Merchant Magazine - June 2007

And norl for the Iatest weathering repoil.

For Eetter hrbrmancg and Happhr CustomerE

Ecolife's" revolutionary organic stabilizer plus preservative treatment offers superior performance from the effects of weatherinq that can lead to cracking and splintering, while providing the same reliable protection against decay and termites that consumers have come to expect from traditional treated wood. Ecolife's 100% organic treatment of{ers consumers additional environmental and fastener performance benefits compared to wood treated with preservatives containinq metals.

For more information, call toll free at 1-800-421-8661 or visit www.treatedwood.com. _ ^l ^

Stabilized Wood, 0rganically preserved

Fight mold. llot Gustomers.

Protect your customersand your reputationwith new 0uanTlll'" MoK Resistani llood.

When properly installed in interiol weather-protected applications the EPA-reqistered. mold-control formulation provides 20 years of protection against discoloration, 0dor and deterioration caused by c0mm0n mold qrowth. Not to mention supplemental protection against wood decay and termite attack. Get all the details about the new purple framing, truss and sheathing products

For more information, call toll free at l-800-42]-8661 or v isit www.treatedwood.com.

Contrqctors Demund Better Studs.

Consistent Quolity

Wc rtnclerstancl that prof'cssionul btrilclcrs \\'on't llLrl Lrp u ith inlcriol stLrcl pxrrlucts.-l'hc1 cun't aflirlcl tol In rllcler to be plocluctilc ancl plof itablc. sLrcccssful br.riklcls look lirr cun sistcnt pclfbrnrancc anrl clturlit,t in thcir lruilcling matelials. That's ri hy 1'ou cilu coturt on Rosboro to deliver a cluality stLrd rlrocluct.

A (omplete Product line

Rosboro r.ron has u strrcl till cl'cry rcsidcrrtiul altltlication in tltc specie s that fits brrilclcrs' ncccls. Orrl plocluct line nou irtcltrclcs thc tilllow ing in all conrbinutions:

r ?x.l artd 116

r Douglas lrir anrl Hcrnlock Fir'

r Gleen ancl Dlv

r Lcncths of 8'. c)' & l0 (AIl Trirns)

r WWI)A sraclc tluclcrnalk

Whatcvcr thc applicirtion. u'c'vc got thc stucl to clo tlre.job.

A Supplier You Cqn Trusl

Snrall enough to gir,'e you thc atte ntion )ioll \\'Ant. Ilosboro is largc cnoLrgh to sr.rpport our pr-oducts n ith a knorvlcclgcablc salcs artd nranufactufing teanr as ri'cil irs un crpclicncccl traffic r.nanugcr clcdicatccl to rreetinq dentanding traffic ncccls.

Rosboro Studs

lf vou valuc stmng partncrships rv ith youl sr-ryrltlicrs anrl your cr.lstonte rs arc indeccl cle nrancling bettcl stucl proclrrcts. ruct no\v - call Rosbrllo.

Sowing l3 Weslsm State3, Includlng AIa3ka and llewall

(Sistet puAication Building prcduds Digest seryes the East)

PUBLISHER Alan Oakes (ajoakes@aol.com)

PUBLISHER EMERITUS David Cutler EDITOR David Koenig (dkoenig @ building-products.com)

ASSOCIATE EDIT0R Karen Debats (kdebats@ building-products.com)

CONTFIBUTING EDITORS Dwight Cunan, Carla Waldemar, Roy Burleson

AD SALES MANAGER ChucK Casev (ccasey@ building-productd.com)

CIRCULATION Heather Kellv (hkelly@ building-pioducts.com)

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

How to Advertise

Conlact our advertising oftices for rates:

WEST, MIDWEST, SOUTHEAST: Chuck Casey, Newport Beach, Ca.; (949) 852-1990; Fax 949852{231 ; Email ccasey@building-products.com

NORTHEAST: Paul Mummolo (N.J.); (732) 8998102: Fax 732-899-2758'. Email mummoloo@ comcasl.net

How to Subscribe

Contact Heather at (949) 852-1990

U.S.:1 year(12 issues), $18; 2years, $30; 3 years, $40

FOREIGN (Per year paid in advance in US funds): $45 for Canada and Mexico, $60 for all other countries; Air rates also available.

SINGLE COPIES: $4 + shipping; Back issues (when available), $5 + shipping www,building-products.com

r f

r r

Thinking of choosing comPos':" ?: plastic deckingl See how it comPares to"W"*"tn Red Cedar in these key areas:

Real ComPosite Cedar Decking

* d d d d d d

1I rt rt c fl f, f, TT (l rt

Mold and mildew resistant

UnsurPassed natural beautY

Made from renewable resources

Naturally resistant to decay and insects

Contains no petroleum based Products

Best value for the dollar

Allows for easy cleanup of accidental spills

ls'lightweight and easy to work with

Stays coolto the touch in the summer heat

Centuries of Proven Performance

ALAN OAKES publisher ajoakes@ao1.com

Buy green! But when?

In recent months, press coverage of the green building revolution has become a juggernaut. Every magazine and newspaper seems to have a story every other day.

It is a trend I have been following for the last few years. But as with any trend, the question always to be asked is, when does it start becoming mainstream as opposed to an interest of a few? When is it the time to jump in? My sense is that times are a-changing. Green building is no longer seen as a passing fad or a domain ruled by eco-terrorists. Green building is now a standard building practice.

Once seen as experimental and impractical, studies now show that there are many advantages both on the manufacturing and standard of living sides. By incorporating energy and water-efficient technologies, and using healthier paint, products and building materials that meet green building guidelines, I have no doubt that homes built green really do improve our quality of life. And, I trust that home both buyers and remodelers would like to use environmental products in homes.

But I am also a great believer that the mass market has not been prepared to pay the higher price-real or imagined-one has associated with buying green. Consumers speak out of both sides of their mouths regarding what they say they want and what they are willing to pay for. They are generally poles apart. Just as telling, even if they were prepared to pay more for green products, they probably have no idea where to find them. I just do not see these products marketed or available in my local area to make it

easy to make that choice. I am also concerned about a number of companies that are touting their products as "green." Who really knows?

A recent study forecast the percentage of new homes with eco-friendly features will rise from 2Vo in 2005 to as much as lOVo in 2010. While good news, what does it mean? Perhaps that 99Vo of the products used in these houses will still not be green? The problem is if you give people a choice of price points-especially when making the most expensive purchase of their lives (their house)-they will generally take the low-priced option. When there are a hundred upgrades to select from that all add cost, buyers will choose what they need and benefit from now (e.g., a spiffy granite counter over an energy efficient washer/dryer).

For example, while it is estimated that it costs only about one half of I7o more to build an average house using wood harvested under FSC guidelines, I understand most builders cannot get buyers to trade up. Can you really afford those energy-efficient solar panel systems for your new house when you need to furnish that new house?

So the issue for me is that until builders are forced to use green materials they will not. But I think that is what will gradually happen. Local authorities are now pushing green by implementing stricter building codes. Then as usage and volumes increase, the price differentials will disappear.

Product categories first to become mainstream will be those that can be proven to save consumers money. I have been greatly impressed with products that drive down the energy in homes by 30Vo or more. My home air-conditioning system is 20 years old and I am sure really inefficient, and I don't have a new tankless water heater along with an energy-efficient washer/dryer. I would love a new house with all these features, along with a satellite-controlled sprinkler system. In fact if we have all this technology today, why are manufacturers still producing energy-inefficient products? It makes no sense to me.

In my opinion, there are probably a number of options that should not be optional. Builders should then promote these green features and differentiate themselves from the competition, especially during the cunent tough market. It doesn't mean every material will be green. It will be a start.

When I travel and see palm trees and vineyards growing in the U.K., see the last glacier in Germany disappearing, and see the impact of rising temperatures here, then it is time to start protecting our environment sensibly. Any steps that we as a community can take to help,I hope we will.

Ph:510.793.3838

Fox 5l 0./93.7265 soles@osbornelumber.com

P.S. For those of you righfully confused by several words in last month's editorial ("Where Do We Go From Here," p.8), due to a computer snafu, the word "june" was substituted throughout the article for "may." Reread it now that you know the secret code and the article actually makes tenific sense (especially the word "junebe"). Ma-v apologies!

rlnc. llll Wiloltsale Di\tribution iJobsite Fackaging I C,ustom Milling

r 4", & 6" DF limber . 8',9', & l0' P.E.T. Sluds & Posfs . tS( (erfified lumber & Ply long dimension lumber Row & Primed SPF Borole & A(Q Prersure lreoled . Fire Retordonl lumber & Ply PS['s & [V[ in rtock . Rescwn Doug Fir Trellis Pcckoges o rperiolty!

Contoct our soles office for pricing & ovoilobility: Kevin, Seon, Ied, & Tom Fogcrly

IF YOU DON T USE THE RIGHT TRIM THE FIRST TIME, YOUR'WHOLE HOUSE IS VULNERABLE.

Trrer's wHY wE ENGTNEERED LP SrvrenrSror rRrM wrrH ouR SuantGuanoe zrNc BoaATE TREATMENT TIIAT HETPS PREVENT I'LAKING, WEATHERING AND DECAY. Arvo rr You usE SuantSror tnru FIRST, YOU CAN REST EASY KNOWING TIIAT YOUR GOOD-LOOI(ING HOME wrLL srAY LooKrNG GooD. Wn'nn ror EXPECTING ANY TROPHIES FOR IT. BUT WE DO EXPECT HOMES TO STAND STRONG FOR YEARS TO COME.

THan s wrrer wr oo.'Wu rrnaxr TIIE PRODUCTS TIIAT BIJILD TEE HOMES, SIMPLY BNTTER.

TEcHSHTELD' | sor-rosrnnr'l torlvorcx" I crxexec I w:lrxenBesr'

rtrsrr LpcoRpcoM.

Trends in siding a

[!XTERIOR residential siding in North America repreI-lsents an $8-billion-a-year market with another $3 billion spent on exterior trim, mouldings and shutters, according to a new study by Principia Partners.

Growth will only continue. Vinyl siding-the most common residential siding material, accounting for 397o of North American siding value in 2005-is expected to remain the largest category through 2010.

However, Prinicipia expects fiber cement and manufactured stone to register larger gains in value terms. Replica cedar siding from panelized western red cedar brands, fiber cement shingles, injection-molded polypropylene shakes, and new wood-plastic composites will grow the fastest in percentage terms.

Performance of all siding products and materials continues to improve. While the industry is not known for rapid advances in technology, continued improvement in factoryapplied coatings, cementitious plaster stucco, and the use of acrylic resins in vinyl siding has led to products with greater resistance to fading, improved impact resistance, and longer lifetimes.

One of the more exciting developments in vinyl siding has been the introduction and rapid spread of darker colors. Dark colors tend to be offered only in premium vinyl brands. Thicker panels provide a more stable substrate and are less prone to surface distortion. The acrylic capstock is combined with additives that limit fade resistance to a level not perceivable by the human eye.

New architectural accessories that complete the job, such as matching corner posts and longer length lineals, may help keep vinyl's sales stable over the next five years, in addition to new colors and textures.

Principia considers wood-plastic composite products to be the industry's "holy gra7l," combining the best performance characteristics of multiple synthetic materials with the workability and appearance of wood. Currently, WPCs are used primarily in decking and railing. However, many observers are convinced that the next product innovation in siding will be a composite product similar in weight to fiber cement, able to be colored, and never needing painting. Alcoa is experimenting with a composite siding product, and Principia suspects that CertainTeed, Alside, and Crane may be doing the same.

In fiber cement, Nichiha is employing nanotechnology to create a "self-cleaning" surface finish. Working with paint manufacturers, Nichiha has created a microscopic

coating layer to protect the finish. It is possible for dirt and soot to be easily removed from the surface of the panels by rain or a spray of water.

Rising energy costs have prompted the move to higher R-value properties in siding materials. There is also an increasing emphasis on systemization, the interdependence of siding and trim materials with proper flashing, rainscreens, moisture barriers, and housewrap. Built-in sheathing and waterproofing also appeal to builders and contractors striving lor installation time savings.

Overall, residential siding sales are anticipated to increase 3.57o a year from 2005 to 2010, growing from $8.2 billion to $9.7 billion. The bulk of the growth should come from manufactured stone ($67 1 million), fiber cement ($564 million), engineered wood ($300 million), and stucco ($252 million).

Although new residential construction represents approximately two-thirds of the demand for siding and trim products in Nonh America, growth in repair and remodeling is expected to outpace new construction over the next two years.

Regionally, the South and West will continue to experience above-average growth in siding and trim demand through 2010, with a heavy reliance on new single-family home construction. The Northeast and Midwest will follow closely behind, buoyed by remodeling and replacement.

- For more inJbrmation on the study "Residential Siding and Exterior Trim, 2006," contact Principia Partners, (484) 8753 1 73 ; www.p rincipiaconsuking.com.

TnHERE i-lrL' \()nre huzz woltls that dculcrs arc hearin-g I thesc dlrr s: ltru -nurintcnarrcc, wood rcplacements. man-madc. ancl thc utnittrrrts "eatL-g()t'y shift." So, with limited tinc in y'our clur'. horr do 1'ou sifi through the myriard ncw builcling nratclials that claint to be bcttcr. faster and r.norc durablc thln thc olcl lurttbet' standbl"l

Conrrnitting to il nc\\ procluct artd r.nanaging thc shift is sorncthing yor,r shoulcl not takc li-uhtly. As most of yttu hlvc cxpcricncccl. nrost ner.r' prctdttcts have a touch tinrc living up to thc h1'pc. Hor.lever. thc success of eotttpositc dccking ancl l'iber cer)rcnt siding have rnadc the ultsiclc o1' wood rcplaccnrcnts an attractir"e alternatirc to the clcalcr. Woocl has ncver been a branded product. stt it is u'itl'ror-rt thc promiscs that a brandcd product proviclcs. FortLrrlltcll'. today's building product dealers havc nran\ bratrd nittlc altcrnatives" eiich rcpresentin-e a cliffcrcnl sct of philostr phics. i,alue propositions. and stiinclartls.

The heightencd awareness ol' altcrrrativc protlr-rcls. attcl thc lif'e c1'cle and low mairrtcnitncc ittlvantagcs thcl' olter consumers. makcs the extcrior ol' thc hotnc thc logical place fbr valuc added invcstnrcnt. With thc cxtclior bcing one of the nlost tloublcsonrc ancl cxpcnsivc areas of thc horne for consLlnlcrs tu rluirttuin. it is ttrrt strrprisin-u that manv of the brancl choiccs clealcrs arc llccd with currently are in thc erterior product catcgofy.

Anvtime a catcgor\ shift stalts thcrc will be many choices oflcrccl. Witlr so nriurv cl-ttticcs ancl scl much noise

making the ri-ght choicc is not casy. As wc see a shift ar.'nav trorn woocl cxtclior building materials lor uses such as trinr. herc arc sonrc points to help y<tu make a more inlirrnrccl clecision.

Do your homervork

First. look ut tlic procluct itsclf. It seems as though cvcryonc luLrnching a neu product claims it is thc best. #1. runlikc any othcr. ctc. Break through the clutter by trying to fincl inclcpcndcnt or thircl partv vcrification tcl back up such clainrs. ln our inclustry. buildin-r code a-eencics such us tlrc Irrtcrnational Cocle Council (ICC) exist. in Ilart. to cstablisl.r l unilirrn.r standard fbr products used in builcling. A start irrg qr-restion would bc does the product \']otl are Iookin-q at havc any sort of codc reports'l Follor.r Llp clLlcstiolts woLrlcl bc to f ind out about the manufacturins histt)rv ltttcl cxltr.t.t yrles of a track record.

If you are like most dealcrs. vor-l Arc looking lirr a longternr relationship ancl truc busincss partrlcr. Look at the brand. its history, ancl whcrc it is in thc channcl. Arc nra.jor distribr-rtors carrving it now antl hrtving strcccss riith it'l Is it alu'a,vs in stock'l Dclivcry tinlc histofy is extremclv important-y'oll ncvcr want to run shorl or have a customer in the nridcllc o1'a pro.jcct 1.hat cannot bc finished on time. ln aclclition to dclivcrl'lirtrc track rccord, ensul'e that the manufucturcr hls thc calracitv. tucilitics and expunsion to support vour busincss unrl sustain 1,our busincss growth.

Trade magazines are a great resource for leaming about companies and brands. See who the major advertisers are and check out their websites and literature. This will give you a quick snapshot of who the industry leaders are.

Find out if they provide timely and qualified leads that convert to sales and note the size and geographic coverage of their sales force. "Feet on the street," as we call them, are vital to the sales pull through efforts in many new products categories. Having salespeople dedicated to growing your business is a huge investment by a manufacturer and will demonstrate their dedication to making sure their product sells and performs in the field.

Also measure the value of their dealer incentives and special programs, all of which can solidify the partnership. Having confidence that a manufacturer will be there to meet your needs next year and beyond will keep you and your customers happy.

For our company, as we sell the new generation of trim, mouldings and decking, fulfilling these areas of need for a dealer ensures that success is not only imminent but oneoing.

Know the benefits, sell the value

The migration to alternative products seems to happen faster as the benefits of products that replace wood have become clear. As new categories are opening up, dealers are quickly tuning into these shifts in the marketplace and becoming part of the movement.

Innovation is accelerating, as dealers seek to satisfy builder and remodeler appetites for the latest and greatest in time and labor savers and sustainable, low-maintenance exterior building products. While there will always be a market for wood, wood quality has diminished over the years, creating a ready market for wood replacements products for problem areas such as trim and decking.

Trends in the architectural community are increasing the use of trim and more ornate trimincluding more elaborate mouldings. More and more communities are being built with a New Urbanism and Traditional Build look that accentuates the trim. While this increased demand for trim and elaborate mouldings represents a great sales opportunity for a low maintenance trim product, the key to selling alternative trim and mouldings is to understand your customers' needs and give them the expertise to purchase the right trimboard and the correct moulding profiles.

There are several benefits to cellular PVC mouldings, including the elimination of milling costs and no need for painting (although they can be painted). To make them easier to sell, be sure the moulding products you offer are a one-for-one replacement for their wood complements. Another important aspect to selecting the right products to offer your customer is to ensure that your cellular PVC trim and mouldings have the same look and feel, especially if your customer doesn't plan on painting. Compatible materials ensure a gteat looking job and will reduce jobsite costs by eliminating any unnecessary painting.

For your customers, a cellular PVC moulding should easily meet or exceed the quality and avail-

ability of wood mouldings. In addition to the obvious life cycle, sustainability, and aesthetic advantages of cellular PVC trim over wood, there are some less than obvious advantages. For example, using a cellular PVC adhesive to join cut edges creates a bond that will never open. For applications such as window trim this means your miter seams when sealed with cellular PVC adhesive will never open. Even the best of woods installed under the best practices will shrink over time, causing gaps at the mitered seams.

Education and training

Ongoing education and training are imperative during a category shift. Learning the nuances of the products you offer will allow you to be an invaluable resource to your customers. For example, although the uses for wood trim and cellular PVC trim are identical, there are differences in the way the products need to be sold.

To successfully sell an alternative trim product, make sure your supplier has provided all of the pertinent information tools for selling a premium product. For instance, the higher price point of a cellular PVC trim can sometimes be an objection, but when you can answer your cus-

LBM DEALER Smitty's of Falls Church, Va., opened a specialty window shop, with an all-Azrr storefront to advertise the trim on the inside,

tomer honestly with facts on the costs vs. value, the objection can be overcome. In the case of trim, you would want to be armed with information such as "on the wall costs," lifecycle costs, breadth of product line, widths and lengths. maintenance requirements (or lack thereof!), sustainability, and warranty details. just to mention a few. Armed with this type of information from your supplier, you can easily discuss the advantages of alternative materials over wood.

Very often, new materials also offer new opportunities. Finding and taking advantage of these opportunities can further separate your business from your competition. Look for the strengths of new materials and then identify how you can offer that product or service in your market. In the case of cellular PVC trim, new trim alternatives can be heated and formed around radius curves or shaped into arches, resulting in reduced time and labor costs.

Also, dealers that have selected a cellular PVC trim that can be milled have been successful in expanding their millwork divisions by producing high-demand, low-maintenance milled items such as columns, railings, gingerbread, and custom profiles.

In the end, being able to instruct your customer on best practices in the field, to get the most of the material will most significantly increase your

value to that customer. When selecting a supplier, require that they provide training on all aspects of installation so your staff can both sell the added value and be a resource for the customer.

Partner solutions

Many real-life product innovations and solutions either arise on the jobsite or evolve through partnerships with manufacturers. It is ideal to know who your manufacturers are aligned with and how it can help you sell and grow the category. For example, Azrx Building Products entered into partnerships with Pella Windows, Walpole Woodworkers, and many national column manufacturers so backyard accents, amenities and more elaborate columns made with our low maintenance material are easily available across the country.

Oftentimes, it is your customer's need that prompts a call to a manufacturer as you work to solve their challenge. In response to a call like this, partnerships are often a source of ongoing product technological advances as a reputable manufacturer would seek to improve and provide appropriate solutions. For example, when contractors contacted Azer about the best way to fill nail holes, we found a nail hole and bonding solution from Devcon, and offered dealers the exclusive on their

TrimBonder product line. When some contractors wanted to paint their Azpr trim darker colors, which is often an issue with cellular PVC-based products, we aligned with Sherwin Williams to promote paints with VinylSafe Color Technology as a solution to painting trim dark coiors.

The bottom line? Make sure your trim manufacturer has the industry connections that will keep the innovations and solutions flowing. By partnering with a leader, you will also be a leader.

Market slowdown = new opportunities

The recent market downturn represents an opportunity for dealers to stand apart. Offering branded products, backed by manufacturing quality and capacity, branding and marketing programs, dealer incentive programs, web-based leads, architectural specs, and a sales force for pull through, is the best path to success in today's market.

In the trim category, along with all of traditional product Q&A's you will ask, you will want to identify a trim manufacturer that is set up to support your sales efforts with pull through support, whether from leads, sales support, or selling tools. You will also want to investigate the product's stocking distributors to determine their commitment to the product as well as their level of product availability, product line depth, and customer service. Remember that this distributor will be your front line of support and your partner through the market transition so their commitment and support can be invaluable.

As you do with any other product you sell, keep the big picture in mind. Trim is a year-round business, not seasonally driven like some of the other products you may sell. Therefore, you will have the opportunity to sell trim products throughout the year. Selecting the right product, knowing the product you sell, and bringing the full value of your trim product to your customers-from education to distribution-will go a long way to ensuring that you will succeed in selling the new generation oftrim products.

- Ralph Bruno is president of Azex Building Products, Inc., which specialiTes in low-maintenance exterior products, including Aznx Trimboards, Azex Mouldings, and Procell decking. He can be reached via www.azek.com.

Trim producer stretches out

r|-IHIS year. PVC trim manufacturer |- Koun Trim Products is refocusing on product innovation and contractor/ remodeler inspiration and education, launching several new product lines and programs.

"In 2006, we changed the name of our business from Koun Trim Boards to KoMA Trim Products," said Patrick Shabal, sales and marketing manager. "The bulk of our business has been linear boards. but now our customers are expecting innovations that favor more ornate levels of trim detail and economical installations."

One such creation is the launch of a new line of moldings designed to complement existing products, while

providing flexibility and versatility on the jobsite. The collection features eight types of standard moldings and four specialized versions. Series I of the Allure Collection debuted in late May at the PCBC show in San Francisco.

New this year is Kotr,ra's Building Professional of the Year Program. The goal of the program is to educate and inspire others, enabling architects, builders and contractors to expand their use of Koun products. Each year a winner will named and given the opportunity to educate other professionals by sharing their ideas and concepts for using Kova, products.

Kove. is also now marketing a "millwork grade" product marketed as Kon,t.tyyT. The product extension supports a segment of the trim market where a fine core cell structure is desired for millwork and routed applications. "Our company has made thin freefoam for over two decades for the sign and graphics industry," Shabal said. "Our plant expansion and added capacity (100,000 sq. ft. in 2006), coupled with our dual technology offering, should put most customers large or small at ease."

An optional product wrap, introduced last year, helps keep trim from becoming damaged and soiled while in transit, storage or on a jobsite. "The market has convinced us that there is not a builder that wants their trim carpenter or painting crew spending one minute cleaning mud and footprints off trim," said Shabal. "We have always been known for our product's exceptional surface toughness, but now we are arriving to the jobsite 'paint ready clean.' We were certain this innovation would be appreciated by our distributors and dealers. In less than a year. over half of our orders

leave our plant wrapped."

Looking ahead, Kotlra is planning additional new products and tools to better educate and inspire trimboard dealers, distributors and end-users.

NEW "millwork grade" trim targets buyers requiring a fine core cell structure for millwork and routed applications,

PVC trim products can be used for a variety of applications, including fascia, window and door surrounds, flat panel applications, custom millwork, decorative columns and trim.

BUILDING Professional of the Year Drooram recognized Peter Luciani, Luciani bui[Oing Group, Stratham, N.H., who captured a designer look with an ornate feel.

Market tile rooftng as th e gre en *lf_grn at-ive

fNCORPORATING earth-friendly products such as conIcrete and clay roof tiles can help builders earn green building points-and attract prospective homebuyers in a slow market.

It's important to note that some building products are inherently green. Clay and concrete roofing is made from natural materials. With more advanced manufacturing processes, the energy used to make these products and the environmental impact of sourcing materials have been greatly reduced.

Many green building programs cite the use of durable products as an important way to increase a building's green rating. Both concrete and clay tiles are extremely durable, able to withstand wind, hail, rain, earthquake, and even fire. Because of this durability, they also require much less ongoing maintenance than other roofing products.

Energy efficiency is another staple of green building. Properly installed, concrete and clay roofing can help maximize a building's energy efficiency by reducing heat trans-

ference by up to 4OVo , reducing air conditioning costs in the summer and heating costs in the winter.

Another goal of green building is to use locally sourced products. Manufacturers of concrete and clay roofing products often build manufacturing plants in close proximity to -if not immediately next to-the sites from which needed elements are mined. Finished products also tend to stay local, usually within 500 miles.

Shorter shipping distances means less fuel is used to transport finished products, and less polluting vapors pour from truck tailpipes into the environment. Competing roofing products are often shipped much farther than 500 miles.

Concrete and clay roof tiles can also earn points toward a home's green rating because they off-gas virtually no toxic fumes after being cured at the manufacturing facility.

Concrete and clay tiles should be a consideration for any green-building project.

CLAY TILES in the familiar banel shape are updated with up to five dilferent colors.

CONCRETE TILES can simulate the appearance of traditional stone, slate, or wood shake roofing.

- Richard K. Olson is technical director of the Tile Roofing Institute. He can be reached at rolson@tileroofing.org.

PIug tax credits to pad insulation sales

IXIANT to sell more insulation

V Y and other energy-saving products? Just educate your customers about special federal tax credits that will expire at the end of this year.

"The energy-efficiency tax credits offer multiple benefits-just like energy efficiency itself," said Andy Kasner, assistant energy secretary. "Taxpayers can reduce their tax bills, improve the efficiency of their homes, and reduce their energy costs."

To help boost sales, insulation manufacturers have added tax credit information to their websites. Guardian Building Products has also conducted educational seminars at trade fairs, produced consumer-education flyers and in-store posters for retail customers, developed targeted co-op advertising, and offered an additional consumer rebate of up to $70 per house.

"We wanted to make our customers the bearers of good news, by enabling them to educate buyers about the tax credits," said Teri Watson, vice president of marketing at Guardian.

Part of the Energy Policy Act of 2005, the tax credit for insulation is lOVo of the cost of the product (but not installation charges), up to a maximum of $500. To qualify, the installation must meet or exceed requirements of the 2004 International Energy Conservation Code. Products that limit air infiltration-such as caulk, weather stripping, and foam sealants-can also earn tax credits.

At least 46 million U.S. homessome less than five years old-are under-insulated, according to

Harvard's School of Public Health. Last winter, homeowners spent an average of $862 to heat their homes. Air-conditioning this summer could be even more expensive. Installing more insulation is one of the quickest, easiest, and most effective ways to cut energy costs and improve year-round comfort.

Tax credits are also available to builders: $2,000 for each energy-efficient home built the end of the year. There is no limit on the number of homes that can qualify, but each one must cut heating and cooling costs by at least 507o. Yerification by the Residential Energy Services Network is also required.

Modeling software from Owens Corning can help builders meet the strict standards. "This calculator is

designed with one simple goal: to make the process easier for our builder business partners," said John Pagano, vice president of builder strategy at Corning. "Without question, this kind of legislation requires understanding and following a process that's often technically and administratively difficult."

For both homeowners and builders, time is running out on these tax credits. To qualify. all energy-saving products must be purchased and installed by December 31,2001

"Taking advantage of the federal energy-efficiency tax credits can help ease those energy bills while also paying the 'dividend' of lower income tax bills for 2007 ," said Kateri Callahan, president of The Alliance to Save Energy.

ALERT insulation buyers that they may be eligible for

EIOR retailers and distributors, it f' may seem as though the process of sorting though flooring options is never-ending. Tile, laminate, engineered flooring, and others are flooding the market, promising quick and easy installation and no-hassle guarantees. Despite these product trends, solid wood continues to be a favorite with homeowners.

It is undeniable that solid wood floors add value and character to homes or commercial buildings. Homes with wood floors sell faster, and often for more money, because of the flooring's inherent properties: durability. ease of maintenance, environmental properties, and compatibility with any d6cor. When installed properly, wood floors out-perform other flooring products, making them a very sound investment.

Factory-finished and engineered flooring are gaining in popularity, but site-finished flooring is still the only way to get that classic, smooth, tightfitting look. Site-finished also allows for feature strips and customization, a growing trend among homeowners.

"Each product type has its place," said Mickey Moore, technical director at NOFMA-The Wood Flooring Manufacturers Association. "Enqi-

neered is excellent for below-grade applications such as basements. Factory-finished products offer less hassle, but they aren't appropriate for all applications. The beveled edges collect dirt, so high traffic areas, like kitchens, should have site-finished floors to avoid a messy accumulation of debris."

When it comes to species, exotics

are gaining popularity but solid oak is still king. According to NOFMA, oak shipments have increased nearly every year since 1966. Shipments last year leveled off and then fell slightly from the record years experienced in 2OO4 and 2005, but solid wood flooring is still very popular. While oak remains the most often used species, domestic species such as cherry, hick-

Wood Over Concrete Slab?

Improved adhesives and moisture retarders have made it possible to successfully glue solid-wood flooring to concrete slabs-which are the construction norm in many Parts of the country. Previously, this type of installation was recommended for parquet flooring only.

Previously NOFMA did not recommend glue down for two reasons: a concrete slab does not behave the same way as a traditional wood system, particularly with respect to nailing, and a slab can be a potential moisture source that will adversely affect the performance of wood flooring.

According to NOFMA, glue-

down applications require installers to take additional steps to ensure success. A new tip sheet, which can be purchased for $5 or downloaded free at www.nofma. org/gluedown, offers guidelines for on- or abovegrade installations using NOFMAcertified wood flooring. Topics include job-site conditions, handling and storage of the wood flooring, and slab requirements.

Since some wood floor manufacturers "may not approve of direct glue down application of their solid wood products, we always recommend checking with the manufacturer prior to installation," said NOFMA technical director Mickey Moore.

ory, maple and walnut continue to be popular.

Imported products, primarily from South America and Asia, continue to gain popularity so it is now more important than ever to know exactly what you are buying. "Imported exotic species are raising concerns because of the lack of enforcement on harvesting procedures in foreign countries," said Timm Locke, executive v.p. of NOFMA. "When it comes to imported pre-finished flooring, many products may not be what they are sold as and some likely come from virgin tropical forests."

In fact, the U.S. government recently launched an investigation of the wood-flooring global marketplace. Among the issues this investigation will examine are illegal logging practices, black market timber purchasing, environmental regulations, and labor practices in producing countries. Locke said there is also concern that the glues and finishes used in imported flooring may contain unsafe levels of harmful chemicals such as mercury and formaldehyde.

"It's a fact that many of the countries where these imports are made have loose environmental regulations," he said. "So it stands to reason their products may be less safe."

In addition to a wider mix of species, NOFMA also sees preference for a much wider array of grades or appearance characteristics. "We've seen continued and growing popularity of more rustic looks in some parts of the country," said Locke. Wider boards are gaining popularity, as are darker finishes and darker woods. Site-finished wood flooring continues to give the consumer the opportunity to customize species with stains and refinishes.

"As consumer tastes move toward wider boards, the behavioral characteristics of wood play a bigger role in the floor's performance," said Moore. "This is all the more reason to make sure the product was made right in the first place, to avoid problems later on."

The association believes that the best way to ensure that a wood floor will last is to buy certified products. NOFMA certification requires manufacturers to be regularly inspected to make sure they meet high grading and milling standards set by the association.

"NOFMA-certified means you'll get a well-made, properly functioning

floor: the tongue and groove fit together, the moisture content is correct, and it meets strict grading stan-

dards," said Locke. "Basically, it is what it says it is and we are willing to back that up."

OAK FLOORING is still king with homeowners, as this kitchen illustrates.

etitive ligence

On time, in fulland on the money

By Carla Waldemar

nUE to the April deluge that l-rTswamped the East Coast, the phones at New England's Jackson Lumber & Millwork wouldn't be working anytime soon.

Not to worry. While this predicament could cause major mayhem at many a company, it was business as usual (well, almost) for this outfit.

Phones are fast becoming antique collectors' items at Jackson since the company recently reinvented the way it operates its manufacturing plant. These folks have executed a bold. 18O-spin from "how we've always done it" in the good old days. (And those days had been good, indeed, to Jackson's three-location, 157-employee operation, founded 5l years ago, with Al Torrisi at the helm today.)

But who's to say that "good" can't get better, with a couple of new best-practices put in place? By reinventing its complete manufacturing operation, the facility has dramatically reduced lead time, improved service, cut back on manual labor, and dropped operating costs by an enviable 2.4Vo.

Here's the backstory, as told by Joe Torrisi, Al's nephew and v.p. of millwork operations, talking via cell while the land lines were down. Business didn't take a hit because, under Joe's lead, those phone lines have been replaced by faster, more accurate communication on computer programs.

"When I first started," recalls this third-generation member of the Torrisi leadership, "the manufacturing plant in Lawrence, Ma., operated in a very large, very old textile mill"-four floors that involved schlepping product by elevator to loading dock and back. "We had a six-day cycle to build, process and ship an order, after a three-week lead time for us to buy materials. We thought we were doing well till we hooked up with [industry consultantl Ruth Kellick-Grubbs. She put me in touch with other people around the country, where we talked

about 'just in time' and other nifty little buzzwords. You learn plenty from those roundtables, where you see what other people do. I'm in marketing, not a manufacturing engineer, so I tap into others."

And then proceeded to walk the talk.

Backstory to the backstory: "We were doing our millwork in that very difficult space," Joe continues. "We decided we needed more room for the windows division, so we rented space a mile away-but it was bad: 40 by 350 feet, with doors in the middle, so everybody was always walking 150 feet. My uncle Al owned a 22-acre parcel in Raymond, N.H., half an hour north-an old asphalt plant with I I acres wide open. We were already paying rent, so we decided, why not operate there and pay the rent to ourselves?

"We decided to expand our market into New Hampshire and open a lumberyard there. But lo and behold," Joe laughs, "that meant we'd need an office and a showroom. too. So. 'Okay, let's move the window division up there, too.' We did thatmoved up all exterior products four years ago."

One good move inspires another. Joe kept tuned to how other successful companies ran their business and then, in turn, convinced Jackson to adopt those tricks as the way to go. "We changed our business model for shipping," Joe explains.

The company had been running trucks back and forth countless times a day. "Instead, it made sense to buy new trucks-the biggest ones on wheels-and do one daily bread run, jam-full."

Centralized shipping made sense. So did realigning Jackson's properties. "We worked from two locations, 10 miles apart. So we decided to ship from Lawrence and moved millwork to the building we'd just built in Raymond-54,000 sq. ft.-which opened in January 2006."

The new building was designed with efficiency at the fore. "Here, we can use more machinery instead of labor to move product." (People were not laid off, but put to better use, he hastens to note.) "We used our vertical space, installed racking-and didn't move it around by hand. We found out, right in the first few months, that it gave us better efficiency."

But it didn't chisel away at lead time, still stuck at six days. "So I put

CONSTRUCTING a new 54,000-sq. ft. building in Raymond, N.H., provided Jackson Lumber & Millwork with hbovd more room and the opportunity to remnfigure its storage space and its (below) production lines for maximum etficiency.

out a call for help to our lead man, who knew a consultant I could hire for a four-month project," Joe says. "We started the LEAN initiative (modeled on the Toyota plan aimed at doing more and more with less and less: improving your systems so you can increase capacity). We got that six-day lead time down to"-gasp!-"a day and a half. What we produce today will leave tomorrow," he can guarantee with pride.

Here's the way it worked. Joe brought in his own company's "resident experts," as he calls them-guys from the shop, to walk Joe and his consultant through their procedures in order to shed light on how to tighten them up.

"But with those changes came a culture change for the guys on the shifts," he points out. "They were used to more time. Some were a little slow to jump on board, but actually it ended up making their day easier. Now, at the end of the day we say, 'Here's a piece of paper. Here's tomorrow's order, so they know exactly what they need to do."

"And as a manager," he adds, "I get a report every day"-via email, of course-"that tells me if the order was completed OTIF (On Time,In Full, to borrow Ruth Grubbs' favorite mantra). We're big on measuring, so now I know that if, say, 150 widgets had been scheduled that day and the order went out 98Vo complete, I have a benchmark. I can track it and work toward achieving shipping in full."

"I can do this now," he unfurls the story a bit further, "because we have in-house software, not a canned program."

Another of those aha! moments: "We had a salesman on staff who'd been embellishing our program, on and off, over the years. I went to my uncle and said, 'Having a computer tech is so important, so let's get him off the road-others can go out and sell.' So now he's on board in an upper-management position in IT."

Part of that OTIF mission was made possible thanks to the software he tailored, which prints reports. These days, salespeople receive emails at 8 p.m. asking what order the plant should produce for them. "They must proactively acknowledge it right away," says Joe. "Then we execute it. Also, they get automatic emails regarding back orders so they can notify their customers immediatelyand it's all done via computer," Joe

glories in the time and errors saved: "The computer spits it out: No more sitting on the phone."

It also compiles those individual orders into one grand mega-order for the next morning. "At l0 a.m. there's a freeze," Joe says. "Then it prints out the next day's door line work, for instance, so guys can pull tickets and do the prep work that afternoon." Best yet: "We're making exactly the parts we need, so there's no storage. ("Can we add one order to the day?" they still may ask, and it's always "No,we can't.")

That's because, rather than order-by-order, the computer compiles all door orders for the coming day. Then it breaks them down, starting with the most challenging ones-grouping, say. all those that require one color of hinge; then combining them by height and size into a single run-down.

The payoff: Operating costs have plummeted 2.4Vo. "We couldn't have done it in the old location, blut we can do it here, with the help of new technology and the software guy. We rolled it out slowly, in three different steps. But at the end of the day," he grabs another quote from Ruth, "it boils down to three factors: location. software and the person."

Cost-savings lead the benefits, but consider this: Jackson' s new business model requires fewer bodies to do the same amount of work-bodies put to better use elsewhere in the company. Deliveries are better and back orders

are fewer. "And now," Joe adds, "I can track my labor utilization. If it takes 100 hours, now I charge my customers for 100 hours; I can pass that cost along to my customers. Before, I was making up the difference with lower margins. Now, I'm more confident that our margins are what they need to be."

Adds Ruth, "Jackson has transformed the manufacturing process to one that's the most flexible, most responsive system I've seen. They can flex their workforce, dramatically reduce their lead time, and improve their service."

"Fewer men, better turns. It's all good," agrees Joe. "Everybody's happy-the c.f.o., the customers-and Ruth."

- A former award-winning LBM trade magaTine editor, Carla Waldemar writes frequently on the industry. Contact her at cwaldemar@mn.rr.com.

FINISHED products are ready to roll.

Rslrrrns

84 Lumber finalized a $200million sale/leaseback deal with Spirit Finance Corp., Scottsdale, Az., which purchased 53 stores and one truss plant that 84 will lease for at least 20 years ...

True Value Hardware, Mariposa, Ca., within three years will build a 20,000-sq. ft. home center on 3.6 acres across the street from its current 4,800-sq. ft. store ...

Mission Supe rH ardware, San Gabriel, Ca., acquired Alosta Ace Hardware & Paint, Glendora, Ca., from Bob Brown in mid-May and renamed the store Mission Ace Hardware

True Value Hardware,Taft, Ca., opened an adjacent King's Nursery & Outdoor Living June 2; Eric Cooper, owner; Lowell Bennett, ex-Cornerstone Nursery, nursery mgr....

Lowe's Cos. anticipates new stores openings in 4th quarter 2O07 in Vernal and W. Bountiful. Ut., and Dublin and Puente Hills, Ca....

Lowe's will build a 140013-sq. ft. store with 32,940-sq. ft. outdoor garden center in Spokane Valley, Wa.; received approval for a 140,000-sq. ft. store with 31,000-sq. ft. garden center in Hollister, Ca.; won rezoning of a new store site in Eugene, Or., and is considering discontinuing efforts to build in Vallejo, Ca., due to environmental regulations

Lowe's is increasing its current share repurchase program by $3 billion through fiscal 2009 ...

Home Depot continues negotiating to build in a new development planned for a former Weyerhaeuser site in North Bend, Or.; applied to build on 30 acres in Placerville, Ca.; received approval

for a second store in Pleasanton, Ca., and evacuated its store in Ontario, Ca., for nearly two hours after a forklift broke a natural gas line connected to a heater inside the store ...

Kihei Ace Hardware, K\hei (Maui), Hi., held a grand opening May 19

Rex Ace Hardware, Petaluma, Ca., will reopen next month, l3 months after the facility was gutted by fire ...

NorthWest Floors is building a new 7,500-sq. ft. showroom in Billings, Mt., to relocate its retail and commercial divisions: an Oct. 1 completion is forecast

Wmrrslrrns/ilrrurrcrur:rs

Anthonv Forest Products has placed its-Power Building System, LtC distribution facility in Riverside, Ca., up for sale

Ore gon Woodworking, Bend, Or., will permanently close this summer and sell off its remaining lumber inventory, blaming competition from China ...

Nevada Wood Preserving, Silver Springs, Nv., suffered a May 20 fire that destroyed $20,000 in inventory, but caused no other damage ...

Timberlake Forest Products, Spokane, Wa., permanently shuttered its fingerjoint stud mill May 4 due to market conditions

RSG Forest Products has resumed production at sawmills in Kalama. Wa.. and Mist and Molalla, Or.; its Estacada, Or., mill remains idle

Arch Wood Protection, Smyrna, Ga., had three of its treated wood products added to the GreenSpec DirectorvSillBor. Wolmanized L3, and FiameGuard ...

Boise Engineered Wood Products has completed a two-year expansion project, significantly increasing capacity at plants in White City, Or., and Alexandria, La....

Masco Corp. has acquired wall panel/millwork installer Erickson Construction Co., Chandler, Az., and millwork/door/windows/hardware installet Guy Evans, Inc., Indio, Ca., as part of its Masco Services Group division

Canfor Corp., Vancouver, B.C,, has idled indefinitely its sawmill in Mackenzie, B.C. ...

Quanex Corp. is reviewing strategic alternatives for its building products group, including selling it, spinning it off, or forming a joint venture ...

Masisa USA announced that its MDF interior moulding products are in compliance with new formaldehyde emissions restrictions to be implemented in California in Jan. 2OO9 ...

National Frame Builders Association will be renamed National Frame Building Association, reflecting its service to the entire post-frame industry, not just builders

APA-The Engineered Wood Association is now accredited as a standards developer by American National Standards Institute

New Web site; Lumber Association of California & Nevada, www.lumberassociation.com

Anniversaries: Larsen Bros. Lumber Co., San Leandro, Ca., l25th A.L.L. Roofing & Building Materials Corp., Los Angeles, Ca., 7Oth ... Forest Products Society, 60th ... Long Beach Plywood & Lumber Co., Signal Hill, Ca., 60th Arrow Lumber & Hardware. Eatonville. Wa., 10th...

Housing starts in April inched up 2.5Vo to a seasonally adjusted annual rate of 1.528 million single-family starts clirl:f,ed I.6Vo to a 1.225-million pace, while (Please turn to page 67)

We Do Specialty Plywood...

Listings are often submitted months in advance. Always verifi dates and locations with sponsor before making plans to attend.

futtt

National Lawn & Garden Show - June 12-14, Grand Sierra Resort, Reno, Nv.; (888) 316-0226.

Los Angeles Hardwood Lumberman's Club - June 14, election night, Cedar Point Inn, Brea, Ca.; (323)723-9856.

Guardian Building Products - June L8-20, summer show, Convention Center, Charlotte, N.C.; (864) 297-3498.

Tuolumne Lumber Jubilee - June 21-24, Tuolumne, Ca.; (800) 266-6436.

Western Wood Preservers Institute - June 24-26, stmmer meeting, Running Y, Klamath Falls, Or.; (800)729-9663.

Umpqua Valley Lumber Association - June 27-29, Mill Week, Canyonville, Or.; (541) 874-2281

Temperate Forest Foundation - June 27-30rteachers tour, Portland, Or.; (503) 579-6762.

Inland Empire Remodeling & Design Show - June 29-July I' Ontario Convention Center, Ontario, Ca.; (866) 883-9665.

furv

Western Hardwood Association - July 14-16, annual meeting, Sunriver Resort, Sunriver, Or.; (360) 835-1600.

National Retail Federation - July 18-20, online merchandising workshop, Loews Coronado Bay Resort, San Diego, Ca; (202) 783-797 t.

Association of Woodworking & Furnishings Suppliers - July 18-21, AWFS Fair, Las Vegas Convention Center, Las Vegas, Nv.; (714) 557-3663.

Western Red Cedar Lumber Association - July 19-21, annual buyers & sellers conference, Grand Okanagan Resort & Conference Centre, Kelowna, B.C.; (866) 778-9096.

Mountain States Lumber & Building Material Dealers Association - July 16, golf tournaments, Ranch Golf & Country Club, Westminster, Co.; July 20, Sandia Golf Club, Albuquerque, N.M.; (800) 365-0919.

NOFMA-Wood Flooring Manufacturers Association - July 26-29, summer meeting, Amelia Island Plantation, Amelia Island, Fl.; (901) 526-5016.

Rogue Valley Hoo-Hoo Club - July 27, golf tournament, Rogue Valley Country Club, Medford, Or.; (503) 778-0155.

Auousr

Humboldt Hoo-Hoo Club - Aug.3, golf tournament, Ukiah, Ca.; (707) 268-3000.

Window & Door Manufacturers Association - Aug. 4-7, summer meeting, Cambridge, Md.; (800) 223-2301.

Los Angeles Hardwood Lumberman's Club - Aug. 10, meeting, Steven's Steakhouse, Commerce, Ca.; (323) 723-9856.

Paulina Hoo-Hoo Club - Aug. 10, annual golf scramble, Meadow Lakes Golf Course, Prineville, Or.; (541) 447-5962.

Home Remodeling & Decorating Show - Aug. 10-12' L.A. Convention Center, Los Angeles, Ca.; (818) 557-2950.

Wood Truss Council of America - Aug. 15-17' open quarterly meeting, Holiday Inn Golden Gateway, San Francisco, Ca.; (608) 274-4849.

Orgill Inc. - Aug. 16-18, fall dealer market, Las Vegas, Nv.; (901) 754-8850.

Atlas Lumber Co. - Aug. 17, forest products careers open house, Chino, Ca.; (909)59 I -9442.

Mountain States Lumber & Building Material Dealers Association - Aug. 18, golf tournament, Rochelle Ranch Golf Course, Rawlins, Wy.; (800) 365-0919.

Old Time Lumberman's BBQ - Aug.25, Simpson Timber Co., Korbel, Ca.; (800) 637-7077.

qtion news

Western Buitding Material Association has enlisted Greg Brooks, executive v.p. of the LBM Institute, to present a four-hour workshop on "Strategies for a Megaplayer Marketplace" during its mid-year meeting July l8-20 at the Coeur d'Alene Resort. Coeur d'Alene. Id.

Also on the agenda are roundtable discussions, strategic planning session, a dinner cruise, and meetings of the board of directors, insurance trust, and WASI board.

Mountain States Lumber & Building Material Dealers Association will co-host the Colorado WOOD Council's summer golf tournament July 16 at the Ranch Golf & Country Club, Westminster, Co.

Members retum to the slopes Aug. 18 for the Wyoming golf tournament at Rochelle Ranch Golf Course,

Rawlins, Wy., and Sept. l4 for the Western Slope golf tournament at the Rifle Club Golf Course, Rifle, Co.

Lumber Association of California & Nevada has slated its next board meeting for July 12-14 at the Evergreen Lodge in Yosemite, Groveland, Ca.

A week later, the 2nd Growth group kicks off its summer conference July 19-21 at the La Quinta Resort & Club, La Quinta, Ca.

Western Hardwood Association will meet at the Sunriver Resort, Sunriver, Or., for its annual meeting, golf tournament, and awards dinner and auction on July 14-17.

Keynote speaker will be Chuck Reaves, discussing "Why Can't Everyone Be Just a Little More Like Me?" Castle "Skio" Newell III will

speak on "Quantum Leadership" at the buffet dinner.

Other speakers include Glenn Ahrens, OSU extension agent; Jack Clark, president, Hardwood Forest Foundation, and Grace Terpstra, lobbyist, Hardwood Federation.

North American Retail Hardware Association recently honored young hardware retailers, including Merritt Morris, Imperial Do-it Center, Brawley, Ca., and Mike Nelson, Nelson's Ace Hardware, Selma, Ca.

Engineered Wood Technology Association, a nonprofit supplier organization of APA, will present a half-day seminar on employee recruitment, retention, and succession planning June 21 as part of the Forest Products Machinery & Equipment Expo in Atlanta.

qlled es Builders need you

when you add value

By Roy Burleson

fD EFORE vou set too excited about -fDtne ritte bf th-is anicle. you might want to examine your organization's value proposition.

Builders need solutions! They need suppliers that add value. While it's true that building material dealers add value in the supply chain. some are rewriting their business plans to increase their worth to the construction industry. Some have looked around, see no real difference between their offerings and the competitors' down the street, and feel it's time for a change.

First, let's look at some of the dayto-day challenges builders face. Homes have to come in, on or under budget. Schedules have to be met. Customer complaints have to be reduced or eliminated. They also have to wrestle with insurance and liability issues and honor wananties. Builders have personnel issues and employee turnover just like any other business. Juggling subcontractors can also be a daunting task. And, of course, for those builders that want to create a positive image and reputation in their respective markets, customer satisfaction is always on their minds.

Owners of smaller organizations might deal directly with these issues, while larger builders might have dedicated personnel assigned to them. Either way, it costs the builder time and money to juggle these and other tasks.

Before addressing a possible solution, let's also take a peek at current market conditions. It's no secret that new construction has slowed dramatically in many parts of the country. Today's business climate has caused the entire industry to look at their organizations differently. Your competitor wants (needs) more market share to make

up for the slowdown. If the competition accomplishes this goal, others in his market will lose even more business.

Builders wield a lot of power. They dictate what products go into their houses and who installs them. All across the country, both suppliers and subcontractors are looking for new and better ways to earn the builder's business while attempting to stay profitable. And it usually comes down to one of two options: lower prices or increase value. If a dealer simply supplies, price frequently becomes the differentiator. On the other hand, if you offer services like installed sales, they tend to add value and take the focus off price. Sharp builders recognize the difference between low prices and solutions-focused cost savings.

Just compare our industry today to just a few years ago. Most dealers were reluctant to offer installed sales. However, that's not the case today. Because they need to differentiate themselves, many dealers offer installation services for the building materials they sell. They recognize that service adds a lot more value than simplv

supplying products. Many dealers are installing framing, foundations, plumbing, doors, windows, kitchens, fireplaces, garage doors, insulation and after-paint products for the builder.

Also, many specialty contractors are adding other installation services to their core installed product offering. Some that offer five to 10 installed products might have been offering just one or two a few years ago. When a supplier helps the builder save time and money by offering bundled installation services, it makes the builder's job easier. The fewer calls the builder makes, the fewer subcontractors he has to juggle and the more valuable the installing supplier becomes. Billing is also simplified when the builder has fewer installers on the job. One statement is easier to process than a halfdozen.

Most dealers sell quality products. When things go awry on the jobsite, the cause is usually poor or late installations. In today's business climate, builders need meaningful solutions, while dealers need additional sales. Why not consider providing the builder with cost-effective solutions and at the same time, generate more income per house by offering installed sales?

If you currently offer installed sales, consider adding to the services you currently provide your customers. The more services you offer and the more solutions you provide, the more difficult it becomes for the competition to make a run at your business.

- Roy Burleson is director of Builder Solutions for Guardian Building Products, Greer, S.C. Contact him at (248) 760-5791 or roybur Ie s o n@ bp. g uardian.c om.

84 Lumber Buys Colorado Businesses

84 Lumber Co. has purchased JAC & Co. and Front Range Panel, two Denver. Co.. area companies to support its network of 475 stores and 22 truss manufacturing plants.

J.A.C. is a seven-year-old provider of installation services, such as framing and trim, to professional contractors. Front Range Panel is a wall panel component plant serving the professional home building and construction market.

The two firms will operate under the 84 Lumber banner as, respectively, an 84 Lumber installed services hub and an 84 Components plant.

"This strategic acquisition allows us to greatly expand the services we offer to the professional contractor market in the Denver Metropolitan area," said Frank Cicero, 84's executive v.p. of operations. "The addition of these services in the market is part of our national strategy to continue to grow our presence in the component manufacturing and installed services areas."

84 Lumber already operates one truss plant and five lumberyards in Colorado and will open a sixth store in Aurora in the fall.

ln 2OO7 , the chain will open at

AnrG8fr$T a;mnn&$ffi

least 30 new locations and 11 component plants in high-growth markets in the South and West, including California, Oregon, Utah, Arizona, Texas. Florida and the Carolinas.

Swanson Acquiring McKenzie

Swanson Group, Inc., Glendale, Or., has entered into a definitive purchase agreement to purchase McKenzie Forest Products' plywood and veneer facility in Springfield, Or.

The transaction is expected to close by June 29. Swanson intends to resume operations at the facility in early July.

Gollins To Run Tree Farm Mill

The Collins Companies, Portland, Or., will build and manage a $35-million lumber mill for GreenWood Tree Farm Fund near GTFF's newly acquired tree farm in Boardman, Or. Collins will market a line of fastgrowing tree farm products under the trademark "Pacific Albus."

Construction on the mill is expected to begin in the third quarter, with operations to begin in second quarter 2008. Once fully operational, the tree farms, harvesting, and mill operations will employ more than 150 people.

GTFF acquired the 17,000-acre, hybrid poplar tree farm from Potlatch Corp., Spokane, Wa., for $65 million.

All-Coast Forest Products has upper-grade qUality redwood, ready to mill and ship.

Some of redwood's unique advantagn: Umatched beauty Longlasting performance Resistance to warping, splitting, checking, and cupping . S[ength combined with light weight . Easy workability . Natural redstance to pests and decay Exceptional stain retention and bondability Made in tbe U.SA. California Grown

All-Coast mills to order, using California Redwood Association (CRA) and Western Wood Products Association (WWPA) patterns. Custom designed patterns are also available. Our dedicated fleet of trucks ensures complete, on-time delivery.

CET GENUINE, NATURAL REDWOOD FOR YOUR UPCOMING PROJECTS. ITS THE NMURAL CHOICE. CALL ALLcoAsr FoR MoRE INFORMATToN.

"This acquisition is the beginning of a new venture to capitalize on a unique combination of leading-edge sustainable tree farm technologies, advanced manufacturing techniques, and world-class environmental certification here in Oregon," said Jeff Nuss, president and c.e.o. of Portland-based GreenWood Resources, which manages GTFF.

The private equity fund was organized to acquire, develop and intensively manage fast-growing tree farms in North America and to manufacture and market Forest Stewardship Council-certified products.

AWPA Adopts New Name

Later this year, the American Wood-Preservers' Association, Birmingham, Al., will be renamed the American Wood Protection Association.

AWPA members recently approved the name change to better reflect their expertise across the field of wood preservation and protection.

Des gn Prne"

Guaranteed NOT to Rot!

Design Pine" is a nnge of exterior siding fim and brick mould producB that come with a 30-year guarantee not t0 rot.

Manufactured from sustainable plantation pine, Design Pine- is protected against decay and temite attack by a full pnetration organic treatment process and is pre finished widr a distinctive DIue two-coat primer system that is oven dried and plished and is guamnteed for 1 year before top @ating.

Design Pine* is a clear, defect-free, engineered, dimensionally stable prcduG that is easily handled and has excellent nailing charactedstia.

Proven over many years in the harsh climate ofAustralia, Design Pine'is now readily available in the USA.

Stimson Closing Plywood, Stud Mills

Stimson Lumber Co. will permanently close its plywood plant in Bonner, Mt., due to "chronic, longterm log shortages in western Montana." Stimson also has permanently closed its stud mill in St. Helens. Or.

The Bonner plywood facility, which employs about 140 workers, will close July 7. The on-site stud mill, which employs more than 100, will continue to operate.

The plywood machinery will be

auctioned off later in the year.

Earlier this year, the complex's lumber operations eliminated two shifts. Two years ago, the plywood mill downsized and laid off I l9 employees.

Roseburg Brings In Duratemp

Roseburg Forest Products, Roseburg, Or., agreed to take over production and sale of Duratemp plywood siding products from Stimson Lumber Co., Portland.

Roseburg began manufacturing the product in May and will take over sales July 6.

Stimson retains ownership of the tradename and will supply the hardboard faces to Roseburg, which will apply the veneers to

According to Stimson manufacturing v.p. Jeff Webber, the Bonner plywood mill had been forced to import 60Vo of its wood requirements from veneer plants on the West Coast and Canada. "There's just not enough supply in the region to support all of the produce the full range of Duratemp products, including longer lengths and primed panels.

"We are pleased with this opportunity for our company to support and grow the markets for Duratemp," said Roseburg president Allyn Ford. "This is an excellent siding product that complements our already broad selection of siding and other value-added panel products."

mills," Webber said.

The St. Helens stud mill was closed indefinitely in October. Stimson has decided to auction off the equipment and sell the property.

Capital Expands Chino DC

Capital Lumber Co., Phoenix, Az., is again expanding its Chino, Ca., distribution center to accommodate growth.

Last month, the DC added 2.5 acres of storage space next to its sales office to allow for improved services relating to its engineered wood business.

The facility serves Southern California through a 12.S-acre, asphalt-covered site with 40,000 sq. ft. of covered storage.

OSHA lnvestigates Yard Death

A Fernley, Nv., man died at a regional hospital after being struck by falling lumber at J.E. Higgins Lumber Co., Reno, Nv.

Fire spokesman Steve Frady said that Higgins' employees had pulled Jeffrey Isaac,3l, out from under the lumber by the time emergency personnel arrived on the scene.

OSHA officials are investigating the April 18 accident.

The day is long, but on the jobsite your customers can't afford to waste any ofit. SilvaStar@primed fascia and trim costs less than higher-priced cedar and composites. But the way it saves time is even more compelling. SilvaStar already comes factory coated with premium Otympico latex primer* - face, back, edges and ends. Ptus, our highest grade KD SPF fibre is rooo/o usable with virtua[[y no defects. Finatty, SitvaStar is tightweight, easily cut, nailed and instatted; another definite time saver. So your customers can use their day more constructively, and they will thank you for that.

*-*-*- For more information catt 6O4.264,6Ot5

O"-Y#:fC Stock SilvaStart for your custorers, ano teep them satisfied.

The customer or the order?

By James Olsen

THE building materials industry is I- very competitive. We are forced to compete on price, service and quality on every order. In the heat of battle we may lose sight of the most important thing: keeping the customer.

I'm all for competing for business; we must ask for the order more than once. If we are not willing to compete and compete diligently in the building materials industry, we will starve to death. What we don't want to do is put ourselves in a situation with a customer where we are selling them something that won't work for them long-term. This is not a recipe for building long-term customers who will buy from us again and again.

We must be careful that we don't give ourselves an excuse to give up too early on tough calls, but we do want to change our mentality from "I've got to get an order" to "I want to build a base of partners who will buy from me."

The "Customer or Order?" approach is also powerful when dealing with customers. Many times a customer will say something like, "You're just trying to get the order." We don't let these comments pass. We must tell our customers, "No, John, that is not true. I am not interested in selling you something that doesn't work for you. As a matter of fact, one order doesn't change my life at all. What will make my life better is having a partnership relationship with you."

Try this the next time you get in a tense or heated negotiation with a customer. You will see their attitude change.

Customers are dealing with salespeople all day that only want the order. That is what they have come to expect. We will have to show them, over time, that we are dealing with them because we want them as a part-

ner. We need to sell partnership along with our products. But just as selling products can be difficult, selling partnership can be difficult also, so don't expect an easy ride.

We will encounter customers that don't believe we really want to be their partner. We will encounter customers that are the flip-side of the "order only" salesperson. Some customers only want a cheap deal, they don't want partnership relationships. Just as it will take time to sell partnership, it will take time for us to recognize who will buy partnership.

partnership? When we begin to look out for our customer's long-term interest, they will begin to look out for ours.

The Gas that Drives the Car

Prospecting for new business is the gasoline of the "customer or order" sales approach. If our pipeline is always full, we will be able to be judicious about the orders we take or don't take.

Sellers who will not prospect do not fill their own pipeline. They are desperate for new business because they won't do the hard work of looking for and developing new customers. Because of this lack of professionalism, these sellers put a lot of sales pressure on themselves and their customers. They force themselves into situations where they have to get the order at any cost. This leads to losing customers (because we've over-promised and under-delivered or we've sold our customers something that ultimately doesn't work for them). Now we are forced to prospect anyway.

One of the most powerful things we can say to a customer is, "I'm sorry, John. I can't sell that to you. It just isn't right for your application/situation." If we want to separate ourselves from the masses of salespeople we are competing against, we use this phrase. Our customers will begin to see us in a different light. So many sellers want the order so badly they will find it impossible to walk away from a single order.

The "order or the customer" mentality shows us the way. Is this product/deal right for our customer? Will it really help them? will it build the

Not filling the pipeline also keeps us from being able to negotiate a fair deal for ourselves. When we don't have other business, we become desperate. Negotiating from desperation will produce poor, low margin, highhassle orders for us.

When we only try to "get orders," we make ourselves order takers. When we use the "order or customer" mentality in our sales approach, we give our customers more of what they need and build a partnership sales business for ourselves.

- James Olsen is principal of Reality Sales Training, Portland, Or., specializing in sales training for the lumber industry, and host o/The Sales Doctor Radio Show (www.salesdoctor.biz). He can be reached at james@ real ity-salestraining.com or (s03) 544-3572.

Lumberyard Comes To Utah

Standard Builders Supply, Salt Lake City, Ut., added a 7,200-sq. ft. lumberyard and hardware store June I in Payson, Ut.

The location is the company's second full-service store in the state and first in Utah County. "We have been increasingly servicing this area from Salt Lake and are optimistic about the growth in this end of Utah Valley," said v.p. Jim Ridd.

Since October, the team had been operating out of a rented satellite yard in Spanish Fork, Ut. The new yard currently has five employees, but plans to grow.

The primary concentration is contractors, although the new store also offers retail and wholesale sales.

Employing more than 2OO, Standard Builders Supply also operates a prehung door shop at its recently updated yard in Salt Lake City, a truss plant in South Salt Lake, and a concept center in Park City, Ut.,

Millwork Plant To Liquidate

Rocky Mountain Forest Products has closed its moulding and millwork plant in Laramie, Wy., and its parent company, Tewa Holdings, has filed to

liquidate under Chapter 7 bankruptcy.

Sister company Tewa Moulding, which closed its millwork plant in Albuquerque, N.M., Jan. 19, also filed for Chapter 7 bankruptcy.

The firm is unrelated to wholesaler Rocky Mountain Forest Products, Colorado Springs, Co., which continues operatlons.

Site Cleanup Nears End

The final phase of the Environmental Protection Agency's $15 million Superfund cleanup of the old Taylor Lumber & Treating facility in Sheridan, Or., will take place this summer.

The cleanup involves approximately I I acres of the 39-acre site, which is now owned and operated by Pacific Wood Preserving of Oregon.

Plant manager Sheldon Stewart expects "very little disruption" of day-to-day operations of the facility. "Both the EPA and the contractor have been very accommodating and helpful with the construction scheduling," he said.

"We will be utilizing every nook and cranny of the site to make room for the contractors," said Stewart, including the use of the employee

parking lot for untreated wood storage. To relieve overcrowding, customers will probably be asked to move treated material out of the plant more quickly this summer.

Bakersfield, Ca.-based Pacific Wood Preserving purchased the land and equipment from the bankrupt Taylor estate in 2002. As part of the deal, the EPA, Department of Justice, and Oregon Department of Environmental Quality agreed to permit PWP to treat with certain "low environmental impact" preservatives at the site. This allowed the agencies to draw a virtual "line of demarcation" between the wood treating chemicals used by Taylor and the newer products used by PWP, including borates, ACQ and copper naphthenate.

Previous cleanup at the site inciuded installation of production machinery. storm water management equlpment, and an underground retaining wall to hold contaminated groundwater in place for pumping and cleaning. In addition, an asphalt cap has prevented mobilization of existing soil contamination.

PWP also operates plants in Eloy, Az.; Silver Springs, Nv.: Leggett, Tx., and Bakersfield.

[t's our people, that truly set us apart in the maktplace We are a1 innovative and fastgrowing manufactuier tlbt still cAres about our customers 4nd hasrft forg€en the solid found&on of riuali# 'l grounds our roois. Witrpver:lS .years ofuperiefice, W{.{ie prwdri " our steadfast bdef in patrnrirry wttr cllensto meet rptonlvfieir marking nedS but ako their * manufacturing chalknges for the long haul. .: ::

onqls

Eddie Howdershelt, ex-International Forest Products, has joined Anfinson Lumber Sales. Fontana. Ca., as an inside sales rep. Blair Simmons, ex-Redwood Empire, is now sales mgr.-national accounts in Temecula. Ca.

Tom Crabtree, a founding partner of SCR Inc., Tigard, Or., retired May 31, after 50 years in the industry. He started with Georgia Pacific, Springfield, Or., in 1957, and then moved to North Pacific Trading in 1961. He co-founded SCR in 1976 with Don Simon and Pat Ryan.

Neil Elshire is mgr. of newly opened Shamrock Trading, Bend, Or., a division of Shamrock Building Materials. Traders include Eric Bennett, Scott Wintermute, John Ransom and Steve Lavalley.

Sakhawat Amin, ex-Weyerhaeuser, is now EWP supervisor for Capital Lumber, Tacoma, Wa.

Ron Deckert, Louisiana Pacific Corp.. Napa. Ca.. is retiring to Boise, Id., after 47 years in the industry, the last 15 years as LP's district sales mgr./senior sales rep for Northern California and Northern Nevada.

Dan Rogers, ex-Abel Building Materials, is new to the sales & purchasing department at Building Material Distributors Inc.. Walnut Creek, Ca.

Peter T. Pope has resigned as a director of Pope & Talbot, Portland, Or., due to age requirements after 45 years on the board.

Gene Sabatino is the new national sales mgr. at Ultra-Flex Moulding Inc., Escondido, Ca., and will be based in Ohio.

Brian Bailey is now director of sales, marketing & business development at Canpar Industries, Grand Forks, B.C.

Keith Gilbert is store mgr. of the new Home Depot Yardbirds in Alamo, Ca. Mike Lotridge is managing in San Pablo, Ca., and Allen Fox in Petaluma, Ca. Jim Stoddart has resigned from Home Depot alter live years as senior v.p. of growth initiatives. Craig A. Menear has been promoted to executive v.p. of merchandising and Paul Raines executive v.p. of U.S. stores. Sue Park is now v.p. of customer service, replacing Jose Lopez, who has resigned.

Doyle Cawthon is a new sales & marketing rep for Kruse Enterprises, Albuquerque, N.M.

Kenny Staley is store mgr. of the new Lowe's Home Improvement Center in Sierra Vista, Az.

Kathy Crusco has joined Activant Solutions Inc., Livemore, Ca., as senior v.p. and chief financial officer.

Bob Warren, Boise Cascade, LLC, Boise, Id., has been promoted to v.p. and general mgr.-supply chain.

Fenton Hord will retire July 31 as c.e.o. of the U.S. operations of Wolseley, parent of Stock Building Supply. He will be succeeded by Joe Appelmann.

Greg Frank will retire as district fire chief next month to take over his family's hardware store chain, West Salem True Value, Salem, and Keizer True Value. Keizer. Or.

Amy Wright is new to Bonsal American as marketing mgr.. overseeing its new ProSpec brand. Scott Springs has been named regional sales mgr.. overseeing ProSpec brand products in Arizona, New Mexico and El Paso, Tx.

Donna A. Harman has been named acting president and c.e.o. of American Forest & Paper Association, Washington, D.C., succeeding Juanita D. Duggan, who has resigned. Michael A. Virga, previously with Lyons Falls Pulp & Paper, has been appointed executive director of AFPA's Forestry Sector.

Henry Wallmeyer has joined the National Lumber & Building Material Dealers Association as director of membership, serving as point person for the Manufacturers & Services Council and the newly created membership committee.

Sal Fasanella has been promoted to general mgr. of Carlisle Coatings & Waterproofing's new HVAC division.

Earl Ward, ex-Beacon Roofing Supply, has been named president and c.e.o. of NeveoN Roofing & Siding Cooperative, Chandler, Az. He succeeds Tony Cogliandro, who has retired.

Vernon Cox has been promoted to sales mgr.-North America for Laticrete.

Sara Kendall, v.p.-corporate environment, health & safety group, Weyerhaeuser Co., Federal Way, Wa., has been elected vice chair of the board of the Mount Rainier Chapter of the American Red Cross. Laurie Creech, sales and marketing mgr.-lumber/fiber, Simpson Timber Co., Tacoma, Wa., is new to the chapter's board.

Phil O'Dendron is now in charge of landscape maintenance at MungusFungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddie Fungus.

Two Coat Exterior Prime

0ur two-coat process starts with an aikyd seater to btock tannin migration, fottowed by a high-performance acrytic primer. The resutt: RESERVE quatitv, inside and out.

Superior Wood

Made of quatity, ctear, finger-jointed Western Red Cedar or Redwood, these products are naturatty designed for exterior use-both soecies are ideaI for endurinq extreme weather.

Surfacing + Sazes + Lengths

RESERVE products come in a wide range of sizes, [engths and finishes. Whether the project catts for 5152E or S4S, we offer lengths ranging from 16' to 20'. Pattern stock is atso avaitabte.

tx4 - !xI2 s/ay! - s/ax!)

2x4 - 2xI2

The Finest Stock, The Best Coating

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

Investor Wins Honsador Lawsuit

Investor Richard Foreman won a $36.5 million jury verdict against Key Principal Partners for allegedly cutting him out of a deal to purchase Honsador Lumber, Honolulu, Hi. (see May, p.42).

The jury found that Key breached its fiduciary duties, intentionally interfered in Foreman's attempts to acquire Honsador Lumber, and violated Hawaii's unfair competition statute.

Foreman alleged that he and a

group of investors, which included Key Principal Partners, formed a partnership in 2003 to buy Honsador for $28 million. According to the lawsuit, Key wrongfully withdrew from the partnership and then secretly negotiated a deal to purchase Honsador at a substantially higher price.

"The jury's verdict sends a loud and clear message about ethics in the marketplace and fair competition with the small businessman or businesswoman," said Foreman. "It is my

Rope S Deqt|! Mouldlng

hope that this verdict will deter the type of conduct alleged during the trial and encourage companies to act fairly, ethically and scrupulously."

Bill Murschel, a spokesperson for Key, said that the company might appeal the decision. "While we respect the jury's decision, we believe we have substantial grounds for an appeal based on rulings made and instructions issued by the court during the case. Unfortunately, because of the possibility of an appeal, we cannot comment further."

More Logs From Northwest?

Washington's Department of Natural Resources plans a milestone harvest of more than 100 million bd. ft. of timber from state forestlands on the Olympic Peninsula during the next fiscal year, which begins in July. Statewide, DNR plans to sell633.8 million bd. ft. and collect about S134.4 million.

"We haven't cut 100 million bd. ft. since 1988, and that was the year the spotted owl was listed," said Al Vaughan, assistant regional manager for DNR's Olympic region. State harvests dropped after the owl was listed, but slowly recovered during the 1990s as the agency implemented changes to protect the bird's habitat.

Vaughan said that the projection represents more than a 33Vo increase over logging in recent years, when harvests were about 75 million bd. ft. annually. "The real challenge for the industry now is going to be finding the crews to do all the harvesting," said Bill Herman, part owner of Herman Brothers Logging and Construction, Port Angeles, Wa. "The industry is alive and well, and the trees are growing to meet the demand."

But other members of the logging industry caution that the projections are subject to adjustment, due to fire, wildlife protection, the state's level of manpower, and the depressed price of processed wood. "If they reached 100 million board feet, I'd be surprised," said Russ Westmark, log buyer for Portac Inc.'s mill in Beaver, Wa.

Forestry also has a political component to it, said Randy Schuchardt, general manager of the Green Creek Wood Products mill in Port Angeles. "This is a great step in the right

tion," he said. "I think they'll live up to their end of the bargain, as they have in the past."

Weyco Delays Moving Log Export Operation

Weyerhaeuser Co., Federal Way, Wa., has promised changes for the log-export operation they want to move from Tacoma to Olympia, Wa. The move was scheduled for last summer, but environmental challenges have caused delays.

Proposed improvements include cleaner-burning mufflers on dieselpowered log-handling equipment, quieter "smart alarms" to warn pedestrians when equipment backs up, and installing hoods on light poles to reduce glare and intensity. "We just think it's the right thing to do; people here are concerned about this," said Jon C.W. Seifert. operations manager of the Tacoma facility.

Officials at Weyerhaeuser and the Port of Olympia maintain that the logexport operation would have no significant environmental impact on Olympia.

Environmental activists disagree. "No number of hooded lights gets to the basic point that this is a huge industrial facility," said activist Jerry Parker. "They're just applying patches all over the place."

Activist Arthur West said that city, port and Weyerhaeuser officials haven't sufficiently reviewed the environmental impact of additional log trucks, ships and barges in Olympia. He predicted that environmental challenges in the courts, including appeals to the state Supreme Court, could delay the project for at least another year.

Weyerhaeuser wants to move the log-export operation closer to where it harvests timber in southwest Washington. Since the logs would then be barged to Japan, activists believe that more study is necessary. "The ships are noisy," said activist Jerry Dierker. "They produce a great amount of air pollution, too."

Weyerhaeuser hopes to begin building a shop and office on port property by the end of the year, but realizes that environmental challenges and appeals may delay actual log exports.

"This has taken longer than we anticipated, but we're still optimistic," said spokesperson Frank Mendizabal. "Is it possible we could wear down? Yeah, sure, eventually. But at this point, we're moving forward."

Dealers Fight For Liability Protection

National Lumber & Building Material Dealers Association chairman Stcvc Kelly recently testified before the House Committee on Small Business to highlight the impact predatory lawsuits are having on the LBM industry.

Kelly, president of Kelly Bros. Lumber, Covington, Ky., called on the committee to support bipartisan liability relief legislation to protect innocent retailers from liability without wrongdoing.

The current liability system holds each party in the product supply chain liable fbr any defects or harm caused by the product without any finding of fault. While NLBMDA agrees that the consumer should be protected from harm or inconvenience caused by defective products, it does not believe the legal system assigns liability in a fair and consistent way-potentially burdening a building material dealer who simply sells a product with 100% of the liability if the product fails.

"ln nly travels as chairman," testified Kelly, "l have heard stories from dealers across the country who are spending much-needed resources def'ending themselves against unfair lawsuits."

As an example, he cited a Texas lumber dealer who sold a 2xl0x24 board to a contractor who used it for scaffolding. "While two people were standing on it, the board broke. One of the individuals was able to catch himself, but the other fell and was hurt. They are suing the lumber company for selling them a 'defective' board, even though it was never suitable for scaffolding purposes,'! said Kelly. "The case is still pending and has already cost the lumber dealer thousands of dollars to defend."

The Innocent Sellers Fairness Act. H.R. 989. introduced

Create a toom witlr auiew

With MDF Mouldings from SierraPine

As a leader in MDF mouldings, SierraPine's market presence is further enhanc6d by its own custom MDF oroduction. Offerine oroducts that are lisht weieht, flame retardant 5r'contain no addedforrfraldehvde. coupled with our new state-of-theart coating systeniapplying a high solids.water based Dnme coat. Drovrdes maxrmum sDecftcatton options while helfing the environmeht. Rll you neecl to add rs your rmagrnatron.

Available options: Fire Retardant

No-Added Formaldehyde Moisture Resistant

.40 lb. Light Weight More than 500 Profiles

by Representatives Dan Boren (D-Ok.) and Steve Chabot (R-Oh.) would establish that a retailer who simply sells a legal product, with no role in the design, manufacture or installation, is not liable for damages related to the product's failure or misuse. If a dealer acts negligently in their handling of the product, they would be liable in proportion to the damages caused by their actions.

WOOD DESIGNER: Southwestern College student Josh Ayer (/eff) accepts an award certificate and $300 prize from Ed Gavotto, secretary/treasurer of the San Diego Hoo-Hoo Club, for taking second place in the 41st annual Student Design Competition the club co-sponsors at Mesa College. The contest is open to local community college students in the second year ol Architectural Studies. This year, 34 students submitted plans for a 7,800-sq. ft. natatorium built of wood inside and out.

When bad things happen to good customers

55rT!HESE are supposed to be I. blackl I've sot to install these today."

Jake Andrews was a good customer. The kind who is loyal and fair and understanding. But, understanding has its limits when your customer's customer hasn't any.

"Jake, I apologize," said Bruce. "I know the last thing you need when you're trying to finish a job is a problem, but we're going to fix it."

Another customer leaned into the conversation. "They've got those in black down at Brand X. Seen 'em there myself. You should have bought them there." He winked at Bruce.

"Just call me 'Mr. Helpful."'

"Appreciate it," said Bruce without a trace of resentment.

Jake looked at Bruce. "I buy everything here. You know that. I don't even have an account down there."

"But we do," Bruce replied.

"Huh!" Mr. Helpful chuckled. "Bet they'll charge you an arm and a leg, since you're a competitor."

Bruce pulled out his emergency list and called the competition to verify they had the parts. Then he radioed one of the drivers to pick up the material on the way back from deliveries. In less than 20 minutes, Jake Andrews was walking out the door with the material in his hands, thanking Bruce as he was leaving.

"Bet you wouldn't do that for me," said Mr. Helpful.

"Sure I would. Like I always say, 'Run towards a problem. Not away from it.' Do the same for anyone if we mess up." And with that, Bruce reached under the counter and pulled out a letter-sized piece of cardstock and handed it to the customer. At the top of the document he read:

What to Do When Things Go Wrons:

1. -Apologize - sincerely and without hesitation, regardless of who's to blame.

I Bruce apologized without restraint for the inconvenience to the customer.l

2. ne accountable - Take charge. Let the customer know it's your problem, not his.

IBruce didn't go into defense mode, blame shifting, or excuse making. He owned

By Mike Dandridge

the problem.l

3. tr'it ttre problem - Do whatever you have to do to correct the error.

[Bruce responded by getting on the phone at once to find the needed parts.l

4. Ha"e a resource in reserveApply where needed.

IBruce kept a one-sheet directory with telephone numbers of every wholesaler and home center in his county.l

5. Manage the customer's memory - by minimizing the customer's financial, emotional, and physical inconvenience.

IBruce made the phone call , arranged to have the material picked up, and sold the receptlcles for the quoted price, though they cost much more.l

6. Follorn up - with the customer within 24 hours to see if he is satisfied with the solution.

[Bruce called Jake the next day to see how things worked out. Jake gave him another order over the phone.l

7. Evaluate - Learn from this. Determine how to avoid similar problems in the future.

[Bruce later traced the order from the entry point to the delivery to see where the mistake occurued.l

Mr. Helpful looked up from reading the document and handed it back to Bruce.

"I knew Jake bought everything here, because I never saw him at any of your competitors. I always thought

he was crazy putting all his eggs in one basket like that. Now I'm not sure who the crazy one is."

Bruce smiled. "Don't ask me."

H"r"'t the flip-side. While I was checking out of a grocery store, the cashier came across an un-priced can of coffee. Of course she wanted to know if I'd noticed how much it cost. I hadn't. She eyed me suspiciously and sighed as if I were somehow to blame for the unmarked item. (You've been there, right?) Then across seven registers she shouted. to the floor manager, "Who priced coffee?" Across seven registers came the reply, "Lonnie!" She paged Lonnie in a voice I was sure would cause him to run and hide.

Meanwhile the line behind me con-

tinued to grow. To fill in time while we were waiting for the guilty party, the cashier publicly berated Lonnie, then me for not looking at the price on the shelf, and finally the company for hiring Lonnie in the first place.

When something goes wrong, faulrfinding and excuses are the last thing your customers want to hear. Most of them don't really care who's to blame. They only want to know how you're going to fix it. That's when it's a good idea to have a plan. By having a blueprint for crisis resolution, you take away the urge to overreact to the problem and you lessen the stress, both for you and your customer.

Sooner or later, you're going to disappoint a customer. Inside every negative problem there is a positive

solution. That's not a trite clich6. It's a statistical fact.

By going out of your way to fix a problem, you make the customer feel special, which in tum could generate positive word-of-mouth. Jake Andrews never tells the story about the receptacles being the wrong color without bragging about how the problem was resolved.

Feel free to copy Bruce's sevenstep plan for crisis resolution. He won't mind. Like he always says, "Run towards the problem. Not away from it."

- Mike Dandridge is founder of High Voltage Performance and author of The One Year Business Turnarotnd. Reach him at (251) 624-6299 or via www.highv o lta g ep e rforma nc e .c om.

Roy O. Martin. The one name you need to know for quality OSB and plywood products. For superior customer service. And for a square deal every time.

Roy O. Martin is no new kid on the block. We've been a mainstay of the building industry since 1923. Over the years, you've known us as Martco. As ROM. As Roy O. Martin Lumber. And as Rocky Creek Timbers.

That's just too many names

for one great brand.

So from now on, just call us Roy O. Martin.

We're family owned. Professionally managed. And we have 580,000 acres of our own FsC-certified forest resource. We're in this for the long run. Just like you.

To get to know Roy, and to find out about our full range of panel and lumber products, visit us online at www.royomartin.com or call 866-739-8288.

PlA4Z"tA

APA Questions Rules On lmports

APA-The Engineered Wood Association is concerned that California's new formaldehyde-emissions standards may not be enforced equally to domestic and foreign manufacturers of composite wood products (see May, p.76).

"Enforcement remains an issue because substantial volumes of the

wood products in question are imported," said president Dennis Hardman. "And we know there is product coming into the country that is sub-standard in other respects."

The California Air Resources Board adopted the new standards in late April and implementation is scheduled to begin in 2009. Products

targeted by the measure include particleboard, medium density fiberboard, and hardwood plywood, products typically made with urea formaldehyde adhesives. Structural engineered wood products such as softwood plywood, oriented strand board, glulam timber, wood I-joists, and laminated veneer lumber are exempt since formaldehyde emissions from those products are negligible.

The limits would be the strictest in the world and impose an annual cost of $2.5 billion on the domestic economy, according to the Composite Panel Association. All domestic and foreign manufacturers would be required to have their products certified by a third-party laboratory approved by CPA and then labeled with proof of compliance. Manufacturers, importers, distributors, fabricators, and installers would be held responsible for ensuring that their products comply.

Hardman said that APA is concerned about certification loopholes that could permit non-complying imported products, especially material from China, to enter the California market. Sampling tests conducted by the association revealed that the average glue-bond performance of nontrademarked imported concrete-form panels did not meet APA standards. In addition, the load capacity of the samples was 4OVo lower and had formaldehyde emissions levels up to 500 times higher than those of domestic products.

The

On April 18, the International Trade Commission began an investigation of Chinese hardwood plywood imports that are fraudulently stamped. Results of the investigation are due in June 2008.

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 unioue in each of three "directions."

solution is on page 55

Pro-Build Chooses Denver

Pro-Build Holdings Inc. has selected Denver, Co., for its new corporate headquarters

Since March, Pro-Build has occupied temporary space in the Denver Tech Center. Next month, the company will move to a permanent 15,000sq. ft. space in a building formerly occupied by Oracle Software. In time, the chain will also consolidate several data centers at one location, possibly in Denver.

"The large homebuilders want to do business with folks that can supply all of their locations," said c.e.o. Paul Hylbert. He said that Denver was cho-

sen over Dallas or Chicago because of Denver International Airport and the city's attractiveness as a place to live.

The chain has about 500 locations and l7O0 employees nationwide. One Pro-Build division, Home Lumber, is based in Littleton, Co.

Dixieline Expands Inland

Dixeline Lumber & Home Centers, San Diego, Ca., opened a store May 24 at the new Orchard at Stone Creek shopping center in Murrieta, Ca. Store manager is Troy Staufenbeil.

The 4-acre site includes a 2.5-acre lumberyard, 2,000-sq. ft. mill, and 27,000-sq. ft. store, including kitchen

Keep your cool with Thermastrand

& bath design center, door & window showroom, and Fund Control office. The facility, with more than 70 employees, marks Dixieline's first retail location in the Inland Empire. The Pro-Build division's two lumber operations in Riverside and Colton serve local construction firms.

"We think Murrieta is a great area to be in," said spokesperson Ellen Dorph. "There's a high proportion of homeowners and we cater to homeowners and do-it-yourselfers."

U.S. Forestland Growing

The U.S. is covered by 750 million acres of forestland, an amount that has remained essentially unchanged over the past 100 years, according to a new study by the Society of American Foresters.

The nation's forestland. in fact. has increased by more than 10 million acres over the past 20 years.

Replanting, reforestation and natural forest re-growth on abandoned agricultural lands has generally offset any loss of forestland during the 2oth century due to urban/suburban growth. Technological advances have made farming more efficient, vastly reducing the amount of land needed to produce food, thereby allowing forestland to regenerate, the report found.

While the report noted that America's forests face significant challenges-such as fire, insects and disease, invasive weeds, unmanaged recreation, and land conversions-it documents a variety of reasons to be optimistic:

. Annual net growth of U.S. forests is 367o higher than the volume of annual tree removals.

Sustainable forest management is contributing to carbon sequestration and storage.

. The stability and abundance of forestland has helped wild turkey, elk and other endangered species make full recoveries.

. Historical trends indicate that the standing inventory (volume of growing trees) of hardwood and softwood tree species in U.S. forests increased by 49Vo between 1953 and2oo6.

. Certification of sustainable forest management continues to increase every year. The three major U.S. systems (SFI, FSC, ATFS) together certify more than 107 million acres, representing l4qo of total U.S. forests and 257o of private forestland.

"The State of America's Forests" report can be viewed at www.safnet. org/aboutforestry/index.cfm.

The only radiant barrier on the market guaranteed against foil delamination,Thermastrand eliminates all kinds oftemperature-raising hassles. lt not only blocks up to 97% of the radiant heat that hits a roof-Thermastrand's unique one-step in-line manufacturing process also provides far superior foil adhesion and breathability, as well as a great finished appearance. Easy to install, Thermastrand's the natural choice of cooler heads everywhere.

AinsworthEngineered:

"Air Seasoned Fencing"

Itlanufacturers of High Quality Incense Cedir and White Wood

Sierra Cedar Products, LLC is located in Marysville, California. Our location is excellent for quick shipment via truck, pig van or rail to all locations nationwide and world wide.

. Air seasoningi creates stability in our products.

o Current total production in excess of 40 million bd. ft. per year.

. Gradin€ in accordance with WCLIB and WWPA.

. Delivered prices available upon request.

. Full load volumes only.

Proudly grown and manufactured by the Colville Indian Tribe

Ponderosa

Fax

OaIl

Fax 509-422-7034

Mill Bookkeeper Convicted

A former bookkeeper was convicted of stealing more than $40000 from JD Lumber, Priest River, Id.

Karen Ann Huck, 28, pleaded guilty to taking $44,453 from the mill in a check fraud scheme three years ago. She was sentenced to l0 years in prison for the forgery conviction, and must serve at least six months before becoming eligible for probation.

Her attorneys said she spent the money on basic living expenses, but exact details were sealed in a court document.

Martin

Martin Cos. LLC, Alexandria, La., has consolidated its businesses under the brand name Roy O. Martin.

"Adopting the Roy O. Martin brand name for all our product marketing is, in some sense, like returning to our roots," said chairman Jonathan Martin.

Founded in 1923 as Roy O. Martin Lumber, the company produces OSB, plywood, lumber, timber and treated poles that were previously marketed under separate business-unit names: Roy O. Martin Lumber, Colfax Treating Co., Martco Ltd. Partnership, ROM, ROMEX, and Rocky Creek.

Ace Scores ln Customer Satisfaction

Among major home improvement retailers, Ace Hardware ranked highest in customer satisfaction in a new study by J.D.

Power & Associates.

The Major Home Improvement Retail Store Satisfaction Study polled 16,239 consumers who purchased a home improvement product or service within the last l2 months. They ranked retailers based on performance in six areas (in order of importance): sales staff, merchandise and services, store facility, price competitiveness, sales/promotions and checkout.

"Home improvement retail stores typically have a wide array of product offerings, which could be overwhelming to shoppers, especially those seeking support for do-it-yourself projects," said Jim Howland, senior director of real estate and construction at J.D. Power. "Many of these retailers tout the quality of their customer service in slogans and advertising, but the study tells us that those companies that truly 'walk the talk' differentiate themselves and demonstrate notably higher customer satisfaction."

Ace registered an overall satisfaction index score of 812 on a I ,000point scale, followed by Menards with 801, Lowe's (798), Costco (784), and True Value (776). Ace performed particularly well in sales staff, store facility, and checkout. Menards excelled in price competitiveness and sales/promotions, Lowe's in merchandise.

The study noted that customers spent an average of $2,138 per year on home improvement products.

At the same time, J.D. Power also released home improvement-related studies on faucets and interior paint.

Moen ranked highest in satisfying customers with their new faucets, with a satisfaction index score of 801. The company received particularly high marks in performance and warranty.

Kohler scored 796, performing well in features.

The study queried 4,868 consumers who purchased and installed a faucet in the previous l2 months.

Customer satisfaction with faucets was based on performance, features, warranty and price competitiveness.

"Customers demand a high level of performance from their faucets and also place high importance on the features of the models they choose," said Howland. "However, customers also pay close attention to the warranty of their new faucet, which is an area for

improvement for the industry overall."

Customers paid an average of $93 for a new faucet, and 80Vo installed the faucet themselves or with the help of family and friends.

Benjamin Moore ranked highest in interior paint, with a score of 805, performing particularly well in five of six areas: application performance, design guides and instructions, durability performance, warranty/guarantee, and appearance and application features.

Runners-up were Duron (788), Bsun (786), and American Tradition

Paints (779).

Customers regarded application performance (quality of coverage, paint flow and leveling, and level of fumes/odor) as the most important factor in driving satisfaction with interior paint. They paid an average of $21 per gallon for interior paint.

Of the 7,440 respondents, said Howland, "92Vo report applying their interior paint themselves or with help from family and friends. Customers are looking for paint that is easy to apply and provides clear instructions on how to obtain the best results."

fT IS rure thut onc r'rfl fi nd rnorc Iups und dou lrs irt u eurce r lhlrn you'll fincl in thc sclling prolcssion.

A prosperous rnonth. and lilt is good. A down month. ancl .job dissatisfaction reigns suprenre.

It is very comllron thlt one's job satisfaction is ticcl clircctlv to onc's

A NEW ERA OF

bliss

Lll,Stcvc Nlc(lann

procluction. It's hard not to cxpcricnce some of this as a prof'essional sale sperson-I meern. come on. how manv vocations have a measurin_9 stick as clcar and defined as rnonthly sales production'/

Are any of these examples fbund within your sales fbrce?

. Negativity

. Call reluctance

. Lrrck ol' motivation, uetiorr Good rnonth/bad month productr0n

. Lack of ownership/prol'cssionalism in thcir work

. lAncl I'rcre's thc biggie that can bring clown thc house) Lack of cnthusiasm lilr thcir work

'Ti',i, y"ur, Hampton Affiliates has launched a new strategrc growth initiative that will add a new product line to our existing capabilities and increase our production volume by over 3O%. The company has expanded into Canada with the pur chase of Babine Forest Products and Decker Lake Forest Products, both producing a wide range of dimensional and specialty items in Spruce-Pine-Fir.

The mills are located in Burns Lake. British Columbia. and have a combined annual caoacitv of 375 mmbf. These new facilities will complement Hampton's five existing production operations in Oregon and Washington, including Willamina Lumber Company, currently ranked number one in overall single site lumber volume for U5 manufacturers. This expansion makes Hampton the eighth largest lumber producer in North America with an annual caDacitv of 2 billion bf. In addition, the company's trading and distribution operations make available to our global customers another 'l .5 billion bf of lum ber and panel products, supported by Hampton's highly effi cient transportation, reload and just in time delivery services.

It's now easier than ever for existing as well as new customers to get the right selection, in the right volume, for the right price, and delivered at the right moment. Contact us to hear more about our exponding product line.

{H t HnuProN ARrruRrBs

HAIVIPTON TUMBER 5Att5 PORILANIJ. OR

Quite a list. huh'l

Many salespcoplc lct their production (the destination) dictate their .job satisfaction instcad of letting their daily iictivities (the journey) providc them the purpose and fulfillment they \cck. It's r trirp that causes incon:istcrrl pr()duclion. sporadic motivation. and. in the end. burnoutl

So what's the solution to creating a long-term. successful salcs career'J Arrswer': Lirc your bliss.

Ytltrl hliss is thlt ae tivily r)f cxperience that when doing it, you feel truly alivc. Time skrws down and you f ind rcal rneaning and purpose in what you arc doing. When you l'incl your bliss and incorlrolate it into thc prac-

Green/Dry Douglos Fi ond HnFi, Spru@ Pinc, Fir (SPF), European Spruce

OS8, Sanded Plwood, Shethlng, a n deilaymen ts, Mailhe Grcd e, klo m n e, PoI ti cleb@ rd Ro ugh Sdwn Sidhgs

2x4 5'to lqPET,2x6 6'bl0'PEf, WebSb*

nosebury Fruming Syttffin; Joists, hddeft, beams, ilmb@td

I x2 to 4xl 2, Lengths 2' b 24', Domestic gtudet ond Export qodes including 85/l 5 V6, Suiacing includes S4S and ttandad poftem, Custom paftem, Custffi pa*aglng, Bot Codlng, Length m*chandlslng, Roll, Fuak ondvan l@ding

w[taMtilA LuMaES co lS99llYIlEn S^9:-... .-.. -.-" ".* !9M,z,,o"lv,l,llo,I: M9-!19-N -.,__ cowulz otvtstoN " RANDTE

P.i1*1-o:9.1E-G.9!.---.---,."---,^qrM9N, w^sHr!9roN_-__,,_-, I99-s-lor*!l!Loj!ll*-*"--" fOMAil& ALIFdNIA

tice of your work, you've just discovered the secret to passion and high performance.

Everyone has their personal bliss that excites and motivates them. When we are engaged in these activities we find it easy to commit to the practice. Discipline and will power are not a struggle because we love what we are doing. Are there actual salespeople who live their bliss and excel in the profession? Yes, they are called "specialists."

The generalists are the majority; they do what most others do and get similar results. Of the 80/20 rule, they make up the 807o;ho produce the 2OVo. When the mart<eifor [he generalists' product or service is not in high demand, they tend to experience a drop off in production, which in turn can cause stress. If it lasts too long, they may be forced to exit the company or industry all together.

Specialists have developed a creative approach to their profession. Specialists enjoy top-of-mind awareness, are the highest paid salespeople in the world, and exhibit a natural passion for their work. When we encounter a person who is passionate about the part they play in their work, we are witnessing vocation excellence. Think about it, enthusiasm is contagious and in a time of similar pricing and products, enthusiasm often makes the difference.

Want to experience a dramatic shift in your passion and performance? Try these tips:

Tip Onnt F;rJ you, bl;ss.

Utilize the 20-10-5 rule:

20 - List 20 things you most love to do and gain enjoyment from. Are they baking, golfing, smoking cigars, swimming, fantasy sports, coaching, public speaking, sailing, technology, running, lifting weights, bowling, pottery, event planning (you party hound!), skiing, gardening/harvesting, playing music, wine tasting, dancing, yoga? We can add to this list ad infinitum.

Ten - Choose the top l0 that fit the following criteria: . Could these activities be incorporated into the practice

(Please turn to next page)

:.

BORATE TREATID I^'OOD

"Hi-boro brand treated wood is a borate treated daimed for interior house framing in Ha reafed wood resists attack bv Fortnosan termites and numerous hbusehold

brand interior fire rctadant is the constucdon ilrdustrt's neryes and mostadvanc€d fire omtecdon snlem for wodd. the unique Fir€Pro dremistrv is a patent peirdins formulation that mrimins no p@orouis.based cominund{

F;"J Your Solnt Bliss

( Continued from previous page)

of my selling activities (prospecting, presenting, closing, follow-up, client retention, etc.) and have a positive impact on production?

. Could I see myself doing it week in and week out with enjoyment? Said another way, could I find it easy to commit to the practice and make it my specialty?

This is where we really need to think outside the box and be open-minded in developing a creative approach. Here are just a few examples of what top-producing specialists have incorporated into their work:

One salesperson loved to cook and bake, so she put her bliss to work and would bake treats of all kinds and deliver them to prospective offices in need of her company's services. As an add-on bonus, she would teach prospective clients some helpful hints on cooking/baking free of charge.

Another salesperson loved to exercise. A self-proclaimed gym rat, she used her joy of working out to share nutritional information and even train many of her prospects and later clients a few times a month as a free add-on service to her core business product.

One guy incorporated public speaking into his prospecting activities and found various forums to speak on behalf of his industry as well as his products/services. In a very short time, he built credibility and a large book of business because of his bliss.

A golf enthusiast helped his clients with their golf swing.

There are probably some organizations that get together and share a bliss similar to yours or other places to practice your bliss and develop relationships. The only limit here is one's own creativity and imagination.

Five - Narrow the list to the top five that you most love to do and start enjoying your work! The key: Get creative!

T'ip Two: I)eclare yorrrrnlf o spo"ioli"t.

Using one or more of your top five, develop a creative brand message and deliver it effectively. For example, the Technology Lady to the building products industry or the Friendly Fisherman for your wholesale lumber needs.

Tip Tlrrnn: (lontntit b the "ntusts" of yott iob.

Company requirements such as attendance at all meetings, completed paperwork turned in on time, parking in designated employee parking, etc., are examples of the "musts." The professional salesperson is the one who complies with the requirements of his or her employer. Prima donnas abound in the sales profession. Don't be one of them. Selling is one of the most time-flexible professions available. This is good news, and a major benefit to this vocation. In a 4O-hour week, it's possible that your musts may only require five to l0 hours of your time, leaving 30 hours or more to "live your bliss."

Do what you love to do and be of service while doing it. Service to others will make you successful in any endeavor you choose. Now go get creative and enjoy the daily journey. Before long you'll be searching for ways to slow your business growth. Not a bad problem to have!

- Steve McCann is a speaker, trainer consultant and founder of McCann Research Corporation. He can be reached. at steve@ mc c annr e se arc hc o rp,c o m.

Allied Buys Spartan Supply

Allied Building Products Corp. has acquired roofing distributor Spartan Supply Co., Culver City, Ca.

As part of the acquisition, Spartan Supply will retain its name, but relocate in November to a new facility in nearby West Los Angeles.

"The acquisition of Spartan will allow Allied Building Products to enter a high-end, niche market and fill in logistical distribution gaps," said Greg Bloom, v.p. of Allied's western regions.

Founded in 1978, Spartan Supply specializes in high-end roofing materials, such as imported and domestic slates, specialty clay tiles, and copper products, as well as built-up, singleply, wood shake and composite shingles, skylights, metals and fasteners.

Allied Building Products Corp. operates over 180 branches in 29 states, including 17 locations in California.

Crews Contain Sawmill Fire

Firefighters and mill employees extinguished a conveyer belt fire at Sierra-Pacific's lumber mill in Aberdeen. Wa.. before flames reached the sawdust storage area.

The May 3O blaze apparently started in sawdust and bark on the belt and spread for 200 feet.

No injuries were reported, and damages had not yet been assessed.

The firefighters' efforts were hindered when they discovered three inoperable fire hydrants, before locating a water supply.

Guns Vanish At Ace Store

With surveillance cameras inoperable at the time, police have few clues in their search for a suspect who stole five semi-automatic handguns from Ace Hardware, Richland, Wa.

The weapons disappeared the afternoon of May 25, while the store was open.

The suspect was able to remove a lock from a display case and steal five pistols. An Ace Hardware employee said that he had stocked the guns earlier in the day and remembered securing the case.

Authorities have not ruled out any possible suspects, including employees, and hope customers come forward who may have witnessed anything suspicious. Some fingerprints and other evidence were sathered at the scene.

Police are also investigating local pawn shops to see if any of the guns show up.

E . Elitrluones E-

Steven Joseph Killian, 51, product manager for Master Halco, Orange, Ca., died May I in Rockwell, Tx.

Mr. Killian grew up in the Seattle, Wa., area and graduated from Washington State University with a degree in marketing.

He started working for Master Halco in 1979, handling both inside and outside sales in Seattle. He was transferred to Chicago, Il., in 1983 as a sales rep. He then served as branch manager in Milwaukee, Wi., in 1984; in Des Moines, Ia., in 1985; in Denver, Co., later that year, and in Kent, Wa., in 1986. He returned to Chicago in 1993 as regional sales manager and moved to Dallas, Tx., in 1995 as regional general manager. Since 1997, he worked in the marketing department.

He was also an active member of the American Fence Association and the American Society for Testing & Materials.

Top myths about

growing the family business

By Jennifer Pendergast

ll ['OST of us assume that growth IVlfor vour familv business is good. That-'s not necessarily true. When they choose to grow, family businesses need to pursue healthy growth, which means growth that is sustainable and profitable. Growth though can have its dark side and some family business owners pursue growth for the wrong reasons. They set on a course of expansion and, because they have not planned carefully enough, soon find the business is out of control.

Healthy growth requires finding a balance between growth (to keep up with the competition) and sustaining a

high level of quality, service and profitability. Family businesses often learn that while they can grow quickly in the short term, they may not be able to sustain growth over a longer period. They may get ahead of themselves discovering that while they are able to double the number of customers, they are unable to maintain customer service standards, or they can't manufacture enough product to meet the demands of a vastly enlarged customer base. Cash-flow problems can occur.

"More people want our products than we realized," the owners say. "Now what are we going to do?" What seemed like a great ideagrowth-can lead to a host of sales, marketing, production, personnel or financial problems that can jeopardize the very continuation of the family's business legacy.

One well-known fast food chain introduced a new product that was so popular that the restaurants ran out in the first week of the promotion. Franchisees were unhappy, customers were unhappy, and marketing dollars were wasted advertising a product that couldn't be bought.

Here are three particularly popular myths surrounding business growth. Each has its own implications and requires careful thought as owners consider growth strategies.

Myth #1 Growth will make us all more profitable.

Maybe. Maybe not. Happily for many business owners, growth does result in greater profits. However, growth also requires taking on more risk. For most businesses, growth necessitates looking for new customers, new locations, or developing

new products or services. Attracting new customers or creating new products or services often requires substantial investment, exposing the company to additional risks.

While growth can lead to additional profits, it generally takes moneyand time-to achieve. Investments may be required that provide returns only after a period of time. So, increases in the top line, which is most often what people characterize as growth, doesn't always mean growth in the bottom line.

Myth #2 Growth will create jobs.

True, if the business grows, you usually need additional employees. But what business owners often overlook is that growth also puts a burden on existing personnel and possibly on family relationships.

What if, in expanding your business, the needs of the company outgrow the talents of your current management team? You may feel loyalty toward a long-term key employee because she helped the business grow to its present level. You now recognize that she doesn't have the skills and expertise needed to take the business to the next level. Are you ready to put her out of a job or choose to promote over her?

What if a family member is being bypassed? Many a family business owner has had to say, "My son's not capable of running a business this big." That's a scary prospect. You might find that the business exceeds even your ability to manage it. Will you be able to face the possibility of bringing in a c.e.o. outside the family who can do a better jobr

As a business expands, existing managers - including yourself- will

have to delegate more responsibility to others and focus less on the daily operations and more on the long term.

When a family business grows beyond the managerial capabilities of the next generation, owners are faced with multiple dilemmas. Can nonfamily executives be identified, recruited and motivated to lead the business? Are owners, through the board of directors, prepared to provide necessary oversight and accountability? Does the family want to continue its ownership absent a family member running the company? Can family members handle the complex dynamics of dealing with such issues and reach agreement about growth, leadership and governance?

Finding answers to these questions can take years of discussion, so family businesses must be able to think well into the future, anticipating the potential implications of growth in relation to leadership issues.

Myth #3 Growth will give me more freedom.

"If I had a bigger business, it would generate more cash and I could have time off to go play golf." Sound

familiar? Many owner/managers see growth as a path to freedom and a means to enjoying hobbies, travel or a vacation home. "If our company was larger," they think, "I could hire more employees to help me. And, I could also take more money out of the business for things that I've always wanted to do."

If healthy growth is achieved, a business owner can indeed realize his or her dream of greater freedom. But getting to that level of growth can require giving up freedom, not gaining it. It may necessitate adding debt or getting money from outside investors-and then having to report back to them. It almost always requires giving up some managerial control because you can no longer run the business by yourself.

Growth means more challenges, more problems, more people, and more money.

Consider the stress of growth.

The downsides of these myths point out that growing a business can bejust as stressful as it is exhilarating. You may have to bring in outside money. You may have to risk wounding the feelings of loyal key employees if you have to bypass them in search of executives more able to run a larger operation. Growth constantly requires you to do things differently, never allowing you to rest comfortably on your accomplishments.

Growth is not just stressful for the owner, managers and employees. It's also stressful for the whole family system. There are no easy answers here,just things to consider.

- Dr. Pendergast is a senior associate of The Family Business Consulting Group Inc., Marietta, Ga.; (800) 551-0633. She can be reached at pendergast@efamilybusinesscom. Reprinted with permission from The Family Business Advisor, a copyrighted publication of Family Enterprise Publishers. No portion of this article may be reproduced without permission of Family Enterprise Publishers.

Suruey says.*.

What homeowners want from their windows

For a second consecutive year, consumers interested in window replacement projects have cited energy efficiency as the top factor for motivating them to replace their windows and as the single most imponant quality of their windows, according to a new survey by Simonton Windows.

The importance of energy efficiency increased in the past year, with a greater percentage of consumers citing energy efficiency as the main reason motivating them to replace windows (727o in 2OOi versus 697o in 2006) and as the single most important quality of their windows (717o in 2007 versus 667o in2006).

"When asked how important it was to them that their windows were Energy Star rated, 88Vo of respondents answered either 'extremely important' or'important,"' said Chris Monroe, Simonston v.p. of marketing.

"That high rating shows us a strong awareness of the Energy Star program with consumers in conjunction with windows. It also shows that people are making a strong connection between energy efficiency issues and the products used in the construction and long-term care of their homes."

Energy efficiency was followed by maintenance-free with ll%o and security with 67o.

While choosing windows for the home can sometimes be a complicated process that requires research on the part of the homeowner regarding frame styles, glass options and warranties, a growing number of homeowners feel comfortable in their knowledge of windows. According to the survey, 72Vo of respondents said they know what they need to look for when choosing windows for the home,57o more than last year.

"Between the wide variety of home improvement television shows, radio programs, websites, magazines and literature, education on windows is at a very high level right now," Monroe said. "Especially with the constant interest in environmental and energy efficiency issues, it's not surprising to see a jump in awareness for homeowners in this area from one year to another."

Survey participants who live in coastal areas (2l%o\ can still use more knowledge on code and insurance issues related to impact-resistant windows. Only 87o of respondents were aware of code requirements for their geographical area, while 64Vo were not aware that some insurance companies offer discounts to homeowners who have impact-resistant windows in their homes.

"Coastal homeowners need to be

WHOLESALE ONLY MILL DIRECT & LCL

Arr,rror&

LUMBERSALES,TNC.

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

C-all: Carol O'Connor lGeorge Badenoch lJohnHolstein

Steue ktwrenre I Edward F. Howdersheh III

Ray MarDonald, Operations Mannger

Blnir Simmons, Sales Mannger

Darin Cunan, Outside Sales (%9) 412-1894

Nekon Semback, Redlands Office (909) 815-7789

(8m) 600-868{1. ($51) 681-4707. Fax(951) 681-4l'8,2

E-mail sales@anfr nsollcom

Visit our website: rmpw.anfrnson com

"THE CLEAR CHOICE" FOR QUATITYREDWOOD, WESTERN RED CEDARAND DOUGI"{S FIR. BOARDS, DIMENSION, TIMBERS AND PATTERNS. FULL MILL CAPABILITIES. CUSTOM ORDERS DON'T UPSET US!

especially vigilant about window education," Monroe said. "In some hardhit areas like Florida, installing impact-resistant windows may not just provide homeowners with a discount on their insurance, but it may be mandatory. In some cases the use of impact-resistant windows can help a homeowner retain their insurance."

According to both the 2006 and 2007 survey results, a majority of the respondents have no plans to replace their current windows (66Vo in 2001 compared to 68Vo in 2006). While

Cal

respondents understand the energy efficiency benefits of newer replacement windows, more than 50% admit to having windows that are more than 16 years old.

*2007 survey results show that 327o of respondents believe windows should be replaced every 30 to 50 years in a home," said Monroe. "That's simply too long of a time frame to expect windows to be working effectively in the home. Most manufacturers and building professionals recommend evaluatine win-

Coast lVholesale

dows on an annual basis. And, after two decades homeowners should strongly think about replacing windows to gain the newest and best energy efficient features currently available in the marketplace.

"Windows are like all other products-including roofing, siding and appliances; their usefulness wears out over time. An average homeowner needs to plan on replacing windows between the 20 and 30 year timeframe in the life of a home to gain the maximum return on their investment."

Inc. Pressure Treated Forest Products

Lumber,

products

Treated Deck Screws

Exterior wood screws from FastenMaster feature PoziSquare drive for easier installation.

GuardDog screws are color matched to blend with pressure treat-

Handy Cedar Panels

Cedar Valley's Handy Panel kit allows easy accenting of homes with western red cedar shingles.

Shingles are cut across the grain and mounted over an intesrated fiber-

Green Wood Coating

Ze-Yo coating system from PrimeTech protects wood with a low VOC oil-based primer and a durable acrylic topcoat.

glass moisture barrier that is backed by plywood. Each kit includes l0 panels, starter strips, nails, and clear instructions.

- Please call (866) 202-9809 or v is it www .c e dar -valley .c om

real time how different departments are doing.

Developed by Unique Data Solutions, the product addresses the needs of sales analysis, advanced forecasting, order fulfillment, warehouse and lumber distribution, logistics and financials.

- Vis i t www.uda solutio ns .com

Four Tools In One

Channellock's GS-3T combines four essential tools into one convenient package.

Applied with patent-pending machinery, the translucent coating penetrates the wood's surface and encapsulates the fibers to seal out water. Its acrylic topcoat reportedly prevents board from sticking together in storage, even without a slipsheet.

- Please call (800) 458-5775 or visit www.goprimetech.com

Suite Software

Lumbergear's new dashboard suite reportedly makes the software system even more powerful by showing in

Each set contains three pairs of the company's most popular tongue-andgroove pliers, as well as a 16' tape measure.

- V i s it www .c hanne llo ck.c om

ed decking, have sharp threads to quickly penetrate lumber, and provide corrosion resistance.

- Please contact (800) 518-3569 or visit www fastenmaster.com

Refinishing Kit

Varathane Renewal No-Sanding Floor Refinishing Kit is formulated for use on all types of wood floors.

One kit has everything needed to refinish a225-sq. ft., l5'x15' room in one day.

- Please visit www.varathane.com

Folding Wonders

Exterior folding doors from JeldWen open completely, without a structural corner post that can block the view.

options, divided lites, and customwood species and finishes.

- Please contact (800) 955-8177 or v is it www .ko lbe - ko lb e .c om

Ladder Helper

Working on a step. extension or multi-use ladder reportedly is safer and easier with a new tool holder from Creative Sales.

driving positions, three length adjustments, an intuitive ratcheting function, and fingertip control.

At 4" long when folded, it is small enough to fit into a pocket, drawer or tool pouch.

- V isit www .lo g gerheadt oo I s .c om

Mighty Snips

MagSnips from Midwest Tool weigh less than traditional forged steel tin snips.

A lightweight magnesium frame weighs just 14.4 oz., for ease of use and less fatigue on the jobsite.

The doors fold back accordian style from the corner inward. Beveled door edges and double weatherstrips keep out the elements.

Aurora custom fiberglass doors offer the look and feel of wood, yet are engineered to need little maintenance. Solid wood panels are also available either stained, painted or primed, with optional Low-E glass.

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

Historic Windows

Specifically designed for historic renovation projects, Kolbe's Old World Class double-hung wood windows reportedly have modern energy efficiency, reliable operation, secure locks, and durable finishes.

The kit includes a tool bucket with carrying handle, a universal tool holder, and a ladder mount that secures the bucket at working level.

- Please call (866) 869-8i, I5

Boots For Working

Timberland's Met Guard work boots feature a hinged metatarsal shield for optimal movement and comfort.

The replaceable blade cuts a variety of materials, including vinyl and aluminum siding, metal roofing, vinyl flooring, and screening.

- Visit www.midwestsnips.com

Tiffany Accents

Tiffany-style glass rail accents from Maine Ornamental help create one-of-a-kind decks.

The three designs-California grape, sunflower, and missionreportedly are easy to mount between wood or composite balusters.

Standard size is 3.5" x 31".

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

Both the 6" and 8" steel toe models have Ever-Guard leather for added durability and water, heat and abrasion resistance. The rubber outsole reportedly is slip, oil, heat, and abrasion resistant,

The 8" version has a waterproof membrane for added protection.

- Please visit www.timberland.com

Tiny Driver

Low-E insulating glass and weatherstripping on the sash, rails and stiles are standard.

Offered are numerous glazing

A pocket screwdriver from Loggerhead Tools reportedly packs the functions of a 2l-piece driver set into one standard screwdriver.

Bit Dr. offers 21 driving heads, six

Tough Generators

DeWalt's newest generators were designed for easy use, increased performance, and more durability.

DG generators have commercialgrade engines, 18v cordless battery start. and increased surge capacity.

- For more information, go online at www.dewalt.com

Kick The Cans

A new kit from JBS Enterprises converts recessed fixtures to flushmount lighting or pendant lights.

Can Converter installations can be completed with just a power drill or screwdriver.

- Please call (888) 506-0527 or

Manufacturers and Distributors of:

I CEDAR PRODUCTS T ROUGH TIMBERS

tr FENCING IVIATERHLS f] UTILITY POI,ES

T C OMPLETE REI\,IATTIUEAC TURING

T PRESSURE TREATED LUMBER

tr DRICON FIRE RETARDAIYT #*

Gall the experts:

r Randy Jensen r Jim Duckworlh

r Gordon Watts r Tom Butterfield

Forest Prod.rrctE Sla,les

249 W. Vine St., P.O. Box 57367, Murray, Utah 84107 (800) 666-2467 (801) 262-6428

Fax801-262-9822

Demanding Drivers

Kraftform screwdrivers from Wera Tools are built for good performance in demanding applications.

Each has an ergonomic handle and a steel blade. Tips reportedly fit snuggly to prevent wear and damage.

- Please call (800) 267-5541 or visit www.weratools.com

Stick Fast DAP

Strong Stik reportedly replaces nails and screws by holding projects in place instantly, yet can be repositioned for up to l5 minutes.

The "instant grab" adhesive works on almost any construction material, indoors and out, and can be cleaned up with soap and water.

- Please go online www.dap.com

SealThose Floors

rPall-X 98 water-based, two-component sealant for high-traffic wood floors is new from UFloor Systems.

The low-odor matte finish can be applied with a roller and has high filling capacity and dries quickly.

- Please call (336) 454-7000 or v i s it www .uJlo or sy st ems .c om

Foundation Anqle

A new foundation wali angle from Simpson Strong-Tie attaches a home's flooring system to the top of its foundation to brace basement walls.

Developed to fulfill a new code requirement, the product can be installed after the foundation is poured and the

Solid Oak Flooring

Westport Oak 5" wide planks from Columbia Flooring have eased edges and square ends for a traditional look. The solid hardwood flooring comes in four finishesnatural, meadow, autumn and forest-with an aluminum oxide coating. A complete line of matching mouldings and accessories is available.

- Please call (800) 654-8796 or so online at www. columbiaflooring.com

floor-joist location is known.

A Zv.ex finish provides additional corrosion resistance when using pressure treated lumber.

- Please visit www.stronRtie.com

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

Stair Enhancement

Fusion balustrade system reportedly comes ready to install with minimal cutting and a few simple tools.

Celebrating 40 years of fine hardwood

ma

cture

d di stributi on

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

Custom Hardwood Moulding

Custom Hardwood Flooring

(8OOl 368.1 108

Manufactured in England by Richard Burbidge Ltd. and distributed in the U.S. bv Leeoer's Stair Products. the svstem is composed of natural wood with chrome-plated'or brushed nickel connectors that can fit together in a variety of configurations.

- Please visit www.leeDers.com

Blocks Of Beauty

Pittsburgh Corning's Insolar Low E glass blocks are reportedly the most energy efficient available.

Used in a mortar application, the 8"x8"x4" blocks reduce solar-heat gain 34Vo and improve U-value by ll Vo. Both 2" and 3" thicknesses are available.

- Please contact (800) 624-2120 or go online at www. p itt s b ur g hc o r ni n g.c om

Big Creek Opens 6th Retail Yard

Big Creek Lumber, Davenport, Ca., opened its sixth retaif location May 4, on 10 acres in the new Castle Airport Aviation & Development Center in Merced, Ca.

The chain welcomes do-it-yourselfers, but caters to professional contractors. The new location features a fully stocked hardware building and a covered lumberyard where Douglas fir and redwood can be loaded onto trucks.

"Contractors are always on a time crunch," said branch manager Jeff Stopper. "Downtime is expensive to them. They want to get in and get out."

Since Big Creek also operates sawmills in California, custom boards and designs can be cut quickly. Hard-to-find items such as knot-free Douglas fir trims are also fully stocked. When customers request special items, the company's sales department quickly researches availability.

The promise of future development, plus an accessible location next to the railroad tracks, is what drew Big Creek Lumber to the newest location. "The development is coming this way," said regional manager Mike White.

Big Creek's other stores are in Davenport, Half Moon Bay, Santa Cruz, Watsonville, and Paso Robles.

News Briefs

(Continued from page 22)

multifamily activity rose 63Vo ... permits fell97o to an annual rate of 1.429 mlllion, with single-family permits off 67o and multifamily down l6.4%a

Bond&Fill has been selected as a National Account Program vendor for Lumbermens Merchandising Corp....

Hunig Building Products is now distributing lypar Weather Protection System components at all of its building product locations ...

Gutter Genius LLC has secured national distribution with Do It Best Corp.

Boise Building Materials Distribution, Boise, Id., received a Golden Hammer Award during the recent National Hardware Show for excellence in distribur ing LBM ...

SierraPine's Ampine particleboard plant in Martell, Ca., won Composite Panel Association safety awards for greatest reduction in accident incidence rates over the last three years and for having an incident record of less than 5OVo of the industry average

Canyon Creek Cabinet Co., Monroe, Wa., selected General Builder's Supply, Tukwila, Wa., as its 2006 Dealer of the Year; Superior Woodworking,Twin Falls, Id., was named 2006 Rookie of the Year ...

Louisiana-Pacific, Nashville, Tn., received thirdparty certification from the Sustainable Forestry Initiative of five EWP plants ...

Ainsworth, Vancouver, 8.C., has received Forest Stewardship Council certification for its three OSB mills in Minnesota throush SmartWood

wr*fi **rm*lef r,rrf rhrllr.c*

Pressure Treated Wood Products Custom Treating Heat Treating (ISPM 15) Rail Service (BNSF)

ffphenSavef Fl

15500 Valencia Ave. Fontana. Ca 92335 Fax 909-350-9623

E-mail salel@fontanawholesalelumber.com Call

NORTH AMERICAN Wholesale Lumber Association convened its annual executive conference May 6-8 at JW Maniott Resort & Spa in Palm Desert, Ca. (1) Tom Rice and Jack Skriden presented the Mulrooney Award to Thomas J. Tomjack. (2) Linda & Rich Stolz. (3) Andrea & Ronald Dunham. (4) Bob & Sandi Wells, Elhel & Tom Rice. (5) Ken Tennfoss, Todd Petracek. (6) Lee & Donna Freeman. (7) Pat & Cathy Heffernan, Monique Bauer, Jay Ross. (8) Jim McGinnis, Pat 68 Tsn MrncnaNr MacnzlNn Jur.re 2007

Ogletree, Chuck Harris. (9) Mike St. John, Leslie Waldorph, Geoff Crandlemire. (10) Ted & Suzanne Roberts, Kim Coutree, Walter Russell. (11)Alan Wagner. (12) Elizabeth & Jeff McLendon, Tanya & Lawrence Newton, Ronnie & Tracv Stroud, Carrie & Graham Bishop. (13) Clint Darnell. (14) John Milikelson, Bob Mauer. (15) Michabl Darby, Scott Gaskin. (16) Frank Lozano, Tim Brand, C.W. St. John. (More photos on nert tuo pages)

NAWLA annual meeting (continued from previous page)drew (1)Janet & Mike Phillips.

(2) Barry & Linda Schneider. (3) Cindy & Bill Anderson. (4) Bill Barnett, Gary Vitale. (5) John & Darlene Stembridge. (6) Butch Bernhardt, AIan Oakes. (7) Mike Mordell, Tom LeVere. (8) Bay & Sondra Barbee. (9) Greg Riley, Nick Kent. (10) Chuck Casey, Rick Hogue. (11) Buck Hutchinson, Jon Anderson, Jack Chase. (12) Bill Ross, Larry Crossley. (13) Catherine & Nick Georgelis.

(1a) Bob & Marge Boyd, Steve & Barbara

Boyd. (15) Liisa Heddens, Lisa Leonard. (16) Craig Combs, Dave Coleman. (17) Linda &

Russ Hobbs. (18) Jim Scharnhorst, Garey Parnell. (20)Susan Skorich, Bill Griffith Keltner. (19) Mark Donovan, Tammy & Jeff (More photos on next page)

EXECS at the annual NAWLA conlerence (continued from previous two pages) included (1)Joan & David Cox, VickiO'Neill. (2) Bruce Kulzer, Steve Firko. (3) Nancy Schmitt, Tom Kohlmeier. (4) Ron & Jennifer Gorman. (5) Kathy & Bruce Hall. (6) Michael King, Mike

Russell. (7) Eamon Devlin, Steven Sprenger. (8) Kathy & Larry Boyts, Susan Fitzsimmons. (9) Wendy Wolfinger, Tom Coleman. (10) Jim Hassenstab, Joe Galvin Jr. (11)Cari & Doug Thomas, Mary & T.J, Tomjack, Betsy Kersey. (12)Hollyn Chase, John & Lisa Barber.

LOS ANGELES Hardwood Lumberman's Club recognized (1) Bill Fitzgerald, Industrial Timber & Land, Fullerton, Ca., with wife Kathy, as Lumberman of the Year during i1s annual Ladies Night May 14 in Fullerton. (2) Bruce & Kathy Jauman, (3) Dennis & Diane Johnston. (a)Jim & Tracy Gaither. (5) Crista, Alan & Lisa Bohnhoff. (6) Walter & Dian Maas. (7) Gerry & Jack Millikan. (8) Judy & Gale Daugherty. (9) Don Reel, Charlette Edhidle. (10) Paul & Candice Pendergast. (11) Heather Rummer, Brian Ralston, Joyce & Walter Ralston. (12) Alan & Dayna Arbiso. (13) Lori & Robert Mitchell. (14) Charley Fiala, Alana Northrop.

bobpalacioz@

thunderboltnw@ verizon.net

TFeat Wood Right"...Quality Wood Tfeating Services Since 1977

GLULAM GATHERING: American Institute of Timber Construclion installed new ofiicers (1) treasurer Ed Jones, Laminated Timber; president Gary Burley, Unit Structures/EnWood Structures; past president Bud Filler, Filler King, and executive v,p,Mike Caldwell at the group's recent 55th annual meeting in Santa Fe, N.M. (2) Tommy Hewitt, David Strauss, Jonathan Strauss, Mike Lane. (3) Kaye Burley, Phyllis Wiggins, Mike Parks, Gary Weaver, Barbara Parks. (4) Wayne King,

Bruce Bevard, Mike Allen, Mike Kahlne, (5) Roger & Ann Harris. (6) Vern & Jeanne Schumacher. (7) Cheryl & Harvey Fisher, Ellie Filler, Martha Whittle (8) Jeffrey Balogh, Sheree Balosh, Scott & Lucy Strandlien. (9) Nancy Jaenicke, Joe Hucke, Barbara Cormier, Frank Wolski, Dick Cormier (10) Mark & Holly Mais, (11) Dottie King, Bud Filler (12) Julie & Jeff Linville, AITC v.p. Trygve Rhude, Sentinel Slructures, (13) Carlton Whittle, Craig Van Cott.

2ND GROWTH, Lumber Association of California & Nevada's 40-andundergroup, met May3 in Long Beach, Ca. (1) Brian Keefer, Richard Pittman, Kurt Koehler, Beth Valenzuela, Chris Maher. (2) Jean Henning, Ken Dunham. (3) Chris Freeman, Grant Pearsall. (4) Chris Parker, William Worra, Endy Flores, Kevin McCabe Jr, (5) Sleve Robertson, Chris Banuelos. (6) Banett Burt, Jim Nicodemus, Randy Jackson, John Lopez. (7) Marc Spitz, Renee LaRock, Oliver Barnes. (8) Doug Willis, Chris Skibba. (9) Ana Ramirez, Scott Whitman. (10) Chris Huntington, Bill Humphrey. (11)Will Lone, Scott Derham.

place

Rates: $l per word (25 word minimum) or, if contains artwork or oversized type, $50 per column inch. Phone number counts as I word, address as 6. Headline or centered copy, $8 per

Ready for Some Time Off?

line. Private box or border, $8 each. Send ad copy to Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660, Fax 949-852-023 1, dkoenig@buildingproducts.com, or call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: l8th of previous month.

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

INSIDE LUMBER SALES: Growing Southern California wholesale lumberyard and mill is looking for a personable, knowledgeable, selfstarter for an inside sales position. Candidate should have a basic softwood lumber knowledge, good math and people skills, and data/order entry knowledge. Salary commensurate with experience, fulltime position, with full benefits, including 401k. Basic computer knowledge a must, Excel and Word proficiency a plus. Please reply to Box 704, c/o The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660; Fax 949-8520231. All replies in strict confidence.

EAGON USA CORP., which represents various South American and Chinese plywood mills in N. America, is seeking candidates for the position of plywood trader/salesman. Salesbased commission, compensation and benefits are negotiable. Send your resume to jaypark@ easonusa.com or F ax 425 -454-2368.

OUTSIDE LUMBER MARKETING position: Southem California wholesale lumberyard and mill is looking a friendly, motivated person to supplement our sales efforts by visiting accounts and providing marketing materials, support and knowledge. The candidate should be able to provide support for lumberyard and home center events, as well as deliver sales specials, samples, and good company relations to existing and targeted customers. A good driving record is a must (current class C license); must have insurance and dependable transportation. Car allowance provided. Salary plus full+ime benefits, including 401k. Must be a self-starter, personable and able to complete assigned tasks. Please reply to Box 705, c/o The Merchant Magazine,4500 Campus Dr., Ste. 480, Newport Beach, Ca. 9266O: Fax 949-852-0231. All replies in strict confidence.

GANAHL LUMBER COMPANY is replacing its contractor sales manager in Anaheim due to retirement and is adding the postion in Los Alamitos in response to growth. We are interested in speaking with individuals that have a demonstrated record of success in contractor sales and sales management. If you are interested in pursuing this opportunity, please contact us at: salesmanager@ ganahl.com. GANAHL

CONTROLLER: A lumber manufacturer in Califomia, seeks candidates for the position of controlier. This position is responsible for the accounting activities of the company, including but not limited to: general accounting, cost accounting, budgeting, cost analysis, financial statements and reports, and will act as supervisor of the accounting and payroll departments. The ideal candidate will have a BA/BS degree in Accounting, Finance or related major, CPA certification (preferred but not required), 5+ years of experience in the financial field, excellent computer skills, and excellent communication skills (both verbal and written). For immediate placement. Competitive compensation package includes salary (DOE), medical/dentallvision/Rx/LTD/life insurances, paid vacations and holidays, 40lk participation. If you have the desired skills and are willing to relocate to Califomia, please forward your email to lookingforcontroller@yahoo.com or Fax to 866291-4820.

LUMBER SALES

We are a wholesale building materials distributor/remanufacturer looking for experienced selfstarters with Central California (Nevada) customers. We are growing rapidly, aggressive and provide all benefits. Many in our organization earn substantial six-figure incomes. If you have customers in this area or have remanufacturing/distribution experience, we're offering opportunities with advancement potential to the right individual(s). Please mail your resume to: President, Shamrock Materials, P.O. Box 80128, Porrland, or. 97280, or Fax to 503-291-9358.

LAS PLUMAS LUMBER & TRUSS CO., LLC. Are you looking to find a career with a company that has excellent benefits including Medical, Dental and Vision coverage? Available positions include, but are not limited to, Accounting, Credit, Design, Dispatch, General Office, Operations, and Sales. Fax resume to 95 1-685-41 95.

FORTUNE 5OO LUMBER WHOLESALER in Northern Califomia is seeking sales manager. Knowledge of all market segments preferable. Send cover letter and resume to P.O. Box 398. Thornton, Ca.95686, Attn.: GMO.

SEEKING EXPERIENCED rep for wood products in Western U.S. Fluent Spanish preferred. 401/k, insurance, expenses. If you can sell, we should talk; steve@atlaslumber.com. (909) 591-9442.

EXPERIENCED LUMBER TRADER WANTED

Great opportunity for experienced trader with steady accounts.60olo commission split for trader. Any product line. Relocation not necessary. Excellent office support, great credit, and financial strength. Call John at (623) 566-7100. Lakeside Lumber Products. for confi dential discussion.

POWER BUILDING SYSTEM, LLC

PBS is a stand-alone Engineered Wood Products distribution facility providing packaged floor systems to the Southern California framer and builder.

Products - 3000F Glulam, Anthony Power Joist (PRl 400), LVL, stock 24F glulam. rim board. etc.

. Customers - $2.5 million order file with $l I million quote file

s-acre vard with rail sour

$2.4 million inventory liquidation under way now

. Excellent operational and technical team in place

Transfer of land lease and forklift lease

All equipment in place for cut package to jobsite

EWP material supply agreements transferable

Call Kerlin Drake at (870) 864-8704 or email kdrake@anthonyforest.com or Hugh John Macdonald at (951) 682-8813 or email hmacdonald@powerbuildingsystem.com for more information.

JLC LIVE residential construction show came to the Long Beach Convention Center, Long Beach, Ca., May 17-18. (1) Kim Boos, Greg Stout, Craig Young. (2) Drew Chorzempa, Venessa Dennison. (3) Paul Mackie, Mark Rutledge, Todd Hanison. (4) Curt Nierman,

Mike Schumaker. (5) Lynn Goode, Renee LaRock, Mike Descoteaux. (6) Steven Phillips, Drew Sundholm. (7) Terry Hathaway, Bill Payne. (8) Skip Brown, Duane Engard. (9) Alan Oakes, Anna Andvik. (10) Chuck Casey, Mike Caputo. (11) Albert Mickadeit.

ARCATA i EUREKA / FORTUNA

guide

llonru & Crllrmr (nronrn

MODESTO

Big Creek Lumber Co. (Atwater/[,1erced)......(209) 356-1433

Britt Lumber Co.

Simpson Timber C0.......,,

BMD ..,,...,.,.,.. .\707) 444-9666 .\707) 822-1779 .(707) 268-3000

BAKEFSFIELD

Pacific Wood Preserving of Bakersfield........(661) 833-0429

CLOVERDALE

All-Coast Forest Products ...,,....,.,.,...,,.,.,......007\ 894-4281

Redwood Empire.... .....]707],894-4241

SALINAS

Big Creek Lumber Co, (Davenport)...............(831) 457-5024

Big Creek Lumber Co. (Paso Robles)..... ......(800) 479-7922

Big Creek Lumber Co. (Santa Cruz) ..,..,.......(831 ) 476-3800

Big Creek Lumber Co. (Watsonville).............(800) 342-2770

FORT BRAGG

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

FRESNO

DMK-Pacific..,.,..,..,. .,.,.,,559\ 225-4727

iLevel by Weyerhaeuser.........,...,.,.,.,..,......,..(800) 292-0704

North Pacific........... ......{559) 994-1393

OrePac Building Products.....,,.....,.,.,..,..,...,.,(559) 291-9075

Sierra Forest Products (Terra Bella),..,,........(559) 535-4893

Taiga Building Producrs................................(800) 348-1 400

Conrad Wood Preserving C0,.,.,..,.,.,..,.........(800) 499-2662

Thunderbolt Wood Treating...........................(800) 826-8709 (209) 869-4561

REDDING / RED ELUFF

Gemini Forest Products,......,........,.,.,..,.........(530) 223-7440

Pacific Wood Preservin9...............................(530) 824-9400

Shasta Cascade Forest Industries, Inc. ........(530) 243-0500

Sierra-Paciflc Industries,....,.,.,,.,.,.....,..,........(530) 378-8000

Siskiyou Forest Products ...(800) 374-0210 (530) 938-2771

Western Woods, lnc......................................(800) 822-8157

SACRAMENTO / STOCKTON AREA

Abel Building Materia|s...........,......,.,.,..,........(209) 466-3683

Arch Wood Prolection ....,.,.,,,.,.,.,,.....,..,........(530) 533-7814 BMD........................ .....(800) 356-3001

California Cascade Industries.......................(91 6) 736-3353

California Lumber Inspection Service,.,.........(209) 334-6956

Capital lumber,,,,,...........,..(209) 946-1200 (866) 946-2280

Capitol P1yw00d................... (916) 922-8861

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

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

Baxter, J.H............... ,..,,(530) 938-4408

Kelleher Corp. (Roseville) .............................(916) 788-0900

Lausmann Lumber........................................(800) 626-1233

Lumber Assn. of California & Nevada ...,.......(91 6) 369-7501

Soun:nr Cnronrn

ORANGE COUNW & INLAND EMPIRE

Alfcoast Forest Products...,.,........,.,.,....,...,,(909) 627-8551

Anfinson Lumber Sales.................................(951 ) 681 -4707

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

Bear Forest Products..........(877) 369-2327 $51\ 727-1767

BMD (Vernon)........, .....€77\ 587-4137

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

Boise (0.C.),..........., .....(714) 255-1949

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

Building-Products.com,...,.,.,.,....,.,.,.,.,..,,,....,(949) 852-1990

California Lumber Inspection Service............(71 4) 962-9994

California Timberline, Inc.,.....,.,.,..,.,.,......,,,,.,(909) 591 -481 1

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

Caoital

BEND

uide hcutc llomrursr

OREGON

Malheur Lumber Co. (John Day)....,...,.,..,..,.,(541 ) 575-1 1 48

COOS BAY/NORTH BEND

Conrad Forest Products......(800) 356-7146 (541) 756-2595

Coos Head Forest Products..............,...........(800) 872-3388

Warm Spring Forest Products (Bend)..,.,.,.,.,(541) 553-1 148

EUGENE / SPBINGFIELD

Cascade Structural 1aminators.....,...,..,.,.,.,..(541) 726-9836

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

Roseburg Forest Products ..........(800) 347-7260

FERNDALE

WASHINGTON

Allweather Wood Treaters..,.,........................(800) 637-0992

SEATTLE / TACOMA AREA

APA-Engineered Wood Association...,,.......,(253) 565-6600

Boise Distribution (Woodinville).....................(425) 486-7 477

Buse Timber & Sa|es,....................................(800) 305-2577

Capital Lumber Co. ......(253)779-5077

DeckLok Bracket Syslems..(866) 617-3325 (253) 853-8979

Gemini Forest Products.......,

J.H. Baxter.........................,. .................(541 ) 485-7s78 ......,..,.,....,(541 ) 689-3801

Lumber Products.... .......(541) 687-0411

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

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

Rosboro Lumber..... .......(541) 746.841 1

Western Woods, Inc.......................,..,..,.,.,.,.,(800) 822-8157

Weyerhaeuser Building l\,4ateria|s..................(877) 235-6873

MEDFORD/GRANTS PASS

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

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

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

Pacific Wood laminates..............,...,.............(541 ) 469-4177

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

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

Kelleher Corp. ..............(206) 735-5780

Lumber Products.... ......(800) 677-6967

Manke Lumber Co.. ......(800) 426-8488

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

OrePac Building Products.............................(253) 582-9500

Screw Products Inc. ,...,.......,.,.,.....................(888) 888-3306

Simpson Timber Co ....,,(206) 224-5000

Welco Lumber........ ......(360) 681-7444

Western Wood Preserving C0,,.....................1800) 472-77 14

Weyerhaeuser Building Materials,..,..,,,,.,,.,,,.(877) 235-6873

Weyerhaeuser Structurwood,.,.,.,..................(800) 523-0824

SPOKANE

Boise Distribution (Spokane),.,.,....................(509) 928-7650

Boise Distribution (Yakima)......,.,..,..,............(509) 453-0305

Capital Lumber Co. ......(509) 892-9670

Colville Indian Precision Pine Co. (Omak) ....(509) 826-5927

Coos Head Forest Products..........................877\ 922-2213

Lumber Products.... ......(800)

Rotrr ilourntfs

ROSEBURG

C&0 Lumber Co. (Riddle) ................,............(5/1) 87

Herbert Lumber Co. (Riddle).........................(541) 87 4-2236

Hoover Treated Wood Products..,..,,..,.,...,.,..(800) 531 -5558

Johnson Lumber Co., D.R............,..,,....,.......(541]' 87 4-2231

Keller Lumber Co. .........(541) 672-6528

Lumber Products.... .......(520) 796-9663

OrePac Building Products.............................(602) 272-4556

Universal Forest Products..........................,..(480) 961-0833

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

NEVADA

Quolity Western Cedor Products

LAS VEGAS

Lumber Products.... .......(702) 795-8866

Peterman Lumber.,.. ......(702) 430-3433

Weyerhaeuser Building Materials,.(877) 23s-6873

RENO/CARSON CITY AREA

Capitol Plywood...... ..^'(775)329-4494

Nevada Wood Preserving .............................(775J 577 -2000

Sierra Pre-Finish.... .......(866) 246-5536

Waldron Forest Products.................,,.,...,.,.,.,(775) 31 5-8741

Weyerhaeuser Building Materiajs..................(877) 235-6873

HONOLULU / MAUI

HAWAII

Conrad Wood Preserving.,,.....,,...,...,.,...,.,.,.,(800) 356-7146

Kelleher Corp. ........ ..,....(808) 833-1 802

FAX to 949-852-0231

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

Name (P/ease print)

Want to Subscribe? check the appropriate boxes to begin receiving your monthly issues. tr I Year ($ 18) tr 2 Years ($30) tr 3 Years ($40) E BillMe E My Check Is Enclosed News or Comments? we welcome comments on articles, the magazine, or news of your company such as new hires, expansions or acquisitions (a free service). Email dkoenig@building-products.com, or Fax this form:

For more informationfrom atlvertisers, use the Web site in brackets.

Anfinson Lumber Sales [www.anfinsoncom]

Beaver Lumber

Building Material Distributors Iwww.bmdusacoml ...........................38

Cal Coast Wholesale Lumber........... ....,.......................61

California Timberline Iwww.caltimber.com]......,.,..............,................48

C&E Lumber Co. [www.lodgepolepine.com]

Canfor [www.canforcoml......

Capital Lumber Co. Iwww.capital-lumber.com]

Cascade Structural Laminators Iwwwcascadesl.com] .......................52

Colville Indian Precision Pine [www.cippine.com]...,,.........---..........52

Fontana Wholesale Lumber Iwww.fontanawholesalelumber.com] ....67

Forest Grove Lumber Iwww.fglco.com] ..........................................,....37

Forest Products Sales Iwww.forest-product-sales.com] ...,.,........,.......,64

Hampton Afliliates [wwwJramptonaffiliates.com] --.-..-.--.---........54

Huff Lumber Co.................... ..............59

Ipe Clip Co., The [www.ipeclipcom]

ITI Americas [wwwitiamericasrom]

Keller Lumber Co...............,.... ...........37

Krauter Storage Systems [www.krauter-storage.com] .......,....Cover III

Lausmann Lumber [www.lausmanlumbercom].................................53

Lewis County Forest Products [www.titanstuds.com] .............Cover IV

L-M Equipment [wwwJmsawsrom] ...........51

LP Building Products [wwwJpcorp.com]........ ............10

Lumber Products [www.lumberproducts.com] ..,.......67

LWO Corp. [www.lwocorp.com]................. .................66

M&M Builders Supply.........,... -........,64

Manke Lumber Co. [www.mankelumbercom] .......,.56

Matthews International [www.woodmarking.com].............................36 Norman Distribution Inc. Iwww.normandist.com]...................,..,........43

North Pacific [www.northpacific.com]

Nu Forest Products [www.nuforestproductscom] ..............................25

Osborne Lumber [www.osbornelumber.com] .............4

Pacific Wood Laminates [www.pwlonline.com] ...................,.........40-41

Peterman Lumber Inc. [www.petermanlumber.com] ..........................42

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

Reel Lurnber [wwwreellumber.com]............. --..........65

Reliable Wholesale Lumber Inc. [www.rwli.com] ..............,...........,....32

Rosboro [www.rosboro.com]

Roseburg Forest Products [www.rfpco.com] ..........,....................,..,.,.,27

Roy O. Martin Lumber [www-royomartin.com] .......-..-.........-..........47

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

Poplar Mouldings a Specialty

Mouldings - Siding - Trim Pieces

Wholesale Lumber - Redwood - Uppers

Douslas Fir - Pine - Hardwoods - Western Red Cedar

Royal Pacific Industries...,.... .............,55

Sierra Cedar Products LLC [wwwsierracedarproductsllccom].......51

SierraPine [wwwsierrapine.com]............... --..............44

Siskiyou Forest Products Iwwwsiskiyouforestproductscom]............39

Sunbelt [wwwsunbeltracks.com] .........................16a, 45

Swan Secure Products [wwwswansecure.com] ..........19

Swaner Hardwood Co. Iwwwswanerhardwoodrom]................,......,.,66

Swanson Group Sales Co. [wwwswansongroupincrom] ...,...............23

TAM-Rail by TAMKO Iwww.tam-rail.com]...........................................4

Thunderbolt Wood Treating Iwww.thunderized.net] ...................,......71

Tristar FLC Inc. [www.tristarflc.com] ........................43

TruWood [www.truwoodsiding.com]...... ....................35

Van Arsdale-Harris Lumber Co..................... ..............70

Viance [www.treatedwood.com] ............3

Western Red Cedar Lumber Association [www.wrcla.org] ..................7

1400 Orchard. Hollister, CA95023 (831) 636-3399 . Fax 831-636-3335

Western Woods Inc. Iwww.westernwoodsinc.com] --.................Cover I

W.M. Cramer Lumber Iwwwrramerlumber.com]..............................21