Ily
Desire
$ids pfMidt Etddw Prudrcbt@s6n€sfre Eesl)
F$BLISHER Alan Oakes (aioakes@a0l.com)
PUBLISHER EIIER|TUS David Cutler
EDIIOR David Koenig (dkoenig@buiHing-products.com
ASSOCIATE EDFOR Karen Debatc (kdebats@building-producls.com)
CONTRIBI.'TING EDTTORS
Owight Curran, Carla WaBemar
AD SALES ITANAGER Chuck Casey (ccasey@building-producls.com)
CIRCULATPN HeatherKelly (hkelly@building-products.com)
ADI'II{ISTFATION I'IRECTOff$ECRETARY Marie Oakes (mfpoakes@aol.com)
Conlact our adyerfuing otllcos lor r8tos: WESI, lllDWEST, SOUIIIEASI: Chuck Casey, Newport Beach, Ca.; (949) 852-1990; Fax 949852-0231 ; Email ceasey@building-products.@m
NORTHEAST: Paul Mummolo, Brick, N.J.; (732) 899-8102; Fu 732-899-2758; Email pmummolo @aol.com
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ALAN OAKES publisher ajoakes@aol.com
As you travel around the U.S.A., you cannot help but notice how our national infrastructure is simply eroding away. I am sure every one of us can look at our own neighborhood, town and city and see how bad it is getting. What our local, city, regional and federal govemments spend is simply not enough to keep up with the crumbling bricks and mortar of our living environment.
Whatever youlook atour schools, roads, bridges, sewers, power grids, transit systems, parks, drinking water-is not getting the investment required to bring it up to our current needs. The long-term impact is that our quality of life is eroding, and the cost of catching up and replacing the patch mentality mindset we have today is only getting higher. At some point the piper has to be paid.
A recent survey by the American Society of Civil Engineers concluded the United States is falling apart, and gave a D grade-worse than the last report in 2001 which gave a D+ rating. Some of the findings included: for every $1 needed to be spent on our drinking water, only 10 cents is being spent; the number of unsafe dams has risen to 33Vo; fwding has been cut for waste water despite many of the older systems discharging untreated sewage; railroad capacity is increasingly limited, at a time when demand is increasing (as our industry is well aware); probably a quarter of our bridges are either obsolete or close to.
Yet it seems no one is talking about it. The whole issue is not only about the engineering issues or the money needed, it is about the social issues as our way of life and our health and safety are on the line. One of the issues most of us can identify with is how much time we spend in our cars getting to or from work or getting to
visit or deliver to customers. We are not only spending more time driving and less time with our families, but we are also using more fuel, creating other issues. A recent study suggested that here in Los Angeles, commuters are wasting $1,668 annually in excess fuel costs and lost time. My son does a minimum 2.5 hours each way to work that should barely take an hour. It does not matter what time of day or night, the freeways always seem choked up. In this report,TIVo of roads were seen to be in a poor or mediocre condition.
Our children are not only paying now with the increasing enrollment demands for our schools with lower quality education, but they will be the ones who will have to pay down the road, not unlike the social security issues they will also have to face in the future.
Now maybe we are not talking about it because we may understand what it will cost us to put these issues right. In fact, the cost for needed repairs and improvements over the next five years is estimated to be for every citizen (adult and children) about $1,000 annually until 2010. It really did not come up as an issue in the last election, probably because not one of us thinks we do not pay too much in taxes already. However, first of all one wonders how much of the current taxes we pay is wasted in ridiculous pork barrel schemes that could be put to better use. While I cynically believe that politicians are not likely to make the right choices, I am equally concerned about what happens if these issues are not taken care of and, from a selfish point of view, what would be the value to this industry if all the repairs and rebuilding that are needed actually took place. Maybe this is where our industry lobbyists should spend some of their time.
As the leading producer of glulam products in the U.S., Rosboro has once again responded to customer demand and is now offering a 24F 1.8E Treated Glulam.
Rosboro Treated Glulam is a24F glulam beam made from Southern Pine and treated to resist rot and decay. Installation is easy because the beam is straight, has no top or bottom, and is manufactured to match standard framing widths.
Treated with Permapost K-8
K-8 is an industrial wood preservative and water-repellent treatment containing solubized copper-8-quinolinolate, which provides chemical resistance to insects, decay, mold, mildew and bacterial growths. It is a clean, non-swelling, non-leaching, and non-corrosive treatment.
Treated Glulam not only resists rot and decay, but with simple precautions, it is easy to work with. In fact K-8 is low in toxicity to humans and is the only wood preservative approved by the U.S.
Food and Drug Administration as registered by the EPA for treatment of wood products that come in contact with foodstuffs.
Recommended Applications
Rosboro Treated Glulam is recommended for applications such as decks, porches, trellises, and balconies where the member may be directly exposed to the elements but will not reach the equilibrium moisture content level of 16%o (the threshold for wet-use). To learn more about dry vs. wet-use and specific restricted uses, visit the Rosboro website.
Available in Common Sizes
Lengths: 48 feet
Widths: 3 ll2" and 5 7116'
Depths: 9 ll2', ll 7 18', 14', 16" and 18"
Call
Llincreasingly are finding ways to make technology a larger-and more profitable-part of their business, from sales to merchandising.
Making shopping more convenient was the goal at Lowe's Web site, where more than 2,000 wood products are now available for purchase. Customers shop online from inventory at their local Lowe's, which then arranges delivery.
This means contractors can spend more time building, and sales reps can spend more time selling.
"Lumber in particular is one item that can be difficult for people to transport to their homes," said Bob Gfeller, senior v. p. of marketing and advertising. "Now, customers can order the wood they need and have the assurance those products can be delivered to their door."
Lumber was added as part of a continuing effort to make Lowe's Web site more user-friendly and to offer inspirational solutions for do-ityourself projects. In addition to the new lumber offerings, Lowes.com offers more than 20,000 products and 1,000 how-to projects online.
In its search for more effective merchandising, Home Depot partnered with SAS, a software provider in Cary, N.C., to develop revenue
optimization software that keeps track of pricing, promotion, and clearance decisions throughout the entire merchandise life cycle.
Currently, Home Depot collects merchandising information from various sources. According to SAS, the new software will streamline this operation and "retailers will no longer have to rely solely on gut instinct or historical analysis."
"We believe the SAS software platform will enable our merchanding operation to perform more efficiently and effectively," said Mark Healy, senior director of merchandising at the chain. He added that the software represents a single, comprehensive solution to making the right pricing decisions, while consolidating multiple applications with one software vendor.
At White Cap Construction
Supply, BuildSite LLC was chosen to consolidate product and technical information from more than 200 manufacturers on a single Web site. Both companies are based in Oakland, Ca. White Cap has tested the site successfully at its sales support center in Ontario, Ca. "Now, salespeople throughout our network will be able to quickly access information that is current and accurate, and easily provide it to customers," said Peter Wragg, major projects manager.
BuildSite is designed to reduce information overload and time-consuming research for contractors and the suppliers who serve them. The company's mission is to deliver products that help its customers "do what they signed up to do." This means contractors can spend more time building, and sales reps can spend more time selline.
II/HAT IF you built a deck and no one came? After all, Y Y a deck is a place to hang out, to have fun, and to sit and enjoy the company of ydur friends and family. The way it looks and feels is everything. Like your living room, family room, or kitchen, the ambiance can be the difference between a destination and a passageway to someplace else.
Move the place outdoors and now the question of durability and maintenance plays a large role in your choices of materials. What shall it be, composite? Which one? Wood? What kind of wood? It turns out that there are advances in coatings out there that make wood competitive with the maintenance of a composite. This is handy new information. What's the most important factor in choosing a deck? Is it aesthetics, is it uniqueness, is it architectural fit, or is it maintenance? For most. it is a combination of these and other factors.
Mahogany, in its various incarnations including red meranti and others along with tropical hardwoods such as cambara, ip6, etc., are strongly considered when choosing a decking option. They are also more available than ever which means the pricing is more advantageous than ever to the buver who. after all. reallv wants wood. The beautiful hardwoods are, in fact, less expensive than the composite imitations.
While composite decks have a place, they are presented as a virtual replica of that which they are essentially not, which is made of solid wood. Up close, there is no mistaking this fact. Composites cannot compare to the beauty of real wood. It is also worth examining how well these substrates compare with respect to maintenance. The answer might surprise.
But first, a brief history. Not many years ago, when asked what could be used to protect a hardwood deck, the answer was "not much." While products were available, there was not a good solution for the wood seller to apply a factory coat to ensure great protection prior to the sale of the material. Further elaboration to the customer always included comments about how decks are, by nature, maintenance items. They need attention every year. For those who like to let things go a bit, every two years is
sometimes okay if the deck is in the shade.
This answer didn't work well so the industry set about searching for products to prestain the decks. Companies such as Cabot. Penofin, Messmers and Duckback, to name a few, have produced successful penetrating oil-based stains for hardwood decks, often used to pre-finish the decking boards prior to installation. This represented the beginning of a solution. The advantage to the approach of pre-staining with these products is three-fold: (l) It protects the deck on day one of the install which is critical to the long-term quality of the material. (2) It coats the underside and sides of the decking which can be difficult or virtually impossible after the install. It's important to coat the underside to ensure stability and prevent cupping. And (3) It demonstrates to the builder and homeowner that coating the board is necessary and, in effect, explains how to do it. Today, Cabot has a new product called S.P.F., which is water-based and forms a film. Not long ago, we would have said, "You're asking for trouble using a film-forming finish on a deck." But this is a new technology that is advanced enough to allow use on damp wood and it won't peel like the old decking enamels. We can now dispense with the phrase, "What do you mean the painters are here, it rained yesterday." For the factory coating applicator, this coating, and I suspect there will be others, is used to create decking products that can last for several years without recoating.
Back to the question of comparing maintenance costs: A coating that simply wears away on a wooden deck in several years can be recoated on a Saturday morning. The same deck in composite form is often pressure-washed every spring, similarly using up a Saturday morning. Take a closer look at wood decking as a less expensive alternative to composite decking. Then, surprisingly, take a closer look at wood decking as a lower maintenance alter native. Hmmm. What's more, with the beautiful look of a prestained tropical hardwood deck, the fear of "if I build it, will they come" will go away. Unless of course, the beer's warm and the jokes are old, in which case, sadly, I can't help you
NORTHEAST dealers can acquire prestained hardwood decking from Boston Cedar.o The right product at the right place at the right time.
To learn more, contact us at 800-676-7777, or visit primesourcebp.com. PrimeSourceglobal reach, hometown service.
By Carla Waldemar
LTAMPA is the fastest-growing I \ community in Idaho, says Roger Kotter, who grew up there. He's seen the before and hastened the after.
Following graduation from college with honors and a two-year stint in South America, Roger opted to return. He already knew why hordes of Californians were following their MapQuest printouts in that direction, searching for a slower, saner pace of life.
The migration wasn't lost on Lowe's and Home Depot, either. A year ago they both invaded Nampa, a mile down the road from Stone Lumber Co., where Roger serves as president.
Sure, Stone lost some business to the boxes-the d-i-yers who dropped in for a paintbrush or a couple of bolts. But Roger's not worried. "They can squash the best yard in the beginning, but over time, they need to show a profit and can't sell below cost," he knows.
And he's more than happy with the strong pro business (75Vo and growing) that's always been Stone's mainstay. Maybe they might cherry-pick Lowe's for hardware, but they retum to Stone's for lumber and building materials, the backbone of any contractor's budget, where prices on those items are 25Vo lower than the boxes'.
Yet Stone doesn't depend on price as its ace in the hole. Armed with 32 expert employees, for whom "turnover" means stock, not people, Stone trumps the boxes big time. "Our customers need the knowledge we can offer vs. the box mentality, where you ask a question and the guy's eyes fog over as you distract him from thoughts of his next paid holiday."
In contrast, Stone's troopers walk the talk. "They've all built the stuff. And they're truly involved in every facet of a builder's business. They'll visit the jobsite and if they see something that isn't going to work, they'll tell him, 'You might think of trying this....' This is where we shine: We know what we're talking about and we partner with our pros," because that's where the bread is buttered: "The contractor is the salvation of our business," Roger knows full welland cares.
can squash the best yard in the beginning, but over time, they need to show a profit and can't sell below cost."
Word gets out. Builders come knocking, saying, "Company X didn't work out." Roger rises to the challenge: "Okay, we'll do a take-off at no charge and see if we can help you better."
The personal interest he takes in folks pays off, too. Roger likes to tell the story of a stranger who ambled in. "Just browsing," he said when Roger offered help. But Roger kept the conversation going. Three weeks later he was back with a blueprint and an order for the whole house. "Let me tell you something, Roger," the man explained. "I shopped every major yard in Idaho, and you're the only one who took an interest in me."
This practice drives as much busi-
ness Stone's way as it can handle, so the outfit doesn't go trolling: "We don't want to overbook the plane," Roger notes. "We want return clients, so it's not 'Hey, they're new, so we can take advantage of them.' Our philosophy's simple: Treat people honestly and fairly, as if you were them."
Ask Roger how he gets his staff to buy into his credo and he comes back with the usual sidebar stats: medical insurance, 401-k plan, profit-sharing bonuses, commissions.
Nice, very nice, but not the whole picture. "My greatest fault," he says, "is that I'm not strict enough; this isn't Camp Pendleton Induction Center. I'm a little more flexible than the average owner. If there's a marital problem, we'll work through it, not fire 'em on the spot. If they want to go to college, we'll work around their schedules. I always want people to better themselves," he documents, "the way I was able [to]."
A quick dip into Roger's work history, which has burnished his management style and capabilities. Remember the kid with the young wife, new baby and college degree? They'd seen the bright lights of the big city but preferred the stars above their home town. So Roger asked his father-in-law, Stone's owner-for whom he'd driven trucks in high school-about a job.
Salesman's clipboard, car allowance, nameplate on an office? Sorry. He was welcome to begin at the bottom (again) as a driver at$425 a month. Mulling over his prospects, Roger figured. "He's giving me a chance; I'll take it."
The older man must have seen a future in the kid, for that first Christmas he gave him a $2,000 bonus (right: four times his monthly
pay) and started advancing him through the ranks-inside sales, commodities buyer, on up the ropes.
Boot camp paid off. "Now if a truck driver phones in having trouble with the hydraulics, there's a good chance I can solve it because I'd been there," Roger states. "I'm a hands-on type guy: never ask somebody to do something-deliver sheetrock, whatever-that I'm not willing to do."
By the '80s, when the boss was ready to retire, his son, Monte Schlerf, and Roger bought the business. Today Monte oversees the administrative side and hardware department, while Roger manages the outside sales staff and lumber operations. "We work really well together," Roger declares, which is particularly fortunate because they're now related. Each man married the other's sister. "The kids are double cousins," the fellows laugh.
They've weathered the bad times along with the good. In 1994, arson struck-"the second-worst fire in the history of the city"-destroying the better part of the square block that Stone occupied. The next morning Roger met with employees, voicing his determination not to let anyone go ("The payroll," he admits, "presented a little bit of a challenge.") He called his wholesalers, arranging to buy units-not caseloads-of replacement lumber, and they helped out. Thanks to the SBA ("our lifeblood"), he secured a bank loan and started rebuilding, using employees' labor to keep them occupied.
The glass, it turns out, was half full. Stone had the opportunity to scout a new location. "After looking at eight sites, we came back to the most expensive," Roger has to laugh. "We put our homes on the block."
The risk paid off. "We're now on the most prominent street in Nampa. With 14,400 sq. ft., we've expanded our choices of material, added paint, power tools. We doubled our outside sales staff and bought more trucks (we now have 22 vehicles). The store is bright and clean and wide open, with a finished ceiling rather than exposed trusses like a Home Depotthe kind of a store that makes women customers feel comfortable. "
And Home Depot maybe not so comfy. "People have to drive past us to get to the boxes," Roger can smirk. Since those chains have come to town, Stone has remodeled its exterior, updated the landscaping, installed
an electronic sign in front and updated its Web site with an "Ask the Experts" page and links to brandname manufacturers. Presently the company is building another storage facility across the street.
Stone also has opened new avenues for partnering with its pros. "If they're featured in the Parade of Homes, we give them $1,000," Roger reports. "We also do TV ads for them, filming the insides of their homes. We just bought a Reader Board and use it for digital photos of their homes to honor a Builder of the Week: free advertising for them. And if a retail customer walks in and comes to realize he's in over his depth, we refer them directly to a builder. (This pays big dividends.) We work together. When you get too big to do that, you forget what got you there, and you're in trouble.
"We have no mid-management here-Monte and I run the show. There are no doors on our offices. We're doing $12 million a year and could get a whole lot bigger, but we're not after making multi-million dollars if it means that you have to look down at the ground when people walk toward you. We're fair and honest, and if something's wrong, we'll fix it.
"For instance," Roger demonstrates, "we did a duplex for a builder within $500 of the estimate. 'Can you do it again?' he asked us. This time he came back, saying we were $1,867 over. I wrote him a check on the spot, saying, 'You and I agreed on a price.' (Turned out his neighbor had 'bor-
rowed' some lumber and built a garage at our expense, but we kept our word. That's how we operate.)"
Roger's no softie; don't get him wrong. He's grown the business by keeping an astute eye on the bottom line. "I myself buy the larger items, the dimensional lumber, and I watch things closely," he indicates. "We have bid sheets for our outside salespeople, but I also give them latitude with a new customer, to be more aggressive and get the horse headed in our direction. Then, on his next house, once you've developed that trust, you can start a little higher. Now, many builders come to us and don't even ask for a quote; they know from the experience between us that we're honest." For such qualities and achievements, Roger was named Businessmen of the Year for the State of Idaho in 2000, resulting in a trip to Washington, D.C.
Roger reflects on his history. "Above all else, it's permitted my wife to stay home with our five children." None will carry the torch. "I chose not to transfer the business down the line; there's so much pressure on small businesses today. They're the endangered species, not the spotted owl," he exclaims. "Very few people can do startups anymore." Yet, Roger cannot imagine doing anything else. "It's been a great ride."
mon description of the field salesperson's modus operandi. In a misguided attempt to stay busy and see as many people as possible, too many salespeople subscribe to the theory that any activity is good activity.
There was a time when this was true. Customers had more time, sales was a simpler job, and any conversation with a prospect or customer was a good thing. But times have changed, and the job of the salesperson has become much more complex. The pressure on the salesperson to make good decisions about the effective use of his time has never been greater. Salespeople now must confront an overwhelming number of potential "things to do," and that requires them to make decisions about which customers in which to invest their time, to prioritize their activities every day, and to continually choose from a menu of possible activities. In other words, salespeople must now engage in strategic planning.
Not that this is new. There have always been salespeople who have regularly planned strategically for the effective use of their time. It's been a characteristic of superstar salespeople and highly effective sales forces. For that small percentage that do it instinctively, or are encouraged to do so by their management, it's as much a part of their routine as brushing their teeth in the morning.
Unfortunately, that describes the minority of salespeople and sales forces in the world. What was a practice of only the best has now become a requirement for everyone. Most salespeople have never been trained in the best practices, processes and disciplines that will set them apart from the pack. In this case, that means that most salespeople have never been exposed to the principles, processes
and disciplines of effective strategic planning.
Let's define our terms. A strategic plan is composed of a set of measurable goals, coupled with a list of the most important, most effective things you (or your company) can do to reach those goals. A strategic plan is not a detailed action plan. That comes later. The plan itself is often limited to two or three pages. The idea is to identify the highest and most effective priority; too much detail defeats the purpose.
Strategic planning is the process of thinking about yourjob (or your company) in such a way so as to develop your strategic plan.
Creating a strategic plan for your company always involves a dedicated chunk of time devoted to the process. So too for a strategic plan for a salesperson. Creating a strategic plan for your company always involves preparation and gathering the best minds in the company. So too for a salesperson's strategic plan-prepare and meld the ideas of the salesperson and his/her manager. Strategic planning for your company always involves the discipline to adhere to a formalized process. So too for a salesperson.
With your company, the creation of a strategic plan is often an energizing. inspiring event, from which everyone leaves optimistic and full of confidence, assured that they have identified the goals, plans and tasks that will bring them the best results. And that is exactly the benefit for a salesperson creating a strategic plan. Salespeople spring up out of the strategic planning process confident that they have identified the most effective focus for their action, that they have identified the highest priority activities. They emerge confident, focused and optimistic, ready to take on the world (or at least their customers) with renewed vigor.
How to so about it?
1. Set aside once ayear a significant amount of time dedicated to the task. I'd suggest at least a full day or two. The date of the planning session should reflect the salesperson's selling situation. Salespeople vary in their seasonal "busyness" depending on the industry to which they sell. For some, a time towards their end of their fiscal year might be in order, for others, a time at the end of their busy season. For most, a time around the Christmas holidays works best.
One of my clients brings all his salespeople into the office for a planning retreat once a year. In another, salespeople come together for an annual goal setting and strategy developing retreat. At this three-day event, they meet with their sales manager and create specific goals for the year. Then, together with the manager, they jointly develop the overall strategy for achieving those goals. If your company organizes such an event, good for you. If not, then you need to do it yourself.
2. r'lno a space where you can work virtually unintemrpted. This may take some creativity. I doubt if it's your company office. It may be your home if you have a room in which you can seal yourself. One year, I was one of two people responsible for leading an organization. The two of us drove to a state park, climbed in the back of my old conversion van, and worked in the back ofthe van all day long.
3. Gather the materials you'll need: all your account folders, account profiles, your company's goals for the year, information about key products, services, or categories, computer print-outs of last year's sales, maps of your geographical territory, and anything else you may want to review.
4. I--"rt" yourself in the process. For the duration of the planning, don't
do anything else other than emergency tasks. You want to focus your thinking on the strategic decisions you'll be making. Any intemrption will disrupt your thinking.
5. Fo"ur on what you are going to produce in this planning event-the output or result of your efforts. You are going to create these things:
A set of sales goals for your territory.
A well-defined ABC analysis of your customers and prospects.
. Individual goals and strategic plans for each of your key (A) accounts.
A basic territory plan.
Sounds arduous, and it is. But when you spend disciplined, focused time thinking about these things in detail, you'll find it to be much easier than it looks. You will prepare the best, most effective plans that you are capable of, freeing you to implement effectively when you are in the field.
Later in the year, you won't be tempted to head out on Monday morning without a clear plan in mind, because you have spent this time formulating the plan. And when the press of customer problems and inquiries threatens to overwhelm you and force you into becoming too reactive, you'11 be held on track by the goals and plans created in your planning discipline.
Consider each of these four outcomes of your planning retreat:
l. A set of sales goals for your territory.
Your work should lead you to a series of sales goals for your territory. In order to get there, you must first determine the categories of goals that you are going to create. It may be that you work for a company that has already determined this, like my clients described above. If so, good for you. If not, then it will be up to you to determine your own set of categories. Depending on your unique set of products and services and your company's emphasis, you may create goals for the most frequently used categories:
. Total sales
Total gross margin
Number of units
Total sales per product category (dollars, gross margin, or units) for each of several categories of product or service that you sell.
Goals for new accounts.
This is just a list of the most common sales goals. You can have a virtually unlimited variety of goals. The categories of goals are up to you, your company, and your manager.
I advise no more than five categories. Remember, one reason you create goals is to help focus your energies on the most important issues, thus becoming more effective. More than five goals defeat that purpose. Too many goals cause you to diffuse your energies, not focus them.
Let's illustrate. Assume that I sell sophisticated cleaning equipment and supplies to three different market segments: manufacturers, school systems, and shopping malls. My product line consists of a series of heavy-duty floor cleaning machines and the associated supplies used by those machines. I select the following categories to create goals:
Total sales.
. Total number of cleaning machines
Total number of Superscrubbers, our new, high{ech machines.
Number of new accounts.
Total sales of supplies (as opposed to equipment).
After determining which categories to focus on, you next need to create specific numbers for each. This is where the art comes in. You consider your company's goals, you consider your understanding of what the market is doing, you factor in your best understanding of what your competitors are doing, and you consider your customers' situations and yours. Out of this comes your best attempt to predict a result that will cause you to stretch, but not be unreasonable.
I prefer to look at each account individually, think about it, and derermine its likely contribution to each of the categories. Examine each account, analyze the potential, consider your situation, and set a realistic goal. Go on to the next account and do the same. Then compile each of the numbers from the specific accounts, and presto! You have an annual number. Back to the example. Say we've come up with a set of annual goals like this:
r Total sales = $1,765,000
Total number of cleaning machines = 7l
Total number of Superscrubbers
=16
Number of new accounts = l0
Total sales = $1 million
2. A well-defined ABC analysis of your customers and prospects.
One of the most important exercises is determining in which accounts you want to invest the bulk of your sales time. Too many salespeople become very reactive in their decisions, responding to whoever happens to be on the other end of the phone. Others find themselves in a route-type rut, mindlessly traversing their sales territory out of habit.
The cure to both of these is to strategize about each account's potential and rank each by its potential. Grade each prospect and customer as "A" (highest potential), "B" (medium potential), or "C" (low potential).
3. Indiuiduul goals and strategic plans for each key (A) account.
If you are in the kind of selling position where you are attempting to sell more to certain key accounts, then you need to create specific, monthly strategic plans for each of those key accounts. For now, let's assume that you have prioritized your accounts.
In the typical sales territory,5OVo to 80Vo of your business is going to come from A accounts. That means these accounts warrant special attention, special preparation, and special thought. Apply the disciplines we have already discussed to your A accounts (i.e., create annual sales goals for each A account, and think about how you are going to do that, one account at a time).
4. A basic plan for your territory.
You have, at this point, decided what you want to do (your goals), with whom you want to do it (ABC categories), and how (key account plans).
Now, it's time to put it all together in an implementation plan-how you will use your sales time. Where are you going to be on Monday? How will you manage that trip to the outer reaches of your territory? When will you schedule office time? Lay out your basic schedule of how you will travel your territory. Make sure you focus your time and attention on A accounts, and that you work in time for the achievement of all your goals.
This annual exercise will guide you to the most effective use of your time and keep you focused on activities that bring the greatest result.
- Dave Kahle, "The Growth Coach," is a sales consultant, trainer and author of six books, including Ten Secrets of Time Management for Salespeople. Reach him at (800) 33 1 - 1 287 : www.davekahle.com.
Montana Ace Hardware opened its 5th location April 1, a 25,000sq. ft. store in Kalispell, Mt.; Stu and Meg Weis, owners; Don Pearce, general mgr. ...
Frontier Building Supply, Friday Harbor, Wa., has closed its retail operations and laid off 8 workers, but will continue as a point of distribution for deliveries from its store in Anacortes, Wa.
Canby Ace Hardware, Canby, Or., will open this summer in a 15,000-sq. ft. building that previously housed an Ace Hardware until three years ago
True Value, Glenwood Springs, Co., is losing its lease and, unable to find a suitable new location, will likely close its 26,000-sq. ft. store by Jan. I
84 Lumber Co. this summer anticipates opening a 34,550-sq. ft. store and 19,200-sq. ft. components manufacturing plant on 20 acres in Chandler, Az.; a 12,000sq. ft. store and 16,800-sq. ft. component plant on 20.13 acres in Post Falls, Id.; a 48,000-sq. ft. store on 9.71 acres in Tucson. Az.. and an 11.36-acre, 105,600-sq. ft. truss plant on the 23.96-acre site of its store in Sacramento, Ca. ...
F ergus on Ent erpri s e s, Stockton, Ca., received a lO-year lease for a 120,000-sq. ft. building and 30 acres from the Port of Stockton ..
Home Depot opened a new store March 31 in Payson, Az.; made a bid to buy land in Tooele, Ut.; received approval to build stores in Phoenix, Az., and Ceres, Ca.; applied to add another store in Salem, Or.; withdrew plans to build in La Mirada, Ca., due to local opposition, and had workers evacuated at a store in San Diego, Ca., after a forklift driven by an employee broke a natural gas line leading to an overhead heater
Lawe's Cos. has broken ground on a 116,000-sq. ft. store in Apple Valley, Ca.; received approval to
build new stores in Torrance, Ca., and Kent, Wa.; expects a 4th quarter 2005 opening in Longmont, Co., and is scouting sites in Turlock. Ca. ...
Building Materials Holding Corp., San Francisco, Ca., has acquired a majority interest in Tucson and Phoenix, Az., atea installer Riggs Plumbing, LLC through its wholly owned subsidiary BMC Construction,Inc.
Cooley Industries subsidiary Cooley Reload, Phoenix, Az, has opened a 9-acre, Union Pacificserved reload facility serving the Southwest with rail capacity handling up to twelve 81' cars; Dean Cooley, president; Jeff Pappe, yard mgr....
Orgill has opened a 500,000-sq. ft. Southwest regional DC in Hurricane, Ut. -its first warehouse west of the Mississippi River; the facility could be expanded as large as 800,000 sq. ft.
Cascade Capital, Tacoma, Wa., has leased 3 acres across the street from its current location for expansion, particularly of EWP
Jeld-Wen, Klamath Falls, Or., has temporarily laid off 43 employees to retool its Everett, Wa., door plant from producing softwood doors to higher end custom hardwood products ...
Lester Shingle, Sweet Home, Or., rebuilt and reopened its mill that was damaged by arson fire last September ...
Louisiana-Pacific Corp. is permanently shuttering its OSB plant in Malakwa, B.C., and its longidled facility in Woodland, Me,, and agreed to sell its pine mill in Gwinn, Mi., to Potlatch Corp., Spokane, Wa. ...
P ennsylvania Lumbermens Mutual Insurance Co. is now doing business in Arizona, Colorado, Nevada. New Mexico and Utah
Gorman Bros. Ltd., Westbank, 8.C., added three new dry kilns for a total of 2l
Canfor Corp., Vancouver, 8.C., completed the sale of its Fort St. James sawmill and related tenures to Pope & Talbot Inc., Portland, 0r.. and the sale of its sawmill in Slocan, B.C., to Springer Creek Forest Products Ltd. ...
Sierra- P acific Industries sold two tracts of forestland along the American River and near Barker Pass totalling over 1,000 acres to the Tahoe National Forest ...
PIum Creek Timber Co., Seattle, Wa., agreed to buy roughly 56,000 acres of timberland in Florida from Greif, Inc. subsidiary Soterra LLC for $90 million
Advantage Busine s s Computer Systems acquired the distribution systems business of Versyss Com' mercial Systems; Advantage has taken over the employees, client portfolio and contracts through a wholly owned subsidiary, Versyss Data Systems ...
Progressive Solutions Inc. has sold its 50th bisTrack system, reportedly making bisTrack the fastest growing business software solution for building materials dealers and distributors ...
National Association of Home Builders is pulling its 2007 and 2008 conventions out of Atlanta, Ga., explaining that its show has outgrown the city
BMD, Galt, Ca., is now exclusive Ca. distributor for Jager IJoist and is carrying Ainsworth's Durastrand flooring and Therma' strand radiant barrier ... BMD was recognized for sales performance in2A04by GRK Fasteners ,..
New site: Morgan Creek Forest Products, Healdsburg, Ca., www. morgancreekforestproducts.com
Anniversaries: Goodman Build' ing Supply, Mill Valley, Ca., 50th ... Redhill Forest Products,HaYden Lake, Id., 10th ...
Housing starts in March (latest figures) declined lSVo to an annual rate of 1.837 million single family starts fell I4Vo,with multifamily down 3l%o ... permits slipped 4Vo ... starts were off I2.7Vo in the West.
innovative railing system allows you to simply place the 6'wide panel into the pre-engineered rail slots. rail slots, seven glass panels. lt's that easy.
Listings are often submitted months in advance. Always verifu dntes and locations with sponsor before making plans to attend.
North Cascade Hoo.Hoo Club - May 13, golf tournament, Eaglemont Golf Course, Mount Vernon, Wa.; (425) 259-3836.
National Hoo-Hoo-Ette Convention - May 13-15, Kings Inn Hotel, San Diego, Ca.; (714) 256-5830.
Woodworking Show - May 13-15, Neal S. Blaisdell Center, Honolulu, Hi.; (800) 826-8257.
Do It Best Corp. - May 14-17, spring market, Indianapolis, (2r9)'748-5300.
American Wood Preservers' Association - May 15-17, annual meeting, New Orleans, La.; (800) 356-1974.
North American Building Material Distribution AssociationMay 15-17, convention, Portsmouth, Va.; (888) 747-7862.
Lumber Association of California & Nevada - May 16-18, mill & forest tour, Arcata, Ca.; (800) 266-4344.
National Hardware Show - May 17-19, Las Vegas Convention Center, Las Vegas, Nv.; (847) 605-1025.
Los Angeles Hardwood Lumberman's Club - May 19, ladies night, Fullerton, Ca; (323)'l 23-9856.
Portland Hoo-Hoo Club - May 20-2l,regional mini-conference, Portland, Or.; (253) 796-7155.
Forest Products Society - May 23-25, international composites conference, Madison, Wi.; (608) 231-1361.
PCBC - May 3l-June 3, San Francisco, Ca.; (916) 443-7933.
Global Forest & Paper Summit - June 1-2, Westin Bayshore Resort & Marina, Vancouver, B.C.; (800) 274-6097.
Elmia Wood - June 1-4, Jonkoping, Sweden; (301) 838-9385.
Best Practices in Communications Forum: Wood Products & Forests - June 2-3, Westin Bayshore Resort & Marina, Vancouver, B.C.; (800) 274-6097.
Lumber Association of California & Nevada - June 2-3, strategic planning session, Resort at Squaw Creek, Olympic Valley, Ca.; (800) 266-4344.
Willamette Valley Hoo-Hoo Club - June 3, annual golf tourney, Springfield Country Club, Springfield, Or.; (541) 484-6144.
Kitchen Cabinet Manufacturers Association - June 5-8, annual convention, Colorado Springs, Co.; (703) 264-1690.
National Association of Wholesale.Distributors - June 5-10, management course, Columbus, Oh.; (202) 872-0885.
Oregon State University - June 6-7, plywood manufacturing course, Corvallis, Or.; (541) 73'7-2329.
Intertribal Timber Council - June 6-9, annual timber symposium, Radisson Hotel, Visalia, Ca.; (503) 282-4296.
Tacoma Olympia Hoo-Hoo Club - June 7, past presidents night & elections, Tacoma Elk Club, Tacoma, Wa.; (206) 399-0002.
National Lawn & Garden Show -June 7-9, Donald E. Stephens Convention Center, Chicago, Il.; (888) 316-0226.
Lumber Association of California & Nevada - June 9, golf tournament, Rancho Solano Golf Club, Fairfield, Ca.; (800) 266-4344.
Los Angeles Hardwood Lumberman's Club - June 9, election night, Maggie's Pub, Santa Fe Springs, Ca; (323) 723-9856.
National Oak Flooring Manufacturers Association - June 912, summer meeting, Paradise Point Resort, San Diego, Ca.; (901) 526-5016.
Seattle Hoo-Hoo Club - June 10, annual golf tournament, Snoqualmie, Wa.; (253) 796-7155.
Western Wood Preservers Institute - June 12-13, summer retreat, Jackson Hole, Wy.; (800)729-9663.
Mountain States Lumber & Building Material Dealers Association - June 14, golf tournament, Eagle Isleta Golf Course, Albuquerque, N.M.; (303) 793-0859.
Manufactured to provide high tensile, torque and shear strength with threads and points that bite instantly into the material (including hardwood), reducing splitting. Our round head with built-in washer head has no sharp edges while the added shoulder has the ability to center the screw in pre-drilled hardware like hinges and connector plates. No need to drill a pilot hole.
Lumber Association of California & Nevada hosted its annual Legislative Day March 30 in Sacramento.
The 30 members who attended visited legislators and listened to talks by Juli Broyles of the California Chamber of Commerce and Mike Prosio from the Labor & Workforce Development Agency. The day ended with a reception co-hosted by LACN, California Forestry Association, American Forest & Paper Association, and other allied groups.
LACN will host its annual Associates/Dealer Golf Tournament June 9 at Rancho Solano Golf Club. Fairfield, Ca.
Mountain States Lumber & Building Material Dealers is sponsoring a golf tournament June 14 at the Isleta Eagle Golf Course in Albuquerque, N.M.
Proceeds of the event will benefit local charities and fund educational programs.
Western Building Material Association honored Chinook Lumber, Snohomish, Wa., as its 2004 Distinguished Dealer of the Year. Lumber Products, Tualatin, Or., was honored as 2004 Supplier of the Year.
WBMA's headquarters in Olympia, Wa., will be the site of an insurance trustee meeting May 2O and an executive committee meeting May 21.
Western Hardwood Association will hold its 50th annual meeting June 25-2'7 at the Sunriver Resort. Sunriver. Or.
The itinerary includes business meetings and presentations on such topics as the Healthy Forest Initiative, the Hardwood Federation, alder refor-
estation, and East Coast hardwood issues.
A golf tournament is set for June 26. Other nearby attractions and activities include a marina, whitewater rafting, guided mountain biking, horseback riding, fishing, and guided outdoor tours.
Material Dealers & Suppliers is a newly formed association based in Brandon, Ms., to represent independent building material dealers and suppliers. Organizers include Bob Hellenthal and Lamar Buffington. A 36-member board of directors (12 each from the association, suppliers and dealers) will have equal votes and govern the organization. Two meetings will be held annually, and dues for all members are fixed at $4,500 a year.
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How can I be sure that the lumber I buy comes from a sustainably managed forest?
If you buy North American lumber, there are many reasons to feel confident that it comes from a sustainably managed forest-first and foremost, because North American forests cover about the same area of land as they did 100 years ago.
There's also the multitude of forestry and conservation laws designed to protect the long-term health of the resource. There's the fact that the United States and Canada work closely with the international community to advance ecosystem research and use the information to improve forest policy and practices.
For those who want added assurance, there's also the current trend toward sustainable forest certification. In the U.S. and Canada, about 225 million acres have been independently certified, which is equivalent to more than twice the size of Califomia.
To be certified, companies undergo independent audits. Among other things, they're required to demonstrate how they protect soil and water, conserve biodiversity, and maintain wildlife habitat. They also have to show that they're harvesting less wood than the forest can regenerate, which is, of course, critical.
It's interesting that forest certification becomes increasingly necessary the farther you get away from an actual forest. In forest communities such as the one I grew up in, people are
logically more aware of the efforts that go into forest management-the surveying, the planning, public consultation, regeneration, tendingmany of which are eclipsed by harvesting in the minds of people elsewhere. Those who live close by see for themselves that North America forests are vast and growing, that foresters are committed to sustainability, and that sustainability means more than simply planting trees.
In other countries and even some U.S. cities, people have little idea of the laws that exist to ensure forest sustainability-or they don't believe the laws are being followed. It's up to forest companies to prove themselves; certification allows them to do that.
As a sensible environmentalist, I find the abundance of forests in this country gives me confidence in the laws that govern forest sustainability. I support certification, however, as a way to encourage continuous improvement and show people around the world that North Americans take seriously their role as responsible forest stewards.
- Dr. Moore has been a leader of the environmental movement for more than 30 years. Send questions to patrick@sensib le e nv iro nme nta I i st.c om.
Armed with state-of-the-art technology, Kelleher has invested in a wide array of new marketing tools and strategies to help our partners succeed. Come see what keeps Kelleher the benchmark in the industry.
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See our new marketing tools such as a website based product catalog, online installation PDF's, collateral materials and look for our new catalog launching in Summer 2005.
Desert Lumber, Las Vegas, Nv., has acquired an RV park in Pahrump, Nv., to convert into a full-service, contractor-oriented lumberyard.
The company gave trailer park residents until May l5-more than two months-to find a new home. Trailers remaining after the deadline will be moved off the property, allowing construction to begin soon after.
Co-owner Dale Eggers hopes construction will be complete by the third quarter of 2005, but admitted a fourth quarter opening was more realistic.
Terry Ono founded the company in 1989 and l0 years later sold it to Crown Pacific, which renamed it Alliance Lumber. Eggers and Ono bought the firm last year and restored the Desert Lumber name.
Looking for opportunities to further expand into the Northwest after buying three mills from Crown Pacific last year, Interfor Pacific has agreed to acquire Floragon Forest Products by May 31.
The subsidiary of International Forest Products, Vancouver, B.C., will pay $50 million for the Molalla,
Or., stud mill-plus a bonus if the facility hits certain profit levels in the next year. In 2004, Floragon had $91.5 million in sales and production of 220 million bd. ft.
Floragon has invested over $8 million to upgrade the plant and turn it into one of the nation's highest producing stud mills.
With the addition of Floragon, Interfor will become the world's 12th largest lumber producer with 35Vo of its output from the U.S.
Floragon's principals-Ben Beddingfield, v.p. Rick Schaefer, and sales manager Howard "Lefty" Page -are expected to continue managing the Molalla mill. Three silent partners will not stay on. Interfor also agreed to hire all215 Floragon employees.
Residents in Ketchikan. Ak.. are frantically try to raise funds to purchase part of a 4,800-acre old growth forest before it can be logged.
The landowner. the Alaska Mental Health Trust Authority, has been selectively harvesting old growth timber behind the former pulp mill town and next wants to clear-cut most of the Leask Lakes parcel. The trust is
in a hurry to log the old growth timber since sawmills increasingly are retooling to handle smaller, second growth logs. "The industry is moving to the next generation," said acting executive director Wendy Woolf.
A consultant retained by the trust predicted that the market for old growth timber from Southeast Alaska would probably evaporate in three to five years.
"That market is coming to an end," said Doug Campbell. senior resource manager for the trust. "Knowing that, we moved forward to do asset management planning, and we're moving forward with that."
The coalition of homeowners had hoped to raise $1.5 million to purchase several hundred acres that abutted two lakes and a salmon stream. Then, in March, trust officials informed the group that, because of its fiduciary duty to maximize revenue for its beneficiaries, it would only sell all 4,800 acres together and only after it was logged.
Campbell estimated the property to be worth $10 million to $13 million as is or $3 million after logging.
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Since it uses Microsoft@ technologies, bisTrack is easyto use, support and scale to your needs. Plus, it's interoperable with any Windows@-based software including the Officeo suite, reporting packages such as Crystal Reports@, and financial packages such as Creat Plains@.
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Stock Building Supply is partnering with sister company Ferguson in Anchorage, Ak., to open a new lumberyard-the first of many steps to introduce and expand Stock into the Anchorage market.
Stock will offer lumber and building materials, with Ferguson providing plumbing and HVAC supplies.
"The Anchorage location is an excellent opportunity for both Stock and Ferguson to offer our products
North Pacific Group, Inc., Portland, Or., has integrated nearly all of its businesses-including Landmark Building Products, Rancho Cucamonga, Ca.-under one name, North Pacific.
Other subsidiaries now known as North Pacific include Saxonville USA, Delta Forest Products, Allen Timber, and Schultz, Snyder & Steele.
Staff, locations and product lines have not changed. All Web sites were merged into www.northpacif-
together in a 'whole house' solution where we have already established a presence," said Stock executive v.p. Gary Robinette. "And we also are excited to have a 'local' introduce Stock to the Anchorage community and look forward to the relationships and business that will be developed."
The "local" connection is location manager Brandon Ray, an Anchorage native who has worked at Stock yards in Utah since 1996.
Raleigh, N.C.-based Stock now
ic.com and email addresses now end with @northpacific.com.
"Uniting all businesses under one name leverages the ownership of North Pacific and strengthens our position in the markets we serve," said NorPac c.e.o. Jay Ross. "What will not change is our ability to respond quickly and make deci sions locally to the benefit of our customers and suppliers."
Founded in 1948, NorPac is one of the largest distributors in the U.S., reaching $1.5 billion in sales annuallv.
operates more than 238 locations in 27 states, with sales of $3.6 billion in fisca|2004.
The tree farms subsidiary of Port Blakely Co., Seattle, Wa., has acquired Pacific Lumber & Shipping, Seatttle, to assist with lumber sales in the Pacific Rim.
Port Blakely Tree Farms owns and manages forestland in Oregon and Washington. The company was founded in 1864 and has 100 employees, according to c.e.o. and president Jim Warjone.
Pacific Lumber & Shipping is a log export and forest products company with operations in Longview and Olympia, Wa., and Vancouver, B.C. The company has more than 30 years of marketing experience in Pacific Rim countries.
Pacific will operate as an independent company and retain its l2 employees, including c.e.o. and president Jerry Weed.
"This acquisition will help ensure an increasingly competitive market for high-quality timber exports throughout the Pacific Rim," said Warjone.
LP's Gang-Lam laminated veneer lumber is a vast improvement over solid wood beams. Problems that naturally occur as solid sawn lumber dries - twisting, splitting, checking, crowning and warping - are greatly reduced. And pound for pound, Gang-Lam LVL has more loadcarrying capacity than solid sawn lumber. The result: a building material that is more reliable, more useable and higher-performing than traditional lumber. Plus, unlike anything available with traditional lumber, Gang-Lam LVL is backed by LP's limited lifetime warranty. For more information on LP Gang-Lam LVL, including component design review services for your designs using LP Engineered Wood Products, contact 1.800.999.9105 or visit the LP web site at www.lpcorp.com.
Days after receiving additional delays in its attempts to harvest its timberlands (at right), Pacific Lumber Co. announced plans to permanently shutter its sawmill in Fortuna, Ca., citing the unpredictable log supply.
The mill will close June 30-60 days after l0l employees were handed notice of the action. Some of those laid off could be offered jobs this summer once an expansion is complete at PRt-co's Scotia, Ca., mill. Eighteen to 20 new positions should be created-or more, if Palco can ensure a more stable log supply.
Earlier this year, Palco agreed to sell the 7S-acre site to a shopping center developer, but had intended to continue running the mill for several more years, until the retail mall project received all necessary approvals.
Last spring, Pnlco's Carlotta mill closed and Fortuna laid off 38 workers and reassigned I I others.
An early morning fire destroyed the retail contents of Lumbermens, Sedona, Az., but firemen were able to save the store's lumberyard.
Also spared were delivery trucks
The California state water resources board ordered Pllco to halt logging in the Freshwater Creek and Elk River watersheds.
Recently, the board agreed to let Pnt-co cut up to 50Vo of the annual 1,100-acre harvest limit (see April, p. 34).However, complaints were received o'about flooding damage to proper-ty and significant impacts on water quality and fisheries resulting from runoff of dirt and debris from Pelco sites." Environmentalists then petitioned to stop the logging.
The stay will remain in effect at least until the next hearing in June.
Robert E. Manne, P,lt-co presi-
that made their regular early morning deliveries. No injuries were reported.
The April 2l blaze was fueled by high winds and store contents such as fuels and paints, which made it unsafe for firefighters to enter the building. "The fire was so advanced when firefighters arrived that we had no choice but to go defensive," said fire captain Mike Rauton. "The potential for a roof collapse was very high."
dent and c,e.o., expressed disap' pointment that the board mads "a seemingly arbitrary decision that creates even more uncertainty for our company, our employees, and our future." He insisted the 140year-old company is an industry leader in environmentally sensitive forest management and science.
"These harvest plans had already been approved by the state and federal agencies who oversee our forest management plans," said Manne. "Now, their decision is invalidated by one individual from the state water board. We think this sends a terrible message t0 the newly appointed board."
Firefighters remained into the night, dealing with "multiple hot spots underneath the debris. The walls are steel and very heavy, causing us to peel them away to get at the fires," said fire inspector Gary Johnson.
The store had no sprinkler system. "The building was totally destroyed and probably will mean a multi-million-dollar loss." said Johnson. The fire's cause is under investisation.
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Owens & Hurst Lumber. Eureka. Mt., will permanently shutter its sawmill May 31, unless a sale to a hardwood importer and manufacturer based in the East goes through.
Planer operations are scheduled to halt at the end of August, when all mill equipment will be auctioned off (see Feb., p.22).
Jim Hurst, co-owner and mill manager, said the sale "would be good for the community." In discussions with the possible buyer, however, he has been "brutally honest about the nature of the wood products business in the state of Montana."
Even if a buyer is found, Hurst intends to close the plant so workers can qualify for federal training and relocation benefits. "I am going to terminate all employees so if indeed there is a buyout, some employees can go their own way with these programs. Most people I talk to want to stay here," he said. "I think some of them want to be retrained and start a business here."
Importing enough wood to keep the mill working would be crucial to the sale, said Hurst. "We're always
exporting something from this state," he said. "Here, you would be importing a raw material and doing something with it to export it out of state. That would be pretty novel for Montana."
Although competition from other countries has harmed business, he blames environmentalists and the "dysfunctional and leaderless" U.S. Forest Service for inadequate timber sales at the nearby Kootenai National Forest. "It used to be a good thing to be surrounded by national forest," said Hurst. "But not anymore."
When Hurst and a partner bought the mill 25 years ago, annual timber sales from Kootenai totaled close to 200 million bd. ft. The volume in recent years has fallen below 60 million bd. ft. and is mostly lower-quality dead wood. But the main problem, Hurst said, is how unpredictable the timber supply has become.
"They are entirely right," agreed Bob Castaneda, supervisor at Kootenai National Forest. "The ideal situation is for us to be able to provide a steady amount of timber. We can do our part on that, but if timber sales are held up
"The lumber market can literally change minute by minute. It's unimaginable for our customers."
- Rick Lierz, ownerlgeneral manager, Franklin Building Supply, Boise, Id.
by litigation, then it's out of our control and it's in the courts' hands."
Reducing timber sales is necessary to give timberland a rest from overzealous logging, maintains the Missoula, Mt.-based Ecology Center. "If we want to preserve old-growth forests and wildlife habitat, the slowdown in logging on federal lands is inevitable," said the center's JeffJuel.
With 90 employees and a $3.6 million gross payroll last year, Owens & Hurst was Eureka's largest employer. According to the Montana Wood Products Association, 22 mills or manufacturing plants have closed in Montana since 1990.
For more information call: l-866-372-9663
All-Coast Forest Products, Cloverdale, Ca., opened new remanufacturing mills in Cloverdale and Englewood, Co, that upgrade its existing operations in these areas.
"With all-new equipment and expanded capacity, the new plants dramatically increase the service value, product quality and responsiveness we're able to provide our customers," said president and c.e.o. Kent Bond.
The new 55,000-sq. ft. mill in Cloverdale replaces a plant that began operations in the 1950s. It produces finished mill products for decking,
siding, paneling, fascia and trim.
The expanded plant in Englewood will give the company additional capability for timber remanufacturing closer to its customers in the area. "Until now, most of our solid sawn timber has been shipped from the West Coast," said Bond. "Now, we can more efficiently meet the needs of our customers with this more centrally located facility."
Worker At Yard Electrocuted
A 39-year-old man was electrocuted while pouring concrete at Springdale Lumber, Springdale, Wa., on
April 6, according to Jack Le Bret, Stevens County deputy chief coroner.
Gary D. Martindale, who worked for Colville Valley Concrete Co., was standing on the ground and touching the back of a boom truck when the boom touched a high-voltage wire. He died at the scene. No one else was injured in the incident, said Le Bret.
Springdale Lumber is a speciality cutting sawmill north of Spokane. Facilities include a dry kiln, planer mill, and BNSF rail service. The company produces small to medium-sized timbers from Douglas and white fir.
Environmentalists are suing the U.S. Forest Service to block logging in 5,839 acres burned in July 2002 in Oregon's Malheur National Forest.
As stated in the lawsuit, the federal agency "has decided to log 'dying trees' in the Easy Fire Recovery Project that are, in fact, alive and well." The court action was initiated by Forest Service Employees for Environmental Ethics, Eugene, Or., which says that allowing logging in recovering forests is a violation of environmental laws.
According to many environmental groups, forest fires are part of the natural life cycle of forests and rejuvenate forests by recycling forest nutrients, creating food and habitat for wildlife, deterring unwanted weeds, and thinning stands of trees.
In contrast, the lumber industry believes that logging in burned areas actually helps the recovery of forests, wildlife habitats, and watersheds. It also help satisfy the increasing demand for wood products both in the U.S. and abroad.
When you choose AinsworthEngineered OSB with its distinctive Turquoise edge, you're getting more than just a color.
You're getting what's inside-the very best in engineered wood products from a company known for over half a century for exceptional quality and service.
With the Fall 2004 purchase of Potlatch's three 05B plants in Minnesota, the yellow-branded OXBoard you once saw now carries the Ainsworth name and the Turquoise edge plus a whole lot more. Customers throughout North America and abroad count on Ainsworth for industry-leading product standards and for timely service tailored to their needs.
Look for the Turquoise edge-the mark of quality in OS8.
Keith Brown Building Materials, Salem, Or., has been certified by the Forest Stewardship Council chain-ofcustody program.
The FSC maintains globally recognized standards for forest conservation and certifies companies whose lumber meets stringent environmental, social and economic provisions. By demonstating their commitment to these standards, Keith Brown can now offer chain-of-custody "green" building products.
"We want to educate our customers and offer the environmentally friendly option of FSC-certified lumber products," said Phil Cox, v.p.-operations.
ItErr*ef o ffiFno'.frry1-r${fr-ffffifflf,lUflr{ilrWffil'1iffiiiC'fi+-'ilisfir€r}Bhid{i'ffiir6'#*drlril{ffii*rl[S,# # l brond of trim, AZEK Trimboords siord oul becouse of fhe beoufy, workotility ond dumbiliV of our complele llno of lrim, beodboord. shoels, comerbcards ond milhrodr. Any wsy you look of if, AZEK Trimboord meons f
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Researchers from the College of Forestry at Oregon State University, Corvallis, have developed soy-based, formaldehyde-free adhesives they claim could revolutionize the wood products industry and have important environmental and economic benefits.
The research has already resulted in three pending patents. The first commercial application of the adhesive is at Columbia Forest Products, Eugene, Or., where it is being used to make decorative veneer-core and hardwood plywood panels.
"This new adhesive provides a cost-competitive solution to increasing moisture resistance without urea formaldehyde," said v.p. of sales and marketing Ed Woods. He said that Columbia currently produces formaldehyde-free panels in two of its facilities and plans a complete conversion in one year.
The research is based on the observations of Kaichang Li, an OSU assistant professor who noticed how mussels cling tenaciously to rocks despite being pounded by ocean waves.
"I was amazed at the ability of these small mollusks to attach themselves so strongly to rocks," said Li,
who is an expert in wood chemistry and adhesives in the Department of Wood Science and Engineering. "I didn't know of any other type of adhesive that could work this well in water and withstand so much force."
The secret, Li discovered, was an unusual protein combination in the tenacles of mussels that allows them to attach themselves to rocks and other surfaces under water.
"Clearly, the mussels have evolved with the ability to make this protein so they can cling to rocks despite wave forces," Li said. The mussel protein is a superior adhesive, but is not readily available. Soy beans have a protein that can be adapted for this purpose and are widely grown in the U.S.
Soy protein is inexpensive and renewable, but it lacks the unique amino acid that provides adhesive properties. Li's research group was able to add these amino acids to soy protein and make it work like a mussel-protein adhesive. Then they began to develop other strong and waterresistant wood adhesives from renewable natural materials using mussel protein as a model.
The new wood adhesives are made
from natural resources such as soy flour and lignin. They could replace the formaldehyde-based wood adhesives used to make some composite products such as plywood, OSB, particleboard, and laminated veneer lumber products.
One of these patented adhesives is cost-competitive with commonly used urea-formaldehyde resin, researchers say, but does not use formaldehyde or other toxic chemicals. Formaldehyde fumes are associated with some health problems, including eye and throat irritation, and has been shown to be a human carcinogen.
The other key advantage of the new adhesives is their superior strength and water resistance. "The plywood we make with this adhesive can be boiled for several hours and the adhesive holds as strong as ever," Li said. "Plywood bonded with urea-formaldehyde resins could never do that."
More than $2 billion a year is spent on wood adhesives in the forest products industry in the U.S. and Canada.
"Based on the successful commercial application of our adhesives, the wood adhesive industry and wood products industry are going to see some major changes in the next few years," Li predicted.
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GeoDeck is a premium grade product offering Traditional, Tongue & Groove, and Heavy-Duty Commercial grade boards with matching railing.
Available in Cedar, Driftwood, and Mahogany, only GeoDeck is made with Biodac', a patented ingredient that makes CeoDeck virtually fade resistant.
GeoDeck is r0o/o lighter than solid composite boards. That makes for easier handling, transport and installation. No painting or sealing is ever required.
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Mount Vernon Building Supply, Mount Vernon, Wa., is the prime building material supplier for a multimillion dollar resort hotel being built in North Korea.
Located in a free-trade zone in communist North Korea, the building site is leased to South Korean interests. "It's defintely an unusual situation," said Kevin Kok, co-owner of Mount Vernon. "They are developing this lavish destination resort, sort of like what you would find in Whistler."
Mount Vernon learned of the project through the Evergreen Building Products Association, which links U.S. manufacturers and product dealers with customers overseas-particularly in Asia.
As a test of their reliability, a Seattle architect of Korean descent asked Mount Vernon to pack and deliver all the components for 1,800sq. ft. house in Korea. When everything went well, Kok and his partners were asked to participate in the 100room hotel project.
"Asian customers work on trust and mainly by word-of-mouth from other developers," said co-owner Ed Gegen.
"With companies like ours, they get the attention to detail they demand. We hand-pack every container and triple check it. We rarely make even a small mistake."
So far, Mount Vernon has shipped l0 containers to get the project started. Future containers will be filled with "everything they need, front to back, on this project," said Kok. He then will fly to Korea to review the project.
Kok and his partners estimate that foreign customers, including ones in Japan and Guam, account for l5Vo of the store's business-and the market is steadily growing. "Once you've proven yourself, you have a customer for life," said Gegen.
A vandal who knows how to operate heavy machinery caused more than $200,000 in damage at a future Home Depot site in Anchorage, Ak.
A large front-end loader was used on April 5 to push other large equipment into a pile in the middle of the gutted structure, which used to house a Kmart. The vandal then crashed the loader through the wall of the build-
The Merchant welcomes your comments. Please write to Editor, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660; Fat 949-852023 l, or dkoenig@building-products.com.
In response to "Fighting Back" (Letters, April, p.36), I suggest a more appropriate caption would read, "Throwing in the Towel." I cannot imagine any local merchants want to be involved in a price war with the big boxes, much less initiate one.
Consumers will pay more for expertise, but when price is their only concern, they know where to go.
Stephen Ondich
Atlas Lumber Co. 13575 Benson Ave. Chino, Ca.9l7l0
ing, causing structural damage.
Anchorage police are investigating if the vandal had a grudge against the contractor, Alaska Frontier Services. Only equipment owned or leased by the contractor was damaged.
A beoutilul deck doesn't hqve to be o chore. If you build with TimberTech, you won't hqve to worry obout stoining, seoling, pointing, splintering or ony of the other heqdaches qssocioted with wood decks. So, iI you'd rqther be enjoying yoursell, qsk for the best. Ask for TimberTech.
For more inlormation, pleose visit wwwtimbertech.com.
It's hard not to realize the benefits of supplying Canfor MSR. For starters, it's manufactured with the latest technology and carefully kiln-dried for straightness and quality. Then it's stress-free. Because Canfor MSR is made from Western SPF, it's especially easy to work with. Easy to handle. Easy to cut. And overall, easy on your customer's machines. So supply a higher level of lumber-'and take some stress out of your customer's business. '",,,; W'lV. fl
DIVERSITY of tile roofing available led association to chanqe its name.
The Roof Tile Institute has changed its name to the Tile Roofing Institute to better reflect the association's new mission and industry objectives.
The 3O-year-old nonprofit association was established to support the advancement of the tile roofing industry. Until recently, membership was mainly comprised of tile roofing manufacturers and related producers. To extend its reach, the association now welcomes associate members such as importers, suppliers, distributors and contractors.
"Now that we've expanded our membership base, more industry professionals can take advantage of our technical support," said Rick Olson, technical director for the institute. "The Institute has published installation manuals for moderate climate, cold weather, and high wind. Our next step is to develop installation training programs that allow roofers throughout North America to take advantage of this expertise."
The association also updated its Web site and created a contractor database that matches prospective customers with contractors in their area. New educational programs focus on educating architects, builders, code officials, and consumers about the advantages of tile roofing.
"Many consumers relate a tile roof to Spanish architecture, but the colors and styles available now can reflect a wide variety of designs," said Charles McGrath, TRI's managing director. "Concrete and clay tile roof systems are durable, provide weather and fire resistance, and come in a range of colors and profiles that add beauty as well as long-term value."
Six employees and four customers were held at gunpoint during a robbery of Ace Hardware, Suisun City, Ca.
No shots were fired nor were any injuries reported, although the victims said they were roughed up.
Minutes after Ace opened at 8 a.m. April 7, two men wearing ski masks and armed with handguns stormed the store, took an undisclosed amount of money from the cash registers, and fled through the front doors.
Police are searching for the two suspects.
John Myer has been promoted to retail sales mgr. and Keri Thurston to corporate door & millwork sales mgr. at Lumber Products, Tualatin, Or. Trace Cunningham succeeds Thurston as branch mgr. in Salt Lake City, Ut. Welt Lowry is now assistant mgr. in Salt Lake, and Robert Cleland is now branch mgr. in Las Vegas, Nv.
Cameron Caudill was named general mgr. of Lane Stanton Vance Lumber Co., City of Industry, Ca.
Chris Liga has been promoted to mgr. of Farr's True Value Hardware, Coquille, Or.
Richard C. Wininger has been named v.p.-western timberlands for Weyerhaeuser, Federal Way, Wa. Janice Walston and Darlene Mclntyre will shift from plywood to lumber sales when Weyco relocates western plywood mill sales to Hot Springs, Ar., May 2.
Nick Elardo, Western Woods Inc., has relocated his sales office to Hollister, Ca.
Scott Whitmore has been promoted to v.p. of marketing for Jeld-Wen's window group, Klamath Falls, Or.
Ben Tripp is new to the sales staff at Tripp Lumber, Missoula, Mt,
Millard Meeks, ex-Collins Pine Co., is a new account mgr. for Capital Lumber Co., Healdsburg, Ca. In Chino, Ca., Ed Brown, ex-Weyco, is now assistant division mgr. and Shayne Fitzpatrick, ex-Universal, is a new account rep.
Jorge Espinoza has been promoted to regional v.p. of 84 Lumber Co.'s western region. David Cochran is now v.p. of Southwest store operations, overseeing regions including the West.
Ken Osborn, ex-Sierra Pacific, has joined Boston Pacific, Redding, Ca.
Rick Putnam has retired after 2L years with American International Forest Products, Portland, Or.
Ken Bronson, ex-Jasper Wood Products, now specializes in joinery and pattern stock sales at Stora Enso Timber U.S., Portland, Or.
Edward Clessas, Portland, Or., is new to sales for New South Cos.
Jeff Herrmann, ex-Allied Building Products, has joined GeorgiaPacific subsidiary G-P Gypsum as a commercial roofing mgr. for DensDeck roofing products, covering the Pacific Northwest. He is based in Tacoma, Wa., and succeeds Dan Caruth, who is now western commercial roofing mgr., based in Northern California.
Perry Williams, ex-Weldwood of Canada, is now a buyer at Taiga Forest Products, Burnaby, B.C.
Ralph Bruno has been appointed president of Azek Trimboards.
William Barber, ex-Trans-Pacific Trading, has joined International Forest Products, Vancouver, B.C., as sales mgr.
Dave Goulette has been promoted to president of Fypon.
Dave Meyer was promoted to senior v.p.-international & paint at Ace Hardware Corp. Bill Bauman, v.p. of retail support, will direct operations for the entire retail support center system. Dan Prochaska was named v.p.-supply chain. Art McGivern was promoted to senior v.p.-general counsel.
Charles E. Bunch, president and c.e.o.. PPG Industries. Inc., will become chairman when Raymond W. LeBoeuf retires July l.
Eric L. Butler has been named v.p. and general mgr.-industrial products for Union Pacific., overseeing subsidiary Union Pacific Distribution Services. He succeeds Greg Barbe, who has resigned.
Lorne Rogers, ex-Canfor, is the new sales coordinator at Brink Forest Products, Prince George, B.C.
Howard Deck, CertainTeed Corp., has been named chairman of the North American Insulation Manufacturers Association's board of governors and executive committee. Other new committee chairs include John Libonati, Owens Corning, government affairs; Ken Gould, Owens Corning, regllatory affairs & legal; Janis Reynolds, CertainTeed, HSPP; Tom Newton, CertainTeed, communications; Jeff Brisley, Knauf Insulation, fiberglass; Trent Ogilvie, Roxul, Inc., rock & slag wool; Jeff Juzaitis, CertainTeed, metal building; Renee Chesler, CertainTeed, air handling; Eric Nilsson, CertainTeed, building insulation, and George Phelps, commercial & industrial.
David E. Griffith, Modern Group Ltd., was elected to the board of the National Association of Wholesaler-Distributors' Distribution Research & Education Foundation. Brent Grover, Evergreen Consulting, was named a DREF Fellow, and J. Michael Marks, Indian River Consulting, will serye a second four-year term as a Fellow.
David Weyerhaeuser, Northwest Hardwoods, Federal Way, Wa., was elected to the board of directors and the executive committee of the Hardwood Manufacturers Association.
Jeff Peitzmeier was named Employee of the Month at Meek's Lumber & Hardware, Redding, Ca.
Given Hassel is the new customer service mgr. at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.
Milgard Windows, Tacoma, Wa., plans to build a new 300,000-sq. ft. manufacturing plant on a 44-acre par cel in Surprise, Az. Expected cost is nearly $36 million.
Some 150 employees are expected to be hired for the 24-hour operation, to produce window and door frame components used for assembly at other Milgard plants. The company's plant in Tempe, Az., will continue to manufacture windows and patio doors for local markets.
Milgard is owned by Masco.
Timber harvesting will begin this summer in the Hinkle Creek Paired Watershed Study, a l0-year research project that hopes to determine the relationship between timber production and protection of Oregon's fisheries and aquatic habitat.
The College of Forestry at Oregon State University has been collecting data for four years to provide a background understanding of all aspects of the habitat before timber harvesting begins. The site-last logged around 1950-is owned by Roseburg Forest Products.
"Forest management and timber
harvesting in today's second-growth forest stands are quite different than in the past," said Arne Skaugset, the project's lead scientist and associate professor of forest engineering at OSU. "However, many assumptions regarding their environmental impacts are still based on studies that were carried out in the 1960s."
"For decades there have been improvements in forest practices, scientific advances, new road construction techniques, a move toward logging of young or small diameter trees, and the use of harvesting equipment that has a much smaller environmental footprint," said Skaugset.
With many fish becoming threatened or endangered, there is a strong need to protect fisheries and aquatic habitat in Oregon. However, the forest sector is also critical, generating 85,000 jobs and more than $12 billion annually to the state economY. The study hopes to answer questions regarding the protection of headwater streams during timber harvest. These very small streams don't suPPort a fishery, but can influence water quality downstream.
The stakes are very high, said Hal Salwasser, dean of OSU's College of Forestry. "It's imperative to protect
water quality and fisheries, but we must have a body of field science to know what is really needed,"
Salwasser said. "Continued pressure to move forest rules beyond the state-ofthe-science has the potential to cause needless loss of private property value and productive land base."
"Current Oregon forest practices regulations don't require buffers on headwater streams during timber harvesting," said OSU's Steve Tesch. "However, when the Oregon Plan for Salmon & Watersheds was formulated, it identified a need for better knowledge about the functioning of this part of the watershed ecosystem."
The Oregon Board of ForestrY is considering an update to riparian protection rules, including the need for protection of headwater streams during harvesting. While results from the Hinkle Creek study will not be available in time to inform the current discussion, the goal of studies like this is to anticipate emerging policy questions and work to strengthen the scientific foundation for Oregon forest practice regulations.
If researchers can obtain funding, they plan to expand research to at least two other sites with different geology, climate, and terrain characteristics.
. Gonfirm that the preservative retention and penetration in the wood is in compliance with AWPA standards and/or Building Code specifications, Without third-party inspection, treated wood may not comply with applicable building codes.
. Ensure that the preservative used is EPA approved. Without certification of third-party inspection, wood may not have been treated in compliance with federal law.
. Are a requirement of most treatedwood warranties, Without third-party inspection, most treated wood warranties are null and void.
. Certify that treated wood will provide long-term pedormance. Without third-party inspection, retailers and consumers may not be getting what they paid for"
lf your treated-wood supplier does not participate in an Alsc-accredited program, you should be asking them WHY?
*For more information on ALSC and third-party accreditation programs, visit www.alsc.org
The Future For Treated Wood."
The Oregon Department of Forestry has signed a $60,000 contract with the nonprofit Pinchot Institute for Conservation to determine whether all forests in the state-private, state and federal-could be environmentally certified.
Certification could be used as a selling point, setting Oregon's timber apart by officially recognizing the state's Forest Practices Act and other environmental laws. By regulating logging on both public and private lands. officials believe these statewide regulations mandate many of the same requirements as certification.
A voluntary state-wide certification program would help even small landowners enjoy the benefits of certification at lower cost.
"It's not being driven by regulation; it's being driven by the marketplace," said Rick Fletcher, an Oregon State University forester. "You could say we've done the right thing for people and we've done the right thing for the environment as far as laws," said Fletcher. "But we haven't done the
right thing to make ourselves competitive in the marketplace."
Large retailers such as Home DePot and Lowe's like the green image of certified lumber, as do other large timber buyers. Officials believe that if private landowners can sell their timber more profitably, they won't be tempted to replace their forests with housing or other development.
Oregon was the first state to enact forest practices law. but environmentalists say the rules don't do enough to protect wildlife and water quality and are less stringent than similar rules in California and Washington. The timber industry maintains that Oregon's standards are tougher than elsewhere in the U.S. and the world.
State officials hope to identify how state rules compare with certification requirements. If the state rules fall short, said forester Marvin Brown, the state might help landowners who want to meet the higher standards and become certified.
Oregon's industrial forests are already certified by an industry pro-
gram called the Sustainable Forestry Initiative. Environmental groups prefer the Forest Stewardship Council's stricter certification Program. Participation in either program can be costly, since landowners must pay for outside assessments of individual forest properties. Plus, Oregon officials want a statewide approach.
Officials are looking at the Programme for the Endorsement of Forest Certification, which was developed in Europe. One of the fastest growing certification programs in the world, PEFC requires environmentally sustainable practices that protect wildlife, prevent erosion, and support local communities. Forests in 18 countries have met these standards and can use the PEFC logo on their wood.
The question is whether PEFC would certify forests in a state rather than an entire countrY, said David Morman, forest resources Planning program director at the Oregon Department of Forestry. The main goal, he said, is to gain recognition for Oregon forest practices.
"In many parts of the world," Morman said, "forest certification is part of the way of doing business and to a great extent is expected."
NEW BUSINESS intelligence application analyzes critical data to allow users to make smart, inlormed decisions, in less time, and ultimately become more orofitable.
Successfully selling lumber and building products on a wholesale level requires far more than understanding what products are moving and why. So that's just the beginning of the insight into their business that companies are finding with DMSi's new business intelligence application.
Blnformed provides powerful analytics that allow users to gather, disseminate, and analyze critical business data. Among other key business indicators, customers are able to
drill down into sales, inventory, accounts receivable, and credit information instantly.
"This is fascinating technology," said Cal German, president of DMSi, which partnered with QlikTech to create the application. "To be able to so quickly view business information from every conceivable angle and zero in on answers to business performance questions is simply incredible. Blnformed makes early detection of business trends very easy and provides our customers with a tool that will lead to better and more timely strategic response to changes occurring throughout their businesses."
Because of the product variety and high volume transactional nature of the business, most companies are buried in information. The ability to easily aggregate and present data in a way that leads to timely, informed decisions offers a competitive advantage over companies that rely on cumbersome reports and spreadsheets for business analysis'
Arctic Builders, Anchorage, Ak., is already seeing the benefits of using Blnformed. By adding Blnformed to their use of Agility, their users are able to review sales force metrics, new product orders, and identify business operation issues. Blnformed has enabled Arctic Builders to interact with important data quickly and easily, giving them a competitive advantage.
"With Blnformed, what used to take hours or more now takes minutes," said Jeff Wasson, system manager for Arctic Builders. "For managers to do their jobs well, they need accurate information quickly. Blnformed gives us a macro view of our business data in virtually minutes, and allows us to make the proactive decisions required to run our business more efficiently and cost-effectively."
Blnformed includes three analysis applications that were designed around the large number ofproducts and high volume transactional data that building materials distributors encounter each day; Blnformed Sales Analysis, Blnformed Accounts Receivable Analysis, and Blnformed Inventory Analysis. Using the QlikView platform, DMSi software was able to develop these applications quickly, and provide a visually compelling, easy-to-use interface, which requires virtually no training for end users. In addition to the applications provided, the Qlikview platform allows customers to quickly and easily build custom Blnformed applications.
Thanks to its rugged, UV-stabilized polypropylene and hardwood fiber construction, we can offer the most comprehensive warranty in the business.
CorrectDeck@is stronger, stiffer and lighter. It resists scratching. It's less slippery and cooler under foot than other composites. Plus, our Signature line features the revolutionary Correct-TY Hidden Fastener Systern that can cut installation time almost in half.
For a lasting reputation, choose CorrectDeck.
IOES your workplace suffer from Lf a senerational rift? If vou're like the mafority of companies, ih" -r*". is yes. However, today's pressing concern is no longer "how to manage the Generation X crowd." With the Gen X'ers now entering managerial roles, today's biggest concern is how these new young managers can effectively lead people their parents' age.
According to the U.S. Department of Labor, the number of workers ages 20-34 in the managerial category increased from 4.8 million in 1994 to 5.2 million last year. And the rank of young supervisors is expected to continue to swell as the 52.4 million peo-
ple who compose Generation X assume managerial roles.
At no time in American history have so many different generations with such diversity in worldviews and work philosophies been asked to team up and work together. One of the keys to understanding the generational differences that exist is to know what the four different generations are and some of the basic values each group holds.
Zemke, Raines and Filipczak, authors of Generations at Work, define the four generations working together as:
VeteransThis group was born
between 1922 and 1943 and includes about 52 million people. As one of the older generations, these people prefer face-to-face interactions with supervisors over email or voice mail, and they place a strong emphasis on teamwork.
Baby BoomersThis group was born between 1943 and 1960 and includes abott 73.2 million people. They were born during or after World War II and raised in an era of extreme optimism, opportunity, and progress. Most Baby Boomers grew up in twoparent households with safe schools, job security, and post-war prosperity.
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ooking to nail down a better siding product, from a more reliable supplier, with a smarter solution? You'll find all the options you need, with all the quality and the performance you demand, in the PacSide" line of siding from Pacific Wood Laminates.
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(Continued from page 52)
Like the Veterans, they prefer face-toface communication and value teamwork over individual achievement.
Generation X'ersThis group was born between 1960 and 1980 and includes about 52.4 million people. They were born after the Baby Boomers into a rapidly changing social climate and economic recession, including Asian competition. They grew up with both parents working, rising divorce rates, downsizing, and the dawn of the high-tech and information ages. At work, they can be fiercely independent, like to be in control, and want fast feedback.
Generation NextersThis group was born between 1980 and 2000 and includes about 69.7 million people. They were born of Baby Boomer and early Ceneration X parents into our current high-tech, neo-optimistic times. They are the youngest workers, but they represent the most technologically adept. They are fast learners and tend to be impatient.
Knowing and understanding the differences between the generations of people you work with is essential
Ask
because the interdependent nature of work today cannot succeed with the underlying tension of intergenerational conflict.
With the continual rise of younger workers managing older workers, the young workers need to learn how to effectively manage their older employees. Young managers can use the following tips to avoid a disconnect and miscommunication with their older employees and gain their respect:
As a young manager, you need to be aware of what issues will upset your older employees. For example, if you have a Gen X'er and a Veteran vying for the same promotion, and the younger employee gets it, the older employee will be upset. He or she will feel that the company wasn't loyal to him or her. While the older workers realize that the younger workers may have excellent degrees, they question whether the younger staff knows what they're doing.
When this happens, ask your older employees how they are feeling. Don't say, "I understand how you feel," because they believe you cannot possi-
bly understand how they're feeling. Also understand that older workers may be resentful of you because you're making more money today than they did their first 20 years of working. However, by encouraging them to express their feelings, you'll forge a greater understanding and respect between the generations.
t Z, Realize that change is harder for older workers.
Older workers may be very set in their ways and resistant to change. For example, they may have trouble if you implement new systems or ask them to use new technology they're not familiar with. To help them get over this, explain the "why" of doing things. By explaining "why" you need them to do something a certain way, you open up the lines of communication. Use this open communication as a way to reap the benefits of the insight your older employees can offer.
3. Understand and use the older workerts preferred communication style.
As a young manager who grew up
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Kiln Dried Port Orford Cedor. 45o/" slronger thon redwood ond equolly decoy resisloni. A tough softwood with o unique look ond color. Excellent for decking, poneling ond siding.
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Mossorondubo (oko Brozilion Redwoodl, onother exolic hordwood thot hos mony of the some mechonicol properties os IPE'. This beouliful K/D, reddish-brown wood resembles oll-heort redwood ond is guoron' teed for 25 yeors.
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Red Bolou (MongorisrM), o kiln-dried Mohogony hordwood from Indonesio, provides on economicol cleor K/D decking moteriol with o 20 yeor worronty.
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This plontotion grown Europeon pine hos o dense ring count ond contoins noturol resins thol offer o noturol resistonce to the elements, similor to Doug Fir. Offering sidings, boords ond potlerns-primed using o 2-coot syslem.
We hove o lorqe seleclion ol deck otcessories (boluslers, hqndroils, posls, fimbersifoscio, elc.l in inventory for oll species reody lo com' jrlele ony commerriol or residentiol prolecf.
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(Continued from page 54 )
with the technology of computers, you probably prefer to communicate via email. However, your older employees prefer face-to-face communication. Older workers tend to view email as cold and not very relationship-oriented. So regularly schedule face-to-face meetings with your older employees.
Also, when you need to give them feedback, get up from your desk and walk over to them to give it. Or, pick up the phone and call them. The more human contact you give them, the more respect they'll have for you.
As a manager, you should be coachable and able to take information from your older employees without feeling threatened by them. Think of your older employees as internal consultants. Realize that they are valuable assets to your company because of their many years of experience.
As a member of one of the younger generations, you probably prefer to be
appreciated rather than recognized. You are satisfied with a "Thank you" or acknowledgement for something you did. However, your older employees will want recognition. They want an outward sign of your appreciation, such as a plaque or an "Employee of the Month" award rather than a simple "Thank you" or "Job well done." When you give your older employees the recognition they deserve, they will be very grateful. t O. Know your stuff. Knowledge doesn't only come from book smarts. It also comes from experience. You have to work harder to appear knowledgeable to your older employees because they don't think you have enough experience. Knowledge is also one of the keys to creating trust. People respect people they like, but more important, they respect people they trust. Regardless of age, you always want to know that your boss is trustworthy. So work on building that trust between yourself and all of your employees.
,f , Ask great questions. Don't be afraid to say you don't know something. Always be open to
asking your older employees questions. When you ask questions, they will be less likely to think of you as an "arrogant, know-it-all kid." Also, when you ask questions, ask openended ones rather than yes or no questions. Use the magic of three's. For example, you could ask, "What are the three biggest challenges you are facing with this task?" Not only do you open the lines of communication, but you also show that you care about how they are doing on the job.
As a young manager, you need to know and understand the differences in the values and beliefs of the older generations. Knowing how to manage older employees will help you reduce the intergenerational conflict within your company, thus improving working conditions and productivity. As a result, you will gain a greater respect for your older employees, and they will gain a greater respect for you as their manager.
- Ray Pelletier, CSP, founder and president of The Pelletier Group, is a business speaker and author of the upcoming book, It's All About Service. Reach him at (800) 662-4625.
CPR's full family of products ofier any option you might need for deck finishing or construction repair. CPR is a uniquely crafted super high4uality line of products made simply to keep your deck investment lookng its very best for years to oome.
DECK COATING This ooatirg resfores rclor to weathercd nmposite decking while tnlping to pmted the sl,lirface t?orn sfains. Available in 7 Colorc.
. AEROSOL Designed forfad, easy touc/ t-upMARKER The* heavily pigmented markers ofrer supfior cpverage and hidiry tu toudt-up rcpairc.
EPOXY REPAIR PUTTY CPR repair pW fro'sexellentepory
cfiarac{orts0cs vvhen ffiing srrew holes, saw cnts,gouges aN ofrlelr nperirs.
TOUGH-UP POWDER Stlfpr ftrtc., grottnd pigtlwtt &ts tw @lar nlaiffiing vdtur usirB tie CPR ReoeilrPvW.
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For Prcdrc[ lsrfionndon : GOll-Z*il*8SI5
Mect Cap Strano, a sales rcpresentative specializing in nranufactr-rred housing building matcrials and cleraler relations. He is oner of 860 empkryeeowners of North Pacific and is onc of the nranv reasons our customcrs and suppliers choose to kecp rvorking rvith us.
For many ycars, Landnrark Building Products has been an integral part of North Pacific's busincss. Serving Southern California anci Arizona with building matcrials alrcl industrial r,vooci proclucts, they havc built a solid reputation for nreeting r.'our needs.
Now, Landmark and our other conrp.rnies, like Sc.hultz, Sn;,clc'r & Steele, Saxonville, Allen Timbcr ancl Dclta Forest Proclr-rcts, are changing thcir namcs to North Pacific. Y<rLr'll still r'vorl< with the same gre;rt pcople offerirrg the s.rme u,iclu ranBc of proclucts and serrvices. Thev rvill continuc to responrl cluic'kly and m.rkc decisions localll,to \,our benefit. The onlv changc you'll notic'c is the nanre.
North Pacific. Taking care of you and your business.
EI'AVE you ever felt like you have lltoo much to do and not enough time to do it? Or maybe you've heard your employees complain about being overworked? Perhaps your company is struggling just to maintain its standing, let alone grow? If these situations sound familiar, then your organization may not be focused on its highest priorities.
What are a company's highest priorities? They are the things that really make a difference for your company-the things that make the biggest impact on your bottom line and the results you want to achieve, whether those are results are keeping quality people or increasing sales growth. When organizations don't focus on their highest priorities, they often
experience higher operating costs and higher levels of employee dissatisfaction.
For example, if the employees spend their time and energy on things that don't matter to the company's overall success, then soon they all feel overworked and ask for more staff and time off. This runs up the cost of doing business. Plus, people flock to places where they perceive they can make the greatest difference and contribute the highest value. When managers "make" work and ask people to do things that don't impact the organization, then people stop caring about their jobs. So when employees don't see the point in their responsibilities or no longer feel challenged, then they start looking for a job where they
can make a difference.
But when your organization focuses on the highest priorities, then the employees won't feel overworked. They'll feel confident about putting the other, non-priority things aside, and they'll always contribute value. You can use the following tips for focusing your organization and employees on the highest priorities.
1. Guth"t input from all levels
Your company's priorities will be in accordance with the c.e.o.'s personal and professional visions for the organization. And while the upper level managers set the goals, you need to keep information coming from
(Please turn to page 60)
( C ontinued from page 5 8 ) below. Otherwise when you say you want to see eight percent growth, everyone else in your organization may think you're crazy. You will have no hope for achieving it if you've never done it before. So be reasonable, and don't determine your priorities without leaving the comfort of your penthouse office.
To maintain focus on the top priorities. you must make sure everyone in the organization can relate to them. In other words, they must be more specific than general. For example, simply saying that we need to increase our customer satisfaction rating won't get all two thousand of your employees focused on a goal. But saying that you want to boost your customer satisfaction rate by five percent within three months will.
Also, don't strive for too many goals at one time. Limit your list to three to five priorities so everyone in your organization knows what is most important.
People often confuse budget setting with priority setting. However, the concepts should remain separate. When you tie your priorities to the budget, people start marrying them. Then you end up with people worried about numbers and not thinking about what they're doing and how their actions impact the organization. So keep in mind, setting priorities is not about budgeting; setting priorities is planning your actions from a strategic standpoint.
Also, keep your language simple so everyone can understand it. For example, "get 20 new clients" is easier understood than "sustain customer growth and ensure a lUvo growth."
When your language is simple, no one will doubt what you mean.
The communication lines must work both ways. For example, the senior managers communicate their priorities and the overall progress to the people under them, who relay that information to the people under them, all the way through the organization. And conversely, the people at the
lowest levels communicate their perceptions and challenges to their managers, who take that information to their supervisors. Communication must cascade all the way down and all the way up.
When you determine your organization's priorities and the actions that will support them, take time to evaluate your strengths and weaknesses. Consider any challenges you may have. Where will you experience resistance? What will be easy?
Look at who can help you overcome your weaknesses. Many times, you'll need support from outside your organization, perhaps alliances or friends in other organizations. And again, you must communicate these challenges throughout the company. But really focus on the essence of what is important.
Once you know your highest priorities, then you need to determine the tasks that will make them happen. For example. if your priority is to grow at a rate of eight percent this year, what actions will get you to that goal? Perhaps contacting more customers or improving customer service satisfaction rates are objectives that will help your organization grow by 87o. When everything you do focuses on those objectives that support that 87o growth, then all your actions will be geared toward achieving your highest priority. And if your action doesn't support the highest priorities, then you probably shouldn't be doing it.
Focusing on your highest priorities will require some amount of evaluation. For example, if your goal is to get l0 new clients, then you may need to evaluate 40 or 50 possible clients to get the 10 you need. So when you look at each opportunity, you need to consider your probability of getting that client. Do you know the client? Do they know you? Do you know specifically what their needs are? Do you have the talent to solve their problems?
If you look at each prospect, consider the probability of making him/her a client, and find the probability is high, then everything you do to get that client becomes worth it. But
(Please turn to page 62)
Interior fire-retardant lumber & plywood
Exterior fire-retardant lumber & plywood
Stocking llistributors
ARIZONA
Boise (Phoenix) 800.289.9663
Cooley Foresf Produds (Phoenix) 800.223.51l4
londmoft Produds (Phoenix) 800.647.67 47
CALIFORNIA
Abel Building Moteriols (Stockton) 800.848.5545
Boise (Rivenide) 800.648.91 l6
londmork Producls (Ro ncho Cuco mongo) 800.647 .67 47
Redwood Empire (Morgon Hill) 800.S00.5609
Redwood Empire (Temeculo) 800.743.6991
IDAHO
Boise (Boise) 800.635.6854
IIIONTANA
Boise (Billings) 800.548.7020
OREGON
lumber Products (Tuolotin) 800.926.71 03
Coos Heod Foresl Produds (Coos Boy) 800.872.3388
UTAH
Boise (solr L0ke tity) 800.562.2443
WASHINGTON
Boise (Woodinville) 800.391.3887
Boise (Spokone) 800.541.0529
Boise (Voncouver/Yokimo) 800.62 1.8896
ilanulactured By
Weyerhaeuser Co., Federal Way, Wa., has introduced Plan/A, a portfolio of concrete forming products and valueadded services for construction projects.
Plan/A includes a variety of concrete finishing options. including ChoiceForm Panels, Engineered Lumber, and products like rebar, steel construction stakes, and remesh from partner manufacturers.
Technical representatives at Weyerhaeuser customer service centers can provide technical and engineering problem-solving skills as needed, assistance when selecting components and transporting to multiple job sites, and arrange just-in-time delivery.
(
Continued.from page 60 )
you need to look at all the things that make that opportunity something worth going after.
You should determine your organization's highest priorities once a year. Then review your progress three or four times a year. If you do it more than that, your employees will end up hating it. And if you review your progress less than that, you won't be able to stay on track.
Employees and managers are often overwhelmed by the huge wave of tasks and objectives that need to be done, and people usually operate under the assumption that whoever is screaming the loudest gets the highest priority. But in reality, the person screaming the loudest may not really be the most important to the organization's overall success.
When you use these eight tips to focus on the highest priorities, then you're not incurring more costs or doing things that don't matter; you're improving the way your business runs. And the better your business runs, the more your profits increase.
Distributors Association held its annual meeting April 24-26 atthe Mauna Lani Bay Resort on the Big lsland of Hawaii. (1) Patrick & Eileen Moore, Chris Mongrain. (2)Jefl & Jaynie Wirkkala. (3) Dianne & Larry Knox. (4) Mike Hathaway, Pierrette Oakes. (5) Matt, Deanne, Sally & Joe Long. (6) Lindsay, Kaitllyn, Rick, Dian & Ricky Bunoughs. (7) Pete & Diana Hall, Lacey Adams, Craig Hall. (8) Suzanne & Jim Price. (9) Mark, Rebecca a ff xnovitrien. (10)Alan a Pierreite Oakes. (11)
Kayla & Jim Frost, (12) Chris & Doug Madsen. (13)
Connie & Fred Smales. (14) Randy & Marty Porter. (15) Rick & Marvelea Enloe. (16) Linda & Joe
Somerville. (17) Mark Barford, Brent McOlendon. (18)
Cameron, Kyle, Rebecca & Katy Caudill. (19) Jim, Samantha & Shirlev Cadwell.
Winlife, a new Microsoft Windows product from Computer Management Systems, Inc., is designed to launch companies into e-commerce.
coordinate with EverGrain decking.
- Please contact (800) 405-0546 or v is it ww.ev er grain.c om
MoistureShield composite decking carries a limited 50-year warranty against rot and decay, and never needs staining or sealing.
Using the patented TrimClip system, the product eliminates face nailing and the subsequent problems of filling and sanding nail holes.
- Please contact (877) 822-7745 or v i s it www.adv anc e dtrimw o rks.c om
All tasks-from back office, inside and outside sales, to dispatching delivery trucks-speed through a secure network with increased speed and productivity. The program can also store product images for customer inquiries and prepare a requested quote then send it to a customer.
- Please contact (877) 484-8505 or visit www.cms sinc.com
Epoch Composite Products Inc. has added three new railing systems to its lineup, made of the same durable comoosite wood materials as its EverGrain Deckine.
Like all A.E.R.T. products, the decking is made with a mixture of recovered wood fiber and recycled polyethylene plastic.
Embossed with deep woodgrain, it comes in three colors: mahogany, cedar and gray.
- Please contact (866) 729-2378 or v isit www.mo i st ure s hi e ld.c om
Architectural Products has added two new doors to its VillaCrest series.
The HT series has the provincial look of a true tongue-andgrooved planked door, while the SF series adds a routed V-groove on the face of the panel.
The designer railing system features a hand rail, universal top and bottom rail, and oval balusters. The traditional 2x4 railing system includes 2x4 hand and side rails, and square balusters. The traditional system is also available with 2x6 hand rails.
All three carry a l0-year limited warranty and comes in colors that
- Call (888) 966-3777 or
v i sit www.pr e c i s ionar c h.c om
Nail-Free Window Trim
Advanced TrimWorks, Inc. has introduced WindowTrim, which is crafted of cellular PVC to fit all manufacturers' styles.
The Conturex Profiling Center from Weinig Group saws, mills, drills, and moulds smaller lot sizes and a variety of components. Even extremely small pieces can be processed on all six sides.
Key features are the grip-feed table with clamping elements and a PowerGrip for positioning work pieces. The unit comes in three different sizes: C1500, C2250, and C3000.
- Please contact (704) 799-0100 or vi s it www.we inisusa.com
Telesteps weighs just 23 lbs., but it can telescope from a compact 30" to 12.5 ft. hish-in 1-ft. intervals-in just seconds.
Designed and patented in Sweden, it comes in 5.5 to 12.5-ft. lengths that can be easily carried and used in tight spaces, then easily stored.
Telesteps come in consumer/commercial and professional contractor ratings.
- Vi si t www.te le st eps.net
Hand-Split Portsmouth Shake from Crane Performance Sidine offers the deep-grain appearance of iedar shake in a low-maintenance vinyl siding.
Color Helper from Color Savvy Systems takes the guesswork out of picking paint colors.
in the room, or how well will it go with another color in the room? The Color Helper answers both questions for any pair of colors.
The product offers a wider, double 9" profile and a rustic grain pattern that extends to the profile edge. Made of injection-molded polypropylene, it comes in nine colors that can be used alone or as a complementary accent to other exterior surfaces.
- Please contact (800) 366-8472 or visit www.crane siding.com
Fastening points on insulated concrete forms are clearly visible through Delta-MS Clear waterproof membrane from Cosella-Doerken.
When making a color decision, most people ask one of two questions: How well does it match another color
- Please contact (937) 743-7100 o r v i s it www.c o lor savyy.com
shapes and sizes; custom shapes can be ordered.
- Please contact (866) 487-4695 or v i s it www.tr imtec hnolo pie s.com
Simply Beautiful Wood Care Products from Sikkens offers wood finishes for a variety ofapplications.
Rubbol Siding Finish is a lowsheen, solid-stain finish for exterior wood surfaces that comes in 53 colors. Cetol Log & Siding is a translucent, satin finish for wood sidins and log homes. Exterior wood suih as decking, lattice, railing and benches can be protected with Cetol DEK Finish. Cetol Door & Window was designed for wood doors, garage doors, and window trims, and fiberglass doors.
Behind the dimpled structure of the sheeting is an air gap that insulates and ventilates the foundation. Any water entering this space flows down the membrance to the footins drains.
The product comes with a 50-year waffanty.
- Please contact (888) 433-5824 or visit www.deltams.com
Supra Floors Inc. has developed a beautiful solution to cold, damp concrete floors: Subflor Supreme.
Subflor interlocks to create an effective barrier to cold and moisture
rising from the concrete in basements and slab-on-grade homes. With its click-and-lock fastening system, the product is easy to install.
It is available in Calypso (bleached white) and Ares (warm red) to complement any d6cor.
- Please contact (866) 782-3567 or vi s it www.s uprafl oors.com
Trim Tech products can be used instead of lumber and foam around windows, doors and bellyband, right after the lathing process.
Portland cement plaster is then applied to fill out the forms to the desired shape or style. Reportedly, the result is strong enough to stand on and will last the life of the stucco.
Made by Trim Technologies, the forms come in a variety of standard
All are compliant with North American environmental standards.
- Please contact (866) 745-5367 or v s it www.nam.sikkens.com
The Titanium Series from Gemini Coatings are waterborne lacquers that perform like conventional solvent-
borne lacquers.
Included in the series is a waterborne lacquer, a clear water-borne acrylic, a clear high-solids acrylic, a clear modified urethane, clear highsolids urethane, a white high-solids acrylic, and a white high-solids modified urethane.
The products are ready to spray and have passed KCMA tests. A clear and white sealer is also available.
- Please contact (800) 262-5710 or vis it www.
Doors With a French Swing Integrity from Marvin Windows and Doors has added an inswing French Door to its collection.
A redesigned jamb-hinged configuration allows both panels to operate. Wide bottom rails, wood interior, and
Corrvru,p Inorert
Pnpcrsrow Prws Co.
Manataaturers ot high gualW Ponderosa pine boards & industrials; fine textured fir/tarch boards, dimension "" & industrials from Omak, Wa.
Dry Vcneel
Eall Bob Bretz or Billl Etinh
P.O. Box 3293, Omak, WA 98841; Fax 509-422-7541
(50E)'826-5e27
Easily secure niling pods, ledger boards, and \hrieties from 1" - 1{ 'Trim Head Exterior stair stringers with Srength and rigidi$. Up to Trim Head Stainless Steel ' Lag ' Cabinet 15@% stronger connections! Use Decklok to ACQ Compatible ' Composite Deck ' Etc' meet or exceed IRC 20fl) requirements. Self countersinking, no stripping of head, reduced splifting, twist-ofi virtually eliminated
handles in a variety of finishes combine for a traditional look that is space efficient and easy to operate.
- Please contact (800) 328-0268 or vi
WindsorOne S4SSE trim boards are made from lumber harvested from even-aged timber stands to provide consistent, knot-free quality.
Each board is kiln dried, fingerjointed, and glued to be stronger than the wood itself A 1007o acrylic latex primer is applied on all six sides.
- Please contact (888) 229-7900 or visit www.windsorone.c om
High & Dry
GreenGuard RainDrop houservrap has water drainage channels that move water down to the base of exterior walls.
Manufactured by Pactiv Corp., the wrap reportedly rvon't crush rvhen hard-backed siding is added. Once water is channeled dorvn. the material dries quickly and breathes to allorv moisture vapor to escape.
- Please contact (800) 241-4402
Bondhus brings German engineering to the U.S. r.vith Felo screwdrivers, available in a rangc of styles.
The blades are constructcd of Eurooean steel and heat-treated to the highest possiblc hardness level fbr a lifetime of use. E,ach handle has a tough, split-resistant core and an ergonomic, non-slip outer layer.
- Please contact (800) 328-8310 or vi sit tlww.bondltus.curt
The Energy Block is molded of foam insulation to fit around standard electrical boxes and reduce energy loss.
According to research. the product saves up to $50 in energy loss each year. It can reportedly be installed in a new home in minutes. and meets the International Buildin-e Codc for flarne spread and smoke development.
- Plausa (otltuct (701 ) 320- I I I I rtr v i s it tt'tyv'.e ne r gyb Ioc k.cottt
DOMESTIC SALES: Jerry Long, Michael Parrella, Bruce Keith, Janet Pimentel, Pete Ulloa, George Parden, Vince Galloway, Steve Batick.
INTERNATIONAL SALES: Nestor Pimentel, Oscar Portillo.
For little helpers with big ideas and small hands, Great Neck Saw Manufacturers designed Lil' Helper Carpenter Tool Kit.
ter rail of the door.
Manufactured by E.F. Juan, Inc., each door is custom carved of solid wood, then stained or primed.
Currently, doors are available for the University of Alabama, Auburn University, the University of Florida, Florida State Universitv. the
SolarCool is a roof-mounted. solarpowered attic fan that can be installed on any new or replacement roof.
The kit contains 14 functional, professional-grade tools, plus the uniform of professional carpenters, to help educate children about the do-ityourself-concept. Included are two Dring key holders, three carpenter pencils, 2-in-l screwdriver, inch-metric ruler, tape measure, mini flashlight, claw hammer, torpedo level, 90" square, two clamps, hard hat, tool belt, suspenders, goggles, gloves, and tool box.
- Please contact (800) 457-0600 or v i s it www. pr e atnecksaw.com
Because it is roof-mounted, both installation and adjustments are reportedly easier. It requires no wiring or electrical hook-up, only installation.
The fan can move up to 800 CFM in attics up to 1,200 sq. ft.; multiple units can be installed for larger spaces.
- Please contact (800) 247-8368 or visit www.airvent.com
Team Expressions is a new line of raised, four panel doors that feature a carved collegiate logo within the cen-
University of Georgia, and the University of Tennessee.
As the program expands, doors will be available for all major colleges and universities.
- Please contact (850) 722-4830 or vi s i t www.lea mexDre.t.t ion.com
, YOU R, R,EDW OOD SP ECI ALISTS'
Vertical Qsain f i1 Select Stnrcturd
FOHC Timbers Truck Shipments
BNSF . UP
irrm Springs
orest Pnoducts Industries
P.O. Box 810, Warm Springs, Or. 97761 . Fax 541.553.1063
Phone 54r.553.1f48
Janet Corbett l,ori Courtney
\rcrw.wsfpi.com
We offer on exlensive inventory of fine redwood products including Fencing, Decking, Siding, ond Premium'Timbers. Whether your order is by the piece or trucklood, our gool is to ensure the highest quolity ond service.
CLEAR ALL HEART A/R SEASONED
HRT BEE K/[N DRIED
CLEAR AYE GREEN
BEE
SEIECI HRI
CON HRI
ROUGH & S4S
CUSTOM M/IIING
AVAILABLE
Wholesale lumber products
Rt5,w
CON COMMON SIZES FROM IX4 TO I2XI2
Fred Holmes, Steve Holmes, Phyllis Hautala, Steve Hautala, Tod Holmes, Tom Catlow. John Gould
P.O. Box 800, Fort Bragg, Ca. 95437 Fax 707-961-0935
(8OO) 849-0523
The Hnnoy Paint Pail Pro-Series from Bercom, Inc. was designed for jobs where more paint is needed.
The new pail is larger than the original, big enough to hold a half gallon of paint. A second easy-grip handle was added, made of plastic.
Designed to fit standard hardhat liners and ball caps, the Cooling Neck Shade from Silver Eagle Outfitters offers coolins relief to workers.
Covers that stretch over the pail's mouth create a seal to keep paint fresh and ready for its next use.
- Please contact (877) 464-1170 or v i s i t www.handy paintP ail.c om
The cooling process is activated when water is added to the specially engineered, three-layer evaporative cooling fabric. Without water, the item acts as effective insulation against cold.
- Please contact (888) 672-6963 or visit www.silvereagleouffitters.com
E-Ponderosa from Computer Associates Inc. is a Webbased system that allows your customers secure access to your online inventory and their account with you, and provides links to manufacturers Web sites.
The system automatically tracks all electronic inquiries and orders, then catalogs the orders in the database. Online billing and payment options can cut collection costs.
- Please contact (800) 422-4782 or Ro online at www.caisoft.com
Xccent Decking has introduced-a modular, vinyl-coated steel-core decking system made from 1002o recycl6d steel. . Decking components. including stairs and railings, come inl2 options to customize and design to anv site.
Reportedly, it is lighter than most composites and easier to install because a l6-ft. panel requiresjult six screws. It is available in 4" and 6" width planks and five colors.
- Please contact (800) 933-4748 or go online at www. xccentdecking.com
Natural Creations vinyl tile from Armstrong is the first in a series of nature-inspired, commercial flooiing specifically desig_ned for specialty and mass retail settings.
Thirty-four new designs replicate the color and graining of 22 wood species, in a 20-mil solid vinyl wear layer thit offers abrasion resistance and easy maintenance.
r Various grades and widths
. Prompt, on-time delivery
o Consistent in grade
r Mixed truckloads
Planks are 36" wide with beveled edges, in 4", 6" or 8" widths, depending on style.
- Please contact (877) 276-7876 or Bo online at www. armstronP.com
your
Cedar fence boards and dimension lumber needs, Adams Lumber will take care of you.
turn natural resources into natural
Lousiana-Pacific's WeatherBest composite decking is now available with a rustic woodsrain texture.
Made with the same formulation as Weatherbest Premium Grain decking, Deep Grain also never needs painting. Lengths are 12, 16 and 20-ft. Colors are chestnut brown and greystone. Complementary railing systems are available.
* Please contact (888) 820-0325 or v i sit www.w e atherb e st.c om
Space Below Decks
A deck drainage system for second-story decks has been developed by TimberTech.
DrySpace is a three-piece system that can be installed to any new or
existing deck to channel water away from under-deck areas, creating additional outdoor living or storage space. When properly installed, DrySpace diverts water away from the foundation before it falls through the gaps of a deck. Made of off-white, solid extruded vinyl, it's backed by a fiveyear limited warranty.
- Please contact (800) 307-7780 or visit www.dryspace.cc
PVC Trim Rivals Wood
Fypon has developed PVC trim to rival wood for non-load bearing applications.
Available in sheets and boards. the
product comes in woodgrain and smooth styles, plus beaded boards and corner boards that can be worked without special saws or equipment. Sheet stock is available in 518", 314" and 1".
Preassembled corner boards are available in 4"x4"x70" and 6"x 6"x10". Bead board is ll2" thick and pre-machined with a surface Vgroove.
- Please contact (800) 446-3040 or visit www.fupon.com
The Venting Picture Window from Marvin Windows and Doors provides both beautiful. unobstructed views and fresh air.
keep out insects. From the outside, the window appears closed at all times. The narrow opening prevents interference with decks, flowerboxes, or sidewalk traffic, and reduces risks to small children and pets.
- Please contact (888) 537-7828
o r vi s it www.marvin.com
The 4-In-l High-Tension Hacksaw from Cooper Hand Tools features a
frame and blades that can be confisured in four distinct ways: for generll use, flush cuts, work in tight ipaces, and inside cuts.
The tool also has cushioned rubber grips and magnetic blade storage for an extra hacksaw blade or for the reciprocal saw blade.
- Please contact (919) 844-0064 or visit www.cooperhandtools,com
FrameSaver technology is now offered for wood garage door frames, in lengths of 8' and 10' with dimensions of 2" x6".2"x8". and 2"x10".
A specially designed 2-114" sash projects outward to reveal a hidden screened-in opening that helps vent stagnant air, reduce condensation, and
ACQ CCA CHEMONITE (ACZA) CA.B BORATES
Rail siding, kiln drying and storage available. Ag Products. Guard Rail and Signpost specialists.
3400 Patterson Rd. (P.O. Box 890), Riverbank, Ca.95367 thunderbolt@bigvalley.net (800) 826-8709 . Fax 209-869-4663 . www.thunderized.com
Bob Palacioz, Regional Sales Manager. (916) 402-3248 bobpalacioz@sbcglobal.net
Featured in primer colors of white, gray or tan, the frames are rot-resistant and moisture proof.
- Please contact (800) 599-9349 or vi s it www.frame s av er.c om
PRODUCED FROM OREGON'S SUSTAINED-GROWTH FORESTS
Sales- Rich Stratton
Greg Chase
Phone: (5411874-2236
FAX 541-874-2123
P.O. Box 7
Riddle, Oregon 97469 www. HerbertLu mber.com
SPECIFIED: DENSE #1 & BTR. FOHC EXPOSED, Up to 1.4x24 Export & Clear
Since 1947
Expansion joints are the weakest spots in a Tiserthane 220 from Garon Products. Inc. provides a blJ seal that will accommodate movement and stand heavy traffic.
floor. flexiup to
beads on the raised panel.
Also new are stains called espresso, java and mulberry, and glaze and highlighting colors named pewter and suede.
The product can repair spalled joints, as well as fill cracks and patch holes, gouges and surface defects.
- Please contact (800) 631-5380 or go online at www. garonproducts.com
Jeld-Wen's Auralast solid pine windows and patio doors carry a 2}-year warranty against termite infestation and wood decay.
- Please contact (800) 228-1830 or go online at www.
Auralast wood is treated in a vacuum./pressure process that forces the water-based chemicals deep into the wood, which can then be painted, stained or left natura,.
- Please contact (800) 877-9482 or go online at www jeld-wen.com
Canyon Creek has added fi ve new doors to its Cornersione and Millen-nia cabinetry lines.
Dakota and Prescott doors have wide, moulded stiles and rails, accented with a twist or rope laid into the mitered frame.
Garrison and Kingston have wide top and bottom rails with a "waterfall" shape to the inside edge and a beveled edge along the inside of the stiles. Canterbury is a mortise and tenon door with 2-114" stiles and rails and multiple
To complement vaulted and raised ceilings, 33" and 36" tall wall cabinets have been added to each line. canyoncreek.com Gomru fiandy Wilson ail (714) 583-$045 300 t. $arh lrn $.,lnilelm, C[ $2805 . fil( 7lf-533-gg4$ conhct l(en Lo[uc 0r Richand Pltillins at (714) ln-2291 rll(714-78-2298 llhilild Lumlet' $les nowfllm smsdilFstt ffimtheim lrillwml$i4i Mark Wiseman. Chris Thoman {5) lVark Ganahi, l,lalt Swanson, Pete Ganah , i6t Sheila Zanohi, Bob Lc,.je Don Zanaht ,7 t Roger Lovesee. f isrk- T3yl9. Dave Plumb. Jim JLrllan (B) Terry Foster. Chris Upton. 9 Eo fl 'or C,rc, Hencstter Gary Barnes r10r Kevin Campbeli Ryan Potter 111lDan O'Hara, George Garcia. Miguel Macario. t12) Nerl Wrerenga. Scott Durham Ray Miller i13i Fd Kliem Aaron Wheeler, Gregg V/heeier (14) JuCy Johnston. Elaine Nelson i1 5 ) l'4att Sato Roc & Trish Walker. Charles L4oorman i16i Nrck Stokes. Chris Freeman t17) Curt
Let
PH0T0 FINISH: Los Angeles f-lardrr,oocj
Lumberman s Club enlcyed its annuai Day al the Baces Apr i 16 at the Sanla Arr ra Bacelrack. Arcadta Ca ll I Alar. & Dar'',.: ArD so i2l Lrsa Rarns Max r..e & lvlark l'1,ri'e
hi<;.
Jr.,
Robinson. (11)Mary Lou Carlson, Dan Semsak. (12) Scott Gaskin, Tammy & Jeff Parnell. (13) Jeff McClendon, Lawrence Newton. (14) Terry Hagen, John Jayne. (15) Scott Sandee, Kurt Martin. (16) Mike O'Halloran, Nick Kent. (17)Fred James, Michael Darby. (18) Bill Griff ith, Joseph Barbieri. (19)Jeff Ortega, Jason Bennett. (20) Mark Heyboer, Tom Levere. (21) Eddie Hipps, Chris Robertson, Dennis Connelly. (22) Clint Darnell, Bob Tobin.
(See next page for more photos)
NAWLA (contln ued from previous page)keynote speaker (1) Lt, Shane Osborn with Steve & Monica Weekes. (2) jack paja'cio, lngo Faller, Jim Gilleran, Carsten Kullik. (3) Steven Sprenger, Lou Chance, Jacques Vaillencourt. (4) Bill Piice, Chuck Ca-sey. (5) Gregg flfe1r, S-teyarJQ'Neill, Chris Webb. (6) Craig & Sandy Brody -(f) Pat & Patti Ogletree. Susan & Parker Butt-erlietd. (8j Cathy & Nick Georgelis. (9) Don & Sue Fisher. (10) Debra & SteVe Swanson. (11)Allan & Sandra Hurd. ('12) Mike & Sharen Webster.
(1 3) S_u49tte & Glady Payne. (1 4) Joe & Andrea Kusar. (1 5) Ann & Stan Bell. (16) Mike & Shirlev Younq. (1il Bill & Cindv Anderson.
(18)Carolyn & Brad Campbrill. (1g)-David & Susan Fitzsimmons.
(20) Jennifer & Kip Fotheringham, (21) Mark Palmer, Barry Schneider, Charley Hobbs. (22) Brad, Aiison, Alexis & brookir Johansen. (23) Kimber & Dave Hutson.
9ontlerosa & 5.,gr,, Sn., 9,r.,,,,rr" €"0o. . J&lrttloclt
Oouglas e.tDnit,, frr fi^,,lrrnotl . 9lu'ootl
TEE fT UP (continued fron previous pagel: Recent LACN golf iourney benefit6d the group"s Political Action Committee. (1) Marc Spitz, Deonn DeFord. (2) Mike Freeman, Luke Swanson, Caleb Creagan, Humberto Cruz. (3) Brandon Petersen. Mannv Gonzalez, Mike Shdmaker. (4) Mark Hutf, Uiouril Hernandez, Pete Meichtrv. (5) biil Shaw. Krisiin B-ucv.
(6) Tom Leininger, Scoit Stbut, Laureh Reppa. (i) Frank Huerta, Greg Stout. (8) Bill Scott, Mark Lofland, Doug,Lofland. (9) Rex Klopter, Jim Burns, Paul Kelly.
(10) D_oug Radestock, Mike Mische, Sean Burch. (1i) Lynn Bethurum, Greg Moss.
Ext 140 -Jll
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I 27 8n d
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Indu{fbl Adreg\es Twek
Scheduled Truck Runs, VMI Progroms, Monihty, Quorterly, Yeorly Pricing Progroms, Cut-To-Size, Justln-Time Dellvery, Onestop Shopping, Experienced Soles Stoff, Worehouse, Dlrect ond Reload Soles,
Specialties:
Long Lenglh Ph/liloocl ond OSB
Ihick Fonels - Allernolive ltems
Rodloto Pine, Okume, Elllottls Pine
Low Grode Plywood ond OSB
Solvoge/Closeut Buys
Rates: 25 words for $25. additional words 70Q each. ber counts as one word, address as six. Headline
copy, $6 per line. Private box or special border, $6 each. Column inch rate: $45 camera-ready, $55 if we set the type. Send ad copy to The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660, Fax 949-852-0231, or call (949) 8521990. Make checks payable to Cutler Publishing. Deadline for copy: l8th of the previous month. Phone numor centered
We are Hardwood and Softwood log and lumber wholesalers with offices in the United States and Canada. We're seeking sincere. exoerienced lumber traders who have a view towards the long term. Work INDEPENDENTLY from your part of the country. OR from our offices in the Toronto area. This is an excellent oppoftunity with a well-established company. We enjoy an OUTSTANDING financial and marketing reputation.
For complete details of our interesting and rewarding program, please phone Bob Wilson lN STRICT CONFIDENCE. We'll also invite you to speak with one of our current trading partners.
Universal Forest Products is seeking an experienced industrial salesperson for the company's Riverside, Ca., facility. Candidates must have comprehensive knowledge of industrial sales processes. We need a highly motivated, selfstarter, willing to do what it takes to land new business in a fast-paced competitive environment. Generous salary and benefit package commensurate with knowledge, experience and ability. If you are interested in joining what Forbes magazine calls "One of America's best managed companies," please e-mail your resume to Tim Gaffney at tgaffney@ufpi.com or Fax to 951-826-3013. All replies will be kept strictly confidential. Universal is an equal opportunity employer.
z Especially adaptable to customer needs
z Scientifically desigined for all types of work
r Balanced for ease of handling
Delbert Cole, 89, long-time LouisianaPacific salesman, died April 2 in Cloverdale, Ca.
After several years in the plywood industry, he became a salesman and stockholder of Cloverdale Redwood Co. After the mill closed, he spent 35 years with L-P, then worked in sales at Bowman Lumber Co., before retiring in 1999.
He was a long-time Black Bart HooHoo Club member and director.
Frank Timmers, 82, retired Bay Area lumberman, died March 25, in Lafayette, Ca.
After graduation from U.C. Berkeley, he worked as a lumber cruiser at McCloud River Lumber Co., then spent nearly 40 years in lumber sales with Strable Lumber Co. and Van Arsdale Harris Lumber Co.. before retiring in 1988.
A fighter pilot in WW II, he witnessed the bombing of Nagasaki.
He was a member of the Oakland HooHoo Club, which named him Lumberman of the Year in 1972.
Manuel J. Flores, 69, manager of inventory at Peterman Lumber, Fontana, Ca., died April 4, in West Covina, Ca.
Mr. Flores was general manager at Pine Ridge Lumber, Montebello, Ca., from 1954 to 1974, and mill manager ar Star Lumber, Industry, from 1975 to 1979.
ln 1979, he became co-owner of Indian Hill Milling, Fontana. After Indian Hill closed in 1998, he worked for Peterman until illness forced him to retire in2004.
G. Marion Magladry, 84, president of McKinnon Lumber Co.. Hollister. Ca.. died March 4.
He began his lumber career in 1946 with Sterling Lumber, which was later acquired by Hayward Lumber. He purchased McKinnon Lumber in 1972 and stayed on until retiring in 1989.
Donald P. Comstock. 88. one of the Western Wood Products Association's first field representatives, died March 10 in Baldwin Park, Ca.
Mr. Comstock was the second field rep hired by the Western Pine Association, the forerunner of WWPA. After joining in 1947,he spent the next 35 years promoting western lumber from his base in Los Angeles. He retired from WWPA in 1982.
For service in WW II, he was awarded a Purple Heart and two Bronze Stars.
Bob Raymond, 7'7, formerly of the American Plywood Association, died April 3 in Tacoma. Wa.
He joined APA in 1950 as a research technologist and was a leading figure in the association's adhesive research. He was promoted to assistant director of the quality services division in 1969 and helped expand APA's regional qualitycontrol laboratories. He retired in 1989.
POSTSAVER@ is a unique, revolutionary concept for pres€rving in-ground wood.
POSTSAVER@ is a non-toxic. environmentally-friendly bani6r for both treated and untreated lumber for below-ground post
POSTSAVERo's advanced technology lumber posts with superior protoction. The vulnerable area of the post is shrink-wrapp€d with a heavy.duty polyethylene boot coated on the inside with bitumen, The heatshrinking process liquifies the bitumen and drives it into the wood. This provides a secondary moisture-resistant layer. The polyethylene outer layer provides the tough physical barrier.
POSTSAVER@'s durability is designed lo withstand post-driven applications.
POSTSAVER@ is impervious to wood-destroying organisms found in the soil.
www.postsaverusa.com
P:610-681-6451
LOS ANGELES AREA
Baxter & Co., J.H.... ......(800) 780-7073
Berkot Manufacturing Co..,............................(323) 875-1 163
BMD (Northridge)... ......(800) 537-7091
Calilornia Pre-Stain. .....(562) 633-5420
Chozen Trucking Co .,...(562]. 427-5672
Conrad Wood Preservin9.............,....,.,...,..,..(877) 381 -2314
Cramer Lumber Co., W.M.........,.,,..,,..,.,.,.....(626) 445-8556
Fremont Forest Group...................................(562) 945-291 1
Gemini Forest Products.................................(562) 594-8948
Hutf Lumber C0.................(800) 347-HUFF (562) 921-1331
lnland Timber C0.... ....'e13\ 462-1264
Jones Wholesale 1umber....................,.,..,...,(323) 567-1301
Lane Stanton Vance ..,.(818) 968-8331
North American P1yw00d.......,..,...,..,,..,.,.....,,(562) 941 -7575 (800) 421-1372 (888) 888-9818
Pacific Steel & Supp|y,....,.,..,,..,....................(888) 248-7209
Product Sales C0... ......(800) 660-8680
Swaner Hardwood.. ......(818) 953-5350
Toal Lumber C0..,,.. ......(562) 945-3889
U.S. 8orax...........,.. ......(661) 287-5400
Weyerhaeuser Building Materia|s..................(877) 235-6873
ORANGE COUNW & INLAND EMPIRE
All-Coast Forest Products......,..,..,,..,,.,......,..(909) 627-8551
Anaheim Millworks. ...,..(714) 533-9945
Anfinson Lumber Sa|es.,..,..,..,..,...,..,..,.........(951 ) 681 -4707
Auslin Hardwoods & Hardware ,,..,..,.............(71 4) 953-4000
Bear Forest Products....,..,,.(877) 369-2327 1909). 7 27 -17 67
BMD (Vernon).,...... ......(877).587-4137
BMD (Ontario)........ ......(800) 435-4020
Boise (0.C.)............ ,..,..(714) 255-1949
Boise (Riverside)................(800) 648-91 16 (909) 343-3000
California Lumber Inspection Service,.,...,..,..(71 4) 962-9994
C&E Lumber C0..... ,..,..(909) 624-2709
Capital Lumber Co. ......(909) 591-4861
Fontana Wholesale Lumber, Inc...................(909) 350-1214
Gold Star Transportation, Inc........................(951) 808-9500
Golding Sullivan Lumber Sa|es,,.,,..,,..,.,.,..,,,(71 4) 557-5551
Great Western Transport,.,.(800) 347-5561 (909) 484-1250
Hampton Distribution,,,...,..,.,.,..,..,,...,.,,.........(949) 752-5910
Highland Lumber Sa|es..,..,.,.,..,....................(7 1 41 778-2293
lnland Timber C0.... ......(909) 783-0470
lnternational Forest Products........................(909) 627-7301
Kelleher C0rp....,.... ......(909) 360-1880
Kelly-Wright Hardwoods................................(714) 632-9930
North Pacific-So. Ca. Distribution,..,,..,.,...,,...(800) 647-6747
oregon-Canadian Forest Products.,..,..........(7 1 4\ 637 -2121
orePac Building Products.....,.,..,,..,,..,.,,,.,,...(909) 627-4043
Pacific Wood Preservin9.,..,.,,.,..,,.,...,...........(7 1 41 701 -97 42
Parr Lumber C0,..,.. ......(909) 627-0953
Peterman Lumber C0..,......,.,..,..,,.,...,...........(909) 357-7730
Product Sales C0......,.,.......(800) 660-8680 (714) 998.8680 (909) 296-961 1
Redwood Emoire....
Reel Lumber Service (Anaheim). ,.................(800) 675-7335 (714) 632-1988
Reel Lumb€r Service (Riverside) ......,,..........(909) 781-0564
Regal Custom Millwork.,..,..(714) 776-1673 (714) 632-2488
Reliable Wholesale Lumber, lnc....................(800) 649-8859
Simpson Strong-Tie C0...,..(800) 999-5099 (714) 871-8373
Taiga Forest Products...............................,..,(800) 348-1400
Universal Forest Pr0ducts............................,(909) 826-3000
Weyerhaeuser Building |V|ateria|s........,.....,..,(877) 235-6873
SAN DIEGO AREA
Anfinson Lumber Sa|es.,.....,.,....,..............,..,(619) 460-5017
Austin Hardwoods & Hardware..,..................(858) 536-1800
Burns Lumber C0... ......(619) 424-4185
Dixieline Lumber Co ......(800) 823-2533
Lane Stanton Vance .....(619) 442-0821
Weyerhaeuser Building l,lateria|s...............,..(877) 235-6873
ARCATA / EUREKA / FORTUNA
BMD....................... .,..,.(707),144-9666
Britt Lumber Co. ...., ......007\ 822-1779
Simpson Timber Co .,....(707) 268-3000
BAKERSFIELD Pacific Wood Preserving of Bakersfield........(661) 833-0429
CLOVERDALE
All-Coast Forest Products.....,...,,..................(70il 894-4281
Redwood Empire.... ......17071894-4241
FORT BRAGG
Holmes Lumber Co., Fred C. ........................(800)
OREGON
COOS BAY / NORTH BEND
Conrad Forest Products......(800) 356-7146 (541) 756-2595
Coos Head Forest Products...,......................(800) 872-3388
Warm Spring Forest Products (Bend)...........(541) 553-1148
EUGENE / SPRINGFIELD
Burns Lumber C0...
Cascade Structural 1aminators.....................(541 ) 726-9836
Coos Head Forest Products..........................(800) 343-3388
Gemini Forest Products..........................,.....,(541 ) 485-7578
Lumber
McFarland Cascade
426-8430 McKenzie Forest Products,.,....,....................(800) 773-9329
Rosboro Lumber,.....
Swanson Group Inc.......................................(541 ) 935-3010
Waldron Forest Products,.,....,.,..,.,..,..,,....,....(541 ) 474-3080
McMINNVILLE / CORVALLIS / SALEM
Forest Grove Lumber C0,.,............................(503) 472-3195
Mary's River 1umber,,..,.,........,.....................(800) 523-2052
Royal Pacific Industries.................................(503) 434-5450
Weyerhaeuser Co. (Albany)................... .......(541\ 926-777 1
GREATER POHTLAND AREA
Adams Lumber, |nc.........,... (800) 298 - 4222 (503\ 245-17 96
Collins Pine C0....,.....,........(800) 758-4566 (503) 227-1 219
Hampton Lumber Sales C0...........................(503) 297-7691
LJB Lumber Sales ..............(800) 552-5627 1503) 620-5847
Lewis County Forest Producls.....................,(866) 336-9345
Louisiana-Pacific Corp......,.,..,.,........,..,........(503) 221-0800
Lumber Products..,,. .....(800) 926-7103
OrePac Building Products.............................(503) 682-5050
Pacific Wood Preserving.............,.,.,...,.,....,,.(503) 287-9874
Westridge Forest Products,.,.,,......................\800]t 277 -9737
Weyerhaeuser Building Materia|s..................(877) 235-6873
& Sa|es.,...................................1800) 305-2577
Capital Lumber Co.. ......\253)779-5077
Golding Sullivan Lumber Sales .....................(360) 681 -7444
Kelleher C0rp..,....,., ......(206) 735-5780
Lumber Products,.... ......(800) 677-6967
McFarland Cascade ......{800) 426-8430
orePac Building Products.............................(253) 582-9500
Screw Products Inc. ......(888) 888-3306
Simpson Timber Co ......,(206) 224-5000
Western Wood Preserving C0..,.,...,..............(800) 472-77 1 4
Weyerhaeuser Building Materia|s..................(877) 235-6873
Weyerhaeuser Structurw00d.........................(800) 523-0824
SPOKANE
Boise Distribution (Spokane).........................(509) 928-7650
Boise Distribution (Yakima)....,,.....,,......,..,..,.(509) 453-0305
Capital Lumber Co,. ......(509) 892-9670
Colville Indian Precision Pine Co. (0mak)....(509) 826-5927
coos Head Forest Products..........................$77\ 922-2213
Lumber Products..... ,,..,.(800) 926-8231
OrePac Building Products.,...........................(509) 892-5555
Weyerhaeuser Co.,. ......(509) 928-1414
Yakama Forest Products....(509) 874-1163 (509) 874-8884
VANCOUVER
Allweather Wood Treaters (Washougal).......(800) 777-8134
Boise Distribution.... ,,....(360) 693-0057
K Ply, Inc,,.,,.,.,.,,.,.,. ......(800) 426-7017
Savannah Pacific Corp..................................(360) 254-8248
Trim Boord designed to lost o lifetime requires Everlosting Fostening! Swon Secure is your trusted source for the highest quolity stoinless steel fosteners for PVC ond composite trim.
Want to Subscribe? Check rhe appropriate boxes to begin receiving your monthly issues.
GRK Fasteners [www.grkfasteners.com]. .........22
Herbert Lumber Co. [www.herbertlumber.com]....................74
Highland Lumber
Holmes Lumber Co., Fred C...............
Hoover Treated Wood [www.frtw.com].............................24, 6l HuffLumber Co. ln
International Paper Co. [www.ipwood.com]............................65
Kelleher Corp. [www.kelleher.com] ...,,,...,........27
Keller Lumber
Krauter Storage Systems [www.krauter-storage.com].............5
Lewis County Forest Products [www.titanstuds.com]..............7
LP Corp. [www.lpcorp.com]................ ...............55
Lumber Products Iwww.lumberproducts.com].......................60
McKenzie Forest Products [www.mckenziefp.com]..............,.25
Norman Lumber Co. Iwww.normanlbr.com]..........................69
North Pacific Group [www.north-pacific.com] ................,......57
Pacific Wood Laminates [www.pwlonline.com] ......................53
Pacific Wood Preserving Cos. [www.pacificwood.com]..........62
Plrco [www.palco.com]..... ..........45
Parr Lumber ..........69
PostSaver USA Iwww.postsaverusa.com].................................83
PrimeSource Building Products [www.primesourcebp.com].15
Product Sales Co......... ....................6
Progressive Solutions [www.progressivesolutions.com]..........29
Redwood Empire [www.redwoodemp.com]..............Cover II, 3 Rosboro [www.rosboro.com]............. ...................9
News or Comments? we welcome comments on articles, the magazine, or news of your company such as new hires, expansions or acquisitions (a free service). Email dkoenig@building-products.com, or Fax this form:
Roseburg Forest Products [www.rfpco.com]...........................35
Savannah Pacific Corp. [www.savannahpacific.net]...............28
Screw Products Inc. [www.screw-products.com] ...................68
Stepstone Inc. [www.dekstone.com]..... ..............77
Sunbelt [www.sunbeltracks.com] 31
Swan Secure Products [www.swansecure.com].................80, 85
Swanson Group Iwww.swansongroupinc.com]........................39
Tenon USA [www.tenonusa.com]............ ...........34
Thunderbolt Wood Treating [www.thunderized.com] ...........7 4
Truwood [www.truwoodsiding.com] .................43
Twin Rivers Cedar Iwww.twinriverscedar.com].....................58
Universal Fasteners Iwww.9l1-nails.com]................................71
U.S. Borax [www.borax.com]................ .............59
Van Arsdale-Harris Lumber Co....-......-. .....,...73
Waldron Forest Products ................... ................80
Warm Springs Forest Products [www.wsfpi.com] ..................70
Western Red Cedar Lumber Association [www.wrcla.org]...10
it's like no other place i e *orld.)
ial. Made from Oregon's Incense Cedar*;'"it's naturally resistant to decay. [th all these great qualities, it's no wonder !ve,.call it Appearance Plus: dried to19%o, it's light-weight (32,OOO Ot pertruck). Each with heavy long tallies, is paper wrapped. It has less kage and checking than other woods. Its light color s it easy to stain or tint, while allowing the natural wood g nd variations tostill shine through.
. As a renewable resou I wood is environmentally safe.
Appearance Plus decking is just anothe-h16y we're helping of nature to your customers' homes. For mdl\information se give us #iall.
own Cedar has less comoression wood. which has oroven
you bring the beauty or to place an order,
more stable.
