Merchant Magazine - June 2008

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addres-s changes to The Merchant Magazirie, 4500bampus Dr., Ste. lgo, iietport Biictr. Ci. gzOOo-roz.

I he^Mercnant Magazine (USPS 796-560) is published monthly at 1500 Campus Dr., Sts. 480, leinort Beach, Ca. 92660-1072

Dy uurer PuDllsnlng, Inc. Periodicals Postage paid at Newporl Beach, Ca., and additional lost ofiices. lt is an independenfly. owned publication follhg re_!ai!, wiolesale and distributiori levels of itre ltimber and buildihg products markets in 13 western slales. Copyright@2008 by Cutler Publishing Inc. Cover and entire contents are tutty protectid'and musi not di ieproduced in ryJ.Uej-llllgglwritlen permrssr0n. All Rights Reserved. !t reserves the right to aicept 0r reiect any editoriat oi aOvertrsrng matter, ano assumes n0 liability f0r materials lurnished to it.

S€illng t3 Wortam Statca, l|tcludlng Alaaka.nd al.wdl

(Sbtet publication Euilding ProducE Digast seves the East)

PUBLISHER Alan 0akes (ajoakes@aol.com)

PUILISHER EMERITUS David Cutter

EDIT0R David Koenig (dkoenig@building-products.com)

ASS0CIATE EDIT0R Karen Debats (kdebats@building-products.com)

COI{TRIBUTIIIG EDITORS

Dwight Cunan, Carla Waldemar, Rov Burleson

AD SALES M;ilAGER ChucK Casev (ccasey@building-prodticts.com)

ClBCUtATl0l{ Heather Kellv (hkelly@building:products.com)

ADMIiIISTBATIOTI DIREGTOR/SECRETABY Marie Oakes (mfpoakes@aol,com)

How to Advertise

Conlacl 0u adrorllslng ofllces for rales:

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II0RTHEAST: Paul Mummolo (N.J.); {732) S998102; Fax 732-899-2758; Email mummolop@ c0mcast.nel

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Maybe it's party time!

When times are tough, it is difficult to maintain morale in a company. When sales and profits are down, and colleagues are leaving for pastures new or due to layoffs, and this continues for a period of time, inevitably morale slips. It is particularly hard to give employees confidence that things are under control and will improve if management hides the truth.

The reality is that whether you are an owner or an employee, you have debts, mortgages and expenses to pay. As individuals we all have fears, and when we read or hear daily of layoffs, the worst thing that can happen in a company is to have a workforce sitting waiting for the chop. How great do you think your customer service ratings will be when your clients are dealing with people who think they might not be around much longer.

It is my experience that management often treats employees like mushrooms by not being completely upfront about the changes that are going on around them and the chal-

Ienges that the company faces. You cannot stick employees in a closet and feed them manure and expect that morale can be maintained on the front lines. I believe most people can accept the truth if they understand the issues and where they stand and have confidence in their leaders. You get the best out of people when they are prepared for the fight, know where the company is going, and understand their role in getting there.

Frankly, no one knows in a down situation if the bottom is reached, or is still months or a year away. But you cannot turn a company around unless you have everyone positive about the future. Management must come up with a plan to aid the turnaround and continue to grow the company and make it thrive in a new economy.

The face of management has to be one of resolute determination to put things right, and not show fear of the unknown. Plans need to be transoarent. Of course, there should be contingency plans in place. Reality may not

be as you envisage it, but companies have to be led by management with vision, passion and integrity. Bad news has to be told plainly. I can be motivated in tough times when I understand the problems. I cannot be motivated if I work for a company that hopelessly awaits its fate.

So often, management is afraid of telling the truth and, unfortunately, employees know only too well when the truth is not told. Leaving employees awake at nights worrying if they will be able to pay the mortgage at the end of the month is not fair. If there is bad news to be given to some employees, do not taint all employees with the same fears. Tell those affected and get it over and done with. There is nothing worse than hearing bad news the wrong way, like from the newspaper or getting an email from management or sweating it out over weeks or months.

Indeed everything needs to be done to hold on to your best and brightest, because, guess what, these are the ones that will be readily snapped up by your competition and will be the first ones to have their resumes on the street. They already know where they will be welcomed with a raise.

Equally, if expenses have to be cut, cut them where it least impacts the business. But, more importantly, don't cut programs that are needed to turn the company around. This across-theboard cuts business is completely wrong-yes, you want to be seen as fair. but you are not doing your company any favors for the future. Many companies try not to upset the broadest section of the company by spreading whatever monies there are around. Wrong! Spread monies where they can be most effective. If you are working on new products, speed them to market with every dollar you can afford and drop expenditures on failing products or programs.

Let's be truthful: downturns and constant bad news does not create an easy environment for management and staff alike, but this is the environment where we really earn our pay. Protecting jobs and creating wealth for the future is what separates and the good managers from the bad. Just don't expect to accomplish it without your troops at your side, charging from the trenches. Thank your staff for their good work and effort and maybe throw a good, old-fashioned party just to say thank you for sticking with us.

THE LONGEST FASCIA

YOU EVER SAW.

Not only is Canfor SilvaStar@ fascia tess expensive than composites or cedar, it can also be ordered in longer lengths. Why do we make our fascia in every key length up to 35 feet? Because supplying atl the tengths your customers need saves them instaltation time and expense. Every inch of SilvaStar is made from high-quality KD SPF fiber with4o defects , so it's 10o% usable. Then it's carefully factory primed with premium Olympic* latex primer. True, time is too short on any jobsite. Which is precisely why we make our fascia long.

Howto avoid a Warehouse Management System horror story

Bv Dick Friedman

A WAREHOUSE Management

.Cl.System might increase productivity and picking accuracy, which could cut costs and improve customer service. But a WMS is expensive. And it's tricky to find a WMS with the right combination of helpful features and cost-justification.

It's also easy to spend a lot of money, despite the availability of cheaper systems that can produce the same savings and benefits. And often changes to the warehouse are needed before installing a WMS or it won't produce any savings or benefits.

There are steps a distributor can take to avoid selecting the wrong WMS, overpaying or setting up a system in a way that makes things worse.

tfp-Front Planning & Prep

Involve top management, because a WMS impacts customers as well as employees-even if that means a top manager has to learn something about computers and WMS.

. Organize a team consisting of someone from top management, all warehouse managers and supervisors, MIS management, and the people responsible for sales order entry and customer service.

. Estimate growth and identify expected changes for the company as a whole and for the warehouse. A WMS must be able to handle future company and warehouse needs as well as the obvious current ones.

. Tighten warehouse procedures and controls for receiving, put away, etc., and for information and product flow. Do it now. Failure to do this is the primary reason for WMS horror stories.

. Determine if the main business system has the functions and data that are "expected" by a WMS; e.g., expected arrival date of a purchase order. Furthermore, the data in the business system must be very up to

date and accurate.

. Estimate long-term costs: software, education, training, bar code equipment and spares, annual support fee.

. Be conservative when estimating personnel reductions, personnel avoidance, and other cash savings. Don't ignore the impact of non-cash benefits, such as happier customers..

Selection & Installation

. Define detailed, long-term WMS needs. Without such a list it is impossible to judge whether a particular WMS contains specific needed functions-and impossible to compare different systems.

. Solicit written bids. Ask WMS vendors to categorically compare their software against the list, and to quote all the costs involved.

. Examine each vendor's bid, for cost, missing features, and prior experience with similar distributors. Narrow the field to two or three WMS, and then ask those vendors to

demonstrate their systems. Call a few references of the vendors, and visit one or two references ofeach vendor.

. Select the most cost-effective WMS, based on long-term cost of ownership and non-financial facts, such as the degree of software suitability (vs. the list of needs) and vendor experience.

Before delivering the system, the vendor should make any planned WMS modifications and create any programs needed to interface the WMS with the ERP system. Test it all, using real data for the test, which should be conducted by the people who will be using the new WMS.

Don't skimp on user training. A WMS is so complex that the only way to learn more is to spend a lot of time in formal classes and on-site trainins sessions.

- Dick Friedman has 25+ years of experience helping distributors select Warehouse Management Systems. For a free consulttttion, contact him at (847) 2 56- 3260 or v ia www.ge nbu scon.com.

WAREHOUSE Management Systems can save distributors time and money and improve accuracy-if they're chosen and implemented properly.

Design trends drive denrand for vinyl siding and trim

By Drew C. Brandl CertainTeed Coro.

fiVER the past 50 years, vinyl sid\-fins and trim have become the leading-choice for residential projects. Now, three major building and design trends-GreenBuilding, New Urbanism, and Aging in Place-are further driving demand for these durable and low-maintenance products.

The "green" movement has produced one of the most influential building and design trends in American history, and it will only continue to grow in importance. Sustainable building and design has completely changed the way that the building industry and its customers look at construction and renovation. As an outgrowth of this, the demand has gone up for building products that are longlasting, are made with recycled con-

tent and those that can be recycled once their life cycle is finished. Vinyl siding and trim meet many of the requirements defined by this movement. According to a recent study by Sustainable Solutions Corp., vinyl emits much lower levels of carbon dioxide over its lifetime than other common siding materials, making vinyl a better ma terial choice for the environment. Plus, properly installed vinyl and polymer siding create an efficient building envelope that does not conduct heat or cold. Insulated vinyl siding products such as CertainTeed CedarBoards contribute to a home's energy efficiency by increasing the Rvalue of the building envelope, which reduces energy consumption and relat-

INSULATED vinyl siding products such as CertainTeed CedarBoards contribute to a home's energy efficiency by increasing the R-value of the building envelope, which reduces energy consumption and related carbon dioxide emissions.

ed carbon dioxide emissions. It also contributes to Energy Star certification for new homes.

Vinyl siding is also low-maintenance, eliminating the need for painting and caulking, and it is made using up to 807o post-consumer and industrial recycled content, requiring minimal raw materials, energy, and water to produce. Vinyl products can also be recycled at the end of their life cycle and all scrap from manufacturing is reintroduced into the manufacturing process, eliminating waste. These factors make vinyl siding a sustainable, environmentally friendly product.

New Urbanism is based on principles of planning and architecture that work together to create human-scale, walkable communities, much like those found in American cities before World War IL The idea is to revitalize old urban neighborhoods with remodeled housing and shopping, work and entertainment, all within walking distance.

Vinyl siding and trim are valued by the New Urbanism movement for its design flexibility, one of the material's biggest advantages. Vinyl can be shaped and formed to emulate classic wood siding profiles, such as clapboard, dutchlap, beaded, and board and batten panels, as well as and cedar shakes and shingles. And it comes in an ever-increasing variety of colors.

Using colored vinyl eliminates the need for painting, and the increased selection of colors available on today's market allows for endless combinations and variations throughout residential communities. Vinyl siding's wide variety of classic profiles and accessories allows builders to renovate older homes with exterior

BESTORATION Millwork is manulactured from cellular PVC so there are no worries about rotting, warping, moisture, or insects.

cladding that emulates siding of the original era. Additionally, today's insulated vinyl siding can provide these homes with added weather resistance and energy efficiency over traditional wood siding.

Finally, the option of polymer shake and shingle sidings and decorative trims gives New Urbanist builders increased flexibility to produce more elaborate architectural designs such as Victorian or Craftsman, where rich shape or texture is a prominent feature. Add low-maintenance and affordability, and you have a true winning choice.

The Aging in Place design movement addresses the growing number of active healthy retirees across the nation who prefer living out the rest of their lives in their family home rather than moving to a retirement home. The movement provides solutions for renovating homes to make them more accessible and mobility easier, without sacrificing aesthetics. Vinyl siding, trim, railing, decking and fencing products are all a big advantage here, as they are low-maintenance and will not rot, warp, crack or split, as wood does over time. With vinyl siding,

homeowners can realize significant savings in maintenance costs.

According to industry estimates. maintenance costs can add up to approximately $170 per month on a 2,500-sq. ft. home. There's always the do-it-yourself approach, but most homeowners would prefer not to deal with the time-consuming repainting or repairing of siding every few yearsespecially after retirement. Vinyl siding allows them to avoid much of this. All that vinyl requires is an annual cleaning with a garden hose and soap. This leaves more time for other, more enjoyable activities and significantly cuts maintenance costs.

All these factors add up to continuing demand for vinyl siding and trim products. After years of refinement by manufacturers, vinyl sidings and trim products are excellent substitutes for wood. These products also complement other siding materials, such as stucco, fiber cement, and brick. Aesthetics. low maintenance. superior perlormance. and competitive costvinyl siding and trim has it all.

- Drew C. Brcndt is the director of marketing-new product development for CertainTeed's siding products group. He can be reached at (610) 341-7833 or drew .c .brandt@ saint-pobain.com

A growing number of deck failures have emphasized the need to build decks to meet code requirements just like any other structure. To help your customers build safe, code compliant decks, Simpson Strong-Tie@ introduces our new Deck Framing Connection Guide. The guide recommends structural connectors and provides best practice guidance based upon specific building codes.

Understanding the critical connections 0n a deck has never been easier.

To request a copy of the Deck Framing Connection Guide call (800) 999-5099 or visit www.strongtie.com/codeguides.

( Photos by CertainTeed)

Expanding manufacturer sides with wood

THE OWNERS of Lazy S Lumber.

|. Beavercreek. Or.. and Columbia Cedar, Kettle Falls, Wa., are betting big on wood siding, by rolling out new lines of siding panels in western red cedar and in Okoum6 hardwood.

Four years ago, Ralph and Merry Schmidt opened Panel Crafters, Inc., as a specialty hardwood manufacturing plant in White City, Or.It recently began production of Cedar Craft siding panels. The line has earned the APA grade stamp for T1-11 sidings

and is manufactured to APA 303 sidings specifications.

"We are in a very competitive market, and Merry and I have over 35 years in the cedar lumber industry with Lazy S Lumber and Columbia Cedar," said Ralph Schmidt. "It was a natural progression to bring that experience to our panel company."

The Schmidts have relocated from Kettle Falls to Eagle Point, Or., to spearhead the new company. "When we commit to a company, we do what

it takes to make it successful," she said. "So the transfer was easy."

For the Cedar Craft line, said Ralph, the "skins come from selected cedar logs taken at Columbia Cedar. We've selected sound, secondgrowth, tight-knot logs, and shipped those to be peeled and composed, and then bring the skins to Panel Crafters, where they are graded, sorted and laid up into the Cedar Craft line."

What makes Cedar Craft unique is that the skins are exactly as nature made them. "We don't cut or blow out the knots and replace them with a synthetic putty," he noted. "We only repair the knots that fall out during the creation of the skins, so the natural look of tight-knot cedar is graded into our product line.

"The added rough saw will texture and pattern the panels exactly as specified by the APA. We've worked very closely with them to assure our customers are getting a product they are familiar with in construction, but unique and natural in appearance."

To be able to offer a more versatile selection, the Panel Crafters facility is also producing an Okoum6 hardwoodfaced line called Craftsman. "It's an A-grade Okoum6 panel that will have the same textured finish as the Cedar Craft panels, but is a true clear, light wood color," Ralph said.

Craftsman will be sold through sister companies Columbia Cedar and Lazy S Lumber. "Some of our customers have been misled to believe that Okoum6 is cedar," noted Columbia Cedar sales manager Chris Retherford. "I think it's important to know the difference. Okoum6 is an African hardwood and is also known as gaboon. It has a light salmon to tan color, and in veneers it rarely has knots. Our Cedar Craft panels are (Please turn to page 55)

PANEL CRAFTERS' office in White City, Or., fealures its two newest products: Cedar Crafl "Deschutes Rive/'grade knotty western red cedar siding with 0koum6 hardwood for the soffit.

Innov gfo PVC trim

rflHE growth of exterior PVC trim has come as no sur.l- prise, as builders increasingly use the products in place of wood. But there's also been an unexpected contributor to their success: builders inventing clever new applications for the versatile products.

KOMA Trim Products became aware of the trend while analyzing entries in its annual Building Professional of the Year competition. Countless projects had used their trim in innovative ways not originally intended, ranging from interior stair risers to church steeples and beach club showers.

The contest's most recent winner, mid-Atlantic roofing and siding contractor Sean O'Connor, used the trim throughout a northern New Jersey swim/beach club.

"Looking at the entry pictures, we couldn't believe the extent to which Sean's team had been able to use KOMA trim and our other products," said Patrick Shabal, national sales and marketing manager. "We saw extensive use of accent mouldings, fabricated components, panel work, door casings/returns to accommodate shingle-whips, cope and stick columns and pilasters, scribed-in transitions between windows and columns on bays, and possibly the largest PVC trim project we have ever seen."

In its booth at this year's Inter-national Builders Show, KOMA played a video montage of O'Connor's work, piquing the curiosity of other builders anxious to learn the

install technique he used to vent soffits through space created with blocking outfitted with a breather element behind frieze boards.

The beach club's outdoor dressing rooms were clad entirely in KOMA products. Beaded sheets were applied to the walls and the ceiling, as well as throughout the interior of the dressing rooms, including peg boards for hanging towels and clothing.

The previous year's Building Professional of the Year truly went a different direction, using the exterior products indoors. Luciani Building Group utilized the trim for interior paneled walls, stair risers, custom size/style door casings, and numerous "durable trim" applications.

Owner Peter Luciani grew so confident in the trim's ability to withstand the demands of coastal New England that cladding the front of interior stair risers was a natural transition. Besides being incredibly durable, the material bends easy and holds paint well.

He also utilized these same attributes to justify the trim's use in interior raised panel work, one-off door casings/trim, beam cladding, special need jamb extensions, and other architectural elements. His team literally sets up a PVC millwork shop in the basements of its jobsites.

According to Luciani, the trim's hardness allows his "workers to use it on the jobsite without worrying about it being too delicate or easily damaged. Anywhere we need durability or bent boards we use KOMA."

In designing new products, KOMA is taking into consideration the expanding applications, as well as demands for greater curb appeal and lower maintenance. A new heat bending system enables contractors to bend the trim boards for radius work. Additions to the base trim board and sheet lines include one-piece corner boards, edge and center bead boards, extruded profile mouldings, edge and center beaded sheets, one-piece water table, and soffit system panels.

"As manufacturers, we always listen to our customers, look for reoccurring requests, determine what product innovations are within our skill sets," said Bob Lambert, field sales manager. "Our converting and fabricating customers will always grow the market with their own creativity."

INNOVATIVE aoolications for exterior PVC steeples (top right), and fencing (bottom left).

trim board include beachside changing stalls (top /eft), church

Slru:nign fo_reoast fot rootinU

f T S roofing demand is forecast to lL,/ grow nearly 2Vo a year through 2Ol2 to 280 million squares, valued at over $15 billion, according to a new forecast by Freedonia Group.

Gains will be sparked by an expected improvement in new resi-

dential construction, following the sharp slowdown that began in 2006. As housing construction recovers through 2012, demand for roofing is projected to surge.

Although the biggest growth is expected in new roofing applications,

Iile Bools 0o GrBGn

A new campaign sponsored by the Tile Roofing Institute highlights the environmental benefits of using concrete and clay tile roofs, which can save energy and earn LEED credits.

"This campaign is about being smarter, stronger and cooler," said TRI spokesperson Jeanne Sheehy. "Tile roofing has always had a environmentally fiiendly story, and we believe this is a great partnership for us. Green is here to stay."

She added that the campaign establishes TRI as the singlesource authority for information on tile roofing's green benefits, including life-cycle cost, recycling, reflectivity, and sustainability. Another benefit is that tile roofing

is very durable and can wi&stand harsh weather conditions, including high winds, snow and ice buildup, hail and earthquakes.

"Another part of our story is what we're doing with the solarpanel industry," said Sheehy. "We've worked with solar-panel providers who are building solar panels right into tile. It's flat, you can't see the solar panels at all, and it's very subtle."

Components of the campaign will include an informative brochure, articles in building and home improvement publications, a "Go Green" section on TRI's website (www.tileroofing.org), and technical experts who will speak at green-building conferences.

U.S. Roofing Demand (256 million

squares in 2007)

Asphalt shingles

58%

Bituminous low-slope roofing 13olo

Metalroofing

Elastomeric roofing

8%

7o/o

All other roofing materials 141o

the majority of demand will continue to come from reroofing applications. In2007, reroofing accounted for more than three-quarters of total roofing demand.

Product-wise, roofing tile and plastic roofing will lead the gains through 2012.Demand for roofing tile will be driven by the recovery of the residential market, especially in the South and West, where roofing tile demand is greatest. Demand for plastic roofing (for example, PVC, thermoplastic polyolefin, and spray polyurethane foam), which is typically used in nonresidential construction. will increase as plastic materials supplant more traditional bituminous low-slope roofing products.

Asphalt shingles are projected to remain the most popular roofing product, accounting for nearly two-thirds of new roofing demand, owing to their dominant position in the large residential market. They should accelerate markedly through 2Ol2 as the residential market recovers.

The West is expected to provide the best prospects for roofing demand through 2O12. The West has experienced one of the sharpest declines in housing construction, enabling the biggest gains in a recovery. Growth will be led by the Mountain subregion, which is expected to outpace the average in terms of growth in population and economic output.

How buildin$ codes affect LBM market opportunities

\ZOU'RE drivin-e along and see a I new four- or even five-story hotel being built with wood framing. But, you've always heard that building codes greatly restrict the size of nonresidential buildings framed with wood. Wondering how it's possible that wood is the construction material of choice for these buildings?

Much of that "restriction" is now only a perception, not reality. Thanks to a little-known group, over the last few years the wood products industry

has been very successful getting building codes to permit larger and taller wood buildings. That group, AF&PA's American Wood Council (AWC), has ensured that building code changes, now being enacted in all 50 states, provide tremendous opportunity for wood in markets historically dominated by steel and concrete.

The International Building Code (IBC), the content of which is used virtually everywhere in the U.S., provides architects, engineers, contractors

Index of Maximum Allowable Area

and other building professionals with guidelines and design options, along with the new-found freedom to build all types of wood-frame buildings. In addition, groups such as AWC offer powerful tools to help building professionals design with wood for these new opportunities, and for the traditional residential market as well.

A little History

Publication of the IBC marked the end of regional code development in the U.S. by the three former model building code agencies, which historically governed most construction.

. The Building Officials Code Administrators International (BOCA), predominant on the East Coast and in the Midwest

.

The Southern Building Code Congress International (SBCCI), commonly found in the Southeast

.

The International Conference of Building Officials (ICBO), used by code officials in the western states ln 1994, these three groups joined forces to provide a comprehensive, coordinated set of national building standards under the International Code Council (ICC) banner.

AWC. with its staff of former building officials, is the industry's advocate to the building codes. Throughout every year, changes are proposed to building codes and design

standards. AWC staff are the watchdog for wood products, continually seeking to ensure that codes and standards allow the greatest appropriate use of wood, and that competing material industries do not succeed in changing these regulatory documents to the detriment of wood.

Wood Provisions in the Gode

Although we don't always think of it, the use of wood products in construction is highly regulated. While we generally see wood as a simple, environmentally friendly and carbonsequestering material. benign in every way, wood does not get used in construction except where buildings codes permit it to be. If those codes were changed to limit wood use, the industry would suffer immediately.

Chapter 23 of the 1BC covers wood use primarily for non-residential buildings (a separate publication, the International Residential Code, regulates construction of one- and twofamily dwellings). Chapter 23 governs materials, design, construction, and quality of wood members and their fasteners. Aside from some provisions that address traditional construction methods, Chapter 23 in large part simply references the consensus standards of AF&PA, most notably the Natir,tnal Design Specification (NDS) for Wood Construction.

IBG's lmpact on Construction

Provisions of the NDS, used in conjunction with the building code, give designers the information they need to design wood buildings bigger and better than ever. When Chapter 23 design allowances are applied with building height and area limits found elsewhere in the building code, it results in increased opportunities for woodframe construction as compared with that which was allowed under the three legacy model code agencies (see graph on previous page). And these new IBC provisions offer a number of advantages for wood use in a wide range of non-residential applications.

Tools

AWC has several free tools on its website to help commercial building designers use wood-frame construction effectively and efficiently.

Allowable Heights and Areas

Calculator: The calculator demonstrates how large a building can be built with wood under the building code. The calculator shows the maxi-

mum height and area for various types of occupancies and levels of fire protection, all based onthe 2006 IBC.

Span Calculator: This web-based tool provides span calculations for all species and grades of commercially available softwood and hardwood lumber under common loading conditions. One option even allows users to select multiple species and grades for comparison purposes.

Fire Related Publications: Since wood is a combustible material, fire performance of these products is an important consideration. A series of free web-available publications addressing flamespread, fire design of exposed wood members, and fire rated assemblies helps designers tackle this critical issue.

Gode Experts

The map shows the various areas of the country where AWC's building code experts work closely with model, state, and local building code organizations to gain the broadest possible acceptance of wood products. With their regional location and focus, they are able to operate at a grass-roots level, assisting wood products manufacturers by helping local building officials and designers with code interpretations related to wood products, even interceding where necessary to gain product approval.

Although they are the industry's front line, they are supported in the technical details of these efforts by a superb group of structural and fire protection engineers at the headquarters office. And these building code experts and engineers all participate in development of a myriad of non-

industry standards that could impact wood construction as well.

But the key activity which makes AWC so indispensible is their advocacy on industry's behalf during the building code change process. For example, since 2000, AWC's success rate in defending the wood industry from detrimental code-change proposals is 897o. Case in point: a code change proposal by the Masonry Alliance for Codes and Standards was submitted this year seeking more restrictive fire separation assemblies for "unlimited" area buildings. The proposal would have required higher fire resistance ratings for these buildings, likely resulting in a switch to masonry walls. AWC vocally opposed this change, persuasively testifying why such a change was unnecessary, and it was disapproved.

Proposals such as this are quite common and if left unchallenged, would quickly change what products can be used in construction. It is in this sometimes arcane world that AWC successfully operates, quietly protecting the industry.

So, next time you're driving along and see that new hotel going up, remember, that there is a whole set of building codes and standards that regulate construction but at the same time provide tremendous opportunities for wood products. And, rest assured that industry technical representatives from AWC are working every day, behind the scenes, to ensure that those market opportunities are protected and expanded for wood products.

- If you need help with a building code issue on wood products, contact the AWC at www.awc.org or (202) 463-4713.

Northern Alaska, Hawaii Jim Bowman

Northeast Sam Francis

Soulhwest Dave Tyree

Central Dennis Pitts Southeast Jeffrey Stone

AMERICAN Wood Council's code experts are strategically located around the U.S. to work closely with model, state and local building code organizations to gain the broadest possible acceptance ol wood products.

Longevity, backed by new blood

By Carla Waldemar

Searching for a successor to lead the company via a big-business version of Match.com, he located young Kevin Hughart, a computer pro.

"I was in my 30s, looking for new challenges, the chance to build a business and take it forward," Hughart said as he signed on, and by 1996 he purchased the company he'd guided to continued success.

cating new hires.

Sure, it set a few to trembling, but not for long. Aiming to put folks at ease, "I went around the yard in jeans and a T-shirt the first few weeks," he explains, learning the operation from the sawdust up before he tackled procedures in the office, where he now resides.

II/HAT do you do when the hardY Y wood is stripped and gone? If you're a lumberyard owner with a little moxie, you go looking for the Next Big Thing.

That kind of thinking has kept Norvell & Wallace on the Nashville map since its start-up in 1880. Tennessee was occupied by the Federal Army during the War Between the States (as it's called in these parts), when Union forces cut down everything bigger than a lilac bush to build their forls and quarters. So enterprising co-owner William Norvell hopped a train to Alabama to see if whatever grew down there might keep them going, and the answer was-oh, I'll bet you already guessed it-southern yellow pine. Never used it before in Tennessee, never stopped using it since.

The company prospered through three generations of family owners until, in the early 1990s, William Norvell II, grandson of the co-founder and now in his 60s himself, began to think of retirement. The business environment was looking tough back then and called for bold new blood.

Two changes, right off the bat: First Hughart, accustomed to the electronic world of doing business. completely upgraded the computer system, which "helped immensely," he relates. (Cries of "But we've always done it this way" echoed all across Nashville as he emptied closet after closet of old paperwork.)

Longevity and name-recognition had amassed a loyal following, but nobody's resting on laurels around here. Building on that strong foundation, Hughart has gotten to know his pro customersand Norvell & Wallace's customers are 10070 pros. "Dealing with builders is what attracted me to this company-no ma-andpa walk-ins" to distract from focusing on the needs ofthe pros: good quality, fair prices, and good service. Right off, the new boss bought a forklift to deliver materials within inches of where carpenters were waiting, a miracle near as welcome as the Second Coming in those builders' eyes.

He reinforced the company's credo of "under-promise, over-deliver." Deliveries, in fact, are still free and show up on time or-gulp!-even early. "If a truck breaks down on the interstate, we'll call and let them know. Otherwise, they can count on that we do what we say we'll do," he states.

Next, he more than doubled the staff from 20 to 50, building a stronger sales force inside the store and on the road alike. He bulked up staff training, replaced dead wood with live-wires, added regular staff meetings to the company calendar, and initiated a mentor system for edu-

Hughart also launched an estimating department to supply his customers with take-offs. He entertains and informs them at contractor breakfasts and seminars, including one last week on building green.

That's another new position he's championing. "We've always handled engineered wood and OSB, produced from [otherwise wasted] scrap wood, and we're going forward from there. We're walking the talk," he notes.

For years the company has main-

RUNNING THE SHOW: (Left to right)David Kunkel, executive v.p. in charge of sales, and Kevin Hughart, owner.

tained its own truss and panel plant, making life easier for its builders, who relish the one-stop shopping. Hughart himself relishes the ample margins these items supply.

Although Norvell & Wallace purchases some print advertising-including mailing stuffers-Hughart indicates that the company's newsletter, distributed to prospects and customers alike, is more effective. "Instead of a shotgun approach, it's more of a .22," he laughs.

So arejobsite and prospecting calls by his outside salespeople. Most effective of all, he insists, is word of mouth

And that harks back to the firm's strong local standing, forged in 1880. The company has been the supplier of choice for Nashville's most beloved city icons, from The Parthenon and Ryman Auditorium to Opryland Theme Park, The Coliseum where the Titans play, Belle Meade Country Club, and commercial landmarks such as Bell South and a Dupont plant-and that's in addition to the many custom and production homes built by Norvell & Wallace's builder clients.

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"gives as good as it gets," as they say in this neck of the country. Favorite charities that count on Norvell & Wallace for major support include Habitat for Humanity, Second Harvest, Boy Scouts, and St. Luke's Community Center. As Hughart explains, "We get calls and letters all the time asking for our help, but I choose to be very selective, then fund [our choices] in a big way. We do it because we believe it's our duty, but I also like to think that the goodwill comes back to roost."

Even in this soft-and-softer economy, Hughart is not one to be overly concerned about the future ofthe industry. Like the company itself, the city's eggs are not all in one basket. "Nashville's economy is diverse, based on health care, sports teams, and entertainment. Plus, we're close to three major interstates, allowing us to extend our base" deep into the competition's zipcodes.

All I can say to them is, "watch out." And you've gotta bet he's selling them some of the prime Alabama pine that's been the outfit's pride andjoy since 1880.

- Aformer award-winning LBM trade magaTine editor, Carla Waldemar writes frequently on the industry. Contact her at cwaldemar@ comcast .net

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The Call Reluctance Masquerade

By James Olsen

originally agreed to give them. All we have is our time; we must charge for it one way or another.

I'm the only one who can service my accounts. I work with a great manager, Mike Mordell, who recently told me, "I tell my salespeople, if they don't delegate service work, they are making a mistake. I understand that some service work has to be done by the account rep, but much of it can be delegated."

We must keep demanding customers in check-or charge for our time. We must delegate tasks when possible.

If,/HEN we think of "call reluctance," we picture a Y Y salesperson sweating, fidgeting and hesitating with their finger poised over the numbers on the phone, trembling with fear, unable to make the call.

Call reluctance is real, but it seldom manifests itself in such an obvious way. As professional salespeople, we need to be aware of this insidious phenomenon and protect ourselves against it.

Imagine a dry cleaning business that cleans about 300 shirts per day. Three people work in the shirt room. But the work doesn't come in evenly. If 400 shirts arrive on Monday, it takes eight hours (24 man hours) to complete the work. If 200 shirts arrive on Thursday, how long does it take? The same amount of time!

Work expands to fill the time available. This concept was introduced in 1955 by Cyril Northcote Parkinson, an English civil servant, in his essay, "The Economist." He was speaking of bureaucracies and how they will grow regardless of the work they have (or don't have) to do.

What does this have to do with call reluctance?

Disguises

In my own sales and my work with salespeople, I find that we disguise our call reluctance. Let's introduce ourselves to the guests who regularly attend the Call Reluctance Masquerade:

Service of current accounts. This is the most common place to hide for the salesperson who doesn't want to prospect. "I have to service my current accounts, don't I?" they will say, with an accusatory tone. (How dare we question their service relationship with their current customers!)

Service to our current accounts is important, but many sellers are giving customers too much service or service the customer is not paying for! Customers will always ask for more. We must give them what thev need and what we

Detail work. Computer work. Bid work. Many salespeople hide behind the detail work or administration work of their jobs so they don't have to do the most important and profitable part of theirjob - getting in front of the customer.

Talking to the boss-itis. Your boss may have time to talk to you, but that doesn't mean you have time to talk to him. Kissing up to the boss in sales seldom works. The numbers tell the tale (and the boss isn't buying, so...).

Whining about the economy. We are salespeople, not economists. Our job is not to predict what the economy is going to do; our job is to sell no matter what the economy is doing. A sales manager was preaching the doom and gloom to me the other day. I asked him, "The economy may have slowed some, but how many of your salespeople are making 40 outbound phone calls per day?"

"Not many," he said. That put an end to the "whining about the economy" talk.

Spending too much time with the wrong customers. Many sellers give an inappropriate amount of time to customers that will never be "A" accounts. They get along with the buyer-and the buyer will talk to them all day-so they give that buyer more time that they deserve, keeping the seller from calling new accounts and growing his or her business.

Who is in charge?

We are not victims. We are entrepreneurs or intra-preneurs. We are running our own businesses. We decide (and are responsible for) how we spend our time. Call reluctance is real and can strike even the most experienced seller. The outbound sales call is our life's blood as salespeople. The next time we receive an invitation to the Call Reluctance Masquerade,let's decline and make an outbound sales call.

Happy selling!

- James Olsen, Reality Sales Training, specializes in sales training for the lumber industry. Reach him at james@realitysalestraining.com or ( 503 ) 544-3572.

Rrrrrr:ns

Kelseyville Lumber, Kelseyville, Ca., will complete construction by the end of the year on a 120,000-sq. ft. replacement store on 17 acres, replacing its 50-yearold, 1,500-sq. ft., 3-acre yard; the workforce will gradually grow fromT0ro 100...

Pete's Ace Hardware. Castro Valley, Ca., has added 4,000 sq. ft. of sales area to the rear of its store and in time will increase parking, improve its facade, and expand its main sales floor

Stock Building Supply has relocated its 3-acre yard in Cedar City, Ut., to a new 11 .4Z-acre facility

The ReUse People, a nonprofit that operates surplus LBM warehouses in Oakland, Ca., and Boulder, Co., opened an outlet in Pacoima. Ca. ...

Habitat for Humanity ReStore moved its Tangent, Or., outlet to a larger location in Albany, Or., and held aJune 3 grand opening

Home Depot opened a new store May 8 in Snohomish, Wa., and plans an October opening in Huntington Beach, Ca.

Home Depot submitted a new application to build in SunlandTujunga,Ca....

Send us your news!

Have your recent expansion, promotions or other company changes published in the next issue of The Merchant Magazine.

Just Fax your news to 94$852-0231 or send by email to kdebats@buildingoroducts.com.

(a lree seNice)

Inwe's Cos. opened a new store June 10 in Bonney Lake, Wa., and expects new store openings in 3rd quarter 2008 in Madera, Ca., and in 4th quarter 2008 in Hanford, Ca....

Lowe 's plans to move into a vacated WaI-Mart building in Rialto, Ca., and continues seeking approval to build in Springfield, Or. ...

Friedman's Home Improvement, Rohnert Park, Ca., now offers residential and small commercial solar energy systems from Solar Craft, Novato, Ca.; is completing an addition and remodeling at its store in Sonoma. Ca.

Ace Hardware, Corona de Tucson, Az., added a contract post office

Wrorrsnrrs/trrurrcrurrrs

Stimson Lumber Co., Portland, Or., permanently shut down its sawmills in Bonner, Mt., and Coeur d'Alene, Id., in mid-May and its Bonner planer mill in late May...

Trumark Industrie s, Spokane, Wa., permanently closed its fingerjoint stud mill June 9 ...

Fiber Composites LLC suffered a late night fire May 15 at its composite plant in Meridian, Id., previously owned by LouisianaPacific; fire officials suspect combustion from excess wood dust ...

Silver City Lumber, Three Forks, Mt., is the new sales agent for Montana Renewable Resources, Eureka, Mt.

Weyerhaeuser Co.. Federal Way, Wa., is exploring the possible sale of its Weswood Shipping Line and four regional short line railroads, including Longview, Wa.-based Columbia & Cowlitz

Railway... Weyco sold its DC in Council Bluffs, Ia., to Building Products, Inc .,Watertown, S .D.

iLevel by Weyerhaeuser has introduced Performance Connection, a web-based interface that provides a list of appropriate building products based on local environmental conditions

Silvaris Corp. is now the exclusive sales organization for Louisiana-Pacific's North American offgrade OSB products through its OSBMarket.com online marketplace,beginning June 2

Lo ui s i ana - P acific completed the initial phase of its purchase of a 75Vo interest in Brazilian OSB producer Masisa OSB Industria e Comercio S.4....

Owens Corning is seeking LEED certification for its foam insulation plant in Gresham Or.

Simp son Strong -Tie, Pleasanton, Ca., opened a mid-Atlantic distribution center in Jessup, Md. (Kevin Dill, sales mgr.)

Pacific Western Wood Products, Los Angeles, Ca., is stocking more bamboo panels, including vertical and horizontal grain, natural and carbonized finishes. and bamboo decking...

Anniversaries: Safford Builders Ace Hardware, Saffotd, Az.,70th Neiman Reed Lumber Co., Panorama City, Ca., 60th ... Trader Horn's True Value, Portales, N.M., 50th

Housing starts in April rose 8.2Vo to a seasonally adjusted annual rate of L032 million, thanks to a 4O.5Vo swell in multifamily construction single-family starts slipped l.7vo to an annual pace of 692,000 ... permits increased 4.9Vo a 978,000 rate ... regionally, starts jumped l9%o rn the West.

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BEAVER TUMBER COMPANY

1400 Orchard. Hollister, CA 95023 (831) 636-3399 . Fax 831-636-3335

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

futr

National Lawn & Garden Show - June 10-12, Westin Chicago Northshore, Chicago, Il.; (888) 316-0226.

SierraPine - June 12, sustainable building products forum, Portland, Or.; (800) 54'7-9520.

Seattle Hoo-Hoo Club - June 13, golf tournament & dinner, Mount Si Golf Course, Snoqualmie, Wa.; (253) 796-7 155.

Western Wood Preservers Institute - June 15-17, summer meeting, Sun Valley Resort, Sun Valley,Id.; (800) 729-9663.

Tuolumne Lumber Jubilee - June 19-23, Tuolumne, Ca.; (800) 266-6436.

Forest Products Society - June 22-24, international convention, HyattRegency St. Louis,Mo.; (608) 231-1361.

Guardian Building Products - June 23-24, summer show, Hyatt Regency, Atlanta, Ga.; (800) 569-4262.

National Retail Federation - June 23-25, loss prevention conference & expo, Orlando, Fl.; (202) 783-7971.

PCBC - hne 24-27 , Moscone Center, San Francisco, Ca.; (916) 443-7933.

Temperate Forest Foundation - June 24-27, teachers tour, Portland, Or.; (503) 579-6762.

Remodeling & Decorating Show - June 27-29, Los Angeles Convention Center, Los Angeles, Ca.; (818) 557-2950.

fuw

SierraPine - July 10, sustainable building products forum, Denver, Co.; (800) 547-9520.

Western Hardwood Association - July 12-15, annual meeting, Fairmont Chateau, Whistler, B.C.; (360) 835-1600.

Mountain States Lumber & Building Material Dealers Association - July 14, golf tournament, Ranch Golf & Country Club, Westminster, Co.; (303) 460-9700.

Western Building Material Association - July 16-18, mid-summer management meeting, Salishan Lodge, Gleneden Beach, Or.; (360) 943-3054.

Wood Moulding & Millwork Producers Association - July 1619, summer business meeting, Hyatt, Newport, RJ.; (800) 5507889.

Lumber Association of California & Nevada - July 17-19, annual 2nd Growth summer conference, La Quinta Resort & Club, La Quinta, Ca.; (916) 369-7501.

North American Retail Hardware Association - July 28-30, convention & annual meeting, Hyatt Regency Monterey Resort, Monterey, Ca.; (317) 290-0338.

SierraPine - July 31, sustainable building products forum, Eugene, Or.; (800) 54'l-9520.

National Wood Flooring Assn. - July 31- Aug.2, summer meeting, Portland Regency, Portland, Me.; (636) 391-5161.

Aucusr

Humboldt Hoo-Hoo Club - Aug. I, golf tournament, Baywood Golf & Country Club, Eureka, Ca.: (7O7) 268-3082.

North American Wholesale Lumber Association - Aug. 3-6, Young Distribution Professionals conference co-sponsored by North American Building Material Distribution Association, Eaglewood Resort & Spa, Itasca, Il.; (800) 527-8258.

Orgill Inc. - Aug. 14-16,fall dealer market, Chicago, Il.; (901) 754-8850.

International Woodworking Fair - Lag.20-23, Georgia World Congress Center, Atlanta, Ga.; (404) 693-8333.

Remodeling & Decorating Show - Lug.22-24, South Town Expo Center, Sandy, Ut.; (818) 557-2950.

OrePac Buys DCs, Moulding Plant

OrePac Building Products, Wilsonville, Or., has gone on an acquisition spree, purchasing Dallas Planing Mill, Dallas. Or.. and Welco Lumber USA's distribution yards in Tumwater, Wa., and Kansas City and Springfield, Ms.

OrePac hoped to complete its purchase of hemlock moulding manufacturer/distributor Dallas Planing Mill by the end of May. Current owner Doug Brittingham will continue with OrePac as general manager. Steve

Rupea will transition from sales manager to millwork manager.

Sales at the newly acquired Tumwater DC will be coordinated with OrePac's facilities in Tacoma. Wa.. and Wilsonville, Or.

OrePac has also become the Pacific Northwest distributor for all Welco cedar fencing products manufactured at Welco's mills in Shelton. Wa.. and Naples,Id.

BMC West Parent Consolidates

Building Materials Holding Corp., San Francisco, Ca., will unify and streamline its BMC West and SelectBuild operations.

"BMC West and SelectBuild have traditionally maintained their independence not only in terms of branding, but also with regard to strategy, purchasing, administration and leadership," said president and chief operating officer Stanley M. Wilson. "While maintaining the unique brand identities of each, we intend to flatten our management structure and reduce our

operational organization from 13 regions into seven regions."

The seven new regions are Pacific (California, Northern Nevada), Southwest (Arizona, Southern Nevada), Intermountain (Colorado, Idaho, Montana, Utah), Midwest (Illinois), Northwest (Oregon, Washington), Southeast (Florida), and Texas.

The company also will shut down a number of underperforming units and has identified another group of business units for potential consolidation. BMC West is closing its millwork and

LBM distribution centers in Merced and Bakersfield, Ca. Two nearby DCs in Modesto and Fresno, Ca., will service the region.

SelectBuild Arizona will discontinue operations in Tucson, Az., July 18, and service the area from Phoenix, Az.

At the corporate level, the group's accounting, accounts payable, purchasing, payroll, and information technology support will be absorbed into existing corporate support operations.

lnland Timber Plans Move

Inland Timber plans to relocate from Grand Terrace, Ca., to a new 36.2-acre site in nearby San Bernardino. Its current location has been acquired through eminent domain so a new high school can be built.

"They're a $100 million a year business," said local councilman Tobin Brinker. "I want the city to help this go as quickly as possible."

Inland wants to build a 5,322-sq. ft. office building, 12,000-sq. ft. storage shed, and 29O00-sq. ft. milling business at the new property. The site is adjacent to a store owned by Stock Building Supply, the North Carolinabased parent of Inland Timber.

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otion news

Western Building Material Association has slated its mid-summer management and board meetings for July l6- I 8 at Salishan Lodge, Gleneden Beach, Or.

Lumber Association of California & Nevada has scheduled its annual 2nd Growth summer conference for July 17-19 at the La Quinta Resort & Club, La Quinta, Ca.

The event will start with a golf tournament at the La Quinta Resort Dunes course. The next two days will feature speakers such as Dr. Joe Lstiburek, who will discuss why "Wood Is Good."

Mountain States Lumber & Building Material Dealers Association has a trio of regional golf tournaments planned for the summer.

The Colorado WOOD Council tourney takes place July l4 at The

Ranch Golf & Country Club, Westminster, Co., followed by the Wyoming Golf Tournament in August and the Western Slope Golf Tournament at the Rifle Creek Golf Course. Rifle. Co., in September.

National Lumber & Building Material Dealers Association has named SmithBucklin's Russ Snyder interim president, following the departure of Diane Swenson after three months on the job.

Los Angeles Hardwood Lumberman's Club meets Sept. 18 at Costa Mesa Country Club, Costa Mesa, Ca., for its Sth annual golf tournament.

Western Hardwood Association holds its annual meeting July l2-15 at the Fairmont Chateau, Whistler, B.C.

Featured speaker is Ryan Walter, former NHL playerlcaptain and co-

author of Simply the Best. Other presenters include Glenn Ahrens. OSU: Brian Hawrysh, BC Wood; Mike Snow, American Hardwoods Export Council, and Grace Terpstra, Hardwood Federation.

North American Wholesale Lumber Association is co-hosting with North American Building Material Distribution Association a Young Distribution Professionals conference Aug. 3-6 at Eaglewood Resort & Spa, Itasca, Il.

Opening day is golf, followed by a networking dinner that evening.

Day two focuses on personal development with seminars on "The Big Picture," "Outgrowing Your Cubicle," "How to Solve the MultiGenerational Puzzle," and "How to Work Effectively with Customers, Associates & Employees."

Day three seminars include "Sales Managing through the Tough Times," "Managing the Supplier/Distributor Relationship," and "The Road to Distributor Profitability."

The last day is a half-day program about managing yourself and others, followed by a networking lunch.

National Retail Hardware Association announced honorees of its 2008 Young Retailer of the Year program, who will be special guests at its annual convention July 28-30 at the Hyatt Regency Monterey Resort, Monterey, Ca.

Honorees include John Bettendorf, owner and general mgr., Bettendorf Hardware, Isanti, Mn.; Terry Byers, co-owner, Town Center Hardware, Harrisburg, N.C., and Todd Kirschner, general mgr., Trio Hardware, Plainview, N.Y.

Hoo-Hoo International will meet Sept. l3-16 at The Hotel Murano, Tacoma, Wa., for its 116th annual convention.

Fax 5119-422-7034

American Architectural Manufacturers Association has scheduled its western region fall meeting for Aug.27-28 at Marriott Portland City Center. Portland. Or.

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es Tips for employing subcontractors

By Roy Burleson

[NSTALLED sales programs suclceed or fail based on their ability to offer superior service.

The service quality the program offers will, in large part, be based on your installers' ability meet or exceed your customers' expectations. If jobs are not up to par or can't be completed on time, it's not likely the program will be of much value.

While it is recommended to use inhouse employees for most installed programs, it may not always be practical. Frequently dealers that use subcontractors are disappointed when their installers are not responding to their program as originally anticipated. Keeping quality-conscious, reliable subcontractors loyal to your installed program is sometimes a challenge.

Here are tips to consider:

Tip #1

Asking installers to bid on work can sometimes have a negative impact. It suggests that they will only get work when they are the lowest bidder. It also pits your installers against each other.

To earn an installer's loyalty, they should be treated more like a partner or team member. Establishine a unit-

pricing system that pays everyone a predetermined price for each unit of work completed might be a better approach than offering work based on a bidding system.

The unit-pricing system is fair because everyone is being offered the same unit-priced pay. However, the system will still benefit your better, more experienced installers because they are typically more efficient and will make more money on an hourly bases.

Tip #2

Don't make installers wait for their pay. Most don't make much, if any, profit in addition to the salary they draw from their business. I have seen a number of dealers let their accounting departments make installers wait two or more weeks for their pay. Many subcontractors will gravitate to customers that pay quicker. The faster you pay your installers, the greater likelihood of earning their loyalty.

Tip #3

Another way to earn an installer's loyalty is to pay them well. Dealers that enjoy successful, profitable installation services always speak of the fact that they take care of their installers.

Many pay their installers more than they would make on other jobs and point to several advantages of this practice. Installers that make more money tend to produce a superior product compared to their lower-paid counterparts. And when something goes wrong, installers that feel they haven't been beat up on price are more inclined to quickly take care of the problems. These installers help add value to the installed sales program, eliminate callbacks, and help justify

the dealer's installation pricing.

Tip #4

Make sure you have a competent installed sales manager. If your subcontractors don't have confidence in the abilities of your installed personnel, they will shy away from the program. They need to feel confident in the staff's skills and abilities to properly sell, price and schedule jobs.

Motivated installers want to stay productive. And since they are being paid for what they produce, they don't want to be slowed down by mismanaged jobs or scheduling issues. They lose valuable time and money if they have to wait for other issues to be resolved before they can perform their duties. lf your job manager is not adept at scheduling the installations properly, installers will quickly lose confidence in your program.

Tip #5

When asked, most professional subcontractors will gladly take care of their installation problems in a timely fashion. However, they don't feel they should be asked to re-install a defective product without being paid for the second install. If they installed the product properly the first time, they did their job. They should be paid for re-installing defective products unless some other arrangement has been made in the unit pricing matrix.

Maintaining an "inventory" of good installers is essential to the success of any installed program. When using subcontractors, treat them like team members and enjoy more meaningful, symbiotic relationships.

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

Walking the talk Making your store a little greener

rnHE demand for greener product choices is clearly I growing from both pros and consumers.

Last month we talked about what makes a product green and how to identify them. Stocking greener products will help retailers take advantage of this growing business opportunity. But is that enough?

Not necessarily. Advertising and other communications are essential, of course, but to effectively connect with the green customer, there has to be credibility behind the claims. If you, the retailer, are not "walking the talk," it may all be for naught.

Most everyone these days has heard the term "greenwashing." Cynical attempts to jump on the green bandwagon, misrepresentations of environmental claims, and hypocrisy are the kinds ofthings that earn the "greenwash" label and can result in losing customers fast.

So, what can retailers do to build lasting relationships with their new green customers? There are three really

By Jay Tompt

easy things a retailer can do to start building their green credentials: (l) become a community resource, (2) reduce operational impacts, and (3) increase staff's product knowledge.

Many cities have programs in place that make it easy for retailers to become a community resource for recycling batteries, paints, and fluorescent lighting. Being a collection point for these kinds of items provides a valuable service to your community. These programs, whether through your local city government, utility or third parties, also provide opportunities to connect with local schools and nonprofits that will be happy to promote the good work you're doing.

Make sure your store and yard are recycling their own waste, and inform your pro customers about recycling on the job site.

Operational impacts are sometimes hidden from customers, but doing something in this area can save money and build brand loyalty, especially when your efforts are known.

Change lighting from inefficient incandescents and Tl2's to CFLs, LEDs and T5's. Swap out your inefficient toilets for high efficiency toilets and/or waterless urinals. These measures often come with aggressive rebates-take advantagel

If your area has a green business program, participate!

Getting your staff educated about the greener choices on the shelf is the easiest of all to accomplish. Most manufacturers and distributors are more than willing to come into your store and educate your staff on the ins and out of their soy-based sealer, energy-saving-device, or zero-voc paint.

Product knowledge sessions are a good way to get even your crustiest department heads on board, and you can incorporate these classes into an in-store event for customers.

There are other things retailers can do, of course, such as put solar panels on the roof or use bio-diesel in your delivery vehicles. The main issue, however, is that retailers that make a genuine effort to reduce the impact of operations, educate staff, and take advantage of community programs, while stocking greener products, will establish themselves as the green leaders in their communities.

- Jay Tompt is vice president of green product development at Plan-It Hardware, San Francisco, Ca., which distributes green products for hardware and home improvement stores throughout Calfornia, and a leading expert in sustainable business and supply chain issues. He can be reached at info@plan-ithardware.com or 4I5) 359-9914.

GREEN-BLOODED: Friedman's Home lmprovement, Santa Rosa, last year launched a Green lt Yourself campaign at its stores in Santa Rosa, Sonoma, and Ukiah, Ca.

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Roseburg Welcomes Young Guns

Roseburg Forest Products recently led two days of tours through its Orcgon facilities for a -troup of 23 young salespeople from Califbrnia.

Sponsored by the Lumber Association of California & Nevada's 40-and-under 2nd Growth group, the event included tours of Roseburg's stud mill, hardwood plywood, particleboard and prefinishing plants in Dillard. cngineered wood products

facility in Riddle, and Hinkle Creek watershed study.

"The LACN group has historically been more focused on Southern California," said Mike McDonell, RFP territory sales manager. "So we wanted to bring them up north into Oregon. Plus, RFP has a story to tell, and many of the older LACN membership know about both Kenneth and Allyn Ford's unique leadership in our

industry. We wanted to make sure the next generation understands how dedicated we are at RFP in managing our timberlands responsibly and producing the highest quality products from our resource base."

Ganahl Lumber's Barrett Burt. current 2nd Growth president, noted, "These tours allow our members to better understand how the manufacturing side of a business has to make decisions today that will benefit the company many years from now. At the retail level. we become accustomed to just buying and selling and not realizing how much research, planning and execution it takes to produce the products."

MILL TOUR attendees included young wood products reps coming up through the ranks of sales, manufacturing and management from Economy Lumber Co,, Capital, Ganahl Lumber Co., Sierra-Pacific Industries, Truckee-Tahoe Lumber Co., and Farwest Plywood.

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Sierra-Pacific Bids on Palco

Sierra-Pacific Industries, California's largest private landowner and the second largest lumber producer in the U.S., has made an offer to buy Pacific Lumber Co.'s mill and 35watt cogeneration plant in Scotia, Ca., for $45 million.

Redding, Ca.-based Sierra-Pacific plans to invest another $30 million to create two separate mills on the Scotia site-one for large logs and the other for small logs. SPI would also close its mill in Arcata. Ca.. and move those workers to its new operation, said spokesperson Mark Pawlicki.

SPI is also seeking a l5-year agreement for cutting rights on Pnlco lands. "These logs will form the backbone of production at the new Scotia mills, but we will modernize and expand capacity to handle SierraPacific's own harvest on company lands as well as logs from throughout the region," said president A.A. "Red" Emmerson.

Sierra-Pacific is not interested in the 210.000 acres of timberland that Mendocino Redwood wants to buy. "It has redwoods with a high value; it would be a very expensive proposition," said Pawlicki.

He added that Mendocino initially made a bid for the Scotia mill and the land, but it was rejected. "The bond holders are owed $700 million, so that gives you an idea of how much the land is worth."

For now, everyone waits for the final decision of Judge Richard Schmidt, who has presided over P.tLco's bankruptcy proceedings for more than a year and a half.

However, Emmerson is hopeful. "We are excited about our proposal," he said. "We believe that the best technology and the best people will take the Scotia mill into a brieht and vibrant future."

Harwood Files Chapter 11

Harwood Products. Branscomb. Ca., filed for bankruptcy protection on May 23. The company has not made payments on its $2.7 million loan from Wells Fargo since January, when it shut its doors and laid off more than 200 employees.

"They're wanting to force an auction," said Art Harwood, the third generation of his family to run the mill. The bankruptcy halts the auction, which was scheduled for early June, and allows the nearly 60-yearold company to reorganize, obtain crucial new loans, pay off its current debts, and reopen.

Harwood Products typically borrows operating capital each year and then pays off the loans when its wood products are sold. However, since the company was behind in loan payments and lenders have tightened their requirements, Harwood could not obtain the $l million needed to restart.

"The ironic thing is, with the current market conditions, if we were up and running, we would be making money," Harwood said.

Forty years ago, the Harwoods were forced to sell thousands of acres of timberland and their mill in Willetts, Ca. The family then focused on its Branscomb mill. When the 1990s brought increased regulations and a dwindling supply of large trees, the company succeeded by focusing on specialty wood products.

In the late 1990s, Harwood spent millions expanding the mill's capacity and installing high-tech equipment that allowed it to mill smaller logs. Now, Art Harwood is optimistic that the company can survive the current downturn. "We're hoping," he said. "We think we can."

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NORTHERN CALIFORNIA'S Almquist

Lumber he d its second annuaL wooden boat s^ow May 17 Boats of a'l "hapes and sizes cou d be viewed tn the slore. yard and parking lot. Retail manager Fick Alexander entered a boat he built several years ago wlth his friend, Eddie Saunders (lower photo), while an antique boat from the Humboldt Bay Maritime Museum nn rrd hp r^n.nnarpd tn A newer model prevtous page).

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PopTal Foresees Resolution

Although the fate of Pope & Talbot is still unknown, moves have been made toward resolution.

When PT Pindo of Indonesia cancelled its plans to buy the three remaining P&T mills, they were closed and P&T was placed in the hands of a receiver: Pricewaterhouse Coopers. Three of the mills are located in British Columbia, in Fort St. James, Nanaimo, and Mackenzie, while the third is located in Halsey, Or.

Finding new buyers for the mill has been a challenge. "At least some buyers view FortSt. James and Mackenzie as being related, so they are holding off making an offer on Mackenzie until they know whether or not we can sell Fort St. James," said attorney John Grieve, who represents Pricewaterhouse. He said that a buyer must be found by the end of June because the mills can only be idled for a total of six weeks to two months. "We need something pretty firm within the next month," he said.

Grieve said there is "some interest" from prospective buyers for the Harmac millin Nanaimo, B.C., including several real estate developers and at least one or two that are

considering reopening the mill.

Laid-off workers at the Harmac mill are moving forward with plans to take over ownership of the facility. The union is preparing a business plan in which each of the workers would contribute as much as $25.000. making them shareholders in their own company.

"There was real enthusiasm from our membership, and we're hoping that somebody out there will see how hard we're working toward reopening the mill and will be willing to invest with us," said union spokesperson Reg Miller. "We know it's a long shot but pulp is selling for about $900 a ton and we know this mill still has a lot of value and we have a lot of faith in it."

New York-based investment firm Ableco Finance LLC, a major lienholder against P&T, has submitted a bid for the Halsey mill and presented its plan to the union. "They are as anxious to get this thing done as we are," said Ernie Lamoureux, a representative for United Steelworkers.

On the positive side, P&T has completed the sale of its sawmills in Grand Forks and Castlegar, B.C., and their related timber assets to Interfor. The sawmill in Spearfish, S.D., along with

its timber assets. was sold to Neiman Enterprises, family-owned company that operates sawmills in Hulett, Wy.

"There is a measure of remorse in the fact that these sales signify the virtual end of a 160-year legacy in the lumber business for Pope & Talbot," said P&T president and c.e.o. Harold Stanton. "We can take heart that these mills have been placed with good stewards, and the employees as well as the communities that rely on these mills will continue to be supported."

Fire Damages Veneer Mill

City officials have offered assistance to Pacific States Industries in rebuilding its Creswell, Or., veneer pfant damaged by a May 2O fire.

Bald Knob Veneer Co. is the town's second largest employer-and its 60 workers are currently without a job.

When asked if Pacific States intended to rebuld, Bald Knob general manager Brian Cowan said, "We do want to be here. We want to expand here." The facility sits on a 43-acre site, with room to grow.

The blaze began when a welder's sparks ignited a pile of wood chips near the lathe operation.

Insulation Not Insulated From Construction Downturn

North American demand for residential and commercial thermal insulation slipped lOVo last year to an estimated 374 billion sq. ft. valued at $l .4 billion, according to a new study by Principia Partners.

Residential and commercial insulation is comprised primarily of blanket,

loose fill, board and spray foam products, made from fiberglass, cellulose and foams and used mostly in walls, attics and floors to reduce thermal conductivity, minimize air infiltration, and provide acoustical benefits.

Residential volumes declined l87o to 231 billion sq. ft., while value dropped 2oo/o to $3.1 billion, driven by a257o decline in U.S. housing starts. The primary residential material is fiberglass, accounting for 8oo/o of volume and JOVa value in 20O1

Last year, commercial insulation demand rose 6.JVo to 143 billion sq. ft. worth $4.2 billion, a 5.57o hike. While new residential construction in the U.S. suffered its worst decline since 1980, the commercial market continued to grow at a rare of l7o. Fiberglass insulation is also the predominant insulation type in commercial construction, at just under 48Vo of total volume. Rigid foam, which is used more extensively in roof and wall insulation, has a 39Vo share of volume but 597o of commercial market value.

On the supply side, significant product volume and revenue are held by a few key players in certain seg-

ments. The top l0 suppliers tn 2OO1 provided SlVo of the volume and 837o of the value-over $6 billion. Owens Corning holds a 2OVa share of total insulation sales in North America, while Johns Manville and CertainTeed collectively account for a similar share, followed by smaller fiberglass producers Knauf and Guardian.

US GreenFiber is the largest producer of cellulose insulation, and Dow the leading supplier of foamed polystyrene. Commercial suppliers Atlas Roofing, Firestone Building Products, and Carlisle round out the top 10.

"The major decline in the U.S. residential construction over the past two years has impacted the insulation category, but demand from the commercial segment has helped buffer the impact. Overall, it's a tough market, but will improve with the economic and housing cycles going forward," said John Pruett, director of marketing and new business development at Principia.

The firm projects that overall demand will increase nearly 4Eo annually to reach 441 billion sq. ft. valued at $8.7 billion by 2012.

OWENS CORNING ranks as the top-selling U.S. provider of fiberglass insulation.

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Siblings in business

By Bernard Kliska

LTOT

since Cain and Abel have sibI \ lings in family business played such an important role in the economy.

Twenty-five years ago, fewer than l}Vo of all U.S. family businesses were run and owned by sibling teams. Today it is estimated that siblings run between 4OVo and 50Vo of their family's businesses. They bring a variety of family dynamics into the picturesome positive and some, unfortunately, not.

On the plus side, siblings' long history together can create an extraordinary attunement and loyalty to each other and to the family. They have had years of practice at developing and appreciating how their individual strengths can complement each other, as well as years of practice at handling fraternal disagreements.

Psychologists know that optimal group performance is based upon little redundancy within the group and strong complementary skills, and siblings seldom develop along similar lines. One may be a numbers person, and another a people person. One may be detail-oriented, another sees the big picture and is more creative.

But siblings' complementary skills, and their long, shared history and attunement can be a bit like atomic energy, which has the potential for good or for destruction. On the negative side, siblings' relationships often involve competition, jealousy, and insecurity. People mistakenly assume just because they've reached a certain age or taken over a certain position in the company, they've left these feelings behind. Think again. One consultant recalls being admonished by a sibling because he always listed the brother's name first in his memos.

Another potential pitfall in sibling relationships: over the years, their patterns of relating to each other can become so entrenched that they cease utilizing their individual strengths

effectively. They can lock into patterns of contentiousness or appeasement, either of which can shunt the family business off onto a siding or, even worse, derail it.

Several guidelines can help to both utilize the inherent strengths of sibling relationships and avoid pitfalls.

Spend time to cultivate your personal relationships with each other. Don't let the family business relationship suffocate your long-standing personal relationship. Build in specifically designated non-business time together. A weekly or bi-weekly dinner, an occasional weekend trip or longer vacation will help nurture your relationship. Insist upon it, regularly plan for it, and when you get together on those occasions, keep business discussions out ofit.

decision-making, is a delicate but essential trick for managing both the siblings' personal and business relationships. This takes careful groundwork. A division of labor-perhaps one sibling managing the sales and the other finances. or one managing "inside" business and the other managing "outside"-shouldn't mean that one sibling has more decision-making power than the other.

Lay out cleanly and in great detail each sibling's responsibilities and areas of decision-making. Identify every joint decision-making area and agree on a plan ahead of time to eliminate conflict in those areas.

Several possible conflict resolution techniques exist. You might agree, when too much conflict arises, to use a board of directors, outside consultant, or binding mediation. Two brothers once agreed to alternate deferring to each other: whenever an impasse arose, one brother would make the decision, and the next time it happened, the other brother would decide.

One of the more common ironies among siblings in business is that they always remember to schedule regular business meetings, but tend to forget that regularly scheduled hangout time with each other is just as important.

Respect each other's autonomy at work, but share power equally. It is too easy to import the patterns of the older/younger sibling relationship into the family business. Respecting each other's autonomy, while still keeping in close communication and sharins

Beware of triangulation. Almost every family triangulates occasionally, especially during difficult times. Triangulation occurs when, instead of communicating directly with each other, family members deal indirectly, through a third person. Sometimes, regrettably, a parent initiates the triangulation. I have often seen this pattern when a patriarch has decided to turn the business over to his children but can't completely let go. However, often one sibling initiates triangulation, especially when one sibling has learned that he can influence the other by talking to a mother or father or to the other's spouse.

It often feels less threatening and more effective to get your way by triangulating, but in the long run, triangulating carries negative unintended consequences. It breeds resentment and confusion and backfires in unforeseen ways.

Henry, reluctant to stand up to his brother John's opinionated stubbornness, decided to "mention" to John's wife that John's stubbornness was "hurting the family business." She ended up telling John what Henry had said, John got angry with both his wife and Henry, an important business decision turned into a major battleground, and both brothers became further convinced that they couldn't trust each other to continue making business decisions.

Take your sibling's spouse and children into serious consideration. The trick here is to do this without triangulating. Don't use your sibling's spouse and children for indirect communication. This avoids putting your sibling in a difficult situationbetween the business (and his relationship with you) and his wife and children. It also provides reassurance to everyone that the family business is on his or her side. That short-circuits resentment and builds loyalty among everyone.

Keep ego out of it. That is a good general rule for family businesses to follow, but it is usually more difficult for siblings to do this. Sibling relationships are usually more emotionally charged and more competitive than any other family relationships.

The best preventative strategy for avoiding ego pitfalls dates back to Socrates: Know thyself. Make a list of your personal buttons that have been activated over the years in your relationship with your sibling-either by yourself or by your sibling.

Have you historically tried to win his approval?

Has he tended to discount your ideas by seeing you as younger/more inexperienced/more naive?

What are your strong points that your sibling has often recognized?

What are your weak points that your sibling knows about, or that you're afraid he knows about?

Have you felt competitive with him? Do you think he's felt competitive with you?

How does this competition reveal itself-what do each of you do to gain the upper hand or to defend yourself?

Fill in the blanks: "I feel proud of myself when my sibling

I feel bad about myself when my sibling

-When conflict or difficult decisionmaking approaches, ask yourself whether you feel underappreciated, untrusted, or underprivileged. And-a

bit more difficult but equally important-ask whether you're doing anything to make your sibling feel underappreciated, untrusted, or underprivileged. This list will help alert you to the dangers of ego interfering with decision-making as reliably as smoke indicates fire.

You could argue that the family business, despite the rocky relationship of Cain and Abel, survived and even did pretty well eventually. But think about how differently both the enterprise and the legacy would have turned out if they had managed to appreciate and utilize their differences more positively.

Today, sibling relationships are the wave of the new generation in family businesses. With a little work. vision. and self-knowledge, they can exemplify what is best about family businesses: attunement, loyalty, cooperation. shared vision. and harmonious prosperity.

- Dr. Bernard Kliska is an associate with Family Business Consulting Group, Marietta, Ga.; (800) 551-0633. He can be r e ac he d at klis ka@ efamilyb us ine s s.c om. Reprinted with permission from the authorfrom the Family Business Advisor, a copyrighted publication of Family Ente rorise Publishers.

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Building Green Hits "Tipping Point"

Building green continues to grow in importance, according to a new McGraw-Hill Construction survey cosponsored by the National Association of Home Builders.

"It's official. Green has gone mainstream," said Ray Tonjes, chair of NAHB's green building subcommittee. "We're ready for the market transformation."

The new survey focuses on changes in green building activity between 2001 and 2007 , the effect of the down market on green home building, opinions and preferences of builders for green materials and processes, and triggers and obstacles affecting green building expansion. Major findings:

This year, residential green building is expected to reach $12 billion to $20 billion (6Vo to l}Vo of the overall market).

By 2012, it should double to l27o to 2OVo of the market-or $40 billion to $70 billion.

. 4OVo of builders think green building helps market homes in a

down market.

. Quality has emerged as the most important reason for building green. Previously, builders were motivated by energy cost savings of green homes and doing the right thing. The change is likely due to green home marketing and how it improves quality of life.

"We have hit the tipping point for builders going green," said McGrawHill's Harvey Bernstein. "This year, the number of builders who are moderately green (with 307o green projects) has surpassed those with a low share of green (those who are green in less than l57o oftheir projects).

He said that next year will bring even greater growth, with highly green builders (those with 6OEo green projects) surpassing those with a low share of green.

"This year has seen an 87o jump over last year, and we expect another lOVa increase next year," he said.

Co-op Adds Voice System

Do it Best Corp. has installed voice-directed logistics systems at

four of its Retail Service Centers and will install the technology at its four other RSCs by the end of next month.

Last year, Do it Best completed a pilot of the Jennifer logistics system running on the Motorola MC9090 mobile computers at its Dixon, Il., RSC. In February, it was installed in Cape Girardeau, Mo.

"Jennifer has already had a measurable impact on the quality of service we provide to our member-owners by improving the accuracy and efficiency of order fulfillment at our Dixon and Cape Girardeau retail service centers," said John Snider, v.p. of logistics at Do it Best. "Our move from paper-based processes to nextgeneration voice-directed work has significant benefits for our customers, the 4,100 member-owned Do it Best hardware stores that depend on our RSCs for timely, efficient, and accurate delivery."

Running on Motorola mobile computers, the "speech-recognition technology enables customers like Do it Best to operate more efficiently by eliminating the need to manually enter data or read instructions," said Motorola's Brian Viscount.

Roseburg Plant Diversifies

Roseburg Forest Products, Roseburg, Or., plans to produce wood-fuel pellets at its particleboard manufacturing facility in Dillard, Or., and market them through West Oregon Wood Products, Columbia City, Or.

"The addition of a pellet mill will give Roseburg the flexibility to substitute pellets for commodity particleboard production during the home-heating season," said Darrell Keeling, v.p.-composite manufacturing. "We will put our wood fiber to the best use while continuing to serve our panel customers."

Initial production capacity will be 22900 tons of pellets per year, with potential to expand in the future. "Particleboard remains our primary product at the Dillard composite panel facility," said Keeling. "The addition of the pellet business will allow us to stabilize our raw material supply."

Home Depot Ditches 65 Sites

By the end of this month, Home Depot will shutter 15 locations from North Dakota eastward, marking the first time that the chain has closed namesake big box stores due to poor performance.

Closing are units in E. Fort Wayne and Marion, In.; Frankfort, Ky.; Opelousas, La.; Cottage Grove, Mn.; East Brunswick and Saddle Brook. N.J.: Rome. N.Y.: Bismarck, N.D.; Findlay and Lima, Oh.; Brattleboro, Vt., and Beaver Dam, Fond du Lac, and Milwaukee, Wi.

Depot is also canceling 50 new projects, reducing its store openings this year to 36 in the U.S. and 19 international.

The 15 closures will cost the company $186 million, while abandoning the 50 sites will cost another $400 million in "capitalized development costs and ongoing obligation."

FSC Blesses 84 Lumber Locations

84 Lumber Co. has earned Forest Stewardship Council chain-of-custody certification for 26 of its stores, including five in the West.

Among the locations checked out through Scientific

Certification Systems were Las Vegas, Nv.; Henderson, Co.; Chandler, Az.,and Beaumont and Hesperia, Ca.

Certification enables the stores to sell FSC-certified material, both in stock and through special orders on a project-by-project basis.

"FSC-certified products are a value-added service for our increasingly environmentally conscious customers," said Kathleen Mannas, green products manager at 84 Lumber.

Norbord Settles OSB Lawsuit

Norbord has become the sixth of eight OSB producers to agree to settle allegations of price fixing (see May, page 46).

While denying any wrongdoing, Norbord agreed to pay $30 million to retailers and wholesalers that bought OSB, joining Ainsworth, Potlatch, Tolko, Georgia-Pacific, and J.M. Huber in settling. Norbord also agreed to place $2.2 million into an escrow account for consumers who bought OSB.

Barrie Shineton, c.e.o. of Toronto-based Norbord, called the decision to settle was "both difficult and disappointing. We are certain that Norbord has not violated the law; however, jury trials are inherently unpredictable and we could not guarantee a positive verdict. Given this risk, the magnitude of the plaintiffs' claims, and the fact that any damages would be tripled under U.S. antitrust law, going to trial would have been irresponsible because it would have put the entire company at risk."

Louisiana-Pacific and Weyerhaeuser continue fighting the suit.

Jeff Locke, ex-Conrad Forest Products, has joined the sales & marketing team at Thunderbolt Wood Treating Co., Riverbank, Ca. His duties will include web and media development and maintenance.

Mike McKanna has opened Coeur d'Alene Forest Products, Coeur d'Alene, Id., focusing on specialty cedar, pine, and Douglas fir.

Leslie Boies has joined C & D Lumber Co., Riddle, Or., as marketing & sales mgr.

Dan Semsak is the new sales mgr. at Pacific Woodtech, Burlington, Wa. Bruce Avery has been promoted to purchasing mgr.

Jim Skinner has been named president of SierraPine, Roseville, Ca.

Orville Shockey, ex-Georgia-Pacific, is new to Cascade Structural Laminators, Chehalis, Wa., as operations mgr.

Steve Osterman has been named Pacific Northwest regional mgr. for Fiber Composites' Fiberon product line. Sam Cannon is new as a Northern California decking specialist.

Lisa Buenzli Peterson, ex-Johns Manville, has been appointed v.p. of marketing for ProBuild Holdings, Denver, Co.

Michael Mahre has resigned from Building Materials Holding Corp., San Francisco, Ca., after six years as president and c.e.o. of its SelectBuild unit. Stanley Wilson, president and chief operating officer of sister company BMC West, will oversee both divisions (see related story, p.27).

Craig Bryan has been named v.p. of business strategy for lumber industry advertising and public relations agency Purdie Rogers, Seattle, Wa.

Tom Parks, Buse Timber & Sales, Everett, Wa., has been named 2008 president of the West Coast Lumber Inspection Bureau.

Marissa Romero is store mgr. of the new Home Depot in Las Vegas, Nv.

Larry Baab has joined Ames True Temper, as senior v.p. of sales & marketing.

W. Timothy Yaggi was appointed president of Masco's North America Builder Group, Taylor, Mi.

Karessa Lipz is providing sexual harassment training at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Dealer Must Wait To Rebuild

Complex Woodland, Ca., building codes and regulations have delayed rebuilding of a storage structure at Yolo Lumber that was destroyed by an April 6 fire.

"People don't realize the stuff you have to go through when you have a fire, just to put a building back up," said owner Larry Miller. "At this rate, it's going to be months."

Besides lumber, the building also contained the company's tools and the site's electrical panels.

The 40'x80' structure was built in the 1950s, when the business was owned by Miller's father-in-law. "Since then,

they've come up with all kinds of new stuff," Miller said. "It's not that we don't want to build something the right way; we just want to build something."

In order to obtain a commercial building permit, he had to submit six sets of architectural and structural plans, two sets of energy calculations, two sets of soils reports by a geotechnical engineer, two sets of roof truss calculations, and a plan showing any trees on the property.

Miller said his business has gone down 4O7o since the fire. "There's a lot of stuff I can't buy because I don't have a building to put it in and you can't just put it out in the sun," he said. "Right now, we've got a couple of saws set up in the parking lot, but not nearly what we'd like to have. At this rate, we'll probably have to put up some kind of tent, and I'm thinking of putting a sign above it that says, 'Woodland Circus,' because that's what this feels like."

Sierra-Pacific Wins Lawsuit

After seven years of litigation, the California Supreme Court reversed a lower court decision and denied the claims of Ebbetts Pass Forest Watch and Central Sierra Environmental Resource Center that Sierra-Pacific Industries, Redding, Ca., needs to more thoroughly assess the impacts of clear cutting on wildlife.

The court decreed that SPI does not need to formally consider a range of ways to evaluate the cumulative impacts of its forestry practices, and that the company's timber harvest plans meet the letter of the law.

Rather than ruling on whether or not clear cutting was harmful to wildlife, or whether herbicide spraying caused environmental damage, the court narrowly focused on technicalities regarding the adequacy of the state's regulatory process and its assessment of SPI's cumulative impacts on forests and wildlife.

The case originated in 2001, when two local conservation groups challenged the California Department of Forestry over three timber harvest plans filed by SPI that targeted a total of more than 1,100 acres of clear cuts, or similarly logged areas, near California's Calaveras Big Trees State Park. As soon as the CDF approved SPI's harvest plans, the activist groups filed suit against both SPI and the CDF.

Two Coat Exterior Prime

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

Superior Wood

Made of quatity, clear, finger-jointed Western Red Cedar or Redwood, these products are naturalty designed for exterior use-both species are ideaI for enduring extreme weather.

Surfacing + Sizes + Lengths

RESERVE products come in a wide range of sizes, lengths and finishes. Whether the project catls for 51S2E or S4S, we offer [engths ranging from 16'to 20'. Pattern stock is atso avaitabte.

Lx4 - 1-x12 s/axQs/axll

2x4 - 2Yt2

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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.

Glulam makers beaming in Florida

fT WAS a case of good news-bad news at the American llnstitute of Timber Construction's recent annual meeting in Naples, Fl.

The good news was the addition of three new laminator members-Alamco Wood Products, a historic glulam producer in Albert Lea, Mn.; Blue Ox Millwork, Eureka, Ca., and D.L. Truss, New Holland, Pa.

The bad news category was the international decline in wood products demand. Housing starts fell by 300,000 units last year, contributing to closures and layoffs at lumber, plywood, OSB and EWP plants across the country.

As a result, AITC member laminators and other industry producers saw demand for their glulam products fall 287o to 358 million bd. ft. in 2001

Mike Caldwell, AITC executive v.p., was optimistic that a recovery would begin in late 2008 or 2009, when housing

starts are predicted to rise. He told AITC members, "The rainbow will come out," and cited corporate turnarounds such as Union Pacific, IBM, Hewlett Packard, and Apple Computer. Each firm survived declining demand for their products by reducing costs and improving management, marketing and distribution.

"Like these companies, we expect to be the 'comeback industry,"' said Caldwell. He noted that glulams outperformed I-joists and other EWP during the current slump. He pointed to glulams' advantages-strength equal to steel, a warm aesthetic appearance, excellent fire resistance, and quick availability nationwide at competitive costs.

Trygve Rhude, Sentinel Structures, Peshtigo, Wi., was elected AITC president during the 56th annual meeting. Ed Jones, Laminated Timbers, was named v.p. and Joe Duckett, Boozer Beam Co., treasurer.

New board members include John Forman, Alamco Wood Products, and Frank Wolski, G-L Industries.

Rancho Bernardo Inn, San Diego, Ca., was selected as site for the next annual meeting-April 19-21 ,2OO9.

AfTC exec (1) Mike Caldwell (left)congratulates incoming president Trygve Rhude, as new treasurer Joe Duckett looks on. (2) Bruce Bevard, Gunnar Brinck, Toni Bevard. (3) Shirl Sieli, Jane Brautigam. (4) Ann Lane, Kathy Jones. (5) Jerry Leslie, Nancy Jaenicke, Pat Leslie, (6) Randy & Di Leslie, Marie Wolski. (7) Martha & Carlton Whittle. (8) Tommy Hewitt, Mike Lane. (9) Cheryl & Ron Goff, (10) Gary & Kaye Burley. (11) Amy & Mark Seech.

ail &Pattern Marking with Confidence

When you deliver sheathing and wallboards with nail and pattern marks printed by Matthews' ink-jet systems, the returns yield more than value-added solutions for your customer These innovative systems introduce new and cleaner ways to mark building products, increase production efficiencies and decrease the overall cost of inks and supplies. Avoid the mess of atomizer sprayers and paint systems that are prone to clogging, consumable waste, and overspray. With our Drop-on-Demand ink-jet, you'll experience a flexible system that has the ability to integrate directly into your PLC or other board-driven production setup. For printing with confidence while providing environmentally friendlier solutions turn to Matthews Marking Products for your most challenging applications.

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Board Seen Round The World

,.\ photo ol'thc nrcs:usc bourri in 1l'ont ol l-.lrlo StLrrlcl's Ilrriltling Supplics. Tigtrlrl. Or'.. n irs rcecrrtl,r lclturecl in u \1r'rr' )'oi'l. 7-lrir'r r'or cr- st()l) Lrn Itou \t()r'cs lfc v!ing lirr

li'tlcr-ul lii\ rclrllc elrcek.. 'l'lrc borrrrl's nrcs\ir!c trr "l:llorr r otrr' litl stintrrlrrs chcclr

hs'rr-" tas clcr rscrl br ouner Ilill Fagan. who changes thc nre \\lqc cr crr ucck ol so. .'Hc''ll bc sitting there scratchin! his hcrrl ." sriitl cnrplor cc .lulson l\4athcr. "Then vou knou hc's corlring Lrp u ith sontctlting goocl ."

I nlirr'lrrrtute lr. :lirl \llrtltcr-. so 1ll tltc prL]ss covcnrgc hlrsn't inerclrsctl slilr's irl lllc st()l-c.

CAPITAL held a grand open ng at ts new facility in Salt Lake City. Ut (1) Mike Frandsen, Shane Kober Grant Gustaveson. Wesley Hayes. Mike Statham (2) Dane lorg Grant Gustaveson. (3) Tracy Madsen. Trevor G bbons. {4) Bob P erce M ke Frnch. (5) Chris Opie, Eric Stout.

Jetf Logue. The Aprl 1-2 event was attended by over 300 customers who visited the l3 vendor booths in a laroe heated tent. were taken on gu ded tours of the ner,v office warehouse and yard, viewed demonstrat ons of the Wood-|\4 zer saw, and enroved a BBQ buffet.

Ipe Clip- I-lidden Fasteners: A suncrior uav to fasten vour deck.

l:linr inates screri holes, stain malhs & drnqerous nail pops.

lnr isiblc lionr brxh top and bottonr ofr oul dcck.

..\r aihble in multiple colors to nntch :r r aritI o1' LICCK S.

All lpc ('lip" l:astencrs are nradc o1'llhr'rgll:slcinlirrced nratclial thtt is up to jr tlrc strength o1' conr lret tuls.

Ipc Clip" l:rtrcrne '' is tlrc onh lustcncr $ ith u :lainless slcel rashct rrtotrldcd insidc liir ldtlecl st rcrrgtlt.

\\'orks grcut with ail ol liiln dricd ltlrdrroorl dccking and conrposite matcrirrls.

Cultivating The Gommunity

Orchard Supply Hardr,i arc. San .losc. Ca.. was nanted "thc lcadin-c pionccr in school gardens" b1-'thc Clalilirrnia Dcpaltment of Education. carnins thc chain a letter of support ancl apprccirition trclm Califbrnia First l-acly Mirria Shriver.

OSH's 86 stores were linkecl wilh local elementarl' schools thlouglror.rt California. u'hich cach lcccivcrl S 1000 store crecl its 1'ol gulclcning tools and supplies.

OSH enrplolees'uiurkccl rrith plr'ents ancl tcachcrs to crclrtc scliool gar dens that hclpcd tcach nrath. [riokrg1,. chenristrv. ancl pro.jcct nranirgcnrclrt to nrore than -+0.(XX) stuclcnts in l(X)7.

Accorcl ing to OSH c.c.o. Rob Lynch. "This canrpaign nas both a lab<lr of lovc ancl an cxlrcrinrcnt to lcarn how l conlpan) likc OSH coLrld nrakc substantivc intprr)\'cltlcltts tc) callv chilclhoocl eclucation. givin-e cle'rrcntary students. their parents. ancl tcachcrs thc tools to put gardening into thc acadcrric rnix."

"We're known as the 'answer peo-

plc' lirr rurrlcning ancl nrcnt pro.jccts." l-)'nch horrrc irnprovc continLrccl. "so

orr l stui't's involvement witl'r thc schools and their students cnablccl thcnr to tirke their experti\r- orrt ol'tlrc stores ancl into tl-rc conrnrunitv. r.rurk ing a leal diffcrcncc in thousarrcls ol kicls' lir es."

STUDENTS from Taft Elementary School, Redwood City Ca with Rob Lynch, OSH c e o

uotres

Robert Vail Hansberger, 87, founder of Boise Cascade, Boise,Id., died May l5 in Boise.

After graduating from Harvard Business School, he served as chief engineer for Container Corp. of America. He then set up his own paper mill in Oregon. A year later, he joined Boise Payette as president and oversaw its merger with Cascade Lumber a year later.

He served as c.e.o. of Boise Cascade until 1972. when he left to pursue other ventures.

Robert B. Fancher, 89, former president and c.e.o. of Bloedorn Lumber, Torrington, Wy., died May l1 in Gering, Wy.

Mr. Fancher started his lumber career in 1939. as manager of Goshen Hole Lumber, Yoder, Wy. During World War II, he served with the U.S. Navy on the U.S.S. Canfield.

After the war, he managed Inter-City Lumber, Gering. He then worked for more than 70 years at Bloedorn Lumber.

He was an honorary life member of the Mountain States Lumber & Building Material Dealers Association and the National Lumber & Building Material Dealers Association.

David G. Slaughter,82, a pioneer in the western plywood and veneer industry, died April l9 in Eugene, Or.

In 1947, Mr. Slaughter and his wife relocated from Oklahoma to Oregon. After working as a logger in Sweet Home and Lebanon, Or., he joined Western Veneer in 1949.ln 1950, he moved to Junction City, Or., where he helped start Valley Plywood. When Georgia-Pacific acquired Valley, he worked his way up to manager of West Coast plywood operations.

A few years later, he helped start States Veneer & Plywood. He then spent nine years in product management for TrusJoist, which had locations in Junction City and Eugene, before retiring.

Robert R. "Bob" Peterson, 76, longtime Pacific Northwest mill manager, died April 24 in Cornelius, Or.

Mr. Peterson graduated from Iowa State University with a degree in forestry and served in the Army. He then went to work for Weyerhaeuser in the Pacific Northwest, maintaining forests. Later, he managed various lumber product mills in Washington, Oregon, and Wyoming.

Rogan Coombs, T2,longtime Oregon timberman, died of a heart attack May 4 in Ferndale, Or.

After graduating from Oregon State University, Mr. Coombs started his career at his father's sawmill in Piercy. He worked there for 20 years, until he then started his own business in the 1970s-which grew to include 12000 acres of timberland in southern Humboldt and northern Mendocino counties.

Dubbed a "legendary logger" by the California Forest Products Commission, he also donated money and equipment to groups that worked to preserve and restore timber heritaee in both counties.

Siding Maker Expands

(Continued from page I 4 )

authentic western red cedar, from our own cedar logs, that have all the qualities and appearance of natural cedar."

To manufacture both Cedar Craft and Craftsman. Panel Crafters' facility has added a Globe rough/specialty saw to the existing Timersaver calibrating sanders, as well as a Heeseman four-head finishing sander to complement its 5x8' and 5x10' hot presses.

"Panel Crafters is unique in the panel business, because we offer FSC-certified as well as no-added-

formaldehyde products and can obtain products in ranges that most other suppliers can't," said Paul Kell, who is joined in sales by Tom Overbeck and sales team manager Mike Palmerton. "With our 5'-wide presses and sanders, we offer product dimensions that save you time and money on both material costs and cut waste that needs to be disposed of after the job is finished. Our versatility allows us to manufacture panels from 3x6' to 5xl0' and any dimension in between. Cross grain, book match, slip match, or whole piece. We like the 'out of the norm' and can mix those with our standard oanels."

PANEL CRAFTEBS team includes (l-r) salesmen Paul Kell and Tom Overbeck, owners Ralph and Merrv Schmidt. and sales team manaoer Mike Palmerton.

producls

Maximum Reflection

Delta-Maxx Titan underlayment for sloped roofs has a silver titanium surface to reflect up to 50Vo of radiant energy.

Sold in the U.S. by CosellaDorken, the product has a self-adhesive border to speed installation, lock weather out, and keep home temperatures comfortable.

- Please call (888) 433-5824 or v i s it www .co s e lla- dorken.c om

One-Piece Ridges

A one-piece hip and ridge system that is reportedly easier to install on

TougherTrim

Tuff Trim from True Lumber is designed for exterior durability, but can also be used indoors.

Both the high definition and void free trims are manufactured from premium spruce.

A fingerjointed trim is made from radiata pine and is available in 414, 514, and 8/4 thicknesses in 1"x4" through l"xl2" in l6'lengths.

- Please call (541 ) 749-2 I I I

Tile Driver

The Quik Drive PROCGB combo system from Simpson Strong-Tie is

an all-in-one fastenins solution for tile contractors.

The system has two auto-feed attachments for fastenins cement and fiber-cement backerboari. or gypsum panels, with collated nails.

An extension allows users to stand during installation.

- Please visit www.stronstie.com

Composite Porches

CorrectPorch, a composite tongue and groove floor board with historically accurate dimensions is new from Correct Building Products

The product is made from a 60/40

multiple roof pitches is new from DaVinci Roofscapes.

The new shingle product is available in each of the five wood-toned colors offered, plus custom blends.

- Please go online at www.davinctroorscapes.com

mix of hardwood and polypropylene that reportedly resists sagging.

Each board is factory-drilled every 16" for easier installation, and trim profiles are available.

- Visit www.coryectdeck.com

Builder Software

Builderlink software developed by Softwood Inc. reportedly simplifies pricing, estimating, and inventory control.

The web-based software can be integrated with existing inventory databases and websites.

Site hosting, bandwidth minimums, server issues, and tech support are handled by Softwood as part of the package price.

- Please call (541) 762-1100 or v i s it www .t ourbuilde r link.c om

Classic Cedar Trim Pieces

Three new lrim comoonents-universal and premudc eorners and snapin insertsare new from Classic Clapboards fiom NuCedar Mills.

All three hclp take the guesswork out of siding installation, espccially around doors and windows.

Milled from 5/4" stock. the 20' universal trim comes in widths from 4-112". Snap-in inserts are l0' li. long and include 24 pieces per carton.

- Pleu.sa (ontact (11,l) 22 I -6556 ct r t, i s i t yt' tt' tt' .tl Lt c' e dar .c o nt

Sporty Safety Glasses

Gateway's Sport saf'ety cyewear offers both impact and UV protection.

The silver frame includes a soft. inset nosepiece for a securc fit.

D handle that allows fbr easy opening and locking, even when wearing -gloves. Other f'eatures arc full-length piano hinges on the doors, full weath-

erstripping, and adjustable legs.

- Pleuse call (800) 156-7865 or vlsi / rlrlrr,.we atherguurtl .cont

Mirrored lenses of lichtweisht polycarbonate lenses are piotectedny an anti-scratch coating and available in five bright colors.

- Please call (800) 822-5317 or y' r i7 yt 1.y.1: .gttt e wal,safety, .c: ont

Truck Storage

WcatherGuard hi-side truck boxes have a three-point latching system that secures each side asainst theft. vanclul ism. ancl weather'.

Available in aluminum and steel. the boxes have a large. stainless steel

Bosed in Annopolis, MD, Fletcher Wood Solutions is the lorgest monufocturer o{ detect-tree, oppeoronce srcde rodioto'IIETCHER' oine oroducts in New Zeclond. Dis- MOUIDINGS tributing our cleor boords, mouldings, LIFESPAN treoted wood, ond lumber to tne Nonn Americon morKet Tnrougn Iffi our proven ono compreTery InTegroTeo € supply choin, Fletcher Wood Solutions F I I i .]1ITCHER. mointoins direct occess to one of the =.:=i I lorgest FSC certified pine plontotion forests in the world.

TREATERS WITH INTEGRITY, TAKING CARE OF TOMORROW'S NEEDS TODAY.

ACQ *eserve^"

Wood For loday's EnvlFonmana

Intelligent Siding & Trim

LP Building Products has expanded its line of SmartSide ensineered exterior trim and sidins.

The siding is manufactured in 16-ft. lengths for fewer seams. Also available are cedar shakes, colonial beaded lap, structurally rated panels, and reversible trim in various lengths and widths.

All the products are 1007a silica free and can be installed with standard woodworking tools. A zinc-borate treatment, SmartGuard, is applied throughout the substrate to prevent fungal decay and termites.

- Please visit www.lpcorp.com

Vanities Of Stone

Natural stone vanity tops from Rynone Manufacturing come in 21 stock sizes. ll different colors. and a choice between rectangular or oval undermount bowls.

Options include custom bowl cutouts, blanks up to 87", and 19",22" and 25" depths.

- Please visit www.rynone.com

Tsrno PARw rNsPEcrED

Tamperproof Fastening

A magnetic screwdriver with 32-piece bit set from Klein Tools offers the versatility professionals need.

in white or stained to match the door panel.

- Please call (800) 732-2499 or go online at www. peachtreedoor.com

Tape The Joint

Pronto joint tape from National Adhesives was designed for professional drywall installation.

The cushion-grip provides for greater torque and comfort. A masnet holds screws to fit firmly in place for ease ofuse and secure fastenins.

Bits for a variety of a[plications are stored in a durable, tamperproof PVC block.

- Call (800) 553-4676 or visit www.kleintools.com

Fiberglass Entries

Peachtree Doors & Windows' Mahogany collection of textured fiberslass entry doors is availab-ie in seven 6'8" tall panel styles.

Exterior frames can be primed wood, stain-grade pine or mahogany. aluminum or vinyl cladding, or white fiberglass.

Primed or stain-grade interior frames can be orefinished

The profiled, perforated tape is said to evenly cover both factory and butt joints, eliminate the first coat of joint compound, and save tp to 25Vo of overall drywall-finishing costs.

- Please call (888) 577-6686 or go online at www. prontojointtape.com

HanffPanels

Sharp Shake

CcrtuinTccd's Ccclar Inrprcssions polynrcr sicling linc now includcs a cloublc 7" staggcrccl shin-gle and nen clark col<lls.

Two For The Roof

Two solvcnt-l'rcc siIiconc roof' coatin-cs fronr Wcst Dcvcloprncnt Group alc clcsignccl I'or usc on spray'ccl-in-placc polyurcthanc lixrnr.

Thc coatings can bc rollccl on or sprar'-lppliccl ancl arc tack-frce in one to t\\'o hours. lirrrrring a clurable and flcriblc nroistr-rrc-1r'cc scal.

It I ctt.sc li,rrI rlrlrr'.rltl gsi I icont

On The Level

'[-',ro torpcckr levcls from Srtu'anson Tool Co. arc constructed of a prccision-nracl.rinccl alurninum alloy, that is anodized fbr durabilitv.

Exterior Wood Protection

Trvo new wood finishes from Flood arc formulated for long-lasting exterior \\'ood Drotection.

Thc sicling features a woodgrain tcxturc and a staggcrcd pattcrn that rcplicatcs thc look of hand-sau'n. indiviclually appliecl cedar shingles.

Ncw ccllors are terra cotta. hearth \l()r)c. sprucc. und sucdc.

V i.t t trv'tl t e rtdi nte e d.c o nl

The Savage and Lil' Savasc arc laser'-engraved with SAH ancl nrctric rules. Rare-earth. ncodyrnium nra-enets reporteclly provide maximun"r holcling strcnsth on thcjob.

- I'lausc (ontu( t (8l5) 169-9453

TWF semi-transparent finish providcs a rich color that allows thc r"oocl's grain and texture to show through. The clear base can be custonr-tinted in more than 35 colors.

SWF solid finish is a penetrating oil and acrylic/urethane finish for high-traffic areas such as decks. It comcs in readl'-mix white and three bases that can be custorn-tinted.

- Pleu.se c'oll t800) -12l--1111 or v s it v'v'. .f'l txxl.t ttnt

STARTEIT FITITSHEIT BY BI IIATUBE, BOITTGUARII'

Brilliant Cabinets

Diamond Cabinets are now available in a new door style and three new finishes.

Bradshawe doors feature a solid, raised center panel and solid, profiled drawer front for a traditional appearance. A reverse-beveled profile requires no hardware.

Moss is a pale-green base that can be combined with a variety of colors, while Palomino is a light brown glaze. An Heirloom Black paint finish contrasts with natural wooo gralns.

Open ln Style

Weather Shield's Neoclassical wood windows and doors are well suited for upscale traditional homes.

The units can be ordered with a wire-brushed finish for a rich, weathered texture. Prefinishing is available in primer, polyurethane paint, or eight custom stain finishes.

Options include Zo-e-Shield 5 obscure, rain or restoration specialty glass.

All windows and doors feature the Warm Edge spacer system and EasyCare exterior coating.

- Call (800) 538-8836 or visit www.weathershield.com

5 speed bumps that halt your company's profits

By Jay Arthur

fF YOU want to be competitive in Itoday's marketplace. you have to do one main thing: Serve customers l0 times faster than you do now.

"What?" you may be thinking. "How is that possible? I'm already too busy and overworked."

Realize that everyone thinks they're already too busy. Unfortunately, a large part of people's busy-ness is the fact that they're repeatedly picking things up (products, parts, paperwork, etc.) and putting them down. In the process of picking the thing up, you have to remember what you were originally doing with it and what you need to do next. In the process of putting it back down, you have to bookmark it somehow so you can continue working on it later.

On top of that you have delays and redundant or unnecessary processes that slow you down. So while you are indeed very busy, you're often not productive.

The fact is the slower you are to meet customer demands, the more money your company is losing. Things like long lead times, slow turnaround times, unnecessary steps, and sheer carelessness cost you in terms of repeat business and referrals.

So what exactly is causing all the redundancy and slowness? The five speed bumps of business. Beware of these five things in your own company so you can reclaim your lost profits.

1. Making produds before customers ask for them is expensive.

Granted, if it takes you a long time to make your product, then you may have to manufacture the product well

in advance of customer demand. For most companies, however, actual production time is minimal. What takes a long time is the sales process. To save money, make your products right on time.

For example, on average, General Motors has a six-month inventory of cars sitting unsold, eating up both capital and time. Toyota, on the other hand, only has a three-week inventory of cars. Week one is on the floor; week two is traveling to the car lots; week three is being built. Which company do you think has better cash flow?

How much inventory do you have sitting on your shelves or in your warehouse every month? Many people think that large warehouses and fully-stocked shelves are a good thing. In reality, it's a huge moneywaster, because the carrying costs of inventory are expensive. Not only are you paying people to make the unused product, but you're also paying for warehouse space, people to manage the inventory, utilities at the warehouse, etc. The costs quickly add up.

If necessary, close down production for a week so you can use up some of your inventory. Have the production workers clean the plant or fix the machinery-anything other than make additional products. Let your inventory get down to a manageable level that requires less storage space and therefore less money.

Remember: If you don't make it, you don't have to store it.

3. Unnecessary movement of products is expensive.

You want to get to the point where you can produce something when a customer wants it, and not a moment before. So stop overproducing and making big batches of things. You'll be better off making one or two products that are specific to what people want.

Remember: Don't keep your people busy; keep your products busy.

2. Stocking large amounts of inventory is expensive.

When you make too much inventory, you often have to move it around. Whether you need to rotate the stock so the older items are upfront and newer ones in back, or you have to find a particular model for a customer, your warehouse likely has numerous forklift operators moving things back and forth.

Product movement increases your chances of having damaged goods, which you then must either scrap or rework. Additionally, forklift accidents increase worker's compensation costs. The less inventory you have stored in your warehouse, the less movement (and less damage) your products will face.

Remember: If you don't store it, you don't have to move it.

4. Unnecessary movement of people is expensive.

Many people complain about their commute time to work. But how much commute time are you or your staff doing while at work? For example, do people have to walk across the office or even to a different area of the building just to pick up their printouts from a central printer? Are they walking from workstation to workstation to complete a simple task?

In many companies. commute time while at work can be immense. In fact, it's not uncommon for people to walk the equivalent of over five miles a day in a 2,400-sq. ft. space just to do their job. Any time people are moving too much, you need to redesign the space. This may mean using a number of smaller printers rather than one big central printer. Or it may mean bringing workstations closer together so there's less movement.

Think of your work area like a kitchen, where you have your stove, sink and refrigerator forming a triangle. The closer that triangle is together, the less distance the chef has to travel to prepare a meal. When you can cut down on people's at-work commute time, you'll see a marked increase in productivity.

Remember: Walking is waste.

5. Unnecessary processing is expensive.

In many companies' processes, people are doing unnecessary steps. For example, one company had an inspection process for incoming goods. However, in the many years they've done the inspections, they've never found a single bad product. So the question is, if their suppliers have proven to be good and reliable, why is the company still doing the inspections?

Any step that proves to be unnecessary wastes both time and money. Think about how many reports you receive that you never read. Why is someone still creating that report for you? Consider how much customer information you gather that you never use. Why are you still gathering the data? Just because your company has always done something a certain way doesn't mean you're doing it the right way. Examine your processes to discover what's really necessary and what's simply waste. Then get rid of

the wasteful steps so you can speed up your process.

Remember: Forget how you've always done it; do it right.

Reach your profit goals...faster

While many people believe they can't be any faster because they're already too busy, the truth is that you can be a lot faster without being busier.

The key is to examine every aspect of your company to see where you have waste. redundancy. or just downright slowness. The good news

is that you'll likely find that only 4Vo of your processes are causing 5O7o of your troubles. In other words, you won't have to fix a lot to see a marked improvement. In the end, the more productive you can make your people, products and processes, the greater profits your company will realize.

- Jay Arthur, creator of the Lean Six Sigma System collection of audio, video, books and software, works with companies that want to doubLe their profits by plugging the leaks in their cash Jlow. He can be reached at (888) 468-1537 or via www .aimacros .com.

LUMBER ASSOCIATION of Calilornia & Nevada's 2nd Growth soonsored a oacked meeting on building green May 1 at the Embassy Suites Hotel, Brea, Ca. (1) Alan Oakes and keynote speaker Donn Zea. (2) Larry Holguin, Pete Ganahl. (3) Mitch Mitchell, Jerry Higman. (4) Chris Manning, Doug Willis, Chris Skibba. (5) Ken Pinowar, Seamus O'Reilly, Shannon Mott, Tom Angel.

Will Rubio. (7) Bryan Dewey, John Meredith, Earl lnde, Gary Stiles. (8) Banett Burt, Jean Henning, Mike Shumaker, Chris Freeman. (9) John Neel, Robert Struit. (10) Kevin Mitchell, Mark Ganahl. (11) Kevin McLennon, Danny Sosa, John Pasqualetto, Tom Barclay. (12) George Acuna, Eddie Carvajal, Phil Gallicchio. (More photos on nert page)

Bret

(6) Endy Flores,

Marchael,

We've been protecting businesses like yours for over 100 years and we'rr still growing strong.

At PLM, we understand that you need an insurance company with property and casualty insurance products and services that you can trust.

For over 1OO years, our experts have been providing quality claims and risk management services to the lumber, woodworking and buifding material industries. Remember, "you get what you pay for."

We understand wood. We know your business... because it's our business too.

lf you're looking for quality and value from your insurance provider, please contact the PLM Marketing Department at 8OO.752.1895 or log onto www.plmins.com.

Yesterday, Today, Tomorrow... grow knowing you're covered. aa

John K.Smith, CPCU President and Chief Executive Officer

Pennsylvania Lumbermens Mutual Insurance Company One Commerce Square, 2005 Market Street, Suite 12OO Philadelphia, PA 19103

MORE GROWTH (continued from previous page): (1) Jack Butler, Joe Alotta, Dan Sweeny, Gerry Greene. (2) Randy Richards, David Bufe. (3) Marc Spitz, John Allen. (4) Rex Klopfer, John Lopez, Jim Burns. (5) Veronica Amaro, Chris

Johnson. (6) Al Reed, Steve Gabbert, Betsy Bendix, Ken Bobetcky. (7) Peter & Barbara Ganahl. (8) Jason Rutledge, Chris McDonough. (9) Will Higman, Seamus O'Reilly. (10) Dennis Johnson, Kelly Sanchez, Wayne Nunnally.

ploce

Rates: $1.20 per word (25 word minimum) or, if contains artwork or oversized type, rate is by the column inch (2-l18 inches wide): $65 if we set the type, $55 if ad is furnished "camera-ready" (advertiser sets the type). Phone number counts as I word, address as 6 words. Headline or centered copy, $9 per line. Border, $9. Private box, $15. Send ad copy to 4500 Campus Dr., Ste.480, Newport Beach, Ca. 92660, Fax 949-852'

PRODUCT LINE MANAGER

Phillips Plywood is looking for the right person to take our hardwood lumber sales to the next level as our lumber product line manager. The right candidate will have knowledge of the suppliers of quality lumber. You will be working with our outstanding sales force to further develop lumber sales. You also will be responsible for managing and scheduling mill operations and controlling inventory levels and new species merchandising. We're not looking for a trader. We're looking for a manager, problem solver, and cheerleader capable of working with team members to build sales. Health and retirement benefits. If you think you can make a contribution, give me a call or send your resumel Doug Madsen, c.e.o., (818) 8977736, Phillips Plywood Co., Inc., P.O. Box 5 I 396, Los Angeles, Ca. 90051.

LUMBER TRADER

We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation.607o split for trader. Call John at Lakeside Lumber ar (623\ 566-7100 or email lakesidelumber@cox.net.

WELL ESTABLISHED Southern California wholesale distribution company is looking for a sales management trainee. Candidate must have a minimum of 5 years experience in wholesale distribution of lumber and panel products. Solid communication skills and product knowledge are a must. Salary is commensurate with experience. We also offer medical and 401/k retirement packages. If you are a salesperson who wants to make the move up to management, or are currently in management and want to makc a change, contact us at Box 708, c/o The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660; dkoenig@ building-products.com.

SAROYAN LUMBER COMPANY: Southem California's leading manufacturer and wholesaler of hardwood lumber, moulding and millwork, seeks aggressive Sales Management, Order Desk. and Outside Sales representatives. With a multi-million foot local inventory and state-of-the-art milling facility, we offer an unequaled level of support and eaming potential to qualified candidates. A proven track record, extensive product knowledge, and personal integrity are a must. For confidential consideration, send resume to Robert Lemke,6230 S. Alameda St., Huntington Park, Ca. 902551' (323) 589-5'7 O4; RL@ saroyanlumber.com.

0231, dkoenig@building-products.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.

EXPERIENCED LUMBER TRADER

Wholesale lumber company looking for experienced trader with an established clientele. No mill base or customer restrictions. No relocation. 50% split for trader. Draw and expenses negotiable. Call Karen, Parker Trading, (503) 309-5056 or email kns.parker@parkertrading. net.

NORTHERN CALIFORNIA distribution center is looking for Lumber Product Manager/ Lumber Trader. Candidate must have experience purchasing and selling West Coast species of dimension lumber in the California market. Competitive compensation and benefit package. Contact Rich Mills, Taiga Building Products, (916) 624-4525, or send resume to richard.mills@taigabuilding.com.

SALES MANAGER

Shamrock Building Materials is seriously looking for the right individual to head up the sales staff at our Sacramento distribution and reman facility. If you know the California and Nevada markets, and are willing to lead by example, this could be a financially rewarding position. We offer health and retirement benefits, and are anxious to make this venture successful. If this sounds interesting, give me a call or send your resume. Dave Gambee, president, (888) 7426763; Shamrock Materials, P.O. Box 80128, Portland, Or. 97280.

FOR SALE: MiTek wall component equipment; to include 4 processing lines,2 optimizer saws, and all other equipment needed for processing wall components. Contact Larry Janes, (209) 234-7'7OO, or Paul Nobmann, (loi) 26'72104. Golden State Lumber.

Are Your Prices Right?

Productivity improvements alone are not enough to improve profitability in a challenging environment, according to an expert from a global accounting and business advisory firm. You may need to rethink your pricing strategies.

"If your pricing is driven $olely by your costs, you are definitely missing opportunities where customers are willing to pay more," said Tim Emitt, director of advisory services at Grant Thornton LLP.

He said there are two key strategies that distributors can benefit from: a series of various price differentiation methods and a customer value equation that identifies specific value parameters provided to customers.

"To implement price differentiation, it is important to understand and segregate your customer base, including customers that cost more to service," said Emmitt. "Pay attention to customers who value your unique competitive advantages and are willing to pay for them."

Emmitt noted that distributors face cost increases for nearly every segment of their business, while productivity (cost per order) has remained the same or worsened during the past year. According to a recent survey by The Manufacturing Performance Institute, other increases include a 657o rise in equipment costs, 67Vo information technology costs, 7l7o in labor, 7 9 Vo in logistics/transportation, and 857o for healthcare.

He said that successful distribution centers have adopted value-added activities to maintain positive customer relationships in the face of rising prices. Such activities include exclusive branding, enhanced quality,

new technologies, faster delivery, and guaranteed minimum inventory levels, which must be factored into a differentiated pricing strategy.

"Some distribution companies may not know that their existing system probably already includes at least half of the data needed to imorove their pricing strategy." he said.

"The time to utilize value-added strategies and customer value equations is today. It is becoming difficult

for distributors to pass certain rising costs onto customers, so creativity in pricing is essential," said Emmitt. "It takes some discipline and a slightly new way of thinking, but the benefits are well worth the effort."

Sourr:nn Cnltonnll

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

Hamoton Distribution...................,.................(949) 752'5910

lnland Timber Co.... ......(909) 783-0470

Kelleher Corp. (Ontario)......,.........................(909) 635-1560

Kelleher Corir. (Rancho Cucamonga) .......(909) 476-4040

Kellv-Wriqht Hardwoods.................,..............(714) 632'9930

North Pa;tic-so. ca. Distribution..................(800) 647-6747

orePac Building Products...,.................... .(909) q?7'1q1q

Pacilic Wood Pieservin9.......,..,.,.. ... ...........(7 14]| 79!'97!?

Parr Lumber C0...........-.,..............,............. (909) 627'0953

Peterman Lumber C0...........,.............. ........(909) 357'7730

Redwood Empire.... ......(909) 296-961 1

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

Toal Lumber Co...... .......(562) 945-3889

Weyerhaeuser Building Materia|s.,.,.,..,...... ..1877) 235-6873

ORANGE COUNW & INLAND EMPIRE

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

Anlinson Lumber Sa|es..................,.,............(951) 681 -4707

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

Bear Forest Products..........(877) 369-2327 (951 \ 7 27 -1 7 67

BMD (Riverside).....

Boise (O.C.).............

Boise (Riveiside)................(800) 648-e1

Buildino-Products.com

California

C&E

341-0708

255-1949

q$'ggqg

852-1 990

624-2709

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

Reel Lumber (Anaheim).,....(800) 675-7335 (714) 632-1988

Beel Lumber Service (Riverside)..................(951) 781-0564

Reqal Custom Millwork.....,.(714) 776-1 673 (7 14) 632'2488

Reiiable Wholesale Lumber, Inc....................(800) 649'8859

Simpson Strong-rie C0......(800) es9'50ee (Zl1) qZ1-qqZq

stone Castle riadins........ .,.,.... .(999) 169-gqqg

Taiqa Buildinq Pr0ducts.,...,..........................(800) 348'1400

We"ber Plvwo-od & 1umber.......,.,.,.................(714) 259'1 100

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

SAN DIEGO AREA

Anfinson Lumber Sa|es.................................(619) 460'5017

Austin Hardwoods & Hardware.....................(858) 536-1800

BMD (Visalia) ...............(559) 625-3050

Dixieline Lumber Co. .....,....(800) 823-2533 (951 ) 786-91 77

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

Nonu & C:nrnn Cltlrontn

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Borate Pressure Treated Wood for Interior & Exterior Applications

Lumber is pressure treated with DOT Borates, a natural preservative & EnviroSafe Plus@, a colorless water-repellant polymer system.

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Please visit our website for additional information: www.eswoodtreatment.com

Wood Treatment Products, Inc.

PO. Box gSO4/l5. Lake Mary, FL32795-O4tri5

Toll Free: (EOO) 3458rO2

Sournwrsr

FERNDALE

guide Plcrnc Jlonrnwrsr

WASHINGTON

Allweather Wood Treaters.............................(800) 637.0992

SEATTLE /TACOMA AREA

APA-Engineered Wood Association.............(253) 565-6600 Boise Distribution (Woodinville)................

Louisiana-Pacific C0A. .................................(503) 221 -0S00

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

North Paci1ic............ .....(800) 547-8440

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

Pacilic Wood Preservin9...........,.,.................(503) 843-2122

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

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

Western Wood Products Association...,........(503) 224-3920

Weyerhaeuser Building Materials............ ......(877\ 235-6873

ROSEBURG

C&D Lumber Co. (Riddle) ....,.,...,........ ..........(541\ 87 4-2241

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

McFarland Cascade......,...............................(800) 426-9430

OrePac Building Products.......,.....................(253) 582-9500 Simpson Timber Co

Welco Lumber........

Weyerhaeuser Burlding Materials..................(877) 235-6973

Weyerhaeuser StructuMood.........................(800) 523-0824

SPOKANE

BMD ......................, .......(509) 5gS-3908

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....... ...................iAn\ SZZ.zZIS

Lumber Products.... .......(800) 926-8231

OrePac Building Products.............................(509) 892-5555

Potlatch ...........,...... .......(509) 83S-j S00

Vaagen Bros. lumber........,..........................(509) 684-5071

Weyerhaeuser

COOS BAY / NORTH BEND

Conrad Forest Pr0ducts................................(800) 356.7146

coos Head Forest products.,..... . [331] Ii3-3333

Warm Spring Forest Products (Bend) ...........(541 ) 553-1 1 48

EUGENE / SPRINGFIELD

American Laminators (Drain).......................(541 ) 836-2000

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

Coos Head Forest Pr0ducts..........................(800) 382-3388

J.H. Baxter.............. .......(541) 689-3801

Lumber Products.... ....,..(541 ) 697-041 1

l\4cFarland Cascade ......(800) 426-8430

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

Western Woods, Inc......,...............................(800) 822.8157

Weyerhaeuser Building Materiats..................(877) 235-6873

MEDFORD/GRANTS PASS

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

Eagle Plywood Specialties....................,......(800) 547-5991

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

Malheur Lumber Co ......(S41) S75.fi48

Norman Distribution Inc.....,.,...................,.....(541 ) 535.3465

Pacific Wood 1aminates........,.......................(54'1) 469.4177

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

Waldron Forest Products...........................,...(S4j) 474-3080

McMINNVILLE / COHVALLIS / SALEM

Capital 1umber...,.......,.......(541) 223.0020 (866) 898-1 128

Forest Grove Lumber C0.,.............................is0gi +zz-gt gs

Mary's River 1umber..,.,........,.......................(800) 523.2052

Royal Pacific Industries..,..............................(503) 434-5450

Weyerhaeuser Co. (Albany).....,............ ....,..,(541) 926-777 1

GREATER PORTLAND AREA

Adams Lumber, |nc.............(800) 298 -4222 (5031 245-j7 96

80dy9uard..............

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

Disdero Lumber Co .,.....(800) 547-4209

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

Johnson Lumber Co., D.R.............................(541\ 874-2291

Keller Lumber C0.... .....(541) 672-6529

Riddle Laminators... .....(541) 874-3151

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

Rocrv lhouullns

DENVER

COLORADO

Allweather Wood Products...,............,.....,,....(800) 621 -099'l

All-coast Forest Products.......................,.....(800) 332-8977

American Institute of Timber Construction ....(303) 792-9559

BMD (Colorado Springs)...........,..................,(91 7) 528-6000

B[,lD (Denver)......... .....(303) 427-9333 Boise Distribution.... ,....(303) 289-3271 Capital Lumber Co. ......(303) 286-3700

Industrial Resources .....(303) 333-0307

OrePac Building Pr0ducts..,..,.,.,...................(303) 363-1300

Weyerhaeuser Building Materia|s.,.,...,....

Forest Products, J.M.............,..,......(800) 962-S780 Weyerhaeuser Building Materia|s,.,...............(877) 235-6873

COEUH D'ALENE

Bennett Forest Industries (Coeur d'Alene)....(208) 664-3299

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

LEWISTON

Bennett Forest Industries (Grangeville).,..

Coos Head Forest Products......,.,.,......... .(208) 983-0012 .(866) 590-0088 (208) 799-3388

BILLINGS

MONTANA

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

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

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

OGDEN

UTAH

OrePac Building Products......

Thomas Forest Products. J.M......................(800) 962-8780 ,.........(801 ) 782-1997

SALT LAKE CITY

All-Coast Forest Products........,.,....,.,..... ......(977\ 269-7948

Boise Distribution.... .....(801) 973-3943

BMD...........,............ .....(801) 231-7991

Capital Lumber Co.. .....(801) 484-2008

Forest Products Sales .........(800) 666-2467 (801J 262-6428

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

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

Utah Wood Preserving.........(800) 666.2467 (801 i 295-9449

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

FAX to 949-852-0231

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

Name (Please print) Company

Want to Subscribe?

tr I Year ($22) tr 2 Years ($36) tr 3 Years ($50) tl Bill Me tr My Check Is Enclosed

News or Comments? w. welcome comments on i articles or news of your company such as new hires or I expansions.Justemaildkoenig@building-products.com. I rr-rI

For more information Jionr odvertisers, usa the Web site in brackets AERT [www.aertinccom]

Ipe Deckin€ - rxl,5t4x4, s/4x6

. 2x2,2x4,2x6,4x4

Cap & Sub Rail

Cumaru Deckinf Kiln Dried - 5t4x6

. FSC-certified & non-certified

Mouldin$ - over 2oo stock profiles

o Custom knife grinding

. Mount Storm's in-house milling facility produces high quality mouldinS. Our Rosenquist radio frequency gluer can fabricate glued-up solid wood panels up to 48" wide. Sanding is also available up to 53" wide.

Hardwood S4S - stocking a large inventory of Hardwood S4S - lx2 1x4 lx6 lxS 1x10 1xl2

Redoak o Hard Maple r Cherry

. Poplar r Birch

o Walnut

Hardwood Plywood & Lumber

Consult website for full inventory

Cal Coast Wholesale Lumber ......46

C&E Lumber Co. [www.lodgepolepine.com]

Canfor [www.canfor.com]

[www.capital-lumber.com] ....-.....-.....

Cascade Structural Laminators Iwww.cascadesl.com] .....'....'...........41

Cedar Valley [www.cedar-valley.com] .-.-.-...........'..59

Collins Products LLC [www.collinsco.coml "'.. ..'........23

Colville Indian Precision Pine [www.cippine.com] .........'....................28

DMK Pacific Corp................ ................48

Distribution Management Systems Inc. [www'dmsi.com] ..'..'.......'....48

Fletcher Wood Solutions Iwww.tenonusa.com] '.................'...............'57

Fontana Wholesale Lumber Iwww.fontanawholesalelumber.com] ...58

Forest Grove Lumber Iwww.fglco.coml ............................-.-.."..........35

Forest Products Sales [www.forest-product-sales.com] ..............'.......45

Hampton Afliliates Iwww.hamptonaffiliates'com] .............................'40

HuffLumber Co...... ........................38

Ipe Clip Co., The [wwwjpeclip.com] .'...........................................'.....52

ITI Americas [wwwjtiamericascom] ................'...........9

Keller Lumber Co. .................'. .".........45

Krauter Storage Systems [www.krauter-storage.com] .'.....................36

Lausmann Lumber Iwww,lausmanlumber.com]......'...........'...............63

LP Building Products [www.lpcorpcom]......'......'.........."............""'....3

Lumber Country [www.lumbercountry.net] '.Cover IV

Lumber Products [wwwJumberproductscom] .........26

M&M Builders Supply............'. ."'..'...67

Manke Lumber Co. [www.rnankelumber'com] ....."".61

Matthews International Iwww.woodmarkingcom].........-.--..-.....'....51

Mount Storm Forest Products Iwww.mountstormcom]'..'..................70

Natural Forest Distribution Iwww.fscsalescom] ..................'.......'.......64

Norman Distribution Inc. Iwww.normandist.com]'---.-.'--'.-.........67

OSBMarket by Silvaris Corp. Iwww.osbmarketcom] ..............."'......47

Pacific Wood Laminates Iwww.pwlonline.com].................'.....'Cover III

Pennsylvania Lumbermens Mutual Insurance [www.plminsrom] ....65

Redwood Empire [www.redwoodempcom] ....Cover II

Reel Lumber [www.reellumber.com] .........'..'..'.........51

Reliable Wholesale Lumber Inc. [www.rwli.com] '.....................'.........41

Roseburg Forest Products [www.rfpco.com]

Roy O. Martin [www.royomartin.com] ..............'......33

Royal Pacific Industries ........-...."'.....21

Simpson Strong-Tie Iwww.strongtiecom] .....................'......................13

Siskiyou Forest Products Iwww.siskiyouforestproductscom] ............49

Sitra Holdings [www.sitraholdingscom] .......'...........34

SkuttleTight Inc. [wwwskuttle-tight.com]. ......."'.......46

Summit Imex [www.cumarudeck.com].. ............'.........43

Swan Secure Products Iwwwswansecurecom] ............'..'...................55

Swaner Hardwood Co. Iwwwswanerhardwood'com]......'............."""47

Swanson Group Sales Co. [wwwswansongroupinc.com] ..........'.........17

TAM-Rail by TAMKO [www.tam-rail.com] ..4

Earhart Ct., Windsor Ca.95492

Phone 7O7.838.3177

Fax 707.838.4413 r Mill Fax 707.838.9690

wrryw.MountStorm.com

We ship full trucks, units and deckpacks onguhere in the western U.S.

Thunderbolt Wood Treating Iwww.thunderized.net] -------............27

TMI Forest Products [www.tubafor.com]

Van Arsdale-Harris Lumber ------'-""""""27

Western Red Cedar Lumber Association [www.wrcla.org] ...'...........37

Western Wood Treating Iwww.treatedwoodcom] .................'............24

Western Woods Inc. Iwww.westernwoodsinc.com]'--..'.-.........Cover I

Wood Treatment Products Iwwweswoodtreatment.com] ..............'...68

Wynndel Lumber [www.wynndellumber'com] .........39

K4

TH I

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With our full lineup of producfs you'll hove oll the clouf you need io sioy compeiitive. And our Never-Out Logistics progrom con help you monitor your inventory, ond deliver exoctly whot you need, exoctly when you need it. So you'll never be cought in o squeeze.

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PRODUCT TINEUP

. 2", 3" & 4" Green Douglos Fir Timbers, Dimension & Studs

. PSI 95 Roted Plywood

PocRim RimBoord Plus

LVL Lineol Edge Form

. PSF, HDO & MDC Concrete Forms

. ClecrrLorn Foscio S,r[f its & l rim

. SocomiLom Foscio, Soffits & Trim

. Rough-Sown Fir Siding

r CienrSi,-le Pr imcd Fel.o

Wropped LVL V-Rustic Siding

r MDO,Foced Plywood Siding