Merchant Magazine - June 2009

What do you need today?

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Serving building products retailers and wholesale distributors in 1 3 Western states-Since 1922

JUNE 2OO9

9 Bockups soYe Oregon yold

Four-unit choin thonks doily computer bockups for revivol following fire.

l0 time to rcderign youl site?

How to updote your website to drow more visitors ond convert more s0tes.

12

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VOLUME 87, NO.12

Serying l3 Weslem States, Includlng Alrlka and H.waii

(Sister publiation Building Products Digest seves the East) PUBLISHER Alan Oakes (ajoakes@aol.com)

PUBLISHER EMERITUS David Cutler EDII0R David Koenig (dkoenig@building-pr0ducts.c0m)

AS$0C|ATE E0|TOR Karen Debats (kdebats@building-products.com)

COIITRIBUTI 1{ G EDITO RS

Dwight Cunan, James 0lsen, Cada Wddemar, Jay Tompt

A0 SAIES MAI{AGIR ChuckCasev (ccasey@building-prod[cts.com)

ClRCUtATl0t{ Heather Kellv (hkelly@building:products.com)

ADMIl{I$IRATIOII OIfi ECTOR/SECRETARY Marie 0akes (mfpoakes@aol.com)

How to Advertise

Conlact our adverlisino ollices 101 nl0s: WEST, MIDUTEST, SOUTHEAST: Chuck Casey, Newport Beach, Ca.; (949) 852-1990; Fax 949-8520231 ; Email ccasey@building-products.com

l{0BTHEA$I: Paul Mummolo (N.J.); (732) 8998132; Fax 732-899-2758; Email mummolop@ c0mcast.net

Energy rovings key to selling siding, roofing qnd insulofion

How to Subscribe

Contacl Healher at (949) 852-1990

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Extra! Extra! Read

Newspapers are no longer important to Americans, Warren Buffet remarked recently. In many cities you soon may not be able to read all about it. Or, if you can, your choice of newspaper may be seriously changed. All we see and hear today is that the newspaper industry is going away.

That assessment may be over-blown, but there's no doubt that a shift is taking place. Today, there are about 1,400 dailies in circulation (and that may be the root cause of the issue). Slightly less than half of all adults read a newspaper every day.

I would be the first to say that the advance of technology is wonderful. In fact, I spend at least half of each day on my computer, much of it online. But it's not where I want to read my news in any volume. I want it all in one place where I can choose what I wish to read about without searching through hundreds of pages or having to load multiple pages to read one story. I will no longer read many stories that in the newspaper would have caught my eye, but now won't because I'm shown only a headline. Is this progress? It is time to stand up for print before we succumb to this supposed progress gone awry.

I must admit that at times I have been as harsh a critic of our press as anyone, but I cannot imagine not reading a newspaper at some time in the day. During the work week, I arrive at the office and read the business journal (which I also have loaded on my Blackberry and find absolutely frustrating). At lunch, I read a large non-local newspaper. At home in the evening, I read the regional. Getting up on a Saturday and Sunday morning

all about it... or not

and reading the paper cover to cover with my cup of tea (yes, as a Brit, the habit has never changed) is one of the pleasures of the week. In fact, when I am out of the country traveling, by the third day I'm trying desperately to buy a U.S. paper at an exorbitant price. CNN doesn't do it for me. And yet, we are some time soon going to see newspaper after newspaper go the way of the dinosaur. And for what? We will miss hundreds of news items if this happens.

There is a place on the Internet for news. I read all the fun stuff there. I follow what Britney and Lindsay are doing (like them, I too must have too much time on my hands). I enjoy reading instant headlines of late-breaking news items or seeing up-to-date market news. But I don't just want to read about the top l0 pieces of news. I want to read about hundreds of pieces of newslocal, regional and national.

More importantly, I want to read good journalism and what is behind those headlines-and that is what will be most missed if we allow this to happen. Online is not where I want to read or will even find serious stuff that matters. For the most part, it is plain vanilla written by low-cost journalism students, due to the fact that the Net has always been seen as a way to cut costs. Most of the cost and hence most of the quality will be taken out to produce these e-versions. As real journalism fades away, will we really know the origin of much of the news in the blogosphere?

When reading on the screen, I tend to skim more (and these flip books are useless). I get fed up with crashes and waiting for pages to load. When newspapers

go away, it will not be the same experience. Where will I read easily in one place about the sports scores, the local sale at Macy's, the church event, the time of the movie, as well as what really is in that state budget? Where will I see dozens of conflicting articles on what the Fed should be doing, or why we should be in Afghanistan with a higher troop count? It will be the biggest hassle I can imagine.

There is no vehicle that I have seen as of now that suggests we would be better off not having newspapers. We are being told it is better, but it isn't.

Now we know that our newspapers are heavily sponsored by advertising, and that is the real issue. Advertising has gone down because readership has gone down, and that is what they must solve. I have personally listened to investment bankers who espouse that everything has to move to the Internet. For those MBA's, the model shows that getting rid of paper, mailing and other growing distribution costs will make businesses very profitable. What they do not understand is that advertisers are unwilling to pay the same price for advertising on the Net. Indeed they want to pay much less, and long-term it will make media companies less profitable, as revenue shrinks drastically. And like so-called progress in everything else, quality standards will continue to decline.

So the question is who is nor buying newspapers today? Clearly, much of that lies in our youth no longer reading the paper. Maybe the situation was brought about by how our children are being educated and how we have allowed them to spend all their time surfing the Net. We have become a nation of headlines, not of investigation of real issues. We are samplers of sound-bites in arenas where personality and celebrity override common sense. We must view journalism and newspapers as absolutely essential to our communities. For good or bad, there is a power of the press that will be lost if this movement continues.

Now some will argue there will be other ways to get the good stuff published. I doubt it. I may be classified as old school, but it will be a tragic day when we see the end of our daily read.

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Oregon dealer saved by computer backups

II/HEN a fire destroyed Bronson Y Y Lumber's flagship store in LaGrande, Or., last September, properly stored computer tapes helped save the entire business.

"Our four stores are electronically linked through our computer systems, which are based in our main office at the LaGrande store," said owner Mace Cadwell. He said that files are backed up electronically each night, then one backup is taken offsite and the other backups are stored inside an electronic media cooler that is placed in a fire-rated safe.

"I cannot stress enough how important this is," he said. "Without good retrievable backup files after our fire, we would have been out of business. You really need this backup for your inventory files, accounts receivable, and the other things you will need to comply with your insurance company on."

Two days after the fire, the store

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opened in a temporary building with employees using cellphones and hand-writing tickets. Less than two weeks later, operations moved to a remodeled insulation shed, and a new computer system was operational.

"Before the fire was completely extinguished, I had decided to rebuild," said Cadwell. "Many of

these employees are my personal friends and have been with the company for l0 to 20 years, some as many as 28 years. After experiencing such a life-changing event as a fire of this magnitude, I could not see our company rolling over and giving up."

The store moved into a new allsteel store and attached warehouse in mid-January. "Many of our customers from over the years helped on the project," said Cadwell. "We literally worked seven long days per week, through freezing weather and blizzard conditions."

He said that the new building has the same square footage, but the layout was improved. A new builders exchange center lets contractors store project plans online for easy access, while a centrally located sales area makes transactions quicker and easier. Once orders are complete, pickup is speeded by the new drive-through warehouse.

In early May, Bronson Lumber staged a two-day celebration of the store's re-opening. "We bucked many odds, but we have a beautiful new building that we are very proud of," he said. "This business is full of people who don't want to quit or give up, and Bronson Lumber is made up of those kinds of people."

LOCAL WELL-WISHERS help owner Mace Cadwell (with red cap) and his wife Sherry (/e/t) celebrate the grand re-opening of Bronson Lumber.

NEW STORE features an improved layout, a centrally located sales area, a builders exchange center, and an attached drivethrouqh warehouse.

ls it time to redesign your website? \'

A STACNANT website is like a lA,faded, yellowing sign in your store window-it may deliver some useful information, but probably does more harm than good. It tells your customers that your business may be falling behind and doesn't thinking putting on its best face is worth its time or effort.

But, LBM industry tech experts argue, even modern-looking websites should be regularly updated and periodically redesigned to keep the clicks coming.

ordered a top-to-bottom overhaul of its site less than two years after its initial launch. The motivation was that entering its primary product line, "poplar + bark + siding," into Google, Yahoo or the other top search engines directed searchers first to its dreaded rival. Parton's site showed up four pages and dozens of matches later.

Even though Parton was happy with the look of its old site, a small local design firm, Zurv, recommended starting from scratch. The designer, said Andy Parton, "wanted to write the code himself, to redo the website from

the ground up, to become 'search engine optimized."'

"Websites should be search-engine friendly so that potential customers who use the main search tools on the Web can find them," agreed Kimberly Brandner, Brandner Communications, Federal Way, Wa., which has redone websites for a host of major LBM manufacturers. "It's important to identify key terms or phrases a company wants to be associated with-and that a user would identify the product type with-and to clearly use those throughout the website."

Within a month of its relaunch, Parton's site skyrocketed to between #3 and #5 on all major search engines.

"If we keep working with it, tweaking it, (our designer) thinks he can get us up higher. We want to be #1," said Parton. In the meantime, "there'll be small changes, we'll add news releases, change pictures. The website will continue to grow as far as page numbers and-hopefully- site rankings."

Search engine optimization, or SEO, was also a primary goal for redesigning Custom-Bilt Metals' site, according to Andrew Rogers, Purdie Rogers, Seattle, Wa.

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Redesign : www.custom bi ltmetals.com

Client: Custom-Bilt Metals

Designer: Purdie Rogers

Goal: Segment the site's traffic by audience

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Changes: The company's full line of products is presented in detail, including expanded coverage of its green'cool roof technology. Visitors can learn how it can contribute to Energy Star points and LEED credits. Additional pages round out the company's backoround and cunent achievements. and ooint visitors toward local Custom-Bilt branches ilhen they're ready to begin their irolecis.

He explains that factors contributing to optimal rankings include your website structure, authority site status, historic activity, relevance, depth of content, and key word density. In addition, inbound and outbound links from other authority sites, directories, associations, press releases, blogs and social media venues can dramatically improve organic search rankings. Activity breeds attention.

"Web users search hundreds of times a day, and it's important that your prospective customers can locate you easily," Rogers said.

He also recommends paid advertising on search engine results pages, with the cost typically based on the number of clicks, leads or impres-

Parton Lumber, Rutherford, N.C.,

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sions. "Strategically engaging in SEM (search engine marketing) drives qualified traffic to a site," he noted. "It's highly measurable and typically has a good ROI."

The redesign boosted traffic to Custom-Bilt's site by 25Vo in six weeks and significantly increased qualified leads.

A new redesign of distributor Bluelinx's website aimed to make it easier for visitors to find the products and literature they need. Visitors can search for product lines-and the dealers that stock them in their area-by branch. The site also provides a foundation for future product catalogs and online ordering capabilities.

To keep visitors coming back, the site will post sales specials-updated every two weeks-tailored to each market and searchable by zip code.

"Increased access to our products and service offering will enable our customers to take advantage of our expanding portfolio," says Bluelink c.e.o. George Judd.

Similarly, A.E.R.T. simply wanted a better, hard-working site to promote its MoistureShield composite decking. "The main goals of our website redesign were to focus more on our target market (trade professionals), provide access to more tools and product information, and make it more interactive and user-tiiendly," said Brent Gwatney, v.p. of sales & marketing for MoistureShield.

A.E.R.T. worked with Brandner to make the website easier to navigate, while adding plenty of new features, including deck design and color visualization tools, more product details, a contractor corner of resources, and a dealer locator.

"A website should provide a clear path to purchasing the product," said Kimberly Brandner. "This could be through a dealer locator, a form for a visitor to request more information, or even purchase on the site itself. Without a purchase path, the site is an interactive billboard."

She advises clients to overhaul their sites about every two years, "depending on the performance of the site, new technology, and new design trends."

Ongoing updates, according to Rogers, can include new "product information, case studies, white papers, tutorials, installation instructions, industry domains, and customer reviews."

He added, "Another valuable feature of a company's online presence is a blog. They're quick and easy to update, and encourage two-way communication. If you blog, use Facebook or Twitter. Having RSS feeds from those sites on your company website integrates your online efforts and enhances online search visibility."

The key is keeping it fresh, to be constantly looking for ways to improve and add content to your site. "A website presence should be viewed as an ongoing process, not a project," Rogers advised. "Build a Web presence, not a website."

Redesign: wwwpartonbarksidi ng.com

Client: Parton Lumber

Designer: Zurv

Goall Showcase and draw traffic to primary product, premium poplar bark siding

Changes: The home page immediately grabs the attention of viewers with flash animation featuring a home covered in bark cladding. Other new leatures: a user-friendly interface, a portfolio of bark-sided homes and stuclures, a fascinating discussion on the historical aspects of bark siding, an extensive Frequently Asked Questions (FAa) page, and a quick, convenient Free Sample Request button.

Redesign: www.bluelinxco.com

Client: BlueLinx

Designer: AtlantaSky

Goal: lmprove customer service by better connecting visitors to products and info they need

Changes: New features include detailed listings of branch produci offerings, sales specials customized by market, a comorehensive literature librarv, and a nationwide search tool for iocating stocking dealers.'Customers can more easily track order status and invoices online, access MSDS sheets and details on green product certiJications, discover supplier information through direct links, and download daily news feeds and the company's FASTSuite software lor EWP

Redesign: www.moistureshield.com

Client: A.E.R.T.

Designer: Brandner Communications

Goal: Provide a more interactive, user-friendly experience

Changes: The upgraded site leatures deck design and color visualization tools, a dealer locator, more product info, and tips and resources for building professionals.

Latest technologu helps dealers run more efficientlU

By Steve Bieszczat Activant Solutions

I-TECHNOLOGY solutions for

.a LBM dealers have undergone an interesting transformation in recent years. Computerized business management systems first entered the market years ago to help dealers keep up with large sales volumes. Overwhelmed with all the paperwork and administration costs involved in selling building materials and maintaining proper stock levels, dealers turned to these computer-based systems to help them stay ahead ofthe curve.

However, with the recent slowdown, dealers have shifted their focus and are looking for ways to trim overhead and run more efficiently. Technology providers have followed suit with a number of new products to help companies accomplish more with fewer resources. These technologies help dealers get the most out of their three key assets: employees, inventory and equipment.

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By and large, the LBM business is still based on good, old-fashioned paper. Most dealers have a number of people charged with tracking the many different types of invoices. contracts. forms, receipts and orders that are generated every day.

Recent advancements in document management technologies are making the paperless office a reality. Document management technology allows customers to reduce the amount of paper they must store while increasing customer service and overall business management. It gives dealers the ability to easily store customer signatures with receipts and invoices, and deliver electronic billing statements that incorporate this information. Dealers can realize a quick and substantial return on investment by eliminating stamps, envelopes and storage space, and by eliminating the hours they

spend daily researching old invoices or stuffing envelopes.

Optical character recognition technology automates the data entry process by allowing users to scan in all the accounts payable invoices. The software analyzes each invoice, matches it with its conesponding vendor, and places the file for the scanned invoice in the correct vendor folder. The result is a smooth transformation from paper-based invoices to actionable accounts payable records.

Streamline Inuentorg lllanagement

In today's economic climate, dealers need to maintain a careful inventory balance. Good inventory management means carrying enough products to meet customer demand while eliminating unnecessary excess that negatively affects cash flow. The first and most important step to achieving effective inventory management is establishing and maintaining accurate inventory counts.

A wireless warehouse management system allows LBM dealers to know exactly what they have in stock and precisely where everything is. Greater accuracy and visibility mean less need for safety stock, allowing dealers to reduce inventory by upto lo7o.

WMS solutions track items as they enter and exit the warehouse, using handheld wireless terminals equipped with barcode scanners. These devices guide warehouse staff exactly where to find and store each item. The system also automatically directs warehouse staff to perform cycle counts and automatically adjusts quantity in the company's ERP system.

Studies indicate that dealers who adopt and fully implement WMS technology can improve shipping to approximately 99.9Vo accuracy and boost warehouse productivity by as much as 2O-3O%.

DISPATCH & DELIVERY from Activant allows dealers to map out deliveries to save time, cut fuel costs, avoid unnecessary wear on vehicles, and make better use of people and resources.

Lotuer Fleet tquipment Costs

Recent spikes in gas prices were a grim reminder of the importance of keeping an eye on fuel costs and vehicle maintenance. In the past, manY dealers were not concerned with fuel costs and the wear-and-tear on their delivery trucks. In fact, many thought that overuse of delivery trucks meant a surplus of orders, which meant that business was probably thriving.

Today, dealers need to keep close tabs on their dispatch and delivery process. On-time and accurate order delivery is one of the most important services a dealer can offer. In the past, dispatchers have managed deliveries using paper, whiteboard, or some other manual tracking system. However, the marketplace has become increasingly competitive and customer expectations for delivery times are getting more demanding. A reliable delivery system can be a key differentiator in winning new business and improving customer loyalty.

Dispatch and delivery systems provide dispatchers with an up-to-date view on the status of delivery materials for any delivery time-allowing dispatchers and salespeople to commit to specific delivery times with the confidence that materials will be there to meet that commitment. The software also displays order status information to anyone on the network with a proper security clearance. A tracker module combines global positioning system, mobile phone, and Internet technologies to show the precise location of trucks at any given time.

Bringing lt fltl Together

Running a LBM supply business can be a very complicated job. A truly streamlined and efficient yard must fire on all cylinders to maximize profits. For example, it does not matter how well you are managing human resources and inventory if the warehouse is not sending out the correct orders in a timely fashion.

Many forward-thinking dealers are taking the opportunity to invest in these new technologies during this slow period in the market. The investment will not only help them weather this challenging market, but also position them for accelerated growth when the economy turns around.

- Steve Bieszczat is senior vice president for marketing, at Activant Solutions, Livermore, Ca., a provider of business management solutions for LBM dealers and distributors. He can be reached at (888) 463-4700 or info@ act ivant.com.

Taking the next step Cellular PVC Thim 2.0

By Brian Kincaid Azer Buildins Products

trim has gained recognition and market share as a wood replacement product, dealers have begun to fill their marketing arsenal with even more profiles and product styles. Likewise, contractors continue to find new benefits and discover additional areas where cellular PVC wins out over wood. Sales of cellular PVC continue to be impacted by new manufacturing technologies such as improvements that have enabled the production of trim boards up to 16" wide and solid sheers up to 48" wide by 2O ft.longlarge, wide boards that will remain stable over time.

qINCE the introduction of cellular LJPVC trim a decade ago. the category has provided increased growth opportunities for building material dealers.

The product offered obvious advantages from the beginning: cellular PVC was shown to be impervious to moisture, could be left unpainted but has excellent paint adhesion. is easy to handle and install, and offers low maintenance with sustainable great looks. These early, identifiable bene-

fits resonated with the market almost immediately and offered the greatest differentiation from wood trim.

In addition to the many product features and benefits, LBM dealers were also educated about the importance of cellular PVC trim products having ICC building code listings so their customers could be secure in knowing the products would peform as designed and there would be no hassle with inspections.

Through the years, as cellular PVC

A wide, solid wooden trim board or sheet is virtually unheard of for obvious reasons-the boards' negative reactions to the moisture cycle. With cellular PVC, covering larger, wider areas is now easy to do - and easy to maintain. For example, cellular PVC sheets are a perfect solution that can be cut into just about any shape or size. And, not only is cellular PVC easily workable, but most products carry up to a 25-year warranty against cupping, warping or cracks, so contractors can rest easy that cellular PVC will reduce their callbacks. Overall, the variety of profiles, made from a sustainable material , have clearly helped to foster the return of more trim and more elaborate trim in housing designs and renovations.

TRIM USES include detailed dentil mouldings and attractive, nearly invisible coordinating gutters.

In our own focus group studies, we have discovered that there is a significant price elasticity for cellular PVC trim products, which means contractors and consumers are unlikely to be negatively influenced by pnce when they understand the product benefits. This underscores the dealer's need for product knowledge to ease the selling process by being prepared to overcome pricing objections. Successful dealers have recognized, and been able to properly communicate to their customers, that the initial product cost is more than justified by the long-term benefits of cellular PVC trim products. This remains the number one reason that product training is so important.

Once cellular PVC products are in the hands of contractors/installers, then the real ingenuity kicks in. These folks are the genesis of many real-life product innovations and solutions to challenges that come up on the jobsite. For example, cellular PVC trim became a no-brainer for one-steppers and subcontractors who once went through the intensive labor of wrapping wood trim with aluminum coil wrap. By simply replacing the twostep process of installing wood and then coil wrap with a one-time installation of cellular PVC, the labor time was virtually cut in half-and no more wavy coil wrap. In addition, groundcontact applications that are prohibitive for wood, such as garage door jambs, are a great use of cellular PVC trim profiles.

Other breakthroughs driven by dealer and contractor feedback include on-the-job performance issues such as improved width tolerances and smooth, sealed edges on trim. Typical specs for wood and other trim prod-

ucts allow a width variation of plus or minus 1/16". In response, Azsr can now make trim profiles with l/64" tolerance instead of the allowable 1/16" width variations.

At the same time, Azer began producing boards with smooth, sealed edges designed to stay cleaner in the dealer yard and on the jobsite. And, if they do get dirty, the edges are easier to clean. In addition to regular exterior trim, these S4S "surfaced four sides" boards can also be used as deck trimor a variety of other uses that contractors will surely identify. The other benefit of the smooth edge boards with tight width tolerances is that boards can be installed tightly side to side or end to end. With no moisture cycle to cause swelling or warping. you can rest assured the boards will stav that wav.

Current market conditions represent an opportunity for dealers to offer real value to their customers. It is also a time when reputations are critical, so it's more important than ever that dealers align their companies with trusted, branded products. A dealer should expect a branded product to offer the commitment of code listing, proven track record, on-going product development, manufacturing experience, production capacity, field sales support, marketing leadership, and advertising/brand building in order to drive business to their location.

A manufacturer's pull-through efforts can be some of a dealer's best opportunities to weather the current economic environment, so be prepared to take full advantage of leads, training, sales support, and the like. Also, keep in mind that innovative trim products can be a true workhorse for your business. Unlike other products, trim is a year round business and is not seasonally driven. As a year-round revenue generator, you can target different types of contractors regardless of the weather.

In the ever-evolving cellular PVC trim category, the importance of code listings, manufacturing precision, and product enhancements are the latest recognized advantages. It's no longer simply a discussion of low-maintenance, no splitting, and no rottingwhen the product clearly offers many more rewards.

- Brian Kincaid is vice president of marketing for Azex Building Products, Scranton, Pa. He can be reached via www.azek.com.

CELLULAR PVC trim can cover large areas, such as these routed raised panels, or be heatformed to create curved window arches.

CELLULAR PVC can be heat-formed in two ways. Custom window arches can be curved with heat blankets. For larger production jobs, propane-heated duct work tunnels make sense.

Insulate profi ts with

By James Hodgson Premier Building Systems

II/HILE North American design

V Y professionals and builders have used structural insulated panels (SIPs) in place of stick-built construction for several decades, many contractors are still unfamiliar with them. However, as requirements for energy efficient buildings become more stringent, building material dealers and distributors can anticipate more customer inquiries about SIPs.

"The word is out on SIPs," said Scott Bergford, 2009 Energy Value Housing Awards Builder of the Year by the National Association of Home Builders. "Customers are coming to me and requesting SIPs so much that I had to increase my staff just to keep up with demand, and I still have more jobs than I can handle."

SIPs are pre-manufactured wall, roof or floor components delivered to the jobsite ready to install. Designers can use them in wall, roof and floor systems in place of other structural elements such as wall studs and joists.

They are typically made with oriented strand board "skins" that are laminated and pressure cured to a rigid insulating foam core. The OSB and foam work together as both a structural system and for insulation.

SIPs are very strong and in most applications are structurally self-sufficient. Builders can incorporate SIPs into typical exterior walls, as well as shear walls to resist earthquakes and high winds. Extensive testing has proven that SIPs are appropriate for use in high-risk earthquake areas, including seismic zones D, E and F.

In roofs, SIPs can be used without an engineered truss system and can span long distances-up to 20 ft.

based on design parameters. As a result, they can help create open interior spaces by reducing the need for intermediate structural supports.

SIPs also work well in floors, typically in applications where an insulated floor system is required. This includes over crawl spaces, in threeseason porches, or above an unheated garage.

A key advantage SIPs provideespecially in the current building market of razor-thin margins-is their ability to dramatically reduce dry-in time. The large, single-piece panels (up to 8 ft.by 24 ft. long) enable contractors to install entire wall, roof and floor sections at one time. They eliminate the need for separate framing, insulating and sheathing work on site,

STRUCTURAL INSULATED PANEL$-or SlPs-are increasingly being requested by builders.

and enable subs to start and finish work faster since walls, roofs and floors are plumb and square.

In addition, SIPs manufacturers pre-cut window and door openings, including curves, arches and complex shapes. Depending on an opening's dimensions, subcontractors don't need to spend time installing separate headers. The panels also come with pre-cut electrical chases, eliminating the need to drill though studs for wiring.

The design and construction process for a SIPs building is straightforward. The architect provides construction documents to a SIP manufacturer or dealer, who converts them into shop drawings that give each panel's specific dimensions. After review by all applicable parties, the manufacturer or dealer finalizes the shop drawings, makes the panels, and delivers them to the jobsite.

SIPs play an important role in ensuring quality interior finishes. Because they are made in a controlled setting and come in large sections, they allow for straighter walls than is possible with stick-built framing.

Straight engineered walls do not bow or warp like stick framed construction can, and they allow for faster, easier and higher quality installation of doors, windows, cabinets, millwork and other finishes. They also are important for homeowner and building owner satisfaction, especially in cases where artwork displays, intricate lighting designs and other architectural highlights could expose underlying wall flaws.

Building with SIPs results in fewer gaps than stick-built construction, creating a tight building envelope. This is a critical benefit for high energy efficiency and indoor air quality. "A SIP house has fewer joints, less complicated interfaces between conditioned and unconditioned spaces, and it is dramatically easier to make it tight,"

according to Sam Rashkin, national director of the EPA's Energy Star for Homes Program

Contractors can use SIPs to earn points for their projects under the LEED Green Building Rating System-up to 36 or more points in homes and up to 23 points in commercial construction. SIPs also integrate well with the NAHB's National Green Building Standard.

SIPs provide exceptional energy efficiency compared to stick-built construction for both cold and hot climates. The insulatine foam is continu-

ous across the panel, unlike fiberglass batts that come in naffow sections and typically leave gaps near framing members.

The R-Value of a SIP panel offers a greater energy efficiency rating than higher R-value fiberglass insulation. The U.S. Department of Energy's Oak Ridge National Laboratory found that a R-14 whole-wall value 4.5" SIP wall outperformed a2"x6" wall with R-19 fiberglass insulation. The lab also concluded that SIPs can help reduce a building's annual energy costs by 507o to 6O7o compared to more common framing methods.

"It only costs an average of $200 to $300 a year to heat one of my SIP homes," said Scott Bergford. "That's anywhere from one-fifth to one-sixth the typical costs for this region (western Washington State), so the savings are pretty significant."

Stick-built construction also generates large waste volumes as builders cut stock boards to length. Framing a structure can generate thousands of pounds of scrap wood. By comparison. SIPs are manufactured in a controlled setting that allows for more careful material management than is possible on a jobsite. As a result, contractors can reduce waste bY uP to

two-thirds.

Many SIPs are l00Vo recyclable, as well as have rigid foam cores made from a specified amount of recycled content. In addition, the OSB skins come from fast-growing, renewable trees. OSB manufacturing uses a high percentage of each log, making efficient use of natural resources.

SIPs can also play a significant role in improving indoor air quality. They provide a tighter building envelope than other framing methods, which helps reduce infiltration of common pollutants such as radon, molds, pollen, volatile organic compounds (VOCs), lead dust, and asbestos. Some manufacturers' SIPs also do not contain chlorofluorocarbons (CFCs), hydrochlorofluorocarbons (HCFCs) or formaldehyde.

As more contractors look to use SIPs in their projects, dealers can serve as a valued information resource. Becoming a SIPs distributor can help tap into a growing, advanced building technology that many in the industry view as the future of framing.

- James Hodgson is general manager for Premier Building Systems, Fife, Wa. He can be reached at (800) 275-7086 or via www pbssips.com.

R:rrlr:ls

Gray Lumber,Tacoma, Wa., has remodeled, including revising the store's layout and adding new products...

Ace Hardware expects a fall opening for a new 12,560-sq. ft. store just north of Spokane, Wa.

Lowe's has put on hold plans to build in Vernal, Ut. ...

Holt Lumber, Fresno, Ca., suffered damage to its yard during a late-night May 24 fire of undeterined origin

Downtown Ace Hardware, San Diego, Ca., has been opened by Sterling Hardware Group owners Harry and Pam Schwartz

Alpine Lumber Co., Westminster, Co., has filed suit against developer Wodehouse Builders and 53 condominium owners after not being paid for nearly $42,000 worth of lumber and buildins materials used to complete theii condo complex ...

Henry's Ace Hardware, ir{iltonFreewater, Wa., owners Doug and Linda Henry are building a2I,3O0sq. ft. store in Walla Walla, Wa., anticipating a soft opening in September ...

Coos Bay Area Habitat for Humanity ReStore, North Bend, Or., will relocate by July I to the former Broadway Builders Supply facility...

Send us your news!

Have your recent expansion, promotions or other company changes published in the next issue of The Merchant Magazine. Just email your news to kdebats@building-products.com or Fax to 949-852-0231.

(a free seruice)

Habitat for Humani4r opened a ReStore discount outlet in Hilo. Hi. (Paul Normann, resource mgr.)

The Door &Wind.ow Co.. Sacramento, Ca., has filed to liquidate under Chapter 7 bankruptcy; its facilities in Rocklin and Fresno. Ca., and Reno, Nv., closed late last year

lUn or r slrrns/ ilhr urrcurr ns Sherwood Lumber opened a new wholesale lumber office in Portland. Or.

Sierra Forest Products, Terra Bella, Ca., expects to retum to full production, thanks to federal funds from Congress' Omnibus Spending Bill, which will help subsidize the cost of logs; for months, the mill has been idle every other week ...

Sierra Pacific Industries, Redding, Ca., will mothball its Camino, C&., sawmill June 12, with hopes to reopen the facility when lumber prices improve

Longview Fibre subsidiary Inngview Timberlands, Longview, Wa., is auctioning off 3,000 acres of Washington timberland in 11 separate tracts ...

Weyerhaeuser Co. will shut down its new sawmill in Longview, Wa., for two weeks in mid-July due to slow orders ...

Sun Mountain Lumber shut down its mill and log yard in Deer Lodge, Mt., for two weeks due to market conditions, with plans to reopen June 1; the planer and log yard continued operating

Deadlines Engineering Inc. is closing its office in Kailua Kona, Hi., and moving to new quarters in Morro Bay, Ca. ...

Ainsworth has launched a free online seminar about usine its concrete-forming panels ...

Motion Industries has acquired 4-unit distributor General Tool & Supply, Portland, Or., and its 2branch subsidiary Industrial TooI & Supply,Tucson, Az. ...

iLevel by Weyerhaeuser has completed certification of all of its structural framing materials to Sustainable Forestry Initiative fiber sourcing or SFI or Programme for the Endorsement of Fore st Certification chain-of-custody standards

BW Creative Wood Industries is showcasing its line of interior stair railing products on a new website, www.stairsimple.com

Louisiana- Pacific launched a voluntary recall of Veranda, WeatherBest and ABTco brand composite decking produced from 2005 to mid-2008

Timber Products Co., Springfield, Or., has achieved certification to CARB phase 2 levels for its hardwood plywood and particleboard mills in Medford and Grants Pass, Or.

Braided Accents, Rathdrum, Id., features its new Themed Millwork line on a new website, www. themedmillwork.com

C& D Lumber Co., Riddle, Or., has redesigned its website at www.cdlumber.com

Fasco America, Muscle Shoals, Al., has been selected to exhibit its Scrail collated fasteners in the Smart Solutions section of PCBC June 17-19 at the Moscone Center. San Francisco, Ca. ...

Railing Dynamics Inc. is celebrating its 20th anniversary by offering dealer and consumer rebates on posts and railing kits

Anniversaries: Valley Lumber, Chino, Ca., 50th Deadlines Engineering Inc.,Mono Bay, Ca., 20th...

Housing starts in April dropped l2.8vo to an annual rate of 458,000 units ... single-family starts rose 2.8Vo to 368,000, while multi-family units plunged 46.17o to 90O00 ... permits fell 3.3Vo to a recordlow pace of 494p00.

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Junr

Los Angeles Hardwood Lumberman's Club - June 11, election night, BJ's Brewery, Brea, Ca.; (714) 6'11-3079.

Lumber Association of California & Nevada - June 11, associates/dealers golf tournament, Rancho Solano Golf Course, Fairfield, Ca.; (800) 266-4344.

Portland Wholesale Lumber Association - June 11, forestry innovation summit, Corvallis, Or.; chrisc@patlbr.com.

Forest Products Machinery & Equipment Expo - June 1l-13, Morial Convention Center, New Orleans, La.; (608) 231-1361

Seattle Hoo-Hoo - June 12, golf tournament & dinner, Mount Si Golf Course, Snoqualmie, Wa.; (425) 883-2777

Remodeling & Decorating Show - June 13-14, Los Angeles Convention Center, Los Angeles, Ca.; (8 I 8) 557 -2950.

Western States Roofing Contractors Assn. - June 14-16, expo, Peppermill Resort & Casino, Reno, Nv.; (800) 725-0333.

National Retail Federation - June 15-17, loss prevention conference & expo, Los Angeles, Ca.; (202) 783-79'7 |

National Lawn & Garden Show - June 16-19, Hyatt Regency, Atlanta, Ga.; (888) 316-0226.

PCBC - June L7-19, Moscone Center, San Francisco, Ca.; (916) M3-7933.

Tuolumne Lumber Jubilee - June 18-22, Tuolumne, Ca.; (800) 266-6436.

Western Hardwood Association - Jrune 2O-23, annual meeting, Sunriver Resort, Sunriver, Or.; (360) 835-1600.

Forest Products Society - June 2l-23, convention, Doubletree Hotel Boise-Riverside, Boise, Id.; (608) 231-136,.

Society of Wood Science & Technology - June 24, intemational annual convention, Boise, Id.; (608) 231-9347

Western Wood Preservers Institute - June 28-30, summer meeting, Coeur d'Alene Resort, Coeur d'Alene, Id.; (800) 7299663.

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Mountain States Lumber & Building Material Dealers Association - July 13, golf tournament, Ranch Golf & Country Club, Westminster, Co.; (800) 365-0919.

North American Retail Hardware Association - July 13-15, Marriott Rivercenter, San Antonio, Tx.; (317) 290-0338.

Temperate Forest Foundation - July 14-17, teachers tour, Corvallis, Or.; (503) 445-9472.

AWFS Fair - July 15-18, Las Vegas, Nv.; www.awfsfair.org

Lumber Association of California & Nevada - July 17-18, 2nd Growth summer conference, La Quinta Resort & Club, La Quinta, Ca.; (800) 266-4344.

Inland Empire Hoo-Hoo Club - Jnly 22, speaker meeting, Pomona Valley Mining Co., Pomona, Ca.; (760) 324-0842.

Portland Hoo-Hoo Clutr - July 24, golf tournament, Forest Hills Golf Course, Cornelius, Or.; (503) 647 -5O11

Moulding & Millwork Producers Association - July 28-Aug. 1, summer meeting, Naples, Fl.; (800) 550-7889.

Rogue Valley Hoo-Hoo Club - July 30-31, dinner & golf, Rogue Valley Country Club, Medford, Or.; (800) 633-5554.

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Humboldt Hoo-Hoo Club - Aug. 7, golf tournament, Baywood Golf & Country Club, Arcata, Ca.; (707) 268-3082.

Paulina Hoo-Hoo Club - Aug.7, golf tournament, Meadow Lakes Golf Course, Prineville, Or.; (541) 325-1893.

Mountain States Lumber & Building Material Dealers Association - Aug.9, golf tourney, Riverton, Wy.; (800) 365-0919.

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Western Building Material Association holds its mid-year board meetings July 15-17 in Leavenworth, Wa.

Lumber Association of California & Nevada's 2nd Growth group will gather for a summer conference July 17-18 at La Quinta Resort & Club, La Quinta, Ca.

A golf tournament and awards dinner will fill day one. On day two, Dr. Joseph Lstiburek will discuss why "Wood Is Sti// Good."

LACN has partnered with the United Agribusiness League to offer low-cost medical, dental and vision insurance plans to members.

Mountain States Lumber & Building Materials Dealers Association has scheduled its fall conference for Oct. l-3 at Invemess Hotel & Conference Center, Englewood, Co.

Western Red Cedar Lumber Association has cancelled this year's Cedar Summit, planned for next month in Victoria, B.C.

Instead, the group will hold its meetings in conjunction with BC Wood's Global Buyers Mission Sept. l0-12 in Whistler. B.C.

Los Angeles Hardwood Lumberman's Club has renamed its annual golf tournament the Alan Bohnhoff Memorial, which will continue to benefit the Hardwood Forest Fund.

Bohnhoff was fatally shot by an employee May l8 (see story, p.29.) He served as the club's oresident in 1992-1993 and 1996-97 and was honored as Member of the Year in I 999.

Hoo Hoo International will host its annual convention Sent. I 2-15 at Harrah's Casino. Reno. Nv.

North American Wholesale Lumber Association installed George "Buck" Hutchison. Hutchison Lumber & Building Products, Adams City, Co., as chairman during its recent annual meeting (see photos, p.12-43).

He succeeds Susan Fitzsimmons, Snavely Forest Products, Pittsburgh, Pa. Other new officers include Chris Beveridge, Skana Forest Products, Richmond, B.C., as lst vice chairman; Gary Vitale, T.W. Hager Lumber, Grand Rapids, Mi.,2nd vice chair, and Bill Barnett, Marathon Forest Products, N. Vancouver, B.C., treasurer.

Aubra H. Anthony Jr., president and c.e.o., Anthony Forest Products, El Dorado, Ar., received the 2009 Mulrooney Award.

NAWLA will offer a wood basics course Sept. 1 4-11 at Salbasgeon S uites & Conference Center. Corvallis, Or.

Low Maintenance

Father knows best- not!

By Carla Waldemar

ErVgN in full-steam-ahead. pushI-lthe-envelope. brave-new-world California, the antics we're about to be unfold teeter on lunacy. Who in his right, business-focused mind would open a second lumberyard in the current economic parallel to the great San Francisco earthquake?

Brothers Darin and Gregg Kelley, that's who. And it's not as if they didn't know better. They're the third generation of their family in this business.

And that's the key: That's exactly why the young fellas are confident of what they're undertaking. "The oldstyle retail lumberyards [such as this] are a dying breed," says co-owner Darin Kelley, Denair Lumber, Denair, Ca., who does not want to be counted in that number. And he's confident that won't happen, because "we know what

we're doing." Cocky? Sounds like it, until you connect the dots that reveal their business strategies.

Following the lead of their grandfather and father, during high school the boys shared all the never-ending odd jobs that go with the territory, laced with the cold shower of reality in the form of Dad. "He kept telling us, 'You don't want to keep doing this! It's rough work, it's highly competitive. It's hard!"' recalls Darin.

And, as kids always do, they failed to listen "This was something we knew, and liked," Darin offers. Today the brothers, in their early 30s, serve as co-owners, with Darin in the yard and coordinating the company's buyers (who get together every l0 days to work on the price book) and Gregg in the selling role. As a result, even in

these cataclysmic times, "We're making money," Darin reports. "Sure, we've slowed down, but we're not hurting like the rest. Last month was really good, so we're pretty happy."

Still, the question looms: Why not let well enough alone? Why tempt fragile fate by adding a second location? "Because we're stupidl" Darin laughs.

Yeah, right: dumb like a fox. The new Riverbank, Ca., store actually was owned by the Kelley family for decades and, over the years, served as home to Copeland Lumber, Oakdale Supply, and Central Valley Supply, but for months had stood vacant, due to the housing slump. "The last company in there had done a nice remodel, but then they up and left, including leaving all the inventory behind," says Darin.

Simultaneously a Keith Brown yard in Oakdale went belly-up, "and they had a guy we really, really liked. So when the Riverbank owners walked away, we decided, 'Let's talk to him. Let's throw him over there.' He liked the idea and brought along some of his guys, plus some of ours. And already the store is doing really, really well. There's nothing else over there except a Home Depot."

Home Depot, as you all know, isn't exactly the "old-style retail lumberyard" the brothers are hell-bent to operate. And therein lies the difference. "Home Depot isn't even competitive in price," attests Darin. "People come to us, showing us their plans and saying, 'Can you match the Depot's price?' Not only can we match it on their projects, we can beat it." But the big, fat misconception that an independent is more costly is a fallacy that's hard to counteract, he acknowledges in frustration. "Consumers have been so brainwashed that they believe it."

Yet, once in the door, "We've got Ioyal customers. They order wood and know they'll get taken care of. (Depot doesn't handle the long lengths anyway; they only carry short sticks.) We do stuff like take-offs for them; we do it all. And we have a staff with lots of experience. If we sell you a deck, we know the product and can tell you how to build it. Plus, we offer free delivery, while they charge $80. But mainly, we build relationships. People know we're here for the long haul, and that we won't gouge them; they won't get held up, and that goes both ways. People like to come in here and hang out."

And that includes d-i-yers as well as pros. "Oh, yeah: We take the time to walk them through their project.

BHOTHERS Darin (left) and Gregg Kelly (far right) are expanding and aggressively pursuing new markets, amid cautiousness by their father, Brian Kelly (center), who serves as president of their central California lumbervard.

They're looking for. 'How do I do it?', likc a father and son building a treehouse. They're looking for thc best way. and we'll show them onc that's better... and cheaper. I love dealing with thcm. because they're rcad1" to listen, compared with the pros. Contractors are set in their ways, and you're not gonna change thcrrr. They know what they want. We treat cvcrybody the same, cvcn if they just come in for a pound of nails. We know what we're doing; wc're not a big corporatc chain that'll forget about you and doesn't care.

"But I love dealing with thosc single-tarnily buildcrs, too. Our services let them be in and out itnd won't stop thcnr up. And they know that. in an cmcrgcncy, we'll get s<lmcthing right out to thcm becausc their tirne is moncy. Plus. T also ltrr c see ing u nice house go up and know we had a part in it. We also can do custorn rnillwork fbr them: wc have a tablc saw and resaw machine. so they don't havc to wait a week to gct what they need."

Darin coddlcs tract builders. too. "Of course, there's not much production builcling going on at present. Three ycars ago. it started slowing down. Then. <lnc day it was likc. 'Let's all quit' which was hard fbr Califbrnia. We're a vcry first-paced state and want to kecp busy." When it picks up again, the Kelleys will be poisecl to serve those tract -guys once again. "For them. I'm turning lurnber all the time, turnin-g the dollars. But they're tough Ion pricing]. You can ncver make lots ol'money with lhem" -just ()ne m()rc reason the Kelleys arc savvy enough to keep their accounts in many baskets.

"Another micro-niche that's been -toocl firr us is our conrmercial agriculture accounts. Farmers keep building quantities of turkey houscs and needing trcc stakes and such. lt's a good niche whe n production building is down," he attests.

And remodelers are trcalcd with respect. "We take care of the littlc guy. not like the big yards. And renrodeling is doin-e better. Instead of buying new, like people used to do, they're adding a deck or remodeling while thcy weather the storm. We're pretty young and ambitious. so we'll stick it oLrt while others are givin-e up."

Clearly. Denair has forged itself a position to maintain equilibrium by diversifying. Rctail trade? Check. Custom builder'l Check. Production buildcr'? Check again. Remodeler. commercial, and the list goes on-all operating in communitics that are

"vcry small-always have been, always will be-the Mayberrys of Califbrnia," Darin maintains, and he likes it that way.

Nonetheless, belt-tightening is a fact of lif'e as we know it tbr the shortterm, ancl the brothers have take n steps in that dircction, too. "We've had to cut a f'cw crrrployees (from -j5 t<t 22), but ue kcpt trur core. maintuining depth in cxperience and knowledgc."

They'vc also downgraded trucks and lightened inventory-"the biggest thing but we hztvcn't cut too deeply bccause wc wirnt lo rnaintain our rcputation for carrying everything anybody needs," Darin explains. The company

maintains its role as a good community citizen. sponsoring civic events.

Looking to the future, Darin hazards a prediction: "lt may take a year and a half before things turn around, but alrcady people are starting to grab up Ihousing stock] invcntory," he notcs and that's a good thing. Pretty soon. the Kelleys will probably be nudging thc fourth generation to fill the bins and sweep the floor. And that's a -gi'rod thin-9. too.

- A.forttrar un'urd-v,inning LRM tnrtle ntagajrte aditor, Corlu Wuldctnur writcs liequentlt' ott tltc industr,-. Contuct hcr ot t vt'aldemo r@ conk ust .net

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Thank you, sir,

may I have another?

ffOW many calls do we make to llset an order? Count all the ptorf".t calls we make to find the account, calls to contact the buyer, calls to earn the buyer's trust. Once we have earned the buyer's trust, we will still have to compete for his or her business-more calls.

The poinl is that we make a heck of a lot of calls before we receive our "yes." This being the case, it is absolutely necessary that we capitalize on that "yes."

How? By asking for more business. We make many calls to get our cus-

tomers to the point where: Their minds are open. Their hearts are open. Their P.O. books are open. It is essential that we ask for more business- right after getting business.

Thanks and Assurance

We first thank our customer for the order just given and assure them they have made a wise purchase. "John, this is a great deal, make sure you don't give it away. this is a money maker." (When I first started selling lumber, they told me, "As soon as the

By James Olsen

customer gives you the order, hang up! Don't talk them out of the order or let them change their mind." This is an adversarial approach to sales. It will not produce partnership relationships. It does not inspire trust-it does the opposite.)

Double Up

Asking for more business after closing can be as simple as, "John, thanks for the order. This is a great deal. The price is excellent, the tally meets our needs, and it's prompt, so your last bundle should go out just as

this truck is rolling in. This truck takes care of our immediate needs. Let's put on another one for three weeks out."

The timing of this second offer is crucial. We don't want to appear unappreciative, and we don't want to rush. But it is necessary and ffictive to continue to sell our customers (right) after getting business. Our customer's personality will dictate the timing. Are we talking to a person who likes to talk and interact? Then the follow-up sales question should be done after thanking them for the order and some small talk.

"Pete, I appreciate this order. This will work great for us. What are your plans for the weekend, etc....? By the way, before we hang up, I think we should put on another truck. The market looks very strong. We've got a couple left and then we'll have to go back in and pay market levels. We can hold the second truck for three weeks. Do you want me to use the next number in sequence?"

Are we talking to someone who is always to the point? In this case, we must get right to it. Right after the order, we ask for more business.

"Sam, thanks for this one. You made a heck of a deal on this. I have three more, so do you want me to just use 453, 454 and 456 on those?"

Losing Orders

We all lose orders from time to time. Most sellers mishandle these losses. Right after losing the order, we have a couple of approaches that will work:

"Susan, would you buy another at that price?"

"John, how far out does that put you? Let's put another one on for then."

More importantly, our attitude after losing orders is vital to our ongoing (sales) relationship with our customers and our own (delicate) sales psyche. If, when we lose orders, we act like losers, our customers will think of us as losers. More importantly, our own (delicate) psyche will be affected not only with this customer and this order, but with other customers and other orders. One of my favorites after a no from a customer is: "Let's not call it no, John, let's call it we'll do business in the future." This usually produces a wry smile from my future customer and makes me feel like I have a small victory that will carry me into my next sales call.

Asking for business right after getting it (or losing it) is a winning strategy for us as salespeople.

- James Olsen, Reality Sales Training, specializes in saLes training for the lumber industry. Reach him at iames@realitysalestraining.com or ( 503 ) 544-3 572.

Green optimism

By Jay Tompl

fT SEEMS there's less talk these days labout the bad economy and more about things we can do to take action. Action is inherently hopeful and psychologically empowering. Businesses that take action when economic conditions change create their own oppoftunities.

Over the last several weeks. this is exactly what I see happening. I'm hearing optimism about green business opportunities and a genuine desire to be more, or even much more, sustainable. And this is leading to an emerging economics of trust that our industry needs to embrace.

The big economic trends all point to "green": clean energy, energy and water conservation, clean technology, federal spending and regulation, etc. There are more green building programs that require third-party verification and the U. S. Green Buildine Council's LEED program is pushing third-party life cycle analysis for products and materials eaming LEED credits. And there are more third-pany certifications that cover a wider variety of product categories.

The message to manufacturers is that not only must they produce products that meet green building guidelines, they must do so sustainably and these facts must be demonstrated to a trusted, impartial third party. "Trust, but verify," a former president and product pitch man once said. And manufacturers are doing it, ensuring that this will be one of the most imoortant ways to establish their credibility in the marketplace, with huge implications for brand building, marketing and sales strategies.

Consumer attitudes continue to slant "green" as well. Energy saving is top of mind for most at the moment, but awareness about the long tenn issues of climate change, drought, eutrophication, toxic chemicals, food security, etc. hasn't abated. Consumers are still buying greener products, but more people are suspicious of corporate greenwashing. In fact, one emerging trend shows

people moving away from "consumerism" altogether and toward greater personal responsibility. More people want to do more with less: less negative impact on their family's health, the environment, and energy budget, and more quality of life. As a result, a host of social media websites such as GreenGuide.com and GreenMaven.com are popping up, attcmpting to deliver the real truth about this green product or that greenwasher, creating rapidly growing communities that trust in the "wisdom of crowds." More importantly, sites like these can establish or obliterate the credibility of a retailer or a product in flash.

I've recently spoken with a surprisingly large number of product manufacturers, some in unexpected product categories, who are planning to undergo some sort of third-party certification or documentation to give their claims a credibility boost in the market. Product certifications and other documentation are increasingly important to retail and distributor merchandisers who orocess loads of product data everyday but don't have the expertise or the time to independently verify all manufacturer claims.

More often these days, the first question a buyer asks when being sold a green product is, "Who says?" That's a good sign, because many retailers and distributors I talk to are attempting the more difficult task of creating trustworthy merchandising programs for their stores and yards. The starting point and the foundation for these programs must be on building collections of quality, verified products that the sales staff understands and feels confident selling. Businesses that get this right will inspire trust and have good reason to be optimistic about their futures.

- Jay Tompt is vice president ofgreen procluct devekryment at distributor Plan-lt Hardware and a leading expert in sustainable business and supply chain issues. He can be reached at inJo@plan-ithardware.com or (415) 359-9911.

Gunman Slays Lumberman

The 5 5-year-old, third-generation owner of Bohnhoff Lumber. Vernon. Ca., and a 31-year-old yard worker were shot and killed by a second employee May 18.

Authorities said that Saul Moreno. 51, opened fire in the company's office after a work-related dispute with owner Alan Bohnhoff. Moreno then reportedly tried to shoot son Michael Bohnhoff, but the gun jammed.

"Moreno just doesn't like to take orders and blew his cool." said Charlie Bohnhoff, the victim's father. "I ran over there and held my boy in my arms when he died. I gave him a kiss goodbye."

Exiting into the lumberyard, Moreno allegedly then fatally shot coworker Jaime Sanchez, a forklift operator and order man.

The gunman fled after the shootings, but was quickly arrested by police after he lost control of his car and crashed.

Moreno was charged with two murders, attempted murder, and for evading police.

According to the district attorney, the death penalty is an option because it is a multiple murder case.

Boise Closing 2 NW Mills

Boise Cascade is shuttering its sawmill in La Grande, Or., and small log mill in Kettle Falls, Wa., for an indefinite period.

La Grande is scheduled to close late this month, once log inventories are depleted. Kettle Falls curtailed production in early May.

"We don't know when our operations might come back up again, but it is not any time in the foreseeable future," said spokesperson Steve Lyon.

Mexican Buyers Visit ldaho

Representatives from one of Mexico's lumber imporlers associations visited Idaho in late April to meet with wood products suppliers.

"A slower domestic economy presents a good opportunity for Idaho companies to diversify their customer base outside the United States," said Damien Bard, an administrator in the international trade division of the Idaho Department of Commerce.

The purpose of the visit was to demonstrate the wide variety of applications for Idaho forest products, showcase the high quality product

standards that Idaho companies are able to provide to the global market, and explain the affiliated supply chain that services and supports ldaho's timber industry.

Mexico is Idaho's eighth largest export partner, with exports in 2008 totaling $183.7 million, up 5.4Vo from 2001.

"Cooperation of our partners in the forest products industry was critical in making the visit a success," said Bard. "It was a great opportunity to differentiate Idaho products from competing products from South America that currently possess a strong market share in Mexico."

Redwood Mills Lay Off More

Mendocino Redwood Co., Calpella, Ca., and Humboldt Redwood Co.. Scotia. Ca.. have throttled back production, temporarily laying off about 30 workers each.

"In the past, redwood lumber has been insulated from the ups and downs of the housing market," said spokesperson Mike Jani, as it is used mainly for high-end renovations, decks and other lifestyle features. "That is not the case this time."

According to c.e.o. Richard Higgenbottom, "We anticipate business conditions could allow, but not guarantee. a return to active status within the next l8 months."

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Dave Johnson, ex-North Pacific, is new to Boise Cascade's distribution center in Lathrop, Ca.

Scott Crutchfield. ex-Summit Hardwoods, has joined Parr Lumber Co.. Chino. Ca.. as hardwood sales mgr. New to sales are Matt Wright and Brad Appelgate, both also formerly of Summit.

John F. Morgan Sr. has been elected chairman of the board at Plum Creek Timber, Seattle, Wa. He succeeds Ian Davidson, who is retiring from the board after 20 years.

Satoshi Iida has been promoted to president of Kubota Tractor Co.p., Torrance, Ca.

Bill Lennie has rejoined Home Depot as senior v.p.-merchandising for international.

Richard Posey, ex-Moen, has been elected to the board of directors at Trex.

Donald De Visser, technical director, West Coast Lumber Inspection Bureau, Portland, Or., was presented the L.J. Markwardt Award by ASTM International.

Ron Ctiff has been appointed the chairman of Canfor Corp., Vancouver, B.C., succeeding Peter Bentley, who remains on the board as chairman emeritus.

George Sui has joined Activant Solutions Inc., Livermore, Ca., as senior v.p. of customer operations & professional services for the hardlines & lumber group.

Ralph Bruno, president, has left Azer Building Products, after 8 years. Brian Kincaid, ex-Newell Rubbermaid, has joined Azsx as v.p.-marketing.

Rhonda Hunter has been named v.p.-southern timberlands for Weyerhaeuser Co., Federal Way,

Wa., succeeding Tom Holmes, who is retiring later in the year.

Larry Ettis, mill mgr., Oregon West Lumber Sales, Eagle Point, Or., is vying for a seat on the local school board.

Michael Parrella and Janet Pimentel recently marked their 25th year with Parr Lumber Co., Chino. Ca.

Garry Tabor, president and c.e.o., Building Material Distributors, Inc., Galt, Ca., recently presented 20 scholarships to full-time college students who are children of BMD employees: Ryan Johnson, Chelsea Garrett, Rigoberto Fonseca II, Katie Kime, Jennifer Malagn, Jessica Malago, Christie Liebig, Lindsey Liebig Alexis La Rose, Tara Breckenridge, Derek Colson, Trevor Deane, Ajana DeRamos, Xiomara Fonseca,

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Releates Easily for Faster Clean-up

Thanks to its enhanced paper overlay, the O5'" panel releases cleanly and eliminates wood fiber transfer,for improved concrete quality wlth less clean-up.

Christine Gascon, Kelly Kime, Kevin Masson, Traci Okihara' and Andrew Nunez.

Rob M. Blind now heads the executive compensation committee at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Blaze Levels Glulam Plant

A massive late-night May 20 blaze destroyed Cascade Structural Laminators' glulam beam plant in Chehalis, Wa.

Authorities are investigating the cause of the fast-growing, three-alarm fire, which caused caused CSL's main building to collapse.

"Basically the heart of our building is gone-our manufacturing process. We lost our main building, our office, and another building we had," said CSL president Steve Killgore.

Most employees will be out of work for some time, according to Killgore. "Ironically," he noted, "business picked up and we were looking to coming back to maybe a second shift here in the next couple of weeks-so luck of the draw."

Based in Eugene, Or., the company also operates a planing mill and shipping facility at Fort Hill (Willamina), Or., sparing CSL's entire Stock Beam inventory and allowing orders to be filled for at least the short term. CSL "will begin working to insure we provide an uninterrupted long-term supply of both Stock and Custom beams."

MiTek Links With SidePlate

MiTek Inc., Chesterfield, Mo., has acquired SidePlate Systems Inc., Laguna Hills, Ca., extending its reach into the commercial, institutional and heavy industrial construction markets.

SidePlate develops and manufactures connectors to protect steel-frame structures from natural and manmade disasters, including earthquakes, blast attacks, and progressive collapse.

MiTek expects to retain all SidePlate employees, including president Henry Gallart and senior v.p. Jared Adams.

Suitors Parcel Out Britt Sites

Four different parties are negotiating to acquire assets of the nowdefunct Britt Lumber Co., Arcata, Ca., from Town of Scotia Co., which inherited Britt in last year's bankruptcy proceedings for former owner

Pacific Lumber Co.

Bob Figas, Figas Construction, Eureka, Ca., has agreed to purchase and restart the sawmill, which has been idle since October 2007. At its peak, the facility employed 120, but was down to 20 workers by the time it closed.

Larry Oetker, Arcata community development director, said the city is considering a business loan of $35,000 per employee if Figas purchased the

property. "Whatever the city can do to attract or get back 20 or more manufacturing jobs in this town is what we want to see happen," he said.

The city of Arcata has agreed to buy Britt's log yard, with plans to divide the 2O-acre property into smaller parcels to sell to businesses.

A hydroponics firm is purchasing Britt's planer mill, and a construction company is considering buying Britt's forklift repair shop.

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''tpi"

YF:;*: : . i

Energy effieiency fis a pourerful sales tool for W. sidiilg, roofing & insufatibd''\:

By Mike Loughery CcrtainTcecl Corp. j

If,/ANT to -give a lil't to vour sales ol'siding. roofing V V ancl insulation'l Cbnsiclcr addin-e a u,itlcl vlficty ol proclucts to voLlr inventorv as ll-rc dcmand fitr glcutcr energy' efTicicncl' continLles to grow. Today's hontcou,'ncrs want to reinvcsl in thc Americarr l)r'cam withor-rt brcuking the bank. ancl bLrildcr owners want to uatch their bottont line.

Comrnunicating energv- and cost-saving benefits will likely lcatl to increasecl salcs titr )'ou and your pro cLlstomers. Irlpluvin-e a honrc or building's cncrqy cfficiencl,' rcrluccs cner-cy consulnptiorr and greenhousc gus en.rissittns to hclp prcserve the envirotrrncnt fbr the gcnclltions of thc l'utr-rlc. The nobility of sLrch a goal ntav rcsonltc u'ith a

large number of people; however, even more will be drawn to the cause for a more energy-efficient America by one concrete detail: it will save them money.

Homeowners are beginning to realize that certain energy-efficient home improvements help the environment and can also lower their monthly utility bills-a powerful selling point today. Plus, with the American Recovery and Reinvestment Act of 2009, homeowners could recoup 307o of the cost, up to $1,500, of such home improvements as insulation, solar reflective asphalt shingles, and more efficient windows and doors. According to a recent National Association of Homebuilders survey, many homeowners are willing to make the investment-Sl%o of them said they would invest $5,000 to $10,999 in their homes if energy costs could be reduced by roughly $1,000 a year.

With these factors in place, congressional economists are forecasting that there will be an estimated $6 billion in new remodeling work by the end of 20 | 0.

To meet the needs of an increasingly energy-conscious public and building industry, LBM dealers should become better acquainted with the concept of energy efficiency and how it can benefit them and their customers.

There are many ways to make a home more energy-efficient. Homeowners can upgrade to ENERGY Srnn-qualified appliances, caulk and seal leaks in the structure, and install ENEncv Srnn-qualified building products that place less demand on heating and cooling systems. In addition to doors and windows, other primary building components that effectively contribute to increased energy efficiency are insulation, insulated siding, and solar-reflectant roofing.

Insulation

A well sealed and insulated home keeps a home either warmer or cooler, depending on the season, and create less work for heating and cooling systems. Homeowners should find out the recommended insulation thermal resistance level, or R-value, for their region and work to at least match that level. If an area of the home's insulation Rvalue doesn't meet the DOE's recommended level, more insulation should be installed to raise the R-value.

Prepare for increased demand for a variety of insulation

(Please turn to next Page)

SIDING with a foam insulation backing can triple exterior cladding's energy efficiency.

products. sr,rch ls l'ibcrgluss bltt lLrrtl blou in fibcr-tJuss insulalion. As ricll. il ne\\'cr ntiltefiiil spnrv lirant rnstrlu tion is also attr-acting attcntion firr its crcellcrrt pc|fot'nliir]cc lttributcs.

Poll'urcthane sllrat' lilrrl insulltiitn is sprat'ccl into an opcn builclinl cll itr lnrl cluicklv udhcres irntl crpantls fillinc all roicls. This crcutcs urr elli'ctivc air. scal ancl ltror icles thc rnsulritinu po$ cr thut cun bc usecl irt $ hrtle ltousc and builrlins upplicrrtions or in contbi natiort n ith l'ibclglass insLrllrtion. It is pitrticr-rlurlv uscl'rr I in hurcl to lclrclr rireir\ suclt as catlrcrlral ceilirrss. knec walls. ancl loof rlccks. Sltrrrr lirlrnt insulation ntininrrzcs hot lnd colcl spots ancl pror iclcs oLltstultclin s contlirrt and indool air tpralitv bv inrpeding thc pcnetriitioll o1'ntoisture ancl orrtdoor allcr-ectrs.

Fibcrglass Il\'.\C' rluct brxrrrl. cluct lincr'. or cluct u'r'up ure other options lirl increasin-s cncrg\ e1'l'icicncy witlt insulation. as thcr cuch tkr a supelirtr job o1' ntaintainirrr: thc clesircd tcn'lpcfltule ol conclitionecl lril throughout thc clucnr olk rrntil it is cle lit crcd to its dcstinat ion.

Insulated Siding

.,\ccor.rling to Iir,EH<il S t .\tr stlti\ tics. up to .10'.,l ol cnet'g,r lost thnru,gh lu trlditionally' insrrlutccl wood-li'untecl u,all is through \\ oo(l sturls. \\ hicl] conrprisc up to 2.5',1 ol' ir hctntc's crtcrior'. Think o1'cuch stu(l its u "thcr.ntal briclgc." u,hich. clclte nclin!' on thc sclrson. lrllous \\llnn or-cool lril to lttrss through thc u'ull. To stoP this clrain rrn lL honrc's heatin!t anrl coolins systcnt.

) or.l llust brcak thc tltcrnrirl blirl!r.c. Onc ol' the rrcn cst antl bcst r.l, lrt s is r.r, ith insrrlutcrl vinr'l siding. InsullLtecl r irtYJ siding 1t|otlucls consist of rigid lirunt irrsLrlutron bchinrl thc ertcrior :ur-llrce ol' u vinvl siilins l)eltr'1. T'ltt' itt'ttllrlirrrt is 1r1s. i'jr)l !ul run(l c()ntourcrl t0 f ill thc gaP hctuccn the sitling antl hontc. so it insuIlrtcs coltlinuouslY ltcross il horrre's ll'antirrq. breakin" thc thcr.rnlrl briilge TItc lirrrrn insull(ion backing ullou's thc sicling lo tlclircl ln lvcr-ugc R-rrrluc that is nr()rc than tIiplc that of rrr()st crtct-irtr' cIlrclclin g nrltcliuls.

Solar-Reflective Roofing

With totllv's looling tcchnologr thcre rlrc norr cool lirofinl protlucts ar lilablc both irt rooling ntcnrbr-uncs ancl shinglcs. Ncrr shinglc protlucts usc retlcctivc surlace colors ancl granltlcs to lcpcl the sLln's ritys und lorvcr' rool surlace tcntl)crltll-lfc. l his 1tr-cvents absorptiorr ol cxccssilc lool'heal into thc stfllcturc. u Iticlt dect-cuscs thc clenrlncl on hcuting and cooling svs te't't'ts. \ori that cool roolin-t cortrcs in lu r.r irlcr vurictl, o1' colors anrl str lcs. rnorc horrcou ltcrs urc likcll trt reclucst thenr lirr thcir ncxt .job. Point out thut choosinq strlar rcflcctir c rooling clrn curn horltcowncrs fcrlclal tur crcrlits.

Scllinq insulrrtirc rooling. sicl ing lLnd insulution bcnef ils bo(h rou trntl \ ()LlI CuSt()ntcfS.

,lliLc Itttrqltt rt i.s tlirt,t tttt ,,1 ,,,,-,,,, t (tt( ntdf krlittg t 0ttttttttttit ttlituts .f ot' ('('rlOin l (ed ( rtt 1t. I lt t tut ltt t t,ttt ltt,tt ttt (,\( )() ) :71,l.i.i(l r.,i rttikc.lt.lotrqltl',, (t, :ttirtl qtt1t11i71.1 11111.

COOL BOOFS are easier to market wrth the

introductron of new co ors and styles

Stock Finds Investor Partner

Stock Building Supply, Raleigh, N.C., has filed for Chapter l1 bankruptcy and is being taken over by The Gores Group, a private equity firm based in Los Angeles, Ca., to save the chain from shutting down completely.

As part of the deal, Stock will cut up to 2,200 jobs and cancel 210 lumberyard and showroom leases. The cancellations will include some already-vacated properties as well as currently operating yards, such as five in New York (Oneonta, Sidney, Richmondville, Roxbury and Walton) that are slated to close June 30.

"Gores' strong operational expertise and focus will help position the company during this unprecedented downturn," said Stock president Joe Appelmann.

Gores will invest $75 million, provide up to $125 million in loans, and acquire a 5lVo interest in the company. The deal is contingent upon completion of a pre-packaged Chapter 1 I bankruptcy process, which is expected to last up to 60 days.

Wolseley PLC, the Britain-based parent of Stock, will provide debtorin-possession financing, with an ini-

tial commitment of as much as $100 million, and Stock will pay all of its creditors in full. Wolseley had announced in March that if it would close Stock if it could not be sold by August 1.

Headwaters Lawsuits Settled

Financier Charles Hurwitz has settled lawsuits by two forestry officials accusing his former company, Pacific Lumber, of falsifying a logging plan to justify overcharging federal and state governments for the Headwaters forest.

The federal government, which paid $250 million for Headwaters, will receive $2.5 million from the settlement, while the state of Califomia, which paid the other $130 million, will get $500,000. An additional $l million will go to the plaintiffs' lawyers for fees and court costs.

The company did not acknowledge any fault in the settlement, but said that the settlement-offered a week into the trial-is about as much as it would have spent on additional legal fees if the case had continued.

Hurwitz sold Pelco in 2007, and it was renamed Humboldt Redwood Co.

Investors Salvaging Senco

Senconp, parent of tool manufacturer Senco Products, Cincinnati, Oh., has agreed to sell its assets to an investment group led by Wynnchurch Capital and, to consummate the sale, will file for protection under Chapter 11 bankruptcy.

The sale, expected to close by early July, includes all U.S. operations, a Taiwanese branch, and dormant German subsidiaries, but no other foreign holdings. Current management will remain.

Customer Loses Life In Lot

A 77-year-old customer was run over and killed in the parking lot of Lowe's, Hemet, Ca., by a truck he had rented from the store.

Police investigators said that Kenneth Palmer had rented the truck May 19 to transport newly purchased lumber. According to police, he exited the truck without placing the gearshift into "park" and it started moving in reverse. When he tried to reach inside the truck to stop it, he tripped and fell under the left front tire - suffering massive internal injuries.

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Ace To Replace Yardbirds

An Ace Hardware franchise is taking over the shuttered Yardbirds store in Alamo, Ca.

Home Depot purchased the thenlO-unit Yardbirds chain in late 2005, but closed Alamo and four other remaining hybrid locations in March and April (see Feb., p.32).

Owner Christopher Kretz expects to open the main 27,000-sq. ft. store in August, but unveil the 10,000-sq. ft. garden center as early as June 15.

He hopes to recapture the community-oriented flavor the store featured before Depot took over. "We've retained three people from the Yardbirds' days," Kretz said. "These three people who are helping us open up the store go back l0 to 15 years. Although it will be an Ace, we'll completely eliminate the feel of Home Depot."

Yard Counterfeiters Arrested

Two Molalla. Or.. men have been arrested for reportedly using fake driver's licenses and counterfeit checks to purchase materials from several building supply retailers in Oregon's Marion and Clackamas counties.

Elijah Zan Morse, 29, and Jerry

Ward Travis Jr.. 38. were arrested one week apart, for allegedly purchasing materials worth $4,000 to $5,000 using fake checks at retailers without on-site check verification systems, according to the sheriff's department. They were charged with theft, theft by deception, forgery, and criminal possession of a forged instrument.

Total losses are estimated at about $20,000.

HD White Cap Picks Up Onco

HD Supply White Cap, Costa Mesa, Ca., has agreed to acquire the assets of Onco Construction Supply, Livermore, Ca.

Onco supplies construction professionals in California, Arizona and Nevada from I I distribution locations and two rebar facilities, following the recent closure of locations in Phoenix. Az., and Santa Rosa, Lancaster, Oxnard. Sacramento. Salinas and San Diego, Ca.

Operating facilities will be fully integrated into the HD Supply White Cap business and take on the new name upon close of the deal.

"The acquisition of ORCO's assets provides HD Supply White Cap with an increased ability to provide world-

class service to our existing and prospective customers," said Tom Lazzaro, president, HD Supply White Cap. "It further strengthens our leading position in an important region with strong growth potential."

HD Supply White Cap, with approximately 900 locations, considers itself "the nation's leading distributor of specialty hardware, tools and materials for large and medium-sized contractors."

"I've been coming here for 20 years and my father came here for his plumbing business before that. They always have what I need. And if for some reason they don't, they do their best to get it for me. And [owner] Dell [McCulloughl has always given back to the communitv. and that's important."

- Jim Young, contractor, on why he shops at L&M Lumber, Loke Isabella, Ca.

Door Maker Deals To Stay OPen

Northwest Door & Sash, SPringfield, Or., has been able to avoid closure by convincing its landlord to cut its rcnt in half for at least a year.

Fortunately, its 21,000-sq. ft. home for the last 20 years is owned bY the city. "We're looking at every fixed expense that we could possibly cut. and the lease is a big one," said prcsident Tom Faxon. "If we had a private landlord, they couldn't be in a position to consider more than a verY modest decrease."

The rent reduction will helP Springfield retain much-needed jobs, keep at least some rent coming in, and save thc city from having to patrol a vacant building that could attract vandalism and crime.

"That's the reasonin-c behind it," saitj Dee Little. ploperty manager of the center. "I think it's the smart landItrrd who listens to their tenants und helps work something out."

Northwest has agreed to pay higher rcnt in the future to compensate the city for its losses this year. The company will eventually resume its $6,653 monthly payments and agree to a 5c/c' annual increase until the city is paid back.

"I like the public-private sort of arrangement we're able to create with the city of Springfield," said Faxon. "They h;.rve many. muny limes throughout the years shown us how much we mean to them as tenants."

Another tenant at the city-owned Booth-Kelly Center, Greenbrier Rail, was able to secure a one-third rent reduction. Other. smaller tenants are requesting similar deals.

Old World Crafumenship In

Today's Designs

F{and He\pn Distressed Timbers

Geo. M. Huff Lumber Company is now offering Fland Hewn Distressed Timbers in a variety of sizes, shapes and lengths.

All our distressed beams are WCLIB grade stamped and will meet structural and architectural applications. All are hand tooled and can be ordered with custom stains and Old World finishes.

We can supply timbers to any sPecification, whether it is Dense, Free of Heart Center. #l/Btr. Select Structural, Green or RFV Kiln Dried.

When a plan calls for exposed posts and timbers, count on us to provide you with a product that will last a lifetime.

Combine our selection of Douglas fir timbers along with our skilled milling staff and you've got one of the best resources in Southern California.

GLULAM CONFAB: American Instrtute of Timber Construclion held its 57th annual meeting April 19-21 in San Diego Ca.{1) Sandy & Doug Ratterman. (2) Jetry & Pa1 Leslie. (3) Doug Hucke, Joe Sieli. (4) Susan &

Tommy Hewitt. (5) Ellen Thrasher, Shirl Sieli. (6) Incoming AITC president Ed Jones, Laminated Timbers, London, Ky.; past presi' dent Gary Burley.

producls

Hidden Deck Fastener TAMKO Buildins Producrs

teamed with Tiger Claw-lnc. to develop EG l-2-3, a hidden deck fastener for EverGrain composite decking.

It features a 40-pin magazine and 1,200-shot fuel cell to maximize fastening time.

- V i s it www.simpsonanc hor s.c om

Interior PrimeTime

An interior/exterior primer from Zinsser delivers premium performance without VOCs.

lular PVC for high performance and Iow maintenance. The 5-l/2" boards have a woodgrain surface and can be ordered in 12' ,16' and 20' lengths.

- Please call (877) 275-2935 or visit www.azek.com

Golumn Covers

A fluted column wrap from Screen Tight has a patent-pending snap design and one-piece construction for quick, one-person installation.

The fastener is constructed of corrosion-resistant, coated steel and installation requires no special tools. Two packaging options include fasteners for either 50 or 350 sq. ft. of decking.

- Visit www.tamko.com

Cordless Nailing

Simpson Strong-Tie's cordless, gas-actuated nailer can fire two shots per second.

Bulls Eye Zero is environmentally friendly, LEED compliant, and blocks common stains and seals porous surfaces. The coating can be used on new and previously painted surfaces such as wood, drywall, cured plaster, vinyl, aluminum, fiberglass and clean galvanized metal.

- Visit www.zinsser.com

New Deck Colors

AZEK's Deck Terra collection is now available in two new colors: kona and fawn.

The decking is constructed of cel-

Constructed of PVC, the white wrap is available in a range of sizes and reportedly eliminates painting, peeling. rotting and denting.

- Please call (800) 768-7325 or v i s it www .scre e nt i ght.com

Speedy Gluing

Resealable Ultra Quik Grip adhesive from Liquid Nails provides a strong bond without a caulk gun.

The GCNl50 is designed for lighrduty applications, such as fastening drywall track to concrete flooring and metal decks. Other common uses include attaching hat channel, furring strips, drywall rack, and plywood underlayment.

The low-odor adhesive reportedly works well on many building materials and requires no bracing-even on vertical surfaces.

It can be resealed after multiple uses and projects, and cleanup is easy with just soap and water.

- Visit www.liquidnails.com

Easy Drywall Repairs

A 2"x3" steel fastener from PrestOn Corp. reportedly simplifies drywall repairs.

Each Insta-Back kit includes six fasteners and one dozen l" drywall screws so a drywall patch can be installed quickly and securely.

- Please call (888) 323-1813 or v i s it www .pre st-on.com

Composite Fencing

A.E.R.T.'s LifeCycle composite fencing is designed for installation with traditional treated wood frames

PVC Trimboard Adhesive

Versatex's dual cartridge Fill n' Fasten structural adhesive for PVC trimboard reportedly can fill gaps up to 3/8" without sagging

The adhesive is color-matched to

or metal frames.

The fencing is available in two styles: a residential grade with a 112"x5.5" orofile and a commercial grade with aZt+"xS.S" profile.

Both are textured on both sides for the look of wood, in rustic cedar or earthtone colors.

- Visit www.moistureshield.com

the white of Versatex products, has excellent UV resistance, and exceeds VOC and CARB rates for air quality. It can be painted with latex, acrylic or enamel paints.

- Vis it www.v e rsatex.c om

Arunruso

LUMBER SALES, INC.

WHOLESALE ONLY . MILL DIRECT & LCL

Anfinson Lumber is the clear choice for Ouality Redwood and Western Red Cedar Dimension, Boards, Patterns and Timbers

GAIL SATES AI

(800) 400-8383 . (951) 681-4707

Rick Anfinson

Ray MacDonald

Steve Lawrence

0utside Sales

Darin Curran (949) 412'1894

Eddie Howdershelt (909) 993-2701

visit our website: VUVUW.anf inSOn.GOm

Fontana, CA ffice and Mill: 13041 Union Avenue, Fonbna, CA 92337

Fax: (951) 681 -3566 E-mail: sales@anfinson.com

The Look Of Slate Roofino

NewTech's synthetic-slate shingles a'ie manufactured from 1007o recycled poly-engineered plastic.

Once the shingles are installed, the sun bonds them together to create a solid membrane. The half-round shape

of each shingle allows them to be used in many ways: simulated siding, gables, soffit, trim, or any exterior application requiring long-lasting beauty and low maintenance.

- Vis it www.newte c hs hinsles.com

Complementary Composite Railing

A co-extruded railing system has been added to Universal Forest Products' composite decking line.

Latitudes Luster's bronze color coordinates with Latitudes Capricorn composite decking. The railing is composed of an engineered wood-plastic composite that is co-extruded with a fade-resistant acrylic top layer that reportedly won't chalk.

A kit includes all components necessarv for both straight and angled stair-riil sections, in 6 ft. lengths. Optional items such as straight and angled railing baluster kits, post sleeves, traditional and solar post caps, and post base trim are also available.

- Call (877) 463-8379 or visit www.latitudesdeck.com

FINAL

A, *"", Lumber Service, we supply dornestic and foreign hardwoods.

Out products and services include:

. Hardwood Lumber & Pine

F{ardwood Plywood & Veneers

. Melarnine Plywood

. Flardwood Moulding (alder, cherry, mahogany, MDF, maple, red oak, paint grade, pecan hickory, white oak, walnut, beech)

. Milling (moulding profiles, S2S' SLR1E, SLR2E, & resawn lumber)

. Voodworking Accessories (appliques, omarnents, butcher blocks, corbels, etc-)

. Voodworking Supplies (deft finishes, color putty, adhesives, etc.)

REELSHH#"B

Ou" products are widely used in 1321 N. Kraemer Blvd. @ox 879), Anaheim, Ca.92806

Fex714-630-319O

(714) 632-1988. (800) 675-REEL

3518 Chicago Ave ., Riverside, Ca.92507

(9s1) 781-0s64

www.reellurnber.corn

interior finish carpentry, furniture, cabinetry and hundreds of industrial and manufacturing applications. We stock a complete line of complernentary products to cornplete virtually any woodworking or rnillwork project.

Los Anoeles Hardwood Lumberman's Club meetinq foi club stalwart (1) Alan Bohnhoff (teft) was iti annual Ladies Night at the Cedar Crei:X tnn, Brea, Ca., May 14, days before his untimelv death. His tamilv 0-r): Lisa Bohnholf' Christa'Bohnhoff, Brooke-& Mike Bohnhoff. (2) Kathy & Bill Fitzqerald, Cassia & Sergio Korn. (3) Gale-& Judy Daugherty, Charlotte Etheridge, Don Reel. (4) Jirrry 8ildrienne Witherspoon, Lisa & Doug Tiager. (5) Bob Milchell, Dian & Walter Maas. (6) Nathan & Lynne Osborne.

At PLM, we understancl that you need an insurance company with property and casualty insurance products and services that yor-r can trust.

For over 100 years, our experts have been provicling quality claims and risk management services to the lumber, woodworking ancl building material industries. Remember, "you get what you pay tor.,'We urrclerstand wood. We know your business... because it's our business too.

lf you're looking for qualily and value frorn your insurance provicler, please contact the PLM Marketing Department at 8o0.752.'l 895 or log onto www.plmins.com.

Yesterday, Today, Tomorrow... grow knowing you,re coverecJ.

NORTH American Wholesale Lumber Assn. recentlv hosted ts annual executive conference at Lake Las Veqas Nv (l) Bob Olvens. Ann & Buddy Klumb Bruce Johnson (2) J m & Phvllis McGinnrs, Mark Junkrns (3) Buck & Janie Hutchinson (4) Bob & Wanda Ragsdale. Steve

W.?k.i.. Russ-Anthony (5) Omar & Trac LaVel e (6) Gary & Karen Vitale (7) Ken.Tennefoss (8) Atan Oakes Lou Chance (9) 81t & Adete Barnett.-Iim & Maranne Leipzlg (10) Dan Blenk, Trisha Aubln 1tt;tom Levere. Mon que Bauer, Sam Sanregret. (More photos on next paqe)

MORE NAWLA ANNUAL (continued from previous paoe)'. (1) Mark & Julie Kasper, Jim Hassenstlb. (2) Sfrawn Church, Clini Darnell. (3) Kathy & Larry Boyts. (4) Barry & Linda Sihneid6r. (5) David & Stephanie Jeffers, Russ Anthoriy, Carla Baldwin, Tom May. (6)

Considered the finest vood panels available for residential and commercial construction.

Cedar Valley thingle Panels are handcnfted with the highest grades of Western Bed Cedar. Distributed

(13) Steve Firko, Jennifer Gorman, Bob Larsen. (14) Chris Snavely, Susan Fitzsimmons, Terri Snavely. (15) Julie & Gregg Riley. (16) Cindy & Bill Anderson.

LUMBER Association of California & Nevada's 2nd Growth group hosted a May 7 meeting in

Long Beach, Ca., on the housing market. (1) Terry Rasmussen, Danny Sosa, Rich Langton.

(2) Bill Humphrey, Pete Meichtrv. (3) Douq Willis, Art Cruz, Barrett Aurt. 14y'Cnri6 Johnson, Johnny Pringle, Michelle Chaser, Omar Diaz. (S) Micnaei Caputo, Grant pearsall. (6) Rex Klopfer, Phil Gallicchio. (7) Joe Lozano, Ryan Mitchell. (8) Mike Shumaker, Jean Henning, Richard Coale. (9) Jim Burns, Tom Barclay. (10) Pete Ganahl, John Neel. ('!1) 19am Tones, Kyle Rossi. Jason Sumpter. (12) Madi,son Allen, Wendy Nesbit. (13)'Dan Sweeny, Chris Freeman. (14) Jason Woinack, Luis Rolas. (15) Renee McMichael, Marc Spitz, Daniel Hines. (16) Mark Ganahl, Veronica Amaro, Steve Robertson.

Chain Launches Partners Program

t'lcil'ic Northwcst r-ctailcl Parr Lltrttbct'. IIillsborcl. Or.. hls lirlrttccl a rcle'rlll l)r()gl'am that oUcls rlisctlt'ttlts to cotl sulrcrs u ho sltop ut sclcctccl neighbtlring brtsitte sscs.

I)arr cler clopcil 1hc progrant itt rcsl:rortsc to thc dailr inrluires reccir crl lirr vut'iot-ts proclucts ltttrl scrt'ices. "Ratlicr than send cLlstonrer\ uuitt. *e'cl ltrcli'r'to ol'l'cr thcrtl a ltlcitl altcrnative w'ith urt incetttirc t() stll)l)()r-t ltlcal ctttttlrrtttics." said Jcnnilcr Swick. tlircctor ol'tlltrkctittg rtt Parr.

Participuting lit'nrs wcre choscn lrccattse ttf thcir lcptrtlt tions firr clLrulin scn'icc ancl longcvity. 'fhev prolnotc crlch other br pror irlins thcir ou tt ctlstolrlcrs with discotrrlt cttl'tls tbl tcllo* 1:rurticipants' protltrcls rttttl scrvices.

Swick saicl. "Rclct'ntls arc the Ilost rcliablc tbrm clf tttitr' kcting. espccirrlly uhcn it comes frttrtt lt trlrstcd soulcc likc a longtin'rc local corupany. ln retttrtt. thc progrant tttlcrs tts thc opportLrnit! to rcccive ref'erraIs l'nrnt otlrer pxrtllcls.'

SOUTHWEST regiona meeting of North American Wholesale Lurnber Association was lvay 13 in Monrovia Ca (1)Carl Henoch, Jim Cheney. (2) Mark Palmer. Janet Pimentel, Michael Parrella (3) Doug Hanson, Greg "Hex" Hexberg. (4) Larry Ho gu n. Barry Schneider, Buck Hutchison. (5) Fobert Prolman, Doug Willis. (6) Ed Langley. Bill Tracey. (7) Greg Baker, Dave Savers (8) Chrts Freeman, Fod Kautz.

Brilding code standar{is reqLrire deck railrng posts to be able to fesist a 200-lb load in any drrection. [,{anyl comnron railrng-post connectrons that attach only to lhe rim joist don t pass this test. The netr'r Srrpson Strong-Tre DTT Deck Tension Tie connects the railing post llack into the deck lramrng. n0t lust t0 tn(] r1nr l0ist. crealln!l a connection that meets the cOde standard and results in a safer deck And since ihe DTT nstalls quickly vrith Sirnpson Strong-Tie SDS screr,vs. a safer s0luti0n d0esn'1 have t0 take more trme.

Share product and deck safet-v tnlormation lrith iroLrr cusl0nrers. including the Simpson Strong-Tie Deck Frantrng Conrtectton Guide, our onlrne deck classes and local rnrorkshops Visil www.slr0ngtie.com/deck 0r call (800) 9S9-5099 f0r nt0re details

ll $,! $ lq{

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): 965 if we set the type, $55 if ad is furnished "camera-ready" (advertiser sets type). Phone number counts as I word. address as 6 words. Headline or centered

QAP'TAL

EWP CUTTER: Operates saws to cut lumber according to customer's order or plant production specifications. Selects lumber of kind and grade specified on work order. Measures and marks lumber according to specifications, using rule and square. Cuts lumber to specified length and width, using chainsaw. Please Fax resume to 9O9-287 -O177; Chino, Ca.

LUMBER TRADER

We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation.6oo/a split for trader. Call John at Lakeside Lumber at (623) 566-7100 or email lakesidelumber@cox.net.

copy. $9 per line. Border, $9. Private box, $15. Send ad copy to,+500 Campus Dr., Ste. 480, Newport Beach, Ca.92660. Fax 949-852-0231. dkoenig@building-products.com, or call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: l8th of previous month.

Software Helps Track Gertified Wood

To help its lumber distributors and manufacturers meet and maintain chain-of-custody certification, Computer Associates Inc. has upgraded its Ponderosa Building Materials Software to meet FSC requirements for product traceability, product storage and handling, invoicing, and record keeping.

The system can now track material from the certified source through the entire manufacturing process, calculating material inputs, outputs and any losses, and generating a detailed, upto-date audit of the certified products

produced.

FSC requires that material purchased from a certified supplier be accompanied by documentation that includes the supplier's chain-of-custody certification code and FSC claim of the material, be warehoused separately from non-certified stock, and be easily recognizable to staff and separable by its FSC status.

Potlatch Cuts Logging Levels

Potlatch Corp., Spokane, Wa., is reducing its planned timber harvest for 2009 by 18%.

Most of the reduction is centered on its timberlands in Idaho.

The software automatically adds chain-of-custody and FSC claims certification codes for each certified product from suppliers' invoices to resellers' invoices and shipping documents. In addition, Ponderosa handles the record-keeping mandates of FSC, including quantities purchased, quantities sold, invoices, packing slips, FSC training records, and a list of all FSC jobs.

at more favorable prices when housing recovers, and when they do, we are poised to step-up harvest levels."

SOFTWARE has been enhanced to more easily track FSC-certified products.

"While the reduction will directly impact cash flow from operations, it is not in the best interest of the company to sell high quality saw logs at current prices," said Michael J. Covey, chairman, president and c.e.o. "Current markets for softwood lumber remain depressed, which has applied downward pressure on log pricing across the country, especially in the Intermountain West region. We believe these markets will come back

Kenneth Dean Trautman, 79, retired Oregon lumber grader, died May l0 in Medford, Or.

He began his lumber grading career with Elk Lumber Co., Medford, retiring in 1992 from Boise Cascade, Medford.

Sounrm Cluronnn

llonrn & Ctumr Cmrontn

Wood Treatin9.,..,...................,..(800) 826.8709 (209) 869.4s61

REDDING / RED BLUFF Gemini Forest Products........,...,,,.... ..............(530\ 223-7440 Pacific Wood Preservin9..........,.....,..............(530)

Quolity Western Cedor Products

Sourtwrsr

Plcrnc Jlonrnwrsr

Rocrv tlouwnlts

News or Comments? We welcome your comments on articles or news from your company, such as new hires, promotions, new product Iines, expansions or acquisitions. Email dkoenig@building-products.com or Fax rhis form ro 949-852-0231:

...........,...........,....33

Lausmann Lumber IwwwJausmanlumbercom]..........................31

Lifetime Composites Iwww,ltlumbercom] ......................................s

Lumbermen's Underwriting Alliance [wwwJurnbermensunderwriting.com] .Cover III

M&M Builders Supp|y......... ...........44

Manke Lumber Co. [www.mankelumber.com] .......,.....................n0

Norman Distribution Inc. Iwww,normandist.com].................,......43

Osmose [www.osmose.com] ...................,...3

Pennsylvania Lumbermens Mutual Insurance Co. [www.plminscom]................. .,......,.....................42

Redwood Empire Iwww.redwoodemp.com]...................................19

Reel Lumber [www.reellumber.com]......... ............41

Roy O. Martin [www.royomartincoml ...............,...........................A

Royal Pacific Industries....., ...........20

Simpson Strong-Tie Iwww.strongtie.com].......,..............................45

Swan Secure Products [www.swansecure.com] .........,............,.....26

Swaner Hardwood Co. [www.swanerhardwood.com] .................36

Swanson Group Sales Co. [wwwswansongroupinccom]...Cover II

Thunderbolt Wood Treating [www.thunderboltwoodtreatingcom] .............35

Truemarc [www.truemarc.com]............. ................2g

TruWood-Collins Iwww.truwoodsiding.coml .....,...,......................23

Van Arsdale-Harris Lumber Co. [www.vanarsdaleharris.net]...35

Viance [www.treatedwood.com]........,