First, the sales managers

(Continued from previous page) management are so much more effective?

Sales managers can be proactive leaders who set the standards, identify the vision, and lead the company's charge into the competitive market. Most have never been exposed to the concept that there is a set of best practices for first line sales managers. They should be leading their teams, creating expectations, holding salespeople accountable, coaching, counseling when necessary, and developing the skills and capabilities of the sales force. They should be helping their salespeople focus on the most effective customers, products and processes. They should create and impart important standards for sales behavior and performance. and be readv and able to act when those standards are not met and a new salesperson needs to be recruited. Unfortunately, such activities do not proceed naturally from the skills that gave them success as salespeople. Their time as a salesperson has not equipped them with any of the skills necessary to effectively perform as sales leaders. So, most B-2-B sales companies limp along with untrained sales managers and underachieving sales teams.

An investment in transforming the mind-sets and improving the practices of sales managers can have a positive impact on the entire sales team. If you only have limited funds to improve your sales force, start there.

- Dave Kahle, "The Growth Coach," is a sales consultant, trainer and author of a free monthly "Thinking About Sales" ezine and six books-including Question Your Way to Sales Success. Reach him at (800) 331-1287; www.davekahle.com.

Railing, Made Better

Railing Dynamics has introduced a vinyl-clad handrail that is ADA-compliant at 6' spans.

The Endurance vinyl-clad aluminum handrail was designed to be stronger and easier to grasp. It comes in white or black, in 80", 104", and 120" lengths to accommodate every angle scenario.

I RDRAIL.COM

(877) 420-724s

Sound Gontrol Mat

Quiet Curl random-filament mat from Keene Building Products limits noise impact in a gypsum concrete pour.

Made with a coated fiberglass scrim and fabric combination for added strength, its recycled content qualifies for LEED points.

T KEENEBUILDING.COM

(877) sr4-5336

Bamboo Lumber

Cali Bamboo has introduced engineered lumber made from bamboo.

Lumboo reportedly is heavier and stronger than traditional lumber. Pre-drilling for screws, not nails, is required. Because it contains a large amount of silica, it can't digested by termites.

Available sizes include 1x4, 2x4,2x6 and 4x4.

I CALIBAMBOO.COM

(888) 788-2254

Eet ualuable service from euperts who understand gou.

A leader in the building products industry for more than 32 years, DMSi backs its Agility software with unparalleled service for peak performance, ease-of-use, and ROl. To learn more, call DMS| at 800.347.6720 or visit us online at dmsi.com. dmsi.com

Woodgrain Vinyl Fencing

CertainTeed's Bufftech Imperial and Baron vinyl fencing is now available with the look of natural woodgrain.

Imperial with Select Cedar texture is a semi-privacy design in 4, 5 , and 6-ft. heights and colors almond, clay and white, as well as Siena Blend.

Baron with Select Cedar texture has a pickefstyle design in almond and white, in 4,5, and 6-ft. lengths. Both products have a steel-reinforced bottom rail for a stronger, more rigid fence that resists sagging or bowing.

T CBRTRINTEED.CoM

(800) 233-8990 r Limited Lifetime Warranty & Leak-Proof Guarantee r A Sustainable Solution: Made of 50% Recycled Aluminum; Qualiiies for LEED credits

Abrand new VWATH RPROS F ALTX RruATIUE to Wooden Deck Joists, Unmatchedin FI*8X{mlL;TY, gUKAKnLfiYY and STF*EHGTH!

. Winner of Architect magazine's 2009 R+D Award, DryJoistEZ is a struciural deck drainage system that provides the structure of the deck a waterproof solution and a finished ceiling with a traditional bead board appearance, all in one step!

. PerJect for balconies and decks for both residential and commercial applications.

One Dreamy Deck

DreamDex decking from Compass Lumber is made with FSC-certified radiata pine that is infused with Biocore polymer technology for resistance to weather, insects, and fungus.

The product also has a Ul-certified Class A fire rating, and is available in two colors: Sequoia and Cape Cod.

I COMPASSLUMBER.COM

(800) 173-9125

Railing Upgrades

TAMKO Building Products has uptradccl its TAM-RAIL linc tbr vcrsatility and easc of installatlon.

The whole Iinc is now availablc in 6-.8 and l0-ti. sections. in gra,r,. taupc and whitc. Othcr improvcnrents include bracket covcrs that hiclc installution screws, a rrorc clurable post ntoullt sy'stcnt. fixccl ancle brackets that eliminate hancl cutting t<l fit. ancl stair kits in a widcr variety of anglcs.

T TAMKO.CoM

(800) 6-t l--1691

Ylfider Glulam Means Wider Uses

Rosboro has intloducecl reportcclly the industry's first architcctural appearancc glularn in full fiaming wiclths, alkrwing iilo fill in firr traditional EWP franring applications u'ithout shitlnting to compcnsatc for thc u iclth clillcrcnce.

X-Beanr allows dcalers ancl distributors to stock onc sct of SKUs fbl cxposecl and concealed uscs. It also has FSC chain-ot'-custody ccrtification and is producccl with EcoBind low-forrntlclchyde resin.

r ROSBoRO.CoM

(-s-1t ) 736-2 t-58

When building a deck your customers want a fastener that performs well in any type of decking material, and one that can stand up to corrosion especially near the ocean. Simpson Strong-Tie now offers an extensive line of premium r stainless-steel screws and nails for decks that will meet their installation needs and help safeguard against c0rr0si0n.

Whether it's our SDS screws for ledger connections or our 0uik Driveo 0HPD collated screws that reguire n0 pre-drilling (even in lp0), we have a inless-St€el fastener to fit the proiect. Learn how our complete line of fasteners can help drive business to you by visiting us at www.stronglie.com/faslen or call (800)gs9-5099.

Out-of-Sight Fasteners Decking

The InvisaGrip deck fastening system allows decking without visible screws or nails.

Constructed of stainless steel, the double-angle connectors are set between boards using a special installation tool.

Pre-drilling and countersinking are not required. Ample space between boards is created, eliminating the need for spacers.

Solar Post Gap

Nantucket Post Cap's Bar Harbor post cap is the company's first all-wood, solar LED post cap light.

The underside of the cap conceals four small LED bulbs that point downward to create four spotlights that can burn as long as eight hours.

The cap is made of 1007o KD redwood or clear western red cedar in a classic Craftsman style that can be painted or stained.

Hardwood Decking Finish

Ipe Clip Fastener Co.'s Ipe Oil hardwood deck finish is formulated to dry properly on exotic hardwoods and last for years.

The clear, low-VOC finish reportedly provides grain enhancement, U.V. protection, and resistance to humiditv. mold and mildew.

I IPECLIP.COM

(866\ 427-2547

Outdoor Strip Lights

The Odyssey LED lighting kit from Aurora Deck Lighting includes four strips of lights with 48" wires that can be connected in series along deck rails or anywhere extra light is needed.

The kit includes a remote control and an LED driver box with a timer that can be connected to a 1 l0-v standard, grounded outlet.

I AURORADECKLIGHTING.COM

(800) 603-3520

Wood-Look Decking

The Duralife Natural Grain collection from GAF Decking Systems is made from a proprietary high-density polyethelene/ rice hull formulation.

The decking looks and installs like real wood, but reportedly will not splinter, crack or rot. Boards are reversible, with a woodgrain emboss on one side and a contemporary combed emboss on the other.

I GAF.COM

(.973\ 628-3000

Robbery Suspects Arrested

Two suspects were arrested for their roles in March 21 robberies at Pacific Lumber, Lake Oswego, Or., and Milwaukie Lumber, Milwaukie, Or.

Zane Grey Macziewski , 44, was arrested on suspicion of participating in the theft of a flatbed trailer and $1,500 worth of power tools from Pacific Lumber and $9,500 worth of wood siding products from Milwaukie Lumber.

Michael Summers, 52, was arrested for allegedly trying to sell some of the stolen items on Craigslist.

After detectives set up a buying meeting with Summers, they recovered items worth more than $6000 at two addresses in Portland. Or.

GeraldttJerrytt Ste. Gemme

Thomasson, 87, longtime Pacific Northwest timber cruiser and manager, died April 6 in Roseburg, Or.

During World War II, Mr. Thomasson served in the Naval Air Corps. After his discharge in 1946, he completed his undergraduate degree at the University of Missouri.

In 1950, he became a timber cruiser in Centralia, Wa., with Weyerhaeuser. Ten years later, he became head timber cruiser for Roseburg Lumber, Roseburg. He retired in 2004, after serving as a property and timber manager for timberland owners in Douglas Countv. Or.

Stoltze Named Good Neighbor

F. H. Stoltze Land & Lumber Co., Columbia Falls. Mt.. won the Montana Neighbor Award for its work with forest stewardship and neighborly public access. Governor Brian Schweitzer presented the prize to v.p. Chuck Roady in an April l9 ceremony.

Each spring for the past 20 years, Stoltze has sponsored the Family

Forestry Expo, providing thousands of students and adults with outdoorlearning stations and mill tours.

The company provides free public hunting access to 13,000 acres of deer, elk and black bear habitat. It also is a leader in streamside and riparian management practices, and an active partner in land stewardship and wildlife management planning in the region.

LUMBER ASSOCIATION of California & Nevada held its annual PAC golf tournament April 15 at Black Gold Golf Club, Yorba Linda, Ca. [1] Lynn Bethurum, Pete Meichtry, Rex Klopfer, Russ Primrose. [2] Rolando Robles, Richard Rios, David lbling, Ed Brown. [3] Sean Burch, Deonn DeFord, Carl Henoch, Doug Radestock. [4] Mike Caputo, Dave Cunningham, Greg Stout, Jeff Clave. [5] Oscar Laddaga, Mike Monaco, Kevin Mclernon, Larry Christensen. [6] Pat Hawthorne, John Allen, Chris Brown, Larry Stonum. [7] Will Higman, John Neel, Bruce Gregory,

Scott Nicol. [8] Dave Temple, Mike Winters, Tom Barclay, Phil Gallicchio. [9] George Rutter, Terry Rasmussen, Scott Whitman, Buzz Mann. [10] Jeff Logue, Pete Ganahl, Shannon Mott, Grant Pearsall. [11] Kurt Robbins, Jeff Norihiro. [12] Chris Bailey, Jeff Herron, Dave Vigil, Troy Staufenbeil, Mike Plutner, Aly Kingsley. [13] Rod Forsch, Joe Allotta, Chris Freeman, Mark Rommell, Melanie Hindi.

(Continued on next page)

MORE LACN golf: [1] Chris Skibba, Chris Manny, Al Reed, Greg Hexberg. [2] Taylor Lindsay, Tom Angel, Marc Spitz, Daniel Hines. [3] Jarrett Deschenes, Ken Dunham, Jean

Henning, Jerry Dunn, Hennrng, Mike McD McDonough. [4] Ron Hillman, Miguel Sal

Hernandez, Jerry Mosier, ': Sal Camarda. [5] Kevin

Randy

NORTH AMERICAN Wholesale Lumber Association held its annual conference March 24-26 al Hotel Monteleone, New Orleans, La. [1] Jack Chase, Buck Hutchison. [2] Clint Darnell, Lawrence Newton, Tapani Pekkala. [3] Hunter & Gina McShan, Jim Can. [4] Jeannie Eddins, Walter Russell. [5] Tom & Shelley Kohlmeier, Bill Anderson. [6] Chris & Beth Mergel. [7] David Jeffers, Tom Diem. [8] Jim Livermore, Chris Beveridge. [9] Bryan Lovingood, Calvin Biddix, Ashley Kay. [10] Mark& Mary Donovan, lan & Julie Mclean. [11]Graham & Canie Bishop. [12] t ll|e Medrant lrlagazine I trhy 2010

Dan & Margie Semsak. [13] Bruce Kulzer, Ken Schultz. [14] Michelle Kay, Pat Biddix. [15] Susan Fitzsimmons, Bruce Johnson, Johl { Mary Ann Stockhausen. [16] Gary & Karen Vitale. [17] Jim & Cindy McGinnis, Vicki 0'Neill. [18] Mark Junkins, Kerlin Drake. [19] Mel Lundberg, Wayne Lancaster. [20] Vince Parry, Courtney Robinson. t21l Ogsly & Penny Hammack. [22] Bill Barnett, Barry Schneider. [23] Ethel & Tom Rice. [24] Barbara & Steve Boyd. [25] Jim Hassenstab, Russ Hobbs.