealer Pacific Lumber & Hardware is selling the last of its inventory and will close after 25 years, due to the poor economy.

"Business is slow and there's not a lot of building going on," said office

manager Janice Davis. "Customers are slow to pay their bills."

According to general manager Steve Schumacher, customers were local contractors and homeowners who preferred to shop from a smaller, locally owned store rather than a big-

box retailer. "It will probably be dearly missed," he said.

The store was known for displaying flags of different nations. representing the diversity of the store's employees and customers, and featuring a giant Nativity scene during the holidays.

;'LOS ANGELES HARDWOOD Lumberman's Club presented Robert "x ttlitcnettwith its Founders Award during a specialMarch 12 meeting in

Pasadena, Ca. This month, Mitchell is relocating his company, Mitchell r Forest Products, from Simi Valley, Ca., to Michigan. [1] Jerry Lapin,

Sergio Korn, Robert Mitchell. [2] Paul Pendergast, Phillip Sarris, Mark Michie. [3] Steve Ondich, Dan Bohannon, Kevin Tranter. [4] Bill Fitzgerald, Alan Arbiso, Jim Gaither, Charley James. [5] Charles Bohnhoff, Walter Maas, Walter Ralston, Gary Swaner.

Structural Wood Screws

Structural wood screws for fastening multi-ply truss and engineered wood assemblies are new from Simpson Strong-Tie.

SDW screws install from one side, firmly cinching plies together and eliminating the need to flip heavy girders. A large, flush head doesn't protrude and causes less interference when handlins trusses and installing connectors.

I STRONGTIE.COM

Tough Gear

Iron Dog Tool Gear from European Tools starts with a rig belt that can be customized with 28 interchangeable pouches, pockets, and organizers.

The rig belt has an easy on/off buckle. Users can place accessories where they want, for whatever the job demands.

I IRONDOGTOOLGEAR.COM

(203\ 240-4146

Synthetic Underlay

TAMKO'S synthetic underlayment promises more durability than traditional felt backing, in a lighter, wider roll.

Made of a polymeric surface film, the product comes on a l0-square roll-instead of the traditional 2- to 4-square rolls. A nailing pattern printed on each sheet eases installation.

T TAMKO.COM

(800) 641-4691

White Deck Lights

TimberTech Decklites are now offered in Coastal White, to complement RadianceRail, Ornamental Rail, and FenceScape systems.

etu*uqts Ir rf*-sourtt"rn €afilsrnio mE** nuff:iurileioffers the comple* tins'm *o*Ehurg EWP coupled wirh full technicol copobililies including foke-off, conversion, plucemenf drowings ond engineering services. EWP moteriols ore ovoiloble in mill direcl bulk shipmenls, locol units ond cut piece iob pockoges.

ROSEBURG FRAMING SYSTEM@

The Roseburg Froming Systemo consisls of: RFPIo Joisls used in floor ond roof construction; Rigidlomo LVL which is used for heoders, beoms, studs ond columns; ond RigidRimo Rimboord. All of the componenls ore engineered to the industry's highest slondords to help controciors build solid, duroble, ond better performing froming syslems compored io ordinory dimension lumber.

RFPI@{oist

Pigidlom@ IVL

Rigidlom@ LVI Sluds

Rigidlom@ IVL Columns

RigidRim@ Rimbootd

Lighting options include post cap lights, baluster-mounted accent lights, post-mounted accent lights, and stair riser lights for added visibility.

The low-voltage system uses minimal electricity.

T TIMBERTECH.COM

(800) 307-7780

High Vent District

Benjamin Obdyke's Cougar Ridge Vent improves attic ventilation to prolong the life, beauty, and performance of roofing.

Made with nylon matrix technology, the product reportedly installs easily andcan be installed by hand or with a pneumatic nail gun.

I BENJAMINOBDYKE.COM (800) 346-7655

:r,llllin 'q Riebu;g E;gi #t.#dod

'ffii-bo

i BORATE TREATED WOOD

Hi-boro brand treated wood is a borate treated designed for interior house framing in Ha treated wood resists atack !y Formosan termites and numerous hbusehold

Blanket The Roof

The Opus roof blanket from Propex reportedly has several advantages over felt-paper and plastic sheeting underlayments.

The product reportedly is lightweight and easier to work with, cleaner with less wasted material, and easier to install than traditional underlayments.

I PROPEXUS.COM

g2T 305-3584

@repnO' brand interior fire.retrrdant is the constuclion indusqt-s q_wat and most advanced fire protecion q6t€m r for wqo{. The unique FirePro chemistry is a patent pendrtrg formulation th* coritains no phoqphoroubh# cominunCsl ""

Double-Gertified Hardwood Deck

Plantation grown Fijian mahogany decking and planks from Atlantic Timber are certified by both CITES and FSC.

Beautiful and naturally durable, the wood has tightly woven grain that resists splintering, moisture damage, and insect infiltration.

r (603) 672-6484

P.O. Box 75 . McMinnville, OR 97128 Phone: 503-434-5450 . FAX: 888-TSO-WOOD (888-876_9663)

CaIl today and seeJust robat Royal Pac{ffc Industrles

Look of Hardwood Decking

AZEK Deck's new Arbor Collection in PVC has the look of tropical hardwoods, but reportedly is lighter and easier to work.

Deck boards come in three colors-Acacia' Morado, and Redland Rose-with the subtle pattern and grain of wood.

T AZEK.COM

(87',7\ 275-2935

Attic Ventilator

Broan's solar-powered attic ventilator promises savings on home heating and cooling costs' Available in three colors to match most roofs, the ventilator reportedly can be installed in minutes in most existing roof openings. The tempered-glass solar panel lies flat for a sleeker profile.

T BROAN.COM

(888) 558-171 1

Downspout Turns

A white vinyl transition elbow from Berger Building Products permits use of a rectangular 2"x3" outlet into a B-elbow and sidewall-mounted downspout. The product is packed 30 to a carton and can be used with vinyl or metal downspouts.

I BERGERBUILDINGPRODUCTS.COM

(800) 523-8852

Quick Install on Wall

Spray & Set adhesive from Homax Products speeds up installation of wall tiles.

The non-toxic, VOC-free adhesive reportedly dries in just minutes and allows layout and chalk lines to show through for easier placement of tiles. Each can covers up to 40 sq. ft., and grout can be added one hour after setting tiles.

I HOMAXPRODUCTS.COM

(800\'729-9029

Deck Tool with Bonus

The Ipe Clip Co.'s Hardwood Wrench decking tool is now offered in a new package, fbr added shelf appeal.

The new packaging also contains a canvas carrying case. The tool itself is constructed from hard-anodized aluminum and can bend multiple boards simultaneously. It is also easily reversible, with no extra tools.

T IPECLIP.COM

(866\ 421 -2541

Insulation Boards

Steico's Universal sarking underlayment and sheathing boards offer protection against wind, dust, moisture and sound.

Both water-resistant boards are produced with a T&G profile, so they are ideal for insulating pitched roofs, walls and floors.

I STEICO.COM

Gellular PVG Railing

The new Dartn'routh rail system from INTEX Millwork is code-approved for spans up to l2 fi. Constructed of extruded cellular PVC, the pre-finished rails, newels and accessories otfer a l0-year paint warranty.

T INTEXMILLWORK.COM

(609) -567-5900

Engineered Slate Roofing

Vision Moderne Slate, manufactured from engineered polymers, reportedly is much lighter in weight and easier to install than slate shingles. It is guaranteed to not crack or fade or -50 years.

T MODERNESLATE.CoM

(811) 550-991 |

Small Blaze Slows Restart of Former KPly Mill

Firefighters quickly extinguished a small fre in Peninsula Plywood's justrestarted plywood mill in Port Angeles, Wa., allowing the facility to be back in production the next day.

The former KPly facility had resumed production March l. The following evening, a malfunction in a large industrial ventilation motor above. one of the dryers sparked a small fire, which spread to portions of the roof, before being contained by the sprinkler system.

Three weeks later, PenPly held a ribbon cutting ceremony, attended by local dignitaries and 200 guests, to mark the opening of the facility.

Peninsula Plywood was the original name of the mill when it first opened in 1941.

Colorado Owner Charged

The owner of a True Value Hardware in Salida, Co., has been charged with two counts of forgery, theft, and theft bv receivins.

James J. Fontana III was accused of "unlawfully receiving or disposing of things of value," in the form of merchandise that had been stolen from Murdoch's Ranch & Home Supply. He was also accused of falsely reporting a robbery at his own store, for which he collected insurance monies. He pleaded not guilty to the charges.

According to the indictment, Harold Long, manager of Murdoch's, reported that items worth a total of $4,930 were taken from the outside storage area at Murdoch's between Sept. 1,2008 and February 2009.

Local police also received information that Fontana reported a burglary at his store that never happened, the "missing" items-five push and riding

mowers-were reportedly still at the store, and he had collected a reimbursement check of $25,329 from his

!- lN rliam

Robert Cash, 65, former sales rep for Western International Forest Products, Beaverton, Or., died Feb. 17 in Boynton Beach, Fl.

Mr. Cash worked at Western and other Portland-area LBM firms before moving to Florida. He started with Seven D Wholesale, Deerfield Beach, Fl., in 1993, and worked there until his retirement last June.

John Bradley "Brad" Pott,47, member of the family that owns RJW Specialties, Denver, Co., died Feb. 6 in Denver.

insurer.

Released on a $10,000 bond, Fontana is awaiting a late August trial.

Brad ran R/W's mill for 12 years and its warehouse for 10.

Blair Simmons, 54, sales rep for Allweather Wood, Washougal, Wa., died Dec. 30 in San Bernardino, Ca.

Mr. Simmons started his lumber career at age 15, at Dill Lumber, Redlands, Ca. He later worked at Inland Lumber, Chandler Lumber. Pacific States Industries. HomeClub/ HomeBase, Redwood Empire, and Anfinson Lumber.

In 2008, he started his own company, Pine Creek Trading.

Callthe

WESTERN

held its annual meeting March

John

[2]

Magazhe r Ap|il 20f0

WOOD Products Association

8-9 in Portland, Or. [1]

Schick, Rich Geary.

Val Malliris, Jamie Trenter. [3] Brad Hatley, Ken Tennefoss. [4] Craig Larsen, Frank Stewart. [5] Steve Swanson, George Emmerson. [6] John Deisher, Butch Bernhardt. [7] Steve Randles, Tim Smith. [8] Tony Colter, David Jackson. [9] Tom Shaffer, Wes Bush, Mike Stevens. [10] Eric Schooler, Bob Lewis. [11] Dan Leboe, Arron Stephens. [12] John Shelk, Wade

Mosby. [13] Tom Searles, Fritz Mason. [14] Mike Gruenke, Anne Erickson, Ted Roberts, [15] Linda Sabrowski, Steve Passe. [16] Scott Elston, Bob Mai. [17] Pete Malliris, David Durst, Matt Dierdorff, Jeff Dill' Laurie Creech. [18] Steven Hofer, Jim Talley, Gary Pittman. [19] Tom Temple, Doug Reed. [20] Hal Fay, Bob Shepherd. [21] Shawn Church' Russ Vaagen. [22] Scott & Monica Stormoen. [23] Russ Hobbs. (More photos on next Page)

MORE WWPA (continued from previous page): l1l Shauna & Art Andrews, Janet Daucsavage. [2] Dennis Murphy, Claude Gregory. [3] Jim Mathews, Cory Sparks, Russ Tovey. [4] Mel Lundberg. [5] Kevin & Adrienne Binam, Jim Scharnhorst. [6] Janet & Mike Phillips. [7] Jim Vandegrift, Evelyn Kamitomo. [8] Allan Trinkwald, Mike O'Halloran. [9] Christoper Crucitt, Mike Potempa, Steve Firko. [10] Thomas Lovlien. Mike Dobson. [11] Glenn Lowe. [12] Jonny Wilford, Steve De Zwarte.

[13] Jeff & Susie Webber, Tom Temple.

Send us your news!

Have your recent expansion, promotions or other company changes published in the nexl issue of The Merchant.

Just fax your news to 949.852.0231 or email kdebats @ building-producls.com. (a frce seruice)

Superior Wood Treating offers the best in naturally beautiful, pressure-treated DouglasJir and HemJir wood for a full range of building needs, including:

. New! D-8laze@ Fire Hetardant Wood for framing and inbriors

Preserve@ ACO@ wood for proven, long-brm probction against decay and brmibs. evsn in the harshest environmenb

r IimbeGavePPI Bonb ftessurc-Trcahd Wood for famiry, doors and mor€

SupanmbeP Prcssure-Treabd wood for industrial ard commercial use

QUALITY WOOD Preservers Society's meeting Feb. 18-21 in San Juan, Puerto

Rico, included a Pirates of the Caribbean party and was sponsored by their preservative supplier, Arch Wood Protection. j1l B1e1dq Heindl, Huck DeVenzio, Brenda Kittrell. [2] Rodney Hardison, Dick & Elaina Jackson. [3] Donna & Corry McFarland. [a] Vic & Nancy Sow! [5] Laura Wright, Grady Brafford, Morqan Wriqht. [6] Steve & Maureen Wisnewski. [7] Carey & Kari Garst. [8] lttirty A dheri 0lheiser, Elizabeth Everitt, [9] Steve & Patty

Shields. [10] Becky & Kevin Escue. [11] Paul & Missy -Barnes. [12] Marqaret & Jacques'McKay. [13] Omar & Traci Lavelle. [14] Steve Snyder' Kimi Lloyd Docter. 1tS1 Mark & Monica Lewallen, MikeeJohnson. [16] Jeff, Julie,-Sarah & Sandy Miller. [17] Bob, Chelsea, Kathie &Katy Gruber. 118l David & Jessica Harris. [19] Joe Lstiburek, Pam Mitchell, Mark Shows, bave Perry. [20] Georgia, .tbel Witt & Jack Krause. [21] Dick & Bonnie Keeley. I22l-Michael Campbell, Sadi Yarti. [23] Carolyn Magers, Luis Fernanddz, Scott Hoffman. [24]Anne & Ramsay Smith.

ASSOCIATION

Lumber Association of California & Nevada elected Bobby Senften, v.p. and outside sales mgr. at Freidman's Home Improvement, Rohnert Park. Ca.. as its new treasurer. He replaces Steve Fleiner, who has left Reno Lumber to take a construction management job in Texas.

2nd Growth has scheduled its annual summer conference for July l5-16 at Hotel Solamar, San Diego, Ca.

Mountain States Lumber & Building Material Dealers Association is offering webinars on bloodborne pathogens July 15 and on personal protection equipment Aug. l0 and26.

Hardwood Plywood & Veneer Association will gather May 23-25 at DoubleTree Paradise Valley Resort, Scottsdale, Az., for its annual spring convention.

Phil Levy, resident scholar at the American Enterprise Institute for Public Policy Research will discuss China and international trade. Sam Sherraden, New American Founda-

tion, will discuss whether manufacturing has a future in the U.S.

The first day begins with golf at Camelback Golf Club, followed by networking reception. Optional sidetrips include visits to Frank Lloyd

Wright's Talesin West, an olive mill, African wildlife park, botanical garden, and zoo.

Western Wood Products Association elected Allan Trinkwald, Simpson Lumber, Tacoma, Wa., chairman during its recent annual meeting. (See meeting photos below and on pages 52-53.)

Master

Awards

the association's recent annual meeting. (Upper right) WWPA first vice-chairman Bob Lewis handed out Chairman's Safety Awards to Bill Stone, Georgia-Pacific West, Philomath, Or., for best five-vear record for mills with 220,000-340,000 employee hour's, and ilower riqht) to Bob Banchero, Stimson Lumber, Clatskanie.'0r.. forbebt five-vear record for mills with less than 220,000 employee houis annually (Priest River, lc., and mills with more than 340,000 employee hours annually (Forest Grove, ld.).

REELSBHfBE

Fax714-630-3190

(7L4) 632-1988. (800) 675-REEL

3518 Chicago Ave., Rivenide, Ca.92507

(9s1)

Grove,

At neet Lurnber Service, we supply domestic and foreign hardwoods. Our products and services include:

. Hardwood Lurnber & Pine

. Flardwood Plywood &Veneers

Melarnine Plywood

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

. Milling (moulding profiles, S2S' SLRIE' SLR2E, Er resawn lurnber)

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

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

Oo" products are widely used in

interior finish carpentry, furniture, cabinetry and hundreds of industtial and manufacturing applications. We stock a complete line of cotnplementary products to complete virtually any woodworking or millwork project.

WESTERN WOOD Products Association director of quality services Kevin Binam (upper left photo, l+) presented

Lumberman

to Tim Smith and David Pietz of Stimson Lumber, Forest

Or., during

CTASSIFIED

Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy or headline, $9 per line. Border, gg. private box, $15. Column inch rate: $55 if art furnished "camera+eady" (advertiser sets the type), $0S if we set the type.

Send ad to Fax 949-852-0231 or dkoenig@ building-products.com. For more info, call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline:

taiqa buildingltptlduct

OUTSIDE SALES REPRESENTATIVETAIGA BUILDING PRODUCTS

Fulltime opportunity to sell our products in Northern California from our branch in Rocklin, Ca. Looking for a team player who's also an individual go-getter. Requires college degree or equivalent experience, overnight travel within territory, computer literacy, and excellent organizational and communication skills. Candidate will be able to meet and exceed sales targets, generate new business in given territory, execute promotional programs and product demonstrations, and develop close working relationships with customers and suppliers. Email resume to hr@taigabuilding.com.

SOUTHERN CALIFORNIA, SANFERNANDO VALLEY

COMMISSION SALESPERSON: The right motivated salesperson will flourish with our very generous commission plan and methods. Not all distributors are the same: there is a difference! Let's talk. Our goal is to expand market share in the greater Los Angeles area. A salary-plus-bonus plan will get you off the ground, and we offer a generous benefits package. Primarily telephone sales to Southern Califomia customers. The right person will be a reliable self-starter with a positive attitude and a strong work ethic. Lumber or plywood sales experience with excellent English communication skills.

INSIDE SALES/ORDER DESK: We are looking for a very reliable, hard working team player for Counter Sales and order fulfillment, and to deliver superior customer service to Cash-and-Carry customers. The position is hourly with bonuses, plus a generous benefits package with excellent potential for growth and development. Are you a friendly people-person and upbeat with a positive attitude? Experience in lumber and plywood, building materials, or hardware is a huge advantage. Excellent English is required, bi-lingual Spanish preferred.

Send your resume Attn: Box 715, to dkoenig@building-products.com or c/o The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660.

UNMRSAL TRUSS INC. is cunenrly looking for a truss salesperson for the Southern Califomia market. Local market customer base is prefened. Please contact Erik Batson, sales manager, at (951) 232-9037

1 8th of orevious month.

To reply to ads with private box numbers, send conespondence to box number shown, c/o The Merchant Magazine,4500 Campus Dr., Ste.480, Newport Beach, Ca. 92660, or dkoenig@building-products.com. Names of advertisers using a box number cannot be released.

EMPLOYMENT OPPORTUNITIES IN

THE U.S. AND CANADA: Our client is seeking to hire Senior Commodity and Specialty Forest Products Traders NOW. Selected candidates must have a track record in generating in excess of $200,000 in annual gross margins. Commissions range to 45Vo of the gross. Client's working capital line exceeds $200M. Excellent benefit and retirement package. For a confidential discussion, contact Carl Jansen at Search North America, (541) 593-2777, email carlj@searchna.com, www.searchna.com.

FULL TIME/PART TIME person ro represent Rocky Mountain BluWood in Western Colorado, Utah, Nevada, and ldaho. Sales will involve primarily FSC lumber and building materials. Contact Pat Bischel. cell (715) 2104105.

SEEKING EXPERIENCED "TRUCK/RAIL Transportation Broker." We are a growing lumber sales and transportation company in Eagle, Id. Experience with truck or rail freight is a must. Commission based. Fax resume to Roser at 208-323-9191 or email rbrown@eaglefp.nJt.

LUMBER TRADER

We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation.60Vo split for trader. Call John at Lakeside Lumber at (623\ 566-7100 or email lakesidelumber@cox.net.

SEASONED HARDWOOD lumber. moulding & panel product salesperson wanted. Territory - All Southern Califomia. Access to $5.5-million diversified inventory & custom millwork facility. All inquiries held in strictest confidence. Email your resume to dennisj@ petermanlumber.com

INDUSTRIAL LUMBER and wood packaging sales representatives wanted. Conner Industries (www.connerindustries.com) is eager to recruit highly motivated sales professionals to expand its industrial sales force. Conner takes pride in its leadership role in the industrial wood products and services market. Please email your resume to gabram@ connerindustries.com.

INDEPENDENT, FAMILY-OWNED company seeking an outside salesperson who is a real closer to work California's Central Valley. Someone with an existing customer base is prefered. Contacr Mike Whire, (831) 431-0295, Big Creek Lumber.

Redwood Empitg-

A DTVTS|ON OF PACTFrc SrAtfS fiDUSttstfs lNc

REDWOOD EMPIRE is a manufacruredbased distributor looking for experienced salespeople in wholesale and industrial, with backgrounds in commodities, redwood, cedar, plywood, steel, pressure treated, exotic hardwood decking, exotic flooring, and imported lumber and fencing. Positions are available in Southem California. Please send resume to Sean Burch. Redwood Empire, P.O. Box 1438, San Jose, Ca. 95 109-1438, email sburch@redwoodemp.com. www.redwoodemo.com

LUMBER MARKET REPRESENTATIVE:

Charlotte, N.C. Forest2Market, Inc., the emerging leader in lumber market price reports and analytics is seeking a lumber market sales representative. Candidates should possess knowledge of the commercial lumber supply chain and college-level mastery of descriptive statistics and supply/demand economics. Email your resume to inquiry@forest2market.com.

CONTRACTOR LUMBER SALES Position:

Reliable Wholesale Lumber is looking for highly motivated and established outside lumber salespeople for our Stockton, Riverside and Huntington Beach facilities. We would prefer applicants to be currently active in lumber sales specifically with framing contractors and or developers. All inquiries will be kept strictly confidential. Please email resume to: Employmentlnquiry@ rwli.net.

3,000 at 160 each

DAIE Book

Llslrngs are often submitted months in advance. Always verify dates and locations wfh sponsor before making plans to attend.

International Log Builders Association - April 8.11, annual con' ference, Prescott Resort & Conference Center, Prescott, Az.; (250\ il7 -87 7 6; www.logassociation.org.

National Paint & Coatings Association - April 13'15, annual meeting & technical conference, Charlotte, N.C.; (202) 462-6272.

Lumber Association of California & Nevada - April 15, golf tournament, Black Gold Golf Course, Yorba Linda, Ca.; (800) 2664344; www,lumberassociation.org.

National Kitchen & Bath Association - April 16.18, annual conference & show, McCormick Place, Chicago, ll.; (800) 843-6522', www.nkba.org.

Los Angeles Hardwood Lumberman's Club - April 17, day at the races, Santa Anita Racetrack, Arcadia, Ca.; (626) 445-8556.

Remodeling & Decorating Show - April 17'18, Los Angeles Conven[ion Center, Los Angeles, Ca.; (818) 557-2950; www.thehomeshow.com.

American Hardware Manufacturers Association - April 18'21, hardlines technology forum, Renaissance Hotel, Schaumburg, ll.; (847) 605-1 025; www.ahma.org.

Transload Distribution Association - April 19-20, annual conference, DoubleTree, San Antonio, Tx.; (503) 656-4282; www.transload.org.

Structural lnsulated Panel Association - April 19'22, annual conference, Chicago, ll.; (253) 858'7472; www.sips.org.

Forest Products Socie$ - April20-22, Smallwood conference, Hot Springs, Ar. ; (608) 231 -1361 ; www.forestprod.org.

Woodworking Machinery Industry Association - April21'24, conference, Hyatt Regency, Monterey, Ca.; (a10) 931-8100; www.wmra.0rg.

Portland Hoo-Hoo Club - April 23, spring initiation & social, Hayden's Grill, Tualatin, Or.; (503) 675-0040.

Southern Galifornia Hoo.Hoo Club - April 23, Don Gregson Memorial Golf Tournament, San Dimas Golf Course, San Dimas, Ca. ; (760) 324-0842', www.hoohool 1 7.org.

West Coast Lumber Inspection Bureau - April 23, annual meet ing, Riverplace Hotel, Portland, 0r.; (503) 639-0651; www.wclib.org.

Remodeling & Decorating Show - April 23'25, South Town Expo Center, Sandy, Ut.; (818) 571-9012.

Material Handling Industry of America - April 26'29, annual expo, l-X Center, Cleveland, 0h.; (704) 676-1 190; www.mhia.org.

lnternational Wood Products Association - April 28'30, annual convention, Eden Roc Hotel, Miami Beach, Fl.; (703) 820'6696; www.iwpawood.org.

Remodeling & Decorating Show - April 3011t{1y 2, Pasadena Conference Center, Pasadena, Ca.; (818) 557-2950.

Black Bart Hoo-Hoo Glub - May 1, annual poker tournament & BBQ, Sonoma County Airport, Santa Rosa, Ca.; (707) 6214852.

Material Handling Equipment Distributors Association - M?y t' 5, annual convtention, Maniott Marco lsland Resort & Spa, Marco lsland, Fl.; (847) 680-3500.

Composite Panel Association - May 2'4, spring meeting' Hyatt R'egency, Bonita Springs, Fl.; (301 ) 670-0604; www.pbmdf.com.

National Hardware Show - May 4'6, Las Vegas Convention Center, Las Vegas, Nv.; (847) 605-1025; www.nationalhardwaresn0w.c0m.

Tacoma-Olympia Hoo-Hoo - May 4, Old Time/s Night, Tacoma Elk Club, Tacoma, Wa.; (253) 531-1834.

Paint & Decorating Retailers Association - May 4'6' annual show, Las VegaiOonvention Center, Las Vegas, Nv.; (800) 737' 0107; www.pdra.org.

American Architectural Manufacturers Association - May 5'6' western region spring meeting, Waterfront Plaza Hotel, Oakland, Ca.; (847) 303-5664; www.aamanet.org.

Lumber Association of Galifornia & Nevada - May 6, 2nd Growth meeting, Brea, Ca.; (800) 266a3aa; www.lumberassociation.org.

National Retail Federation - May 10.12, leadership conference, National Press Club, Washington, D.C., \2021 783-7971; www. nrf.com.

Construction Specifications Institute - May 'l'l''14' annual con' vention, Perinsylvania Convention Center, Philadelphia, Pa.; (301 ) 670-0604; www.csinet.org.

Los Anqeles Hardwood Lumberman's Club - May 13, ladies nightiPhoenix Club, Anaheim, Ca.; (626) 445-8556.

Do lt Best Corp. - May 15.17, spring market, Indiana Convention Center, lndianapolis, In.; (260) 748-5300; www.doitbest.com'

Lumber Association of California & Nevada - May 16'18, 2nd Growth forest/mill tour, Redding/Sacramento, Ca.; (800) 2664344; www.lumberassociation.org.

National Association of Home Builders - May 16'18, national green building conference, Maniott City Center, Raleigh' N.C.; (800) 368-5242; www.nahb.com.

Kitchen Gabinet Manufacturers Association - May 16'19' annual convention, lsle of Palms, S.C.; (703) 264-1690; www.kcma.org.

American Wood Protection Association - May 23'25, annual meeting, Hyatt Regency, Savannah, Ga.; (800) 356'1974; www. awpa.com.

Hardwood Plywood & Veneer Association - May 23'25, conference, DoubleTree Paradise Valley Resort, Scottsdale, Az.; (703) 435-2900; www.hpva.org.

WHERE QUALITY IS AGELESS

ANF

t'BER sAtts, trttc'

WHOLESALE ONLY MILL DIRECT & LCL

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

GA1T SntE$Af

t8001 4lXF8t83 r {951} 081-4707

RickAnfin$on Ray MacDonald

0utsid€ Sales

Darin Curran {940} 4t2-ts.l

Eddie Howdershefi (S]9) 993'2701

ADVERTISERS fndex I

For more information on advertisers, call them directly or visit their websites [in brackcts].

The stereotype is often true: nre big box store comes to town and monopolizes sales of the most popular building materials throughout the area, leaving generations-old mom-and-pop shops to survive on peddling slower-moving, oddball items to an ever-shrinking clientele.

Certainly the Satterfield family, owners of 88-yearold Rollier's Hardware, Pittsburgh, Pa., noticed sales holding strong for hard-to-find items the mass retailers wouldn't carry, such as Christmas lights with brown and white wires to be used for weddings and outdoor decoration, cedar oil for restoring cedar-lined closets, and cast iron drain covers.

So instead of fighting the trend by abandoning the unique hardware stock, the Satterfields decided to expose their quirky wares to a worldwide audience via the Internet.

In 2007 , Brett and Derek Satterfield launched HardToFindltems.com, as both a complement to Rollier's storefront and as a way to expand their sales prospects beyond the Pittsburgh city limits.

Key tools in reaching buyers have been Google's Adwords program and an Amazon.com seller account.

"Most people generally view technology in a negative light when comparing small businesses to corporations," said Brett. "While technology has allowed large corporations to run much more efficiently, it has allowed small businesses to compete nationally and intemationally with only a nominal investment."

The Satterfields' $6,000 investment became $1.3 million in revenue in 2009 and is now on pace to generate sales of 93 million a year.

How Much Wood ls in the Woods?

(Continuedfrom page 9)

ments all but dried up from the midpoint of the last decade to the cyclical low in 2009. Those investment groups with high debt leverage have been and will continue to be under pressure to harvest no matter what the prices are. But those investment groups with little or no debt can pull the timber off the market and wait for better prices.

However, this policy provides investors with no cash flow. Once prices do recover, there will be pressure on these owners to earn some money to pay investors. Against a backdrop of moderate demand in coming years, this dynamic will help to keep timber prices below previous peak levels.

For a detailed analysis of the impacts of the recent developments on lumber, panel and timber markets, please see the following just-released RISI publications North American Lumber Forecast - IS-Year, North American Wood Panels Forecast - IS-Year, and North American Timber Forecast - lS-Year.

- Robert Berg is principal lumber economist.for RISI. Reach him at bberg@risi.com.

Advantage Trim & Lumber [yrv*v.advantagelumber.coml ,..........,,.,..,.....4g

Allweather Wood Treaters [www.a1|weatherwood.com]...........................44

Anfinson Lumber Sales [www.anftnson.com]..........,,.,...............,,............57

Arch Wood Protection [www.wolmanizedwood.com].....,.,...Cover l, 30-3i

Auto-Stak Systems [ururw,autostak,com].........,....,.,..........,....................,..28

Cal Coast Wholesale Lumber....... ..................................36

Califomia Redwood Co., The [www.californiaredwoodco.coml ...............7

California Timber|ine..................... ....................................4

C&E Lumber Go. [wvw,lodgepolepine.com] ..,................,..,......................5i

Gapital [wvw.capital-lumber.com]. ,..,...............,..,.........41

Compass Lumber Products Inc. [www,compasslumber.com] .....,.,.,,.....41

Conrad Forest Products [www.conradfp.com]..........................................15

Exterior Wood [www.exterioruood.com] .................,,...................,.,,.,.......17

Fiberon LLG [www.fiberondecking.com]..,........ Cover lll

Fletcher Wood Solutions [www.tenonusa.com],..,............,.,..,.,...........,.,..43

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

Hoover Treated Wood Products [ww,frtw.coml ....................,.,,...Cover lV

Huff Lumber Co.. ................................46

J,H. Baxler [wwwjhbaxter,com] ..49

Keller Lumber Co .........,.,,..,......25

LP Building Products [wnrr.1pcorp.com|.,...,.......,....,....,.............,............,.,3

Manke Lumber Co. [www.mankelumber.com]...........................................48

ilatthews Marking Products [www.matthewsmarking.com]....................39

McFarland Cascade [www.mcfarlandcascade.com] ,................,.,.............13

Nevada ttYood Preserving [www.pacificwood.com] ..,..............................,21

Norman Distribution Inc, [www.normandist,com].......,.,..,.............,..........45 Osmose [www.osmose,com] ..,..........,.......,. .,,,.....Cover ll

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

Pennsylvania Lumbermens Mutual Insurance Co. [www,plmins.com]...33

QB Corp. [www.qbcorp.com] .................,.,....... ...........,.,,.8 Quality Borate Co. [wvm.qualityborate.com]

....38

Royal Pacific Simpson Strong-Tie [www.strongtie.com],..,..........,.................,...............,33

Snider Industries [www.sniderindushies.com]...,..............,.............,........50

Superior Wood Treating [www,superiorwoodtreating.coml ...................,53

Swanson Group Sales Co. [www.swansongroupinc.com].......................24

Thunderbolt Wood Treating [www.thunderboltwoodtreating.coml.........35

Utah Wood Preserving Co...,.................,. ,................19, 51

Van Arsdale.Hanis Lumber Co. [www.vanarsdaleharris.netl.....,............36

Viance [www.treatedwood.com] .,..... ............,.5

Westem Yllood Preserving Co. lwww.westemwoodpreserving.com] .....23

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I

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