Merchant Magazine - June 2004

It's Privacy Plus, Redwood Empire 's pLe-built redu'ood fencing.

This sryLsh fcnce is loaded with no-fuss feeturcs The solid, prc-built desrgn saves tirre irnd noney. Qrrality materirls are uscd throughor-rt, fionr the tongue irnd groovc rcdwood fenceboards to the industrial streugth fasteners. The top lattice panel provides iln cxtra degrcc of'prir-lcr'. And eve n'one l<norvs redwood keeps its gooci locll<s for r,clrs lrrd r,.ears.

So, for fe nce rvithor-rt fuss it's Privacy Plus.

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

VOLUME 82, NO. 12 Siding

New moteriols, soles oids 0nd strotegies help retoilers copture o lorger shore of roofing ond siding morkets.

Advonced priming evens the ploying field for reol wood.

Sefllng l3 Wertcm SLto., InchdlngAL.t .nd llaw.ll

(Sistet Wblication guildiv Ptoducts Digest seNes tllr- East)

PUBLISHER Alan Oakes (ajoakes@aol.com)

PUBLISHER EMERITUS DavidCutler

EDITOR DavidKoenig (dkoenig@building-products.com)

ASSOCIATE EDITOR LisaMaresca (lmaresca@building-products.com)

CONTRIBUTING EDITORS

Dwight Curran, Carla Waldemar

AD SALES MANAGER ChuckCasey (ccasey@building-products.com)

CIBCULATION HeatherKelly (hkelly@building-produch.com)

ADMINISTRATION DIRECTOR/SECRETARY Marie Oakes (mfpoakes@aol.com)

How to Advertise

Conlact our advertbing officls torratos: WEST, MIDWEST, SOUTHEAST: Chuck Casey, Newport Beach, Ca.; (949) 852-199); Fax 949852-0231 ; Email ccasey@building-products.com

Motching woods is not olwoys the be$ design solution.

New columni$ Corlo Woldemor profiles o suaessful pro deoler in New Mexico bonkino its business on servlce.

NORTHEAST: Paul Mummolo, Brick, N.J.; (732) 899-8102; F ax 732-899-2758; Email pmummolo @aol.com

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**

Go slow, Greenspan

Probably no other industry has benefited more than the housing market from the low interest rates of the last couple of years. Consumers have kept buying to take advantage of these rates, and it has been a great ride. Businesses like yours may have expanded to cater for the increased demand for new housing and remodeling, and have possibly taken on debt to finance the growth.

None of us ever expected interest rates to go so low and remain at record lows as long as they have. Yet, with prices creeping higher, costs rising, and hiring possibly increasing, inflation may be rising for the first time for a long while. In the last week. we have had our first ominous warn-

ALAN OAKES publisher ajoakes@aol.com

ings of inflation, and this in turn may start bringing the party to an end, which will lead to a rise in interest rates soon-possibly as soon as the next couple of months.

I may not be alone in dreading this scenario. It is my belief that Alan Greenspan has a lot of accountability for the way he handled the last dramatic rates increases back in 1999 and 2000. when he kept upping the rates, cutting off business investments and just about killing any ability to do business. From a consumer perspective, it just might bring an end to the buy, buy, buy mentality that low interest rates have wrought from which our industry has benefited.

Interest rates are a powerful Treasury tool to slow inflation and need to be judiciously used. I hope Mr. Greenspan will not make the same mistakes again. By piling on increased rates almost on a monthly basis, he never was able to determine how each rate was impacting before he introduced the next one. While 9/11 could not have been anticipated, this country was already in a heavy recession before, and I believe the Treasury badly mishandled the economy.

A rash of rate increases could quickly undo an improving economy, sabotage the increasing job market of March and April, and lower consumer demand for all types of products. Remember back in the early '80s and early '90s how our house values deteriorated rapidly when interest rates skyrocketed?

I do not think that a moderate rate hike would cause harm in the next few months, but still the jobs lost in the recession have not been fully recovered. Many jobs are now at lower pay than they were, and several have moved to part-time and contractor basis. For those of us lucky to have a job, we should understand there are many who do not, and there are many who cannot and will not get jobs in this new economy. If you are in your 50s or even 40s, it is becoming harder to find a meaningful, well paying position as you are deemed too expensive.

Having a job and a home is perhaps how we mark our own individual wealth. Mr Greenspan, so slow!

Roshoro

We're the Glulam Experts.

BigBeam@: This big 30F beam is an integral componenr of your engineered floor system and is manufactured to match standard I-joist depths and rvall framing rvidths.

Rosboro Stock Glulam: This 24F. kiln dried beam is available in Architectural and Framing appearance, and is the mainstay of our glulam product line.

IJC-24F'"' Similar but withour the hi-eh clesign values of its big brother, this 24F beam is much more cost effective fbr moderate loads.

1.7E Header: An economical choice r,vhere high design values are not required. l.7E Headers go in straight and rvithstand the elements better than LSL or solid sarvn tirnber.

We also have the support to back up such a complete product line.

Software Support: Rosboro norv ofl-ers KeyBeamo. a sofirrule program that helps you select the most cost effective Rosboro product for your application. This sclftr,vare is available on CD or can be dorvnloaded from our rvebsite alon-e r,vith all other technical resources covering Rosboro products.

Rosboro's Toll-Free Technical Support: Please f'eel free to call our Technical Support Hotline at l-877 -457 -41 39 rvith your questions about any Rosboro glulam product. Drill a hole. and not sure ii it s OK? Call. rve ll lct vou knorv.

Roshoro

For Glulam Sales:

David Smith 541-136-21-58. Cindi Hengstler 541-736-2114

Michael Kirkelie 541 -136-21 24. Toll-Free: IIBB-393-2304

The Largest Forest Producfs Terminal in Southern California

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

. l6 acres offully paved outside storage and three covered warehouses.

. 600 feet of berth face with 40' or l2 meter draftaccommodates vessels to 750 feet 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 Program.

. Container dryage and stripping services within the overweight corridor.

Computerized inventory tracking of mixed products. Bonded cargo area movements to Mexico and offshore destinations.

Siding and roofi ng looking up for dealers

If,/lTH such a hefty percenta-ee of Y Y roofing and siding sold directly from manufacturer to installer, many dealers feel locked out of these profitable product categories.

Yet new materials, sales aids and strategies are helping dealers to get a cut in the action.

CertainTeed sells siding and roofing through a variety of channels, depending on the product. "Traditionally, most vinyl siding has gone through one-step distribution," explains Walt Hoyt, director of marketing for CertainTeed's siding group. "The bulk of fiber cement siding, however, more of it is through twostep, because it is so heavily into new construction."

Since vinyl siding is a relatively light material, building products dealers are better equipped to handle and deliver heavier fiber cement products.

Elk Premium Building Products distributes its roofing through wholesalers, who resell the products to both contractors and dealers. "Typically, homeowners do not get their roofing product needs through retail channels," explains Mike McLintock, director of marketing. "They rely heavily on the contractor. Consumers are just not familiar with roofing."

Consumers' general unfamiliarity with roofing and siding has convinced a number of dealers to offer installed sales. It's also a good reason to offer well-known brand names.

Dealers and wholesalers can add value by helping to educate their customers as well as their customers' customers. "The way for any two links in the chain to prosper," explains Hoyt, "is to form a partnership. We as manufacturer form partnerships with our distributors and dealers, who in turn form partnerships with their cus-

tomers. We don't sell to our customers; we sell through our customers. So, it's vital to listen to the enduser."

An expanding array of merchandising aids can help flesh out what a customer wants. "Merchandising aids are vital to the sale of a roof," agrees McLintock. "Elk suggests point-ofpurchase materials as well as tools used in the home. Sample boards are used most often and are the most effective way to sell the roof. Homeowners like to hold the samples up to their house to pick their colors and styles. We also recommend videos and brochures."

Equally important, stresses Mclintock, "keep your point-of-purchase displays fresh. Keep sample pieces in stock. Cross-sell roofing with other building products."

Trish Emling, Revere Building Products, suggests siding and roofing dealers "use a quality product, maintain strong business ethics, work with a strong lead and referral program, and make use of effective merchandising aids. Dealers should maintain a working relationship with their distributor representatives. They can be a useful tool to dealers providing tips and advice for individual markets."

"Ours are very tactile products,"

says Hoyt. "People want to touch and feel it. They're concerned about three things: beauty, performance and durability. What's it going to look like on my house? How will it perform over time? And, how long will it last?"

To help customers visualize how different products and combinations of products would look installed, CertainTeed has a new computer design program available via CD or the Web. With ColorView, users select one of four house styles and then add roofing, siding and accessories.

"This way," says Hoyt, "they can see if red siding looks good with a sreen roof-or not."

GROWTH in fiber cement products has helped retail dealers capture a larger share of the siding and roofing markets.

(Photo s by C e rtainTeed)

Preprimingperfects wood siding

By Dennis Connelly Chief operating officer, PrimeTech Member, Joint Coatings/Forest Products Committee, U.S. Forest Products Laboratorv

Itr/OOD siding has always had a place in high-end and V V historic homes, and for the purists who simply want a beautiful result on their dwelling.

Vinyl siding was, and fiber-cement lap siding now is, the first choice among those who want a low-cost, lowmaintenance alternative. The missing message is that wood siding is low-maintenance and does not need to belong only to the upper reaches of the home building food chain. Why? Because over the course of 20 years the overall cost gap between these products has narrowed considerably.

Many of us would pay the extra money for wood siding if we knew that it would not need repainting for a very long time. Lucky for us, there is actually government research that addresses this issue. After all, the machine finishing industry claims that wood is low-maintenance if coated properly. What may be surprising is that "coating it properly" doesn't mean knowing much of anything about how to coat it properly. All you have to do is preprime the wood before installation and it will last. Even prepriming with average coatings would outlast great coatings that are applied only after installation.

Coatings research led by Sam Williams at the Forest Products Laboratory in Madison, Wi., part of the U.S. Forest Service, can back that up with scientific fact.

How does this work? Sunlight degrades raw wood. It breaks the lignon that bonds the wood fibers together leaving a surface that is unsound for a tight paint film bond. The photo below shows how this affects the long-term

integrity of the paint film. Each column of siding shown has been primed with the same oil-based primer and the same latex topcoat. Furthermore, they were coated 20 years ago within four months of each other. The one that

was preprimed still looks great today. The other was allowed to weather for 16 weeks before the primer was applied. Note that as little as one week of pre-weathering can make the difference.

Other testing at the FPL over the years has led to the basic notion that the perfect coating system for exterior-use wood is one coat of preprimed oil-based primer and two acrylic latex topcoats either machine-finished or handapplied. My own experience in the lumber and coatings industry has taught me that the natural beauty of real wood can be enjoyed by anyone willing to maintain their siding as often as they might their roof.

The alternative siding choices are not "no" maintenance and all have some form of wear-out feature. Therefore. if you want low maintenance as well as the look and charm of real wood, the only product that has those benefits is real wood.

PRIMED after installation, 20-year-old test fence at the Forest Products Laboratory in Madison, Wi., is-showing its age.

Installed s4les oppg_rlunity:WindowAlm

By Marty Watts President and c.e.o. V-Kool, Inc., Houston, Tx.

THE INCREASING popularity of I clear. applied window film offers lucrative new business opportunities to building material dealers who know how to sell unique products that command a premium price.

Almost colorless, spectrally selective film blocks heat better than dark films, but transmits normal levels of daylight. Though heat control continues to be the primary function of most applied window films, top-of-theline spectrally selective films can provide increased insulation performance, ultraviolet protection superior to most Low-E glass, and the ability to mitigate the impact of seismic stress, wind blown debris and explosive force.

Dealers already selling Low-E windows are familiar with glass performance. Those selling heat reflective glass understand the particulars of solar control, shading applications, and heating loads, which also apply to the performance of heat reflective applied window films.

Consider these reasons to sell and install conventional and spectrally selective applied window film:

. Compared to heat reflective glass, all types of applied films cost less and are priced dramatically lower, offering high potential profitability. Film manufacturers and distributors typically sell generic heat reflective film for as little as 80p a sq. ft. to installers who in turn sell that product for as much as $4 a sq. ft. installed. Spectrally selective film sells for as much as $12 a sq. ft. installed. Cost of installation, overhead, and marketing seldom surpass $4 a sq. ft.

. Window film can be easier to sell than replacement glass. Homeowners and building managers are reluctant to spend the money for-and put up with the inconvenience of-purchasing replacement windows when their existing glass, except for an over-heating problem, performs well otherwise.

Solar heat through south and west facing windows is a serious problem for homes and buildings in Sunbelt climates like Florida, Texas, Arizona and Southern California. Even in cold climate cities like Seattle, Chicago and Boston, many buildings experience costly over-heating problems.

. With increasing concern about energy conservation, window film is the most cost effective way to reduce heat entering a home and building, reducing the use of air conditioning.

. According to Lawrence Berkeley National Laboratories, the total residential window market in the US accounts for 19 billion sq. ft. of glass, less than 17o of which has benefited from applied film. Considering that the average residential window is 25 years old, there is great potential for window film to become extremely competitive with replacement windows in the residential market.

Even though the potential demand for applied window film seems unlimited, only about 100 million sq. ft. is available for architectural applications. Clearly, this is a market in the embryonic stages of development, offering dealers a real ground floor opportunity.

For many of the existing 5,000 film dealer/installers in the U.S., window film has not been a lucrative proposition. Why? Limited marketing skills and no differentiation in products.

Window film installers selling conventional window film are in a commodity business and possess a commodity business mentality that negates their ability to sell a unique product such as spectrally selective film. Price competition among commodities drives down profitability.

For retailers with successful installed sales experience, opportunities abound in retail, office and high rise markets. An aggressive, proactive marketing and sales organization

capable of dealing with building professionals and homeowners will achieve results.

Becoming a window film installer does not require an up-front commitment of significant money or time. Most manufacturers or distributors are willing to sell a single roll of film to first-time installers. The investment in tools and equipment amounts to no more than a few hundred dollars. Comprehensive and easy-to-follow instruction manuals are available from the International Window Film Association (www. iwfa.com).

Dealers interested only in selling, but not installing window film, should be able to find several existing local installers happy to do the actual installation while leaving the selling and most of the profits to you.

BRIGHT FUTURE:Clear window film offers a growing market with high margins for both retailing and installing.

Titanic plans for small stud manufacturer

YEAR after launching the company with a stud \-lmill in Winlock, Wa., Lewis County Forest Products is preparing to begin construction of facilities at three different sites.

1|.}NE

Since the stud mill starled up last June, the company has met or exceeded almost all of its production goals-averaging 29,000 bd. ft. of production per hour. The mill has been operating on a two-shift basis since October. The burgeoning success convinced LCFP to expand its product line by building three additional plants: a "large log" mill next to its existing facility; a planing mill and dry kiln in Chehalis, Wa., and a stud mill similar to its current operation in Shelton, Wa.

The large mill will have the ability to saw logs up to 60" in diameter. "When we got to know several of the local log vendors in the area, we realized there was a real need for a large log mill in the area," said chief operating officer Phil Johnson. "Some large logs are trucked as far as several hundred miles because there isn't a facility in the area that can handle them. After additional research, we came to the conclusion that a large mill would complement our existing facility extremely well."

The large mill enables LCFP to expand significantly its product offerings to include many specialty items up to 20 feet. The plant will also have the ability to cut LCFP's "core" 2x4 and 2x6 green stud lumber products. "We're excited about the opportunity to manufacture specialty and industrial items, as well as clear and factory lumber," Johnson said. "We believe that our operations will be significantly enhanced as a result ofthe product diversification that the large mill will provide."

The products will be marketed under LCFP's trademarked "Titan Cuttings" logo. Approximately 207o of production is expected to be exported overseas.

Johnson is targeting a December commercial operation

date and expects to hit 55 million bd. ft. in annual production with one operating shift. "Initially," he said, "we expect to hire about 20 employees. However, we learned a thing or two the last time around. We will most likely continue to run on one shift for several months prior to ramping up to two shifts at the large mill."

Once again, the company employed its strategy of purchasing used, high quality equipment to build the facility. A 50" Nicholson Ring debarker is used for the debarking process. From here, the logs move to an Albany 7' high strain double cut bandmill. A Salem 60" opening carriage with Inovec stereo scan setworks is used to maximize recovery. A Portland lron-works 6" combination edger provides the edger rvork. An Irvington trimmer with Coe DTech 2000 optimization completes the production process.

The new facility will process both hemlock and Douglas fir logs, made possible by the construction of a planing mill and dry kiln about l0 miles north in Chehalis.

The planing mill will enable LCFP to dry both its studs and cuttings, providing S4S lumber up to 6" x 14" dimensions and up to 20 feet. The Chehalis facility utilizes a Coe high temperature zonal controlled dry kilns and a Woods 415 MC l2-knife planer with double profile LS 20' trimmer. The production process is complete once the lumber reaches the Moore Oregon tray sorter and stacker. Johnson expects the planing mill to produce approximately 55 million bd. ft. annually and employ l5 people on a single shift.

Although the Shelton plant will be relatively similar to the existing stud mill, the inclusion of a dry kiln allows manufacture of both Douglas fir and hemlock. Products include green or kiln dried 2x4 to 4x6 width and dimension lumber in lengths up to l3 feet. The maximum log size is a 22" butt. The green studs will be marketed under the "Titan

STACKER readies product for packaging.

DOUGLAS fir 2x4s are protected with unique "cigar wrap" packaging.

Stud" brand name. while the kiln dried studs will be marketed as "Titan Regal Studs." The Shelton Mill is majority owned by LCFP and will operate under the name Mason County Forest Products.

The mill includes a significant amount of equipment manufactured by Salem Equipment and software and controls provided by MPM Engineering. The mill will use a Valon Kone 800 Debarker. Logs are then run through an MPM optimized log bucking system.

The system allows management to make real-time decisions about production based on current market prices," said Mason County Forest Products general manager Gary Snider. "The optimization is a real asset. It allows us to manufacture products that the market wants today, rather than a week too late."

The headrig includes a Salem 5' high-strain twin bandmill and Iggesund Chipping heads. A Salem EDLF system with MPM optimization will be used to feed the primary breakdown. From this point, the cants will flow to a Ukiah 4"x30" board edger with Coe D-Tech optimization and a Ukiah 6"x30" gang edger. Finally, the lumber will be sorted and stacked by a USNR 27 bin pusher log sorter and stacker.

The planing mill, which is not included in the sawmill, includes a Stetson Ross 2O-knife narrow lumber planer and 7' to 13' PET trimmer. The dry kilns are Coe high pressure, high temperature zonal controlled dry kilns.

Snider expects to produce 145 million bd. ft. annually on a two-shift basis of about 100 workers. In total, the expansion should boost LCFP's and its affiliates' capabilities to nearly 350 million bd. ft. of lumber a vear.

"We all knew fhis uyas going to be a huge undertaking, but I don't think any of us (at C. H. Carpenter Lumber) realized just how big it turned out to be. We saved time and money,and got a lot of extras we didn't even know about - by working with people who had experience and expertise in this type of project."

"Our layout, designed for optimum materials handling, has increased our efficiency and has almast eliminated product damage."

GBEEN D.F. studs are loaded for deliverv from Winlock, Wa.. to Northern California.

ffi,,,I highly recommend working with a professional team,"

III am very pleased with the resultstt

- Fred Meier, C. H. Carpenter Lumher Lakeville, Minnesota

objections

By Bob Schultz

66fTHfNK I'm gonna wait a while lbefore buying."

"It's too much."

Any time a prospect offers resistance, it's great! Objections indicate interest. In the sales industry, objections are usually requests for more information, and they take five "hidden" forms:

l. Obiections can be a need for rationalization. Sometimes an objection can be a cry for help. Deep down the prospect probably wants to be a bit more convinced that the investment is wise, safe and not extravagant. Price objections almost always fit into this "hidden" reason.

2. fn, prospect may be expressing a desire for ammunition and support. This objection centers on the need to get more support material to help convince others-family, associates and neighbors-who will question the investor's decision. It is your job to give prospects more than enough "comeback" ammunition.

3. Obiections are often a request for assurance. Any rational person wants to be absolutely certain that they are making the best decisionone they won't regret. When they put up barriers, all they may be asking you to do is to go over the reasons again to convince them that they are making the right decision.

4. Po, some prospects, raising objections is a matter of pride. As a matter of pride the prospect may feel obligated to "deal" or stall. An objection, especially a lower-price chal-

lenge, is probably an attempt to "feel you out." Let's face it, most prospects think, "What have I got to lose?" Your job is to focus on quality, helping prospects understand that they are getting a great price for an even greater value.

5. fn, objection may be an attempt to "blow smoke." Sometimes people just like hearing themselves talk. Others make silly statements to throw you off guard. Such objections should be treated as seriously as other reasons. How do you know what is important to the prospect?

Never take objections at face value. Search for the real message that is obscured by the turndown. When you take an objection literally and give up, you not only lose the sale, but you do a monumental disservice to your customer. If the prospect really needs and wants your product and you don't close, some other salesperson will complete the transaction.

Handling Objections

Objections may come throughout your presentation, but they will usually explode as you move into the closing step. Consider:

l. Obiections help minimize questions in the prospect's mind. The closing process invites objections. Your goal is to systematically eliminate or minimize any negatives.

2. You can use objections to do more than qualifying. "Hot buttons" are often obscured by tumdowns and negative statements. Probe deeper for the sisnals.

3. Be totally prepared for every possible objection. Prepare to refute turndowns with an amazing variety of features, benefits and emotion-getting statements. Compile a list of at least l0 features and benefits for your company, locations, amenities and products. Learn this list through practice, drilling and rehearsal sessions.

Compile a list of 20 specific objections. Use three groups of objections: those you've heard personally, those you're waiting to hear, and those you would raise if you were the customer. Brainstorm with co-workers. Get specific-then develop answers to those objections and memorize them.

When a prospect raises an objection, they mention it because they want to say something. Their words may or may not be significant. If someone raises an objection, even if you have the perfectly prepared answer, you may not want to immediately shoot down their objection with your gem. Just giving the answer itself is not always the best response. View the selling situation as a tennis match. Player A serves the ball. Player B has to make an instinctive decision as to what to do, where to be and how to return the ball. Player B pauses for a split-second, makes a decision and attempts to return the volley. If Player B hits it successfully, that "thunk" causes Player A to pause, decide and respond. The process will go back and forth until one of the players does not pause/decide/respond correctly. For lightning-quick Serena Williams or Andre Agassi, the procedure seems effortless and flowing.

In sales, you must become the Serena Williams or Andre Agassi of objection-returning. Every time the prospect raises an objection, he or she is serving the "ball" to you. You must pause/decide/respond to return the volley. If you are successful, the prospect must do whatever he or she can to hit the "ball" back. Again, you pause/decide/respond. This goes on, as in a tennis match, until one of you misses the "ball."

Become more prepared and proficient in this process. When you understand what is happening as it takes place, you can become a Proactor, not merely a Re-actor. Also, you will discover superconfidence and mental agility.

- Bob Schultz is a sales trainer, consultant and author o/The Official Handbook for New Home Salespeople and Smart Selling Techniques (www.newhome spec ialist.c om ).

New Home Specialist Inc.

f^l *, HOUSE''

SENSATION.

There's nothing wrong with stucco."It's 'iust that it can get a little, wbll, anonymous. Thatts where TruWood' comes in.

. A strategic application of .:.

O* wo.iod sidiqltx 4 minimum oJ lruWood Siding can separate , 50o/o reD'fud and ruovndJibr. one production'stucco home from the nekt, and turn a development

into a real nerghborhood. With, we migHt a[it, 4 minimsm oftime anc experse. ,' .'

durabiJity with realism and 'icurb appeal" that vinyl and fiber cement' ' -.: j .'-l, r .:.

,slqrngs caa'r approacn. tinally, lruWood is backed by a grouhd:' breaking 3o-year warrdnty fully transferable to all owners. a For more deails, cill or vi5id,our'web site. Before another hapless .a home.owner risks stumbling into the wrong foyer" i: ":

As for quality, TruWood ii meticulously primed and crafted I ryith the rough-sawn look ofwestern Cidar. The result is time.tested Distri but,,d,A,J we.yirhoeuset I Crfi us ar 8oo.4r7.3674

- Come see our products ot PCBC"in the Cqllins TruWood b"oqth

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FOR A unique look, blend species and finishes that complement, not match. Maple cabinetry

A RE your homeowner and pro cus-{a.tomers stressing over finding a perfect match for their hardwood cabinets, floors and furniture? Relax! Suggest they forget about matching and mix it up with a variety of woods and colors.

Oak. Cherry. Walnut. Maple. Ash. Poplar. These are just a few of the American hardwoods that add natural warmth and style to any room in the home. Familiarize your customers with all of their hardwood choices by showing a Species Guide, such as that at www.hardwoodinfo.com. Then encourage them to blend several of woods for a unique look and feel.

In the kitchen, try using different

hardwoods for the cabinets and floor. suggests Heather Dilger, senior designer for MasterBrand Cabinets. In addition. consider base cabinets with a finish that complements, not matches, the wall cabinets. Or scatter a couple "different" cabinetseither different species or the same species with contrasting finishes-among those on the walls and floor. Finish off the look with a contrasting finish for the island and floors.

Kim Dunn, Wellborn Cabinet Inc., says one popular look combines maple cabinets finished in antique evergreen and a contrasting honey tone. Giving one layer of stacked moulding a different finish that ties in with the cabi-

netry is also very effective. "You can pull different areas together or create a focal point," Dunn says.

To make a small kitchen look larger, consider installing lighter cabinets and a darker hardwood floor, says Sarah Reep, design director for KraftMaid Cabinetry. "Having lighter tones at the horizontal eye level will make the area seem larger, and the darker floor will help warm up the room," she says.

Maple is an especially flexible hardwood that mixes well with oak. hickory and cherry, Reep says. Hickory also works well with oak and cherry, she adds.

Reep recommends working with a designer and always combining samples to pull a palette together. "Put samples of the products together and look at them as a family," she says. "Before you place an order, make sure your choices all go well together."

Limit the number of contrasting wood tones in the kitchen to about three. Reep advises. "Sometimes people think more is better, and that's not always the case," she says.

Winter Park, Fl., interior designer Jennifer Haddock put these principles to work in a recent kitchen project. A darkly stained oak floor complemented red painted walls. White cabinets contrasted with a cherry bead board back splash. The cherry bar stools with upholstered plaid seating complemented a darkly stained kitchen table.

"There are so many things you can do with wood," she says. "You can bring out so many different colors."

Many of the guidelines for choosing wood in a kitchen apply to other rooms of the house as well. "We're really trending away from everything matching," says James Nauyok of Baker furniture. "There are no hard rules. You could mix virtually any species in any room. Just consider the finish, the style, the look."

with an ebony finish creates a striking contrast to the light finish on the cheny cabinets.

Nauyok likes to envision a party when he furnishes a room. "You don't want everyone at the party to look the same, but you do want them to look like they are going to the same party," he says. "Make sure the different personalities work together. If something is over- or under-dressed, it sticks out like a sore thumb."

He suggests blending light, medium and dark tones in hardwood furniture with contrasting floors. "You don't want your furniture to disappear into the floor," he says. "If your furniture is dark, you might want a mediumtoned wood floor. If the furniture is light, you might want a darker floor."

According to Susan Sargent, an author and artist known for her rich use of color, "We've come a long way in empowering people to do a room in stages, mixing old pieces and new. You don't have to worry if the wood tones don't match. In the end, it all comes down to personal taste."

Painted pieces, especially accessories, help complement stained furniture, Sargent says. "Wood is a fantastic neutral with a lot of depth, lines and structure. It can help balance the soft textiles and vivid colors that make a room cheerful and comfortine."

Dark wood stains look great with fabric that has wanner yellow tones or cooler blue tones, Sargent says. Warmer wood stains look best with fabrics in warm tones (like paprika, olive or red)-not cool tones, Sargent says.

Mouldings, like furniture and cabinetry, can be finished in an endless variety of stains and paints. For painting, consider using poplar, which is especially stable and less expensive than some species, suggests Memphis, Tn., architect David Kenoyer.

White trim paired with stained hardwood floors remains a favorite. but painting trim in a neutral tone a couple shades lighter than the wall also is growing in popularity. Kenoyer says. "lt gives a little more richness to the wall," Kenoyer says.

Stained moulding does not have to match the floors. Kenoyer says. Again, compare samples side by side to see how they pair up.

Solid homes. Solid value.

NO MORE matchy, matchy. Oak island stained in blue complements the parfait finished maple cabinetry.

By Carla Waldemar

ll I'ARTY Johnson hangs his hat on IVlservice. In fact, that's exactly why he signed onto the sales force of Farmington, N.M.-based Construction Supply.

He'd earned his stripes as general manager of a yard in Durango, Co., in the '80s, then spent the past few years with a builders' association (including a term as president). "But," he explained, "I was eager to get back to the retail side of the industry-very dynamic these days. Here, I looked at its salespeople (led by general manager Roger Rick), looked at the team and the company's reputation, which is really important to me, its commitment to customer service."

Johnson recognized that the sales group had the same values he had, assuring him that in his absence they would take care of his customers, and

he would do the same for them.

"It's vital that a sales team have the same values," he said. "We're located in a very competitive environment. with four independents, a Home Depot, and a Lowe's coming in November, which makes it real challenging. So it boils down to, how can we take care of our customers? Customer satisfaction is everything. If you do it well. you've got a competitive edge. Price is not foremost when people are investing in a lifestyle; they want to be confident in a well-built house that won't fall apart. They look to experts for that confidence-a professional that takes interest in their project, not only with the contractor, but the homeowners themselves."

The entire sales group has been assembled to serve. "The consumer is faced with an extensive list of decisions to be made and needs advice,"

Johnson counseled. "lt can be overwhelming, and we help them focus and make informed choices. We salespeople here have no specific areas; everyone's pretty much trained to wear many hats. Sure, it's easier to specialize, but that might be a danger if you can't answer all of their questions. Instead, we educate everyone at our product-knowledge meetingshow things are handled, sold, and used. The experienced staffers answer questions for the less-experienced. It's teamwork."

General manager Rick empowers the staff. "He's established a policy that people be self-contained," Johnson noted. "If there are customer issues that need a solution, you make the decisions-even if there are mistakes. Then, at meetings, we back up and see if we could have done it better. Lots of people are afraid to make decisions, but here, just use good, common sense and share it with the group later to see if there's a better way. Part of every sales meeting is dedicated to these issues."

He added, "There's also a suggestion box, and it's taken seriously. Many companies don't make the effort to follow up, but here, each one is reviewed and feedback given on if it's not used, why not. In fact, in everyone's annual evaluation they Iook at, do you make recommendations to improve the business?"

And that harks back to the key factor that separates the successful from the failures: how they take care of their customers. "What business solutions can we bring to the table?" asks Johnson. "How can we help our customers work efficiently time-wise and logistics-wise-make them money and save them money, too? The fewer times I talk to my builder, the better, because that means fewer issues."

Those solutions are arrived at slowmo style, one by one. Johnson analyzed his community of 45,000 anchoring New Mexico's wide-open Four Corners spaces; "Everyone in a 10O-plus radius comes here to do business. The community is right in the middle of a gas field so, as prices rise flike now], the economy booms. But only 250 permits are issued each year, so we're too small to have tract builders. There are 25 or 30 custom builders, and every one builds differently. We thrive on our ability to take a look at each contractor and literally sit down and ask, 'What do you need?' They can go to Depot and find

EVERYTHING at pro dealer Construction Supply from yard layout to sales training is oriented for maxrmum cuslomer servrce.

product, but they cannot find a construction coordinator to integrate a whole job."

He cited a recent conversation with a new contractor who was unaware of the help he needed planning and with the construction schedule. "He didn't realize that, because this town is off the beaten path, it takes longer for materials to get here," Johnson related. "If he doesn't understand that, he'll order doors and then have his crew sitting around idle for weeks, which significantly impacts profits. "

He reiterated, "You can get product at Home Depot. They do a good job merchandising; they have a wider range of products; they're open weekends. They've put $17 million into their land and new facility-yet they can't operate any cheaper than I can: same bills for lights, gas, drivers. They create a wonderful impression as price-competitive, but what about the service concept? They can't tell you what you'll need to complete a pro- ject. I listen to your crew, your employees, your homeowners. Anyone can sell lumber at a cheap price, but a sales professional can help homeowners build a quality investment. That's our competitive edge."

And it's sharpened by word of mouth, which Johnson considers the most effective kind of advertising"better than having an ad or a banner. I'd rather hear, 'Go down there and talk to Construction Supply; they know all about hardware.' Then they go and talk to that person, confident that they've got the right professional resources.

"I was brought on to suggest new ways to grow the business." Johnson recapped. "I suggested looking into installed sales. Here, we've got a

group of progressive thinkers who decided it would be smart to be first in the area [to do so], so we're investing our time and resources in equipment, training. And with more boxes coming, you've got to provide business solutions like this to stay in business. The ones that can't figure it out won't be around to compete the next building season."

Back to that competitive edge. He figures builders will eat it up, especially as product liability presents more and more drains on profits. "It puts contractors at risk. Look at mold," he said, pointing to poor installation of windows and doors. "Contractors are saying, 'Wait a minute! I can't afford to send my construction team for installation training, and I can't be certified with l0 different manufacturers.' But as a salesperson with product training, I have resources to do this inhouse and offer him peace of mind, reduce risk and answer questions if problems arise. Remember, if a builder's risk goes up, so does the cost of construction. So at a certain point. consumers can't afford to build houses

or build them smaller, which affects the whole economy of the area."

"It's a really exciting time," Johnson smiled, brimming with passion, "and good for anyone able to take care of his business."

Trade Secrets: Government Business

Construction Supply has been a landmark in the Four Corners area, serving customers since the 1870s. Over time, the company has added two locations and some big government accounts. "The Bureau of Indian Affairs is doing lots of construction, both remodeling and building new houses," according to Johnson.

Yes, they're lucrative; and yes again, they're mighty challenging, starting with the bidding process. "The government requires three bids on every project, and the competition's pretty fierce," he said. "But when you win a project, you'll sell them several hundred thousand dollars' worth of product. And, because it's big enough, you can bid truckloads direct from the manufacturer - sheeting, drywalland never have to handle it first; that's how we can afford to operate on a lower margin*lower than 107o. Some below 5Vo."

The challenge, Johnson explained, "makes you work really hard to get the bid and keeps you real sharp. And it takes quite a bit of paperwork. But for those hundreds of thousands of dollars, it's worth your time to plug it in."

- A former award-winning LBM trade maga1ine editor, Carla Waldemar writes frequently on the building material industry. C ontac t he r at cwaldemar @ mn.r r.c om.

SALES STAFFERS are all on the same page, working together.

CONTRACTOR CUSTOMERS know they can find the answers at Construction Supply.

l:rrrt:ns

Weyerhaeuser Co. has sold to developers the property that its retail operations, Fisher Lumber Co., Santa Monica, Ca., and Malibu Lumber Co., Malibu, Ca., sit on; the yards will close by March ...

Glen Avon Lumber Co., Glen Avon, Ca., is closing this month after 62 years in business

Rupert Lumber & Paint, Rupert, Id., has been opened by Jason and Sarah Lynch; other employees include John and Gena Manning and Shaun Morgan

Trona Hardware & Lumber, Trona, Ca., has closed

Pine Grove Ace Hardware & Lumber, Pine Grove, Ca., recently held a grand opening to celebrate a remodeling that included doubling the size of the paint department and installing new flooring, fixtures, lighting, a customer service desk and lumber sales desk ...

Zentz Lumber has relocated to a 9-acre site in Billings, Mt., twice the size of its previous home ...

Ace Hardware is opening a 17,000-sq. ft. location in midSeptember at a former Target site in Greeley, Co. (Rick Thomas, owner) ...

Dolan's Lumber, Benicia, Ca., recently repainted its store, is putting in a new plumbing department, and has become the chain's new Hq. location ...

White Cap Construction Supply added a branch in Apache Junction, Az. ...

Home Depot opened new stores Apnl29 in Morgan Hill, Ca., and Apnl22 in Nampa,Id. ...

Home Depot received permission to build on 1l acres on the

border of Glendale and Burbank, Ca.; plans a 131,863-sq. ft. store in Eugene, Or.; is debating with residents from Long Beach, Ca., over a proposed 159,000-sq. ft store that would require zoning changes and allegedly could damage a nearby ecosystem, and is facing resident opposition in Santa Cruz, Ca., over zoning changes for a proposed 150,000-sq. ft. store ...

Home Depot broke ground on 11 acres in Moses Lake, Wa., and on 15.45 acres in The Dalles, Or., for late October store openings; has begun construction in Cedar City, Ut., and Selma, Ca., and is considering sites in Crescent City, Or.. and Lincoln. Ca.

Home Depot acquired 2O-unit retailer Home Mart, bringing its store count in Mexico to 39

Lowe's opened new 116,000-sq. ft. stores April 30 in Marana and SW Tucson, Az. ...the chain got the go-ahead to build in Rohnert Park, Ca. ...

Lowe's has begun construction on a rash of new 116,000-sq. ft. stores with 25,000-30,000-sq. ft. garden centers to open in the fall in Bend, Or., and Santee, Ca.; in late 200,4 in Kalispell, Mt.; Clackamas, Or.; Santa Fe, N.M., and Greeley, Co., and in early 2005 in Fairbanks and Wasilla, Ak., and Lancaster and Huntington Beach, Ca.

Wronslr:nr/tlrurrcrur:rs

Hampton Affiliat e s, Portland, Or., is closing Fort Hill Lumber Co., Willamina, Or., at the end of July due to a lack of large-diameter logs in the area ...

Welco Lumber relocated its Puget Sound, Wa., distribution yard to Tacoma, Wa. ...

Capital Lumber Co. has leased 3 acres next to its Phoenix, Az., property to accommodate growth ... Capital Building Materials

entered into a logistics partnership with Estenson Logistics LLC

Potlatch Corp. curtailed its Clearwater lumber mill, Lewiston, Id., May 7-I7 to install new scanning and optimization equipment at the reducing band saw

Fremont Forest Products, Long Beach, Ca., is bringing in the first barge of an expected regular threeweek service of dimension lumber from Coos Head Bay and Swanson Group, Glendale, Or; Dunlap Towlng, Lake Connor, Wa., is the cflner...

Simpson Timber Co. relocated its sales and traffic group offices to Tacoma. Wa.

Hughes Supply has acquired plumbing/electrical distributor Standard Wholesale Supply Co., Las Vegas, Nv.

ForestExpress, Atlanta, Ga., was renamed Liaison kchnologies ...

American Millworks LLC, Post Falls, Id., was destroyed by a Mpy 2O fire:' owner Chris Luppens estimates that $20,000 to $30,000 worth of wood products, $10,000 to $12,000 worth of supplies and equipment, and more than 1,000 bd. ft. of lumber was destroyed ...

Housing starts in April (latest figures) fell2.IVo to a seasonally adjusted annual rate of 1.969 mil-

(Please turn to page 43)

FAX us your 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 seNice)

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Listings are rtften submitted months in advance. Always verifi dates and ktcations witlt sponsor before making, plans to attend.

fum

Los Angeles Hardwood Lumberman's Club - June 9-ll, NHLA hardrvood lumber grading short course, Ameri Suites, Ontario. and Peterman Lumber. Fontana. Ca.;(909) 35'7-7730.

Winema Hoo-Hoo Club - June 10, sporting clay shoot, B&B Clay Sports, Klamath Falls, Or.; (541) 882-7559.

Lumber Association of California & Nevada - June 10, associates/dealers golf tournament, Rancho Solano Golf Course, Fairfield, Ca.; June ll-13, past presidents reunion, Resort at Squaw Creek, Olympic Valley, Ca.; (916) 369-7501.

Seattle Hoo-Hoo Club - June 11, annual golf tournament, Mount Si Golf Course, Snoqualmie, Wa.;(253)796-'7155.

American Architectural Manufacturers Association - June 13-16, national summer meeting, Vail Marriott Mountain Resort, Vail, Co.; (847) 303-5664.

National Lawn & Garden Show - June 14-16, Colorado Convention Center, Denver, Co.; (719) 488-0226.

PCBC - June 15-18, western building show, Moscone Center, San Francisco, Ca.; (916) 443-7933.

Conference on Transportation & Marketing of Wood Products - June 16-19, Whistler, B.C.; (604) 669-7996.

Mountain States Lumber & Building Material Dealers Association - June 22, golf tournament, Santa Ana Golf Course, Albuquerque, N.M.; June 24, sales seminar, Hampton Inn Cherry Creek, Denver, Co.; (303) 793-0859.

Umpqua Valley Lumber Association - June 23-25, 6th annual Mill Week, Douglas County, Or.; (541) 672-5711.

Tuolumne Lumber Jubilee - June 24-27, Black Oak Casino, Tuolumne. Ca.; (800) 266-6436.

Western Hardwood Association - June 25-29, anntal meeting, J.W. Maniott Resort, Las Vegas, Nv.; (360) 835-1600.

Tacoma-Olympia Hoo-Hoo Club - June 26, auction, Tacoma, Wa.: (360) 829-9049.

Western Building Material Assn. - June 26, Young Westerners Club trustees meeting, Seattle, Wa.; (888) 551-9262.

Forest Products Society - June 27-30, annual meeting, Amway Grand Plaza Hotel, Grand Rapids, Mi.; (608) 231-2152.

futv

joirts, srils, roof hrses, raftels, bear

Winema Hoo-Hoo Club - July 8, Eagleridge steak fry, Klamath Lake, Or.; (541) 882-7559.

Parr Lumber Co. - July 9, l0th annual golf tournament, Tustin Ranch Golf Club, Tustin Ranch, Ca.; (909) 627-0953.

National Retail Hardware Association - July 12-14, annual convention. Semiahmoo Resort, Blaine, Wa.; (317) 290-0338.

Temperate Forest Foundation - July 14-17, Intermountain Teachers Tour. Lewiston. Id.; (503) 5'79-6762.

Western Red Cedar Lumber Association - July 14-17, annual meeting, Whistler, B.C.; (604) 684-0266.

Black Bart Hoo-Hoo Club - July 16, golf/bbq night, Ukiah golf course, Ukiah, Ca.', (707) 462-3'700.

Tacoma-Olympia Hoo-Hoo Club - July 16, annual golf tournament, Madrona Links, Tacoma, Wa.; (360) 829-9049.

North American Wholesale Lumber Association - July 18-21, wood marketing seminar, University of Idaho, Moscow, Id.; (800) s27-8258.

Mountain States Lumber & Building Material Dealers Association - July 19, golf tournament, Ranch Country Club, Westminster, Co.; (303) 793-0859.

American Lumber Standard Committee - Jdy 22, board of review meeting, Washington, D.C.; (301) 972-1700.

Western Building Material Assn. - July 25-27, mid-year meeting, Salishan Resort, Gleneden Beach, Or.; (888) 551-9262.

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Western Building Material Association is staging its mid-year meeting July 25-21 at the Salishan Resort, Gleneden Beach, Or.

The Young Westerners Club's board of trustees meets June 26 in Seattle, Wa.

WBMA has named Karen Johnson coordinator of membership development and services and Paula Slater accounting coordinator.

Lumber Association of California & Nevada's Second Growth weekend conference is being held July 16-18 at the La Quinta Resort & Club, La Quinta, Ca.

Mountain States Lumber & Building Material Dealers Association will hold a sales seminar June 24 at the Hampton Inn Cherry Creek, Denver, Co. Bill Lee will present "Master Selling Skills: Consultative Sales Techniques for Contractor

Salespeople."

Then break out the golf clubs for the Colorado W.O.O.D. committee golf tournament July 19 at the Ranch Country Club, Westminster, Co.

National Lumber & Building Material Dealers Association will hold a teleconference on "How to Handle an OSHA Inspection" July 14.

Western Red Cedar Lumber Association holds its annual general meeting July l4-17 at the Fairmont Chateau, Whistler, B.C.

The invitation-only event consists of business meetings and golf.

Western Hardwood Association has enlisted Rep. Richard DeBolt, Washington State House Resource Committee, to speak at its annual meeting June 26-28 at the J.W. Marriott Resort, Las Vegas, Nv.

Other presenters include Doug

Bassett, Bassett Furniture Industries; Catherine Mater, Mater Engineering; Mark Michie, Los Angeles Hardwood Lumberman's Club; Greg Vipond, Western Pallet Association; Mike Snow, American Hardwood Export Council, and Bruce Bare, PhD., dean of the College of Forestry, University of Washington.

Pacific Lumber Inspection Bureau gathers for its annual meeting June 17-18 in Blaine. Wa.

American Forest & Paper Association has a MACT workshop set for Sept. 15-16 in Portland, Or. The workshop will cover compliance monitoring and testing obligations for the plywood and composite wood panel MACT and industrial boiler MACT. Also on hand will be vendors of pollution control equipment and environmental services to help businesses comply with the rules.

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sensible ronmenlqlist

By Dr. Patrick Moore

be certain. But there are other ways to ensure the protection of old growth forests if this is your concern.

The important thing is to set aside enough old growth across the forest landscape. This is something Americans have taken to heart. The amount of protected forest in the U.S. has increased steadily over the last 50 years and now includes more than 270 million acres, much of which is old growth.

How do I know if my deck comes from an old growth forest?

Wood products aren't tracked in terms of each tree's age. so vou can't

The debate over old growth has been presented as good versus evil: beautiful old forests or barren clearcuts. But forests are in a constant state of change. North American forests face large natural disturbances such as fire or disease on a regular basis-which is simply to say that a forest set aside as old growth usually won't be old growth forever. The process is cyclical, not a one-way street that leads either to the perfect forest or permanent forest loss.

Old growth is a complex subject, partly because there is no universal definition:

' Age - As a popular term, "old growth" describes trees that are big and old, usually older than 200 years. Scientifically, it means trees that have reached the age of maturity, which may be 50 years for alder or 500 years for redwood.

. Characteristics - To many people, this is more important than age. Old growth characteristics include standing dead trees big enough for cavity nesting birds, fallen dead trees as habitat for insects, fungi and small animals, and a fully developed diversity of plants, shrubs and trees. In some types of forest (like coastal Douglas fir), these features may appear afterjust 70 years.

Old growth forests provide important habitat, are beautiful and (where fires are infrequent) may live to be centuries old. However, it is equally true that young forests provide important habitat, are beautiful and contribute to our material needs. I believe that a sensible environmentalist would support a balance of both these types across the forest landscape.

- Dr. Patrick Moore has been a leader of the environmental movement for more than 30 years. A co-founder and former president of Greenpeace, he holds a PhD in ecology and a BSc in forest biology. Send questions to patrick@ sensibleenvironmentalist.com.

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'f hc I)C' n ill hilc 65 u alchousc pclsorrncl b1 Junc 1005, orrce thc builcling hls becrr constructccl. B\ JLrrrc 1006. total stall r'ccluile-cl to opef atc thc l)C shoulcl ckrublc.

Honrc Dcpot. Atlanta. Ga.. cx1>ccts to closc l dcal this nronth in rihich it acclr-rilcs Whitc Cap C'onstruction SLrppll to bcconre palt of its Hurne I)epot Supply rlivision.

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antl ntlrtc|[rl: tll|uctc(l irt c()n\tIuction c()ItIt'itL[()fs. I)cpot clccirlctl to uccluit'c thc 7() Lrrtit ellr in irt lr ctfort to crplrnrl its l)r'c\cn!c irt llrc P|o rnirIkct. Whitc ('itl) ()llr'ls rr".r (r.i.(X)() itt '1,,.k lttotl Lrets irtelLrrlirrr r'()n\tfuction rtllllct'irtls. lllrncl t()ols. lilstcncrs. slletl ctltrilllncnt. rrnrl pou,cr- lools anrl ctlr-ripnrcnt. Thc nrir.jolill of \\ihitc ('rrp's lrlunchcs rrle in thc West. inclLrcling l-5 in Southcr.n Calilirnria. l'1 in Nolthcrn C'alilblnil. l'ivc irr Oregort uncl Waslt in!.ton. sir in Cololutlo. onc in Lltalt. runcl eislrt combinccl irt Alizottu. Ncvada anrl Neu Nlcrico.

"We lcniuin colnnrittcd to fincling nclr busincss oppor-tunitics for TIrc H()ttle f)('lt()1. iltl(l lltir ltr't;tti.iti,rtt aclrls ncu custonlcr channcls attcl protlr,rct sclling opprlrtunitics." saicl Frirnk Blakc. Home l)c1.rot's crccutivc r,.1r. busincss rlcr elopntcrtt. "Wc ri crc attractcd to White Cap bccausc of its leaclcrship position in the intlLrstn. ancl bccrrtrse its ctrstonrcr-s altcl llfodLlct lines coniplclncnt oLlr cxisting lctail busincss. Whitc Cap tc1.r'csents attotl'tcr stcl) in ol'l'cling profcssionul custonlcrs l)r'oclucts and scrviccs lirr the cntirc consllltct i0rt prclccss."

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AT 1 MILLION sq. 11., Ace Hardware's new Northern California DC rs the size of 20 football fields. Participating in the rtbbon cutting ceremony were (le{t to right) Dave Myer: John Madden, Ace spokesperson and NFL commenlator: David Hodnik, Ace president and c.e.o., and Roberty Wegandt, Placer County supervisor.

Ace Unveils Sacramento DC

Acc Harcl*alc Corp.. Oak Brook. Il.. opened its ncrvcsl rctail support ccntcr distribLrtion facilitl' April 17 outsiclc tll' Sacranlcuto. (1a.. in I'laccr Ccluntt.

'fhc cxisting (r27.(X)0-sq. fi. facilitl'rias retrofitlccl to rnakc a I rnillion sq. ft. distributit-rtt certter. Acc's sccotttl largcst in the country.

Acc built the nerv facility to .urswer cortsLlrttcl clcruartcls ancl grorving retail sales. "Ace rvill continuc to corrtributc 1o thc area's economic base. ivith a projcctccl 50 rtctr .ittbs

to thc eurrcnt stul't o1 l50 und an cstintatcd iiltnual ecollolltic inrpae t ol sorrrc Sll.4 ruillion in salarics. l'ringc bcncfits. rclrl cstatc urttl otltcr tltxcs." cottlrtentecl Dalc M1cr. scttittr' \,.1). rctilil sul)l)()r't unrl l()!.istics. 'l'lrc rtcu l)('i: lpltrorirttatelr l0 tirotbrtll licltls in sizc. hlrs li5 rkrek rLlrls. -10 tntctors lrntl S0 lntilors. lttttl rltteks loLr!lrlv lh,l5 rnillron in inventorr. Irt arlclitlon. it rr ill bc opcn l.l hours a dii1,. sevett clavs a lcck. -l(rl tlltr \ lt \car.

Arson Possible In Oregon Yard Fire

A Mcrlin. Or'., lLrntbcryartl tltlrt sr-r llcrccl bcttvcctt $150.000 and $5(X).(XX) ol'darnitgc in a Ma1' f irc tnar havc bcerr the ir otk ol tccnirsc rtt'stttlirls.

Long Boalcl Lutnbcr Co. orvncl l)aul Bulch bcliel'es someone cntcrccl thc varcl clurins thc ttight ancl trsccl spral' paint to vanclalizc a forklili. Latcr tlrat night a blaze n'as startecl at thc lurnbcry'arcl.

BLrrch saicl that thc cLrlplits ntovcd thc firlklift. and stolc a firc cxtinguishcr anrl scrcuclrivcrs. as rvcll as pencils from a truck parkctl in thc var.tl.

Whilc inr cstisators arc still cletermining the causc ttl.the blazc. BLrrch tlrinks thc f irc tnal' havc been causccl by tccnagcrs w lto hittl prcl ior-rslr been caught trespassitlg otr his propcrtv aftcl hout's. A teu' rnonths earlier a tool chest wits st()lcll.

"Wc don't knou who set the fire. if it's thcsc sarne pcoplc or lvhat." Burch said. "We'r'c hacl lots of problcnts ivith tccr)lr-gc vanclalism around herc."

Burch is now considcring pLrtting a l'ctrcc alound thc pfoperty's perirneter. addin-g surlelliartcc ccluil.rlttcnt. arld hirin-u ii guard.

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G-P Completes Distribution Sale

Georgia-Pacific Corp., Atlanta, Ga., has completed the sale of its building products distribution unit to BlueLinx Corp., a new company owned by former G-P executives and New York-based investment firm Cerberus Capital Management L.P.

The transaction, valued at roughly $810 million, was finalized May l0 (see April, p. 38).

Also based in Atlanta. Bluelinx operates sales and service centers in Atlanta and Denver, Co.; 63 warehouses in the U.S. and one in Canada totaling 20 million sq. ft. of storage space, and more than 900 trucks and trailers.

"We are a new company, with a new name and ownership, but the things that are important to customers and suppliers haven't changed," said Chuck McElrea. c.e.o. of Bluelinx and former president of building products distribution for G-P.

The firm distributes nationwide more than 10,000 building products in 14 categories from more than 1,600 suppliers. It has a six-year pact to continue purchasing structural panels, lumber and other building products from G-P and will be the exclusive distributor for select Georgia-Pacificbranded products.

In the new company name, Blue refers to its familiar blue trucks, while Linx describes how it manages and connects the flow of products and information across the supply chain.

In separate transactions, G-P also sold its non-integrated pulp operations in Brunswick, Ga., and New Augusta, Ms., to Koch Cellulose LLC for $610 million and its interest in three Brazilian companies owning part of pulp company Aracruz Celulose for b /) mlllron.

Labor Strife At Retail Chain

A Teamsters union representing 144 workers at Parr Lumber. Ponland. Or., has raised a labor dispute with the company's c.e.o., Dave Hamill, over union membership requirements and risins health care costs.

The union has launched a $30,000 radio and billboard advertising campaign, accusing Parr of "takeaways." The billboards went up after a bargaining session in which Parr proposed that workers have more membership options rather than requiring them to join the Teamsters union. an option known as an "open shop" plan.

"This is expressly for our employees," Hamill commented. "They have a dissatisfaction with their union representation. We're not anti-union. We're proposing a choice."

Also discussed during the bargaining session was a new health care contract, which proposed union members share increasing health care premiums yet receive a 30-cent-an-hour pay increase in the contract's first year, and the choice ofjoining a union pension plan or contributing to a company 401(k) plan that is offered to nonunion workers. However, union leaders say the pay increase would fail to offset the proposed increase in worker health care premiums.

While no contract decisions have been finalized, the union did call off a planned demonstration at Parr Lumber stores, citing "significant progress" in recent negotiations.

Mill Reopens In Washington

Green Creek Wood Products LLC has reopened a Port Angeles, Wa., lumber mill that the prior Japan-based ownership had been shuttered five months earlier. The mill had previously been in business for 25 years.

The five-acre mill reopened May 5 as a joint venture of Green Crow Corp., Port Angeles, and Creekside Trading Corp., Langley, British Columbia.

Green Crow is owned by the Crow family, Randy Johnson and Dennis Yakovich.

Crash Claims Pilot's Life

An Australian helicopter pilot transporting logs for a division of Swanson Group, Glendale, Or., was killed May l2 when his helicopter crashed in Cow Creek at a logging site northwest of Glendale.

Superior Helicopter LLC, Grants Pass, Or., pilot James Ladd, 41, was retrieving logs with a hydraulic grapple when the accident occurred. The job was part of the Big Pen timber sale on Bureau of Land Management property by Bobby Creek.

Witnesses report seeing the helicopter's rotor blades strike a tree

John David Crow is chairman of the new sawmill, Johnson president and c.e.o., and Tad Price mill manager, the position he held under previous owner, Takeuchi Lumber Co., Ltd., Nagoya, Japan.

The mill will provide 20 jobs and an additional three at a dry kiln in Spanaway, Wa. Takeuchi employed nearly 100 people in the region at the mill, Spanaway dry kiln facility, and a sawmill in Shelton. Wa.

Mill sales manager Hiroshi Takeshima said that the new owners are already filling orders for lumber.

before crashing and sliding down a slope. Ladd, an experienced pilot who worked for the company for about a year, was killed and the helicopter was destroyed on impact.

Superior, a subsidiary of Swanson, owns five helicopters it uses for logging, construction lifting, and wildland firefighting.

Layoffs At Sierra-Pacific Mill

Approximately 35 planers from Sierra Pacific Industries Chinese Camp mill were laid off in late May due to insufficient amounts of logs to keep all employees working.

"You can hear the sense of panic in people's voices when they have a job to fill and they can't find the wood in time. When you have l0 of them on hold, you know it's time to raise the price."

- Josh Gibeau, sales manager,

McKenzie Forest Products, Springfield, Or.

According to SPI spokesman Ed Bond, the amount of wood fiber sold annually is only a small percentage of what has been growing in the Stanislaus National Forest in California.

SPI hopes that the layoffs are only temporary. Employees are keeping their health benefits and some are being temporarily transferred to SPI's mill in Sonora, Ca.

The Chinese Camp facility, which cuts smaller logs, has had layoffs in the past, most recently for three weeks in April.

onqls

Gene Secco is new to Forest Grove Lumber Co., McMinnville, Or., as sales mgr. Mike Burnard is the new promotions coordinator.

David '68utch" Schaefer, ex-Louisiana-Pacific and Schaefer Sash & Door Co., has been named division mgr. for Capital Lumber Co., Albuquerque, N.M.

Barry Pennell has joined the sales team at Reid & Wright's Colorado Distribution Division, Broomfield, Co., handling inside sales for the Southern Colorado Front Range and New Mexico territories.

Brad Kirkbride has been named president of Mary's River Lumber, Corvallis, Or. Tom Avery is v.p., secretary and treasurer, and Tony Avery is v.p. Robert Avery, the former president, is now chairman.

Doug Tyerman has been appointed president of Builders Supply, Palm Springs, Ca.

John "J.;." Johnson, ex-California Cascade Industries, has joined Allweather Wood, Washougal, Wa., as an outside sales representative in Northern and Central California.

Brock Lenon, Idaho Timber Corp., has relocated from Lake City, Fl., to Boise, Id., Hq.

Val Nielsen, ex-Sierra Pacific, is the new director of fencing sales at Welco Lumber, Shelton, Wa.

Ron Gritsch has left Foster Lumber. Lodi, Ca., to join the sales staff at Stockton Wholesale Lumber Co.. Stockton. Ca.

Mark Poston has been promoted to national account mgr. for PenofinPerformance Coatings, Inc., Ukiah, Ca.

Matt Lapp, formerly of Taiga Forest Products, is new to Building Material Distributors, Walnut Creek, Ca.

Jeff Billman has rejoined Billman's Inc., Cut Bank. Mt.. to run the family-owned hardware store.

Dick Blackwood, co-founder and president of BMC West, has retired from active management and will now serve as a consultant.

Timm Locke, president, Locke Marketing Public Relations, Portland, Or., has been named executive v.p. of NOFMA: The Wood Flooring Manufacturing Association, succeeding Stan Elberg, who has retired. Locke, who has served as NOFMA's marketing and p.r. consultant since 1998, will split time between his own company ' s Portland office and NOFMA's office in Memphis, Tn.

John Hankins has been named president of Windsor Mill. Windsor. Ca. Tim Johnson, ex-North Star Lumber, is new to sales at Sundance Lumber, Springfield, Or.

David Schott, owner, Forestglen Lumber Co., Medford, Or., has been appointed executive v.p. of the Southern Oregon Timber Industries Association. He replaces David Hill, who has stepped down after seven years at the helm.

Kevin Pankratz, ex-Weldwood of Canada, is a new export tradre for Olympic Industries, North Vancouver, B.C.

Steven Hochhauser, president and c.o.o., Johns Manville, Denver, Co., has been named chairman and c.e.o. He replaces Charles "Jerry" Henry, who retired June l.

Jerry Nudelman, Alder Creek Lumber, Portland, Or., was elected president of the West Coast Lumber Inspection Bureau.

John Sweeney has been promoted to v.p. and treasurer of CertainTeed Corp. parent Saint-Gobain Corp.

Don Kayne has been named v.p.wood products marketing and sales for Canfor. John Wiebe is now general mgr.-business administration; Lynn Embury-Williams, director of marketing and planning; Bill Calverley, general mgr.-market and product development; Tom Temple, v.p.-international sales and panels; Wayne Guthrie, general mgr.-North American sales, and Hans Thur, general mgr.-global supply chain.

William R. Johnson, H.J. Heinz Co., was elected a director of GeorgiaPacific Corp., along with Dr. Karen N. Horn, retired, Marsh Inc.; Barbara L. Bowles, Kenwood Group; David R. Goode, Norfolk Southern Corp.; Donald V. Fites, retired, Caterpillar Inc., and James B. Williams. retired. SunTrust Banks. Worley H. Clark, W.H. Clark & Associates, Ltd., retired from the board.

Michele Lynch, ex-Desticon Transportation, has been added to the department of North American Reload. Cloverdale. B.C.

Wade Boyd has been promoted to senior v.p. for timber at Longview Fibre Co., Longview, Wa., overseeing the company's timber and lumber operations. He succeeds David L. Bowden, who has retired after 47 years in the timber industry. Bowden continues to serve on the board.

Rick Gosselin, previously with Ainsworth Lumber, has joined Tolko Industries, Vernon, B.C., as a panel sales rep.

Glenn M. Renner has been named senior v.p. of sales and marketing for e-commerce/software provider HomeSphere, Golden, Co. Andy Murray is new as senior v.p. and c.f.o.

Jim Lambert and Naomi Brumley, Heights Ace Hardware, Billings, Mt., and Dorothy Barth, King's Ace Hardware, Billings, recently attended the Ace Advanced Coatings training seminar in Rapid City, S.D.

El Louise Waldron, Waldron Forest Products, Fair Oaks, Ca., recently held a family reunion for 14 family members in Pacifica, Ca.

t[heZnftct

Mike Rasmussen, Weyerhaeuser Co., West Sacramento, Ca., won the Pros Board of Governors Award, honoring outstanding sales achievements.

Louie Escobedo, Chozen Trucking, Long Beach. Ca.. is recovering after a recent kidney transplant and is now recovering. The kidney was donated by his daughter-in-law, Renee Escobedo.

Dawn O'Day has been named opening foreman at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

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DROOF of Performance or the I Absence Thereof: that's what you get with well-defined performance measures.

Properly constructed, performance measures describe targeted outcomes in both quantitative and qualitative terms, permitting a fair and objective

By Francie M. Dalton

assessment of performance as an organization moves from its Current State to Desired State. As a result, rather than speaking of what "seems to be so" or how one "feels about" the performance of a department, colleague or vendor, performance measures provide objective, evidence-based mea-

sures of performance.

Establishing valid performance measures isn't easy. But the investment pays tremendous dividends. Individuals can prove their value to organizationsl managers can justify rewarding/trimming staff; performance reviews can be more factual and less emotional, and firms can clarify the value they deliver to employees. customers and shareholders.

There are three elements to effective performance measures: goals (the results to be achieved), objectives (the ways in which goals will be achieved), and action plans (the tactical steps necessary to achieve each objective).

Each element must be stated in terms that are measurable, achievable and time specific. No single element should be more than a sentence, and each statement should refer to a single event or occurrence.

Here are the five most common mistakes when providing solutions:

1. Miror" of Adjectives

"Excellent," "top quality," ('appropriate" and cost effective" are examples of this common error in crafting performance measures. "Conduct an excellent annual conference" can only be subjectively assessed.

The technique for correcting this kind of error is the use of a "FIB"-or "fil l-i n-the-blank" - question ro improve clarity. Ask, "Our annual meeting will have been excellently conducted when it _____?" "Our product will be 'top quality' when it Or "We will know that our product is 'top quality' when

2. Mir,rr" of Verbs "Promote," "support," "improve," "educate," "coordinate" and "attend" are examples. "Attend the XYZ meeting on March l" is not an outcome. Warming a seat is not an accomplishment. The technique for correcting this kind of error is to ask "why" regarding the verb. Ask, "Why am I attending the XY Z meeting?"

^l J. Misused Prepositions

This error usually occurs within a goal statement and usually involves the use of the word "through," "to" or "by." Remember, goal statements are "what" statements; they specify the result or outcome to be achieved-not how it will be achieved.

Including words like "through," "to" or "by" often results in the combining of a goal statement with an objective statement. "Survey all members of X group by April I to

determine their priorities" exemplifies this error. The goal here is to determine the priorities of X group members; the survey is the method by which the data will be acquired.

A {. Misused Comparison Words

Words such as "more," "increase," "decrease," "expand," "reduce" and "improve" should not appear in performance measures unless the implied baseline is also stated.

Instead of "Achieve a l07o increase in attendance at the 2005 conference," include the baseline year against which attendance is being compared: "At the 2005 conference, achieve a lOVo increase over the 2003 level." Further improve the statement specifying what kind of attendee is preferred. "At the 2005 conference, achieve a l07o increase of the 2003 level of client company presidents."

5. Responsibility without Authority

"Ensure that Congress passes the ABC bill by May 1" is a great example. Unless and until someone actually owns Congress, it's inappropriate to hold someone accountable for a Congressional act. It is neither reasonable nor fair to hold someone accountable for outcomes beyond their control.

What is reasonable and fair. how-

ever, is to impose accountability for the flawless execution of a comprehensive strategy that maximizes the likelihood that Congress will do "X." If the strategy is approved by the supervisor as being comprehensive, and is flawlessly executed, whether the bill passes or not is not a valid measure of performance. The solution here is to preface the desired outcome with the words "work toward." The goal statement would then read: "Work toward ensuring that Congress passes the ABC bill by May 1."

Although the tedium required to craft evidence-based performance measures is indeed uncomfortable, comfort cannot be the yardstick by which we measure success-personally or organizationally. Indeed, the more we mature. the more we realize that it is the very antithesis of comfort that produces success. In addition, the initial development of the measures provides a template which lives on from year to year, usually requiring changes only in the actual names, dates, #'s andTo's.

- Ms. Dalton is founder and president of Dalton Alliances, a consulting firm providing a full range of services in the communication, management, and behavioral s c ienc e s ; www.daltonallianc e s.c om.

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Shippers Say Transportation Off Track

Recent heavy demand for wood products has not only inflated prices, but also exacerbated transportation woes, particularly in the West.

A primary source of concern has been the rail lines. Citing a shortage of experienced rail crews, Union Pacific Corp., Portland, Or., has taken

the unusual step of requesting its customers temporarily scale back their shipments.

Union Pacific blames the congested railroad system on the improving economy and several early retirements due to changes in federal retirement regulations for railroad employees.

Since crews are only allowed to work 12-hour shifts, the system stretching from Oregon to Washington has either stopped in its tracks or fell short of its destination.

Union Pacific has hired more than 1,600 new train workers since the start of the year. Customers have reported recent improvement in Oregon, but the railroad in California, the Northwest and the Southwest is still running slowly. Wait times for freight cars have increased near Pendleton. Or., while train speeds have decreased.

Problems are still apparent in Los Angeles, Ca., which are leading to slowdowns in Oregon.

"The crew shortages in the Pacific Northwest appear to have gotten better," said Ron Vincent, v.p.-customer service for Portland & Western Railroad. "The problems now have shifted to the L.A. area and, of course, there are residual effects from that."

Because of the backup in service, Oregon timber operations have had to reduce operations and inventories. Union Pacific has also suggested that companies make more shipments by truck rather than rail to help relieve congestion.

"If they have certain timing demands, and we don't feel we can meet them right now, we're suggesting that they look at trucks," said Kathryn Blackwell, a Union Pacific spokeswoman. "We hope that's a temporary situation we have."

In the meantime, the clogged railways have translated into extra business for trucking companies. ocean barges, and reloads.

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Expo Preview: PCBC Coming To San Francisco

There will be something for everyone-dealers, distributors and, of course, builders-at this year's PCBC Pacific Coast Builders Conference. is being held this year from June 15-18 at the Moscone Center in San Francisco. Ca.

Exhibitors and guests will be able to enjoy discussions and educational workshops, award ceremonies, special events, product displays, and a wide variety of keynote speakers at this years conference.

Mitch Albom. author of the bestselling books Tuesdays With Morrie and The Five People You Meet in Heaven kicks off the conference at the opening breakfast.

Malcolm Gladwell will be keynote speaker during the June 17 breakfast, addressing "The Tipping Point: How Little Things Make a Big Difference." Gladwell will discuss how comoanies are able to advertise by woid-ofmouth and rules that govern change.

J. Walker Smith, Yankelovich Partners; Barry Berkus, B3 Design Studios, and Brent Herrington, DMB Associates, will take part in a panel discussion on the forces shaping new

home purchases and how generations differ in their needs for new homes.

Nike's "Katalyst," Kevin Carroll, will lead a discussion on "Inspired Dreams, Inspired Design," which will focus on his methodology for unleashing and sustaining creativity, imagination and human potential.

Discussing "Remaking the Way We Make Things," William McDonough, designer and leader of what he calls "the next Industrial Revolution." will focus on the transformation of human industry through ecologically intelligent design.

In addition to speakers, PCBC is offering several educational workshops and discussions, such as the multi-family trends conference, which targets trends, opportunities and best practices in for-rent and for-sale multifamily housing. Pre-conference workshops begin June 15.

Chief financial officers and senior managers can discuss projects and financing needs with industry lenders and equity sources at "Meet the Money" June 16.

Hundreds of vendors will be on hand to showcase their new oroducts

and latest innovations. Exhibitors include TimberTech Ltd.. Potlatch Corp., Universal Forest Products, Chemco Inc., WindsorOne, California Redwood Association. Boise Engineered Wood Products, Shaw Industries, Sierra Pacific Windows, CertainTeed Windows, Jeld-Wen, and companies representing other specialties such as cabinets, fireplaces, outdoor living, stairs, roofing and tools.

For guests looking to unwind after the conferences and workshops, PCBC has arranged a variety of activities. Local interests tours include stoDs at the Fioli Estate. a San Franci sco Giants ballgame, the San Francisco Design Center, and the CamronStanford House/Preservation Park.

Sports fan will delight ar rhe PASS luncheon's guest of honor, the San Francisco 49ers' Joe Montana.

Rounding out the festivities are the Hall of Fame dinner and the Gold Nugget Awards.

"Monty Python" star and final speaker John Cleese closes things down June 18 with a speech titled "And Now for Something Completely Different."

Cover your projects before the roof goes on.

For virtually any project, residential or commercial, for virtually any application and all major building codes, LP is proud to be there with an l-joist specifically designed for the job. Engineered to be straighter and stiffer than traditional lumber, LPI Joists reduce the problems that naturally occur as solid sawn lumber dries - like shrinking, warping, splitting and crowning. That means floors and ceilings that are more true, solid and uniform than ever before. lt also means stronger and more efficient, because pound for pound LPI Joists have a greater load-bearing capacity than traditional lumber, so floors and ceilings can be designed with less material, not less quality. Add a great warranty and environmental efficiency and LPI Joists become the smart choice for today's builder. For information contact 1.800.999.9105 or visit the LP web site at www.lpcorp.com.

Saw Away

A full-color, 210-p. catalog of hand tool specifications, pricing and photos is free from Great Neck Saw. 165 E. 2nd St., Mineola, N.Y., 11501; (800) 457-0600; www. greatnecksaw.com.

Guided Gonstruction

Raised Floor Systems, a 45-p. guide that contains photographs, product information and case studies. is now available from the Southern Pine Council. P.O. Box 641700, Kenner, La.70064: (504) 4434464: www.southernoine.com.

Cypress Reading

A 12-p. technical guide on cypress for building and design professionals is available from the Southern Cypress Manufacturers Association. 400 Penn Center Blvd., Ste. 530, Pittsburgh, Pa. 15235; (81 7 ) 60'7 -'7 2621 wwrv. cypressinfo.org.

Purchasing Assistance

The 2004 edition of Where ro Buy' Hardwood Plywood, Veneer & Engineered Hardwutd Flooring, buyer's guide and membership directory is $5 from the Hardwood Plywood & Veneer Association. P.O. Box 2789, Reston, Va. 20195; (703) 435-2900; www.hpva.org.

BIIODING ilAITGINS

Winning!

Unlock opportunities and profits hiding in your business while ending the problems and worries you face each day. Receive your complimentary "Worry Free Solutions

for Distributors and Dealers" guide packed with insights from distribution companies just like yours. Learn about distributors who have saved $75,000 in purchasing costs, $146,000 annually in EDI charges,and over $600,000 annually in inventory costs.

For your copy and free travel mug, visit http://www.nxtrend.com/info/dontworry.htm

Mold Control

"Managing Moisutre and Mold," providing industry professionals with the basic information they need about mold, moisture, and protecting wood products, is free from the Southern Pine Council. P.O. Box 641700, Kenner, La. 70064; (504) 443 -4464'. www. southernpi ne.com.

Fun In The Sun

Making the Most of Lift on the Coast, an 8-p. aid to understanding building codes and selecting impact-resistant win-

H dtduafhl, Ihiajl2, PAtzft

Considered the finest wood panels aYailable for residential and commercial cOnstructi0n, Cedar Valley thingle Panels are handaalted with the highest grades ol Western Bed Cedar.

dows for coastal homes. is free from Simonton Windows, P.O. Box 1646, Parkersburg, W.V. 26102; (800) 5429 I | 8: www.simonton.com.

Book Of Vinyl

A 6-p. booklet on Sagebrush vinyl siding is free from Norandex, 8450 S. Bedford Rd., Macedonia, Oh. 44056; (330) 468 -2200 ; www. norandexreynolds. com.

Shingle Manual

The 6th edition of CertainTeed's Shingle Applicator's Manual containing installation instructions for all its shingle roofing products, is available from P.O. Box 860, 750 E. Swedesford Rd., Valley Forge, Pa. 194821' (6lO) 341-7000; www. certainteed.com.

Distributed By P.O. Box 1802, Medford,

Open The Door

A full-color, 96-p. door hardware catalog is available at Hager Cos., P.O. Box 12300, St. Louis, Mo. 63157l, (314) 7724400; www.hagerco.com.

NEARLY 1,000 customers, suppliers and employees increased loyalties and built more profitable relationshios and connections to knowledge, productivity, strategy, teamwork and partnerships at NxTrend Technology's annual user conference I'tay 2-4 at the Broadmoor Resort, Colorado Springs, Co. (L-r) Thad Zylka, NxTrend director of base sales, and Mike Brooks, v,p. of lT for Stock Building Supply, at one of 85 conNxTions sessions.

Depot Launches D-l-Y Web Library

For consumers looking online for instructional advice on home-related projects, Home Depot may have just what they need.

The "This Old House" video library on www.homedepot.com features over 60 streaming videos offering tutorials

on projects ranging from fixing leaky faucets to freeing paint-stuck windows.

"The new video library allows us to bring a range of expert advice directly into a consumer's home to use whenever they need it most," said Shelley Nandkeolyar, Home Depot's v.p.-e-business

In addition to the tutorials, the Web site includes printable lists of tools and materials, and expanded explanations of the steps to each project.

The partnership between Depot and This Old House, a Time Inc. magazine, includes a three-year commitment.

Enviros Question Parco's Record

An environmental group has released a report that claims that the Pacific Lumber Co. has committed 325 acts of noncompliance of its Habitat Conservation Plan, with I 16 in the last year.

The California Department of Fish & Game confirmed the total, but stressed that many of the problems were not serious.

The Environmental Protection Information Center listed among the problems cutting old-growth redwoods, logging trees in stream buffers, around spotted owl nests and in possible marbled murrelet zones without consulting the responsible agencies.

This is not the first time PeLco's logging practices have raised concern. In the late 1990s, PRr-co's logging license was suspended by former California Department of Forestry Director Richard Wilson because of violations of the state Forest Practice Rules.

Pnlco recently invested millions of dollars into scientific analyses of its property and is currently requesting that its strict interim logging rules be loosened.

Fish & Game senior environmental scientist Bill Condon said the noncompliance reports represent a range of problems-from small to very serious.

At least twice, PRlco has been fined $100,00 for logging trees in restricted areas. EPIC found many violations were related to how streams are classified. Small and large streams differ in protection, and HCP monitors found Pe,lco sometimes issued less-protective classifications for streams, and logged too closely to the creeks.

VANPORT MANUFACTURING

Sawmill, dry kilns and remanufacturing.

VANPORT INTERNATIONAL

lmport and export of lumber products from around the world including Japan, China, Russia and Europe.

VANPORT FOREST PRODUCTS

Domestic lumber trading, sales of imported products and sales of custom re-manned oroducts.

VANPORT CANADA

Exporter of specialty timbers and clears. lmporter of hardwood flooring.

News Briefs

( Continued from page 20 )

lion ... single family starts slipped 0.7Vo to 1.540 permits rose l.ZVo to a 1.999 million rate

Louisiana- P acific C orp., Portland, Or., has put its cedar sawmill in Malakawa, 8.C., up for sale ...

Vanport Forest Products, Boring, Or., has ordered a 2O-user Lumber Track software system from Progressive Solutions to manage its sales order and inventory tracking ...

Cascade Capital, Tacoma, Wa., recently held an open house to celebrate its third year without an accident; all Tacoma employees have completed Capital Lumber's behavior-based safety training program led by division mgr. Matt Yates, who over the next few months will be completing safety training company-wide

APA-The Engineered Wood Association, Seattle, Wa., has expanded its three-year relationship with Forestweb, Los Angeles, Ca., and become the first industry association to join its iiPartner network

Pacific Lumber Co., Scotia, Ca., denies allegations that it submitted false data on landslides in negotiations to sell the Headwaters Forest; the charges are part of a revised complaint filed by the Humboldt County assistant district attorney...

North Pacifc Lumber is now an authorized distributor of James Hardie siding products in Northern California and Reno, Nv.

We stern Woods Inc., Chico, Ca., is now stocking Monarch composite railing ...

Novato Building Supply, Novato. Ca., is now carrying WindsorOne products

Anniversariesl. Soper-Wheeler Co., Strawberry Valley, Ca., l00th Anfinson Lumber Sales Inc., Fontana, Ca., 50th ... Wickes Cos., 50th ... American International Forest Products, Portland, Or..

40th ...Inovec, Eugene, Or., 25th ... Alliance Lumber. Glendale. Az.,20th.

Trex Co. was named #50 on Business Ethics magazine's listing of the 100 Best Corporate Citizens for2004...

Home Depot Goes KaBOOM!

The Home Depot has joined with KaBOOMI, a national nonprofit organization dedicated to building safe play spaces for children, to build a new playground in just one day. The playground will be for the children at Bryant Webster K-8 School in Denver, Co.

Home Depot volunteers will join

CaI Coast

volunteers from AmeriCorps NCCC (National Civilian Community Corps) and from the Highland, Co., community to build the playground for the 380 children who attend the school and live in the neighborhood.

The children gave input as to the design of the playground during "Design Day" in March.

"Having built more than 150 playgrounds nationwide with our Home Depot associates, we know what a positive impact community play areas have on our children," said Robert Hammack, Home Depot regional v.p. "We are excited to celebrate the 10th anniversary of AmeriCorps NCCC with this build, and show the power of community service in action."

BVC Doweled Lodgepole pine post, poles & rails

l-112" to 12" Diameter in Stock

' Doweled Rail Fencing

' 2" BVC Tree Stakes

' 3" BVC Tree Posts

' Light Posts

' Standard and Fancy

Bollards

' Special Milling: Split, Quartered, Slabbed. Sanded. Smooth Peeled & Hand Peeled

' Available Textures Natural (No Bark) Barky (call for quotes)

CAPITAL LUMBER COMPANY recently hosted an open house at its Albuquerque, N,M., distribution yard. (1) Michael Darby, Mary Stokes, Steve Westfall, Sam Sanregret. (2) Dave & Cheryl Hough, Dean Winters. (3) Kirk Karcowski, Todd Leland, Ron Manzanares. (4) Nicki Depew, Bill Scott, Bruce Gravier. (5) James Mares, Fred James, Barry Mills. (6) Curtis McNery, Jim Scharnhorst. (7)

ttTHE CrEan CuorcEtt

sptclqtrzruc w HIGH Gnmn Fmr Gnew WnsrnnN Sorrwooos

Dave Johnson. (8) Mark Tackett, LeeRoy Montoya, Keith Stokes, Emil Romero. (9) Wesley Young, Kenny Trujillo. (10) David Estrada, Dave Duncan. (11) Bob Scholls. (12) David Santistevan, Stephen Black, Ray Lewis, Ruben Santistevan. (13) LeeRoy Montoya, Mason Anderson, Gene Romero. (14) Todd Leland, J.J Jullian, Pork Chop Walker, Harry Potter.

Activists Pressure TP To Back Off Alaska Project

For the last several years, Timber Products Co., Springfield, Or., has been evaluating whether or not to buy and restart a bankrupt veneer mill in Ketchikan, Ak. The National Resources Defense Council is rallying public sentiment to convince TP it's a bad idea.

TP, owned by the Gonyea family, was the subject of NRDC's February newsletter in which the environmental organization called for a letter writing campaign to deter the company from resunecting the mill. NRDC believes that restartins the mill would cause the

New Mexico Mill Eyes Growth

A small new lumber mill in Reserve, N.M., has big plans to eventually match the output of the large operation it replaced.

In three to five years, TFA Inc. ("The Forestry Association") wants to increase its payroll from the small diameter mill's current five workers to 40 to 50 positions-the number employed at the large diameter mill it replaced, the long-closed Stone Container sawmill. TFA will achieve the job growth by boosting the mill's production from its current 5 million bd. ft. a year-Stone Container produced 30 million bd. ft. annually-and by creating specialized wood product spin-off firms.

The new facility uses selectively cut small diameter timbers (typically 9" to 12", but up to 16"), while the old mill consumed larger logs ( 18" to 20" up to 34").

The head of TFA, former forestry consultant Bob Moore, wants the mill to emphasize processing the timber on-site into value-added materials where a demand now exists rather than shipping out the raw material. To that end, TFA has begun installing a dry kiln. By lowering the moisture content in the wood, the company can transition from selling vigas, latillas and post poles to tongue-and-groove siding and interior log cabin siding.

According to Moore, a few small operations have contacted him to discuss also locating their companies on the county-owned, 2O-acre property. They include a company that would sell firewood and other waste products for fuel, and a custom door/moulding manufacturer.

But Moore says that the new tasks will require more skilled labor.

U.S. Forest Service to begin logging in areas of the neighboring l7-millionacre Tongass National Forest.

At the very least, the NRDC wants TP to promise not to use Tongass timber should it buy the mill, which it has been eyeing for several years.

Five months ago, the Bush Administration exempted the Tongass from the roadless rule, a ban on construction of new roads in many portions of national forests that didn't already have substantial road networks.

NRDC this year has already used a letter-writing campaign that resulted

in more than 40,000 letters and faxes from across the U.S. asking TP president and c.e.o. Joe Gonyea II, not to use Tongass timber in the mill.

Roger Rutan, TP assistant v.p. or marketing, said that the company would not depend on Tongass National Forest timber.

"There's enough second growth timber on (Alaskan) Native and private lands to fully wood the mill," Rutan said. "Not for two or three years, but for the long haul."

He added that the mill is set up to process small-diameter trees, and cannot handle logs larger than 24" in diameter. "There are no old growth issues with this mill," he said.

products

Charming Railing

Two new railing systems from BW Creative Wood combine premium wood rails with aluminum balusters.

shingle exposure on a 15"x60" panel. They're made from injection-molded polypropylene and feature reinforcing ribs on the nail slots and locking tabs. Shingles come in four different styles, none of which require painting.

- Please contact (800) 233-8990 or visit www.certainteed.com

Quartz At Your Feet

Flexible. durable ouartz floor tile from Rikett is offered-in 24"x24" and l2"xl2" formats.

White Composite Railing

The CreativeRail system is now offering a traditional and Tuscany series ofrailing.

Each is pre-drilled for an opening with less than 4" spacing between balusters. are made from aluminum with a powder-coated finish, have angle adaptors that snap into the rail, eliminating the need to angle cut balusters, and are available in seven powder-coated finishes.

The traditional series is available in two sizes. The Tuscany series is curved and features lock-bar curved balusters.

* Please conracr (604) 467-5147 or v i sit www.bw cre at iv ew oo d.c om

Triple Shingles

CertainTeed's Cedar Impressions line of cedar-shingle style vinyl siding is expanding with the addition of Triple 5" Perfection Shingles.

The shingles have three rows of 5"

It packs 2000 lbs. per sq. in. of compression versus VCT's 75 lbs. It can be color matched or custom colored to meet design needs.

- Please contact (800) 356-0740 or v i sit www.r i ke tt q uart z.c om

Rock The House

Cultured Stone manufactured stone veneer from Owens Corning is available with a new Rockface texture.

White deck railing made from pure wood composite decking material is new from TimberTech.

The Whitesand Ornamental Railing System is a blend of pure plastic resins and wood flour. The railing kit, available in either 6' or 8', includes an ornamental top rail with two universal rails for the top and bottom.

The solid baluster kit is also available in 6' or 8', and contains solid square balusters preafito 27".

Accessories include 4' and 12' post covers, flat top post caps, and solid balusters in l2' lengths.

- Please contact (800) 307-7780 or visit www.timbertec h.com

Driving In Color

Swan Secure Products has added stainless steel screws with colored heads to its product line.

Offered in five colors, the texture can be combined with different types of mortar, providing either a contemporary or Old World look.

- Please contact (800) 638-7465 or v is it www.ow e ns c ornin g.c om

The Scrudini fasteners come in 305 and 316 stainless steel.

The screws can be used with most fine woods, composites, and next generation wood preservatives.

- Please contact (800) 966-2801 or visit www.swansecure.com

hold-down clip, allowing for faster installation.

- Please contact (800) 233-8990 or go online at www.certainteed.com

Seal Those Cracks

A flexible epoxy sealant said to fill floor cracks without becoming brittle is new from Garon Products.

Joint Guard flexes up to 507o to ensure expansion joint repairs stay in place. Made from 100% solids, it reportedly

The House Parka

A rainscreen-weather resistant barrier that helps to protect and lower moisture levels in siding and cladding systems has been introduced by Benjamin Obdyke Inc.

The Home Slicker Plus Typar rolls out onto the wall with the siding or cladding applied over it. Each roll is bonded to Typar housewrap.

It is reportedly effective for wood, fiber-cement, EIFS, and brick. Each roll measures 39" wide x 6l-ll2-ft. lons. covering 200 sq. ft.

- Please contact (800) 346-7655 or visit www.benjaminobdyke.com

Fastener Find

CertainTeed has added a hidden deck fastener system option for its Boardwalk composite decking line.

The system eliminates the need for under-the-deck work as each plank features a notch that accepts a self-aligning

will not break out with movement.

The sealant is pourable, self-leveling, self-priming, and reportedly will not shrink.

- Please contact (800) 631-5380 or visit www.geronoroducts.com

Redwood Timbers, all species

Westem Red Cedar Standa-rds pattems

Clear K/D Douglas Fir .ln-House Milling

Redwood Finge4oint I -'l, Acre Enclosed

.Westem Red Cedar Warehouse

Fingerjoint .6-Acre Faciliry

Douglas Fir

DeliveryAvailable

Fingerjoint Rail Service

WHOLESALE ONLY

MILL DIRECT & LCL

Arurrusoru%l'

LUMBER SALES,tNC.

Fontana, CA Office and Mill 13041 UnionAvenue, Fontana, CA 92337

Sal Segura I Carol O'Connor

(909) 681-4707. Farc (909) 681-3566

E-mail: sales@aninson.com

Redlands, CA Office: Nehon Sembach (909) 815-7789

San Diego, C.\Office: Bob Barter (619) 460-5017

Grand Shingles

Elk Prestique Grande High Definition laminated shinsles have a bold. large-scale look. b-ut can still compete with traditional roofing materials like wood and slate.

The new shingles from Elk Premium Building Products, Inc., incorporate the popular random-cut design of the Prestique 5-518" shingle with 40Vo larger exposure and an optimized high definition look to increase dimensionality.

They were created with a bigger Ill4" narl area delineated by two parallel lines across the shingle, and features fire-resistant technology and interply headlap and are available in barkwood, sablewood, weathered wood, and antique slate.

- Please contact (972) 851-0500 or vi s it www.e lkco rp.com

Heavy Metal On Top

Metal roofing panels in both concealed and exposed fastener styles are new from Follansbee.

The eight new profile panels include panel lengths up to 50', come with curved and embossed options, and are available in TSC II stainless steel and coated in a zincltin alloy, Terne II Terne metal that has improved capability for resisting corrosion, and prepainted Terne II KlassicKolors.

The concealed fasteners styles offer a l"-thick double-lock standins seam with pencil ribs. l"-snap seami with striations and nailer strip, and l"-thick loc-seam striations. The exposed fastener panels include 5-V crimp, 2.5" corrugated and 1.5" corrugated.

- Pleetse contact (800) 624-6906 or v i s it www Jo llansbe erooJing.com

Hammer Away

Four new steel hammers from Vaughan & Bushnell feature ShockBlok vibration-absorbing cores in the heads and slip-resistant grip handles.

A 14" drywall hatchet features a l3/4" cutting edge and a flat head striking face for close-in corner nailing.

We are pleased to announce we are the new Northern California distributor for the Bourbon Valley Lumber Co,, offering the very finest tree stakes, dowel fence posts and jump rails,

Meanwhile... if you are still confused regarding arsenical preservatives, please give us a call,

ACZAEACQECBACACC

CuNAP E FIRE RETARDANTS

Lumber, plywood, round stock, poles, pilings. Agency stamped, preservative treated, FRTW.

Chris Lang E Shawn Kelley E Alan Marks

Builders supply, Inc.

81 1 1 E. 1 1th (P.0. Box 1 107), Tracy, CA 95378 (209) 835-4172 . rax20e-835-4305

A shingf ing hatchet has a l-314" cutting edge for lath and shingles, retractable and replaceable blade for asphalt and composite shingles, and a three-hold overlap gauge and nailpulling slot.

A 3-lb. hand drilling hammer is used for striking metal tools such as star drills, cold chisels, brick chisels and ounches. and features an oversized face.

A steel ball pein hammer is offered in five sizes with head weiehts of 8. 12.16.24 and32 oz.

- Please contact (815) 648-2446 or v i si t www.vatt ghanmfg tt m

Let Fresh Air In

Single-hun-e tilt modcls havc bccn added to Milgzrrd's Stylc Linc Il vinyl rvindo"vs.

The tilt siish systen'r allorvs firr casy exterior pane clcaning fronr thc insidc of a homc. rvhilc thc slopcd-sill dcsign dirccts water away fkrrl thc w'indorv and house. Otfbred in rvhite or tan. it f'eatures insulatin-s glass and a 2-1 18"deep framc.

- Plcusa &)ntu(t (800) 645-4273 or t' s i t w,tt,w. t n i I gu r tl.c rt nr

So Many Rails

Tirnberlast ficlm Kroy norv clffers three nerv styles of composite railing. Fair Bluff offers a continuous rail

over thc posts. Charleston is a start dard post-and-rail design. York has a choice of post caps to bcst complcment the architccturc ol'thc deck.

- Pleuse (ontu(t (800) 93-i-5769 or tlrsrI rIrIrr'.krr tv lt p.r't tilt

Eight Tools In One

An cight-in onc handyman's tclol is ttcu ll,rrtt Allrilrl Ttrols.

The device can be used as a paint scrapcr. chisel. tile removcl'. nail settcr/puller, crack opener. glazier's knifc. putty knife. paint can opener. linolcunr blacle fbr sheet material. and caulk remover.

It has a sofi-grip crgonornic handle and a thrcadcd crrd that accepts standard cxtcnsion polcs and rnop sticks.

Plau:c cotttu<'t (800) 122-5592 or yl.ril rlrlrr'.rr//t'

Accept

Measure The Slant

Tajima's new dual-scale rotary

ansle meter allows the user to easily measure, verify or

cate an angle or rise.

Slant AL200 features large, easyto-read scales that rotate and alisn using a bubble vial. aluminum frarie with magnetic base, and a thumbscrew on the handle for one-handed operation.

The angle scale reads 0" to 130' in 2o increments, while rise scales read 0 to 0.8 in 0.05 increments.

- Please contact (888) 482-5462 or vi s it www.taj imatool.com

Sawy Software

Special order inventory software that both sells and tracks retum inventory by category, vendor, and location is new from Suncoast Software Solutions.

SOR software allows users to view sales statistics using a variety of reports or by 2-D and rotating 3-D charts, and insert digital images for onscreen viewing of unique items.

The software was desisned with a sales staff in mind so thaieach salesperson can virtually search, evaluate, view and sell an item quickly.

- Please contact (800) 669-4546 or visit www.suncoastsolutions.com

Molded For Beauty

Window crown moldins and band board have been incoroo-rated into Crane Performance Sid^ins's Crane Solid Core Architectural Essentials line of trim.

The window crown moldine was created for a classic look. It is 4]ZS" wide and comes in l2-ft. sections in l3 colors.

The band board features a 7-112" wide by 20-ft. long panel and also comes in 13 colors to add to the architectural detail of a home exterior.

Both products feature a real wood appearance and a solid core backing that reportedly makes each piece 30OVo more impact resistant than vinyl.

- Please contact (800) 366-8472 or v isit www.crane sidin g.com

New Law Frees Up Arizona Forests

A bipartisan Senate bill in Arizona was passed May 25 that offers incentives on state sales and income taxes for businesses to remove trees and other forest debris for commercial use.

Recent fires in Arizona forests promoted the bill. Over the past two years, Arizona's forests have weakened and become susceptible to fires because of overgrowth, drought and infestations of tree-killing bark beetles.

The bill also includes a provision that allows communities near forested areas to adopt building standards to protect its homes from fires.

House Speaker Jake Flake, R-Snowflake, said that the bill is a good start in getting private industry back into the forests to assist in removing brush, small trees and other debris that could cause forest fires, but insisted that creating healthy forest conditions would take a while.

"It's going to take years and years," Flake noted. "It took 50, 60,70 years to get us to the condition that we're in with the jungle we have up there."

The offered incentives include a sales tax exemption for equipment used in processing forest materials and new income tax credits for employers who create jobs in designated forested areas.

Boise Completes Sale Of OSB Mill

A joint venture headed by Boise Cascade, Boise, Id., has completed the sale of its OSB operations in Barwick, Ontario. Canada. to Ainsworth Lumber Co.. Ltd.. Vancouver, B.C. (see May, p. 38).

In order to fund the acquisition of Voyageur Panel Ltd., Ainsworth plans to use cash on hand and the net proceeds of the $ll0 million aggregate principal amount of 6.75Vo senior unsecured notes.

The senior notes are due March 15,2014.

Paint Companies Mix lt Up

Rodda Paint Co., Portland, Or., and Cloverdale Paint Inc., Surrey, B.C., have reached an agreement to merge the two companies.

The two family-owned regional paint companies will operate under the Rodda name in the United States and under the Cloverdale name in Canada and will be managed independently by existing personnel.

Rodda Paint currently operates 4l branches in Alaska, northern Idaho, Washington, Oregon, and a manufacturing plant in Portland.

Cloverdale operates 58 branches across Western Canada and seven in Washington State, as well as four manufacturing plants in Canada.

The merger is expected to be completed in August.

Weyco And Depot Play lt Safe

In celebration of National Safety Day, Weyerhaeuser Co., Federal Way, Wa., and The Home Depot co-hosted an event in Eugene, Or., to build awareness about how people can improve safety in their homes and workplace.

The June 5 event was free to the public and featured refreshments, prizes, giveaways and music.

Weyco offered safety information, and free safety items such as earplugs and glasses for adults, while Home Depot presented safety demonstrations for adults and children. Children's activities included a coloring contest with prizes.

"Safety is our number one priority and a way of life at Weyerhaeuser," said Mike Moskovitz, the company's regional communicator and safety day event organizer. "We base our commitment to safety and health on caring about ourselves, our families, business partners, suppliers and customers."

Epecialisfs in upper grades of clear, dry softwoods

Fred C. Holmes Lumber Co.

,

We offer on extensive invenlory of fine redwood products including Fencing, Decking, Siding, ond Premium Timbers. Whether your order is by the piece or trucklood, our gool is lo ensure the highest quolily ond service.

CLEAR ALL HEART AIR SEASONED

HRT BEE KIIN DRIED

CLEAR AYE GRETN BEE ROUGH & S4S

Pitfalls In Leading A Diverse Team

Today's leader must motivate and retain talent, that talent being perhaps the most diverse that it has ever been.

The differences are of many kinds, including race, ethnicity, gender, age, sexual preference, lifestyle, physical and mental challenges, geographic origin, education, personality, values, experience, and socio-ecomic status.

According to training specialist Joanne G. Sujansky, KevGroup (www.joannesujansky.com), there are five common traps that leaders fall into when leading diverse teams:

a

l. Not Valuing Differences

When leaders see differences as an advantage, they seek diversity in their teams and work hard to get different perspectives and opinions on the table. They naturally encourage individuality while promoting teamwork.

This means they actively encourage team members to share ideas and to suggest options that have not already been considered.

Wholesale lumber products

2. n"ito"" to Create an Inclusive Environment

SEIECI HRI

CON HRI CUSTOM MILLING AVAILABLE

CONCOMMON SIZESFROM 4X4 TO I2XI2

Fred Holmes, Steve Holmes, Phylliss Hautala, Steve Hautala, Tod Holmes, Tom Catlow, John Gould

P.O. Box 8OO, Fort Bragg. Ca. 95437 . Fa-x 707-961-O935 (707196,4-6,377

Leaders need to encourage the involvement of all team members who. in turn. need to feel comfortable about offering suggestions and challenging ideas or practices. Leaders demonstrate inclusion by being open to new ideas, listening to different perspectives and encouraging creative problem solving.

An inclusive leader will challenge the group with comments like, "What other ways can we spin this idea?" "Who can suggest something totally radical to what we've done in the past?" A leader may also encourage participation by asking individuals to list ideas on cards to be submitted to a master brainstorm list.

t J. Stereotyping

Leaders must avoid associating any behaviors, talents, or lack of ability with any particular group. For instance, a leader who assumes that all women are emotional or that all Asians are excellent in math is guilty of prejudice and does not acknowledge the uniqueness ofeach individual.

A {. Not Nlodeling the Expected Behavior

Effective leaders demonstrate the behaviors they want from others. When they show respect for differences, develop trust in their teams and promote the valuing of differences, they set the standard for how others should behave. They should clearly communicate that disrespect toward others rvill not be tolerated. If they observe inappropriate actions or hear disparaging comments, leaders need to be quick to confront the behavior and to suggest or encourage more appropriate ways to handle the situations.

5. Fuil,r." to Coach

Leaders need to make expectations clear to all employees and coach them individually toward higher levels of performance and growth. Besides the individual coaching, leaders will need to help diverse teams with conflicts that may arise from their differences. The leader must also encourage team members to coach others. As coaching becomes part of the environment, new members to the team have access to and can build mentor relationships with others who can be helpful resources in the organization.

Talented individuals bring different perspectives and ideas to the workplace. It's a leader's job to attract and retain them. Avoiding these five traps can move diverse teams to their highest level of performance.

SOUTHWEST PINE Association staged its 16th annual invitational golf tournament April 21-23 in Chandler, Az. (1) Glee & Jim Pope, Phil Hawkins. (2) Dan Hurt, Lisa Jones, Tony Palomarez. (3) Brad & Sara South. (4) Steve Dezwarte. (5) Leaann & Pryce Campbell. (6) Judy

Custom Millwork - Patterns in Softwoods & Hardwoods - Custom Runs of Paint Grade

Poplar Mouldings a Specialty

Mouldings - Siding - Trim Pieces

Wholesale Lumber - Redwood - Uppers

Douslas Fir - Pine - Hardwoods - Western Red Cedar

1f, lodoy's Response Io lomonods Demonds .S ACGI Preserveo Pressure lreoled Wood

Borole.Treoted Wood

TimberSavef PT

D.BLAZE

FireRetordonf lreoted Wood

Pressure Treoted Wood Products

Cu$om Treoting - Heot lreoting Service

Roil Service (BNSF)

I 5500 Volencio Ave. - Fontono, Co 92335

Fox 909-350-9623 - E moil fwl-{wp@pocbell.nel

Coll Croig or Chris

1400 Orchard. Hollister. CA 95023

(831) 636-3399 . Fax 831-636-3335

Johnson, Keith Runyon. (7) Brian Elcock, Ron Manzanares, Pat Chiado, Darrell Juilian. (8) Keith Walker, Mitch Boone, Norma Nelms. (9) Lee Nelms. (10)Annie & Emil Romero. (11)Jeny Lilly. (12)Jose Hernandez. (13) Roscoe Pusher. (14) John Davis.

Mirco Walther, (11) Prentss Douglass. Joe Polder. (12) Tino Terrigno. (13) Duane Engard, Geoff Marshall. Haven Brown, (14) Troy Tysdal. (15) John Taylor, Phil Brune, Ken Piwowar. Patrick Rozier.

Huewe. (3) Len Kasperski. Paul Quinn. (4) Paul Mackie, Alan Oakes. (5) Linda McCandless, Ra ph Bruno, Jess Keisling. (6) Russell Hudson.

LUMBER ASSOCIATION of California & Nevada's Second Growth group headed to Disneyland for its meetini Mdy 13 at the Sheraton Anaheim Hotel, Anaheim, Ca. (1)Jim Nicodemus, Rex Klopfer, Jan Hansen, David Abbott. (2) Doug Willis, Steve Lawrence. (3) Bev Can, Rodger Monis. (4)Donn Zea, Janette Channing. (5) Teny Garrett, Mike Bland. (6) Oliver Barnes, Dennis DeBritz. (7) Dan Sweeny, Rich Geary. (8) Bruce Keith, Chris Freeman. (9) Janeece Lowder, Deonn Deford, Andree Primrose. (10) Brandi Lyon, Dave Miller, Kristen Maahs.

1915 N. Townsend Ave., Montrose, CO 81401 (97O) 24O-L945 o Faxezo-24o-1e6e

OH, WHAT a nightl Los Angeles Hardwood

Lumberman s Club celebrated its annual Ladies Night May 20 at the Summit House Restaurant in Fullerton, Ca. (1) Allison & Deonn DeFord (2) Jerry & Ma'ie Lapin. Cass a Pavani. Sergio Korn (3) Lo;i & Bob Mitchell (4) Don Clark, Danny Clark (5) Charlie James. Diane & Dennis Johnslon (6) Charlie Fiala Rose Fios, (7) Alan & Dayna Arbiso

Nancy & Ken Lobue (8) Gale & Judy Daugherty (9) Walter & Joyce Ralston (10) L sa Rains, Mark Mrchre (11) Dorothy & Don Reel (12) Kathy & Bill F tzgerald. (13) Nathan & Lynne Osborne. (14) Darlene & Pat Rametta, (15) Diane & Walt Maas. (16) Gerry M llikan, Max ne Mich e (17) Charlie. Mary, Alan & L sa Bohnhoff

Maintsnance-free Lumber!

A SOLID CORE OF LUMBER GUARANTEED FOR 20 YEARS AGAINST: TERMITES, DRY ROT, CRACKING, CHIPPING, PEELING AND FADING

- BUILDS LIKE STANDARO LUMBER. NO SPECIAL TOOLS REQUIRED

- THE IDEAL MAINTENANCE-FREE MATERIAL

Please call JOEL (800) 521-3633 ext.205 or ematl us JOEI@WOOD-GUARD.COTV

LOS ANGELES Hardwood Lumbermans Club hosted its annual Day at the Races April l 7 at the Santa Anita Racetrack. Aracadia. Ca. (1) Alan Bohnhoff, Tawnya Moniz, Lisa Bohnhoff. (2) Dr. Felix Starr, Carmen & Craig Jordan. (3) Dennis Johnston, Gilbert & Ana Tapia, Xiomara Hernandez, Jelf Johnston, Diane Johnston. (4) Cathy & Mike Rhoades.

Crown Pacific's Bid Wins

Crown Pacific Partners. Portland. Or.. bid over $700.000 for 14.6 million bd. ft. of timber from the 2002 Toolbox burn. Started by lightning, the fire burned 85,000 acres just south of Silver Lake, Or.

Crown Pacific's Gilchrist, Or., sawmill outbid Butte Timberlands. Malheur Lumber and other smaller operations.

The logging contract was auctioned by the U.S. Forest Service. Another four sales for Toolbox

timber were expected to be auctioned early this month.

Meanwhile, Lakeview's Fremont sawmill is scheduled to start cutting salvage timber from the winter fire this month.

Photos by Waltler Ralston

place

Rates: 25 rvords for $25, additional words 700 ea. Phone number counts as one word, addressas six words. Headline or centered copy, $6 per line. Border

SPECIALTY LUMBER YARD. Established 1987. Family owned and operated. 4600 sq. ft. buildings plus 1600 sq. ft. home on 4.8 acres. Western Washington between Mineral and Alder Lakes on Highway 7. $350,000. Manufactu rin g equ ipment optional. (360) 492-3 560.

or private box, $6 ea. Column inch rate: $45 camera-ready, $55 if we setthe type. Mail copy to theaddress below, Fax to 949-852-0231 or call (949) 8521990. Deadline for copy is the 25th of the month. PAYMENT MUST ACCOMPANY COPY unless you haveestablished 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 bereleased.

PROFESSIONAL SALES (PRO/COM):

INDUSTRIAL WOOD PRODUCTS SALES

Universal Forest Products is seeking an experienced industrial salesperson for the company's Riverside, Ca., facility. Candidates must have comprehensive knowledge of industrial sales processes. We need a highly motivated, self-starter, willing to do what it takes to land new business in a fast-paced competitive environment. Generous salary and benefit package commensurate with knowledge, experience and ability. If you are interested in joining what Forbes magazine calls "One of America's best managed companies," please e-mail your resume to Tim Gaffney at tgaffney@ufpi.com or Fax to 909-826-3013. All replies will be kept strictly confidential. Universal is an equal opportunity employer.

COMMISSION SALES POSITION

Are you a self'-motivated individual looking for high income potential combined with stability in the Southern California wood products industry? If so, Royal Plywood is what you have been searching for. We have added 40,000 sq. ft. of warehouse space and 2,000 sq. ft. in additional office space to accommodate our continued growth. No territories, no boundaries, no income limits. Your hard work and skill combined with our diverse inventory and commitment to service assures your success. Call Dana Linz at (562) 404-2989 or email dana@royalplywood.com.

EXPERIENCED HARDWOOD LUMBER

Salesperson wanted. Progressive lumber company seeking outside salesperson. Generous commission schedule & medical benefits. Please send resumes to: Summit Hardwoods. Attn: Terie Lorentzen, l4l5 E. Grand Ave., Pomona, Ca.91766, Fax to 909-469-1659, or call Mark Michie, (310) 638-0468.

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, (623) 566-7100, fbr confidential discussion.

Full-time outside sales representative in the lumber and hardware industry selling to contractors, professional homebuilders, and property management firms, we want to talk with you. Must possess an extensive knowledge of building materials, lumber grades and doors. Our preferred candidate will have strong skills in cold calling, telemarketing, direct sales, and outside sales calls. We offer excellent benefits with base salary + commissions. For immediate consideration, please forward your resume to hr@southemlumber.com, Fax 408-288-2023, or mail to Attn: HR, 1402 South First St., San Jose. Ca. 951 10.

uqfles

Gene Cedric Brewer. 90. former president of Southwest Forest Industries, Phoenix, Az., died April24 in Newport, Or.

Mr. Brewer worked all over the country serving the forest products industry for over 40 years. In addition to leading Southwest Forest Industries, he also served as manager of operations of lumber and timberlands for Shasta Plywood, Anderson, Or.; president and c.e.o. of U.S. Plywood/ Champion Paper, New York, N.Y., and c.e.o. for Pacific Southwest Timber Corp.

He was also president and chairman of the board of the National Forest Products Association and founding president of the National Institute of Building Sciences in Washington, D.C.

Paul "Ole" Olson. 82. former owner of State Lumber Co., Great Falls, Mt., died May 17.

Mr. Olson started working at State Lumber Co. in 1950, eventually taking owernship until his retirement in 1977.

Mr. Olson also served in the Coast Guard from l942to 1946.

Edward Leslie 66Eddie" Matthews, 87, long-time Fort Bragg, Ca., lumberman, died May 7 after an extended illness in Mendocino. Ca.

Mr. Matthews worked at Union Lumber Co., Boise Cascade and Georgia-Pacific before retiring in 1980 due to health concerns.

Stanley L. Wojniak, 86, former accountant for Booth Kelly Lumber Co., Wendling and Springfield, Or., died April 25 in Eugene, Or.

Mr. Wojniak worked in the accounting department for Booth Kelly for 25 years. Previously he worked for 23 years for GeorgiaPacific in Springfield, Eugene, and Portland, Or. He retired from the lumber industry in 1982.

He served in the Navy in both the Korean War for 16 months and for four years in the Pacific Theater during World War II as chief radarman.

Nickolai 66Nick" Bratzenia, 82, long-time employee of Snider Lumber Co., Turlock, Ca., died May 11 in Modesto, Ca.

Mr. Bratzenia, a native of Minsk, Russia, worked for Snider for 37 years, on the green chain and later as a security guard.

Eugene ttGenett Teal,67, formerly of Coos Head Timber Co., Coos Bay, Or., died May 2O in Forence, Or.

In addition to working for Coos Head Timber, Mr. Teal helped run his father's sawmill near Lakeside. Or.. for three years. He retired in 1998.

Sharon L. Robinson, 68, 2}-year employee of Weyerhaeuser Co., died of chronic obstructive pulmonary disease May 20 in Eugene, Or.

Chris Bichsel, 48, a former millwright and mechanic at Bohemia Lumber, Creswell, Or., died of a heart attack May 24 in Creswell.

Mr. Bichsel also worked as a lop truck driver.

Sournrnr Cnrronnl

LOS ANGELES AREA

Baxter & Co., J.H...,. ...,..(800) 780-7073

Berkot Manufacturing C0,...,..,..,...,....,.,.,.,.,.,.,(323) 875-1 1 63

BMD (Northridge)..,. ......(800) 537-7091

California Pre-Stain. ......(562) 633-5420

Chozen Trucking Co ......(562]| 427-5672

Conrad Wood Preserving...............................(8771 381 -2314

Cramer Lumber Co., W.|V. .............................(626) 445-8556

Fremont Forest Group....................................(562) 945-291 1

Gemini Forest Pr0ducts..................................{562) 594-8948

Hutf Lumber C0..................(800) 347-HUFF (562) 921 -1 331

lnland Timber Co..... ......Q13\ 462-1264

Jones Wholesale lumber,..............................{323) 567-1 301

Lane Stanton Vance .....,(818) 968-8331

Product Sales Co. ,...,...,(800) 660-8680

Swaner Hardwood... .,....(818) 953-5350

Toal Lumber C0.,.... .......(562) 945-3889

U.S. Borax,..,..,..,.,.,. ......{661) 287-5400

Weyerhaeuser Building Ma1eria|s...................(877) 235-6873

ORANGE COUNTY & INLAND EMPIRE

All-Coast Forest Products ..............................(909) 627'8551

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

Anfinson Lumber Sa|es..................................(909) 681 -4707

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

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

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

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

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

Burns Lumber C0.... ......(949) 454-8010

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

C&E Lumber C0,..... ,.....1909) 624-2709

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

Fontana Wholesale Lumber, lnc. ....,....,.........(909) 350-1 21 4

Golding Sullivan Lumber Sa|es....,.....,.,.,.,.,.,.(714) 557-5551

Great Western Transport. ..,.(800) 347-5561 (909) 484-1 250

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

Hardwoods Unlimited ....,.....,..........................(909) 272-1 000

Reel Lumber Service (Riverside)...................(909) 781-0564

Regal Custom Millwork........(714) 776-1673 (714) 632-2488

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

Simpson Strong-Tie Co. ......(800) 999-5099 (714) 871-8373

TaigaF0restProducts....................................(800)348-1400

Universal Forest Products..............................{909) 826-3000

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

SAN DIEGO AREA

Anfinson Lumber Sa|es ..................................{61 9) 460-5017

Auslin Hardwoods & Hardware......................{858) 536-1800

Burns Lumber Co. .........{619) 424-4185

Dixieline Lumber Co .......(800) 823-2533

Lane Stanton Vance ......(619) 442-0821

Ultra-Flex i/oulding, ......(800) 344-5293

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

llonru & Crunn Cnrrcnrn

ARCATA / EUREKA / FORTUNA

BI/D ......(707) 444-9666

Britt Lumber C0....... ......1707\822-1779

Simpson Timber Co. ......(707) 268-3000

BAKERSFIELD Pacific Wood Preserving ol Bakersfield .........(661 ) 833-0429

CLOVERDALE All-Coast Forest Products,.,.,...,....,.,.,............1707\ 894-4281

Redwood Empire..... ......1707)894-4241

FORT BRAGG Holmes Lumber Co., Fred C. .....i.707) 964-6377

FRESNO

DMK-Pacific............. ......1559\ 225-4727

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

Rgg11 IulgUUAUs

COOS BAY / NORTH BEND

PmrRc llonrnw:sr

Conrad Forest Products.......(800) 356.7146 (541 ) 756-2595

Coos Head Forest Products.....,.....................i8001 872-3388

EUGENE / SPRINGFIELD

Baxter, J.H.,............. ....................{5

Burns Lumber C0. ...............................,.,........{8

Coos Head Forest Products...........................i8

Gemini Forest Products..................................{5

Jasper Wood Pr0ducts....,..............................{5

McFarland Cascade..,....................................18

McKenzie Forest Products...................,.........i8

Rosboro Lumber...... ,.., , .....iS

Seneca Sawmill Co.. ,. ..15

Western Woods, Inc.......,...,,.......................,.,18

Weyerhaeuser Building Materia|s,..................(8

MEDFOBD / GRANTS PASS

Allweather Wood Treaters..............................{800)

Burns Lumber C0. ......................,...................i800J

Norman Lumber C0..............,.........................i541 I

Pacific Wood 1aminates.,.....................,.,.,.....1541 I

South Coast Lumber C0....................,............1541 I

Swanson'Superior Forest Products ...............(541 I

Waldron Forest Producls.............,..,..,............1541 I

MCMINNVILLE / CORVALLIS / SALEM

Royal Pacific Industries,.................,.,..,.,.,......{503)

Weyerhaeuser Co. (Albany) .......,.......... ...(541 )

GREATER PORTLAND AFEA

Adams Lumber, Inc,.............(800) 298.4222 (503

Caffall Bros. Forest Products...,.. ..................1800

Cascade Forest Gr0up...................................1503

collins Pine co. ........:..........(800) 758-4566 (503

Hampton Lumber Sales C0,...........................1503

Kavu lnternational .............,............................1503

LJB Lumber Sales ..,..,.,.......{800) 552-5627 i503

Louisiana-Pacilic C0rp. ..................,.,..,..........{503

Lumber Products,.....:.................,.....,..,..........{800

MCD Mechanical Services...(800) 523-5287 (503

Celebrating over 30 years of fine hardwood manufacture and distribution

For the finest service in the industry, call on Swaner for a steady, reliable source of quality hardwood products at competitive prices.

Hardwood Lumber / S4S

Hardwood Plywood

Hardwood Moulding

Custom Hardwood Flooring

5*or*. C-fa'rLwooJ Co., Cro.

5 West Magnolia Blvd., Burbank, Ca. 91502 Fax 81 8-846-3662

(8181 953.5350

Tn coastal construction or when using pressureI treated wood, you need connectors, anchors and I fasteners with oreater resistance to corrosion.

For extra protectionl Z-MAXrrv' (G185) connectors have a zinc coating two times thicker than standard products. 0r, in severe exposure, choose Strong-Tie stainless stee, (SST300) connectors lor even longer life.

Helping to build better buildings.

It's what y\u'd expect h,n the leadetinconneclhrs lot w00d construction. www.strongtie.com

For more information from advertisers, use FAX Response numbers in brackets.

I

FAX to 949-852-0231

I I or call (949) 852-1990 or mail to The Merchant Magazrne, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660.

Name (P/ease print)

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News or Comments? we welcome comments on articles, the magazine, or news of your company such as new hires, expansions or acquisitions (a free service). Email dkoenig@building-products.com, or Fax this form:

Messmerts [www.messmers.com].......... ............32

Montrose Re|oad...........

Norman Lumber Co. [www.normanlbr.com] .........................41

NxTrend Technologies [www.nxtrend.com] ............................40

Oregon-Canadian Forest Products of California ........,..........44

Pacific Wood Laminates [www.pwlonline.com] ............,..,.,....26

Peterman Lumber [www.petermanlumber.com] ...................41

Polywood Products ...................54 1R

Power Wood [www.powerwood,com]

Product Sales Company ............................4

Progressive Solutions Iwww.progressivesolutions.com]..........25

Protecto Wrap [www.protectowrap.com] ...........-...................28

Redwood Empire [www.redwoodemp.com] ..............Cover II, 3

Reel Lumber [www.reellumber.com] ...............36

Reliable Wholesale Lumber [www.rwli.netl ............................33

Rosboro [www.rosboro.com].......,...... ................'.7

Royal Pacific Industries..... ......,..,22

Screw Products Inc. [www.screw-products.com] ....................50

Shelter Products LLC [www.shelterproducts.net] ....................6

Simpson Strong Tie [www.strongtie.com]................................61

Stockton Wholesale Lumber......... ......................31

Sunbeft Material Handling [www.sunbeltracks.com]............,23

Swaner Hardwood Co., Inc. [www.swanerhardwood.com] ...61

Swan Secure Products [www.swansecure.com].................48' 57

Swanson Group [www.swansongroupinc.com].....................,..21

Tenon USA [www.tenonusa.com] ......................50

Thomas, J.M. Forest Products

Thunderbolt Wood Treating [www.thunderized.com] ...........59

TruWood Collins [www.collinswood.com]...............................15

Van Arsdale-Harris Lumber Co............. ...........51

Vanport Group [www.vanport-intl.com] ......................,..........42

Western Woods, Inc. [www.westernwoodsinc.com].......Cover I

W.M. Cramer Lumber [www.cramerlumber.com] ................45

Woodfold-Marco Mfg. [www.woodfold.com] ..........................57

You could'be.making.yourself more profitable with . ' TechShieldo radianf barier sheathing, an energy'saving upgrade that consumers are willing to pay for.'Techshield ;r' sheathing, with its thin laminated aluminum layer, prevents up Io 970/o of the radiant heat transfer from the panel into the attic. So if you're not using TechShield sheathing, stop wasting your energy. Ask for it by name.

Hi, I'm Titan! You probabll, know I malie milliotrs of feet of (,rccn Doug Fir stucls lor I eu'is Countl'Forcst Products in the Winlock Prescrvc-7.5.000.000 feet so far to be cxact.

Ancl thanl(s to yoLl, we're aggressivell'expandir-rg the Preserve's production and product mix. So, I'r,'e decided to stop our productior"i todal' for a shil't and use the tirne to introduce y1.111 to my five imnrcdiate family'mcmbers. lt's important to mc that yoLr gct to kr-ror,r. thcm. So, herc's what's going on n'itl-r the fan-rily:

qJl 1

I'm builcling ei cLrttillg sidc to my stud rnill in Winlocl< ''-- 'i': -ai* that will be opcrating this JlgS" ,rini".. I've deciclecl to aclcl industrial items as well as clear and factory lr-rmber to my procluct mix. I maclc rl),,son Pitch responsible for testing all of my prodr-rcts for strength and durabiltty. i sure hope he doesn't fall down on the job.

My wife Mistletoe temporarily manages our ne\\r Dry Kilns in Chehalis, Washington. As )iou can see, she's not really very happy about it. She wants to be replaced because the heat makes her marscara run. My dad Regal", on the other hand, is very happy as he is corning out of retirement to produce KD Henr Fir studs at our ncwest mill in Shelton, Washrngton, this October. His "Regalrless" is excited. My adopted daughter Delilah, the Blue Widow, is specializing in producing Golden Webstock'*' at both of our mills. She 's a real beauty just like her product.

And finally, my adopted son Allan Hurd is managing our sales. He's human and he's a great guy!Cive him a call at 503.635.6046, or 866.336.9345, our toll-free number. He speaks your Ianguage. And, he's got all the right numbers!