Merchant Magazine - July 2005

Hi bor Brond-Boroteireoted Wood

. Developed only for Howqii--

. Howoii's most populor ond requested brond qf borote tftCbd wqod Borale treated wood offers pnoven performance with more than 5O years of durable use worldwide and 14 years of service in Hawaii under the Hi-bor Brand.

Hi-bor Lumber is produced from ond proVides the following benefits:

. Renewoble ond Sustoinoble Resource

. Duroble ond Cost Effective Building Product

o Proven Protection Agoinst Termites ond Fungol Decoy

For more informotion obout Hi-bor borote treoted wood contoct...

Hilo Wood Treoiinq- 808-935-8588

Honolulu Wood Treoilnq - 808-682-5204 "

Allweother Wood fWoshou"qoll - 800-777-8134

Royol Pocific Industries I 50 3-43 4-5 450

HPM - 808-9 34-4265

or visit www.hibor.net

We believe in fqmily. lnrroducing fhe newest member of ours. Introducing Elements' by Epoch'l

You're fomilior with EverGroini Eporht premier compresion-molded composile decking. Now we offer Elements, on exhuded decking product ovoiloble in three noturolly weothering colorsf lo meel the needs of oll your cuslomers.

And, Elemenls' duo-finish surfoce ollows it to be instolled (orded or Motle side up, or wifi o combinotion of both for o unique look. Elements Decking is on ottroctive oddilion lhol complements ony home.

SGrUng 13 U.bnr $ticr,

(Si6tet Wilication Building Ptdtrcts Digest seves ke East)

PUBLISHER Alan Oakes (ajoakes@aol.com)

PUBLISHER EMERITUS David Culler

EDITOR David Koenio (dkoenig@ti'uilding-products.com)

ASSOCIATE EDITOR Karen Debah (kdebats@building-products.com)

CONTRIBUTING EDITORS

Dwight Cunan, Carla Waldemar

AD SALES MANAOEF Chuck Casey (ccasey@building-products.com)

CIRCULATION HeatherKelly (hkelly@building-products.com)

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

How to Advertise

Conlacl our adverlising oltlces lor rales:

WEST, MIDWEST, SOUTHEAST: Chuck Casey, Newport Beach, Ca.; (949) 852-1990; Fax 949852-0231 ; Email ccasey@building-producls.com

NORTHEAST: Paul Mummolo (N.J.); (732) 8998102; Fax 732-899-2758; Email mummolop@ c0mcasl.net

IIow to Subscribe

Contact Heather al (949) 852n990

U.S.: 1 year {12 issues), $15; 2 years, $24; 3 years, $30

FOBEIGII (Per year paid in advance in US funds): $39 for Canada and Mexico, $50 for all other countries; Air rates also available.

SlltlGLE COPIES: $3 + shipping; Back issues (when available), $4.50+shipping www.building-products.com

Pro F$:k[und Betterstuds'

"Our customers demand that we supply them with superior quality products, and Rosboro is always well accepted."

-

(onsistent 0uolity

We understand that professional builders won't put up with inferior stud products. They can't afford to! In order to be productive and profitable, successful builders look for consistent performance and quality in their building materials. That's why you can count on Rosboro to deliver a quality stud product.

A Complete Product line

Rosboro now has a stud for every residential application in the species that fits builders' needs. Our product line now includes the following in all combinations:

t2x4 and2x6

r Douglas Fir and Hem Fir

r Green and Dry

r Lengths of 8', 9' & l0' (All Trims)

r WWPA grade trademark

Whatever the application, we've got the stud to do the job.

A Supplier You (on Trusl

Small enough to give you the attention you want, Rosboro is large enough to support our products with a knowledgeable sales and manufacturing team as well as an experienced traffic manager dedicated to meeting demanding traffic needs.

Rosboro Studs

If you value strong partnerships with your suppliers and your customers are indeed demanding better stud products, act now - call Rosboro.

Sean Burch

Redwood Empire

ALAN OAKES publisher ajoakes@aol.com

Beware corporate culture shock and dripping pizza

As we all do through our careers, there are times when we realize it is time to move on and do something different in life. I have worked at senior level for small, medium and large companies, in every corporate culture there is. On a couple of occasions when the headhunter called or I was unhappy, in haste to move on, I did not do the homework for interviews that I should have done, and made a couple of costly mistakes.

The worst situation I put myself in was for a president's position with a dot-com company. I remember being interviewed in San Francisco by the owner of the company-him in shortshorts and a beat-up Hawaiian shirt (that I think he had woke up in, in the office that morning), me in my best corporate dark suit and tie trying to balance on a bean bag with a Coke in one hand, a dripping piece of pizza in the other. Miraculously, I was invited back for a second interview, and while I tried desperately to dress down, somehow I realized I was not a fit. I did not feel comfortable. The culture

was not right. Fortunately, I heeded my gut reaction and withdrew. Within six months, the company was acquired and closed down six months later.

For another position, I knew in the first five minutes of the interview that it did not feel right, but the opportunity to do something really different in a new industry at much better money was too tempting to walk away from. The flight on the private jet to the Four Seasons did not help either. I ended up getting the president's position, but quickly realized my initial gut reaction was correct: the sole owner micro-managed every decision, and there was a real reason why the company had gone through a number of c.e.o.s. He changed his mind every other day and left me holding the bag and managing damage control trying to explain the constant U-turns. This was only one of his quirks, and he never changed. I left after 18 very frustrating months.

While some of you may have gone through the same, others may have gotten caught up in a company sale.

Fortunately, while I have never worked with a company that was acquired, and have always been the acquirer, I have seen first-hand the havoc often created. Now while I almost always took the position that there was always a good reason we acquired a particular company, and it normally came down to the people, all too often in most acquisitions, such reasoning goes straight out of the window Day One. New owners seem to do everything possible to alienate their new employees (or whatever is left of them after "synergy" takes place). The melding of cultures is one of the hardest things to balance.

Corporate culture shock has become an increasing issue, and perhaps the main reason why new hires fail. Bigger pay and a new role are all important, but you have to consider how the company you will be joining works. It is like a wedding that you do not want ending in a divorce.

While a culture mismatch may not lose you your new job, it may make your life and your family's life hell. While it is difficult in an interview situation to understand what life will be like, framing strategically targeted questions, such as who makes decisions? How are those decisions made? How are conflicts and disagreements resolved? What is the review process? How does the boss communicate? Are accomplishments, individual or teamoriented? Until what time do people work in the evenings? Is it bureaucratic? Is there room for creative thought? What is the management style above and below? What autonomy will you have or not have? Etc., etc.

Meeting with other potential colleagues, including the company stars, will let you understand how you might fit in. There may be nothing wrong with their corporate culture, but it may just not suit what you are looking forand best you find out before you move on. Bean bag and pizza, anyone?

Building a solid reputation doesn't come easy. lttakes time and a promise to meeting needs and keeping our word. Our customers and suppliers know they can count on us. We've built a solid reputation for over 75 years delivering construction-grade building products and services at competitive prices.

We offer:

. Handling, storage and job site delivery for building products and panels

. LTL service and route truck service

o Creen and kiln-dried Douglas Fir; 2 x 4-Economy, Utility, Std/Btr, #2, #1, Selects, 4 through 24 foot; 2 x 6 through 2 x 14-Economy, #3, #2/Btr, Selects, B through 28 foot; timbers, studs and MSR lumber

Titan is cutting t head of the linethr 1;rorlrrclion linc, tlrat rs.

Titan's new cutting mill is now open al IOr OUSlneSS.

Star'lirrg irr Irrrrc. llrt' r I strrd will bc ctrtling annually of Creen Doug'fir Dimension and Timbers.

board feet

2X.l through 2Xl4 .

a a a

3X-1 thror:gh 3X14

JXJ tlrrnrroh JXIJ

6X6 through {:jX1,1 Rougir or surfaced

Cutfthgs*

s66.3s6.es45. Make a great caII to Allan Hurd or Mark Kleps and get your great cuts now, TITi$.I'"and REGAI STT DS ...A GREAI CALf,

2x4/2xG Green Doug-Fir

2x4/2x6 Kiln Dried Hem-Fir t {drl t.t tlltl"

A 90-YEAR-OLD retail dealership fl.dominates the contractor market in Tacoma, Wa., because it is totally customer service-oriented and offers a sales force that averages 30 years of experience.

The firm is Gray Lumber, with two locations in Tacoma and a reputation for leadership in engineered wood and other types of building products and services.

Gray has prospered and grown despite a heavy influx of "big box" retail competitors. Assistant sales manager Jack deleon says there are several reasons for Gray's continued growth, including:

. Active cultivation of customers and specifiers through membership and participation in organizations such as the Associated General Contractors and the Master Builders Association. Most of the area's major architects, engineers, contractors and other specifiers belong to these groups.

"You have to meet face to face

ON EWP

with your customers rather than relying on the phone or direct mail," says deleon.

. A dedication to serving contractors with a broad variety of products. on-time deliveries, a sales staff with in-depth experience and competitive prices. "Some of our customers tell us our hardware prices are 507o less than the big boxes," deleon adds.

. A large inventory of products ready for immediate dispatch to job sites, and a faithful group of long-time suppliers that can guarantee delivery of wood products already cut-to-size the next day, if Gray doesn't have it in stock.

Engincered Wood

Gray's handsome building products store is a showcase of engineered wood products, including exposed glulam timber roof beams and Disdero Lam Deck glulam decking. "It's much more effective to demonstrate the aesthetics and warmth of glulam beams and decking by having architects

and specifiers visit our buildings, rather than showing them a brochure," deleon says.

Gray's history dates back to the early 1900s when most wood beams were solid sawn timbers. Glulams have largely replaced the solid beams because of the strength and low moisture content of glulam, which prevents twisting and checking.

"We've seen a steady growth in glulam demand," deleon says. "Most of our glulams delivered from wholesalers are 3-118" and 5-1/8" wide, in lengths of 48 to 60 feet."

On commercial jobs, most of Gray's glulam timbers are used for floor and roof beams.

For residential projects,the glulams are floor and roof beams. headers. and exposed cathedral type roofbeams.

Although Gray would be classified as primarily a contractor yard, they also maintain a healthy volume of d-iy business from consumers. "We're on a major street in Tacoma and homeowners notice all of the contractor trucks that come into the yard, so they stop by to pick up their building materials, too," deleon says.

- For more information on design and construction with glued laminated timbers, contact American Institute of Timber Construc:tion, ( 303 ) 792-95 59.

LOOKING UP: Grav Lumber sales manaoer Jack deleon points to the exposeid glulam beams and d'ecking that form the roof of the company's retail store.

Photos b;'American Institute of Timber Con.struction

APA reins in moisture with headquarters revamp

By Kevin Hayes APA-The Engineered Wood Association

THE international headquarters for f APA-The Engineered Wood Association in TacJma, Wa., underwent an extensive exterior makeover recently as 25-year-old panel siding was replaced with engineered wood lap siding.

"We tackled the residing project like one of our research projects," said Ed Keith. Technical Services Division senior engineer. "Our ultimate goal was to improve our building envelope performance by incorporating better construction details and products that protect against moisture intrusion."

As an accredited research lab and wood products certification agency. the association is considered the voice of the engineered wood products industry. If the association is the

TO PROPERLY seal the gaps and joints, APA turned to DAP's polymer-based SideWinder sealant due to its liletime guarantee and workability over wet lumber and metal. The product was applied by pushing the bead into the gaps rather than pulling down as many professionals do.

voice, then its headquarters is the face and that face needed a lift after years of exposure to famous Northwest rain.

The five-story, 35,000-sq. ft. building was originally sided with channelgrooved kerf-sawn panel siding. The siding held up reasonably well considering design encumbrances such as a lack of overhangs, deep set window bays, and minimal flashing and caulking materials used on openings and wal I -to-roof intersections.

"Building designers and contractors knew little about moisture transmission science when the building was originally constructed," said Keith. "Contractors put up the building the way it was designed, applied the building paper and flashed the windows, and that was about it for moisture details."

Keith noted, "The parapet surrounding the flat roof is over 40 feet from the ground. The walls of the building acted essentially like giant

MOfSTURE DAMAGE necessitated replacement ol roughly 20ok ot the old 112" plywood sheathing, including all the sheathing that framed the window bays.

FACTORY-PRIMED LP SmartSide engineered wood lap siding boards-7/16"x6"x16'-were spaced 1/4" at the butt joints to allow for-expansion and cohtractio'n. Normally, 3/16" space ts recommended, but due to the long length of the siding boards and the 125' building length, the additional width was required. Long lengths minimize the number of seams.

wooden sails collecting wind-driven rain in every unprotected crevice, crack and joint."

The result: moisture intrusion on the western and southern faces of the building (the direction of the prevailing wind), a problem exacerbated by the subsequent invasion of ants and termites.

APA's research into moisture control construction practices began years ago, culminating in 200 I with the development of a comprehensive moisture-training program identified as the Build a Better Home program. This program, with over 30 moisture control details for wall construction, served as the basis for its own makeover.

The six-week renovation included tearing off the existing siding, inspecting and treating for moisture and insects, replacing worn framing and sheathing, installing a shinglelapped Typar membrane. taping membrane overlaps and edges, installing polyethylene corner and starter strips, applying a Home Slicker rainscreen. flashing window openings, affixing new powder-coated metal window pans, installing LP SmanSide lap siding and trim, priming all cut edges, caulking joints, and painting the exterior siding and trim with two coats of acrylic latex paint.

In the fall of 2004. APA selected

United Roofing & Siding, Vancouver, Wa., a contractor with a track record in remedial moisture control and construction. They understood the science behind moisture intrusion. and were willing to experiment with materials and ideas that APA brought to the project.

The project's initial phases involved careful evaluation of the existing 1/2" plywood sheathing. In

all, roughly 2O7o of the old sheathing was replaced, including all sheathing that framed the window bays.

At inside and outside corners, APA suggested a new twist on an old detail to prevent wind wash-wind pressure behind the siding driving the winddriven rain around the corner. Polyethylene strips were fastened on both sides of each inside and outside corner, on each wall. The rainscreen was then butted up to the 3"xll4" strips. This permitted each of the enclosed air spaces formed by the screen to act as a "chimney," explained Keith. "The poly strips would give us a waterproof dam at these critical junctions."

Not unexpectedly, the 75 window bays and other wall insets received fastidious moisture control detailing. The vertical and horizontal plywood surfaces in each inset were flashed with a rubberized asphalt membrane backed by a layer of high-density cross-laminated polyethylene. Housewrap was lapped shingle style over the membrane and up the sides of each bay followed by a layer of rainscreen. Horizontal surfaces received new, powder-coated metal pans while the sidewalls and tops were finished with5/8"resawnTl-ll.

With far greater emphasis on moisture control details and carefully selected products to protect and seal the building envelope, APA is confident that the building will look as good on its 50th birthday party as it does today.

INTERNATIONAL headquarters for APA is again a showpiece for modern panel products and construction technioues.

Delivering on its promise Biodiesel fuels LBM dealers

BIODIESEL blends are available at lueling stations and from distributors.

UILDING material dealers have found a new way to save money on vehicle maintenance, decrease air pollution, and reduce thc U.S.'s dependence on foreign oil.

Biodiesel-specially refined crop oils or recycled cooking fats that are usually mixed with traditional diesel-offers all these benefits, and more.

President George Bush is one of the biggest supporters of this alternative fuel. "Biodiesel burns more completely and produces less air pollution than gasoline or regular diesel," he said recently. "Biodiesel also reduces engine wear and produces almost no sulfur emissions. which makes it a good choice for meeting strict air quality standards."

Ace Hardware Corp.'s retail support center in Princeton, Il., recently completed a six-month test of biodiesel. The company used a bio blend of mostly traditional diesel with ll%o crop oil, such as soybean. "The test has proven that biodiesel is a financially viable alternative to conventional fuel," said Chuck Angela, logistics manager.

"We began talking about biodiesel fuel as early as two years ago," said Angela. "Once we determined that the tractors we use could operate on either conventional or biodiesel fuel. we were ready to roll."

Ace now plans to use biodiesel in more tractors operating out of its Princeton facility, and is considering using the fuel at its l4 other retail service centers. Cost savings, along with fewer emissions. are key incentives for the company. The fuel increases efficiency between I 14 to I 12 mile per gallon. For vehicles with tanks that can hold 100-150 gallons of fuel, that translates to major savings.

Users can save on taxes as well. As of January 2005, the federal government instituted an additional .9d per

gallon tax credit for biodiesel. Currently, the U.S. Senate is working on a bill to extend biodiesel tax credits until 2010. At the local level, many cities and states already have tax incentives in place or are working on them.

At Madison Lumber in Ennis, Mt., owner Nancy Griffin uses a 207a blend in her small fleet of delivery trucks. "I did a lot of research." said Griffin. "I've been interested in alternative fuels for quite some time."

When she learned that biodiesel

ACE HARDWARE driver Mike Farrell operaled biodiesel{ueled vehicles at the Princeton. ll.. retail suppon center during the six-month test.

makes a diesel engine run more efficiently, last longer, and need half as many oil changes, she was sold.

Griffin pays a little more to have biodiesel shipped from Bozeman and pumped into a holding tank at her lumberyard, but she believes that the fuel's benefits are worth the extra cost and effort. "If you can get biodiesel transported to Ennis, Mt., you can get biodiesel anywhere," she said.

As more biodiesel plants are built, the fuel will become cheaper and easier to obtain. Already, production has risen from 500,000 gallons in 1999 to 30 million in 2004. "It's still the chicken and egg issue within the industry," said Griffin. "If the distributors made it available, it would be used, but they can't make it available until it is used."

Even though biodiesel is hot right now, it's really not a new idea. In the late 1890s, some of Rudolf Diesel's first compression-ignition engines were powered by peanut oil. By 19l I , he was predicting that "the use of vegetable oils for engine fuels may seem insignificant today, but such oil may become as important as petroleum products of the present time."

Todav. biodiesel is the fastest

growing alternative fuel in the U.S. during a recent visit to a biodiesel

With high gas prices and continued plant, "Every time we use homegrown unrest in the Middle East, support will biodiesel, we support American farmlikely grow. As President Bush noted ers, not foreign oil producers."

MADfSON LUMBEB has had great success with biodiesel. Pictured with a new truck are (left to right)yard foreman Jeff Tone,-truss foreman Brand McBride, Jordan Shrader, owner and president Nancy Griffin, sales mgr. Barry Young, and slore manager Steve Knack.

33And, if you act nRIg:.."

[DICTURE this. You're working your remote control, I moving adroitly from a reality show featuring a dysfunctional family playing poker in a leaking submarine to a program where custom motorcycles are built from beer cans and pipe cleaners. En route, you happen upon the Environmental Shopping Network...

"We have a building product here that you won't believe."

"Why's that, Tom? Does it recycle itself?' [audience laughs, as promptedl

"Almost. Get this, Susan. It's made from a renewable resource. And it's a plentiful resource that is replenished over just a couple of decades. It lasts a long time, so demands on the resource are reduced. On top of that, production of this amazing material uses less energy than production of alternative products."

"Wow. That is an amazing product!"

"But I'm not done."

"You mean there's more, Tom?"

"Sure is. The production process emits no wastewater and there are insignificant levels of air pollutants. Furthermore, the chemical that provides the long lfe is made almost entirely from recycled copper."

"Unbelievable!"

"Yet it can be cut, drilled, and stained by anyone with just common tools."

"It must be really expensive, or ugly."

"Hang on to y-our tool belt. It's cheaper than comparable products, and those comparable products are continually trying to look more and more like it."

"When can I get this amazing environmental advancement, Tom? Will it be available in2012?"

"Yott won't have to wait that lonp."

"2007?"

"Nope. It's here right now, and it's been here Jbr more than 30 years. It's preserved wood manufoctured by pressure treatment."

"That's great, Tom. Thank you so much for telling us about it."

"Go see your lumber dealer today, before he runs out." [tremendous audience applause]

With or without such an infomercial, if pressure-treated wood were a new product being introduced today, it would

probably be hailed as an environmental break-through. It can claim features unmatched by other building materials. However, it has become such a staple of construction that its environmental benefits are usually overlooked or not recognized.

The very purpose of pressure treatment is one of the biggest benefits: the preservative process enables wood to last longer. A longer service life means less demand on forests and less transportation of materials. It also means less frequent replacement, but that is an economic advantage to the homeowner rather than an environmental one.

The environmental attractiveness of preserved lumber derives mostly from the wood itself.

Today's most common preservatives are made primarily from copper. This copper comes from recycled sources -e.9.. copper wire. computer etchants-which would otherwise be discarded as waste.

But the environmental attractiveness of preserved lumber derives mostly from the wood itself. Wood is our planet's only major renewable building product. The species of trees that furnish the most desirable treated wood are plentiful and grown in managed timberlands. They are not cut from sensitive forests or unregulated third-world rainforests. And, they grow rather rapidly, so their supply is quickly replenished-in fewer years than the service life of the treated lumber they provide. Meantime, trees sequester carbon dioxide and thereby reduce greenhouse gases.

On top of this, wood is strong for its weight. Often wood projects can be installed with lighter duty equipment than other building materials require. resulting in less environmental impact from the construction process.

Though not critical in every application, wood is also an excellent insulator. Compared to alternatives, it conducts less heat, noise, and electrical current - all of which represent environmental and, sometimes, safety benefits.

The production of preserved wood

is noteworthy, too. It takes less energy to produce treated lumber than other major materials. The sun and soil provide most of the necessary energy. Using less energy typically means less depletion of nonrenewable fuel resources and generation of less greenhouse gas. The treating process is an integrated system that produces no wastewater discharges, and the level of air pollutants is classified as "insignificant."

Last, when its original purpose has been served, treated wood can frequently be reused effectively for other projects. Parts of an outdated deck may become a planter box or doghouse or driveway edging.

From a renewable resource and recycled preservative, preserved wood becomes a long-lasting, reusable product requiring comparatively little energy between those points. On a life-cycle basis, preserved wood provides significant environmental benefits over alternative products. Those producing and selling preserved wood can take pride in the earth-saving material they provide.

Although it may not be appearing in any known infomercials, preserved wood merits applause for its many

unsurpassed environmental features.

- When not writing scripts for infomercials on preserved lumber, Huck DeVenzio is manager of marketing communications for Arch Wood Protection, producer of wood treating chemicals and licensor of Wolmani:.ed wood.

PRESERVED WOOD'S environmental beneiits are worth advertising to your customers.

- Photos by' Arch Wood Prztection

Rosebwg Fomily ol Engineered Wood Products

etitive Listen Up!

By Carla Waldemar

lf.r OTTA have a niche. the industry \!gurus tell us-a specialty that sets you apart. Some yards have chosen custom cabinetry; others, power toolsor installed sales. But Connecticut's North West Lumber outdistances its competitors with a feature that doesn't have a SKU or line item on the budget: It excels in listening.

"Over 75% of our customers are pros," says president Aileen O'Hara, "and we love it. We want to be their back office. We look at what their weaknesses are-like how to build their business. where to focus-and listen to what they need."

"Listen" is key. "Lecture" or "dictate" is not. Informally, both inside and outside salespeople are there for their customers"not just to take their money, but to make their jobs easier," O'Hara states the mission.

Formally, North West has instituted several popular programs for its pros-none of which, she's most emphatic, involve pushing product. The company hosts frequent seminars

on topics that "directly help contractors with their business, like legal matters, such as how to write contracts; or, we'll bring in an accountant to explain the taxes they're worried about. We get a turnout of about 60, and when we talk about building codes, that number jumps to 125. Once, when we talked about products; attendance was 15." she notes- lesson learned.

To get the word out, North West employs a mailing list that includes every contractor in the state of Connecticut. where the company is located. It's one ofjust five businesses ("the largest") in the "very, very small, rural" town of Cornwall Bridge, two hours' drive from New York City, which drives its $14 million ("and growing daily") annual revenues derived from custom vacation and second homes.

"The seminars pay off," O'Hara documents. "Even if they're not our contractors, they come every year. We respect their loyalty to their suppliers, but if ever they feel a need to change,

they remember our name; they've been here, seen our yard, and keep us in mind." Yes, it's working, just as planned.

Newsletters sent to the same extensive mailing list underscore North West's urge to partner. They include articles by owner Ralph Sandmeyer, who took over his father's hardware store in 1984 and grew it into a successful lumberyard. They also recap highlights of past seminars and announcements of future meetings. "Maybe there'll be a focus on bookkeeping, helping the pros make that

Both inside and outside salespeople are there for their customers-"not just to take their money, but to make their jobs easier."

[hiring] step-a hard decision for them," Aileen notes. "Or, computer programs-how useful they can be. These guys may need a push, but when it fits their business, they'll give us a call," she says.

North West also hosts several roundtables per month, each with a membership of 16 top contractors. Again, listening is the mantra. Customers, Aileen says, "select the topics; they set the agenda, then we do the research. This way, they get the material they're looking for."

"We do not talk about North West," she insists. "It's anything and everything but products: insurance. like workers' comp; hiring subs vs. employees; awareness of their rights vs an irate homeowner's in legal contracts. These are held for three hours in an evening, so they really have to

HARDWARE STORE-turned-lumberyard-with-design-showrooms sells with its ears-by listening to its customers.

want to be there. The feedback is really great, like 'really worth my time."'

Golf outings offer another prime opportunity to build relationships with key contractors. "It's money wellspent," O'Hara is convinced. But about builders' shows. she's had second thoughts: "We were formerly involved, but now we're finding that the big pros aren't coming, just sending their employees," she notes.

North West's new goal is to concentrate on architects. Its first Architects' Day featured a free all-day seminar earning AIA credits, which drew 60 attendees from a "huge radius; some had to drive three hours. (The attendance now is up to 85.)

"We give them something, and in return they get to know North West. We display our products and they meet with our vendors. We try to partner with them, because very often, they're the decision-makers. They have a list of contractors they feed, so as we build relationships, they'll start spec-ing our products. And if one contractor goes under, the architect will find another. and he becomes our customer. so we then build that relationship," she explains her line of thinking.

That brings 'em in. What brings 'em back?

"Service," she says (no surprise). "Our employees are our strength. Other yards offer the same free delivery, the same products and the same prices. We've had very little turnover in our 20 years, so when a contractor comes in, he's at a comfort level with the knowledge level of our staff."

They'll go the extra mile-literally, making deliveries after hours on their way home, for instance. "And the owner will come in on weekends and open the gates if they need him," she says. "He's got a way of doing business that retains employees, too," she states. "They're not micro-managed. They're free to make a decision-and it's the right decision, because they know their customers. And we offer ongoing training," she underscores.

This focus makes competition almost a non-issue. Sure, boxes are located a half an hour in each direction, but "they don't have the employee knowledge. Plus, we do a lot of custom work. at which the boxes aren't effective.

"Our newsletter is our main advertising: we believe in keeping our name in front of people. But we also contribute to local efforts, like for kids or

the arts, because usually a contractor is behind those, too."

Ideas for improvements come, once again, from listening. "Listening to contractors is all we do: find out exactly where their needs are, then serve them. Plus, we listen to what's out there, like networking with other dealers to learn what's worked for them. And we don't have a problem sharing our ideas, in return."

O'Hara not only has worked her way through the ranks from bookkeeping to sales and buying to the president's office, she's also recently been elected as the first female president of the Lumber Dealers Association of Connecticut.

Is it a bonus or a demerit to be a woman in this business? "A challenge, for sure, but an interesting one," she relates. "When I began, it was a man's

industry." Back then, among her peers, "The lumberyards were a different generation, who hadn't worked with women. So they had to get comfortable, at meetings. At first I was the only woman; now, there are five to 10.

"With customers, it's no problem," she professes. "Over the years, I've earned their respect. In our company, there are quite a few other womentruck drivers, dispatchers, salespeople."

She won't be leaving any time soon. "I like the work because there's such a variety. The owner and I go wherever we're needed, jump in a truck. Something new always comes up, so it's never dull."

- A former award-winning LBM trade magaline editor, Carla Waldemar writes frequentll: on the lumber and building material industry. Contact her at cwaldemar@mn.rr.com.

KITCHEN DESIGN CENTER uses 20/20 computerized design software, which integrates actual cabinetry specifications from each manuJacturer (even door style details) to produce exacting representations of what finished projects will look like.

PAINT DESIGN CENTER olfers a wide selection ol paints, finishes, wallpaper and supplies.

A dose of competitive immunity

By Roy Burleson

n-lfMES are good. Sales are up. You I have a number of profitable years under your belt. So why should you even consider offering installed sales to your builder customers?

The answer is very simple. Your customers need the products you sell installed. Every product you sell is going to be installed by someone. Soon it could even be your biggest competitor down the streetl Some builders still do some of the work themselves-but what about the installations they sub out? This creates opportunities for your company to serve your customers better than your competitors.

And what about production builders that sub most. if not all. installations when building a house? Today's builders are using more subs per house; more and more builders rely on someone else to install. That means the opportunity is growing. In some parts of the country, building material dealers have a very difficult time selling some products unless they offer them installed. Think about it. If you were a builder, with whom would you rather contract-a sub that may or may not be in business tomorrow, or a credible dealer who has already passed the test of time?

Let's examine this from another angle. For the most part, building material suppliers all sell the same products. Most offer delivery services and credit to their better customers. Most have honest and knowledgeable employees. That means our competitors offer just about the same type of products and services that we do. That's one reason we frequently have to bid to get the business. When all else is about equal, price can be the tiebreaker. But do you really want to win business because you have the lowest price? Wouldn't you rather be known for offering solutions?

The competition wants your business, so how about building some

competitive immunity into your sales strategy? Simply implement a program that sets you apart from your competitors and make your business immune to their low bids and other sales techniques. Guess what? A properly executed installed sales program can do just that. When any business provides services its competitor doesn't offer, it provides the company with a distinct competitive advantage, immunizing it from a competitor's sales and marketing approaches. And, yes, even immunity against those low bids your salespeople compete against.

Every business needs to find better ways to compete. You need to develop specific solutions for your customers, professionally sell those solutions, and

shop changes manufacturers, yet their customers continue to buy from them. Why? Their business was built on service and not product.

The Big Picture. Your staff is involved with most jobs from start to finish. They see and understand the big picture, from groundbreaking to closing. They can offer suggestions and solutions for issues that a myopic sub would never get involved with.

Cycle Times. When you provide products installed, it can help reduce a builder's cycle time. Frequently installation will take place at the same time materials are delivered. And when a dealer installs multiple products, one after another, there are less scheduling issues that the builder has to address.

Single Source Solution. Builders frequently save time (money) when they eliminate multiple installers and suppliers. When you become a single source solution, they can spend less time juggling installers and can focus on more important issues.

Credibility and Peace of Mind. You enjoy a credible reputation in the market. Your business is reliable and consistently available during normal work hours. The builder can rest assured knowing that you are properly insured and will be in business for the long haul.

The competition wants your business, so how about building some competitive immunity into your sales strategy?

then properly execute delivery of the service. When builders contract for installation services, they are buying an experience that product alone can't offer. Builders need product, distribution and installation. Guess which one is most problematic?

In my travels around the country, I have met dealers that install many of the products they sell. They move a lot of product by selling this value-added service. In many areas, dealers no longer sell a significant amount of roofing, insulation, siding, windows, framing, and so on because they don't install it. Specialty shops or contractors that install now sell these products. Their products aren't necessarily superior-they're just installed. In fact, many times they sell the same brands. Occasionally the specialty

Communications. Everyone knows that communication problems can lead to lost time and money. The sophistication of your communication system is superior to that of most subcontractors. In the eyes of a builder, being available to field calls or answer questions is a superior service. especially when compared to a voice mail system employed by many subs.

Relationships. Your staff has solid relationships with their customers. Builders trust them. Many builders would rather deal with your salespeople than a subcontractor. Frequently subs are less reliable and hard to locate.

Lumber, building materials and millwork are probably your core products. That's what most pro dealers inventory and that's what they sell. Adding to the value of your core products by providing the builder with installation services can help increase sales. Also, by differentiating yourself, you can relieve some of the pricing pressures your competitors have been putting on you.

- Roy Burleson is director of Builder Solutions for Guardian Building Products, Greer, S.C. Contact him at (248) 760-5791 or royburle son@ bp. guardian.c om.

Sellinu fastenets isn't arurularitU Gontest.

But it hel[s.

Grip-Rite@ is the number one selling brand of fasteners among professional builders. Why? Because Grip-Rite offers high-quality and reliable pedormance at a reasonable price. Plus, Grip-Rite has the broadest fastener assortment available under one brand, in a variety of packaging options to fit any proyect size. And even more good news: Grip-Rite collated fasteners fit every major brand of pneumatic tool on the market. For one-stop shopping, staft with the winner: Grip-Rite.

Call 800-676-7777 for the Grip-Rite dealer nearest you" or to find out how you can become a stocking dealer.

Grip-Rite Fasteners - built better so you can build better.

www.grip-rite.com

Rltltrrns

J.C. Baldridge Lumber Co., Albuquerque, N.M., has agreed to be acquired by Stock Building Supply, Raleigh, N.C.

Parc Lumber, Hillsboro, Or., opened a yard in Klamath Falls, Or., its 23rd location

Dixon Hardware & Lumber, Dixon, Ca., has been sold by Bryan Bock to Tony Tryba ...

Desert Lumber, North Las Vegas, Nv., got the go-ahead to build a 5-acre lumberyard in Pahrump, Nv.

Victor Lumber Co., Spokane, wa., lost a 1,200-sq. ft. building in a June 3 electrical fire ...

H & E Do It Yourself Center closed its Redlands. Ca.. store June 30, reducing the chain to 5 locations ...

Spaeth Lumber & Home Center, Corvallis, Or., is undergoing a $50,000 remodel, includng 6,000+ sq. ft. of covered lumber storage and a new paint department

Lloyd Lumber has moved its commodity distribution yard from a downtown site to a newly constructed four-building, 35,000-sq. ft. complex in north Nampa, Id. ...

Central Home Supply, Santa Cruz, Ca., may be forced to relocate if part of its current leased property is taken over by the city's

FAX us your news!

Have a notice of your recent expansion, promotions or other company changes published in the next issue of The Merchant Magazine. Just Fax your news to 949.852.0231 or email to kdebats @ building-products.com.

h free seNice)

redevelopment agency for a proposed work/live project for local artists

Weed Building Supply, Weed, Ca., has doubled its retail floor space to make room for more consumer products ...

Carlson Hardware. Redlands, Ca.. has closed...

Builders FirstSource. Dallas, Tx., raised $196 million in an Initial Public Offering of stock

Building Materials Holding Corp. subsidiary BMC Construction agreed to buy a 5IVo stake in concrete home foundation builder BBP Cos., Glendale, Az. ...

84 Lumber will open a 34,450sq. ft. store with three storage buildings totalling 30,000 sq. ft. in Meridian,Id., in September ...

Orchard Supply Hardware, San Jose, Ca., opened two new stores May 2l in the Los Angeles, Ca., area; their larger size-51,460 sq. ft. in Citrus Heights and 63,301 sq. ft. store in El Cerrito-provides room to carry major appliances

Lowe's Cos. opened new stores July 29 in East Palmdale, Ca., and Jily 26 in El Centro and South Antioch, Ca.

Lowe's submittted plans to tear down a 125,000-sq. ft. Wal-Mart to build a 138,000-sq. ft. store in Porterville, Ca.; applied to construct a 175,000-sq. ft. unit in Westlake Village, Ca., and expects to open new locations in 4th quarter 2005 in Fountain and North Westminster, Co., and Longview, Wa.

Home Depot opened new stores June 23 in Seaside (Monterey), Ca. (David Alanis, mgr.), and May 26 in Brighton, Co.

Home Depot anticipates rain delays will push to late October

the unveiling of a 106,507-sq. ft. store with 34,646-sq. ft. garden center in Lincoln, Ca., and submitted plans for a 102,083-sq. ft. store with 27,988-sq. ft. outdoor garden center on 18.8 acres in Warrenton, Or., to open by fall 2006 ...

Home Depot got the go-ahead to demolish a Kmart in Newark, Ca., to build a new 106,500-sq. ft. store; submitted an environmental review of its proposal to raze a Kmart to allow for a new store in Crescent City, Ca., and received approval to build a 102,513-sq. ft. store with 34,643-sq. ft. garden center in Ceres, Ca., for a late fall 2005learly 2006 completion

Grainger has relocated its Camarillo, Ca., branch to a new 2,500-sq. ft. showroom in Oxnard, Ca.; Jeff Burns, branch mgr.

lVrotrslr:ns/ illr urlcrunrts

Anfinson Lumber Sales, Fontana, Ca., has opened a branch office in Laveen (Phoenix), Az.; Ray MacDonald, account mgr.

Centralia Sawmill Co., Centralia, Wa., is building a sawmill to open in the spring with an annual capacity of 180 million bd. ft. ...

Hampton Lumber Sales has added engineered wood Products to the inventory at its Modesto, Ca., facility; sales will be handled out of the Portland, Or., office by Wynn Vu and Chris Kilgore

44 Lumber, Encampment, WY., agreed to lease and eventually sell its shuttered sawmill to the Soderberg family, who hope to restart the facility this month with up to 20 employees

Housing starts in May (latest figures) rose slightly to a seasonally adjusted annual rate of 2.009 million ... single family starts

(Please turn to P08e 58)

-'=routo-stok svstems

More ihan a decadt of oufomoticolly end looding lumber, composifes, PVC, vinyl siding, ond other buildinl moleriol products...

There's no substitute for experienee

Let our design teom help you loyout ond merchandise o system toilored fo your needs.

We do it oll:

AUTO-STAK Systems

. Contilever Rock

. Pollet Rock

. Atromes

. Push-Bock

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

furv

Advanced Engineered Wood Composites Center - July 10-14, international conference, Bar Harbor, Me.; (207) 581-2123.

Tacoma Olympia Hoo-Hoo Club - July 15, annual golf tournament, Tacoma, Wa.; (206) 399-0002.

Lumber Association of California & Nevada - July L5'17, 2nd Growth weekend conference, La Quinta Resort & Club, La Quinta, ca.; (800) 266-4344.

Mountain States Lumber & Building Material Dealers Association - July 18, golf tournament, Ranch Golf & Country Club, Westminster, Co.; (303) 793-0859.

Inland Lumber Producers - July 18-19, 22nd annual golftournament, Coeur d'Alene Resort, Coeur d'Alene, Id.; (208) 3846646.

National Retail Hardware Association - July L8'20, annual convention and meeting, Vail Marriot Mountain Resort, Vail, Co.; (317) 290-0338.

Western Red Cedar Lumber Association - July 19-21, annual buyers & sellers conference, Couer d'Alene, Id.; (604) 6840266.

Black Bart Hoo-Hoo Club - Jtrly 22, annual golf & BBQ' Ukiah, Ca.; ('707) 462-3'700

Western Building Material Association - h:Jy 24'26' board & committee meetings, Sun Valley, Id.; (888) 551-9262'

International Woodworking Fair - Jttly 27-29, Las Vegas Convention Center, Las Vegas, Nv.; (770) 246-0608.

Aucusr

National Window & Door Association - Aug. 6-9, summer meeting, Washington, D.C.; (609) 799-4900.

Humboldt Hoo-Hoo Club - Aug. ll, reception, Eureka, Ca.; Aug. 12, Behind the Redwood Curtain golf tournament, Baywood Golf & Country Club, Arcata, Ca.; (1Oi) 446-3521.

Wood Moulding & Millwork Producers Association - Aug. 16-20, summer meeting, Vail, Co.; (530) 661-9591.

Mountain States Lumber & Building Material Dealers Asso' ciation - Aug. 17, golf tournament, Foothills Golf Course, Englewood, Co.; (303) 793-0859.

Wood Truss Council of America - Aug. 17-19, open quarterly meeting, Denver, Co.; (608) 274-4849.

Black Bart Hoo-Hoo Club - Aug. 26, annual trapshoot, Branscombe, Ca.: (707) 462-3700.

Srprrmsrn

National Association of Women in Construction - Sept. 7'10, annual convention, Grapevine, Tx.; (800) 552-3506.

Western Building Material Association - Sept. 1l'14' golf our ing, Bandon, Or.; (888) 551-9262.

National Association of Wholesale-Distributors - Sept. 13-14' large company c.e.o. networking conference, Chicago' Il.; (20D 8'72-088s.

National Hardwood Lumber Association - Sept. 14-17, annual convention, New Orleans, La.; (800) 933-0318.

Door & Hardware Institute - Sept. 15-18, 30th annual conference & expo, St. Louis, Mo.; (703)222-2010.

Jensen Distribution Services - Sept. 16'L8, show, Spokane Convention Center, Spokane, Wa.; (509) 624-1321.

Hoo-Hoo International - Sept. l7-20, annual convention, Portsmouth, N.H. ; (800) 9'7 9-9950.

Garden & Leisure Exhibition and Glee Petindex - Sept. 18' 20, National Exhibition Centre, Birmingham, U.K.; (201) 6590134.

V_ Kitn Dried Douglas Flr Timbers tV Stocking Distributor for Rosboro's

Nu Forest Froducts is a full-line distribution yard that, unlike many, has a wide range of milling equipment that enables us to handle all your specialized needs. We take particular pride in the fact that our highly skilled millmen can grind the knives and run any pattern that your customers mlght require.

Custom Sanding . Custom Primin$

Corbels & Knee Braces

. Dou8[as Fir Timbers #l & Btrr0(p6 FoHc

. Sel Stnrct DF KD S4S

.C&BtTDFKDRGH&S4S

. Redwood III)

. Redwood Grn

r Western Red Cedar

. Plne

o Douglas Elr Dimenslon Grn

o Treated Timbers, Dimenslon & Plpvood

r Hem-Flr - Sel Str S4S & Fascia

Western Building Material Association's Bandon Dunes Golf Outing is set for Sept. I l-14.

Golfers will use all three of the Bandon, Or., courses-Bandon Dunes on Monday, Pacific Dunes Tuesday, and Bandon Trails Wednesday. A din-

ner meeting with District 18 members is also planned.

WBMA's 2005 Northern California mill tour is scheduled for Oct. 8-13. The tour will begin in San Francisco and makes stops at Simpson Timber Co., Sierra-Pacific Industries, and

With Rosboro Treated Glulam

As the leading producer of glulam products in the U.S., Rosboro has once again responded to customer demand and is now offerine a 24F

1.8E Treated Glulam.

A Product You Know and Understand

Rosboro Treated Glulam is a 24F glulam beam made from Southern Pine and treated to resist rot and decay. Installation is easy because the beam is straight, has no top 0r bottom, and is manufactured to match standard framine widths.

Treated with Permapost K-8

K-8 is an industrial wood preservative and water-repellent treatment containing solubized copper-8-quinolinolate, providing chemical resistance to insects, decay, mold, mildew and bacterial growths. It is a clean, non-swelling, non-leaching, and non-conosive treatment.

Easy and Safe to Work With

Treated Glulam not only resists rot and decay,

but with simple precautions is easy to work with. K-8 is low in toxicity to humans and is the only wood preservative approved by the FDA as registered by the EPA for treatment of rvood products that come in contact with foodstuffs.

Recommended Applications

Treated Glulam is recommended for uses such as decks, porches, trellises and balconies where the member may be directly exposed to the elements but won't reach the equilibrium moisture content level of l67o (the threshold for weruse).

Available in Common Sizes

Lengths: 48 feet

Widths: 3 ll2" and57I16"

Depths:9 ll2r,ll718',14", 16" and 18"

Bosboro

When

You Need lt To Last

Collins Pine Co.

The association's Educational Link Foundation recently awarded four $ I ,000 scholarshipsto Esther Guisinger, Canby Builders Supply, Canby, Or.; Kelee Judd, J.J. Building Supplies, Moscow, Id.; Kimberly Kerr, Kerr Ace Hardware, Brookings, Or., and John Whitman, Thomas Building Center, Sequim, Wa.

Mountain States Lumber & Building Materials Dealers Association will co-host a charity golf tournament with Hutchison Lumber Aug. 17 at Foothills Golf Course, Englewood, Co. Proceeds will benefit My House, a refuge for breast cancer patients.

MSLBMDA has enlisted Lumbermants Association of Texas and Louisiana to co-sponsor its annual fall conference Oct. 5-8 at the historic Hotel Santa Fe, Santa Fe, N.M.

On the agenda are a keynote speech by former NASA test pilot Jerry Brown, roundtable sessions with dealers from more than seven states, and networking lunches and dinners.

The International Balloon Festival is held all week in nearby Albuquerque, N.M., and spouses can sign up for the Santa Fe School of Cooking.

Lumber Association of California & Nevada has enlisted Steve LeFever to address "Seven Steps to Fiscal Fitness" during its annual convention Nov. 3-5 at the Peppermill Hotel Casino, Reno, Nv.

Themed "Unmask Your Potential with LACN.' the event will also feature National Lumber & Building Material Dealers Association chairman Kevin Hancock, Hancock Lumber, Casco, Me., challenging members to unleash their potential by making a leap from good results to great results and sustaining that level of success.

Western Wood Products Association is planning an inaugural annual meeting for its Lumber Pioneers group, to take place this fall in

(Please turn to page 75)

Produced Under an ALSG* -fccredited Third-Party Inspection lrogram.

ALSC Third-Party lnspection Programs:

Gonfirm that the preservative retention and penetration in the wood is in compliance with AWPA standards and/or Building Code specifications. Without third-party inspection, treated wood may not comply with applicable building codes.

Ensure that the preservative used is EPA approved.

Without certification of third-party inspection, wood may not have been treated in compliance with federal law.

. Are a requirement of most treatedwood warranties.

Without third-party inspection, most treated wood warranties are null and void.

. Gertify that treated wood will provide long-term pedormance.

Without third-party inspection, retailers and consumers may not be getting what they paid for.

lf your treated-wood supplier does not participate in an AlsG-accredited program, you should be asking them WHY?

sensible ronmenlolist

By Dr. Patrick Moore

improve. Despite the fact that the paper recovery rate has grown steadily since 1990, the U.S. EPA says the item most often found in landfills is still-you guessed it-paper. Office paper in particular offers a huge potential increase. The same is true of paperboard packaging such as drink containers and cereal boxes.

Dear Dr. Moore:

How much of the paper used in the U.S. is recycled?

According to the American Forest and Paper Association, the paper recovery rate hit an all-time high of 50.37o in 2003, which averages 339 lbs. for each man, woman and child in the U.S.

More paper is recovered than all glass, metal and other materials combined-but it still isn't enough. The industry has set itself a goal of increasing the waste recovery rate to 557o by 2012, which translates into an extra 12.5 million tons of paper collected each year.

From an environmental perspective, this is great news. Among other things, recycling extends the life of our forest resources, diverts waste from landfill sites and incinerators, and reduces energy consumptionwhich lowers greenhouse gas emissions and helps fight global warming.

It also makes economic sense. There are more than 56,000 recycling and re-use facilities nationwide. The industry employs more than a million people and tends to pay higher than average salaries.

Some paper products can't be recycled, such as soiled pizza boxes. But we're still only recycling half of what we use, so there's clearly room to

The U.S. EPA and the paper industry have teamed up to educate and encourage more towns and cities to recycle, and they're also working to increase the recovery rate in offices and schools. Ultimately though, it's up to each and every one of us to recycle that stray piece of junk mail or empty paper towel roll.

We can take pride in the fact that, over the last 15 years, we've made recycling part of our culture-and it's had an impact. We can also do more. Let's help the recycling industry to meet its 55Vo goal, because it makes sense.

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

We provide all lumber and . sidi

r pressure-treated needs, including: shakes shingles laminated beams

DURAWOOD

Pressure.Treated Dou glas. Fir Deehng IrmberS

84 Lumber Returns To Utah

84 Lumber Co. has purchased 20 acres in West Jordan, Ut., to build its first store in the state in more than a decade.

The location will open later this year or early next year.

Until the early 1990s, the chain had a lumberyard in Utah County. It closed after management decided to refocus on the professional builder, rather than individual consumers.

Mill Opens In Hawaii Forest

A new timber company has been formed that will reduce fire hazards in Hawaii's Polipoli Springs State Recreational Area and the Kula Forest Reserve.

President Skip Keathley and partners Robbie von Tempsky and Jimmy Milliken have opened South Pacific Lumber Co.. Kula. Hi.

The new timber company contracted to pay for trees cut down because they were growing too close to cabins and might injure park visitors. But if they were left on the ground, the trees could become a fire hazard. "It doesn't have to sit there and be a problem," said Glenn Shishido, Maui forestry manager for the state

Department of Land and Natural Resources.

The trees are milled onsite, because it is difficult and time-consuming to haul the trees down a winding, lO-mile access road. Instead of being turned into easily transported wood chips, the timber is milled into lumber suitable for local house framing or furniture making.

"This benefits both parties. It's a win-win situation." said Shishido.

Pnlco Wins One, Loses One

A Humboldt County judge dismissed a controversial lawsuit against Pacific Lumber Co., Scotia, Ca., ruling that the company's conduct during the logging permit process was protected from civil action.

The lawsuit, filed in 2002, alleged that PALCo submittted false landslide data in the hopes of logging inaccessible trees on instable slopes in the Headwaters Forest. The company later corrected the landslide data. but submitted it to the wrong agency.

In a related case, the California state water resources board has upheld its order that PALCo halt logging in the Freshwater Creek and Elk River watersheds (see Mav, p. 32).

The board also ruled that the North Coast Regional Water Board acted improperly in approving eight timber harvest plans submitted by Palco in November 2OO4 and March 2005.

The long-running dispute over logging of the watersheds has already caused the layoff of 75 P,qlco workers and shutdown of its Fortuna, Ca., sawmill. When asked how the latest ruling will affect the possibility of debt restructuring or bankruptcy, company leaders said they needed "to get our heads together."

Grand Floor Joins Depot

Grand Floor Designs, Roseville, Ca., has been acquired by Home Depot as part of its Builder Solutions supply division.

Builder Solutions, which operates under the name Creative Touch Interiors, sells flooring, countertops, window coverings and design services to most of the largest homebuilders in rhe u.s.

Grand Floor Designs co-founders Jeff Anderson and Greg Grant will stay on as regional vice presidents. The firm's 480 employees are also expected to remain.

Osmose

New copper-based presewative

. Meets major model building code requirements

lifetime Residentia] and Agricultural Limited Wanantf*

. Ideal for playsets, decla, fences and many other outdoor projects

Commercially used throughout Europe, Asia, and the United States for over 1 I years

Osmose FirePRO - The most advanced fire protection system available for wood. \We manufacture and stock a complete line of common use items including dimension h,rmber, ply.wood and timbers. Treating selice only (TSO) is also available.

Osmose pressure treated CCA -'We manufacture and stock a limited inventory of Osmose CCA treated pll.wood and large timbers for commercial and industrial applications. Call us to discuss your needs.

Adoance Guard Pressure Treated Wood Products - are pressrlre treated with l>orates, a preservative that is safe* for people and pets but deadly to termites, many other wooddestroying insects and fungal clecay. Aclvance Guarcl proclucts are for use in above grottnd, weather protected structural framing and sheathing in residential and commercial pr<>jects.

No quontily is too big or too smoll! We con do multiple lruckloods or iust o few pieces, wholever your needs moy be. Don'l cdrry more inventory lhon you need! Rely on us to be your #l supplier for NatureWoo{, CCA ond fire retordont Eeoted wood!

Our people ore some of the mostexperienced in the industry. We ore prepored to respond

quickly ond courteously with honesty ond integrity.

Hrrr

--.r;..;l''

##f*- '-' "- T_shed shown with Engineered Wood Products

Fremont Forest Acquired

Fremont Forest Group Corp., Whittier, Ca., has been purchased by E.L.P. Transportation Inc., owned by Erica and Dennis Parker.

Fremont's dock facility at Berth T122 at the Port of Long Beach reportedly is Southern California's "last break bulk barge/ship facility specializing in handling lumber and plywood."

Later this year, Fremont plans to reopen its wholesale sales division at its Whittier corporate offices as well as open a new branch in the Inland Empire.

Fremont had been previously owned by Marubeni of America Corp. and Marubeni of Japan.

Allweather Wood Goes ESOP

Allweather Wood, Washougal, Wa., has formed an Employee Stock Ownership Plan and become an employee-owned company.

Under the ESOP, 170 employees will become shareholders of Allweather Wood.

Allweather had been a privately held enterprise since 1988 under the ownership of Thomas G. Babler and Alan Wade. It has since grown from a

single manufacturing location to four manufacturing sites and an additional distribution facility, becoming one of the West's largest pressure treaters with annual sales exceeding $100 million.

"Our ESOP gives our employees a real ownership stake in the business," said Wade. "This is an additional fringe benefit for them, and an opportunity for Tom and I to share the success of Allweather with the people who have been critical to its success."

Unlike selling to an outside buyer, the ESOP will retain the current management team and structure. "This was the team that has guided us successfully to this point, and the ESOP enables us to have an ownership transition strategy that will continue seamlessly in our day-to-day business," Wade added.

Logging Needed In Sierras

Logging should be increased in California's Stanislaus National Forest, according to a U.S. Forest Service report ordered by Congress.

The study was conducted by a nine-member team of Forest Service specialists and managers who reviewed the forest's operations and

interviewed community leaders. The consensus was that 20 to 50 million bd. ft. could be cut per year in Stanislaus, instead of the 10 million bd. ft. cut during the last two years.

"The conclusion is what a lot of us expected," said Congressman George Radanovich, whose district includes Stanislaus. "The harvest yields are just too low. For the basic health of the forest. we need more timber harvesting."

Unhappy sawmill owners in Tuolomne County had urged Radanovich to take action. Earlier this year, 7 5 employees at Sierra-Pacific Industries' Chinese Camp and Standard mills were laid off when the company ran out of logs.

"The Stanislaus does a lot of things very well," said Matt Mathes, spokesman for the Forest Service's Pacific Southwest region, "but they need to beef up fuel reduction and timber harvest management."

The Forest Service had planned to increase timber sales in Stanislaus to 2l million bd. ft. next year. The agency recommends that a third-party assessment be commissioned before any further changes are made.

Owens & Hurst Mills lts Last Log

After a potential last-minute buyer backed out, Owens & Hurst Lumber Co., Eureka, Mt., processed its final log June 6, then employees gathered for a "last supper."

In May, co-owner Jim Hurst revealed that a hardwood manufacturer based in Kentucky was considering purchasing the mill to process wood products for Japanese markets (see May, p. 34). He said that the buyers were deterred by the cost of transporting logs from Kentucky and Indiana to Montana, and "their markets in Japan did not seem as solid as they hoped."

The mill's closure was blamed on the lack of a dependable lumber sup-

Production Up ln Montana

Both lumber production and prices in Montana increased in the first quarter of 2005, but the recent closure of Owens & Hurst Lumber in Eureka will likely depress figures for the rest ofthe year.

According to a new study bY the Universitv of Montana's Bureau of

ply from the nearby Kootenai National Forest. In recent years, the mill had been forced to rely on burned timber trucked from Alberta, Canada, but even that source had dried uP.

Most of the mill's 90 emPloYees were laid off, although a few will work at the mill's planer until the equipment is auctioned in mid-August. Some have gotten jobs at Stoltze Land & Lumber and Plum Creek in Columbia Falls, Mt. The rest are eligible for job retraining and relocation money, although Hurst wonders how many will leave Eureka.

"This little neck of the woods kind of grows on you after you live here a

while," said Hurst. "There are a lot of people who don't want to leave."

Weyco Appealing Alder Ruling

An antitrust judgment of nearly $80 million was upheld by a federal appeals court against Weyerhaeuser Co. for allegedly trying to monopolize the market for alder, the Northwest's leading hardwood.

Weyerhaueser will appeal the decision, saying that "it remains our position that our conduct has been lawful and fully consistent with the standards set by the U.S. Supreme Court."

Business and Economic Research, production rcse 4Vo, from 243 million to 252 million bd. ft. from January to March. During the same period, prices for wood products increased between lA-2OVo when compared to prices late last year.

Employment also increased about | 7o. to 3.7 32 workers.

The judgment affirmed a 2003 verdict that found Weyerhaeuser artificially increased prices to drive companies including Ross-Simmons Hardwood Lumber Co., Longview, Wa., out of business. According to the ruling, rising prices for logs and declining prices for its lumber caused RossSimmons to suffer nearly $4.5 million in losses and close its doors in 2001.

"This is a major precedent that reverberates throughout more than just the alder markct," said Mike Haglund, who presented Ross-Simmons. "The court makes it very clear here you cannot deliberately push log prices up to eliminate your rivals."

Seruice

Bes he We$t o

Fire R

$tocking llistributors

ARIZONA

Boise (Phoenix) E00.289.9663

Cooley torest Produds (Phoenix) 800.223.51l4

londmork Products (Phoenix) 800.647.67 47

CATIFORNIA

Abel Building Moteriols (Stockron) 800.848.5545

Boire (Riverside) 800.648.91 l 6

londmork Prcduds (Roncho Cucomon go) 800.647 .67 47

Redwood Empire (Morgon Hill) 800.800.5609

Redwood [mpire (Iemeculo) 800.743.6991

IDAHO

Boise (Boise) 800.635.6854

MONTANA

Boise (Billinss) 800.548.7020

OREGON [umber Producls (Tuolotin) 800.926.7103

Coos Heod Foresf Products (Coos Boy) 800.872.3388

UTAH

Boise (Solt Loke City) 800.562.2443

WASHINGTON

Boise (Woodinville) 800.391.3887

Boise (Spokone) 800.541.0529

Boise (Voncouver/Yokimo) 800.621.8896

Paul Nobmann. ex-United Pacific Forest Products, is the new chief operating officer at D.R. Johnson Lumber, Riddle, Or. Joe Belknap is now sales mgr.

Joe Lawrence has been promoted to president at Dixieline Lumber, San Diego, Ca., succeeding Bill Cowling II, now chairman. Hamid Daudani retired July I as v.p. and c.f.o. after l3 years with the chain. Don Polich is now c.f.o.; Steve Solomon, v.p.-human resources, and Bill Shadden, v.p.-marketing.

J.R. Rightnowar, ex-Capital Lumber, is now handling sales in Arizona for California Cascade Industries, Phoenix, Az.

Kierson Ockey has joined Stock Building Supply, Denver, Co., as district HR mgr., responsible for stores in Idaho and Colorado.

Victor Vandenberg has been promoted to director of sales for the building products division of Building Materials Distributors, Galt, Ca.

Darin P. Hildreth, ex-Stock Building Supply, has joined Lumbermens, Olympia, Wa., as v.p. of marketing.

Mark Bechel, ex-Georgia Pacific, is now c.f.o. at Keith Brown Building Materials, Salem, Or.

Terry Smith, Coastal Lumber, Weldon, N.C., is now handling sales in Southern California.

Reginald Beach has retired after five years in sales at Sierra Pacific Windows, Albuquerque, N.M.

Stephen Walsh, ex-American Wood, is new to Sunset Forest Products, Beaverton. Or.

Kerry Jones has been promoted to sales mgr. for Capital Lumber Co., Salt Lake City, Ut. New account mgrs. include: Brandy Moline, Salt Lake City; Steve Godowski, ex-Universal Forest Products. in Denver, Co., and Lisa Gibson, exDovco/Tarkett, in Healdsburg, Ca.

Joe Frietas is the new mgr. of Yancey Lumber, Patterson, Ca.

Marcia Watterson is now operations controller at Power Building System, Riverside, Ca., a division of Anthony Forest Products, El Dorado, Ar.

Budd Miller, ex-Hampton Lumber Sales, is the new sales mgr. for Bow Hill Mill, Bow, Wa.

Lyle Heidemann, ex-Sears, has been named president and c.e.o. for True Value Co., Chicago,Il.

John Simonelli has been promoted to Western regional v.p. and John Yonkin Southwest regional v.p. for ABC Supply Co. Keith Rozolis is now senior v.p. of strategic marketing & planning.

Jon Thomas has joined The Beck Group, Portland, Or.

Mike Friesen. ex-Weldwood and West Fraser, was named v.P.-sales & marketing for Teal-Jones Group, Surrey, B.C.

Kurt M. Lundgraf has been elected director to the board of directors of Louisiana-Pacific Corp.

Ronald L. Rudy has been named c.e.o. of International Aluminum Corp., Monterey Park, Ca., rePlacing founder C.C. Vanderstar, who continues as chairman.

Sandy McDade has been promoted to senior v.p.-industrial wood products and international business groups for Weyerhaueser Co., Federal Way, Wa. Craig Neeser is the new senior v.p.-Canada. Lois Nadolny, unit manager for Weyerhaeuser's Bauman Sawmill, Lebanon, Or., is now managing the Lebanon lumber and machine shoP operations. At Lebanon Lumber, she replaces Keith Caldera, who will temporarily oversee a log yard project before leaving Weyco to travel with his family.

Bill Kushlick has been named president & chief operating officer of Taiga Forest Products, BurnabY, B.C.

Scott Wilson has been named chief financial officer and v.p.-finance for Canfor Corp., Vancouver, B.C.

Stan Gamlin, ex-Interfor, and Jim Bond, ex-North Santiam. are new to Lumber Plus, Abbotsford, B.C.

Steve Swanson, president, Swanson Group, Glendale, Or., was named chairman of the Coalition for Fair Lumber Imports. He succeeds Rusty Wood, Tolleson Lumber, who resigned after six years.

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

Wes Havard was promoted to comPonent & finish plant mgr. for Canyon Creek Cabinet, Monroe, Wa.

Stephen Norris, Temecula, Ca., was promoted to zone v.p. for Klein Tools. Keith Bovee, Denver, Co., is now business development mgr.

Pryce Goudge has replaced Goode Vallew on the trading staff of Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

(Please turn to Page 38)

At Swanson Group, we plant more than a million seedlings a year. By nurturing and renewing our fores[s, we make sure our customers have a ready supply of framing lumber, studs and pllvood.

We also take pride in exceeding the requirements of the Oregon Forest Practices Act, which is the most stringent state forestry code in the country.

We're growing nature's building material. And, we will be for generations to come.

Ask your supplier about Swanson products. Sumr*i

Lumber: (54r) 832.1222 (541) 832.1642 (541) 832.1241

Plywood: (541) 832.1175 (5'+l) 832.1251

Studs: (541) 832.]145 (541) 832.1194

www.swansongrouprnc. com

Royal Crown Grows West

Royal Crown Ltd., manufacturer of vinyl fence, deck and rail products, is expanding its Sparks, Nv., and Milford, In., manufacturing plants as part of a $12.2 expansion of its fence, deck and rail capabilities in the U.S.

The updated technology and increased manufacturing space will allow Woodbridge, Ont.-based Royal Crown to better service its West Coast customer base. "We want to be where our customers are and serve them as best as we can with our innovative vinyl fence, deck, rail and column systems. This expansion will allow us to do just that," said Royal Crown president Denny Yoder.

The expansion includes four new extrusion lines in Sparks and four high-speed production lines and tooling in Milford. The project is expected to be completed in the fall.

OSHA Puts LBM Safety Online

Employees in the lumber and building material dealer industry will benefit from a new Web page introduced by the Occupational Safety & Health Administration. The page stems from an alliance between OSHA and the National Lumber & Building Material Dealers Association.

"This new page is an important tool for creating both a safe and productive workplace for thousands of workers throughout the industry," said acting assistant secretary of labor for OSHA Jonathan L. Snare. "It is a classic example of how our Alliance program can leverage resources to improve worker safety and health."

OSHA's new Safety & Health Topics page features information about OSHA standards for and the hazards present in the LBM dealer industry. It also provides detailed information and links to related OSHA enforcement poli-

cies, such as directives and interpretation letters; various electronic assistance tools, and training courses related to the industry.

Workers and employers can access information to develop and implement comprehensive safety and health programs and link to sites that identify hazards common to LBM dealers and possible solutions.

For more information. visit www.osha.gov.

Personals

( Continued .from page 36 )

Tom Green, v.p.-pneumatic products, PrimeSource Building Products, has been elected chairman of the International Staple, Nail & Tool Association. Chris Miller, president & c.e.o., Master Fasteners International LLC, Vernon, Ca., is a new v.p.

Kim Janousek, co-owner, B&C True Value Home Center, Grass Valley, Ca., was appointed to the California Association of Business, Property & Resource Owners board of directors.

John Patricia, owner, Ace Hardware & Nursery, Payson, Az., was elected to the board of Ace Hardware Corp. Jeff Schulein, c.e.o., Crown Hardware, Inc., Huntington Beach. Ca.. was re-elected as a director.

John F. Ferguson, sales mgr., Grant Western Lumber Co., John Day, Or., last month marked his 30th anniversary in the timber industry.

Paul Hylbert, president and c.e.o., Lanoga Corp., Redmond, Wa., was honored by the Hardware/Home Improvement Industry for City of Hope at the annual Spirit of Life Award dinner in Las Vegas, Nv.

A Tradition of Quality StimPrd" Fingerioin Studs and Dimension Lumber

Sfirnson fingerjointed StimProrM studs provide top performance and have an excellent reputation with contractors, remodelers and do-ityourselfers.

StimProrM fingerjointed framing lumber and studs meet or exceed industry specifications. Downfall is also minimized with Stimson fingerjoint studs. Fingerjointed dimension lumber and studs carry the same design values as their solid lumber counterparts, rnaking them 100% interchangeable.

Product Description

r StimProrM fingerjoints run across the face of the stud, better aligning the edges and minimizing offset.

o Fingerjoint adhesive is 100% exterior glue.

o Precision end triming is available up to 14 ft.

o Double end trimming is available up to 40 ft".

o All edges are 1/4-inch eased.

o StimProTM fingerjointed lumber has certfied exterior joints, stamped "CERT EXT JNTS".

Species

All kiln dried 19% or less.

r Fir Larch

o Spruce, Pine, Fir (SPF-s)

o Whitewood

Sizes

o Lengths up to 40 ft.

Grades

o Stud

o No. 2 and Better

o lndustrial Crades

Code Acceptances

Fingerjointed studs are accepted by the International Building Code as well as the Model Building Codes (UBC, BOCA, Southern Standard) which are in effect in some jurisdictions.

Quality Control

Stimson fingerjoints are continually tested to insure the bond is sound and meet eKerior standards. lndividual pieces are then systematically selected for load testing to assure bending and tension forces meet or exceed those for the same grade in conventional framing. Each piece is \IVWPA grade marked as "Certified Exterior Joints" for both vertical and horizontal applications, while improving stability.

Lowe's Entering Canada

Lowe's plans to open its first stores in Canada by 2001.

"Canada is a unique market, and we believe the Lowe's shopping experience will be attractive for Canadian homeowners and commercial customers," said president and c.e.o. Robert A. Niblock.

The chain's initial plan is to open six to l0 stores and hire about 1,700 employees in the Toronto area. Longrange plans include opening as many as 100 Lowe's stores in Canada. as opportunities for expansion arise.

Doug Robinson has been named president of Canadian operations. Later this year, the company will open an office in Toronto where Robinson and his team will be headquartered.

Ace Expanding On The Coast

Seattle, Wa., San Diego, and Orange County, Ca., are among the eight top markets Ace Hardware Corp. is looking at to increase its presence.

Up until recently, Ace had focused on growth by convincing stores to switch over from competing co-ops. According to John Venhuizen, direc-

tor of new business development: "In the last six years, we converted 765 of our competitors, and that strategy was so successful that we were running out of options."

The strategy is now to open new locations. Ace opened 133 new stores in 20O4 and anticipates 180 openings this year. In January, the co-op created a 16-member team to look for new sites and new investors.

"When we look at where we want to place a store," Venhuizen explained, "we want to go where the big boxes already are. We always like to intercept locations between homes and the big boxes."

Other markets Ace is eyeing include Indianapolis, In.; Cincinnati, Oh.; Philadelphia, Pa.; Baltimore, Md., and Houston, Tx.

Ace currently has over 5,100 stores in more than 62 countries.

Harvest Up In Oregon

The timber harvest in Oregon rose by almost a half billion bd. ft. in 2004, according to the annual timber harvest report compiled by the Oregon Department of Foresty.

A strong housing market and favorable interest rates helped push

the 2004 harvest to 4.45 billion bd. ft., compared to 4 billion in 2003. Additional logging by private forestland owners fueled much of the increase. Lane and Douglas counties ranked first and second in timber production.

Logging by the U.S. Forest Service increased by 66Vo, from 203 million bd. ft. in 2003 to 337 million bd. ft. in 2004. Harvesting in Oregon's national forests focuses on improving forest health and reducing wildfire damage.

Knives Stolen In Forks

Knives and l6 handguns were stolen during an early morning burgulary on June 14 at Forks True Value Lumber and Hardware, Fork, Wa. Seattle, Wa.-based agents from the U.S. Bureau of Alcohol, Tobacco, Firearms and Explosives are working with local police on the investigation. So far, no suspects have been named, but a "person of interest" has been named and is being sought for questioning.

The guns ranged from .22-caliber pistols to 9mm handguns and were valued at $3,000, said store owner Bob Stark. No information was siven for the knives.

GeoDeck-Not You r Normal

Albuquerque, NM

505t871-8150

Fax 5051877 1916

Billings, MT

406/652-3250

Fax 406/656-9969

Boise, lD

208t384-7700

Fax 2081345-1511

Denver, CO

303/289-3211

Fax 303/288-0476

Boise Distribution

Grand Junction, CO 9701244-8301

Fax 9101244-8316

ldaho Falls, lD

208/522-6564

Fax 208/524-0308

Phoenix, AZ

602t269-6145

Fax 6021212-6484

Locations Riverside, CA 9s 1 /343-3000

Fax 9511352-0652

Salt Lake City, UT 801t913 3943

FaxBO1l972 1931

Spokane, WA 509t928-7650

Fax 5091922 0599

Vancouver, WA 360i693 00s7

Fax 360/693 1049

Woodinville, WA 425t486-1477

Fax 4251402 1291

Yakima, WA

509/453-0305

Fax 5091453-5629

By John Patrick Dolan

IXJOULDN'T it be great if every Y Y client asreed to all the terms of a sale, no qriestions asked and no negotiation required? Every salesperson knows that negotiating a sale is never that easy. And while negotiation is one of the most commonly

practiced functions of communication. it is often the least understood. Because most people don't understand the dynamics of negotiation. they may get nervous or apprehensive about the process. Even professional salespeople get sweaty palms and

anxious stomachs before sitting down at the bargaining table. The trouble resides in the myths associated with negotiation. You can make the inevitable sales process more productive when you understand and overcome the fbllowing seven myths of negotiation:

Myth #1 - To be a successful negotiator, you must be an SOB.

Mythbuster - This statement is completely false. In fact, most people become SOBs in sales situations because they are poor negotiators and must resort to ruthlessness to get what they want. In reality, effective negotiation has a great deal to do with the attitude you bring to the table. If you approach negotiation as a win-or-lose battle, then that's exactly what you'll get: a battle. You'll struggle against the other party, waste time and energy defending positions, and resort to sneaking things past your counterparts.

Then when it's all said and done. you'll probably come away with less than if you'd have treated the negotiation as an opportunity for everyone

(Please turn to page 46)

trlyths 0f llegotiation

(Continued from page 42 ) involved to profit.

Myth #2 - Negotiating is synonymous with fighting.

Mythbuster - Fights generally break out when people can't negotiate effectively. When you understand effective negotiation, you can actually head off misunderstandings and conflicts that may arise in the process.

You'll know how to settle issues with customers without fighting. And in many cases, you'll be able to mediate conflicts, misunderstandings, and stalemates between other people and groups.

Myth #3 - Negotiating is a talent reserved for shrewd businesspeople, experienced diplomats, and precocious children.

Mythbuster - Anyone can learn to negotiate effectively, without being a genius or manipulative. Most salespeople don't consider themselves negotiators, and certainly not professional negotiators. Many equate professional negotiators with hard-charg-

ing corporate raiders launching takeovers on other businesses, diplomats meeting to discuss the fates of nations, or lawyers settling milliondollar lawsuits.

But each and every person on the planet is a negotiator, many times without realizing it. When you take time to learn the art of effective negotiation, you actually can get more of what you want. You can forge better and more productive relationships with your clients and all the people around you in other areas of life.

Myth #4 - When you sit down at the bargaining table, you must abandon all ethics to get what you want.

Mythbuster - Getting what you want doesn't mean stealing it from others. By understanding negotiation. you can prevent being conned into things you don't want to do or getting less than you deserve.

Consider negotiating for a new sales position. The terms you agree on with the new employer will obviously affect your time with that particular company, and also your time with future employers. The compensation

package from one company will set the pattern for the level of income you can command when negotiating with other companies. It's not unusual for the difference in two people's earnings to be more affected by their individual negotiating abilities than their experience or talents.

Myth #5 - You must have the upper hand to negotiate effectively.

Mythbuster - If you think that negotiation involves one group trying to beat the other out of a good deal, then you have an inaccurate perception of the process. Actually, the weaker your position, the better your negotiating skills must be, because you can save a huge amount of money. For example, suppose you're negotiating the price of a new computer system for your company. The person selling the system knows your current system is outdated and that you must make a purchase immediately to stay competitive. If you can bring the price down $15,000 from what the seller asks, you'll save much more than the upfront cost. By the time you add interest on a five-year

(Please turn to page 48)

This unique and innovative railing system allows you to simply place the 6" wide glass panel into the pre-engineered rail slots. Seven rail slots, seven glass panels. lt's that easy.

Dealer Recycles New Home

A company that recycles building materials will be recycling an old building in Roseburg, Or., for its new retail location.

Heartwood ReSources dismantles buildings to salvage usable building materials and sells them-along with donated materials-to the public.

When the rent got too high on its old location, ReSources moved in early July into the old Bargain Lumber, which closed in January. The company is now working on taking apart Bargain Lumber's old structure and build a new, larger warehouse.

"We're going to sit down and design a building that's going to work for our needs," said Mickey Beach.

MWhs 0f l'legotiation

( Continued /rom page 46 )

financing plan, you'11 have quite a savings that's well worth the negotiating effort.

Mytfr #6 - Negotiating is a time time-wasting activity that only clogs the wheels of progress.

Mythbuster - When done right,

negotiating is an enormous timesaver because it makes everyone work together to find solutions. Rather than struggling through a one-sided sale, it is much easier when both parties understand how to negotiate and actively participate in the process to produce the best results possible for everyone. Plus, enlisting others can help fulfill your plans and dreams.

Myth #7 - Negotiating is always a formal process with clearly defined parameters and procedures.

Mythbuster - Negotiating is the sum and substance of all human give and take. That's right: negotiation actually takes many different forms that you may not normally consider. For example, if you and your spouse are deciding who's going to prepare dinner and who's going to clean up the dirty dishes, you're negotiating. Or maybe you're haggling the price of an item at a garage sale with the seller; this is also negotiating.

Chances are you negotiate much more frequently than you think. In fact, any time you're making a deal or working out any kind of agreement with anyone, then you're negotiating. And if you're conducting these daily

negotiations effectively, you'll reach an agreement that satisfies both parties. You can actually improve your professionalism in dealing with all types of people by applying some of the negotiation skills you practice without realizing it.

Busting the Myths of Negotiation

Human beings negotiate constantly, so it's vital to get beyond the negative thoughts that cause us to ask for less than we deserve. And the art of negotiation requires more than just trading off with others to get the things you want. Negotiating is a process of understanding people and discovering ways you can work together to produce positive results for everyone involved.

When you understand the myths surrounding the negotiation process, then overcome these fallacies, you will reap greater benefits from your sales profession. Most important. you'll come away from every sale completely satisfied for yourself and confident that the other partv feels a similar satisfaction.

- John Patrick Dolan is a speaker and author oJNegotiate Like thePros. He can be reached at (888) 930-2620.

Financial Planning Foul-Ups

By John R. McAlister, CFS Southmark Consultins, LLC/FSC Securities Corp.

EI'AVE you developed an exit llstrategy for your business?

While I was in college, I witnessed the failure of a close friend's lucrative family business due to the sudden death of the owner. The wife was devastated. She knew very little about the operation of the business. The will was old and out of date. There were no agreements in place for the succession of the business. Other companies began hiring away the best employees. The bank called in a loan that

took most of the insurance proceeds. The business was sold within a year for much less than its true value.

Since sawmills and independent lumberyards are often owned by families, with ownership spanning several generations, they more easily fall prey to the most common mistakes.

Moto*r 1

Know exactly what you signed at the bank

Ever wonder why bankers go to so

many funerals? I did too until I asked a neighbor of mine who was the senior v.p. of commercial lending when I had my own cleaning company in college. He said that besides showing grief for the situation he wanted to see who all the "players" were at the company and to get a feel for what the bank needed to do next.

Every creditor agreement you sign has a fine print clause stating that "if (Pleasa turn to page 53)

Wr hr|p n * nl* r tr**s

ii: lrt ]rr irilt:li 1; tiihtl'f cjr0;"! t;tq ti ilatLrra Frorrr raising plantation pine trees lo proclucing high qLrality bLrilding products, we deliver real value directly to your rvarehouse Fingerjoint and M D[: mouldinqs. Solid Pine and French c]oors. 0SB ard IV DF parrels.

:.' ,. .: : ... ;" We've r-nerged with Terranova to expand our proclLtction capacity and product nrix. As one company, lVlasisa will provicle even nTore value and better service to oLrr custonrers. As we grow, so does our conrmitment lo environnrental, social and frnancial excellence. ll4asisa... a conrpJny yol can depencl on.

TO learn r-trore about li/l :ci<,::nd nrr rrrndrrrtq visit www.rnasisa-usa.cont.

Financial Planning Foul-Ups

(Continued from page 50)

there is any material change in ownership of the company while the loan remains outstanding, then the bank has a right to call in any or all of the note." And, in some cases, the bank has a say in who actually can own the shares of the stock and or run the business.

Mrsrmr 2

Subthapter S disqualif ication

Many a successful business owner has yet to address the stock restriction clause as to the transfer of stock to another entity (a trust, a person, or another corporation) that is not a qualified S corporation shareholder. If this happens, it will terminate the S election and revert back to a C (regular) corporation status.

If the stock is passed to heirs in a trust that doesn't contain the strict language and requirements for "holding S

corporation stock," this too can terminate the S election.

If there are family members who are not "working in the business" and draw a salary (actually defined as S distributions). this could be a devastating tax blow to the shareholders and be reclassified as a dividend. For example, since large stockholders of General Motors who do not actually work there are prohibited from drawing a salary, their compensation would be a dividend. I can't begin to tell you the number of family-owned C corporations I see where shareholders who work at another company receive a salary from the family enterprise because they are shareholders-and feel that it is their birthright!

Moto*= 3 Buy/sell agreemenl not annually reyiewed This mistake could prove fatal to the surviving shareholders. If there is

not a mechanism to properly value the enterprise on a before-mentioned formula on a regular basis, then the deceased owner's family member could challenge the value of the business in court. You do not want to be a party to this type of action. Make sure that the values of the company are reviewed annually and signed off on by all interested parties.

M'srmr4

Flawed buy/sell agreementslifetime vs. death transfers

A recent Tax Court memo, 2004ll6 Estate of Blount, held that during an owner's lifetime a buy/sell agreement cannot offer stock for sale for more than the death price. In Blount, the Court found for the IRS and held that the stock price would be assessed at fair market value and additional tax and penalties would have to be paid.

(Please turn to page 54)

Cal Coast Wholesale Lumber, Inc.

Mlll qode Pl\ ^ood l(D Ltrrbs

OSB Plne Bccrds

Fire leoled H),lvood Oedcr Fencing

PresureTreotedH\/ivood LottbePcnels

Fjord^^)od Plyrood Fbq Cernent Sidrg

lmpot H,r,rvood FRP B@rd

IndudriolAdtec\€s Twek

Scheduled Truck Runs, VMI Progrorns, Monthly, Quorterly, Yeorly Prlcing Rogroms, Cut-To-Size, JusUn-Iime Dellvery, Onestop Shopping, Experienced Soles Stotf, Worehouse, Dlrect ond Relood Soles,

Specialties:

Long Lengrth Plywood ond OSB

thick Ponels - Afternotive ltems

Rodloto Plne, Okume, Ellioftis Bne

Low Grode Pwood ond OSB Solvoge/Closeut Buys

CROSSTIN,lI][

Financial Planning Foul-Ups

(Continuetl .from page 53)

Without going into all of the complexities of this case, your buy/sell agreement should be written and reviewed by a qualified tax attorney who specializes in this type of planning. Far too often I see agreements written by the owners from some software they purchased, or by attorneys whom the clients know and trust. but who specialize in another form of law.

M,rro*r 5 (ontemplation of Divorce

With an estimated 50Vo of all marriages in the U.S. ending in divorce,

don't you think it wise to draft your buy/sell agreement in contemplation of this situation? This problem can get even worse when it is a family business and a shareholder gets divorced. Absolutely nothing is held back, and the litigation expense is only part of the problem.

I encountered one family-owned business where one son had three (yes, three) ex-wives working in the company. And he was actually married a fourth time (she refuses to work at this companyl). The courts will not allow fbr the penalization of a former family member (e.g., the purchase price for stock of ex-in-laws is lOVo of that of any other family member). You can,

however, build a requirement that only employees, officers and directors are allowed to own shares. If the ex-inlaw is not elected to the board, then he/she would be required to sell the shares back to the company.

Mrsrue 6 Loss of tax basis

This is the reason most business owners should use corporate cross purchase agreements rather than stock redemption agreements.

In redemption arrangements, the corporation simply redeems the stock and it then becomes treasury stock and does not provide any income tax basis adjustment to the remaining owners. If an insurance policy is involved and the corporation owns the contract to then redeem the stock to benefit the deceased shareholders family, they may not see a dime of the proceeds if a large bank loan is outstanding (see Mistake l).

With a properly written and executed cross-purchase agreement, the surviving shareholder uses the proceeds from the insurance to "buy" the shares from the decedent's spouse, resulting in a full step up in cost basis for the shares purchased. This can result in a huge tax-savings for the surviving shareholder(s) ifthe stock is later sold.

M'srur 7 Personal guarantees

Most small business owners are required to guarantee most commercial lines of credit and company liabilities. This happens far too often, due to the owner not understanding the "rules of engagement." I helped a client renegotiate her lines of credit and was able to remove the requirement for her personal guarantee (had to change banking relationship to do it when primary refused to remove the personal guarantee) and in the process saved her thousands ofdollars in interest expenses.

In another situation. the father had transferred controlling interest of his company to his children and was surprised to learn that the bank still required his personal guarantee.

Mrsrxe 8 Intra-family sales

The Internal Revenue Code allows for the IRS to totally ignore unrealistic valuations in intra-family transactions. This goes back in part to the Blount TC memo in Mistake 4, when you agree to a buyout price that differs

materially from the actual FMV at death. This could spell certain financial disaster to an otherwise thriving enterprise. This is another great example as to why special care must be taken into account when draftine vour buy/sell agreement.

M,rro*r 9

Slate income taxes

This is an example of the good, ol' tax system at work. With all of the budget deficits at the state and federal level, state governments are now stepping up enforcement of tax collection of out-of-state owners on S corporation distributions. Some states even go so far as to only recognize the S election if all recognized owners pay state income taxes on their share of the S corporation earnings.

Your tax professional should be keeping you up to date on this if this applies to you.

Mrsraxr 10

Block sales

This refers to the "right of first refusal" in every well-drafted buy/sell agreement. Every owner has a right to exercise the right of first refusal. Those owners who don't exercise the right defer their rights to other owners. As a result. a minority owner can dictate terms to all owners or delay the transaction until all owners go through the various rights of first refusal notices.

It is important to note that this does not require the minority owner to sell his or her shares. No business owner would ever want a minority owner to hold up a possible sale.

Moto*r 11

Dixounts on minority interests

As a business owner, you are well aware of the value of majority interests vs. minority interests in any company. Ask yourself this question, "What's the difference in value of a successful enterprise of a 5l%o interest vs. a 49Vo stake?" Answer: a lot more than 2%ol So with this in mind, should the 497o owners' shares be valued the same on a per-share basis as the 5l7o owner? This should be spelled out in the agreement so as to avoid any conflict or misinterpretation on this point.

Mot*.12

Tax distributions

Many business owners fail to rec-

(Please turn to page 56)

DOMESTIC

Long, Michael Parrella, Bruce Keith, Janet Pimentel, Pete Ulloa, George Parden, Vince Galloway, Steve Batick.

Oscar Portillo.

Financial Planning Foul-Ups

(Continued from page 55 )

ognize that S corporations are "flow through" tax entities and, as such, the taxable portion of profits and or distributions must be allocated on a prorata ownership basis. To protect minority owners from having to pay income taxes on "phantom income," it should be spelled out in the agreements that a minimum percentage of income be distributed to cover a proportionate share of income taxes.

Moto*r 13

freat everyone the same

This is a common misconception with many planners and attorneys. Why? Because it's easier to write documents this way, but it fails to address the majority/minority stockholder issue. In certain situations it may make sense to have a buy/sell

agreement that only binds the majority owners.

This works best in the case of multiple owners. For example, two people who started a company now own 357o each of the outstanding stock, and the remaining 30Vo is owned by four other employees. If one of the 35Vo owners leaves the business and each of the remaining five owners purchase their respective shares (or the company were to redeem the shares), the surviving founding member could lose control of the company.

Moto*r 14

Agreements not signed... and beneficiary designations on life insurance contracts not correct.

Even after 20 years as a financial planner, I still cannot believe the number of savvy entrepreneurs who tell me everything is all taken care of with their planning. But when I ask to

Cedor Products

see copies of their will, trust or buy/sell agreement, it isn't signed. They only have a draft copy and they have been making decisions for years in some cases on the basis of what they were "thinking" at the time.

In one recent case I began working on. the owners had a draft of a will that was eight years old, not signed, and they had been making plans on only assumptions. We all watched the news accounts in recent months about Terry Shiavo and what was "speculated" regarding her right to die issues.

In another recent case. we discovered through our document retrieval and planning examination that the beneficiary designation on a large life insurance contract did not match the trust it was supposed to fund, nine years after the policy was written!

Moto*r 15 Insurance polide3

nol regularlv reviewed

When is the last time you had your life insurance policy "fully audited?" I'm not referring to an annual "in force ledger" or a "point in time illustration" that most policyholders do not receive, but a full review to include health table ratings to see if they can be reduced, a review of beneficiary and ownership designations, and to see if the contract will hold up to your current life expectancy.

If you purchased it before 2000, it was underwritten using the 1980 CSO mortality tables and people are living longer today than many older contracts were originally designed.

Sales-

- Johtt R. McAlister, CFS, Southmark Consulting, LLC, t'an be reached at (866) 552-5968 or iohn@ southmarkllt'.unt.

NE,\T TECHNOLOGY SAFE,GUARDS AGAINST DE,CK ENE,MIES

Exclusive Antimicrobial (omposite Expected to Break the Market Wide 0pen

Correct Building Products has boldly raced in front of the composite decking pack with the only product on the market that takes on the most common sources of consumer complaints and dissatisfaction - mold, mildew, stains, and fading.

CorrectDeck CX with SafeGuard'" applies the proven power of antimicrobial protection to decking material. Homeowners are already familiar with its advantages in a wide variety of products, ranging from bedding and apparel to paint and kitchen/bathroom fixtures.

SafeGuard" (hanges Everything

This product breakthrough means homeowners can enjoy the benefits of a new kind of decking material - one that resists mold and mildew, is stainresistant, and keeps its rich color for years. The patent-pending technology and superior performance of CorrectDeck CX with SafeGuard makes all other decking products seem ordinary in comparison.

says Correct Building Products president Marty Grohman. "This gives dealers and contractors a true better/best upselling opportunity. And having a premium product can do

CorrectDeck CX with SafeGuard, available in five popular colors, was introduced in June at the PCBC show in San Francisco, and is now available for shipment.

Let's break the market wide open!

The end is here and the news is out. lt was us all along: (onect Building Products has developed the next breahhrough f0r decks. 0ur new (onectDeck CX with SafeGuard* product is exclusive, patent-pending, and the antimicrobialanswerto decking enemies like mold, mildew, stains, and fading. Make decking news with us!

"Our product looks better and lasts longer,"

a lot to raise profit potential."

EEFORE SAFEGUAND^

Mointenance woes of nold and nildew, plus stains and foding.

( C onrinucd.from puge 22 )

were up 4.Jo/o, offsetting a nearly 20o/o decline in multi-family ... regionally, the West climbed l2.3%a permits fell4.6oh ...

Pacific Woodtech Corp., Burlington, Wa., will build a 210,000sq. ft. addition to its existing building to house a second continuous LVL press purchased from DieJJenbacher GMBH & Co., Eppingen, Germany, expected to be in operation by June 2006

Weyerhaeuser Co., Federal Way, Wa., has completed the sale of its B.C. Coastal Group assets to Brascan Corp., Toronto, Ont., for $1.4 billion; the deal includes 635,000 acres of private timberlands, the annual harvesting rights to 3.6 million cubic meters of public land timber, and five softwood sawmills

Arch Wood Protection has a new Web site-www.usefrtw.com -to help builders, architects,

specifiers and consumers choose between Dricon interior and FRX exterior applications; it links to existing sites www.dricon.com and www. frxwood.com ...

Activant Solutions Inc'., Austin, Tx., hopes to raise $200 million in an Initial Public Offering

Beach Grove Lumber, Delta, B.C., has been started by wholesaler Randy Bilesky, ex-Meeker Lumber

Capital Lumber Co. s Chino, Ca.. location celebrated its first year without an accident, after employees completed a safety training program ...

Columbia Forest Prodtrcts, Portland, Or., was fined $175,000 by OSHA for a June 2004 accident at its Hearst, Ont., mill that resulted in the death of an employee

Akzo Nohel Decorative Coatings North America, Troy, Mi., maker of Sikkens decorative finishes. has oartnered with a Sacramento. Ca.-based distributor to

shofien delivery times in Ca., Nv., Or., and Wa.

TimberTech extended its warranty for its composite decking and railing sold after Jan. l, 2005, from 10 to 25 years ...

Plnnt Creek Timber Co.. Missoula, Mt., donated $250,000 to the University of Montana's College of Forestry & Conservation to support its Natural Resources Measurement Camp, held for two weeks every summer at the university's Lubreccht Experimental Forest

Nordic Engineered Wood Products, Chibouganau, P.Q., introduced a third glulam line, a l3/4" I-Joist compatible l.9E replacement to LVL

Calaveras Lumber, Angels Camp, Ca., now carries WindsorOne products ...

Anniversaries: B&C True Valtte Home Center, Grass Valley, Ca., 65th.

Cover your projects before the roof goes on.

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

5&'ilxffjj?J:nr.:''"Jil-:ffi,:;:1i:'r'Jl;,i:i:-"H]'#tfil-j?]*::::'il,i:]*,,DWK" Nov.r ihe,l's a business opporlunity you can't ignore. Fr{rff }rinr to becrdboards, sheeir. corn*rbonre{s ar rrew nrillr..;ork productt, AIIK is gr:ing r..rp ever-ywhere. And so wiil yor".rr proiiit. Tc hq:c*nre on AZtK de*l*:r, c*ll 877-ASK-AZ[ K or viEit wvnv.ozek.ccrn r!) 2005 Vyconr Corp. All righis rese*ed.

TRIMBOARDS look. it's oll you'll see: Once you

products

Easy Angles

The Miter Divider from Tools takes the guesswork miter cuts and eliminates material.

Arnott out of wasted

Just place the tool against the corner to be measured and move the adjustable arms until they are flush with the surface. After transferring the measured angle to a piece of scrap material. use the arms to draw the proper arc, cut a test piece, and then cut the trim to be used.

- Please contact (800) 798-1499 or v i s it www.miterdiv ider.c om

Prefinished Framing

DOA-8300 prefinishing uses surface modification technology to imoart a mold. mildew and moistureresistant protective coating to structural framins lumber.

Speedy Insulation

SpeedyR Bandit Band Joist Insulation from CertainTeed is designed for quicker standard wood stud and TJI assemblies

The product is available in 3-112" thick R-13 and 6-114" thick R-19 unfaced batts, 50" long, and perforated every 12-112" to fit standard band joist sizes.

- Please contact (800) 233-8990 or v is it www.ce rtainte ed.c om

Pegged For Sales

Pes Panel comes in three standard sizes -and two colors for use in point of purchase promotions, retail fixtures, and trade show exhibitions.

Produced by Walls + Forms, Inc.,

the merchandiser is made of lightweight, moisture-resistant plastic that can be easily cleaned. Custom panels can be ordered for floor, counter or wall-mounted units.

- Please contact (972) 745-0800 o r v i s it www.w al I sfor ms.c om

Trench Cuts

The Edge-All landscaping tool creates a deep, narrow channel for installation of wiring or piping. After installation, dirt and turf can be tamped back into place with no visible sign of disturbance.

Produced by D.O.A. Techologies, a joint venture of PrimeTech and Envirocare Corp., the product contains polymer binders in a resin system that Denetrates untreated wood for long-listing protection. It remains flexible and resists cracking, peeling and blistering.

- Please contact (508) 320-6000

Developed by V&B Manufacturing Co., the tool weighs 13 lbs. and can also be used for edge maintenance and cutting sod patches.

- Please contact (800) 443-1987 or visit www.vbmfg.com

No More Shocks

Insulated tools from Klein Tools comply with industry standards, to protect users against shock while providing superior performance.

The tools provide protection against shock from energized sources up to 1,000 volts, while the handles feature cushion grips for greater torque and more comfort.

- Please contact (800) 553-4647 or v i sit www.kle into o Is.c om

Quiet Laminate Flooring

With an integrated underpad of felted rubber, Kronopol's Sonic Floor buffers noisy footsteils and eliminates the hollow sound typical of some laminate floors.

Unlike a foam underpad, rubber reportedly will not compress or absorb moisture. A no-glue Clic system makes the floor easy to install or remove. The product comes in nine different wood choices, in either standard textured or embossed woodsrain finishes.

- Please contact (888) 576-6648 or visit www.kronopol.com

Storm-Resistant Doors

Marvin Windows & Doors has added swinging French doors in three shapesrectangles, eyebrows and half roundsto its Storm Plus line.

The doors will fit a 10-ft. rough opening height and can be ordered for Impact Zone 3 and Impact Zone 4-to withstand winds from 120 to more than 140 miles per hour.

- Please contact (888) 5378266 or visit www.marvin.com

Powerful Adhesive

Loctite's Exterior Power Grab construction adhesive features a latexbased, VOC-compliant formula that is reportedly nine times stronger than

traditional construction adhesives. Weather resistant, the product can be used inside and outside on con-

make any interior leveling project easier, faster and more accurate.

The tool emits five independent laser dots and features pendulum selfleveling technology that adjust to

crete, brick veneer, treated lumber, plywood and drywall.

It is paintable, cleans up with water, and has low odor.

- Please contact (800) 321-0253 or visit www.loctiteproducts.com

Colorful Glass Blocks

Monarch glass blocks from Pittsburg Corning are now offered in blue, pink and bronze.

within five degrees plus or minus.

It conserves battery life by automatically shutting off after 20 minutes oI non-use.

- Please contact (800) 781-0539 o r visit www.s tanleywor ks.com

Treated Sill Plates

Engineered to lay flat and treated against wood-destroying insects and decay, TimberStrand LSL from Trus Joist offers builders easier installation and minimal waste.

The new colors are available in a 8"x8"x4" Wave pattern, which can be interspersed with colorless blocks for unlimited design possibilities.

- Please contact (800) 624-2120 or v isi t www.pittsbu rghcorn ing.com

Level Five

Stanley's FatMax five-beam, selfleveling laser tool was designed to

The LSL sill plates can be used in above-ground, protected applications with no special handling and no treatment after cutting or drilling, with any fasteners.

-Please contact (800) 628-3997 or v i sit www.trusjoi s t.c om

The Truck Electric

-T'lre Il\50 l(r ltottt l.irttlc l.ilt

'I r'Lr. l. ( ()l l) \\ ll\ (lr'\rrlla(l l(]t llllttlr'll rr'r'rrbrirl\ irtrl llt'rrlrrlrtr rn lrr.'lt rl.'n

-,!. " rr, lr,\|\rn,, rtr,l nrl'Jrir rr lLl,r'\l

irr! rrpcnrtrn:: ttr'lc-: lrt lts tttLlult rts l.-i ltour'..

ltlrtltt ,r'!lirlrit \l"r \'-i \"/r/r

Tether Your Tools

Thc (le lrr Kccpcr \lLr ltr 'l ,,,,1 Sccuritr I ctlrcr' lr-orn llltnrnrctlrcrtti IntlLrstIics e0r'ttltincs lr \trorl! (lrlllc rr itlt :r r1r1 1111-1,,:t,l.rl t\'llil\ lii,tr lr, ntakc t()()l\ hltrtl trr lo:c.

'l'hc tcthcl has lr cluick-eonncr'l lilrtr ur-tl lirr cusr ltttle lttt)cttt. 'l hc .16"

Clear As Glass

l)csrrnctl lir lt:t' ir ith eitlr.r llricll.llL \rr It.ttttt]t:. tiibit)t'l:. !lltrr

111rqr1s lt(rttt \l!lllc!tLrttLl I)t,rtltttls lll ( )Ltlir ,rlt ,'li. I t I\ )l)! irli !l! \L:-l)! {l ,lll\l

I5frr W

isls' ffi;-' *ffi M*; 6tr

'l'lre lilt usc: lr l-1 rolt. tolttllr enclosctl. {l.tte-e phlrsc tcltt' tlt irc Ittotor thlt corrsr.rnres ul) to .l0t,l lcss crtct'g\ thurr lilts ri illr l\\'in Inot()r'. lr'orttu hccl tllir e-s.

llicetricll rcuclrcratirc brakins li'ctls up to l-5(i ol the rnotot's clli r inu cncrg\' [lrck to thc brttlct-r rt hctt thc uccclcnrtor is rclcitsctl. Icrrgthcrr

rrr lon-colrtctl starnlcss stccl cablc llts cnoLrgh tcnsiolt to rclt'le t u hctt thc totll is st0r'crl. but not cnttLtglt tir tuL lun ar' l'r'onr thc l ork l)cing clone

- I'ltrt.tt' ( ont(t( l (ti?.i ) (t5,\ 9())2 rtt' t i.sit rlrlir .qIr/l'Alr'l)('t .( ()tn

-l-ltc llltss clur bc olrlcLctl irt rt t'ltttgc ol rrprre itics. lc\liu'cs itnrl lcllcctir c l)r()l)cl trc\. untl l llrnrccl tr ilh cither \r'l lrl\'ll ltllrl rl i \! illrrl ill i,,ll l \'\i \lilllI anorlizctl alunrinttttt ttr brttsltctl staittlcss stccl. C'orttplcrtrcntiu'r lltt-tltr at'c is lrlso ar ailutrlc.

l'lt'u.st' t ()ttl(t( l l,\00 l '\-l 5-11Oo t tr v i.si t \\'\t'1 .( ) | | \t (t I ( r.(( )t1 I

Shakes Like Cypress

CypressShake engineered wood siding from Temple-Inland is applied in horizontal courses like lap siding but features a strong, vertical texture like panel siding.

The siding is available in 1116" and l12" thickenesses, in 12" wide laps and 16' lengths. Its classic shake styling is suitable for installation as a decorative accent or sinele material exterior veneer.

- Please contact (800) 231-6060 or v i s it www.temp le inland.com

Unique Entries

Jeld-Wen IWP custom wood doors are hand crafted for a one-of-a-kind look. Everything from the type of

wood to the size and shape ofthe door can be custom ordered, with delivery in eight weeks.

- Please contact (877) 535-3462 or visit www jeld-wen.com

Fat Boy Frames Door

The Fat Boy T-Mull has been added to FrameSaver's line of rotresistant. moisture-proof door frames. The product will accommodate 6' 8" and 8' doors and comes in white, gray or tan primer.

It eliminates the labor of joining frames back to back for patio door units. and comes with pre-cut endwork for ease of installation.

- Please contact (800) 599-9349 or visit www.frame saver.com

Double-Hunq Windows

Mileard WindowThas added double-hung. tilt-sash windows t5 its fiberglass Ultra and WoodClad lines.

The new windows offer the traditional ventilation advantage of the double-hung design with the added benefit of top and bottom tilt-in sashes for easy cleaning.

i-bor

BOR,ATE TREATED WOOD

Hi-boro brand treated wood is abortte treated

oduct designed for interior house framing in Ha -bor@ treaied wood resists attack bv Formosan btenanean termites and numerous hbusehold in

"$f,irePRO' brand interior fire retardant is the construction -'industrv's newest and most advanced fire Drotection system for wocjd. The unique tirePro chemisw is a patent pehding formr rlation thal con'tains no phosphoror:rb-based comlnunds.

Both models have SunCoat Low-E glass for energy efficiency and are available in sizes for new or replacement construction.

- Please contact (800) 645-4273 or go online at www.milg,ard.com

Low Odor Sealant

Polyseamseal Tub & Tile Ultra Sealant has a patented Bio-Guard antimicrobial agent to provide long-lasting protection against mold and mildew.

Guaranteed flexible and crack-proof, the sealant has a water-resistant, high-gloss finish to match tile and fixtures. Because it is water-based, it has low odor and can be cleaned up with soap and water.

- Please contact (888) 445-0208 or go online at www.polyseamseal.com

"d€, Jorate pressuri treated lumber i br ioists, stuOq roof mrses, rafters, bearn :rior framing and sill plate applicationr

Maintenance-Free Metal Tri m

Alsco Metals Corp. has expanded its Contours collection of aluminum exterior trim products.

Frieze and Fascia are now available in lS-ft. lengths, in addition to l2-ft. lengths. A new 9-l12" Flush Friez is designed for easy installation on a variety of exterior surfaces.

Quick Lumber Tagging

FasTagger II from Weber Marking Systems uses compressed air to staple more than 100 UPC bar code tags per minute onto the ends of lumber.

With a full roll of tags, the portable tool weighs just 6.5 lbs.

Wonder Wrench

The 8" Bionic Wrench from Loggerhead Tools combines the versatility of an adjustable wrench with the simplicity of pliers.

Manufactured from rigid, heavygauge aluminum, Contours is installed with Float-Lok, which eliminates the need for face nailins and custom framing or blocking. Stock and custom colors are offered.

- Please contact (800) 231-9333 or v i sit www.a Iscometals.com

The tool weighs less than 1 lb. and replaces 16 U.S. and metric wrenches, eliminating the search for the right size tool.

It can be used with either hand and in any orientation, and distributes force equally on all six flat sides of nuts and bolts.

- Please contact (888) 564-4374 or v is it www. lo g gerheadtoo ls.com

Weber poly tags, specially designed to optimize the tool's performance. are available in widths of I l/16" and 718" and lengths of 1-3l8" and2-314".

- Please contact (800) 843-4242 or visit www.webermarkinp.com

Rails In Minutes

EZ Rail deck and stair system from LWO Corp. reportedly can be installed in minutes, offering millwork quality at site-built cost.

quickly and easily. The kit includes repair adhesive, syringe, applicator tips, drill bits, wooden dowels, and a dowel punch.

- Please contact (800) 394-9310 or visit www.dritac.com

Exotic Laminates

New laminates from Nevamar reflect exotic influences from around the world.

made of bamboo. The woodgrain of African rosewood is reflected in the rich brown-red of Bubinga. Maple turns exotic in Mojo Maple.

All products are surfaced for high durability and abrasion- and scuffresistance.

- Please contact (800) 638-4380

o r v i s i t wrvw.nevamer.co m

Lumber-Sized PVC Boards

The Trimboard line from Advanced TrimWorks, now includes lumber-sized PVC trimboards.

Each boxed system includes a preassembled panel, one handrail, two sliding balusters, all necessary hardware. and simple instructions.

Crafted fiom western cedar or mahogany, it is molded smooth and ready to paint or stain.

- Please contact (800) 459-8718 or v i s it www.woodwa y-products.com

Wooden Floor Repairs

A repair kit from DriTac Adhesive Group helps fix hollow spots, endlifting and loose areas in wood floors

Sasanami is a mix of gold, silver, copper and blue that was inspired by Japanese jewelry. Kendo is a tropical design named after Japanese swords

The product is made of solid white cellular PVC boards in 8', l0' and 12' lengths in 1" and 5/4" thicknesses, with a paint adhesion rating of 54'the highest rating awarded.

- Pleuse contact (508) 822-7745

o r v i s it www.udvanc' e dt r imwo r ks.com

The lumber Associqtion of Cqlifornio & Nevodq p]esenls

"Unmqsk Your Potential with IACN"

Novernber 3-5, 2OO5 at the Peppermill Hotel Gnsino, Reno, Nevcdo

Celebrofe Mordi Gros in November with ltrCN members ond Unmosk Your Potentiol on the golf course, 0n the educotionol plotform, ot the vendor showcose ond ot the sociol evenls.

0pening our Mordi Gros celebrotion is Kevin Honcoc[ President & CEO of Honcock Lumber in Cosco, Moine. He will chollenge our members to unleosh your potentiol through moking o leop from good results to greot results ond sustoining thot level of suaess. Kevin is 2005 choir for lhe Notionol Lumber & Building Moteriol Deolen Associotion (NLBMDA) ond is o well-known leoder in the industry ond

o very dynomic speoker.

Steve LeFever is the highlight speoker & will dozzle our members with his presentotion "Seven Steps to Fiscol Fifnes." Ihis workshop underscores the importonce of routinely meosurlng the finonciol heolth of your busines.

Porticiponts will leorn oboul the primory couses of business success ond business foilure. Steve is one of the mo$ dynomic finonciol ond smoll busines odvocotes working in North Americo todoy.

Plon to put on your be$ beods ond mosk & celebrote the chonging of our Presidenls - Greg Moss to Jim Toft on Soturdoy, November 5.

For more informotion on uttending the convenlion, pleose conlocl lhe lumber fusociotion of Colifornio & Nevodo ol (916) 369-7501 or visit us ot www.lumberossoc.com

Superior Surfaces

Treflite epoxy resurfacer from Garon Products resurfaces both old and new floors.

The product is easy to apply and bonds to almost any surface. It will

caulking and filling cracks. The product can be painted with most latex or oil-based oaints. and reaches a tack-free stase within l5

Roof Cleaners

Elko Products has three new roof and gutter cleaning products.

Roof Restore removes mold. mildew, algae and other unsightly stains from asphalt, cement, wood and metal roofs.

reportedly resist steel-wheel traffic and maintain a practically skid-free surface when wet.

- Please contdct (800) 631-5380 o r v is it rrww. g,aronp roducts.c'otrt

Construction Adhesive

Powerstick all-purpose, high-tack polymer from Powers Fasteners can be used on almost any substrate for any light to medium duty construction tasks-from bonding and sealing to

minutes and cures for bondins in less than 24 hours.

- Please contact (914) 235-6300 or vi sit www.pow e rs.(' om

LeakProof liquid adhesive quickly forms a water-tight, leak-proof flexible seal on any clean, dry surface.

GuttaClean liquid removes mold, mildew and stains from aluminum and vinyl gutters and siding.

- Please contact (804) 861-0292 or vi sit www.e I konroduct s.con't

Chart a different course to success

By Maurice Ramirez

{NfHILE many jobs for American V Y MSn graduates are going overseas. those who have MFA's will be in great demand. According to Gartner Inc, by 2008,407o of IT jobs for MBA's will be outsourced to workers overseas. The reason? A person can fill in a spreadsheet from India as easily as from Silicone Valley for one-tenth the cost.

However, corporations cannot outsource creative jobs as easily. The ability to go quickly from problem to problem, problem to solution, or from initial idea to unique product does not cross cultures well. The employee needs to be a parl of the culture he or

she is marketing to. As a result, American employees with Masters of Fine Arts degrees (MFA's) are more in demand and earning more than those with MBA's.

Why does someone who is trained in artistic abilities do well in business? It's not the particular artistic talent, but the thought process that creates it. Fine artists have the ability to apply non-linear thought to problems, which is a valuable business skill. Companies are looking for employees who can apply a non-linear thought process to business problems.

What's the difference?

North Pacific offers Pyro-Guard and Exterior Fire-X, fire retardant lumber and plywood, within California and Arizona. Both Pyro-Guard and Exterior Fire-X are strengthand fire-tested. No special tools or skills are necessary to i nsta l.

DtlzatonFtnt X, is a fire retardant treatment for lumber and plywood for exterior applications and is in compliance with the Wildland-urban interface portion of San Diego County building and fire codes. Recommended for structural applications such as decks, balconies, stairways, siding, scaffolding and other exterior applications. Can be painted or stained.

PyNr-GlnNr" is a fire-retardant treatment for lumber and plywood for interior applications and is recommended for structural applications such as roof sheathing, trusses, rafters, floor joists, sheathing, load bearing walls and many other interior applications. Smoke toxicity-tested.

MANUFACTURED BY

lroorteo

7ffiEDw@DMC|S,rc.

Serving California and Arizona

Here is a simple exercise that will demonstrate the difference between a linear and non-linear thought process. Take out a sheet of paper. In the top left corner, write a letter "A." In the center of the page, write a "B." Halfway down the page on the right hand side, parallel to the "B," write a "C." In the bottom right corner, write a "D," and in the bottom left corner write an "8." Now draw a line from A to B to C to D to E. That is linear thought-arriving at the final answer by following a step-by-step process.

Now take your right thumb and forefinger and grab the left top corner of the page next to the A. With your other thumb and forefinger, grasp the lower left corner next to the "E." Touch the A to the E. That's non-linear thought-finding the solution without having to go from point to point to point.

Non-linear thinking is an inherent skill

From the moment you are born, you are an input device constantly making connections. In the first five years of life, your brain grows very rapidly and sets down patterns of recognition. For example, as a survival skill, infants smile at everyone. Next they learn to recognize mommy and daddy, then they develop a fear of strangers, and then they learn to reserve affinity for family and other trusted people. Finally, they choose their own friends.

Over time, people begin to lay down patterns of normal and non-normal. That's why you can look at a situation and know something isn't right. If you see someone in an airport who has recently had a stroke, you may not realize the individual had one, but you do know that something isn't right. That is called non-linear thinking-moving quickly from an observation to an end-point. Depending on your experience, that

endpoint might have an accuracy as low as 50-50. However, for people trained in creativity, the accuracy is about 99.7Vo. These quick, non-linear solutions-called snap judgments or instinct-are valuable in life and in business. Too often, though, these instincts are not used in the business world. That's about to change.

Creative, non-linear people benefit business

Creative people get in touch with the emotion of what they're creating in themselves and use that as a guide to produce the same emotion in another person from the same society. Businesses see the value of that skill-an employee making decisions based on the mindset of a person of the general society, not as an employee tied to a business. Your non-linear, or heuristic, thought processes are when you observe from the inside out, seeing how your own emotions mirror the ones you observe in others.

Can people only achieve this non-linear thinking ability by earning an MFA? Of course not. Not everyone is willing to go back to school for another two to three years to get their MFA. Fortunately, you can encourage the same type ofnon-linear thinking in yourselfand your employees.

Eliminate your framing bias

How you ask questions determines the answers you get. If you manufacture candy bars and you're ranked second in sales behind brand A, you may ask yourself, "How can we take market share away from brand A?" The obvious linear answer: make your product taste like Brand A. You have labs, testers, and linear thought people who can make Brand B taste like Brand A, or even better. Due to framing bias, they ask the focus group, "Which one tastes like Brand A? Which one do you like better?" Brand B wins, because now it tastes just a little better than Brand A.

But the problem with this scenario is that nobody ever went back and asked the basic question: Will our existing customers accept this change? The executives assume brand loyalty will drag customers along. But if they have a core group of fans who love the original taste of the product, in changing the flavor, they alienate them.

Quantitate non-linear thought

Learn to apply non-linear or heuristic research methods by taking a written inventory of your own feelings, prejudices, and thoughts on the subject at hand. Now you have the ability to walk into a situation and start observing how the situation itself affects you. That's called "going with your gut." If you are a representative of your culture, your environment, and your area of expertise, as well as in touch with your customers and what you experience and feel, then you have unframed your bias. If you are honest, you will be feeling the same reaction as your customers, and you have just gone from point A to point E without all the letters in between.

A business person needs to walk through the mental door to unframe his or her biases. For example, with the chocolate bar example, a good businessperson would go to the store, or go to the factory, or call his or her best distributors. The businessperson would evaluate whether the new product was flying off the shelf. If so, that's good. But he or she would not let that framing bias affect the next time he or she goes through the door, as the opposite may be true then. Such an instantaneous response leads you to continue doing what you're doing or more of it, depending on

(Please turn to page 74)

@aol.com

Manager

Customer Service Team:

FFGC terminal division offers full service break-bulk forest products/ building materials handling & storage at BerthT-l22 port of Long Beach, Ca. . 16 acres offully paved outside storage and 3 covered warehouses.

New 80'x300' fully enclosed storage building

Rail service and UP-PlusOne Reload Prosram

u[ t0 1533% StlongH IleG[ GonnoG$0ns!

S0GU10 ralllng rusts, lGdgcl b0ards, and stail stflngors wiln suength and easo! InG 2003 G0mdlant. AGQ llcarcd Umbff Gomlafible.

Hlddon ]a$onil Sy$om

ilarlno Crado Aluminum Gll[ Stalnloss Stool$ar llrluo Scrow

lasiest t0 in$all. & l0a$ lab0r Intonslu0 hidden doGI la$0n01ln tno Industry!

Safel and stlongil thon stool!

solues a h0st 0l uobloms ass0Glatod wftn motal bandtng!

W0n't Gut you, you omll0yecs, U0d[Gt, 01 oqulDmcnu

AuailaDle in diffelent sires for efficicnt Gost and load amliGations!

Alex Delgado, Harbor Services

Sue Bentley . KentThompson . Joe Montoya ' Ana Gonzalez

Fremont Farest Eroup Carp. Dennis Parker, President & CEO Awholly owned subsidiary ot

VOU may think that you're listenI ine to what vour customers have to sayiut, if you're like many business owners and managers, what you aren't hearing is hurting your ability to provide first-rate customer care.

The term I use for effectively listening to customers in a business environment is institutional listening. It is a specific set of skills that, properly executed, provides your company with the information it needs to consistently deliver exceptional customer care. There are six components of institutional listening:

Puruoselul listening

Remember the detective show Columbo? The killer would often betray his guilt with an inadvertent admission that would go unnoticed by everyone except Lt. Columbo. He would instantly hone in on the mistake because he was listening with a purpose. He knew why he was listen-

Author, Killer Customer Care

ing and, as a result, would immediately recognize an important clue.

That's the basic approach you need to take when listening to your customers. Valuable nuggets of information are often delivered as offhand remarks that would almost certainly go unnoticed if you were not listening purposefully.

lGtiue Listenin0

If purposeful listening is like being able to recognize a piece of treasure when you see it lying on the ground, then active listening is like a willingness to dig even deeper when only a small sliver of treasure is visible and the rest is buried under a pile of trash. Customers often believe their input is unwelcome, especially when they're unhappy about something. As a result, they are reluctant to be forthcoming. What you're likely to hear is an offhand comment or a cryptic remark. When you actively listen, you not

only recognize something significant when you hear it, but you also know to dig deeper into a situation so you're sure to understand what's realIy going on.

Ganuringl{hats llead

Even if you do a terrific job at both purposeful listening and active listening, that's not enough. You still have to systematically deliver the information you accumulate into the hands of managers who can use it effectively.

The trick is to make the transmittal process systematic. After all, every company passes information around casually. Management interactions with employees-ranging from performance reviews to water cooler conversations-are important but often inadequate. You need to deliberately create regular and reliable systems for exchanging information.

Finally, employees must not perceive that there's a penalty for delivering bad news. When someone tells you that customers are complaining about some aspect of the products and services your company offers, don't argue about the merits of the customers' complaints. When an employee is telling you something you don't want to hear, she is doing you a favor.

Aggrogating Whats Gailwed

After information about what's on the minds of your customers is captured, it next must be aggregated in a useful format. As a practical matter, this means getting the information entered into a software program. For your employees who work in front of a keyboard, provide an easy way for them to enter information immediately. For employees who don't use computers regularly, get the information on paper and establish a procedure for data entry as soon as possible. Often, you can assign the job to

fntl)l()\ e.\ \\ lto at'c ltlfcll(l\ (l()iltl, e lclical l olk.

Analyzing the Ag gregated Inlotmation

I his i: tlrc llrr-l ol thc 1lr-occss tllrt rs n()t or)l\ lltc rllosl intltrrr-1 lrr.tt ltLrt ltlstr thc rrrtrst tlillieLrli to r'rrtlilr. It': l)lll iut ltncl ltlut \r'i!.ltec. IlLrt lirr all ol itr :Lrb.jcetir itr. l lcu lulcs clrrr ntakc it rttrrr-c :tt'ai glrt lirlrr urcl.

l;ir-st. all ) ()ut (lirlil cun hc rlir iclcrl lllt() 1\\ () tittL'S()r'je\: rlLlrptitlLtit c aprl rlLnr i i tlLt r c. QLrurrl itlLti r e i rr lirlnurtion elttl bt ttlclisttrctl ob.jcctiVClr lUtrl crlllcsscrl lts lt nLtntcr-ie rlt]rtc-. Il \()Lt iu'catttlr zirrr eontpluint:. r otr ctrn lrssi:In lllL'llr t() elltcsot'i.\ likc "p1iei1l" gr ''tttcttllLtttli:c ur lillLlrilitr." Ontc it's ilecu llr r.r lirtcrl. q ruutt i t trt i r c lcctl lrlre k t'lttt [tc lllrIlrcrl \() lfan(l\ luttl llnrrrrr lrlrcs lilc rnltlc l: o[rr ioLr: lts ltossible (]ullitltir c ir.rlirrntrLtiorr rs srrb.jcc lir c. I:oi cr,lrirrltlc. l crrstorncl ntilltt \il\ [hai ,\ ()ur' nc\\'\l)itltcl lrrl l il\ "e ( )lt lirsin,'" or' "ntisle aclirtr." I'ltis tr Pc ol Itctl[rltck t ln bc suntnlrrizcrl so tlurt il \trll\. il1\.il1 lil It'\ it.\\ Sonic lcctlblrck rrriqlrl llrll rrrtrt Lrotlr r'itlr':-(rli!'\. Il tr ilt.l,rlll\'t nl\'llli,,ttr t,' \()nle ()nL' thul r orrr ltlie cr lilc higlrcr' tllrn tlrc \\ Z ( oniltanr': ltrtl ''XYZ

lll$ ln. \cL-lt\ t() ItlLr r' bcttcr ltriccs thlltl r ott." thltt le crlback coLr lil bc clllntilic(l as u pIicc crtntPllint. l'ltc rcsl ()l tlrc rcnrllk toLrlci hc listctl in thc rlrrrrlitlrt irL'\Un|)ti[\ \()U elciltc.

Thc|e i\ n() ntir!ie t'0r'rilrrll l()r' glcunittr irrsight lioln tlrc inlil-nlrtion ,rou uccrrrttulatc. lloucrcr'. il )()rr'r'c like rttosl [rrrsinesrc:. \ ()u fe llrrbulrlr not cloin:' tltis anlLlr ris rc,'ullrll,r. ll' tllrt's lhc e lLsc. thcn.jLrst thc proccss ol' lcr ieu irrg this inlolntlrtiorr crclr ucck u ill bc r ulLLablc.

Acting 0n What You Discouer

I irllrllr rt lr.'t) \ilil tlisr'or e t' \()l|\' thirrr in lltc corrrse ol r orrr- linalr sis. rkrn't let \()ul nc\\ irrsigltt linsct'u: rL ntcr-clr acurlcrrie e Lrriositr. 'l'l)r. p()int irl tloinS tlrc rirrrLl_r si: is to irnllrct torrr' e u\l()ntcfs' cxpclicrtcc rvitlt r oLrl btrri ncss. Act on ullrt )()u lclu'll. llcnrcntbcr. tclliIic cu\t()l)tcr ciifc rs rrot nce r-sstrIilr $ lrll \ ()U tlilnl\ it is ltnrl it's n()t c\crl $lrut thc t-cs[ ol rOur inrlLtstr',r thinks it i:. TrLr lr srrltcrittr cLl\t()ntct- cilfc l\ ir lLttct L'l \ ()ul r'Us lonrcl\ tlrirrk it is.

\lt ( t'lt,tttlttt ts ttttlllt; rr/ Killer ( tr' l()nrcr ( rrr': Ilrts lLr l)rrrr itle I rr. \tlLr ( u\lonrcl Serr irc tllrl \\ Lll I )LrLrble \

\ ottr I)rrrl i1. t

Theln-Ground Post Decay

ts a untque,

revolutionary concept for

preseruing in"ground wood.

environmentally-friendly barrier

for both lreated and unlreited lumber for below-ground post applications.

aclvanced technology provides lumber posts with superior protection. The vulnerablc area of the post is shrink-wrapped with a heavy-duty polyethylene boot coated on the inside with bitunlen. The heat" shrinking process liquifies the bitumen and drives it into the wood. This provides a secondary moisture-resistant layer The polyethylene outer layer provides the totrgh physical barrier.

durability is designed to withstand post-driven applications.

ls rmpervious to wood-destroying organisms found in the soil

Let the Capital Engineered Wood Specialists help select the best materials for your needs.

Wholesale Acquisitions

The Acquisitive Distributor: Four Keys to Success When Buying a Wholesale Distribution Business rs a new book from the Distribution Research & Education Foundation of the National Association of Wholesaler-Distributors, 1725 K St. NW, Ste. 300, Washington, D.C. 20006; www.naw.org.

Tools Dot-Com

Klein Tools now has online versions of its catalogs for professional hand tools and protective equipment at www.kleintools.com

Glass Doors For Everyone

Some 25 lines of doorglass are grouped into price-point categories and listed in a 75-page catalog from ODL Inc., 215 E. Roosevelt Ave., Zeeland, }l4i. 49464, (617) 772-3840 www.odl.com.

Trading Up On The Side

The Best Choice Siding Porfolio, which offers a selling approach that helps dealers and contractors promote

Let's Hold A Sale

trade-up options for vinyl siding products, is available from LP Building Products, 414 Union St., Nashville, Tn. 37129, (888) 820-0325; www. lpvinyl.lpcorp.com.

Creative, cost-effective ways to increase sales with promotional materials, store displays, sign holders, banners and tags is the subject of a 68page color product guide from Dismar Corp., 4415 Marlton Pike, Pennsauken, N.J. 08199, (800) 341-62'll; www.dismar.com.

What Lies Beneath

A 4-page brochure on gypsum concrete floor underlayments for new

Fred C. Holmes Lumber Co.

72 TuB Mnncuaxr MlclzrNn Jut-v 2005

HRT BEE KIIN

CLEAR AYE GREEN

Wholesale lumber products SEIECI HRI

HRI

MIII.ING

CON COMMON SIZES FROM IX4 TO I2XI2

8OO, Fort Bragg, Ca. 95437 Fax 7O7-96I-0935 (8OO)

construction, renovation and repair projects is available free from Hacker Industries, 610 Newport Center Dr., Ste. 250, Newport Beach, Ca.92660, (800) 642-3 45 5 I www.hackerindustries.com.

Window & Door Care

Caring For Your Windows and Doors covers frame cleaning, the proper care of glass, the causes of condensation and mold, and the do's and don'ts of window and door care. and is free from American Architectural Manufacturers Association, I 827 Walden Office Sq., Ste. 550, Schaumburg, Il. 60173 (847) 303-5859; www. aamanet.org.

Hanger School

"Introduction to Joist & Beam Hangers," an installation training kit for builders and contractors that

Tips For Hardwood Use

A CD-Rom and 11 Tips & Techniques brochures on how to use North American hardwoods cost-effectively are free from Hardwood Council, Box 525, Oakmont, Pa. 15139, (412) 2814980 ; www. americanhardwoods.org.

Engineered Wood Building

A reference manual for using EWP in residential and commercial construction has been reformatted and is available online from APA. Box I1700. Tacoma. Wa. 98411, (253) 565-6600; www.apawood.org.

includes an instructional video, instructor guide and student guide in both English and Spanish, is available from Simpson Strong-Tie, www. stronstie.com.

Energy Efficient Windows

Worry- Free Windows, detailing how the DuraSeal warm-edge spacer can reduce condensation and moisture transmission in windows. is free from TruSeal Technologies, 23 150 Commerce Park, Beachwood, Oh. 44122, (21 6) 910-1500: www.truseal.com.

lnside Information On SYP

Southern Pine Patterns, a l2-page booklet illustrating the many interior uses of southern pine and providing tips on installation and finishing, is free from Southern Pine Council, Box 641100, Kenner, La. 70064, (504) 44 3 -4464'. w ww. southernpi ne. com.

New Technology For Holjeron

Matthews International has acquired the Microroller motor-driven roller technology from Sparks Belting Co. and assigned management and marketing to its Holjeron division in Tualatin, Or., maker of conveyer control systems,

"Sparks and Holjeron have been partnering for years, so consummating the relationship made good sense for both companies," said Paul Jensen, v.p./gen. mgr. of Holjeron.

The new technology will be added to Holjeron's Zonelink control system, enabling the company to sell complete automated-conveyor systems. With all the technology inhouse, the company expects to develop further innovations in integrated power roller conveyor systems.

Motor-driven rollers provide better control than traditional line shaft conveyor systems, according to the company. They operate at efficiencies of

more than 9OVo and can be easily adjusted to various speeds. In addition, they are virtually mainte-

nance-free and can be easily replaced.

Chart A Different Course

(Continued from page 69)

how well it's going.

Learning non-linear thinking and dual processing

A new intern fresh out of medical school is the ultimate linear thought machine. In medical school. students are taught that symptom equals possible disease. A equals B. They then run a test to confirm if B equals C. This process, however, is not conducive to

all types of medicine. As soon as these new interns walk into an emergency room, they quickly learn non-linear thinking. After a few days of training, experience, and drilling, they become parallel processing machines. They still do their linear thought processes but they also tap back into the non-linear thinking they had before they got their higher education.

Most people who are now drifting to an MFA degree already have their MBA. They've learned and honed their linear thought processes into a sharp edge; now they get their MFA to hone and reactivate their non-linear thought processes. At the end of all that education, they must learn to parallel process on their own, much like the emergency room interns.

In the future, people will pursue their MFA after getting their Bachelor's in business. This way they will achieve both linear and non-linear thought processes and they'll learn to parallel process. Five to seven years from now, we will see people start earning dual degrees, or universities may start offering a new degree that incorporates both.

In the meantime. businesses will need to find ways to encourage parallel processing in their employees. They can do this in a few days of intense training in a corporate retreat setting, or spread over several weeks in a coaching environment.

Getting back in touch with non-linear thinking is not hard. Being able to parallel process takes some practice. but the payoff will be more success for businesses, a steady job outlook, and higher earnings for those who master this skill.

- Dr. Ramirez is a board certified physician as well as trainer and consultant who applies techniques used in the ER to everyday busine ss problems.

( Continued from page 26)

Portland. Or.

Membership is open to anyone employed 20 years or more in the western lumber industry. Those who join this year will become charter members of the organization.

Western Red Cedar Lumber Association convenes its buyers and sellers conference in Coeur d'Alene. Id., July l9-21.

National Lumber & Building Material Dealers Association will now allow accept as members dealers who do not belong to an affiliated regional association.

The new Direct Dealer Membership program is primarily aimed at large pro dealer chains with operations that cross the boundaries served by more than one state or regional association.

National Retail Hardware Association will recognize honorees in its 2005 Young Retailer of the Year program at its national convention July l8-20 at the Vail Marriott Mountain Resort in Vail. Co.

This year's honorees include Brad Achen, co-owner and v.p., Sun Valley Do It Best, Deming, N.M.

Nominees for the Young Retailer of the Year Award must be 35 years old or younger and are judged for their career advancement, profession-

Glul4nns with

al accomplishments, goals for the future, education and community involvement.

Architectural Woodwork Institute will hold its 53rd annual meeting and convention Oct. 27-39 at the Hilton Resort, San Diego, Ca.

Members can attend interactive education sessions, business meetings between architectural woodworkers and suppliers, table top exhibits, and a number of social events.

Evergreen Building Products Association's 2005 Fall Building Products Sales Mission to Japan is Oct. 17 -21.

Attendees will promote their products and services to residential and light commercial markets in western Japan, through seminars, presentations and a mini-tradeshow. The program is open to EBPA members or companies based in Washington state.

PARTICIPANTS attend a recent Everoreen Building Products Association mini-trade-show in Japan.

engineers and dealers nationrvide look to QB Corporation for strong, elegant glulam beams, trusses, arches, and headers. QB offers such combinations as:

Umpqua Valley Mill Week

tUMPQUA VALLEY Lumber Association's 7th annual Mill Week June 22-24 ln Oregon's Umpqua Valley icluded a golf tournament, reception and mill tours of C&D Lumber Co., Douglas County Forest Products, Roseburg Forest Products. Swanson Group, and TreeSource Industries. (1) Jim Hunt, Kim Zacha (21 Lee Greene, Dan Muldoon. (3) Lee Klain, Dan W nkle (4) Bill Strickland, Terry Johnson. (5) Jeff Squires, Greg Passmore, Rex Burns (6) Joe Ferreira. Jim Leonard, Frank Peterson. (7) Darin Shelstad, Steve Loebner, (8) Todd Vaudt, Greg Vaudt (9) LeAnn Chapman, Bob Berch, Nancy Lute. (10) John Heideman, Ronda McDonald, Nate Weidenkeller. (11)Chris Paxson, Rob Rowe, Kyle Paxson, Byan Potter. (12) Jason Mathews. Laura Weber. (13) Allyn Ford. Wendy & Pat Harris, (14) Pat Ball Gary Pittman, David Miles. (15) Frances & Dale McCormick (16) Rick Ray, Jerry Ensworth. (17) Jennifer & Chuck Wert. (18) Karen Quibell, Jerry Vlgue. (More photos on next page)

MORE UMPQUA (continued from previous page): (1) Dixie Tibbets, Bandy 9leSory, Jack Henderson. (2) Art'Reid, .toe Buitri'eriyicz. (3) Glenn Lowe, Adam Bertram, Paul Brooks. (4) Pat Meyers, Dick Barnes. (5) Eric Ford, Ryan Elllis, Regan Peterson. (6) Travis Vezina, Ron Tiller, SteVe Grieb, ,loe Robinson. (7) Brian Jackson, Kim Caldwell. (8) Gregg Sutton, Jon Strickler, Robin & Troy Bailey. (9) Hardy Vestat, Tim BeaudoiiiLarry Fiose. (10) Matt

Engler, Scott Vigil. (11) Rod Lucas, Amy & Scott McMenemy, Joan & Rob Brown, Michael Swiger. (12) Bill O'Banion, Jim Williams. (13) Bob Maurer, Chris Swanson, Todd Vaudl, Greg Johnson. (14) Jack & Darcy Crews, Carolyn & Bob Crews. (15) J.T. Taylor, Brad Myers. (16) John Strader, Ron Hanson, Mike Eskridge. (17) Dar & John Stembridge, (18) Mark Swinth, Alice Briggs, Kris Lewis, Brigid Kennaday,

Jut-v 2005 Tnn MnncslNr M,rc,lzrNo

THOUSANDS stormed San Francisco's Moscone Center June 1-3 for PCBC. (1) Russ Turner, Albert Mickadeit. (2) Paul Mackie, Dave Krantz, Cees DeJager. Tim Raphel, Peter Lang. (3) Michael O'Dell Carol Kelly. Bill Koll. (4) Larry Stonum, Kevin Paldino, Dan Kepon. (5) Rob Mitchell, (6) Bil Thomas. Roger Tomlin. Casey Girt. (7) Daryl Holmes, (8) Kevin Brennan, Dwayne Cody. (9) Jennie Rutherford, Brian LaFave, Dan Hagedorn, Cortni Ciori (10) Danny Rouleau,

Dominique Plante (1 1)Greg Johnson, Kevin Daugherty, Bob Maurer. (12) Cami Waner, Judi Ettlinger. (13) Mark Williams, Becky Scarratt Brian Declusin, Jim Decker. (14) Nick Elardo, Rick Ray. (15) Pete Fleming, Jake Phil ips Addie Bakich, Jim Hamm, C[nlon Shaw. (16)

Jerry Gridley, Krisfen Lincoln, Mike Moran, (17) Butch Bernhardt, Frank Stewart. (18) Steve Page, Brent Gwatney, Randy Jones. (19) Don Danka. Durand Darbyshire. (See next page for more photos.)

MORE PCBC (continued from previous page)

(1) Glen Becker. Will Scott (2) Jacob Lail, Phil Lail. t3r Warren Brown. (4) Lrsa Forbes. Mirco Walther, Titch Titchen. (5) Steve Erlwein, Jon Woods. Lee Sorensen t6) Andy Jores. Jef' Locke. (7) Scott Schnidl, Many Grohman. Rick Trotr e'. i81 T m Todd, Bitt Kushlic^, Pat Zan, (9) Howard Rothstein, Kim Pohl. (10) Mark Mclear-. Ray Barbee, Bob Berch. (11) Jrm Sarqent, Chuck Casey. r12r Doug Ho t. 113; Linda Veneva, Karen Chessler.

VENDORS Boise Cascade EWP and Simpson Strono-Tie entertained customers June 2 on a San F-rancisco dinner cruise during PCBC. (1) Mike Moran, Dick Corkum. (2) Tom Burson, Chris Burnett. (3) Allen Galletti, Mike Bland. (4)

Stambuk, Adam Sutton. (10) Boger Farnand, Tod Henderson, Denny Huston.-(11) Charlie Schneider, Tom Holfman, Marv Askey. (12) Monte Antisdel, Brent Guetz, Jay Erickson, Kelly Begg. (13) Barry Brinton, Brad Hagen, Heather ,.toylionn'aisseit. 1tl; Kathleen & ieff Norman. (15) Robyn & Nate Copper, Dale Bobley, Mary Beth & Tim Copper. (16) Nancy Cassity, Julie Carlson, Roelene LaFlamme, JenniJer Loge, Lori Brown. (17) Edie Thornton, Patty Lehman, Maureen Bittrick. (18) Shaileen & John Rounds. (19) Susan Scripter, Lorrie Duthie. (20) Mark Conklin, LeAnne Ramsey. (21) Scott & Melissa Kassahn. (22) Tom Couch, Gregg Neal, Eric Clouse, Gary Hunter. (23) Francisco Aroboleda, Deserae Quiroz, Leslie Osborne, Roger Cooper.

Mackenzie, Tim & Nancy Murphy. (5) John & Wendy Turner, Laura & Albert Kobilan. (6) Ashlee Barrett, Krystal McEltree. (7) Mark McDonald, Rick Boolhman. (8) Scott Richardson, Matthew Swanson. (9) Marc Hartman, Sirena

LOUISIANA-PACIFIC held a reception for its customers at the Palace Hotel in San Francisco June 2 durino PCBC. (1) Ron Deckert, Roger Little, Larri Oenning. (2) t<en Forbes, Art Payne. (3) Jennifer Jenkins, Jessie Peterson, Catherine Stipe. (4) John

Taylor, Titfany & Craig Lawson. (5) Susan & Patrick Wever, Mark Tachett, Brent Ahern. (6) Brent Bond, Bob Kavli. (7) Ben Skoog, Dave Morgan, Seamus O'Reilly. (8) Jon Rubin, Mike Wardlow, Brian Dickie, Kelly Lalonde. (9) John Sooker, Ashley Freer. (10) Ryan

Wehner, Adrian Vangunsteren. (11) Jeff Paskett, Phil Brune. (12) Ryan Dickie, Terry Inglett, Craig Sichling, Wayne Lincoln. (13) Tim Kennedy, Bob Lowe. (14) Julie Cole, Robin Allison, Pam Hannon. (15) Dave Crane. Harold Stanton. Steve Hardin.

EXCITING NEW OPPORTUNITY!

2 POSITIONS: OUTSIDE SALES REP & NATIONAL ACCOUNT FIELD SERVICE REP

Call (949) 852-1990 for Rates

STORE MANAGER

Leading supplier of quality building materials to professional builders and contractors in the Solano-Napa County and sunounding communities since 1920 is seeking an experienced Store Manager. Successful candidates must have 5 years of experience in the building materials, hardware, millwork and lumber industry. Exceptional communication, multi-tasking and interpersonal skills are a must. We offer competitive salary and incentive plans, coupled with medical benefits. If joining a successful management team in a growing company is the opportunity you are looking for, send your resume to: David Jones, Foster Lumber Yards, 3280 Sonoma Blvd., Vallejo Ca. 94590. Visit our Web site for more details. www.fosterlumber. com.

OUTSIDE SALES REP!

Progressive Northem Califomia-based supplier of quality building materials, hardware, millwork and lumber is seeking an experienced outside salesperson. Primary marketing markets are in the Solano-Napa county and surrounding communities. Successful candidates will have 5 years ofexperience in the lumber industry with a proven track sales record. Ability to read blueprints and real-world understanding of construction techniques and practices is a must. Competitive compensation package, salaried monthly wages plus potential bonuses; including a benefits package, travel costs or vehicle is also provided. Please submit your resume to: David Jones. Foster Lumber Yards, 3280 Sonoma Blvd., Vallejo Ca. 94590. Visit our Web site for more details. www.fosterlumber.com.

SALES-MOULDING & MILLWORK:

Moulding Distributor seeking outside salesperson for Northern California Bay Area sales. Send resume to Box 703. c/o The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach. Ca. 9266O: Fax 949-t152-0231

SEEKING G.M./PARTNER FOR LOS ANGELES. CA.. LUMBERYARD

Seeking general manager/partner for independent, longstanding, profitable Los Angelesbased contractor-focused lumberyard. Serves residential, commercial, industrial and government contractors throughout L.A. and Southern California. Current G.M. retiring; Seeking seasoned, entrepreneurial general manager (preferably 5+ years experience as G.M. of $20+ mm sales lumberyard) with strong sales/customer relationship skills to oversee future growth. Highly competitive compensation including meaningful equity ownership. Experience in L.A. marketplace and in commercial, industrial, government sectors a plus. Please call Matt Ogden at (3 l0) 533-0963 or Fax resume to 3 l0533-9684. Confidentiality of all contacts will be maintained.

Major Southern California Distributor is seeking two experienced salespersons in building materials, lumber and panels to cover Ventura, Santa Barbara, Kern, San Luis Obispo and Fresno counties. Must be self-motivated, self-managed, and demonstrate a strong customer service orientation. Candidate must reside within the sales territory. We offer excellent benefits with salary + incentives and car allowance. Please submit your resume to Mike Bland, Sales Manager, Boise Building Materials Distribution, 7145 Arlington Ave., Riverside, Ca.92503.

HARDWOOD SALES MANAGER

Established So. California hardwood distribution yard with on-site milling operation seeks Sales Manager. Duties include sales, supervision of sales staff, assisting management in attainment of sales goals. Must be experienced and highly motivated. Generous compensations and benefits package. Email resume to hardwoodsales@ sbcelobal.net.

OPERATIONS MANAGER

Join a successful supplier of building materials, hardware, millwork and lumber to the professional builders and contractors in the Solano-Napa County and surrounding communities. Candidates must have comprehensive knowledge of industrial sales processes, and must be able to maintain a firm hand of all aspects of operations with an etfective balance of communication between management and all yard operations. Minimum 5 years of management experience is required in the lumber and/or building material industry. Bilingual, English/Spanish preferred. We offer a competitive salary and incentive plans, coupled with medical benefits. Please submit your resume to: David Jones, Foster Lumber Yards, 3280 Sonoma Blvd., Vallejo Ca. 9459O. Visit our Web site for more details. www.fosterlumber.com.

STOCKTON WHOLESALE LUMBER is seeking an experienced salesperson for Northern and Central California. Our product offering includes Doug fir dimension, engineered wood products, fiber cement siding and trim. Successful candidate would receive salary, commission plus benefit package. Please send resume to Stockton Wholesale Lumber. P.O. Box 8006. Stockton. Ca. 95208. Attention: Steve Beckham.

INDUSTRIAL WOOD PRODUCTS SALES

Universal Forest Products is seeking an experienced industrial salesperson for the company's Riverside, Ca., facility. Candidates must have comprehensive knowledge of industrial sales processes. We need a highly motivated, selfstarter. willing to do what it takes to land new business in a fast-paced competitive environment. Generous salary and benefit package commensurate with knowledge, experience and ability. lf you are interested in joining what Forbes magazine calls "One of America's best managed companies," please e-mail your resume to Tim Gaffney at tgaffney@ufpi.com or Fax to 951-826-3013. All replies will be kept strictly confidential. Universal is an equal opportunity employer.

MATERIALS MANAGER

So. Cal. hardwood distributor is seeking candidates for the position of materials manager. Position responsibilities include purchasing of domestic and imported hardwood lumber and other wood products, maintaining and advancing vendor relations, accountable for appropriate inventory levels, monitoring and disbursement of obsolete inventory, supervision of one purchasing assistant. Successful candidate will have vast knowledge of hardwood lumber grades and species, be able to build and maintain vendor partnerships and competent in computer skills. Prior purchasinginegotiating experience preferred. All replies will be kept strictly confidential. Send resume to Box 701 , c/o The Merchant Magazine, 4500 Campus Dr., Ste. 4[30, Newport Beach, Ca. 92660, or Fax 949-852-0231.

LM, WORK AND PLAY in the sunny Southwest! Albuquerque, N.M., wholesale distributor has an immediate opening for an experienced sales professional that is self-motivated and enthusiastic. Experience in wholesale distribution and mill direct sales required. Lucrative compensation package and relocation expenses paid fbr the right candidate. Reply to Box 102, c/o The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660, or Fax 949-852-0231.

ROYAL PLYWOOD CO., LLC is seeking an experienced hardwood lumber salesperson to join our rapidly growing Hardwood Lumber Division. The ideal candidate will have a minimum of 3 years outside sales experience with a strong following. You will also have available the full product line of panels that Royal stocks. If you are interested in joining a financially strong company with full benefits, please email your resume to Cliff Duernberger at cliff@ royalplywood.com.

EXPERIENCED LUI'IBER TRADERS WANTED.

We are Hardwood and Softwood log and lumber wholesalers with offices in the United States and Canada. We're seeking srncere, experienced lumber traders who have a view towaros the long term. Work INDEPENDENTLY from your part of the country, OR from our offices in the Toronto area. This is an excellent opportunity with a well-established company. We enjoy an OUTSTANDING financial and marketing reputation.

For complete details of our interesting and rewarding program. please phone Bob Wilson lN STRICT CONFTDENCE. We'll atso invite you to speak with one of our current trading panners.

Pole Buildings

www.poleframebuildings.com

Mike Esposito SEARCH

FORSBERG INTEBNATIONAL LOGISTICS CONSULTING GROUP

R. Lynn Forsberg, President 15917 NE Union Rd., Suite 93, Ridgefield, WA 98642-861 0

Ph. (360) 576-3942. Cell (360) 901-4640

Fax (360) 576-3539

email Beizai@aol.com

Forest Products. Building Materials. Mining. Heavy EquipmenUPlant Equipment

Henry W. Baly at San Fernando Lumber.

He joined the Navy after Pearl Harbor and served fbr five years. He then worked as manager of Monrovia Lumber, Monrovia, Ca.

After active duty during the Korean War in San Francisco, Ca., and Tokyo, Japan, he worked as a salesman for a San Francisco hard'uvood distributor. He cofounded Colonial Lumber with his cousin Roy Baly in 1953.

After 53 years as an active lumberman, he retired in 1996. and Jim and Rob Baly assumed management of the family-owned and run company.

William S. "Sam" Witzel, 81, purchasing manager for Gemini Forest Products, Longview, Wa., for the past 2l years, died June 4.

After working several years in the lumber industry, Mr. Witzel joined the Navy and fought in World War II. He then worked in sawmills in Drain, Or., until he r.vas called to serve in the Korean War.

ln 1952, he joined Al Clements Lumber as a traveling salesman. In 1958, he became sales manager for R.H. Emerson and Son. which later became Sierra-Pacific Industries. From 1984 to his death. he worked fbr Gemini Forest Products.

Mr. Witzel was a past director of the West Coast Lumber Inspection Bureau.

Max D. Clark. 87. co-founder of Clark Lumber Co., Tualatin. Or., died April 2l in King City. Or.

Mr. Clark retired in 1985 from the company he co-fbunded with his father in 1965. He was active in the Western Building Material Association for many years, particularly in the 1970s.

Jerry Solomon, 65, longtime Oregon mill owner and manager, died June l0 in Creswell. Or.

Edward W. Hasenyager, 92. cofounder of Columbia Lumber Co.. San Mateo, Ca., died February 25.

Following his graduation from Occidental College in 1934. Mr. Hasenyager r,vorked at Patten-Blinn lumberyards in Hollywood and Glen-dale, Ca. In 1936, he left to work rvith his father-in-law.

With his father Fomest Solomon. he cofounded and managed Mazama Timber, Creswell. which he later sold to Bald Knob Land & Timber.

He stayed on as mill manager until the company was sold again in April 2004 and became Bald Knob Veneer Co.. after which he retired.

Soururnr (muonrn

LOS ANGELES AREA

Berkot Manulacturing C0...............................(323) 875-1 1 63

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

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

Chozen Trucking Co .....(562) 427-5672

Conrad Wood Preserving.....,,..,..,.,...,...........(877)

Reer Lumber service (Anaheim) ...... t9?ll 31i.1333

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

Regal Custom Millwork.,.....(714) 776-1673 (7 14) 632-2488

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

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

Taiga Forest Products.,..,......,.......................(800) 348-1400

Universal Forest Products .(909) 826-3000

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

Anfinson Lumber Sa|es,.,....,.........................(619) 460-5017

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

Burns Lumber C0..,. .....(619) 424-4185

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

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

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

Toal Lumber C0.......

U.S, 80rax...,...........

Weyerhaeuser Building Materia|s..................(877) 235-6873 ORANGE COUNTY & INLAND EMPIRE

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

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

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

Austin Hardwoods & Hardware .....................(71 4) 953-4000

Bear Forest Products..........(877) 369-2327 (909\ 7 27 - 17 67

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

BMD (0ntario).................... (800) 43s-4020

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

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

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

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

Capital Lumber Co..

Fontana Wholesale Lumber, Inc. ..................(909) 350-1 214

Gold Star Transportation, Inc........................(951 ) 808-9500

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

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

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

Highland Lumber Sa|es.................................(7 14) 778-2293

Inland Timber C0.....

lnternational Forest Products........................(909) 627-7301

llonrn & (nrnn Cnuromn

ARCATA / EUREKA / FORTUNA

BMD

627-0953

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

Product Sales Co, Redwood Empire., .(800) 660-8680 (714) 998-8680 ..,,.......................(909) 296-961 1

FRESNO DMK-Paci1ic............. .....$59\ 225-4727

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

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

MODESTO

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

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

REDDING / RED BLUFF

Gemini Forest Products...........,.,..,,,..............,530\ 223-7 440

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

Shasta Cascade Forest Industries, Inc. ..,.....(503) 243-0500

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

Western W00ds.................... ..Ca. (800) 822-81s7 u.s. (800) 824-4100

Sourtwrsr

COOS BAY / NOHTH BEND

P41ttt l{gruugt

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

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

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

EUGENE / SPRINGFIELD

Burns Lumber Co....

Cascade Structural laminators.....................(541) 726-9836

coos Head Forest Products........................,.(800) 343-3388 Gemini Forest Products.................,...,..,.,..,.,.(541 ) 485-7578

Rosboro Lumber...,..

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

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

MEDFORD / GRANTS PASS

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

Lumber Products.....

773-3696

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

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

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

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

McMINNVILLE / CORVALLIS / SALEM

Forest Grove Lumber C0.......,,......................(503) 472-3195

Mary's River 1umber...,.........,...,

Royal Pacif ic Industries....,...,.....

........(800) 523-2052 ........(503) 434-5450

Weyerhaeuser Co. (Albany)...............,.,........(541\ 926-7771

GHEATER PORTLAND ABEA

Adams Lumber, 1nc............. (800) 298 - 4222 (503\ 245- 17 96

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

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

LJB Lumber Sa|es........,,...,(800) 552-5627 (503) 620-5847

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

Louisiana-Pacific Corp. ...................,.,.,.,.......(503) 221-0800

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

OrePac Building Pr0ducts.............................(503) 682-5050

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

Westridge Forest Products...............,..,.,.,.....i(800) 277 -5737

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

ROSEBURG

C&D Lumber Co. (Riddle),.,......,..,,..,,...........(541) 874-2241

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

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

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

Keller Lumber C0.... ..,..(541) 672-6528

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

FERNDALE

WASHINGTON

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

SEATTLE / TACOMA AREA

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

Boise Distribution (Woodinville)...,..,....,,........1425) 486-7 477

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

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

Golding Sullivan Lumber Sa|es...,..,.........,,..,(360) 681-7444

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

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

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

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

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

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

Western Wood Preserving C0...,..,,..............(800]. 472-77 14

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

Weyerhaeuser Structurw00d.........................(800) 523-0824

SPOKANE

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

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

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

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

Coos Head Forest Products..........................877\

A lodoy/s Response To Tomorrods Demonds

^t\ ACGI Preserveo Pressure Treoled Wood

Borole-Treated Wood

Timber$aye!!

PT

D.BLAZE

Fire Relordonf Treoled Wood

Pressure lreoted Wood Products

Cu$om Treoting - Heot Treoting Service

Roil Service (BNSF)

I 5500 Volencio Ave. - Fontono, to 92335

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

www.fontono wholesolelumber.com

[oll [roig or Chris

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

For extra protection Z-MAtrM (G185) connectors have a zinc coating two times thicker than standard products. 0r, in severe exposure, choose Strong-Tie stainless steel (SST300) connectors for even longer life.

Helping to build better buildings.

It's what you'd expeht frcm the leadet in conneclots lot w\od chnstrucli,n.

www.sllonglie.com

f tne Wortd's "ru0-equal" Structural Connector Company

B.W.

For more information from udtertisers, use FAX Respottse nunbers in brackets,

Anfinson Lumber Sales [www.anfinson.com]........,.....Cover IV

Allweather Wood Iwww.allweatherwood.com]..................38, 40

Auto-Stak Systems [www.autostak.com]..................................23

Azek Trimboards [www.azek.com]......... ...........59

BC Wood [www.bcwood.com]............. ..............63

Bear Forest Products [www.bearfp.com].................................53

Berkot Manufacturing .-.-............... ..................83

Boise Cascade Distribution [www.bc.com]...............................41 Britt Lumber Co.................. .........33

Building Material Distributors [www.bmdusa.com]...............42 Burns Lumber Co. [www.burnslumber.com]............................9

Buse Timber & Sales Iwww.busetimber.com].........................79

R EADER SENWCE i

FAX to 949-852-0231

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

Name (P/ease print)

Position Company Address City State _ Zip

E-mail address

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

tr I Year ($15) tr 2 Years ($24) tr 3 Years ($30)

tr Bill Me i Mv Check Is Enclosed

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

[www.fontanawholesalelumber.com] .........85

Fremont Forest Group ................69

Gemini Forest Products [www.geminiforest.com]...................70

Herbert Lumber Co. Iwww.herbertlumber.com]....................56

Holmes Lumber Co., Fred C.................... .,.,.,....72

Hoover Treated Wood [www.frtw.com].............................35, 62 HuffLumber Co................. .........58

Huttig Building Products [www.huttig.com] ........................,.,17

International Paper Co. Iwww.ipwood.com]............................43

Keller Lumber Co.......-...... .........56

Krauter Storage Systems [www.krauter-storage.com] .,....44-45

Lewis County Forest Products [www.titanstuds.com]............10

Lumber Association of California & Nevada

Masisa [www.masisa-usa.coml <, Matthews International Iwww.woodmarking.com] .,..............28

McFarland Cascade Iwww.mcfarlandcascade.com] ...............67

McKenzie Forest Products [www.mckenziefp.com]................65

Norman Lumber Co. Iwww.normanlbr.com]+........................73

North Pacific Lumber Co. [www.north-pacific.com]..............68

Nu Forest Products Iwww.nuforestproducts.com] ..................25

Osmose [www.osmose.com]............. ..........Cover I

Pacific Wood Preserving Cos. [www.pacificwood.com]..........24

Parr Lumber ..........55

PostSaver USA [www.postsaverusa.com]

PrimeSource Building Products

Rosboro [www.rosboro.com] .7, Cover III

Roseburg Forest Products [www.rfpco.com] ...........................49

Royal Pacific Industries .....................64

Savannah Pacific Corp. Iwww.savannahpacific.net],.,.........,..46

Screw Products Inc. [www.screw-products.com] .....,..........,...69

Sierra Pre-Finish.................. .........36

Simpson Strong-Tie [www.strongtie.com]................................85

Stepstone Inc. [www.dekstone.com]..... ..............54

Stimson Lumber [www.stimsonlumber.com] ...,......................39

Sunbelt [www.sunbeltracks.com].... ...................31

Swan Secure Products [www.swansecure.com].................34, 7 2

Swanson Group [www.swansongroupinc.com]......... ..,.,..........37

Taiga Forest Products................

Thomas Forest Products, J.M. .................8r74184

Thunderbolt Wood Treating Iwww.thunderized.com] ...........54

U.S. Borax [www.borax.com]................ ...........,.32

Utah Wood Preserving....

Van Arsdale-Harris Lumber Co...........,.........,,,,.,,,..................7 4

Waldron Forest Products.........................

Western Wood Preserving Co. Iwww.westernwoodpreserving.com]....................................30

Western Woods, Inc. [www.westernwoodsinc.com]................26

Weyerhaeuser Co. Iwww.weyerhaeuser.com] ..,............Cover II

Roslooro

We're the Glulam Experts.

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

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

IJC-24F*: Similar but without the high design values of its big brother, this 24F beam is much more cost effective for moderate loads.

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

Software Support: Rosboro now offers KeyBeam@, a software program that helps you select the most cost effective Rosboro product for your application. This software is available on CD or can be downloaded from our website along with all other technical resources covering Rosboro products.

Rosboro's Toll-Free Technical Support: Please feel free to call our Technical Support Hotline at l-877-457-4139 with your questions about any Rosboro glulam product. Drill a hole, and not sure if it's OK? Call, we'll let you know.

l.7E Header: An economical choice where high design values are not required. l.7E Headers go in straight and withstand the elements better than LSL or solid sawn timber. Roshoro

For Glulam Sales:

David Smith 541-736-2158, Cindi Hengstler 541-736-2114

Michael Kirkelie 541 -7 36-2124. Toll-Free: 888-393-2304

TheSkfsfireLtmit

The best elements of twn companies combine to produce tlrc best of both worlds

Thesamegreatquanty

Thesamegreatservice

And now, so yearJof combined erqrerience.

C,ontact Anfinson l;umher fufirs NOW

tn get the quality you nced" when you need, it.

Fontana, CAOffice andMill, 13041 UnionAvenue, Fontana, CA92337

SaI Segura / C.arolo'C-annar (951) 681-4707 r Fax (951) 681-3566 E-mail sales@anfinson.com

Redlands, CA Officet Nelson Sembach (909) 815-7789 San Diego, CA Officet Bob Baxtpr (619) 460-5017

AZ Officez Ray MacDoneld (ffi2) ?37 -167 3

George Simmnrc - C.antroller. Take avirtual tour at www.anfinsoncom

Donmto Earttr Values

PRODUCT SRTCS CO.

For information andto placeorders, call

DougWi[is, John Hollstein, George Badenoch or Steve lanvrence at (800) 660-8680

22lW.BayrmdAve. (P.O.Box4989)

Orangg CA92863-4989

(714) 998-8680

Fax(714)921-8V19