Merchant Magazine - June 2003

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

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

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

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

lMolesale distributor of redwood, cedar, pine, Douglas fir, roofing, pressure treated lumber, plywood, OSB and specialty sofiwood products.

8-foot chamfered posts

. 6-foot fence panels 4-foot fence panels 6-foot gates

Serving 13 Western states

PUBLISHER Alan Oakes (ajoakes@aol.com)

PUBUSHER EilEFITUS David Cutler

ED|TOB David Koenig (dkoenig@ioc.net)

ASSOCIATE EDITOR Robert Fay (rfay@ioc.net)

COI{TRISUIING ED{TOR Dwight Curran

AD SALES ITANAGER Chuck Casey (chuck@ioc.net)

CIRCULATION Healher Kslly {heabsr@ioc.ne|}

ADMINISTRANON URECTOR/SECRETARY Marie Oakes (mfpoakes@aol.com)

How to Advertise

Contact our adrerddng lffices lor rales:

U.S.: Chuck Casey, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872; (949) 8521990; Fax 949{52-0231 ; chuc*@ioc,net

It'lTERt{ET ADS: Alan Oakes, www.buildingproducts.com; (9a9) 852n990; Fax 949-8520231; aioakes@aol.com

How to Subscribe

Contact H€ether at (949) 852-1990

U.S.: 1 year (1 2 issues), $1 5; 2 years, $24; 3 years, $30

FORElGtl (Per year paid in advance in US funds): $35; Ak rates also available.

SINGLE COPIES: $3 + shipping; Back issues (when available), $4.SGrshipping

You could be making yourself more prof itable with TechShield' radiant barrier sheathing, an energy saving upgrade that consumers are willing to pay for. With its thin, laminated aluminum layer, TechShield sheathing prevents up to 97% of the radiant heat in the panel from radiating into the attrc, which means cooling energy savings of up tei 20%for your customers. So if you're not using TechShield' sheathing, stop wasting your energy. Ask for it by name,

',F'oi, cbot er', hitrlingsand hilttei profiti; rlsb i

What have you done for them lately?

Sales are the lifeblood of cvcry contpany regardless of position in thc sales channel. However. some sales and some customers are more important than others. Those are of youl key accounts-any account that would hurt your business if you lost it. They may be a large manufacturer, wholesaler. dealer chain. or builder. This does not necessarily mean your largest revenue customers. but your most profitable cust0mers.

As I wrote earlier this year. our industry is undergoing a radical change in cusIomsr 1,,tr,,'.. While rr grcut pity. rc.ting on the strength ol'past relationships ntay no longer cut it. as some havc bcgun to find out. Whatcvcr titlcs vou put on thcsc types of accounts-key. largc, major. national-they need nrore nurturing than ever befirre. Taking them ti)r granted can be a nrost cxpensive firlly. One nranirluc-

turcr I spoke to recently told nte that his company had lost 1OC/r, oI' their revenue when one of the big boxes dropped them.

Key accounts today mean a complex sales process. It was so much easier in the good old days when one person made a decision on a handshake. Today, without management, planning, and understanding your customer's buying process and aligning it with your own company's sales process, key accounts can eat up resources and never mect true potential. Even your best customers can quickly bccorne unprofitable customers. and unless you havc thc technology or means to track profitability as opposecl to rcvcnue. you rray not know it.

My cxperience of rnanrging sales lirrccs large and sntall is that sales people olicn use valuable timc rr-rnning aljer the wrong accounts for thc casy sale. Easv

sales are easy tbr a reason. However, if you identify every current account fbr its pot(rntial (including prospect accounts), and clevelop action plans to achieve your gouls. then vou are on the path to highcr nrarcin and rrure profitablc busincss. Thc ke1' to ke1'rccount rnilnagcmcnt is alignin-l .vour business solutions with your custonrers' business drivers. Education ahout your indr.rstry. conrpetition, the custor.ncrs' cufrent business strategy. and markct posi tion initiativcs (which change alnrost annually and with cvcry change ol'management both locally and nationally) is thc start to strategically aligning thc way your custorner does busincss with the way you do business. Delivcring pcrccived value is what it's all about, as in any business todayl there is no free lunch anymore. Each company has to think about how best to maximize its best customers' potential, and with limited resources how best to manage them.

There is no easy way or formula to rank each customer, but it starts with reviewing each account in detail. Draw up a list of what is important to your company and develop a ranking system based on your business drivers. Come up with not only a point system, but a weighting system. Review recent business history, both lronr a relationship and product perspective, review 1'our cost o1'salcs and technical support and a host ol'intangibles that nray be diffcrcnt lirr cach accor-lnt. Then put a valuc on the customer/vendor rclationship. their strategy and way of doing business and how well that fits with the way you do busincss. If an account hanrnrers on cvcry price to the point of unprofitability, then they would rank low on that valuation compared to a customer who lets you earn a fair profit, but wants sorrrething else in exchange. Totaling points will value each customer and might surprise you. It will hopefully tell you not only strengths and weaknesses, but give you a roadmap on where to spend sales and management time and more importantly where not to.

In a tough environment, where your customers change their way of doing business and now expect JITI (Just-ln-TimeInventory) instead of holding inventory, then their score may change, and they may have more or less valuc depending on thc way you are ablc to do business. In other words. your company has to continually evaluate a moving targct and dccidc whether to movc with your customer.

Do not let key accounts take yor,r firr grantccl. Let thenr know and rernind them what you are doing for them. Do not assume that they recognize what you do for them. Good service often no longer cuts it. At the end of the day, the bottom Iine for managing key accounts is building a relationship of a trusted consultant, solution plovider. needs assessor, and performing as expected and better to help them achieve their business goals.

Capitat's siding specialists help select the best materials for your needs.

ID ECAUSE of technological I-ladvancements,

siding manufacturers are offering distributors, dealers, builders and homeowners more product choices. From treated engineered wood and insulated vinyl to better looking product options such as deeper wood grains and richer colors, technology is providing siding with more options than ever.

All siding manufacturers confront the problem of perceived value or curbside appeal, durability and maintenance. Solid wood siding remains at the top of this list for curbside appeal, but its hold on the market is diminishing due to high cost, a reduction in quality and alternative sidings' advancements.

High quality cedar or redwood comes from older, bigger trees, which are increasingly scarce. The younger

The big newsin

vinyl siding is color, better curb appealand insulation.

trees don't have as much of the natural chemicals that impart the decay and termite resistance. Thus, they don't last any longer than other forms of siding and have a maintenance factorpainting. caulking. repairing-many homebuyers are looking to avoid.

Two of the alternative sidings, fiber cement and vinyl, have taken the lion's share of the siding market because of their durability, low maintenance and lack of decay or termile issues. With advances in manufacturing technology, these siding manufacturers are now offering a broader product offering with a more finished look that adds to their curbside appeal.

Fiber cement manufacturers are developing a variety of textures beyond cedar to appeal to a broader audience. They are now offering vented soffit, as well as trim and panel products, and they have added a host of siding products finished in a wide range of designer colors, such as James Hardie's ColorPlus collection, with l5 year or better warranties on the finish.

The big news in vinyl siding is color, better curb appeal and insulation. As for color, LP, Owens Corning and others have found a way to fuse a protective acrylic layer over the vinyl

Sibase to offer deep rich colored siding that weathers well and has outstanding fade resistance.

For curb appeal, vinyl siding manufacturers have invested in technology to offer siding with a more realistic, deeper wood grain appearance. In addition, injection molded polypropylene siding has seen steady growth in the coastal areas, as the molds are based on actual cedar shingles providing for a curb side look that is impossible to distinguish from real cedar.

The newest thing in vinyl is insulated vinyl siding. ABTco and others have introduced a vinyl siding with a polystyrene foam backing that gives it a solid wood like feel, and provides an R-3 value of insulation helping to keep the warm air in, or out, depending on the season.

Engineered wood is making a comeback below the Sunbelt because new technologies are providing it with outstanding decay and termite resistance. One such product, LP's new SmartSide siding (lap, panel, soffit,

vented soffit and textured and smooth trim), is a treated engineered wood that has been infused with zinc borate, an environmentally safe product. The resulting siding demonstrates excellent resistance to decay and termites and has one of the best warranties in the business. It is easy to use. comes in convenient l6-ft. lengths, weathers well, lays flat on the wall and has a pre-primed overlay for excellent paintability.

There have never been more choices in siding for the homebuilder or homebuyer. But improvements are still in the works for all of these siding alternatives.

What does the future hold? Look for more line expansions with more styles and look for more prefinished product in all categories. It may not get any easier to choose between types of siding, but the manufacturers are determined to make each product better looking, more durable and lower in maintenance. Technology is making better, attractive siding possible.

TREATED engineered wood is the basis for LP's new SmartSide siding a

Western holesal ot efQt uppryovers

LTANUFACTURERS aren't the only ones discouraged I - I about too much supply depressing prices. Wholesale distributors consider oversupply their "biggest business concern," according to a recent North American Wholesale Lumber Association survey of members.

Most obviously, when profit margins and operating costs remain the same, lower prices mean lower profits. Three percent of, say, $300 per thousand bd. ft. is less than 3Vo of $400 per thousand bd. ft.

"With prices so depressed, wholesalers have to sell much more wood to keep up with past profit numbers," said Sam Bacogiannis, Falcon Lumber & Wholesale, San Leandro, Ca. "This causes much more competition among wholesalers, leading to cutthroat pricing strategies. We see a lot more wholesalers from other regions now trying to sell into our market."

significantly, resulting in 'tire kicking' in the extreme. Many so-called inquiries are simply price checking, with no impetus to actually place an order. Because of oversupply, many mills in the Northwest will actually compete with distribution yards, quoting as little as three- to fourunit quantities, thus filling the distribution yard's function."

"If you have a good business established and your pricing is undercut substantially by another broker or a mill, your integrity as a supplier immediately comes into question," said Jim Stanhope, Pacific Lumber Resources, Lake Oswego, Or. "As a wholesale lumber broker, I have three things that ale my lifeline: my customer list, my mill connections, and my integrity-not necessarily in that order. Increase in supply causes all ofthose to be volatile."

f n addition, when prices are depressed to bare minimums lwith no fluctuation, there's precious little room for wholesalers to "get in between."

"Wholesalers make their money on markets that are moving," agreed Kevin Pratt, Seneca Wholesale, Ogden, Ut. "Overproduced markets tend to move sideways or down, and it is hard to buy anything when there is very little to no upward movements."

In addition, he added, oversupply "can cause an adversarial relationship between wholesalers and the mills, as wholesalers fight for orders and are forced to short the market. Always going back to mills with counters to buy your profit is a tough business, but there are wholesalers doing just that. You don't think that the mills won't remember that when the market turns?"

As a result, mills are more willing to cut wholesalers out of the sales process. "Loyalty becomes less important to both customers and mills," said Chris Leece, Lewis Lumber, Hamilton, Mt. "The customer knows he can wait and get what he wants from anyone-whoever calls when he decides he needs some. The mill has to move product fast and cannot wait for your customer to (act); therefore they offer a product you have been moving for them to everyone. Because the mills are in dire straits, they are more inclined to deal with customers direct-leaving wholesalers out in the cold."

Added Dave Betz, Pacific Western Lumber, Lakewood, Wa.: "An oversupplied market slows the pace of trading

As one Oregon trader explained lumber wholesaling: "It's like the stock market. Nobody's making money unless it's moving."

"Oversupply creates a market that minimizes a wholesale company's role in marketing process," agreed Daniel Sweeney, Sweeney Lumber Co., Fresno, Ca. "No peaks or valleys to anticipate for customers' benefit."

Falling prices most seriously harm wholesalers locked into long-term conlracts.

Speculators also are at increased risk. "We often 'take positions' when we feel a grade or size of various species of pine or fir is undervalued," said Ed Langley, Neiman Reed Lumber Co., Van Nuys, Ca. "When that position is taken, we have elected to 'gamble' with our capital in the hopes that the market will tighten and perhaps bring prices to a higher level. When we misjudge the market, sometimes we have had to devalue our inventory to reflect replacement costs."

Early this year, seeing oil prices on the rise, Bridger Forest Products, Belgrade, Mt., bought heavier than normal volumes of felt paper. Cost of the tar-based product has risenby over60Vo sinceJanuary 1.

"An oversupplied market slows the pace of trading, resulting in 'tire kicking' in the extreme."

"Every wholesaler I know counts on positioning themselves with lower cost products with the hopes of improving their bottom line with the positioned products increasing in value," said Bridger's Mike Hull. "That is why we should all be called professional gamblers instead of wholesalers. Don't tell our bank that."

Y.r,oversupply also allows retailers to pressure their I suppliers to have more stock on hand. "Our customer base expects us to ship product within the next delivery to them or next truck, which is normally five working days. If we don't have it in stock, we lose the business," said Everett Gonzales, Huttig Building Products, Albuquerque, N.M. "When we overstock, this interrupts the flow. The other issue is dead and slow inventory and change of customer demand on styles and sizes. When this happens, our inventory becomes obsolete."

Dan Muldoon, Spokane Forest Products, Spokane, Wa., said, "Oversupply perpetuates customers'just-in-time' ordering habits, knowing he can virtually get whatever he wants as soon as he needs it. All he has to do is choose his supermarket."

Retailer Ganahl Lumber Co., Anaheim, Ca., also sees manufacturers pushing wholesalers to increase their inventory size. "Manufacturers continue to expand their lines and expect wholesalers/distributors to carry all their product line (large inventories with real costs), some of which turn very slowly," said Ganahl's Michael K. Seeds. "Costs go up, margins come down. If you are not willing to commit to a larger, often-slower turning inventory, you face being replaced as a distributor."

Often, the retailers' size of orders is also smaller. "When there is such a large supply of wood there just isn't enough feeling for end users to buy and inventory much wood," agreed Tye Winsor, Metolius Forest Products, Bend, Or. "We have been so used to having wood available to us with just a single phone call, that it is almost expected that it will always be there. There really isn't any need for planning out for loads much more than a few weeks out."

Widespread availability of product removes the emotional need to act quickly. "Customers have no sense of urgency to buy because in an oversupplied market they can get what they need when ever they need it and probably at lower prices," said John Stembridge, Burns Lumber Co., Medford, Or. "Competition for business is much tougher as well and margins are generally much lower as a consequence. It takes a lot of working capital to operate our business and an over supplied muket makes you question why we do what we do based on the returns on working capital. We're really not any different than the manufacturers; we all suffer in an over supplied market."

"Oversupply leads to no urgency, thus no price movement up/down," agreed Jeff Dill, Buckeye Pacific Corp., Portland, Or. "The fear factor is gone for the time being in that most yards are comfortable knowing their needs can be covered quickly without the need to load up."

Producers' desperation to unload product also results in too many wholesalers all selling the same thing, making it easier for dealers to shop on price.

N o* more than ever, a wholesaler has to be something l!special to survive. "The little guy who is selling commodities has to depend on close relationships to do business," said Rob Brown, Western Lumber Co.,

Medford, Or. "This variety of trader can also do okay in down and oversupplied markets by having close ties with the mills and a very strong and trusting relationship with his customers. This means getting a last look at the business. so he can take it back to the mills and make offers that will work for the mill."

Many wholesalers who say oversupply is not an issue deal in specialty products not commodities. The repercussions of oversupply "can be overcome by a change of focus in the product line by the wholesaler or retailer," said Sean Burch, Redwood Empire, Morgan Hill, Ca. "If you are dependent on commodity material then you are in trouble. Stay flexible and open to change and you will survive."

Jason Allen, Cascade Capital, Tacoma, Wa., said, "Our philosophy is to purchase and supply a higher grade of products and to avoid the glut of oversupply in the more traditional commodity lines. Therefore, we are providing 'value-added' goods and services to our customers."

"Opportunities exist for uncommon products which are not oversupplied and which are often overlooked in times like these," advised Larry Kromer, Wood Fiber Solutions, Molalla, Or. "Providing outstanding service to your customer and to your supplying mills gives the hard-working wholesaler a better opportunity to gain a few extra dollars in margin than most buys and sells in today's oversupplied market."

Western Lumber's Brown said niche traders may specialize in "specialty plywoods, treated lumber, edge-glued panels, hardwood lumber, export hardwood, import specialty products, the list goes on and on."

Unfortunately, said Roger O'Neal, O'Neal Forest Products, Wilsonville, Or., "niche areas that are developed soon become overwhelmed as information is quickly dispersed for value-added products. They soon become stan(Please tum to next page)

ln Aoril 2003. NAWLA wholesaler and manufacturer members ranked their "biggest business concerns." lnflation

Oversupply Hits Wholesalers

(Please turn to next page)

dard commodity items, all adding to the sameness of the industry and concentrating production."

(oft demand hasn't helped, according to Tom Walker, 9Klupenger Lumber Co., Portland, Or. "The only reason we have any demand at all right now is due to very low interest rates. Thank God for that, otherwise we would really be in trouble," Walker said. "Other factors such as high unemployment, the Iraq war, SARS, severe winter and wet spring have been factors contributing to soft demand. Another factor that has been disruptive has been the consolidation that has been going on in our industry."

R. Lynn Forsberg, Fremont Forest Group, Whittier, Ca., identified several reasons for the oversupply of lumber in the U.S. and Canada. "Fewer export options to Asia and Europe has pushed more volume back into the domestic system," he said. "With fewer options, prices have dropped, so have margins. This in turn hurts the wholesalers, who work on skinny margins anyway. Lumber prices are at their all time lowest for this decade-similar to prices we had in 1980 through 1983."

Also, Forsberg added, "many of the mills that are still operating operate at a higher level of efficiency and have to run volume to cut their cost per unit to even stay inthus they cannot afford to shutdown even at lower prices."

In addition, he said, "lumber imports from Europe and the Baltic have also created 'world competition.' This is the first time the U.S. producers have had to deal with world market prices that have been as much as 337o less

than past markets."

Imports have been increasing from Asia, South America, New Zealand and Europe. "Oversupply goes hand in hand with a global influx of fiber, struggling country economies, and relatively strong U.S. starts," said Dan Pellizzari, Ontario West, Redding, Ca. "The focus to maintain a presence in niche markets has helped to insulate us to a degree, but not completely."

Some lay blame north of the border; others say the problem is homegrown. Mike Herrema, Disdero Lumber, Clackamas, Or., pointed to how the U.S. has "effectively legislated ourselves out of our own forests. When we started doing that some 15 to 20 years ago, it began a gradual progression of eliminating our participation in the world market. It not only affected the U.S., but also the Canadians. The Canadian producers needed a market in which to move its production, and the U.S. is the most likely place to do so. If we allow ourselves governmentally to get back in the managed forestry/lumber business, it would go a long way in helping boost our economy and offset our trade imbalances."

Christian Harrett, Saratoga Forest Products, Langley, Wa., has accused "one or two monsters-sized companies" of "dumping record volumes of material at record low prices and killing off the last of the smaller and medium size companies."

He explained: "The real problem is the loss of these businesses. Obviously if it were just too much material, that would not affect us. We would just buy and sell at cheaper prices, or the stock would sit a mills until the natural course of business made them slow down, when they had no more room for storage. If, as in the situation we see today, there is an excess of material being dumped into the market at ridiculous cheap prices, some manufacturers are going to go broke trying to compete. The problem isn't oversupply, it is the result of oversupply. Or in simpler terms, whatever hurts our customers and mills, also hurts us. It is in our best interest to have a healthy and competitive industry."

"Oversupply is a concern for wholesalers if mills go out of business," agreed Drew lrving, Oregon Trail Lumber, West Linn, Or. "Obviously less coverage makes a nilrower market. Not to mention the loss of relationships that take years to establish."

"Those of us who are stable and able to weather the storm will and have survived," said Rick Anfinson, Anfinson Lumber Sales. Fontana. Ca. "But it is this process that hurts. We all have to lower our profit margins in order to compete."

ptotp..,t for a quick turnaround are dim. "Until there I is a concern with the supply of lumber, caused by major shutdowns, there will be no change in this market," said Craig Rohlfing, Cascade Empire Corp., Tigard, Or. "I don't see how demand (housing) can increase, but there is a possibility of a decrease, which will add to the problem."

"In the short term." said Disdero's Herrema. "when the economy sags, desperate people do desperate things. If you need to move material, you are much more likely to lower prices to turn dollars, which is what we are definitely seeing right now. I would think there is still some attrition to take place before we pull out of this economic slump. A healthy economy cures a lot of ailments."

The problem, most wholesalers agree, is a real one. One apparently without an immediate solution.

Sales

tough times

By Dave Kahle

f HAD just finished sharing some of I.my perceptions about the state of the economy and the challenges facing most salespeople in a recent seminar. One of the attendees sitting in the front row anticipated the next portion of the seminar when he said. "Dave. what's the good news? Where is the silver lining?"

Great question. So many of us have been concentrating on the clouds recently, that we haven't noticed the silver lining around the clouds. Certainly the economy is limping

Here are three clouds with

silver linings.

along in many industries that had been accustomed to regular growth. And the challenges of the Information Age can seem overwhelming at the moment. At the same time, there are unique and powerful opportunities for those salespeople who choose to pursue them.

It really is our reaction to the difficult times that distinguish the true professional from those who are merely in the right place at the right time. One of the characteristics that contribute to success in difficult times is the ability to see the opportunities in almost any situation. That ability is particularly valuable today.

Negative situations, such as those you may confront as a result of a slow economy, always contain the seeds of positive opportunities. Here are three

es rn

clouds with silver linings:

L. You, customers may be reducing their staff.

We've have all seen this. What looks like a negative, however, holds the potential for a great opportunity. Fewer staff generally means that some people are doing jobs that they have never done before and that fewer people are doing more jobs. These are both opportunities for the creative salesperson.

If someone is newly responsible for some category ofproduct you sell, you have a great opportunity to educate that person on your product, on the reasons why their company has chosen to work with you in the past, and on the benefits that you have brought to this company. Do this, and it will position you as a valuable resource to that customer. Capture that opportunity by leveraging your position into opportunities to present more of what you sell.

If some of your key contacts are now responsible for doing jobs that they have not done before, they can use help. It may be that by expanding the services or products that you sell to them, you can simplify their jobs and reduce some of the stress on them.

For example, a purchasing agent may suddenly become responsible for buying two or three new categories of product that were previously someone else's responsibility. Now is the time to make a presentation of why that account should buy more from you. Stress that doing so will reduce the number of salespeople that purchasing agent needs to deal with, and will

reduce the number of purchase orders, invoices, and all the ensuing time-consuming details. That's a powerful attraction in these circumstances.

One of the most potent opportunities for a salesperson is the customer who becomes overwhelmed with the details and complexity of his/her job. If you can help simplify your customer's job, if you can take over some of what that customer formerly did themselves, then you'll have a powerful opportunity to establish a growing importance in that account.

Be particularly sensitive, over the near future, to the fact that your customers may have more to do. Open up conversations about how you can make a positive impact on their time and stress levels by reducing the number of vendors they deal with. Find creative ways your company can do things for the customer that the customer was previously doing for themselves.

If you can more closely ingrain your company with your customer in these difficult times, you'll become more important to that customer, and you'll enjoy a growing portion of their business when the economy turns around. lt is a rare opportunity.

3. Your compelilors may be cutting back.

A lot of companies are reducing their staff right now. They do so to reduce their costs so that they can survive in a difficult economy. That can open up an incredible opportunity for you to prosper in the long run. For

( Please turn to page 5 I )

H ardwood solutions for cos t-conscious cus tomers

l\TO ONE would argue that homeI \ owners and builders aren't drawn to hardwood. Their beauty is unmistakable. Yet perceptions about high costs often dampen enthusiasm. It's here that dealers need to step in with creative solutions to make hardwood projects affordable.

Many customers are attracted to the look of cheny, maple and walnut, yet nervous about price. To overcome this anxiety, dealers should suggest alternative species and the use of finishes.

Hardwood floors

don't need to be 100% oak or maple; a skillful mix delivers a signature look.

Many lighter hued, close-grained hardwoods can be stained to resemble their more expensive hardwood cousins.

Oak is also a great solution; it's abundant and affordable. and can be used in millwork applications such as crown mouldings, recessed ceiling panels, and door and window trim.

Another strategy for allaying fears is to suggest mixing and matching different hardwoods.

Hardwood floors, for example, don't need to be lOOTo oak or maple. A skillful mix of one or more species delivers a signature look that gives each floor its own identity.

With this method, the grain patterns and colors of each hardwood species not only add visual interest, but allow builders to mix woods at different price points, lowering the overall project cost.

In addition to floors, this strategy

also works with railings, wainscoting and other millwork applications.

Although the "clearest" grades are often the most sought after and the most expensive, they are not necessarily the best choice for a particular job.

In many cases the natural streaks, swirls and knots of other grades offer attractive natural signatures for cabinets, floors and built-ins.

Lower-grade hardwoods are the best choice for cabinet sides and interior shelves that are not visible, and for wood that will be painted.

Another economical approach to hardwood is plain-sawn lumber. This method produces the "flame shaped" or "cathedral" grain that is chtuacteristic of most hardwood floorins and

millwork, without the high cost.

Custom crown moulding and millwork is always popular, and having stock mouldings is one way to satisfy budget tastes. Custom looks can be achieved by joining several complementary stock profiles to create a unique product.

On an elaborate crown moulding, for example, this "stacking" strategy can save several thousand dollars. With more than 350 standard profiles, there are endless moulding combinations.

To further save your customers money, stock abundant species like poplar and sell it with a cherry or walnut finish. This can reduce materials costs by tp to 6OVo.

HARDWOOD PLAYBOOK: Dealers with difficulty selling hardwoods to budget customers

trv creative recommendations like olainsawn lumber and wood stains.

ll-\ LAZING has emerged as the \findustry's most important stopgap measure as new studies indicate that windows account for nearly 30Vo of the year-round energy consumed in a typical house.

The introduction of no-metal, warm edge spacers (the seal that joins two panes of glass that creates insulating glass), have helped stabilize the temperature differential between the warmer part of the glass in the middle and the cooler edses. The variance

Window cturers glazing ements

By Ralph Pfeiffer Crestline Windows & Doors

aluminum or stainless steel and are excellent conductors of heat and cold. Often, temperature differential can be so great that it stresses and cracks the windows. The spacers, along with Low E' glass, help manufacturers meet Energy Star guidelines.

Low E' glass improves the energy efficiency of standard insulating glass by coating the inside surface of the exterior pane with microscopicallythin, optically transparent layer of sliver and antireflective metal oxide. This coating selectively filters the sun's energy in the summer and reduces heat loss in the winter.

can sometimes cause condensation on the inside glass.

Condensation occurs on the inside of glass because of high humidity inside the house, particularly during colder periods. Even airtight homes, which seal in warmth and air conditioning, trap moist air.

Condensation on the inside of windows indicates a home has excessive humidity rather than faulty windows or seals.

Spacers are typically comprised of

Low E2 glass

is invisible to the eye and is permanently sealed inside the window unit.

Low E' glass also helps minimize sun damage and the fading of window treatments, carpeting and furnishing by blocking infrared and ultraviolet rays while permitting nearly all visible sunlight into the room.

Low E'glass coating is invisible to the eye and is permanently sealed inside the window unit. No special handling is required.

In addition to glazing, another tactic for slowing heat transfer through glass is to have the airspace between the panes filled with argon gas.

Low E'windows filled with argon gas perform 1047o better than noncoated, air filled insulating glass in some situations.

FADING lS HISTORY: Low E' glass is manufactured with antireflective metal oxide that lilters out UV rays and cuts down on sun damage to carpeting and furnishings.

GLAZING windows can improve energy efficiency by up to 30/". Crestline, with its SmaftR glass, is one of several manufacturers tacklino this measure with Low E'olass.

The Largesf Foresf Producfs Terminal in Southern California

FFGC terminal division ofl'ers full service break-bulk forest products/ building materials handling & storage at Bcrths T-122 & T-125 port ofLong Beach, Ca.

l6 acres of fully paved outside storage and three covered warehouses.

. 600 feet of berth face with ,10' or l2 rneter draftaccommodates vessels to 750 f'eet or 229 meters.

. New 80'x300' fully enclosed storage building.

Barge discharge notch fbr ocean going barges fbr easy pass to storage.

. Rail service and UP-PIusOne Reload Progranr.

. Container dryage and stripping services within the overweight corridor.

Computerized inventory tracking of mixed products.

Bonded cargo area movements to Mexico and offshore destinations.

Tearl:

lrrHr:lr

Mead Clark Lurn;ber Co., Santa Rosa, Ca., has acquired 11 acres in Healdsburg, C8., frorn Capital Lumber Co., where it plans to manufacture engineered roof and floor trusses

Grove Lumber, Ontario, Ca., has opened a second yard in Romoland, Ca. ...

Dunn Lumber Co., Seattle, Wa., has acquired Logan Lumber Co.'s Normandy Park, Wa., location

Ashby Lumber has moved its Pleasant Hill, Ca., operation to a new S-acre yard and retail compound in Concord, Ca.

Channel Lumber is looking to open a 182.000-sq, ft. yard in Fairfield, Ca.

Ganahl Lumber Co. is remodeling its Laguna Beach, Ca., yard ,..

Valley Best-Way Building Supp/y, Spokane, Wa., has moved into a new 4,000-sq. ft. retail store and contractor service center a few blocks from the old location

White Cap Industries Inc., Costa Mesa, Ca., has completed the acquisition of Kel-Welco Distributing Inc., with nine prooriented branches in Colorado, Nebraska. Iowa. Missouri and Arkansas

Home Depot this month opens a new home center in Provo, Ut.,

FAX usyour news!

Have a notice of your recent expansion, promotions or other company changes published in the next issue of The Merchant Magazine Just Fax your news to 949-852-0231.

(a free sevice)

and early next month will open a 112,000-square-foot store on 11 acres in Tumwater, Wa.

Home Depot has submitted plans for a second Moreno Valley, Ca., store; agreed to buy 12 acres of land in Kapolei, Hi., to build a 135,000-sq. ft. store by year's end, and purchased the 17.8-acre site of a recently shuttered 180,000-sq. ft. Super',Kitia.rt in Oakland, Ca., for a 2fr44 opgning; l"owe's and WalMart reprtedly were also interestedin the site ...

Home Depot is considering sites in Palm Springs, Ca.; will coanchor an 820,000-sq. ft. shopping center in Mira Loma, Ca., and has selected a site in Ukiah, Ca.

Home Depot has enlisted Paving Stone Corp. to serve as an interlocking pavers installer for 15 stores in Oregon Depot has moved the management team of its Georgia Lighting subsidiary to its Expo Design Center division; as part of the shift, World Imports, the manufacturing and distribution arm of Georgia Lighting, will now be managed by Your "other" Warehouse

Lowe's Cos. opened a new store April 30 in Gilroy, Ca. (Rick Watson, store mgr.)

Lowe's is considering building a second home center in Roseville, Ca.; has begun construction on a 116,000-sq. ft store with 20,000sq. ft garden center in Roseburg, Or., and plans to move into the Nampa, Id., site vacated by Producers Supply Co-op's move to a new Napa facility

Lowe's is contemplating a ban that would prevent people under 21 from buying products that couldbe used as inhalants: Lowe's, Home Depot and Target are being sued by the JFK Center for Ciuil Rig&r, San Pedro, Ca.,

which alleges that the retailers are violating California law by selling to rninorsw household products that contain toluene, such as paints, resins and cleaners ...

Cathlamet Building Supply Inc., Cathlamet, Wa., is seeking $14,000 from the town, claiming a sidewalk replacement project in front of its store resulted in lost business revenue

Parr Lumber, Woodland, Wa., has been recognized as Business of the Quarter by the local Chamberof Commerce...

Wrorrsm:ns/tmurrcul:rs

Reliable Wholesale Lumber, Huntington Beach, Ca., has opened a new yard with a l5-acre railspur in downtown San Diego, Ca.; the yard complements Reliable's exisiting Carlsbad, Ca., sales office ...

Ridgewood Forest Products, Wilsonville, Or., has closed; operators Larry and Steve Buelna are now with MiIl Direct Sales

Rio Grande Forest Products Inc. will disassemble and auction off its Espanola, N.M., mill June 24 or June 25 if a buyer cannot be found...

Heppner Hardwoods, Azusa, Ca., has installed an Eco-Gate system in its planing mill and purchased a Weinig moulder ...

Mary's River Lumber Co., Corvallis. Or.. will close its Philomath, Or., sawmill the second week of July to install new machinery...

Louisiana- Pacific Corp., Portland, Or., will permanently shutter its Belgrade, Mt., stud mill after processing its remaining log inventories and shipping the last of its finished lumber ,.. L.P has

sold 48,000 acres of timberland in western Louisiana to Roy O. Martin Lumber Co., Alexandria, La., for $32.5 million and agreed to sell 43,500 acres in Southeast Texas to an undisclosed buyer for $30.5 million, anticipating a late October close

Canfor Corp. plans to build the world's largest mill by expanding its Houston, 8.C., facility; annual capacity is expected to increase from 450 ro 600 million bd. ft.

Sierra Pacific Industries, Redding, Ca., plans to convert some of the property at its Camino, Ca., mill to mixed-use development. ...

Pacific Lumber Co., Scotia, Ca., has sold 581 acres in Redway, Ca., for $2.5 million to the California State Parks with assistance from the Save-the-Redwoods League ...

Plum Creek Timber Co., Seattle, Wa.. has sold 1.700 acres in Swan Valley, Mt., to the Trust for Public Land for $8.7 million; the timberland alons Van Lake and the Swan

River will be managed by the Flathead National Forest ...

Weyerhaeuser Co., Federal Way, Wa., has completed the sale of its 104,000-acre Snoqualmie Tree Farm in western Washington to Huncctck Timber Resource Grouo for$185 million...

Shojin Lumber Co., Kailua (Kona), Hi., is seeking a 6-ft. and a 7-ft. hand-carved tiki stolen from its lumber warehouse

USG subsidiary United States Gypsum Co. has opened a 96,000sq. ft. plant in Glendale, Az., to manufacture joint compound and wall texture products

U.S. Plastic Lumber has sold its cornerboard business to lllinois Tbol Works for $8.2 million

Brite Manufacturing has acquired Ontario, Canada, plants Coventry Forest Products and South River Forest Products

Weaver City Forest Products, Weaver City, Or., is now stocking

kiln dried western red cedar and has become a member of the Western Red Cedar Association

Nu-Wood Co. is now offering its urethane millwork in 13 colors

New Web site: Metals USA Building Products, www.buildingproductsusa.com

Anniversaries: Higgins Hardwoods, San Francisco, Ca., 120th M.J. Murphy Lumber & Hardware, Carmel Valley, Ca., 99th ... Pacific Coast Building Products, Sacramento, Ca., 50th Seneca Sawmill Co., Eugene, Or., 50th ... M.K. Morse Co., 40th ... Merritt Brothers Lumber Co., Athol. Id.. 35th Waldron Forest Products, Fair Oaks, Ca.,25th ...

Housing starts in April (latest figures) dropped 6.8Vo to a seasonally adjusted annual rate of 1.748 million ... single family starts declined 3Vo to 1.356 million; multi-family (5 + units) were at a pace of 244,000 building permits rose l.2%o to an annual rate of 1.708 million.

Redwood

Westem Red Cedar

Clear K/D Douglas Fir

Redwood Fingerjoint

Westem Red Cedar

Fingerjoint

Douglas Fir

Fingerjoint

Timbers, all species Standards pattems

.ln-House Milling

l-'/'Acre Enclosed Warehouse

.6-Acre Facility

DeliveryAvailable

Tre

TREATED WOOD

Introducing the Newest and Most Technically Advanced Fire Protection System for Wood.

FirePRO'" brand interior flre retardant is the construction industry's newest generation and most advanced fire

, -::lroteltioa systetu for wood. The unique FirePro -,: chemisElr, developed by Osmose", is a patent pending ' formulatiot. FircPrc brand fire retardant treated wood

u;,,-"offers the best warranty in the business - 50 years for lugber and plyu.ood. FirePro brand fire treated lumber and plywood can be specified idence and offers the following key product values and perfomaAgp features:

. UL Clas:ified (FR-S Raretlt

*,rffiMf Independently Tested to Latest Industry Standards

Superior, High Temperature Strength Durability

. Exceptional Smoke Development Values

. 50-Year Limited Performance Warranty

. Corrosion Resistant

. Low llygroscopicity

Quality Monitored by Third Party

. Complies with National Building Codes

\lliorral l.arrrr Ii, (i:rr'<lrn Shos .l unr I l-12. lloscnrortl ( onrenlion ( t'nlet. ( lritrrlo. Il tfiSSt.ll6 0ll(r.

l-os \rrgt'lts Ilarrluoorl I-unrbe rrrrlrr's ('lub -.lune 12. clection rri.!rlrt. \llr!uic's I)Lrb. Srrnlrr lc Sprirrrl:. ( lL.: t.56lt9++ 97-54.

l,urrrbcr .\ssocialion ol ('alilirrnia .\ \erada -.lune 12. rrssoci lrtcr/tlclrlcr'r golI lriLrrrlrrttcnl. Iilrne ho Solltno (ioll ('rtttTse I'rrirl iclrl. ('ri.: r()16).16() 7501.

,\rchitectural \\ ooduork Instilule - .f unc l-l-lJ. lroirltl rrrccting. Irrrr on tlrc..\lrirttcrllr. Srrnlrr I'c. \.\1.: (701)731-0600.

\\'cstern Iluilding Shou (P('BC') -,f unc |7-20. N'loscortt' C'ontelcnee ('enter'. Sun Flunei:eo. (-u.: (fi(X)t 956 7-169.

\Iountain States I-umber & Iluilding \Iaterinl I)ealers

.\ssociation -,Junc 21. goll toulnanrcnt. Riverton (lountrr ClLrlr. Ri\ L-rton. \\-r : t30i t 7tli-035t1.

\\'estern Harduood .\ssociation - June 2l-2,1. lnuLral nreeting. Sunlir cl Resolt. SrLnlii cr'. Or-.: t-160 t 835- I 6(X).

\\'estern \\'ood Preserrers Institute - .lune 22-2,1. sunrrrcr rctleut. SklLnrrriniu [,rrtiSc. Stcr cnsorr. \\'a.: t-160) (r9] 99-58.

liorest l'roducts Societl .fune 22-25. I)oublc'flce Ilotel. IJcllcr Lrc. \\ rL.. r60li ) l-l I l.l() I

.\rchitectural \\'oorlrrork Institute - .f unc 27-211. estirrrrtirrg se nrinur. SrLlt [-rrkc ( itr. I t.: (70-] ) 7-l-l 06(X).

\\ c\lr:r'n llrrrlrlirrg \llrttr'rlrl \\\oerirlr)n - .irrrrt' lx. I ililtr! \\'cslcrrrr ( lrrb bolrrrl nrcclirtc. Sclrltlc- \\ra.:t.l(r0)9-1.1 .1051

'l e nrpe rate l"orcst l"ourtrlaliotr .f ulr 9-12. Intcur()untirill 'fcrLe hcr:' 'l'trur'. [-cu iston. Itl.: t-50.1 t -i7t) 676].

\\'cstcrn l{etl ('crlar Lurnbcr ,\ssociation - .f ul1' l(r-19. errrruul genclrl rlcctirtg. (ilrntl ()kluriLglut llcsotl & ('onlctcttcc

C'cnlcr. Kclonnri. Il.C.: (60-1 )6fi-l 0l(16.

l|lack llart Hoo-Hoo Club -.lulr lll. unnuul goll 1313Q. L,kieh. ('a.:t707t +61 .1700.

l,unrber ,\ssociation ol California & Nevada - Jull llJ-20. lttrl Cilolth \ulrllrer eontcrence. Lu Quinta llcsort & Club. t-a Quintii. Cl.: (t) I 6) 36t)-7-50 l.

North .{meric:rn \\'holesale Lumber Association - Jull' l9-2.1. u oocl nrarkctir.rg scurinar. \loscou Id.: (E00) 527-82.58.

\\'estern Building llaterial .\ssociation - ,lul-v 211-22. nrid-r'ear con.ruritt.'c nrccting:. S unri r cr. Or. : ( 160 t 913-10-5-+.

Nlountain States Lumber & Iluilding Nlaterial Dealers Association - .f ul1 21. golf toLrlnunrent. The Iiunch Goll Club. \\'L'\tlri n\1ef (-o. : t j0j t 7t-)i-085i).

Ienrpcratc Iiorest Iioundation JulS 23-26. Wcstcln C'unltlian 'l cue hcrs' ToLrr. \'llncorrrcr'. B.(-.: (50.1 ) 579-6761.

llNl.\ -,f ulr 30-Aug. l. nrelkcl. Bultinrore. \'ld.: l8(r-1) llJ | 1631. lrttcrnalionirl \\'oodrr orking I"air -,lulr' -ll -,\rrH. J. Anahcirn ('orrr cntion ('cntcr. .\nultcinr. ('a.. tli00 t 7.51 6-l I l.

(503) 431-5450. F-a-r (888) TSO-II/OOD PO. Box 75 McMinnville. OR 97128

l.urnber.\ssocialion ol (lalilirrniu ct Nevada - Aus.7-10. boulrl nrcctinl. [iLrr-ckl. ('1.: (i)I6).]69 750 1. \\'indol ct I)oor \larrul:rcturers ,\ssociation i\ug. 9-12. sLrrl rtte l rrcctirtg. Silrcltkr Rc:or'l. \upa. ('4.: l8(X)t lll l-101. \iational Harduare Shor -,\ug. l0-12. \{cC'orrnick I)lacc. ('hicaso. Il.: tfi-17 t (r05 I015.

\\'ood \loulding & \lilluork Producers r\ssoci:ttion Aug. l3-l(r. :cnri-annuul nrccting. Linrplcss Hotcl. Vicloriu. B.('.: (fi(X)) .550-7iltt).

Black Bart Hoo-Hoo Club - Aug. 22. tnlp shoot. Hat'uood Proc[rcts. Bransconrb. Ca.: t707 t ]61--1700.

Satin Bgad rM Premium wood Panets

Attractive and versatile, SatinBead makes a distinctive statement in the home or in a wide anay of commercial applications. Whether transforming an overlooked or unsightly zuea or beautifying a bare space, SatinBead is the ideal and affordable choice.

SatinBead's clean, natural look complements nearly any decor. A finely crafted, all-wood product, SatinBead creates the appearance of costly prefinished paneling, for a lot less. And it's ideal for do-it-yourself projects-the panels are ready to paint or stain. Paint and stain glide on smoothly and evenly. And when it's time for a change, simply repaint or re-stain for an all-new look.

Clean, unblemished, one-piece faces

Uniform in grain and color, with no unsightly wood patches or "blue stain" discoloration

Double-sanded southern yellow pine

Crafted with care in the USA

Readily available in classic 1.6" on center width, or upon request in classic 3.2" on center width

A snap to install, thanks to the smooth-fitting "shiplap" edges

. The 4'x8' beaded panels create a rich, seamless effect

ioti n news

Western Building Material Association has set its mid-year meeting for July 20-22 in Sunriver, Or. Board of directors, insurance trust, strategic planning and executive committees will meet.

Mountain States Lumber & Building Material Dealers Association is gearing up for its summer golf tournaments.

New Mexico dealers were set to hit the links June 5 at Eagle Isleta Golf Course, Albuquerque, followed by

Wyoming golf June 2l at the Riverton Country Club, Riverton, and Colorado W.O.O.D. Inc. golf July 2l at The Ranch Golf Club, Westminster, and Colorado Western Slope golf Sept. 12 at Rifle Creek Golf Course, Rifle.

Lumber Association of California & Nevada's 2nd Growth will host its annual summer conference July l8-20 at the La Quinta Resort & Club, La Quinta, Ca.

Tom Ethen has joined LACN as the association's new legislative director.

Kiwis Lure U.S. Timber Firms

Weyerhaeuser Co., Federal Way, Wa., and environmentalists have found common ground in a most unlikely place-New Zealand.

The land that was once known for its sheep farms (and kiwis of course) is fast becoming a profitable locale for tree farms. Here, Weyerhaeuser has found it can harvest trees in ways unheard of in the U.S., and with the approval of local environmentalists.

The arrangement stems from a l99l deal that environmentalists cut with the timber industry: if loggers stay out of old growth forests, then they would drop most objections to cutting practices on tree farms.

This led to a flood of companies such as International Paper, Weyco and most recently, Rayonier Inc., to set up farms of mostly Monterey pine on once-denuded sheep ranches.

Environmentalists don't object to the farms being planted on the overgrazed land because as local environmentalist Guy Salmon said, "it's bit like a wheat field, you know."

Although there are some restrictions, firms can clear cut tree farms in a way impossible in the U.S. Domestically, for instance, loggers must leave trees standing in large buffers between clear cuts of certain maximum size. In New Zealand there are no such regulations.

Firms have also found that Monterey pine, known locally as radiata, grows twice as fast as in California, benefiting from rich soil and a moist and moderate climate.

The intensity of the growth, coupled with low labor costs and proximity to markets in Asia, has made the country a haven for the timber industry. Forestry exports hit $2 billion last year.

Depot Reviews Safety Policies After Fatality

Home Depot is reviewing company safety procedures in the window and door departments at all its stores following the death of a 6-year-old boy at its Phan. Tx.. home center.

Ivan SanMiguel was with his father and stepbrother May 2 when he was struck by large patio doors that fell from a pallet overhead. He was pronounced dead on arrival at a nearby hospital.

Police are investigating the accident to determine if any criminal charges should be filed. "Home Depot has a lot of explaining to do about that child's death," said Homer Vasquez of the County District Attorney's Office. "We want to see if anyone was criminally negligent."

An unidentified manager told the local newspaper that on the night of the accident, a worker had moved the pallet from a shelf to the floor, then removed the packaging that held the doors upright to get a door for a customer. According to the source, the employee allegedly left the pallet unattended without securing the remaining doors, which later fell on the boy.

The manager claimed Home Depot

promptly issued a new policy requiring removal of all doors and windows from pallets if the packaging is removed and posting of instructions on all four sides of affected packages.

LP May Move Oregon HQ

Louisiana-Pacific Corp., Portland, Or., is in the early stages of considering moving its headquarters out of state as it reorganizes administrative offices to cut costs. LP's top executive said last month.

An executive group led by LP's chairman and c.e.o., Mark A. Suwyn, is studying how to reorganize the company's six administrative and sales offices, including its Portland headquarters.

A conclusion to the study is not expected until late July, Suwyn said at the company's recent shareholders meeting.

He also added that the company wants to reduce corporate travel expenses and bring together employees whose work demands face-to-face interaction. The plans would involve closing some offices to consolidate operations.

"Too much of my people's time is spent in airports and away from their families," Suwyn said.

LP has 7,900 employees companywide, including 190 in the Portland area, mostly at the headquarters.

AFPA Adopts Treated Council

American Forest & Paper Association is taking over the Treated Wood Council to continue the legislative and regulatory functions of the American Wood Preservers Institute.

AF&PA will manage the TWC as a separate organization. During a May l4 meeting in Washington, D.C., wood preservative manufacturers, treaters and lumber producers approved a new set of by-laws for the organization and a budget for the remainder of 2003 and 2004. A search also is underway for an executive director, assistant and, if needed, a communications firm.

The TWC will initially focus on state and federal regulatory issues, communication with members and media response, covering all aspects of treated wood.

Southern Pine Council will fund $200,000 in 2003 as the wood producers' portion ofthe total budget.

IMPORTED HARDWOOD LUMBER SPEGIALISTS

Rough & Ready Gets Ready

Rough & Ready Lumber, Cave Junction, Or., reopened June 2 after a brief restructuring period.

Rough & Ready said it will now focus on "processing medium-to-large logs in a ratio evenly split between Doug Fir, ponderosa pine and sugar pine," according to a company statement.

In addition, the company plans to center its capabilities around "high quality cuttings and factory lumber processed from our large log sawmill."

During the shutdown, Rough & Ready trimmed its staff, but says that a core nucleus was retained.

Plum Creek Cut Public Trees

Plum Creek Timber Co. was found guilty last month of illegally cutting trees and building short segments of roads on sections of Idaho's Clearwater National Forest without permission.

The Seattle, Wa.-based firm appeared before a federal judge May 20 in Coeur d'Alene, Id., to answer nine citations for violations between 1999 and 2001.

"We are prepared to cooperate fully

with the Forest Service and get all the citations resolved as quickly as possible," said Plum Creek's Bob Jersa.

Plum Creek owns more than 50 one-sq.-mile sections that form a checkerboard pattern with U.S. Forest Service land. According to the citations, Plum Creek loggers strayed over the property line in some places, cutting publicly owned trees.

Clearwater forest supervisor Larry Dawson said over-cutting "is something that we take very seriously."

In the past Plum Creek and the Forest Service have occasionally discussed trading or selling some Idaho land to eliminate the checkerboard land ownership. However, no such talks are currently under way.

This is not the first time that close proximity has caused the two parties difficulties. In 2000, two fires allegedly started by logging equipment on Plum Creek lands spread to Clearwater, burning more than 5,000 acres.

The Forest Service recently charged the company $ll million for its firefighting efforts. Plum Creek denied it was liable since the logging was done by independent contractors.

Analysts expect the dispute to end up in court.

Lanoga Acquires Dixieline

Lanoga Corp., Redmond, Wa., reached an agreement in principle to acquire the assets of l0-unit dealer Dixieline Lumber Co., San Diego, Ca.

Dixieline's management will remain in place, with Bill Cowling retaining his post as president and c.e.o.

"We are very excited about having Dixieline join our Lanoga team. Bill Cowling has developed and operated some of the finest lumberyards in the country for many years," said Lanoga c.e.o. Paul Hylbert.

Dixieline will become Lanoga's fifth division; it currently operates Lumbermen's Building Centers in the Pacific Northwest, Home Lumber in Colorado, Spenard Builders Supply in Alaska, and United Building Centers in the Midwest.

In addition to l0 lumberyards, 90year-old Dixieline also operates a truss plant/lumber DC, a remanufacturing facility, a door, bath and hardware showroom, and two door and window showrooms in the San Diego area and an 8-acre lumber dock facility on Oregon's Columbia River.

The transaction was expected to be finalized June 2.

$ofrwaru That Geb You Thete.

One thing about your'If firture is clear * the safest and fastest way to get there iB with DMSi as your software partner

DMSi softrivare for the buildingproduct distributing indus ry.integrates core financialtfl*$et **-ug"rn"ot, por"tu*irrg aales, distribution/ logietice. sewice management and e'businesg frrnctions in a way that makes the most s€nse for you So, you're running on eoftware that fits your businesc the minute you hit S€ road'. ll;, ,:

Far deeades, w€'ve provided forthe future of our 280 satisfied customers.

Are you readf?

Terry Lumber Gets Busy In L.A.

After more than five decades in business, Terry Lumber, Mission Hills, Ca., has made a host of moves just prior to the unveiling of its new company name.

Soon the Terry Lumber name will be no more, replaced by Stock Building Supply.

Although Terry has been owned by Stock Building Supply since January 2000, the parent company has been gradually phasing in the Stock name at its approximately 225 locations in 24 states.

This past spring Terry held a grand opening at Stock Window & Door in Signal Hill (Long Beach), Ca., which is the first location to use the Stock name.

The new location opened for business last fall and features a meeting area where contractors can sit down with customers. Darren Simpson is the store supervisor.

The company also moved Robarts Commercial Door to Arleta, Ca., after 20 years in Sun Valley, Ca. The new facility is more modern, according to

manager Melisa Mitchell.

Other recent Teny highlights: Tarzana Sash & Door has relocated from Tarzana to Van Nuys, Ca., . the Santa Clarita, Ca., merchandising warehouse is being moved to Lancaster, Ca., a new framing hardware operation is set to open in Santa Clarita, and the company is close to signing an agreement to expand its lumber and window/door business into the Santa Barbara, Ca., market.

This past February, Terry Lumber moved its long-time headquarters in Tarzana to Mission Hills. after the Los Angeles Metropolitan Transit Authority indicated it would build a express busway by its property.

Weyco Sells Timberlands

Weyerhaeuser Co. has agreed to sell 172,000 acres of North and South Carolina timberland it acquired when it bought Willamette Industries in 200t.

The deal includes all 50,000 acres of Weyerhaeuser's holdings in South Carolina and less than 207o of its 675,000 acres in North Carolina. The company deemed the land of little strategic value and designated it for sale as soon as it acquired Willamette.

The company is also trying to sell 172,000 acres in Tennessee.

Overall, Weyerhaeuser owns 7.5 million acres in the U.S. and manases 50 million acres.

Fontana Treater Adds FRTW

Fontana Wood Preserving, Fontana, Ca., has begun manufacturing DBlaze fire retardant wood products.

The fire retardant wood is used for interior construction applications requiring fire-resistant materials.

Fontana Wood Preserving, and its sales agent, Fontana Wholesale Lumber Co., currently supply treated wood products to 150 wood product companies across Southern California.

"D-Blaze is an exciting addition to our existing lineof CCA and TimberSaver PT borate treated products," said Craig Larson, general manager of Fontana Wood Preserving.

In thefall, Fontana Wood Preserving plans to add ACQ Preserve to its product line.

Grown Pacific Sells Wholesale Divisions

Crown Pacific Partners, L.P., Portland, Or., has sold its wholesale operations and warned that it may file for Chapter I I bankruptcy protection depending on the success of ongoing negotiations with its lenders.

The warning came after the forest products firm announced its tenth consecutive quarterly loss.

Crown Pacific sold the assets of Cheshire Lumber/Sales, Albuquerque, N.M., to J.M. Thomas Forest Products, Ogden, Ut. J.M. Thomas also has a DC in Salt Lake City, Ut., and last month moved into a new l3acre facility in Boise. Id.

At the same time, Crown Pacific sold the assets of Crown Pacific Wholesale to Seneca Sawmill Co., Eugene, Or. The renamed Seneca Wholesale Co. operates as an independent division of Seneca Sawmill Co. Its primary focus will continue to be wholesale distribution. remanufacturing and wholesale direct sales.

The main wholesale office will remain at its Valley River location in Eugene and will continue to operate satellite offices in Cameron Park and

Tustin, Ca.; Glendale, Az., and Ogden, Ut. The wholesale company will be managed by Bob Brass, with Mike Thelen as sales manager.

Terri Adair and Mark Dippel will continue to manage Seneca's mill sales out of the mill offices in Eugene.

Unaffected are Crown Pacific's

retail yards in Arizona and Nevada, its thousands of acres of timberland in the North Cascades, and its three mills in Washington and one in Oregon. Due to depressed lumber prices, the mills temporarily closed in late April. The Port Angeles, Wa., facility reopened two weeks later, the Marysville, Wa., mill three weeks later.

USFS Protects Lumber Firms,Workers Say

Five U.S. Forest Service workers are claiming that their timber theft unit was abolished to protect lumber companies from prosecution.

The whistleblowers will make their case this month before a federal administrative law judge at the Merit Systems Protection Board, charging that their 16-member division was disbanded in 1995 after they began investigating alleged Forest Service cover-ups of corporate timber theft.

They claim that companies were clear-cutting healthy, old-growth trees under the pretext of salvage programs that, in theory, were to thin out diseased or dead timber. The workers

further allege that they were prevented from doing their job, ordered to relocate and sometimes harassed.

The Forest Service claims the unit was eliminated because it wasn't the most efficient way to protect trees from theft.

Right now, law enforcement officers attend timber harvest planning meetings and review contracts. Each year a few lumber companies are permanently barred from bidding on contracts because they violated harvest regulations.

"The big theft is occurring. not with a chain saw, but with a pencil," said Jim Keefer, a retired Forest

& t[g$,gE$

Serving 14 States with 12 distribution centers and 2 manufacturing locations in the Western States.

Specializing in Lumbers, Hardwoods, Doors, Millwork, Paneling, Mouldings and many other quality building materials.

Doors: Hardwood

Simpson Plywood:

Jeld-Wen Columbia

Masonite Timber products

Lemieux Snow Cap

Trinity Mt. Baker

Sunrise Sates

Woodgrain Roseburg

Mouldine: Adhesives:

Brightwood Dolken Woodtape

American Dorus Adhesives

Franklin Glues

Overlaid Panels: Roseburg Patrick lnc. Panolam LTI

Service employee who served on the task force.

To date, those alleging the coverup have not offered specific examples of wrongdoing.

The timber theft unit was established by Congress in l99l to investigate criminal theft of trees by the timber industry and fraudulent underpayments estimated at up to $100 million annually for lawful harvests. It was part of a larger Forest Service effort to stop all types of timber theft in national forests.

The task force was responsible for California, Oregon, Washington and Alaska and had an annual budget of $3.4 million. Each year the task forces brought in nearly that amount in fines from lumber companies.

"The federal government shifted from enforcing environmental laws against massive corporations clearcutting the forests and instead chose to concentrate on people cutting firewood or Christmas trees," said Tom Devine, a lawyer representing one of the workers.

Power Tool Demand Perks Up

Worldwide demand for power tools is projected to increase nearly 67o a lear to $27.3 billion in 2007, according to a new Freedonia Group study.

Advances will benefit from increasing construction and consumer spending, as well as rising demand for cordless models.

Electric tools (plug-in and cordless) dominate world demand, comprising nearly three-fourths of power

tool sales in 2002. Electric tools, most notably hand drills, are expected to remain the leading type of power tool due to their frequent use in both consumer and pro applications.

Second Life For Eel River

Newly acquired Eel River Sawmills hopes to restart Mill A in Fortuna, Ca., in July. Logs were scheduled to begin arriving at the site by mid-June.

The Eel River Acquisition Corp., a group of Nevada investors, had been trying to buy the company, on and off, for several years, before finally acquiring its main mill. The group is

still negotiating to buy Eel River's three other shuttered mills, Fairhaven power plant, and remaining timberland. Transactions are subject to shareholder approval by shareholders, in particular the Mclean Trust, which owns a majority of the stock.

Eel River Sawmills president Dennis Scott said Mill A will initially run a single shift and employ 50 to 70 workers. They have so far received hundreds of applications from prospective employees.

Eel River Sawmills' office has relocated into another part of the mill and new management has begun moving in.

Headwaters Deal Remains Under Fire

A visiting Superior Court judge has ruled that two California state agencies abused their discretion in submitting findings about the environmental impact of the 1999 Headwaters Forest deal involving Pacific Lumber Co. The tentative ruling last month by

Palco Wants Writer's Notes

Pacific Lumber Co., Scotia, Ca., wants a reporter's notes and unpublished photos taken during coverage of tree sitters on company land.

The firm issued a subpoena deposition to The North Coast Journal asking for notes and other materials obtained by reporter Andrew Edwards. The Journal's publisher, Judy Hodgson, refused the company's request.

According to the California Newspaper Publishers Association, a reporter's unpublished notes and other material are protected under the California Shield Law.

The action stems from the March 6 edition of the weekly, in which Edwards described his visit with

Judge John Golden could block Pacific Lumber's logging plan for the company's 2l1,000 acres of redwoods along California's north coast.

The ruling stated that Palco's logging plans should be nullified because a "sustained yield plan" provided by

tree-sitters in Freshwater.. Ca.. a week prior to Palco's forced removal of tree sitters.

Hodgson stated that leading up to the article, Palco had refused all requests for interviews with the Journal. "To me it was more compelling to be able to tell the story of what it's like up there and also the dangers everyone faces by sending up a reporter," Hodgson said.

Hodgson acknowledged that a freelance reporter had in the past trespassed on Palco land to research for a story.

"Of course it's trespassing. And I'm concerned," Hodgson said, "but we're here trying to coyer a story that was getting increasingly contentious."

the California Department of Forestry was not written clearly enough for critical public review nor submitted in a legal manner.

The judge also ruled that the state Department of Fish and Game did not accurately measure the plan's impact on endangered species when issuing permits.

Judge Golden stated that former state forestry director Richard Wilson did not adhere to state rules when he approved the forest plan.

"(Pacific Lumber's) ability to proceed with logging under state law is in question," said Sharon Duggan, an environmental attorney involved in the suit. She claimed that Pacific Lumber has been logging for four years without the mandatory long-term plan.

Pacific Lumber president Robert Manne said the company was evaluating the ruling.

"It is impossible to speculate on the effects of this decision; however, they could clearly have a significant impact," Manne said. "We will continue to implement the stringent environmental protections required under (the plan) and continue to harvest on a sustainable basis while these matters are resolved in the courts."

Thanks for delivering, Swanson!

Swanson Group knows Doug and Hem 6r.'We know how to deliver what you need on spec, on market and on time. Call to order dimension, studs or plywood. AII your building needs at one place.

@tru[uc

Loss ',,'ork qnd rnore life. Thcrt's whcrt i'cur r:ustorle:rs,,'.t,; Ancl tlrey'11 orvc rl crlL to you.'f irnberT,-cir Dcc--king1 .rLrtpe:1

ir-or:crrrsc it's precrsion --rLlJrrte,.crod lo ho-ie ol1 tle beoLrli' So instoli 'l'inrberTech Dcckrng or 91.,'e fotr-i,'ortrLtLg.

To bocomc crn Fllite Contrcrc--lor or for mot,- i:-rfoLt:.tottcrL rsit',..-,n-r.timbert-och.com or coLl I 800 307 7780.

-qct f r-om cr'l'irnberT-ocli Dcck. rr rrrs .,vood crnd inlcnor composites t ..a o \\1tl- r'. ,nt' ]

.n TrmberTech Corrrposrt-o De-.r:kLng,J,

onols

Jeff Howard has been promoted to division mgr. at Capital Lumber Co., Healdsburg, Ca. He assumes the position July l. Geoff Watts, ex-Crown Pacific, is new to I-joists and EWP sales at the company's Albuquerque, N.M., division.

Michael Jeffers has joined the sales team at Swan Secure Products, Portland, Or.

Mike Bonde has joined the sales/marketing department at Heppner Hardwoods. Azusa. Ca.

Joe Petree, ex-Weyerhaeuser Co., is the new Northwest operations and purchasing mgr. for Welco Lumber Distribution, Shelton, Wa.

Mark Ernsberger, mgr., Terry Lumber, Mission Hills, Ca., has been transferred to the Los Angeles, Ca., yard. Other manager moves: Russell Mullin from Los Angeles to Burbank, Ca.; Oscar Laddaga from Burbank to Northridge, Ca.; Steve Kahlenberg from Los Angeles Sash & Door, Los Angeles, to Camarillo, Ca.; Owen Nostrant from Palmdale. Ca.. to Mar Vista, Ca., and Bert Weber from Mission Hills to Palmdale.

Jim Ballin, Columbia Forest Products, Portland, Or., has been elected president of the International Wood Products Association.

Now offering National Coverage

of LBM Dealers and Wholesalers in all50 States

Jim McKellar has been named executive v.p. of the new Los Angeles, Ca., branch office for building products advertising and public relations firm Purdie Rogers, Seattle, Wa.

Byron Jennings is new to the industrial team at Buckeye Pacific Corp., Portland, Or. Matthew Battarbee is a new southern yellow pine specialist.

Sandra Lepore, ex-Black & Decker Corp., has joined Custom Building Products, Seal Beach, Ca., as assistant product mgr. for the company's C-Cure and Jamo product lines.

Jim O'Grady, ex-Hope Lumber & Supply, has rejoined Wickes Inc. as president and c.e.o.

John Trani plans to retire Dec. 3l as chairman and c.e.o. of Stanley Works.

Bob Whitman is retiring as president of Home Depot's Expo Design Centers. Annette Verschuren, president, Home Depot Canada, will serve as interim president of the division.

Stephen, Sheldon, Scott, Shane and Shannon Steed, owners, Skyline Forest Resources, Escalante, Ut., were recently awarded the 2003 Small Business Persons of the Year Award by the U.S. Small B usiness Administration.

Since its inception in 1982, The Merchant Magazine's sister publication, Building Products Digest, has reached all LBM dealers and wholesalers in the Southeastern U.S. Beginning with the ll;Jy 2003 isste, Building Products Digest's circulation will expand to also reach the Midwest and the Northeast. Although advertising rates will remain the same, the Digest's circulation will grow by approximately 50o/o to 16,000 readers East of the Rockies.

Combined with The Merchant's coverage of the 13 Western states, advertisers can now reach a national audience of more than 20,000 dealers and wholesalers.

For more information, contact Chuck Casey or Alan Oakes at (949) 852-1990.

Olna Newlan, retail sales mgr., Franklin Building Supply, Jerome, Id., was recently honored by the company for 30 years of service.

Michael Lupo has been named president and c.e.o. of Huttig Building Products Inc. He had been serving as interim president and c.e.o. since March, following the resignation of Barry Kulpa.

Shannon MacGregor has joined the Construction Specifications Institute as director of finance.

Scott C. Conklin, Universal Forest Products, has been elected 2nd v.p. of the American Wood-Preservers' Association. Wayne P. Ryland, International-Paper, is treasurer. Randy Deweese, Thomasson Lumber Co., has been elected to the executive committee along with G. Paul Merrick, Trus Joist.

George J. Harad, chairman and c.e.o., Boise, Boise, Id., and John Faraci, president, International Paper, were among the speakers at the recent llth Annual Cyclicals and Specialty Materials Forum hosted by Goldman Sachs in New York City.

Bob Bosworth has been promoted to national dealer sales mgr. for Toyota Material Handling, U.S.A., Irvine, Ca. Brett Wood is now national product planning & marketing services mgr.; Jim McManus, v.p.-sales & dealer development/market representation. and Bill Porento. v.p.-service. parts, training & customer satisfaction.

Mike Palmer. sales. Waldron Forest Products, Fair Oaks, Ca., married Elizabeth Kevan May l0 in Grants Pass, Or. El Louise Waldron, owner, recently returned from a vacation in Kauai, Hi., with her husband.

Berle Wood is new to the hardwood department at Mungus-Fungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus.

New Marking System Aids Roofing Shingle Producer

Producing roofing shingles in 30 different colors, getting them into the right bundles, marking them clearly without errors, and moving them out to national retail outlets like Home Depot is not a simple operation.

When GAF Materials Corp. decided last year to move from its post-production bundle hand-stacking operation to prepare shingles for shipment-modernizing the whole system by changing over to shrink-wrap bundle palletiz-

ing-it rapidly concluded that one of the key elements in the process was an updated marking system. Because it had been using Matthews International's older ink-jet marking equipment to mark the heavy gauge Kraft paper holding the shingles, it turned to Matthews again to determine how it would make the switch to effective marking of the polyethylene shrinkwrapped bundles.

After the changes occurred, five key benefits emerged: improved marking legibility, elimination of human errors in coding, 67o increase in processing speed, lower labor time, and easier maintenance.

There was no question that printing clearly on plastic was a challenge, especially since even the previous system had needed some improvements. Smudging was the problem.

"But newer technology in Matthews equipment could solve that," said David Ortiz, shingle line supervisor at the lead plant in Fontana, Ca., one of several across the U.S. "What we needed was a system that could eliminate human error."

He explained that under the former system, when the wrong code was used on the bundled shingles, "the next person to see the mistake was the forklift driver, but that was after 30 minutes when 15 pallets had gone by. That was a loss of time and money, and because of this plus other inefficiencies, we decided to change over to the new plastic shrinkwrap system and superior marking system.

"Also, when we made a color change of bundled shin(Please turn to page j6)

SWITCHING to a modernized product handling and marking system for its multi{aceted line of roofing shingles has increased plant throughput, marking legibility and eliminated coding errors at GAF Material's Fontana, Ca., plant.

Using Direct Connect" to instantty contact your crew can hetp solve problems quicker. And could lead to unusuatty high levels of customer satisfaction.

In your busines. you need instailt mnbct wih pur field. So. get 0irect Connecf lhe digitd walkie.Hkie

teature that now wo*s from coast t0 coast. lfs a powerful com$lnicalions 100[ lhat lets you get the job done in real time. Solving probtems as lhey happen. And it's only from ilextel, dedicated tor over len years to improving Sre quality of communication for you and your crew. io take advantage of llextel's wireless solutions. call l-0ll-576-6]26 or visit nqbil"com/comtudion.

IIG is&r Wlll ll8lllL illlENW f,rlr([-TrusE ruF mwtg l|0ttt fio UTA ctPlSLmEs. sp$HcallY DEil€ilB Fm 6EIIn8 ru $8 00ru.

5,5fl) Direct Connect Minutes

5,5(X) Night & Weekend Minutes

1,000 Anvtime Cellular Minutes TtmT-b-CTMJnutes

PLUS UNUMmD NatioMide Long Didance UNLIMITED Twoway Messaging

Marking System Aids Roof Producer

(Continued from page 34) gles, it would take too long to make the conversion," Ortiz said. "On the older system, this involved changing the print heads. With the new Matthews R4 Controller and EasySelect software, the color change can be made before three bundles pass by. Today we've done in one minute what used to take three."

The new software feature enhances the Matthews coders, allowing GAF to scan printed bar codes quickly and to select messages remotely on the production line; also reducing errors in message selection and cutting product changeover time.

"The time to make the color change mark on the bundles was shortened-and besides, we've eliminated the old problem of misidentifying the bundles," Ortiz added.

Marked on opposite ends of the bundled shingles are three elements: color, a plant code and manufacturing site.

"With the old paper system, we often couldn't clearly read those markings," Ortiz said. "As we say, 'We're not satisfied if this data can't be read beyond 5 feet.' Today, that's all solved, even marking a more difficult surfaceplastic."

The Jet-A-Mark R4 Controller is rack-mounted and allows GAF to configure its own large character marking, mainly by virtue of the multiple, l6 drop-on-demand valve printheads which are easily cleaned for color changeover. One button controls the cleaning of four printheads at a time, when previously each head had to be cleaned individually. A remote keyboard controls the whole marking operation.

John Hogue, application support manager at Matthews, said, "We took the GAF message library, made it consistent and put it into a self-restoring program, so that if they need to expand the printing system, it's easier to do."

Another improvement in the marking process is the use of fast-drying specially formulated inks, which permit the palletizing of bundles directly after printing. In addition, by having a printing system "all in one box," said Ortiz, maintenance is much simpler.

Windows And Doors Looking Up

U.S. window and door demand is projected to increase 4.9Vo a year through 2007 to $31 billion, according to a new Freedonia Group study.

Strong growth in non-residential construction spending will support gains, offsetting a weak outlook for the large residential market.

Several factors will work to offset the effects of the soft housing environment on residential window and door demand, including increases in average home sizes and the growing use of value-added products.

Plastic windows and doors will continue to lead demand gains through 2007, advancing 7.37o annually to $6.2 billion. Gains for products such as fiberglass entry doors will be particularly strong as they quickly increase market penetration.

Despite the strong growth for plastic windows and doors, products made from metal and wood materials will continue to dominate dollar value demand through 2007. Most significantly, metal windows and doors will rise 5.8Vo yearly to $13 billion.

MacBeath To lnland Empire

MacBeath Hardwoods is relocating its Los Angeles, Ca., distribution center to Perris, Ca.

The new 4.5-acre site has an existing 18,000-sq. ft. building that MacBeath plans to expand by 10,000 sq. ft.

A June 16 opening was expected.

According to facility manager Vincent Cortese, the relocation will allow the firm to expand its wholesale and, in particular, its retail division.

The retail operation will focus on d-i-yers and hobbyist woodworkers; woodworking classes are also planned.

"We decided on the Inland Empire," said Cortese, "given the phenomenal growth of this region."

Cortese went on to add that the move provided MacBeath "with much better access to our other market areas, such as San Diego and Las Vegas."

The smaller site in Montebello, Ca., has been sold.

Depot Eyes Two Alaska Sites

Home Depot has signed one-month leases at recently vacated Kmart buildings in Juneau and Kenai, Ak., to

allow time to analyze the viability of the locations.

"It's not a done deal. but we're interested in the sites," said Depot spokesman John Simley. The company sent an architect, structural engineer and store development representatives to "kick the tires" on the buildings, Simley said.

At an April 9 auction, Depot won its bid to take over the leases from Kmart Corp., which closed 326 stores nationwide as part of a bankruptcy reorganization plan.

According to Kenai mayor John Williams, Depot officials expressed concern over how much of the building's existing sprinkler system could be used, if its existing concrete floor would withstand the load of heavy merchandise the store would carry, and if the building was too large.

Typical Home Depot units are 105,000 sq. ft.; the Kenai Kmart stucture covers 146,500 sq. ft.

Depot currently operates two home centers in Alaska-Anchorase and Fairbanks.

Hampton Upgrades Wa. Mill

Hampton Affiliates, Portland, Or., has reopened a sawmill in Darrington,

"My biggest business concern is the lack of new independent retail lumber yards. When all that is left are big boxes, wholesalers concerned today about oversupply will be swimming in the big box shark tank, orjoining their old customers in early retirement."

- Claudia Cowan, owner, Horizon Forest Products, Richmond, Ca.

Or., after $15 million in upgrades. The former Summit Timber mill employs 150 workers and has two production lines, one for small logs and another for medium to large logs. Hampton bought the mill in Feb. 2002,but to this point had only leased 9 acres of adjacent property for wood treating.

Hampton owns 180,000 acres of Northwest timberlands and operates five mills in Washington and Oregon.

Thomoson Hardwoods owner Steve

v.p. of sales & marketing

We've put something into our Southern Hardwood and Cypress lumber that no one else can offer...

Kids Douse Lumberyard Fire

Five high school students helped extinguish a fire at Mattson Lumber Co.. Great Falls. Mt.. before it was able to spread out of control last month.

Cascade Hish School students

Matt Rodgers, l5; Chris Olson, l5; Cassie Nicholson, l6; Jade Whitehead, 14 and Jake Whitehead, 16, were passing through an alley May 24 when they spotted smoke.

"There is a sign on that building that says, 'No Smoking Allowed,"'

said Jake Whitehead. "But the building was clearly smoking."

The fire is still under investigation, although foul play is not suspected. The blaze started in the roof of a storage building.

Damage is estimated at $4,000.

LUMBER Association of California & Nevada's 2nd Growth group gathered May 15 in Long Beach, Ca., to hear how third party certification stacks up against California's already stringent forestry regulations. (1) Lisa Randel, David Jones, Judy Grinder. (2) Craig Evans, Bill Humphrey,

Dennis DeBritz. (3) Karen Lewis, Bill Swaney. (4) Wayne Crulchfield, Marc Spitz. (5) Jean Brunton, Jim Nicodemus. (6) Bruce Halvarson, Scott Gaskin, Joe Kiliany. (7) Rex Klopfer, Rich Geary.

It resists the onslaught of the weather. And your crew.

Top Notch@ Orange PIus'- is tough. Of course, any panel that's built to take on Mother Nature and a team of contractors has to be. Its durable construction and patented, self-drainine notch allow it to stand up to most any weather condition, not to mention muddy boots, mustard and the occasional pickle siice. Plus, it goes down flat and stays flat, with new reduced edge-swell technology that virtually eliminates sanding and call backs, saving you time and money. But that's just the beginning of the benefits of using Top Notch Orange Plus.

Plywood performance without the piywood price

New advanced formula

Our exclusive Solid Start@ limited lifetime warrantv when used in conjunction with LP I-joists and LVL

. On-time shipping

First-time buyer rebate

. Full customer support

The assurance that comes from working with the world's leading OSB supplier

No wonder more and more builders are switching to hrange Plus. To find out more about how Top Notch 1range Plus can help your profitability, call us today at 800.365.7672 or visit www.lpcorp.com. You'll have a hard time resisting it.

literqture

Your Southern Pine Library

2003-2004 SFPA Catalog, a catalog of nearly 100 videos, publications and services related to pressure-treated southern pine, is available by requesting publication #100 from the Southern Forest Products Association, Box 641700, Kenner, La.70064; (504) 443-6612; www. southernpine.com.

The Lumber Yearbook

Random Lengths Yearbook, a 290-p. book of critical lumber market information compiled from the last I I years, is $46.95 from Random Lengths, Box 867, Eugene, Or.97440 (541) 866-9925; www.randomlensths.com.

t Georgia?acific

The Woodclad Way

A l2-p., full-color brochure of woodclad windows and applications is free from Milgard Windows, (800) 562-0402; www.milgard.com.

Stones Around The Hearth

Fireplaces and Chimneys, a l2-p. brochure of stone applications for fireplaces and chimneys, is free from Cultured Stone, Box 270, Napa, Ca. 94559 : (800) 25 5 - l'l 27; www.culturedstone.com.

Know The Mold Facts

Facts Regarding Mold, an educational brochure for component manufacturers and their customers that lists facts about mold on lumber in residential construction. is available from Wood Truss Council of America, I WTCA Center, 6300 Enterprise Lane, Madison, Wi. 53'719; (608) 274-4849; www. woodtruss.com.

Moulding Design Showcase

Combination Moulding De.signs, a fullcolor brochure of ideas for using combination mouldings in every room of the house, is free from Georgia-Pacific, (800) 284-5347; www.gp.com.

Wood lllustrated

Architectural Woodwork Quality

Online Hardwood Help

Hardwoods in the Bath: Finishing for Wet, Humid Environment, an online brochure on installing a hardwood tub surround, is available on the Web from The Hardwood Council at www.hardwoodcouncil.com.

Plumb The Catalog Depths

A plumbing and radiant heat products catalog for prof'essional plumbing contractors is available from CPI Inc., 135 Fox Rd., Suite A, Knoxville, Tn. 37992; (865) 690- l 558; www.durapex.com.

Woodworking Novella

A l l4-p., full-color catalog of woodworking tools such as shaper cutters, router bits and insert tooling is free from LRH Enterprises, 9250 Independence Ave., Chatsworth, Ca. 91311; (800) 4232544; www.lrhent.com.

is ovoiloble by conlocting the source directly.

Standards lllustrated, a 685-p. book or CD that contains design and technical illustrations for architectural woodwork. raw lumber and veneers is $100 from the Architectural Woodwork Institute, (301) 9 53 -7 264; www.awinet.org.

Combination

u LU v

Nextgeneration Uftimate{lex nails and acts like wood, even machines like wood. All mouldings are pre-primed and back sanded for better adhesion. UltimateFlex is formulated in-olant from a nonpolluting light weight syntactic polymer compound and is guannteed against breaking, cracking, and splitting.

0 yer' 5,gUUI:rei'ilcs l{ueileble

For More lnfarmc'iia'' Ca$t

L -l!00-g{r;.-gis,g

0r Fu us on your letterhead for a FREE Catalog at 1-800-545-9865

A.frr-Ara

Trus Joist's TirnberStrand- LSL Header r' rhick .urd rrr.ailablc in l varictv oi tlcpths. Itt.tkr:tq tt pcr-fcct onc-picce frauring solr-rtion tirt- sitrrlous rtrr,l

Thc srrpcrior- Pcrfirrrtt.tttcc :ind trniioltn c'litrtcttsiotrs oi tlrc TimberStrand- LSL Header catt dr:rsticrrlh' rcclucc c:rll-b:rcks to frr drv*;tll cr;rcks or Itril pops:rbor-c clttot-s lrrtl u indou s. l.r'o[rl.'rrs corttnronlt c:r.tse d bv he:rclers nraclc fl-oltt ordirrltlv lurnbcr.

For nrorc intirlnrrrtiorr .rbout bLrilclrrq lvith Ilrts Joist's

Co-op Gets More Members Online

With 92Eo of members already connected, Do it Best Corp. is on track to reach its goal of having 100% of its dealers electronically linked by July l.

To get connected, members need a computer, an Internet connection at their stores via a local Internet Service Provider or through Do it Best's Spacenet Satellite Network, and access to mydoitbest.com, the co-op's member-exclusive Web site.

The co-op sees mydoitbest.com as its long-term vision of how it will communicate with its entire membership4,300 retailers around the globe.

The site features:

. an online catalog that provides live inventory checks, the ability to place orders for products, and "real time" information on all of the more than 68,000 products carried by the co-op;

the ability to view market bulletins online and register

for co-op events;

. an online version of the plan-o-gramming Power Aisle Book, and

. access to up-to-date information on all of theco-op's programs and services.

So far, 350 members are participating in Do it Best's Spacenet telecommunication system, which connects the co-op to individual stores and reportedly makes data transmission and other communications faster, more reliable and more efficient.

Wholesaler Earns lts Stripes, Stars

Peterman Lumber Co., Fontana, Ca., has installed a 2O'x30' American flag, flying high above the adjacent 10 Freeway on a 70' pole.

Our new strapping system offers:

Superior alternative to steel banding

. Far less likelihood of injury, to employee or customer

Far less steel banding-related damage to materials

Secure bundling of all truss jobs

Resists weather and material shrinkage

Steel banding is dangerous and obsolete. Until now, there was no viable alternative. We believe we have the solution to your load containment needs! Seeforyourself!

Call:

(810) 225-8550

www.kubinecstrapping.com

5055 Canterbury Dr., Ste. 2, Brighton, Ml 481 14 Fax 81 0-225-8551

"Being an ex-Marine and a businessman who has prospered in the free enterprise system of America, I thought it an appropriate way of honoring our country and capping off our latest expansion," said Pete Peterman.

Peterman recently expanded its now 9-acre facility with the construction of three additional lumber sheds. The next phase of development on the last acre will be a 40,000-sq. ft. building to include offices and additional enclosed warehouse space.

During the flagraising ceremony, Peterman dedicated the flag to Gail Hatle, who was retiring after 2l years with the company.

. 100% lumber Core

* Much stronger than Hollow Vinyl

* Builds like wood - No special tools

* Will not yellow, crack, fade, or rot

W,;8;;rilild dea'en wan'led

Please call CHAD (800) 521-3631 ext. 206

TOWERING new flag was dedicated by Pete Peterman to retiring Gail Hatle (right), who spearheaded lhe flag project before retiring.

WTO Ruling Mixed For U.S.

The World Trade Organization ruled last month that the U.S. erred when it imposed a heavy 27Vo dlty on Canadian softwood lumber, but the court did back the U.S.'s right in this case to impose some type of tariff.

Canada's trade minister Pierre Pettigrew was quick to claim victory, saying that charging fees for the use of government-owned forests does not amount to a form of subsidies.

"Yet again, it appears that the U.S. is being told that its attempts to prove that our softwood industry is subsidized are flawed," said Pettigrew.

A U.S. trade official said the ruling was mixed, claiming the U.S. won in one crucial area: the WTO said Canada's system of providing lumber producers with timber from public lands is a financial contribution and can be hit with duties.

According to officials close to ruling, the WTO found that the U.S. used a mistaken methodology to calculate the tariffs but did not rule that imposition of tariffs in itself was wrong. The WTO panel recommended that U.S. officials consider Canadian lumber prices rather than U.S. prices in assessing possible duties.

Industry watchers say the ruling is similar to a decision issued last summer. The WTO will issue a final report on the tariff dispute in July.

Stolen Loader Runs Amok

A vandal on a stolen log loader left a wave of destruction before abandoning the bulldozer-like vehicle on a logging road in Carlotta, Ca.

After stealing the loader from Pacific Lumber Co. in the early hours of May 12, the thief evidently didn't know how to turn it and plowed through a fire department pump house and water tank. Power poles along the route were also damaged.

The loader was recovered a few miles east of Carlotta.

Insulated Panels Up And Up

Residential use of structural insulated panels (SIPs) has risen 5070 over the last five years, according to the Structural Insulated Panel Association.

Approximately 12,000 homes were built with SIPs in 2002, up from 8,000 units in 1997. Some homes are built with only SIP walls; others with SIP walls and roof, and others with

SIP floors. walls. and roof.

SIP production for 2002 was 51 million sq. ft., with TOVo of it used in either single family or multifamily housing.

Lumber Train May Ride Again

Humboldt County, Ca., is raising funds to purchase a vintage logging locomotive to serve as an excursion train for the proposed Timber Heritage Museum.

The steam engine, Pacific Lumber Locomotive #37. has sat idle in Wilmington, De., since the 1950s. The asking price is $48,000.

Planners hope the 1925 locomotive will transport tourists around historic logging sites in the Arcata, Ca., area.

Planners are trying to raise grant money to repair the old rails lines and satisfy environmental questions about the rail's impact on marshland bird habitat.

The long-term goal of museum proponents is to collect logging industry artifacts dedicated to Humboldt's logging history.

If plans for the excursion train stay on track, the PL #37 could be ferrying tourists along the redwood coast by 2006.

Quolity Weslern Cedor Products

Grant

Keeps Oregon Shop In Town

Brentwood Corp., Molalla, Or., was awarded a $100,000 state grant that will allow the cabinet door factory to remain in the city and expand. Woodcraft Industries recently acquired Brentwood and threatened to relocate out of state if the Molalla facility could not be enlarged.

The governor said he approved the payout from an economic development fund so the factory's 200 workers wouldn't lose their jobs. The money also would be used to train 70 more employees and supervisors.

'@nKtA".qI''1'u"FBs $ffi nrl rraAEr un r0ur uH 0q

o stat dfiue/low profile

q r''-"'- .;il;ilffi; & siding @

o powder coated colots

o steel to wood ot steel to steel construction @ tt3

The screw has an integrated washer head and is complemented with a E.P.D.M. sealing washer below the screw head. No predrilling is needed due to the MSS' multiple tip design, suitable for thin sidings as well as thick studs. The MSS is available in di-fferent colors to match siding appearance and is powder coated for exceptionally high corrosion resistance.

#ffiRKFASTENERS

\ hrdrry.tqwtu

IEt.'l-800-263-0463

o FAX l-800-895-51 60

E-MAIL: grk@grkfoslener.com WEB SIIE: www.grkfo$eners.com

incentive ram, Gall 1 -800-289-6637.

roducts

Hug Some DrywallToday

A construction adhesive for bonding large surfaces such as paneling, drywall, molding and trim is new from Henkel Consumer Adhesives.

Get Under Siding's Skin

Pactiv Corp. has introduced a fanfold underlayment that fits in the hollow spaces between vinyl siding and the exterior wall.

GreenGuard Backer-Pro reportedly

Hurricane Tough Doors

Taylor Building Products has introduced a steel entry-door system that meets codes for coastal wind zones.

Secure-A-Storm System reportedly

increased the siding's impact resistance to thermal efficiency. It is available in 45"x24' fanfolds with ll4" thickness.

- Please contact (800) 241-4402 or go online at v)v)w.green-guard.com

minimizes the impact of wind borne debris with a design pressure of +55 -60 psf.

- Please contact (800) 337-9026

Guaranteed Interior Panels

Georgia-Pacific Corp. has introduced a written limited warranty for its DensArmor Interior Guard and DensArmor Plus Fireguard interior panels.

The warranty covers three months against in-place exposure damage and three years against manufacturing defects.

- Please contact (800) 225-6119 or go online at www.gp.com/gypsum

Lift This Power Stacker

A power lift stacker for light-duty material handling is new from Multiton MIC Corp.

Model SM 15/20, a walk-behind stacker, is available in a single mast for 62" lift or a telescopic mast for lifts up to 130".

- Please contact (804) 737-7400

Loctite Paneling and Drywall adhesive features a bonding solution that reportedly allows surfaces to "grab" each other, eliminating the need for a brace. The surface is repositionable for up to l5 minutes.

- Please contact (800) 321-1773 or go online at www.henkelca.com

Trim Board Evolution

Universal Forest Products has expanded its line of cellular polymer trim board for exterior applications to include a reversible surface and a traditional brick mould product.

TechTrim is said to resist rotting, cracking and peeling. It comes factory primed, requiring only one latex topcoat.

- Please contact (800) 598-9663 or go online at www.ufpi.com

Wrap That Lumber!

Trus Joist is now shipping its engineered products in a new recyclable product wrap manufactured by InterWrap Corp.

The woven wrap is made of 1007o polyethylene and can be recycled as medium density, multi-use pellets for making end products.

- Please contact (800) 338-0515 or go online at www.tjm.com

Treated Composite Trim

A treated exterior composite trim for column wraps, soffits and half rounds is available from CraftMaster Manufacturins.

No Mushrooms On Deck

PAM Fastening Technology has introduced collated composite deck screws that are said to eliminate "mushroomins" during installation.

P13 auto feed screwdriver system does not require predrilling and features a five-sided thread design that displaces deck materials and reduces driving torque by over 23Vo.

- Please contact (704) 3943l4l or visit www.pamfast.com

The Daily Grind Times 500

Metabo Corp. has introduced a compact straight grinder for deburring, sharpening, and grinding in tight areas.

Pro-Sharp mounts on any standard drill or quick-change system and sharpens the pencil when the drill trigger is squeezed.

- Please contact (800) 827-3398 or go online at www.chhanson.com

Value-Added OSB Line

Potlatch Corp. now offers a full line of specialty OSB products that resist surface mold growth and offer energy savlngs.

The OXBoard line includes OXTerminator structural buildine panels, LuminOX radiant barrier rooT and wall sheathing, and OXTreme Sturd-I-Floor panels.

- Vi s it www. oxsp e c ialtie s. c om

Vent Your Way To Profits

Ado Products has introduced new plastic rafter vents designed to handle the rigorous demands of distribution in a lumberyard environment.

G500 die grinder features a 4.4.amp motor providing 27,000 rpm of no-load speed and a hardened and ground l14" collet for fitted attachment balance.

- Please contact (800) 638-2264 or go online at www.metabousa.com

A Builder's Sharp Pencil

The industry's first chuckable, drill-powered pencil sharpener for carpenter's pencils is new from C.H. Hanson Co.

ProVent and Durovent are made to prevent the breakage associated with foam rafter vents.

- Please contact (800) 666-8191 or go online at www.adoproducts.com

EWP Column Debut

Synergy Pacific has introduced a kiln dried, appearance grade engineered wood column that is said to have both structural and high appearance characteristics.

QuattroPost features a center hole for electrical wires and irrieation lines and is available with frel-of-heart center.

MiraTec comes in a 16" wide board and is treated with zinc borate wood preservative and resins to prevent rot and termites and provide moisture resistance.

- Please contact (800) 255-0785 or go online at www.miratectrim.com

on ony New Product

- Please contact (250) 546-6808 o r v is it www. syne rgypacific. c om is ovoiloble by contocting the mo nufocturer directly.

Frnish Carpente, pencit ei-o

IceScapes is designed for zero-lot line applications for privacy uses such as showers, bathroom dividers and radius walls.

- Please contact (800) 624-2120 or vi sil www.pitt sbu rghcorning.com

lnk Your Lumber Deal

An new ink that is sensitive to UV rays which reportedly marks date and batch codes on a product without disturbing its graphics or look is new from Matthews International.

Drivers With lmpact

Dewalt has introduced a new line of cordless impact drivers for pros that reportedly deliver three times the torque of traditional cordless drills.

The drills are designed for HVAC installers, general contractors and carpenters and are said to drive large fasteners without kickback.

- Please contact (717) 431-0481 or go online at www.dewalt.com

Glass Block Options

Pittsburgh Corning Corp. has added seven square, triangular, hexagonal, and curving block shapes and sizes to its line of slass block.

SCP-709 is for manufacturers to internally track date and batch codes of various components. It reportedly sticks to wood, metal and paper substrates.

- Please contact (412) 665-2500 o r v i s it www. matthew s markin s. com

Heavy Metal On The Roof

A metal tile system that is said to resemble the look of tile panels and survive hurricane-strength winds is new from Met-Tile.

The system features a 230+ mPh wind rating.

It consists of long-length, 3-ft. wide panels applied vertically and secured with screw fasteners.

- Please contact (909) 947'0311 or go online at www.met-tile.com

lf you still haven't looked into our full range of precision engineered LVL and plywood products it's time to link up with some smarter options. Visit our new website, and see how easily everything clicks.

Not just words but a wayofdoing business!

J.M. Thomas was founded in 198 I with a simple strategy in mind. Provide a level of service. quality. and commitment to our customers that could not be matched. Those values have allowed us to become one of the leading distributors in the Intermountain region. And with our new distribution centers in Boise, Idaho, and Albuquerque, New Mexico, we are excited to bring our unique brand of service to these new areas.

Tired of the mega-sized distributors' unwillingness to meet your needs? Then it's time for you to experience service, quality, and commitment. Doesn't your company deserve our company?

Siding That Surprises

Vinyl siding that is said to resemble the look of rough-sawn cedar is new from Georsia-Pacific.

Molded from quality resins with UV-inhibiting additives, Rough Sawn Cedar siding can be painted with latex paint to match existing siding.

- Please contact (800) 284-5347 or go online at www.gp.com

Deck Design Software

Deck design software that allows builders and consumers to build a deck before they buy lumber is new from Straightedge North America.

Steel, Forming & Concrete

Weyerhaeuser Co. has introduced a new portfolio of steel, forming and concrete products and services.

New concrete products include BBO & ES plywood and MDO forming panel. Among the new steel products are rebar and construction stakes.

- Please contact (800) 525-5440 or v is it www. w ey e rhae us e r. c om

OSB Raincoat

Louisiana-Pacific Corp. has added a moisture resistant OSB sub-flooring product to its Top Notch OSB line.

Top Notch Orange Plus comes with a 2o-year limited warranty, is APA Sturd-I-Floor rated and tested, and is available in 96"x48" panels and thicknesses of 19132" , 23/32" and 7 /8"

- Please contact (800) 648-6893 or go online at www.lpcorp.com

Biz-e-Builder creates a virtual 3D plan of the deck project, showing all elevations and measurements.

- Please call (847) 223-5620 or v s it www. st rai ght e dg e s o lut ion s. c om

The Window Crew

Crestline Windows & Doors has added a new series of wood windows and patio doors.

Crestline Select comes with aluminum-clad frame and sash or primed exteriors and pine interiors suitable for painting or staining.

- Please contact (800) 552-41 I I or v i s it www. c re st linew indow s. c om

Sales Opportunities

(Continued from page I 4) example, if your competitors are cutting back on the number of sales people they employ, then relationships with their customers will suffer, and that is an opportunity for you. Your competitors' customers won't see the competitive salespeople as often, or maybe not at all. That lack of attention is an open door for you.

As you call on your customers over the next few months, pay particular attention to anything you can learn about possible competitor's cut backs. Try to ascertain which of your customers or prospects may be impacted by that. Give those people special attention.

If you can make an inroad into an account that was formerly committed to a competitor, that relationship that you establish will work well for you even after the market turns around.

It may be, however, that your competitor has not reduced the number of salespeople, but has cut back on service or production. If that's the case, then it is possible that some of your competitor's accounts are having trouble with delivery, service, quality, etc. Now is the time to get into those accounts and sniff around to find problems they may be experiencing. Any such problem is an opportunity for you.

3. You, customers may close down or relocate out of the area.

This one is a real challenge. What possible good can come of a customer going out of business in your territory? If you do your job well and are blessed with a little bit of luck, this could turn into two or three good customers down the road.

If you have done yourjob well over the past few years, you will have cre-

ated positive relationships with several key people. You know them personally as well as professionally. You may have met their spouses or children. You've gained their respect and trust.

Many of them are not going to move to Mexico, China, or anywhere else. They are going to stay right where they are. Which means that they will be looking for a job similar to what they are doing now.

Get their home addresses and phone numbers and copies of their resumes. When you hear of a position opening up somewhere, let them know about it. Try to help them find jobs in your i[ea.

Whether or not they find employment because of you, they will recognize that you tried to help. Keep in contact with them. It is possible that they will surface in a position of responsibility for some other company in your area of responsibility. What a

great opportunity to leverage your relationship into a new account, by calling on that individual.

With some luck, a couple of these displaced key contacts can open doors for you with their new employers.

One beautiful aspect of these three clouds with their silver linings is that it is unlikely that your competitors are even thinking this way. They are too busy feeling sorry for themselves and bemoaning the change from the way things used to be.

Use these clouds as opportunities to expand the business or to find new accounts, and you'll be the envy of all the nay sayers around you. More importantly, take on the attitude of looking for the silver lining among the clouds in every difficult situation.

Dave Kahle (www.davekahle.com) is a sales consultant, trainer and author of over 500 articles, a monthly e-zine, and three books.

PRESERVING BEANTOWN: American Wood Preservers Association held its annual meeting April 27-30 in Boston, Ma. (1) Paul Dandy, Shirley & Dick Biewer, Joe & Andrea Kusar. (2) Bob Edwards, Dave Fowlie. (3) Elaina & Dick Jackson. (4) Joe Guzzetta, Bob Leach. (5) Paul Goydan, Bob Moore, Steve Reeder, Brian Mulvaney. (6) Bob Inwards, Bill Smith, Mike Richards, Ed Nichenko. (7) Dave Mullin, Grady Brafford, Phillip

Schneider, Pam Mitchell, Corry McFarland. (8) Bill Drohan, Steve Wisnewski. (9) April James, Bert Jones. (10) John Wilkinson, Brad Clemenl, Loren Forshaw. (11) Byron Hawkins, Randy Deweese. (12) Wayne Ryland, Wayne Tyger. (13) Barbara Laughlin, Donald Dank4 Ken LaJghlin,'Kathy Danka. (14) Elizabeth & Bryan Winter, Hilda & David Morgan. (15) Tommy Kyzar, David Stanley. (More photos on next page)

AWPA ANNUAI (continued from prevrous page). (1) Jaun e Das & Hortensia Perez, De ia Fita, Fernando Perez, Geoff rey Gi (2) Dean N chols Steve Shrelds, Jlm Basler. (3) John & lVarv Hall. Cara & Norm

Sedi lo (4) VolkerBauhaus,Mrmi &HansWard (5) Barbie&AanPreston. (6) Mike Dilbeck William Grimes. Aan Ross John N.R Rudick. lUatl

J

N

Cover your projects before the roof goes on.

For virtua y any prolect, residential or conrnrercia , for vrrtual y any app tcat on and a major building codes, LP is Droud to be there tlithan 1ostspecificallydesgnedforthe1ob.Engneerecltobestraghterandstfferthantraditonallumber,LPIJoistsreducethe prob ems that naturally occur as so id sawn lLrnrber dries rke shr nking, r,varping, sp itting and crowning. That means floors and ce ings that are more true, solid and unifornr than ever before. lt aiso means stronger and more efficient, because pouncl for pound LPI Joists have a greater load bear ng capa0 ty than traditional lumber, so floors and ceilings can be designect \'vrth ess material, not less qua ity. Add a great r,varranty and environmenta eff ciency and LPI Joists become the smart chorce for today's builder.Forinformationcontact l.800.999.9105orvsttheLPrvebsiteatwww.lpcorp.com.

Nespeca. (7) Tim Harmon, Dean Matthews. (8) Jane Herr ck. James Whittaker. (9) lan Staker, Bill Baldwin. Morgan Wright. (10) Glynn Pttman

m Norton. Bert Jones, Craig Mclntyre. (11) Col n McCown, Caro & Darre

cho as (1 2) Bruce Gurley. Edward Williams Buddy Peshoff (13) Bandy Ba levs, Bor s Reznikov, Scott Conk in.

Rates: 25 words for $25, additional words 700 ea. Phone numb€r counts as one word, address as six words. Headline or centered copy, $6 per line. Border or private box, $6 ea. Column inch rate: M5 camera-ready, $55 if we set the type. Mail copy to above address, Fax to 949-852-0231 or call (949) 852-1990. Deadline for coov is the 25th of the month.

FONTANA WHOLESALE LUMBER is looking for a customer service/sales/general office person. Must have current DMV printout. Please submit resume outlining qualifications and work history to HR Department, P.O. Box 1805. Turlock. Ca. 95381 or Fax 29-6328349.

LUMBER TAKE-OFF POSITION. Enterprise software estimating system. Salary, benefits. Crenshaw Lumber-Los Aneeles. Ed Wyche, (310) 323-1337.

PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

To reply to ads with private box numbers, send correspondence to box number shown, in care of The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872. Names of advertisers using a box number cannot be released.

PLYWOOD SALESPERSON: Growing 35year-old Importer/Wholesale-Distributor/ Manufacturer seeks quality, knowledgeable person with at least 3 years sales experience in imported and/or hardwood plywood, willing to relocate to Gulf Coast Region. Entrepreneurial position to expand existing plywood sales program including value-added production. Position offers competitive salary with full benefits,401k. Send resume to Box 693, c/o The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport B each, Ca. 92660.

EXPERIENCED LUMBER TRADERS WANTED.

we are Hardwood and Softwood log and lumber wholesalers with offices in the United States and Canada. We're seeking sincere, experienced lumber traders who have a view towards the long term. Work INDEPENDENTLY from your part of the country. OR from our offices in the Toronto area. This is an excellent opportunity with a well-established company. We enjoy an OUTSTANDING financial and marketing reputation. For complete details of our interesting and rewarding program, please phone Bob Wilson lN STRICT CONFIDENCE. We'll also invite you to speak with one of our current trading panners

OUTSIDE SALES: Reliable Wholesale Lumber Inc., Industrial Division, is seeking an experienced softwood salesperson. Experience and background in sales to the industrial and manufacturing industries needed. We offer excellent benefits, and open territory. Please send resume to gkallas@rwli.net or Fax, attention George Kallas, to 626-452-8554. All inquiries and resumes will be strictly confidential.

EXPERIENCED LUMBER TRADER WANTED

Great opportunity for experienced trader with steady accounts. 607o commission split for trader. Any product line. Relocation not necessary. Excellent office support, great credit, and financial strength. Call John at Lakeside Lumber Products, (480) 991-1777, for confi dential discussion.

LOCAL LUMBER HAULING Southern California roller bed truck & trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach, Ca. 3-C Trucking, (562) 422-0426.

Charlie Wilson, 95, retired purchasing agent for Lane Stanton Vance Co., City of Industry, Ca., died May 4 in Pleasanton, Ca.

Mr. Wilson joined E.J. Stanton Lumber Co., in 1934 and stayed on with Lane Stanton Vance when E. J. Stanton was acquired in 1970. He retired in 2000.

Michael Gomez. 53. mill foreman for Reliable Wholesale Lumber, Huntington Beach, Ca., died May 23 of liver failure.

Mr. Gomez had been with Reliable since 1984.

Bill Larsen, 75, former advertising specialist for Weyerhaeuser Co., Federal Way, Wa., died April l6 in San Diego, Ca.

Mr. Larsen worked for Weyerhaeuser Co. for four years in the mid1960s before joining the Walter W. Cribbins company to develop ads for Weyerhaeuser.

In 1985 he founded his own ad agency, Bill Larsen and Associates, Tacoma, Wa. He was a long-time associate member of the Western Building Material Association.

Mr. Larsen retired in 1997.

Rollin Eujene Van Valkenburgh, 90, retired operator of Alaska Wrangell Mills, Wrangell, Ak., died May 3.

A native of Nebraska, Mr. Van Valkenburgh acquired Alaska Wrangell Sawmills in 1948. He sold the business in 1973.

George K. Moty, 80, owner of Moty & Van Dyke Inc., a lumber mill equipment firm in Redding, Ca., died May l.

A native of Dawson, N.M., he served with the Army Air Corps from 1942 to 1946 as a first lieutenant.

Mr. Moty was the mayor of Redding from 1964 to 1974.

Home Projects Get Pricier

A new survey of more than 160 contractors who specialize in home improvement shows the cost of 10

popular projects increased by lO.2Vo from 2002 to 2003, three times the government's inflation rate of 3.4Vo for the year.

Explaining the rise in prices, 507o of the contractors cited increased labor costs, while 35Vo were unhappy with the cost of materials, 24Vo mentioned higher health and liability insurance rates, and 5Vo cited costs of fuel and specialized subcontractors.

Despite the rising prices, 597o of contractors are predicting an increase in sales for the rest of the year, as interest rates remain low and the demand flor larger homes rises.

Analysts say that home improvement projects offer a high return on the dollar when a home is sold.

On new bathrooms and kitchens, for example, the homeowner can expect to recoup 80 to 90Ea of the investment.

A recent Harvard University Joint Center for Housing Studies report expects a 47o increase in spending, now at a record $214 billion, in 2003. Contractors echoed the sentiment, with 697o believeing the strong housing market to be a long-term trend that won't weaken any time soon.

FRED C. HOLMES

a divison of Noyo Investrncnt Co.

- Mendocino County

Wholesale lumber products

Redwood, Fir. Pine & Bv-Products

l'.l

S1r'r'i' Hohrrt's. Stt'i t' Illrrrtlrllr. 'l'ocl llolrrrcs. 'l\rn ('rrtlou

I'.O. Ilo\ ,jOO. i"or t Ilr.rgg. ( rr 1)5 lliT (7O7) 964-6377 FAX 707-961-0935

Frt-'cl lloitilt's, i'l.l7o Io\r ( rt\ Il(1.. IlrrrsYillr'. ( rr. {),ir1)o l (53O) 743-3269 FAX 530-743-1537

Circ

N[5.*i,ril

BVC Doweled

Lodgepole pine post, poles & rails

Doweled Rail Fencing

2" BVC Tree Stal<es

3" BVC Tree Posts Light Posts Standard and Fancy

Bo llards Special Milling: Sp it. Quartered, Slabbed. Sanded. Smooth Peeled & Hand Pee ed

Available Textures Natura (No Barl<) Barl<y 1ca for quores)

ffiryS

AMEBICAN lnstitute ofTimber

Construction

welc0meo new officers rl\,,^^ ^"^^ \r/ vuu PrtrJident Craig VanCott, nrcl nrpqrdent Mike Lane. presdent Tommy Hew tt. and

treasurer

Mike Giles during the g u am manufacturer group s 51st annua meeting at the Hilton Waikoloa Vi lage on the B g lsland of Hawai

(14) Bruce Bevard, Gary Burey Holton Qu nn, Steve Tillett. (10) Faye & Chester New. (6) Doug Hucke. Kerlin Drake (7) Nancy Jaenicke, Carlton Whittle. (17) Mike & V ctoria

Foster. (13) Louis & Melissa Sharp. (9) Sue, A ex. Cralg & lan VanCott. (2) Caro, Ho lis, Clay & Aubra Anthony. (3) M ke Emma & Nancy Baker. (11) Jill. Britta, Trygve & Stina Rh ude.

(More photos on next page)

The

NAWLA POW WOW: North American Wholesale Lumber Association held its annual meeting May 5-7 in Rancho Mirage, Ca. (1) Bob Legg, Jeff Easterling. (2) Fran & Jih Ramsey. (3) Scdtt Lewis, trlary d-Mark Donovan. (4) Peggy & Dennis Downer. (5) Lou Chance, Susan Stanton, Jacques Vaillancourt. (6) Ted Roberts, Kerstin Drake. (7) Julie Longanecker. (8) Pam Baker, Ben Stephens. (9) Monte Jensen, Carsten Kullik. (10) Jason Scroggins, Lamar Logan. (11) Mike O'Halloran, Jim

Tur Mrncsnxr MAGnzrNr JuruE 2003

Enright. (12) Bill Reedy, Bev Gorman, Ann Heavenor. (13) Clayton Barnes, Linda & Dawn Bernstein, Doyal Marks. (14) Howie Anderson. (15) Alison & Brad Johansen. (16) Linda & Rich Stolz, (17) Sandra & Ray Barbee. (18) Frank Johnston, Bob Flynn, Gregg Wilkinson. (19) Kevin & Jessica Breman. (20) Willie Goyne. (21) Linda & Jim Scharnhorst, Dennis & Darcy Huston. (22) Barry & Linda Schneider, Ken Caylor. (23) John Jayne, Tom Levere. (24) Sandy Broady. (More photos on nert pagel

I(11) Parker & Susan Butterlield. (12) John Stockhausen, Cindy Cooper, Kevin Breen, Eric Hall. (13) Keith Sisk, Dean Johnson. (14) Joe Kastelic, Steve Weinstein, Seamus O'Reilly, (15) Michael Johnson. (16) Craig Broady. (17) Don Libby, Mike Ryberg. (18) Nick Georgelis. (19) Jim Graham. (20) John Cooper. (21) Jim Hassenstab, Nick Kent, (22) Jack Chase. (23) Robert Deneefe. (24) T.i. Tomjack, Bob Owens (25) Clint Darnell, Bart Swan. (26) Jerry "Gus" Gustafson, Jack Heavenor. (27) Bill Reedy, Ron Gorman.

MORE NAWLA (continued from previous page): (1) Traci & Mike Mordell. (2) Bill Griffith. (3) John McGill. (4) Tom Westbrook, Paul Boardman. (5) Mike Holm. (6) Mark Shaner, Paul Walters. (7) Dave Binder. (8) Patty & Chuck Hanis. (9) Nancy Schmidt, Jim & Sabrina Enright. (10) Lynda & John Brill.

826-8709 (209) 869-4561

REDDING / RED BLUFF

Gemini Foresl Products............................ ......16,30\ 223-7 440

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

Shasta Cascade Forest Industries, Inc. .........(503) 243-0500

Siena-Pacific lndustries .,......,...................,....(530) 378-8000

siskiyou Forest Products ....(800) 374.0210 (530) 938.2771

Trinity River Lumber Co. .........,......................(530) 623-5561

Western Woods.....Ca. (800) 822-8157 U.S. (800) 824-4100

SACRAMENTO / STOCKTON AREA

Abel Building Marerials,...........,........,.............(209) 466-3683

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

Bt\4D .,...................... ......(800) 356.3001

Cailfomia Cascade Industries .,......................(916) 736-3353

Califomia Forest Products Commission.........(530) 823-2363

Calilornia Lumber Inspection Service.............(209) 334-6956

Capilol Plywood......, ......(916) 922-8861

Conrad Wood Preservin9..........,...........,..,...,.(800) 499-2662

Dorris Lumber & i/oulding...(800) 827-5823 (916) 452-7531

Holmes Lumber Co., Fred C. (Marysville)......(530) 743-3269

Hydra Re-Load Center (Warehouse) ....,.....,..(530) 668-4034

Sm Jnmcrsco BnY AnH

Forest Products (866) 549-966 (510) 208-7257 Kelleher Corp. (Novato)..................................(41

FERNDALE

uide

Pncrnc llonrnwrsr

WASHINGTON

Allweather Wood Trealers..............................(800) 637-0992

Coos Head Forest Products..,.,...,..,.........,..,..(800) 343-3388

Gemini Forest Products..................,...............(541) 485.7578

Jasper Wood Products...................,...............(541) 988.1 127

McFarland Cascade ......(800) 426.8430

McKenzie Forest Products......,...,..,...............(800) 773-9329

Rosboro Lumber..,.,. ......(541) 746-841 1

Seneca Sawmill Co. ...,..(541) 689-7950

Westem Woods, Inc.......,...,....,......................(888) 557.9199

Weyerhaeuser Building Materia|s...................(877) 235.6873

MEDFOBD / GRANTS PASS

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

Bums Lumber Co. .....,(800) 331.0831

Swanson-Superior Forest Products ...............(541) 935-3010

Waldron Forest Pr0duc1s,.,.............................(541) 471-8891

MCMINNVILLE / CORVALLIS / SALEM

R0ya1Pacific1ndustries..................................(503)434-5450

Weyerhaeuser Co. (Albany)...,.........,.............(U1) 926-m 1

Universal Forest Products (Woodburn)..........(503) 226-6240

GREATER PORTLAND AREA

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

Cascade Forest Gr0up........................,........,.(503) 636-8633

Cascade Warehouse....,.,.,.,(888) 292-2687 (503) 363-2483

Collins Pine C0.............,.,.,.,(800) 7584566 (503) 227-1219

Friesen Lumber C0, ....,.,.,.,., (503) 397- 1 700 (5031 224-7 317

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

Kayu International... ......(503) 557-7296

UB Lumber Sales,.,.,..........(800) 552-5627 (503) 620-5847

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

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

Pacific Wood Preservin9,.,.,.,..,..,,..,...............(503) 287-9874

Rocrv fUlouulns

Bright Wood Corp. (Madras)

Un"iversal Forest'PrbOuas..l .(541) 475-2234 .(541) 389-8000

COOS BAY / NORTH BEND

conrad Forest Products.......(800) 356-7146 (541) 756.2595

Coos Head Forest Pr0ducts.......,...................4800i 872.3388

EUGENE / SPRINGFIELD

Ba(er, J.H.....,......... ......(541) 689.3020

Burns Lumber Co. ... ......(866) 686-3009

R,EADER, 9ERV'CE

FAX to 949-852-0231

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

The Merchant Magazine - June2003

(Please print)

For more information on products or companies (see list at right), circle the appropriate

Anfi nson Lumber Sales t1091..........................

Wood Protection tl 151

Colville Indian Precision Pine t1251.,,...........

[116] DMK Pacific [154].

Fontana Wholesale Lumber 11171...............,..26

Forest Products Sales [121].........,.,,................29

Fremont Forest Group Corp. [108].,..............17 GRK Canada Ltd. If42]..................................44

Hampton Lumber Sales [152].......,.......,,........52

Hardwoods Unlimited I1141...................,........23

Holmes Lumber Co., Fred C. t1551,.....,...,.....56

Hoover Treated Wood [134] .....................,.....38

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

tr I Year ($15) trl 2 Years ($24)tr 3 Years ($30)

E Bill Me tr My Check Is Enclosed

News or Comments? We welcome your comments on arttcles, the magazine, or news of your company such as promotions, new hires, expansions or acquisitions (T/rts ts afree service).

HuffLumber Co, [.r

Inland Timber [136] Co. [1s3]

International Forest Products t1271...............33

International Paper-SatinBead [1 I 1] .............21

Kayu International [148]........,........................50

Keller Lumber Co. [141] .........,.......................43

Krauter Storage Systems [160].......................6f

Kubinec Strapping Solutions [138].................42

Louisiana-Pacific-OSB Subflooring [135]......39

Louisiana-Pacifi c-TechShield t1041..................5

Lumber Products [120]..............,........,............28

M&M Builders Supply [159]...........................61

McKenzie Forest Products t1471....................49

Montrose Reload [131] .........36

Nextel [29]...... ......................35

Oregon-Canadian Forest Products [16U.......62

Pacifi c Wood Laminates t1441 ...............,........48

Pacific Wood Preserving [107]........................13

Peterman Lumber t1571 .............................,....57

Polywood Products t1221,......................,....,...,29

Product Sales Cornpany [103]...............,......,....4

Redwood Empire [102]......................Cover II-3

Reid & Wright Inc. [143].........,.....45, Cover IV

Reliable Wholesale Lumber t1281 ..................34

Roseburg Forest Products [162].........Cover III

Royal Pacific Industries t1101.........................20

Simpson Strong Tie t1451...............-...............48

Steel Storage Systems [32].......-..---..-........37

Swan Secure Products t1191......................28, 55

Swaner Hardwood Co. t1261...........................33

Swanson Group t1231 ...............,......................30

Taiga Forest Products [51]......,........,............51

Thomas Forest Products, J.M. [146]..............49

Thompson Hardwoods [133].........................,.37

Thunderbolt Wood Treating [158].........,......,59

TinberTech t1241.............................................31

TruWood I1 181.................................................27

Ultra-Flex Moulding [137] ..............................41

Van Arsdale-Harris Lurnber [113)........,..,,....22

Western Woods Inc. [101]......................Cover I

W.M. Cramer Lumber Co. t1401....................43

Woodfold-Marco Mfg. [130]...........................36

Woodguard t1391 ..........,..................................42

Every port of the EWP focility is stote-of-the-ort. lt is o complete processing focility, from drying ond groding veneer to finol pockoging ond shipment,

RosesuRe FRAMTNe Svsrruquolify engineered wood products for todoy's builder*

/ One of the most complete froming systems

/ Meets or exceeds industry ond APA quolity stondords

/ Committed to delivering on time, every time

/ futly integroted monufocturing

/ fficient cost effective producer

/ Dependoble long{erm supplier

/ Soles ond Morketing progroms toilored to meet your needs

y'/-Experienced soles, technicol, engineering & customer service osistonce