Merchant Magazine - May 2006

IWelcoma to iLeval", a nsw business from ths thro€ most respocted names in residential framing; Trus Joist, Structurwood and Woyerhaeusor. They've made the latest prgduct technclogies and design services availabla under ons roof, helping you manags costs while minimizing iobsite wasto' lt's an entirely new way of thinking, and 0n0 that adapts lo your business 0n svary level' 3c lat's get startad. Go lo iLeveN.ccm laday, or call 1-888-iLevel8 {1-888-453-8358).

Serving buitding products retailers and wholesale distributors in 13 Western states-Since 1922

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hoduct Lines:

Fencing

. The original Prefabricated Sequoia Fence Panels

Redwood

Redwood Split Products

Cedar Split Products

. Westem Red Cedar

Incense Cedar

Chinese Cedar Fencing

Decking

Redwood from Construction

Common to Clear All Heart

#1 First Export quality Ipe, made from our own Facility in Brazil

. TigerWood

Cumaru

. Massaranduba

Pressure T[eated Lumber

Douglas Fir available in ACQ and CA

Hem-Fir available in ACQ and CA

Landscape Timbers

PyroGuard Pressure Treated

Plywood & Lumber

Panel hoducts

CDX

ACX

BBOES

Premium and Select Siding

Reliable Products

Timely Service No Fuss

With Resources ftom our own timbertands and rnanufacnring frcilities m well m ac@ss to the best suppliers and our timepnoven distribution capabilities, you can count on us as a reliable supplier of Redwood, Douglas Fir, Plywm( Cedar, Pressure Tieated Irn$er, PfuE ild Brazilim Decking & Flming.

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RnEy CnsErc DrsrnrBUTroN

Adding value to the supply chain for both customers and suppliers.

Over 140 years of building products experience

Established long-term customer/vendor relationships

Distribution logistic expertise

Nationwide market intelligence in multiple species

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t.rhtft

UdLil Strt * lLathcl|c|.r|.|

(sstpetn Afrg Ao.f6 tbedsrEslrsEa$ PUBIISIIER Alan Oakes (aFdres@at.om)

PUBUSIIER EIERIII S Da,UCuder EDITOR DavilKoenig (d(oary@bulrlr|gFpodrcs.om)

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Dri;hl Cura t, Carh Wddemar, Roy &rrleson

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How to Advertise Cmbct ar Srodrfp fior b nb:

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Seruing building products retailers and wholesale distributors in 13 Western states-Since lg22

NL}IAYS CflI'Ig BA$K

(listen to your phones ring)

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Jcl{ N'lcNeill, r,vilh assistarncc froni l7 adciition;rl graders itl oLlr three saurrnills, guide the production cluality of all 'l itan brancl prodncts $ith an eye tor'r'ard dchieving it boomeratrg ef'fcct with re rtrdcrs front all ol rtr-rr custorncrS. Je ff wants all Titar-r cLlSton'lers cot.lsistetitll copring bacl< til reorclcr our studs arrcl cuttings o\,'er anci o'"'er agaitl. Or-rr Titallcrang qLralill gradrng rrrir.rimizcs defccls within cach spectficcl gr.rdc to providc "r,tsct'friendll"'lumbcr. ln direct Contrast, trutomatecl grading s\,stems pat-v ior theniselr''es b1'all()r'ving the maxitnttm possible ciefects lvithjn tfie various grades. \Ve hopc minittrizittg lvill gct )'ou to letllrll oler and ove r agailt etncl br-ty Titatrtcrang qualitl'lumbcr'

Dial into 0ur Titancrang effect ar.rcl rvatch the reorclers cor"ne b.rcl< to yoti atrcl l'atten your bottotr line. Keep the Trunlil otte'"' worl<it'tg for you.

On a collision course with reality

Yes, I must admit, I am one of them-a baby boomer. Having retired once a few years back before dot-com reality hit me, I suspect that there are many of us rvho scratch our heads and debate when is it time to hang up our computers and head for the sunset.

I guess the first thing I found out in my short l8-month retirement was that it suddenly was not as much fun anymore, not least how any spouse can find so many jobs for me to do. While in gainful employment. there had been many days that I had wished I was not working. But after retirement, I realized there were many things I missed-not least the camaraderie and all the perks.

After all, I am one of the generation that rvanted it all and has never settled for less. At the time. the thought of lazing around in my pajamas sounded great. along rvith cocktails at four, and traveling here, there, and everywhere. Sadly, I realized I did not have any real hobbies. and I soon

realized everything I liked doing required money. I quickly became bored. and there rvere many shocks that set in-not least the cost of healthcare.

Apparently. I am not alone. A recent report suggests that over 7 million retirees have gone back to rvork after an average of l8 months of retirement. and rvhile one third did so out of financial necessity. trvo thirds of those said they did it because they wanted to. From these 7 million. about 60% still carry a mortgage rvith an average equity of 47Vc (still a long rvay to go). rvhile 547r are rvorking part-time. 36% are rvorking full-time. and l07c are looking for rvork.

I think there are an arvful lot of shocks coming for the boomer generation that has saved less than they have needed to, are living longer. and face the prospects of mediocre returns on investment in coming years. especially as many of our companies today no longer offer pension plans anymore.40l-k's only go so far. so for those rvho rvork for companies that offer full pension plans-be grateful-they are going the rvay of the dinosaur. Another loss chalked up to globalization and competitiveness.

The big issue. is of course. finding that ideal position when you are over 55 (some rvould say even in your late forties). The thought of rvorking at Home Depot scares the living daylights out of me (as one ex-c.e.o. I met recently rvas doing). but for those of us rvho have been on the resume trail. finding a company to give you a chance is not easy. Unfortunately, there are too many others rvho rvill cost a company a lot less. and sadly rve are in an age of less is more. Frankly. I have seen just so much talent rvasted over the last 20 years of people rvho could not get jobs despite enorrnous experience. because of their age (l don't believe the age discrimination larv rvorks).

So. this may be a great time in life to start a business. A recent survey suggested 13% of those rvho indicated they wanted to rvork after retirement said they rvould like to start their orvn business. The big issue in starting a nerv business for a retiree or near retiree is the dorvnside if it does not rvork out. A younger entrepreneur has a lifetime to recoup losses. but that's not the case for someone at or near retirement age.

. Various grades and widths

. Prompt, on-time delivery

r Consistent in grade

o Mixed truckloads

But. provided the energy is still there. the big advantage is experience. Older entrepreneurs have often rvatched from the trenches all that rvorks and all that does not. and are less impulsive than perhaps youn-ger entrepreneurs. Also on the plus side. there are decades of industry relationships. and age also brings the ability to raise capital (especially rvith good home equityy.

Freed from the risks of starting a nerv business rvhile raising a family and putting the kids through school. an older person can start a business based on perhaps a passionate hobby or decades of industry experience. But if a high level of motivation is not there and the risht research has not been done. this can be a most costly experience.

As us baby boomers get to the point of retirement. and rve look at our IRA's. 401's. our social security benefits. health costs. mortgage balances. and average life expectancy of 85. I suspect reality may be hitting home for many. Many of us rvill have to rvork far longer than rve ever thought. so it is important rhat we enjoy rvhat rve do. Whatever the ansrver is I hope I rvill not be retiring at 100 years old as one _sentleman here in Los Angeles did recently. The thing that struck me rvas that he only had one day off in all his rvorking life-that is commitment and dedication. So you employers don't rvrite us off until we are ready! Oh rvell. at least no more chores.

For your Western Red Cedar fence boards and dimension lumber needs, Adams Lumber urill take care of you.

,$,

JW >._tr

No Top, No Bottomr No Cqmber, No Problem.

Rosboro's l.8ll IJC is iclcal tirl Lrse irr l-joist floo| sr stelrs uncl ()tltct' c0tt-

NoTop- No Bottom-NoComber ycnti glal franii 1g appl ications. -l'his -ll/2 inch. t4li bcarn is crtginccrccl irucl marrufacturcd to ntatch stanrliLrcl I .joist dcltths ri ith a balancecl lal -Lrp lncl zct'o cat.ttbcr. rnaking it litstcr ancl casicr to install u I'lat, consistcrttly finishccl floor. 1.8t1 I.lC catt ltlso bc usecl in other f'r'arning applications srtch as hcaclcrs. (Nced sonrething strongcr'l Takc a look at Iitlsbortt BigBc-atrt. )

The Glul:rrn Erperts

Rosboro's tarlily o1'glulanr proclLrcts of'fbrs a cornltlctc linc of bcarns tirr almost anv pro.icct. Whetlict'lou ttcccl an crposeci bcunt. art I .joist contpatiblc beam. or a clcck beartt. lnc Irave a glLrlam to mcct lour ncctls. Incrclrsingll Itigh clcsigrr valr-rcs. e-asc of itsc artcl cottr cttiettt iltstallation arc.itrsl a fcn leasons rr'h1'our -elulatns arc contmoltlv usctl ilt strttctural applications. such as IrWP floot' svsterns. frlrttin,.. ridgcs and ral'tc-rs. antl garagc cloor hcaders.

Alw:rys In Stock

[3r crpanding oLrr facilities arttl usittg the latcst matttrlitctttt'ing tcchnolo.r:y. we arc rnore ccptippcrl thatt cr cf to rncct our

cLlstomcfs glulunr Ireecls. Oncc a ltr0clLrct is orclcrcd. ri'c tlffcr' samc-day or next-clay clcliverl'. clcpenclirtu otr n llcn tl-tc ordet' is rcceivctl.

A (lommitment to'l'echnologl

Or.rr comnritnrent to keeping on tol) of cntcrging tcchnoltlgics anrl innovations allorvs us ttt colttirtttallv irtrpror c Llpoll otlr farnill' of glLrlanr ploclucts. Ercr\ producl that leavcs our yard is blckccl br our tcchnical sLrpport stafT.

Glulam Sales: 1-8fifi 39i-ll0:l

Techrrical Support Hotline: l-811 451-1139

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G lolving Today. Bu i lcli n-e Totron ttrv.

Builders arrd ironreownet's alrl<e aoDi-ecnre :ire built wirh genuine Weste rn Re'.j Cedar. you the saile con"]bination of benefits.

- Becutiful, notural appeorance

* Ace epts a wide ronge af ftniihes

- ficsy ta work with

* Centuries of proven perfarmance

' Outstanding value eompared to composites

- Resistsnt to rot ond insects -- without chemical treotrnents Seli

Become the lsrding decldng supplierln yout 3lre3l

A RE you paying attention (o the lA.decking and railing industry'l lt should interest you to know that this is a $4 billion-a-year industry.

According to Terry Dempsey, general manager of DeckExpo, the industry is healthy and continues to grow faster than the economy in general and construction specifically. Lumberyards are in an opportune position to profit from this growing market.

For the past l0 years I have been up close and personal with the growth and trends ofthis potentially profitable sector of a lumberyard's market. I am a specialized contractor. I design and build decks, and make it my business to study and keep current with all aspects of the industry.

In my own deck building business, I find that my clients are willing to spend what it takes to get a deck they will love. Most clients are looking for a deck that is low-maintenance, high quality, unique and aesthetically pleasing, and provides for all of their desired outdoor activities. This often includes accessories such as fire pits, built-in barbecues, water features, and outdoor lighting. There's even growing interest in outdoor kitchens. The price of a deck to the client ranges from under $10,000 to over $60,000. The majority of decks that I build land in the $20,000 range. It is not uncommon to have a landscape designer,

By Kim and Linda Katwijk

landscaper, electrician, mason and deck builder all involved in a deck project.

One of the big frustrations that I deal with each time I build a deck is obtaining the various components for the deck. Currently, I am forced to deal with many different suppliers. Often I have to special order what I need and wait for it to arrive. It would save a lot of time if I could find a lumberyard that had it all!

A second frustration is that some of the materials I receive are discolored, scratched, split or warped. This eats time, as I must either send it back or fix it. Deck building is outdoor finish carpentry. The materials need to be handled as such.

Although 807o of the national decking market is pressure-treated southern pine, in my area (the wet side of Washington state), composites rule. Composites tend to perform better than wood in this moist climate and require less maintenance. Do you know what the deck builders in your area are building with?

There is an ever increasing array of decking materials to choose from. Besides the wide variety of both domestic and tropical woods, deck builders and their clients can choose from aluminum, stone, concrete, vinyl, and composite decking. New to the wood decking market are Siberian

larch and imports from both China and Russia. Composites cunently capture l57o of the national market share, and all indicators point to continuing increases.

The standard composite decking board is a solid pastel color (yellow, red, brown or gray) and sports a stylized, repeating, roller-embossed graining pattern. These mimic wood decking the same way vinyl or cement siding mimic wood siding. Some manufacturers have compression deePembossed graining. Others use twotone color to give a look of graining.

The possibilities in decking are so numerous, lumberyards cannot possibly carry them all. However, there is a logical way to weed through the assortment. Find out what the deck builders in your area are building with and cater to their needs. As a deck builder, I often think how nice it would be if I could stop in at my local lumberyard and find everything I need already in stock. This would include at least two brands of composite decking, a couple types of railing systems, matching fascia, trim and lattice, fasteners and hidden fastening systems, flashing, and end-cut solution. It would also be nice if they would do take-offs for deck builders the way they do for home builders.

There is opportunity for lumber(Please turn to page 77)

WITH the countless options in decking today, do you know what's popular among deck in your market? builders

A FTER years of decorating the la.interior of their homes. many people are turning their energy outside to create outdoor spaces for relaxing and entertaining. This shift reflects a new lifestyle-outdoor living-that extends beyond a home's traditional walls.

"We've seen a big trend in consumers moving the indoors out," said Carolyn Sollis, style director at House & Garden magazine. "People want to create true living spaces outdoors. so they're looking at dining tables, seating, outdoor fabrics, bars, grills, kitchens, even tableware. They want accessories that not only reflect their personal style, but require minimal upkeep."

For an ideal outdoor living environment. homeowners first consider the

ks mdations t vrng

and amenity options available today can be ovenvhelming. so homeorvners typically look for help in choosing the right material and features to meet the vision and budget of their outdoor living space.

In areas subject to extreme temperatures. some dealers and contractors suggest composite decking to homeowners looking for lorv maintenance materials. The western Rocky Mountain climate is especially tough on decks. so Scott Pray and Tom Broden of Bozeman Deck Co.. Bozeman. Mt.. rely primarily on EverGrain composite decking.

"About 75% of our decks are made rvith EverGrain." Pray said. "It's the best looking composite decking for the money. it's durable and it provides great slip resistance. rvhich is really important in this climate."

foundation, rvhether it's a porch. patio or deck.

"Just as with the accessories. the foundation they choose must reflect their personal style and require little maintenance." Sollis said. "And because every space is unique. homeowners must make the best possible use of available outdoor space and gracefully blend the foundation rvith the home and its surroundings."

Building material dealers stand to benefit most rvith the choice of a deck-but so do homeowners. due to the value a deck brings to a home.

According to Renrcdeling Maga:ine's "2005 Cost vs. Value Report," the national average for a deck addition recoups more than 9OVc of the project cost upon resale.

The variety of decking materials

According to Mick Whelan. co{porate director of marketing for Tamko, composite decking such as EverGrain offers other benefits. as rvell. including durability. slip resistance. a natural rvood look. and complementary colors and accessories. "These aspects are extremely important because people want higher quality composite materials. like EverGrain. that not only provide style and beauty. but also rvill stand the test of time." Whe len said.

To celebrate the best of outdoor living. EverGrain is sponsoring National Outdoor Living Week June 5-l l. The rveek-long series of events will encourage homeorvners to enjoy their outdoor living areas. Highlights include a National Deck Party June l0 and an Outdoor Makeover Contest. in rvhich the entmnt rvho offers the most compelling need for an outdoor makeover rvill be chosen to receive EverGrain decking. a design consultation. and $2.000 for additional improvements. For details on the promotions. visit rvrvrv.eversrain.com.

[I'OMEOWNERS sizing up your llselection of decking products aren't always do-it-yourselfers. Increasingly, they're buy-it-yourselfers, who often ask dealers to recommend a good contractor to build the project for them.

Dealers, whether or not they have a formal installed sales program for decking, are inclined to recommend someone if they want to make the decking sale.

Yet, in their referrals, dealers may be placing themselves-and their reputations-on the line, both financially and legally. A deck system is a complex combination of elements, the success of which depends on the quality of materials, installation and overall construction. Make sure those you refer are competent and reliable. Their work will reflect on your business.

Here are four steps that dealers should take in choosing the deck builders they refer, according to the North American Deck & Railine Association (NADRA):

Step l: Wlrere to start

Referrals are the first source for names of credible companies. Your own contractor customers are the most natural candidates. Also ask family, friends and associates who they have used in the past.

Contact your state and local licensing authorities, and trade associations, such as NADRA, National Association of Home Builders, or National Association of the Remodeling Industry, about deck builders who are active in the community.

NADRA does caution that some states have regulations that govern the making of referrals to a service provider. Check to make sure that the way you provide referrals does not cause you to take on unnecessary liability. Some states require the referral of at least three service providers any time referrals are given.

Roy Burleson, director of Builder Solutions for Guardian Building Products and "Installed Sales" columnist for The Merchant Magazine, adds that just getting the names of a few referrals isn't enough. "I would actually inspect a few jobs," Burleson advises. "Ask for an extensive list, then randomly pick from it."

Step 2: Meet the prospects

After you have compiled a list of possible deck builders, take some time to evaluate each one carefully. Set up a preliminary meeting to discuss your

needs and their qualifications. Pay close attention to the attitude of the builder. Good builders take pride in their work and will be enthusiastic about the possibility of creating a reciprocal relationship.

Ask to see a portfolio and some samples of the decking and railing materials they prefer to use.

Burleson suggests having decking manufacturers supply lists of qualifying questions, including construction methods and material preferences such as decking material, fasteners, etc.

Step 3: Do your research

Experience: The training and experience of a deck builder, as well as the age of his or her company, will help you determine their ability to successfully work with you.

Licensing: Some states require special licensing for deck builders. Ask for business license numbers. Then check with local authorities to see that the firm complies with regulations.

Insurance coveragei A deck builder should carry worker's compensation and general liability insurance. Request the name and address of the insurance carrier, along with a copy of the contractor's insurance certificate.

"When asking for insurance certificates, have their carriers supply you with a copy from their files," Burleson says. "I have actually had contractors make changes, add names (their own), limits, etc., then run it through a copy machine a few times and present it to me as evidence of insurance. Also, request the carrier to notify you if insurance is cancelled or expires. Better yet, get listed as an additional

insured."

References'. Your deck builder's past can help determine your future. Ask for credit references, bank information, and a list of completed projects, including names and telephone numbers of previous clients. Find out if the builder stands behind his work.

Step 4r Forge a relationshiP

Establish what each of you wants out of the relationship; i.e., the builder wants qualified leads, and the dealer wants a builder he can trust to provide good quality workmanship. Does the dealer also want a percentage of each job? Does the builder want something for referring his clients to the store?

Educate each other. A dealer usually doesn't know all the ins and outs of deck building and maintenance, and a builder doesn't know the particulars of each product they carry. An understanding of each other's business will go a long way toward guaranteeing that the cross references they send each other are worthwhile.

"Most deck contractors think they are in the deck business," explains Burleson. "While building a quality deck is important, in reality, they are in the service business. The customer's total experience is even more important. A great deck attached with horror stories doesn't help the referring dealer's image. In fact, just the opposite is true. It will tarnish it."

Burleson views the final step as the most important. "If the contractor really understands the value of selling great experiences, the first three items probably take care of themselves or become non-issues," he says.

Alternative decking pTodryers ,ump on lencrng

llll-ANUFACTURERS of composites and other wood IYlsubstitutes, after making gigantic in-roads into the decking market, are turning their attention to fencing-and discovering that this market may be considerably easier to penetrate.

For one thing, they don't have to work as hard proving the products' sturdiness, since vertical applications such as fencing do not have to withstand the weight placed upon horizontal applications like decking.

More importantly, they've already spent years preaching the advantages of alternative decking, including its durability, moisture resistance, maintenance-free properties, and realistic wood look. So. homeorvners. builders. dealers and distributors have become much more receptive

to composites and other rvood substitutes.

And, as composites and plastics have been growing by about l57c annually in decking. vinyl has been increasing about 20Vc a year in fencing. Yet vinyl. being 1007c plastic, looks and feels less like stained wood. Vinyl is also limited in its ability to be made in UV srable colon. The darker the vinyl. the less stable the color, meaning more fading over time. So. vinyl fencing is usually produced in rvhite or tan.

That's left the gate rvide open for composites and other substitutes such as polystyrene-based Eon. "Within three months we've got just as much acceptance for our new fencing product as it took three yean for our decking [to attainl," said Cliff Hatch. director of marketing for CPI Plastics' Eon division. "The market rvas crying out for products that were not white."

Hatch said selling Eon's nerv fencing is. in fact. "easier than selling decking because it's so straightforward to package in kits. Fencing gives us the opportunity to take a lot of work out of the field for the builder. We do all the cuts and routs for the builder and take all the guesswork and potential mistcuts out of the equation. The product is packaged in 6x6 kits, so all you need is a kit, a post and some hardrvare for every 6 feet of fencing you want. It's also available in 6x8 for the fence specialty customers."

Kits make sales easier for dealers because they just provide standard lengths without having to figure out complicated calculations.

Yet. Eon's primary selling feature is its appearance. ideal for such a visible application as fencing. "People are very concerned about horv their fencing looks." Hatch said. "lt's the face of their house to the neighborhood. Your neighbors are painfully arvare if your fence is not looking its best."

Composite decking producer Trex is also getting into the game. It just began distributing The Trex Seclusions fence system in the West and rvill gradually roll out eastrvard throughout 2006. Like Eon's. Trex's fencing is backed by a 25-year warranty. Key components of rhe line

ENGINEEBED polymer using 100% polystyrene goes into Eon decking and now redwood (above) and cedar lookalike fencing.

LEADING composite decking producer Trex Co. is now trying its hand at composite fencing.

include a 6x6 post, decorative post caps (flat or pyramid), and an aluminum channel at the base, covered with "C" shaped pickets that slide together snugly. The fencing is topped off by a crafted top rail, supported by brackets to ensure quick and easy fastening.

Adam Zambanini, senior product manager for Trex fencing, noted that the new wave of composite fencing goes above and beyond previous composite products. "Trex Seclusions privacy fencing is a complete composite fence system, so the post, pickets top rail, and bottom rails are all a composite," Zambanini explained. "Other composite companies are offering only a picketed product, meaning that the post and rails are still made out of pressure treated materials. This defeats the purpose of putting in a composite fence, which is low maintenance. The first thing that deteriorates over time is the fence post due to its contact at the ground. You will find that the post will rot. Therefore, we designed a post strong enough to withstand the elements without the worries of rotting."

In addition, he added, "our fence post does not have to be structurally reinforced. This makes our system very unique. You are only paying for a post versus the cost of a composite post and some sort of reinforcement."

Elk Building Products has been producing fully-composite CrossTimbers fencing since 2003.

"Our fencing is sold by the board," said Elk's Stephanie Elwood. "We believe that at this point, selling product by

the board best utilizes our production resources and enables the homeowner the flexibility to design the fence to their specifications."

Expect additional manufacturers to expand into fencing in the near future.

Bright Future for $ubstitutes

Dernand for wood-plastic composite and plastic lumber.in the U.S, is forecast to expand at'a doubledigit pace though 2009 to $3.8 billion, according to a new study by Freedonia.

Advancei will re$lt frorn thcmaterials' increasing market penetration, particularly in decking applications, which are expected to accolnt for more.than one-third of value demand in 2009. 6dvsnge! for composite decking will also be driven by incr,easing consumer and contractor familiarit]a, a widening distribution network. and product improvements that enhance appearance.

Plastic lumber will benefit from growing $se in fencing installations, while wood-plastic composites will be used inqeasingly in newer applications, such as fencing, window and door components, and railroad ties. Demand for both composite and plastic lumber will be aided by consumers' efforts to reduce maintenance associated with construction materials.

Moulding and trim was the largest end use for composite and plastic lumber in 2004, at about 45% of the total. Through 2009, demand for cornposite and plastic lumber in moulding and trim applications is forecast to rise at a healthy pace to $1.3 billion, almost all of which will be plastic lumber. Gains will be slower than for most composite and plastic lumber applications, a result of the relative rnaturity of this market, but will be significantly faster than those for wood mor{ding and trim materials.

Among the major product categories, windorvs and doors applications are anticipated to post the fastest gains through 2009 {albeit from a small base), with demand expected to exceed $200 million. As with other applications, composite window and door compnents are making inroads againsl wood, rnetal and plastic materials because of their lower maintenance requirements and similarities to wood.

Other applications, such as playground equipment, site and leisure furniture, hot tub cladding, porches and railroad ties, will see above-average gains through 2009 as well (from small bases).

Residential building will remain the Imgest market for composite and plastic lumber over the forecast period. Although prospects for new homs construction are expected.to weaken through 2009, these materials will achieve growth through increasing market penetration at the expense of traditional materials such as wood and metal.

Gains in the much smaller non-residential building market will be enhanced by an expected recovery in construction activify in the office and commercial segments. In non-building markets, composite and plastic lumber will also see strong growtl, bolstered from healthy increases in the construction spending through 2009.

llealerctotne tGsGue HEII UGUGnT dec[failu]e$

A BOUT 30 years ago. an idea was ll,born that would revolutionize rhe way Americans enjoyed their backyards. Homeowners, in an effort to increase living space, pushed into the outdoors. Now their backdoor led to open space complete with benches, tables, and barbeques.

To create this space, homebuilders and remodelers took their current building practices and utilized them to create the sundeck. They nailed floor joists and band boards together, and topped them with treated decking. They supported one end of the deck by fastening it to the existing house. The other was supported by a beam, post and footings. For three decades, the basics haven't changed.

Unfortunately, there was a flaw in this practice. Being outside, the nailed deck connections are subjected to wet and dry cycles, freeze and thaw cycles. wind. and in some areas seismic activity. Nails cannot be expected to withstand such demanding conditions and remain tight over the long

haul. A nailed sub frame cannot stay together when exposed to the elements. Reports of deck collapses began to show up in local nervs. The scope of this problem can be seen by searching the Internet for terms similar to "deck collapse."

And, according to a study of five years rvorth of deck failures by the U.S. Forest Products Laboratory in Madison, Wi., "nearly every collapsed deck had been attached rvith nails. rather than bolts, and investigators had pinpointed nails as the cause of the collapse."

Usually, the failure came at one of three critical points of connection: the ledger board. rail post. or stairs.

A deck builder relies on the house for structural support, specifically the rim joist of the house. Rim joists are usually held in place rvith nails driven into the end grain of the floor joists. They may or may not be top nailed through the sub floor. They certainly were not designed to resist the pullout force of a several-thousand-oound

deck. Over time, repetitive loading of the deck causes these nails to withdraw and the deck to collapse.

A similar design flaw exists in the deck's railing system. Usually, the posts for the railing are attached to the bandboard of the deck. When bolted together, the post and the bandboard have a very strong connection. The weak connection is between the bandboard and the deck joists. Usually, the bandboard is installed rvith three or four nails driven into the end grain of the deck joists. When someone leans on the post. it acts like a crowbar trying to pull the nails from the joists.

Stairs are usually nailed to a deck's subframe. In time (and use), the nails rvork loose or boards in contact with the ground decay, allorving the staircase to shift away and collapse.

Almost ahvays. collapses occur rvhen people are using the deck or stairs. As the critical connections become weaker, the motion of people on the deck creates inertia that causes the final pullout of the nailed connections. Unfortunately. this has devastating consequences to those on the deck. the homeorvner and the builder.

Dealers can do their part by encouraging use of screwed-in fasteners at critical junctures.

Lag bolts can provide up to nine times the pullout resistance of nails.

Ioal ]rcton

CBS News recently quoted deck experts who estimated that decks are separating from hornes at a rate of one per week. And, since docks are elevated structures, usually 8 to l2 ft. off the ground, injuries almost always occur. The primary causes ofdeck collapses include:

Age, especially of buildings erected before stricter structural requirements were instated in the late l980s

. Structural integrity-rot and decay

Loose or rusted bols and nails

. No inspections by a sturcnral engineer, a licensed private inspector, or a licensed general contrctor

l-oose or spliting boards

Loose handrails

. Crowding (most decks are designed for a uniformly distributed live load of 4O lbs. per sq. ft) lrdger that is pulling away, splitting, or rocing

IMPROPERLY installed and maintained decks may be ripe for collapse.

Through bolts, which are inserted through washers and a drilled hole and fitted with a nut on the other side, offer even greater resistance. Bolts also may loosen, but not as suddenly as nails.

Deck bracket systems can also hold decks' subframes together. When brackets are used, decks hold together to the limit of the timber strength, not just until the nails pull out.

The Decklok bracket system, for example, designed for new or existing construction, was engineered to

address the three most critical connections on a deck: stair stringers, ledger boards and railing systems. Brackets anchoring ledger board to a house's floor joists provide up to 4,000 lbs. of resistance to deck pullout and subsequent collapse. For rail posts, Decklok creates a bolted connection, oriented-in shear, between the rail post and deck floor joist, increasing strength by 50OVo.

The brackets are constructed from l6-gauge steel and available with a post-manufactured hot dip galvanized

llecl $afety t[onth

To tackle the growing problem of unsafe decks, the North American Deck & Railing Association has designated May as Deck Safety Month.

Between August 2004 and December 2005, the U.S. media reported 225 injuries and one fatality caused by deck failures.

"No one has an estimate of total deaths and injuries per year, because most collapses are never reported in the media," said Frank

Woeste, a deck-safety expert at Virginia Tech. In cooperation with the International Code Council, he helped created a deck inspection manual that can be purchased from NADRA.

"Each May, we will encourage homeowners to get an annual deck inspection," said Mike Beaudry, NADRA executive v.p. "We want to create an awareness of the risks of using a structurally deficient residential deck."

BRACKETS exponentially increase the strength of critical ledger board connections.

coating for traditional deck applications and in stainless steel for use in seacoast applications.

But. assuming proper construction in the first place, the best recourse for deckowners is proper maintenance and occasional inspections. Decks should be routinely checked for rot, decay, cracking, settling and grain severely opening. The ledger, rail and stairs should be inspected regularly for loose or missing connections. Make sure planking, support beams, handrails, and stair treads are not loose, cracking or failing. And also ensure that moisture is draining away from the deck.

During our almost 60 years in the redwood business, Big Creek has developed a reputation for being a reliable zupplier of high quality lumber. We produce a wide ranEe of grades and dimensions, custom cut timbers, pattern stock and fencing. Order full, mixed or partialtruckloads. Big Creek can provide FSC Certified redwood for green building proiects. i

Big Crcek Lumber Co. has a long history of practicing superior fonest stewardship - g-rowing' selectively haruesting and milling high guality, California redwood.

For highly experienced and personalized seruice contact Frank "Lud" McCrary Janet McCrary Webb or Jim Busick

Take a shine to wood decks

TTHERE are more than 30 million I decks in the U.S.and they aren't getting any younger. Dealers can do their part by offering the right cleaning and finishing products. With proper care, a wood deck can last 20 years or longer and a neglected deck can look beautiful again.

"It's not maintenance-free to put wood outside," said deck designer John Breiling. "When you spend $10 to $12 per sq. ft. of deck, you want to care for your wood. It's an investment in what you've already spent."

Unless the deck is brand new. the surface must be cleaned prior to finishing. Picking the right deck cleaner-to get rid of dirt, mold, or stains-means the job gets done without damaging the wood. To remove tannin streaks or the gray caused by weathering, a wood restorer and brightener is a good choice.

"Deck care is a very personal thing. I go out every year and spend about 30 minutes cleaning it," said Sam Williams, a chemist who studies deck coatings and wood weathering at the Forests Products Laboratory in Madison, Wi.

After the deck is dry and clean, it's time to choose a finish: clear, semitransparent, or solid color. A big part of the decision, said Williams, is personal choice. "I look at a weathered deck and think 'Gray is beautiful'."

said Williams, so he applies a clear. penetrating stain.

A clear finish is the most popular choice for newer rvoods. because it allorvs almost all of the rvood grain to shorv through. Some clear finishes are made rvith natural-color tones like cedar or redwood. to add a little pigment while still enhancing the rvood's grain. Others contain transparent iron oxide particles that block the sun's ultraviolet rays.

Semi-transparent stains add extra color and allow rvood grain to shorv through, while the pigment particles physically block the sun's damaging UV rays.

Solid color stain covers wood grain and coloring, but allows the rvood texture to be prominent. It can give decks dramatic long-lasting color without the maintenance problems associated with paint.

Each type of finish has its orvn advantages, but the best finishes look good, repel water yet allow the rvood to dry. and limit sun damage. On average, a clear stain must be reapplied every 12 to l8 months. Most semi-transparent and tinted stains last three to four years. As rvith anything else. the quality of the finish determines horv long it will perform.

To help contractors and consumers choose the best colors and finishes.

Sikkens Decorative Coatinss has

begun selling sample cans of its exterior rvood products. For easy use, the 4-oz. sample cans have an application brush built into the lid. The stains can be brushed onto an extra piece of rvood or the underside of a deck to see the color. coverage and finish the coating provides.

Sikkens' Kelly Wanen said. "Product samples rvill help builders and buyers choose exactly the right shade and finish for each wood surface."

The company is also offering a $ l0.000 deck makeover for "America's Ugliest Deck." Homeorvners have until June 30th to submit a 75-to-1O0-rvord essay about why they should rvin and a photo of their ugly deck. The rvinner rvill be chosen by visitors rvho view the photos and cast their votes on the company's contest Web site, rvrvrv.ugliestdeck.com.

Forward, march!

By Carla Waldemar

encompasses six Massachusetts yards ("the largest building materials company in Southeast Massachusetts," Doug allorvs), a countertop shop. a couple of K&B design centers. and a 46.000-sq. -ft distribution facility.

Don't touch that dial. There's more. In April 2003. Mid-Cape opened an ambitious, 14,000-sq.-ft. Complete Home Concepts megashorvroom in Hyannis-so outright successful that a second rvas launched this spring in Plymouth.

fDACK in 1896, Captain Oscar IlNickerson, commander of the schooner Abel W. Parker, decided he'd had enough of life at sea and purchased a lumberyard in Chatham, Ma. Now his heirs are building decks, not pacing them.

His grandson, J.A. (Jay), another family pioneer, joined the company in 1958 and soon after masterminded the first drive-through, self-service facility in New England (along with picking

up a couple more yards). Today he wears the mantle of chairman of the board. Doug Bohannon. rvho signed on in 1972, sits in the president's office, "because they ran out of Nickersons," as he likes to joke about his rise like cream to the top. Well, that's not quite true. Sitting is an unknown pastime for the man rvho now runs the company-"run" is clearly the operative word for the head of Mid-Cape Lumber, which norv

This is the showroom to end all showrooms - truly one-stop shopping for pros. architects and their homeowner customers. The idea occurred to Doug rvhile visiting other expo facilities across the country. "They rvere fine for interiors. but didn't address the exterior at all. Professionals come in seeking materials for multiple areas of the home. and homeowners want examples of installed products. And what potential homeowner wants to drive all over in someone's pickup truck to make his choices?" Doug wants to knorv.

"For the first time, they can look at all variations in one spot." he saysAndersen windows ("our big push"), from entry-level to high-end. Exterior roofing. siding and trim oprions. Varieties of decking, from manmade to Philippine mahogany. A flooring department that segues from hardwood to carpet, slate and bluestone. Hardware selections in both interior and exterior applications. And, of course, an array of complete kitchens, where cooking classes and even TV shows originate.

Doug says, "We market ourselves as 'the everything store'-soup to nuts," along with every convenience knorvn to modern man to get them to the table.

Savvy to a pro's requirements, the Home Concepts Centers include conference rooms where a builder and his customer can senle things in quiet and privacy. "Or, they can simply send in their customers and we'll create a list and send it on to them," Doug offers.

"Our staff rvill take their clients through the chronological order of each project. They'll even design a kitchen. That's the hard one," he pinpoints. "The margins on kitchens are good," he agrees, "but, for the amount of stafftime involved, they have to be! Plus, there's the potential for failure: scrapes, shadings of color, installation mistakes. Yet, people remodel a kitchen every five to l0 vears." Can't

cHC mega-showroom in Hyannis, Iila.(uppqr phgto), was so successful, Mid-cape recently added a second 14,250-sq. ft.'er in Plymouth, Ma. (lower photo).

turn your back on that kind of busiNESS.

A grand display of decks means money in the bank, as well. "It's hard to imagine driving around a neighborhood, trying to get ideas, when decks are at the back of a house and very difficult to see," he reasons.

Mid-Cape does install select items-kitchenso floors, storm doors, replacement windows-"but we don't want to get too far into it," Doug reasons, "because so many of our contractors are qualified."

The location turns out to be inspired, too. The Home Concepts Center adjoins an Ethan Allen store, which "we find very enhancing," Doug allows. "People go in there for ideas, then come next door and ask us, 'Know any builders?' We'll give them a list of names."

A

grand display of

decks means money in the bank. "lt's hard to imagine driving around a nieghborhood trying to get ideas, when decks are at the back of a house and difficult to see,"

And to keep those builders up to speed, The Home Concepts Center sponsors Builders University. gaining points in heaven, sure, but also black ink on the bottom line. "I started to look at the money we pay out to have things redone," Doug explains the vision. "Take windows, for instance. The homeowner calls it a 'product fault' if it leaks; that's the automatic assumption. But the manufacturer says,'installation problems: wasn't done right.' We'd experienced a number of problems with decks, skylights, roofing, even trusses, so I figured, let's educate our builders on how to do these things correctly."

Classes have grown to include seminars sponsored by OSHA and the local Chamber of Commerce and may feature an accountant ("builders aren't always good business managers") or a lawyer to help with contracts. ("If our builders are paying out to settle things like that, perhaps we have to wait our turn. It's self-preservation for us," Dous confides.

Architects and building inspectors also can amass CPO credits by attending sessions. which are ongoing yearround during the course of a couple of evening hours, including a break for pizza. And, Doug asserts, the day isn't far off when builders will need class credits to maintain their standing, too.

To staff the original center, MidCape invited its 300-plus employees to apply for positions. "We looked at past performance, their approach and education-a model I tried to follow" in cherry-picking the crew, which received in-house and vendor training as well. "Now, before the opening of our second center, we've had a year to prepare for it and have hired and trained people in everything from computer skills to delivery," he documents.

Hasn't been easy, the man has to admit. "The help situation around here dictates what you can do. It's a very expensive place to live; we've even recruited from the Carolinas. There are only so many good people around here, and the smaller independents tend to pick away at them."

To offset that, Mid-Cape inaugurated a HR department not long ago. "Before that, it was difficult at best to hire and keep people. Now, we offer benefits that are pretty aggressive: profit-sharing, health plan, promotion from within, a continuing education program, and monthly meetings where

we solicit input. I look at it this way: You spend more time at work than with your family, so we become a family. We have to be together, so we need to learn to respect each other and get along. It's a challenge every day, but it helps to be grounded in the right philosophy. I've been here 34 years, and I'm the first non-family-member president in the company's history; they give me a lot of respect, and that's something to talk about to your grandchildren."

It hasn't always been a smooth path, he allows as he looks back on a couple of decisions. "We got a little aggressive; in opening a lot of stores, we incurred some ill-conceived debt. Now, we're moving slow and steady, doing market studies before we move. I see us as sort of expanding within for a year or so-retooling ourselves. We're a full-service lumberyard, so we're in competition with many different specialty operations, along with Home Depot, Lowe's and smaller independents. We try to appeal to a wide customer base-architects, builders, remodelers and homeowners. We walk the center line." And will probably be following it forward for another hundred years.

- A former award-winning LBM trade magaT.ine editor, Carla Waldemar writes frequently on the lumber and building material industry. Contact her at cwaldemar@mn.rr.com,

FROM WINDOWS to deckinq, showrooms allow customers to "look at all variations in one spot."

Installed sales provide real solutions

By Roy Burleson

IMPLY trying to out-bid the competition won't work with builders looking for solutions. And, it reduces dealers' margins.

If a builder perceives its material supplier isn't adding value, the dealer is in jeopardy of losing business and being replaced by a more aggressive firmone that markets. sells and delivers additional value like installed sales.

Single Source. Juggling l5 to 20 subcontractors effectively is an arduous task. A builder must manage large numbers of interdependent processes. Subcontractors can't perform their tasks until the previous step in the process has been competed. When there is a delay, the builder has to perform multiple juggling acts-calling suppliers and rescheduling deliveries and installation crews. These are very non-productive functions.

A single source solution for various products along with installation services saves the builder needless aggravations, time and money. When a dealer installs multiple products, the builder only needs to make one contact to reschedule several deliveries and installations. All builders have schedules to meet and are more profitable when their supplier aids in meeting these schedules.

Insurance and Workers Comp. lt is extremely important for builders to employ subcontractors with the proper insurance. Minimum requirements for coverage, terms and limits have to be met and verified for general liability, vehicles, and employee liability and workers compensation. Most require that subcontractor insurance carriers meet minimum rating and financial requirements. However, when a dealer acts as a subcontractor by offering

bundled installed services. the builder needs to track less certificates-making the process more convenient and less time consuming.

Relationships. A dealer's staff already enjoys a solid relationship rvith its builder customers and has probably been involved rvith the job since the builder first brought in his plans. They see and understand the bi_e picture. from start to finish. Most builders rvould rather deal rvith their supplier representative than a subcontractor. Typically. they vierv the dealer's staff as more professional. less elusive. and more responsive to their needs. They are reliable and are consistently available during normal rvork hours. Just being available is a superior service in the eyes of many builders.

Also. the builder can rest assured knorving that the installing dealer is properly insured and rvill be in business for the long haul.

Save Time and

Reduce Cycle

Times. When a dealer provides products installed. it reduces the builder cycle time. Frequently the installation rvill take place at the same time the materials are delivered. Coupled rvith the fact that over 807c of the builders are experiencing completion delays because of installation issues. the need for installed sales programs becomes readily apparent. Installed sales programs are real. time-saving solutions. Communications.

Communication problems cost money. too. Dealer communication systems are typically superior to most subcontractors. They see and understand the total picture. from start to finish. Issues

can be discussed and solutions provided that a multitude of different subcontractors rvould never be able to effectively address rvith all parties involved on the project.

A dealer maintains re_eular business hours rvhere a member of a support team always answers the telephones and responds to the builder's needs. Most subcontractors can't provide this level of service quality.

C onvenience. Professional salespeople knorv horv to identify problems their builders encounter rvith subcontractors. Once the issues have been uncovered. they offer solutions that installed programs can provide.

Horv many builders have problemfree relationships rvith their subcontractors? Any problems in the construction process that can be eliminated benefit the builder.

Cost Savings Initiatives. Today's sophisticated builder wants to look at the big picture. It is no longer acceptable to look solely at the installed bid or price. Many are actively developing processes that effectively lorver costs. When dealers install multiple products. builders save time and money. Superintendents have ferver calls to make and can juggle ferver subcontractors. There are ferver insurance certificates to chase dorvn. ferver invoices to process. and ferver checks to write. Processing an invoice costs builders betrveen $10 and $50 each. The more installed services that can be bundled on a single invoice. the more the builder can reduce costs. "Ferver" activities equate to lorver operating expenses for the builder!

- Roy Burleson is dire<'tor of Builder Solutions for Guardian Building Produ<-ts, Greer. S.C. Contact him ot (248) 760-5791 t tr n trhu r Ie y n @ hp. guard i un.c un.

Rrtrnrls

Charter Oak Hardware, Covina, Ca., has been sold by Jim Marston Sr. to his son. Jim Marston Jr.

84 Lumber Co. submitted plans to build a $3-million,27-acre yard in Olympia, Wa., by 2007

Billings Hardware, Billings, Mt., has been sold by Mary Ricker to T.J. Comstock, his five sisters, and their parents

Heppner Hardware, Heppner, Or., is closing at the end of the month with the retirement of Cliff Green, owner for22 years

San Diego Hardware, San Diego, Ca., has moved after l14 years in the city's historic Gaslight Quarter to a new location in Kearny Mesa, Ca.

Lowe's Cos. opened a new 116,000-sq. ft. store with garden center May 5 in Cotati, Ca.; expects to open a 116,000-sq. ft. store with 29,000-sq. ft. garden center during 3rd quarter 2006 in Redding, Ca., and is considering anchoring a new 13l-acre development planned for San Luis Obispo, Ca. ...

Lowe's has begun construction on a 120,000-sq. ft. store with 27,000-sq. ft. garden center in Tulare, Ca.; is seeking approval to

Correction

In last month's annual ranking of the nation's Top 25 Wood Treaters, Eastex Forest Products, Houston, Tx., was erroneously listed as #13 with 2005 treated production of 141 million bd.ft. (April, page 12).

Eastex should have been ranked #19 with 2005 treated production ot 114 million bd. ft. We apologize for the error.

build a 130,000-sq. ft. store in Manteca, Ca.; had its plans for a 172,000-sq. ft. store with garden center in Visalia, Ca., rebuffed by the city council and was asked to submit a new proposal, and will install ADT alarm systems in its new and existing stores over the next two years ...

Home Depot opened a new store March 2 in Ocotillo (S. Chandler), Az., and hopes to open a 102,000-sq. ft. home center with 35,000-sq. ft. garden center on ll.4 acres in Claremont, Ca., in April 2007 and a 114,700-sq. ft. replacement store with 35,000-sq. ft. garden center in Covina, Ca., by October 2007

Home Depot submitted plans for a 100,000-sq. ft. store in Roseburg, Or.; is negotiating to build on 12 acres in Bellflower, Ca.; continues fighting to build on 14 acres it owns in El Cajon, Ca., and is seeking rezoning to allow for a 102,500-sq. ft. store with 28,000sq. ft. garden center on 26 acres in Warrenton, Or. ...

Home Depot will test the sale of automotive products at l0 stores in Florida; completed its $3.51billion acquisition of Hughes Supply, and will launch Team Colors, a sports-themed paint line representing more than 125 different tqrms

Cavanaugh Hardware t 98year-old, 10,000-sq. ft. building in Auburn, Wa., has been torn down to make room for a condo/retail development that will include a hardware store/museum, The Cavanaugh Hardware Co. & Heritage Center...

Wnor:snns/trrutrcur:rs

J ewett-Cameron Trading C o. Ltd. has consolidated operations in North Plains, Or., after selling its Ogden, Ut., distribution center in December...

Masonite International Corp. next month is permanently closing its Premdor Components cut stock facility in Corning, Ca. ...

OrePac Building Products, Wilsonville, Or., this spring will implement DMSI's RF Navigator Warehouse Management System at its branches in Ontario and Sacramento, Ca., and plans to install the system at all 12 locations over the next three years ...

Jeff Hunter's Log Farm, Parowan, Ut., was decimated April 17 by a multi-milliondollar fre of undetermined origin ...

Plum Creek cut its second shift in half at its Hungry Horse, Mt., sawrnill due to insuffrcient supply of larger dimension timber; the 45 affected workers were offered transfers to other area plants

East Teak Trading Group, Sultan, Wa., has been acquired for $20 million by an investment group led by Don Daseke, who becomes chairman and c.e.o. of newly formed East Teak International ...

Swanson Group, Glendale, Or., is reducing production by 75% this month at its stud mill in Glide, Or., due to high log costs

Alcoa /nc. will sell its Alcoa Home Exteriors division, which produces 14,000 different products such as siding, soffits, fascias, trim, decking and railings ...

Teuxo Roofing Products Inc., Joplin, Mo., changes its name June I toTeuxo BuiWing Products Inc., reflecting its expanded products and services...

Housing starts in March (latest available figures) fell 7.8% to a seasonally adjusted annual rate of 1.96 million ... single-family starts dropped 12% to a 1.59-mil-

(Please turn to page 79)

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Listings are often subtnitted nnuhs in advan<'e. Alx'ats verift' dates and locations n'ith sponsor before naking plans to attend.

ilrv

Paint & Decorating Retailers Association - May 9-ll, paint & decorating shos. Las Vegas Convention Center. Las Vegas. Nv.: (636) 326-2636.

National Hardware Show - May 9-ll, Las Vegas Convention Center. Las Vegas. Nv.: (847) 605-1025.

Wood Truss Council of America - May 10-12, legislative conference. Washington. D.C.: (608) 2714849.

Los Angeles Hardwood Lumberman's Association - May ll, ladies night/member of the lear arvard. Summit House Resrauranr. Fullerton. Ca.: (323) 723-9856.

Structural Board Association - May 15-17, OSB rvorld symposium & exhibition. Miami Beach. Fl.: (905) 475-1100.

SmallWood 2006 - May 16-18, Richmond. Va.: (608) 231-l-j61.

JLC Live Show - May 18-19, Anaheim Convention Center. Anaheim. Ca.: (800) 261-7'769.

Seattle Hoo-Hoo Club - May 19-20, regional mini-conference. Tacoma. Wa.: (253) 796-1155.

Home Remodeling & Decorating Show - May 19-21, Basin Recreation Center. Park City. Ut.: (801) 571-9012.

Do It Best Corp. - May 20-23. spring market. Indianapolis. In.: (219) 748-5300.

Lumber Association of California & Nevada - M,a! 22-A,2nd Grorvth annual forest & mill tour. Eu,sene. Or.: (916) 369750r.

Carrefour International du Bois 20()6 - May 3l-June 2, international timber trade shorv. LaBeaujoire Exhibition Park. Nantes. Fr.:33 (0) 21073ffi61.

furt

Guardian Building Products - June 7-9, shorv. Minneapolis Convention Center. Minnneapolis. Mn.: (864) 297-3498.

Los Angeles Hardwood Lumberman's Club - June 8, election night. Maggie's Pub. Santa Fe Springs. Ca.: (32-3)723-9856.

Lumber Association of California and Nevada - June E, associates/dealers golf tournament. Rancho Solano Golf Club. Fairfield. Ca.: (800) 266434r'.

Seattle Hoo-Hoo Club - June 9, annual golf tournament & dinner. Mount Si Golf Course. Snoqualmie. Wa.: (253)'796-7155.

Western Wood Preservers Institute - June lt-20. summer retreat. Lodge at Sonoma. Sonoma. Ca.: (800) 729-963.

PCBC - June 20-23. Moscone Center. San Francisco. Ca.: (916) 143-7933.

Temperate Forest Foundation - June 2l-24, Teacher Tour. Portland. Or.: (503) 579-6762.

Tuolumne Lumber Jubilee - June 22-25, Tuolumne. Ca.: (800) 266-6436.

Mountain States Lumber & Building Material Dealers Association - June 24. golf tournament. Rochelle Ranch Golf Course. Rarvlins. Wy.: (800) 365-0919.

Society of Wood Science & Technologv - June 25-26, annual convention. Nervport Beach Marriott. Ne\r'port Beach. Ca.: (608) 23r-9347.

American Architectural Manufacturers Association - June 25-28. national summer meeting. The Resort at Squaw Creek. Lake Tahoe. Ca.: (847) -303-5664.

Forest Products Society - June 25-2t, annual meeting. Nervport Beach Marriott. Newport Beach. Ca.: (608) 231-1361.

Western Hardwood Association - June 25-28. annual meeting. Mirage Hotel. Las Vegas. Nv.: (360) 835-1600.

Wood Moulding & Millwork Producers Association - June 25-30. summer meeting. Hyatt Regency Tamaya Resort. Albuquerque, N.M. I (800) 550-7889.

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tion news

Western Building Material Association will host an owners/managers conference in conjunction with its summer board meeting July l9-21 at the Semiahmoo Resort. Blaine. Wa.

Mountain States Lumber & Building Material Dealers Association will co-host the Wyoming WOOD Council Golf Tournament

June 24 at Rochelle Ranch Golf Course, Rawlins, Wy.

July 14 it will co-host the Nerv Mexico WOOD Council Golf Tournament at the Santa Ana Golf Club, Santa Ana Pueblo, N.M. July 24 is the date for the Colorado WOOD Council Golf Tournament at The Ranch Golf & Countrv Club. Westminster. Co.

Lumber Association of California & Nevada will hold its

Associates/Dealers golf tournament for June 8 at the Rancho Solano Golf Course. Fairfield. Ca.

The day will begin with a shotgun start and end with dinner and awards presentation. Proceeds will go torvard the Bob Patterson Memorial Scholarship Program and LACN's educational programs.

The association's forklift safety training seminar rvill be offered June 28 at Holt of California. Sacramento. and June 29 at Southern California Material Handling, Anaheim. Approved by OSHA, the hands-on training covers industrial lift trucks as well as truck-mounted machines.

Western Wood Products Association elected Duane Vaagen, Vaagen Bros. Lumber Co., Colville, Wa., as chairman during its recent annual meeting in Scottsdale, Az.

Eric Schooler. Collins Pine Co.. is now I st vice chairman. and Allan Trinkwald. Simpson Timber Co.. 2nd vice chairman.

Members elected one nerv board member and reelected four directors. Nerv to the board of directors is Steve Zika, Hampton Affrliates. and reelected rvere Art Harrvood. Harrvood Products; Thomas Lovlien. Boise: Larry Potts. Jr., Warm Spring Forest Products Industries. and James Rarick of Pope & Talbot. Inc.

Western Hardwood Association will hold its 54th annual meeting June 25-27 at The Mirage Hotel. Las Vegas, Nv.

After a board meeting and election of nerv board members, the evening's entertainment is dinner and a shorv at the Excalibur Hotel. The second day features a general business meeting,

speakers, and a hosted reception and buffet dinner. The last day continues the speaker program and ends with a golf tournament, hosted reception, and awards dinner.

BC Wood Specialties Group will host the 2006 Global Buyers Mission Sept. 7-9 at the Whistler Conference Center. Whistler. B.C.

More than 100 Canadian woodproducts manufacturers will showcase their wares for buyers from around the world. Free accommodations and meals will be provided for the first 40 qualified buyers from the U.S.

American Hardware Manufacturers Association's executive conference/annual meeting is June 4-7 at the Hyatt Regency Hotel, Chicago, Il.

Speakers include former president Bill Clinton, Colin Powell, and Rudy Giuliani.

Other highlights are a welcoming networking reception, buffet breakfast, and golf tournament.

American Architectural Manufacturers Association will hold its weste rn reg ion sprin g meet i ng at Marriott Ontario Airport, Ontario, Ca.

A national summer meeting is planned for June 25-28 at the Resort at Squaw Creek, Lake Tahoe, Ca.

Window & Door Manufacturers Association elected Jim Hackett, Jeld Wen, chairman at its 79th annual meeting in Indian Wells, Ca.

Dave Beeken, Eagle Window & Door, was re-elected window division

vice chairman; Rick Kon, Masonite, is door division vice chair, and Linda Semling, Semling-Manke, remains treasurer.

New directors include Mike Salsieder, Ron Safford, Hal Gardner, Jeff Klein, Steve Tourek, and Ron Jablonski.

International Staple, Nail & Tool Association has elected Chris Miller, Master Fasteners, chairman.

Rebecca Kalis, Tree Island Wire, and Ed Sutt, Stanley Bostitch, are vice chairs; Mark Kania, ISM Fasteners, secretary/treasurer; Kerwin Braddock, Black & Decker, legal & legislative advisory committee chair, and Chuck Hotze, Fasco/Beck, p.r. committee chair.

sensible ronmenlalist

By Dr. Patrick Moore

Dear Dr. Moore:

What do you consider the most important thing we can all do to protect the environment?

It's an impossible question because no single environmental issue takes absolute priority and many are in fact linked. But I think the most important

tLhe9ufrct JWarriage-

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thing we can do is understand that even small efforts-from turning off unnecessary lights to using non-toxic cleaning products-add up to a meaningfulimpact.

For example. there are lots of ways to save energy. In addition to the obvious (such as fixing leaks or adding insulation), try switching from incandescent lights to fluorescent.

Or plant a tree. According to the U.S. Forest Service. well-positioned trees outside a home can reduce air conditioning needs by 2OVc and save 20Vc to 5OVo of the energy used for heating.

I also try to reduce my own environmental footprint by:

Turning off the tap. Water shortages are becoming increasingly frequent. yet North Americans use more water per capita than everyone except the Japanese: about 90 gallons a day, compared to the European average of 53 gallons. Wasteful practices (such as leaving the tap on when we shave or clean the counters) comprise 14% of that amount. That's more than 12 gallons a day, per person, treated to drinking quality standards and often heated-that's lost down the drain.

Avoiding quick starts. Driving a fuel-efficient car is a simple way to reduce our dependence on fossil fuels, which (in addition to being nonrenewable) are enorrnously polluting. But did you know that rapid acceleration and braking can lower your gas mileage by as much as33%?

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Using renewable materials and energ)- whenever I can.Tltis can be as simple as using wood instead of other, non-renervable materials-or, if you own your home, choosing non-polluting alternatives to oil and natural gas, such as a geothermal heat pump, which captures solar energy that's been absorbed into the earth.

Of course, there's also the "reduce. re-use and recycle" philosophywhich incorporates some of the ideas above. But doing our part to protect the environment is really as simple as being mindful of our actions and choosing a responsible path.

- Dr. Moore, a co-founder and former president of Greenpeace, holds a PhD in ecology and q BSc in forest biolog_r. Send questions to patrick@ s e n si ble e nt' i ronme nta li st.com.

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Weyerhaeuser Co. has consolidated five structural framing-related operating units into a single, unified business that will supply residential builders through dealers.

Weyerhaeuser's residential structural framing products and services had been provided by five separate businesses - Trus Joist, Structurwood, Weyerhaeuser Plywood, Weyerhaeuser Lumber, and Weyerhaeuser Distribution Networks. Together, the businesses accounted for nearly $8.3 billion in sales in 2005, roughly 37Vo

Combines Framing Divisions

of Weyerhaeuser's total revenue of $22.6 billion.

Called ilevel. the newly integrated division rvas created to simplify the construction process for both dealers and builders, and transform Weyco from its traditional role of wood products manufacturer and supplier into that of a value-adding provider.

"Weyerhaeuser is changing from a product-driven manufacturing business to that of an integrated, marketdriven culture-a necessary approach to remain successful long into the future," explained Lee Alford, senior v.p. of residential wood products. Products. services and tools will remain the same, yet now coordinated and rebranded. Brands include ilevel Trus Joist engineered lumber, ilevel Structurwood engineered panels, iLevel Performance-Tested Lumber. and iLevel Services Integrated Building Resources. Standard lumber will retain the Weyerhaeuser name, and complementary products such as decking and siding will retain their brands.

Instead of dealing rvith separate reps for individual products, retailers contact ilevel professionals who can provide all necessary components.

Dealers will benefit by:

. Partnering with a single point-ofcoordination, working with a host of experts trained to answer questions and suggest the best solutions, such as managing inventory and supporting framing design solutions.

. Positioning themselves as a necessary component of the purchasing process beyond the traditional role of supplier.

Their builder customers rvould benefit through:

. Reduced time. labor and callbacks

. Optimized structural frame performance and reduced rvaste

. Tools that make custom designs and design changes easier

. Efficient. reliable deliverv of products and services

Simplified business processes

Using ilevel, builders can walk into dealer locations rvith architectural plans and rvalk out with a complete. integrated solution for the homervith materials customized for their individual needs.

Independent distributors carrying Weyerhaeuser products rvill also be incorporated into the il.evel system. Weyerhaeuser officially rolled out il-evel April 20, but personnel rvas reorganized effective January I in anticipation of the overhaul. Amid the changes. Weyerhaeuser will continue to implement the nerv system in rvays that best benefit its customers. "ln reorganizing people and implementing new structures. we realize that rve may be intemrpting relationships. and that customers are getting used to nerv contacts. We don't take that lightly." said Scott Elston. director of national accounts for ikvel.

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Depot Closing Yardbirds

By July l, Home Depot will close the l0 Yardbirds stores it acquired in December, erasing the 30-year-old Northern California chain recognized for its white bird mascot.

The larger format stores in Santa Rosa and Martinez will be converted and reopen as Home Depots in November. The store in Rohnert Park will reopen as a Contractor's Warehouse in2OO7.

Smaller stores in Alamo. Concord. Petaluma, San Pablo, and San Rafael will be remodeled, but their new formats have not been determined.

Stores in Vacaville and Vallejo, as well as the Yardbirds' offices and warehouse in Petaluma, will be permanently closed.

Depot vowed to try to find jobs for Yardbirds' 650 employees.

Stock Buys Home Lumber

Home Lumber Co., San Bernardino, Ca., has been acquired by Stock Building Supply.

"Home Lumber is located in one of the most robust economies in the United States," said Fenton Hord, Stock president and c.e.o. "The company has been a consistently strong

performer for many years."

Founded in 1947, Home Lumber's product mix includes lumber, OSB and plywood, engineered wood products, and miscellaneous building materials. Last year, Home Lumber reported sales of 592.2 million.

Home Lumber operates yards in

San Bernardino, Bishop, Ca., and Yerington, Nv., and employs 143. All senior management, including company owner and founder's son, Milt Johnson. will remain with the firm.

Raleigh, N.C.-based Stock now operates 287 locations in 33 states, with annual sales of M. I billion.

LBM Dealers Seek Liability Protection

A bill to protect dealers from product liability lawsuits was one focus of the National Lumber & Building Material Dealers Association's annual legislative conference April 3-5 in Washington, D.C.

"We've got dealers here from every state in the union," said NLBMDA chairman Kevin Hancock, president of Hancock Lumber, Casco, Me. Other attendees included Walter Foxworth. Foxworth-Galbraith; Steve Kelly, Kelly Bros. Lumber, and Paul Hylbert, Lanoga Corp.

The legislation was designed to protect retailers rvho sell a legal product to a customer and are sued when something goes wrong. According to NLBMDA. one in four retailers has been named in product larvsuits over the past five years. Most don't have

the time or resources for a costly defense and are forced to settle out of court, including:

. An lllinois dealer sold a circular saw to a customer who lost a finger and sued the dealer.

. An Ohio dealer sold imitation slate shingles that were shipped directly from the wholesaler to the jobsite. When the coating later wore off some of the shingles, the dealer was forced to pay $16,000 in a settlement.

. A dealer sold a water heater that was improperly installed by the customer and exploded. causing property damage and bodily injury. The dealer was held liable.

A dealer sold a hammer to his attorney, rvhose son hammered rocks and injured his eye. The customer/ attorney sued the dealer.

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Millwork distributor uses technoloqy to improue seruice

I)TELLEHER Corp.. a San Rafael. Acu.-bur"d manufacturer and distributor of lumber and moulding products, knew it had to replace its manual inventory tracking and order fulfillment system to succeed in a competitive marketplace and better serve its customers.

The solution was an innovative mobile system-a Treo 650 smartphone, an attachable barcode scanner from Socket, and customized software from 3G Touch Solutions-that cuts order fulfillment time by more than 807o, offers real-time inventory tracking and order placement from anywhere, and trims about 30 minutes

from the typical two-hour site visit.

"This technology allows us to connect with all our customers like never before, helping us rapidly deliver orders of any type and quantity from our product line," said Paul Herzog, Kelleher's v.p. of marketing. "At the end of the day, our ability to give customers quality products as quickly and effortlessly as possible is what keeps them satisfied and loyal."

Kelleher's quest for a better system began in 2003, when its old manual system was no longer adequate for serving one of its larger customersHome Depot. Orders were phoned or faxed in, forcing employees to

tediously rvrite down UPC order numbers onto order forms. Fulfillment of orders often took a week or more.

Using scanners provided by Symbol Corp., Kelleher entered the world of wireless. ln 2004, when personal digital assistants (PDAs) became affordable and wireless communications improved, Kelleher made the switch to Palm's Treo for the salespeople serving Home Depot. Soon after, the company's entire outside sales force received Treos and began using the new system.

Onsite, the attachable scanner allows Kelleher's salespeople to scan bar codes-which contain key product, inventory. or customer information-directly into the Treo 650 smartphone. Besides dramatically increasing the accuracy ofdata collection during order placement. using the scanner also decreases the time needed to place and process an order. As a result. the efficiency and productivity of salespeople greatly increases.

Once scanned into the smartphone, data is instantly uploaded to Kelleher's central database for immediate processing. Most orders are now filled the next day.

"ln the mobile age. service enterprises are expected to function and deliver in real time." said Peter Phillips, v.p. of marketing at Socket. "The combined mobile hardware and software solution has enabled Kelleher's sales representatives to fulfill sales orders with speed and accuracy."

By rvirelessly connecting to

(Please turn to page 48)

KELLEHER'S sales representative can scan inventory and place orders easily, using the latest wireless communications technology.

U.S., Canada Strike DealOn Tariffs

The U.S. has reached a tenative agreement with Canada to settle the long-running battle over tariffs on imports of softwood lumber.

Under the proposed "marketbased" arrangement, the U.S. would return 78Vo of the $4.3 billion in duties collected so far, and Canada would limit its exports to 34Vo of the U.S. lumber market.

The countries struck a similar agreement in 2003, but it collapsed after several Canadian provinces

balked. With the new deal, Ontario is already complaining that it would be shortchanged, since it would have to reduce its exports, while British Columbia would be allowed to increase its shipments.

U.S. Trade Representative Rob Portman said the compromise would end "years of litigation, acrimony and market uncertainty" over softwood lumber.

The U.S. Coalition for Fair Lumber Imports supports the proposal.

AF&PA Realigns Toward Public Policy

For the past l0 months, American Forest & Paper Association president and c.e.o. W. Henson Moore has been leading a strategic review of AF&PA's operations prior to his August I retirement.

"The last review and reorganization of AF&PA was done in 1995, and since that time there have been many changes in our industry," he said. "Our mission is to successfully influence public policy to benefit the U.S. paper and forest products industry, and we are realigning to become

more effective and efficient to accomplish that mission. As our companies are changing to meet global competition, so must their trade association."

The first phase of the reorganization will place all policy development and advocacy into one department instead of the current five, effective this month.

The new Policy and Government Affairs Department will be led by Donna Harman as senior vice president. Patrick Rita will head up the new Government Affairs Group,

which will include federal. state. local and international advocacy.

The second phase of the realignment will be announced in late June.

Moore said, "I am confident that this new operating model will make AF&PA even more effective and efficient at public policy while also increasing member value."

CVBS Opens Ag Supply Yard

Central Valley Builders Supply, St. Helena, Ca., which has been shipping agricultural products to local growers and wineries for 15 years, opened an 10,000-sq. ft. agricultural supplies store with an acre of yard space May I in Healdsburg, Ca.

Unlike the company's three other locations in St. Helena, Napa and Woodland, the new store won't be a lumberyard. Instead, it will offer agricultural supplies to local growers and wineries. such as lumber for trellises. irrigation hardware and supplies, and products for pruning, erosion control and harvesting.

"We have to be in the geographical area to service our customers." said Jack Nelson, v.p. of sales for the agncultural division. "They want to see and touch the products."

Dealers Do It Better?

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Layman Lumber Closes Mill

Lavman Lr"rmbcr Co.. \aches. \\'a.. is shutting do*n aftc-r -50 rears clLrc to insLrtficient timbcr suppl ic-s.

Oriner Kathr Kratzcr. dur.rchtc-r ot' firunclcr (lcorqc Lar r.nan. also blantcrl lo* lunrbcr priecs lncl churtgin:l crrr ironnrcntal rcgulations.

Thc 91 acre e oniplcr. rr Itie h incluclcs scl)aratc larsc- irrtd snlrll-loS opcrations. shLlttcrc(l rts l5-rrrillionbcl.-lt.-a-1clr sas nrill at the cn(l ()1' April ancl thc rna.jorin ,,t ,5. f i1111's -50 crnplorccs \\crc laid oft. Thc plancr shoLr lcl bc- idlcd br tltc c-nrl trl this n]onlh. ancl the shipping (lcl)urtllr-nt n ill close in nicl-.lr"rnc.

Kratzer s ill retain thc propc'rn. bLrt rior-rld not elaboratc- or.t hcr c'racl plans. "Wc think ue \\ant to rkr sorncthin-s n ith thc site." she said.

Huttig Phoenix Ups lts EWP

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Longview Rebuffs Suitors

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84 Lumber Aggressively Opens, Closes Yards

Over the next three years, 84 Lumber Co. will close 67 underperforming stores, while opening 125 new locations-in an effort to increase annual sales from $4 billion to $10 billion by 2009.

"As we analyzed our (return on assets) over 521 stores, we determined that we needed to make some tough decisions regarding underperforming stores and to close them, so that we can better utilize our assets on a national basis," said president Maggie Hardy Magerko. "The stores we are closing are not performing to consistent levels required by our business model and are located in nogrowth or rural markets that have either matured or never reached their projected potential from a housing start perspective."

84's benchmark is a minimum of 3,000 housing starts annually.

"We are in the process of opening 50 new stores in 2006, and already have 42 new store locations slated for 2OO7,"

ahead to 2008, we are actively reviewing more than 20 new

store sites at this time."

The expansion will result in a net increase of at least 1,000 nerv outside sales representatives. The restructuring also includes expanding the company's installed sales program. increasing manufacturing through 84 Components, and increasing sales to large, national production builders.

The closings include only trvo yards in the West-Gillette and Rock Springs, Wy.-but also l3 stores in Ohio. l2 in Pennsylvania. seven in Tennessee, five in New York, four in West Virginia, three each in Indiana, Michigan and Kentucky, two in Arkansas, Georgia, Illinois, Missouri, and North Carolina. and one each in Maryland, Mississippi, New Jersey, South Carolina, and Virginia.

In markets with multiple stores, sales personnel and clients will be transferred from closed locations into nearby existing stores.

Store openings in 2006 include Florence and Yuma. Az.: Rialto and Visalia, Ca.; Meridian, Id.; Reno, Nv.; Forest Grove and Redmond, Or.: Spanish Fork and West Jordan, Ut.

Other closing include eight yards in Florida. seven in Texas. four in Louisiana. three in Tennessee. two each in Alabama. Illinois. Minnesota. North Carolina. and Virginia, and one each in Oklahoma, Mississippi, Pennsylvania. South Carolina, and Wisconsin.

84 Lumber 86'e8 Tournay

A week after announcing it would close 67 stores, 84 LJmb€r is dropping its sponsorship of its annual PGA golf tournament in Farmington, Pa-

This will be the last year for the 84 LumberClassic.

Company founder/golf enthusiast Joe Hardy launched the tournament three years ago and quickly built up its msterof narc golfers, partially through lavishing perks on the participants, as well as improving its play dates and publicity.

Hardy Magerko said. "Looking

For over forty years, on EL&EL for competitive prices, innovative Dfoduct solutions. Call lmagine endless possibilities.

Millwork tbat creates dtstlnctlon.il

Weyco Builds EWP Plant

Weyerhaeuser started construction of a TJ-Shear Panel plant in Chino. Ca., that is scheduled to start production in August. The nerv facility is being built on a company site that already has a commercial truss plant.

"This nerv facility indicates the level of confidence that Weyerhaeuser has in Chino and Southern California's ability to provide for such a mill," said plant manager Steve McDaniel. "Situated to meet our customers'needs. this project is very exciting and rvill produce a valuable product designed to promote safety during wind and earthquake events."

Warehouse Chain Grows

A year after being acquired by Home Depot's pro-oriented division. Contractors' Warehouse. North Highlands, Ca., is in high-grolth mode.

When Home Depot Supply acquired the chain from Jeld-Wen last summer, Contractors' Warehouse had seven locations. This month, it opens its eleventh-near Dallas. Tx.-and its trvelfth-a second Sacramento. Ca.. area store in Rancho Cordova-opens in early August.

"We are on a very fast expansion

track ri_sht norv." said president Rich Fiechter. rvho founded the chain in r 983.

Although Contractors' Warehouse won't divulge its precise expansion plans. it has said there are 300 underserved markets across the countrl Fiechter stressed that does not mean Contractors' Warehouse will build 300 ne*' stores. only that it rvill evaluate the markets as possibilities.

The avera_qe Contractors' Warehouse is 65.000 sq. ft.. althou_eh nes'er stores are lar-ger. The prototlpe is 88.000 sq. ft. for the store rvith an additional 45.000 sq. ft. for the indoor drive-through lumber I'ard. The locations added since Home Depot took over have been retrofits of existing buildin-es.

State Sues Eel River Owner

The state of California has filed suit against the orvner of Eel Rir er Sarvmills. Eureka. Ca.. for not properly rvarning rvorkers before la1 in-e thern off last summer.

The sarvmill's o\\'ner. Buck Olsen. had def'ended not providin-c emplorees rvith advance notice by' explainin-s that he rvas still actively seeking capital tcr avoid closin-e the business. The state said it filed suit after Olsen failed to

respond to requests to substantiate his defense.

Olsen acquired the mill site from Eel Rirer Sa*mills in 2003. operated it for trvo vears. then shuttered the facilitl in Juli 200-5.

Former sorkers maintain that Eel River rras obli,eed b1. state and t-ederal la\\'s to proride emplorees $,ith 60davs advance notice of anr la1off or pror ide them * ith 60-da1 s \\'a-ses.

Rains Flood Dealer-Again

For the second time in thrc'cmonths. record-setting rains causc-d flooding at Goodman Building Suppli. Mill Vallel. Ca.. but the storc' reopened the same afiernoon.

Just da1 s before the March storm. general mana-ser Zr iki Gor rin had instructed sorkers to remove sandbags from around the store. "We reallr thought this uas the end of s'inter." said Govrin. "We're alsars prepared for things like this. Floodin,e is a rra1 of life fbr us."

The storm marked the area's f lst da1 of rain. toppin-s a record set in 1975. Parts of the store *ere t-looded rr ith more than I feet of u ater. s'hich caused estimated losses of 55.000. An earlier storm on Nes Year's Eve caused about S lff).000 in damages.

Millwork Distributor Uses Technology

(Continued from page 36)

Kelleher's back-end database. the smartphone enables salespeople to view inventory and order information on any of Kelleher's 5,000 active SKU's, in the field and in real time. As a result. field representatives can better serve customers with on-thespot updates on the status of their orders. Customers can even receive a fax confirmation within minutes of placing an order.

Key benefits of the new system:

. A single device provides order placement and verification capabilities, plus access to cell phone and internet connections.

. Provides a simple and efficient way to capture, communicate, and retrieve order status, product information, and account information.

. Real-time connection to Kelleher's database offers instant feedback on status and availability of orders, plus ordering information for the entire product line.

. Significantly decreases the previous 7-10 day lag between the place-

ment of an order and its fulfillment. rvith most orders being filled the very next day.

. Increases the efficiency of data entry, verification. and order picking.

. Reduces or eliminates errors in the data entry process. Improves the accounts receivable

process by decreasing the pay cycle.

"What's really exciting about this system is its versatility." said Joe Olsen. v.p. of U.S. operations at 3G Touch Solutions. "Kelleher required a solution that rvould turn its market challenges into a competitive advantage. and they got it."

TREO SMARTPHONE provides a real-time conneclion to Kelleher's database for instant feedback on oroducts, orders and inventory.

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Randy Walton retired April 2l after I 2 years as general mgr. of Economy Lumber Co., Campbell, Ca., and more than 25 years in the wholesale and retail lumber industry in California.

Mark Swinth, ex-C&D Lumber, is new to sales at Forest Grove Lumber, McMinnville, Or.

Bruce Kelly has joined Boise Cascade as lumber product mgr. at its Riverside. Ca.. distribution yard.

Bob Tucker has retired after 24 years at Barr Lumber, Yucca Valley, Ca., and more than 40 years in the industry.

Randy Parmar is now director of sales for North American Reload's Tuscon. Az.. division.

Emory Powell is new to cedar sales at Westridge Forest Products, Beaverton. Or.

Mark Dodd, ex-Belco Forest Products, has joined Lumbermens, Lacey, Wa., as merchandise mgr. responsible for building materials. Frank Hendrix and John Evans. both ex-Tripp Lumber, are now with Bitterroot Valley Forest Products, Missoula, Mt. Melanie Hindi, ex-Epperson Lumber. is new to inside sales at Capital Lumber Co., Chino, Ca. Brad Gabriel is new to inside sales in Denver, Co. New account mgrs. include: Wendi Fetts, ex-Staples, in Chino; Jill Berndsen, ex-Belco Forest Products. in Tacoma. Wa.. and Louis Rios, ex-Georgia Pacific. in Denver.

Randy Hayward has been appointed director of business development for plastic lumber producer PolyPacific International. Vancouver. B.C.

Mark Durk has joined Erickson Building Components. Roseville, Ca.. where he will be involved in vendor progmms to help inventory management and problem-solving for the company's large customers.

Earl Downing, ex-Advantage Business Computer Systems. has joined Spruce Computer Systems as account mgr. in Larkspur, Ca.

Amarjit Bisla, lumber grader. has retired after 33 years with SierraPacific Industries, Chinese Carnp, Ca. Also retiring from SPI rvere John Poston, millwright, Quincy. Ca., after 8 years; David Burkus, filer. Quincy, after 5 yean; Leslie Smith. filer, Shasta Lake, Ca., after 30 years: Ted Jacobsen, quality control, Camino, Ca.. after 9 years, and Sandy Fitzpatrick. accounts payable clerk. after 22 ye:rrs.

Not onty is Canfor SilvaStaro Fascia and Trim less expensive than composites or cedar, it can also be ordered in longer Iengths. Why do we make it in al]the key lengths up to 24 feet? Because stocking allthe lengths your customers need on any given job can save them installation time and expense. Every inch of SilvaStar is made from high-quality KD SPF fiber with no defects, so it's roo% usable. Then it's carefully factory primed with premium Otympic latex primer*. True; time is short on any job. Which is precisely why we make our fascia long.

Pat Murphy is now mgr. of the Pacific Western Lumber's Lake Oswego, Or., office.

Jack Wickham has been named director of Ace Hardware Corp.'s Paint Division.

William G. Currie, c.e.o., Universal Forest Products, Grand Rapids, Mi., has been named executive chairman of the board. Mike Glenn will assume the title of c.e.o. effective July 1. Peter F. Secchia is now chairman emeritus and will remain on the board.

Shaun Webb is president and c.e.o. of Trimax Building Products, Inc., Chicago, Il., the successor company to US Plastic Lumber, Inc.

David J. Paterson has resigned as executive v.p. of Georgia-Pacific's building products division to become president and c.e.o. of Bowater Inc., Greenville, S.C. He succeeds Arnold Nemirow, who is retiring.

Guillaume Laverdure has been promoted to president-residential North America for Tarkett.

Patrick D. Buckley, ex-Emhart Industrial Fastener, has joined Powers Fasteners, Inc., as staff engineer.

Aaron Elliott, ex-Elk Premium Building Products, has joined Azer Trimboards as v.p. of sales.

Jeannine Laitres has been promoted to customer service mgr. at Canyon Creek Cabinet Co., Monroe, Wa. Marilyn Smith, ex-Canac Kitchens, has been hired for the newly created position of directorhuman resources.

David W. Schroeder, president and c.e.o.. Intermatic. was elected to the board of The Chamberlain Group.

David E. Kinman, Bennett Lumber Products, Princeton, Id., was presented with the Western Wood Products Association's 2006 Master Lumberman Award on March 13 at its annual meeting in Scottsdale, Az.

Kay Williams, v.p.-information technology, Do it Best Corp., was nominated for an ArHeNe, Award, which recognizes women in leadership.

Andrea Splonskowski, controller, McKenzie Forest Products, Springfield, Or., accepted the United Way's 2005 Employee Campaign Leader Award on behalf of the company.

David Weyerhaeuser, Northwest Hardwoods, Federal Way, Wa., was elected to the executive committee of the Hardwood Manufacturers Association.

Gary Romes, Guardian Building Products; Lee Houlditch, Amerrock Products, and Roy Dean, Owens Corning, are new to the board of governors of the North American Insulation Manufacturers Association. George Kiemle, who is retiring this year from Owens Corning, will exit the NAIMA board.

Red Emmerson, Sierra-Pacific Industries, Redding, Ca., received the Mulrooney Award during the North American Wholesale Lumber Association's recent executive conference in Santa Ana Pueblo. N.M.

Russ and Randy Boyer, Aloha Lumber Co.. Kauai. Hi.. as winners of the state's Small Business Persons of the Year Award for 2006, were nominated as National Small Business Persons of the Year.

Perry Noid has been promoted to v.p. of loss prevention at MungusFungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Co-op increases online member services

nO IT BEST Corp., Fort Wayne, In., has launched a l-lredesigned members' Web portal, bringing together information and interactive tools in a single easy-to-use site.

"It's one of the most powerful resources rve've ever provided to our members," said Larry Pensinger, director of e-business. "Mydoitbest. com leverages the power of technology and makes everything available rvith just one log-in."

Pensinger and his team spent a lot of time on access and security issues. "One of the things we tried to do with the new portal is offer a lot of flexibility," he said. Instead of calling headquarters, members can assign access to their own employees based on what each one should see and use online.

The new portal retains the best features of the previous version, which was launched in early 2001. Visuals were enhanced and the most commonly used links are just a click away, either as direct links or on pull-dorvn menus. Many new features were added to help members run their businesses more efficiently, especially in the online tools section.

"They will save a great deal of time for our members," said Pensinger. "Instead of searching for paper forms that need to be filled out manually, a member can enter information on a computer and have it delivered to Do it Best

Corp. immediately."

Nerv online tools include:

Lumber Information & Pricing: Pensinger said that member requests for current lumber prices. even on nights and rveekends. had a large role in the portal redesign. Norv. instead of calling headquarters, members can log on anytime for the latest prices.

Invoice Management: Members can vierv and pay regular rvarehouse. drop ship. and miscellaneous invoices online. Search and sort capabilities are built into the online invoice management system. making it easy to find specific line items. SKU numbers. vendors. and invoices based on a number of criteria such as invoice number. member number. or amount due.

All invoices from January 2006 onrvard rvill be stored in an online archives for a minimum of three years, and will be dorvnloadable in a variety of formats. In addition. members rvill be able to dispute invoices online. if necessary, and pay online through electronic funds transfer.

Online Claims: This feature offers several improvements over the old paper-based model. To make a claim. members key in the appropriate SKU or UPC. select the reason for the claim. and the proper form displays automatically. Once the form is submitted. their account is usually credited by the next business day. When members need to return items to their retail service center. they can print an authorization to include rvith the merchandise. The site also stores a record ofeach claim for future reference.

Commodities Catalog: This is a searchable database of products. such as roofing materials. insulation.and dryrvall. that provides current pricing information for products previously purchased and the ability to place orders online. Members can also look up current promotions and store a list of favorite products.

Material Safety Data Sheets: Retailers are required by OSHA to supply MSDS to consumers on demand. "The traditional rvay is to keep paper files in a cabinet. Memben rvould call us and rve'd fax them out." said Pensinger. "Norv. members can go online and dorvnload rvhat they need. when they need it."

Image Search: More than 25.000 high-resolution lifestyle and product images are now available online. In the past. members had to call headquarters and the images rvere located. burned onto a disc. and mailed out. Now. members can go online and dorvnload images for sales circulars. newspaper ads. store fliers. and displays.

Training: Previously. training videos-rvhich are produced at an in-house production studio-rvere only available on DVD. Norv streaming video can be dorvnloaded

(Please turn to page 561

DO lT BEST's Karla Wygant, web development manager, and Larry Pensinger, director of e-business, spent two years planning and implementing the redesign of the company's Web portal lor each 0f its 4,100 member-retailers in the U.S. and abroad.

Co-op Increases Online Services

(Continued from page 54) from an online Web library. Training covers all aspects of store management and employee training, from how to build a display to good customer service.

Because the redesign was so extensive, some 20 members were asked to preview the site three weeks before it went live. "It was a good cross section of our members," said Karla Wygant, Web development manager. "Some had expressed an interest in helping revierv the nerv site. We chose others based on geography and factors such as whether they have one store or several, and whether they are a hardware, home center, or LBM operation."

Each member of the preview group was encouraged to give the site a thorough review. "We wanted to replicate the way our members truly work," said Wygant. "Our members are busy, so we wanted to ensure that features like search boxes were available from any page. so you could quickly access a new part of the site even if a direct link was not provided."

The goal was to make the site completely user-friendly for every member, both savvy Web surfers and novices. "We focused on simplicity, but didn't sacrifice any features in the process," said Pensinger. "All of the tools are there, but even for those with minimal Internet experience. the learning curve is very, very shor1."

Although the new Web site will make it easier for members to connect with Do it Best Corp., the co-op remains committed to being available to members by phone. "The site enhances our relationship with our members." said Pensinger, "but it only replaces the phone during those times when our members decide it's more convenient to

ffi;=I

b-F-r-----e + 5ffi"t#Eii*

NEW PORTAL retains the best leatures of the preMous version, which was launched in 2001, while enchancing visuals and adding new features that make the site more flexible and easy to us€ for sawy Web surfers and novices alike. New online tools like Invoice Management help members run their businesses more efficiently.

communicate rvith us online."

As for the future. Pensinger said that he looks fonvard to hearing from members and receiving suggestions for future improvements. "We'll continue to look for ways to improve it as technology and the needs of our members chanse."

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That's because GeoDeckTM is made widr Biodac!, a unique patented ingredient that makes it virtually hdc rcriilert. Whether il's Cedar, Driftwood, or Mahogany, your customes will enioy $e ridr color year after year and contractors will enjoy ferver callbads. Wi$ GeoDeck's Tongue & Groove board and hollow profile, it's lighta and mudr easier to handle and install than o$er composite boards. Iheyll get a beautiful deck with a fastener-free look *nt was installed in hall fte time. W'rtr GeoDech youll have eneryone looking good.

Kelleher CORPORATION

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most exciting lumber programs

All orofiles are to hit the Western market in the available by the piece or by the unit' last few years.

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we are all about making sure every detail is covered. Let the best sales and service staff in the industrv take care of all the details. www,kelleher.com

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Ahsolute lntegrity

5 secrets to sales breakthroughs

By Alan Vengel

VOU can move people to action |. better rvith persuasion than rvith power. Think of those people in your life rvho have drarvn you in and made an impression on you. Maybe they've convinced you to take action rvithout seeming pushy or panicky. merely stressing the necessity and benefit of what they wanted you to do. Or maybe they won you over through their empathy, seeming to truly understand your point of vierv.

Consciously or unconsciously. those who have a powerful effect on us use a set of key influencing behaviors. You can have the same effect on clients when you learn to tap into effective selling influence.

Influence is more motivation than manipulation. In this inclusive form of communication, you get others to do something or give something while maintaining or improving the relationship and creating a sense of shared commitment rvith your customers.

When you develop and use your influence. you create a situation rvhere everyone wins. Try these five influence behaviors in your sales work.

and watch your sales skyrocket rvhile you enhance the quality of your relationships with your customers.

Behavior #7 Know whft you wantthen ask for it!

No one likes to feel as if they're dealing rvith someone tvho has ulterior motives. Everyone loves a straight dealer. so be honest and direct about rvhat you are trying to achieve.

But in order to state rvhat you tvant clearly. you have to first know rvhat you want from your customer. What is the purpose of your meeting? What are you hoping to achieve? Are you trying to develop a relationship rvith your customer. for example. in order to warm him or her up for your next meeting? Or do you want to make an immediate sale?

When you knorv exactly rvhat you want. you can better state your posi-

tion and get your point across to your customers. When your customers knorv exactly what you wanr. they will feel your influence. experiencing a sense of clarity and purpose. They rvill appreciate your direct approach. even if you don't make the sale at that time.

Benwior #2

Crette wi n lwin s ugg estions

You can influence your customers to help you obtain rvhat you rvant by providing them rvith specific. concrere ideas that rvill ultimately benefit you both. To make this happen. preparation is essential. so you must know your customers.

For example. if you rvant to make a sale to a young couple rvho your questions or research has revealed to have a moderate income. shorv them horv they may benefit in the long run from paying in monthly installmenrs rather than payin-e in full up front.

When you knorv your customers' needs. you can adjust your approach accordin_ely. Then ask. "Are you open to some ideas that may help your situation?" or propose "Here's a suggestion that could help both of us."

Behavior #3

Builcl trust by clarifying

In a sales situation. shorv your customers that you have listened to rvhat they had to say by clarifying any issues they bring up. For example. rvhen a customer tells you. "l'm interested in the product or service you're offering. but I am not able to do it financially right norv." make sure that 1'ou have clearly understood.

Paraphrase and summarize key points. Pause to ask if you've understood correctly. When you demonstrate that you have heard and understood the customer's position. you rvill find that you create a shared commitment bet\\'een you. Your customer rvill feel as if you share common -eround. rather than feeling defensive and sold-to.

Benwior #4 Ask open-endecl questions

Drarv your customer out by askin-g a mix of open-ended questions and focused questions. then actively listenin,e to the answers. Questions rvill help you to establish rapport rvith the customer. and lead to openness. understanding. and commitment. so don't rush this behavior. Taking time norv to listen to the customers' concems rvill ( Pleuse turn to page 62 )

Durablc, depcndeblc rrnd drrzzlins. 'lhose rrre thc cluirlities you'll find in any deck built rvith Iucense Cedirr thrt is grown in Oregon and manuf.rctured at C & D Lumber Co. Dr-re to the lack of compression wood in Oreqot-t gro\\r1t Itlcensc Cedar, our deckinq is morc stablc rrncl rcsistrtnt to thc elctrtctrts. This rvill provide you rvith lr strtnnittg ctleck thlrt \1)tl cttlt be protrcl of firr r.'clrrs t() clonlc.

So crrsy to work rvith, it's chilt1's plru.

has raised. For example, ask, "Can you tell me a little bit more about (that relevant issue you brought up earlier)?" or "Could you tell me more about (your last experience that yielded disappointing results)?"

Benwior #5 Give something...gd something

for you?" or "What would make this offer more attractive for you?" You are inducing the customer to buy, giving them an incentive that makes your product or service more interesting.

Secrets to Sales Breakthroughs

(

C ontinued from page 60 ) enable you to go faster later.

Avoid close-ended questionsthose that require only a "yes" or "no" answer-and focus instead on openended questions that start with "what," "how," and "where." These will help you to gather information and find out what your customer is thinking.

By seeking a broad answer, you let your customer choose the conversation's direction: "What would be an ideal outcome for you?" or "How have you approached these issues in your business in the past?"

Focused questions help you to drill down and get disinterested customers to focus on alternatives. When you've been actively listening, you should be able to focus in on specific incidents, concerns, or objections the customer

Your customers want to see clearly why they should give you their business, so motivate them with sound reasoning that relates your solution to those concerns you know they may have. Make it easier or more attractive for your customers to do what you ask by telling them whar you will be happy to do for them if they accept your solution.

For example, try offering something sought-after that costs you nothing, but delivers a powerful benefit to them: "If you can give me an answer today, I'll set up an immediate appointment with our IT group and that will put you first in line."

Show that you're willing to modify your initial proposal to better suit their needs. This helps you further promote agreement and commitment. Ask. "How can I make this decision easier

You don't want to offer a discount: in all likelihood, a lower price is probably not a primary need anyway, and you obviously don't want to take a discount off your commission. Show added value and make your offer more attractive in some way, maybe by changing the payment schedule, or by proving success with interviews of references. Give them something immediately, and you increase your chances of getting what you want.

The ability to influence is a skill anyone can acquire, and it correlates directly to your success in the sales profession. When you follow these five behaviors, you will see breakthrough results in your commissions as you build more meaningful relationships with your customers.

- Consultant, speaker and trainer Alan Vengel has developed skill-building programs, including The Infuence Hge, and is author o/Sprout!: Everything I Know about Sales I Learned from My Garden. He can be reached at (925) 837-0148 or v ia www.v e n g e Icon s u Iti n g.c om.

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climate change

By John A. Helms. Ph.D. -

THE REPORT released recently by I California Governor Arnold Schwarzenegger's Climate Action Team identifies the forest resource sector as one of the most significant strategies to reduce emissions. That's good news. It's high time California encouraged the judicious use and management of its forestlands.

While burning fossil fuels spervs carbon and other greenhouse gases into the atmosphere. forest management can reduce carbon pollution. It can also buy us time to develop more efficient technologies that ultimately minimize human contributions to global warming.

In particular, it's the young trees and forests that are most efficient in taking up carbon. Not that old forests don't help-they do. But when their capacity to remove carbon is measured against young forests, old forests come up short.

First, a little Biology l0l: Trees take up carbon dioxide from the air and release oxygen in the process of photosynthesis. The carbon is stored in leaves, branches, stems, roots and soil. Trees also respire some carbon dioxide back to the atmosphere. In

young forests. the uptake of carbon dioxide greatly exceeds the loss due to respiration. The reverse can be true for very old forests.

This prompts two questions: Can rve enhance a forest's capacity to store. or sequester, carbon? And if so. rvhat's the best rvay to do it?

The first answer is fairly straightforrvard. Increasing carbon storage in forests goes hand-in-hand rvith other forest management _qoals. such as providing essential tvood products. enhancing rvatershed health. and maintaining biodiversity across the landscape. What's -eood for forest health is good for carbon sequestration. Forest management can certainly increase carbon sequestration. especially rvhen the carbon forests capture is stored long-term in rvood products like lumber for building construction and furniture.

So horv do rve enhance carbon sequestration by forests? By improving grorving conditions. controllin-s stand density. increasin_e tree vigor. examining rotation lengths. and encouraging the development of urban forests. The more rapidly leaves are produced, the more carbon is taken out

of the atmosphere. The faster a tree grows. the more effective it is at removing carbon from the air. Creating ideal conditions for growing trees also creates ideal opportunities for carbon sequestration.

As forests become older the rate at rvhich they take up carbon slows and the rate at rvhich they lose carbon to the atmosphere through respiration and decomposition accelerates. Though older forests rvith many large trees may store more carbon than young forests. there is a trade off in that young forests are better at sequestering carbon.

The climate-helping characrer of young forests should be a boon to society because rvhether you're interested in rvood production or carbon sequestration, the forest-management approaches are similar: you want to increase leaf area. maintain forest health. and accelerate grorvth. That means thinning forests to remove the less vigorous trees. leaving the rapidly grorving trees.

Replanting the land rvirh fast-grorving trees quickly restores the forest canopy and continues the process of sequestering carbon.

The same forest-management techniques that maintain healthy foresrs and sequester carbon offer another climate-change benefit: they reduce the threat of high-intensity rvildfires that release tremendous amounts of carbon into the air in a single. catastrophic event.

Although there's currently no market incentive in place to manage forestland to store carbon. California established the Climate Action Registry in 2001 and is refining prorocols that may eventually rervard forest management activities that increase carbon sequestration. Without financial incentives it is unlikely that forests rvill reach their full carbon sequestration potential.

But this much is certain: rapidly -erorving trees sequester carbon more quickly and efficiently than old ones. That fact should stay front and center in policy discussions. If rve rvant to maximize carbon sequestration and stora_se. rve need forest management that results in healthy forests of all ages on the landscape. That means sustainable forestry. and plenty of young forests.

- Mr. Helns is professor enteritus of forestrv at the Uniyersity' of California, Berkelev, ord the inunediate past president of the Sotien' of American Foresters.

EWP Demand Moderates In 2006

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U.S. and Canadian Structural Wood Panel and Engineered Wood Production, 2005-2006

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2005 acr-a 2006 'c'eca.:

panels will be used to rebuild destroyed housing units over the next five to 10 years, with another 300 million ft. for nonresidential reconstruction. Reconstruction efforts are expected to peak about 2008.

Demand in the industry's other key markets is expected to help offset the leveling off of housing starts. The remodeling, industrial and nonresidential construction markets are forecast to generate 385 million ft. of additional demand this year, for a total of 20.13 billion sq. ft. Exports also are expected to rise by 31 million ft. to 558 million.

Softwood plywood and OSB imports, on the other hand, are finally expected to level off following several years ofincrease. Imports are forecast to total 2.58 billion ft., down about 5Vo from last year. Most softwood plywood imports come from Brazil and Chile, and most OSB imports from Europe. Reasons for the expected slowdown of imports include exchange rate shifts, rising transport costs, and, in the longer term, substantial new domestic production capacity.

The industry is expected to add some 10.7 billion sq. ft. of production capacity between 2006 and 201I, which will give rise to a growing demand-capacity gap unless new demand is created, some existing capacity is closed, or both. APA is developing a strategic plan to generate additional demand in key markets, including nonresidential construction, residential wall sheathing, and wood floors.

Rains Delay Sierra-Pacific

Due to unusually wet weather that made logging difficult, Sierra-Pacific Industries Inc. temporarily stopped production in early April at its mill in Anderson, Ca. About 4OVo of the 18year-old mill's 170 employees were affected, but most were back at work three weeks later.

Heavy rains made logging-access roads in the area unsafe for trucks, according to spokesman Ed Bond. Instead of receiving 100 loads a day-about 4,000 bd. ft. of timberthe Anderson mill was not getting anything. "You can see when you go from 100 to nothing, it's critical," Bond reiterated.

After the rains stopped, a stretch of

dry weather allowed the roads to dry sufficiently. "Weather is the defining factor here." said Bond.

With nearly 2 million acres, SierraPacific is the largest owner of private forestland in North America. Last year, SPI's 13 sawmills-12 in California and one in Washington-produced close to 2 million bd. ft. of lumber.

Other mills in the area weren't as affected because they don't log their own timber. "We just have to buy more inventory. Fortunately, it hasn't affected us," said Dee Sanders, general manager of Trinity River Lumber Co., which has a mill in Weaverville. "[SPI is] a big company that owns a lot of land."

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Lumber Demand May Dip Slightly

The string of four consecutive years of record lumber demand should end in 2006, as the red-hot home construction market begins to cool, according to a new forecast released by Western Wood Products Association.

Preliminary estimates show lumber

demand reached a record 63.9 billion bd. ft. in 2005, rising 3.4Vc from the previous year. For 2006, WWPA forecasts lumber demand to slip a modest 2.lvo to 62.6 billion bd. ft.

All of the decline in lumber demand will come in residential construction. WWPA predicts housing

starts rvill total 1.93 million units in 2006, down 6.3Vo.l-ast year, a record 27.8 billion M. ft. of lumber was used in housing construction, or nearly 44Vc of total lumber demand.

Lumber use in the other marketsrepair/remodeling, non-residential and industrial-is forecast to be slightly higher this year as the American economy continues to grow.

U. S. lumber production is expected to decline this year. slipping2.57o. Production by western mills should total 18.8 billion bd. ft.. down from 19.3 billion bd. ft. pncduced in 2005.

Southern mills are expected to produce 18.5 billion bd. ft. this year, doln2.4Vc.

Imports will likely gain market share in 2006. Canadian lumber ship ments to the U.S. are forecast to decline. but only by l.lVc to 21.2 billion M. ft. That volume would be the second highest on record.

European lumber shipments nearly doubled to 2.1 billion M. ft. in 2005. For 2006, lumber from Europe is forecast to rise to a record 2.3 billion M. ft.

Shipments from American lumber mills to foreign destinations are expected to rise for the second year in a row. U.S. lumber exports rose ll.4Vc in 2005 to 897 million M. ft. This year, export volumes should increase to 915 million M. ft.

Final lumber industry statistics for 2005, including production by state in the West, rvill be released bv WWPA later this year.

Instructions: Fill in the grid so that every row, every column, and every 3x3 box contains the numbers 1 through 9 once. Therefore, each number in the solution will be unique in each of three "directions.'

The solution is on page 93.

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Spruce Tests New Windows System

After three years of intensive research and development. Spruce Computer System is rolling out SpruceWare.NET. its nerv Windorvs.NET-connected business management system for the lumber and building material industry.

SpruceWare.Ner has been implemented rvith Microsoft's latest technolo_ey. Visual Studio.Nrr. and its SQL Server database. based on all open architecture standardsthe first such product for the LBM industry. Microsoft itself uses the .Ner platform to develop its nervest products. including the next release of Windorvs.

The .NEr framervork solves the IT problems related to connecting multiple applications across multiple s1'stems and devices and across the Web.

Bruce Hall Home Center. Cooperstorvn. N.Y.. signed on as the first beta site. "l want my company to be on the cutting edge of technology." said c.e.o. Bruce Hall. "The flexibility of SpruceWare.Ner enhances communication through the Intemet. The vendors and distributors we deal rvith rvill demand that in the future."

Hall said his store started saving money on forms as soon it upgraded. because it norv prints everything on plain paper. "We rvill further reduce paper use." he said. "rvhen rve begin to scan related documentation to attach to transactions. SpruceWare.Ner automatically links all related documents and keeps them indefinitely. rvhich cuts costs. is better for the environment. and elevates customer service to a rvhole nerv level. Our customers rvill get their questions ansrvered immediately."

Hall also discovered horv easy it rvas to bring nerv employees up on the system. since "today's generation is familiar rvith Windorvs. not the UNIX operating system."

The four product cornerstones of the SpruceWare.Nrr System are Application Folders. Attachments. Document Management. and Dynamic Reports. Application Folders provide an uncluttered desktop and are consistent throughout the system. making information readily and easily accessible by the user. The user can retrieve information needed to complete transactions from the folders (customer. vendor or inventory information) rvithout leaving the screen they are in.

Attachments provide a similar function as attachments in email systems. They may be graphic files. text documents. or Web links, and can be appended to tftrnsactions and records throughout the system. For instance. tvarranty

NEW SYSTEM allows users to get any information they need without leaving the screen they are on, such as this purchase order screen displaying the inventory item's sales history as a pie chart.

information or manufacturer's specs may be attached to an inventory item as a separate document. or as a hyperlink to the vendor's Web site. for easy retrieval at point-of-sale. Or. if a load of material arrives damaged from a vendor. a digital picture can very easily be attached to the receipt record, along r,vith the scanned vendor paperwork, to create a permanent record fbr future ref'erence.

Thc porver and flexibility of SQL Server allo,uved Spruce to provide built-in Document Mana-uement.

Dynamic Reports refers to the ability to view a stored transaction simply by double clicking on the transaction number listed in a report view. a function previously only available in polverful stand-alone document management systems. The system also automatically links related documents within the life of a sale-from the material list, special order, purchase order, packing list, to the invoice. This infbrmation can be kept indefinitely, providing a secure and paper free audit trail.

"We believe the industry-wide migration tolvard .NEr is the rvave of the future," president Rob Fitzpatrick said. "SpruceWare.NEr rvill enable companies to conneet systems and employees from anylvhere, at any time, and deliver unprecedented levels of service and value to their customers."

Spruce plans to install SpruceWare. Ner at additional customer beta sites this month, with full product roll-out occurring in July. Many Spruce customers are already on the list for SpruceWare.Ner upgrades.

Based in Latham, N.Y., Spruce has satellite offices in Denver, Co.; Larkspur, Ca; Kansas City. Mo.; Atlanta, Ga.;Waukesha, Wi., and England.

Treaters Prosper In Transition

Despite a challenging transition to a new generation of preservatives, the wood treating industry remains stable and resilient, according to a study by Louisiana State University Forest Products Development Center.

Based on a survey of rvood treating plants, sales in 2004-the first year following a phaseout of CCA fbr residential applications-reached $4.9 billion compared to the $3.9 billion reported in 1996, an increase of 25a/o over eight years. Industry employment totaled 13.600 in 2004 rvith a reported payroll of $405 million for the 452 sites sampled.

Producers used more than 275 million gallons of preservatives in 2004. Waterborne preservatives totaled 55% of consumption, fbllor'ved by creosote at 3lVo, oilborne aI l2a/o, and fire retardants at 2o/o.

Mandated by n voluntary EPA agreement in 2004, the industry completed a succcssl'ul transition t() u new gcneration of advanced waterborne wood preservatives fbr consumer use. Next-generation fbrmulations ACQ, copper azole, and sodium borates captured a 644/o share of r.vaterborne preservatives consumed. Waterborne CCA, now limited to industrial applications. totaled a35o/o share.

Major products treated in 2004 included 5.6 billion bd. ft. of dimension lumber, decking, boards and timbers: 23. I million cu. ft. of pilin g; l7 .3 million railroad crossties. and 3.9 million poles.

The study was funded by industry trade groups. including APA, Southern Forest Products Association. Southeastern Lumber Manufacturers Association. and Treated Wood Council. lvith assistance from the Western Wood Preservers Institute. American Wood-Preservers' Association, Southern Pressure Treaters' Association, Railrvay Tie Association, and Timber Piling Council.

Navigating the workplace iungle

By Dan Stockdale

THE workplace is full of many difI ferent personality types. When you can identify the different types of those who work for or with you, you can better learn how to deal with and understand them.

While there is no direct correlation between people and animals, you will clearly recognize some character traits and behaviors-perhaps even in yourself-in the following five animals that will help you to work with others.

1r Snakes

Snakes have a reputation for being sneaky and manipulative. In reality, they are very independent and highly adaptive. In the workplace, the snakes are not the office gossips or troublemakers!

Rather, they are the people who prefer to keep to themselves and do their work. lying low in their quiet. unassuming way. Like their animal counterparts, most office "snakes" are beneficial to the environment and pose no danger to anyone.

To handle human snakes, you must be observant: What does this individual perceive as threatening? They hate sudden disruptions, so avoid abrupt changes and try not to spring anything on them out of the blue. Snakes rvork best when they feel as if they are always in the loop about matters that could affect them. Just because they're quiet doesn't mean that they don't rvant and expect to be involved. Include them in all relevant decisions and make sure

they're aware of the status of projects so that nothing sneaks up on them.

Zr Donkeys

You can't be truly successful if you're surrounded by "yes" people all the time. and no teiun can function at its best without a variety of penpectives. Donkey types bring that to the table. They keep you and the team honest and thinking about other options.

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They are committed and want to do what is right. Unfortunately, donkeys often think that their way is the right way.

Find ways to give donkeys complete individual responsibility for a project.

Let them know that they will be held entirely accountable for the project, whether it works or not. Give them the flexibility and latitude to do whatever they want to get results, but also make them accountable for the end product. They may learn eventually to listen to feedback from others, especially when they see that their way doesn't always work.

3q Ehphants

These majestic creatures are similar to humans in manv wavs: they have similar life spans and maturity phases, are bright, empathetic and have great memories. Their massive size gives them tremendous power. lf you've ever seen the aftermath of a stampede, you know that a lot of inadvertent damage can occur to the surroundinss.

Office elephants throw their weight around, exercising power simply because they can. They may or may not even realize the damage this behavior can cause. Usually, they have acquired this power over time, but they don't have an official role in which to use it. For instance, a manager may change positions within your company after a number of years. Knowledge of the organization's history and politics can be powerful. What's more, even if the current role doesn't give the elephant any real authority in the new position, he or she may hang on to the power inherent in the former position.

When you work with or supervise an elephant, consistent contact is essential to help ensure that they won't use power and authority to make decisions that negatively affect you or projects. Stay in communication, speaking to the individual frequently, presenting ideas I and getting feedback. Even if you're not always able to use elephants' ideas, at least you will help them to feel included in the process, and

they will be more likely to tread lighr ly than stampede.

4r Uultures

In the office, human vultures are committed to their projects and the company's goals. You can identify office vultures by looking on the sidelines, where they tend to lurk, waiting for an opportunity to gain favor, sometimes at others' expense. If you have vultures on your team, let your boss know often what you and each individual on the team is doing, so that a vulture can't fly in and steal credit.

If you're supervising vultures, communicate with each team member through informal one-on-one status updates. Ask what exactly they are involved in and how they feel the team is working together. You'll find that vultures' language will be full of "I's" and not a lot of "we's." Even when questioned about the team, they'll focus on what they are accomplishing rather than what the team is achieving.

Human vultures simply have huge egos, and to deal with them most

(Please turn to next page)

NaYigating the Workplace Jungle

(Continued from previous page ) effectively, you must stroke those egos and make them feel like they're very important. Assign them personal projects and individual responsibilities, so they can shine on their own. not through taking credit for others' work.

5r Meerkats

These animals sprang into the popular imagination in animated form in The Lion Kirig. Intensely loyal to their colony, meerkats take turns vigilantly

rvatching out for predators. Office meerkats are the same way. alrvays looking out for each other and the good of the entire group. They are excellent at developing and nurturin-s relationships. and rvill do rvhatever it takes to make sure the group functions as a team.

When workin_e rvith meerkats. you must avoid doing anything that seems inconsistent rvith the -eoals of the orsanization. Such behavior is likely to incur their rvrath. They are happy to inform the _eroup if they discover behavior that undermines the group.

Because meerkats are not necessarily the shorviest of office animals. you must remember to recognize and appreciate them. They deserve attention for consistently being present rvith the right attitude and the risht rvork ethic.

Whether you're the organization's c.e.o. or a member of a project team. you have at least a little bit of one of these animals in your personality. maybe even more than one. Horvever.

unlike these animals. you have been trained and adapted to your environment. The key is knowing how to train others on your team or in your employ.

No one likes to feel dictated to. no matter rvhat their animal "type." Like animals. ferv humans really enjoy being told what to do. but rve rvill all do many things willingly rvhen rve feel as if doing so is our orvn idea. Anvtime vou can make them feel as if the idea you're presenting to them is theirs. not yours. you rvill be far more successful at getting rvhat you want from them. When that happens. you'll have flocks of happy employees rvho positively contribute to the company's bottom line.

- Don Stockdale, speuker, au!hor, cortsultant and e.uttit' ttrtinal trainer. is president of Adventures in Leadership, an educational frrn tfutt spe<'iali:es in applting principles of positive reinJorcenent kt orquniaatiorrs. He cun he rea<'hed ut (800) 640-TICER or viu x'rnr'.dal.sloctdale.con.

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America's Ugliest Door?

Thernra-Tru Doors. N{aurtrcc. Oh.. held a conlcst lirr' "Arncrica's uglicst ckrol"'anrl lirunrl u rvirtner in C'lvnrcr'.

N.Y.. ut tlre home ot Dalrcll ancl Malie Dunrtcrr old. Thc ullrrtl prizc lr ir.tr.tcls \\'cfc lur-rnour.rccrl April | 5 cluring a lirc broacl cast of "On the Holtse." ir horlc inrprovenrcnt nr(l io show hostccl by thc Carcy Blollrcls. C'hoscn by a lranrl ol tkxrr cxperts inclLrrl ing Bcrnic Felt'arr. ir plorluct rranagcr at Huttis BLlildin-u I'ro tl ucts tlrc Dunrrcrr oltls rvill receivc lr 'l'lrclnra 'l'ru clool s1'slcnr rvorlh 53.000 to s.5.(xx).

"lt's anrazinq hou nrr-rch dillcrcnce a nc\\ cntr'\ of patlo door nlrkcs 1o the orclull look ancl valuc ol' thc hornc." saitl Sara Thcis. public rclations n.uu.r agcf lt'l'hclntr-Tru. "Just lrt lcplacing thc rkxrr. rvc can incrcasc thc cullr appeal arrrl valLre of thc honrc immensclr."

Rhino I)eck cornposite

decking ancl railir-rg systems include planks, posts, rails, birlusters, fascia, flashing, and joist covers. Rhino Deck is splinter free, slip resistant, and does not need painting or staining! Materials install with traditiorral wood tools and are covered by a 1O-year warranty.

Glen Oak Brands Hardwoods

Glen Oak Lumber & Milling, Montello. Wi.. has designated Red Leaf as the official brand name for its newly expanded line of select rvhite maple products.

The Red Leaf lumber and millwork products include boards, mouldings. trim. door jambs. panels and stair parts.

While the manufacturer has been producing maple products for years. the rising popularity of maple millwork in upscale new construction and remodeling led Glen Oak to upgrade the maple used in its program and brand the enhanced products rvith a name that is easy to recognize and remember. A corresponding logo. rvhich features a brilliant red maple leaf centered in black stylized text. is stamped on the ends of Glen Oak's hardrvood boards and is applied to product samples and packaging.

The mouldings are now made from #l white soft maple. in a rvide variety of trim profiles. Also available are a solid door jamb in select rvhite soft maple. and a rvhite hard maple veneer door jamb that gives pre-hung door units a desired all-white-wood look at an affordable price point.

Solid S4S Red Leaf 1"x2" through 1"x8" select white maple boards by Glen Oak have a notable grade specification of clear rvhite one-face. two edges. Clear two-face select white hard maple l"xl0" and l"xl2" veneered boards produced in 16' and l8' lengths round out the line. These extra-long boards are ideal for skirt boards. stair stringers and false ceiling beams, or any place rvhere installation of long, uniform boards rvithout a splice is desired.

Large Distributors Dominate

Sixty lumber rvholesalers in the U.S. have annual revenues exceeding $100 million and control about 50% of the market, according to a new study by Research & Markets.

About 5,500 lumber wholesalers operate in the U.S.. rvith combined annual revenue of $65 billion. Most are privately held rvith annual revenue below $10 million. About 900 companies have annual revenue greater than $10 million.

Only the largest companies have more than 100 employees, rvhile the typical wholesaler employs an average of 10.

National and regional wholesalers usually have several offices that serve local customers. Most companies operate locally, often serving both local retailers and local mills. Large wholesalers are more likely to serve large customers. rvith operations in multiple markets.

GLEN OAK now uses higher quality maple for its millwork-and has branded the line "Red Leaf."

Leading Decking Suppliers

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conrrttortly' soltl accessot'ics. sLtch lrs outckxlr' lighting. kitchcn c()lnl)()ncnt\. ancl lirclrits. \\'hlle (ilLrc. rr hirltlcn

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I)cck & Railirtg,-\ssoeiirtrttn. It's lrlso lr goorl idea to rcuri tnrrlc pLrblications

t() \11\ crlrrclrt on tIcncls. changcs. sllctt issucs. ncw prorlucts. ar.tcl r.nolc. 'l'o inrprovc l,our- sclvicc to thc rkr it I, oLrr-scll'cr or clcck bu ilclcr'. pror icle a ,le. l.,l..irttit)S l)1,':-tlrtlt ill \(,ttt \lr)l'e.

I)cckTools is a qls'ut ('.\l) plo,'ram that is clrsr to lc-atr.r. lt tlnrrr s tlccks in rcll tirnc .l [) uncl sir cs lrccullrtc takcol'l's lrrrcl plie irrg using \oul ou n SKL,. l'hc lurrrtrcr-t urcl cart hltr c lr nlr\1cr licc-nsc urrtl givc or scll sublieclrsc\ t() voul clcck bLriItlcrs.

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hclpirrg lt rl ircr tlto ultttts to ktttru cr c|r thing irttoLlt !'\ c|r p|0tlLre t in tlrc storc. l)ce kSho* roonr c(lue lltc\ tltc clicnt lirr r orr. As a subsclibcr- to thc st'r'r ie c. r orr rr ottld cLtstttnrizc Vottt' pascs to bc u slrorl'casc ol lll thc pnrrl ucts ) or.l ollcl lrntl thcir prrrs lrtrl e ort:. Custonrcls lo thloLrgh it ut tltcir- ou n pacc (ttt \ or.rr' \to|c of irt lt()lne ) iil)rl collc ir\\ur lith u goocl itlcu ol ultrt tlle\ \\ ant. ('hcck it ollt irt \\ n l .rlcck shos roorn.corn. I lsc lo.'in cotlc I000 lirr thc slnrplc l)r'cscnllrtrolr.

Lurrbcr'\lrrtls lrlso cnrr connccl rr itlr bLrililcrs arttl supplicrs bt hostinq u tlcck builcling elinie. \\jhat u sfcirt \\ ir\ t() clo sonrc nctr orkinS lrrtl linrl out t hirl's ltot in ,r ()ur irrca. Classcs eottltl bc offclctl. its rcll us NAI)llA sirrr-rrps. satctt irri lr-cncss. and ltrtrtl ucI srlcs.

I hopc thesc suggc\tions rrill start \or.l oll \'oLlf \\ at to bce or)tiltS thc lcltlins tlcck supplr slorc irr r oul neck ol'tltc t oorls.

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DAY AT THE RACES for the Los Anoeles

Hardwood Lumberman's Club April 15 ;t the Santa Anita Race Track, Arcadia, Ca. (1) Charley James, Ken & Jo Tinckler. (2) Doreen Reel, Don Reel. (3) Tony & Amy Moyer, Shelly Nelson. (4) Alan Arbiso. (5) Dan Bohannon, Kit Rohm. (6) Rebecca & Jeff Johnslon. (7) Paul & Candace Pendergast, Nancy & John Hipple. (8) Mike & Linda Long, DeeAhna & Steven Long, Beverly Perite. (9) Pat Gentile. (10) Bruce & Kathy Jauman. (11) Kathy & Bill Fitzgerald. (12) Anellina & Carl Henoch. (13) Andrew Nelson. (14) Diane & Dennis Johnston.

llews Briefs

(Continued from page 24) lion annual rate. while multi-family jumped 15.7Vo ... regionally, starts were down l5.5Vo in the West... permits slipped 5.5Vo

Tolko Industries, Yernon, B.C., will spend $20 million this year upgrading its mill complex in Kelowna, B.C.

BlueLinx Corp. has released its new Web-based deck estimating software to support LP WeatherBesl composite decking

PlyVeneer Products Inc. was among eight companies honored with an APA Mill Safety Award for operating 33,486 hours at its Springfield, Or., veneer plant with no accidents

Huttig Building Products is increasing its distribution of Therma-Tru exterior fiberglass and steel doors from 31 to all 40 of its millwork locations Therma-Tru has had all of its residential fiberglass and steel entry door systems National Fenestration Rating Council certified and qualified for Energy Star partnership

Owens Corning has become the first insulation manufacturer to qualify for the new GreenGuard Product Emission Standard for Children and Schools

KerJkore presented Distributor of the Year awards to Louis & Co., Brea, Ca., for largest volume and greatest dollar increase, and Lumber Products, Tualatin, Or., for greatest percentage increase

Weyerhaeuser Co., Federal Way, Wa., acquired 4O-year-old Budres Lumber Co., Grand Rapids, Mi., from Ed Elderkin; the facility takes rough-sawn hardwood lumber, then grades, sortso dries and surfaces it for resale ...

Contact Lumber, Portland, Or., won a Best in Show honorable mention from Green Builder Magazine for its participation in this year's National Green Building Conference.

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

Just Fax your news to 949-852.0231 or email to kdebats @ building-products.com. h heesevice)

BOLT

Meet Cap Strano, one of the many reasons our customers and suppliers choose to do business with us. Our peopte tisten. They're responsive. They' re dependable. They're honest. They care about you and your business.

And we have many of the products and services you need including Pyro-Cuard and fxterior Fire-X, fire retardant lumber by HooverTreated Wood Products. North Pacific. Taking care of you and your business.

Southern Catifornia Distribution' 800.647.5747 www.northpacific.com

WOOO

Treating Services Only (TSO)

TnntrtNe

ACQ CA-B BORATES D-B,AZE" ACZA.(CHEMONITE') CCA

Treating Drying Services (KD, KDAT) Staining (Browntone) Rail Siding (BNSF)

Central California Location 3400 Patterson Rd.. Riverbank. Ca. 95367

Sacramento. CA

WWW.THUNDERIZED.NET

Bob Palacioz, Sales/Marketing Manager (916) 402-3248 Fax (916) 339-2477

bobpalacioz @ sbcglobal.net

Sales Offices

Portland. OR Jerry Farley. Sales (503)936-9976. Fax (503) 492-1355

thunderboltnw@ verizon. net

Sales Specialist., 1 I years

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

products

Go Wlth The Flow

ThruFlow interlocking decking panels allow water and debris to pass through, keeping the surface clean and safe.

the highest strength-to-rveight ratio in its class, while Snap-n-Lock technology offers easy installation.

- Please contact (800) 933-4748

o r v i s t rt'u'u'..tcce n ldec ki tt g.com

Strong Holddowns

Simpson Strong-Ties' new HDU holdowns were designed for construction in areas of high rvind or earthquake activity.

The product's body design and fastener pattem reportedly combines the advantages of lorv deflection rvith high load capacity.

maintenance free. easy to clean. and provides a non-slip natural stone surface that comes in a full ranse of natural stone colors.

Constructed of non-slip polymer with UV protection, the panels are pre-drilled and countersunk for easy installation for decks, docks, rvalkways, and around spas and pools.

A variety of designs and colors are available.

- Please contact (888) 478-3569 or visit www.tltruflow.com

What's Dry Beneath

DryDeck aluminum watertight decking from XccentDecking prevents water from seeping through, allowing the area underneath the deck to be used for storage or as a second outdoor livins area.

Used rvith supplied Simpson Strong-Drive screws, the holdorvn makes installation fast and easv. rvith no pre-drilling required.

- Please contact (800) 999-5099 or v i s i t ww'w'.stron gt i e.com

Outdoor Granite Tiles

- Please yisit n'x'rr'.rockdeck.com

Posts With Smarts

Smart Post from PostSaver USA reportedly provides superior resistance to wind uplift and significantly increases the service life of posts.

The product's patented gasket seal design ensures a watertight design, while the trench plank option control where rainwater goes-reportedly reducing damage to the understructure and providing a clean, finished appearance.

Premium grade aluminum offers

RockDeck natural granite tiles can be used for nerv decks. rooftop terraces, outdoor fireplaces. and over existing decking.

Extra strength is assured by a backing of corrosion-resistant aluminum and UV-resistant PVC.

The product is reportedly virtually

Used to construct pole buildings. the posts are reportedly lighter and easier to install than other options. The posts also have better structural performance because the posts remain dry.

- Please contact (619) 681-6451 o r t' i s it lrrr'ri'.postsal e r u sa.c om

Water-Based Deck Finish

Aquafin from Penofin Performance Coatings is a water-based finish for hardwoods, softwoods, and composite decking that can be applied in almost any weather.

the home stays warmer.

The coating protects against the fading effects of both UV-A and UBB light by blocking 95Va of UV light.

- Please contact (800) 645-4273 or visit www.milgard.com

Aesthetic Deck Accessories

Universal Forest Products has added a hidden fastener system and ornamental leaded-glass post tops to its line of Latitudes comoosite decking and railing.

To create a more uniform and finished look, slotted deck boards install over I-joists to allow for easy installation of a hidden fastener.

small hardware.

The containers allow consumers to easily identify the products through the packaging, while the Shure-Lock safety system protects against shoplifting.

- Please go online at www.iplpackaging.com

Lightweight Joint Compound

DAP's new lightweight joint compound with DryDex dry-time indicator goes on pink and dries white, to eliminate guesswork of when to apply additional coats or sand for finishins.

The product reportedly woiks faster, shrinks less, sands effortlessly, and weighs up to 257o less than conventional joint compounds.

The finish is offered in four transparent tones: cedar, western red cedar, sierra, and redwood.

It is low odor and low VOC. and reportedly meets all air-quality standards in all states. Clean-up requires Just soap and water.

- Please contacr (800) 736-6346 or visit www.penofincom

Block The Sun

SunCoat MAX low-E insulatins glass is an upgrade option for all the windows and patio doors manufactured by Milgard Windows.

The system also allows for natural expansion and contraction of the decking boards.

Omamental leaded-glass post caps are available in two colors: earnet and sapphire. Two Tiffany-inspired posts caps are available in grapevine and sunflower.

- Please contact (877) 463-8379 or v i s it www.lat itude sde c k.c om

Nuts And Bolts

Transparent square and rectangular plastic containers from IPL package and display nails, fasteners and other

An easy-to-use square container with a wide opening means the product doesn't have to be transferred to a drywall pan. A resealable lid allows remaining compound to stay fresh for luture use.

- Please contact (888) 327-8477 or visit www.dap.com

Easy-Use Door Frames

Tecton Products' fiberglass entryway framing system is a maintenancefree, clean-line doorframe that complements a wide arrav of doors.

During the summer, the coating reportedly reduces solar heat gain 60Vo more than ordinary single-coat low-E glass and reduces the need for air conditioning.

In the winter, the interior glass surface stays warmer so the interior of

A structural fiberglass core and patented Durion acrylic finish ensures that the frame won't scratch. dent. or warp and will look good for years.

Each unit is prefabricated and prefinished for easy assembly onsite.

- Please contact (701 ) 277-0209 or visit www.tectonproducts.com

System

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Composite Railing System

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Skylights With A Twist

Solatube's skylights with a zero to 90o extension tube can be installed almost anywhere without compromising I ighting efficiency.

mum light transmission. Other repofted benefits include increased security, noise control, and durability.

- Please contact (800) 624-2120 or v i.s i t rvww.pi t Lsh t r rgh<t trn i n g.com

Shapely Roofing

Tamko's Lamarite composite shingles are now available in scalloped and diamond shapes.

Three 30" angle adapters allow the tubing to bypass attic obstructions, jog across rafters, or hide installation on an opposite roofline.

- Please contact (800) 966-7652 or visit www.solatube.com

Larger Glass Blocks

IceScapes glass blocks from Pittsburgh Corning are now available in 12"x12"x4".

The non-directional Dattern allows a high degree of privaiy with maxi-

The 12"-wide shingles are said to be durable. fire-resistant alternatives to slate and wood shake roofing products.

Colors include slate green, dusk grey, mulberry, and midnight black.

- Please contd(t (800) 641-4691 or visit www.tamkt.com

For more information and a list of distributors in your area, contact

WOODFOLD.MARCO MFG., INC.

P.O. Box 346, Forest Grove, OR 97'116

Phone (503) 357-7181

Fax (503) 357-7185

Or www.woodfold.com/mm

Tropical-Look Composites

Tropics from Fiber Composites offers the low-maintenance of composite decking, but looks like tropical wood. Tropics Jatoba mimics rain forest woods like ipe, cam-

bara and cumaru. Tropics Mahogany provides a look similar to natural mahogany, redwood or Brazilian cherry.

All are manufactured from recycled materials and carry a 20-year limited waranty.

- Contact (800) 573-84I or www'. fiberondecking.com

Roll To Work

Knaack's StorageMaster HD rolling work benches have a full-length piano hinge and a single-lock deadbolt system to thwart thieves.

Both the worktop and cabinet bonom are constructed of

7-gauge steel; shelves are permanently welded l2-gauge steel. Drawers have capacity up to 100 lbs.; total load capacity is up to 2,700 lbs.

Heavy-duty 6" caster wheels with brakes reportedly make moving easy.

- Contact (8AO) 456-7865 or visit www'.knack.com

Aqainst The Wind

Series 700 aluminum windows from Silverline Windows are approved for residential applications in up to a 140-mph wind zones.

A wide selection of styles. sizes, and sealed grille par terns are available.

The non-insulated single panes comes in clear, tempered, tinted or obscure glass, as well as low-E glass. For added energy savings, dual weatherstripping and interlocking meeting rails provide a weathertight seal.

- Please contact (800) 234-4228 or visit w'v'w.silverlinewindow.com

Finishing Hardwoods

Floodpro Supreme waterborne finish reportedly dries fast, lasts long, and penetrates deeply into wood like an oil-based finish.

Made by The Flood Co., the finish is formulated with acrytol for challenging surfaces such as exotic hardwoods and challenging conditions such as high-altitude applications.

- Please contact (800) 356-6346 or visit www.flood.com

Super Pliers

MaxSteel insulated pliers and wire stripper from Stanley are forged from chrome vanadium steel for durability.

Available Openings

Jeld-Wen's Builders Clad-Wood windows reportedly offer protection against decay and termites at a lower pnce.

Built of Aura-Last, the entry-level windows have argon-filled, low-E insulating glass and are available in popular window sizes and styles.

Bi-material grips insulate against shock up to 1,000 volts, while precision ground blades reportedly have long-lasting wear resistance.

- Please contact (800) 782-6539 o r v i s it www. stanleyw orks.c om

Four exterior cladding color options-brilliant white, French vanilla. desert sand. and chestnut bronze-coordinate with other JeldWen products.

- Please contact (800) 877-9482 or visit www jeld-wen.com

Prn0-Eannn.

Interior fire-retardant treated lumber and plywood.

Fn0-lAtnn is a fire-retardant treatment for lumber and plywood for interior applications and is recommended for structural applications such as roof sheathing, trusses, rafters, floor joists, sheathing, load-bearing walls, panition walls, shelving, mezznines, and many other interior applications.

FtnA-eAltD. hasa proven track record and maintains a National Evaluation Report (NER-457) with span ratings, strength adjustments, and ongoing 3rd party certification to assure quality and performance. Call Hoover at 800-TEC-WOOD (832-9663) for all technical questions.

Ftn0-aVlnf has 3rd parly kiln drying monitoring of the redrying process and Underwriters Lab Follow-Up Service to assure conformance and performance as required by building codes for FRTW.

MANUFACTURED BY:

Smart Flooring

Preverco's Engenius engineered hardwood flooring can be installed over almost any surface.

Available 3" wide in random lengths up to 60", the boards have an 1/8" sawn wear layer over 3/8" hardwood plywood to resist shrinking and expansron.

The flooring can be glued, nailed, stapled or even floated.

- Please contact (800) 667-2725 or vi sit tuww.prev erc o.com

Up to 1 500% stronger deck connections. Easily secure railings, stair stringers, and ledger boards. lnstall new or retrofit to existing structure. IRC 2003 Compliant. Available in 304 and 316 Stainless Steel and Code Compliant HDG. Engineered for skength AND flexibility.

Cordless Duos

Two cordless combination kits from Metabo combine professional quality with portability.

That's A Wrap

GreenGuard Ultra Wrap. a nonwoven and nonperforated houservrap is nerv from Pactiv.

The product reportedly acts as an effective air and moisture barrier for wall systems, reducing the risk of mold and protecting against air and moisture leaks.

Its translucence makes it easy to find studs. ed-ees. corners and openings for easv installation.

Really Cool Roofs

BSZ 18 cordless drill/driver features a new motor with increased power up to 549-inch-lbs. of torque, plus 20 torque settings and a drill ser ting with forward and reverse modes.

KSAP l8 cordless 6-112" circular saw reportedly provides more cuts per battery charge.

A spindle stop system allows easy changes of saw blades, while a locking bevel plate provides bevel cuts up to 4'lo.

An integrated dust extraction port can be hooked to a vacuum for easy clean up.

- Please contact (800) 638-2264 or visit www.metabousa.com

A plastic reinforcement provides added strength. more tear resistance. and UV stability for up to four months.

For easy cutting and installation. the rvrap is available in three different roll sizes: 9' x 100'. 150'. and l0' x r00'.

- Please contdct (800) 24 l-4402 o r v i s i t v'rr'rr'. e re e n- g uard.cont

Fred C. HolmesLumber Co. 'YOUR, R.EDWOOD SPECIALTSTS'

Met-Tile's neu Cool Roof line meets Ener-ey Star energl-efficiencl standards. Available in l0 colors. the metal tile panel roofin-e system combines the look of tile rvith the hieh performance of metal.

- Please contect (800) 899-03l,I or visit rt'v'v'Jnet-tiIe.cot t

RTA Floor Warming Kit

Easy-to-install electric floor rvarming kits have been designed by WarmlyYours to cover nearly all bathroom floor plans.

The three kits (small. medium and large) feature packa-ee graphics and informational text geared tos'ard the predominately female tar-set audience. A floor display holds up to l6 kits.

- Please co,rtoct (800) 875-5285 or v s i t rll'l'.1'rrrln/\'\'ou r s.cont

We offer on extensive inventory of fine redwood products including Fencing, Decking, Siding, ond Premium Tinbers. Whether your order is by the piece or trucklood, our gool is fo ensure the highest quolity ond service.

CLEAR ALL HEART A/R SEASONED

HRT BEE K/I.N DR/ED

CLEAR AYE GREEN

BEE ROUGH & S4S

SEIFCI HRI CUSTOM MIIIING

CON HRI AVAILABLE

CON COMMON SIZES FROM IX4 TO

Wholesale lurnber products

R[5.w t2xt2

Fred Holmes, Steve Holmes, Phyllis Hautala. Steve Hautala, Tod Holmes, Tom Catlow. John Gould

P.O. Box 8OO, Fort Bragg. Ca. 95437 Fu 7O7-961-0935

(800) 849-0523

Solild Hardwood Entries

Marvin's new entry doors combine old world craftsmanship with modern millwork manufacturins for solid hardwood entry systems.

glue technique is used on door stiles and rails, which are joined using blind mortise-and-tenon construction.

- Please contact (888) 537-8266 or visit www.marvin.com

Deck Spacers

Deckit deck spacers from Woodpile Products Inc. meet spacing requirements for warranty compliance of most composite decks.

Each polypropylene spacer reportedly provides a consistent l/8" gap, and the ends taper for use with butt joints.

- Please contact (866) 988-1390 or v i sit www.w oodpi I e p r o duct s.c om

Smooth But Tough Doors

Therma-Tru Smooth-Star fiberglass doors are built to handle everyday traffic and reportedly won't dent, ding, or rust like steel doors.

A choice of wood species and door designs complements seven different architectural styles. Doors can also be custom ordered. A reverse grain, face-

- Matt

Ext.133 - Raul

Ext.'142 - Dick

Ext.'127 - Renee

Ext.162 - Brad

PHOENIX

Ext.222 - Greg

Ext.224 - Scott

Ext.223 - Tom

SERVICES "OUTSIDE THE BOX"

Scheduled Truck Runs, VMI Programs, Monthly, Quarterly, Yearly Pricing Programs, CutTo-Size, Just-ln-Time Delivery One-Stop-Shopping, Experienced Sales Staff. Warehouse. Direct and Reload Sales.

SPECIALTIES

Long Length Plywood and OSB - Thick PanelsAlternative ltems: Radiata Pine, Okume, Elliotis Pine, Low Grade Plywood and OSB - Salvage / Closeout Buys

New styles include a 6'8" twopanel soft arch and a 6"8" four-panel. Their CFC-free solid polyurethane foam cores provide high insulation value for added energy efficiency. Both styles can be customized with embossing.

- Please contact (800) 537-8827 or visit www.thermatru.com

PRODUCTS

Sanded Plywood

Siding Plywood

Duratemp

Sheathing Plywood

Mill Grade Plywood

osB

Fire Treated Plywood

Pressure Treated Plywood

Hardwood Plywood

lmport Plywood

Industrial Adhesives

Elk Composite Decking

Particleboard

MDF

Overlaid Composites

Hardboard Siding Trim

KD Lumber

Pine Boards

Firestone Roofing

Lattice Panels

Hardwood Lumber

FRP Board

Tyvek

PACIFIC COAST Wholesale Hardwood Distributors Association's recent annual convention in Southern Calilornia: (1) Charley Fiala, Alana Northrup. (2) Beverly & Keith Swaner. (3) Sally & Joe Long. (4) Jim & Kim Frost. (5) Mike Hathaway, Larry Olsen. (6) Doreen & Don Reel, Joan Touchslone, Judy & Gale Daugherty. (7) Marty & Chip Spellman. (8) Mark & Rebecca Knowlden. (9) Dian, Ricky, Rick &

Tns MnncHaNr MacazrNp Mnv 2006

Kaitlyn Bunows. (10) Kurt & Jessi Landwehr, Jeff & Jaynie Wirkkala, Paivi Landwehr. (11) George 'Bud" Baker, Carolyn Elledge, Larry Knox. (12) Jim & Suzanne Price. (13) Jim, Samantha & Shirley Cadwell. (14) Deanne & Matt Long. (15) Randy & Marty Porter.

(See next page for more photos)

PCWHDA'S 83rd annual convention (continued from previous page) took place April 23-25 al the Lodge at Torrey Pines, La Jolla, Ca. (1) Joe & Linda Somerville. (2) Steve & Vinnie Haag, Gary & Lora Lee Swaner, (3) Fred & Connie Smales. (4) Sandra Somers, Chris Mongrain. (5) Doug & Chris Madsen. (5) Diana & Pete Hall. Speakers at the event included Larry Crenshaw, Crenshaw Lumber; Ed Freiermuth, Freiermuth Associates; Tom McHenrv, Gibson Dunn & Crutcher LLP. and Larrv Munill. Munill. EAKES & UO.

Lyman Sets Longview Timetable

Lyman Lumber hopes to start production Sept. I at its new truss plant in Longview, Wa.

About a month after the start-up of Tri-County Truss, construction will begin at the 37-acre site on a wall panel plant, Woodinville Lumber-South, for a January 2007 opening.

Lyman also plans to later base a third subsidiary, framing contractor Woodinville Construction Services. at the complex.

fl K

LUMBER ASSOCIATION of Calrfornia & Nevada held ts annual PAC goll tournament April 20 at the Black Go d Golf C ub Yorba Linda Ca. (1) Patrick Bieschke, Matt Brady David Bridge. Jason Schuitze (2) Rick Foberts, Jerry Martin, Pat Blanton, Michael Young. (3) Blll Scott Kelly Lyon, Chris Freeman, Bich Wilson, (4) Dennis Parker Marc Sptz. John Assman, Wayne Crutchfield. (5) Bill Smith, Roland Rob es, Davrd Henderson, Dave lblings. (6) Rusty Russell. Mark Ambrosius, Bob

2ND ROUND: LACN golfers (continued from previous paget (1) Lisa

Voeltz, Doug Willis, Lauren Reppa. (2)

Randy Jackson. Dan Croker, David Abbott. (3) Mark Ganah Chris Jenson

(4) Vaughn Hoskirs. Tory Can'ooel' Tim Gaffney. (5) R ck Orlando, Mark

Happach, Peter Ganahl (6) Danie Hines, Scott Whitman. (7) Jean

Rrrrnlnn ,leff I nne' Cl^ar ene Valine

(8) Michelle Burt, Melinda Ganah (9) Charles Wright, Barnett Burt.

9ontterosa & Sugn. Sn,, 9,r..,,r." &ron. . 3&rnrlocli

Oougtas attEnitt, 5r fi,,r.lroood . ff).rvootl

ACG Preservet Pressure Treofed Wood

Timber$pyg!'PT -

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Pressure Treoied \l/ood Products

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0ris

Bespecting the forest.

Honoring the past. Building the future.

I nation's pride Uou can build on.

Manufacturers of 20 million bd. fr. monthly of 2x4 thnu 2x12 in lengths 6'thru 20' in White Fir. Douglas Fir o SPF-S o PP

Producing 2,OOO,OOO bd. ft. monthly of 5/4 & 6/4 Pondenosa Pine Shop, 4/4 Pine Boands, & 5/4 Radius Edged Decking

State-of-the-Art Headrig Mill

Contact Sheldon Howell

Yakama Forest Products

319'1 Wesley Rd., White Swan, WA S8S52 rel. 15091 874-f163 or t5091 874-8884

Fax 509-874-1 162 . m.Uobma-forcrt.com

CAPilAL LUilBER held an open house March 3 in Healdsburg, Ca., followed by a wine tasting event March 4. (Top) A mix ol Bill Sanregret's customers at the vineyards. (Mtdtlle) Rozanna Pierce, Shawnee Ehrenpfort, Kirstin Fahey, Rosa |leza. (Bottom) Michele Hindmarsh, Danny Miller, DaMd Hindmarsh.

Survey Says: Listen To The Ladies

What do women and contractors have in common?

They both agree the man of the house is not the primary decision-maker rvhen it comes to managing home improvement projects. at least according to a new survey.

The online survey by ServiceMagic asked 490 homeowners and 485 residential contractors rvho they believed rvas the primary decision maker for home improvement projects. Results shorved only 8% of the female homeorvners saw men as the primary decision-maker. but 307c of the male homeorvners noted themselves as the decision maker. In contrast. 25% of females cited women as the primary decision maker compared to 8% of men noting rvomen as the primary decision maker. Sixty-five percent of the homeorvners rvho responded say they make home improvement decisions as a team rvith their significant other.

Enter the third person in any home improvement project... the contractor. When residential contractors responded to the same question. only 28% agreed that couples make decisions as a team. More than half (557c) of the contractors believe the female head of household is the primary decision maker. rvhile only l7% cited men.

"This is a very telling survey. There is a gap betrveen perception and reality rvithin the household. and contractors are often caught in the middle." said ServiceMagic coc.e.o. Rodney Rice.

uqrres

Guy H. Hall, 79, founder and retired chairman of Cal Oak Lumber Co., Oroville, Ca., died March 24 in Chico, Ca.

After graduating in 1951 with a degree in forestry from University of California, Berkeley, Mr. Hall went to work for Diamond Match Co. Later, he and a partner operated a small mill in Oroville under the names Forest Management Inc. and Cal Oak Lumber Co. By 1912, Cal Oak was among the largest oak lumber operations in the country.

In 1991, he semi-retired from the family business.

Four years later he was honored as Man of the Year by the Western Hardwood Association. ln 1991 , the association published his book, The Management, Manufacture and Marketing of Califurnia Black Oak, Pacific Madrone and Tanoak.

At last year's 50th anniversary celebration, WHA honored him with an award for his important efforts in furthering knowledge about western hardwoods.

Milo Stordahl, 61, owner of Triple S Building Center, Butte, Mt., died March 30 after a long battle with Parkinson's disease and cancer.

After college and military service, Mr. Stordahl managed United Building Centers in Big Sandy, Great Falls, and Butte for 19 years. In 1988, he and two of his sons founded Triple S.

He was a member of Western Building Material Association's 40-Year Club, served on the association's executive committee for 14 years, was named 1992 Dealer of the Year, and was awarded an Honorary Life Membership in March 2005.

Harry E. Lyon,71, a retired vice president for Kelleher Corp., San Rafael, Ca., died March 31 in San Rafael. He besan his career in the lumber industrv in 1955.

when he went to work for Long Bell Lumber Co., Longview, Wa.

Mr. Lyon worked for International Paper, San Francisco, Ca., from 1959 to 1966 and at Western Pine Supply, Emeryville, Ca., from 1961 to 1970, before joining Kelleher in 1970. He retired in 1996.

Lew Kraus, 74, owner and operator of Rough & Ready Lumber and Perpetua Forests Co., Cave Junction, Or., died April 1l in Selma, Or., after a long illness.

In 1954, Mr. Kraus joined the family businesses, which were started by his parents in 1922.

During his more than 50 years in the industry, he served on many forestry-related boards, including the Oregon Forest Industries Council, Oregon State University Forest Products Laboratory advisory board, Southern Oregon Timber Industries Association. and the Northwest Timber Association board of directors.

Howard Dorsey Sr., 73, owner and president of Port Gardner Timber and Bow Hill Mill Co., Bow, Wa., died March 17.

After high school graduation in 1951, he worked for several small loggers before joining Seaboard Lumber Co. In 1960, he went to work for Buse Timber & Sales as a log buyer. Ten years later, he and his partners formed Everett Terminal Co./Port Gardner Timber Co. In 1992. he acquired Bow Hill Mill Co.

He was a member of the International Order of the HooHoo and was named 2004 Bull of the Woods for the Deming Logging Show.

Rates: $ I per rvord (25 rvord minimum). Phone number counts as I word. address as 6. Head-line or centered copy, $8 per line. Private box or bor-

der. 58 each. Column inch rate: S50 camera-ready. $60 if we s€t typ€. Send ad cop) to Merchant Magazine. 4500 Campus Dr.. Ste. 480. Nervpon Beach. Ca. 92660. Fax 949-852{2-ll. dkoenig@building-products.com. or call (949) tt52-1990. Make checks payable ro Curler Publishing. Deadline: l8th ofprevious month.

EXPERIEiICED LUiIBER TRADERS WAT{TED.

We are Hardwood and Softwood log and lumber wholesalers with offices in the United States and Canada. We're seeking srncere, experienced lumber traders who have a vi6^/ towards the long term. Work INDEPENDEiITLY from your part of the country, OR from our offices in the Toronto area. This is an excellent opportunity with a well-established company. We enjoy an OUTSTANDING financiat and marketing reputation.

For compfete details of our interesting and t6 ratding prc{,tam, please phone Bob Wlson lN STRICT CONFTDENCE. We'I atso Invrte you to speak with one of our current trading partners.

LANE STANTON

VANCE Lumber Co..

a division of Bluelinx Corp.. seeks candidates for the position of Procurement Manager. This position will be responsible for the negotiated procurement of stock inventory and specialty buy-out items including domestic and imported hardwood lumber and plyrvood, softwoods, veneers. and other wood products, in support of our Industrial Sales efforts. The ideal candidate will have a vast knowledge of hardwood lumber species and grades. great customer service skills, the ability to maintain and establish vendor relationships, and the desire to aggressively support LSV's industrial sales efforts. This position will work out of our City of Industry. Ca.. office. Competitive compensation package include base salary (DOE). and perfbrmance incentive. Medical/Dental/Vision and 40 I k benefits offered. If you have the experience and skills and seek to join a dynamic growth oriented company please forward your resume via email or fax to: cameroncaudill@ lsvlumber.com or (626\ 855-8409. For more information regarding Lane Stanton Vance Lumber Co. and/or Bluelinx Corp., please visit our Web sites at www.LSVlumber.com and www. BlueLinxco.com.

BACKSTOCK RACKS

Rugged, low-cost system to store heavy, bulky products High-strength steel uprights

beams with wood decking

OUTSIDE

SALES: Reliable Wholesale Lumber. Inc. Industrial Division, is seeking two experienced softrvood salespeople. Experience in sales to the industrial and manufacturing industries needed. Our small sales staff enables greater customer opportunity and overall sales potential for a motivated salesperson. We offer generous commissions, open territory. and excellent benefits. Please send resume to: gkallas@rwli.net or Fax attention George Kallas to 626-452-8554. All inquiries and resumes rvill be strictly confidential.

CALIFORNIA CASCADE INDUSTRIES has positions open in sales and sales support marketing to builders and the retail lumber market. Fax or email resume to: rrose@ californiacascade.com. Fax 9 l6-1 3'7 -3217.

lnland Timber Co..... ......Q13\ 46212t4

Jones Wholesale Lumber...............,.....,,.......{323) 567-1301

North

Saroyan Lumber Co ......(800) 624-9309

Stepstone, Inc...............................................(800) 572-9029

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

Toal Lumber Co...... .......(562) 945-3889

U.S.80rax.....,......... ......(661) 287-5400

Weyerhaeuser Building Materia|s..................(877) 235-6873

ORANGE COUNW & INLAND EMPIRE

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

Anaheim Millworks, .......(714) 533-9945

Anfinson Lumber Sales.................................(951 ) 681 -4707

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

Bear Forest Producls..........(877) 369-2327 (9511 727-1767

BMD (Vernon) ......i.877). 587-4137

BMD (Ontario)......... ......(800) 435-4020

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

Boise (Riverside)................(800) 648-91 16 (909) 343-3000

California Lumber Inspection Service,...,,.,,..,(714) 962-9994

C&E Lumber C0...,,

llonru & Crrrmr Cnronrn

CLOVERDALE

All-Coast Forest Products ............... Redwood Emoire.....

FORT BRAGG

Hanrvood (Branscomb)........(707) 984-6181 (800) 441-4140

Holmes Lumber Co., Fred C. ........................(800) 849{523

FRESNO DMK-Pacific............. ....../5591 2254727

OrePac Building Products.............................(559) 291-9075

Sietra Forest Products (Tena Bella).............(559) 535-4893

Weyerhaeuser Euilding Materia|s..................(8Z/) 235€873

MODESTO

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

Thunderbolt Wood Treating .(800) 82S8709 (209) 8694561

REDDING / RED BLUFF

Gemini Forest Products.. (s30) 223-7440

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

Shasta Cascade Forest Industries. Inc. ........(503) 2,13{500

Siena-Pacific Industries ................................(530) 378-8000

siskiyou Forest Products ...(800) 374-0210 (530) 938-221

Western Woods....Ca. (800) 822-8157 U.S. (800) 8244100

SACRAMENTO / STOCKTON AREA

Abel Building Mareria|s..................................(209) 466-3683

Arch Wood Protection ...................................(530) 533-7814

BMD.............. ...(800) 3s6-3001

California Cascade Industries (916) 736-33s3

California Lumber Ins0ection Service............(209) 3346956

SouilrrEsr

NEVADA

LAS VEGAS

Lumber Products....

Weyerhaeus€r BuildrrE Matenals................

RETIO / CARSOI{

PHOENIX

Conrad Wood Preserving.... (916) 922-8861 (800) 499-2662

Capitol P|ywood...................

Plcnc llonuw:sr

Louisiana-Pacific Corp, ,...,..,,...,...,,...,...........(503) 221-0800

Lumber Products..... ......(800) 926-7103

orePac Building Products.............................(503) 682-5050

Pacific Wood Preserving..........................,,...(503) 287-9874

U.S. Metal W0rks,...,...,.......(800) 523-5287 (503) 668-8036

Western Wood Products Association............(503) 224-3920

Westridge Forest Products............................18001 277-9737

Weyerhaeuser Building Materials..................(877) 235-6873

ROSEBUHG

C&D Lumber Co, (Riddle),..,,..,..,..,..,,...........1541lr 874-2241

Herbert Lumber Co. (Riddle),,.,,.,..,,..,...,.......1541], 87 4-2236

Hoover Treated Wood Products.,..,..,,...,..,,..,(800) 531-5558

Johnson Lumber Co., D.R....................... ......15411 87 4-2231

Keller Lumber Co. .,...,,..(541) 672-6528

Roseburg Forest Products............................(800) 347-7260

Rg!KrLilounrnrys

GRANTS PASS

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

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

Norman Lumber Co. ......(541) 535-3465

Pacific Wood Laminates................................{541 ) 469-41 77

Swanson Group Inc,,,..,.................................(541 ) 935-301 0

Waldron Forest Products...............................(541 ) 474-3080

McMINNVILLE / CORVALLIS / SALEM

Forest Grove Lumber C0...............................(503) 472-3195

Mary's River Lumber........,......,...,.....,...,.......(800) 523-2052

Royal Pacific Industries.................................(503) 434-5450

Weyerhaeuser Co. (Albany)..........................1541\ 926-777 1

GREATER PORTLAND AREA

Adams Lumber, |nc.,..,,..,..., (800) 298 -4222 1503) 245-17 96

American lnternational Forest Products........(800) 366-161 1

Buckeye Pacific LLC .....(800) 767-9191

Caffall Bros. Forest Products.,...,..,..,...,..,...,.(800) 547-201 1

Collins Pine C0...................t800) 758-4566 \503) 227 -1219

Hampton Lumber Sales C0....,...,.....,..,,..,,..,.(503) 297-7691

KLC International................(866) 552-4685 (503) 699-8685

LJB Lumber Sales ..............(800) 552-5627 (503\ 620-5847

DOMESTIC SALES:

Jerry Long, Michael Parrella, Bruce Keith, Janet Pimentel, Pete Ulloa, George Parden, Vince Galloway, Steve Batick.

INTERNATIONAL SALES:

Nestor Pimentel, Oscar Portillo.

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

pint) Position Company Address City

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News or Comments? we rvelcome comments on articles, the magazine. or news of your company such as new hires, expansions or acquisitions (n fr e e s e rv i c' e). Emai I dkoeni g@ bu ldi ng-products.com. or Fax this form:

Colville Indian Precision Pine Iwww.cippine.com]..................E3

CSI Iwww.treatedwood,com]....... ..............25

Decklok [www.deck-lok.com]............ ................ts

Distribution Management Systems Inc. [www.dmsi.com]......62

El & El Wood Products [www.elandelwoodproducts.com]....45

Elk Building Products Iwww.elkcorp.com]..............................35

Fontana Wholesale Lumber [www.fontanawholesalelumber.com] ...........91

Forest Products Research Laboratory Iwww.fprl.coml..........33

Fred C. Holmes Lumber Co................. ..............86

Gemini Forest Products Iwww.geminiforeslcom]...................89

Geodeck [www.geodeck.com]

GRK Fasteners Iwww.grkfasteners.com]....-.-.---.-.-...........52

Hampton Lumber Sales [www.hamptonlumber.com]............26

Herbert Lumber Co. Iwww.herbertlumber.com]....................6E

HuffLumber Co.

Industrial Resources Iwww.industrial-resources.net].............2E

KK Manufacturing............. .........J0

Keller Lumber Co........-.-.. ..........67

Kelleher Corp. [www.kelleher.com] ..................57

Klausner [www.klausner-group.com]. ...............55

KLC lnternational [www.klcint.com]....... .........59

Krauter Storage S-vstems Iwww.krauter-storage.com].............5

L.rrxEss GMBH Iwww.protectedbypreventol.com]................19

Lewis County Forest Products Iwww.titanstuds.com]..............7

LP Corp. [www.lpcorp.com]............... ................65

Lumber Buddy Iwrvrr'.lumberbuddy.com]...............................32

Lumber Products Iwww.lumberproducts.com].......................93

Manke Lumber Co. Iwww.mankelumber.com].......................76

Mary's River Lumber Co. [www.marysriverlumber.com]....77

McFarland Cascade [www.mcfarlandcascade.com] ..............31

McKenzie Forest Products Iwww.mckenziefp.coml................53

Norman Lumber Co. Iwww.normanlbr.com]..........................75

North Pacific [www.north-pacific.com].... .........79

OrePac Building Products Iwww.orepac.com] ........................42

Pacific Wood Preserving Cos. Iwww.pacilicwood.com]..........70

Parr Lumber

PrimeSource Building Products Iwww.primesourcebp.com].49

Product Sales Company --.-.--...-.-. ...................6

Railing Dynamics Inc. Iwww.rdirail.com]................................47

Redwood Empire [www.redwoodemp.coml .............Cover II, 3

Rifey Creek [www.rileycreek.com] ...............4,69

Rosboro [www.rosboro.com]............. ...............3. 9

Roseburg Forest Products Iwww.rfpco.com]..........................-39

Sierra Cedar Products [www.sierracedarproductsllc.coml ...3|

Stepstone Inc. [www.dekstone.com]..... ..............&f

Sunbelt [www.sunbeltracks.com].... ...................43

Swan Secure Products Iwww.swansecure.com].................t6. 92

Swanson Group Iwww.swansongroupinc.com]........................41

Taiga Building Products Inc.........-...-. ..............40

T.ruxo Building Products Iwww.elementsdecking.coml ....................................Cover IV

Thunderbolt Wood Treating Iwwr'.thunderized.net]......,......79

TruWood [www.truwoodsiding.com]... -.-........37

Vaagen Bros. Lumber Inc. Iwww.r'aagenbrm.com]................46

Van Arsdale-Harris Lumber Co. ..............................................89

Western

Conlructors Demund Betterstuds.

(onsistenl Quolity

Wc r,rnclcrstanrl thll prolcssiortal builclers \\ on'1 put up u i1h irrlcrior stucl proclrrcts.'l'he1 cun't ll'lirrcl to! In <lrclcr'1o bc llr'oduclive ancl prol'itablc. strcccsslrrl builclcrs look lirr coniistcnt pcrtilrnrancc ancl cluulitv in thcil btrilcling nrirtcrials. l'hat's u'h\')'()Ll cun corrrtt ort Rosbot'o lo clclitcr it tlLtalitr rtucl plodr-rct.

A Complete Producl line

I{osboro nou hus a strrd li)r' cvclv lesiclcntial appliciition in :hc spccics that I'its bLrilclcrs' r.tcccls. OLrl protlLrct line rtoti inclucles thc follori ing in ull conrbinulions:

r lrJ ancl 216

r [)ouglus Fil urtcl Ilcnrloe k Fir

r Circen uncl l)r'r'

r l-cngths ol8.9 & l0 (AllTlinrs)

r WWPA gluclc tnrrlcn-riu'k

Whatcvcr thc application. \\'c \ c gol the stLrcl to clo tlrc -job.

A Supplier You Con Trust

Srlall cnotrgh ttl givc you thc attcrttitttt \'oLl \\ant. I{osbttro is largc enough to sul)l)orl our proclucts rvith a kttttiv'leclgeablc salcs lutcl rnanulltcturing tcltttt as ri cll its an crpcricnccil tral'f ic nlurascl cleclicatccl to nrcctitt!l clcntltltdittg tlal l'ic ncccls.

Rosboro Studs

lf you virluc strl)ng l)artncr'\hil)\ u itlr vt'lLtt' sttpplicrs arrcl \ our customcr'\ arc inclcccl clcnrattclirtg bcltct' stttcl prtlclucts acl llo\\, - call Rosboro.

r -888'393-2304

{ l:rr,i irtr.: lr'tlrr. ' iji:rlrlrrr'l,,rrt,,iiri,. [)O Ror 20. Springficlcl. OR 9]411 urlrv.nlsborl).coln r i rr lir (a losbortt.cur tt