Merchant Magazine - May 2008

CASG \DE

E*,,' ' 't,,v&t{: llr'

' i USF., is no ,iatctr for it$ blratsr-r'eiistant cornposition. Thi$ aisk tritl lnrt u"-oon'" a5r Ptos, it comes in aEven LHiSs cotoc deaSu' l'\ 86G-1Aq-2318

Atuo\ decE cesponrib\.6tltd a illoistr"ncshietd" dgck so man and bEast c-an .i,rltr SocSeacs. Thi]'""o-fciend\beatr\ is not on\ {0x cecgcted, bot can i ";r; 'rp to enqthitSnit*" thcosot it$ dt Rain, anor^t, -t"l *::'\:::"t"

Seruing l3 Westem States, Including Ala.ka and llawaii

(Sister publication Building Prlducts Digest serues the East)

PUBLISHER Alan Oakes (ajoakes@aot.com)

PUBLISHER EMERITUS David Cutler

EDIT0R David Koenio (dkoenig@luilding-products.com)

ASSOCIATE EO|TOR Karen Debats (kdebats@building-products.com)

C(lNTRIBUTIl'IG EDIT()RS

Dwight Cunan, Carla Waldemar, Roy Burleson

AD SATES MA]{AGER Chuck Casev (ccasey@building-proddcts.com)

CIBCULATION HeatherKellv (hkelly@building:products.com)

AD MII'IISTBATI OI{ DIRECT()R/SECRETARY Marie 0akes (mf poakes@aol.com)

How to Advertise

Contact 0ur advedising 0fficss for rates:

WEST, MIDWEST, S0UTHEAST: Chuck Casey, Newport Beach, Ca.; (949) 852-1990; Fax 949-8520231 ; Email ccasey@building-products.com

I{0FTHEAST; Paul Mummolo (N.J.); (732) 8998102; Fax 732-899-2758; Email mummolop@ c0mcast.net

How to Subscribe

Conlacl Healher at {949) 852-1990

U.$.: 1 year (12 issues), $22; 2 years, $36; 3 years, $50

F()REIGH (Per year paid in advance in US funds): $48 for Canada and Mexico, $60 for all other c0untries; Air rates als0 available.

Slt{GLE C0PIES: $4 + shipping; Eack issues (when available), $5 + shipping www. building-ploducls.com

Irend

toword high-end decks ond yord proiecis is reinventing the decking ond roiling business.

ond new to the

heorty wood is treoted wilh heot 0r steom. but no chemicols.

With Rosboro Treated Glulam

As the leading producer of glulam products in the U.S., Rosboro has once again responded to customer demand and is now offering a 24F 1.8E Treated Glulam.

A Product You Know and Understand

Rosboro Treated Glulam is a 24F glulam beam made from Southern Pine and treated to resist rot and decay. Installation is easy because the beam is straight, has no top or bottom, and is manufactured to match standard framing widths.

Treated by Permapost

Permapost manufactures an industrial wood preservative and waterrepellent treatment that provides chemical resistance to insects, decay, mold, mildew and bacterial grorvths. It is a clean, nonswelling and nonleaching treatment. Although the treatment is known to be non-conosive to metal. Rosboro recommends the use of hangers and fasteners specified for treated wood products.

Easy and Safe to Work With

Treated Glulam not only resists rot and decay, but with simple precautions, it is easy to work rvith. The treatment used is low in toxicity to humans and is the only wood preservative approved by

the U.S. Food and Drug Administration as registered by the EPA for treatment of wood products that come in contact with foodstuffs.

Recommended Applications

Rosboro Treated Glulam is recommended for applications such as decks, porches, trellises, and balconies where the member may be directly exposed to the elements but will not reach the equilibrium moisture content level of 167o (the threshold for wet-use). To learn more about dry vs. wet-use and specific restricted uses, visit the Rosboro website at www.rosboro.com.

Available in Common Sizes

Lensths: 48 f-eet

widths: 3 | 12" and 5l l16"

Depths: g I 12', lll lg', 14-,16" and 18"

Call

It is what it is!

We have come to an agreement in our office that the saying "it is what it is" belongs to the male persuasion. In fact, my wife has banned me from using it, as she says it is my excuse to get out of many things that need doing. Another friend tells me that her husband uses it because he knows it annoys her.

On the other hand. this marketwhich has been declining for almost two years now-is what it is, and neither you nor I can change that. We simply cannot control what is out of our hands. But we can change how we fight and deal with it.

One thing I have witnessed over and over again is that when costs are being cut, the aspect that should be of major concern is your company's interface with its customers.

First, if any readers of this column know that their company's business is down-and this is true for many-and your company has not laid off staff, then you might well give thanks to the company owners. I know first hand that a number of my contacts are doing everything possible to maintain full employment, and they are to be congratulated. I can say from experience that this is not how many other industries operate, and yet why would I be surprised? This is the most caring of all the industries I have ever been in.

It is a delicate balance to maintain customer service levels, however, if you have laid off staff. In fact, no matter how bad the industry or economy gets, your company's interface with its customers should be the last thing affected.

Now, most managers will say that they do not have any fat in their company or department. Of course, the reality is that it is probably not true. If you went through several years of growth, almost certainly you have waste built in. A bloated Hq. staff, high inventory, inefficient delivery systems, consultants (not all), the time needed for useless reports and data requests, wasted staff and meeting time, project time and costs, etc., etc. Every business has wasted efficiencies. When business takes off again, as it will, you will see how much more business you will be able to handle with the same cost base, which will suggest how many

ALAN OAKES publisher ajoakes@aol.com

wasted resources there are now.

While it is still nor clear to me that we are in or are heading for a recession, it ls clear to me that our national media have done their very best to accentuate that there is one, which will probably be carried on until the end of this year. So in these tough times, there will be cuts that will hurt.

On the other hand, when today there is this "everything needs to be cut" mentality, you should resist trimming where you shouldn't. Anything that will impact your sales and marketing is the most costly mistake you can make. You need to stay focused on looking after the customers you have and looking for new ones. And, that is possible even in a down market. The last thing you want your current customers to see or hear about is that you have even short-term problems. They do not nccd to know about or feel them.

This is the time when all your key business executives should be contacting major customers to support their sales staffs, get feedback on service levels, and perhaps explore new product ideas and business opportunities to both solidify current existing and build new relationships. What current products are not being taken by existing customers? Why? What will it take to get that prospective new customer that has been in the sale funnel forever? Who is holding up the decision? Would your c.e.o. calling push any pending decision to conclusion?

The one thing I know is that each one of us can accept the market as is. or try to do something that is within our control. Every barrel has to be scraped, every lead mined, every business relationship should be examined, new ways should be explored to get in front of both old and prospective new customers, and anything that needs speeding up-such as new product delivery-should get full priority.

Some casualties will be inevitable. You can either do nothing or you can fight for survival and be ready for the up market when it comes, as I can assure you many of your competitors will not be.

Good sellins!

Que lity this good only eornes fron-r r'notf-l er noture,

WRCLA

Dorvnie

Northwesl

Skono

Tyee

Welco USA

Wesiern

AFFILIATF MANUFACIURERS

BW

Cedorshed lndustries

D & LWood Producfs

Ouidoor Livrng Todoy

I?oinbow Ploy Systems

Goine Nose to Nose... Wood[

ff- vs Western Red Cedar...

Woodruff stabilized Kiln-Dried Doug Fir fencing components nose out the competition for "Best in Showl'

Statistics available from the Forest Products Laboratory in Madison, Wisconsin, prove it.

Check it out... wrvw.fpl.fs.fed.us

Assembled withlX6X6' ' boards and 2X4X8'matching rails hot visible)

including Western Red Cedar.

The Pack says Woodruff is a better value at a better price point. Check the Woodruff pluses. .. Maisture Stabilized, Pre-Stained and Antt-FungalTreated, End-Sealed, Matching Board and Rail Components, Long Lasting, Stronger, and Consistent Quali$.

Call any member of The Pack and find out about our stocking dealer program.

888.409.356r. Made in the U A

Woodruff stabilized Kiln-Dried Doug Fir Fence Boards and Rails have a leg-up over the competition,

Mick's Pack

Clockwise around Mick starting from the top: Lany Bowden, Brent Mattison, Steve Hart, James Phelps, Brian Marger, Andrew Knight, and Denny Reinwald.

Mass crrstomizatton ofthe backyafrd

By Martin Grohman Correct Buildine Products

fN THE time-honored words of lPeter Drucker. "lf an economic trend is going to bring value to the consumer, it is going to happen whether we like it or not."

A successful distributor or manufacturer must be aware of such evolving trends and be able to evolve right along with them. For those of us in the decking and railing industry, that evolution is toward high-end decks, starting to be seen as an outdoor extension of the house. Today's educated customers want a customized relaxation area personalized to suit their tastes and to blend in (and occasionally to stand out) with the aesthetic of the neighborhood.

Subtle design cues in the railing integrate the deck with the house, look inviting from the street, and add value to the project. For example, if the railing matches the house trim, then the deck and railing look "of a piece." In fact, when you consider the best way to customize a deck, the railing is probably the best place to start. This building system is vital to providing safety and security, yet at the same time offers an opportunity to be creative and unique with less labor, less effort, and similar product cost.

It's interesting-when customizing or personalizing their space, it would be very unusual for decking customers to mix brands of decking. Would you mix ip6 with composite, or CorrectDeck with Trex, for example? But there is no such barrier when

it comes to mixing brands in railings; many of our customers mix as many as four brands within one railing section. In many cases, post caps, balusters, posts and handrails each come from different manufacturers.

As a manufacturer, we would like to maximize revenue per deck. If people are choosing to buy their balusters from somebody else, we're leaving some money on the table, plus we're making it harder for the customer than it has to be. So the question is, could a manufacturer, in partnership with a distributor, really provide a custompersonalized railing for every deck? Can we really deliver that? If so, mass customization may be the answer.

Mass customization refers to the development of a meaningful number of consumer options, within a well defined space in which said options can be quickly delivered. As a result, the costs and delivery time are controlled, yet a large number of options within that well defined space are available. Customers are able to combine options in a variety of ways that suit their personal taste yet stay within the realm the manufacturer and distributor have defined.

Confused yet? Well, think about the menu at Starbucks. How many choices do you think you have? It feels like you can get anything you want. And that's how you're supposed to feel. But actually, you can only get about six combinations of items. Coffee (three types) x milk x

flavor shots (five types) plus steam = a feeling of hundreds of choices and limitless options-yet the provider has the possibility to deliver your choice quickly and efficiently. The options list is "deep and narrow," but has been designed in such a way that you feel the depth, but not the narrowness. It is, essentially, a system by which a large number of options within a targeted market segment can be chosen by the consumer and costeffectively delivered by the provider.

This means some interesting things for the supply chain. We all know no dealer wants to deal with the hassle of maintaining a product line with a large number of SKUs and a huge amount of stock. They have challenges of their own, and keeping low inventory is one of the ways they address risk in their business. Often, dealers have multiple product lines vying for space in a single inadequate warehouse. They don't have the space, the pure acreage that most distributors have, since to be successful they have to be located in a high-traffic area where space is expensive.

For dealers, the risk of dead-end inventory is real. They'll say, "I don't want to tie up $20,000 in railing parts." Old building products don't spoil like food, but they might as well. They get dirty, they get fork stabs, they take up rack space, they go out of style, and they end up as writeoffs at the bargain barn. A dealer would rather not so throueh all this

for a product that has too many options and could be a dead-ender. So a mass-custornized railing program would make sense for today's retail dealer, who would just have to keep a few popular kits in stock and possibly a large display or even an electronic kiosk.

At Correct, we are going to offer individually boxed pick-and-pack railing systems. The flow is as simple as this: a dealer first takes a display that shows all of our options. We then will receive the orders, and pick, pack and ship them, direct to the desired point in the channel.

This, of course, is not our idea, or even a new idea, but we think it is the right idea! A real innovator in mass customization has been Maine Ornamental Woodworkers. At a given retailer, very few post caps are in stock; but the display has an order form on it. The customer checks boxes on the order form, gives it to the dealer, pays for it, and the product is shipped via UPS direct to the jobsite.

Another good example is Universal Forest Products' Xpress Ship boxed railing program, which is similar to ours. Any item that is marked on the distributor's price list with the Xpress Ship logo can be shipped and

individually boxed, within 48 hours.

WLat role cern a distributor play in all this?

Firstly, for mass customization to work, the consumer has to have awareness-people have to know the options exist. The selling model that exists today may not be well suited for a mass customized railing package. Better would be more of a design center or showroom sales model, where people can see products firsthand and envision how they're going to look on their home. Some two-step specialty forest products distributors have opened showrooms in easily accessible mini-malls, where contractors can host potential clients and review options. Contractors, who often do not have offices appropriate for hosting client meetings, especially appreciate a conference room they can reserve.

The trend toward customized, personalized spaces actually adds value to distributing, because distributors are the experts on where to source items. And distributors can train counter help on what options are available and how to sell them, tightening relationships through the channel. Outdoor living is not sold the same way as plain old decking. The

approach should be more like a kitchen design center, with many options presented and represented, and available via distribution to order.

A customer can also be educated on the customizable features of a product through interactive virtual design tools on a product manufacturer or distributor's website. Many companies, including RDI, have a "style generator" or "drag and drop" feature on their websites to allow a customer to create and visualize the style of product they want, all in the privacy of their own home. Often, this type of interaction eases the anxiety of getting started on a project by allowing the customer to become more familiar with product choices.

Is this trend being driven by China?

Certainly many of the products that have led the railing design revolution are made in China. For the most part, the decking itself isn't made in China, but many, if not most, of the balusters and post caps that we sell into the channel are. People think China is cheap, but what it mostly is, is fast. New products are readied for the marketplace at unheard-of speeds.

All the factories are in one placea microchip company right next to an injection molding company right next to a steel company right next to a tooling shop. If you have the right contacts and existing relationships and you want a market-ready prototype in one week, it can be done. And the cost of tooling is so low that you can commercialize with little risk, meaning you can take some fliers with your designs.

One might think that the success of China is attributed to automation, yet this is not always the case. Automation is the enemy of flexibility, and Chinese producers use it sparingly, and only when very high precision is needed. If you have a factory where all you do is push a button to start it up and it runs itself, it doesn't really matter where in the world it is; close to the market would be best. If you want to have a large measure of flexibility and desire to reconfigure production lines daily to make small custom orders, that's China both culturally and economically. There's a culture of putting instructions at the job station, a distinctly un-American willingness to perform rote tasks, and, of course, there's low-cost labor. But my point is, there's a lot more to China

SELLING lN HARMONY: This elaborate backyard project combined CorrectDeck CX Decking in pebble and mahogany, RapidRail in mahogany with pebble balusters, Mahogany DCL with metal and glass balusters, and fascia in mahogany.

than just low cost-it's high speed.

Chinese companies aren't big brand names, like in Japan or Korea. There isno Sony, Mitsubishi, Samsung or Daihatsu. There are hundreds of small companies. It's very entrepreneurial, but it's also very hard to work with. There are very few Chinese brands, and those that we know, like Lenovo, were purchased from American companies. This provides opportunity for an American company that has good distribution, market sense, and branding expertise.

I am not trying to imply that a manufacturer or distributor needs to import all its materials from China, but if you need that solar cup holder to complete your product line, I submit that you should consider going to China yourself, sourcing it, making sure it meets your expectations and those of your customers, and introducing it to your distribution network under your brand. Customers tend to be extremely brand-loyal, and a distributor fares much better with recognized, branded products. It's one more thing you can bring to bear on the mass customization of the backyard- sourcing targeted accessories and tools that make sense for your regional deck market.

Does nrix tnt match railine cause code problems?

Oddly, the approach generally doesn't cause code problems. Inspectors tend to review single manufacturers' systems closely, but if multiple manufacturers are represented, particularly if the shapes involved are conventional lumber shapes, they let it go. So the answer is that code approval does not seem to be an issue, although in my opinion it probably should be.

So what does dl this mea^n?

I think it means different things for different points in the channel. Distributors should look at opportunities within their marketplace for those products that are perhaps regionally important, focus on their own product development, and, instead of asking, "Why doesn't somebody make the product I need?," collect their own resources and work to develop the product themselves. Manufacturers should refine their product offerings to represent a desirable array of railing product choices that can be integrated into a program that can be shipped easily and delivered quickly.

Retailers should consider the selling model for railings and be flexible with their approach.

In summary, my premise is that you should increase the number of SKUs you carry. Don't you wish you had more? No? Well, I say, give me 1,000 SKUs if they turn and earn. I think mass customization of a railing program can provide that, if properly planned and managed. The sales opportunities are real, and the trend can be managed into something positive for your business. Outdoor living is not sold the same way as decking. Today's consumer wants choices and knows that in this market, what one

company can not provide, another will. We as an industry can take advantage of and benefit from the trend towards personalized outdoor living spaces.

- Martin Grohman is president of Correct Building Products, Biddeford, Me. He can be reached at mgrohman@ correctbp.com. Assistance with this article was provided by contractor Dave Lombardo, American Deck; Dick Gauthier, Universal Forest Products; Pat Burns, Trex; Carol Lyn Groce, Railing Dynamics, Inc., and www.mass-customization.de.

Beyond the Slump, Dealers Look Outside

Looking beyond the current housing downturn, dealers may find that outside will be the in thing for remodelers over the next 10 years, according to Gopal Ahluwalia, NAHB's v.p. for research.

Ahluwalia based his findings on preferences among new home buyers. "What comes in new homes eventually trickles down to the existing stock, where most of remodeling actually is," he said.

Survey research focused on designers, architects, marketers and builders, for both average and upscale homes.

Among the outside features that are expected to increase new-home sales over the coming decade and increasingly generate remodeling projects:

. Barbecue grills and outdoor kitchens are important features for l87o of average home buyers and 7l%o for upscale homes.

Outdoor fireplaces are of critical importance in only 9Va of average homes, but in 65Vo of more luxurious homes.

Asked about outside kitchen features, l5Vo said sinks are important for average home buyers, but a requirement for 76Vo of larger homes. Other needs for average and upscale homes, respectively, were: refrigerators, l3%o and 60Vo; cooking islands, l2%o and 587o, and beer dispensers/wine coolers, 6Vo and 4TVo.While there is a large difference between demand for these outdoor features among average and luxury buyers, "demand for outside livine and kitchens will be

huge," Ahluwalia predicted.

On demand for outside room features, those surveyed reported several that are a veritable must for upper market buyers while registering some importance among more typical buyers. The findings, reported for average and upscale homes, respectively, were: decking/patio covers/ enclosures, 287o and 78Vo; outdoor lighting,267o and 74Vo; pools/spas, lTVo and 73Vo: outdoor audio/TV equipment, 167o and TOVo; decontive water features, lOVo and 577o; portable patio heating,6Vo and 317o, and built-in patio heating, 3Vo and 27 Vo.

Demand for standard outdoor features was strong, with minimal difference between the two groups of buyers. A front porch was desired in 7O7o of average homes and 79Vo of upscale homes; a patio by 61Vo andT6Vo; a deck, 427o and 6lVo, and a rear porch, 24Vo and '797o. Cunently, only 467o of new homes have decks, Ahluwalia said.

Three-quarters of the remodelers he surveyed reported an increase in their volume of outdoor work compared to the previous year, and 44Vo said that outdoor jobs had picked up over the past five years.

Of those who worked on outdoor remodeling projects, the most common jobs were: deck, 52Vo; porch, 35Vo; patio,2TVo; front porch, 25Vo; decking/patio covers/enclosures, 22Vo; outdoor lightirg,l3%o; outdoor kitchen, I3Vo, and outdoor fixed fireplace, lOVo

The U.S. Census Bureau reported that $2.5 billion was spent last year on decks.

Shelton mill unleashes rrew DF fencing

A PACIFIC Northwesr manufacla.turer has turned the dogs loose to market its new Douglas fir fencing line.

Mason County Forest Products, Shelton, Wa., has enlisted a green Great Dane, red corgi, and purple and yellow terrier to promote its new Woodruff fencing line, designed as a mid-priced option next to western red cedar.

The cartoon canines-Woodruff, Rusty and Mick-are the attentionfetching stars of ads, direct mail, and other promotional materials from Mason County's distribution arm,

Lumber Country, Portland, Or. Mason County began producing Woodruff fencing in January, but its birthing dates back to the previous spring, to a conversation between Denny Reinwald, product manager for Lumber Country, and Randy Cook, an old friend who owns and operates Sunburst Construction, Salem, Or. Cook mentioned a Douglas fir fence, discovered during a remodeling project, still standing strong after 53 years of wind, drizzle, sun, rain and more drizzle. Reinwald checked it out and discovered the treasure did indeed exist. in sood condition, even though most of its white paint had turned a mossy green or faded to a dirty gray. Checking and chipping left much of the rest of the surface unprotected, which caused it to turn black. The fence was steam cleaned, allowed to dry, and repainted white-and looks as good as new

today. Reinwald took his findings to Fred Sutton, general sales manager of Lumber Country, and Dave Ramsey, sales manager for Mason County. Feasibility research on manufacturing Douglas fir fencing began.

Working from information gathered from documented reports from the Western Wood Products Association and the Forest Products Laboratory, Ramsey learned that "Douglas fir is unique among all softwood species in that it is naturally dimensionally stable, with the ability to season well in position, and it is as good as or better than western red cedar in fencing component applications."

Ramsey realized that his challenge in reintroducing Douglas fir as a viable fencing choice was relieving consumer concerns over shrinkage, warpage, longevity, color, quality and consistency. He decided the product had to have two good faces without holes and be wane free. Ramsey wanted to minimize installation concerns for the professional fence builder as well as the fussy home builder.

Ramsey and Sutton also decided to produce a matching fence rail to offer a complete coordinating "Good Neighbor" fence panel system. To take the new/old Douelas fir fence

MASON COUNTY Forest Products optimizes Douglas fir logs for its new line of Woodruff fencing.

components to the market, an existing stud mill had to be reconfigured to add speed while assuring quality and consistency.

With input from Mason County mill managers Wayne Burton and Greg Duncan, a picture-perfect manufacturing system was hammered together complete with computer screens, controls, laser beams, saws and a high-speed planer to produce a 2 million bd. ft. combination of lx6 boards and 2x4 matching rails. The mill currently runs one shift to fit today's demand level on a monthly basis.

One of the goals of the system was to match production with demand at the lowest possible cost. Since manufacturing through-put speed is essential to keeping costs down, Mason County's system can be geared up to provide for processing levels that could exceed l2 million bd. ft. of components monthly. Logs are purchased with an eye toward recovery to fence components and are sorted and cut for maximum utilization, allowing for a good two-faced product.

The plastic transfer chain signals the end of iron stain on green lumber as it moves to the steam dry kilns to increase stability and minimize shrinking and warping. Mold spores are eliminated with 180" kiln temper-

atures. Kiln dried fence components also accrue a savings on transportation costs. In line moisture meters assure a consistent l87o dryness quotient prior to trimming and staining.

MCX Seal/Rite end-seal is applied to the ends of each board to reduce

end checking and splitting. The cedartoned staining process includes an environmentally approved mold inhibitor. which ensures a fresh-looking product at the time of delivery.

And the Woodruff logo-a green dog resting on a cedar-toned fence panel-appears on each paperwrapped unit.

In addition to the promotional "fun stuff," Fred's marketing plan calls for just-in-time shipment to several major fence markets. Woodruff is initially being distributed by Lumber Country, shipping rail cars from the mill site to transfer centers in six locations: Shelton; Denver, Co.; Riverside, Ca.; Houston and Ft. Worth, Tx., and Chicago, Il. Additional centers will be added based on market demand.

All Woodruff fence components are backed by Lumber Country's Saw-Tek certified warranty, guaranteeing that each component will perform as intended by the buyer in constructing a fence panel.

The promotional package includes retail point-of-purchase materials, such as in-store banners, customer hand-outs, a fence panel counter display, and Leader of the Pack hats and T-shirts. The old-fashioned promotional campaign is designed to introduce an old standard to a new breed of customer.

LUMBER COUNTRY'S Denny Reinwald (/eft,) shows off new Woodruff fencing to an attendee at the recent Eugene Home Show.

GOOD-NATURED "Gorrrrrila" marketing campaign featuring a trio of cartoon dogs is attracting attention to the new fencino line.

TITHERMALLY modified wood is I the latest entry in the U.S. decking marketplace. Unlike recently introduced alternatives, the product is real wood that is treated with heat or steam-but no chemicals or other additives.

"This industry has heard a lot of promises through the years: promises of a wood product that would truly be a viable alternative to composites and treated materials," said Ron Long, president and c.e.o. of Bay Tree Technologies, Memphis, Tn. "We're proud to introduce a safe, natural alternative with proven technology behind it."

The thermal modification process was developed in Finland and has been used extensively in Europe since the mid-1990s. Using specially designed kilns, the wood is heated at high temperatures that reportedly improve dimensional stability, chemically transforrn sugars in the wood so they can't be digested by insects or decay organisms, and produce uniform coloration. The result, say proponents, is natural wood that lasts longer and performs better.

Bay Tree is one of three companies that were formed to offer the product in the U.S. The other two are Cambia by Greenleaf. which operates in Kingston, N.H., and Westwood Timber Group, King of Prussia, Pa.

B ay Tree's entry is called PureWood and includes two profiles: traditional-style Sahara and Eurostyle Linea. Both are produced from

Hot ospect

Thermally treated wood ready to set the decking market on fire

southern yellow pine in a new, 84,800-sq. ft. building owned and operated by Burke Garden Products in Terre Haute, In. A second plant in the Pacific Northwest will treat Douglas fir.

PureWood recently won a place in the GreenSpec Directory, one of the most respected resources in the green industry. "We developed this company and product to be environmentally responsible," said Long. "This is a clear endorsement that PureWood meets those requirements."

BuilderReady Products, Atlanta, Ga., will distribute the new decking in the Southeast. "There's little doubt that PureWood decking will be well received by our customers," said president Nick Hobbs. "It offers the per-

formance and simplicity that our dealers want and their clients are asking for. A real wood product with the performance of composite or chemically treated decking has been a long time coming."

Cambia by Greenleaf is a joint venture formed by Northland Forest Products, Kingston, N.H., a leading supplier of FSC-certified hardwoods, and PCI Industries, Quebec, which brought thermal modification technology to Canada in 2003. Cambia's first kiln is located at Northland's facility in Kingston. As demand increases, more kilns will be added in Kingston and at Northland's second facility in Troy, Va.

"Based on the number of homeowners who choose pressure treated

PUREWOOD DECKING from Bay Tree Technologies is offered in two profiles: traditional-stvle Sahara and Euro-stvle Linea.

THERMAL KILN from bv Westwood Timber is loaded with wood at Keim Lumber, Charm, Oh.

and imported hardwood decking, it's fair to say that homeowners prefer wood," said Gary Weinstein, who handles marketing for Cambia. "Thermally modified decking overcomes issues and concerns related to both."

On the green side, Cambia is made from domestic poplar that is sustainably grown on family-owned lands. However, the dark color resulting from thermal modification causes the product to be mistaken for exotic, imported hardwoods.

"Most homeowners would like to use green building products, but are generally unwilling to pay more," said Weinstein. "Cambia may be the first

Two Coat Exterior Prime

0ur two-coat process starts with an alkyd sealer to block tannin migration, followed by a high-performance acrytic primer The result: RESERVE quatity, inside and out.

Superior Wood

Made of quaLity, cLear, finger-jointed Western Red Cedar or Redwood, these products are naturatLy designed for exterior use-both species are ideat for enduring extreme weather.

Surfacing + Sizes + Lengths

RESERVE products come in a wide range of sizes, lengths and finishes. Whether the project catts for 51S2E or S4S, we offer [engths ranging from 16' to 20'. Pattern stock is also avaitabte.

CAMBIA DECKING is advertised as an environmentally responsible building material.

green building product that performs better and costs less than products developed to replace wood."

Keim Lumber, Charm, Oh., is the first in the U.S. to purchase and use Westwood Timber's ThermoTreatment equipment. "The green aspect appealed to us because we can have treated wood that is chemical and metal free," said Noah Yoder, Keim's general manager.

He said that Keim's Thermo-Wood exhibit at the International Builders Show elicited lots of interest from attendees. So far, Keim has shipped the treated wood to a flooring manufacturer in California and a door manufacturer in Arizona. They've also shipped closer to home, in Pennsylvania.

As for the future, Keim hopes to install a second kiln when demand warrants. Westwood Timber hopes to sign on more manufacturers. "We're also planning to expand to the West next year," said Igor Danchenko, Westwood's president.

The Finest Stock, The Best Coating

Our Siskiyou Forest Products

RESERVE line is specially manufactured and treated to create the highest quality product available. Using state-of-the-art application and curing equipment, our premium Western Red Cedar and Redwood stock is made to last for many generations. We are proud to offer a beautiful, durable product that is ready for installation and final painting the moment it reaches the craftsmen.

Smooth sailing for raill*gs

IimberTech

I/^tOMPOSITE decking materials

\-rhave become the fastest growing segment in the marketplace, and railings have become a much more significant consideration. Consumers are looking for matching or complementary railing systems to complete their new or refurbished outdoor living space in style.

Steve Van Kouteren, a principal at Principia Partners, says, "Demand for exterior railing in the residential sector is coming from balconies, porches and decks in single and multi-family housing. In addition, such trends as the return of popularity of the front porch and the growth in demand for lowmaintenance outdoor living products will provide railing manufacturers with greater opportunities."

The $5 billion exterior railing market has seen a steady growth pattern driven not onlv bv homeowner

demand, but also within the multi-unit residential and commercial buildine categories.

Consumers are willing to pay a premium for a premium product. A recent SBI report indicates: "Much of the demand for outdoor remodeling work will be driven by affluent households with incomes of $75O00 or more. In addition, there is a higher demand for outdoor living products among ' upscale' homeowners."

So the market is ready and willing, but are today's contractors prepared to make the sale? And what can dealers do to help?

Showrooms are an excellent educational tool for contractors and a visual tool for homeowners to envision how the products will look at their homes. For example, contractors can see firsthand how hidden fastener railing systems install, the design options avail-

able, or how the stairs attach.

The popularity of the cookie-cutter square deck is dying, and alternative decking and railing manufacturers are providing cutting-edge options to the consumer. Displaying products in a showroom setting allows dealers to demonstrate how deck rails work on more complicated deck shapes. Decks can include multiple designs or custom creations to demonstrate the versatility of the product.

TimberTech, for example, provides a wide variety of railing options, with three different low-maintenance railing systems in nine colors, resulting in dozens of mix-and-match design possibilities.

For consumers, seeing a life-sized, installed railing section brings the concept into reality. They can touch it and understand both the stability it provides and, most importantly, why they are making this investment.

A premium is placed on floor space, but a decking and railing showroom has the capability of paying for itself by creating a sales atmosphere that allows contactors and consumers to see all of the possibilities for the new outdoor space.

Another viable option for dealers is running how-to installation videos or looping photo galleries of great deck and railing projects completed by local contractors. Additionally, dealers are encouraged to work with manufacturers to create online tools that educate the contractor and provide consumers with information to help with their purchasing decision.

- Kevin Brennan is senior v.p.-sales & marketing for TimberTech, Wilmington, Oh., and a director of the Composite Lumber Manufacturers Assoc iation. He can be reached at (800) 307-7780.

TimberTech'snew XLlM" decking provides unparalleled scratch and stain resistance for the ultimate in low-maintenance, carefree living - adding yet another option to its industryleading line of alternative decking solutions. From legendary decking and innovative railing and fencing to hidden fastening and drainage systems, TimberTech's comprehensive product line lives up to the famous brand promise: Less Work. More Life.@

laf REEK architecture has long pro\fvided inspiration for elements in many architectural styles for homes, from American Colonial to Arts & Crafts. One of the most prominent features borrowed from the Greeks is columns-providing a reminder of their use in prominent historic buildings such as the Parthenon in Athens. Many of today's homes are built or remodeled with decorative columns as a key design element.

Thanks to a wide selection of available materials, today's columns are more affordable and easier to incorporate into homes than their heavy marble ancestors. By providing thoughtful tips and knowledge about the proper usage of columns to builders, remodelers, architects and homeowners, dealers can further solidify their role as valued partners and ensure a steady stream of new projects and referrals.

So whether customers are designing a dream home or just remodeling an outdated entryway, these keys to using columns properly will help create homes worthy of Grecian folklore.

Material Options

Columns come in various material options, including cellular PVC, fiberglass and wood. Wood, in particular,

Speak Greek How to sell afchitectural columns

offers charm, beauty and character that only an all-natural material can exude. Wood columns are ideal in traditional, upscale homes where attention to craftsmanship and detail is a must to fit the established motif.

PVC and fiberglass columns are typically utilized in exterior applications where less maintenance is desired, budgets are tighter, or weatherability is an issue. And like wood columns, they can easily be painted to match their surroundings or accentuated with various painting techniques.

"Cellular PVC columns are an ideal and cost-effective way to add elegance to exteriors," says Joe Livengood, Crown Column & Millwork, manufacturer of architectural fiberglass and wood columns. "The architectural styling and detail options are nearly endless, plus they are very durable and look great."

Shape & Styling

To select a visually appealing column, one must understand the key design features available. Columns come in tapered and non-tapered profiles. The shaft, which is the core component of the column, can be omate or simple, round or square. Traditionally accurate column shafts are produced with the lower third straight and the upper two thirds tapered, a style developed by the Greeks to create the most pleasing appearance.

Another consideration involves the bases and capitals. The capital is the top portion of a column, a bit larger than the main post area and especially in the Greek tradition, quite ornamental. Capitals and bases come in a range of shapes and sizes to create a unique look matching nearly every d6cor or architectural style.

Location, Location, Iocation

As for interiors, columns are commonly found in grand entryways, foyers and porches. They are also ideally suited for defining formal spaces,

highlighting focal points, and establishing a visual transition between rooms. Since open floor plans and great rooms are common these days, one popular trend with homeowners is the desire to create a slight separation between spaces without losing the overall flow of the open-floor concept.

"Wrapping structural posts with decorative columns adds style, yet helps maintain that great-room feel where a solid interior wall would normally break up the flow," Livengood adds. "They're a stylish way to make the most out of available floor space."

Additionally, columns aren't just for large rooms-smaller columns can be easily placed alongside fireplace mantles, underneath kitchen islands and countertops, and even used to visually frame doorways and windows. The location possibilities are nearly endless.

Moving outdoors, columns have been adding curb appeal and making a grand first impression for years. Many builders are utilizing decorative columns as a key design exterior element, adding beauty and character.

Scale & Proportion

Although scale and proportion are often overlooked, choosing a column that is appropriately sized for the space is critical to ensuring the right look and feel. The ancient Greeks discovered the mathematical formulas that created the system of appropriate ratios of height versus width. When these ratios are violated, the structure looks wrong. If columns are too thin or too tall, the space is bound to feel awkward and uncomfortable, so keep those considerations in mind.

Seek Assistance

Knowledgably advising customers on columns is paramount to establishing and keeping strong relationships. Contact your column manufacturer or distributor for more ideas on how to incorporate style and elegance with decorative columns.

COLUMNS are ideal for defining formal spaces, highlighting focal points, and establishing a visual transition between rooms.

(Photo by Crown Column & Millwork)

Stabilized Weather-

g positive view

fT'S been no secret that our industry lhas been in a bit of a downturn. Maybe orders aren't exactly flowing in. Companies are tightening up their purse strings.

During these troubled times, there are a few things we can do to turn things around. As a sales and marketing person who also works within the advertising end of our business, I have a few observations and suggestions:

Salespeople: Stop dwelling on all this negativity and for some of you (yes, YOU), stop all this nonsense with "customers just aren't buying" or "the industry is just down right now" as a crutch for not making sales. Now is the perfect opportunity to rise above the negativity, to make calls to new customers left behind by fledgling companies, and to start building new relationships.

Sincerely listen to and address concerns. Build relationships based on trust and customer service.

Media people: Stop with all the negative press. Headlines like, "Good Riddance... Even in these times, some customers aren't worth keeping" (/ast month, in a competing trade journal) are hard to swallow. While I may agree with many of the points in the article, the striking headline stabbed me in the sales-heart. Statements like this go against my company's ideology and further distance us from understanding the needs of our customer.

(WHY can't they make their payments? WHY is business with them

so difficult?) Media folks, when our sales are down, we can't afford you! Please help us and remember the fact that negative press is psychologically damning. We need you to work with us-you are more powerful than you rcalize.

We all need to keep in mind that our customers do have money to spend; they are just waiting to hear the latest statistics, to ponder the next article, and to get inspired by their trusted salesperson. John F. Kennedy once said. "Ask not what our customer can do for you, ask what you can do for our customer," or something like that.

So, what can we do?

Show initiative. Focus on actively building relationships through customer education, installation training, customer training, and product knowledge programs. Lend extra support to existing customers and grab those new customers. Show them all the things your company has to offer.

Collaborate with your team. Customers have money to spendthey're just cautious. Collaborate with your team to iind solutions to customers' concerns.

Lack of initiative on your customers' side? Work with your sales and marketing managers to develop a creative new promotion.

Financial concerns? Consult your finance team and consider limitedtime extended or special payment terms. A team-driven approach not

only creates solidarity within your company, but also creates added support for your customers.

Focus on the positive. Good news is not easy to find. While we need to carefully monitor the state of building product markets, we don't need to focus on the doom-and-gloom of it all. Keep in mind that there is good news-people still need to buy homes, are expanding their outdoor living spaces. and are remodeling.

Budgeting is good. Share your concerns with your finance team. Cutting costs is a practice that should be adhered to year-round, not just when sales are slow. Budget carefully, avoid unnecessary expenditures, and view money in your company's profit and loss statement as your own savings. Look into co-op advertising and entertainment expenses with your distributors. Host trade shows and events with your customers. Don't be afraid to suggest your industry partners to contribute to the bill; keep in mind that chances are they'd ask you.

The industry as a whole needs to put all this negativity aside and realize there is a lot we can do right now, starling with changing our attitudesand working with our customers to change theirs.

- Carol Ltn Gntc'e is sales & marketing coordinator .for Railing Dynamics, Inc., Egg Harbor, N.J. Reach her at (609) 60 1 - l 300 nr cproce@ rdirail.corrt.

Panet System

o Available in 0SB

Save time/labor

. lncrease nailing accuracy and truss alignment

. Less material waste

Reduce mistakes, call-backs

o No measuring

. Available in 0SB and Plywood

o Blocks sun's radiant heat

o Enhance comforl

. Superior energy efficiency

. lncreased home value

. Cost-effective 0SB sidewall sol ution

0versize panels eliminate need for horizontal joint

. Fast and easy to install

Less wasted material

r Premium siding

. Rated sheathing

o Underlayment Beaded

. GreenCore Plyform"

. Sanded grades

Rrrrrrrrs

Chase Lumber, Aurora, Co., has been acquired by New York investment banking ftm Brooks, Houghton & Co., including lumberyards in Granby, Co., and Casa Grande, Az., and a door shop and truss plant in Aurora

Charlie's Supply, Reserve, N.M., has closed after 27 yearc with the retirement of owners Charlie and Thelma McCany

Ace Hardware opened April 18 in St. Helens, Or.; the 20,000-sq. ft. store, managed by Nick Hartman, is the third and largest location for owners Spud and Leona Sandberg ...

D&R True Value Hardware, Weed, Ca., closed March 31 after 25 years, with the retirement of owners Dave and Mel Borcalli

Corbet's Ace Hardware, Larkspur, Ca., has submitted a rezoning request to relocate to a new facility...

Lowe's Cos. opened new stores Aprll29 in E. Gilbert, Az., and Ogden Ut.

Lowe's expects new store openings late next month in Bonney Lake, Wa.; in 4th quarter 2008 in Moses Lake and Silverdale, Wa., and in 2nd quarter 2009 in Hollister, Ca.

Cladfication

"The Perfect Storm: Can It Get Any Worse for MDF and Particleboard Producers" (March, page 42) implied that the California Air Resources Board is responsible for the capital outlay for new control equipment, when actually it is a requirement of MACT (Maximum Achievable Control Technology).

Lowe's filed demolition and building permit applications to raze former Safeway and ShopKo stores and construct a $5.5 million, 138,000-sq. ft. store with 31,000-sq. ft. garden center in west Eugene, Or.; completed an environmental impact report for a 140,013-sq. ft. store and 29,153sq. ft. garden center in Manteca, Ca.. and has started construction on a new store in south Chino Hills, Ca., for a 3rd quarter 2008 opening...

Iawe's continues negotiating to build a 140,000-sq. ft. location in Springfield, Or., by the end of the year, and is constructing a new 145,000-sq. fr. store with 28O00sq. ft. garden center in Madera, Ca....

Home Depot opened new stores April 17 in San Jose, Ca., and April 3 in Rainbow (Las Vegas), Nv.; Indio (Brian Remelius, store mgr.), Palm Springs (Rick Belli, mgr.), Perris (Will Herena, asst. mgr.), and West Covina, Ca., and Port Coquitlam, B.C.

Home Depot has dropped plans to build in South San Francisco, Ca; is considering a site in Grants Pass, Or.; opened April 2 in West Covina, Ca., and is seekins approval to build a 139,646-sq. fi store in a new development in Dixon. Ca. ...

Habitat for Humanity hopes to find a site in Vancouver, Wa., to open a ReStore used LBM outlet by October and remodeled its store in Twin Falls, Ia.

Wrorrslrrrs/throrlcrunrns

Harwood Products expected to resume production this month on a single-shift basis at its sawmill in Branscomb. Ca. ...

Pyramid Lumber Co., Seeley Lake, Mt., is seeking a $40000b

loan from Missoula Countv. the U.S. Department of Commerce and the USDA to expand operations and create 30 newjobs

High Cascade Forest LLC, Carson, Wa., is installing new equipment during six weeks of downtime that began April 25 ...

L&L Manufactured Components, Tucson, Az., lost lumber, power saws, and other equipment in an April 25 fire that consumed a 3,000-sq. ft. metal building

Mount Hood Forest Products, Hood River, Or., resumed production April 28 after being down since late December

Casey's Lumber, Woodland Park, Co., suffered an April 25 fire that destroyed its office building and damaged two sheds

Silvaris Corp.,Bellevue, Wa., is now the exclusive sales organization for Louisiana-Pacly'c'i North American offgrade OSB products through its OSBMarket.com online marketplace, beginning June 2

Sierra Pacific Industries' deal to sell its bio-mass power plant in Loyalton, Ca., to Renegy, Tempe, Az., is expected to close by June 30

Monument Lumber, Santa Cruz, Ca., has been certified by the Forest Stewardship Council

Anniversaries: J&W Lumber, San Diego, C&.,50th . Pismo Bob's True Value Hardware, Pismo Beach, Ca.,25th .., Habitat for Humanity ReStore, Provo, Ut., lst

Housing starts in March fell nearly t2%o to a seasonally adjusted annual rate of 947 9OO units ... single-family activity decreased (Please turnto page 58)

Risky business

By Car.la Waldemar

rated with installers and the margins are thin-so we stepped away from spending money on people and equipment and now look to Guardian as a subcontractor. Instead, we really push our framing company and have become an installer of retail and commercial framing.

"You need to marry installing with your products, because if you don't add value, there's a very short life expectancy. Sure, it's hard to market that service Iinstalling framing] right now, while the economy is tight and tradesmen are working for less money. But, while we might not be making much on it at present, when the tumaround comes, we'll have a leg up. We're showing builders that we're economical and reliable. We're having a big installation push," he underscores the mantra, but with eyes wide open.

The whole concept is a moving target. "We're re-evaluating installing insulation," Tim notes. "We weren't doing it well, so we're pulling back to massage and rethink it."

ffENRY Poor Lumber Co., Lafayllette, In., has been selling sticks since 1917, but that's almost a sideline these days. (Don't get me wrong-it remains a strong underpinning upon which the company's burgeoning niche markets have been built.)

fhe wider picture is spelled out in I its loso-"More than a lumber .o-puny;-a message driven home by the snappy tagline: "If we haven't got it, you don't need it." Aside from maybe an aromatherapy massage or cappuccino grande, there's plenty to back up the swagger.

Jim Andrew, who bought the company in the 1980s, was born with an entrepreneurial gene, keen to testdrive new ideas. His son, Jay, who joined the company in 2003 as v.p.sales & operations, boasts the same DNA. And bringing Tim Werth, an accountant by trade, on board as c.f.o. clinched the forward motion.

*2OO4 was when changes really started to take place," Tim says. "We re-evaluated our products and services." That's a euphemism for turning the company on its ear.

For instance, Jim had launched a rental service back when no one else was doing it. Today, "it's not impor-

tant anymore, so we got out and on to other ways to move forward," Tim explains.

Jim was also the first to start a paneling operation in the area, and it's still going gangbusters, as we'll explain later. He's been extremely active in bringing new products to market, everything from floor coverings to cabinetry. The cabinetry is now showcased in the firm's new HomeWorks operation, anchoring (astutely) a shopping center and manned by a staff of 24 who provide the touchyfeelies a homeowner craves, guiding their napkin sketches to fruition, and shepherding builders' customers through the maze of choices.

Buy a carpet, a cabinet-heck, roofing or siding-and Henry Poor will gladly install it, too. "Installing is where we need to be," Tim asserts. "lt goes with our forward vision. We're willing to take risks. We think of it as the future, and we're very committed."

No rose-colored glasses, however. The path hasn't always been smooth.

"We started out installing insulation and got our share of black eyes, bumps and bruises," Tim recounts.

"We'd hired pieceworkers on our payroll, but today our area is highly satu-

Meanwhile, back at the ranch: "Three other things are interesting us," Tim recounts the team's multitasking efforts. "We've been doing custom millwork since the '80s, and we're still the only such mill in our marketplace."

But don't expect windows and doors: "We concentrate on high-end, high-margin custom items, such as recent projects like a wine rack and a mahogany-and-teak entertainment center. We really enjoy this, but we really need to get better at marketing this service," the c.f.o. allows.

"Also, in 2O04 we became the only sales distributors of a cabinet lineCardell-although we had always sold craft-made cabinets." The method in this particular madness goes like this: "Not only do we sell to production builders"-and Indiana is home to many-"but with these, we can now go outside our usual market zone and as far as Indianapolis."

The idea is twofold, he says. "To spread the credit and geographical risk around and also to build relationships and eventually also bring lumber in to them, after we've established our expertise and core competencies. We're looking past the downturn, to when building permits pick back up. Plus," he adds, "this [high end, customl market doesn't feel the crunch."

Being nimble is a big part what

(Please turn to page 28)

HENRY POOR has been a stalwart in Indiana's Greater Lafayette community since the early 1900s. Today, Henry Poor and sister company Home Works employ over 60 LBM professionals.

maintains Henry Poor's success. "Fluidity will make or break an organization, and we're fluid, we can reactwhich is our advantage over the 84 Lumbers," Tim says. "This company was extremely custom builder-oriented at first, then became very production builder-focused. Now, in line with the changing times, we've been trying to remarket ourselves as 'your custom and remodeling source."'

Easier to say than do, Tim knows, for builders are not a fickle bunch. To build credibility, Jay Andrew has become a board member of the local builders' association. "He sits across the table from people who'd previously used our competitors," says Tim. "It's the way to start a dialogue. 'We want always to be second,' we say, and that's exactly the right thing for us-though it's hard to beat into the heads of our salesmen. 'Your time will come,' we tell them. As soon as a competitor falters, the builder will call us-and we'll take market share."

To forge even stronger bonds, the company believes in spending to achieve returns. Tim elaborates, "We've put great working displays into our showroom-kiosks for

Real Cedar from SELIflRK

HENRY P00R considers its people to be its most valuable assets, including (eft to right) former construction framer Suan Schultz, who now manages the warehouse and logistics operations; purchasing agents Susan Kirts and Lacey Allen, who have advanced from clerks to building product specialists, and newly hired general mgr. Jeff Renie.

bars. kitchen. baths-with custom choices that make the homeowner go, 'Wowl' and start the dialogue of possibilities. The interiors side of our business is extremely custom-oriented." And you know what that means when talk turns to margins.

Henry Poor also has initiated a rewards program for its builders, against Tim's better judgment. Well, he was wrong. "I was skeptical at first, but it's helping. If they use Home Works, we can introduce them to the lumber side, and vice versa, and it pays off for them." Chalk up another win/win deal.

"We spend a lot of money entertaining the customers we're looking for-and on their education, such as plant tours. We educate them to build rapport," Tim explains.

Eggs in how many baskets, then? Wait, here's another one, and it's a honey. "We're moving more into the commercial side," he reveals. "Purdue University is located here, and we're getting tons of work from them-an extremely large success. At first we'd thought we'd have to hire different salespeople, but we found that our present workforce could handle it, with a little education to get more comfortable. There's no need to over-think it. We're making big inroads in multifamily and commercial, areas of significant growth for us. We're making those inroads by doing framing and installing siding and paneling for them."

Clearly, Henry Poor's employees do not sleepwalk through their jobs-and that's no accident. Employee education is a big deal here, "especially in down times." It's all about information sharing, and that's a new thing. "It's been interesting for me to see," Tim relates. "I came in as an accountant, so at first they thought of me just as a bean counter; they couldn't see any added value. But as the lumber market has fluctuated, they've come to understand that they really benefit from my ability to share that information. Now, we feed off each other. Before, it was, 'Life is good, why change? Why share information?' It's opened up communications and training. And it's working."

Another success innovation is the new outlook regarding employees. "I recognized, when I came in, that we're a small company, under 60 people," Tim says. "But you need to make a career path for them, and that wasn't understood. I want every person here to feel that they can get a career, and that translates to being paid reasonably and being given the opportunity to learn and grow. Man-

( Please turn to page 30)

ffi*trH* &$ffirlx3*

You'll never be left stronded when Teom Socomi goes to bat for you.

With our full lineup of products you'll hove oll the clout you need to stoy competitive. And our Never-Out Logistics progrom con help you moniior your inventory, ond deliver excctly what you need, exoctly when you need it. So you'll never be cought in o squeeze.

Coll us for c scouling reporl. We'll help you keep the boses looded.

PRODUCT TINEUP

. 2" , 3" & 4" Green Douqlas Fir Timbers, Dimension & Studs

. PSl 95 Roted Plywood

. PocRim RimBoord Plus

. LVL Lineol Edqe Form

PSF. HDO & MDO Concrete Forms

CleorLom''' Fcscio, Soff;ts & Trim

. SocomiLom..' Foscia, Soffits & Trim

. Rough-Sown Fir Siding

CleorSide Primed, EdgeWropped LVL V-Rustic Siding

MDO Fcrced Plywood Siding

agement must create that track; we owe that to our employees."

Take a look at where it's led: Tim points to a temp who filled in as a filing clerk two years a-qo. "I saw her attention to detuil. With no experience behind her, I moved her into a purchasing position, handling all special project work, and she's absolutely flawless!" he reports. Or talk about the phone receptionist who's now the accounts receivable and oavable man-

ager, another coup: "She streamlined the process.

"We've had extreme success ln those departments. Now," he says. "the challenge remains to translate that to the drivers and the yard."

Of course. not everyone is star material. "We've had lots of turnover as we've transitioned from the old school-those who weren't equipped. We struggled for a while, but now we have a very stable base"-including a

ffarr$Jisirai

new general manager.

"We needed someone to manage the troops on a daily basis, and we'd made mistakes in hiring before," Tim acknowledges. "This time, we went to a vendor and hired someone elway from him. and the neu man is absolutely fine! We thought it would ruin the relationship with the vcndor, but he's actually happy fbr thc fellow. so it's win/win. We're always looking for newcomers not knowledge, but someone excited to work for us. When a young kid in the Home Works store, a prot6g6 of the mana-{er, received a job off-er fiom a vendor and came to us, we said,'Here's what we're gonna do fbr you, and you're not leavingl' He madc an incredible transition to become manager of that store.

"Wc feel strongly about careers, and we love teaching, going the extra mile. I've worked for big companies myself, but it's more fun here, with Jim, thinkin_s through things together."

Then taking risks. Fine-tuning them, then basking in success. Okay, briefly. Then on to more risks.

A Jbrmer ax'ard-rritrrtirtg LBM tradc magaz.ine editor, Carlu Wuldcnur vt'ritcs frequently on the industr)'. Contutt lter ut cwa lde mur @ t 0 tn ut s t.n c l.

That Will Outlast You

ofl iel rad :or E"mt ,Tel: 1 -877 -369-2327 30 THn Mr:ncH,rNl Mrr;,rzr:,n: Mnv 2008

!ue1p/r/

best described r and crushino iess. Qualitie-srerfect for out-

BUCKLING down after a long winter in the Midwest, Suan Schultz and Jason Brady strap down a framinq lumber load on the lirst day of spring 2008.

Listings are often submitted months in advance. Always verifi dates cnd locations with sponsor before making plans to ittend.""

fthv

Smallwood 2008 - May 13-15, Madison, Wi.; (608) 231-1361

JLC Live Show - May 13-16, Long Beach Convention Center, Long Beach, Ca.; (800) 261-7769.

North Cascade Hoo-Hoo Club - May 15, golf tournament, Avalon Golf Course, Burlington, Wa.; (360) 39l - 1860.

Do It Best Corp. - May l7-20, spring market, Indiana Convention Center, Indianapolis, In.; (260) 748-5300.

American Wood Preservers' Association - May 18-20, annual meeting, Marriott Downtown, Portland, Or.; (800) 356-1974.

Lumber Association of Southern California - May 18-20, 2nd Growth mill tour, Eugene to Roseburg, Or.; (800) 266-4344.

North American Wholesale Lumber Association - l{ay 22, regional meeting, Scottsdale, Az.; (800) 527-8258.

Composite Panel Association - May 3l-June 3, spring meeting, Hilton Cancun, Mexico; (301) 670-0604.

Junr

Lumber Association of Southern California - June 5, annual associates/dealers golf tournament, Paradise Valley and Rancho Solano Golf Courses, Fairfietd, Ca.; (800) 266-4344.

Willamette Valley Hoo-Hoo Club - June 6, golf tournament, Shadow Hills Country Club, Junction Ciry, Or.; (541) 485s979.

Western States Roofing Contractors Association - June 8-ll, convention & expo, Paris Las Vegas Hotel & Casino, Las Vegas, Nv.; (800) 725-0333.

National Lawn & Garden Show - June 10-12, Westin Chicago Northshore, Chicago, Il.; (888) 316-0226.

SierraPine - June 12, sustainable building products forum, Portland, Or.; (800) 547-9520.

Seattle Hoo-Hoo Club - June 13, golf tournament & dinner, Mount Si Golf Course, Snoqualmie, Wa.; (253) j96-j lS5

Western Wood Preservers Institute - June 15-17, summer meeting, Sun Valley Resort, Sun Valley, Id.; (800) j29-9663.

Tuolumne Lumber Jubilee - June 19-23, Tuolumne, Ca.; (800) 266-6436.

Forest Products Society - June 22-24, inlemational convention. Hyatt Regency St. Louis, Mo.; (608) 231-1361

National Retail Federation - June 23-25, loss prevention conference & expo. Orlando. Fl.: 1202; 783-797 |

PCBC - Jrune 24-27, Moscone Center, San Francisco, Ca.; (916) 443-7933.

Temperate Forest Foundation - June 24-27, teachers tour, Portland, Or.; (503) 579-6762.

Remodeling & Decorating Show - June 27-29, Los Angeles Convention Center, Los Angeles, Ca.; (818) 55'7-2950.

Jurv

SierraPine - July 10, sustainable building products forum, Denver, Co.; (800) 547-9520.

Western Hardwood Association - July 12-15, annual meeting, Fairmont Chateau, Whistler, B.C.l (360) 835-1600.

Mountain States Lumber & Building Material Dealers Association - July 14, golf tournament, Ranch Golf & Country Club, Westminster, Co.; (303) 460-9700.

Western Building Material Association - July 16-18, mid-summer management meeting, Salishan Lodge, Gleneden Beach, Or.; (360) 943-3054.

Wood Moulding & Millwork Producers Association - July 1619, summer business meeting, Hyatt, Newport, R.L; (800) 5507889.

Manufacturers of 20 million bd. ft. monthly of 2x4 thru 2x12 in lengths 6' thru 20' in White Fir . Douglas Fir . SPF-S' Pp

Producing 2,000,000 bd. ft. monthty of 5/4 & 6/4 Ponderosa Pine Shop

4/4 Pine Board Programs and 5/4 Radius Edge Decking Programs

Stateof-the,Art Hewmill & Headrig Mill

Contact Sheldon Howell

Yakama Forest Products

3191 Wesley Rd., White Swan, WA 98954 rel. t5091874-f 163

Fax 509-874-1 162 . www.yakama-forest.com

COM PLETE LOGISTICS SOLUTIONS

Trucking

Bespecting the forest, honoring the past, building the future. A nation's pride you canbuildon.

lion news

Lumber Association of California & Nevada takes over the Paradise Valley and Ranch Solano golf courses in Fairfield. Ca.. June 5 for its annual associates/dealers tournament. Dinner at Rancho Solano follows the tournament, which benefits the Bob Patterson Memorial Scholarship Program.

2nd Growth holds its annual summer conference July 11-19 at the La Quinta Resort & Club, La Quinta, Ca.

Mountain States Lumber & Building Material Dealers Association will host the Colorado Wood Council's summer golf tournament July 14 at the Ranch Golf & CountrY Club, Westminster, Co.

Western Hardwood Association stages its annual meeting July 12-15 at the Fairmont Chateau, Whistler, B.C.

Speakers are Brian Hawrysh, BC Wood; Grace Terpstra, Hardwood Federation; Mike Snow, American

Hardwood Export Council, and Glenn Ahrens, Oregon State University.

Other activities include continental breakfasts, hosted receptions, two dinners, and a golf tournament at the hotel's course.

North American Wholesale Lum' ber Association elected Susan Fitzsimmons, Snavely Forest Products, Pittsburgh , Pa., as chairwoman during its recent executive conference. (See pages 75-77 for photos of the event.)

Also installed were lst vice chairman George G. "Buck" Hutchison, Hutchison Lumber & Building Products, Adams City, Co.; 2nd vice chairman Chris Beveridge, Skana Forest Products, Richmond, B.C.; secretary/treasurer Bill Barnett, Marathon Forest Products, N. Vancouver, B.C., and president/c.e.o. Nick Kent.

NAWLA will host a regional meeting May 22 at the DC Ranch Village Health Club & Spa, Scottsdale, Az.

Keynote speaker Jason Metnick will discuss the Sustainable Forest Initiative and its chain of custody.

North American Building Material Distribution Association and North American Wholesale Lumber Association are among 40 distribution groups co-hosting a Young Distribution Professionals Conference Aug. 3-6 at Eaglewood Resort & Spa, Itasca, Il.

NBMDA has partnered with the Institute for Trend Research to develop a series of customized economic reports for members.

Window & Door Manufacturers Association has begun outsourcing management of the association.

WDMA selected John R. Stoiber as its new president and SmithBucklin as its full-service management company. The group will relocate to SmithBucklin's offices in Chicago,Il.

Weyco Readies New Mill

Weyerhaeuser's new lumber/planer mill in Longview, Wa., is scheduled to run its first log June 30. The existing mill on the site will shut down three weeks before to prepare for the final consolidation.

"We will have a mill here that, in the end, will be the most competitive in North America," said Fred Kuhn, manager of the St. Helens unit.

The company's 32-year-old Green Mountain sawmill in Toutle. Wa.. closed May 1. About half of the mill's 100 employees will be hired at the Longview operation, which is expected to employ 230 people.

New Rental Shop In Sonora

J.S. West Lumber & Hardware. Sonora, Ca., opened an Ace Rental Place for both contractors and homeowners.

"We want builders to have a onestop shopping experience," said lumber manager Gary Holman.

Rentals include such items as air compressors. installation equipment. drain cleaners, drywall and cement tools, compactors, generators, work lights, and hand tools.

Prr-co I nterrupts Med iation

Pacific Lumber asked to stall courtordered mediation to pursue a proposed acquisition by Mendocino Redwood Co. and Marathon Structured Finance Fund, two key players in Per-co's protracted bankruptcy hearings.

Timber note holders want to put Scotia Pacific's 210,000 acres up for auction, which Beal Bank has offered to buy for $603 million. Mendocino Redwood believes the timberlands are worth less and has offered $500 million, but is also planning to continue operating the Scotia, Ca., mill.

Marathon is a Pelco creditor.

Shelby Jordan, a Par-co attorney, told the court that the consensual plan could help resolve the case sooner. He said that the proposal-for Mendocino to run the mill and Marathon to run the town of Scotia-would not require going back to creditors for a vote.

The proposed deal would be a settlement among Marathon, Mendocino Redwood, Pelco, Scotia Pacific, and PRlco's parent company, Maxxam Inc. If a settlement is reached, Maxxam and Pe,lco would support the Mendocino plan and drop their own

plan. Agreement could encourage a settlement between all parties and bring the case to an end.

"The settlement. of course, is in process, and it's not done," said Sandy Dean, chairman of Mendocino Redwood. "Mendocino Redwood is interested in settling with as many parties as possible."

The renewed acquisition talks came amid two days of mediation ordered by bankruptcy judge Richard Schmidt to resolve differences over how the company should be restructured.

Proadly grown and manafactured by the Colville Indian Tribe

rr, CotvIl,LE INDIAN S!a/. PnpcIsroN Prwr

Manutacturers of hia 2 .J.strurau.urott 1tt trrgt, qua lu Ponderosa pine boards & industrials; Douglas fir lamstock, dimension & industrials from Omak, Wa.

Call Bob Bretz (509) 422-7550

Fax 5lN-42-7541

Colvn LE fNDTAN

Powpn & Vpnppn

Producers of highqaality ' Plywood & Dry Veneer from Omak, Wa.

OaII EiIIy Sunn (509, 422-7033 or Teruy.Johnson (509) 422-7023

Fax 509-422-7034

Semi-transparent

I Semi-solid Stains and Primers by Duckback, Cabot E others.

Tom Denig has been appointed chairman of the board for North Pacific, Portland, Or., succeeding Tom Tomjack, who remains a director.

Sue Sciaroni, ex-North Pacific, is new to sales at Taiga Building Products, Sanger, Ca.

Terry Baker has opened a sales office in Wenatchee, Wa., for Tri-Pro Cedar Products. Oldtown, Id.

Tony Leece is now specializing in sales of pallet stock, truss components, and industrial boards for Montana Lumber, Hamilton, Mt.

Daniel S. Fulton, president. Weyerhaeuser Co., Federal Way, Wa., has added the title of c.e.o. He succeeds Steven R. Rogel, who will remain chairman in a nonexecutive role. Kevin Shearer is now v.p.-information technology and chief information officer, succeeding Susan M. Mersereau, who has retired. Mark A. Emmert, president, University of Washington, is joining Weyco's board of directors.

Jeff Clave, ex-Weyerhaeuser, is now an account mgr. at Capital Lumber, Chino, Ca. Kevin DeRoche, exParkers Lumber, is now an engineered wood tech in Tacoma, Wa.

Tom Williams, ex-IWP, has joined the sales team at Kuzman Forest Products. Hillsboro, Or.

Kaylynn Poplawski has joined Fiber Composites as the company's first builders accounts specialist, working with contractors in the Seattle, Wa., and Portland, Or., areas.

Mike Arnold, ex-North Pacific, has joined the sales staff of Building Material Distributors' forest products division in Walnut Creek, Ca.

Hans Reher has been promoted to v.p.-operations for Diamond Hardwoods. Fresno. Ca. Kirk Durbin was promoted to national sales mgr.

4q,*nuerlls}-

866-809-81 01

Off-grade is now online

Looking for the widest selection at the best prices? OSBMarket makes buying downfallOSB easier than ever. Get your off-grade online!

i crate and palletmakers

I discount panel distributors

Looking for the widest selection at the best prices? Get your off-grade online!

Visit www.osbmarket.com today and get $100 off your first three loads. Enter code #579 when you check out'

Daniel Manning has been promoted to controller of Plum Creek Timber Co.. Seattle, Wa.

Brad Rodakowski is new to Oregon Industrial Lumber Products, Springfield, Or.

Gordie Amos has retired after 37 years as mill mgr. at Sierra Pacific's mill in Arcata, Ca.

Jason Schermerhorn has been promoted to president of Builder Sourcing Corp., Denver, Co. Steve Dowlen is now v.p.-supplier management.

Benjamin R. ttBen" Haynes, ex-Secor International, has joined the Pacific Lumber Inspection Bureau, Federal Way, Wa., as technical & special programs mgr.

Dave Krantz. Western Forest Products, Vancouver, B.C., has retired after 34 years in the industry.

Rich Holen has been promoted to mgr.-strategic business development for Insulfoam, Tacoma, Wa.

David Fowlie, ex-Viance, has joined PhibroWood, Ridgefield Park. N.J.. as executive v.p.

Mitch Wagner has been named director of purchasing for 84 Lumber Co., Eighty Four, Pa.

Frank Bifulco is new to Home Depot, Atlanta, Ga., as senior v.p. & chief marketing officer. Bob DeRodes, executive v.p./chief information officer, is leaving the chain at the end of 2008.

Mike Clark, ex-Orchard Supply Hardware, has been appointed senior v.p. and chief merchandising officer for True Value Co., Chicago, I1., effective May 19.

Dorvin D. Lively has been named chief financial officer for Ace Hardware Corp., Oak Brook, Il.

Nate Kredich, ex-Creative Touch Interiors, has joined the U.S. Green Building Council, Washington, D.C., as v.p. for residential market development, overseeing the LEED for Homes program.

David Gromala, director of codes & product acceptance, ilevel by Weyerhaeuser, was presented the International Award of Merit by the ASTM International Committee D07 on Wood.

Rob Lynch, president and c.e.o., Orchard Supply Hardware, San Jose, Ca., has been appointed to the board of directors of the Canary Foundation, the first non-profit organization dedicated to the funding, discovery and development of tests for early cancer detection.

Rick Frost, c.e.o., Louisiana-Pacific Corp., delivered a presentation on the building products industry May 8 at the Bank of America 2008 BASics/Industrials Conference.

Don Ehnebuske, Almquist Lumber, Arcata, Ca., was one of three panelists addressing "Doing Good by Doing Green" at a quarterly Business Leader Luncheon.

Dan and Dave Bohannon, Bohannon Lumber, Orange, Ca., won the U.S. Tennis Association National Hardcourt Tennis Championship in the 60 and over division, in Mission Hills, Ca. Winners received a gold tennis ball and two free round tickets to Hawaii.

Barry Koodah is new to sales at Mungus-Fungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus.

AEFrr^

B B

DESIGN ENGINEER SUPPLY INSTALL

For over 20 years Sunbelt has focused on the Lumber and Building Supply industries. See how Sunbelt has helped the following lurnber yards and how we can help you.

Technique is not enough

By James Olsen

fN THE movie Million Dttllar Baby. IClint Eastwood plays a hardened boxing trainer. Above his office a sign reads, "Tough is not enough. Show me a fighter with nothin' but heart, and I'll show you a fighter who is about to take a beating."

His point is that boxing is an art. Being tough and having heart are simply the buy-in money to the fight game; a boxer must train in the art of boxing to stand a chance against anyone who is a real pugilist, not just a tough-guy swinging roundhouses in the air.

This concept is also true for us as salespeople. "Show me a salesperson with nothing but technique, and I'll show you a frustrated, underperforming salesperson."

What do I mean? I work with many salespeople who have a handle on the techniques of selling, who are mentally and emotionally unprepared for the work of the professional seller. Sellers often go into sales calls with product knowledge and techniques at the ready, but never get to use them. whv?

Mental preparations

Many sellers do not mentally prepare before going into battle. These sellers enter their customer's office and sit down as if they were plopping down on their best friend's couch.

What are our pre-call mental preparations?

What is the purpose of the call? The purpose of our call must be crystal clear to us before we will be able to communicate it to our customer. For example, if we are there "to touch base" instead of "to close." it will come across in every word we say. (And will not lead to orders.)

. What will be the customer's number one objection qnd what will be our response to that objection? ln the best of worlds we think through a// possible objections, problems, and negotiating points before we enter closing conversations with our customers. We are as thorough as possible in these mental preparations, but for Pete's sake, we must at least anticipate our customer'sy'rsr objection or the call will end before it starts.

Five Closes. How will we ask for the order? How many times will we ask for the order? We sometimes get business with one close. Often it will take more. We can't thump away at

emotionally prepared for their sales calls. If we do not prepare emotionally for each call, we will crumble, wobble or give away profit as soon as our customers begin to pick away or totally reject our proposal.

What are our emotional preparations?

Whst is the personality of my customer? This question is especially important when dealing with someone who has a different personality than we do. We must calibrate our approach to the personality of our customer. Only an amateur expects the customer to calibrate to them.

The customer is going to ssy no. Not in a negative, I'm-not-going-toget-the-order way. Just as a boxer knows he will get hit and still plans to win the fight, we prepare ourselves for no's but still plan to win the sale. We project the attitude, "I thought you might say that, let me tell give you more information to consider."

the customer with the same close over and over. This is boring and irritating to customers. We must ask for the order (close!) in different ways to find the one that will engage the customer and ultimately get the business. As professionals we develop five closes for every closing situation. This habit, over time. will take us to the level of the top closers.

Emotionat Preparations

While mental preparations are important, even more essential to closing success is the emotional fortitude of the seller. Many sellers are not

. SeIf talk works. We tell ourselves we are going to get the order. Our subconscious mind does not know the difference between what we tell it and the truth. So let's psyche-out our own psyche. Telling ourselves we will win is an emotional must in our business of (some) rejection. When we motivate ourselves, it comes across in what we say as well as our body language.

we must prepare our presentations. We must know our product. To get the business, we must also prepare ourselves mentally and emotionally to close! Happy closing!

- James Olsen, Reality Sales Training, specialiTes in sales taining for the lumber industry. Reach him at .james@realitysalestraining.com or ( 503 ) 541-3572.

84 Lumber Cuts Even Deeper

A month aftcr closin-l nine stores. 84 Lumber has pulled the plug on 30 more locations in l7 states from coast to coast.

The chain is completely abandoning six markets-Tucson, Az.; Gilroy. Ca.; Forest Grove, Or.; Meridian. Id.; Corpus Christi, Tx., and Milton. Fl.afier determining that it does not have the level of resources required to serve them efficiently and profitably.

Fourteen yards were closed in markets that have low to housing growth, including Sidney. Greenvillc,

Marysvillc and Zancsvillc. Oh.: Ann Arbor and Flint. Mi.; New Castle, In.: Bluff City. Tn.; Harrisonburg. Va.; Lafayette. N.J.; Williamstown, W.V.; Cabot. Ar.: Kingsland. Ga., and Albertville. Al.

Othcr facilitics in California, Missouri. Ne w Jcrscy. North Carolina, Ohio and Tcxas werc cor.rsolidated into ncarby locations. such closing a yard in Visalia. Ca.. and covering the territory frorrr its units in Clovis and Bakersfield.

"These moves allow us to deploy

our asscts into core markets that are prcsently maintaining a reasonable lcvcl of housing activity and we view as solid -srowth areas when the buildin-g market recovers." said Frank Cicero, executive v.p. of storc opcratlons.

84 said that scvcral storcs and plants were "nrothballed" and will reopen when nrarkct conditions lmprove.

The closings affectccl about 230 workers.

McFarland Cascade To No. Ca.

McFarland Cascade. Tacoma. Wa.. is now scrving Northern California.

Mikc Whitc, thc company's area sales manager, is based out of Sacramento. Products will be shipped llonru distribution center in McClellan. Ca.

The center is placing zi special emphasis on ExtraGreen copper azoletreated wood. Other products include pref inished tropical hardwoods, Terratcc Naturuls corupositcs. Stonedeck tiles. DrySnap and Rain Escape deck accessorics. and Royal Trim Board.

The company also scrvcs Washington. Oregon. Idaho. Utah. Montuna, Allrskl untl Huurrii.

ldaho Sawmill Cuts Back

Threc Rivcrs Tirnbcr, Kamiah. Id.. cut I [3 jobs on April l7 and another l7 positions will be climinatcd within the ncxt 90 days.

Bosed in Annopolis, MD, Fletcher Wood Solutions is ihe lorgest monu{octurer of defect-tree, oppeoronce srode rodiotc'IIEICHER' oine oroducts in New Zeolond. Dis- lvlOutDlNcs tributing our cleor boords, mouldings, LIFESPAN treoted wood, ond lumber to the North Americon morket throuqh our proven ond completely integroted supply choin, Fletcher wood Solutions

mcintoins direct occess to one of thei!,,

lorgest FSC certified pine plontotion forests in the world.

According to president Herb Hazcn. thc reductions will allow the rnill to remain open and continue processing between 80 and 90 million bd. fi. of tir-nber a year-with 85 workers instead of 120.

He also said that the mill had been operating on reduced shifts. but the cuts should allow the company to return to ,l0-houl weekly shifts.

James Hardie Moving Again

James Hardie plans to Iiquidate its Dutch parent company and relocatc operations to Mission Vicjo. Ca.

Hardie was accuscd of moving from Australia to thc Ncthcrlands in 2004 allegedly to avoid paying multimillion-dollar compensation claims firr asbestos products sold in Australia. Now thc company may sell its operations in Australian and New Zealand.

About 80% of the company's busincss is in the U.S., with about 200 workcrs in Mission Viejo, and another 200 in Fontana. Ca.

'J1ETCHER. ffi ffi WOOD SOTUIIONS

Potlatch May Spin Off Pulp

Potlatch Corp., Spokane, Wa., is considering a tax-free spin-off that would create two stand-alone companies. If approved, the changes would take place in the fourth quarter.

One would be a timber real-estate investment trust (REIT) with 1.65 million acres of forestland in Arkansas, Idaho, Minnesota and Wisconsin. Also included are four sawmills in Idaho, Arkansas, Minnesota, and Michigan, and one industrial-grade plywood mill and one particleboard mill in Idaho.

The other would be a pulp-based manufacturing company that would

include consumer products facilities in Lewiston, Id.; Las Vegas, Nv., and Elwood, Il., and its pulp and paperboard facilities in Lewiston, Id., and Cypress Bend, Ar.

"lf the board decides to pursue the spin-off of our pulp-based businesses, it would, among other things, enable management to focus more intently on Potlatch's core timber and real estate businesses to drive more predictable cash flows, limit volatility from future earnings, and deliver long-term growth," said Michael Covey, who would remain chairman, president,

The wood Dreams are built from.

That's Western Red Cedar from All-Coast Forest Products. Genuine Western Red Cedar offers rich natural beauty that with-stands the elements and lasts for years. Western Red Cedar is good for the environment, too.

All-Coast Western Red Cedar makes the perfect choice for your next project: Siding and Trim Shingles Decking and Patios Fencing Gazebos and Outbuildings

All-Coast has genuine Western Red Cedar in stockwe'll ship your order fast and complete. Call your All-Coast representative today. We're your one-stop building materials resource, serving ten western states.

www.all-coast.com

and c.e.o. of Potlatch.

As part of its evaluation process, Potlatch has retained Russell Reynolds Associates to assist in an external search for a c.e.o. for the proposed pulp-based manufacturing company.

Inland Empire Reload Grows

Wholesaler/transloader Stone Castle Trading, which already operates 450,000 sq. ft. of warehousing space and 15 rail spots at its complex in Mira Loma, Ca., will add another 50,000-sq. ft. warehouse and rail spur June 1.

The new facility will be managed by Andrew and Susan Gromley, who recently closed Tri-Rail Distribution Services, Riverside, Ca., after 16 years.

In addition, in the near future Stone Castle Trading owners Erica and Dennis Parker plan to relaunch Fremont Forest Group, which has been inactive since subleasing its facility at the Port of Long Beach in 2005.

They expect a deal to be finalized within the next month that will allow Fremont to diversify into biodiesel, trucking. and other services.

Pope & Talbot Sale Drags

The sale of the three Pope & Talbot mills purchased for $69 million by International Forest Products was postponed until at least April 30. Bankruptcy courts in both Canada and New York must approve the sale.

"We're still waiting," said Jim Neiman, c.e.o. of Neiman Enterprises, Hulett, Wy., which agreed to pay Intefor $14 million for the mill located in Spearfish, S.D. The other two sawmills are located in Castlegar and Grand Forks, B.C.

Neiman said that during a twoweek period, the closing had been bumped back three times. "We're confident that it is still going through," he said. "As soon as we close the deal, we'll start up one to two days after. It's very important to us."

He added that "waiting on the Canadian government for approval that affects the lives of employees in the United States is extremely frustrating."

According to Jim Rarick, general manager of the Spearfish sawmill, "it's been a long haul. The employees have been real good-all trying to get through this transition as best as humanly possible-but every delay now affects the people."

What makes

a product green?

[tnnfH Dav is now behind us and -U.rthe media frenzy around all things green was impressive. Major retailers and manufacturers, from Wal-Mart to Clorox, sought to establish their green credentials. announcing initiatives. reformulated products, carbon offsets, and renewable energy plans.

As the news stories and advertising begin to subside, most of the rest of the retailing world is taking notice and asking what they can do to better address the rising demand for greener products and services.

In this, and future columns, we'll seek to answer those questions in ways that help retailers in the hardware and home improvement channel win over new customers and reinvigorate relationships with existing ones. So let's start with one of most frequent questions I'rn asked: What exactly is a "green" product?

As with most questions of this sort, there are simple answers and complex answers. Okay, simple answer first: green products pose no health threat to the user, are good (or at least not harmful) for the environment, and are made in ways that do not negatively affect the communities where they're

made or the workers who make them. This. of course. is an ideal that most "green" products approach but cannot attain. Most production and distribution requires energy in the form offossil fuel, which canies with it negative impacts in the form of air pollution and greenhouse gas emissions.

So let's look at a slightly more useful, more complex definition of what makes a product green. And to do that, we need to consider the context. Who's buying the products in the first place? In our business, we generally serve two types of customers, building professionals and consumers, each with their own set of motivations and criteria.

For professionals, the relevant context for products and materials is green building guidelines, such as LEED (Leadership in Energy & Environmental Design) from the U.S. Green Building Council (USGBC), as well as numerous local and regional programs. These programs define design and construction criteria that make commercial or residential buildings energy and water efficient, healthy, and with minimal negative impact to the environment, specifying

By Jay Tompt

material and product characteristics that earn credits or points. Building projects that gain enough points are awarded green status, such Silver, Gold or Platinum in the case of LEED. Using lumber certified by the Forest Stewardship Council, for example, will earn LEED credits, as will using low-VOC paints, adhesives, caulks, materials with renewable or recycled content. etc.

While the USGBC and other programs don't identify specific product brands, other resources do. One of the best building product guides comes from Building Green, a respected organization that publishes the GreenSpec Cuides (also online at www. greenspec.com). These guides ostensibly cut through marketing noise to identify the best-in-class products for use in any green building project. If you're a retailer with a strong pro customer base, GreenSpec is a must-have publication for your buyers and contractor sales team.

For the consumer market, the task of identifying green products is a little more involved because there is no comprehensive program like LEED to guide product choices. A good place to start is with the consumers themselves. While green builders may be motivated by lower operating costs, enhanced rent and real estate values, or regulation (building green is becoming mandatory in some communities), consumers are increasingly motivated by concerns for the environment and personal health issues. It is this rising tide of shifting consumer attitudes that is powering the growth of Whole Foods, for example. These consumers tend to be skeptical of manufacturer claims, respond better to word of mouth than traditional advertising, and are ryilling pay a little more for a greener product.

Product certifications don't yet

exist to help us identify products in every cate-gory for the increasingly green consumers. but they're catching r.rp. Ener-uy Star has bccn around firr a while, of coul'se. with ncarly univcrsal reco-cnition. and it's cxpanding to include electrical products such as cordless power tools. The EPA rcccntly introduced a similar prograrn lbr water-related products called WaterSense. which covers high efficiency toilets. faucets, showerheads, and irrigation products. The growing popularity of organic foods and other products has hclpccl tcl drivc dcmand fbr or-sanic supplies filr the giirden. Lawn and garden products that carry the OMRI (Organic Matcrials Rcvicw Institutc) label have bcen ccrtificd to cornply with thc USDA's National Organics Program. O1' coursc. thcre are other products in thcsc catcgorics that wor-rld certainly bc considcrccl grcen but aren't covered by thcsc ccrtifications. such as smart powe| strips that shut down phantonr energy loads, solar li-ehting. atnd composters.

Identifying green products firr thc rest of your store gets a little trickier. Cleaning products. for cxamplc. is probubll the most vcxing eatcr()r') because there's no trustworthy ccrtil'ication program and manufacturers arc not required to disclose ingredients. Unfilrtunately. unverified claims can't always be trusted and some claims. cvcn if verified. might not be relevant. For cxample, a household cleaning product might bc biodegradable, but may contain cthylcnc glycol, a chemical that stud ics havc showrr to be linked with rcproclLrctivc harm. That's obviously important sincc women are the primary uscrs ol'clcaning products in the hclrne.

There are a -lrowing number of products coming to market that clcr represent greener choices for both consumer and building professional, outpacin-t the ability of' ccrtil'icalions to keep up. By looking lbr products that conserve resources and promotc hcalthier livin-e, asking questions ol' your suppliers, and doing a little research. you can do a lot on your own to bcgin offbring greener choices to youf customcrs.

- .lav Tonrpt, u leutlirtg e.rpert in sustttitruhle ltusinas.y untl supplt' cltaitt issues, i.t t,it e prasitlant ol gr(ctr product develt4tttrcnl ut Plurt-lt Hurthttrc, Sutt Fraru'is<'o, Cu., n'hit h di.stributcs to lturtttrure artcl ho nte i m p rot'( nr a,r I sto re s t lt r()u g 11 oL! | Culi.fltrrtiu. Ht' t urt ltc rcrtclted ttt (115 ) 359-99 1 1 rtr itt.fo@' plurt itltonltutre.t onr

mllJood

Alpine Acquires 5 A.C. Houston Yards

A.C. Houston Lumber Co., North Las Vegas, Nv., has sold its five yards in Colorado and New Mexico to Alpine Lumber, Westminster, Co.

The deal for locations in Crested Butte and Durango, Co., and Angel Fire, Farmington and Gallup, N.M., closed April 2.

"We believe that those yards are located in terrific markets that will be very viable for a long time to come," said Bill Miller, president and c.e.o. of Alpine.

He expected few changes at the newly acquired locations.

Weyco Readies New Mill

Weyerhaeuser Co.'s new lumber/planer mill in Longview, Wa., is scheduled to run its first log June 30.

The existing mill on the site will shut down three weeks before to prepare for the final consolidation.

"We will have a mill here that, in the end. will be the most competitive in North America," said Fred Kuhn, manager of the St. Helens unit.

The company's 32-year-old Green Mountain sawmill in Toutle. Wa..

A.C. Houston retained its five yards in Nevada, California and Idaho.

"We were approached by Alpine, we took a look at it, and we agreed upon a price," said A.C. Houston president Ron Mason. "We're a business, so our assets are for sale at any time. They're a good company, we're a good company, all things should continue on."

Founded in 1963, Alpine now operates 15 lumberyards in Colorado and New Mexico.

closed May l.

About half of the mill's 100 employees will be hired at the Longview operation, which is expected to employ 230 people.

Potlatch Settles OSB Lawsuit

Potlatch Corp., Spokane, Wa., will pay $2.7 million to settle its share of a federal class-action lawsuit alleging that producers conspired to increase the price of OSB by reducing supply.

According to a company statement,

"Although we vigorously deny any wrongdoing, we tentatively settled the claims of the direct purchaser class, solely in order to avoid the further expense and burden of the ongoing litigation."

Potlatch spokesman Matt Van Vleet said the settlement deal must still be approvcd by a fcdcral judgc.

The suit was originally filed in 2OO4 by several Northeastern dealers and distributors against Potlatch, Louisiana-Pac ific, Weyerhaeuser, Georgia-Pacific, Ainsworth, Norbord, Tolko, and J.M. Huber.

While denying any wrongdoing, G-P. Ainsworth and Huber have also since settled.

Gonsumers Join OSB Suit

A price-fixing lawsuit against OSB producers has been certified as a class action suit on behalf of consumers.

Now homeowners who indirectly purchased new OSB from June I ,2002, to February 24, 20O6.can now be included in the action.

Fire Hits Arizona Lumberyard

Lumbermens, Prescott Valley, Az., suffered an April 2l fire that caused about $10,000 worth of damage to saws in a work area in the back of the main store.

"Two saws had ignited and caused wood and sawdust to catch fire," said Rod Lopez, fire safety specialist for Central Yavapai Fire District.

Firefighters took just 10 minutes to extinguish the fire, which did not harm the main store.

"We think that the workers had used the saw earlier that day and sparks of some sort landed in the sawdust bin," said Lopez. "It smoldered and had enough oxygen and fuel to ignite the saw."

No one was hurt and the store reopened the following morning.

Atrium Shuts Window Plant

Atrium Cos., Dallas, Tx., is closing its Tolleson, Az., vinyl and aluminum window and door manufacturing plant and consolidating operations at its facility in Anaheim, Ca.

Atrium's chief operating officer, Bob Burns, attributed the closure to high metal and diesel fuel prices and plummeting housing starts in Phoenix,

Az., and Las Vegas, Nv.

The Atrium Door & Window Co. of Arizona plant will wind down operations through the summer, although its lease expires September 30.

The Arizona facility will be the third Atrium has closed over the last three years.

Handyman Receives Help

For more than 30 years, Paul Hessick has helped customers at his family's Ace Hardware store in Beaverton, Or. Since being severely injured ina car accident last November, those customers and loyal employees have helped keep the store open.

"It was so nice to have the support of the community and our amazing employees," said his wife, Debbie. "It meant a great deal to us."

After the accident, Paul was in a coma for three weeks and in intensive care for a month. As the Hessick family focused on Paul's recovery, needed assistance came from both employees and customers.

"We didn't know how we were going to keep the store running," said daughter Nichole, who moved back home to run the store. "We are so

grateful they stayed with us and pulled together when we had to be at the hospital."

Customers helped out by stopping by the store even "when they didn't really need to buy anything," said Nichole. "They would buy something anyway or make a donation and ask about dad. Everyone has been absolutely amazing."

Paul sustained several head injuries, extensive frontal lobe damage, and a broken left leg in the accident. He was also bleeding internally from a hole in his diaphragm and tear in the bottom of his heart. "It was a miracle when he woke up Dec. 18 and spoke his first words on New Year's Day," said Nichole.

Although Paul is still undergoing rehabilitation, he is determined to return to work. "There's a lot of hardware in this blood," he said. "I've always been extremely handy and mechanical. Fixing things is what I know best."

During a recent visit to the store, he said it was difficult not being able to help customers yet. "I like being here, but it's hard not being able to do everything you want to do. I can't wait to take something apart."

During our almost 60 years in the redwood business, Big Creek has developed a reputation for being a reliable supplier of high quality lumber. We produce a wide range of grades and dimensions, custom cut timbers, pattern stock and fencing. Order full, mixed or partialtruckloads.

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

highly experienced and personalized service contact Frank "Lud" McCrary, Janet McCrary Webb or Jim Busick

Our decks go equally well with red wine, BBQ sauce or ketchup.

AZEK Deck, the #1 brand of stain resistant decking, is a superior decking option that is refining - and redefining - the very notion of building a deck. Engineered with Procell'' Technology, AZEK Deck virtually eliminates the shortfalls associated with wood and composlte decking so you can forget the stain problems that are common with the leading decking products

Built to withstand a houseful of household objects, homeowners can actually live on their AZEK Deck. Spillecl wine, frr-rit punch, even frrmburger grease are no match f or AZEK Deck s stain resistance. k

AZEK Builcling Products has more than 20 years of experience in cellular pvc manufacturing. We make AZEK Trim, the #1 brand of trim, and AZEK Moulding. And now, we're bringing our leadership and innovation to AZEK Deck.

To see why AZEK Deck is the solid choice for building a better deck, visit azek,com \; or call 877-ASK-AZEK. .I- -{

Weyco To Fight Alder Ruling

\\'cve rhlcr,rser ('o.. hlrs r ou'ccl to ayrpcal a S17.98-rrrillicln .julr r crtlie t tirl allegcrllv monopolizing thc rrarkct lirr finishctl llclcl ltrnrbcr.

LInclcr. l'cclcral untitrust lau s. thc pcnaltv u ill bc triplccl.

"\\'c rrr.c re-n r.lisappoirrtccl u'ith thc vcrclict." saicl Sunclv D. N{cDrrrlc. scr.tior r .p. ancl gcttet'ul counscl. "\\'c rulc cort l iclent it \\ ill bc lcvclscu orr appcll bccausc lust r cut' thc LI .S. Srrprcrrrc Courl dcciclcrl in oul luror a casc l)fcscntins virtuullv iclcntical issr-rcs. We lirllr c\pL-e t that thc C'ourt of Appculs uill rrppll that prcecclent. Oul busincss cortcluct has bccn atrrl lenurins u ithin thc spirit rnrl lcttcr ol' thc lrrrv. antl vnc vu ill continuc to r igoroLrslr clcfcnd this casc."

l-lrc suit rr as tilcrl br N'lorclock Entcr.priscs. Bcncl Or.. in l(X)-l lurrl lillL'l \\ i.l\ !lirlltr'(l ('lil\\-ileli()l) \lirltl5.

Colorado Mulls Beetle Bill

A bill bcing consiclcrctl b1 tlrc C'oIoraclo [-cgisIltrrrc u'ouItl cxcrn1-rt all proclucts nlrrlc Il'onr pinc trcctlc uood lhrnr statc slrlcs ilncl USc ti-r\cs.

Senrrtor. Dan Gibbs (t)-Sill'crlltornct lrt'liere. tlrlrt thr' llrr t'tcttt|liott rr ill lltirr itlc lr sltrrttu L'\'()l)()rttir irt\'\'rl-

trr c tol brrsirtcsscs t() rcnlo\ c cicatl trccs fnnr thc lbr.cst. Thc bill uoLrld lulso givc cor-rr-rtics ancl nrLrnicipalitics thc option to exenll)t products n'urrlc lirnr bectlc kill uoocl fmnr countr lrntl citl taxcs.

Ciibbs. a ccrlif iecl lilcfightcr'. bclieves tlrc statc uccds to lrct inrnrctlirutclv ol r.isk a l'ir.c similar to the l(X)l Huvnurn Firc. u hich bulnccl l3lJ.0(X)

acrcs in Coloraclo. "(iiren tlrc densitr and nurnbcr of dcld trees. rrc could \cc the potcntral ol' clcadl! l'ircs nror'ing lhrnr coLlnt\ to eoLlnt\." hc said. Sornc bLrsir-tcss o\\ncrs rlrrcstion tlrc e l'll'ctir cncss o1' such a n.tclsufc. Arqu ing that s i ncc rttl1or sarr rn i I ls hand I irr s nrost ol'thc bcctlc kill tr.ccs clo not hanclle rctuil salcs. tlrey, u,ill not bcncl'it fronr tllc ta\ c\cnrlltion.

CerbinTeed El

CEBTAINTEED'S Build-lt Tour s once again on the road, offering mobile installalion training for ts'ence. railing. and deck products to drst'ibutors a'd contractors. Last year. the tour logged more than 23,000 miles and conducted more than 200 workshops.

Evaluating family business practices and behavior

By Craig Aronoff

f RECENTLY attended a long-timelclient's board meeting. Having helped the business transition from its second to its third generation, I was now seeing it move on to its fourth generation of family ownership and management.

Having observed this family and its business from a full generation's perspective, I was mightily impressed. In a highly competitive industry, the family members constantly pushed

themselves to be better and tried to be the best they could be. At various times along the way, they fell short or made mistakes that cost them dearly. They learned from their mistakes and pushed on.

With a deeply value-driven culture, this family business exemplifies habits and practices that can make any organizationor individualgreat. As I observed the board meeting, I tried to sketch in words what I saw. I

recognized 13 concepts being rigorously applied at the meeting and over the long term. And over the long term, the rigorous application of those concepts has led to very satisfying results for the seven owner/managers in the room.

The standards that I saw in action included:

Discipline - Owners/managers consistently maintain control over

themselves, sustain their rigor, and resist distraction from the tasks at hand.

. Focus - Always identify key areas and issues and direct energy toward dealing with these matters.

Responsibility - Personally accept the burden for behavior and resources without excuses or rationalization.

. Continuous ImprovementConstantly seek better ways to do whatever needs to be done in the areas of efficiency, effectiveness, and relations with key constituents.

Thrift - Regularly exercise care with fiscal resources and seek to maximize financial productivity.

KnowledgeUse all sources and experiences to gather new information and insights relative to the owner/managers' fields of expertise.

. RiskAre always aware of the possibility of loss and do everything possible to mitigate it.

. AccountabilityAre eager to set the highest possible standards and to be held accountable to those standards by themselves, each other, and respected and knowledgeable others specifically engaged for that purpose.

. CommunicationShare information openly and in a timely fashion and consistently seek ways to accelerate and improve the sharing of knowledge.

Planning - Thoroughly think through strategy and tactics in advance and establish clear goals, policies, and procedures to maximize efficiency and effectiveness.

. Relationships - Recognize the importance of human connections and always seek to establish, build, or maintain feelings of mutual support, interest, and compassion.

PerspectiveMaintain the ability to see all things in context with a sense of humor and of the relative importance of all things in relation to each other.

. IntegrityAre committed to determining what is right and then doing it.

My clients are not perfect people by any means, but not for want of try-

ing. I found myself wishing that all businesses and organizations would accept and hold themselves to such standards. They make a formidable list that any lamily business can use to evaluate its own practices and behavior.

- Dr. Craig ArorulJ is co-.founder and principal of the Famillt Business

Consulting Group, Marrietta, Ga.; (800) 551-0633. He can be reached at aronoff@ efamilybusiness.com.

Reprinted with permission from The Family Business Advisor, a copyrighted publication of Family Enterprise Publishers. No portion of this article may be reproduced without permission of Family Enterprise Publishe rs.

TECO Assuming OSB Programs As SBA Dissolves

TECO will acquire the assets of the Structural Board Association at the end of this year.

Founded in 1976, SBA's marketing, research, and technical development programs have helped make OSB the panel of choice for sheathing applications across much of North America.

During the recent OSB World Symposium in San Antonio, Tx., the SBA board of directors decided to dissolve the association, transferring its assets to TECO, a certification and testing agency based in Sun Prairie, wi.

"The relationship between the SBA and TECO goes way back," said

Chris Reid, SBA chairman and v.p. of Langboard, Quitman, Ga. "They have cooperated in many ways for years and even had a joint SBA/TECO IAC meeting in Scottsdale (Az.) in 2003, so having TECO carry on what the SBA has been able to do makes perfect sense."

SBA president and c.e.o. Mark Angelini said that the asset transfer was the best way to ensure that OSB manufacturers will have continued access to its services.

The assets that TECO will be acquiring include the SBA name and logo, website name and rights, all technical information, and rights to host future OSB World Symposiums.

DOMESTIC SALES:

Jerry Long, Michael Parrella, Janet Pimentel, Pete Ulloa, George Parden, Vince Galloway, Steve Batick, Chris Hexburg.

INTERNATIONAL SALES:

Nestor Pimentel, Oscar Portillo.

Attractive and extremely functional, Bookcase Door Systems offer a distinctive, space-saving option for closets, pantries, wall safes, wine storage, home oflices or hidden rooms just past the threshold. Built with durable 3/4" ApplePly to support a load of 500 lbs., yet quiet and easy to open. Available in hardwood veneers (oak, cherry and maple) with environmentally safe clear and customized stain/paint finishes or unfinished. Woodfold Bookcase Doors ship fully assembled with healy-duty roller system and multi-position steel upper wall guide. For more information and a list of distributors in your area, contact

WOODFOLD MFG., INC.

P.O. Box 346, Forest Grove, OR 97116

Phone (503) 357-7181 . Fax (503) 357-7185

www.woodfold.com

Your source Jor custom-made occordion and roll-up doors

Lights Out For Armed Bandit

A man accused of trying to steal flashlight bulbs and shooting at employees at Old Town Ace Hardware, Fort Collins, Co., was ordered to stand trial for three charges of felony menacing.

Police said Bronson Rhett Quinton, 26, entered the store, stole the bulbs, and left. Per the store's policy, employees chased the defendant, who dropped the bulbs, fled on a bike, crashed, and fired at least one shot at the employees. He then threw the gun onto a nearby roof and hid in a shed until captured by police.

"The defendant is a prior felon who had a handgun and was discharging it in Old Town," said prosecutor Josh Lehman. "No one is disputing this happened right in our backyard."

Quinton's public defender unsuccessfully argued that the three felony menacing charges should be condensed into one because he pointed the gun at three pursuers simultaneously. The defendant, who has several prior convictions for burglary and menacing, was ordered to return to court May l.

Buyers Prefer Wood Over Slabs

U.S. consumers prefer wood-framed first floors over concrete slabs by a wide margin, according to a recent survey by the National Association of Home Builders.

The survey, commissioned by APA, the Canadian Wood Council, and Southern Forest Products Association, found that 42Vo of U.S. consumers prefer a wood-framed first floor, compared with 25Vo for concrete.

The preference for wood does not correspond with actual practice, however. While concrete is preferred by just 257o of consumers, concrete represents 53Vo of total first floor area.

"The apparent disconnect between consumer preference and actual practice suggests an opportunity to move builders toward wood with carefully targeted wood promotion campaigns," said APA president Dennis Hardman.

APA and the Southern Pine Council are, in fact, spearheading a major raised wood floor promotion campaign along the Gulf Coast, where raised floors also offer the advantage of better protection against flooding. The joint program includes builder seminars, discussion groups, demonstration projects, technical research, consumer advertising, publicity, publications and online resources.

The program's website at www.raisedfloorliving.com features wood product specifications, construction details and images, span tables, case studies, green building information, links to additional resources, and other information.

The preference for wood floors varies widely by region, with a high of 60Vo in the North Central region and a low of l97o in the West South Central region, which encompasses Texas, Louisiana, Oklahoma and Arkansas. But even in those regions where concrete slabs are the norm in actual practice, the survey suggests there's a demand for wood that is not now being met, but could be. "It's a matter of taking the case to builders," Hardman said.

In the West South Central region, for example, just 87o of single-family first floors are built with wood, although l97o of consumers say they prefer wood over concrete.

In addition to consumer preference and improved protection against flooding, the wood products industry cites a number of other advantages of raised wood floors, including simplicity, insulating properties, ease of improving or repairing utility lines, durability, and classic style.

Blaze Hits Yolo Lumber

An early morning fire April 6 destroyed a wood storage building at Yolo Lumber, Woodland, Ca., and severely damaged a nearby building.

"I looked out the back window and saw this orange ball of flame," said sales rep David Roberts, who lives with his wife in a second-floor apartment in the damaged building. The couple lost nearly everything but their many pets.

Finished wood products were in the 40'x60' storage building, as well as the company's tools and the site's electrical panels. "I'd rather the sales office burned than this one, because this is our livelihood," said owner Larry Miller. "If you're out of power, you're out of business."

Miller closed escrow on the business in late February, which had been owned by his late father-in-law. "I'm just grateful there were no injuries," said Miller. "The rest, it's pretty bad, but we can deal with it."

The cause of the blaze is beins investigated.

Simpson Mills Lay Off 111

Simpson Timber Co., Tacoma, Wa., laid off I I I workers on April 28, for what it called an indeterminate period.

The company's sawmill in Tacoma lost 46 of its 144 employees, while the mill in Shelton lost 65 of 294 employees. Other Simpson mills were not affected.

All Depots Lose HR Managers

Home Depot has eliminated human resources managers and supervisors at each of its 1,970 stores in the U.S.

To take their place, the chain will create 230 district teams with a district human resources manaser and

three assistants. A human resources service center will also be created, along with regional human resources associates who will handle recruitment.

Spokesperson Ron DeFeo said the primary reason for the changes is to put more employees on the floor to help customers.

In January, the chain cut 500 positions at its headquarters in Atlanta, Ga.

Cop Bilks Colma Depot

A former San Francisco policeman and two accomplices have been accused of stealing $62,7 18 of merchandise from a Home Depot in Colma, Ca.

Prosecutors said that officer Ilya Zlobinsky was fired for his involvement in the scheme. He and his accomplices-Arkady Zlobinsky and Anibal Ramirez-were accused of working with a teenage cashier at

Depot during six months in 2005.

The girl is accused of fraudulently changing register entries to reflect voided purchases and charge accounts that did not exist, while letting the suspects take items from the store.

The cashier was charged in juvenile court. The three men have been offered a plea deal.

Rhino Liners Targets Decks

The leading manufacturer of truck bed liners has launched a new division to market products for decks and other fl ooring applications.

Rhino Linings Corp., San Diego, Ca., has formed Rhino Home Pro.

The division's first productsFastFloor DF, decorative flooring for home garages, walkways and concrete decking, and FastFloor HB, a highbuild polyurethane coating for industrial applications-will debut this spring.

Quolity Western Cedor Products

Redding OSH Hero Honored

An employee at Orchard Supply Hardware in Redding, Ca., was awarded a medal and financial grant from the Carnegie Hero Fund Commission for saving a co-worker from a would-be kidnapper.

Theodore Lidgett,60, woiks part-time at OSH and was honbred for rescuing his then-19-year-old co-worker, Judith Schmidt.

"It's exciting to be recognized," said Lidgett, who will also receive $6,000 from the hero fund.

Armed with a l2-inch hunting knife, Joseph William Duncan tried to abduct Schmidt from her car as she left work on Feb. 15, 2007. The unarmed Lidgett was able to pull Schmidt to safety and then repeatedly slammed the car door against Duncan as he tried to follow her out the vehicle.

Duncan was convicted last year of attempted kidnapping and other charges in connection with the crime. He told police he was infatuated with Schmidt and had unsuccessfully asked her out several times during their two years as classmates at Shasta College.

lmporters Brace For CARB Rules

Foreign and domestic manufacturers of composite wood products will soon face stricter standards on formaldehyde emissions under new measures by the California Air Resources Board.

The new regulation, which undergoes first-stage implementation on January l,2OO9, applies to all raw panels or products including cabinetry, flooring, doors and furniture.

The new measure applies to composite wood products "that are sold, supplied, offered for sale, used, or manufactured for sale in California." While separate limits were established for different composite wood products, hardwood plywood's formaldehyde emissions would be capped at 0.08 parts per million (ppm) effective January 1,2009, and decrease to 0.05 ppm by 2010. The proposed rule also creates new requirements for compliance testing, thirdparty certification, and imposes new product labeling requirements for manufacturers.

Imported Wood Products Association supported the new regulations. "IWPA members and their suppliers are proud to provide products to U.S. manufacturers, distributors and consumers that meet these strict new standards," said IWPA executive v.p. Brent McClendon. "We want a seamless transition to this new standard, and unintemrpted supply lines for the California industries that base their global competitiveness on the quality, availability and value provided by imported composite wood products."

McClendon said, "Compliance with the emissions requirements of this standard is quite doable by the January 1,2009 deadline. Recognizing this creates new requirements on hardwood plywood producers throughout the world, whether located in Europe, Canada, Brazil, Mexico, or Malaysia, we have asked California for more time to allow third-party certifiers to get up and running in producer countries. We're working closely with California to avoid unnecessary supply disruptions that could cause empty shelves in California's home improvement stores at a time when the housing and manufacturing base is already struggling."

Jlews Briefs

(Continued Jrom page 24)

5.77o to a 680900-unit pace, while multi-family starts dropped 24.67o ... in the West, starts fell 5.77o, while permits slid 207o

Allied Building Products Corp., East Rutherford, N.J., has earned Forest Stewardship Council chainof-custody certification through

the Rainforest Alliance's SmartWood program for 27 of its 200+ branches, including Phoenix Az.; Anchorage, Ak.; Anaheim, Berkeley and Norco, Ca.; Denver, Co.; Honolulu, Hi.; Provo, Ut., and Edmonds, Wa. ...

Simpson Investment Co., Tacoma, Wa., is building a $100million cogeneration facility at the site of its Tacoma Tidelands paper mill, anticipating an August 2009

start-up, wood waste from its sawmills in Tacoma and Shelton, Wa., will help power the plant ...

Southwall Technologies, Palo Alto, Ca., and Sound Solutions Windows & Doors, Chicago, Il., have formed joint venture Southwall Insulating Glass. incorporating an automated production system to produce Heat Mirror insulating glass more efficiently

Weyerhaeuser Co., Federal Way, Wa., is shuttering its Hudson Bay, Sask., OSB plant by early July and will permanently close its OSB facility in Miramichi, N.B., June 6; the company has been unsuccessfully trying to find a buyer since it idled the Miramichi plant in January 2OO7 ...

Potlatch Corp., Spokane, Wa., took a $13.7-million charge against earnings to close its lumber mill in Prescott, Ar.

Woodgrain Millwork, Fruitland, Id.. has purchased a majority interest in Redstone Custom Door, Calgary, Alberta

Lasting impressions begin with Evergraina Decks EverGraino Decking.

Compression molded composite decking featuring an incredibly true-toJife, deep lasting grain. Designcd for those who love the natural look of real wood with little maintenance.

Evergraino Decking requires no staining or painting, and is available in four beautiful colors to perfectly complement any home.

Convenient shipping...

I Truck, van, or rail /A\

Guaranteed... K.SL)

r Clean & bright stock \at/

r Prompt & efficient delivery

Western Woods product line also includes.".

r Softwood lumber

r Hardwood lumber

r Engineered'Wood

r Pressure Treated

r Evergrain Composite Decking

r Plywood

American Mold Guard, San Juan Capistrano, Ca., has gone out of business ...

Nelson's Ace Hardware, Whitefish. Mt.. was named Business of the Year by the local Chamber of Commerce...

McCoy's Hardware, Corning, Ca.. was recentlv named Business of the Year by the local Chamber of Commerce ...

Canyon Creek Cabinet, Monroe, Wa., selected Refined Designs, Peoria, Az., as its Dealer of the Year.

Ipe Clip" I lidde n Fastencrs: 1!5u.p-qlior q'ii) to lirttg]]flgdg$.

[:linrinatcs scrcri lrolc: 5tailt tr]atks & dangclous nal l 1toi)s,

Inr i:ilrle 1i'onr both 1op iiud bottont ot') oLrr deck. Arliltblc irr rrultiplc colof:i to niatch u r l iet-r o1' deck s.

.A,ll lpc ( lip" l:astcncr'' r'e nracie of'lihcrglassrrinlirlccti n)utcfiitl thut is Lr;r tn 3x thc stfcncth of cr)mlel i1()fs.

lpc ( lip" l:rtrcme ' is thc onlr thstetrcr l ith u stliinlcss stc'e'l u nshel ntoLrldctl inside lirr ndded \\irrks grurt l ith uir ot-kiln dricd halclrood dccking and conrpositc materials.

\lanulacturcls of Hidden Dcck

Fasteners & Accessories

lf:g Clin ,lr r-l(,rfill -sll

literqture

Millwork Catalog

A 4S-pagc catalog featuring a variety of millwork profiles and board and jamb programs is available from Glen Oak Lumbcr & Milling. (800) 212-82721 www.glenoak lumber.com.

Engineered Yearbook

Stnutuntl Ptrnels & Enpineered Wood Yearbook 2008 lrom APA-Engineered Wood Association includes 44 pa-rcs of industry infbrmation on U.S. and Canadian soliwood plywood and OSB production and capacity. ancl can be downloaded as a PDF for $200 rt www.apawood.org.

Softwood Market Directory

2008 Big Book.936-page directory ot the North Amcrican softwood market. with complete contact infb firr 6.193 companics. is $229.9.5 from Random Lengths. P.O. Box 867. Eugene , Or.. 97zlzi0; (541) 6U6-9925. www.rlpi.com.

Green Building CD

Understunding the lssues: Grccrt Buildint! & Wood Protlut'ts, a CD with info on fbrest certification. grcen building programs, CARB and firrmiildehyde rcgulations, ancl climate chan-qe. is fl'cc flom Timbcr Products and SierraPine. (U00) 517 -9 520 : www.greentproducts.com.

Beautiful Floors

"Collection 200tt Inspiration." f'eaturing residential and commercial vinyl flooring. is frec fiorn Naf'co by Tarkett at www.nafco.com.

Green Products Guide

Green Builtlirtg Prr.ttluct.s Dire ctorv, including ncarly 1,600 products from thc CrcenSpec clatabase is $37.95 from Buildin-sGreen. (800) 86 I -0954; www. building-ereen.com.

SoLrD SrnRT'

A LP WE ENGINEERED ouH I,P SoltllSrnn'r

I-Jors'rs ro nn (r(r'2, wIDER .I}{AN YOTIR :I'YPICAL I,UM.}]IIR JOISTS. THAT MEANS MORE S'IAI]I,E IiI,OORS WITI{ 1.f]SS BOUNCE AND tsEWER HHADACHSS }'OR BUILD]iRS.

Tnar's wlrAlwE DO. Wn t'narr lHn PRolttICT's 'II:IAT BUIL,D TI{E HOrdES, SIMPI,Y RNTTI!R.

HUFF TUMBER COMPANY

SANTA FE SPRINGS, CALIFORNIA 800-347-4833

"Y.*d#

TEcHsHTELo' I Sunnrsroe'l souosrrnr" I ronruorcx' I FoR MORE INTORMATIoN oN orHER LP pnooucrs, vlsrr

caNExEL I w:ernrna:sr I,PCORP.COM.

Saue Your Customer

. Tlme

^ Fence is already stained - no labor or messy clean up

Money {bas€don6'highpdvacy)

^ Budgetary Fence System Pricing

Western Red Cedar $12/ft

Rightwood $10/ft

Treated wood* S 91ft

Give Your Customer

. Value

Composite $2"1lft

Omamental lron t20/ft PVC $15/ft *staind

r Economical Price Points - Good-Better-Best

I Pre-stained fence versus unstained raw wood

r Stain is safe for family and pets e Conslstency

r Uniform, natural characteristics on every board

r Advanced, high-tech manufacturing processes ensure superior quality and customer satisfaction

. Versatltlty

r Endless fence style options to choose from

AND THEY'RE OFF: Los Anoeles Hardwood Lumberman's Club kicked back for its annual Oay-at tne Races April 12 at Santa Anita Park, Aracadia, Ca. (1) Bobin & Kenny Lovato, Maxine Michie. (2) Steve & Heidi Ondich, Christa Bohnhoff. (3) Mike Long, Amanda

Ray MacDonald, General Manager Blair Simmons, Sales Manager

Darin Curran, 0utside Sales (949) 412-1894

Nelson Sembach, Redlands office (909) 815-7789

Seibert. (4) Jeremy Moyer, Amy & Tony Moyer. (5) Joyce Ralston, Charley James, Walter Ralston. (6) Amy & Andrew Nelson. (7) Amerin Schmidt, Steve Long. (8) Lisa & Alan Bohnhoff. (9) Mark Michie, Lisa Rains. (1 0) Jeff & Kay Greenwood.

Kirsch cut 100%

Cut costs. Not corners. Hosted sotutions provide top-tier technotogy, security. and disaster recovery to buitding material companies. It's just one of the ways DMSi's Agility software delivers more vatue by eliminating waste and cuttino costs.

CaLl 402.330.6620 or visit dmsi.com to Learn more.

Foctm sweet f"crm

Polystyrene for interior mouldings

DOLYSTYRENE. long an affordI' able. ultra-lightweight material for exterior trim. is now moving indoors.

Several companies have recently

introduced interior mouldings produced from expanded polystyrene.

EPS moulding producers say their mouldings stack up favorably to wood, since they are priced competi-

Keep your cool with Thermastrand

AinswotthEngineered@ Thermastrand'" eliminates all kinds oftemperature-raising hassles. It not only blocks upto 97% ofthe radiant heat that hits a roof-Thermastrand's unique one-step in-line manufacturing process also provides far superior breathability, and foil adhesion guaranteed against delamination. Easy to install with a great finished appearance, Thermastrand's the natural choice of cooler heads evervwhere.

POLYSTYRENE-based mouldings from Timbron International reportedly perform as well as wood, while utilizing post-consumer waste.

tively, impervious to moisture and insects, require minimal maintenance, and can be sawed, nailed, painted, glued and screwed. Like wood, it may expand or warp when exposed to heat.

Timbron International , Walnut Creek, Ca., stresses the environmental benefits of its white mouldings, which are made out of 90Vo rccycled polystyrene. 75Vo of which is post-consumer. The company says it salvages about 10 million cu. ft. of material a year and, since 2000, has collected enough Styrofoam cups, packing material, and industrial EPS blocks to fill the Empire State Building.

"My best decision was getting involved in an industry that is in its infancy and that is not only doing some great social good, but that as a business has unlimited upside," said Robert Telles, Timbron's chairman and majority owner.

Polystyrene is recycled far more commonly in Europe, naturally leading to more recycled polystyrene applications such as interior mouldings. European decorative trim giant

N\,1C. througlr NMC Arrrcrica. Atlrrntu. (irr.. reccnllr intlo rlucecl Notnitstll crtrr.rrlcrl polr str rcnc e r()\\ n rrrouldings lncl cciling nrcdullions 1o thc U.S.

Aectrtlin-u to NMCI. thc aclvurrllrgcs ol' I:PS ntoulrlings irrcluclc Iight\.i,ci!.ht. lori yrrice. lor ntairrtcnlrrcc. linrl eonsistent cltrlrlitr trcclirrse )rl()nrtstt I rrroLrlclings lrrc nLUtUfactur-cd Lrsin! mctul tlies. lhc linc ol'l'crs irn it\sortllcnt ol' sizcs antl rlcsi-uns.

Othcr- ploilLrccls niar.rulrre tufe tllcil polyst) r'cltc llouldings pre-prirrr'd. pror itling l "lcss lrtil'iciul" look.

I-P Builrlin-ll Pr-orlucts ollcrs tuo rrroulclirru lincs lclrtur'ing polr,str lcnc substnttes [-l] Crr stll \\rhitc. u hich lurs a finll coat ol' u hitc paint. urrcl PrirrrcMorrltlinc. \\ hich inclutles an uclylic prinrer tllrt's reatlv t() ucccpt Iruint.

Wincllock lntet'iors' Trintr-oc intct'ior ntoulrlirrgs ;rnrvitlc thc uppeanrrrcc of tfa(litionul pllister trinrs. bv cove ring llrcit' erpurtded pol\styrcnc hirsc pnrlilcs u itlr un orrte r-e tttrrsion of intcrior aclvlic rnorlil'iccl gr p:Lrnr-plustcr.

Ror al \'loLrlclings' Ilcirloonr poly'st1 r'cnc ntotrlrlings lcl turc cnrbosscrl u'oodgrain surl'itcc\ finishctl in lL eltoicc ol' lirur hrlrlwootl colors.

' The only hidden deck fastener that allows fo:.,i expansion & contraction on the LENGTH & WIDTH that naturally occurs on ALL woods & composites Eliminates pre-drilling

' Designed to work with all types of woods, wood composites, and plastic lumber

. User f riendly and cost efficient ' Resistant to oils, salt, insects, many acids & chemicals

Distributed By:

Huckaby Holdings

PO Box 10336

Kansas Clty [/0 64171

(81 6) 560.6368

Distributed By:

Edensaw Woods

21 1 Seton Fd

Port Townsend WA 98368

(360) 301-1 232

a

,';1*J:-a i iiiii$fl

l.:i

producls

lmage-Conscious Railings

Deck Images glass and aluminum railing kits arc desi-cned for easy assembly. for use with decks, porches. and balconies made from wood. composite or concrete.

Panels can be ordercd in natural. primed white. or pre-finished with a semi-tnrnsparcnt stain in one ol' f'our colors: Pasadcna green, beach grey, redwood, or natural beige.

- Please cull (800) 126-8970 or lisil rlrlrr,..r/ur t kc r tow n t t t rt

Exterior Wood Protectant

A transluccnt oil finish fiorr Flood is fbrmulated to protect exterirlr wood from harmful UV rays.

CWF-UV5 is availiiblc in a clear tint base ttnd 24 semi-transparent colors. The linish is sirid to l'nhlnce urtd protect any exterior wood, including

Railings are 36" in both 6' liqe and 6' stair sections, with a green, clay, white. or black finish.

Intcrchangeable components include round and rectangular aluminum balusters. tempered-glass balusters, straight and angled rail connectors, and decorative planter or solar-powered post caps.

Cedar Shingle Panels

Craftsman Cedar Shingle Panels from Shakertown have specially placed grooves on the back to channcl rain and condensation away from the wall.

The dcsign reporledly does not add thickness to the wall or require thicker trims. Each 8-ft.-krng punel also has concealcd nailing and a self'-leveling design.

in decks, siding, f-ences, shakes and shingles. outdoor furniture. and play equrpment.

Please call (800) 321-3144 or li.ri/ rln,l'.1/o od.c'otn

Directional Software

Activant's Cornpass software allows retailers to consider multiple business issues and respond to thcm quickly and accurately.

Designed to work with Activant Eagle, the softwarc features a mLrltidimensional database framework, f-lexible query designer, dashboard, import and exporl data, and project and prorate data.

Plt'use t i.rt/ rt tr'tr'.rtr'tit atll.( ()nl

Montana Wood

Bitterroot Valley Furest Products uses il patent-pending process to girc a naturally weathered appearance to wood salvaged from wildf ircs and

beetles.

Named Montana Ghost Wood. the product reportedly is more affordable than reclaimed wood and is available in any size and length fbr siding. paneling, trim, and fascia. The ecofriendly, non-toxic finish needs no additional staining or treatments.

- Please cull (106) 829-3573 or t,i s it vvww.bvfrnontanl.u)tn

Shiny Balusters

Estate aluminum balustcrs from Dcckorators are available in black and brclnze to add a modern touch to any deck.

Thc 3/4" square baluster is 26" tall fbr a 36" rail height. Basket and collar accessories are also available.

Ready, Set, Pave

Paver Set from Sakrete uses a mixture of sand and polymeric additives to fill paving stone joints. The product is swept into paver

joints and misted with a fine spray of water to solidify. Once hardened, it reportedly resists washout and inhibits weed growth and insects.

Available are 25-lb. pails and 60 lb. bags.

- Please call (800) 738-1621 or visit www.sakrete.com

Deck & Rail Software

CertainTeed has partnered with Cad Quest to offer visualization and estimation software for railing and deck projects.

Designed for use with CertainTeed products, the software combines computer-aided design with photo imag-

ing to product 3-D designs and a customized material list.

- Please call (800) 233-8990 or visit www.c e rtainte ed.com

Extreme Trim

Vinyl-coated Xtreme Trim from Tamlyn provides a durable, paintable surface and eliminates reaction with other materials, such as fiber cement.

Five different profiles can be used anywhere and painted any color.

-Visit www.tamlyntom

Angle Fasteners

Invisi-Fast Hidden Deck Fasteners from MM Products are now available for angled decks.

The new polycarbonate fasteners are designed to work with any angle,

A growing number of deck failures have emphasized the need to build decks to meet code requirements just like any other structure. To help your customers build safe, code compliant decks, Simpson Strong-Tie@ introduces our new Deck Framing Connection Guide. The guide recommends structural connectors and provides best practice guidance based upon specific building codes.

Understanding the critical connections on a deck has never been easier. To request a copy of the Deck Framing Connection Guide call (800) 999-5099 or visit www.strongtie.com/codeguides.

keeping deck boards accurately gapped no matter how creative the oeslgn.

Each kit contains 100 fasteners, 300 ACQ-compatible screws, screw bit, installation guide, and informative DVD.

- Please call (866) 766-9427 or visit www.inv isifast.com

Solar lllumination

Solar I ights from Mai ne Ornamental can illuminate stair posts. gate entrances, walkways, and other outdoor areas.

Two sizes, in black and white, accommodate 4"x4" and 6"x6" posts.

A top-mounted solar lens and rechargeable battery power the LED bulb, which becomes fully charged after one day in the sun.

- Please call (866) 780-3507 or visit www.postcaps.com

Fancy French Doors

Weather Shield's Legacy radius top French doors are available for order in 5' and 6' widths and heishts up to l0'.

Choose between two side-hineed panels that swing open lrom the cinter or a center-hinged style with one fixed and one operating panel.

Doors come in natural, primed, or extruded aluminum-clad exteriors, plus eight anodized finishes. Seven

wood species can be prefinished in one ofthe 55 colors for the interior.

- Vi s it www .w e ather s hi e ld.c om

Look of Real Stone

Mediterranea's Bella porcelain tiles recreate the look of travertine stone.

Produced in the U.S., the tiles are available in 18"x18", 13"x13", meshbacked mosaics on l3"xl3" sheets, plus bullnose accessories.

Colors include terracotta, beige, gold, and noce.

- Please call (305) 718-5091 or v i s it www .me di t e nanea- usa.c om

Recessed For Brilliance

Recessed LED light kits from Dekor offer an easy-to-install system for decks. docks. and patios.

Both the down and stair lights are water- and weather-resistant.

Intense Vinyl Fence

Certainteed's newest line of vinyl fencing provides a low-maintenance alternative to traditional stucco walls.

CertaStucco reportedly won't crumble, peel, chip, crack, or stain like traditional stucco-and never needs painting.

The product's neutral shade, Mission Ivory, complements any

Each kit has everything needed for installation: a patented transformer, eight 100,000-hour LED lights, a custom drill bit, and wire connectors.

- PIease call (303) 783-8998 or visit www.de-kor.com

exterior color scheme.

- Visit www.certainteed.c'om

Light Porch Columns

YellaWood porch columns from Great Southern Wood are constructed from high-density lumber with small knots for structural intesritv with a beautiful appearance.

Since they are kiln-dried after treatment with a micronized copper preservative, the columns reportedly are ready to paint or stain immediate-

Deck surfaces that are easy to install appeal to contractors and homeowners alike. Exactly why StoneDeck and our new Prefinished Tropical Hardwoods are great products for increasing your premium outdoor decking sales. StoneDeck installs with a simple joist plate that screws directly to a sandard 16"oc deck frame. Even in second story applications there is no need for any additional substructure. So, how do you make tropical hardwoods easier to installi Pre finishing is the first answer. Now, all three of our tropical hardwood

species come pre finished on all four sides. Pair this with sur new Super Deck Screw that rypically requires no pre drilling and you're talking major time savings. Our 10% homeowner rebate coupon is just icing on the cake. For more information, call us at 800-426-8430. You can also check out our complete line of outdoor building materials and accessories on our website. Eil

the best outdoor projects start with the best materials

Bonded with a waterproof adhesive, the hollow columns are lighter than solid timbers and less likely ro split, crack or twist.

- Vi s it gr e atsout he rnw ood.com

Hardwood-Look Decking

WeatherBest's Tropical composite decking is for consumers who want the look of exotic hardwoods without harming natural species.

Produced by Fiber Composites, the decking comes in two bold colors: teak, a medium brown with red hieh-

lights, and cypress, which has variegated gray tones. Both colors permeate the entire board, so scratches weather out.

The decking is available in 12' ,16' and 20' lengths and grooved for easy installation with Phantom II hidden fasteners.

- Visit www.weatherbest.com

Tape Off The Bleeding

Frog Tape from Inspired Technologies is coated to prevent paint bleed.

m6 HlffinLinK

The Paintblock coating reportedly forms a micro barrier along the edge of the tape, to seal it and help prevent paint from bleeding under the tape.

- Vi s it www .inspire dt e chusa.c om

No visible fasteners on deck board face

. Fasteners that are attached to the joists are hidden by the subsequent deck board

, The Hidden Linl{' system allows air to flow between the deck boards and the joist, enabling the joists to continually dry out (preventing the acceleration ol rot)

No expensive biscuit cutter required

Installation

The Hidden Link'" s|des under the fastened deck board

USt EITORONIC IAIG-OTTS FOR A(CURATE I4AIERIAI. TSIIfiIAIES.

Boiseo PlanSwift* cuts time estimating costs and producing shop drawings. Data is accurate and entered only once. www. bc.comlwood/ewp/bcplansSwift jsp

PRIytilT FRIIfIIII{G IiISIAIGS WITH BOlSt BUIUIING SCHtfrlAIlG.

The new Boise Local Marketing Kit

glii

No hammering Screws included 100 sq. ft, (16" 0.c.)

Fasten the tab of The Hidden Linl( to the opposite deck board edge

Push deck board down to rest on joist, lasten The Hidden Llnk" to joist

ry Sure Drive USA@

Ipe Deckin$ - :o6,5t4x4, st4xG

2. 2x2,2x4,2x6,4x4

)' Cap & Sub Rail

Cumaru Declring Kiln Driell - sr+*o ). FSC-certified & non-certified

llouldin$ - over 200 stock profiles ). Custom knife grindin$

). Mount Storm's in-house milling facility produces high quality moulding. Our Rosenquist radio frequency gluer can fabricate glued-up solid wood panels up to 48" wide. Sanding is also available up to 53" wide.

Hardwood S4S - Stocking a large inventory of Hardwood S4S - lx2 lx4 lx6 1x8 1x10 1x12 ) .Redoak) .HardMaple 'Cherry ) .Poplar).Birch 'MahoElany

I ' Walnut )

Hardwood Plywood & Lumber ). Consult website for full inventory

omposite Railinqs Of White

WeatherBest White Comp-osite Railing comes in 6' and 8' sections that can be snapped together quickly without hardware.

The railing is made from PVC, wood flour, and a blend of additives that reportedly resists fading, weathering and chalking.

Railings come in two profiles-flat top and classic rounded styles. Balusters can be installed in square or diamond positions.

- Please visit www.weatherbest.com

Structural Fence Posts

The Nexus Post, a structural column system for fences, is new from Cornerstone Products Group.

Included are a metal post, decorative column andcap,

Fax 707.838.4413 . Mill Fax 707.838.9690

roww.MountStorm.com

We ship full trucks, units and deckpacks angwhere in the westem U.S.

itn(l lrfilckct\. ,\t thc centcl of thc eolLrrrn is Irirh (lr"n\it\ lillrrrr tlr;.rI ir .,,r.r'.tl ir itlt c()nlnlLlfciirl !r'lrtlc Illlrr0nIr Prorlrtt ts to ptLrtLtLcc lr r riliclr ol Irnr:lte s.

l'lt'ttst ttrll ('\'lli) //// Jt)lo 1t1 '4tt r tt t I i t t t' ttl tt rltr'.//illlt'.\'ti | )( ) \ l .( ( ) t I

Tropical Composite Decking -f hlec ncu troprcll colols t lrlnut. tclk. ltnrl Iosc* ootl hli c bct'n rrtlrlctl to'l'irrbelTcelr"s line Lrl l:loor-izon corttposi1c tlc-ck irrg.

l:lrt lr (r" Jrlrrnk lrrL: rL Yclt i( irrrin sur l'rtec lrnrl t()nqua iLnrl !r'()o\c plolilc. in rrrLrlilion to bLrill rn hiiklcn l;rstcner''.

|i rr/ rr rr'ri ./lritl,t't tt,t ll.L 0rrt

LED Deck Lights

.\tt lolll's Nor u lrntl Ilclipsr rlce k lirltts lcpor'1.'tLlr trrt' le ss clce tli. itr tltte trr I-l:l) lce hrtrrlor:_r

\or lL hlLs ii \rlLlu. toyr. rr lrilc tlre Iie lip:c lrr: ;t pr trintitl top. IJoth lrrc ollctcrl irt II color.s lrrrtl urc rlcrilnctl lrr Iil |rrr.l. tr irltlt. ,,1 i I 1". l' .l S". rrntl 5".

l)lt,tttr r ttll r,\t)O 1 60-l -l.j)O or'

Exotic Hardwood Deck Tiles

Teak and ip6 tiles from East Teak Fine Hardwoods are designed to be easy to install over existing concrete or wood decks.

Both measure 20"x20, and reportedly are naturally resistance to insects, rot, decay, and fungus.

- For more information, please visit www.eastteak.com

Reformulated Flexible Trim

ResinArt has improved its Duraflex flexible urethane mouldins to increase streneth and stainabilitv.

The teak tiles are available in either straight or diagonal patterns, while the ip6 tiles are available in a straight pattern with non-slip grooves.

Flexible enough for almost any radius or curved application, the trim reportedly contains no VOC's, is moisture and insect resistant. and can withstand extreme heat and cold without warping, cracking, or deteriorating.

- Visit www.flexmoulding.com

TUCSON, ARIZONA'S Loews Ventana Canyon Resort was the site of NAWLA's recent executive conlerence (continued from previous page).

(1)Jim Livermore (/eft) presented the annual Mulrooney Award to'Hdnry S. Poler. (2) Sally & Charley Hobbs. (3) Ted Dawson, Ron Gorman. (4) Nadine & Mark Palmer. (5) Brad & Allison Johanson, Traci & Mike Mordell. (6) Dan Blenk, Trever Cumming. (7) Stephan Firko, Monique Bauer, Bob Larsen. (8) Bill Griffith, Ariana Ahmadzadeh, John McGill.

(9) Greg & Judy Rybeck, Bill Barnett. (10) Susan Fitzsimmons, Mark Kasper. (11) Scott Gaskin, Bill Reedy, Sam Sanregret. (12) Pat Colgan, Jack Chase. (13)Keith Sisk, Todd Hopman. (14) Mike St. John, Leslie Waldorph, Vicci Colgan, Brad Morrow. (15)Terry & Chris Hagen, Kathy & Bruce Hall. (16)Cindy & Bill Anderson. (17) Mike & Janet Phillips, Jim & Sara Hunt. (18) Nick Georgelis, Cheryl & Jim Hassenstab. (More photos on next 2 pages, conference coverage on p.34)

Since 1989 www.forestinf o.o rg

The Temyerate Forest Foundation. a foLrnJrrion dcclie:ted to , drrcrting tht' pubJic rbou sustainable forestiy, has much to be thankfr-rl for. Our work * Annuai 'feacl-ier Forestry Tours anc Forestry Educational materiais - cannot be accornpJrshed wrihout olrr cornntuniry of friends whc share in our vision. We. at the Foundation, wish to express our sir'Icerest appreci:rtion lo our Boar( and Arlvisorv meml'rers. donors. and snonsors. We also want to thank the thousar-rds of dedicatec

volunreers who orovide courrtlcss lrours oF in-kirrd sunnort'-'"''t

NORTH American Wholesale Lumber Association recently held its annual executive conference. (1) Marie Oakes, Rick & Connie Hogue. (2) Dennis Connelly, E.J. Langley. (3) Mike & Sharon Webster, (4) Walter Russell, Kim Coutee, (5) Joanne & Chris Snavely, Terri Snavely, Bill Wood. (6) Jim Scharnhorst, Lawrence Nelson. (7) Will

Scott, Steve Weekes. (8) Lisa Heddens. Donna & Lee Freeman, Michelle Abbamonte. (9) Mike Russell, Jon Olson, (10) Larry & Kathy Boyls (11) Nick Georgelis, Lou Chance. (12) Nancy Bloch, David & Joan Cox, (13) Bob Pippen Jr.,Joe Galvin Sr. (1a)Bill Barnett, Adele

Rollington, (More photos on page)

'."'.-/.,*..*.,|-.

NAWLA EVENT was held Apr 20-22 lcontinued from prevtous two pagesl. (1) Sally & Jim Stuckey. (2) Chris Beveridge, Jrm Lvermore, John Cooper (3) J m Epperson Jr. Chris & Terry l-1agen. (4) Harvey Hetfeld (5) Amy & Charles Andre (6) Alan Oakes, Clint Darnell. (7) Ethel & Thom Rice (8) Jeff Parnel, John

Jayne. (9) Ed Limon, Judy & Gregg Troian.

Rhino Deck composite decking and railing sysfcms include planks, posts, r'.rils, balusters, fascia, flashing, arrd joist covers. Ilhino Deck is splintcr free, slip resistant, nnd does not need painting or staining! N{aterials install with traditiorral wood tools and are covered bv a 10-'v'ear warranty. Distributed

(1 0) Dave & Karen Wilson Dav d Je{f ers. (1 1) Kev n Rooney. Tammy Parnell, Doug O Bourke. (12) Chuck & Patty Harris, (13) Omar Lavelle. (14) Barry & L nda Schneider. (15) Keth Sisk, Todd Hopman, (16)Janie & Buck Hutchinson.

LUMBER ASSOCIATION of California & Nevada hosted its annual PAC oolf tournament April 17 at Black Gold Golf Course, Yorba Linda, Ca. (1)Jim Sond-ergaard, Mike Boone, Fabio Faipa, David Vigil. (2) Sal Camada, Pat Hawthorne, John Allen. (3) Scott Middaugh, Mike Plutner, Steve Mitchell, Tom Benjamin. (4) Jim Burns, Troy Allen, Pete Ganahl, Phil Gallicchio. (5) Mark Huff, Rich Langhon, Mark Ramsey, Garrett Stinson. (6) Mario Barajas, Richard Coale, Bart Weber, Ron Hillman. (7) Jack Peterson, Chris Parker, Walter Frederick, Brian Faulstich. (8) John Neel, Scott Nichols. (9) Barrett Burt, Melissa Ganahl. (10) Rob Roberts, Bob Roberts, Rick Boberts, Frank Guzman, (11)Chris Manning, Doug Willis. (12)Bob Mion, Larry Slonum. (13) Karin & Tom Angel, Shannon Mott, Ken Piwowar. (14) Mike Carey, Mark Ganahl, Omar Diaz, Peter Ganahl. (15) Tony Campbell, Tim Gaffney. (16)Andy Mairs, Joe Allotta. (More photos on next page)

MORE LACN GOLF (continued from previous page): (1) Ken Dunham, Charlene Valine, Mike Carey, Jean Henning. (2)-Tim Kennedy, Butch Corrington, Kevin Mclernon, Henry Christiansen. (3) Mario Barajas, Richard Coale, Bart Weber, Ron Hillman. (4) Jon Hagen, Geoige

Ritter, Terry Rasmussen, Scott Whitman. (5) Jack Butler, Russ Primrose, Lynn Bethurum. (6) Deonn DeFord, Jim Nicodemus. (7) Danny Sosa, Jeff Norihiro, Chuck Brick, Kurt Robbins. Contact

(More photos on next page)

J&W LUMBER inviled cuslomers, vendors and employees from all six of its San Diego area yards to an open house April 11 at its main location in Escondido, Ca. The event ceiebrated the deale/s 50th anniversary. (1) Clyde Jennings, Len Adamo. (2) Andrea Monti, Carla Jennings. (3) Donna Blanche,

Charmaine Jennings, Mark Dominick. (4) Torry Grube, Kelly Lyon, Andy Middleton. (5) John Allen, Mike Callahan, Tom Czlapinski. (6) Seth Porter, Skyler Green, Brian Cawalho. (7) Mike Reem, Greg Trayer, Aliy Tellez. (8) Dan Anderson, Larry Stonum. (9) Charlie Jourdain, Doug Willis, Bob Mion. (10)

Tim Kennedy, Jim Solic. (11) Charlie Schweitzer, Sandie & Mark Lofland, Jerry Mosier. (12) Leo Perez, Antonio Guzman, Clay Jennings.

OPEN HOUSE at Southern California's J&W Lumber (continued from previous page): (11 David Frick. (2) Chris Toedt, Pat Morgan. (3) Scott Church, Gerry Merker. (4) Adam Kenney. Steve Whitebread. (5) Leslie Boies, Brad Hatley. (6) Larry Nenow. (7) Luke Marshal, Mike Spence, J.P. Ellajay, Jim Stevenson. (8) Brian Hodgson, Mark Mandiola, Chris Warner, Bob Cosler.

place

Rates: $ I .20 per word (25 word minimum) or, if contains artwork or oversized type, rate is by the column inch (2-l18 inches wide): $65 if we set the type, $55 if ad is furnished "camera-ready" (advertiser sets the type). Phone number counts as I word, address as 6 words. Headline or centered copy, $9 per line. Border, $9. Private box, $15. Send ad copy to 4500 Campus Dr., Ste.480, Newport Beach, Ca.92660,Fax949-852-0231, dkoenig@building-products.com, or call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: I Sth of previous month.

To reply to ads with private box numbers, send conespondence to The Merchant, c/o the box number shown. Names of advertisers using a box numbcr cannot be released.

CENTRAL CALII.'ORNIA lumber supplier is looking for an experienced, aggressive salesman. Experience in sales to the Ag. industry and bilingual (EnglishiSpanish) a plus. Great salary potential, full benefit package. Fax resume to 559-438-28 10.

SAROYAN LUMBER COMPANY: Southem California's leading manufacturer and wholesaler of hardwood lumber, moulding and millwork, seeks aggressive Sales Management, Order Desk, and Outside Sales representatives. With a multi-million foot local inventory and state-of-the-art milling facility, we offer an unequaled level of support and earning potential to qualified candidates. A proven track record, extensive product knowledge, and personal integrity are a must. For confidential consideration, send resume to Robert Lemke, 6230 S. Alameda St., Huntington Park, Ca. 90255; (323) 589 -57 04; RL@ saroyanlumber.com.

WELL ESTABLISHED Southern California wholesale distribution company is looking for a sales management trainee. Candidate must have a minimum of 5 years experience in wholesale distribution of lumber and panel products. Solid communication skills and product knowledge are a must. Salary is commensurate with experience. We also offer medical and 401/k retirement packages. If you are a salesperson who wants to make the move up to management, or are currently in management and want to make a change, contact us at Box 708, c/o The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca.92660; dkoenig@ building-products.com.

LUMBER TRADER

We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation.6O7o split for trader. Call John at Lakeside Lumber ^t (623\ 566-7100 or email lakesidelumber@cox.net.

SALES MANAGER

Shamrock Building Materials is seriously looking for the right individual to head up the sales staff at our Sacramento distribution and reman facility. If you know the California and Nevada markets, and are willing to lead by example, this could be a financially rewarding position. We offer health and retirement benefits, and are anxious to make this venture successful. If this sounds interesting, give me a call or send your resume. Dave Gambee, president, (888) 142-6763; Shamrock Materials, P.O. Box 80 I 28, Portland , Or.91280

WHOLESALE FIRM WANTED: Leading wholesaler focused on specialty softwoods, engineered wood, and industrial products seeks to continue growth by acquisition of similar distributors. Employment contracts are available. Reply in utmost confidence to Box 713, c/o The Merchant Magazine,4500 Campus Dr., Ste. 480, Newport Beach, Ca. 9266O; Fax 949852-023 1 : dkoenig@building-products.com.

udfles

Bernard ttBerniet' Bode Barber Jr., 87, former president of Bernie Barber and Associates. Fresno. Ca.. died March 25 in Monterey, Ca.

Mr. Barber attended Fresno State College and served with the U.S. Army Air Corps during World War II. Following the war, he joined the family business-which published a lumber market report from 1936 until 2OO4and became president.

He served as executive secretary and treasurer of the Fresno Hoo-Hoo Club for several decades. He also helped found the Woodwork Institute of California and served many years as its chief investment officer.

Dean F. Norman, 82, founder of Norman Lumber, Medford, Or., died April6 in Medford.

After Mr. Norman graduated from Iowa State University, he and his wife moved to Oregon. He joined the lumber industry in 1952, working for several wholesale firms before founding Norman Lumber in 1916. He retired in

2005, and his son, Jeff, now operates the business.

Myron Robert Rogge, 89, retired vice president of sales for Dalson Lumber Co., Olympia, Wa., died March 2 in Escondido. Ca.

Born in White Lake, Wi., to a longtime lumber industry family, he worked for Sound Sidewall Shakes. Chehalis, Wa., before joining Dalson Lumber in the mid-1950s. He retired to Southern California in l982.

Robert H. Broughton, 79, former owner and operator of B&L Ranch & Lumber, Reno, Nv., died April l5 in Carson City, Nv.

A native of San Jose, Ca., he served in the U.S. Army during the Korean conflict.

Robert D. Busby, 77, retired materials estimator for La Mesa Lumber. San Diego, Ca., died March24.

Mr. Busby served with the U.S. Army during the Korean War.

Fred C. Holmes Lumber Co. ,YOUR

REDWOOD SPECi/ALISIS'

We offer on extensive inventory of fine redwood products including Fencing, Decking, Siding, ond Premium'Tinbers. Whether your order is bv the piece or trucklood, our oool is to ensuie the highest quolity'ond service-

CLEAR AU HEART AIR SEASONFD

HRT BEE K/iN DR/ED

CLEAR AYE GREEN

BEE ROUGH & S4S

Wholesale lumber products

Afterwards, he joined the lumber industry and spent most of his working years with La Mesa Lumber.

Harold Eugene Bogert,75, former lumber broker for Dant & Russell, Portland, Or., died of carcinoma April 8 in Tigard, Or.

A graduate of Oregon State College, he moved to Tigard in 1968.

Wayne Mortimer Graham,79, a former store manager for Parr Lumber, Hillsboro, Or., died April 26 in Oregon City, Or.

He served in the U.S. Army.

Richard (6Jiry1'; Haverland, 69, a Northwest green chain operator, died April l7 in Portland. Or.

A U.S. Army veteran of the Korean War, Mr. Haverland worked for 12 years for Olympic Forest Lumber Mill, Mist, Or., and I I years for Banks Lumber, Banks, Or., before retiring at ase 65.

SEIECi HRI

CON HRI CUSTOM M/I.I/NG AVAILABLE

N[5"'-m

CON COMMON SIZES FROM IX4 TO I2XI2

Fred Holmes, Steve Holmes, Phyllis Hautala, Steve Hautala, John Gould

P.O. Box 8OO, Fort Bragg, Ca. 95437 Fa_x 207-96 l -O985

(8OO) 849-0523

Professional contractors who know quality, know Woodway. Built for professionals by professionals, Woodway's six quality product lines are built tough, made of top-quality solid wood and are carefully crafted. Call or email Woodway for complete information about EZ Rail, Architectural Deckrail, Quick Clad post sleeves, post caps, planking and durable lattice panels.

guide

Sourn:nn Cnltomn

Fontana Wholesale Lumber, Inc. ..................(909) 350-1214

Hampton Distributi0n.,...,,..,.......................,...(949) 752-5910

Inland Timber C0.... .......(909) 783-0470

Kelleher Corp. (Ontario)..........,,....................(909) 635-1 560

Kelleher Corp, (Rancho Cucamonga)...,..,.,..(909) 476-4040

Kelly-Wright Hardwo0ds.....................,..,.......(714) 632-9930

North Pacific-So. Ca. Distribution..................(800) 647-6747

OrePac Building Products.............................(909) 627-4043

Pacific Wood Preservin9.....,...,,.... ................(7 1 4) 701'97 42

Parr Lumber C0,..... ....,..(909) 627-0953

Peterman Lumber C0,...................................(909) 357-7730

Redwood Empire..,. .......(909) 296-9611

Reel Lumber (Anaheim)..,..,(800) 675-7335 (714) 632-1988

Reel Lumber SeNice (Riverside) ......,,..,.......(951 ) 781 -0564

Regal Custom Millwork....,..(71 4) 776- 1 67 3 17 1 4) 632-2488

Reliable Wholesale Lumber, Inc.........,..........(800) 649-8859

Simpson Strong-Tie

591 -481 1

C&E Lumber Co..... ......(909) 624-2709

Capital Lumber Co. .,,,..(909) 591-4861

Anfinson Lumber Sa|es................,.,,,............(619) 460-501 7 Austin Hardwoods

MODESTO

Big Creek Lumber Co. (Atwater/Merced)

Sourlwrsr

Plcrrc llonrnwrsr

684-5071

WeyerhaeuserCo. ........(509) 928-1414

Yakama Forest Products...............................(509) 874-1 163 {509) 874-8884

VANCOUVER

Allweather Wood Treaters (Washougal),...,.,(800) 777-8134

RglU tloulrA4s

COLOBADO

687-0411

McFarland Cascade ......(800) 426-8430

Rosboro Lumber...,.. ......(541 ) 746-841 1 Western Woods, 1nc.................,..,..,.,.,.,....,.,.(800) 822-81 57

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

MEDFORD / GRANTS PASS

Allweather Wood Treaters.,,,.,,......................(800) 759-5909

Eagle Plywood Specia|ties......,,............,.,....(800) 547-5991

Lumber Products,.... ......(541) 773-3696

MalheurLumberCo ......(541) 575-1148

Norman Distribution Inc.................................{541 ) 535-3465

Pacific Wood Laminates..........,,..,..,.,.,..,.,.,.,.(541 ) 469-4'l 77

Swanson Group Inc.......................................(541 ) 956-4300

Waldron Forest Products...............................(541 ) 474-3080

MGMINNVILLE / C0RVALLIS / SALEM

Capital 1umber................,,,(541) 223-0020 (866) 898-1 128

Forest Grove Lumber C0...............................(503) 472-31 95

l\4ary's River Lumber......................,.,....,.,.,.,.(800) 523-2052

Royal Pacific Industries.................................(503) 434-5450

Weyerhaeuser Co. (Albany).............,............(541) 926-777 1

GREATER PORTLAND AREA

Adams Lumber, 1nc.........,...(800) 298-4222 (5031 245-1796

B0dyguard............... ,.,...(503) 643-8800

Collins Pine C0...................(800) 758-4566 (503) 227-121 I

Disdero Lumber Co. .,.,.(800) 547-4209

Hampton Lumber Sales C0...........................(503) 297-7691

DENVER

Allweather Wood Products.....,...,............,..,,,1800) 621 -0991

All-Coast Forest Products.............................(800) 332-8977

American Institute of Timber Construction ....(303) 792-9559

BMD (Colorado Springs)...............................(91 7) 528-6000

BMD (Denver) .....,........(303) 427-9333

Boise Distribution .........(303) 289-3271

Capital Lumber Co, ......(303) 286-3700

Industrial Res0urces...........,...,.,..........,....,,..,(303) 333-0387

0rePac Building Products.............................(303) 363-1300

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

GRAND JUNCTION

BMD....................... ......,€70\242-8870

Boise Distribution... ......(970) 244-8301

IDAHO

BOISE Boise ......(800) 228-0815 Boise Distribulion (Boise)..............................(208) 384.7700 Boise Distribution (ldaho Falls) ....,................(208) 522-6564

Capital Lumber Co. ......(208) 362-7586

ldaho Wood Preserving,..,.,.,.,,......................(800) 701 -6837

iLevel by Weyerhaeuser........................,.......(888) 453-8358

Lumber Products.... ......(208) 336-391 1

OrePac Building Products..,......,.,.................(208) 345-0562

QB Corp. .......(208) 756-4248

Thomas Forest Products, J.M........,..,....,,.....(800) 962-8780

Weyerhaeuser Building |\/|ateria|s..................(877) 235-6873

COEUR D'ALENE

Bennett Forest Industries (Coeur d'Alene)....(208) 664-3299

Braided Accenrs..... ......(866) 440-9663

LEWISTON

Bennett Forest Industries (Grangeville).........(208) 983-0012

Coos Head Forest Products.........................(866) 590-0088 (208) 799-3388

MONTANA

BILLINGS

Boise Distribution.,. ......(406) 652-3250

Lumber Products.... ......(406) 522-0435

Weyerhaeuser Building l/ateria|s..................(877) 235-6873

OGDEN

UTAH

OrePac Building Products.............................(801 ) 782-1 997

Thomas Forest Products, J.l\i'\.......................(800) 962-8780

SALT LAKE CITY

Allooast Forest Products..,.,.,..,.,...,.............(877) 263-7848 Boise Distribution... ......(801) 973-3943

B[,lD ............,,.......,, ......(801) 231-7991 Capital Lumber Co. ......(801) 484-2008 Forest Products Sales .........(800) 666-2467 (801) 262-6428 Lumber Products..,. ......(800) 888-9618

FAX to 949-852-0231

or call (949) 852- 1990 or mail to BPD, 4500 Campus Dr., Ste.480, Newport Beach, Ca. 92660.

Want to Subscribe? Check the appropriate boxes to begin receiving your monthly issues. tr I Year ($22) tr 2 Years ($36) tr 3 Years ($50)

E Bill Me tr My Check Is Enclosed

News or Comments? We welcome comments on articles or news of your company such as new hires or expansions (a free service). Email dkoenig@buildingproducts.com, or Fax this form:

P'or nore infirmatktn li<nn udvertise rs, use the Web .sitc in brsckets.

Adams Lumber AERT [www-aertinc.com]

Ainsworth [www.ainsworth,ca] ..-....-.......

All-Coast Forest Products Iwww.all-coast.com]

Allweather Wood Treaters [www.allweatherwood.com]

Lumber Sales [www.anfinson.com]

Cascade Industries [www.californiacascade.com] ............19

California Timberline............. ..............6

Capital Lumber Co. Iwwwcapital-lumber.coml ........................E,73, E3

Cascade Structural Laminators [www.cascadesl.com] .........................,4

Cedar Valley [www.cedar-valley.com] ........................52

Colville Indian Precision Pine [wwwcippine.com],,...........................35

Distribution Management Systems Inc. Iwww.dmsi.com] ..................63

DMK Pacific Corp............... ..............54

Fiber Composites LLC Iwww.fiberondecking.com] ...........................25

Fletcher Wood Solutions Iwww.tenonusa.com] ...........,........................40

Fontana Wholesale Lumber [www.fontanawholesalelumbercorn] ....72

Forest Grove Lumber [www.fglco.com] ...............................................39

Fred C. Holmes Lumber Co. .....................83

GAF-Elk [www.elkcorp.com] -..--..-.-*. ..-................41

Gemini Forest Products Iwww.geminiforest.com] ...............................56

GRK Fasteners [www.grkfasteners.com] .................,..46

Huff Lumber Co.....,...,,....,.... ..............60

Ipe Clip Co., The [www.ipecliprom] ...................................................59

Keller Lumber Co. .................. ..........55

KK Manufacturing [www.lumberloc.com]...... ...........65

Krauter Storage Systems Iwww.krauter-storage.com] -............-.......31

Lanxess GMBH Iwww.protectedbypreventol.com] ..............................43

Lumber Country [www.lumbercountry.net] .............10

LWO Corp. [wwwJwocorpcom].,................. ..............83

Mary's River Lumber [www.marysriverlumber.com] ........................63

McFarland Cascade [www.mcfarlandcascadecom] ............................70

Mount Storm Forest Products Iwww.mountstorrnrom].............,.....,..72

Norman Distribution Inc. Iwww.normandist.com] .....,,,,.....................77

North Pacific [www.northpacific.com] ..............Cover I

OSBMarket by Silvaris Corp. [www.osbmarket.com] .....................,.36

Pacific Wood Laminates Iwww.pwlonlinecom]...................,................29

Pacific Wood Preserving Cos. [www.pacificwood.com] .....................59

Parr Lumber ..............53

Phibro-Wood [www.phibrowood.com].......... .............27

Redwood Empire Iwww.redwoodemp.com] ..........................Cover II,3

Rosboro [www.rosboro.com] ,,,....,....,,..... ....,.,...........,....7

Roseburg Forest Products Iwww.rfpco.com] .....,................-...............32

Roy O. Martin [www.royomartin.com] ......................23

Selkirk Iwwwselkirkspecialtywood.com] ..............................................28

Sierra Pre-Finish..................... ...........35

Simpson Strong-Tie Iwww.strongtie.com] ..............................-............68

Siskiyou Forest Products Iwwwsiskiyouforestproducts.com] ............17

Sitra Holdings [wwwsitraholdings.com] ...................30

SkuttleTight Inc. [wwwskuttle-tight.com] ..............,..34

Stonecastle Trading ..........33

Summit Imex [www.cumarudeck,com]... ...-...,...........,61

Sunbelt [wwwsunbeltracks.com] ...............................37

Sure Drive USA [www.suredrive.com] ........................71

Swan Secure Products [wwwswansecure.coml ...................,................73

Swanson Group Sales Co. Iwww.swansongroupinc,com] ...................51

Taiga Building Products Inc.................... ....................50

TAM-Rail by TAMKO Iwww.tam-rail.com] ............................Cover IV

Thunderbolt Wood Treating Iwww.thunderized.net] ..................,......34

Timber Holdings Iwww.ironwoods.com] ..............................................47

TMI Forest Products [www.tubafor.com] ....-......-.-.........,.................61

Universal Fastener Outsourcing [www.9ll-nails.coml ........................79

Vaagen Bros. Lumber Inc. [www,vaagenbros.com] ............................74

Van Arsdale-Harris Lumber Co..................... ............56

Viance Iwww.treatedwoodcom] .......................,.....,,,..........21, Cover III

Weatherbest Decking & Railing [www.weatherbest.com] .................57

Western Red Cedar Lumber Association Iwww.wrcla.orgl ..................9

Western Woods Inc. [www.westernwoodsinc.com] ...,.......,..,.,.....,......58

Woodfold Manufacturing Iwww.woodfold.com] ...................-..,.........54

Wynndel Lumber [www.wynndellumber.com] .........45

Yakama Forest Products [www.yakama-forest.com] .....,...................33