Merchant Magazine - May 2000

Serving building products retailers and wholesale distributors in lSWestern states-Since 1922

Sellng 13 Western stab

EIXTOS+UBLSfIER David Cuiler (dcutlsr@ioc.rrct)

n0prng r0 rever me proyrng lrer0 wm Drg 00x (0mpetitort Mead Clork [umber is set to odd 0n electronic soles comoonent to ils busines.

Use fie lnternet to close soles 24 houn o dov.

ive survey of 100 indu$ry Web sites

reveols

Steel

SElllOR EDnOn Dave, Koenig (dkoenig@ioc.net)

ASSOCIATEEDITOF Dave DelVal (delval@inc.net)

COIITR|BIffNG EDITORS Drvight Cunan, Gage lilcKinney, Ead Moore

CIRCULATIOT{ Autumn Sdrwanke

ART I)IRECTOR Marttu Emery

How to Advertise

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About the Cover

The

Campus Dr., Ste. 4eO, Newpori Beacfi, Ca. 92660-1872.

Merchant Magazine, A Califomia Corporation, (USPS 796-56000) is published monthly at 45lxl Campue Dr., Sle.,l80, ilewport B€ach, Ca.9266&1872 by The Merchant Magazine, Ine. Periodicals Postage paid at Newport B€ach, Ca., and additional post offices. lt is an independently-owned publication for the retail, wholesale and distribution levels of the lumber and building products markels in 13 westem states. Copyrighl@000 by The Merchant Magazino, lnc. Cover and entire mntents are lully protected and must not be roproduced in any manner without rvrittsn permission. All Rights Reserved. lt reserves the right to acept or reject any editorial or adverlising matter, and assumes no liability for matedals fumished to it.

UE flME QAAIITY AND SERVICE

Doug fir l(lD 1x2--4x12 & larger

Redwood KID S4S & patterns

Redwood uppers & commons

Cedar K/D STK Ro. S4S & patterns

Cedar l(/D C&Btr. Ro. S4S & patterns PRODUCT

SRTCS CO.

2202N. Pacific (P.0. Box 4989), Orange, CA 92863-4989

(714) 998-8680. (800) 660-8680 , FAX714-921-8249

Since 1965

The $1SO Billion Gorilla

It won't come as a surprise to anyone in this business that residential remodeling is on a roll.

This being National Home Improvement Month, some interesting, even amazing, numbers have been trotted out by the National Association of the Remodeling Industry (NARI). The remodeling market is expected to reach $150 billion by the end of this year. Remodeling's role in our entire economy is profound, surpassing many trendier markets that get more publicity.

"A healthy economy, a population increase, an aging housing stock and more people owning their own homes are resulting in a boom for the remodeling industry," notes NARI president Ken Skowronski. "Household incomes are on the rise, resulting in more discretionary monies, and homeowners realize the value of investing in their residences."

Other numbers buttress the confidence.

According to a Harvard study, there are now 120 million homes in America, with new homes adding only I Vo to 27o to the total each year,

leaving the remaining 98Vo to 997o targets for fix-up. About 25 million homeowners undertake some type of home improvement project every year, NARI says, adding that projects in the high five and six figure range are becoming commonplace.

Baby Boomers (everyone born between 1945 and 1964) continue to be the prime market for remodeling. They represent 45Vo of the American population, are generally well educated and financially well off. They spend twice as much on their homes as those over 64 years of age. As Boomers enter their peak earning years, they are choosing to stay put and invest in improvements. Boomers work longer hours than any other group since WWII and have the highest ratio of dual income families.

The statistics for the Generation X and Seniors groups that bracket the Boomers are also strong.

The remodeling roll is expected to continue. Are you on board?

LumbGt ml GupGaItGg.

The almond cupcakes sales executive Ries van den Heuvel takes around to his Nltoast customers are a holiday treat he started nine years ago, supposedly as a one-time event. His customers had other ideas. "People liked them, so by the next November, they were asking if I would be coming around with the cupcakes again. It became a tradition," Ries says.

Whether they're distributing cupcakes or product information, our All{oast employees offer personalized service that customers know they can rely on. In an age of mechanicalvoices and electronic ordering, we still tend to your needs with real people like Ries van den Heuvel. That's a tradition of ours that will never change.

A Strong Tradition

Thanks to our loyal customers and a strong tradition of service, Bean Lumber has grown into one of the largest independent manufacturers of southern pine.

Sin". 1940, the major characteristic of Bean tradition has been solid growth in the lumber industry. Hard work, old style integrity and dedication to quality has enabled us to develop the manufacturing muscle to make sure the southern pine you buy scores a quality knockout with your customers.

Our two sawmills, three pressure treating cylinders, a deck accessories shop and dry kilns for KDAT ensure the products you receive from Curt Bean Lumber Company are of the highest quality.

(Pictured on top: Grady Bean. Left: Johnnie "Red" Bean with Nina Bean Johns.

Front: Curt Bean, Johnnie Bean, Jr. and Roxie Bean.)

Wh"n you think of southern pine, think of The Bean Team.

Galifornia dealer adds online sales

r|-IWO-UNIT Mead Clark Lumber

I- Co., Santa Rosa, Ca., has entered the world of e-commerce, determined to level the playing field with warehouse competitors.

Mead Clark sees electronic commerce and online ordering as a necessary competitive advantage, according to Jean Gillespie, director of multimedia. "Contractors spend the business day on the job site, so they need to be able to locate items, check prices, and place orders in the evenings," Gillespie explains. "Several of the big box building material retailers are open until late evening or even 24 hours a day. E-commerce allows us to do business after hours, too."

Customers are anxious to see how Mead Clark's site can help them, she said. "A number of our customers have expressed real interest in using Internet technology to be more efficient. We can now offer our customers the ability to place orders, check the status of an order, and view their account information right from a Web phone. That kind of flexibility means our customers can transact business when and where they need to, resulting in less down time for them."

Channelinx's eLinx Order Management System is powering Mead Clark's electronic storefront, including a complete product catalog and their online ordering capabilities. After logging on to Mead Clark's Web site, customers will find desired items using drill-down, keyword, and parametric searches, and view their specific price for each item.

ship, including customer-specific pricing, is important to Mead Clark," notes Gillespie. "We want e-commerce to be a natural extension of the exceptional customer service we offer in our stores."

Transactions processed through Mead Clark's Web site will automatically integrate with their back-office system. "Making the entire process as automated as possible was very important to us. We don't want to rekey information received through our Web site, and we want our customers to see real-time information,"

says Gillespie.

For 88 years, Mead Clark Lumber Co. has provided lumber, plywood, and related building materials to Sonoma, Napa, Marin, and Lake counties in California. The company anticipates its new e-commerce venture will feature the physical locations' long-time specialties: a knowledgeable sales staff, a wide variety of hardware and tools, computerized quotes, job costing services, and specialized pricing by job lot or project. Mead Clark expected to begin selling online by May l.

"Maintaining the personal relation-

"We want e-commerce to be a natural extension of the exceptional service we offer in our stores."

Adding an e. to your business

DECOMING e-savvy is hardly a Ilfad. More industries, from booksellers to financial institutions to millwork jobbers, are merging toward online business models in order to survive. To remain competitive within their own industry, lumber and building material distributors must try to learn from the early pioneers.

No doubt, understanding the Internet economy is vital. There's real money to be made from a business model that integrates an electronic storefront with an existine real-

world operation. But does your company have the desire to adapt, or even the know-how to compete in an ebusiness environment?

"A lot of wholesalers and distributors are asking themselves if they can successfully develop an e-business strategy," says Byron Hansen, director of electronic commerce at software maker Distribution Management Systems, Inc. "I don't know if they can. But I do know that there are companies already doing it and they're winning. People in the lum-

ber industry should be asking not f but how they're going to adapt to this new online marketplace."

At the crux of getting the lumber industry online are two stumbling blocks. First, are lumber's physical characteristics. It's large and it's bulky. There's no getting around that. The methods required to handle it can be crude and freight fees can outweigh some ease-of-order Internet services.

Second. the automation process offered by e-commerce provides the strongeit support for products with "standard" pricing. Lumber wholesalers, however, historically treat lumber as a commodity, negotiating "special" prices more often than not.

While these "buy-side" reasons for delaying an Internet presence have some merit, many businesses fail to recognize that e-commerce represents only one segment of the e-business world. It's the totality of an e-business strategy that drives success.

In the new global marketplace, ebusiness may be the only way you can differentiate yourself from the competition. Included in e-business are:

. Buy-side features (pricing, order entry, order fulfillment, e-commerce/ EDI, etc.)

. Information (relationship) management

Messaging (e-mail, intranets, extranets, etc.)

. Inventory/warehouse management

ONLINE catalogs will help make it easier for customers to place orders. DMS| e-commerce director Byron Hansen, here helping Tanya Hansen, says there's fast-growing interest in technology training semrnars.

Catalog management

E-commerce simply means buying and selling on the Internet. It can be between two businesses, a business and a customer. or even between two consumers. Many associate it with online catalogs. The trouble with lumber, some mistakenly believe, is making products such as 2x4s-and other of its many forms-into an online catalog image that encourages sales.

If you consider e-business to be an entire storefront of Web-based business, where buy-side features are only a component, then you'll begin to see the bigger picture. Electronic catalogs offer not just visual identity, but immediacy. They're a venue for product descriptions, specifications and technical information that's not always at the fingertips of your sales force.

You may build your new business processes around an e-commerce package, but once established, consider developing a higher level of customization. More than buoying the bottom line with sales across new markets, e-business is about streamlining and integrating all of your company's service offerings to improve customer satisfaction. The experiences customers have with your busi-

that fulfillment on time and without needless overhead costs. E-mail messaging can even remind customers to place orders to ensure a smooth delivery flow.

Your e-business strategy should include many ways to individualize service in much the same way that you do face-to-face.

Electronic Data Interchange and

For example, when a customer logs onto your Web site, a welldefined e-business application will be able to pull historical data on that customer to help you recognize habits and predict sales in advance. If a lumber contractor buys a certain type of paneling from you six times per year, then you can have orders with the appropriate quantity and pricing shipped to your warehouse to meet

its data-sharing through extranets is the precursor to the buy-side features of e-commerce, and it can still play an important role in a global network strategy.

day.

EDI helps bind the supplier-distributor relationship by improving communication with streamlined. automated ordering and confirmation. It's an important tool for inventory management. helping you trim overhead, avoid out-of-stocks and improve order turn-around time. Barcoding processes can be tied into your e-business strategy to help update your warehouse data quickly. And, new buy-side order entry and catalog products, such as DMSi's EntryNET, are also helping to integrate that inventory management and pricing with online order entry.

"What e-business is all about is providing a higher level of service," Hansen says. "That's what society wants. So, to succeed, you try to find new ways to change the ratio of revenue to cost with tools that can help. That's what the Internet offers."

Before the lumber industry dives into the e-business, two important things must happen, he adds. First, those in the lumber industry must be willing to break the old habits of doing business. And second, those in the industry must be willing to accept the emerging technology.

E-business is confusing, but it affords up-to-the-minute access to service information, order processing, industry trends. new practices. new technology and new products. Your e-business strategy must address how you'll match a more efficient ordering

process with your delivery and valueadded service. Companies in all industries are finding ways to adopt their business models to include ebusiness and the most flexible lumber enterprises will be among the leaders who establish themselves as the first source to go to on the Internet.

"People in the lumber industry should be asking not rTbut hor,vthey're going to adapt to this new online marketplace." ness is what keeps them coming back.

WEB-BASED order systems allow orders to be placed up to 24 hours per

A LTHOUGH some of their Web lLsites look like nothing more than online billboards, building material dealers overall are beginning to incorporate flashier and more money-making features, according to a random survey of 100 industry Web sites by The Merchant Magazine.

Most encouraging was retailers' growing participation in e-commerce. Of the sites surveyed, 26Vo offer full online sales. Most are lead-ins to other companies' sites (Do it Best, TruServ, overnight shipper Hardware Express.com), with the linking retailer getting a percentage of the sales.

Another 57o offer mock online sales. By e-mail, customers can submit orders or quote requests, which are then processed by conventional methods.

An additional 37o promise that their e-commerce facility is under construction.

Other sites are used to push instore sales. Brevard Lumber Co., Titusville. Fl.. runs a limited time Internet special, offering lower prices on felt paper rolls to customers who say they saw it on the Internet.

In addition to offering online sales through Do it Best, Adams Lumber, Englewood, Co., among others, encourages customers to print out coupons from their Web site and bring them into the store.

A few, including McGuckin Hardware, Boulder, Co., use their site to promote gift certificates.

Information on career opportunities with the company is found on 287o of the sites. Many provide online employment applications, while others, such as Causeway Lumber Co., Fort Lauderdale, Fl., even provide online customer credit

Dealers fine-tune their Web sites

apprlcatrons.

While the sites range in content from a single page of type to hundreds of colorful, flashing, photo- and animation-filled pages, the trick can be to get visitors to look at all of them. Dixieline Lumber, San Diego, Ca., devised a clever way to encourage visitors to explore its Web site: by inviting them to play the Dixieline Web Game for a chance to win a $200 gift certificate. Contestants have to search throughout the site to find the 10 answers for the online crossword pluzzle.

Some dealers encourage communication by asking customers to "register" with their site, often providing access to otherwise off-limits areas.

Moynihan Lumber, North Reading Ma., solicits visitors to join its EClub. Members are informed by e-

sites, directions to the store, and the local weather are other popular features.

Once a mainstay on most Web sites, "hit counters" (which show how many people have visited the site) are included on just l87o of the sites surveyed. Numbers of visits ranged from 152 for a less-than-year-old site to 15,732. Curiously, the typical numbers-averaging a few thousand-aren't blockbuster figures, explaining perhaps why most of the other companies track site traffic, but keep the statistics to themselves.

companies is an operational pain in the neck." mail about upcoming events, receive exclusive offers and coupons, and are notified when the site is updated.

Columbia, S.C.-based Boozer Lumber Co.'s site features photos of recent construction projects using Boozer components, such as wall panels, floor trusses and roof trusses.

Similarly, Compton Lumber & Hardware, Seattle, Wa., showcases photos of customers' projects such as humidors and drums using materials purchased at the store.

Links to vendor or local interest

Another dwindling practice, posting when the site was last updated, appears on only ll%o of the sites. Nearly half of those updated within the last two weeks, and the inclusion of that date can be helpful to let visitors know if there's something new since their last visit. But it's information that arguably shouldn't be included by others, such as the mediumsized Pacific Northwest chain whose last update was October 1997 and a three-unit Canadian dealer who last visited its own site in 1996. More embarrassing, though, are those who inadverdently revealed their neglect by advertising badly outdated information, such as long-expired monthly specials, broken links and events that had long since passed.

"The obvious bottom line appears to be that the Internet for many companies is an operational pain in the neck. Most Web sites reek of being something the boss ordered up," noted one Southern California business analyst. "It's because once these me-too companies go online, everyone apparently goes back to doing business the old way."

"The Internet for many

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fiFTEN pricey additions for a \-/homeowner, columns can add even more to a home's resale value and elegant appearance. So, make sure your customers get the right products for the job by asking the right questions:

(. $ ts tne application load-bearing or simply decorative?

Columns can be used for structural support as well as for decorative purposes. As such, various columns will bear different amounts of weight. Their load bearing capacity is directly related to the surface area of the lumber used, the length of the column and the compression strength of the particular wood species. Manufacturers can provide tables showing exact capacities.

The thickness ofthe stave is another important indicator of a column's strength (thickness also influences the price). A stave that is too thin won't provide adequate support or withstand the rigors of architectural detail work.

While great for lightweight, decorative applications, expanded polystyrene (foam) is non-load bearing.

(. $ lre the columns for interior or exterior use?

Wood columns must be ventilated when installed outdoors. "It is the same effect that you get when you wear glasses or sunglasses outside in the heat from an air-conditioned interior," says Jeff Davis, Chadsworth's l.800.Columns, Wilmington, N.C. "Your glasses will begin to perspire. The same effect happens to columns when the temperature on the outside of the column is one degree and the interior is another degree."

Adequate ventilation must be provided at the top of the column by a vented recessed soffit and at the bottom by the plinth or plates. The ventilation must be maintained at all times.

Flashing should be used for exterior capitals to prevent moisture from entering the column shaft. Premium grade caulking also should be applied where the capital meets the beam and rests on the column shaft.

It is not necessary to ventilate interior wooden columns, but you must always ventilate wooden columns when used outside. Fiberglass/composite, expanded polystyrene and stone columns do not have to be ventilated for interior or exterior use.

If the columns are to be installed

outdoors, climate becomes a factor. Several manufacturers claim that fiberglass composite makes for virturally indestructible columns.

While wood columns require oilbased primer and paint (zinc-free, if for redwood) and fiberglass accommodates exterior paint, different primers and paints work best in different weather conditions.

Species used for exterior column shafts include redwood, western red cedar, pine, and a variety of other clear western wood species, with staves offered in both solid or fingerjointed construction. For interior applications, pine, poplar, mahogany, cherry, oak or virtually any commercially available wood species may be specified. (. S Will the columns be used to disguise existing poles and beams?

Wrapping around structural supports is one of the most frequent uses of columns today. Wood and expanded polystyrene columns can be split in half for reassembly around structural

members. The inside clearance of the shaft, though, first must be determined. If it is a pole, subtract the thickness of the lumber from the top diameter. If it is a square piece, get the diagonal.

$ Witl the columns be stored before installation?

Prolonged storage is not recommend for wooden columns and decorative capitals. If they must be stored prior to installation, first sand, prime, fill and paint columns, then keep them in a dry, well ventilated place in an upright position.

Wooden columns and decorative capitals, in fact, should be primed as soon as they are delivered, then treated with two coats of oil-based paint.

lf the columns are to be installed outdoors, climate becomes a factor.

Answers on columns

Tough as steel

Metal framing industry strengthens push into residential construction

ETNERGIZED by a -U.rmulti-million dollar promotional budget and the support of the National Association of Home Builders, the push to increase the use of steel framing in residential construction has shifted into high gear.

Already well entrenched in the commercial market, new product technologies and innovations in steel framing are being developed for the residential market. At the same time, industry associations are assisting end users as well as the distribution chain in changing from wood to steel.

Convincing builders to switch has been slow, though noticeable. While in 1990 only l%o used steel for interior residential construction and O7o used steel for exterior construction, eight years later,57o were using steel for interiors and l7o for exteriors. Still, only about 67o of U.S. homebuilders say they currently use steel.

According to the North American Steel Framing Alliance (NASFA), steel has the highest strengrh ro weight ratio of any building material. It doesn't rot, warp, split, crack, creep, expand or contract with changes in moisture content, burn or add fuel to the spread of a fire. Termites can't eat it, and it doesn't provide a comfortable home for any other undesirable organisms. And a historical graph of steel prices doesn't look like the seismographic readout from a major earthquake, just a flat line.

Of course, in order to be a viable option for builders,

steel framing must be economically feasible and easy to use. "It is not enough to have an excellent product," says Don Moody, NASFA president. "The market must be ready for the product in order for it to be accepted and used on a widespread basis. And that day is not far off."

NASFA's mission is to enable and encourage the widespread, practical and economic use of and preference for steel framing in residential construction. To help accomplish this, NASFA benefits from a broad-based growing membership including steel producers, steel converters, roll-formers, screw and tool manufacturers, distributors, builders and a wide variety of companies producing products and services for the residential construction market. NASFA also benefits from a strong working relationship with the NAHB and NAHB Research Center, which have been instrumental in the development of new steel framing product innovations and highly effective in raising awareness of steel framing among their builder members.

So where is steel framing today? Many of the front-end market enabling elements are in place already. The Steel Stud Manufacturers Association has standardized steel framing members, so that one nomenclature system universally identifies the same stud across all manufacturers.

Prescriptive standard s, known as the Prescriptive Method for Cold-Formed Residential Steel Framing, Second Edition, have been developed and continue to be expanded. These standards have been added to new model building codes, the International Residential Code and International Building Code, and are currently in the CABO code. With this

STEEL-FRAMED homes are becomino a more common site in reoions wit[ special weather resistanc6 requirements or building codes, such as in Florida and Hawaii.

accomplished, it is now possible to build steel frame homes in the same way wood frame homes are built in about 857o of the country, without engineering.

To make sure builders take advantage of this, NASFA has trained over 1,500 code officials on steel framing to date and will train another 3,000 this year. An extensive seminar program, underway since last May, has been well received by building code officials across the U.S. The intent is to familiarize code officials with the Prescriptive Method and steel framing resources available today. Following the seminars, some code jurisdictions are voting to allow submittals based on the Prescriptive Method. As a result, builders and framers will spend less time and

two framing applications: steel floor systems and nonload-bearing wall systems. In both of these applications, NASFA claims steel will save the builder time and money. They're also a good place to start because they can be tried with the least implication on the rest of the construction process.

Only about 6% of U.S. homebuilders say they currently use steel,

NASFA has also helped develop and launch the SteelXpert estimating software for steel framing, a major element required to level the playing field. SteelXpert provides the user with a takeoff and estimate based on local supplier pricing right from a set of plans, in compliance with the Prescriptive Method. The software program automates member selection, estimates, bills of materials, etc. associated with building with steel. "SteelXpert takes the mystery out of steel framing for those builders and contractors who are unfamiliar with it," says Moody. "It is a major step toward enabling the practical use of steel framing because it eliminates the confusion and reduces the burdens associated with using steel framing for home builders."

Because SteelXpert virtually enables any framing contractor or builder to identify, specify, quantify and order steel framing, all in accordance with the Prescriptive Method, distributors are interested in using the software as a value-added service to their contractor customers. As a result, a distributor version of the software is due out later this year. Distributors will be able to offer takeoffs and estimates using SteelXpert for steel framed projects and at the same time, start tracking steel usage in residential construction in their areas so that plans can be made for stocking common stud sizes along with all the tools and accessories that come with the steel frame job.

Coinciding with front-end market-enabling efforts, research and development funds are being poured into fastening and tooling technology for residential steel framing to bring hard construction costs in line with those of wood. Training programs are being developed and implemented on a local basis in high schools, community colleges, votech schools, apprenticeship programs, and other training institutions, using a universal best-practices training manual called the National Training Curriculum, published by NASFA.

At the same time NASFA prepares the market, it is promoting innovative steel framing products that are economically viable options for the builders today. They include

Reportedly, steel floor joists generally will be less expensive than dimension lumber or engineered wood products while offering similar or greater spanning ability. One example of a steel framed floor system, the Trade Ready Floor System developed by Dietrich Industries, Inc., the NAHB Research Center, and HUD specifically for the housing industry, was introduced last year. It is manufactured with larger reinforced holes to accommodate plumbing and ductwork, and with a host of time and labor saving accessories.

Like steel floor joists, there is increased use of steel studs in interior non-load-bearing walls, primarily because of the significant cost savings and ease of use. In areas of Florida, where concrete block is the predominant exterior wall material, steel has about a 507o share of the interior stud market. Two factors are driving this market: competitive price and knowledgeable installers. (The drywall contractors are used to steel.) Add that to steel's strength in high winds and resistance to termites, two important issues to Florida's home buyers.

With the help of local steel framing alliances, mini market infrastructures are popping up everywhere-California.

Hawaii, Arizona, Texas, Chicago, Atlanta, both of the Carolinas, and many others. These local infrastructures are being put in place to make it easy and efficient to order, obtain, and install any steel framing product available today.

NASFA believes distribution of steel framing will follow in the footsteps of the lumber industry, making the switch to steel an uncomplicated one for the builder and framing contractor.

And NAHB continues to actively promote steel to its members, according to NAHB, "until we're sure (steel producers) are well on their way" toward gaining complete acceptance by builders."

The tide may finally be shifting to try steel framing on an application-specific and/or market-specific basis across all seements of home buildins.

VERSIONS ol new software help take the mystery out of steel framing for end users and distributors.

money, and will have an easier time getting plans approved.

Becoming a supersales chief

By Bill Blades William Blades, LLC Gold Canyon, Az.

QO GOES your sales

L)chief, so goes your sales group at largeand your sales volume.

One of the toughest decisions a ceo has to make is selecting the head of the sales department. A company's growth to a large degree will depend on who has the responsibility for sales. Some of them are heroes, some goats. For the heroes ...

* Seff improvemenl is crucial. I haven't met anyone with a BS or a BA degree in "Vice President of Sales." I always start my consulting process with helping the v.p. get better. His improvement will lay the path for everyone else's,

A v.p. who looks busy is not necessarily effective. Efficiency is "doing things right;" effectiveness is "doing the right things." Big difference. An effective v.p. focuses on two areas: his sales group and clients. Major time on major things, minor time on minor things. Focus on helping your group obtain and retain clients. Everything else is the small stuff.

* Recruiting must be an on-going process where recruiting is done when you do not need anyone. This helps you to select the right people by interviewing them at least three times to include an informal meeting in a restaurant. Recruiting only when you need someone is bad business. A rushed decision made because you urgently need a body will probably haunt you down the road.

The v.p. of sales should process a personality profile on applicants. Taking time to thoroughly interview is an investment that pays dividends.

* Sales and marketing plans are a

must. This is your blueprint for every major activity for the year. Deadline dates must be applied to the majority of the items in the plan. The plan must be reviewed monthly with the purpose of meeting or beating the deadline dates. This eliminates corporate drift. The plan need not be fancy with color graphs and mundane data. Just include the major activities that you need to do to grow your group and your sales.

* Sales meetings should have several goals. First, that it will be the best sales meeting the organization has ever experienced. The next meeting. however, should then be the best one ever, and so on. Making every sales meeting the best one is a tall order, but it is a responsibility nevertheless.

Charge the meeting with energy and activity. Create a fun environment so individuals look forward to coming. Provide training that is practical and targeted to the group's needs. An abundance of product training does not turn an average performer into a great performer. Sales training is the priority, followed by product training.

The v.p. must hold the group accountable for what they learned at the meeting. If not, many people will go into the field with old skills and habits. Monitor, monitor, monitor.

* Coaching is more important than training, because a one-on-one session is targeted only for the one individual you are meeting with. Salespeople are like thumbprints-no two are identi-

cal. Each has different skills and areas for improvement.

Don't rush your one-on-one sessions. Your people want to know that you care about them and they want to be listened to. If you have recruited the best sales force possible, get ready to give them your best coaching.

* Target Accounts are major clients you want to land, those with whom you want to increase your volume and those who you never want to lose. You must invest adequate time with these clients.

Work on delegating tasks that consume your time so that it can be invested into major salespeople who handle major clients. When delegating, think of little things that can help you pick up an extra five minutes a day. If you just gain five minutes daily, that is 20.5 hours annually! Then find another five-minute time waster and you now have saved l0 minutes daily or 41 hours annually.

Work towards being the ultimate delegator, which would be to assign someone to sit in for you in the dentist's chair. When you get that good, call and tell me how you pulled it off.

* Elevate expectations of every individual because everyone can get better. When you invest in training and coaching, always assign new skills and ideas for the individual to act on. Otherwise, your training dollars and time will be wasted.

Think about what each person needs to improve upon and assign two to six specific challenges you will ask/demand that he act on. Think of the following areas for each salesperson: organization, prospecting. time utilization, planning, presentations skills and closing techniques.

If the v.p. is dedicated to personal improvement, he's earned the right to ask everyone else to get better. Don't ask others to do what you won't.

* Motivation is critical for a sales group. They want to work for a leader, not a boss.

Bill Blades, CMC, CP$ is a professional speaker and consubant specializing in sales and leadership issues. He can be reached at 480) 671-3000.

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Rrrrlr:ns

Pick's Building Material. West Covina, Ca., has been acquired by Steve Thurgood, ex-Landmark Building Products, and Chuck Daughtery...

Goodman Lumber Co., San Francisco, Ca., unable to reach an agreement with its landlord, is liquidating its inventory and will close in August after 50 years ...

Califurnia Do it center opens its 10th store this month in Mammoth Lakes, Ca.

Orban Lumber Co., Irwindale, Ca., has closed after 96 years

HomeBase has broken ground for a new location in downtown Los Angeles, Ca.

Builders Discount, Los Angeles. Ca., has closed its 180,000-sq. ft. store after 42 years; Home Depot reportedly is interested in the site ...

Winroc Corp. has acquired 6year-old wallboard distributor Wasatch Building Materials, Layton, Ut.; founder Terry Smith stays on as gen. mgr. of Wasatch's new Layton Division ...

Illinois Vattey Buitding Supply, Cave Junction, Or., has completed a 10,000-sq. ft. addition including a contractors service counter, rental center and more room for paneling. mouldings, hardware, paint and otherproducts

Lowe's Cos. is moving its western regional offices from Carlsbad, Ca., to a 13,534-sq. ft. suite in lrvine, Ca. ...

Home Depot this month opens a 115,050-sq. ft. store in Golden, Co.; a 120,150-sq. ft. unit in San Jose, Ca., and a 105,700-sq. ft. replacement store in Thousand Oaks, Ca. ... the chain agreed to sell Maytag and Jenn-Air appliances, three months after dropping

Whirlpool (see Feb., p. 53) the company received the 2000 Outstanding Corporate Growth Award from the Association for Corporate Growth International

Home Depot has leased a Yacant Builders Square in Glendale, Co., it will expand and reopen early next year; has broken ground in South-Central Los Angeles, Ca., for a December opening; paid $24.2 million in cash for 42 acres in Glendale, Ca.; agreed to build a 115,000-sq. ft. store on 33 acres in southeast Boise, Id.; is considering a unit in N*p", Id., and a second store in Long Beach, Ca., and is suing the city of Sherwood, Or., for failing to rule on its application within the required 120 days

Poyless Cashways plans to convert an undetermined number of its 150 stores to a homebuilder focus; Ksn Kuehn, ex-Wickes Lumber, has joined Payless Cashways to help with the transition as v.p.-professional sales ...

Anniversaries: Pan Lumber, Hillsboro, Or., 70th ... McGuckin Hardware, Boulder, Co., 45th ... We stern Hardwood Association, Camas, Wa,, 45th ... Composite Panel Association, 40th ...

Wnot:snrns/tmurrtrur:ns

Willamette Industries is closing its Dallas, Or., plywood plant June 23 due to dwindling demand ...

Capital Lumber Co. has formed a new operating division, Capital

FAX us your news!

Announce your recent expansion, promotions or other company changes in the next issue of Ihe Merchant Magazine!

Just Fax news to 949-852-0231.

Building Materials, Phoenix, Az., specializing in "specialty commodity" products for pro yards; Van Vanderhoff, ex-Mallco and Huttig, is division mgr.

Louisiana- Pacific was fined $95,000 for six safety violations relating to last year's explosion at its Olathe, Co., OSB plant that killed one worker and injured a second (see Nov., p. 36) ... L-P will open its first wood fiber composite decking plant in Selma, Al., in the middle of this month and hopes to add a second location by 3rd quarter 2000

Boise Cascade's Medford, Or., plywood mill is now fully operational after being rehuilt following a 1998 fire

Martin Brothers Wholesale Lumber Co.,El Cajon, Ca., closed after nine years; Al Martin is now purchasing mgr. with Martin Furniture, and outside salesman Mike Eberle joined Hampton Lumber, National City

Spruce Computer Systems has joined the National Lumber & Building Material Dealers Association's Manufacturers and Services Council ...

The Collins Companies, Portland, Or., received the Business Integrity Award for large companies from the Better Business Bureau of Oregon and western Washington...

New Web site: Curt Bean Lumber Co., www.curtbeanlumber.com.:.

Housing starts ffi March (latest figs.) dropped 1l.2Vo to a seasonally adjusted annual rate of 1.6 million ... single family starts inched up marginally to a 1.31 million rate, multifamily plummeted 41 .OVo to a rate of 295,000 units ... permits fell4.5Vo to 1.58 million units ... in the West, starts declined 4.5Va to a 379.000 rate.

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

Lumber Association of California & NevadaMay ll,2nd Growth meeting, Radisson Resort-Knott's Berry Farm, Buena Park, Ca. ; (916) 369-7 50r.

International Building & Construction Trade Fair 2000 - May 16-19, Shanghai Exhibition Center, Shanghai, China; 0086-21-6255-6311.

National Sash & Door Jobbers AssociationMay 18-21, leadership conference, Crown Plaza Resort, Hilton Head Island, S.C. ; (800) 7 86-7 27 4.

Lumber Association of California & NevadaMay 19-20, insurance trust meeting, Harrah's, Stateline, Nv.; (916) 369750 l.

Do it Best Corp.May 20-23, spring market, Indianapolis, In.; (2r9) 748-5300.

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Kitchen Cabinet Manufacturers AssociationN4ay 2l-24, annual convention, Cloister Hotel, Sea Island, Ga.; (703) 2641690.

furt

Inland Empire Hoo-Hoo ClubJune 2-4,49th annual Ladies Weekend, Hyatt Regency Suites, Palm Springs, Ca..; (909) 59 1-4861.

Lumber Association of California & NevadaJune 8, associates/dealers golf tournament, Rancho Solano Golf course, Fairfield, Ca.; (916) 369-7501.

Western Material Handling ShowJune 14-1.5, Los Angeles Convention Center, Los Angeles, Ca.; (800) 548-1407.

Black Bart Hoo-Hoo ClubJune 17, wine & unwind, Ukiah, Ca; (707) 462-3700.

Western Hardwood AssociationJune L7-20, annual meeting, Sunriver Resort, Sunriver, Or.; (360) 835-1600.

Forest Products SocietyJune 18-21, Wood Odyssey 2000 & annual meeting, Lake Tahoe, Nv. (608) 231-1361.

Umpqua Valley Lumber AssociationJune 2l-23,2nd annual mill week, Roseburg, Or.; (541) 957-0206.

Western States Roofing Contractors AssociationJune 2224,trade show, Reno, Nv.; (604) 462-8961.

Western Building Show (PCBC)June 27-30, Moscone Conference Center, San Francisco, Ca.; (800) 956-'1469.

fuw

Mountain States Lumber & Building Material Dealers Association - July 10, WOOD Committee annual golf tournament, The Ranch Country Club, Denver, Co.; (303) 7930859.

Temperate Forest Foundation - July 12-15, Redwood Teachers Tour, Fortuna, Ca.; (503) 579-6762.

Lumber Association of California & NevadaJuly 14-16, 2nd Growth weekend getaway, La Quinta, Ca.; (800) 2664344.

International Lawn, Garden & Power Equipment ExpositionJuly 22-24, Kenncky Exposition Center, Louisville, Ky.; (800) 558-8767.

Black Bart Hoo-Hoo Club - July 23, golf tournament, Ukiah Municipal Golf Course, Ukiah, Ca.; (707) 462-3700.

National Retail Hardware AssociationJuly 23-25, annual convention, Deerhurst Resort, Huntsville, Ontario, Canada; (3r7\ 290-0338.

Timber Products Manufacturers - July 27-28, annual meeting, Hotel Edgewater, Seattle, Wa.; (877) 535-4646.

iqlion news

Mountain States Lumber & Building Material Dealers Association lured over 1.000 dealers, contractors and suppliers "Back to the Future" for its recent two-day 2000 Products Expo at the Denver Merchandise Mart.

Booth award winners included R/W Specialties, Henderson, Co. (best multiple booth); Andersen Distribution, Denver (honorable mention); double booth Weyerhaeuser (best double); Georgia-Pacific (honorable mention); Wyoming Range Wood Products, Laramie, Wy. (best single), and Pro Country Systems, Salt Lake City, Ut. (honorable mention).

The Colorado WOOD Committee's annual golf tournament tees off July l0 at the Ranch Country Club, Denver.

Lumber Association of California & Nevadats summer calendar includes the annual Associates/ Dealers Golf Tournament June 8 at the Rancho Solano Golf course, Fairfield; 2nd Growth Weekend

HomeBase Renaming 5 Units

HomeBase is converting five of its stores to a new format focusing on outdoor furniture, garden supplies and home furnishings.

Called House 2 Home. the stores will reopen in the late summer or early fall in Foothill Ranch, Palm Desert, Murietta, Ca., and two in Las Vegas, Nv. The Palm Desert store closed two years ago, while the other four are currently liquidating their inventory for the changeover.

Instead of focusing on building materials and other strengths of fastgrowing Southwest competitors Home Depot and Lowe's, HomeBase's new concept stresses outdoor living (patio, lawn and garden), indoor living (flooring, carpeting, lighting and storage), home decor and accessories, and seasonal merchandise.

Each House 2 Home will have about 135 employees, compared to 110 at a typical HomeBase.

Getaway July 14-16 in La Quinta, and summer board meeting Aug. 25-26 at the Spyglass Inn, Pismo Beach, Ca.

Cedar Shake & Shingle Bureau will hold its annual general meeting Sept. 22-24 in Victoria, British Columbia.

Western Wood Products Association is proposing to the American Lumber Standard Committee to add Beams and Stringers and Posts and Timbers design values for western hemlock, sitka spruce and mountain hemlock, using the same values published by WCLIB.

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New International Building Codes

Builders nationwide are reviewing the new 2000 International Building Codes as created by The International Conference of Building Officials, Whittier, Ca.

The comprehensive list of model codes will enable contractors and builders to use a single set of codes that will apply to most, if not all their jobs, even those in different cities or states.

"This brings national consistency and economy to code enforcement and code compliance," asserts Roy Fewell, v.p. of public policy.

TOURING the City of Hope National Medical Center and Beckman Research Institute in Los Angeles, Spirit of Life Award honoree Pat Fanah (front row, hands behind back), executive v.p. of merchandising, Home Depot, and his guests are addressed by pediatrics specialist Dr. James S. Miser. Fanah will receive the award for professional, humanitarian and philanthropic achievements at a reception Aug. 15 in Chicago, in conjunction with the National Hardware Show & Building Products Exoosition.

RECIPROCATING saw in hand, a Lowe's employee sliced a car in half during grand opening festivities at stores in Norwalk and Palmdale, Ca. The stunts, part of a promotion for DeWalt and Black & Decker tools, took 5 minutes, 28 seconds and 7 minutes, S seconds, respectively.

One Stop

Shopping!

Lumber

Housewraps

Thermo-Ply Sheathings

Redwood & Gedar

Sound Board

Kortron Particleboard

SYP & Fir T1-11 Sidings

Fire Retardant Plywood

NRP & FRP Panels

PVC Moldings

Pine Boards

Melamine Panels

ACZA Lumber & Plywood

Baltic Birch Plywood

MDO Plywood Sign Board

Fire Retardant Particleboard

BBOES Concrete Form

Laminate Grade Plywood

Cut-to-Size Programs

Made-to-Order Overlays

SYP Sheathing Plywood

Fir Structural Plywood

EZ Planter Landscaping

Sealants & Caulkings

Clear Lumber

Micore - Mineral Fiber Board

VinylSidings

OSB Sheathings

Hardwood Plywood

Sanded Poles

Mldg. Grade Pine

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Hardboard - Pegboard

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Hardwood Lumber

MDO & HDO Goncrete Form

Ready Made Shutters

Drawer Sides

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Fir Sheathing Plywood

Cladwood Overlay Sidings

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Sanded Plywood

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Great Wall Fence System

Paint Grade Plywood

Exterior Fluted Window Trim

Specialty Laminate Panels

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New B2B Site Starting Up

A new business-to-business Internet marketplace for lumber, forestry and construction launches this month.

Structured as an exchange, an auction and a multi-vendor catalog, TheBigB28.com provides a closed community of retailers, wholesale distributors and manufacturers with a complete one-stop marketplace.

Frank Denny, founder of Builders Square, is chairman of the Newport Beach, Ca.-based firm, as well as of affiliated companies TheBigStore.com and TheBigHub.com.

Buyers use a self-guiding search engine to locate products and identify the buying option that best suits their needs, whether drawing from listings on the exchange, auction or an electronic catalog of goods, with content provided by member suppliers.

The system also accommodates ordering (creating online requisitions. submitting purchase orders, executing contracts, tracking orders), fulfillment (credit scoring, credit hold, letters of credit, bill presentment, payment, accounts receivable and accounts payable status), and replenishment.

The Web site goes online May 20.

. Redwood

Show Me The Money

Last year, chief executives' total compensation surged lO.87o to an average $2,857,676, according to a Wall Street Journal survey of 350 large U.S. businesses. Among building products-related firms...

Ctrief execrlthn" Comoary

Nolan D. Archibald, Black & Decker

George J. Flarad, Bolm Cascade

Samuel W. Bodman, Gabot

Alston D. Condl, Georgla.Prclffc

Mark A. Suwyn, Louisiana-Pacific

Jeronp F. Tatar, had

David R. Goode, Norfolk Southern

Glen H. Hirner, &lens Ccning

Millard E. Barron, Payless Cashways

L. Perdlegnsie@, PMrfl

Raymond W. LeBoeuf, PPG Industries

Cfristophu M. Connor, Silenrin-tYllllanB

John M. Trani, Stanley Works

Clifford J. Grum, Temdelnland

Richard K. Davidson, Union Pacific

John Luke Jr., Westyaco

Steven R. Rogel, Weyerhaeuser

Duane C. McDougall, t{lllamette Industries

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13041 Union Avenue, Fontana, CA92337. Fax 909-681-3566

Sal Segura. Jerry Pugmire. Bill Buchner (909) 681-4707 www.anfinson.com . E-mail: sales@anfinson.com

Redlands, Ca., office Nelson Sembach (909) 792-9509

San Diego, Ca., office

Bob Baxter. (619) 460-5017

Jim Savageau . (619\ 267 -0053

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Bob Riggs, Western regional v.p., PrimeSource, Fairfield, Ca., has taken early retirement after 32 years in the business.

Bob Hansen has been appointed president of Cascade Pacific Industries, Jasper, Or., succeeding Jim Costello, who will remain on the board and continue as an advisor.

Frank Condon, ex-D.R. Johnson, is now with the industrial division of North Pacific Lumber Co., Portland, Or. Jim Decker has transferred from Vallejo, Ca., to oversee the new Temecula, Ca., sales office.

Larry Williams, co-founder and majority stockholder, has been appointed chairman and ceo of Idaho Timber Corp., Boise, Id. Ted Ellis has been promoted to president and chief operating officef,

Ed Woods has been promoted to v.p. of marketing for Columbia Forest Products, Portland, Or. Jan Lampe has been named marketins communications msr.

Stanley R. Bell, v.p. and general mgr., has been elected a senior v.p. of Boise Cascade Corp., Boise, Id. Kenneth W. Cupp, David A. Goudge, Miles A. Hewitt, and Thomas A. Lovlien were elected v.p.s.

James Gillette II, ex-Tum-A-Lum Lumber, and Will Sunkenberg are new to inside sales at Boise Cascade Building Materials Distribution Division, Phoenix, Az. Jerry Huff was promoted from the warehouse operations dept. to inside sales, and Ryan Mitchell was promoted from inside sales to general line product mgr.

Jim Dickison, ex-Koncor Forest Products, has been appointed Northwest log procurement and log sales mgr. for Simpson Timber Co., Shelton, Wa.

Tim Larson, ex-Big Green Forest Products, has joined Hirt & Wood Lumber Co., Eugene, Or.

Ginger Sherman Silverman has been named v.p., marketing and advertising for HomeBase Inc., Irvine, Ca., succeedine Dave Kenshol.

Bob Schutte has been promoted to v.p. of manufacturing of Hampton Affiliates, Portland, Or., succeeding Eric Schooler, who has left to become executive v.p. and eventually president and ceo of the Collins Cos., Portland. Vicki Shaylor was promoted to corporate secretary at Hampton, succeeding Steve Zika, who remains v.p. of finance, treasurer and chief financial officer.

Len Viale is back from vacation. He recently rejoined Redwood Empire, Morgan Hill, Ca.

Mike Vaille, district mgr., Cedar Shake & Shingle Bureau, has relocated to Dillon, Co.

Dean Bryant, ex-Precision Pine & Timber, is new to sales at Atchley/New Mexico Inc., Albuquerque, N.M.

Joe Hentges was named senior v.p. and general merchandise mgr. at Jensen Distribution, Spokane, Wa. Robin Hoover and Bob Evans are account mgrs., Seattle uuea, and Durant Hehr, territory mgr., Westem Wa.

Kimberly Lister is a new office assistant at the Wood Moulding & Millwork Producers Association, Woodland, Ca. Kellie Ussery has temporarily added marketing coordinator duties to her office mgr. responsibilities until a successor is named for Stan Blaine, who has left the organization.

Mike Durk is new to sales at Cardinal Timber Products, Coeur d'Alene, Id.

Richard Blackwood has been promoted to executive v.p. of BMC West parent Building Materials Holding Corp., San Francisco, Ca. Stanley M. Wilson and William E. Smith were named v.p.s.

Ted Saunders, ex-Sturza Forest Products, was named off-shore products mgr. at Northwest Pine Sales, Portland, Or.

HaI Jeffery, Hornby Island, 8.C., is now with North American Forest Products, Mt. Vemon, Wa.

Laura Adams Dudley was appointed senior writer of the industry communications staff of APA-The Engineered Wood Association, Tacoma, Wa.

Allan Merrill is the president of HomeBuilder.com, Thousand Oaks, Ca.

Ron Brill, executive v.p. and chief administration officer, Home Depot, Atlanta, Ga., plans to retire March 2001. He has been with Depot since 1978. Mark Baker has been appointed executive v.p. and chief operating officer. Lynn Martineau, Western division group president. succeeds him as group president-Mid-Southem division.

Richard B. Witaszak, ex-executive v.p. and chief financial officer. Fred's Inc.. has been appointed senior v.p. and chief financial officer of Payless Cashways, succeeding Raymond P. Springer, who departed in December to join an Internet start-up company.

Robert D. Rudow has been named v.p. of sales & marketing for Egarden.com, the B28 Internet initiative of U.S. Home & Garden, San Francisco, Ca.

Dennis Clark, ex-Waldun Forest Products, is now v.p.-marketing and product development for the Clarke Group.

Craig A. Hindman, DuoFast, was elected chairman of the International Staple, Nail and Tool Association. Mark Kania, ISM Fastening Systems, was elected vice chairman. New committee chairman: Henry Schniedermeir, Paslode, technology; Anthony Muto, Senco, legislative/legal advisory, and Biff Roberts, Senco, public relations.

Robert Ostrov has been appointed chief administrative officer and general counsel of TruServ Corp., in charge of the legal and human resources depts.

Timothy Moon, student, University of Oregon, received a $1,500 prize as the winner of the third annual Intemational Student Design Competition, sponsored by the Structural Board Association. He designed a community bookstore with engineered wood products, including OSB. The university also was awarded a $1,000 prize.

Eric Muniz is asst. mgr. of the new Home Depot in Twin Falls, Id.

Mike Cameron and Rich Giacone, Simpson Timber Co., Arcata, Ca., were elected to the board of the Humboldt Hoo-Hoo Club, Eureka, Ca., along with Louis Goselin, Goselin Transportation; Rich Graham, Schmidbauer Lumber Co.. Eureka: Gary Gundlach, Cal North Cellular; Lee Iorg, Pacific Clears, Arcata; Dan Kepon, Pacific Lumber Co., Scotia, Ca.; Ross Muxworthy and Harold Phenix, Britt Lumber Co., Arcata; Bruce Taylor Sr., Blue Lake Forest Products, Arcata, and Mike Vinum, Diablo Timber, Napa, Ca.

Mary Brown has left Western Wood Preserving Co., Sumner, Wa., after ll years to move to Anacortes, Wa., where she will begin a new career with a foster parent program. Mike and Christi Reimer are the proud parents of 8 lb., 2 oz. Bryant, born Jan. 25, and Jerry and Linda Hill are the new parents of 6 lb., 13 oz. Amanda, bom Nov.7.

Lynn Monthaven is back at Lane Stanton Vance Lumber Co., City of Industry, Ca., after a business trip to Perth, Australia.

Maude Lynn is preparing a dramatic reading for the annual company picnic at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

LISA doesWi ndows. 4

Ace Pushes Standardized Operations

In an attempt to b()ost its market share and stem competition, Ace Hardware Corp. plans to overhaul its strategic practices.

Dubbed "Vision 21." the program entails participating Ace stores standardizing operating and merchandising procedures based on practices at the chain's most profitable units.

"The foundation of this program is to fbster and ensure that certain characleristic: of Ace st()res are consistenl so that all of our customers eniov the

optimum retail experience no matter what Ace store they visit," said David Hodnik, president and ceo. "In addition. having similar processes and technologies among all Ace retailers means that our owners can focus on the customer rather than developing administrative practices."

The Oak Brook, Il.-based buying group estimated its market share of the home-improvement industry to be roughly 87o, almost identical as in r 989.

Conversely, in that same period, Home Depot and Lowe's Cos. have increased their market share to 30%.

"If we wait too much longer, we'll be facing retirement as a business model." Hodnik observed.

Knoll Files For Chapter 11

Less than 60 days after selling its Kenmore, Wa., store and moving to Monroe, Wa. (.see April, p. l8), Knoll Lumber & Hardware Co.. Inc. has filed for Chapter I I bankruptcy protection.

The 55-year-old firm, which reportedly is facing lawsuits by the state Department of Revenue and its main supplier, Builder Marts of America, Greenville, S.C., listed assets of between $500,000 and $l million and liabilities of between $l million and $ l0 million.

The one-time five location chain has seen sales dwindle from a high of $36 million at four stores in 1997, to $9 million in sales at a single location last year.

While the sales decline coincided with the arrival of Home Depot and Eagle Hardware & Garden units into the Seattle area. Knoll remained successful into the mid-1990s. thanks in part to switching its tbcus to prof'essional contractor sales from d-i-yers who had defected to its bigger rivals.

In 1995, the same year Knoll acquired two-unit Pioneer Lumber and changed its marketing focus, the firm's five units did $33 million in sales.

The following year, after selling one store. sales reached $35 million. Sales reached $36 million in 1997, before plummeting to $15 million in 1998, necessitating the closure of two locations.

Among Knoll's e reditors are owners Craig and Victoria Knoll, who reportedly have put $43,000 of thcir own money into the business.

"lf you don't lelrn to use the Internet to develop an e-commerce capability, you risk being left in the dust."

Arrutld Krt(i, pre.s./ceo,

Five-Year Forecast For Engineered Wood

North American structural wood panel production is expected to decline this year by l%o, according to APA-The Engineered Wood Association's latest annual five-year forecast.

While the decrease is the first in seven years, the Tacoma, Wa.-based group expects a rise in production of wood I-joists, laminated veneer lumber and glulams.

Structural panel production (plywood, OSB and composite panels) is expected to be 39.76 billion bd. ft. (3/8" basis), compared to last year's industry record of 40.21 billion bd. ft. The slight decline is reportedly due to rising interest rates that are expected to reduce U.S. home construction by 5Vo this year or 90,000 units from almost 1.67 million units in 1999. U.S. and Canadian new residential construction is forecast to consume 18.67 billion sq. ft. (3/8" basis), roughly 497o of production.

OSB production is expected to increase to 245 million sq. ft., but plywood output will decline by approximately 700 million bd. ft.

After operating at 94Vo of capacity

in 1999, industry production is forecast to drop to 89Vo of capacity and to run in the 85Vo-86Vo range throughout the forecast period. The average production-capacity ratio during the previous decade was 877o.

Production of wood I-joists is expected to reach 1 billion linear ft. this year, a l2%o rise from 1999. Production is expected to climb to 1.5 billion linear ft. by 2004.

Glulam timber production is forecast to be 350 million bd. ft. this year, up 5.7Vo, while laminated veneer lumber output is expected to increase to 59 million cubic ft., a 13.67o rise over 1999.

Regional Production and Market

Outlook for Structural Panels and Engineered Wood Products, 20002005.is available for $175.

Western Building Show Nears

The upcoming PCBC-Western Building Show in San Francisco will feature a five-acre exhibit floor and more than four days of educational programs.

Exhibit space on the 115,700-sq. ft. show floor sold out more than five

months before the event begins June 27-30 at the Moscone Center.

Speakers include presidential hopeful Governor George W. Bush; Stuart Wolff, chairman and ceo, Homestore.com, on "The Power and Potential of E-Commerce," and authors Tom Wolfe, Harry Dent and Paco Underhill (Why We Buy: The Science of Shopping).

New this year is a Quality Construction Forum for builders and contractors. Returning for a second time are the Custom Builder Forum and new products showcase.

U.S. To Produce Europallets

Shippers of goods to Europe, take note: Europallets may now be produced and repaired in the U.S., according to the European Pallet Association.

Measuring the standard 800mm x l200mm, the nine block Europallet is used throughout Europe and designated by the EUR marking.

Ready Europallet availability will help U.S. exporters and their customers comply with European environmental laws and avoid costly packaging taxes.

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Fiber cement is the best siding and soffit product available. lt has the warmth of wood with high structural strength, holds paint very long, is noncombustible and will not rot or be eaten by termites. Tamlyn PVC accessories are the perfect complementary products in reducing homeowners'wonies by helping build low maintenance homes. Build your profits by promoting Tamlyn PVC trim to go with every fiber cementordershipped !

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E-Tail Shakeout Predicted

Most retailers that operate solely on the Internet will be out of business within a year, predicts Forrester Research Inc.

"There are just too many companies out there that don't have what it takes to last, and they won't last," said analyst Seema Williams.

The firm expects rising competition plus a continued sell-off of dotcom stocks to cause a rash of bankruptcies and buyouts over the next few months.

The problem is an overcrowded online marketplace where seemingly everyone is selling the same products. The advantage lies with the largest and best known, who boast the highest customer and sales growth, and traditional chains with well established brand names, even though many (Wal-Mart, Sears, Home Depot) arejust launching their online attack.

"There are 30,000 e-tailers out there, and probably 25,000 of them will have to go away," said Ernst & Young's Mark Doll. "But that will end up helping the biggest and best players who can ride the tide."

The research firm says that the shakeout among online retailers has already begun and should intensify as competition builds, investors grow more cautious, and funds dry up just when merchants need money for holiday marketing.

In WTCA They Truss

As of mid-April, 33 wood truss manufacturers have become or are in the process of becoming certified in the Wood Truss Council of America's quality control program, according to the WTCA.

The voluntary program, which nelps manufacturers manage the qual-

ity of trusses they produce, establishes the frequency and criteria by which trusses are checked by the manufacturer for cutting accuracy, assembly and plate replacement and wood quality.

WTCA, which reported that participation has doubled since Jan. l, regularly monitors certified companies' data to ensure compliance with program criteria.

Where Single D-l-Yers Mingle

Whether one credits like-minded shoppers, store ambiance or the chain's free building and renovation courses, Home Depot is scoring a cupid's bulls-eye with singles nationwide.

Stories of love and romance found amid lumber and hardware are being reported from Depots nationwide,

according to the New York Times.

In Wilkins Township, Pa., for instance, one middle-aged Depot shopper got down on bended knee to propose to his girlfriend, whom he had met the year before in that very same store. Choking back tears of joy, the woman accepted, much to the delight of store employees and shoppers who cheered the happy coupleto-be.

The chain was even voted one of the Top l0 places to meet men by the readers of Delaware Today magazine, some of whom said the home improvement giants are particularly "single-friendly" because they attract other common-minded souls.

According to one shopper, "You couldn't find a better place to meet someone you have something in common with."

Since

Pursuing Champion lnternational

By bidding $6.2 billion in cash and stock, or $64 a share, to acquire Champion International Corp., International Paper Co. has eclipsed Helsinki, Finlandbased UPM-Kymmene Corp.'s earlier agreed-upon all stock offer to buy Champion for $5.81 billion, or $60.57 a share.

The world's largest paper firm's bold move flies against the mostly sedate winds of the paper industry. Experts are predicting a bidding war, which UPM most likely would lose, lacking IP's deep pockets, they say.

According to several investment firms, the offer, if accepted, would give IP greater influence over fluctuating prices that have traditionally plagued the industry.

Champion, which had scheduled a June 14 shareholder vote on the UPM-Kymmene offer, has not responded to the new bid, although a spokesperson claimed that the firm had yet to receive International Paper's offer.

"I think the Champion shareholders will see our offer is clearly superior to what is currently on the table," said John T. Dillon, International Paper's chairman and ceo.

If approved, the deal would give the combined firm 15 million acres of U.S. forest land, mostly in the South, nearly doubling International Paper's timberland portfolio. Purchase, N.Y.-based IP would then have roughly l37o of the world's paper capacity, about 5.1 million tons annually.

Lumbermen's Buys Another Indie

Lumbermen's of Washington, Olympia, Wa., a 52-store chain, has acquired Builders Lumber and Millwork, Kennewick, Wa.

The since-renamed Lumbermen's location has a fullline lumberyard, a roof truss plant and a hanging and pre-finishing shop.

With locations in Washington, Oregon, Idaho and Arizona, Lumbermen's is an affiliate of Redmond, Wa.based Lanoga Corp., which also operates 148 Spenard Builders Supply, United Building Centers and Home Lumber stores in Alaska, the Midwest and the Rocky Mountain region.

Got Milk Jugs?, Distributor Asks

To paraphrase the old adage, while there's no use crying over spilt milk, there's plenty of use for those discarded plastic milk jugs.

Just ask owner Jim Murphy, whose Highlands Ranch, Co.-based Environmental Building Products, Inc. sells EcoDeck and PermaDeck plastic lumber decking made from the cartons.

In three years, the firm reportedly has grown to become the leading plastic lumber distributor in the Rocky Mountain region.

According to Murphy, the average plastic deck uses about 15,000 milk cartons. "Many alternative home building products are moving into the mainstream and make perfect financial sense," he said. "(But) I never thought the demand for 'green' home building would become so big so soon."

Murphy estimated that he has saved about 50 million milk cartons so far in the firm's five-year existence. "Wert: you to string them together, it would be about 8,900 miles long," he claims.

Los Alamitos, CA 562-594-8948

Redding, CA 530-223-7 440

Eugene, OR 541-485-7578

Granbury TX 888-573-7103

Palco Buying Eel River

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Joe Costa Trucking Sold

.loc Costa -frrrcliing. Arcata. C'r.. Ilis [rccrt purclrasctl br flon Bolgcs lurrtl Morrtl' Bettcndorl thc ouners ol lJcttcnikr'f Enter'1'r'isc:. lrlso ot Arcutu. 'l lrc trr o nren har c pLrrchrLsed thc conrl)il n\ stock ol llobcrt "Bob" Thonlrs lrntl Bertlanr "Tony'" Gilt-.elt as intlir irlrurls ancl pJirn to opcr-ale the bu:irtcss Lrrtrler the Costu rtrnrc * ith thc sarrrc pcrsonnel u hilc corrtirrLring to rurr []cttcnrlorf Entcr'prisc\ lr\ ir sepafiltc cntit\.

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Brazilian Export Rules Eased

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Purchase Card With A History

A rtcri pLrr-chusin-r card hus bccn introcluccrl thlrt hclps contract()rs kcep track ol thcir'.jobs uncl clealcrs stuv atop inclustlv tlcnrls.

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Contllrctor-s lecei\ e nronthll pfintecl lcpor.ts tletrriling theil cald pulchascs by .job unrl stagc. regarcllcss ol' thc retail locltion. and also havc rlail-r' access to up-to-thc-rninutc inlirrrnutiott via a sccrr Ic. l)irss\\ of d-pf otcctc(l Internet sitc.

Participatinu riculcr-s receive onlinc lcccss to rrggfcsiltc(l industn' trcncls us rrcll as infornrution on contflctor l,rril,lirr-r

Hit The Deck

Thermoplastic-based decking that is said to look and feel like finished wood and comes with a lifetime limited warranty is new from McFarland Cascade.

EWOOD is said to resist harsh weather, bugs, rot and salt water and can be washed with water.

The product's T-clip fasteners offer uniform spacing, eliminating surface nails and screws, and hold boards solidly in place.

Reportedly, decks will not crack, splinter, or check and contain UV protection to maintain color

Circle No.901

Tiles Direct From The Sands

Ceramic floor tiles inspired by the sands of the world's most beautiful beaches are new from Portobello America, Inc.

Ocean tiles range in size from 2"x6" to 12"xl2" and come with coordinating trim and border tiles.

Circle No. 903

Profiles Encouraged

Michael Weinig, Inc. has introduced a new Profile Center that claims a four-fold increase in productivity due to its Powerlock tooling system, LogoCom software and complete CNC machine setup.

Merchandise hangs on either slatwall or inverted slot fixtures.

Circle No. 905

Mack The Knife ls Back

Stanley has introduced a utility knife with a bi-material construction and a rust-resistant metal core.

Strong To The Finish

Hilti has introduced a powderactuated tool for laying metal tracks on floors, ceilings and walls.

DX 351 fastens suspended ceiling hangers and drywall profiles and attaches to concrete, steel and masonry. The 5-lb. product features a quickload magazine that allows the user to fasten up to 700 nails per hour.

Circle No.902

Change-overs for the Unimat 3000 Brillant reportedly take less time when compared to its predecessor. Utilizing 12,000 rpm tooling reportedly enables the unit to produce at twice the feed speed of conventional unjointed moulders.

Circle No. 904

Wall Of Fame

Moveable merchandise wall systems with steel slatwall panels and maple laminate trim are available from MegaWall Corp.

The Contractor Grade Instant Change utility knife can cut string while the blade is retracted and allows blades to be stored in the handle.

Circle No. 906

A Real Shoot'em Up!

A decking, flooring and roofing tool that shoots l-3l4" to 3" screws is new from Milwaukee Electric Tool.

The product comes in 12', 16',20', and 24' sizes in white baked enamel and other colors, plus metal finishes.

Sharp-Fire's positive screw alignment reportedly eliminates missed hits while its positive lock offers noslip adjustment and clear marking for adjusting screw length.

Circle No. 907

Pot Luck

A two-piece, 1.6 gallons-perflush toilet and a 25"x21"x33" high pedestal sink are new from Jacuzzi.

The Kalara Suite is made of vitreous china, triple glazed into a stain-resistant, glossy fi nish.

A countertop sink and singlethreshold acrylic shower base are also available.

Circle No. 908

Wood Composite Decking

Composite decking made from recycled plastics and wood fiber that never needs painting or sealing is available from Hoff Forest Products.

Touch'em Up

Insulating foam to keep dust and dirt out of walls, ceilings and around doorways is new from Convenience Products.

Touch 'n Seal U2-200 FR is MSHA approved and has a Class 1 ratins.

Prone To Prune

A pruning tool that cuts in tight, hard-to-reach spaces is new from Fiskars Lawn & Garden Products.

Gooseneck Swivel Lopper's long neck allows users to reach higher, or cut at ground level with less bending and stooping.

StranDek reportedly won't rot, warp, split or splinter, has a slip-resistant surface and will chanse to an offwhite or cream color in 12-16 weeks of exposure to sun and water.

The product repels moisture, resists termites, spans 24" on center, and can be fastened with traditional tools and fasteners.

While carbide tip blades are recommended, all woodworking saw blades can cut the product, which is hollow and weighs 2.224\bs. per ft.

Circle No. 909

I'm Just Putty In Your Hands

An epoxy repair putty for filling holes, patching cracks, bonding surfaces and repairing leaks in most materials is new from T. Christy Enterprises, Inc.

Non-shrinking FastFix can be formed, drilled, sanded, tapped, sawn or painted and comes in 4 o2.,7"-long sticks.

Once mixed, the steel-filled product will harden in minutes.

Circle N0.910

Someone To Wash Over Me

Quikrete has introduced a product that reportedly removes mold and mildew from concrete, stucco, brick, flagstone and wood surfaces.

Concrete & Stucco Wash removes mildew, algae, black mold and light soil stains from concrete patios, sidewalks and other surfaces.

The l2-oz. concentrated solution cleans up to 350 sq. ft.

Circle No. 911

The product comes in a moistureresistant carton with disposable cylinders.

Circle No. 912

No Generation Gap Here

Kroy Building Products has introduced second generation vinyl decking that features a clip for installation anywhere on a continuous channel.

The 2"x8" product reportedly is strong enough to allow up to a 32" span between supports.

Decks allegedly will never rot, rust or corrode and come in three colors.

Circle No. 9'13

is ovoiloble by circling the corresponding Reoder Service number opposite the inside bock cover ond sending the form to New Products Editor, FAX to 949-852-0231, by E-moil to ddelvol@ioc.net, by moil to 4500 Compus Dr., Suite 480, Newport Beoch, C0.92660, or by colling (949) 8s2-r 9e0.

The 34" tool cuts branches up to 1l/2" in diameter and weighs 3.75 lbs.

Circle N0.915

Going In Tile

American Marazzi Tile has added a new 13"x13" glazed ceramic tile for floors, walls, countertops and hearths.

Mesopotamia has the look of rustic stone and comes in five colors.

Circle No.916

Plane Speaking

A planer with a left or right chip eject, a vacuum attachment and an edge guide fence is new from Bosch.

Model 3365's single-blade drum automatically positions the blade at the cutting angle, and its Woodrazor blade is made of micrograin tungsten carbide.

Circle No. 917

Put Siding Out To Stud

CertainTeed has improved its Monogram RigidForm 180 siding.

StudFinder combines precise nail slot locations with graphics that align with standard 16" on-center construction to indicate stud locations along siding panels.

Circle No. 918

Go Ahead, RollTape

Translucent, solid acrylic attachment tapes with strong bonding power are available from Saint-Gobain Performance Plastics.

Hammer Out The Details

A 17.4-lb. drilling and chiseling hammer with a drilling range of l/2" to 6" is new from Hilti.

TE76-ATC drills into wood or steel and disengages if the housing begins to rotate quickly.

Circle No. 921

Norcryl's strong bonding power can reduce or replace fasteners, rivets, liquid adhesives and welds.

The product comes in roll widths from l/4" to 18".

Circle No. 919

Cross The Finish Line

A transparent finish that highlights the natural beauty of wood's color, grain and texture is new from Okon.

Natural Choice penetrates deep into the wood's surface and comes in three colors.

Circle No. 920

Let's Talk Man To Mantel

Polvstvrene constructed mantels that apply to siding or brick exterlors are new from Cellwood.

Standard sizes are 35", 40" and 44" base lengths to fit most windows. A 120" model is for rows of windows and garage doors.

Circle No. 922

Stainless Steel Screws

Fiber cement, fiberglass, light steel, gypsum board, wood panel, plywood and wood screws manufactured from 410 and 305 stainless steel are new from Swan Secure.

Bl,UnryrurRt0

Reportedly corrosion resistant, Billy Goat screws are available with a trim head and square drive, wafer head with wings and Phillips drive, flat head with wings, square drive and self-countersinking ribs.

Circle No. 925

Save The Last Fence For Me

Vinyl fencing planks that are said to look like genuine cedar are new from Kroy Building Products.

Timberlast panels have a 1"x8" tongue-and-grove profile and come in Cedar Crest (tan woodgrain) or Greystone (weathered gray cedar).

Circle No. 923

Big Brother ls Watching You

Kamco Enterprises has introduced a digital surveillance system that reportedly allows business owners to view activities at their establishment from their home computer.

PCcam records day after day of surveillance at 30 frames per second (real time) on a l0-gigabyte hard drive.

Circle No. 924

Wrapped Around Your Finger

A high-capacity horizontal fingerjointer for processing both hardwood and softwood is new from GreCon Dimter.

Model HS 120 has feed speeds up to 120 lugs per minute for manufacturing fingerjointed edge-glued panels. stair and lurniture parts. turning squares, flooring parquet, structural parts, studs, mouldings and window parts.

Circle No. 926

Laser Tag

Hilti has introduced a laser range meter with an integrated calculator for determining area and volume.

PD 20 runs on two AA batteries and fits easily on a portable tripod.

Circle No. 927

Safety Glasses

Radians, Inc. has introduced new safety eyewear with comfortable earplugs and polycarbonate lens that reportedly block out 997o of UVB and UVA rays.

A.V. wraparound safety glasses feature an adjustable temple that comes in black, red and blue and a black, breakaway neck cord.

Lenses are available in six colors and are reportedly scratch resistant, anti-static and anti-fog.

Circle No. 928

You Bet Your Knife

DuoMatic, a safety knife that cuts vinyl, linoleum, drywall and more is new from American Safety Razor Co.

Circle No. 929

9onderosa & Sugut Sn" Sn""n.*

El Loulse George Waldron Hammann Waldron Forest Products 4227 Sunrise Blvd., Ste. 100 Falr Oaks. Ca. 95628 Fax 916-966-1573

e66-0676

Accent On Style

Window and gable accents that install to any siding material, including aluminum, vinyl, stucco, wood, hardboard and brick are new from Builders Edge, Inc.

The Sunburst line is made from copolymer with UV-stabilized color molded throughout and is available in two styles and five sizes, all featuring fanfold design.

The half round style comes in 30", 33"-5/8", and 37-518" and in 65-5/8" and 73-518" for the elliptical style.

Window and door accents in three kit sizes are also available to fit windows and doors from 32"-42",43"7I" and 12-108".

Circle No. 930

Got'em Nailed

Stanley-Bostich has introduced an angled finish nailer that supplies 400 lbs. of driving power at 100 psi. The l5-gauge industrial nailer is oil-free.

Circle No. 931

A Bodyguard For Concrete

Quikrete has introduced a ioint filler that protects concrete slabs from damage caused by expansion and contraction.

Weather resistant Expansion Joint Strips are made from cane fiber and do not become brittle in cold weather. The product comes in 5' strips and can be used on sidewalks. drivewavs and patios.

Quolity Western Cedor Products

Circle No. 932

Let's Take To The Floor

Engineered residential flooring in seven hardwood species and 12 colors is new from PermaGrain Products. Inc.

FineWood is manufactured with 4OVo less timber than traditional, solid hardwood flooring and comes with a 25-year warranty.

Circle No. 933

Block Party

Completely assembled aluminum clad wood, aluminum or wood glass block windows and panels are available from Pacific Accent.

Glass blocks with either western softwood pine or powder-coated aluminum clad wood panels install with nailing fins or metal installation. The products come in various colors, sizes and patterns.

Circle N0.934

Blaze-Free Pipe Dreams

A firestopping device for metallic, insulated and plastic pipes is new from Hilti.

CP 680 provides sound reduction with a watef and smoke resistant seal and allows for pipe movement and vibration during and after installation.

Circle No. 935

Lumber & Flooring Guides

A pair of brochures on premium architectural lumber and Bittenoot floors are free from Whiteman Lumber Co.. Inc.. Box 179, Cataldo, Id.83810.

I Get A Charge Out Of You

A lift truck battery charger technical bulletin is free frorn GNB Technologies, 829 Parkview Blvd., Lombard, Il. 60148; (8'77\ 462-4636.

Can You Handle lt?

A 754-p. catalog of handles, levers, leveling devices, hand knobs and other standard parts is free from J.W. Winco, Inc., Box 510035, New Berlin, Wi.53151; (800) 877-8351.

Roof

Or Consequences

A roofing fact sheet is free from Polycoat Systems, 5 Depot St., Hudson Falls, N.Y. 12839; (800) 54'7-4004.

The Taxman Cometh

An excess inventory tax deduction guide is free from the National Association for the Exchange of Industrial Resources, 560 McCIure St., Galesburg, I1. 61401 ; (800) 289-4551.

Construction Training

A multimedia construction training system with 40 hours of interactive instruction is available from Xactware, lnc., 1426 E. 750 North, Orem, Ut. 84097; (800\ 932-9228.

Accessible Building Products

The l0th edition of the Directory of Accessible Building Products for customers with physical limitations is available from the NAHB Research Center, 400 Prince George's Blvd., Upper Marlboro, Md. 2077 4; (3Ol) 249-4000.

Composite Decking Guide

A full-color brochure on environmentally-friendly StranDek composite decking manufactured from recycled plastics and wood fiber is free from Hoff Forest Products, 420 W. Franklin, Meridian, Id. 83642; (877) 446-3030.

Building Products CD-Rom

Georgia Pacific's ProductPro

Interactive, a CD-Rom-based multimedia training program on all major categories of building products, is available from the National Lumber and Building Material Dealers Association, (800) 634-8645.

Southern Pine Porches Video

A southern pine porches design and construction video is $5 from the Southern Pine Council, (504) 443-4464.

Bathing Beauties

A catalog ofwhirlpool baths, showers, sinks and toilets is free from Jacrtzzi,2l2l N. California Blvd., #275, Walnut Creek, Ca. 94596; (800) 288-4002.

Wood Flooring Catalog

A 32-p. catalog of wood flooring products is free from Harris-Tarkett. Inc., @23\928-3122.

An Enlightening CD-Rom

An interactive dimensional lighting CD-Rom is available from Proqress Lighting, (864) 599-6000.

The Dynamic Duo

Guides on storage, handling and safety recommendations and on rim board installation are free from APA-The Engineered Wood Association, Box 11700, Tacoma, Wa 9841l; (253) 565-6600.

Let lt Drain

A 4-p. brochure on the Delta-Drain water re-directing system is free from Cosella Dcirken; (888) 433-5724.

Take lt On The Glulam

A 60-p. design guide to installing their Classic Glulam is free from Willamette Industries, Inc., 1300 SW Fifth Ave., Portland, Ot.972Ol; (503) 227 -5581.

Blockheads

A l6-p., full color catalog of aluminum clad wood, aluminum, wood and glass block windows and panels is free from Pacific Accent, Box 8337, Portland, Or. 97701

Shower The People

An 8-p. brochure on ProForm shower curbs, doorjambs and niches is free from W.R. Bonsal Co., (704) 525-1621.

Pallet O' Mine

A full-color "Pallets and the Environment" brochure is free from the National Wooden Pallet & Container Association, 1800 N. Kent St., #911, Arlington, Y a. 22209; (1 03) 527 -'7 667

Restoration Proclamation

A catalog of adhesives, sealants, coatings and other restoration products is free from Abatron, Inc., (800) M5-1754.

Take A Sniff

A brochure on the Skunk Train, which runs 40 miles through California Redwood country from Fort Bragg to Willits, is free from The Skunk Train, Box 907, Fort Bragg, Ca. 95a37; (8O0)'1475865.

fied ods

Rates: 25 words for $25, additional words 700 ea. Phone number counts as 1 word, address as 6 words. Headline or centered copy, $6 per line.

SALES MANAGER

L.A.-based distributor of fenestration hardware seeks results-driven leader to build & manage a successful sales team. Position requires business degree, 5+ years management experience, and proven track record. Candidate must have superior organization & communication skills. Moderate travel. We offer a solid performance-based compensation package. Fax confidential resume to 323-7 54-9814.

EXPERIENCED HARDWOOD LUMBER

Salesperson wanted. Progressive lumber company seeking outside salesperson. Generous commission schedule & medical benefits. We are also seeking an OFFICE MANAGER/assistant to the general manager. Please send resumes to: Summit Hardwoods, Attn: Terie Lorentzen, 1415 E. Grand Ave.. Pomona. Ca. 91766. or Fax to 909-469-1659.

SALESPERSON WANTED

Jones Lumber Company is seeking salespeople for their Los Angeles-based retail yard. Applicants should have at least two years experience in lumber and plywood sales. We offer a competitive salary and benefit plan that includes medical, dental, vision, and 401(k). Please send resume to: Jones Lumber Co., attn: Scott LeGros, P.O. Box 40, Lynwood, Ca.902620040. or Fax to 323-564-5842.

AN ESTABLISHED forest products distributor is looking for an experienced, aggressive account manager to service the New Mexico market based out of Albuquerque. Excellent benefits package. Send resumes to: Capital Lumber Company, 3800 Broadway SE, Albuquerque, N.M. 87105.

HARDWOOD LUMBER and plywood salesperson needed by Weber Plywood & Lumber. Please send resumes attention Butch Pope, c/o 15501 Mosher St., Tustin, Ca.92680.

Private box or border, $6 ea. Column inch rate: $45 camera-ready, $55 if we set type. Mail copy to above address, FAX to 949-852-O231 or czll (949) 852-1990. Deadline for copy is the 25th of the month. To reply to ads with private box numbers, send correspondence to box number shown, c/o The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872. Names of advertisers using a box number cannot be released. PAYMENT MUST ACCOMPANY COPY unless you've established credit with us.

VICE PRESIDENT. MARKETING & SALES

Hawaii's leading building material supply source, serving the industry since 1935 with headquarters in Honolulu and facilities, equipment and product support expertise on all islands, is seeking an experienced and skilled building materials sales executive. The new v.p. will help take Honsador Lumber Corporation to the next level through leadership of an established sales team and a focus on expansion of the company's support capabilities with valuable new services and products for the building industry. Minimum qualifications include:

Five years experience in a sales and marketing leadership capacity in the lumber and/or building supplies industry including responsibility for sales management and sales training. BA or BS degree.

Proficiency with computer applications.

Ability to adapt to Hawaii's economy, culture and building industry practices. The successful candidate will enjoy a company culture where teamwork and a family feeling flourish, and where employees are recognized and rewarded for their accomplishments. Send or fax your resume with a covering letter to: Honsador Lumber Corporation, Human Resources Department, 91-151 Malakole Road, Kapolei, Hawali 967071' Fax 808-682-5252.

SALESPERSON experienced in contractor "counter" sales, must be personable and completely knowledgeable in all lines. Computer (Triad) experience needed. Well established, fast paced home center in the Sierra Nevada Foothills. ( 209) 532-36'7 8.

TECHNICAL SUPPORT/SALES

L.A.-based distributor of window and door hardware seeks proficient candidate for tech support position. Comprehensive knowledge of European systems required. CAD, manufacturing, or engineering a plus. Fax confi dential resume to 323-'7 54-9814.

SALES REPRESENTATIVE: Royal Plywood, a major wholesale distributor in Southern California for over 35 years, seeks qualified salesperson for commissioned position with unlimited potential and first year guarantee. Contact Dana Linz at (562) 404-2989.

WHOLESALE TRADER

Ridgewood Forest Products, a 20-year-old wholesale company, is seeking experienced lumber and plywood traders with customer base who want well-established and financially viable company, but one with room for its traders to grow. Excellent compensation geared to your performance. Either work at our office or yours. If interested, call l-800-547-2014. Ask for Larry Buelna.

SELL FROM our office or open your own come by yourself or bring a team. Sunol Forest Products has an immediate opening for motivated professionals seeking to improve their careers in the forest products industry. Compensation packages tailored to meet your expectations. For more information, contact Sunol Forest Products at (925) 846-2000 or reply on our Web site at www.sunolforest.com.

WEATHERED, TWISTED OR USED LUMBER. Plywood blows, used or trims. Carl Hanson, (619) 66f -2510, FAX 619-661-5547, San Diego, Ca.

IF YOU ARE a markerdriven supplier, call 800-966-2801 or visit our Web site StainlessSteelScrews.com and learn how to become a Program Dealer for Swan Secure.

RELOAD/DISTRIBUTION FACILITY

Located in North Orange County, Ca. Completely paved on 90,000 sq ft. Approximately 35,000 sq. ft. of shed space with a 5 car rail spur on the UPSP. Choice location for distribution with 4 major freeways in close proximity. Ability to unload and reload under cover. A custom mill is located on adjacent parcel. For more information, call Andy Ersek at (714) 637-1984 or Steve Springer of Grubb & Ellis at (7l4) 939-6006.

LOCAL LUMBER HAULING Southern California roller bed truck & trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach, Ca. 3-C Trucking, (562) 422-0426.

RgcruiterS or nouston. Northeast

Gates Copeland

All fees paid by employer

l4l2-AStonehollowDr. /28l't.359-7940

Kingwood,TX77339 Fax281-359-'1947

E-Mail: gcopeland@mrihouston.com R[lrII000

A Division of Calilornia Redwood Association

Accredited by American Lumber Standard Committee Board of Review

www.portablebuilding.com

San Antonio Construction Co.

Contractors license 291 259 Bl

Toll Free (877) U-BLD-KIT

uones

William Conrad Cairns. 75. former president, Wyckoff Co., Seattle, Wa., died of a heart attack March 28.

A native of Des Moines, Ia., he grew up in Portland, Or., and was a lumberjack in Alaska before attending Reed College. He served as a navigator/bombardier in the U.S. Army Air Forces and graduated with honors in engineering from Stanford University in 1949.

He began his career in the wood treating industry with J.H. Baxter in San Francisco and Portland before movins to Seattle in 1959 to manage a Baxier/ Wyckoff joint venture. When the firms separated a few years later, he became president of Wyckoff.

In the 1980s, when the Environmental Protection Agency was first investigating corporate polluters, he took responsibility for the firm's illegal dumping of toxic waste into the Duwamish River, paid a $25,000 fine and served 60 days in work release. This and other woes forced him to sell his home where he had lived for 30 years. "He didn't like how aggressively the EPA came after the company," said his son, Don, "but he decided to take responsibility for the problem rather than blamine others."

Firm's Bigger Home ls Sweet

Santiam Forest Products, Sweet Home, Or., recently expanded its operations, in the process increasing its staff from23 employees to 55.

While certainly welcome, the expansion served as a reminder to the firm of the fickleness of the lumber business.

A Fullmer Forest Products subsidiary, the company opened in 1997 to service the Asian market. Soon thereafter, that market crashed, resulting in fewer exports, job losses and slow business for the second half of 1998.

"Things were pretty ugly," remembered president Ted Fullmer. "The Japanese markets were in the tank."

According to Fullmer, business began to improve in February 1999. "Since last April, we haven't looked back," he said.

The expansion included the addition of a Weinig moulder for manufacturing window and door trim, although the firm primarily manufactures lumber used in finishing doors, windows and tongue-and-grove flooring and paneling.

Santiam Forest Products ships these products to other Oregon-based

plants that use them as components in completing windows and doors.

The other expansion was in the home center division where the firm bar codes and wraps lumber without knots or defects for companies such as HomeBase and Home Depot.

Founded in 1983, Fullmer Forest Products closed its operation in Donald, Or., last year and moved it to Sweet Home, leaving sales and administration in nearbv Wilsonville.

"The nice thing about this facility is there is room for expansion and it's clean," Fullmer said. "It's huge compared to the Donald facility."

Fullmer soon hopes to begin supplying Japan with specially processed large beams made from Douglas fir for use in earthquake-sensitive areas. The lumber, which would come from local sawmills, would be surfaced and processed at the Sweet Home facility for shipment to Japan.

Reportedly, this would add I million bd. ft. of production to the plant each month, although the facility is limited without expansion to somewhat more than 3 million bd. ft. with its 15 dry kilns. Currently, export products amount to roughly 400,000 bd. ft. each month.

Soun:nr Clrronrn

guide

llonn:nr &Crumr Cnlrcnul

ARCATA / EUREKA / FORTUNA

Arcata Redwood Co .......(707) 443-5031

Brill LumberCo....... ......(7071822.1779

Pacilic Lumber Co. (Scotia).....................,.,.,..(707) 764-8888

Redwood Forest Products........................ ......(707\ 443-4054

Redwood lnspection Service........,.................(707\ 444-3024

Redwood Region Logging Conference..........(707) 443-4091

Simpson Timber Co. ..,.,.(7071822-0371

Weslcoast Hardwoods .................................,.(707) 825-81 13

EAKERSFIELD

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

CLOVERDALE

AII-Coast Forest Products ...........,..................007\ gg4-4281

FORT BRAGG

Holmes Lumber Co., Fred C. ..,......................(707) 964-6377

FBESNO

DMK-Pacific........,.... ......(559\ 2254727

Georgia-Pacific Warehouse ...........................(800) 830-7370

HuttigBui|din9Pr0ducts.................................(559)251-5031

International Forest Products........................,(209) 275-3356

Weyerhaeuser C0................(800) 292-0704 (559) 486-6221

MODESTO

Burns Lumber C0.................(800) 331-0831 (541) 773-6933

Conrad Wood Preserving Co. .........,..............(800) 499-2662

Thunderbolt Wood Treatin9................,...........(800) 826-8709 (209) 869.4561

REDOING / RED BLUFF

Diablo Timber..,....... ......(888) 81 1.0903

Keller Lumber Sales ............(800) 233-7888 (530) 246-0405

Gemini Forest Products..................,...,.,... ......630\ 223-7440

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

Siskiyou Forest Products ....(800)

Califomia Cascade Industries ......,....,.,..........(916) 736-3353

Capitol Plywood...... .......(916) 922-8861

Georgia-Pacific (Sacramento)..,.....................(800) 830.7370

Dorris Lumber & Moulding,..(800) 827-5823 (916) 452-7531

Hickson Corp.......... .......(530) 533-7814

Holmes Lumber Co., Fred C. (Marysville)......(530) 743.3269

Huttig Building Products......................,..........(916) 381-4242

Hydra R+Load Center (Warehouse) ...........,.(530) 668-4034

Kelleher Corp. ...............(916) 929-1792

Konan Express Logistics Co. ......,..,...............(530) 6664182

Louisiana-Pacific (Rocklin) .(8C{) 348-1a00 (916) 624-45251

M&M Builders Supp|y.....................................(209) 835-4172

Mello lnc. .............................18001 572-721 1 (530) 662-1468

Mid-Pacific Trading Co. ..................................(91 6) 631 -9663

Mokelumne River Forest Pr0ducts.................(209) 367-1265

Pacific MDF Products,.....,.,..................,.., ......,300t 472-2874

Plylap Industries...... ......(530) 661-0812

Polywood Products. .......(530) 626.4221

SienaPine, Limited ..,..........,................,..........(888) 633-74r/

Siskiyou Forest Products.....(800) 695-0210 (530) 666-1991

Stockton Wholesale .......(209) 946-0282

Union Planing Mill.... ......(209) 466-9617

Unity Forest Products.....,....(800) 24S-4940 (530) 671-7152

Waldron Forest Pr0duc1s.........................,......(916) 966-0676

Westem Woods, Inc.......................................(800) 216-9503

Weyerhaeuser Co................(800) 952-5616 (916) 371-1000

Wood Moulding & Millwork Producers Assn...(530) 661-9591

SANTA ROSA AFEA

Capital Lumber Co. .......(707\ 433-7070

Diablo Timber ..................,...(800) 799-0900 (707\ 252-6142

Georgia-Pacific Corp .....(800) 830-7370

Kelleher Lumber Co .......(415) 454-8861

Mendocino Forest Products C0......................,800\ 777-0749

Morgan Creek Forest Products......................(800) 464-1601 (707) 528-1600

Nu Forest Products............,.(800) 371-0637 (707) 433-33j3

Windsor

UKIAH / WILLITS

838-7101

Cal Coast Wholesale Lumber, Inc..................(707) 468-0141

Hanrrood Products.. .......(707) 984-6181

Penofin-Performance Coatings Inc. ...........,...(800) 736-6346

Western Woods, Inc. ..................,...................(800) 974-1 661

Gnunn Slt Imtcrsco Blv Anm

Baxter & Co., J.H........... ................,.(650) 349-0201

Beaver Lumber Co. ......14081727-6211

Big Creek Lumber C0...,..,.....................,...,.,..(408) 423-4898

Califomia Forest Pr0ducts....................,.........(408) 842-1673

California Lumber Inspection Service.............(408) 993-1633

California Redwood Association...................,.(415) 382-0662

Chemonite Council. .......{650) 573-331 1

Diablo Timber.,..,.... .......(7071252-6142

Georgia-Pacific Corp. (Fremont) ...................,(800) 830-7370

Kelleher Corp. (Novato)......,..........................,(41 5) 898-1 270

Kelleher Corp. (San Rafael) ...............,...........(415) 454-8861

Landmark Building Products ..........................(800) 697-200i

Lane Stanton Vance ......(510) 632-9663

MacBealh Hardwood (Berkeley) ....................(510) 843-4390

MacBeath Hardwood (San Francisco)...........(415) 647-0782

NEVADA

MacBeath Hardwood (No. Ca,)......................(800) 233-0782

North Pacific Lumber ........,..(800) 505-9757 (707) 562-3900

Pacific Wood Preservin9.,........................,.....(800) 538-4616

Plywood&Lumbersares(Eme*ill.)

Prywood & Lumber sales (san t'.rr,r..) [313] 913-1636

Prywood & Lumber sares (san Jose)....... 13331 333.liil

Pnmesource Building Producls (Fairfield) .....(707) 864-171 1

Redwood Inspection Service..........................(415) 382-0662

Simpson Strong-Tie Co. ......(800) 999-5099 (510) 562-7775

Snavely International...........(800) 233-6795 (415) 543-4002

Wendling Nathan Co .....(415) 461-0555

Weyerhaeuser (Hayward).,.,(800) 672-2130 (510) 786-1700

Sourrwrsr

Capital Lumberco. ....,(505\877-7222

LAS VEGAS

Weyerhaeuser Co. ........(702) 651-0755

RENO / CARSON CITY AREA

Capitol Plywood...... .......(7751329-4494

Nevada Wood Preserving ......(7751 577-2000

Unity Forest Producls.....................................(775) 888-9288

Weyerhaeuser C0....,...........(800) 521-1374 (775) 355-6868

NEW MEXICO

Georgia-Pacific Corp .....(800) 830-7370

ALBUQUEROUE

Boise Cascade 8MMD.........(800) 889-4306 (505) 877-8150

Pmnc llonntrur

MCMINNVILLE / CORVALLIS / SALEM Mary's Biver

Rocxv tlournrrs

(Spokane)..............,...(509)

Cascade BMIVID (Yakima)....................(509,}

Indian Precision Pine Co. (Omak) .....(5091

Buildino Prodircls.................................1S0gi

Produj,.ts ................,(aoo) gzo-gzgr lsogl

Collins Pine C0.....,.. cMi t'tonn',iesi... ...........i80bj iisit-ii7; Friesen Lumber C0.........,.,.,(503) 397-1 700 Georqia-Pacific Cor0 Geordia-Pacific (haidwood).,........,................. Geordia-Pacif ic imillworUmouldino)...............

Geor!ia-Pacific (redwood. H-F, DF)...............

Haase 1ndustries..................(800) 547-7033

HamDton Lumber Sales C0...............,............

Huttiq Buildrno Pr0ducls....................,............

LJB [umber Sales ...............{800) 552-5627

Lumber Products .................(800) 926-71 03

Pacif ic Wood Preservino ...............

Pearce Construction & Supplv, Herb 1......,.... Stimson Lumber C0........................................

United Pacif ic Forest Products.......................

Western Wood Products Association.............

Weyerhaeuser C0..,.,.,.........(800)

Baxter, J.H............,., ......(541) 689-3020 Herbert Lumber Co. (Riddle)..,..,..,............

There are a lot of good reasons for carrying L-P Solid Start' products: wide variety, a limited lifetime warranty and the fact that they build great homes.

Full line now available in stock:

. LPI'20 and 32 series l-joists (solid sawn flanged)

. CTR* 150 and 250 series l-joists (Gang-Lam'LVL flanged)

o LPI 36 and 56 series l-joists (Gang-Lam LVL flanged)

o Gang-Lam 2650 Fb and 2950 Fb beams in standard and billet thicknesses (1-314" to 7" thick)

. Solid Start rim board

For more information, including a copy of our warranty, contact Huff Lumber.

SANTA FE SPRINGS, CATIFORNIA 800-347-4833

HUFF LUMBER COMPANY

EAX to 949-852-0231

or call (949) 852-1990 or mail to The Merchant Magazine, 4500

The Merchant Magazine - May 2000

For more information from advertisers, use FAX Response numbers in brackets.

We welcome your comments on articles, the magazine, or news of your company such as promotions, new hires, expansions or acquisitions (rftls is afree service)l

Thunderbolt

TruWood

United

Energy-efficient arl conditionels ale good for the envrronment, and even better for your balance sheet. That's

because they cost less to operate-sanngs that you'11 see reflected in your utility bill.

The math is simple: at a net 10% ptofit marEn, it takes $1O,OOO in gross sales to pay $1,000 in energy costs. For the first few years aftet purchasing energy-efficient equipment, youl enelgy savings will go toward paying for the cost of the letlofit. For the rest of the equrpment's [fe, those addttional

sales add stlaight to youl bottom line.

And consider this, a plopetly sized, energy-efficient ail conditioner lasts longel and may help inclease comfort and teliability. Boost your bottom line without increasing

sales by installing an enelgy-efficient air conditionet! The environment will thank you, and so will your accountant.

For more information contact your vendot or visit www.pge.com/smarterenergy for a list of vendors in vour area.

t[Pacific Gas and Electic Company" WE DELIVER ENERGY."

YtrIU WTfN'T

J'

N EED A W|TN qSE ?

FER THESE trTfNTRAETS.

YtfU W|LL, HOWEVER, WANT StrtMEENE

YEU t;AN BRAG Tq.

A.NNEUNEINEi FEUR NEW E5E| EtrINTRAETS.

Mn'rce ER TAKE DELIVERY THE wAv YEU wANT. TRUtrK EFt RAtL, MtLL oR w.A,REHtf u=;E.

WHETHER youtRE A el,uyER oR A sELLER, THESE NEw ESEt trENTRAGTS FREM.THE EF+ItrAGI] MERtrANTILE EXGHANE;EO E]FTER nN EAE;Y wAy rD HEDGE AE;AtNsr FRttrE FLUtrTU,ATtoNsi. THRI]W tN THE FAtrT THAT DELIVERY IS MERE CC]NVENIENT TH,AN EVER AND YEU'RE Ltf,Tf KING ,AT ENE EF THE SMARTEST WAYS TE TAKE A STAND EN THE M.ARKET_ONE YEU MAY EVEN HAVE A HARD TIME EIEING HUMBLE AEtt]UT. FtrR REAL-TIME QUBTES, PRItrE AND SEASoNAL SHARTS, MtfNTHLy MARKET ANALysts AND MoRE, vtstr rHE EEB RESEURtrE E.ENTER AT lntr rvtt.cM E -corvt,/osB

./zrrr\ r?ll$. CHICAGO i-EEiE MERCANTILE i!87-i' EXCHANGE"