Merchant Magazine - June 2006

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Fencing

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Redwood

Redwood Split Products

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ALAN OAKES publisher ajoakes@aol.com

ls your company in trouble?

Like all businesses, we have a few clients who are always a struggle to collect from (although thankfully not too many). While most of us think it is mostly young companies that go under, I have seen many long-time industry leaders go under as well. Now while it is true that only about 50Vo of companies make it past the four-year mark, there are many factors that can start even the best companies sliding to oblivion.

Sometimes the hardest thing to explain to colleagues has been why successful profitable-on-paper companies have gone out of business or been decimated to a fraction of their former size. While there is always plenty of blame to go around, interestingly it is not exterior issues that normally cause a downfall. Mostly internal issues have been the cause of trouble, and more often than not because the signs have been neglected by senior management.

The rising number of bankruptcies and increasing interest rates should serve as warning signs to quickly address problems in your own company-or in the companies that you do business with.

One of the biggest causes of failure is the seeming need of corporate management to buy or start companies that are far from their core business. I have learned the hard way that skills in one sector do not necessarily generate success in another industry. Indeed, how many times do you see in the newspaper that companies or divisions are being sold off because they no longer fit in with the main core product line? And yet, many of these companies or products were probably bought only a few years earlier.

For example, at one book publisher I worked for, we strayed into producing software. We lost our shirt over the next 18 months as we struggled to bring product to market-the biggest single asset we had as a book publisher-

and we ended up with a large write-off. If the investment is not a fit with your core business, don't make it.

Entrepreneurs are often their own worst enemy. While it takes great guts and sweat equity to start a business and make it successful, many do not know when to hand over the reins to professional managers. I have worked for some pretty headstrong owners. Unless they are open to input from subordinates, at some point the business outgrows the skill set of the owner. Experience at a number of levels showed that they were often great marketers or inventors, but they were not skilled financially, and often ignored or disbelieved waming signs.

I remember some years ago installing a new computer system in our company, and the conversion became an absolute nightmare when we realized that we could not shift information from the old system to the new system. We caused complete chaos for many of our customers and lost a fair amount of business in the process, when a number of customers gave up on us. If you cannot send out invoices or produce packing slips, especially if you are under capitalized, you are in great danger. The main things I learned over a number of conversions are the need for truly careful planning, great training, and phasing the conversion into small chunks-not all in one go.

Of course, many companies have problems due to cash flow or lack thereof. Often that can not be just because sales are poor, but also because they are too large. When companies grow at a fast pace, when expenses are outstrip ping cash flow in, cash flow forecasts becomes king. Understanding where your cash is going to come from and when over the next three months, and what your expenses will be, will perhaps stave off a cash crunch that might cut you off from your major suppliers. You need to stay cashflow positive. When you are strong and healthy is the time to go out and get reserve lines ofcredit.

And, what about those customers who actually lose you money every time you sell to them (yes, we all have them)? Maybe it's time to get rid of them. Understanding who is making you money and who is not is one of the best exercises you will ever complete in your company.

Or, are you under the thumb of one or two customen? Having one or two eggs making up the entire basket is a risky game to play, as a number of manufacturers in this industry have discovered.

While we are all after growth, and are generally optimistic and tend to focus on growth strategies, constant analysis ofour businesses and dealing with issues is the key to staying healthy and not being part ofthe statistics.

Let the Truth be Told

Setting the record straight about ?rtper deck cdre (v maintenance

What happens when your decking installation doesn't live up

to your customer's expectations? With the overwhelming variety of decking materials now claiming "No Maintenance",

"Low Maintenance", or "Maintenance Free", there's a good possibility your customer may be disappointed when mildew,

fading, or stains become visible. In fact, some of these imitation materials have come under fire lately - succumbing

to class action lawsuits for overstated claims and implied

Despite what many consumers are led to believe,

ALL decking materials require regular care and maintenance to look their best.

Wood decking, like Western Red Cedar, often receives the brunt of these incorrect maintenance statements - but often performs better than most. Informed deck builders know Western Red Cedar's natural resistance to deterioration comes from compounds called "thujaplicins" that act as natural preservatives and make the wood last. In addition, unlike alternative materials, Western Red Cedar can be sanded down and refinished to remove any gradual fading, stains, or scratches that may occur. With regular maintenance, cedar will continue to look beautiful for years to come.

Tom Read from Tacoma, Washington, is one prime example of a longJasting Western Red Cedar deck owner. The Pacific Northwest is well known for having extended seasons ofrain, yet his l0year-old deck appears to be new. "All my Cedar deck

requires is a little cleaning and minor touch-ups to the finish - and I've been more than happy with ttre results," says Read. "Investing just a small amount of time can make all the difference in how your deck will look and perform."

Knowing the issues and discussing the correct information is paramount to setting realistic expectations with your customers. The WRCLA has developed an educational program for professionals to provide an in-depth, objective understanding of all things Cedar - including the latest information about care & maintenance. Visit: realcedar.org or call | -866-7 7 8-9096.

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'TiHERE'S no question that America I' is in the midst of an energy crisis. In every direction the story is the same -prices are at an all-time high. This is true even of natural gas, which was until recently an inexpensive and costefficient source of energy.

The natural gas problem is one of supply and demand. It's not a marketplace problem, but instead is the result of short-sighted policy decisions made by the federal government. Throughout the 1990s, our nation's environmental policy promoted natural gas for power generation and emissions controls. At the same time, Congress took steps to restrict the natural gas supply.

Over the past two decades, Congress has each year voted to renew prohibitions against exploration and extraction of natural gas. Between Congress and President Clinton, the ban on exploration has been imposed on California, the North Atlantic, midAtlantic, south Atlantic, Atlantic Coast, eastern Gulf of Mexico, Alaska's North Aleutian Basin, Washington, Oregon, Florida panhandle, and National Marine Sanctuaries. There aren't many other places to find new sources ofnatural gas.

The outcome is unsurprising. Since 1990, the annual increase in demand for natural gas has outpaced the annual increase in supply by 4OO7o. This is obviously unsustainable, and these contradictory policies have led directly to the current crisis,

For the past six years, natural gas prices have skyrocketed to as much as seven times their historic average. And these sizeable increases have hurt the American forest products industry's ability to compete.

The forest products industry generates much of its own energy by using biomass in efficient combined heat and power facilities. But, 20Vo of its energy comes from natural gas; a total of 400 billion cu. ft. per year. That's enough to fuel four million homes.

The effect on the industry has been significant. Since energy prices began to rise in 2000, the forest products industry has been forced to shutter 267 mills. More than 189,000 Americans lost their jobs.

Many companies could compensate by temporarily switching to other fuel sources, but fuel switching is limited

Nothing natural about the cost of natural gas

By W. Henson Moore President and c.e.o. American Forest & Paper Association

by permitting requirements. Wood product and paper companies from Massachusetts to Tennessee and Georgia could use more reasonably priced #6 fuel oil, but permits limit the use of fuel oil to no more than 60 to 90 days per year. Several compan ies are approaching the limit, and if gas prices go higher may have to close facilities.

Temporarily waiving permitting regulations would allow companies to economically switch from natural gas to other fuels when gas prices get too high, or when we need to conserve more, such as during winter months. This could save approximately 1.34 billion cubic feet of natural gas-and save our industry $6.9 million a month.

Energy has long been the third largest cost for forest products manufacturing, behind raw materials and employee compensation. In the past three years. energy costs have leaped 50Vo, and may soon surpass labor costs. One mill in Louisiana reports that it already has.

In contrast, competitors in Russia, China or India have access to cheaper raw materials. pay far less in environmental compliance costs, and have access to natural gas at a fraction of what American companies pay. American companies will not be able to compete under these conditions for very long.

In the past six months, more than 800 American workers have lost jobs at mills in Washington, Texas, Oregon and Wisconsin. High energy prices played a role in each of those deci-

sions. And if federal lawmakers don't act now, even more Americans will lose theirjobs.

This is a supply and demand problem, and any solution must address both. We will not be able to conserye our way out of this. The Bush administration must reexamine regulations that affect natural gas demand, use or price. The administration needs to conduct a detailed analysis of the effects regulations could have-as is already required under an executive order issued by the President. Regulations that force consumers to use natural gas should be halted, or at least made more flexible, until the current energy crisis passes.

Congress must also stop restricting the supply by automatically writing the moratoria into law every year, which is what they've done for 24 consecutive years. There's enough gas in the outer continental shelf to keep America going for at least 60 years, but we can't get to it because Congress won't allow it. Cunent legislation, such as the DomeniciBingaman bill in the Senate or Representative Bobby Jindal's bill in the U.S. House, go a long way to Providing relief to Ameri-ca's natural gas consumers. Both bills allow energy exploration and development in a greater portion of the natural-gas-rich Gulf of Mexico.

For more than two decades, we have pursued an energy policy akin to repeatedly shooting ourselves in the foot. Is it a wonder that after shooting ourselves in the foot two dozen times we're having trouble walking? We need our lawmakers to act nowbefore more mills are closed, and more iobs are lost.

fF YOU have visited model homes Ior attended building product shows recently, you might have noticed many building material manufacturers have begun to produce "synthetic replicas" of traditional building materials, including wood siding, fencing, decking, dimensional lumber for fascia and soffits, architectural millwork, tile, brick, stone and roofcoverings.

Some of these manufacturers have seized the opportunity to focus on synthetic products that imitate traditional high-end steep-slope roofing products, including natural slate. cedar shingles and shakes, and clay and concrete tile.

Webster's II New College Dictionary defines "synthetic" as "artificial" or "manmade." For the purposes of this article, "synthetic" as it pertains to steep-slope roofing

materials refers to manufactured products that replicate asphalt shingles. concrete and clay tile. metal panels. slate. and rvood shakes and shingles that contain recycled plastic and/or rubber as a key ingredient.

Synthetic roof coverings are making a presence in the roofing market because of several factors. These include the ongoing efforts of various recycling organizations and energyconservation groups to cut dorvn on landfill rvaste and reduce manufacturing energy costs. The recycling effort. coupled rvith the maturity of thermoset and thermoplastic polymer technology, has provided an abundance of the recyclable rarv materials used to manufacture synthetic roof coverings.

An informal survey I recently conducted of seven synthetic roof cover-

ing manufacturers shorvs recycled plastic and rubber materials account for 6O% to X)Vc by rveight of finished synthetic products.

Background

Synthetic roof covering products date to 1993-one manufacturer claims to still use its original formulation. The processes used to manufacture synthetic roofing products vary. including injection molding. extrusion molding and die-pressing.

Synthetic roof coverings are produced in myriad locations in the United States and Canada. and the packaging and pallet configurations used by several manufacturers allorv more roof coverings per pallet to be shipped than shipments of traditional roof coverings.

Finished materials are available

through building material distributors located throughout North America.

Advantages

There are several noteworthy advantages to using steep-slope synthetic roof coverings when compared with their traditional counterparts. For example, the actual weight difference between synthetic slate products and natural slate can be substantial. Synthetic slate weighs about one-third the weight of natural slate. The reduction in product weight allows synthetic slate to be installed over conventional substrates without an allowance for increased structural loading.

Another advantage is how the products are shipped. Most synthetic products are produced in individual pieces, but some are produced as panels combining several pieces into a larger unit. Panel products could improve installation production. Several manufacturers claim a labor savings because special tools are not required to cut their products. One manufacturer that ships its product in panels claims up to a 507o labor savings when its product is installed compared with the cost of installing individual natural pieces.

Several synthetic cedar shake and shingle manufacturers also claim labor savings because crews will not have to apply fire-retardants or antialgae coatings. A number of their products advertise fire ratings ranging from Class A to Class C as determined by Underwriters Laboratories.

In addition, most of the synthetic product literature I reviewed promotes the products' hail-impact resistance. A number of manufacturers note their products provide Class 4 hail protection. Several manufacturers even state that homeowners who use their products could qualify for lower homeowner insurance rates. A number of synthetic roof covering manufacturers also state in their literature that their products resist mold, mildew and insect attack.

A spot check of product prices reveals many synthetic roof covering producers have priced their products to be slightly less than their natural competitors. These same manufacturers also provide material warranties (limited and prorated) for certain products up to 50 years.

In addition, several synthetic slate products look convincingly like their natural competitors. In side-by-side comparison tests, the only way to dis-

tinguish among products is by touch. Several synthetic cedar shake manufacturers are even producing random widths similar to aged cedar shakes.

Disadvantages

Despite the benefits of synthetic roofing materials, some drawbacks are evident. For example, most synthetic roof coverings are manufactured using dyes or coloring agents to achieve a desired color and brightness. But what is unknown is whether the products will experience color fading from sunlight and weathering.

In addition. it is unknown whether synthetic products will become brittle and less flexible over time. Brittleness and decreased flexibility obviously could affect hail-impact resistance. as well as a product's response to occasional foot traffic.

Another issue is how synthetic products respond to wind. Although many synthetic roof coverings are said to be wind resistant. there are no consensus standards for the testins of these types of products.

What's Ahead

The rubber taken from car and truck tires currently is being used as an ingredient in the manufacturing of some synthetic roof coverings. Polymer technology has improved dramatically during the past several

decades, and production processes constantly are improving to selectively sort and blend these recycled materials with binders and fillers into viable compounds. Technological advancements will continue to improve the physical properties of finished synthetic roof coverings as they have improved thermoplastic and thermoset low-slope roof coverings.

The use of steep-slope synthetic roof coverings manufactured from recycled material can contribute to energy and/or tax credits for building owners. The ultraviolet inhibitors and specialty dyes used to color and stabilize these products also will permit roof covering manufacturers to produce roof systems with increased solar reflectance and meet Energy Star compliance.

The ecological attributes and environmental advantages of these products will give roof system designers more "earth-friendly" alternatives to consider for steep-slope roofing solutions. The increased use of synthetic roof coverings may help reduce landfill costs and energy consumption and provide a new classification of steepslope roof coverings.

-Chuck Scislo is senior director oJ technical services Jor the National Roofing C ontractors As sociation. This article was excerpted from the May 2005 issae o/ Professional Roofing.

SLATE OR SYNTHETIC? Lookalike tiles manulactured from recycled rubber and plastic polymers are lighter in weight than natural slate.

High style in siding and roofing A premium product mix for premium service

By Mike Loughery CertainTeed Corp.

tunity for greater profit margins for both suppliers and their contractor customers improves. Plus. a premium catalog helps suppliers differentiate themselves from those carrying more traditional SKUs. In short. associating rvith the higher-end luxury products that are grorving in demand is good for business.

The Demand for Dlversity

In recent years. manufacturers have noticed that when consumers shop for materials online. they seek out the higher-end luxury products. And they are more than just looking-they are ready to buy. So. suppliers should be prepared to help service increasing consumer requests for higher-end materials.

f OOK around. Both new homes LJand those getting facelifts are beginning to boast bolder colors, classic styles, and more accessories than ever. Homeowners are having it no other way, and it's time for LBM suppliers to take note.

Certainly, there is still a place for low-cost three-tab roofing shingles

and standard vinyl siding in LBM supplier inventories. Yet, shelves in today's consumer-driven market should be diversifiefl with a broader mix of products. indluding the more premium lines, when it comes to roofing and siding.

Why? The bottom line. While premium products cost more, the oppor-

Contractors and builders can anest to this trend. When homeowners need a nerv roof. many are asking specifically for architectural or dimensional shingles. When building a home, they are requesting lorv-maintenance siding and being introduced to nerv innovations such as insulation that not only offers thermal comfort. but addresses moisture management within rvall cavities as well. And rvith the increasing desire for enhancing a home's exterior to reflect individual tastes. vinyl and composite accessories-things like trimboards. fenc-

PREMIUM Centennial Slate fiberglass shingles from CertainTeed simulate the look ol multi-colored slate through careful synchronization of colored surface granules.

ing, decking and railing-are a booming business. These premium products may cost more than standard fare, but with the high price comes the opportunity for higher profit margins and a high value-add for the builder, remodeler and homeowner who want more than the standard for their homes. Some upgrades, such as wider corner

prrsm possibilities

The Vinyl Siding Institute has a new way for homeowners to be assured that the vinyl siding colors they choose meet the standard for color retention.

VSI recently expanded its successful Vinyl Siding Product Certffication Program to include certification based on the performance standard for color retention, ASTM D6864. To qualify, vinyl siding products must first receive certification for overall quality and performance based on the industry standard ASTM D3679. which covers criteria such as weatherability, wind load, and impact resistance, among others.

"Since vinyl siding is a durable product that never needs painting, customers want to make sure their homes look beautiful after the passage of time and exposure to the elements," said VSI president Jery Y. Huntley. "Vinyl siding has always been available in a wide variety of attractive colors, and now there is a process to certify these colors for color retention."

More than 1,000 products are currently certified for quality through VSI's program, and nearly 200 colors of those products have been certified for color retention as well.

VSI's color retention certification process requires a two-year, outdoor weathering study for each color being considered. Each certified color must demonstrate the ability to resist major changes in a variety of climates.

All vinyl siding certified through VSI's program is verified to meet or exceed ASTM D3679 through twice yearly review and unannounced inspections by an independent, accredited quality control agency. Additionally, each color must undergo ongoing verification and a re-certification process for color retention, including a new two-year, outdoor weathering study, every six years.

A complete, updated list of products and colors certified through VSI's Vint-l 5i7rrg Product Certification Program is available online at www.vinylsiding.org or by calling (888) 367-8471.

posts and lineals around windows, have little impact on a homeowner's pocketbook.

Thc homebuilding industry has to tailor like never before to meet the individual needs of homeorvners. This means more f'eatures, more color options, more designs, more choice. Off'ering a more diverse inventory of exterior materials to their homeowner customers helps keep builders and contractors competitive.

B0ARD AND BATTEN vertical vinyl siding recreates the historic charm of centuries-old cedar siding, featuring a rough cedar finish to give the appearance of saw{extured wood.

Wood flooring Will the bull r market continue?

By Ken Schurnacher

HAT has spurred the tremendous growth of wood flooring? Without a doubt, the answer is a good economy. Rising personal incomes, along with lower mortgage interest rates, have created a demand for larger and more expensive homes. In 2005, the average single-family home included just less than 2,5fi) sq. ft. of living space. and sold for an average ofjust less than $300,000.

Along with these larger, more-expensive homes comes a demand for what previously might have been considered

luxury items, such as custom floor plans, state-of-the-art appliances, and custom flooring. In addition to demanding high-end flooring, homeowners are increasingly expressing a desire for custom flooring as well.

Wood flooring has become a fashion statement, representing beauty and elegance. It no longer is viewed as a utilitarian item. like it was in the 1950s when Federal Housing Authority regulations required wood flooring in new home construction.

As a result, today's homeowners often want more than the traditional 2-114" strip oak floors that were common in years past. Many want something that is totally unique, totally unlike anything their neighbor down the street might have-and they don't mind paying top dollan for it. And that's good for everyone in our industry.

So how does it all add up? What does all this mean in terms of dollars and cents? Last year, retail sales in the wood flooring industry reached $2.6 billion-an ll.29o increase over the previous year. Some 1.2 billion sq. ft. of wood flooring was sold during the same perid, an increase of 9Vo from the previous year.

Specialty floorcovering retailers continue to dominate sales, but large home centers continue to gain market share. The two largest home center chains-Home Depot and Lowe's-are estimated to have accounted for 2O-5% of total 2004 hardwood flooring retail sales in the U.S.

Looking ahead, wood flooring is expected to remain a growing sector of the U.S. floorcovering industry. Experts predict that projected dollar market sales will increase at a 7.7Vo compound annual rate during the next five years, to reach $3.8 billion. Unit sales are predicted to nse 5.7Vc annually during this same perid, to 1.5 billion sq. ft. By all accounts, wood flooring is positioned to continue its growth trend, but how will that growth be maintained? Imports will play a big role. Exotic species are the answer to increasing consumer demand. They offer more options. more colors, and more cost competitiveness. The market currently is flooded with a wide variety of choices never before seen in our industry. African species like bubinga and wenge, South American species like Brazilian cherry and santos mahogany, Australian species like sponed gum and jarrah, and Asian species like bamboo and merbau, are now as much a part of the wood flooring market as oak.

Items such as borders, medallions, inlays, and mixed media like stone, granite, and even leather offer the home-

HAND-SCRAPED river-recovered heart pine is bordered by maple with a diamond pattern inlay. The custom medallion is hand+ut, featuring various domestic and exotic species.

owner previously unheard of custom options-and are often quite affordable. What's even more appealing is that these items often can be retrofitted into existing wood floors, making them even more desirable.

Another big trend is wood reclaimed from a variety of sources, including old barns, abandoned factories, out-of-date warehouses, and river bottoms where century-old relics of the logging industry lie at rest. These floors offer a totally unique look because the wood comes from a variety of sources, locations, and time periods. Each individual board is rich with character, color, and mineral variations that can't be duplicated.

Reclaimed wood products also are environmentally friendly. Rather than discarding this used wood in a landfill, it is carefully recovered to minimize environmental distress, all nails and other metal objects are removed bY hand, and the wood then is meticulously milled to yield the most usable flooring material.

For homeowners who like the look of reclaimed wood, but not the Price tag, distressed floors are another hot flooring trend. Hand scraping is the most common distressing technique. Using tools such as chisels, planes and grinders, the installer works the wood to achieve a worn and distressed look. The end result is a new floor that looks beautifully antiqued.

Consumers also increasingly are demanding the use of sustainable and renewable building products in their homes and businesses. Sustainable forest management makes it possible to harvest wood without any serious environmental impact. When forests are managed properly, trees are a renewable resource that can be replaced time and time again.

Wood is the only flooring considered both renewable and sustainable. As such, it earns points under the Leadership in Energy & Environmental Design program that was developed and introduced by the U.S. Green Building Council in the spring of 2000, to promote the development and implementation of environmentally friendly building projects.

Wood floors also promote healthier indoor air quality, a big plus for allergy sufferers. An EPA study found that wood floors do not harbor allergens, microorganisms, or harmful pesticides that can be tracked in from outdoors. In addition, dust, mold, and animal dander contamination is mini-

It's Hip To Be Oak

A coalition of hardwood lumber manufacturers has unveiled a strategy to reinvent their primary species for architects and designers around the world as "the new oak.o'

The New Oak PartnershiP reports that increasingly designers are turning to venerable oak to create handsome flooring, cabinetrY and furniture that complements contemporarY environments and active lifestyles.

"The new oak lends itself beautifully to a wide variety of hues and finishes, suiting a variety of styles and tastes," says group co-chairman Victor Barringer. "Oak is highlY adaptable to a range of looks-from the sleekness of European-influenced contemporary interiors or the formal elegance of traditional design to the rediscoverY of Amedca's rustic legacy."

Barringer said, "We are helping architects and designers to rediscover these characteristics in their design. We have develoPed new finishes for oak in traditional and contemporary designs so consumers can see this potential." mal in homes with wood floors.

In order to shelter ourselves from the harsh realities of the world, our homes have become our sanctuaries, our safe havens. We spend more time in them than ever before, and increasingly, our homes are a reflection of our values, our lifestyles, and our unique personalities.

Many of us are trying to recreate the comfort and security we remember from our own carefree childhoods-

"Oak is one of the most aburtdant trees growing in the eastern hardwood forests, almost 40Va of. the growing stock," said co-chairman Ed Ramsey. "Architects and designers can be assured that oak is truly a sustainable resource from our American hardwood forests, which cover more than 275 million acres."

Industry members and homeowners can promote their work in oak on the group's Web site, www. thenewoak.com. The site features individual showcases for each category where designs and Products can be uploaded and promoted around the globe.

"We are seeing exciting designs added to the showcases each day," Barringer said. "As more architects and designers learn about this, we expect it to only increase."

Partnership members include Gilco Lumber, Kitchens Brothers Lumber, Taylor-RamseY, Coastal Lumber, Linden Lumber, Coastal Timberlands, AlleghenY Wood Products, Dunaway Timber, and National Hardwood Lumber Assn.

family time spent together, watching movies, playing games, and just plain talking. This return to traditional family values has spurred the return to the traditional family home-one in which wood products are abundant.

- Ken Schumacher is vice chairman of the National Wood Flooring Association and president of Schumacher & Co., Newport, Ky. This article was adapted ftom a speech given at the 4lst annual meeting oJ the Kentuclcy Forest Industries Assn.

CONTEMPORARY oftice is floored by solid white oak planks, with American walnut feature strips.

Powetsttategles lor dlslrl[uilon saleileoIle

By Dave Kable

bring you the best results? Those are the ones you promote, if you're focusing on results.

You manage your time and territory precisely. asking yourself daily, if not hourly. "What is the best use of my time right now?"

Put all this together and Focus on Results becomes an overarching strategy that effects everything you do.

2.ecrlmD.mil

qELLING

for a distributor puts you

a unique selling situation. While many basic sales principles still apply to you, there are additional, unique challenges rising out of your position as a distributor salesperson.

For example, you probably sell many of the same things your competitor sells. Add to that your special potential for creative in-depth relationships with your customers, and multiply that by the number of vendors and products you sell, and you can see the extra complexity of your job.

To be successful, you need some guidance in mastering the unique challenges of your job. Here are some "Power Strategies" specifically designed to help you become more successful.

l.Iocus on nesults

At first you may think this to be common sense and self-evident, and to some degree it is. However, many dis-

tributor reps are guilty of "goingthrough-the-motions" selling. In other words, you see Customer A on Tuesday morning because that's your habit. Instead of being driven by the objective you hope to achieve in that meeting (the results), you're driven by habit. You go where it's most comfortable rather than where it's most effective.

You can apply this strategy in almost every aspect of yourjob. If you focus on results, you rank your prospects and customers in terms of their potential, and spend the greater amount of your time with the highest potential accounts.

You create specific call objectives for every call, and annual objectives for every one of your key accounts. focusing on the results you want to achieve.

You view the products in which you choose to invest your selling time in the same light. Which products will

That means get important to your customers. and get important to the manufacturers rvhose products you represent.

In this rapidly changing world, new sources of competition are continually surfacing. It seems that pressures on price and margin don't ever stop. In that kind of environment, how can you secure a spot for younelf that provides you a good income and some security?

The secret is to get important. When you're important to your manufacturers. you're able to provide them the one thing they need from you. And that's access to your customers.

Think about it. Most manufacturers can warehouse and ship and bill their products almost as well as you can. What they can't do as effectively as you is get in front of your customers.

It's ahvays going to cost them more to get to your customers because they have a limited number of products over rvhich to spread their sales cost, rvhile you can spread your costs over a much wider number of products. Thus,

you should always be able to access the customer at lower costs than the manufacturers. The smart ones know that. So, your ability to get important to your manufacturers is directlY dependent on your ability to provide them access to your key customers.

That means that you must gel important to your customers. You do that by becoming, in your customer's mind, an integral, almost indispensable part of their business. You can't do that if you restrict your activities to quoting the lowest price and picking up orders. Rather. you must systemically create relationships with the most important people within your key accounts, invest your time in learning about their business and getting to know them better than anyone else, and then providing creative solutions and systems that solve deep and systematical problems.

When you do that consistently and effectively, you become, in the eyes of your customer, a valued Part of Your customer's business. And that makes you important to them.

3. nmt a tot

It's easy to do your job bY mindlessly going through the motions. You see the customers with whom you are comfortable, quote the stuff they ask you to, grumble about the PaPerwork, and complain about price competition.

That's easy. Unfortunately, it's also a prescription for eventual failure. The world is changing too rapidly today to do your job "mindlessly." Your customers are changing, Products and vendors are changing and adaPting, new competitors and technologies are springing up. If you go through your job mindlessly, you'll soon be outdated and ineffectual.

Do just the opposite. Commit yourself to the challenge of continuous improvement. Think about everything you do and examine ways to imProve and wring more value out of it.

Challenge and question everything you do. Is this the best way to write up a quote? Should you be visiting this account, or would the other one hold more potential? Should you really be spending your time promoting this product, or is another one important? Should you really be lunching with this customer or should you invest that time in another? Is this the best way to file your old quotes, keep track of customer contacts, and file product literature?

Got the idea? Never rest. Be dis-

Ihe Billion llollat Glu[

Two-Step Whotesate Distributors with 2005 sales of LBM exceeding $1 billion

1. Weyerhaeuser Co., Federalway, wa. ($9.3 billion)

2. BlueLinx Holdings, Atlanta, Ga, ($5.62 billion)

3. Forest City Trading Group, LLC, Portland, or. ($3.85 billion)

4. goise Cascade Holdings LLC, soise, ld. ($3.1 billion)

5. Oo lt Best Corp., Fort wayne, In. ($2.9 billion)

6' universal Forest Products' Grand Rapids' Mi' ($2'69 billion)

7. Guardian Building Products Group, Greenville, S,C. ($2.5 billion)

8. agc Supply, Betoit, wi. ($2.04 bittion)

9. North Pacific Group, Portland, or. ($1,45 billion)

10. rutieO Building Products, East Rutherford, N.J. ($1.2 billion)

10. PrimeSource Building Products, Carrollton, Tx. ($1.2 billion)

12. ttuttig Building Products, st. Louis, Mo. ($1.1 billion)

1.3. Orgitl Inc., Memphis, Tn. ($1.0 billion)

Huttig and 1rgill are new to the list for 2005. ENAP, lnc., New Windsor, N.Y., which had sates just under $1 billion, expects to break into "The Club" for 2006.

content with every aspect of your job in order to provide the stimulation to improve on it. Think a lot. These three strategies can be guidelines to help you master some of the uniquely challenging parts of your job.

- Dave Kahle, "The Growth Coach," is a sales consultant, trainer and author of six books, including Ten Secrets of Time Management for Salespeople. He can be reached at (800) 331-1287 or through www.davekahle.com.

The price is right

By Carla Waldemar

D USINESS was good, and grorv- IJins. So in 1999 Butch Vernon decided to build a big, new version of Budget Home Center, not far from the original Longmont, Co., store he'd already expanded in 1992 and was already bursting at the seams. Trouble was, the very day he signed for the land, Home Depot announced it was coming to town-and just two miles down the road.

Okay, Vernon decided, if you can't join 'em (and who'd even want to?), beat 'em at their own best game. "I realized, as an independent, that to survive I would need to fight the perception that I was higher priced."

The first step, however, was to do a little soul-searching and evaluate whether BHC wanted to focus all its efforts on contractors' business or continue as a home center, drawing a healthy mix of d-i-yers-not the trendy choice, Vernon notes, but one he's glad he made (and is justly proud that the town in turn, recently voted

him "best independent business in Longmont.").

Well, rvhat draws those rveekend warriors to your door? First off, prices the boxes can't beat. To earn the image of 'best value', BHC aggressively promotes its price-is-right image in its ad campaigns and greets customers with this promise at the entrance: "If you find a lorver price on an identical item at any other local retailer, rve'll beat itby lOVc."

That's no empty guarantee. And it's a moving target. To make it rvork takes constant vigilance. Thus Vernon requires all nine department managers to fill out a 3O-item sheet each rveek ("you can't just do it norv and then"). based on footwork as they mysteryshop all competitors' stores. (WalMart and Lorves have since invaded Longmont, too.)

They also relentlessly scour the boxes' ads so BHC can react instantly. If patio srvings are Depot's rveekend special. r'oila. BHC lorvers its price for the weekend. too. With over 4l,000 SKUs, that's a lot of legrvork.

Vernon has learned along the rvay. "At first, I made the mistake of only price-shopping our price-sensitive items," he reports. But that required

BHC to honor l0 to 15 price matches a rveek. By sleuthing pricing on entire families of products. "we norv have to honor only one or two a rveek." he declares. And the best nervs is. rvhen the reports are in. Vernon rarely has to lorver his prices; in fact. he often finds he can increase them to meet those of his competitors.

Sure. you lose a few pennies by selling something at cost norv and then. But go for the big picture. he advises: "You've got to look at margins on the whole sale. If your customers trust that your entire store is priced right. they'll be more apr ro fill their baskets than cherry-pick. (Of course. this requires having the right selection and having it in stock.) I'd rather increase turns. and gross margins. than worry about margins on a particular item." he contends.

Fumbles? "Sure! We learn every day. Strategies change. and you have to adjust." The concept isn't for everyone. he cautions. "There are three types of stores." he goes on to explain. "the convenience-hardware store. rvhere people are not attuned to price-get in. get out-and are not project-minded. or the other extreme: the lumber companies dedicated to the big builder. In betrveen are the boxes and some home centers. like myself. Our customers are the pretty serious di-yers plus small contractors-those doing remodeling. fencing. decks. larvn and garden. and maintenance."

Within those parameters. Vernon is arvare that service can be as big a drarv as price. For his contractors. he offers a drive-through setting rvith express check-out ("rvhich Home Depot doesn't do") He also provides free delivery of sizable orders. house charge accounts. and 2417 Internet access to his inventory and their own accounts ("very popular. especially among the younger pros").

To lasso the d-i-yer. he offers

fN OPENING Budget Home Center (below), owners Bev and Butch Vernon l/eft) lried to beat big box home centers at their own game

installation of smaller items, which contractors consider a nuisance-a single storm door or toilet, for example. And he's gone out of his way to court female customers by providing wide aisles, a clean store, and personalized service. "Women make most of the decisions," Vernon-a married man himself-can document. "When it comes to remodeling. no guy is gonna say, 'Honey, how about these cabinets?' Our staff has learned to respect women: They read more, they learn more, and are more in tune with current styles and colors. Our paint department is headed by a female, as is the crew of the kitchen and bath department, and our women customers like that-they're more open, and they speak the same language."

Gift certificates is another revenue source that's "growing all the time," he says.

To court both sets of customers. BHC offers periodic free seminars, such a session on decking in May, featuring five different brands with factory reps on hand, along with prizes and giveaways. In June, it's lawn & garden, and in fall, kitchen & bath. Separate sessions are held for BHC's pros.

On items such as grills, where all competitors carry the same brands at the same prices, "We add value. We'll

margins on the whole sale. lf your customers trust that your entire store is priced right, they'll be more apt to fill their baskets than cherry-pick."

with some frustration. is "the under-30 crowd. The way I see it, they've been raised with mothers and fathers working, so dinner is a sack in the backseat on the way to somewhere. They don't understand, or expect, customer service. They assume everybody's like the boxes, where not getting any help is the norm."

To make inroads, BHC approaches them where they spend their lives-on the Internet. He buys a flag at the top of a page that, with a mouse click, connects to his own home page, and thus receives from 300 to 500 hits a week.

latex paint?") Correct answers are rewarded and noted on an employee's annual evaluation form.

Moves like these have enabled BHC to climb from an initial $3 million in revenue to $10 million. But the path is getting thornier, Vernon explains. "Building permits in Longmont are way down-half of what they were in 2000," he reports. The town's high-tech economy "is not the strongest right now, and land costs are really escalating."

offer to assemble and deliver it, to stand out from the boxes. or offer a free tank ofpropane."

Another way to keep ahead of the chains is to create a niche as a projects store. To achieve this identity, Vernon requires his department managers to come up with home-improvement projects, assembling all SKUs from start to finish, then going out and pricing them at the stores down the road. "Then we advertise the project, such as a standard yard sprinkler system, listing our price, Lowes' price and Depot's price."

The customer that's the toughest to draw into the store. Vernon announces

Then, when they wander in, he wows them with the kind of service they're unaccustomed to. And which, to be honest, BHC wasn't totally accustomed to giving. When he called on The Farnsworth Group for a customer service report in 2002, he learned that "our rating was good, but not nearly as good as we thought it should be."

With this heads-up, he and his wife, Bev, stepped up the pace of staff meetings to twice a month. "We bring in experts or use our department managers or store manager and concentrate on a particular product category; we also hold what I call 'bitch sessions' to iron things out." Bev also regularly issues a Tip of the Day, gleaned from the NRHA (answers to items relating to customer queries, such as "The water out of my kitchen spout isn't flowing like it used to" or "Can I use a natural-bristle brush with

He's not worried, but he's on his toes. His advice. which he's first to follow. is this: "Pay attention every day. And don't be afraid to try something new. (Every year, we hold a big parking-lot sale of dead inventory. Of 41,000 SKUs, 8,000 have to be changed every year.)

"Get good promotional merchandise and end caps," he advises. Even more crucial. "il you promise something, make sure you can deliver. And you've got to educate that under-30 crowd," he underscores. "People have less discretionary income than before, and you compete for it-not only with the boxes but anybody who's after it-restaurants, movies. The boxes are having a growth problem, though, which provides a great opportunity for independents. We'll see a rebirth. I'm optimisticl" And he's ready.

- A former award-winning LBM trade magazine editor, Carla lilaldemar writes .fiequently on the lumber and building material industry. Contact her at cwaldemar@mn.rr.com.

"You've got to look at

HANDSOME room settings help do-it-yoursellers make design-and purchase-decisions.

Shut up and Have a Nice Day!

By Mike Dandridge

55pEN called in sick and we've l)got two people out on vacation, so we're really shorthanded today," said Rex. "I'm stuck here on the counter by myself."

Rex was explaining to purchasing agent Pete Manning why a delivery was late. He expected Pete to say that he understood, that is was okay, that it could've happened to anybody. But instead of sympathizing, Manning barked into the receiver, "I don't care about your internal problems! All I want is my order when it was promised!" Assuring him the delivery would arrive as soon as possible, Rex hung up the phone and said, "Sheeshl What a grouch!"

Customers commonly conceal their initial response when hearing bad news. They rarely react as strongly as Pete Manning did. In fact, most customers wlll tell you they understand. Meanwhile, they make a mental note that maybe you're not the best one to depend on when something "absolutely has to be there" on time. Other customers won't say anything at all. They simply won't call again.

As a counter salesperson, you have one of the highest profile jobs in the branch. You are the liaison between the customer and the company. Customers see you as a provider of information. They'll take whatever you give them. whether gossip. innuendo, or corporate secrets, and spread it like wildfire. That's one reason why it's never a good idea to complain to your customers when your company has lay-offs, budget cuts, or internal policy changes that might affect service. On a personal note, that's why it's best when you're having a bad day, a fight with your spouse, or you're just plain stressed-out, to keep it to yourself.

Avoid using your problems as excuses for poor performance. Your customers and associates may sound sympathetic, but they're probably

already looking for someone else rvho doesn't buckle under pressure.

As the saying goes, when you tell people your problems, half of them don't care and the other half are glad you have them. And who can blame them? After all, they want you ro solve their problems, not add yours to their own. Customers want to depend on you to deliver your product or service. They want to place their faith in you that you will make everything turn out all right.

So what do you do when you're up to your you-knorv-what in alligators and you still have to drain the proverbial swamp? In other words, rvhen there are internal problems that are likely to affect performance. rvhat do you tell the customers? Like it or not. you have to provide them with the emotional security that you may not be getting yourself. Next time you're put on the spot. try one or more of the following tips for maneuvering through day-to-day challenges.

"SoRRYtt SEEMS To BE THE HARDEsr woRD. Maybe it's hard to say and maybe you've done nothing wrong. but an apology can lighten the tension in a difficult situation immediately. It is the first step in taking responsibility. It raises your accountability level and is much more palatable to the customer than blame shifting. Use the formal, "I apologize for ...," rather than. "I'm sorry." You aren't admitting guilt. You are apologizing on behalf of your company and you are empathizing with your customer.

ACTIONS SPEAK LOUDER THAN woRDs. After a sincere apology. it's a good practice to follow rvith an action statement about what you can do to improve the situation. Resist the urge to tell the customer rvhat they want to hear, if it isn't true. Saying a delivery will arrive at a certain time when you know otherrvise rvill simply escalate the problem. If you find yourself

floundering for words say. "Let me find out and get back to you." And then. GET BACK TO THEM.

Do ,c,nsoI-urEly NorHrNc. Slorv dorvn. A customer's sudden outburst can agitate you to react without thinking. Once launched, actions and rvords can become weapons rvhose destruction is irreparable. Besides. sometimes a customer needs to vent. Let him. Then listen. Acknorvledge his point of vierv. Shorv respect for his position.

Souenlrrs woRDs spEAK LouDER,. Words are units of energy. Repeatedly verbalizing so-called problems simply makes them rvorse. What starts out as. "We're short-handed today." escalates into "We're srvamped! This is going to be a honible. terrible. no good. very bad day!" Sure enough. it turns out you're right. There is a high price to pay for self-defeating talk. On the other hand. saying. "lt's okay. We can handle it." makes it sound as if you're in control and creates a sense ofconfidence. This allows your mind to formulate other options besides panic and pandemonium.

Remember that your role is bigger than just Counter Salesperson. You're a motivator. a friend. the confidante rvho understands the challenges your customer faces. You are the stress alleviator. the problem solver. and you "keep your head rvhen those around are losing theirs." You're the one rvho promises. "Everything rvill be all right." rvhen it appears that everything is going all wrong. And then. you're the one rvho rnckes it happen.

Smile. act enthusiastic. take the action necessary to keep the promise. Work the extra hour. Make the extra phone call. Customen become cynical because of the disappointments of unmet promises. Be the one to restore their faith. When they do find someone rvho keeps commitments rvithout rvhining. they rvill gladly pay rvith their loyalty and their cash.

So rvhen your coworker calls in sick. the delivery truck overheats. and the phone is ringing off the hook. remember the rvisdom found in deodorant commercials. "Never let 'em see you sweat." Or. as my dad rvould say to me rvhen I'd start rvhining about nothing. "Just shut up and have a nice dayl"

- Mike Dandridge is founder of High Voltage Performance and author of The One Year Business Tumaround. He can be reached at (254) 624-6299 or yia l'l'rr'. h i g hvo I ta ge pe rJo nnance.corn.

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Meek's Lumber & Hardware sold its 18,752-sq. ft. building and 8.8-acre property in Redding, Ca., for $3.6 million and will relocate to a nearby location next to its new DC that will serve seven of the company's lumberyards in California ...

Columbus Ace Hardware. Columbus, Mt., held a grand reopening last month to show off its new 6,300-sq. ft. building

I-akeside Lumber has moved to a new 70,000-sq. ft. showroom in Tualatin, Or., and hopes to add new locations in Colorado, Idaho, and Utah

R&K Building Supplies has opened a 14,000-sq. ft. window showroom in Gilbert, Az.

84 Lumber opened a 34,450-sq. ft. store with three 8,400-sq. ft. sheds in San Bernardino, Ca., in late May; will invest $3 million in land and construction for a new store in Olympia, Wa., to open late 2007, and plans to open new stores in Arlington and Puyallup, Wa.

Orchard Supply Hardware celebrated the remodel of its store in Pasadena, Ca., in mid-May ...

Lowe's Cos. opened a new 116,000-sq. ft. home center May 26 in Northridge, Ca., and expects additional stores openings in 3rd

Send 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 949852-0231 or email to kdebats@building-products.com.

(a free service)

quarter 2006 in Los Banos, Ca., and in 4th quarter 2006 in S. Tacoma. Wa.

Lowe's anticipates a fall completion for a 163,851-sq. ft. store in Redding, Ca.; is seeking approval to build a 138,000-sq. ft. store in Sun City, Ca., and is meeting local opposition to plans for a new store on 22 acres in southwest Mesa, 42....

Home Depot has begun construction of a 103,00-sq. ft. store outside Phoenix, Az., to open by Thanksgiving; will unveil a 104,000-sq. ft. store in February 2007 in Los Banos, Ca., and won planning commission approval to build a 130,00o-sq. ft. and garden center on 10.8 acres in Auburn, Ca....

Coast Aluminum & Architectural Inc. agreed to lease 60,000 sq. ft. of a new industrial park in Northeast Portland, Or., where Moulding & Millwork Inc. already occupies 90,000 sq. ft.

Calaveras Lumber, Angels Camp, Ca., created a $500 scholarship and grant that will be awarded to two local high school seniors who demonstrate helpfulness through community involvement and have a grade point average of 3.0 or better

Wnor:snns/ilrrutrcur:rs

TNT Lumber, Palm Desert, Ca., is winding down operations and selling its customer and mill lists with the retirement of Ron DeLisle after 40 years in the industry ...

Superior Wood Treating, Sumner, Wa., has installed new machinery for shrinkwrapping and stickering...

Yamhill Forest Products sustained a May 16 fire while renovating the former Taylor Lumber

Co. mill site in Sheridan, Or.; apparently sparks fr,om a welder's torch caught fire in the debarking area...

Low Grade Lumbe r, Bellevue, Wa., has opened new trading offices in Monterrey, Mexico; Minneapolis, Mn., and Quebec

Western Forest Products Inc., Duncan, B.C., has completed its acquisition of Cascadia Forest Products ltd.

Gerard Roofing Technologies, Brea, Ca., added a 6,000-sq. ft. DC in Riviera Beach, Fl.

Sto Guard from Sro Corp. has received ICC Code recognition as a weather-resistive barier

Roof Consultants Institute has merged with the Building Envelope Institute into RCI Inc.-The Institute of Roofing, Waterproof- ing & Building Envelope Professionals

Masonry Veneer Manufacurers Association has been formed in Washington, D.C.

Paragon Door Designs now participates in the Energy Star program for rcsidential entry door manufacturers ...

Open Energy Corp., Solana Beach, Ca., won a Cool Product award ^t PCBC for its SolarSave roofing membrane products

Capital lttntber'E fng6ma, Wa, facility celebrated its 5th year without an accident with an employee BBQ

Housing starts in April (latest available figures) fell 7.4% to a seasonally adjusted annual rate of 1.849 million ... single-family starts dropped 5.6% to a 1.535million rate ... permits slipped 5.4% regionally, starts were down9.7% in the West.

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Listings are often submitted months in advance. Always verift dales and locations v,ith sponsor before making plans to attend.

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Olympia Group - June 13. tool auction. Baldwin Park, Ca.; (818) 884-3747.

Western Wood Preservers Institute - June 18-20, summer retreat. Lodge at Sonoma. Sonoma. Ca.: (800) 729-963.

PCBC - June 20-at. Moscone Center. San Francisco. Ca.: (916) 443-7933.

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

Tuolumne Lumber Jubilee - June 22-25, Tuolumne, Ca.; (800) 266-&36.

Mountain States Lumber & Building Materid llealers Association - June 24, golf tournament. Rochelle Ranch Golf Course, Rarvlins. Wy.: (800) 3654919.

Tacoma-OlJrmpia Hoo-Hoo Club - June Z. annual LBM auctio. Tacoma, Wa.: (253) 531-1834.

Society of Wood Science & Technologr - June 25-2,6, annual convention, Newport Beach Marriott. Newport Beach. Ca.: (608) 231-9347.

American Architectural Manufacturers Association - June 25-2E, national summer meeting. The Resort at Squaw Creek. Lake Tahoe. Ca.l (847) 303-5664.

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Forest Products Society -June 25-28, annual meeting. Newport Beach Marrion. Newport Beach. Ca.l (608) 231-1361.

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

Lumber Association of California & Nevada - June 28, forklift training seminars. Sacramento, Ca.: June 29. Anaheim, Ca.: (916) 369-750r.

furv

National Retail Hardware Association - July 10-12, annual convention & meeting. Williamsburg. Va.: (317) 290{338.

Lumber Association of California & Nevada - July 13. 2nd Grorvth meeting. Anaheim. Ca.: (916) 369-7501.

Mountain States Lumber & Building Material Dealers Association - July 14, golf tournament. Santa Ana Golf Club. Santa Ana Pueblo. N.M.; (800) 3654919.

Tacoma-Ol;rmpia Hoo-Hoo Club - July f4. annual golf rournament. Madrona Links Golf Course. Gig Harbor, Wa.; (253) 531-1834.

Western Building Material Association - Juy 19-21, summer management conference. Semiahmoo Resort, Blaine. Wa.: (360) 943-3054.

Western Red Cedar Lumber Association - July 20-22. buyers & sellers conference. Kelorvna. B.C.: (6O4) 684426f..

Black Bart Hoo-Hoo Club - July 21, golf rournament. Ukiah Municipaf Golf Course. Ukiah. Ca.: (707) 462-37N.

Mountain States Lumber & Building Material Dealers Association - July 24, golf rournament. Ranch Golf & Country CIub. Westminster. Co.: (800) 3654919.

Wood Moulding & Millwork Producers Association - June 25-29. summer meeting. Hyatt Regency Tajunea Resort. Albuquerque. N.M.: (800) 550-7889.

Rogue Valley Lumbermen - July 27-?3, dinner & annual golf tournament. Rogue Valley Country Club. Medford. Or.: (800) 633-55s4.

fuettsr

Wood Truss Council of America - Aug. 2-4, quarterly meering. Wyndham Emerald Plaza. San Diego. Ca.; (ffi8). 27448y';9.

Humboldt Hoo-Hoo Club - Aug. 5, golf rournament, Baywood Golf & Country Club, Arcata, Ca.; (707) 446-3521.

You could be making yor-rrself more profrtable vr th LP TechShield' Radiant Barrier, an energy savrng upgrade that homebuyers are willing to pay for. TechShield sheathing, with its thin lamrnated aluminum layer, prevents up io 9/% 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 narne. For more itrformatton vtsit www.techshield.lpcorp.com, e,marl marketrng.center@lpcorp.com or call Lrs at 1-BBB'820-0325.

tion news

Lumber Association of California & Nevada has hired Ken Dunham as executive director, effective May l. Mr. Dunham has worked in association management positions for general contractor associations in Montana, Washington, and lllinois, and managed or consulted with other business and trade organizations.

Forklift training seminars are scheduled for June 28 at Holt of California, Sacramento, Ca., and June 29 at Southern California Material Handling. Anaheim. Ca.

LACN's 2nd Growth group meets July l3 at the Doubletree Guest Suites in Anaheim, Ca.

Its annual summer conference will be Sept. 22-24 at Harrah's Rincon Casino & Resort, San Diego, Ca. "Sensible Environmentalist" Dr. Patrick Moore will speak on "Green Spirit-Trees Are the Answer."

Western Building Material Association's summer management conference-July 19-21 at the Semiahmoo Resort in Blaine. Wa.will open with a golf outing at one of the resort's two golf courses.

Author and consultant Jim Collins will explore "lmplementing Good to Great in a Building Material Company." His techniques will help attendees decide what makes them the best in their market and what makes them the most money.

North American Wholesale Lumber Association elected Tom Rice, Conner Industries. Fort Worth. Tx., chairman to succeed Steve Weekes, Weekes Forest Products, St. Paul, Mn., during its I l4th annual executive conference in New Mexico (see photos, p.76-79).

Also installed were lst vice chair-

man Gregg Riley, Bloch Lumber Co., Chicago, Il.; 2nd vice chair Susan Fitzsimmons, Snavely Forest Products, Pittsburgh, Pa.; secretary/treasurer Steve Sprenger, Sprenger Midwest, Sioux Falls, S.D., and president and c.e.o. Nick Kent.

New directors include Riley, Weekes, G.G. "Buck" Hutchison, Hutchison Lumber & Building Products, Adams Ciry, Co., and Tom Kohlmeier, Seemac, Carmel, In.

Mountain States Lumber & Building Material Dealers' Association and the New Mexico Wood Council will co-host a golf tournament July 14 at the Santa Ana Golf Club, Santa Ana Puebo, N.M.

A golf tournament co-hosted with the Colorado Wood Council will be held July 24 at the Ranch Country Club. Westminster. Co.

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In addition: Poplar and Basswood F.f. Aiouldingp, Shutter and Louver componenb, primed and-sanded. Hardwood Mou ld i ngs i ncluding Handrai l, InErior and ExteriorJambs, Pine F.f. Nbuldinp, Primed & Raw, call for quotation.

Otfier services: Custom Fingerjointin& R.F. Edge and Face Gluing Interior and Exterior liiming Moulder work; available by quotation.

tE

Itm-d ,.*ffiifr& iltffi k**

sensible ironmentolist

By Dr. Patrick Moore

Dear Dr. Moore:

Each summer seems to bring more water shortages. Are we heading for a national crisis?

Many parts of the U.S. have experienced rvater shortages because of

drought. but it isn't just a climate issue. It also has to do * ith risin,e populations. increasin_e demand. and the cost of expandin_e suppll' and treatment systems. assuming there's

Forget the sanding

Durastrand Flooring stays firm and flat

Durastrand Flooring features an enhanced edge-seal and an engineered blend of waxes and resins that block moisture and reduce or eliminate swelling even in harsh conditions. Plus it comer with a 25-year guarantee against delamination and manufacturing defects. Co for the new choice in flooring, and forget the usual hassles and call-backs.

enough \\'ater to make that possible.

A group of mal ors recentlv conducted a surve\ and found that -10% of their cities rron't have an adequate *'ater suppll in l0 rears. We mav not be in a full blo*n crisis vet. but it's on its rrar'-and non is the time to dcr something about it.

There are man\' \\'a\s to become more \\'ater efficient. and ue need to make this a prioritl 81 using less. se help to keep rivers and other aquatic environments at heahhr levels. reduce pressure on suppll and treatment tacilities. and cut energ\ use. For homeo\\'ners. using less \\'ater can also save hundreds of dollars a vear.

Acct)rdins to the World Water Council. North Americans use more \\'ater per capita than evenone except the Japanese: about 90 gallons a dar. compared to the European average of 53 -eallons. Wasteful practices (such as leaving the tap on shen se brush our teeth or shave) comprise l-l% of that amount. That's more than ll -sallons a da1. per person. treated to drinking qualitl standards and often heatedthat's lost do*n the drarn.

Another eas\' \\'a\ to sa\e \\aler is to repair leaks. including running toilets (rrhich can \\'aste up to 200 _eallons a da1 ). taucets and outdoor sprinklers. Check the lerel on vour \\'aler meter and then don't use an\ $ater lbr tso hours. If the readine is difterent afier*ards. 1ou have a leak.

Among the manr \\'avs to save:

. Install high-etficiencl appliances. A rrashing nrachine that's Enersr Star certified uses up to 509'i less \\'ater per load than one that isn't. A high-efficiencl toilet can save up to 15.000 gallons a vear.

. Reduce \\'ater flo\\' s'ith lo*'-flow faucet aerators and shoserheads.

. Run the dishsasher onll u'hen it's full.

. Plant a ,sarden that's suited to the local climate and doesn't need a lot of \\'ater.

. Sse€p instead of hosing dosn l our driveu ar

These are all common sense ideas. *hich is shv *ater etficiencr represents such a tremendous opportunitr to make a ditference. \\'c- mar not be able to prevent rr'ater shortages. but \\'e can slos their progress-and quite possibll reduce their impact.

- Dr. Iloorc. u t'o-.lirunder undjivnrcr presiderrt ttl Creenpeuce. holds a PhD in cL'ttlogr und u BSc in .lirest biologr. St,nd questittns to putrick@ sensibleenyintnnenIulist.ttnn.

Milling o.. Priming oo. Inventory

Nu Forest Products is a full-line distribution yard that, unlike many, has a wide range of milling equipment that enables us to handle all your specialized needs. NFP ean mill lengths from 8" to 38'-your stock or ours.

Flus, let Nu Forst Products prime your stock throug[ our Paint-o-Matic and drying oven. Protected with up to two coats of top-quality primer to minimized moisture problems. NFP Primed Products perform better.

Our inventory includes Redwood (KD & Green), Douglas fir (KD Clears & Dimension, Ttmbers), Pine KD (Commons & Clears), Westem Red Cedar (select I{notty, Clears, Timbers), Hem-Fir (Fascia), Fingerjoint (DF, Redwood, WRC), Pressure Treated DF, and RMT Engineered Timbers.

Ghase Buying Platte Valley

Chase Lumber Co.. Aurora. Co., agreed to acquire Fort Collins, Co.based Platte Valley Lumber, manufacturer of high-end architectural solid wood doors, trim and moulding.

"We are very excited about the future of our business and its alliance with Chase and [parent] LBM Holdings," said Platte Valley's Shari Murdock. "We will now have the capital and human resources we need to bring our business and customer service to the next level, while continuing to produce the great products we developed and have delivered over the last 25 years."

Platte Valley will continue to operate out of its new state-of-the-art manufacturing facility in Fort Collins, and retain its name and brand. No personnel changes are expected. Additional hiring is expected later in the year due to planned sales growth.

GSL Markets Euro Glulams

Cascade Structural Laminators, Chehalis, Wa., has an exclusive agreement to market Norway spruce glulams manufactured by Kaufmann Leimholz GmbH, Frankenmarkt, Austria, in the U.S.

The product line, which will be marketed as CSL Import, complements Cascade's wide variety of custom and stock glulams that are distributed across all of North America.

Owned by Stallinger Lumber Industries, Kaufmann is the first glulam producer in Central Europe licensed to export glulam to the U.S. Last fall, after l8 months of technical tests on the spruce glulams, StallingerKaufmann received product certification and code approval for the U.S. market from the West Coast Lumber Inspection Bureau.

Mary's River Back Looking

Mary's River Lumber Co., Corvallis. Or.. will look for a new site instead of appealing the local planning commission's refusal to rezone 7.4 acres near Brady, Wa., that would have permitted construction of a support complex for its western red cedar sawmill in Montesano,Wa. (see Feb., p.42).

Mary's River is searching for land that is "suited to our needs," said president Brad Kirkbride. "It would be great if it could be [in Grays Harbor Countyl, but we are not going to say that is the only place we will look. We will go [wherever] makes the most

sense for the company."

The firm hopes to build a finishing plant to plane red cedar into decking, moulding and other products, along with a dry kiln, storage facilities, and a rail spur. Kirkbride needs a minimum of 7 high, dry acres. The Montesano facility is too cramped to allow further expansion and subject to seasonal flooding.

Residents near the first site were concerned about increased traffic, dust, noise and fears that the mill aquifer might damage local wells.

California Dealer Sentenced

The owner and c.e.o. of Golden State Lumber, Petaluma, Ca., will serve 15 months in federal prison and pay $330,000 in restitution and $40,000 in fines after pleading guilty to tax evasion.

Lee Nobmann, 55, admitted he failed to report $910,000 in income from 1996 to 2000. He is to start serving his sentence July 10.

Nobmann's children will run the business while he is incarcerated. After he is released, Nobmann hopes to continue serving on the board of directors, but does not intend to resume work in daily operations.

onqls

Mark L. Spargo has been promoted to general mgr. of Snavely Forest Products' Denver, Co., sales and distribution facility.

Jerry Baldwin retired May 26 after 38 years in the industry, the last 17 as an outside sales rep for Capitol Plywood, Sacramento, Ca.

Ross Cooley has been promoted to dealer sales mgr. at Cooley Forest Products, Phoenix, Az. Dean Winters recently joined the company in dealer sales. Todd Souers is new as mgr. for the hardwood and moulding programt Kimberly McRoy is now hardware and moulding mgr.

Randy Perea has joined the sales and purchasing staff at Abel Building Materials. Stockton. Ca.

David Perris, ex-Whistle Lumber. has joined the Portland, Or., office of LowGradelumber. Bellevue. Wa.

Steve Nash. ex-American Wood Moulding, is a new account mgr. at Capital Lumber, Salt Lake City, Ut. Isaac Romo. ex-Mead Clark Lumber, is new to Healdsburg, Ca.. providing sales and product support.

Jason Jacobson, ex-Intermountain Orient, is now in sales at U.S. Timber, Eagle,Id.

Paul Suba has retired from Lumbermens, Lakeview, Or., after 26 years with the store acquired l2 years ago from Lakevierv Building Materials.

Jeff Gould, ex-J&H Forest Products. is nerv to sales at R&S Forest Products, Eagle, Id.

Rob Vomund has resigned as marketing mgr. for the LBM segment of Activant, Livermore, Ca.

Mark Rutland has been hired as a mgr. trainee for 84 Lumber, Forest Grove. Or.

Cory Dalos has joined the sales staff at Idaho Timber Corp.. Boise, Id.

William R. DeReu. ex-Plum Creek Timber. has joined Potlatch Corp., Spokane. Wa.. as v.p.-land sales & development.

Huey Long has been promoted to v.p.-sarvmill operations and services at Pacific Lumber Co.. Scotia. Ca.

James A. Kilberg has been promoted to senior v.p.-real estate & land management for Plum Creek Timber Co.. Seattle. Wa. Leonard A. Kosar is norv executive v.p.. leading Plum Creek's timber resources and manufacturing businesses.

Greg Seroka. ex-lTW/Redhead, is the new Las Vegas. Nv.. sales representative for Porvers Fasteners Inc. Michael Olsen, ex-White Cap Construction Supply, rvill handle sales in San Francisco. Ca.

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E-mail sales@anfinson.com

Redlands, CA Office: Ne/so n kmfuch (909) 815-Z/89

San Diego, CA Offi ce: hb tuxter (619) 460-5017

Scott M. Jarus, c.e.o., Cognition, Inc., has been elected to the board of directors for Ironclad Performance Wear Corp., Los Angeles, Ca.

Robert Boyd is the new national sales mgr.-new construction sales for LP Building Products.

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

Robert B. Tafaro has been promoted to president and c.e.o. of GAF Materials Corp.

James Longo has joined Hacker Industries, Newport Beach, Ca., as technical service mgr. to its team of gypsum underlayment specialists.

Denise Nemchev has been named president of Stanley Works' fastening systems business, replacing John Garlock, who has resigned.

Mike Kennaw has been promoted to v.p. of sales-North America for Arxx Walls & Foundations.

Ken Trainor, brand mgr., Arch Treatment Technologies, Inc., has been named to the board of directors of the North American Deck and Railing Association.

Gordy Sanders, resource mgr., Pyramid Mountain Lumber Co., Seeley Lake, Mt., was presented the Arnold Bolle Award for his forestry ethic-the first time someone in the timber industry member has won the conservation honor.

Rogel Won't Retire Just Yet

Steven R. Rogel" chairman, president and c.e.o. of Weyerhaeuser Co., Federal Way, Wa., agreed to postpone his retirement two years.

Rogel, 63, had planned to step down in 2007. ir line with the com-

Rod Lucas, Action Wood Products, Turner, Or., has been elected president of the West Coast Lumber Inspection Bureau.

Gregg James has joined SFA Saniflo, Inc. as western regional sales mgr. Sal Monella is in charge of the cleanup crew in the company cafeteria at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

pany's retirement age requirements. Instead, he accepted the board's request to remain until 2009, as Weyerhaeuser implements a new strategic plan.

He joined the company in 1997 as president and c.e.o. and was named chairman in 1999.

SIERRA EEDAR PRIIBUETS, LLG

MnruurRcruREns or HrEHnQsuALrrv

. Ourlocatinn is excellent for quirk shipment via trurk. pig van or rail tn all lncations nationwide. furrent total production in extrEss of 4B million board fuet per Uear.

Air seasoning allows our fence products to remdin stable.

r We are a whole log fence mill grading in dccordance with WILIE /VWPA rules dnd terms. [elivered prices available upon request.

. Full load volumes onlg.

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AND wHrrE Woon

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r Available in Natural or Pre-Stain.

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Interior fire-retardant treated lumber and plywood.

?tlo-tultt is a fire-retardant treatment for lumber and olvwood for interior applications and is recommended for structural applications such as roof sheathing. trusses, rafters, floorjoists, sheathing, load-bearing walls, partition walls, shelving. mezznines. and many other interior applications.

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

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

MANUFACTURED BY:

Upgrades Help Roseburg Compete

More than $20 million in capital improvements at its mill in Coquille. Or.. rvill allorv Roseburg Forest Products to be more competitive in the global market for engineered-wood products.

"The goal of this whole thing is rve have to compere with the best," said Dave Week, the plant's operations manager. "When all is said and done, there are certainly fewer full-time positions, but we have secured a good future for the plant."

In early May, Roseburg Forest Products laid off 17 fulltime workers at the plant. Another 25 to 35 are expected to be laid off within the next year. Plant officials said the layoffs were the result of further automation, which reduced the number of shifts needed. As a result, the company will save an estimated $1.2 million a year in salary and benefit costs.

One of the improvements at the mill is a newer. more automated plyrvood hot press. Another hot press. which had not been updated since the l96o's. was rebuilt. Week said that similar improvements are planned for the company's other plants over the next several years. "We are competing with operations overseas." he said. "We have to get more efficient."

tffimrurcl

DISTRIBUTED BY:

AeeL Burlotxc Mnrentels

635 S. Aunone Sr.. Srocxrot. Cl 95203

Teupxore: 209-466-3683

Company officials hope the improvements and layoffs will help offset rising costs. The cost of resin-one of the chief ingredients of engineered-wood products-has added an additional $1.5 million to rhe plant's annual expenses. said Week. The cost of employee benefits. including health care and pensions. has also risen.

"We're very definitely rvorking hard to secure a future for this plant." said Week. "We believe rve will be here a long time."

Keith Brown Opens In Madras

Keith Brown Building Materials, Salem, Or.. opened in Madras, Or., in the former Madras Builders Center (see Feb., p. 50).

"We wanted to take advantage of the opportunity to get into central Oregon," said store manager Tim Brorvn. Because of building in the area. he expects the volume of business to grow.

"I've noticed in the building developments around torvn that a lot of the building materials are from outside Madras," said Brorvn. "Our goal is to encourage them to buy local and help the local economy."

After the store was purchased in February from former owner Don Aitken. rvho rvas retiring. remodeling got underway. Improvements include fresh paint inside and out. new trucks and forklifts. and completely computerizing the business.

"We wanted the yard to look professional and have ease of getting in and out for contractors and our retail customers," said Brorvn. rvho added that almost all of the former employees were hired back.

Activant Sale Finalized

Private equity firms Hellman & Friedman LLC. Thoma Cressey and JMI Equity have completed their acquisition of softrvare provider Activant Solutions Inc., Livermore, Ca.

Activant chief operating officer Pervez Qureshi has been promoted to president and c.e.o.

.:i

,\l Su'rtttsrttt (itirLtlt. ut: lllltrtl lll()1('lhlrrl rl rllilll,rrr:r'etllitlts ir \'a11.. Ilr ttrlttLtt'it.lg illlLl lflrc\\'jllg ()llr ltrl'cS1s. \\c llliil(f sIll't' t)tu.('u5l()lllcl's Ila\'(' lt 11'll(l\' >rllll)lv tr1 1t'lttlltll,g lLttllllcr, stLtt[s encl l)lVwr)ocl

\\r also titltt pliclc jtt creictlitrg thc lctltrit'c1llt'llts o1 thtl ()r'c{ttn [:]t)]'cS[ I't'ltctict: ,\e t. u hich is thi' rrt, ril 5tllllfcnt slrttc f r)rcstfY codc in lhc ctlLltllt.r,

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rrrrlrcr:(;+llSll llll ri'1 l)Sll lLr-ll ,;+lr$12 1l+l

l'lvti,,rtl l;"ll\Sll lll'- |)+l)Sl-l l-';'+ :lrLrls i )+l) rrll I l+i ,;-+l)Sll l l!l+

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Honsador Acquires Aloha Lumber

Aloha Lumber Co.. Kapaa. Kauai. Hi.. has been acquired by Honsador Holding LLC. Kapolei. Hi.. for an undisclosed amount.

"We plan to retain the same operations and sales staff in each of Aloha's fbur locations on Kauai." said Honsador c.e.o. Carl Liliequist. "This acquisition improves our ability, to support professional builders and developers rvith expanded services. larger inventories. and convenient locations in Kauai."

Honsador Holding consists of three companies: Honsador Lumber. a rvholesale buildin_e products distributoruvith locations on all four major

Wallboard Plant Comes West

National Gypsum Co.. Charlotte. N.C.. rvill double its presence in the West ivith the construction of a ne* wallboard plant near Phoenix. Az.

The $ 140-million operation rvill have an annual capacity of I billion sq. fi. of rvallboard-enou-9h to complete 100,000 average-sized homes.

The facility'rvill serve Phoenix. Tucson. Las Vegas. Nr'.: Los Angeles

Has'aiian islands. plus a purchasing and distribution tacilitl in Portland. Or.: Ariel Truss. Honolulu. and Honolulu Wood Treating. Kapolei.

Aloha Lumber. a l-5-r ear-old building material distributor. uas Ied b1 the fhther-and-son team of Russ and Randy Bo1.er. The trvo recentl\ *'ere named Small Business Persons of the Year in Ha*aii br the U.S. Small Business Adntinisrration.

Honsador Holdin-s is ou ned br Ke1 Principal Partners. a prirare equit;'firm. u'hich acquired Honsador Lumber Corp. from o* ner Jim Pappas in 2004.

"\-ou're afticted ar first. bur aftc-r about sir ntonths. pc'oplc' nrake up their mind about * hc'rc. thc'\ \\ itnt to shttp. \\'hcnc'r er cornpetition arisc.s rou havc' to nrakL'chanqcs. but I think conSLllller\ aife nl()rL- \a\ \'\ th!.SLdars and ther don't nr'cessaril\ t'irll tirr thc icl.'a that hiugcr i. better anr nt()r!..

- Sltt'ilu Ztttqlti. (()-()v'ner. P it trtt' t' r Luntlte r. Te laL. hu p i. Cu.. tttt rlu' t.ffc<'t o.l'u lti .q lxt.t .ttort' contittg lo l(rrrn

and San Die-eo. Ca.: Albuquerque. N.M.. and El Paso. Tx.. r'ia truck. Other West Coast markets. includin-e Sacramento. Ca.: Denver. Co.: Salt Lake City. Ut.: Boise. Id.. and Seattle. Wa.. r,'ill be supplied bt rail.

"We are excited about erpandin-s in the West and ,ercl* in-e * ith those markets." said c.e.cl. Thomas C. Nelson. "We expect the plant to bcoperational b1' mid-2008. Wc- are in

thc' flnal stastes of site selection. rr ith our prc-f'erred site bein-c in Elor. Az.. about 60 miles south of Phoenir. Plant operations s ill be based on ()ur successtul klr'-cost model. supported br a nearbr rock source. hieh-speed technolost. dirc.ct rail access. and large-scalc' production."

The tacilitr rrill c'ntplor 1ffi.

McKenzie Plynrood Panels, ltts WM, Ytfrld$ Best FoJ Yort.

McKenzie Forest Products manufactures specialty pt)rwood to meet the specific panel requirements for the concrete form industry, RV manufacturing, marine industry furniture fabrication, and industrial componenB. lf you have a unique application, call McKenzie - we can design and engineer a custom panel for you.

CCp

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Fox Contests OSHA Citations

Fox Lumber Sales Inc., Hamilton, Mt., intends to appeal 25 alleged safety and health citations handed down by OSHA after an inspection of Fox's Laurel. Mt.. mill.

OSHA's investigation late last year reportedly followed rwo amputation accidents at the facility. The violations could result in $120,000 in fines.

The I I "serious" citations, totalling $33,200 in proposed penalries, include lack of emergency lighting, inadequate machine guarding, inadequate training on operating woodworking machinery, inadequate use of personal protective equipment, use of unsafe forklifts, and unguarded belts and pulleys.

The l2 "repeat" violations, with proposed fines of $86,800, cite unsafe noise levels, inadequate training on lock-out/tag-out procedures, inadequate machine guarding, unsafe electrical hazards, inadequate forklift training, and blocked or unmarked exits.

Stock Purchases Efficient

Stock Building Supply has acquired four Las Vegas, Nv., companiesEfficient Electric, United Electric, United Plumbing, and DSI Inc.-from Steve Menzies.

"The acquisition of Efficient gives

us expertise in electrical and plumbing installation and complements our turnkey framing construction services in the Las Vegas market. rvhich has been one of the top l0 housing markets in the U.S. for several years," said Fenton Hord, Stock president and c.e.o.

Efficient Electric and United Electric are installers of electrical services for residential projects: United Plumbing an installer of plumbing services, and DSI Inc.. a supply house providing electrical products to Efficient and other electrical installers.

The purchase of Efficient. rvhich recorded sales in 2005 of $94.1 million, adds 917 associates to Stock. The current management team. including Menzies, will remain rvith the company.

Raleigh, N.C.-based Stock norv operates 290 locations in 33 states. with reported sales of $4.1 bitlion in fiscal 2005.

Milling A $45 Billion Business

The lumber and plywood manufacturing industry in the U.S. consists of about 5.500 companies rvith combined annual revenues of $45 billion. according to a new study by Research & Markets.

The industry includes the manufac-

turing divisions of huge timber conglomerates such as Weyerhaeuser. Louisiana Pacific. and GeorgiaPacific. several hundred companies rvith annual revenues over $20 million. and a large number of singleoperation companies rvith annual revenues under $5 million.

The industry is highly fragmented in the sarvmill segment. rvhere the 20 largest companies hold only a 36Vc share of the market. but highly concentrated in the plyrvood segment. rvith the top 20 companies holding more than 857c of the market.

Sarvmills are located close to their source of rarv material because of the high costs of transporting rarv timber. Local mills can often compete successfully rvith those of large companies because they can efficiently serve a local market.

Horvever. there are big economies of scale in sarvmill operations. Large mills can have annual revenue per employee of close to $300,000. rvhile small mills may achieve only half as much. Sarvmills can operate rvith only a modest investment of capital. but plyrvood mills require expensive equipment and. therefore. are usually large plants rvith high annual volume that service a rvide geographic area.

WE STAND ON OUR REPUTATION.

ANY BuILDER woRTH HIS WORK BOOTS can tell you: the Caffall Bros. Gold LabelTM stands for superior quality and performance. Now after 85 years and producing the finest cedar fencing available, we're proud to introduce the first green Douglas Fir stud worthv of the Gold Label name.

Caffall Bros. Gold Label studs are manufactured to the highest levels of quality and consistency' Our state-of-the-art cutting technology ensures accuracy down to 1/1000 mm. And every single 2x4 and 2x6 is machine-vision inspected to meet strict Gold Label standards before leaving our mill'

ll

This means no need to cull through the pile on the job sitejust grab'em and go. With Caffall Bros. Gold Label studs, framing crews can work faster. Walls will be truer from the start.

STUDS.

Progressive Acquires ODS

Progressive Solutions, Inc., Richmond, B.C., has agreed to acquire ODS Software LLC, Federal Way, Wa. ODS's office and staff will be retained, operating as Progressive Solutions USA.lnc.

ODS Software's solutions help lumber and building material rvholesalers to automate processes and the flow of information for sales, inventory management, logistics and distribution. Its fully integrated software suite is built on Microsoft's .NET technology-the industry leader for connecting information, people, systems and devices through Web services.

Progressive Solutions will merge ODS Software's product line with its bisTrack software-also built on Microsoft technology, immediately enhancing bisTrack with an e-business Web portal.

Steve Littlefield. who founded ODS in l99l after selling Dimensions Software to Enterprise, will join Progressive Solutions as v.p.

Hills Flat Plans New Home Hills Flat Lumber Co.. Grass Valley, Ca., received approval to build a new 61,000-sq. ft. supply store and

lumberyard on a nearby l3-acre site. Planning commissioners praised the design's beauty. rvhich replicates the look of old mine buildings rvith natural stone, brick, and metal roofins.

"To have it look like the Empire Mirie is just cool." said one commissioner.

As part of the agreement. the buildings will avoid a rvooded area and rvet meadorv on one side of the property. Unused areas of the property rvill be seeded rvith native grasses, and drought-resistant plants rvill be used in the landscaping.

"Most Sierra meadorvs are gone because of historic land uses." said Sally Bartindale of the Wolf Creek Community Alliance. "What rve have left should be maintained and appreciated."

Also, a drainage ditch will be altered to allow runoff to florv across the meadow. General manager Jeff Pardini expects to break ground June I and open a year later. The business. which began as a sarvmill in the late 1800s, rvas purchased by Pardini's grandfather in 1921. Supporters hope the move rvill help the company compete in a challenging market. A Home Depot is scheduled to be built in nearby Auburn.

Remodeling Hits Record High

Americans are expected to spend an estimated $238 billion on residential remodeling in 2006, an increase of 13.2% over last year's record $2 l5 billion. according to the National Association of Home Builders.

"The most popular remodeling projects continue to be kitchens and baths. rvhich usually get the most return on the investment." said Vince Butler. chair of NAHB's Remodelers Council. "Homeowners want to concentrate on the areas rvhere they spend the most time."

Common reasons for undertaking remodeling include adding more space for a growing family or older family member. improving energy efficiency. and increasing the resale value of the home. Retirees increasingly prefer to be able to "age in place," which means continuing to live in their homes safely. independently. and comfortably. regardless of age or ability level.

"The majority of our customers are baby boomers. although we are also seeing strong growth rvithin the GenX market as well." said Butler. "People want to let their house adapt rvith their needs as they change over time."

Do lt Best Opens In China

Do it Best Corp. recently opened two offices in China, to provide its members with a wider range of globally sourced products and to bring those products to market more quickly.

"Having staff in China supports our goal of helping our members grow," said merchandising v.p. Jay Brown. "Global sourcing is one of our key strategies, and we're investing significant resources to ensure that we improve upon the success we've enjoyed so far."

Although its global sourcing department has been doing the job for more than a decade, the new offices will allow the co-op to work directly with a larger number of offshore manufacturers. It currently buys internationally in all categories, including private-label Do it Best products.

Home Depot Buying Lender

Home Depot acquired EnerBank USA, Salt Lake City, Ut., an industrial bank that provides home-improvement loans that remodeling and trade contractors can offer their customers.

"This acquisition is another part of our strategy to expand our business and relationships with professional

customers," said Frank Blake, executive v.p.-business development and corporate operations. "EnerBank has a unique rvay of helping home improvement contractors grow their business. especially the smaller contractors who frequent our retail stores. EnerBank's

focus on offering loans via contractor referrals complements our existing credit offerings and partnerships."

EnerBank. with net loan assets of $76 million last year. will continue to be run by current leadership.

ACTIVANT Solutions Inc., Livermore, Ca., recently presented a Dealer of the Year Award to Parker Lumber Co., Bremerton, Ca., one of the first companies to implement Activant's

iNet eommerce product. (Left to right) Fran Garcia, Rich Lopez, Justin HeiniE, Activant's Randy Kwist.

Crown Pacific Forests Sold

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Ainsworth To-Do List Grows

Ainsu orth Lunrber. \'ancour c-r. B.C.. uill completc cristing caltitul pro.jects befbrc startirtg rr ot'k ort an\ net plants. inclLrclinc u rcectttlr announcccl Sll,3 million OSB untl Iunrber rnill in Wirtrripe-g.

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Versalililg Defined.

Take it along to anyjob. Versatex'has so many uses and can be transformed into such a variety of accents and design features that it is vour all-in-one trimboard choice.

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Feotg.,^ +VEItST\TEX -ETRrM SYSTEM ,i

DEMAND A HIGHER LEVEL OF LUMBER'"

Your customers will save time and money when they build with lumber that gives them more straight pieces in every stack, and that keeps them happy. Which is why at Canfor we consistently kiln-dry our SpF lumber to an optimal moisture level and carefully wrap it for protection to help keep it straight and TRUE. Because we strive to deliver the highest quality lumber possible. And nothing less. So supply a higher level of lumbertu and build customer loyalty, and your profits.

www.c.jnior.con.r

L'Dop,,* like a salespersoh

By Art Sobczak

66/^!- REETINGS!" She made several potentially fatal \Icall-ending mistakes on her sales call to me. But. I stayed on the line with her. More about rvhy in a minute.

First the mistakes:

she pitched. More about the objection in a minute.

"l'm assuming then that you haven't been to my Web site and don't knorv rvhat I do."

Her: "Well I knorv you're a speaker and trainer."

"So you're rvorking from the speaker's association membership list and just -eoing dorvn the line. right?"

Her: "Uh. yes."

Mistake l/rrae (rvhich. if taken in order. rvas the first mistake. since she shouldn't have even thought about calling before doin-e this): She didn't do any research on me. She very easily could have -eone to my Web site to get information on m)' speaking and training programs. my training products. and ifand ho*'I use video.

Norv. many callers rvould have melted dorvn at this point... becoming tongue-tied and muttering something like. "Uhh. keep us in mind then." lf not. then most prospects rvould have ended the call at this point.

I sent you a letter the other day. I was wondering if you received that?"

I replied, "Don't believe so. Did I ask you to send it?"

"Hello, Art, I,m with -.

Mistake One: The old "Didja get it" opening statement. It's horrible. It invites resistance. It screams out. "Salesperson!"

Her: "No, no. It was an introductory letter I sent out."

"I get tons of mail every day. so I probably threrv it away if I didn't ask for it."

Her: "Well, we're a video service and I'm calling about helping you produce a video of a program that you could send out to your clients and prospects and put on your Web site if you have one."

Mistake Two.' She gave a presentation before questioning, or knowing anything about me. Like most premature presentations, it created resistance since I didn't need rvhat

But I stayed on the phone and gave my ver) real objection: "l've never used a video demo. Haven't needed one. and I stay pretty fully booked rvith the business I choose to take. I've been around a long time. I get lots of repeat and referral business. and do a -eood job of selling rvith people rvho haven't seen me. so it's really not an issue."

And at THIS point. the call s'ould usually end. Horvever I stayed on the phone tvith her. But rve actually had a nice conversation. I even a-sreed that if I did chan-se my mind or needed her services I rvould call.

So. rvhy did I stal'on the phone? Logically. rationally. there rvasn't a good reason. Tactically this rvas a bad call. But she sounded -sood. Genuine. Smooth. Warm. Natural. She didn't sound like a salesperson pounding the phone to -set in her 40 contacts or 150 dials. She didn't sound like a salesperson smilin' and dialin' because someone told her it's a numbers game and if you speak rvith enough people )'ou're bound to bump into some success. She sounded like a real person calling someone she cared for. discussing something she s'as passionate about.

So horv's that for a -eroundbreaking. deep. high-level psychologically-advanced sales tip this month? That's right. try to make every call sound like )ou're calling a good friend. Approach every call like it's the only one you'll make that day. As if that person is the most important person in the rvorld. Visualize the person at the other end of the phone. Pretend like 1'ou're looking him or her in the eye. Keep in mind you're callin-s people. not numbers or names on a list.

Speak conversationalll'. Granted. you should be prepared rvith rvhat you'll say (and your opening and voice mail message should be totally scripted. rvord-for-rvord). but it must be so rvell-prepared and practiced that it sounds spontaneous. (Are you prepared right norv to conversationally and confidently answer the toughest questions you're likely to face and rather not hear'l)

Don't get me wrong. sounding good rvill not consistently cover up for bad technique. But the "likeability factoi' is proven to put a positive spin on a situation that othenvise might be perceived differently if the person didn't sound or look pleasant.

There's no arguing. m1' friend. that the image and aura you project can help you or hurt you. Combine a great sound. rvith solid strategy and techniques and you have a recipe for astoundin-g success. Don't sound like a salesperson. and you'll be a better salesperson.

- Art Sobt':uk, president of Business Bl Phone Inc., can be reuched at (402 )895-9-199 rtr t'in rr'urt.btrsinessbyphone.cont

Soft Landing Predicted For Housing

After soaring to record levels for three consecutive years, the singlefamily housing market is gliding toward a "soft landing" in 2006. as rising interest rates, affordability issues. and a reduced role for investors/speculators contribute to a softening in demand. according to economists at the National Association of Home Builders' recent Construction Forecast Conference in Washington. D.C.

"After topping out in the third quarter of last year, it is pretty clear that the housing sector is in a period of transition. Sales and starts are trending lorver torvard more sustainable levels." said NAHB chief economist David Seiders. Even so, the slowing housing market is not likely to derail the

expansion as housing yields its position as the economy's major grorvth engine to other sectors. he added.

Expressing a similar assessment. Michael Moran. chief economist at Dairva Securities America Inc.. said. "The housing sector is going through an adjustment. not a collapse."

Taking a bullish vierv on the current economic and inflation outlook. Jim Glassman. managing director and senior policy strategist rvith JP Morgan Chase & Co.. said such factors bode rvell for housing. "Real estate is pricing itself back to reality and in the long-run it is reasonable to expect starts in the 1.8 million to 2 million range." he said. "Housing won't continue to make the same contribution to the economy that it has. But rvhen I think about where the

economy is, I think we're in the fifth inning with a good chance of going into extra innings. This expansion may prove to be the longest one ever seen."

Glassman cited inflation as "key to the longevity in the current economic expansion and to the underlying health of the building business," noting that Federal Reserve Board policymakers are doing an excellent job of keeping inflation in check.

The Fed raised its benchmark short-term rate to 5.0Vo at its May 10 meeting, marking the sixteenth consecutive quarter-percentage point increase since the Fed began lifting it from l%o in June of 2004.

Both Seiders and Glassman believe the 5Vo mark should be enough to ease inflationary pressures in the months ahead and to keep the Fed from moving forward with additional rate hikes. However. citing higher energy prices and a low unemploymentrate of 4.7Vo, Moran predicted that the central bank won't stop until it raises the federal funds rate to 5.5Vo.

Seiders said new home sales in the first quarter of this year were down lOVa from the fourth quarter in 2005, and he expects them to ease further in the coming months before leveling off in 2007.

NAHB forecasts new home sales to hit 1.13 million units in 2006, down 12Vo from last year's all-time high of 1.28 million units, and then move down slightly in2007 to 1.09 million.

"Hopefully, most of this decline will be due to investors and speculators stepping out of the market. What we don't want to see is investors dumping homes on the market," said Seiders.

After posting a record 1.716 million single-family starts in 2005, NAHB predicts new home construction to level off at 1.595 million units

in 2006 and 1.488 million in 2007, still high by historical standards.

Commenting on the dramatic home price increases in many markets in recent years, Seiders said home price appreciation is expected to fall from an average l2%o in 2005 to about 4Vo in 2001 and that mortgage rates should move up to 6.7Vo later this year.

Seiders added that the multifamily market has remained "eerily stable" since the late 1990s, and is expected to continue the same pattern in 2006, with starts dropping slightly to 351,000 apartment units from 355,000 last year.

The rental market has solidified, and Seiders said he expects it to regain some ground while the red-hot condo markets start to cool. Seiders is also predicting that residential remodeling expenditures will continue on an upward trajectory, in part because "an immense amount of home equity will

continue to support this spending."

Bernard Markstein, NAHB's director of forecasting, said that the forces driving housing demand vary significantly by region. Among the forces affecting demand are home prices, population growth, household formation, and growth in employment opportunities. Other factors that can greatly affect demand include immigration and migration, energy prices, large-scale natural disasters such as Hurricane Katrina, and an area's appeal as a second home location.

Mark Zandi, chief economist for Moody's Economy.com, said that "builders have done a pretty good job of matching supply and demand" and that "nationally, house prices and supply will go flat in 2006, 2007 and 2008." This implies that there will be some price declines in key markets, he (Please turn to next page )

Soft Landing For Housing

(Continued from previous page) said, but the markets are going to "correct, not crash."

Markets where Zandi anticipates significant corrections -defined as more than a lOVo peak-to-trough decline-are in the Northeast, the Mid-Atlantic, Florida, California, parts of Arizona, and Las Vegas.

"Any fundamental rise in interest rates will bite hard," he said. "The rise will lock out two key groups that are important to local/regional markets: first-time home buyers and investors."

Addressing a question that has gen-

erated endless speculation in recent years, Thomas Lawler, a consultant who worked for Fannie Mae for 22 years, said, "Was there a national bubble? Nationwide, no, but in some regions, absolutely."

Lawler, who spoke on house prices and local dynamics, noted that in some areas, "all of the signs of a bubble were present: a surge in speculative investing; a surge in innovative financing; easy credit and loose underwriting; home inspection waivers, and home purchases sight unseen. You had to be 'on something' not to see a bubble in some areas," he said.

With interest rates on the rise.

housing finance was a major topic at the conference.

"Housing is the most interest-ratesensitive industry in the country." said Frank Nothaft, vice president and chief economist of Freddie Mac. "Mortgage interest rates, home prices. and family incomes-these are the three ingredients that families think about when deciding to buy a home."

He expected mortgage interest rates to "rise slorvly through the end of 2006, but they'll still remain well belorv historical norms." Nothaft said. "The affordability problem is a function of increases in home prices."

He pointed out that among families with prime mortgages, 87Vc of the loans are fixed-rate. "So even if the Federal Reserve continues to raise interest rates. most American families will be insulated because they have fixed-rate mortgages."

The major tailwinds that have driven loan originations in recent years have swung 180", and could be major headwinds in the coming years. said Scott Anderson. senior economist for Wells Fargo & Co. These include rising interest rates, weakening demographics. increasing housing inventories. and less investor demand-especially if the stock market picks up.

"The Federal Reserve is doing its best to take away the punch bowl." Anderson said. "It should be no surprise that the housing market is going to slow dorvn."

Drywall Demand Going Up

World demand for drywall is expected to expand 4.4Vc per year through 2009 to 90.8 sq. ft.. according to a new Freedonia Group study.

Demand for drywall is concentrated in the U.S.. which accounted for 54% of global sales in 2004. However. through 2009. market gains here will lag all other regions. due to declining housing starts in the U.S. and growing sales in the Asia./Pacific region. Gains will be particularly strong in countries such as Portugal and Spain. rvhere drywall use is increasingly being substituted for traditional wet-construction techniques.

Drywall based on synthetic gypsum-produced as a byproduct at coal-fired power plants- rvill continue to account for an increasing share of global demand through 2009. This will allow drywall companies to locate plants closer to urban population centers. lowering delivery costs.

@KffiWreffi

"Treating You Bighftt '"

Gonlact your pressure-lrealed lumber source about the FPRL products.

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O Minimal Mold

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Wood Meets Vinyl: Andersen Acquiring Silver Line

Wood window giant Andersen Corp., Bayport, Mn., has agreed to acquire Silver Line Building Products Corp., one of the nation's largest vinyl window manufacturers.

North Brunswick, N.J.-based Silver Line will be operated as a stand-alone subsidiary under its existing manage-

ment team.

Silver Line's manufacturing facilities-and the majority of its customers-are located east of the Rocky Mountains. "That leaves an awful lot of opportunity as they move west," noted Andersen c.e.o. Jim Humphrey. The deal, subject to governmental

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approval, is expected to close by the end of June.

In 2005. Andersen had roughly $2.5 billion in sales and Silver Line $700 million.

Online Sales Keep Jumping

Online sales are expected to increase 2OVc this year, reaching $21 1.4 billion, according to the National Retail Federation's online division, Shop.org. The volume is nearly twice that of three years agoand far ahead ofthe 3Vc annual growth of retail sales.

Online sales rose 25Vc in 2OO5, 24Vc in 2004. and 5l%c in2OO3.

"Consumer comfort and familiarity with the Internet has been a hurdle to growth in the past," said Scon Silverman, executive director of Shop.org. "But people are used to the Internet now, for email and doing research. If you aren't in that game [as a retailerl, you're at a huge disadvantage."

In response. retailers are trying to better integrate their stores with telephone, catalog and online ordering. More in-store and telephone salespeople now have access to the Web for information. prices and ordering. Merchants are also doing more crosspromotions. such as placing coupons online that can be redeemed in their stores. "You want that seamless shopping experience," Silverman said.

In-store kiosks allorv customers to order online if they can't find what they're looking for in the store. Or, shoppers can access product information or get assistance, such as how to measure a rvindow correctly.

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

The solution is on page 83.

Although easily-mailed goods have enjoyed the greatest success in online sales. sales of larger, heavier building materials also present opportunities by allorving consumers to order online for pick up at the store.

Eco-Friendly Store Grows

Just seven months after opening, the first environmentally friendly building supply store in the Phoenix, Az., area had already outgrown its location and recently moved into larger quarters.

"Business has been great," said Mick Dalrymple, co-owner of a.k.a. Green, Scottsdale, Az., which has been enjoying a3O7o increase in sales each month. "There is a large nonserved market in this area. And it doesn't take a brain surgeon to see our

Green Experts On The Line

Green building is booming in North America. Its residential sector growth in the U.S. alone is estimated to reach $38 billion by 2010.

But what constitutes green building? How are the certification standards set? And is wood welcomeor is it discriminated against? To address these questions and more, Forestleadership is presenting a series of teleseminars on "Green Building and Lumber" June 13,20 and2'1.

Ward Hubbell. executive director

energy crisis is not going away. We want to be prepared for it rather than be overwhelmed by it."

More than four times larger than the original store, the new location features a wide range of earth-friendly materials. including bamboo and cori flooring, recycled denim insulation, and IceStone, a durable countertop and flooring surface made of 75Vc recyclable glass and concrete. "We don't carry stuff just for the sake of green," said Dalrymple. "It has to be green and have real design appeal."

of the Green Building Initiative, begins the series June 13 by sharing his perspective on the development of a Green Globes environmental assessment and rating system.

Thomas Mueller, president of the Canada Green Building Councilwhich holds an exclusive license for the implementation of LEED in Canada, speaks June 20.

"Green Builder" Ron Jones, principal of Sierra Custom Builders, closes the seminar June 27.

For more details or to register, visit www.forestleadership.com.

Ghain Gets Site Selection Help

Determined to keep up its rate of expansion despite many markets becoming saturated, Home Depot turns to site selection experts to help identify areas that can provide a high rate of sales per square foot.

"Location is everything." said Home Depot v.p. of real estate Mike LaFerle. "Convenience is the driving factor for most customers."

Since its founding in 1978. Depot has relied on Maplnfo. Troy. N.Y.. for "location intelligence." Their advice has helped the chain push into nerv markets. including rural. urban and international.

"We do just about everything for Depot." said Bob Buckner. vice president of Maplnfo and author of Sile Selectiott. Projects include analyzing horv many stores a market can support. evaluating point-of-sale data. and supporting merchandising.

Sales forecasting models showed. for example. that there tvas opportunity for Home Depot to enlarge its stores' larvn-and-garden centers.

For 2006 and beyond. the chain hopes to add 4O0 to 500 new stores and expand into China. where Depot recently opened an office in Shanghai.

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5

ExrnrmeTroERwooD

Extreme Tropicol Hordwoods

You understand that you can have the best and still not break your budget. Extreme Hard' wood decking is rhe beautiful answer. Durability has never looked so good. Whether you're looking for rich color with frne gratnor disdnctive color with bold pattern, Tropical Hardwoods are certain to please. Natural resistance to fungi and termites makes them even more arftactive, For more information on Extreme Tropical Hardwoods and other deck surface materials or to frnd a quality retailer near you, visit McFarlandCascade.com.

To become a Certified Contractor and take advantage of our contractor co-op program, visit McFadandCascade.com and click on "become a Certifred Contractor'j

Construction Excellence Center On The Way

Cal Poly's College of Architecture & Environmental Design in San Luis Obispo, Ca., will have a new home to help prepare future design professionals and construction managers, with the groundbreaking last month for the Center for Construction Excellence.

Simpson Strong-Tie, a long-time of supporter of the college and its curriculum, donated $500,000 to fund a two-story demonstration laboratory.

The Simpson Strong-Tie Materials Demonstration Lab will help support hands-on learning and provide interdisciplinary training by focusing on the entire building process from planning and design to engineering and construction. "We believe the new lab will add a real-world element to the curriculum, which will give students an advantage as they enter the job market," said Dave Bastian, branch manager for Simpson's Southern California manufacturing and sales facility in Brea, Ca.

For many years, the Brea facility has been involved with course instruction and training sessions for Cal Poly students and alumni. "Contributing to academic projects like this helps advance learning and

supports our overall goal of finding new ways to build stronger, safer and more cost-effective structures," added Bastian.

The demonstration lab is just one part of Cal Poly's nerv state-of-the-art facility. The 58,000-sq. ft. building will also house lecture space, additional labs. classrooms and offices.

The center is expected to be compled in summer 2008.

NEW CONSTRUCilON center willfeature a materials demonstration lab funded bv Simpson Strong-Tie.

KlcK-oFF EVENT May 6-7 included a groundbreaking ceremony, alumni golf toumament, barbe. cue, simpson Strong-Tie workshop, andgah dinner a-nd social. Several simpson employees and alumni were in attendance.

Lots of Parts

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r Quality. Us ng state-of-the arr equ pmrnt, (alcaoe !:ruc:ura Lanrnr:orl ras rrg d qualily conrro uandardl, and rr backed cy APA.tW5. (lA i(anacar, l:o lA5 Uapan) cenrf,car on.

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To see how Cascade Structural Laminators can take care of your glulam needs, call us at 541-726-9836 or visit us at www.CascadeSL.com.

I tips to comb Tough Boss Syndr

By Alan Vengel

nO YOU have aboss who... t-t

. Changes priorities often, giving you one direction then suddenly sending you off in an entirely different direction?

Changes priorities but doesn't inform you?

Doesn't give you timely feedback on your work, so you don't even know if you have been successful?

. Doesn't have the time to show you appreciation with a "thank you" or a "Hey, good job"?

Micromanages every little thing to the nth degree?

. Is a "Big Picture" type, giving you a sense of what needs to be done but no real direction?

If any of these sounds familiar-or if you have a different, difficult sce-

nario with your boss-you are experiencing Tough Boss Syndrome. Don't despair! You can empower yourself to get what you want and need.

The key is influence, which is not manipulation, but rather the ability to shape someone's behavior positively. You can get the results you want and simultaneously build a better relationship with your boss when you influence him or her to be more communicative with you.

Most tough boss problems center on communication. With better communication, you can influence your boss more effectively and with less effort. Consider the following questions and actions.

l. "Ao* does my boss like to receive inJormation?"

How much information does vour

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boss like to have? And what's the best way to deliver it? The easiest way to find out what your boss prefers is through straightforward communication. Ask, "How do you like to receive information? When? And how much detail do you like?" Or ask peers who already have successful relationships with the same boss.

2. "Aon'much should I involve mvboss? "

Some bosses feel they need to be included in all decision-making while others are more hands-off. Micromanagers, for example, have a strong need for control. While you can't change their personalities or argue away their tendencies, you can find ways to influence them to tell you exactly what they need to know in order to feel comfortable without infringing on your need for autonomy.

3. "no* can I solve mv boss's problems? "

Like it or not, your boss's problems are your problems. If you can figure out what keeps your boss awake at night and then find ways to help solve these problems, you will be a better influencer. Though you can't force your boss to disclose problems, you can offer: "If there's something you want to talk to me about, I'm available for that, and I have the skills to help you in those areas. Ifyou think so, too, the door is open for you to talk to me."

4. "non can I make clear to my boss what I want?"

Don't be shy about asking for what you want. When your boss can give it to you-more responsibility, coaching or a corner office-ask for it. You may have to work up your nerve, but

you will earn the respect of your boss, even a tough one. A majority of bosses say they wish their employees would just come right out and ask for what they want instead of being evasive, timid or passive-aggressive about their needs and wishes.

5. "oo I need more responsibitity or less? "

Do you feel like you'd enjoy more responsibility, in order to have a sense of accomplishment and to make your job more interesting? Or are you overburdened and stressed out so you'd like less responsibility or a different type of responsibility? Either way, you're in an influence situation and need to ask for what you want.

Responsibility also means not being a victim; responsible people make changes when they find themselves in a situation they can change. When you don't take responsibility for making a change or getting what you need, you end up blaming your boss, the organization, or your co-workers. Ask yourself, "What can I do about this?"

6. "uo, can I make my boss's job easier? "

Influence and negotiation are very similar; basically, everything's a trade-off. You can make your boss's job easier by doing something you know he or she isn't very skilled at or feels burdened by. Offer to help by doing this for a few hours every week, while influencing your boss to relieve you of work you don't want to do. Create a win-win situation by offering your boss a mutually beneficial deal.

7 . " uo, can I make my boss look good? "

One of the best ways to improve your relationship with your boss is to find ways to make them look good in the eyes of his or her boss and customers. If you can do this, your boss will be much more likely to listen to you and grant your requests.

8. "no, can I offer my boss feedback? "

As people move up in an organization, the amount of feedback they receive lessens. In fact, upper managers and c.e.o.'s often feel as if they work in a void because they rarely receive clear, honest assessments of their actions.

Notice when your boss's work is particularly strong or beneficial to the organization and give positive feedback and encouragement to continue.

Be prepared to offer constructive criticism if asked, but remain aware that sometimes bosses need a simple, sincere statement of praise for a job well done, just like you do.

9. "wnor', the best way I can influence my boss?"

Most communication problems with a tough boss result from misunderstanding. Influencing your boss requires a good pair of ears and some patience, so really listen to your boss's expectations and challenges. On a regular basis, ask your boss what he or she expects from you, then summarize back what you've heard. You may feel

silly at first, but you will experience far fewer misunderstandings and missed connections. Your boss will know that you have correctly heard what's been said.

Everybody loves to work with somebody who listens, cares and understands. It's an essential part of being a great influencer. Don't stop with your boss. Use these tips to turn all of your relationships from tough to terrific I - Alan Vengel is a consultant, author and developer of skill-building programs, including The Influence Edge. He can be reached at (925) 8 37 -0 I 48 or v ia www.ve ng.e Ic ons ulting.c om.

Rape & $e Rlouldlng

produGts

Clay-Colored Roof Shingles

TRvro's Lamarite composite shingles are now available in terra cotta. The 12"-wide shingles reportedly are a durable. fire resistant alternative to slate and wood shake roofins.

Other colors are slate sreen. dusk grey. mulberry. and midni[ht black.

- Please c'ontlct (800) 64 I-469 I or v is it wwh'.tamko.c om

Jack's Fastener

The symmetrical design of Simpson Strong-Tie's TJC37 jack truss connector means no lefts or rishts. for easier installation.

Grace Under Pressure

Grace's roof detail membrane rvas specifically designed for rvaterproofing-critical areas such as chimneys. ridges. skylights. and dormer rvalls. Unlike granular underlayments. the product is self-adhering and flexible

Gloves Make The Cut

Cut-resistant rvork gloves from Youngstorvn Equipment Co. protect rvorkers' hands.

to reduce the risk of rrater intlltration. It is applied to the roof deck prior to the application of the finished roof covering. to form a barrier a-gainst leaks caused br sater backup from ice dams or * ind-driven rain.

- Vi s i r qru(e(on.slruct iott.cont

bon steel. each hammer features a tunin,g fork desi-sn to reduce shock and r ibration. A textured. molded rubber -erip improves performance and comfort in all sork settin-ss.

- Please conta('t t800t 782-6539 or v i s i t rr'lr'lr'.s/alnle-\'l r o r ks.<' ont

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Lined with 1007c Kevlar fiber. the gloves rated a level 4 out of 5 on the EN 388 standard cut test. Besides better protection. the gloves reportedly outlast leather. are machine rvashable. comfortable. and dexterous enoush to pick up a dime.

Metabo's nerr lithium-ion batteries reportedll offer .10% hi-eher perfbrmance and -10% less uei-ght than traditional rechargeable batteries. The batteries are no\\' standard s'ith several cordless drill/drivers. a reciprocatin-s sas'. and a combination kit. Existin,e BSZ series tools can be upgraded to use the batteries.

- PIeuse lislt rnrrr'.nrektbousa.cont

Shipped with a 67.5" bend, the connector can be adiusted to meet installation requirements.

Minimum and maximum nailing provides a lower installed cost option for smaller load requirements.

- Please contact (800) 999-5099 o r v is t www.st ron gtie.cortt

- Please call (8001 680-7177 or li.sil rlrlrr'.r'or t n I stottne q u ipnrc nt.cont

No Bad Vibes

AntiVibe technology has been added to Stanley's specialty hammers. Forged from a solid piece of car-

Eco-Friendly Concrete Stain

E,CO ProCote concrctc stain is made frorn bio-bascd so\ cstcrs. to protcct thc cnVironrncnt.

Classifiecl ils a sottn oocl thi: n()rth\\'cst coastal spL-cics is lighr- l eiuht t ith a clcar'. straight Sririn n ith r arr ing clcgrccs trt' rcrl. pink or t c'llos tonc's.

Dut' to its li!lht-scn:itir c propcr'ties. thc rrtlod rt ill clirrkcn lnd rr--tlclcn o\ r-r tilnc to a rlccp. golclcn huu-. ['It'tt.tt' qtt ttttIittt'(,t/ ]l rl lr'.( (//i\'.)/lt t'L'ck.t ottt

Sound-Soaking Flooring

I:ib.'rltltror br Dor.t.tco ir a fibcrsli.r:r-r'c'inlrrrccd r inr I t'looring that rcp()rtr'dl\ rrttcr: thc \\ ilnilth. corillirrl. lrr)tl \()ulld abrt,rltlittn ()l cltrltct.

Procluced br E,co Satctr Products. the prrrdttet's s1'rg1 i11l e,rl,rtlrrtls PI.oduce a serni-transparcnt stain that is non-toxic and has krn odor and VOC. yet simulatcs tltc look o1' rtrtural stonc su rf rlccs.

['leu.st, ( ()ttt(t( t t602I -105-9-]97 tt r v i.t t rlrlrr'.ct o.rrrfi, I t 1t r t d t < t.s.t' t t trt

VGF Cabinetry

Canl on Creek's Millcnia frarnc-lcss cabinctry linc nori comes in vertical srain fir.

Ottcrt'tl irt thrc.' dc':iSn crrllcetitrn' rL'rbirna. Habitat und Inl'lu.'ne e r. thc iltrtrrinS e an b.' ilt.tallctl ()\ cl r.ll\ :tttrroth. drr .ubtloor \\ ithr)ut SluirrS. Th.' I l-it. rr itltlt. ullrrrr tirr .curlrle.. irt.tltlllttirrt) itl III\,\l rrr{rltt\. (\-ll riidth: nrininrizc *u.te in.nrall rrrcu..

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Cabinet Destination

Merillat Industries has expanded its Classic line with a nerv door style and finish.

Destination is a transitional door style that complements a variety of styles. Its recessed v-groove center panel and full-overlay. five-piece drarver front provides the look of custom cabinetry.

Cheny and maple-in all finishes and glazes. including the nerv sable finish-are the rvood choices.

- P lease lisil nlx'.nre ri l lot.cont

lron-Accented Doors

Mastermark exterior doors from Simpson Door Co. are now available with forged iron-black grille designs fully enclosed betrveen trvo panes of textured glass.

The trvo nerv styles. Laredo and

Santa Fe. are available in both custom and standards sizes and in virtually any rvood species.

The textured glass. rvhich is insulated to conserve energy. lets light pass rvhile maintaining privacy.

- Please contact (800) 952-4057 o r v i s i t rrl'x'.sinlpsoltdoor.cont

Doorway To The Future?

The Futura pocket door framing kit from Hafele America rvas designed for installation of its Harva slidins hardrvare.

The cold-formed. zinc-plated steel studs reportedly ensure a stronger pocket rvall that won't rvarp. while the color-matched header provides a more professional look.

- PIease contact (336) 434-2322 o r v is i t rt'tr'x'.hafe Ie.c om

Stops Sound And Flames

SoundStop FlameSpec wall boards reportedly deaden sound from room to room and are fire resistant.

Cedar Or Not?

Nailite's RoushSawn Cedar EZ injection-molded vinyl siding reportedly looks and feels like genuine cedar shineles.

Products include interior sounddeadening boards, structural exterior sheathing, and insulating external fiberboards.

All are rated ASTM E-84. Class A. for surface burning characteristics. They reportedly also weigh 607o less than gypsum products.

Warm Weather Screens

Wood screens from Jeld-Wen blend smoothly with the company's custom wood casement windows. including radius styles.

Frames are made of aluminum or a variety of wood species to match custom wood windows.

The durable charcoal-colored fiberglass screen has an 18-by-16 mesh that reportedly resists denting and allows for natural ventilation and cooling, but keeps out pests.

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

Solid homes. Solid value.

The panels slide straight up and lock into place to the next panel, which makes installation quicker and easier in cut areas such as gables, dormers, and around windows and doors.

- Please contact (888) 399-0070 or visit www.nailite.com

There are a lot of good reasons for using LP Engineered Wood Products. They're light, they're strong, they're easy to install, and they build the kind of solid houses that keep homeowners happy...adding up to greater profitability for you. For more information on the full line of LP products, call 1.800.999.9105 or visit www.lpcorp.com.

vides additional securitv on the inactive panel. Like all Marvin sliding patio doors. it is available with a tophung screen.

- Please lisit rnrrr'.man'in.cont

Granite On Display

A mosaic, marble and granite display from Emes Marketing Inc. holds more than 50 stone samples in a space under 4O" rvide.

Protect Those Joints

Garon's Joint Guard seals expansion joints in concrete floors.

The durable yet flexible epoxy seal reportedly allows sections of a concrete floor to expand and contract in response to temperature changes. Its 1007c solids formula was devised to stand up to heavy traffic and chemical contact without becoming brittle.

The product is pourable, self-leveling, self-priming, and non-shrink.

- Please contact (800) 631-5380

o r v is i t "r,wrr'. ga ronpr od uc ts.c om

Bring The Outdoors lndoors

A four-panel sliding patio door from Marvin includes two operating panels to bring the outside in and extend indoor living space onto patios. decks, and courtyards.

Dual-point locks secure the active panel, rvhile a manual head bolt pro-

On the top half, stone samples easily flip from one sample to the next for quick and easy viewing.

The bottom half of the merchandise allorvs the user to display a multitude of edge profiles.

- Please contoct (905) 886-1066

o r v i s i t nrt'v'.e mid i sp lay s.com

Quolity Weslern Cedor Products

lx4 B0ARDS in 4, 5 ond 6'lengths

Taller Wall Sheathinq

FiberBrace structural wall iheathing from TempleInland is now available in l0' lengths, along with its current 8' and 9' lengths.

The extended length allows builders to apply the sheathing from the bottom plate to the top of the upper floor joists, without cutting or piecing on floors with 9' ceilings.

By eliminating extra piecing, installation time is reduced and connection of the upper floor joists to the lower floor joists is structurally reinforced.

- Please contact (800) 424-2311 or go online at www.templeinland.com

Insulation Made Easy

ThermaEZE insulation panels from CertainTeed reportedly are a costeffective way to build thermally effi-

cient above- and belorv-grade poured concrete walls.

Constructed of expanded polystyrene foam, the panels are set rvithin

rvall forms prior to pouring. They are held in place by a patented rveb structure that becomes embedded in the concrete. to form a rvall surface that is fully insulated on the interior and/or exterior faces of the structure.

The rvebs also provide a fastening surface for finish board and claddins materials.

Shower Does More With Less

A rvater-efficient shorverhead from Delta reportedly uses 36% less rvater. while still delivering a drenching shorver experience.

Using H2Okinetic technology. the head conserves water by managing rvater droplet size and velocity. spray coverage. and thermal dynamics.

The fixture uses just 1.6 gallons of water per minute. versus the standard of 2.5 -eallons per minute.

- Please contact (800) 345-3358 or v i sit rr'rr"x'.de ltafaucet.corn

Composite Decking Screws

Self-drilling screws from Fastpac Inc. reportedly offer one-step-to-flush installation for composite lumber.

Tough Sliding Doors

Therma-Tru's Slim-Line sliding patio doors are now available with impact-resistant glass said to withstand extreme weather conditions.

The laminated glass was built to withstand high winds, coastal storms, and windborne debris. The complete door system combines the durability of fiberglass with thermal performance and a trouble-free track.

Tempered Low-E glass and double weather-stripping provides comfort and energy efficiency.

Poly-3 screws have a unique head design that seals out moisture with no mushrooming on the composite surIace.

A stronger #10 diameter equals no breakage with a positive #2 square socket drive. One size fits all. in three popular colors.

- Please go online at www.fastapscrews.com

Prevents Dropped Screws

A bit holder from Bondhus Corp. holds standard ll4" shank bits and screws securely in place.

- PIease contect (800) 537-8827 or vi sit www.t he rmatru.com

Allstar uses two rare earth magnets to prevent the bits and screws from dropping.

The case is sold individually or packaged with an assortment of popular bits.

- Please contact (800) 328-8310 or visit www.bondhus.com

Considered the finest wood panels aYailable for residential and commersial constraetian. Eedar Valley thingle Panels are handcrafted with the highest grades of Western Bed Cedar.

MULROONEY AWABD lvrnner (1) A A Rec Ernn erson i,, rh Pennv & Joakim Wah strom at the annua meetrng or the North Ame. can Wholesa e Lumber Assoc at on (2) G nny & J n' L vermore (3) John Jayne, Tammy & Jeff Parne (4) f/rke O Ha oran. J n' & Sara Hunt

Chris Swanson, Jay Boss (5) Connre & Frl< NogLre lt",lare Oares (6) Jim & Linda Scharnhorst, Sharen & M xe V/ebster. (7) Dawn & Mrke

NEW CHAfBMAN (continued from previous page) (1) Steve Weekes, with Ann & E.J. Langley, presided over NAWLA's 1 14th annual executive conference. (2) Bany & Linda Schneider, Rena & Andrew Goodman. (3) Gary Vitale, Bob Shepherd. (4) Harvey Hetfeld, Brad Campbell. (5) Alan Oakes,

Tommy Cadden. (6) Bill Griffith. (7) Chuck Harris, Charles Andre. (8) Rick Ekstein, George Emmerson. (9) Dan Semsak. (10) Joe Hanas, Marty Hawkins. (11) Jim & Ruth St. John. (12) Clint Darnell, C.W. St. John. (13) Monte Jensen. (14) Don Maynard, David Campbell. (15) Todd Homa, Rob Miller. (16)

Dennis Connelly, Eric Churchill. (17) Merril Lieb, Rick Palmiter, Jed Dawson. (18) Angie & Rick Esselstein. (19) David Smith, Charley Hobbs, Jim Enright. (20) Erroll Baxter. (21) Jim Hassenstab, Michael Darby. (22) John Coooer. (More photos on next two pages)

Jur.re 2006 THr MnncnaNr MaclzrNn

HYATT REGENCY Tamaya Resort & Spa, Santa Ana Pueblo, N.M.. was the srte of NAWLA's April 30-May 2 annual meeting (continued from previous pageg (1l.Sally & Steve Killgore. (2) Dusty & Penny Hammack. (3) Jim Precht. (4) Nancy Bloch. Ted & Sonia Bloch. (5) Ramona Arechiga. Chris Swanson. Liisa Heddons. (6) Bob Scarborough. Bob Guthde. (7) Jenniter & Kip Fotheringham. (8) Dave & Kimber Hutson. (9) Bart Swan. Kristina Lawrence. (10) Steve Boyd. Rena Goodman. Doyal Marks. (11) Cindy Robertson. Dave & Heidi Coleman. (12) Keith Sisk. Nick Kent. (13) John & Dar Stembridge. (14) Susan Fitzsimmons. Ethel Rice. Becky Jayne. (15) Kathleen & Larry Boyts. (16) Bill Barnetl. (17) Sheila Smith. Mantred Rullmann. Barbara Nissen. (18) Nick & Cathy Georgelis. (19) Ron & JenniJer Gorman. (20)

Terry Neal, Randy Strutin. lMore photos on next page)

A lodo/s Response ro romorrow's Demonds

ACGI Preserveo Pressure lreoted Wood

Borole.Trecbd Wood

TimberSavef PT

D.BLAZE

Fire Refordont lreoled Wood

Pressure Treoted Wood Products

Custom Treoting - Heot Treoting Service

Roil Service (BNSF)

I 5500 Volencia Ave. - Fontono, Co 92335

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

www.fontono wholesolelumber.com

Coll Croig or Chris

Celebrating lver 38 years of tine hardwood manulacture 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

NAWLA (continued from previous pages) (11goll award winners included Mark Donovan, Omar Lavelle, Gregg Riley. (2) Denny Houston, Jeff Norman, Jim Pepple. (3) Pat Ogletree, Jim Stuckey. (4) Ronnie Stroud,

Joakim Wahlstrom, JeJf McClendon, Joe Fleming. (5) Jim Sr. & Nita Epperson, Jim Jr. & Frankie Epperson. (6) Greg Ryback, Steven Springer, Tom Rice, Bill Anderson. (7) Jeff & Kathleen Norman, Ann & Stan Bell.

Haninoton. (2) Drew Knox, Jennif6r McAvoy. (3) ftrry Pugmire. Allen Galetti. Bill Reavely. (4) Paul Mackie. Chuck Casey. (5) Drew Sundholm. Steven Phillips. Chris Curiel. (6) Tom Carpenter. Russ Landreth. Pat Tuel. (7) Mark Finley. Dave Gorham. (8) Jason Schulze. D.J. Farley. Brett Lubsen. (9) Bandy Holter. (10) Charlie Jourdain. Alan Oakes. (1) Rick Trottier. Mike Descoteaux. (12) Albert Mickadeit. Frank Mickadeit. (13) Craig Wetmore. (14) John Taylor. Bob Lowe. (15) Mark Macdonald. Tim Todd. Avik Ghosh. (16) Tom Czlapinski. Danell Hungerford. (17) John Assman. Bill Clow. Bruce Huewe. (18) Craig Young. Greg Stout. Courtney Fischbeck. (19) Andy Jones. Darin Humphreys.

Anaheim. Ca., May 16-19. (1) O'Connell, Emina Mila, Alan Oakes,

Tomarchio. Chuck Casev. Jeanine

JLC LIVE'S residential construction show came to the Anaheim Convention Center.

Sharona Bridgetta

PPG INDUSTRIES held its national sales conference in Scottsdale, Az.

(1) Jim & Paula Cunie, Barry Russin. (2) Francrs Belanger, Liz Singell, Jean-Louis Levasseur. (3) Wanren Lelless, Gary Kavajian. (4) Mark Bordwell, Dave Pellizzari, Rick Hawley, Paul Wilson. (5) Dawn &

Jeb

ffiffi

Doug Creelman, Tim Hurley, Norm Slavik. (9) Norm Sherwood, (10) Dave Siteman, Kim VanNess, Ed Hawley. (11)Vicki San Sebastian, Rindy Lean, Allison Killeen. (12)Ron Cottelli, Hank Hemphill. (13) Chris Robertson. (14) Eddie Hipps (15) Chris Killeen, Craig Combs, Dave Roberts, Ralph Bullock. (16) John Fijalkowski, Dave Coleman, Brent Stuart, Scott Sinetar, (17) Jeny Kelley, Matt Robinson, (18) Bud Enoch.

George

(Probably not, it's the hid&n &ck fastener that requires no W4illing ormessy adhesives!)

The Deck Clip holds decking much tighter than plastic clips while allowing for movement that deck wood experiences. Extruded out of Marine Grade 6063T5 aluminum. Works with all hardroods, €dar, redwood, vinyl & composite decking. Includes "Star Drive" Stainless Steel Screws & T-20 Bit.

What makes The Deck Clipru special? The unique shape allows it to grab both sides of the decking and actually hold it down like a miniature spring keeping your deck boards tightl

Harper, John Miller, Paul Scott. (6) Rob Knudsen, Tim Leyden. (7)Teny Miller, Beth Kirol,

Layton, (8)

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

der. 58 each. Column inch rate: S50 camera-ready. 56O if we s€r rype. Send ad copy to Merchant Magazine. 4500 Campus Dr.. Ste. 480. Nervport Beach. Ca. 9266O. Fax 949-85242-l l. dkoenig@ building-producrs.com. or call (949) 852-199O. Make checks payable to Curler Publishing. Deadline: l8th ofprevious month.

LOCATED IN SPOKANE, Washington. rvith 32 years experience in lumber sales, I'm seeking a challenging position with a company that can utilize my skills and experience. I offer a successful record of accomplishments in sales and purchasing. Please reply to: mblbr@msn.com or (509) 464-0090.

ONE OF THE LARGEST and most wellestablished distributors of building materials in the Los Angeles area is seeking a talented sales manager. Our client provides on-site, full-service production of handling all custom milling and delivers either within the same day or rvithin 24 days.

Requires at least 3+ years sales management and 6+ years direct sales, preferably product(s) related to lumber or construction materials. Will manage and direct a sales team selling lumber, panel goods, and hardware to contractors, framers and builders. Will recruit. train and coach team. implement sales plans, identify market opportunities. and implement ideas. Strong work ethic and ability and drive to do whatever it takes to get the job done. To be considered, email resume to betsy.schmittke@ futuresteD.com or Fax resume to 3 I 0-226-630 I

CALIFORNIA CASCADE INDUSTRIES has positions open in sales and sales suppon marketing to builders and the retail lumber market. Fax or email resume lo: rrose@ californiacascade.com. Fax 916-'737 -3217

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

OUTSIDE SALES AncHrrscrunAL MoULDTNG & Mrlworxs

Sell Premium Series Mouldings and other finished products to residential construction industry and customers' place of business or jobsite. Must have great customer service skills and be able to do plan take-offs. Industry experience a plus. Many territories available. Send resume to: Melanie at hr_livermore@yahoo.com.

Please visit our website at www.higlum.com.

SALES MANAGER, Plyrvood And Lumber Sales. Inc.. a Northem California hardrvood plyrvood and lumber dealer rvith four branches. is seeking a Sales Manager to assist seven outside and l0 inside salespeople generate sales grorvth for the company. The company is committed to expandin-e the market for Forest Stervardship Council (FSC) certified materials. Duties rvill include identifying and selling to new prospecrs. expanding sales to existing customers. and educating salespeople to market products that b€st fit the needs of the customer. The ideal candidate rvill have extensive sales experience rvithin the hardrvood lumber industry. be enthusiastic. energized. like helping customers. and rvill enjoy assisting our salespeople to increase their success. Our company offers a competitive salary commensurate rvith experience. commissions based upon sales growth. car allorvance. medical. dental. group life. paid vacarions. and a 401(k) plan rvith a matching contribution. The position is based in Oakland. Ca. Interesred candidates should email their resumes to bloomfi eld_pals@hotmail.com.

PURCHASING COOR.DINATOR: Resultsoriented Purchasing Agent rvith more than 5 years of experience in the successful management and oversight of company supply chains and purchasing systems rvith additional expertise in vendor relations. inventory control. and material acquisition strategies.

Proven skill in managing complex company supply chains including vendor relations. inventory control. purchasing. contract negotiations. receiving and shipping. account management. and customer suppo(.

. Skilled communicator and project manager. able to handle multiple tasks effectively. even rvhen operating in fast-paced. high-pressure settings.

Versed in coordinating the different components of a supply chain as quickly as possible rvithout sacrificing quality or customer satisfaction. rvhile still keeping costs dorvn.

. Excellent organizational. interpersonal. and communication skills rvith the flexibility and experience required to adjust to rapidll changing market conditions.

. Skilled in business computer applications. BA or BS in related field and CPM. APP or equivalent prefened.

. Position is Tacoma based.

Send resume to Purchasing Coordinator. PMB 89. 5l l4 Pt. Fosdick Dr. NW #E. Gis Harbor. Wa. 98335- I 73-3.

LAS PLUMAS LUMBER & TRUSS CO.. LLC. Are you looking to find a career rvith a company that has excellent benefits including Medical. Dental and Vision coverage'l Available positions include. but are nor limited to. Accounting. Credit. Design. Dispatch. General Office. Operations. and Sales. Fax resume to 95 I -685-4 I 95.

Store sheets horizontally with full oroduct access and reduce unnecessary product movement Muhiple levels increase slorage and reduce damage from floor stacking

Souurnr Ouronrn

LOS ANGELES AREA

Berkot Manufacturing C0...............................(323) 875-1 163

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

California Panel & Veneer.............................(562) 926-5834

California Pre-Stain (s62) 633-5420

Railway Express......

Redwood Empire.....

Reel Lumber SeNice (Anaheim).....

Reel Lumber Service {Hiverside)

Caar custo' Mirr*o'il.., - izilt nai6i5

Reliable Wholesale Lumber. Inc..................

Simpson Strong-Tie Co. .....(800) 999-5099

Taiga Building Produc1s..............................

Universal Forest Products...........................

Welco Lumber........

Huff Lumber C0..., Inland Timber Co. (800) 347-HUFF (562) 921.1331 ..,,......, ..,...,...,..(21 31 462.126/'

Jones Wholesale 1umber..........................,...(323) 567-1301

North American Plywood ,...(562) 941 -7575 1800) 421-1372

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

Saroyan Lumber Co (800) 624-9309

U.S. Borax...............

Weyerhaeuser Building Materials. (661 ) 287-5400 (8771 235-6873

ORANGE COUNTY & INLAND EMPIRE

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

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

Weyerhaeuser Building Materia|s................ SAN

Anfinson Lumber Sales

Austin Hardrvoods & Hardware.....................(858) 536-1800 Burns Lumber Co.... ......(619) 424-4185

Dixieline Lumber Co............(800) 823-253 (951) 78S9177

Weyerhaeuser Euilding Materia|s..................(877) 235{873

llonn & Curp.ru Crutonrn

ARCATA / EUREKA / FORTUNA

Ralael) ........................

Norlh Pacific-tl,o. Ca. Disrritutbn......

Pacilic Wood Preservrm...................

Austin Hardwoods & Hardware....,........ (951) 681-4707 (714) 953-4000

Anfinson Lumber Sales.................. ..

BMD........................ ......(707) 444-9666

Britt Lumber C0....... .....(7071822.-1ng

Ply*ood & Lumber Sd6...(866) 5499663

Redrvood Emrire.....

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

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

BMD (Vernon)......... ......18771587-4137

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

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

Boise (Riverside)................(800) 648-9116 (909) 343-3000

California Lumber Inspeclion Service............(714) 962-9994

C&E Lumber C0..... .......(909) 624-2709

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

Creatus Wood Products......(866) 974-0180 (909) 974-0180

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

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

BAKERSFIELD

Pacilic Wood Preserving of Bakersfield........(661) 8334429

Simpson Strong-Te Co. .....(800) 99950S9

Van ArsdaleHams Lumber Co.

Weyerhaeuser &rildirE Matenals................

FORT BRAGG HaMood (Branscomb)........(707) 984.6181 (800) 441-4140

Holmes Lumber Co., Fred C. ........................(800) 849-0523

FRESNO

DMK-Paci1ic............. ......|559122*4727

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

Sierra Forest Producls (Tena Bella) .............(559) 535^4893

Weyerhaeuser Building Materiajs..................(8r/)

CLOVEROALE All-Coast Forest Producls Redwood Em0ire............. ...(800) 499-2662 ...(800)82e8709 (209) 86$4561

CEDAR PRODUCTS L-J ROUGH TIMBERS

FENCING MATERIALS f] UTILITY POLES

C O MPLETE REI\,IAI{UEAC TI JRING

PRESSI.]RE TREATED LUMBER

DRICON FIRE RETARDANT rdff*

LAS VEGAS Lumb€r Producls.....

SouflrrEsr

Weyerhaeuser Buildar€ Materials.

Cadtol P[/tvood...... Nevada Wood PreseMm

Siena Pr+Finistr ...........-............ Weyerhaeuser Building

Fax801-262-9822

WASHINGTON

guide

Plcnc llonrnwrsr

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

Lewis County Forest Products......................(866) 336-9345

Louisiana-PacificC0rp...............................,..(503)221-0800

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

OrePac Building Products....................,...,,..,(503) 682-5050

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

Stimson Lumber....,, ......(800) 445-9758

Thunderbolt Wood Treatin9...........................(503) 936-9976

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

Western Wood Products Association............(503) 224.3920

Westridge Forest Products....... ....,(800)

87 4-2231

Lumber Co. (s41 ) 672-6528

Forest Products....,..,,..,...,..,,..,,..,.(800) 347-7260 ALASKA ANCHORAGE Huttig Building Products.,..............................(907) 562-2131

Rglrn MggUfUs

COLORADO

DENVER

All-Coast Forest Products...(800) 332-8977 (303) 761-9882

Allweather wood Products,,.,..,......,,..,,.........(800) 621-0991

Boise

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

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

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

Western Woods, Inc....,..,...,,.....,...................(888) 557-9199

Weyerhaeuser Building l\,|ateria|s..................(877) 235-6873

MEDFORD/GRANTS PASS

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

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

Norman Lumber Co. ...,..(541) 535-3465

Pacific Wood Laminates.............,...,..,,..,,..,,..(541 ) 469-41 77

Swanson Group Inc...,,..,..,,..,........................(541 ) 935-3010

waldron Forest Products.............,...,..........,..(541 ) 474-3080

McMINNVILLE / CORVALLIS / SALEM

Mary's River Lumber,....................................(800) 523-2052

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

Weyerhaeuser Co. (Albany)...,.......,..............1541\ 926-7771

GREATER PORTLAND AHEA

Adams Lumber, |nc.............(800) 298 - 4222 1503]| 245-17 96

American Inlernational Forest Products...,....(800) 366-1 61 1

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

Buckeye Pacific LLC .....(800) 767-9191

Caffall Bros. Forest Products...,,..,...,...,..,,....(800) 547-201 1

Collins Pine C0...,...,..,........(800) 758-4566 (503) 227-1219

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

KLC International................(866) 552-4685 (503) 699-8685

Braided Accents...... ......(866) 440-9663

LEWISTON

MONTANA

: li33l933:3333

BILLINGS

Boise Distribution.... ,..,,.(406) 652-3250

Lumber Products..... ,..,,.(406) 522-0435

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

OGDEN

UTAH

OrePac Building Products.............................(801 ) 782-1997

Thomas Forest Products, J.|V1....,..,,..,,..,,..,..,(800) 962-8780

SALT LAKE CITY

All-Coast Forest Products...{877) 263-7848 (801) 975-8363 Boise Distribution..,. ......(801) 973-3943

Br\4D .......,..,,..,,..,,..,, ......(801 )231 -7991

Capital Lumber Co.. ......(801) 484-2007

Forest Products Sa|es .....,..(800) 666-2467 (80 1 ) 262-6428

Lumber Products..,,. ......(800) 888-9618

Thomas Forest Products, J.M.......................(800) 962-8780

Utah Wood Preserving........(800) 666-2467 (801) 295-9449

Weyerhaeuser Building |V|ateria|s..................(8771 235-6873

FAX to 949-852-0231

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

Name (P/ease prin) Position Company Address

Phone

E-mail address

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

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tr Bill Me tr Mv Check Is Enclosed

News or Comments? we rvelcome 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:

For ntorc' ittftrnnutitnt fntnt tul\'.'rti 5er 5

Bod_r"guard [wwu.bodl guardwood.com] 7

Building Material Distributors Iux'rr'.bmdnsa.com].........................-5]

Buse Timber & Sales Iwww.busetimber.com].......................................70

B.W. Creative Wood Iwr'rn.bwcreativelood.com1..............................52

Caffall Bros. Forest Products Inc. Iwwr.cafiall.com]..........................41

Cal Coast Wholesale Lumber........... ....,..............,.......5

C&E Lumber Co. Innn.lodgepolepine.com].......................................54

Canfor [www.canfor.com]....... ............49

Capital Lumber Co. Iwww.capilal-lumber.coml ............................72, E5

Cascade Structural Laminators Inww.cascadesl.coml .................-......62

Colville Indian Precision Pine Iwww.cippine.com]...............................64

Creatus Wood Products ......................2t

CSI [www.treatedn ood.com]

Decklok [wwu.deck-lok.com]................. .....................23

DNIK Pacific Corp................ ...............E3

El & El Wood Products [wwu.elandelnoodproducts.com] ................5I

Fontana Wholesale Lumber Iuuu.fontanawholesalelumber.com] ....79

Forest Products Research Laborator-r' [*'nr.fpr|.com1.......................55

Forest Products Sales In n rr.forest-producl-sales"com] .......................E4

Hampton Affiliates Is's$.hamptonafiiliates.com]...............................60

Huff Lumber Co........................ ...........71

Inland Timber Co....................... .........6E

J.llI. Thomas Forest Products .19,70,74

Keller Lumber Co..................... ...........72

Klausner [wn w.klausner-group.com]..... .............-........4

KLC International [www.klcint.com]............... ...........X

Krauter Storage Ststems In wn.krauter-storage.coml ........................,13

Le* is Countl Forest Products [$ $u'.titanstuds.com] .............Cover IV LPCorp.[ww*.lpcorp.com]..................... ..............27,61

Lumber Buddl Iwww.lumberbuddl'.coml ..........................................-74

M&M Builders Supp11 ..........53

Matthews International Iwuu.woodmarkin9.com1..............................16

McFarland Cascade Innn.mcfarlandcascade.com].---------.........59

McKenzie Forest Products Iwwrr.mckenziefp.com]............................JE

Norman Lumber Co. Iwnw.norman1br.com1 .......................................75

Nu Forest Products In*n.nuforestproducts.coml ...............................31

Peterman Lumber Inc. In n n.petermanlumber.com]..........................65

PrimeSource Building Products Iw*lr.primesourcebp.com]..............32

Product Sales Co. .........................6

Redwood Empire Inr,r'w.rednoodemp.coml ...........................Cover II,3

Reel Lumber [nln.reellumber.com]............... ...........J3

Regal Custom Millnork Iwww.reellumber.com].................................33

Reliable Wholesale Lumber [*lw.rnli.net] ...............,14

Rilel'Creek [ww*.rilelcrek.com].............. ...................7

Rosboro [www.rosboro.com]................... ...10, Cover lll

Roseburg Forest Products Iwwu.rfpco.coml ........................................57

Ro1'al Pacilic Industries......... ..............26

Screw Products Inc. Iwww.screu.products.com1..................................E1

Sierra Cedar Products Iuuu.sierracedarproductsllc.com].................35

SierraPine [* ww.sierrapine.com] .............. ..................39

Sierra Pre-Finish...................... ............75

Simpson Strong-Tie In* n.strongtie.com]

Stockton Wholesale Lumber ..............42

Sunbelt Iu ww.sunbeltracks.com]

Sn'aner Hardwood Co. Inc. Iwrrw.slanerhardnood.com]..................79

Sn an Secure Products Iwr,r'rr.swansecure.com] 15,73

Swanson Group Iwww.swansongroupinc.coml.................-----.........J7

Thunderbolt

With Rosboro Treated Glulam

Introducing Rosboro Treated Glulam, a 24F 1.8E treated glulam from the leading producer of glulam products in the U.S.

A Product You Know and Understand

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

Treated with Permapost K-8

K-8 is an industrial wood preservative and water-repellent treatment. It contains solubized copper-8-quinolinolate, which provides chemical resistance to insects. decay, mold, mildew and bacterial growths. It is a clean, non-swelling, nonJeaching, and non-conosive treatment.

Easy and Safe to Work With

Rosboro Treated Glulam is both easy and safe to install. K-8 is low in toxicity and is the only wood preservative approved by the U.S. Food and Drug Administration.

Recommended Applications

Rosboro Treated Glulam is perfect for decks, porches, trellises, balconies and other applications where the member may be exposed to the elements but will not reach the equilibrium moisture content level of l6vo (the threshold for wet-use). To learn more, visit www.rosboro.com.

Available in Common Sizes

Leneths: 48 feet -11

Widths: 3 L12" and5t116" 1n Depths: 9 L 12',l1 t 18' , 14' ,16" and

For more information, please contact one of our authorized distributors:

All Coast Forest Products, Englewood, CO, 800-525-8427

BlueLinx Co., Charleston, SC, 800-839-2588

BlueLinx Co., Pensacola, FL, 800-839-2588

Eastern Engineered Wood Products, Allentown, PA, 800-700-4788

H age r Distribution, Gaylord, Ml, 989 -7 32-3596

H ut ti g B ui Idin g P r o duc ts, Auburn, W A, 253 -9 4l -2600

M cQue sten Comp any, Billerica, MA, 978-663-3435

North Pacific Building Materials East, Okemos, MI, 800-942-8220

Roberts & Dybdahl, Des Moines, IA, 800-671-1660

U.S. Glulam, Oak Forest, LL,800-344-4526

Wausau Supply,Wausau, WL 7 15-359-2524

W e stern Woods, Chico, CA, 530-343-5 82 I

Rosboro