Merchant Magazine - May 2001

Seruing building products retailers and wholesale distributors in 13 Western states-Since 1922

lessons in inventory mo nrtgement system.

Serving 13 Westem stalce

PUBIFIIER Ahn @kes {aioakes@aol.c0m)

PUEUSHER E*ERmrS Savid Cutler

EDftOR DavH Koenig (*o€nig@ioc.n€t)

ASSOCIATEEOffOB Drye DelVal (ddolmlOks.net)

C()ilITRIBIfiII{G EDITOFS Dwight Curran, Gage McKimrey, Ead Moore

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ClRCULATlOll Heather Kelly

ADilII{ISTRAIIOil ORECTOR'SECRETARY l{arie Oakes (mfpoakes@aol.om)

How to Advertise

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PRODUCT SRTCS CO.

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

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

1965

BtlB AND BRtltlK

G[l THE EXTRA MILE.

To say that Boise Cascade BMDB 0utside Sales Representatives Bob Gengler and Brook Hatfield will go the extra mile for a customer is a bit of an understatement. Take the time when their customer sold BCI'Joists to a conlractor who had never used engineered wood before. Bob and Brook could sense his hesitation, so they oflered to drive out to his job site and help him frame the floor. Even though it meant each of them driving over 600 miles round trip.

'1,100 feet of BCI's later, the contractor had a new floor. And Bob and Brook had one very happy customer.

At Boise Cascade EWP, and at each one of our nationwide network 0t distributors, we know that keeping your cuslomers happy is the most important part of your job. And we'll do whatever it takes to make it easier, even if it means driving clear across the country lor a project.

0r driving a few nails when we get there.

DAVID CUTLER Dublisher emeritus

Here We Go Again

As if the wood business didn't have enough to worry about, now a new concern about the public's health has surfaced and wood is involved.

Mold and mildew on lumber are among the suspects, and the problem is rapidly gaining prominence as the public becomes aware and industry ponders ways to cope. As the wave of concern rises, it's reminiscent of the asbestos troubles that washed across the economy two decades ago and are still causing business serious pain.

Before the mid-1980s, mills and distributors used pentachlorophenol to eliminate or minimize mold on lumber, especially green lumber. But the Environmental Protection Agency put a stop to that. Complaints about mold began to escalate.

No direct link has ever been established between the mold and mildew commonly found on lumber and associated health problems.

Private citizens and their lawyers are now citing a number of medical problems ostensibly caused by mold and mildew as public health departments and building officials also weigh the threat. Environmental activist Erin Brockovich, the real one who inspired the movie named after her, testified before the government that she and

her family have suffered illnesses caused by mold and mildew. Trial lawyers already see gold in the mold.

Most of the fungi merely discolors lumber and other building surfaces. They are relatively harmIess, causing at most sneezing, runny noses, itching eyes and rashes in sensitive people. But the Centers for Disease Control and Prevention point out that the mold Stachybotrys has been linked to infant deaths, lung hemorrhages, asthma and other respiratory diseases. Property damage is also involved. At least one homeowner burned down his house, the owner of a 190-unit apartment complex had to kick out all the tenants, and a major pension fund excluded certain industrial buildings from a major real estate deal.

Most of the toxic molds are due to construction defects and builders have been quick to point out that they are taking every possible step to keep moisture out of the buildings they construct. Water is the prime mover of mold growth.

Most mold and mildew are no cause for panic. We hope the subject can be dealt with calmly and rationally, avoiding the aspects of hysteria that occurred regarding asbestos.

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lmprove efficiency through integratedmanagement so

fNVENTORY management is espelcially challenging to companies with multiple facilities and diverse product lines. Integrating accurate inventory counts into a company's business information systems can provide the responsiveness and strategic advantage that helps wood products companies succeed.

One company that has turned information to its advantage is Hampton Affiliates, a group of vertically integrated companies in the Pacific Northwest. Domestic and international sales are located at its corporate office in Portland, Or. Their five sawmills in Washington and Oregon produce almost I billion bd. ft. of timber, dimensional and stud lumber. Wholesale operations push their total volume over 1.5 billion bd. ft. annually. Ten distribution locations from Seattle to San Diego sell softwood and hardwood lumber, engineered wood products and doors and windows to local markets.

Hampton has seen tremendous growth recently, increasing sales from about $200 million in 1994 to nearly $800 million in 2000.

Steve Zika. c.f.o.. faces the challenge of managing the financial operations of all their divisions and facili-

ties. Hampton recently installed Lumber Track from Progressive Solutions, Richmond, B.C., to upgrade their inventory control system. The system combines the information technology (IT) needs of multiple facilities and a diverse product line under a single computer system umbrella.

"Progressive Solutions provides one software environment for our 200 users, from sawmill production and wholesale, to our remanufacturing and distribution operations," Zika says. "Total integration and instant access to information speeds everything from placing an order to invoicing upon shipment."

He explains that inventory is reported as production comes off the

responsiveness and helps tum inventory quicker. Sales history, which is a critical component to customer service, is greatly enhanced."

instant access to information speeds everything from placing an order to invoicing upon shipment."

bandsaws, and is available to all their sales people. Customer service is enhanced because sales people have information at their fingertips and can confirm inventory quantities, order status, and delivery dates on the spot.

Mike Phillips heads up the Hampton Lumber Sales division, one of the largest wholesale lumber companies in the country. "We needed improved inventory management, so that traders could have real-time inventory information," Phillips recalls. "Every salesperson at each of our locations now has very, very good real-time inventory information on both mill and wholesale inventories. They know about new inventory right out of the mill, which improves customer

Hampton chose Progressive Solutions from 30 potential suppliers, including enterprise resource planning giants SAP and JD Edwards, foregoing these general-purpose systems in favor of a solution focused on the forestry industry. Zika says, "The software is designed with an in-depth knowledge of what's important to our industry, things like product attributes and freight issues."

With an extremely diverse product line, a fleet of over 800 railcars and a reputation for customer service, Hampton needed a software supplier that understood its business.

The system, Phillips explains, "has helped us grow efficiently. It used to take four or five people to process invoices. Now the software creates an invoice almost automatically when product is shipped."

Zika explains that Hampton is trying to grow through acquisition, without adding sales or administration staff at the corporate office. The strategy seems to be working. In 1999, Hampton's revenue grew by 367o, while the number of sales and sales support employees went up only slightly, demonstrating Hampton's improved efficiency and effectiveness.

C.F.O. Steve Zika manaoes the finances of Hampton's myriad divisioniand facilities.

"Total integration and

WHOLESALE division head Mike Phillips can now arm traders with real-time inventory data.

EIOR as long as dealers. wholesalers I-' and manufacturers have offered product catalogs, they've known their limitations. Print catalogs wear, tear and can be lost. Worse, they often are expensive to print and distribute, and quickly grow dated.

An "electronic catalog," conversely, can be constantly, instantaneously updated and distributed, can't be lost and need never become outdated. Plus, introducing an e-catalog is becoming easier and more affordable-by linking your in-store software system to your Web site. With only one database to maintain, compaines can provide their customers with an up-to-theminute inventory listing.

CCI Triad's new iNet "Web enables" the in-store point-of-sale system, then provides a secure, full-time connection to the Internet. Pro customers can log onto the Web site to search for items, check availability or

Adding an online catalog

payment terms on the in-store system, all of these changes will be instantly available to the Web site.

Cox Hardware & Lumber, Houston. Tx.. debuted its Web site in 1998, to little acclaim. "We had a Web site for nine months," recalls Virgil Cox. "We'd tell people to check it out. And they'd say, 'Hey that's great,' but there was nothing to bring them back."

prices customized to their particular discount, link to detailed product information including product images, enter a list of materials for a new quote, review orders in process, and update old quotes. They also can check their account balance, history and activity. (A consumer-oriented version. e-Store. that allows credit card orders will be available in the summer.)

The system reportedly costs a fraction of the price an Internet company would charge to create, maintain and update a site. By using information already stored in the company's instore database, set-up is said to be a breeze. "It's almost no work to put (an e-catalog) up on your Web site," says Rob Vomund, CCI Triad e-commerce marketing manager. "The only things you might have to change are any internal abbreviations that your customers wouldn' t understand."

All "business rules" that have been carefully set up in the POS system (terms, discounts, pricing, credit limits, etc.) carry over to the Web site. Since there's only one set of data, maintenance is minimal. As you change prices, discount schedules and

Then-under-development iNet was something to bring customers back. "We've gotten 7,300 individual visits since we launched in October," Cox says. "It's been successful for the goals we had set (dynamic presence, easy maintainence). Some customers like it a lot; others don't want it. Some are visiting every day, some once a week or once a month. Others have never visited. It's a tremendous value when you consider the cost of doing the same thing on your own."

Best of all, the site is facilitating sales. Still, Cox realizes, "It's just a tool. no better or worse than a forklift. You can still get the job done without it, but it makes it a lot easier."

Great Western Building Materials, Phoenix. Az.. has had iNet online since October, and currently has 24 customers using it. Jim Moore says, "The main reason we did this is to provide an additional service offering to our existing customers, and to give us something more to sell, besides product, price and delivery, when calling on prospective new customers."

Ply Marts, Inc., Norcross, Ga., calls its iNet product research/ procurement tool "Contractor Access."

According to Chris Mahaffey, "We currently have over 50

customers using this system and are adding new customers at the rate of about one a day. The system has been available for approximately five months now but only recently have we actively pushed this tool to our customer base. The response from customers has been good; although most are not ordering directly from the system currently, having 24/7 access to their pricing has proven very helpful to them especially when costing out a job."

In spite of predictions about the paperless office, print remains a viable communication tool. "The paper catalog won't disappear," says Cox. "Many of our customers prefer them. You can throw it in the back of your truck. You can take it with you in the bathroom-and I don't care where people are when they buy from me."

One option is launching an e-catalog hand-in-hand with a printed catalog. "Today, traditional printed documents, the Internet and CD-ROMs are all just alternative ways to publish the same information," says Lynda Brooks, Thomas Technology Solutions. "With proper planning, you can publish in all of these media simultaneously and synergistically, without wasted efforts."

"lt's almost no work to put an e-catalog up on your Web site."

HOOKING your online catalog to an existing database, such as your point-of-sale system, makes creation and maintenance faster, easier and more accurate.

Making the plunge as ainless as possible

Convert your computer system with minimal disruption

By John LaFave Trainer/Consultant

Spruce Computer Systems

Latham, N.Y.

VOU know you're going to have to I make the decision at some point. You need a new computer system and maybe, just maybe, another vendor offers a system that looks better than the one your current vendor has.

The world does not have to fall apart just because you have to switch systems, but to be honest, it can. How can you avoid catastrophe on your live date? Here are a few thoughts, using the examples of "Together Lumber" and "Fireman Lumber." Hopefully after reading this you won't have to ask which would be the successful company and which would have problems:

Appoint a strong manager to oversee the transition. If you already have one, give him or her the time needed to get the job done right. Sorry, but no matter what system you choose, someone will have to spend time planning, learning, training, and checking conversion data. The personality of the person matters more than you may think, too. If they are reluctant to step on toes, if they tend to let things slide, or if they are disorganized, you'd better be prepared for problems on your live date.

The owner of Together Lumber decides that their controller. Ann. would be the best person for the job. She is not squeamish about pushing stragglers, whether they are Together employees or late-paying customers.

She commits to accomplishing tasks and, though you might not like her initial estimate of the time it will take, she always gets the job done when she says she will. She is smart and she knows everything about the customers and a fair amount about the store's inventory as well. She tries to

Conversions are a great work saver. This does not imply that they are, or should be, workjree, learn things on her own but only to a point, after which she asks someone who knows. Employees don't always like her, but they do respect her. Ann will be delegating some of her normal payables and receivables duties to her assistant and a few selected others during the transition period.

Fireman Lumber comes to the conclusion that they need to hire a systems person. They have needed one anyway, and no one among their current employees will have the time to devote to the transition. They hire a recent Data Processing graduate, Tom (good GPA, good school, good recommendations). Though he doesn't

know the business yet and he hasn't earned the respect of anyone on the staff, he does know PC technology and networking, he interviews well, and he is their largest customer's son. Make a list of things to do and use it. Your vendor may supply you with a "Things to Do Before Going Live" checklist, so ask for one. If they don't, then ask them to look through the one you create and let you know what they would change-they have presumably been through it a lot of times and can really help with your preparations.

Ann gets a list e-mailed to her from their new computer vendor so she can edit it, deleting things that don't pertain and adding things she thinks of. She also adds a column for an expected completion date and check boxes to mark when each task is completed.

Tom figures he can write down things to do as they come up in training. Take advantage of your trainer. Make it clear to your people that you expect no down time while the trainer is on site-arrangements should be made so no one is interrupted with phone calls or "emergencies" while a person is being trained. If you are saying to yourself, "Hmmph, this guy doesn't understand that in real life the customer demanding delivery this afternoon is more important than the suit from the computer company

telling me how to run my business," then you will be paying good money for a trainer to wait for people, and the end result is that people won't be properly trained.

Ann sends training schedules to involved employees and tells them that they will be totally unavailable during the training sessions so they should make arrangements to have other people available to answer questions about existing issues. She feels that the best way to take care of customers is to know the new system when they go live, and she plans on making sure every employee gets the message.

Tom is really busy setting up the network and the new cable Internet connection, but he's smart enough about computers to figure out what he needs to know. He certainly doesn't need to be in all of the training sessions.

Ask, don't assume. If you don't get the answer you want from your vendor's documentation within a few minutes of looking, ask your trainer, who can often answer you in a twominute phone call. Ann becomes adept at doing searches through the electronic documentation her vendor has supplied. When context-sensitive help on the test system and a documentation search fail to come up with the answer she needs, though, she calls and getsthe answer. There's spending time and there's wasting it, and she pays attention to the difference.

Tom is a real cando guy. He never stops to ask for directions and he never calls his trainer. It's a matter of pride and principle even if it takes all day to come up with the answer to a question.

Try real transactions on the test system you are given (or Test, Test, Test). Every employee should be spending time on the new system every day for several weeks prior to going live. No exceptions. I like to see

people taking real transactions from their "old" system and running them through their new system's test branch. This will result in questions, the questions will result in answers, and the users will be ready when the transactions become real. Never assume things will work the way they do on your prior system just because it makes sense-there is more than one way to make sense, and such assumptions are just ways to avoid having to test.

Ann requires that everyone work 15 minutes per day putting through a variety ofthe transactions they had on their active system that day. She places special emphasis on transactions that are somehow out of the ordinary, since she knows they are the ones least likely to be remembered from a training session that may have happened weeks before.

Tom understands that people on his sales floor are busy. He tells them to practice in the test system whenever they get a chance, and he sincerely hopes they will get lots of chances since it is January and things are slow.

Check the dan. Conversions are a great work saver. This does not imply that they are, or should be, work-free. It is imperative that you check converted data for potential problems. Are the customer names in the appro-

priate format for the new system, or will Larry Smith and Angstrom

Construction be converted to LarrySmith and Construction, Angstrom? Are barcodes working on the new system? Is that the phone number in the phone number field, or the fax number? Will units of measure work, or will the price of a stud be $247,000 due to a problem with conversion factors? Will vendor terms carry over to the new system?

Ann spends lots of time on each converted file. She checks a wide variety of items (lumber, hardware, moulding, insulation, roofing, etc.) and customers (balance forward, open item, single-job, multiple-job, cash, charge, large, small, retail pricing and special pricing). She runs statement examples. She asks that the converted data be put in her test branch so she can run sales through. When she has come up with a list of potential problems, she informs the conversion people. Once they reconvert, she does it all again, just to make sure. Then she calls her trainer and goes through several examples from each converted file, knowing that someone familiar with the system may well see potential problems where she didn't know they existed.

Tom checks a t'ew items and a few customers. He doesn't know some of the fields, but things look OK from what he can see. He has to get a new laptop, so he makes a mental note to later review the data in more detail.

Tom can, and will, go live some day. It probably won't be when he hopes, and it probably will verge on disaster. His customers will have weeks of headaches due to processing and procedural errors, and ultimately he will spend more time chasing problems than Ann spent avoiding them. Ann, of course, will have a few problems, but they will be quickly solved.

Successful conversions take time and effort, but that time and effort is expended in advance and it has no negative impact on customers. Is it worth it? You be the judge.

ln e.Gommefce

ITHE Internet's popular auction site. .a eBay, brings together buyers and sellers of everything from baseball cards to old paperbacks-then leaves it up to them to work out their own shipping arrangements.

But when selling lumber electronically. shipping becomes more important, since building materials are a lot bigger than baseball cards. "Freight is something that has to be addressed," says Arnold Kraft, president and founder of online marketplace eWood.com. "With building products, the freight can sometimes cost more than the goods."

Many sites, including e-Wood, take the easy way out-linking to service providers, such as Clicklogistics.com, that can provide near-instant freight quotes.

Telpx went a step further, embedding freight charges into its electronic trading system. "We took freight into consideration from Day One," says Telpx's Rich Haddad. "Our system automatically calculates freight and includes it in the transaction. We give the freight to the mills, because they generally are the ones with the freight book. We give them an electronic version of a freight book."

Columbus Lumber Co., LLC, Brookhaven, Ms., provided T.q.LPx with a truckload rate per mile, so their offerings automatically would reflect a total, delivered price. The trick, explains Columbus v.p. of sales Kirk Hammond, is that "you have to watch the board footage to make sure (the

bid) is a legitimate truckload, that it's not over or under about 22,000 bd. ft. One went through at 25,000 ft., and it threw the freight way off."

After Columbus' sales department accepts an order, they print a copy for the shipping department. It's then up to shipping to find a trucker or rail shipper, hopefully for no more than what Columbus already agreed to charge the buyer.

Another alternative is for buyers, especially local ones, to arrange their own pick-ups.

What's not imbedded in the system is tracking. Tnlpx instead links to NetReady, which charges a minimal fee to track rail shipments. Harder to check are truck shipments (about 407o of Tar-px sales go by truck vs. 60Vo rail), although some of the largest truckers do offer tracking akin to Federal Express' barcode-based system.

As far as tracking and managing inventory online, Newnan Transload, Inc., Atlanta, Ga., is integrating such a system. The idea grew out of LumberTracker, networked desktop software Newnan's Chris Smith developed a few years ago. "It worked pretty well," he says. "I still found out, however, that even with computerization, I spent an inordinate amount of time looking up bills of lading, receiving reports and inventories, and faxing them to my customers, and my customers were faxing everything to me."

Meanwhile, Darien, Wi.-based

Scott Wood Products had developed a program to allow customers to buY online and began marketing OrderManagerl-ive to other comPanies through Salesorders.com. Salesorders took Smith's online management tool and Web enabled it, creating LumberTrackerlive.

"LumberTrackerlive is not an online exchange," Smith says. "It is an inventory management tool suited to mills, producers and reloads. They can track purchase orders, sales orders, inventory, freight and have an order history all online and for multiple locations. They can enter all their sales orders and purchase orders themselves or they can allow their customers and vendor to enter that information for them. They can allow their customers to come online and make purchases from their inventory. The inventory is updated automatically. The system can be set up to email distribution yards, sales people, comptrollers, truck carriers, etc., automatically when an order is placed."

The system automatically calculates freight, based on the customer. "LumberTrackerl-ive will take the freight in either a purchase order or sales order and do a percentage spread," Smith says. "It knows how much footage or how many pieces of each item are on the load. It then calculates the freight average and adds that back to the cost or sales price per line item."

Currently, tracking is not yet real time. The user enters the rail car or truck and an estimated arrival time. "It will differentiate between on-hand inventory, in-transit, committed and available," Smith says. "When a purchase order is initially entered, it is entered when purchased. That inventory is rolling. When it arrives, the yard then clicks an arrive checkbox and the status changes to arrived, or on-hand. But LumberTrackerLive will also track inventory you have sold, but not shipped and inventorY which is available. This information is displayed on one grid, so a user knows instantly the status of the material they have for sale."

"With building products, the freight can sometimes cost more than the goods."

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Composite vs. plastic decking

A LMOST every month a new la.manufacturer enters the alternative decking market. Some use pure plastic, others PVC, and still others a mix of plastic and wood. More than 50 companies now manufacture such products, and happily market the differences between their manmade substitutes and traditional wood decking. But what about the differences between the substitutes?

According to John Long, U.S. Plastic Lumber, Boca Raton, Fl., the greatest number of alternative decking manufacturers are using PVC (polyvinylchloride). He says that many began in fencing and now about 27 different firms are marketing PVC decking and railings. The boards typically are hollow and come in either a tongue-and-groove or interlocking profile so there are no surface nails or screws showing. Their greatest difference is that they are not made from recycled materials.

True plastic lumber, on the other hand, is made from 99.97o recycled materials. Long estimates there are as many as 30 general extrusion profile manufacturers, of which about a dozen are focusing on decking and railings.

He says plastic decking's main advantage is that it "is truly maintenance free. Other materials may be more cost effective going in, but not over the life of the installation."

As a result, plastic decking usually carries the

longest guarantees. U.S. Plastic Lumber's Carefree Decking, for example, carries a 50-year warranty, while McFarland Cascade's new Ewood has a lifetime warranty.

Wood/plastic composites appear to be the fast-growing segment, with nearly 20 manufacturers now producing composite decking-up from two, Trex and TimberTech, three years ago. Decks.com defines composite lumber as "99.9Vo recycled. It is made from milk jugs and sawdust or fine wood particles. You need about 10 milk jugs and six cups of sawdust to make one foot. It is manufactured under heat and pressure to fuse the wood and plastic."

Composites are priced significantly higher than pressure treated wood, but priced comparative to redwood and cedar.

According to Trex's Maureen Murray, composites usually are easier

to paint than plastics and have lower rates of expansion and contraction. While plastic lumber reportedly retains its color for decades, composites will weather to a silvery or driftwood gray. And composites. since thev contain on averase 507o wood

be more cost effective going in, but not over the life of the installation."

content, look more like real wood. Composites have proven to be a popular way for wood products companies to get into the altemative decking market. The latest is Brite Manufacturing with its Lifelong Decking. Brite's Doug Fenwick calls Lifelong "a third generation composite" featuring advances such as fastenerfree, clip-down installation; a unique, high-speed extrusion system, and a rustic, thick grain look. Unlike some competitors that machine produce a woodgrain texture, says Fenwick, "ours is brushed on, so not every piece looks the same."

As usual, the method to make better alternative decking is to make it more like wood.

"Other materials may

Photo by Trex Co.

Foxworth-Galbraith at the century mark

[rOUNoeD in May 1901, FoxI' worth-Galbraith Lumber Co., Dallas, Tx., had its origins in the Texas Panhandle and New Mexico, where the firm opened lumberyards in strategically selected towns, following the railroads as development began in the growing Southwestern region.

three yards in New Mexico over the next two years. It was after the opening of their third location that the two men encountered Foxworth, who by this time, was an owner of a pair of yards himself. The trio merged in May 1901 and named their five-yard business the Jackson-Foxworth-Galbraith Company. Thus was the origin of what in a few years, upon the death of Mr. Jackson, would be known as the Foxworth-Galbraith Lumber Co.

broaden the customer base even further prompted the development of a new concept, "Building Materials Centers," which began with the reconstruction of the Denton, Tx., yard, and then followed with a new building at Whitesboro. Tx. The idea was to have a central store that displayed traditional building materials as well as the many new products arriving on the market. By 1976, the company had 51 Building Materials Centers.

Today, the company has building material centers, distribution centers, manufacturing facilities, truss plants, and commercial and professional divisions at 80 locations in Texas, Arizona, Colorado, and New Mexico. These outlets provide a wide range of services and merchandise to professional builders, contractors and do-ityourselfers.

The story of Foxworth-Galbraith began in the waning years of the 19th Century when a young Mississippian named Walter Lenoir Foxworth was hired as a bookkeeper for LutcherMoore Lumber Co. in Orange, Tx. As Foxworth was learning his trade, two young brothers, H.W. and J.C. Galbraith, also were honing their skills with Burton-Lingo Lumber Co., Kerrville, Tx. In 1901, an opportunity arose for H.W. when a man named A.P. Jackson, who operated two retail lumberyards in the Territory of New Mexico, told his friend Burton of Burton-Lingo Lumber that he needed help. Burton recommended Galbraith, who in short order become Jackson's partner.

Looking to capitalize on the growth of the region through expansion of their business, the two men opened

In 1904, H.W. Galbraith went to El Paso, where he purchased Caples Lumber Co. and El Paso Sash & Door Co., the latter reportedly the first in the nation to make medicine cabinets and ironing boards as packaged merchandise. In 1906 the company purchased National Lumber & Creosoting Co., Texarkana, Tx., to meet the demand for large quantities of telephone and telegraph poles and railroad ties. Besides expansion, adaptability to changing conditions was an essential element for the firm's success and growth. For instance, when an army camp was established at Deming, N.M., prior to World War II, the firm opened a yard there to supply the camp.

In the 1980s, a new truss plant was added outside Gilbert, Az., which in time would manufacture enough trusses in a month to build 350 houses. This was an aspect ofthe business that would be expanded in the years to come. By the year 2000, the company had eight truss plants.

By 1999, Foxworth-Galbraith was the l6th largest pro dealer in the nation. with 33 buildins material centers, 2l commercial and professional divisions, four distribution centers, three door manufacturing facilities, and eight truss plants, for a total of 55 retail operations and 80 total locations.

FOXWORTH GALBRAITH

The company con-

1950s; "The arrival of the customer is the most important activity that happens in the life of a lumberyard. Without customers there is no life. Without life there is no lumberyard. Everything hinges on customers."

With total sales of reportedly $455 million in 1999, a 2l%o growth from the previous year, the firm has set its sights on an ambitious goal for its llOth anniversary in 2011 of $1 billion in profitable sales.

The key to the company's success can perhaps best be summed up by quoting a memo from the tinued to grow after WWII and throughout the 1950s, during which Galbraith Steel & Supply Co. was founded to serve independent lumberyards, hardware stores, farmers/ranchers, and the Foxworth-Galbraith yards. By the 1960s, Galbraith Steel offered thousands of hardware items. tools. plumbing, electrical supplies and steel products. The division was renamed Galbraith Wholesale Supply Co. in t992.

In the early 1970s, a desire to

Its founders would be proud.

"Without customers there is no life (in the lumberyard). Without life, there is no lumber yard."

l0 moreways salespeople shoot themselves in the order pad - part

two -

EI'ERE are l0 more reasons why Ilthe overwhelming majority of salespeople fail to achieve greatness (also see last month, p. 57):

I Most salespeople are not that passionate about their profession, which equals low sales. Almost anyone can be great in this profession if the desire to be so is there.

C rn u don't know what it's like to make a great sales call. They have never seen one. Nor have they been taught to conduct one themselves. Consequently, they can't sit down and plan out the "best sales call I will have made to date." The sales manaser comes into play here.

J e nller is the lack of prospecting. In most industries, prospecting is the major component for growing sales. Sales chiefs should install prospecting quotas. Phone, write and visit 257o to 5OVo more potential clients than you did last year. Don't have time? Nonsense. I help clients establish National Prospecting Week. The president, sales manager, salespeople, customer service personnel and I have at it for five straight days. We can't wait to get bunches of "no's" because our "yesses" also go way up.

rl A large number of salespeople believe they have arrived in their profession. They don't understand that they never will arrive. The great ones do understand. Who do you think buys SOVo of the sales books and tapes? It's the old 80/20 rule; the top 207o invest80To of all dollars spent on self-education. I read Working Woman and Redbook because I don't fully understand the opposite sex. I don't think I will

ever arrive in that area, either. I just keep getting a little bit better.

D Mort have never been told the truth about their shortcomings so they think they are fine. None of us score lo07o in all areas. Get a one-on-one session with a consultant who will not hold back on you. Get the consultant to run your personality profile by profession. Also, sales managers must have the courage to tell the truth.

D Ouer 8O7o of salespeople are not trained to be consultative-type salespeople. They fail because, again, they are talking features and benefits. You wouldn't want a doctor operating on your brain unless she asked questions. It's the same in sales. Prescription without diagnosis is malpractice. Ask about their corporate goals, personal goals and challenges, then help them.

/ Rtt and ve shall receive. It's in the Bible, so I have always taken for gospel that a salesperson's responsibility is to ask for the order. There are many "professional visitors" out there who make social visits as compared to sales visits. Fall in love with the word

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

"no" because it takes a lot of them to hear "yes" a few times.

O If you have seen one, you have seen them all. A rep needs uniqueness to set him or herself apart. Most corporations don't have a unique service so the salesperson must offer a service so valuable that he wins tons of clients when he asks, "Does your current vendor furnish you with (fill in the service)? And (fill in another service)?" The more valuable the service, the harder it is for them to turn you down. Do things no one else does.

I ao-rnunication is the top area fbr improvement. Many have a hard time in sales because they do not communicate in a clear, concise manner. They may ramble, speak in a monotone or lack style. Seven out of l0 people who lose their jobs do so because of poor communications skills.

lU Only one in 100 people is very creative. The rep who utilizes creativity when preparing for a sales visit will beat the logic-driven competitor every day. Creativity isn't taught in schools or corporate classrooms. So most salespeople are stuck in the same box as when they entered the profession. Most people have the same thoughts today they did five or 10 years ago.

Everyone can improve. Evaluate your sales group in all these areas and figure out how you will score a 9 or 10 in every area.

Why? Because most of your competitors will stay as they are.

- Bill Blades, CMC, CPS, is a professional speaker and consubant specializing in sales and leadership issues. He can be reached at (480) 671-3000 or bi I I @ w illiamb lade s. c o m.

At Britt Lumber, we specialize in redwood fence posts, boards and rails - made directly from the log in our modem sawmill. We're large enough to meet your customers' needs, yet small enough to care and provide the personal seruice you need.

...foJ all your redwood fencing needs from Britt Lumber Go.and Pacific Lumber Go., Fortunar Ca., reman. Cafl Foss Muxworlhy at (707t 822.1779

lrrnrnr

Foxw o rth- G albraith Lumb e r Co. has acquired a yard in Las Cruces, N.M., from Hope Lumber & Supply Co. ...

Lumbermen's Building Centers closed its Kamiah,Id., location ...

Soares lumber, Gilroy and San Jose, Ca., added a yard in Los Banos, Ca.; mgr. Maria Carapinha, sales Jorge Ramos ...

Dixon Hardware & Lumber, Dixon, Ca, recently held a grand reopening, two years after the store was destroyed by fue ... the company was honored as 2001 Business of the Year by the Dixon Chamber of Commerce ...

Tualatin Vattey Builders Supply, Salem, Or., has closed its Salem, Or., store, reducing the chain to seven retail stores, four contractor service centers, three truss plants and one wall system plant

Lane Forest Products, Eugene, Or., opened a retail yard in Springfield, Or., on part of the old Stone Forest Products property now owned by Harnmer Lumber Co.; specialties include ground covers and planting mixes

Spar Lumber Co., Long Beach, Ca., has closed, seven months after the death of Robert Carter, who founded the business in 1947 ...

Yardbirds decided against acqniring a 4.2-acre mobile home park in Novato, Ca., to build a 50;000-sq. ft. home center with 20,M-sq. ft. garden center

S.M. Hovt Lumber Co. closed its 75-year-oid Ontario, Ca., store, consolidating operations at its Upland, Ca., location

Lowe's Cos. opens new stores this month in St. George, Ut. (Fred Zavala, store mgr.), and West Valley City. Ut. (Barry Chillcott,

mgr.), and unveiled new locations last month in Tigard, Or. (John Hills, mgr.); Palm Springs, Ca. (Larry Deakins, mgr.), and Riverside, Ca. (Jonathon Roach, mgf.)...

Lowe's hopes to begin construction next month in Citrus Heights (Sacramento), Ca.; broke ground in Elk Grove, Ca.; may relocate its Bremerton, Wa., store next year to a new l5-acre site; is negotilting to buy 7.2 acres in Vista, Ca., and, despite a delay in design plans, is still on track to open next year in Anchorage, Ak. ...

Home Depot this month opens 107,900-sq. ft. home centers in Glendora, Ca., and Sandy, Ut.; a 108,000-sq. ft. location in Farmington, N.M.; a 115,050-sq. ft. unit in E. Boise, Id., and a 130,500-sq. ft. store in Kahului (Maui), Hi. ...

Home Depot expects late summer openings in Escondido, Ca., and Pearl City, Hi.,(store mgr. Shawn Troup, co-mgr. Keoni Queypo); is fighting resident opposition to plans for a new location in Agoura Hills, Ca.; anticipates an early 2OA2 opening in Woodland, Ca.; paid $3.3 million for 15 acres in Longview, Wa.; has an option on county land in Auburno Ca., and reportedly wants to expand its San Fernando, Ca., warehouse

Horye pepot received p]ary-ri-ng commission approval to build a stacked Depot on top of a Costco on 11.9 acres in the midcity area of Los Angeles ... the chain is

FAX us your news!

Have a notice of your recent expansion, promotions or other company changes published in the next issue of The Merchant Magazine!

Just FAX your news to 949-852-0231. This is a free seryice.

expanding e-commerce sales into Washington, Oregon, Idaho, Montana and Arizona; initial test markets were Las Vegas, San Antonio and Austin, Tx. .-..

Anniversaries: Minton's Lumber & Supply, Mountain View, Ca., 90th ...

Wnorrsrltns/trrurlcrur:rs

Big Valley Lumber Cc- has curtailed operations at its Burney and Bieber, Ca., sawmills for an undetermined period

Simpson Timber Co. permanently closed its Commencement Bay stud mill in Tacoma, Wa., days before starting up a new dimension mill on the same site

Willamette Industries' Dallas. Or., mill has been down for a month to install new equipment

Taylor l4&s/, Sacramento, Ca., has been opened as a West Coast subsidiary of Ohio-based flooring, rift and quartered lumber manufacturer Taylar Lumber Co.

Simpson Strong-Tie moved its offrces from Pleasanton to Dublin, Ca.

XL Co., Lake Oswego, Ca., is representin g Klenk-Holz of Germany for all North American sales of pine and spruce

Allweather Wood Treaters, Washougal, Wa., is the newest licensee of J.H. Baxter's Chemonite wood presewation process ...

Housing starts in March (latest figs.) slipped lVo to a seasonally adjusted annual rate of 1.613 million single-family starts fell 47o to a 1.241 million; multi-family was at a rate of 330,000 for 5+ units, 4?,044 for 2-4 units ... building permits fell 4Vo to an annual pace of 1.615 million

{Please tum to p. 48}

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Listings are often submined months in advance. Always verify dates and locations with sponsor before mnking plans to attend.

Mlv

Los Angeles Hardwood Lumberman's Club - May 12, ladies night; (714) 538-2250.

IntoHome - May 13-16, Birmingham, England; (201) 659-0134.

Forest Products Society - May 15-16, international conference, Madison Concourse Hotel, Madison, Wi.; (608) 231-1361.

National Association of Wholesaler-Distributors - NIay 16-17, financial executives networking conference, O'Hare Hilton, Chicago, ll.; (202) 872-0885.

Lumber Association of California & Nevada - May 17, Second Growth meeting, Radisson, Buena Park, Ca.; (916) 369-7501.

Hoo-Hoo International -May 17-20, golf & 33rd annual regional mini-conference, La Conner, Wa; (425) 259-556-7

Do it Best Corp. - May 19-22, spring market, Indianapolis, In.; (2r9\ 748-5300.

International Mass Retail Association - May 19-22, annual convention, Wyndham Anatole, Dallas, Tx.; (703) 841-2300.

Coverings 2001 - May 2l-23, trade show, Morial Convention Center, New Orleans, La.; (800) 881-9400.

Orangevale, CA 95662

pHoNe (916) 98950310 FA)c (916) 98921a2

Asphalt Roofing Manufacturers Association - llay 23-24, spring board meeting, St. Louis, Mo.; (410) 546-0791.

furr

National Association of Wholesaler-Distributors - June 3-8, executive management course; June 6-7, technology conference, O' Hare Hilton, Chicag o, ll.; (202) 872-0885.

Elmia Wood 2001 - June 6-9, international forestry trade fair, Jonkoping, Sweden; (46)36 16 4692.

Lumber Association of California & Nevada - June 7, Associates/Dealers Golf Tournament, Paradise Valley Golf Course, Fairfield, Ca.; (916) 369-7501.

National Oak Flooring Manufacturers Association - June 710, mid-year meeting, Santa Fe, N.M.; (901) 526-5016.

National Lawn & Garden Products - June 10-13, controlled marketing conference, Dallas, Tx.; (888) 316-0226.

Los Angeles Hardwood Lumberman's Club - June 14, election night; (714) 538-2250.

National Association of Wholesaler-Distributors - June 20-21; technology conference, Chicago, ll.; (202) 872-0885.

Western Hardwood Association - June 22-25, anntal meeting, Sunriver Resort, Sunriver, Or.; (360) 835-1600.

Tigers of Asia - June 29-July 1, hardware & tool expo, Miami Beach Convention Center, Miami, Fl.; (305) 445-3788.

furv

Mountain States Lumber & Building Material Dealers Association - July 9, W.O.O.D. committee golf tournament, The Ranch Golf Club, Denver, Co.; (800) 365-0919.

Sunbelt Builders Show - Jnly 12-14, San Antonio Convention Center, San Antonio, Tx.; (800) 527-0207.

National Retail Hardware Association - July 16-18, annual convention, Ritz Carlton, Naples, Fl.; (317) 290-0338.

International Lawn, Garden & Power Equipment Exposition - Jnly 2O-22, Kentucky Exposition Center, Louisville, Ky.; (800) 558-8767.

Lumber Association of California & Nevada - July 20-22, Second Growth summer conference, La Quinta Resort, Palm Springs, Ca.; (916) 369-7501.

Western Building Show (PCBC) - July 24-27, Moscone Conference Center, San Francisco, Ca.; (800) 956-7469.

Timber Products Manufacturers - hrly 26-27, annual meeting, Spokane, Wa.; (877) 535-4646.

Patrick Hunter, President P-O-Box27L

iqtion news

Mountain States Lumber & Building Material Dealers Association's W.O.O.D. committee golf tournament is set for July 9 at The Ranch Golf Club. Denver. Co.

Lumber Association of California & Nevada will hold its 2nd Growth summer conference July 2022 at the La Quinta Resort, Palm Springs, Ca.

Big Bucks For Big Box C.e.o.

Home Depot president and c.e.o. Robert L. Nardelli will reportedly receive $1.5 million in salary for his first full year running the company and will be named chairman by year end.

The 52-year-old former GE executive also was granted a $10 million loan that will be forsiven if he

Western Buitding Material Association plans its mid-year meetings for July 2l-23 at the Shilo Inn, Lincoln City, Or. The Young Westerners Club, board of directors, insurance trust and executive committees will meet.

Western Hardwood Association is headed to Sunriver, Or., June 22-25 for its annual meetins.

remains with the firm for five years, plus he received 3.5 million shares of stock options at $40.75 each, according to the Securities Exchange Commission. In addition, Depot will pay Nardelli a minimum $3 million annual bonus after the next fiscal year and will award him options to purchase at least 450,000 shares of common stock.

His predecessor, co-founder and co-chairman Arthur Blank. 58. who is set to retire this month, received $1 million in salary last year, while cofounder and co-chairman Bernard Marcus, 71, received $900,000.

While both men remain significant shareholders, neither receives annual stock option grants, and both declined their $2-$3 million bonuses last year.

APA Production Outlook

U.S. and Canadian structural panel production is expected to decline 23Vo this year for the first time in a decade, according to the annual fiveyear production and market forecast by APA-The Engineered Wood Association.

The group forecasts housing starts to decline by roughly 54,000 units, to 1.54 million in 2001, while new OSB capacity is projected to be about 9 billion sq. ft.

In addition, production of glulams will increase 307o, wood I-joists 50%, and laminated veneer lumber 4OVo over the next five years, during which industry capacity should run at 867o to 907o, after operating at over 9O7o from 1997 to 2000.

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

Full line now available in stock:

o LPl" 20 and 32 series l-joists (solid sawn flanged)

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

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

. 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.

Producers Continue Fight Over Softwood Pact

U.S. softwood lumber producers have filed charges with the Commerce Department and the International Trade Commission that could lead to punitive tariffs being placed on Canadian softwood lumber imports.

The Coalition for Fair Lumber Imports wants the commission to level the field in softwood lumber trading with Canada, asserting our northern neighbors unfairly sell their softwood lumber at below-market prices and receive subsidies from provincial governments, accusations the Canadians deny. Always a sore spot between the two nations, the debate has intensified since the fiveyear-old softwood trade pact expired March 31.

The commission is expected to decide in May whether Canadian producers injured or threatened U.S. producers, one of many steps before tariffs are levied.

U.S. producers say the Canadian industry mostly logs on provincial land and pays minor "stumpage" fees that act as subsidies, while their American counterparts must bid at auction for their timber supplies. U.S.

lumber concerns also claim the Canadian industry does not have to adhere to costly environmental regulations.

"In Canada they always know where the wood is coming from," said Hank Scott. ceo. Collum Lumber Co., Allendale, S.C. "The government sets the price and sets it low."

The Canadian industry counters that lumber trade is cyclical, and says both countries are slogging through a sluggish market.

Under the expired agreement, Canada's four major lumber-producing provinces (Ontario, Quebec, British Columbia and Alberta) were allowed to export 14.7 billion bd. ft. duty-free annually. After that, sliding fees were charged.

New Gustom Mill Opening

Jim Gaither, a 2o-year veteran of the milling industry, is opening his own custom milling business in Fontana, Ca., on the premises of Peterman Lumber

Specialized Milling Inc. will open its doors at the end of this month, featuring new machinery including three

moulders, two rip saws, a planer, straight line rip saw, hortizontal resaw, and profile and louver sander with undercover storage.

Computer Firm Loses Office

An April 15 fire in Lafayette, Ca., gutted two office buildings, including the quarters of HMS Systems Corp.

In the meantime, the industry software specialist has set up temporary offices in Walnut Creek, Ca. The telephone number remains the same.

The origin of the four-alarm, April 15 blaze, which caused more than $2.8 million in damages, is still under investigation.

Oak Leaves Others In Woods

From a field of 21 candidates, the National Arbor Day Foundation nominated oak as the national tree.

With the most species in the U.S., the winning woodie out-distanced second-place redwood, and thirdplace dogwood. Maple and pine rounded out the top five

The tree-planting group hopes the public will recognize oak's new status as the nation's tree, regardless if Congress approves.

Rosboro Buys Manufacturer

Rosboro, Springfield, Or., a lumber, plywood, veneer and engineered wood products manufacturer, has acquired hardwood window and door frame system manufacturer Washington Hardwoods. Seattle. Wa.

Co-owners Tom and Jim Harkins, brothers who founded Washington Hardwoods in 1982, will remain with Rosboro, in, respectively, sales and marketing, and purchasing/production management. Jim Walsh, Rosboro's development manager, is overseeing the management team.

Plans call for the retention of all employees in the Seattle facility, which reportedly will remain operational.

"We intend to significantly expand the Washington market," said David Weza, Rosboro ceo, "as well as introduce the company's products nationwide."

Fire Destroys N.M. Sawmill

Temporarily shuttered Tricon Timber Co., Cimarron, N.M., was destroyed by a fire that began in a 60foot-long, smoldering sawdust pile.

The April 12 fire was said to have been fanned out of control by 20-mph winds, consuming the 25-acre lumberyard, a warehouse, a computer equipment storage facility, two frontend loaders, a bulldozer and countless logs, according to police chief Joe Turner. At press time, the fire was contained and the main office, guard shack and a storage shed were all that remained of the facility.

"The winds picked up again from the east and we have heavy smoke," said Turner, two days after the fire began. "There's nothing we can do. It's still too hot for the fire department to go in."

He said the fire was contained within the lumberyard and that its remaining structures were not threatened unless the wind drastically changed direction.

The blaze also scorched about 15 acres of the ranch land belonging to communications mogul Ted Turner, according to the police chief.

The sawdust pile had caused numerous flare-ups over the past few months, according to Turner, who estimated the sawdust pile was the size ofa four-story building.

"They had to pull back a little and let it burn," he said. "The blaze did not get out of control, however, until early Sunday afternoon, when the

wind shifted. It totally engulfed millions of board feet of logs. Everything is gone."

Tricon Timber, St. Regis, Mt., bought the mill in 1999, according to Cimarron manager, Mark Van Huss, who said that though the mill closed in December due to poor lumber market conditions, the company was planning to reopen the plant in late April.

"We knew the sawdust was burning," he said. "It had been burning for 22 years.I wouldn't have the slightest idea on damage. We're not even thinking about the future until we can see what the damage is."

According to Turner, the Cimarron Fire Department had been called to the lumberyard 18 to 20 times in the past eight months.

"A well-informed employee is the best salesperson a company can have."

- EdwinT. Thomas

Big Box Quake Safety Plan

The California Seismic Safety Commission is proposing that shoppers and workers in warehouse stores statewide be protected from falling merchandise during earthquakes.

The group came to its conclusion after viewing a video that simulated the impact of the 1994 Northridge, Ca., quake by showing several large boxes falling from shelves in a Home Depot. Among the items were heavy water heaters, paint cans, roofing and other products.

The boxes did not fall from the shelves. however. when the items were shrink-wrapped in plastic, nor did the racks collapse.

Last year, California Sen. Jackie Speier introduced legislation that would require restraints such as rails or fencing on rails l0' or higher.

TruServ Consolidates At Hq.

TruServ is relocating its Commercial/Industrial business from Butler. Pa., and its Rental business unit from Cary, Il., to its Chicago headquarters, where its third segment, Home & Garden Showplace, is based.

The co-oo believes it will save

over $2 million by the three business segments' sales teams, advertising costs and merchandise buyers, reducing duplication and condensing sales territories.

Tom Capalbo was named director of the Commercial/Industrial and Rental segments. Dave Meder remains director of Garden Centers, and Woody Adler was promoted to director of sales for the three sesments.

Touch Of Gray Okay

As figures from the U.S. Bureau of Labor Statistics attest, many older Americans are seeking employment, a great deal of them in home centers and other retail businesses.

The Bureau said men and women 65 and older comprised 12.97o of Americans working or seeking employment in 1999, a lVo increase from the previous year.

Though Home Depot, for instance, does not have a specific policy on older workers, spokesperson Susan Hitchcock said the chain pays better than the average retailer. citing average salaries of $12-$14 an hour.

Hitchcock praised the maturity and work ethic of older workers and said

seniors bring a level of expertise to the workplace that the young simply do not have.

Many retirees employed by Depot have backgrounds in skilled trades such as carpentry and plumbing, according to Hitchcock, who said seniors seek jobs for extra income. human contact and a love of work.

Apache Tribe To Reopen Mill

Shuttered since July, White Sands Forest Products, Alamogordo, N.M., is set to reopen later this year under the ownership of the Mescalero Apache Tribe.

The Tribe purchased the facility and said it plans to hire 30 to 50 employees over the next few months, with more to be added once the mill reaches full operation.

Once a producer of roughly 30 million bd. ft. of lumber annually, the mill closed seven years after its access to logs on the Lincoln National Forest was denied due to regional environmental concerns.

A sovereign nation, the Mescaleros have harvested their forest for decades and have been touted for their sound forest management principles.

Western Landmarks

Like the scenic mountain ranges along the Pacific coast, Disdero Lumber is also a symbol of the west.

When it comes to providing our customers with clear lumber and specialty wood products, we draw from nearly 50 years of experience. Douglas Fir, Western Red Cedar.

Ponderosa Pine, Redwood, Hemlock, Epoch Composite Decking, Southern Yellow Pine, and Lock Deck are our specialties.

We serve Oregon, Washington, Idaho, Wyoming, California, Colorado, Utah, Alaska and Hawaii. Call us and we'll put our experience to work for you. Distribution

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er, the structure will reportedly be l22, 160 sq. tI.

Merchandise received at the terminal will be sorted by workers and trucked to regional stores.

The company plans to build l5 such operations nationwide over the next two years, according to divisional merchandise manager Lenny Kapiloff.

BC Adding Composite Siding Plant

Boise Cascade, Boise, Id., is building a $70 million wood-plastic siding facility in Satsop, Wa., which it plans to open early next year.

The siding will be made from roughly a 50/50 mix of wood waste and recycled high-density polyethylene from shrink wrap and plastic bags.

Sierra Pacific Opens New Mill

Sierra Pacific Industries, Anderson, Ca., has opened a sawmill in Oroville, Ca., for manufacturing 1x4, lx6 and lx8 cedar fence boards in varying lengths.

The firm said the mill will eventually employ about 100 people and should produce 20 million bd. ft. annually.

Depot Building Truck Terminal

Home Depot is building a 153-port truck terminal in Rialto, Ca., to service its Southern California stores.

The 30-acre site will house what eventually will be a 200.000-sq.-ft. facility. complete with offices. imezzanine area and a shipping and receiving center. Initially, howev-

TOOL TIME: For special events and promotions, Ace Hardware Corp. plans to place five "toolbox" trucks around the county at select retail support centers, including the Prescott Valley, Az., and Sacramento, Ca., distribution centers.

FENCING MASTERS: Siena Pacific's new Oroville, Ca., sawmitt manufactures cedar lence boards in varying lengths.

Teamwork

r:t -[ rom our beginnings in 1940, we've used teamwork to prcvide our customers with outstanding service and quality pp{ucts"

Today, the Bean Team works just as hard to ensure that the Southern Pine products we manufacture meet rigid quality standards.

When you call, rest assured you'll talk to a human being, nct a machine. \Yg'll prole to you that we mean it when rve talk a.bout unequalled custorner service. .: m

I he gentlernen in the old photo above worked hard to position that log so that each board that left the sawmill was a*ffiectras they could make it. Just like today.

Iil" *"r" *r"o fo, you yesterday, we're here for you today,end we'll be here for you tomorrow. Count on it.

Th" B"- Team is backed up by two sawmills, three pressur€ reating cylinders, a deck accessories shop and dry kilns for KDAT.

Octagon, Cove or Diamond- patterns) let you build or accent with nostalgic flourishes.

All sryles, of course, are painstakingly crafted by' Collins Products Wan-ant1 transJcrablc to all w,'wrs. LLC to replicate.the look of Western Red Cedar. All are backed by a groundbreaking 3O-year warranty thati fully transferable to all ownefs. And all can help turn an anonymous- developrnent into a pfized neighborhood. For the whole story visit www.CollinsWood.com. Or call us ar I-800-417-3674.

o Should you choose fluted or plain?

o Should the capital be ornate or should it be simple?

o What size will you need?

o What are the dimensions of the room or rooms where you are thinking of using columns?

o Is the design traditional or contemporary?

o Do you prefer simple styles or something more formal?

o Does the room serve multiple purposes (kitchen, family room, home office)?

COLUMNS can be used as ornate room dividers.

What To Ask Column Designers

Depending on where they're placed, columns can be used to divide a room or make it seem more spacious, to tie two areas together, to give a room balance or to become its focal point.

Jeff Davis, Chadsworth's 1.800.Columns, Wilmington, N.C., suggests dealers ask questions to lead customers to the right columns for their particular applications:

o Where will the columns or pilasters be used?

o What shape would be best for the area where you will install them?

The Theory of Rail-ativity

Here's the theory: High quality construction, top-grade materials, classic designs, affordable prici ng and easy installation are all in demand. Put it all together, create a great point of-sale display and you have a winner. Our winner is the Woodway Architectural Deckrail Series. Five timeless deckrail designs that are pre-assembled to install almost instantly. Anything else is ir-rail-evanL Contact us today for more information.

ADDING weight without mass, columns can give small rooms an elevated feeling without taking up needed floor space.

Not whcn it's WeathcrBestM Decldng and Railing. We'ue paired th,e stunningbeauty af wood with thc teristics of polymer resiwfor a true, Iong-lasting, lnw main tB na nc e rekttinruhip.

WeatherBest Railine is made from the same sturdy composite as our decking. It's all resistant to termites, rot and ited warrantv soells out all the details. Our l0 year lim-

For more information, or for a copy of our wa , call drills and fastens 800-5214316, or visit our website at www. similar to wood. That's where the similarity There are no knots. It won't rot, splinter or split. WeatherBest ith an attractive woodgrain finish that, unlike traditional decki ials, won't require staining, painting or expenslve b,otherBe Composite hing & Railing An

.WeatherBest* Composite Decking and Railing

Palco Protest Ends In Arrests

A trio of Earth First! activists protesting against logging in Northern California's Mattole River forest lands were arrested for trespassing on property owned by Pacific Lumber Co.. Scotia. Ca.

The unidentified protesters, two women and one man, reportedly were arrested for blocking the access road to the area.

"They were trespassing," Palco spokesperson Mary Bullwinkel said. "They're breaking the law. They don't belong there. There are other avenues of protesting and it was important for us to gain access to our privately owned property."

The Mattole River region is said to contain some 3,000 acres of oldgrowth Douglas fir.

Judge Challenges Road Law

An Idaho federal judge said Clinton administration rules to limit logging and ban new roads in 58 million acres of national forests were illegally written.

U.S. District Judge Edward Lodge said the rules had been drafted without adequate public comment, a violation of federal law. He also said por-

tions of a lawsuit filed by Boise Cascade and the state of Idaho to block the plan likely would have merit.

Though not a final ruling, Lodge's decree could lead to a settlement between timber companies and the Bush administration, both of which want to undo the rules before they take effect May 12.

Some environmentalists disputed the judge's statements, claiming the rules had undergone 18 months of planning and received comment from 1.6 million people before being issued. Due to the way the order was issued, however, there is said to be little hope for appeal.

Court rulings that protect the spotted owl and other endangered species, along with tighter rules by the Clinton administration, are said to have caused logging in national forests to decrease by about 757o since 1988.

Diversity ls Key For Dealer

Shirley Henry, ceo and chairwoman, Builders' Hardware & Supply Co., Inc., Seattle, Wa., grew up working in the family hardware store in Anacortes, Wa., and started with Builders' Hardware when her

father, Tom Shannon, bought the business in 1958.

That the company has endured for over a half-century speaks well of its pedigree, particularly in such a competitive industry. Of equal prominence is that Henry has run the firm during most of its existence, a true rarity in such a male-dominated field.

She laughs as she recalls her early days with the firm, such as when her father insisted she shield her gender by using only her first initial on all correspondence.

Builders' durability can be partly attributed to its diversity. The firm sells supplies to contractors, stocks independent hardware stores, manufacturers metal doors and also runs a locksmith business. In addition to the Seattle operation, the company has a store in Kennewick, Wa.

Henry envisions her employees running the entire operation one day, noting that workers already own nearIy 32Vo of the business through a profit-sharing program.

Builders' Hardware & Supply, which reportedly had sales of more than $23 million last year, has 116 employees, of whom nearly 407o have been with the firm for over 10 years.

John "J.D." Deisher, ex-Hampton Lumber, has rejoined GeorgiaPacific's westem lumber manufacturing sales office, Portland, Or. He succeeds Wayne Murphy, who has retired after 43 years in the business, the last l0 with G-P.

Nick Stokes has been named v.p.operations, Building Materials Distribution Division, at Boise Cascade Corp., Boise, Id. John Berilla is now v.p.-human resources.

Lyle Thompson, Roseburg Forest Products, Roseburg, Or., has retired after 38 years in the business. Ray Barbee succeeds him as v.p.-sales & marketing.

Irvin Sugimoto has joined City Mill, Honolulu, Hi., as new concept merchandiser, overseeing the addition of home decor and RTA furniture lines.

Sy Bannick and Mark Buck are back in sales at Bear Creek Lumber, Winthrop, Wa.

Mike O'Neil and John Strader, both ex-Timber Products, are new to Shamrock Lumber, Eugene, Or.

Peter Farnum was named v.p. of forest products research and development for Weyerhaeuser Co., Federal Way, Wa., in charge of forestry and raw materials. Henry Montrey, is now v.p.-technology, wood products, and Debra Hansen is v.p. of business services.

Glen Walton is now supervisor at the Pacific Lumber Inspection Bureau, Federal Way, Wa., replacing Ludwig Rabold, who has retired after 24 years with PLIB.

Nathaniel "Nat" Reidel has been named national sales director for Trimline Building Products.

Jim Pope is new to Seemac Inc.'s Scottsdale. Az.. branch.

Betsey Meyer has joined the North American Steel Framing Alliance as U.S. West Region general mgr.

Kim Pohl has been named director of marketing for Maze Nails.

Dr. Robert J. Taylor is now directortechnology transfer for the American Wood Council of the American Forest & Paper Association.

Jennifer S. Lester has been named director of communications for the North American Insulation Manufacturers Association.

Mark McCormick has been named marketing mgr. for the Southern Forest Products Association.

C.E. "Buddy" Klumb, Klumb Lumber Co., received the North American Wholesale Lumber Association's 2001 Mulrooney Award.

FA$CIA PRODUGT$

Dale Bosworth has been promoted to chief of the U.S. Forest Service, succeeding Mike Dombeck, who retired March 31. A 35-year veteran of the agency, Bosworth had been regional forester for the Northern Region, encompassing 12 national forests in Montana, Idaho and the Dakotas, since 1994.

Doug Shew, ex-RSG, is new to Hampton Lumber's mill sales group, Portland, Or.

Dennis Hayward, Western Wood Preservers Institute. Vancouver. Wa.; Richard Baxter, J.H. Baxter, San Mateo, Ca.; Phil Myers, North Pacific Group, Portland, Or.; Dick and Elaina Jackson, Pacific Wood Preserving, Bakersfield, Ca., and Duke Ehrhardt, U.S. Borax, Valencia, Ca., were among the delegates to the recent legislative conference in Washington, D.C.

Juan Prieto, Clovis Ace Hardware, Clovis, Ca., was one of five retail associates nationwide recognized by Ace Hardware Corp. for outstanding customer service.

Arthur Blank, retiring co-founder, Home Depot, received the Argon Award for Environmental Excellence from Jacoby Development at the Greenprints show.

Nick Varsam has been named v.p. and general counsel for Hutting Building Products.

Flo N. Currant is now in charge of the electrical department at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Lowe's To Build New HQ

To assist future growth, Lowe's Cos. plans to build a new corporate office in Mooresville, N.C., roughly 50 miles from its present headquarters in North Wilkesboro.

The firm, which has optioned 135 acres in the Charlotte suburb, is considering moving to the new location by 2004. Regardless, it will maintain its present facility and forecasts hiring 1,000 corporate employees over the next five years. The chain operates over 660 stores and plans to add 115 to 120 additional units this year.

Depot Suspect Nabbed

A l7-year-old man suspected of robbing a Home Depot in Albuquerque, N.M., has reportedly been caught in Colorado.

Dustin Malouff, 17, allegedly stole $480 from a store cashier Feb.22 and fled the scene, but not before grappling with an off-duty police officer who tried to stop him.

The officer, Mike King, said, "I've been told that he had several outstanding warrants against him and that he has since been arrested in Colorado."

King believed that Malouff would be extradited to New Mexico, where he would be tried for his crimes, including the Home Depot robbery.

Big W Donates Seedlings

Weyerhaeuser Co., Federal Way, Wa., used the Internet to donate roughly 233,000 seedlings to 100 non-profit organizations for planting throughout Washington and Oregon.

"We put the word out to a few contacts via e-mail and the response was overwhelming," said Kevin Godbout, director of external affairs for timberlands. "The power of the Web is amazing."

The donation included around 22O,0OO one- and two-year-old bare root Douglas fir seedlings, 8,000 three-year-old potted Douglas fir and about 5,000 western red cedar seedlings.

amette-Weyerhaeuser S howdown App roaches

With Weyerhaeuser's current $5.4 billion hostile takeover bid due to expire May 18, Willamette Industries continues rallying shareholders and employees to help fend off the unwelcome suitor.

Weyerhaeuser plans a proxy fight at Willamette's annual meeting June 7 to place three directors, all retired Weyerhaeuser executives, on the firm's board. Duane C. McDougall, Willamette president and c.e.o., questioned the slate's objectivity. "Contrary to usual practice, each of Weyerhaeuser's nominees is being paid $25,000 by Weyerhaeuser, which raises serious questions as to their independence and agenda," he said. "In addition, their proposed alternative slate of directors includes Weyerhaeuser's former chief executive, general counsel and a senior vice president, all of whom we believe are col lecti ng Weyerhaeuser retirement benefits."

Instead, Willamette is urging shareholders to re-elect McDougall, Kenneth W. Hergenhan and Robert M. Smelick. who are firmlv aeainst the takeover. "We are not

for sale and even if we were, there is nothing we have heard new from them the last five months that indicates they are even in the ball park," McDougall said.

His comments came while discussing Willamette's first-quarter earnings, which tumbled 2lVo due to slower sales, higher energy costs, and a charge of $2 million a month to defend itself from the bid.

Although Willamette has strong shareholder defense mechanisms and company insiders that control abortt 3OVo of its stock, at one point more than half of the company's shareholder base supported the takeover tender. As of the last tender extension on March 12, about 297o of Willamette's shares had been tendered in support of the offer.

On the grass-roots level, Willamette began posting decals on the back of more than 600 delivery trucks that read "WeyerhaeuserExit Nowl"

Willamette employees also tried to take matters into their own hands, forming a "Just Say No Wey Committee."

The group launched a Web site (JustSayNoWey.com), sent e-mails, distributed fliers, and organized a rally to be held at Weyerhaeuser's annual meeting.

The committee ended up shutting down the Web site after the Securities & Exchange Commission ordered that it file SEC form 14D9, a disclosure form required of interested parties involved in a tender offer. According to spokesman Brad Pomroy, the SEC demanded a record of written and verbal communications between group members and a listing of how much Willamette stock each member held.

al010 m-2291 tNn4-n8-ng8

Cal Cascade Expands Treatments

California Cascade Industries has expanded the manufacturing capabilities at its Fontana, Ca., facility to produce FirePRO interior fire retardant treated wood. Advance Guard boratetreated wood, and NatureWood pressure treated wood.

FirePRO lumber and plywood is pressure impregnated with FirePRO Interior Type A High Temperature fire retardant chemicals. The products are a new generation, patentpending formulation based on proprietary

Osmose technology.

All SmartGARD products are available in sizes commonly used for frame construction, can be sawed, drilled or routed with standard woodworking equipment and can be fastened with standard nails and screws.

NatureWood is a copper-based preservative with an organic fungicide used around the world in applications where special environmental concerns or restrictions exist.

TREATED WOOD

Independent testing reportedly confirms that FirePRO products exhibit exceptional fire performance properties such as strength durability, corrosivity and hygroscopicity. In fact, when compared to the untreated wood used in these tests, FirePRO products exhibited superior strength durability, low hygroscopicity and exceptional resistance to fastener corrosion. FirePRO wood is used in code approved applications in commercial, industrial and institutional construction.

Advance Guard lumber and plywood is pressure treated with borates to resist termites and decay fungi. Advance Guard is part of the SmartGARD family of protected building products that are used in framing and sheathing applications.

With facilities in Fontana, Woodland and Sacramento, Ca., Cal Cascade is a

leader in the manufacture and distribution of Sunwood pressure treated wood, redwood, cedar and other specialty items.

Opening is Good All-Around

After a three-month closure due to "too many competitors," All-Around Rental and Building Supply, La Grande, Or., has reopened its doors, according to new yard manager, Steve Case.

Case and fbur co-workers are former employees of All-Around competitor Tum-a-Lum Lumber Co., La Grande, which was shuttered Feb.22 (see March, p. 18), for what Case calls an "economic pullback."

All-Around caters to d-i-yers and otTers services including remodeling options, commercial work, pole buildings and home packages.

Established 1989

> Prevents 950/o of the sun's heat Jrom enteing the ottic, dranoticolly reducing the attic temperature.

> Allows ai conditioning units and duct work to operote more efficiently.

> Less heat is transferred from the attic to the living space, keeping the home cooler.

> Reduces overcll oir conditioner usoge.

> InstaLls just like regular roof sheothing with the foil side facing into the attic.

> Adds o nere 5 degrees to composition roof temperotures.

For more information, call us at 8$.648.6893. A; see your locol dealer or distibutor.

RECENT gathering of the Oakland Hoo-Hoo Club: (1) Ray Haagenson, Bill Elledge, Manuel LavradorJr., John MacBeath. (2) Tom Fogarty. (3) Rick Hermanson, Mark Feno. (4) Claudia Cowan. (5) John Tallman, Dennis Borruso. (6) Joe Casella, Jim Hanison. (7) Dave Mensing, Bob MacFie.

(More photos on next page) lrhen

Los Alamitos, CA 562-594-8948

Redding, CA 530-223-7440

Eugene, OR 541-485-7578

Granbury, TX 888-323-7103

ffil

Cedar Siding Maker Moves

Cedar siding and trim producer Colonial Cedar Co., Kent, Wa., is moving operations to Frederickson, Wa., sharing quarters with Fred Tebb & Sons Inc., a maker of siding and wood for musical instruments.

Colonial Cedar will lease office space from Tebbs & Sons, as well as share the mill under a joint operating agreement. Both companies insist that the shared manufacturing arrangement will not lead to an eventual merger.

The move was attributed to the Kent mill running at capacity and the need for expensive new machinery there.

Roofing Underlayment

roducls

business is new from Computer Associates, Inc.

BMAS 2000 features Full User Profile, which permits each user to access only those items that pertain to their individual function; Management by Exception, which provides tracking, retrieving and comparing of data to improve customer service and generate new profits, and Expedient Order Processing, which allows the entry and recall of all order information.

A chemically-resistant, lay-flat, fan-folding roofing underlayment is new from Dow Chemical.

Styrofoam Recovermate insulation is a rigid extruded polystyrene foam with facers that are bonded to the foam surface, providing protection for the new membrane from the existing substrate.

Suitable for reroofing projects, the product can be used under light- or dark-colored single-ply membranes, with PVC and other plasticized membranes.

Recovermate comes in 50'x4' sections, fan-folded on 2'centers and is designed so the board lays flat on the roof without ridges or buckles, providing contractors with a flat surface for installation of the membrane.

Circle No. 501

Fit n'Trim

A string trimmer that cuts difficultto-reach grass areas is available from Solo Inc.

BMAS 2000 also centralizes standard and actual costs, allowing for quick re-pricing and costing.

Circle No. 503

Screwdriving Power Drill

Vermont American has a new auto-feed screwdriving power drill attachment for d-i-yers and pros.

Playing With A Full Deck

Northstar Vinyl Products, LLC has introduced a polymer/lumber decking product that reportedly is splinter-free and moisture resistant.

Model 12lL weighs less than l0 lbs. and has a 25cc displacement twocycle gas engine.

Circle N0.502

Building Materials Software

Windows-based software for the building materials industry that reportedly gives management complete control over all aspects of the

Rapid Fire converts most 3/8" power drills into a powerful, speeddriven screwdriving machine.

Collated screw strips come in four sizes: 1-5/8" drywall, 2" general purpose, 2" decking and 2-112" decking.

Circle No. 504

The Drainmaker

Dearborn Brass has introduced chrome and brass bathtub conversion kits that coordinate with most manufacturers' showers, tubs and sinks.

The kits come in toe-touch, push & lock and trip-lever styles to fit one- or two-hole overflows and both l-ll2" and l-I14" drains.

Circle No. 505

Morex is said to be made from premium grade pressure treated wood deck material, which is then polymer coated and topped with a skid-resistant aggregate.

The product reportedly does not have to be pre-drilled, will not cup or check, and can be cleaned with a degreaser and a garden hose.

Circle No. 507

Weed-Free Landscape Fabric

A strong and durable landscape fabric from Reemay, Inc., is said to prevent weed growth for years.

Typar Premium is made of continuous polypropylene fibers bonded by heat and pressure to create a uniform and porous nonwoven fabric resistant to punctures, rotting, mildew, microorganisms and chemicals.

The product comes in sizes from 3'x25' to 151'x300'and can be used for soil retention for timber retaining walls, around blind drains, as weed control under decks, to support brick or block walkways, for soil retention in planters and pots, and as an interceptor trench drain.

Circle No. 506

Western Red Cedar Walls

International Homes of Cedar. Inc., is now offering its D-Log faced wall timber system in western red cedar.

Resembling the letter D when viewed from the end, the product features interlocking laminate construction and gives the appearance of cut logs.

Circle No, 508

Walk The Plank

Commercial and residential engineered plank flooring is available from Hartco.

Pattern Plus 5000 planks are 4ll2"x3l8" and come in 25 colors in ash, maple and oak.

The product may be installed at, below or above ground level and has a lifetime structural warranty.

Circle No. 509

Back To The Grind

Type 27 depressed center zirconia wheels for use on right angle grinders are available from CGW Abrasives Manufacturins.

Block Party

Tube lighting can now be inserted within fixed panel units of Hy-Lite Products' acrylic blocks.

The miniature lights can be installed either horizontally or vertically between the 3"-thick blocks.

Each string of lighting reportedly has a life span of over 80,000 hours.

Circle No. 512

The French Door Connection

Weather Shield Windows & Doors has redesigned its French doors to include standardized sizes of widths, heights and bottom rails.

Raised Panel Wainscoting

Architectural Products has introduced classic beadboard and raised panel wainscoting made from engineered wood with a hardwood core.

Wainscoting comes in primed, paint-grade or unfinished veneer oak in 8' kits with strategically situated nailing grooves.

Zirk wheels come in 4". 4-112".1" and 9" and can be used for removins weld spots and seams, grinding, poll ishing and deburring metal.

The product is manufactured from zirconia and aluminum oxide grain.

Circle No.510

Spruces Up Old Concrete

A self-leveling, cementitious, onecomponent, polymer-modified mortar from Garon Products is said to repair hard-to-reach overhead, vertical and horizontal concrete.

Garoncrete PSL24 reportedly fills voids and cavities, repairs parking garage decks, industrial plant floors, tunnels, bridges and dams. It requires no formwork, is free flowing, can be pumped or poured, and is said to set in 30-40 minutes.

Circle No. 51'l

Doors come in various finishes with dual pane and dual Low E glass.

Circle No. 513

is ovoiloble by circling the corresponding Reoder Service number opposile 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 [ompus Dr., Suite 480, Newport Beoch, C0.92660, or by colling (e4e) 8s2-r e90.

Panels are 8"x23" and 8"x31" and can be combined with different railing systems for overall heights of 32", 36",40" and44".

Circle N0.514

Keeps Hungry Animals Away

An all-natural, weather-resistant, below-ground formula that protects plants from hungry animals with an odor and taste barrier is new from Deer-Off, Inc.

Bulb Guard comes in 8-, 16- and 32-ounce sizes and is made from biodegradable food products.

Circle No.515

Try To Contain Yourself

Collapsible containers from Linpac Materials Handling are said to hold up to 2,000 lbs.

The 48"-wide containers come in 64.5" and 70" lengths and 19", 25", 34",4l" and 50" heights.

They can be stacked without racking either upright or collapsed.

Circle No.516

Tools Need Hugs Too

A new tool holding clamp from Intromark Inc. mounts to walls, carts, or inside trucks for holding tools, gardening equipment, brooms or mops.

Tool Hugger is made of zinc-coated steel and flexible steel cables encased in rubber.

When an object is pressed into the center of the product, its arms collapse and hug the object. The heavier the object, reportedly, the tighter the grip.

The product is said to be able to hold items weighing up to 50 lbs.

Circle N0.517

Throw 'em A Curve

A l/4"{hick gypsum board for curved applications such as staircases, ceilings and column enclosures is now avail-

able from BPB Celotex.

Unlike other gypsum boards that must be dampened to achieve desired curvature, Flextek is said to install dry to achieve the same results.

Circle No. 518

Float No Bull

A 36"x7.25" bull float made of select, straight grain wood for floating large areas of concrete when it is necessary to leave the pores open so excess bleed water can escape is new from Marshalltown Trowel Co.

Circle No. 521

This Pen Has AllThe Angles

Fisher Space Pen has introduced a new pen with a variety of useful tools for construction professionals and d-iyers.

The Carpenter Pen can be used for jotting down marks, notes, or measurements at any angle, even upside down, on trim, drywall, lighting fixtures. wet lumber. or steel.

Not A Drywall In The House

Renegade Tool, Inc. has introduced a new automated interior finishing system.

MudBuggy's ribbon mixer keeps the drywall, acoustic or paint compounds in uniform consistency and its positive displacement pump delivers the compound automatically to the drywall tools through a hose.

Users can operate the unit up to 100'away by remote control.

Circle No. 527

O rganize Supplies Instantly

Organize and protect materials with the heavy duty Trim Rack. lt assembles in less than one minute, with no tools required, to provide a neat working environmenl and save money by lessening damaged material. Durable 16-gauge, f -inch tube steel construction and powder coat {inish.

Ootional hardware shelf available. Packaged 10 sets to a pallet, Trim Racks store conveniently on loading docks or in warehouses. Can be customized with vour company color and logo.

Circle No. 139 on p.54

The product has several features built into its body, including a horizontal and vertical level, an angle gauge, a ruled scale in inches and centimeters, and a magnetic strip to pick up stray nails or attach the pen to metal surfaces.

The pen element can be removed from the body to reach into tight spaces or to take advantage of the ruler, and the implement is said to write without fail in extreme heat and cold, on wet, moist, or glossy surfaces, even underwater.

Circle No. 525

Hammerheads

Rotary hammers by DeWalt are available for 5/32" to 5/8" anchor hole drilline.

DOMESTIC SALES: Jerry Long Michael Parrella, Bruce Keith, Janet Pimentel, Pete Ulloa, George Parden, Vince Galloway.

INTERNATIONAL SALES: Nestor Pimentel, Oscar Portillo.

Models DW562K and DW565K have, respectively, pistol-style and Dhandle grips and accept I" solid bits. Both come with a carrying case.

Circle No. 526

LCL Specialists from our own Distribution Yard

Take The Plunge

A new plunge router from Bosch Power Tools has a heavyduty 2-hp, 12- amp motor with a variable speed range of 11,00022,000 npv.

Model l6l3AEVS has an extra-large 3-3/8" base opening for larger bits and a dust extraction hood with adapters for 35mm, l'-114" and 7-l/2" vacuum hoses to keep work areas dust-free.

The tool comes with a 10' flexible rubber power cord.

Circle No. 519

. Masonite Siding & Trim

. Insulated Headers

. Treated Stock

. Hem-Fir. Douglas Fir (1x4 thru 6x12)

. Rosboro Manufactured Timbers

. Pine Commons. Redwood. Cedar

WHOLESALE 4,(/a.

P.O. Box 8006, Stockton. CA 95208

Lee Turner. Matt Stanley.Orville Chedester. Ed Gale Randy Roget (209) 946-0282 Fax 209-946-0165

Santa Cruz, CA. Dave Trybom (800) 864-2471 . Out of state (408\ 425-8267 , Fu408-425-8273

Specializing in Exotic Hardwoods

Kempas o Keruing o Meranti o Merbau o Ulin

o Clear Grade Only

. K/D Fumigated o Excellent Stability

. S4S Eased Edges

o Proven Performance for over 25 Years

. Strong o Dense

o Hard o Beautiful

o Healry Hardwood

Quality at Light Wood Prices

o All sizes and lengths available

o Wholesale Only!

o DeliveU Available Nationwide

Hot Air To Go

Kerosene and LP fueled portable forced air heaters are new from World Marketing of America, Inc. Sizes available include 45,000, 65,000, 120,000 and 170,000 sru with built-in thermostat.

Circle No. 520

Manufacturer o lmDorter o Wholesaler 650 University Ave. #A, Berkeley, CA 947 | 0 (510) 705-8588 . Fax 510-705-8558

Bit By Bit

L.S. Starrett Co. has new drill bits in 1-ll2 lengths in various diameters for drilling in tight where a long reach or a deep hole is required.

Circle No. 522

Empty Nests

and 18" spots or

Made from recycled plastic, BirdBlox is designed to fill purlin gaps in pole buildings to eliminate bird nesting in the lower cord of trusses in pole buildings. It installs with staples over 2x4 and 2x6 lower cord members.

Circle No. 523

Take A Load Off The Roof

A safety product for the roofing and construction industries is new from Hil-ite Safety Systems, L.C.

The Roof Pallet has extendable, adjustable legs to accommodate various roof pitches and conditions.

MKS & Associates has a new device that eliminates bird nesting sites in pole buildings, reducing unsightly mess and potential disease problems resulting from bird droppings.

CTR/I 50 l-112" flange 9-ll2 & I 1 -7l8" depths

The reusable product is said to hold up to 1200 lbs., allowing roofing materials to be delivered on-site without transferring to traditional, and potentially dangerous offloading procedures.

Circle No. 524

engineered wood products

3-l12" width 9-112",11-718",14", 16" & 18" depths

5-1/4" width 9-1 /2", ll-718",14", 16" & 18" depths

7" width9-112",l1-7/8",14",16" & 18" depths

o L-P Solid Start Rim Board: 1-1l4" width9-l/2",1l-718",14" & 16" depths

r Full time Techlical Rep on staff

Please call one of our experienced salespeople for assistance

FOREST PRODUCTS CO., LLC 7145 Arlington Ave., Riverside, Ca.925O3 Fax909-352-0652

(909) 343-3000. (800) 648-9116

Serving Southern Caffirnia & Ins Vegas markets

FMNE GRANN DOUGLAS FIR

PRODUCED FROM OREGON'S SUSTAINED-GROWTH FORESTS

$ales- Rich Sttattoh

Phone: (541) 874-2236

FAX 541-874-2123

P.O, Box 7 Riddle, Oregon 97469

www. HerbertLumber.com

SPECIFIED: DENSE #I. SELECT FOHC E)(POSED, V.G. CLEAR x4-8xl4-8'-24',

Since 1947

ified qds

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

Qualified Job Seekers Respond to Merchant Recruitment Ads.

Call (949) 852-19s1

Private box or border, $6 ea. Column inch rate: $45 camera-ready, $55 if we set type. Mail copy to above address, FAX to 949-852-0231 or call (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.

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 1-800-547-2014. Ask for Larry Buelna.

EXPERIENCED HARDWOOD LUMBER

salesperson wanted. Generous salary, commission and medical benefits. Send resume to: Tata Enteprises, Inc. Attn: Maria Limuel, 650 University Ave. #A, Berkeley, Ca. 94710. Fax 5 l0-705-8558.

POSITIONS AT ANTHONY FOREST PRODUCTS

Professional Engineer: Seeking a PE for its two laminating plants and the Anthony-Domtar Ijoist facility coming online next spring, in Sault Ste. Marie, Ontario. Must be registered engineer in multiple states with engineered wood products experience. Candidate must maintain customer service/relations & have excellent oraV written skills. Mail or email resume with cover letter to AFP, Kerlin Drake, P.0. Box 1877 , El Dorado, Ar. 7 1730 or kdrake@anthonyforest.com.

EWP Sales Rep: El Dorado, Arkansas, location is looking for an outside experienced EWP sales rep for the Midwest. The job is to support two laminating plants and our new AnthonyDomtar Inc. I-joist plant in Sault Ste. Marie, Ontario. Call John Makuvek at (888) 324-2012 or email at makuvek@ptd.net. View complete job postings at antho nyfo re s t. c o m/e mp I oy me nt. htm.

EXPERIENCED HARDWOOD LUMBER

Salesperson wanted. Progressive lumber company seeking outside salesperson. Generous commission schedule & medical benefits. Please send resumes to: Summit Hardwoods, Attn: Terie Lorentzen, l4l5 E. Grand Ave., Pomona. Ca.91766. or Fax to 909-469-1659.

WAREHOUSE WORKER wanted, experience preferred. High pay & benefits. Send resume to: Tata Enteprises, Inc. Attn: Maria Limuel, 650 University Ave. #A, Berkeley, Ca. 947 10. Fax 5 10-705-8558

WEATHERED. TWISTED OR USED LUMBER. Plywood blows, used or trims. Carl Hanson, (619) 661-2510, Fax 619-6615547, San Diego, Ca.

Protect your valuable copies of fhe Merchant Magazine with our new, highquality binders. Efficient reference, right on your shelf. Attractive, organized storage, with the look of leather. Color is Merchant Magazine red with logo in tasteful, gold lettering. Each binder holds one full year ol magazines.

Price is just $11.95 plus $3 for postage and shipping. Calif. residents add7.75o/o sales tax (930). Send cash, check or money order to 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Keep

$25.00 (25 word minimum) ........$25.00

.70 each additional word.........

6.00 headline

6.00 centered copy (per line)

6.00 border

6.00 private box ...........

($45 per column inch for camera ready copy; $55 if we set type)

TO RUN: TIMES TILL FORBIDDEN

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

News Briefs

(Continued from page 18)

P eterman Lumber. Fontana. Ca., has acquired 3 acres for additional lumber shed space; construction will start in about three months

H ome B as e's just-shuttered San Marcos, Ca., unit is being eyed by Costco ...

W.W. Grainger Inc. is closing its two Material Logic e-commerce sites, TotalMRO (virtual catalog for maintenance, repair

and operating supplies distributors and manufacturers) and M ROv e rst oc ks. c om, an auction business; FindMRO, which helps companies locate hard-to-find parts and supplies, will be integrated into Grainger.com, the online version ofits catalog

Stanley Works plans to close its closet door accessories factory in San Dimas. Ca.. in the fall

Sears plans to open 10,000-sq. ft. Tool Territory tool departments this year in 155 of its department stores; the nationwide rollout will

Quolity Weslern Cedar Products

bring the chain to 287 Tool Territories in 860 Sears stores

Grossman's I 1-unit Contractors Warehouse, North Highlands, Ca., has joined BuildScape ...

Premdor continues seeking U.S. Department of Justice approval of its proposed acquisition of Masonite Corp. from International Paper Co.; the deal is anticipated to close in the second quarter of 2001

Tumac Lumber Co.. Portland. Or., added a sales office in Mobile, Al., managed by Harry "Hap" Myers, ex-Walker Export Co....

Pacific Lumber Co., Scotia, Ca., and parent Maxxam agreed to pay $3.3 million to 26 homeowners who filed suit blaming a mudslide on clearcutting

Gard'n-Wis€, Denver, Co., has purchased Garden Distributors Northwe st's Clackamas. Or.. distribution center...

Ace Hardware Corp. honored Sherwin-Williams, Master Lock, Culligan and Shop Vac as Vendors of the Year; Newell International was named International Vendor of the Year; Manco, Children's Miracle Network Vendor of the Year, and Globe Union, Import of the Year ...

Georgia-Pacific agreed to sell four of its paper mills plus related pulp production facilities to Domtar...

Louisiana- P acific Corp., Portland. Or.. has laid off more than 2.000 mill workers and about 40 managers in a corporate restructuring since last summer

Willamette Industries, Inc. is investing $80 million upgrading its Simsboro, La., particleboard plant, replacing 30-year-old equipment

Reid &Wright Inc., Bend, Or., is a new distsributor of Rhino Deck.

2x2 cleor cedor BAIUSTERS in 35,

THE DORRIS LUMBER & MOULDING GO.

At DMSI roe'rc focueed on pwlng a cmooth and proepemus IT road forbuildingprodrrc,t distributors like you. Our indurtry-focus€d eoftrrare fu!$ integratec fnancial ass€t rnanigement, pwF,haiing, sales, distribuiiitn logirtics, aervie oanagement and e.busiaes - a[ deaigned spedfcdty for building product distributors. So youre equipped with sofursr€ that fitspure burine* tlre minuteyou hit on the road.

For ovet auo decades, rre've poaitiond our 23Ocatlrfed ctmmera forwhat liee ahead. We can get you there too.

Hed 6r th horizon witlr tkro*rrare comparythatb drMngthefutun. Call today, or visitusdil:Il,Ot

Generate This

Information on setting up and using portable generators can be found in a brochure from Pepco Technologies, (202) 775-7360.

Southern Pine Buyer's Guide

The 2001 Buyer's Guide of southern lumber products and services of association member mills is free from the Southern Forest Products Association, Box 641700; Kenner, La.70064; (504) 443-4464.

Stakeout For Termites

A full-color brochure on Terminate termite killing stakes is free from Spectracide, (888) 545-5837.

The Cutting Edge

Cutting tools and knives are featured in an 8-p. catalog by Olfa Products Group, 1536 Beech St., Terre Haute, In. 4'7804:' (800\ 962-6532.

Laminate Flooring Styles

Laminate flooring styles for 2001 are featured in a free 4-p., full-color brochure from Bruce Laminate Floors, 16803 Dallas Pkwy., Addison, Tx. 75001; (214) 887-2100.

Just The (Hardboard) Facts

Brochures on hardboard facts, including basic applications, maintenance tips and basic hardboard products, are free from the American Hardboard Association, (847) 934-8800.

Show'em The Door

The 24 styles of Infinity interior and exterior doors are detailed in a free brochure from Simpson Door Co., Box 210, McCleary, Wa. 98557; (800) 9524057.

Duct Soup

A brochure on Duct Diaper, which collects debris entering a floor duct while allowing heat and air conditioning to exit, is free from MPB Solutions, Inc., 9812 S. Ridgeway Ave., Evergreen Park, Il. 60805.

Light'em Up

A 34-p., full-color catalog of lights and chandeliers is free from Progress Lighting, Box 5704; Spartanburg, SC 29304.

Miles Of Ceiling Tiles

A full-color brochure on energy-saving Thermo-Tile polystyrene ceiling tiles is free from King & Co., Inc., Box 10, Clarksville, Ar. 72830; (800) 643-9530.

Wheelbarrow Races

An 8-p. full-color wheelbarrow catalog is free from Brentwood Industries, (610) 374-5t09.

How Enlightening Luma Site work lights and retractable reels are featured in a 6-p. brochure from Coleman Cable Inc., (800) 323-9355.

Knock On Wood

A 20-p. guide to wood design information is free from the Southern Forest Products Association, Box 641700, Kenner, La.70064; (504) 443-4464.

You Know The Drill

Time To Throw In The Towel

The 2001 catalog ofheated towel racks is free from Warmrails, 1165 Augusta St., Costa Mesa, Ca.92626; (877) 927-6724.

Brick Or Treat

An 8-p., full-color brochure on Nova Brik interlocking brick siding is free from Allan Block Corp., (800) 279-5309.

Lovely Rita, Miter Maid

A 4-p. miter gauge guide is free from Taylor Design Group, Box 810262, Dallas, Tx. 75381; (9'72) 418 4811.

A brochure on SDS rotary hammers for 5/32" to 5/8" anchor hole drilling is free from DeWalt Industrial Tool Co., (800) 433-9258.

uolres

Don Swartzendruber, 75, retired mill sales representative for Davidson Industries, Mapleton, Or., died of lung cancer March 31 in Fullerton, Ca.

A native of Canton, Oh., he served as a paratrooper in World War II and jumped into Belgium afrer the Normandy invasion. He later was at the Battle of the Bulge.

He worked in sales for Rossman Lumber Co., Long Beach, Ca., before starting with Davidson Industries in 1965, where he remained until his 1991 retirement.

Mr. Swartzendruber was a member of the Los Anseles Hoo-Hoo Club.

Thomas Michael Johnson. 61. installation consultant and estimator for Able Building Supply, Moses Lake, Wa., died April l3 in Moses Lake.

He started the company's installation division in October 1999 and became a consultant and estimator last fall.

Terry Lee Morton, 43, owner of Morton Adler Mill, Inc., Willamina, Or., died of bone cancer March 5.

A native of McMinnville. Or.. he attended Walla Walla College and joined the family business in 1982. He became owner in 1994 after the death of his father, Garnet Morton.

His wife, Laura, will continue running the business.

Wendell Holmes Lawson, Jr., 69, retired distribution yard manager, Western American Forest Products, Rialto, Ca., died of lung cancer April 7.

A native of Portales, N.M., he worked for Fifth Avenue Lumber Co., Pomona, Ca., before starting with Tarter, Webster & Johnson in 1955, the forerunner of Western American Forest Products, where he was an order man,

HEAVY METAL: The slate roof of historic Santa Clara Church, Oxnard, Ca., was recently replaced by a metal roof from Custom-Bill Metals, The $3.5 million, 18,000 sq. ft. renovation, performed by Channel lslands Roofing, Inc., replicated the look of copper at a lorer cost, while preserving the historic appearance of the circa 1 904 structure.

yard foreman, outside salesman, local manager and distribution yard manager, before his retirement in 1992.

George Martinelli, Jr.,74, owner of Ballinger Lumber Co., Oakland, Ca., and Cabinets, etc., Castro Valley, Ca., died April l8 in Dublin, Ca.

He was a veteran of the lumber and building products industries for more than 40 years.

Philip G. Bowman,79, retired owner of the nowdefunct P.H. Bowman Co., Seattle, Wa., died March 19.

A native of Tacoma, Wa., he served in the U.S. Army Air Force during World War II and retired from the lumber industry in 1985.

Nardelli To Keynote Hardware Show

Robert L. Nardelli, the new president and ceo of Home Depot, will give the keynote address at this year's National Hardware Show & Building Products Exposition in Chicago, Il.

Held in conjunction with International Hardware Week. the 56th edition of the show will be held Aug. 12-14 at McCormick Place South.

Nardelli, 52, will deliver the keynote address at 8:00 a.m. Aug. 13.

More information on the National Hardware Show & Building Products Expo will be featured in the Expo Preview pull-out section of the July issue of The Merchant Magazine.

Robert L. Nardelli

uide

ARCATA/ EUREKA/FORTUNA

Britt Lumbsr Co. ,..(7071822-1ng

Pacific Lumber Co. (Scotia)............................(707) 764-8888

Redwood Forest Products..............................(707) 4434054

Rsdwood lnspection Sewice..................... *..(707| 44/.-3f,24

Redwood REion Logging Conlerenca ..........(707) 443-4091

Simpson Timber Co. .,'(707}8n4371

West Coast Hardwood, Inc.............................(707) 825-81 13

BAKERSFIELD

Pacific Wood Pressrving of Bakersfield .........(661) 833-0429

CLOVERDALE

All-Coast Forsst Producls ..............................(707) 894-4281

Redwood Empire..... ......(707) 894-4241

FORT BRAGG

Holmes Lumber Co., Fred C. .........................(707) 964€377

FRESNO

DMK-Pacific............. ......(559\254727

Georoia-Pacific Warehouse ...........................(800) 830"7370

Hutti{i'Building Products.................................(sssi zst -509t

Interiational Foresl Pr0ducts.........................(209i 275-3356

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

iloDESTO

Conrad Wood Prsssrving Co. ........................(800) 499-2662

Georoia-Pacific (Sacramento).......................

Dorrii Lumber & Moulding...(800) 827-5823

Hickson Corp...........

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

Huttig Building Pr0ducts...........,..................

Hydra Re-Load Center (Warehouse)

Kelleher CorD.

Louisiana-Pacific (Rocklin) ..(8m) 3,4&14m

M&M Builders Supp|y.............................

Mello Re10ad........................(800) 572-721 1

Mid-Pacilic Tradino C0.................................

Mokdumne River Forest Producls...............

Pacitic MDF Prcducls

Polywood Produc'ts.. SieiraPine, Limited.. aiaiit;u F;rdiF,oduc6.-..is00) 6e5-{iiiii

Stochon Wholssals.

unity Forest Products..........(800) 2484940 Universal Foresl Products............................

Waldron ForEst Products...............................

Wsst€m Woods, Inc..........................., viiiirriiei,itiio. -:.-...-.-.(s00) e52:56i6

Wood Moulding & Millwork Producers Asn..

SAI{TA ROSA AREA

Atessco, 1nc............ .......(7071 542-12u

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

Georgia-Pacific Cop ......(800)83G7370

Sourrunr Clrronrn

Keller Lumbsr Sa|es............(800) 23$7888

Gemini Foresl Produc'ts.................................

Pacific Wood Preserving......................

Shasta Cascade Foresl Industries, Inc.

Siskiyou Forest Products ....(800) 374{210

Trinity River Lumber Co.

weir6m viooas...ca.i ieool azz-ersi"U"s.i

Wis-Cal Sa|es.........

Wisconsin Califomia Forost Produc'ts

SACRAMENTO / STOCKTON AREA

Blue Ox Timber C0.........................................1Sf 01

Ketteher Lumber Cd .......(415i 454-8861

Mendocino ForEst Products C0......................(800) 777-0749

Morgan Creek Forest Products......................(800) 464-160] (707) 836-7000

Nu Forest Produc{s..............(800) 371-0637 (707) 43$3313

Sonoma Milling Seffices................................(707) 433-7873

Windsor Mi||............. ......(707) 838-7101

UKIAH/WILL]TS

Cal Coast Wholssale Lumb€I, Inc..................(707) 468-0141

Penofin-Perfomance Coatings Inc. ...............(800) 736-6346

Westem Woods, Inc. ......................................(800) 974-1661

Pacilic Wood Preservino ................................(800) 538"461 6

Baxtsr & Co., J.H.....

Beaver Lumber Co.

Califomia Forest Pr0ducts............,.,............., Calilomia Redwood Association..................., Chemonile Council.

Georgia-Pacific Corp. (Fremont)

rdriefier corp.irldvii j)..-........:..........::::::::

Kelleher Corp. (San Rafael) ..........,.............

Landmark Building Producls ......................,

Lane Stanton Vance

MacBeath Hardwood (Berkeley)

M;;dth Hrdwood i5iii rraiiciscoi.........

MacB€ath Hardwood (No. Ca.)....................

Norlh Pacific 1umber...........(800) 50$9757

NEVADA

Plywood & Lumber Salds (Emeryville) ...1510\ 547-7257 (800) 675-7257

Plywood & Lumb€r Sales (S.F.).....................(415) 648-7257 (800) 750€00e

Prywood & Lumber sares (san Jose)....... [#313S:13!1

Redwood Empire..... ......(408) Z9-7354

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

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

Tard Enrerprisei.........................-..................(510i 70s8588

Van ArsdaieHanis Lumber C0......................(415) 467-871 1

Wsndling Nathan Co ......(415)451{555

Weyerhaeuser (Hayward)....(800) 672-21 30 (51 0) 786-1 700

Souuwrsr

LAS VEGAS

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

RENO/CARSOiI CITY AREA

ARIZONA

3294494 577-20ff 88&9288 35s-6868

NEW MEXICO

ELOY

Adzona Pacific Wood Preseruing...................(520) 466-7801

PHOENIX AREA

Boise Cascad€ BMDD..,......(qqq) 289-9663 (602) 269-61 45

Capihl Building Maleda|s.,,............................(602) 824-5660

Capital Lumber Co. . ......(602) 269-6225

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

Hunid' Building Prcdlcts ......(800) 524-6255 (602) 41 5-6200

Intermounhin Oriont, Inc................................(888) 325-01 69

ALBUOUERQUE

Boise Cascade BMDD.........(800) 889-4306 (sos) 87-81 50

Caoital Lumberoo. .....(50$8n-7222

Evecreen Wood Compositos........................(8771 57 1-226 (505) 858-2200

Georgia-Pacific Corp ......(800) 83C7370

West€m Woods. lnc.......................................(800) 617-2331

HONOLULU / TIAUI

HAWAII

Conrad Wood Preserving...............................(800) 356-71 46

Hawaii Wood Preserving-Co. .........................(s08i 871 -8888

Honolulu Wood Treating.................................(808) 682-5704 H0nsad0r................. ......(808) 682-2011

SEATTLE / TACO'IA AREA

Boise Cascade BMDD (Woodinville)............

CaDital Lumber C0. ........................:..............

CMI Tac0ma ........................(253) 404-0270

Pncrnc llonrrwrsr

BEND

.......(800) 777-8134

.......(360) 693-0057 .......(800) 729-9663

Deschutes Pine Sa|es..........(800) 547.5660 (541 ) 389-5000

Universal Forest Products..............................15411 3S9-8000

COOS BAY / NORTH BEND

Conrad Forest Products.......(800) 356-7146

Coos Head Forest Pr0ducts..........................

EUGENE / SPRINGFIELD

(s41) 7s6-2595

(800) 872.3388

Baxter, J.H............... ......(541) 689-3020

Cascade Pacitic Industries ..(800) 769.1 048 {541 I 726-5686

Gemini Forest Pr0ducts..............-..................{541 I 485-7578

Georgia-Pacilic Corp ......(8001 830-7370

McFarland Cascade ......18001 426-8430

Adams Lumber, |nc..............(800) 298-4222

Cascade Forest Gr0u0.................................

Cascade Warehouse...........(888) 292-2687

EAX to 949-852-0231

or call (949) 852-1990 or mail to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660-1872.

The Merchant Magazine - May 200t

For more information on products or companies (see list at right), circle the appropriate Reader Service FAX Response number(s):

For more information from advertisers, use

FAX Response numbers in brackets.

Anfinson Lumber Sales [124]...............33

Atessco [109] ..............19

BargainBuilder.com U47l ....................46

Baxter, J.H. t1151...................................23

Bean Lumber Co., Curt t1191 ..............27

Berkot Manufacturing Co. [146]..........46

Blue Ox Timber Company Uf f1..........20

Boise Cascade Corporation U041...........5

Britt Lumber t1071 ................................17

Cal Coast Wholesale Lumber [110].....19

C&D Lumber Co. [155]............Cover III

California Redwood Association t1321 ............37

Capital Lumber Company If06]............7

Cascade Forest Group [108].................17

3-C Trucking tf 371................................42

Colville Indian Precision Pine Company lr27l

csr [1s2]....... ...................s1

Disdero Lumber Company 11161.........24

Distribution Management Systems, Inc.

..............4e

DLH Nordisk tf 051..................................6

Dorris Lumber & Moulding U501 .......49

EverGreen Wood Composites [154] ....53

Expo Preview ..................13

Fontana Wholesale Lumber [110] .......19

Friesen Lumber Company [143]..........44

Gemini Forest Products [134] ..............38

Great Western Transportation [131]...37

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

tl I Year ($12) E 2 Years ($18) tr 3 Years ($24) tr Bill Me tr My Check Is Enclosed

News or Comments? We welcome your comments on articles, the magazine, or news of your company such as promotions, new hires, expansions or acquisitions (rftis is afree service).

Herbert Lumber Company U451.........45

Highland Lumber Sales [129]...............36

Huff Lumber Company [1 13]...............21

Huttig Building Products [149]............48

International Paper Company [117]....25

Keller Lumber Company [148]............48

Louisiana-Pacific Corporation f123,1371...... ........32, 38

LWO U21l ......................30

Mendocino Forest Products Company t1441.............. ..............4s

North Pacific Group, lnc. 11141............22

Parr Lumber Company [140]...............43

Polywood Products t1361 ......................39

Product Sales Company [103]................4

Progressive Solutions Inc. [118]...........26

Redwood Empire U56l .............Cover IV

Siskiyou Forest Products [135].............39

Stockton Wholesale Lumber 11411.......U

Swan Secure Products [112] .................20

Talpx [102] ........Cover II-3

Tata Enterprises [142] ..........................44

Thunderbolt Wood Treating Co., Inc. 11281.............. ..............3s

TruWood-Collins Products [1201...28-29

United Pacific Forest Products U381...42

Van Arsdale-Harris Lumber Company tr261.......... Vandermeer

It's Privacy Plus, Redwood Empire's pre-built redwood fencing.

This stylish fence is loaded with no-fuss features. The solid, pre-built design saves time and money. Qrality materials are used throughout, from the tongue and groove redwood fenceboards to the industrial strength fasteners. The top lattice panel provides an extra degree of privacy. And everyone knows redwood keeps its good looks for years and years.

So, for fence without fuss - it's Privacy Plus.

6-foot fence panels

fence panels

. 8-foot chamfered posts

6-foot gates