Merchant Magazine - July 2009

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(USPS 796-560) is published monthly at 4500 Campus 0r., Ste.480, tlewport Beach, Ca.92660-1872 by Cutler Publishing, lnc. Periodicals Postage paid at Newport Beach, Ca., and additional post offices. lt is an independentlyowned publicati0n for the retail, wholesale and distribution levels 0f the lumber and building products markets in 13 western states. Copyright@2009 by Cutler Publishing, Inc. C0ver and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. lt reserves the right t0 accept 0r relect any edit0rial 0r advertising matter. and assumes n0 liabilitv t0r materials {urnished to it.

The Merchant Magazine

S€rying 13 Westem States, Includlng Al.ske and Hawali

(Sistet publication Euilding Products Dig$t seues the East)

PUBLISIIER Alan Oakes {ajoakes@aol.com)

PUBLISHER EMERITUS David Cutler

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

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

C0NTRlBUTll,lG EDIT0RS Dwight Curran, James 0lsen, Carla Waldemar, Jay Tompt

AD SALES MAI{AGER Chuck Casev (ccasey@building-prodicts.com)

CIRCULATI0N HeatherKelly (hkelly@building-products.com)

ADMIIIISTRATION DIBECTORAECRETARY Marie Oakes (mf poakes@aol.com)

How to Advertise

Conlact 0ur aduerlising oflices l0r rales:

WESI, MIDWEST, S0UTHEAST: Chuck Casey, Newport Beach, Ca.; (949) 852-1990; Fax 949-8520231 ; Email ccasey@building-products.com

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

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Managing through the crisis

Well, let's assume you have managed through the downtum so far. If you have, congratulations-many have not. Great job! So far, so good! I know for myself, with about 40 years of business experience. 35 ol which have been in executive positions, I have never experienced or seen what we have gone through the past year or so-and hopefully, never will again. I know many in the industry would say the same.

The problem with this type of environment is that it can encourage crazy business decisions. Panic sets in and you start to do business in a way that cannot make you successful short or long term. Giving away the shop now is something you get locked into even when the market turns. So I have learned over a long period that stupid short-term decisions have consequences far beyond what you do today.

That being said, we here at The Merchant start to sense a small industry heartbeat. The question is if we are at bottom and if there is a small up-tick (which in my opinion is all it will be for a while), then how do we manage going forward?

We heard all last year about change from our political friends and during the silly season, the term "flip-flopper" was constantly being thrown about. But I am of the opinion that our business models have changed or, if not, should change. If that means doing a business somersault, that is okay. Changing the way we do business, flip-flopping on what we have said in the past is not a moral crime. Indeed, having the bravery to stand up in front of the troops and say, "We have made a mistake and now need to correct it," is perfectly in order. If conditions change or a position becomes outdated, then you as a leader must have the courage, without emotion, to change course.

That being said, change for the sake of change or flip-flopping from day to day on new positions isn't okay. I once worked for someone who would throw the whole company into confusion by changing his position five times in a week, based on who he last spoke to. Not good! Telling one thing to employees and another to investors and the press is also wrong. But, when your perspective changes due to changing circumstances

and unanticipated conditions, it is appropriate to change course-fast!

I have always believed that in times of turmoil there are still many opportunities. It is a mind-set. But the truly successful companies not only spot the opportunities, they also know how to act fast to take advantage of them, act aggressively, and are unafraid to make change if need be. You may have had to cut costs to survivc, but you cannot cut forever. Smart managers eke out new opportunities and invest now for the future at the same time. Recessions create winners and losers just like a boom. Just as in riding waves, getting on and off the board at the right time is a skill that only the best can achieve.

Decisions that were rock solid two years ago may have no relevance today. Many of the companies that went through thc boom by taking on large debt by heavy expansion are the ones in deep trouble today as credit has dried up. But the good news is that this past month consumer confidence has shown its first small upward spike in a long while. Together with the comeback of the stock market, evidence is mounting that the worst is behind us.

Those who will succeed going forward are those who have adapted or will adapt to the evolving market. As the number of companies in the industry grows smaller and less-nimble rivals grow weaker, now is the time to take steps to solicit new customers, improve service while others cut theirs, and buy revenue and market share from troubled companies. Strategies in the recent past at many companies included cutting non profitable programs or products, focusing on core profitable products where they hold a unique market position, and looking under every rock to find new opportunity.

Lastly, it has been no surprise to me to see many of the largest companies in trouble. They normally cannot just turn on a dime. The good news is that coming out of the bust many small and mediumsize companies will discover giant opportunities not possible in yesterday's environment, as by nature they can react faster and more efficiently. I do not know if I am right, but it is time to start thinking of the new end game now!

The sustainabilitv of the tre ated J wood industrv

By Dr. Kenneth M. Brooks J Aquatic Environmental Sciences

answer from within industry is likely that you want to sustain your business and that is a reasonable answer-but it is not the answer that the Sustainability Industry wants to hear. In today's world, to sustain your business, you need to consider the following:

II/HAT is

sustainability?

The V Y simplest definition is maintaining what you have into the future.

Although sustainability is an important and worthy goal for insuring that future generations enjoy the same quality and quantity of resources that have been available to us, there is no history of actually achieving sustainable use of resources. We have a history of depleting resources and then looking for alternatives. Sustainability, however, has become a key word in the

lexicon of the politically correct.

Many environmental groups emphasize their programs - ostensibly designed to achieve sustainable resources-as mechanisms for funding their activities and paying their salaries. Yet, until we reach steadylevel human population, we cannot even begin to cogently define the term sustainability.

As for the sustainability of the pressure treated wood industry, the first question to be asked is, "What is it that you are trying to sustain?" The

Sustainable over what period of time? Like all industries, the treated wood industry is evolving. Current preservatives will be replaced by new preservatives at some point in the future. The sustainability of those new preservatives will require evaluation of a different set of considerations. Are the supplies of commodities used by the industry sustainable? In part, the sustainability of the supply of commodities used to preserve wood depends on competition for those commodities from other users. The development of a middle class infrastructure in China and India will require more copper, leading to increased competition for the metal (higher prices and reduced supply).

Another important commodity for the industry is wood. Will there be the high quality wood necessary to satisfy consumers' demands for residential decking? The quality of the wood sold into the marketplace is as important as the preservative.

. Is the use of pressure treated wood ecologically sustainable? This question could be reformed to ask, "Is the use of pressure treated wood sustainable from a regulatory point of

SEVERAL hundred creosote-treated wood pilings on Fort Ward wharf attracted a grealer amount and diversity of aquatic life than could be lound around other areas sunounding the island.

view?" The biocides used in pressure treated wood do leach or migrate from the wood into the environment, where they disperse, degrade and/or accumulate in sediments. At low concentrations, copper is an essential micronutrient supporting life. However, as the concentration of copper increases in sediment or water, the metal becomes toxic to many forms of life. In other words, copper-based preservatives need to be managed in sensitive environments.

I have spent a portion of the last l7 years studying the environmental response to pressure treated wood and developing models that help manage all of the currently available preservatives. Projects studied included creosote pilings at a wharf on Bainbridge Island. Wa.: CCA and ACZA structures in marine environments in Sequim Bay, Wa.; CCA, ACZA and ACQ viewing platforms in the Wildwood Wetlands on Oregon's Mount Hood, and ACQ- and CCA-treated floats in a pond near Port Townsend, Wa.

In 14 of 15 risk assessments, no significant adverse effects to the environments were documented. In fact, invertebrate communities were more diverse and abundanl near these structures than at nearby reference locations.

In one case, Darcy Goyette from Environment Canada and I spent 10 years studying the Sooke Basin on the southern end of Vancouver Island in southwestern British Columbia. When we started the project in 1995, Darcy was concerned that creosote-treated structures would likely harm the environment. After the fifth year, he commented that the government should pay people to build with creosote because of the wonderful habitat it creates. We have repeatedly seen higher diversity and abundance of aquatic life on and around treated wood structures than we see at reference locations-not because of the biocides used to preserve the wood, but because the structures diversify the habitat.

So, lacking evidence of significant adverse biological effects associated with pressure treated wood projects located in open aquatic environments, why are some regulatory agencies opposed to the use of such products? As the world's population increases, the size of the "environmental footprint" of each individual or community has to diminish so that the total

footprint remains sustainable. Those in government are demanding that each industry's effect be reduced. For the treated wood industry, that means that there is pressure to reduce the loss of preservative active ingredients, and that is one of the challenges facing this industry if it is to remain regulatorily sustainable.

So. too. we should all be economically sustainable. Since the Second World War, America has built an expanding economy based on borrowed money, relying on other countries to provide the resources and cheap labor to manufacture the goods we crave. My sense is that it is time for America to take responsibility for our own future. Putting America back on track means that we must harvest our own timber and other resources in a responsible way. Manufacture our own goods. Demand excellence from students. And slay the political correctness dragon that prevents real problem solving.

Rather that burdening future generations with huge debts, I believe that this approach will revitalize the middle class by creating new jobs in natural resources and manufacturing.

How does the pressure treated wood industry meet these challenges?

It is a technology-based industry that must continue to evolve. The first generation of alternative preservatives following industries' abandonment of CCA didn't decrease the size of the environmental footprint of treated wood; it significantly increased the contribution of copper from each

structure to sensitive environments. However, newer preservatives dissolve the copper, reducing the impact back to that associated with CCA, making them more environmentally sustainable.

What is the ideal preservative?

From my perspective. it is a preservative that prevents decay and insect attack for at least 50 years. That means the preservative must stay in the wood. When this ideal preservative does leach from the wood. it is quickly transformed to non-toxic endpoints that have little or no potential to adversely affect plants or animals. Some smart wood scientist will eventually develop such a preservative.

In the meantime, pressure treaters cunently have tools to help minimize the size of the environmental footprints associated with treated wood structures. They can avoid building structures that will harm the environment. They can employ best management practices in production, designed to minimize the loss of preservative to the environment.

Sustainability is a constantly moving target. Currently available technologies may not be sustainable over the next several hundred years. Yet properly managed forests are infinitely renewable, and pressure treated wood further increases the sustainable use of that precious resource.

- Dr. Kenneth M. Brooks is owner of Aquatic EnvironmentaL Sciences, Port Townsend, Wa. He can be reached at brooks@olvmous.net.

BEST MANAGEMENT Practices, developed in conjunction with the Western Wood Preservers Institute, turn utility poles on the right into sleeker, saler poles on the left.

WalkulilU$, GFo$$tluer$ & platlonm$

Pnesenued ulood prs$erue$ nature

By Huck DeVenzio Arch Wood Protection

Itr/HEN people say that someone gets "walked all V Y over." it is rarely complimentary. But when a structure is walked all over, it can be very beneficial for the walker and for the area traversed.

Wood walkways convey people to nature, increasing appreciation for the natural environment and, in many cases, protecting that environment. They enable people to get to places they might not otherwise see, and they limit destruction from foot traffic.

Take, for instance, a crossover stretching from a parking lot, over sand dunes, to the seashore. Not only does the

walkway make it easier for sunbathers to reach the beach, but it concentrates traffic flow and helps preserve vegetation that anchors the dunes that shield inland property from high seas.

Another example is a walkway through a wetland. By constructing a solid path above the normal water level, vis-

WERE it not for the wooden crossover, sunbathers would likely trample the dunes and the vegetation thal anchors them.

FLORIDA beach-goers can take different routes across the dunes to get to surf. Treated wood walkways make their trip easier.

APPARENTLY, not just humans make use of wood walkways, as evidenced by this scene in Manatee Springs State Park, Fl.

itors can see wildlife and hear nature's sounds without slogging through a fragile environment.

A footbridee on a nature trail allows nature-lovers to

takes less energy to produce than comparable building materials; it sequesters carbon, thus reducing greenhouse gases; and its light weight means that it can often be installed with lower-impact construction methods. And, it's a renewable resource.

But even advocates of the environmental features of treated wood often miss a subtle benefit from such structures: walkways, crossovers, and platforms enhance public appreciation for the natural world.

Once, on a trip to the Grand Canyon, I heard people complain about big crowds and the urbanization of the park. But one nature-lover had a very different perspective.

cross a gully without dislodging soil and plantlife and causing erosion.

And one more example, a less obvious situation, is a walkway through an often-visited forest. A walkway keeps people on a hard path and prevents harmful soil compaction around particular trees that may be especially old, large, unusual, delicate, or worthy of crowds for other reaSONS.

Usually these walkways are constructed of woodpreservative-treated wood for durability. Treated wood is

He said that he hoped more people visited Grand Canyon. You can't spend time at the Canyon and not be awed' he said, and the more people who are awed by nature, the more people who will work to protect it.

Treated wood structures help people-of all ages and

TREATED wood bridges allow people to see natural areas wilh a minimum of effort and a minimum ol impact.

plentiful, easy to work, and has an appearance suited to natural settings. It also resists deterioration from termites and fungal decay for decades. Additional life-cycle attributes have been getting increasing attention: treated wood

HIKERS have a wide-angle view of the Chattahoochee River from this treated wood perch in Atlanta.

HUGGING the side of a rock wall, this treated wood walkway enables visitors to walk through an otherwise isolated chasm.

NEARLY three-quarters of a mile in length, Wolmanized wood walkwav winds its wav from a three{iered observation tower in Boca Ciega Millennium Park. Seminole, Fl.

abilities-become admirers of nature.

Treated wood platforms in Georgia's Okefenokee Swamp enable canoeists to camp in the midst of alligators, cypress trees, water lilies, and great blue herons. Seeing the reflection of red alligator eyes at night can be a lifealtering experience.

Viewing platforms and observation towers allow people to be inspired by scenic views or to add migratory birds to their life lists.

Walkways at Wildemess on Wheels in Colorado, and at other projects like it, provide access for wheelchair-bound visitors. The organization's motto is "No one should be left out when it comes to experiencing a wilderness environ-

COLORADO project has docks, picnic areas, and walkway that accommodate passing wheelchairs in a forested mountain area.

ment." An 8-ft.-wide boardwalk follows a Rocky Mountain trout stream, offering a close-up look at nature and an opportunity to enjoy nature-watching and fishing.

At zoos throughout North America, families can experience the joy of viewing exotic creatures. What often assists them? Wood walkways. Treated wood walkways in zoos, botanical gardens, arboretums, and city parks provicle some of the same value as walkways in more remote locations. In addition to walkways, treated wood is often used in parks for animal enclosures, benches, fences, picnic tables, sign posts, and other items where a natural but long-lasting building material is desired.

The choice of treated wood provides environmental advantages over alternative materials, while the installation of wood structures can protect habitats and increase respect for nature.

|Wt*waylmm

Various species of wood can be effectively pressuretreated. Usually the species available are those growing in the region-southern pine in the South and East, red pine or ponderosa pine across the North, Douglas fir or hem-fir out West. All of these species are plentiful and grown on managed timberlands. They have slightly different strength values.

Treating is done at plants where a preservative is driven into wood under pressure. Several different waterborne preservatives may used. Most rely on copper as a primary

pesticide and include a co-biocide to protect against copper-tolerant fungi. Treating companies sell their products to building material outlets. Nearly every lumber dealer stocks preserved wood.

In selecting pressure treated wood, a specifier should consider the type of wood desired (i.e., round poles, timbers, dimension lumber), the grade of lumber (higher grades have fewer knots and other imperfections but usually cost more), and the intended use (e.g., above ground use requires less preservative than wood that will be embedded in the ground or immersed in salt water). To minimize warping and provide other benefits, treated wood can be purchased that is re-dried after treatment or contains builtin water repellent.

URBAN boardwalks, such as this one in a resort city in Uruguay, provide a welcome oath.

- Huck DeVenzio is manager of product information at Arch Wood Protection, manufacturer of wood treatments and licensor of the Wolmanized brand of pressure treated wood. He can be reac hed at ( 67 8 ) 62 7 -22 I 5 or c de v e nzio @ ar c hc hemical s .com.

MARINA walkway's piles were pressure treated with CCA for saltwater immersion; decking needs less preservative for protection against wo00-0estroytng organtsms.

Dealers promote EWPs for industrial 6 commercial

[NSTEAD of wringing their hands labout the housing slump. some leading retail dealers are hanging on and continuing to move a fair volume of engineered wood products throughout their trade area.

They are finding that non-residential and institutional construction is helping to fill part of the gap caused by reduced housing starts.

Two Utah dealers who sell to Rocky Mountain contractors as well as Midwest customers report that engineered wood, particularly glulam timbers and LVL, are holding up better than conventional solid sawn lumber. This is particularly true for construction of churches, schools, museums, and light commercial buildings.

Sunroc, with five locations in Utah, has found that engineered wood for commercial and institutional con-

struction has not declined as much as dimension lumber. This includes custom homes, especially cathedral ceiling houses with exposed glulam roof beams, and custom outbuildings, such as oool enclosures and cabanas.

kevin Horne of Sunroc says he is seeing more optimism in the building materials market, although it still has a ways to go before it reaches sales levels of 2007. Sunroc obtains most of its glulam and other EWP from distributor/wholesaler J.M. Thomas Forest Products, Ogden, Ut.

Technical reps from J. M. Thomas are outfitted with laptop computers and cell phones for quick access to the home office and fast answers to contractor questions.

Sunroc believes that "two-thirds of promotion is motion" and continues to hold social events for its contractor

customers, including barbecues and golf tournaments.

At Cantwell Lumber, Smithfield, Ut., Wayne Cantwell reports that glulam and other engineered wood sales are slowly getting healthier, but are still far behind 2007 levels. "Many banks are reluctant to make loans, and that has really impacted the housing market." Cantwell says.

"We are determined to avoid employee layoffs because we want to maintain a good level of service for our customers and be fullY staffed when the market recovers," he adds.

Despite the slump in single-family housing, Cantwell Lumber has seen a slight increase in engineered wood and dimension lumber sales so far this year. The company sponsors a customer golf tournament in cooperation with the local Chamber of Commerce.

i CttURCneS, schools and other institutional projects continue to be a relatively active market for engineered wood products.

Downtime is right time for updatirg your warehouse

A SLOWER construction mar-CLket-plus new federal tax deduction incentives-are encouraging LBM dealers and distributors to update warehouses, add more storage, and increase overall efficiency.

"Companies are using downtime to slim down and become more efficient," said Rick Hogue, Krauter Solutions, Indianapolis, In. "A welldesigned warehouse allows more work to be completed with fewer employees."

A new emphasis on remodeling contractors and d-i-yers is also encouraging dealers to organize their yards and invest in new rack systems.

"The trend is to better serve these types of customers, especially since major homebuilding is down," said Mark Ritz, president of Auto-Stak,

Westwood, N.J. "These two groups want to see and touch products before buying. They also buy in smaller lots than big homebuilders, so proper storage is very important."

Often, the first decision is to choose the right kind of racking for organizing and storing heavy and bulky items. "Depending on what you're storing in your warehouse, you may want to choose pallet racks over cantilever racks, or vice versa," said Ed Stairman, A Plus Warehouse. Lynn, Ma. "Pallet racks offer selective pallet racking, which is the best solution for warehouses where it is necessary to keep a wide variety of articles in pallets; cantilever racks are more suitable for storing long loads."

Pallet rack shelving offers capacities of up to 24,000 lbs. per upright

and 6,000 lbs. per pair of beams. Structural pallet racks have upright capacity to 45,000 lbs. and beam capacity to 15,0001bs. Both kinds offer:

. direct access to all stored oallets and easy stock control

. the ability to handle one pallet without moving others

. absolute load storage flexibility, both in terms of weisht and volume

In comparison, cantilever racks are ideal for timbers, beams, profiles and pipes. This type of rack offers the ability to segregate each type of product by commodity and size, and problem-free, height-adjustment storage that keeps product offthe ground.

For vertical display and storage of

TWO KINDS of warehouse racks-AJrame and pallet -keep LBM products organized and accessible.

itcnrs r.r1.r to l6 l'1. long. A ll'atnes ltt.c thc right choicc. -l-hev rtt.c it hertrr dutr'. r'crsutilc lar llrck s\ stclll tclr r crticlrl displrrr rtttcl stontgc ol'itctrs sttclt ll\ lrirn rrr,rrrltlirts. Luller'\. l,il,itt::. et. ArljLrstablc rtt'rtts lirt nr a clir idcr s1 s tcnr that cun be rtltttipullttctl for a virricl\ ot conrparttncnt sllcs.

Wlrcrr il r'(rtttc\ l(' l'ittlrtlr'itt': $lttchousc inr1-tlt)\ cIncnts. cleplcciittittn clccl uctions in thc l00t) ccotrot.t.t ic stirrulus pr()9flnr cun help. 1-he prosranr c\tcn(ls tlic 5l-50.0(X) dcltrcciation lor- conrpunics sl)cnalin!l ull(lcr $800.000. Thc -50(i tlcprce iltiorl cleduction ftrr nctr ctlttil)lltcnt. tltc socullctl ''bonus" tlcprccillion. u'lts ltlstr cxtcrrrlccl.

"'l'his has bccrt onc ol' tlie biggcst itenrs Ihlrrc sccn u'ith rrtv clicrtts." siricl ('l)A Httwurtl f)ttt'tttatt. He slitl lt le lst a tlirzcn hur c usccl tlrc clepr-ccilr tiorr n ritc-o1'1's lirr u'at-cltortse ccltril-r nrcnt. lirlklitis. trucks atttl ttcn cotttl)r.l1crs. .,\lthough thc irttpt'or cltlcrtts u clc ncctlerl. he slirl. thc clcplcciatiott nrlcs n'crc u rna.jot- tnotivlttor'.

"Thi. n'rtllr i\ iltt e\'ollr,ll)i..ttrtltt Irrs." Dornlrn. "Tlrc InoncY calt hc luscrl to clclill' thc cost ol' tlrc equilr nrcllt. or hclP tl-tc corllpilll\ k!'cp ollc or [\\ () pcoplc cnrplor ccl u lrilc thcl' il)t rt'lr:c tlre rr' Ptrrcltrt tiott e ltPltt tIr ."

CANTILEVER racks provide ideal storage tor heavv, buikv items such as timber, beams, profil6s, and pipes.

o1 Prcilir Siates lniltslri(:s, ltri

titive ligence Survival of the fittest

By Carla Waldemar

four outside salespeople on the road, with two more in inside-support staff. Each salesperson takes everything from start to finish on a programbringing in the plans, doing the free estimates, on to placing orders, the follow-up and credits. They deal with a contractor's customers for him, too: they answer questions as they come up. This builds relationships and the element of trust that comes along with that. And, once established, those relationships are pretty hard to beat!"

Along with strong independents, there's a Lowe's in Brunswick and a Depot even closer. But Downeast separates itself with both inventory and sbrvice. "Contractors can drive up and park 50 feet from the door. We help load their vehicles and show them where things are; this is not a big cavern. We hear a lot from our customers that 'Everybody knows me here, and I know everybody.' They see the same people tomorrow and the next dayno surprises.

II/HEN folks cheered, "Many V V happy returns!" they weren't just talking in the wind. Downeast Energy & Building Supply, owned by the Morrell family since 1908, celebrated its l00th anniversary last year with plans to stand tall in its community for many years to come. And there's a fourth generation of Morrells in training up there in Brunswick, Me., ready to make good on that promise.

The company was founded in 1908 as Brunswick Coal, but soon firewood, lumber, oil and propane joined the mix. A separate Building Supply Division took roots in the '80s, after a disastrous fire "took the whole place down," recalls Peter Bernier, v.p. of the division. "We rebuilt the store and warehouse and made major changes."

Today the division counts 40 employees in addition to the office staff, IT crew, and marketing and training departments it shares with the larger Energy Division, with its 13 outposts in Maine and New Hampshire, allowing the Building Supply force to do what it does best-and that's sell sticks. "Our customers are 75-807o contractors, and that's the way we like it-or, liked it," Bernier amends with a rueful joke when faced with the current economic uoheaval. "Most of them built two or three houses a year, but, while there's still some new-home activity, they've turned to remodelins."

And that's another niche in which Downeast is well-prepared to help them. The operation boasts a Kitchen Display Gallery, whose staff stands ready to walk a contractor's own clients through their choices, saving the pros both time and patience. The adjoining millwork displays provide margins as bountiful as the choices. "Well, at least they used to," Bernier laughs again. "Even those are more competitive today."

No surprise. In fact, local competition, always vibrant in Maine, has become "even more intense," he notes. But Downeast maintains a strong distinction. "Operationally, our biggest difference-and plus-is that we have

"We carry everything they need, from lumber and plywood to hardware, power tools, Benjamin Moore paints, and Andersen windows. We have two boom trucks for their convenience (costly to purchase, costly to maintain," Bernier adds). "We offer free deliverywhich is even more challenging these days," he points out, "because we're reaching farther away, looking for business."

It helps that the Energy and Building Supply divisions are adept at at cross-marketing. "We play up each other's advantages. We also do a fair amount_of print advertising-not that it reaches our pros, but it gets our name out to the community, and it pays off. It's happened a number of times that a pro comes in and says,

GREEN PROMOTION: Downeast invited an arborist in to talk about trees for last vear's Arbor Dav.

'I've never done business with you, but my client insisted!' After we show them what we can do for them, they're back as some of our better customers."

Downeast takes proactive steps to make them feel valued-everything from hosting weekly, vendor-sponsored barbecues in the summer to contractor cruises with over 150 customers sailing Casco Bay, complete with dinner and band. The company also invests in inviting and transporting them to industry shows and staging green building seminars. "We get a full house, which we can hold in the conference area of the Energy Division, which is otherwise used for staff training," says Bernier. And Downeast's own IT staff also offers customers training on business skills, such as computer software.

The staff is long on tenure. "I started here myself in 1978, right out of college," attests Bernier, and he's not alone in that boast. To foster retention, "We give awards and celebrate years of service. We also offer training in such skills as customer service. using a company in Portland we have on retainer. Right now, we're offering a course in personal development to 25 individuals in things like presentation skills, how to do a PowerPoint."

Indeed, Downeast not only believes in education, it walks the talk. Every year it awards multiple scholarships for children of employees to further post-high school studies. In addition, it offers additional scholarships to kids unaffiliated with the company with interest in careers in the building supply and energy industries to continue their post-high school education in community colleges.

To spark that interest at an even earlier age, the company hosts full-day visits to its yard for area high school classes. called JMG (Jobs for Maine Graduates), to introduce them to job opportunities. "The kitchen department will explain how a designer works, and the yard will show them what a driver does," Bernier says. "We give demonstrations on safety, have speakers about various job functions, and end up with pizza. We emphasize that there are good jobs out there that don't necessarily require college-plenty of opportunities. While we don't know if it's paid off in future employees directly yet, we feel it's a community service, and lets them know that not every student has to mainstream to college."

Downeast also takes a lead in com-

munity service, thanks to the Morrell family's generosity. "We help on library, hospital and church building or renovation, and also in donations of our time. I'm on the board of the United Way, for instance," he adds. "For years, the family wanted donations to remain anonymous, but when folks insisted-'You should tell people!'-they decided that wasn't such a bad idea. after all."

Today, the firm sponsors displays in local home shows and joins in Maine's Green Collaborative Effort, educating consumers in savings to be made in energy and advances in green building products.

Sure, Downeast is feeling the pain of the times. But it has not laid off a single person. Instead, seeing the way the wind was blowing as early as two years ago, the company started examining savings possible through job attrition. "Plus," Bernier adds, "also having an energy company allows us to spin off our Building Supply drivers

to them during the winter."

Nonetheless, "we're feeling the crunch in every way, and our community has been hit especially hard. A local Naval Air Station is slated to close, which means losing a big piece of the community-700 housing units on base plus other homes up for sale as people move out," he says.

"Fortunately, Downeast is well established and doesn't carry a lot of debt. We're very careful of spending, so we can withstand this for a long time. We did see a little spike in the past three or four weeks, but those will come and go. Summer is flat, but that's okay. But next winter will be very difficult around here. I'll be surprised if all the players are left standing a year from this time...."

Expect Downeast, however, to be standing tall.

- A former award-winning LBM trade magazine editor, Carla WaLdemar writes frequently on the industry. Contact her at cwaldemar@ comcast.net.

lrrrrrrns

Orchard Supply Hardware is remodeling the former Yardbirds store in Fairfield, Ca., and hopes to open this fall

Friedman's is considerins a site in Petaluma, Ca.,long eled by It)we's, to open a new store by fall 2010...

Do It Yourself Center was denied city council approval to move into a vacated building near two hardware stores in S. Lake Tahoe,Ca....

Ace Hardware held a June 12 grand opening for a new 10,000sq. ft. store in Ferndale, Wa.; Gordon Merritt, owner ...

Ace Hardware has broken ground on a 14000-sq. ft. store in Tacoma, Wa. ...

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

Habitat for Humnnity applied to open a ReStore discount LBM outlet in Powell, Wy., and has moved its North Bend, Or., branch to a larger facility ...

Home Depot opened a new store June 11 in Firestone. Co.-one of only five new Depots set to open in the U.S. this year (Randy Quam, store mgr.)

Home Depot has pushed back completion of a new distribution

Send us your news!

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

(a free seruice)

center in Redlands, Ca., to next year and has sold its six-month* old, 657,000-sq. ft. distribution center in Tracy, Ca., to US Industrial REIT III, but will continue operating from the facility on a 15-year lease ...

Lowe 's unveiled a new store June 12 in Pacoima, Ca., and is ready to break ground on a 94,OOOsq. ft. store wtih 26,500-sq. ft. garden center in Hobbs, N.M., for a 2nd quarter 2010 opening

Lowet applied to build in Vallejo, Ca., and received approval of an environmental impact report to build a 111,196-sq. ft. store with 27 ,72O-sq. ft. garden center on 10.7 acres in Sonora, Ca.

Hills Flat Lumber Co., Grass Valley and Colfax, Ca., has been Forest Stewardship Council chainof-custody certifed by Scientific Certification Systems ...

Wuor:srurs/trrutrtrurrrs

Inland Timber, San Bernardino. Ca.o was closed June 30, two months after the 28-year-old wholesaler moved to a new site (see story on additional closures by sister company Stock Building Suppy, p.25)

Plum Creek mothballed its Evergreen, Mt., stud mill and stud remanufacturing plant for an indefinite period starting June 26 and cttt 23 of 130 jobs at its sawmill in Columbia Falls, Mt. ...

Hambleton Lumber Co.. Washougal, Wa., suffered an estimated $250,000 in damages in an early morning fire June 25 that destroyed its debarker ...

EcoBlu Products, Carlsbad, Ca., is leasing a 3.6-acre former lumberyard in Prosper (Dallas), Tx., to open an engineered wood component manufacturing/coating plant and regional office ,..

Boise Cascade, Boise, Id., has agreed to acquire substantially all of the assets of Kinzua Resources' sawmill inPilot Rock, Or. ... Boise has achieved Sustainable F orestry Initiative chain-of-custody certification for all Boise Engineered Wood Products plants across North America

Timber Products Co.'s particleboard plant in Medford, Or., earned Forest Stewardship Council chain-of-custody certification through Scientific Certffication Systems ...

Aznx Porch T&G cellular PVC porch planks have been classified for fire hazard areas bv the state of California ...

Contact Industries. Clackamas. Or.. earned ISO 9001:2008 certification from National Quality Assurance, USA and was recertified under the Forest Stewardship C ouncil's chain-of-custody program by Scientffic Certffication Systems Contact has added Atlanta Hardwoods Corp. subsidiaries White County Mouldings and Hardwoods Inc. as distributors in the Southeast ...

LifeTime Composites LLC, San Diego, Ca., has enlisted Duraforce Inc.,Fort Mill, S.C., to distribute its decking and fencing in the Southeast

BlueLinx is now distributing A-E.R.T.'s MoistureShield and LifeCycle composite products in Alaska, Washington, Oregon, Idaho, Montana, Wyoming, Utah, Colorado and Hawaii

Deadlines Engineering Inc., Morro Bay, Ca., launched two new websites: www.fixmytruss.com and www.fixmyjoist.com ...

Housing starts in May jumped 17 .2Vo to a seasonally adjusted (Please turn to page 41)

Join the 2009 Gtobat Buyers Mission and find new sources of - high quatity, competitivety priced wood products inctuding buitding products, speciatty lumber & remanufacturing products from Canadian manufacturers.

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

furv

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

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

InterSolar North America - July 14-16, Moscone Center, San Francisco, Ca.: www.intersolar.us.

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

Western Building Material Association - July 15-17, mid-year board meetings, Leavenworth, Wa.; (360) 943-3054.

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

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

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

Portland Hoo-Hoo Club - July 24, golf tournament, Forest Hills Golf Course, Cornelius, Or.; (503) 64'7 -501 1.

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

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

Auousr

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

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

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

National Association of Women in Construction - Aug.26-29, annual convention, JW Desert Ridge Resort, Phoenix, Az.; (800) 552-3506.

Remodeling & Decorating Show - Aug. 28-30, South Town Expo Center, Sandy, Ut.; (818) 557-2950.

Remodeling & Decorating Show - Aug. 29-30, Pasadena Conference Center, Pasadena, Ca.; (818) 557-2950.

Srnrmrrn

BC Wood - Sept. 10-12, global buyer's mission, Whistler Conference Center, Whistler, B.C.; (877) 422-9663.

Horizon Distribution Inc. - Sept. 12-13, annual market, Yakima Convention Center, Yakima, Wa.; (800) 541-8164.

Hoo-Hoo International - Sept. 12-15, annual convention, Harrah's Hotel & Casino, Reno, Nv.; (800) 979-9950.

RISI North American Forest Products Conference - Sept. 1416, Westin Gaslamp Quarter, San Diego, Ca.; (212) 537-9130.

North American Wholesale Lumber Association - Sept. 14-17, wood basics course, Salbasgeon Suites & Conference Center, Corvallis, Or.; (847) 870-7470.

Willamette Valley Hoo-Hoo Club - Sept. 16, trap shoot, Sportsman's Club, Creswell, Or.; (541) 485-5979.

Door & Hardware Institute - Sept. 16-26, annual conference & expo, Gaylord Palms Resort, Orlando, Fl.; (703) 222-2010.

Jensen Distribution Services - Sept. l7-l9,fall market, Spokane Convention Center, Spokane, Wa.; (509) 624-1321

Western Wood Products Association - Sept. 18, Lumber Pioneers annual meeting, Monarch Hotel, Clackamas, Or.; (so3) 224-3930.

Selling isn't telling

By James Olsen

qELLING isn't telling. Most sellers \Jspend loo much time talking. We know what we know. What we don't know is what the customer knows.

When we assume we know what our customer wants, we begin to sell to a target instead of a bull's eye. If we don't listen to our customers thoroughly, we have an incomplete target. There is a time to sell. That time is after we understand our customer's needs completely and thoroughly. If we listen to our customers, they will tell us how to sell them.

The problem is that many of us don't listen enough. Because we don't listen, we don't hear what our customers need. Selling quality to a customer looking for price will not produce an order any more than selling apples to a customer looking for airplane parts. Selling into assumed need doesn't produce business and irritates customers for future business.

When a customer asks a question, we must find out the need behind the

question. One way is to answer the customer's question with a question.

Customer: "What is the market on 2x4?"

Us: "We have been selling 2x4 well today, why do you ask?"

If we are uncomfortable answering a question with a question. we can give an answer and then ask a question.

Customer: "What's your price on 7/16 OsB?"

Us: "We are selling OSB at $250, what have you been hearing?"

Knowledge is power. Even if our customers aren't buying from us, they can still give us valuable information we can use to sell other customers. When we ask for information after giving information we leam more and we send the message that we are partners with our customers. not iust information dispensers.

The follow-up question

We can think many times faster than anyone can talk. Most sellers use this gap to think about what they are going to say next. The master seller focuses intently on exactly what their customer is communicating (verbally and non-verbally). While we listen for the total meaning, we formulate a follow-up question pertaining to what our customers tells us. This will: Keep the customer talking, creating more rapport.

. Give us more information-a better bulls-eye to sell to.

Telling Questions

Many sellers "tell" questions. "You are probably using green Doug fir in 2x10 blah, blah, blah." It is beuer ro ask, "What are you using in 2xl0?" This mistake is made by neophytes as well as experts. The new seller and the expert both want to show the customer how much they know. It is not important how much we know. It is impor-

tant that we understand precisely what our customer desires.

It is also important that our customer feels that we have listened and understood them. Customers will not care about what we know until we have listened to what they know. Customers will give us more attention after we have given them attentionthey will want to listen to us.

This is impossible when we're talking. Customers like to talk. Ask them. They will tell us-and enjoy telling us-if we listen with rapt attention.

Interruptions

I used to tell sellers, "When a customer speaks, shut up!" Now I tell them, "When a customer makes a noise, shut up!" Some people will mumble or make noises before they begin to speak. We must be hyper sensitive to these noises-they are the precursor to full communication.

Some sellers will continue to talk when interrupted by a customer. Don't. If the customer is so excited about whatever they want to say that they feel the need to interrupt, let them-it's a buy sign!

Many sellers feel they are at a disadvantage because they aren't the most verbally adept. Listening is their tool for sales success. No one feels listened to. Spouses don't listen to each other, children don't listen to parents, parents don't listen to children, bosses to employees. Once a customer feels listened to, the walls that impede communication will fall. If we practice the art of listening, people will stand in line to buy from us.

We know what we know. Listening will tell us what our customers know. Listen.

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

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Mountain States Lumber & Building Material Dealers Association has selected Tim Connor, Connor Resource Group, Davidson, N.C., to keynote its annual fall conference Oct. 1-3 at Inverness Resort & Conference Center, Englewood, Co. "Mission Possible: Meeting the Challenges of Uncertain Times" is the theme.

Lumber Association of California & Nevada is moving later this year

into a new 3,000-sq. ft. office in Folsom, Ca.

LACN's annual convention is set for Oct. 22-23 at the U.S. Grant, San Diego, Ca. A golf tournament will open the event, followed by a board meeting and opening reception. A silent auction will benefit the political action committee. Closing activities will include the president's dinner, installation of officers, and award presentations.

LACN'S new headquarters in Folsom, Ca., is still close to Sacramento and includes offices, a conference room, mailing facilities, and a storage area.

Speakers include Alan Beaulieu, Institute for Trend Research, on "The Future Is Your Decision: Making It through the Great Recession," and attorney Laura Innes, with an employment law legal update.

LUMBER Assn. of California & Nevada held iis annual associates/dealers golf tourney June 11 at Rancho Solano Golf Course, Fairfield, Ca. (1) Bill

Kuhn, Rich Langton. (2) Randy Roget. (3) Kim Possible. (4) Dave Preston. (5) Roy Cobble, Steve Hagen, Jerry Moiser, Chris Tritschler.

Stock Exits Colorado, Montana, Nevada, Wyoming

Stock Building Supply is leaving Colorado, Montana, Nevada and Wyoming and drastically reducing its presence in Idaho and Utah, as the bankrupt chain spends its summer closing more than 100 locations from coast to coast.

Hardest hit is the Mountain States region. which is losing operltions in Idaho Falls, Preston and Rexburg, Id.; Kalispell, Mt.; Albuquerque, N.M.g Brigham City. Logan, Roy and St. George, Ut.; Evanston. Wy.; Alamosa, Co., and more thatn a dozen tacilities throughout Denver, Co., and Las Vegas, Nv.

Othcr closures in the Wcst include Inland Timber. Grand Terrace, Ca.; a lumbcryard in Bishop, Ca., and a framing division in Albuquerque, N,M.

Also on the chopping block arc lumberyards, officcs, component plants. installed sales hubs, or design centers in New York, North Carcllina, South Carolina. Tcxas, Virginia, all facilities in Connecticut. Illinois. Indiana, Massachusetts, Michigan.

Yard Ratchets Up Hardware

Gray Lumber. a 1O8-year-old yard in Tacoma, Wa., recently spcnt $80,000 to rework its hardware departmcnt and increase sales.

"We're not hardware profcssionals," said Steve Gray, who's head of finance and administration. "but we did want to increase retail sales because the nearest yard or home center is three miles away."

Steve and his brother. N.M. "Mac" Gray, who serves as president and sales manager, inherited the business from their father, Neil Gray, in the 1980s. Grandfather Claude Gray fbunded the business in 1903.

As a member of the Ace Hardware cooperative, the company signed up for a store "reset" of its 6,000-sq. ft. non-lumber scction. During fi ve weeks from mid-January to the end o1 February. two Ace consultants and their crews rearanged the store's layout, removed poorly selling products, and restocked with top-selling items.

Since (he redo. trartsr.rc{itrrt5 ps1 day have gone up a third and paint sales have doubled. "We encourage businesses to make improvements now. to position for future growth," Steve Gray said.

Minnesota. New Hampshire, and Wisconsin, and the veist majority of branches in Florida.

Closures began in early May and will continue until at least the end of August. Shuttered properties owned by the chain-as well as several not planned to be closed have been placed up fbr sale.

Parent company Wolseley PLC's sale of a controlling interest in Stock to private equity firm Gores Group, Los Angeles, Ca., was contingt: nt

upon Stock fi lin_c for Chapter I I bankruptcy protection so it could break hundreds of lease agreements. Even in its pared-down statc, Stock told the bankruptcy court it did not expect to return to profitability until 201 3.

Aftcr thc first batch of closures, Stock- which once boasted 360 branchcs-was down to fewer than 200 locations-a total destined to further plummet as the summer proceeds.

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MaFket Outlook

Looking for the light at the end of the tunnel

r|-tHIS year is expected to mark the I. low point of the long and protracted recession that began with the housing downturn and was officially recognized as a recession in December 2007, according to APA's spring forecast.

That expectation comes with some cautions and caveats, however, notes APA market research director Craig Adair. "Our forecast assumes that at least some of the many programs thrown at the economy and the hous-

Eet monthly housing, production reports

Subscriptions to APA's monthly housing market and quarterly engineered wood production reports are now available.

The housing market report is in the form of a PowerPoint presentation and includes housing starts and permit data, new and existing home sales, home inventories and months of supply, morigage rate trends, and a housing stads forecast. Also included are data on nonresidential construction spending, industrial production and remodeling, consumer prices and spending, and U.S. and Canadian gross domestic product. Based on data compiled through a comprehensive review of industry and government reports, the report is emailed to subscribers. The annual subscription is $600.

The quarterly industry production reports, published about two weeks after the end of each quarter and both the U.S. and Canada, cover softwood plywood, OSB, glulam, wood l-joists, and LVL. They provide data on U.S. panel production by region as well as panel import and export data and mill closures and openings for all

EWP categories. Annual subscriptions are $250. The report is delivered by email as a PDF file.

APA also issues an annual Structural Panels & Engineered Wood Yearbook lhal orovides a wealth of historical demand and production data, including U.S. and Canadian softwood plywood and OSB production and capacity, U.S. regional production, panel imports by country of origin, panel exports by destination, U.S. and Canadian production of glulam, wood lioists, and LVL, product consumption by end-use markets, panel and EWP producing mills in North America, producers ranked by size, panel production by state, mill starts and closures, and much more.

It includes data up through 2008, with estimates for 2009. In some cases, the historical data go back as far as 1 990.

Prepared by APA's Craig Adair, the yearbook (APA Economics Report E175) is $250 as a PDF only. To view the table of contents or to order online, go to the Publications section of www.apawood.org.

ing market by the federal government will stick and get the economy moving again," he said.

The key factors required for a turnaround are affordable homes, a recovered credit system, renewed consumer confidence, and at least moderate job growth, the forecast notes. The first three of those four criteria have shown some promising signs recently. Home prices in most parts of the U.S. have come down to pre-boom levels. Once buyers believe the bottom has been reached, the huge inventory of unsold housing should begin to recede. The Treasury Department's recent banking "stress test," although showing billions of dollars in anticipated losses through the end of the year, at least provided a measure of the problem, a critical first step in repairing the system. And consumer confidence has been on the rise for the last three months, signaling new hope for an increase in consumer spending.

The unemployment rate, at approximately 9Ea, remains the most troubling ofthe challenges still ahead.

Taking these factors into account, APA forecasts U.S. GDP to return to growth by the fourth quarter and for seasonally adjusted annual housing starts to begin a long slow rise during TREATERS

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the second half of 2009.

U.S. housing starts, including manufactured units, should total just 540,000 this year, down 45% from 2008 and a staggering'757o fromtheir 2005 peak of 2.2 million. Starts next year, however, are forecast to rebound to 755,000 and to continue climbing in the ensuing years, up to 1.8 million in 2013. That expectation is based in part on the formation of an estimated 1 million households annually, representing a pool of pent-up demand.

Since new residential construction under normal conditions is the single largest market for structural wood panels and other structural EWP, the rise in housing starts is expected to lead the way to recovery for the panel and engineered wood industries. U.S. and Canadian softwood plywood and OSB production is forecast to rise next year to approximately 27 .7 billion sq. ft. (3/8" basis), tp l47o from 24.2billion ft. this year. Almost 807o of the increased production is expected to result from growing demand in the new residential construction market.

Industry production of glulam timber, wood I-joists, and LVL also is expected to climb next year, up 217o, 667o and 3 57o, respectiv ely

The forecast is for the remodeling and industrial markets also to show improvement next year, with structural panel demand in those sectors up 77o and 67o, respectively. Panel demand in the nonresidential construction, on the other hand, is forecast to be down again slightly next year, following a l2%o decline this year.

Industry production is expected to total less than 60Vo of capacity this year, among the lowest ratios in the industry's history. That ratio is expected to climb to 657o next year and to reach 9OVo in 2013, when production is forecast to reach 41 billion sq. ft., a level last reached in 2005. The average ratio over the l5 years prior to 2008 was almost 9l%o. The substantially changed market supply and demand mechanics have made structural wood panels and other engineered wood products good bargains over the past several months.

Excluding shipments from Canada, U.S. imports of structural plywood are forecast to total just 430 million sq. ft. this year, down 24Vo from last year and more than 75Vo from 2005. OSB imports should rise slightly this year, to 60 million ft., but down more than 907o from the 2005 peak of '744 mrllion. The overall decline of panel

imports extends a trend that began in 2006 with the collapse of the housing market and resultins excess domestic

production capacity. Panel imports should begin rising again next year. due to an improving housing market.

U.S. & Canadian Structural Wood Panel & Engineered Wood Production Forecast

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From mouement to mandate The growth of green building legislation

By Mark Rossolo

or small, has looked at ways to increase green building practices through public policy.

For its part, the federal government has retently debated a number of bills regarding energy efficiency in schools and other buildings, while agenciessuch as the Department of Interior, Environmental Protection Agency, General Services Administration, and Department of Health & Human Services-have. either adopted or proposed formal green building policies for all of their buildings.

Itr/HILE green building may once V Y have been a fringe movement embraced by a select few architects and building owners, it is fast becoming common practice-and is now being driven, not only by design and building professionals looking to make their projects more sustainable, but by a staggering increase in government legislation.

Whether it's a city councilperson, state representative or U.S. senator, politicians are under pressure to facilitate the adoption of green building practices. In political speak, proposing a green building policy is viewed as "win-win" for legislators, who see it as a way to address climate change, reduce our dependence on foreign oil, and ensure that our children have a

better place to live-all while saving the government money through energy and water efficiency. It also allows elected officials to position themselves in the eyes of the public as environmentally conscious and willing to act on important issues for the benefit of their community and country.

For these and other reasons, there has been an explosion of legislative activity, particularly at the state and municipal levels over the past three years. In 20O7,for example, 32 states debated more than 170 bills related to some aspect of green building, an already incredible number that grew to 33 states and over 200 bills in 2008. The municipal numbers are just as impressive. as nearly every major population center across the country, large

To date, the vast majority of legislation has focused on the new construction of publicly funded buildings. This isn't a surprise when you consider that most public entities are under severe pressure to reduce their budgets; the potential operational savings associated with high performance buildings are simply too attractive to ignore. The most common type of legislation currently mandates publicly funded buildings over a given size threshold-typically between 5,000 and 10000 sq. ft.-to meet or exceed guidelines set forth by a green building rating tool. The Green Building Initiative's Green Globes standard and the U.S. Green Building Council's LEED tool are the most common rating systems named, though there are many other programs in existence.

At the same time. an increasing amount of green building legislation is also being targeted toward the private sector, where governments are choosing either to incentivize or mandate energy efficiency and other aspects of building performance. Incentives, which have been the more popular choice so far, vary widely-from lowcost measures such as expedited per-

*,i'j,r :rii6!-irGREEN BUILDING legislation, once aimed primarily at public buildings, is now making inroads in the private sector. Builders working to earn recognition under the green building standards can earn points by using engineered wood products and efficient wood{rame construction systems.

mit processes and fee rebates for those who meet certain requirements, to more costly measures such as property tax refunds. However, some governments, such as the city of Washington D.C.. have also chosen to mandate green building within their jurisdictions, and recent history has shown an increasing willingness among legislators to require certain practices.

legislation E the Wood Industry

For the wood industry and other manufacturing sectors, the most significant potential impacts of green building legislation are not related to energy efficiency or other similar mandates. but the requirement to use certain rating systems and the specifics of what those systems entail.

GBI contends that legislation should never mandate one rating system exclusively. Since multiple credible systems exist in this country-and, given that, the inappropriateness of a government body creating a monopoly-it is unreasonable to expect that one system can meet the needs of every design and building professional, type of building, and budget. As in other segments of the economy, com-

"WOOD: Sustainable Buildino Solutions." an eight-page brochure that can'be downloaded lree from the APA website, describes the environmental benefits of engineered wood products, compares wood to other structural products, explains scientific research demonstrating the sustainability of wood, and orovides links to other valuable sources of information on green building.

petition among rating systems also drives the improvement of each and lowers costs, something we've already

witnessed as Green Globes has gained increasing market acceptance alongside LEED.

From an industry perspective, the issue is how different rating systems treat competitive materials. Both Green Globes and LEED award points for wood that is certified as coming from sustainably managed forests, but Green Globes recognizes several systems (Forest Stewardship Council, Sustainable Forestry Initiative, American Tree Farm System, Canadian Standards Association). LEED recognizes only FSC. Independent research shows all of the systems to be effective. In addition, an FSC-only approach creates an issue of supply, since the vast majority of forests in the U.S. are certified to other systems.

Green Globes is also the only rating tool to strongly emphasize and encourage life cycle assessment, or LCA, which is a method of scientifically analyzing building materials and assemblies over the course of their entire lives and assigning an unbiased score that reflects their true environmental impacts. As part of the recently completed process to establish Green Globes as the first American National

Standard for commercial green building, GBI commissioned a tool that provides instant LCA results for hundreds of common building assemblies. That tool has been incorporated into the Green Globes standard and is also free, under the name Athena EcoCalculator for Assemblies (www.athenasmi.ca).

By allowing designers to impartially evaluate and compare design scenarios based on their environmental impacts, LCA helps to ensure that a building meets its sustainability objectiveswithout infl uence from pre-ex i st i n g biases that have long been an accepted part of green building. A relevant example would be rewarding the use of a product with recycled content without considering the embodied energy actually required to extract, manufacture, transport, install and maintain that product over time.

Making Sure You're Heard

The legislative and regulatory environment surrounding green building is evolving quickly-and the current economic challenges will only serve to increase the desire for operational and other savings associated with building sustainability. Elected officials nationwide are in the process of deciding what is considered green, whether to put in place incentives or mandates, which rating systems will be used to determine success, and other issues affecting everyone involved in the building industry for years to come.

Organizations such as the American Forest & Paper Association are active in the legislative arena on the wood industry's behalf, but the only way to ensure that all levels of government understand the importance of issues such as competition and LCA is for the industry to participate en masse in the debate. Joining a green building organization,

participating on a committee working to expand green building within your state or municipality, or submitting comments on proposed policies and legislation all help to ensure your voice is heard.

- Mark Rossolo is the director in charg,e oJ state outreach for the Green BuiLding Initiative (www.thegbi.org).

The article oppcured urigirrullt' irt the spring 2009 issue ol rlre Engineered Wood Journal cnd can be vieu'ed together with additiotrul i4lormation on green building rating ststents.tt tlwtr.tL\tbook.cetrr/tutbooks/nay-lulEWAB0l09/#/0. Readers also nnt' subscribe to tltc cle(tronic edition of the biannual Engineered Wood Joumal b_r serrJittg name, cornpany name and email atldress to kitn.sivertsen@apuutxtd.org.

Industry's green strategy

A broad-based task group of North American wood products industry stakeholders has begun work on a new plan to advance the credentials of wood products as a green building material.

Still in its early stages, the effort has two objectives-first, to inventory existing industry data, research, communication programs, and tools in an effort to better coordinate their effective use, and second, to develop and then implement a strategic plan that addresses the education of key user, specifier and other stakeholder groups on lhe environmental merits of wood products, with an ultimate goal of helping to increase sales of North American wood products. The group made final recommendations for the scope of work and agreed to retain a consultant to complete lhe inventory of data and develop the strategic plan at a recent meeting in Chicago.

Group members are Ken Skog, U,S. Forest Service/Forest Products Laboratory; Jennifer O'Connor, FP-lnnovations/Forintek; J.P. Martel, Forest Products Assn. of Canada; Bob Glowinski, American Forest & Paper Assn.; Dave Bischel, California Forestry Assn. and Forest Industry Assns. Council; David Anderson, Natural Resources Results; Cees de Jager, Binational Softwood Lumber Council; Jeff Howe, Dovetail Partners, and Dennis Hardman, APA and Wood Products Council. Hardman also chairs the task group.

Setting the standard Work progressing on newn updated rules

Panel lateling Answers

Questions ard answors pertaining to the panel thicknses labeli*g issue in California are contained in an Technical Topics publication prepared by APA last ygat, The loulpage publication provides background on he matter, answers to several frequently asked questions, and a facsimile of an APA trademafk $howing tha supplemental mill thickness label that many mills are now using to comply wifr California Weights & Measures requirements. Ouestrbns & Anawers Regardiry Panel Thickness Labeling, Form No. fi0318, is free from www.apawood.org"

PA and industry stakeholders are well along on efforts to develop and update key structural wood panel product and performance standards. The standing committees for Voluntary Product Standard PS I : Structural Plywood and Voluntary Product Standard PS 2: Performance Standard for Wood-Based StructuralUse Panels were recently reconvened and have met to address possible changes pertaining to product thickness labeling, fastener and concentrated load provisions, and other testing, labeling and certification issues.

PS 1 is a prescriptive standard that

CNNSULTINE ENEiINEERS DEA,DLI N ES

sets requirements for producing, marketing and specifying softwood plywood used in a wide array of construction and industrial applications. It was last revised in2007. PS 2, last revised in 2004, is a performance-based standard resulting from efforts to harmonize U.S. and Canadian standards under the U.S.-Canada Free Trade Agreement. The standing committees of both standards are comprised of members representing panel manufacturers. suppliers. regulatory agencies. government, academia and inspection agencies. APA serves as a non-voting sponsor and technical advisor.

Thickness labeling changes, if adopted, would be designed to achieve consistency between provisions in PS / and PS 2 and those found in handbooks published by the National Institute of Standards & Technology.

Siding Sets Listed

Two varieties of APA 303 plywood siding are now listed in the Calilornia Wildland Urban Interface Products handbook as products complying with new California Department of Forestry & Fire Protection regulations for fire-resistive conslruction assemblies in state urban-wildland interface areas.

The products include: (1) 303 siding wilh shiplap edges, nominal '19/32" thick and grooves spaced 4" on center, manufactured with veneers of all southem pine or Douglas fir face, back and center with hemlock or Douglas fir cross plies, measuring 4x8 ft., and (2) 303 reverse board and batten, nominal 19/32" thick and shiplap edges, grooves spaced 12" on center, manufactured with face, back and center of Douglas lir veneers and cross ply veneers of hemlock or Douglas fir, measuring 4x8 ft. The new regulations went inlo effect January 1, 2009. The listings are based on the results of a series of fire tests that APA sponsored at the Western Fire Center, Inc., an accredited fire test laboratory in Kelso, Wa.

Providing design and repair engineering for all Engineered Wood Products and solid sawn materials; joists, beams, bolted trusses, Metal Plate Connected wood trusses,

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Since our recent plant loss due to fire, we have received great support and encouragement from our customers, suppliers, and friends. We would like to express our heart lelt gratitude.

Cascade Structural Laminators is open for business and we are moving inventory from our Chehalis facility to meet your glulam needs. We are working hard and committed to continue being your one-source glulam manufacturer. Call us at 54 | -726-9836.

A CONSENSUS standal.d for eng neerecl ,,rocd panel s d fg ,ilas recently conrp eteo ulroer APA s recogn t on as a'r Amer car Nat ora Standards lrst trite iANS ) accreditecl stanclarals de!,e opef

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Stnategic Target

Raised wood floors constitute major market oppontunity

hESPITE the current state of the LThousins market and overall economy, pockeis of opportunity still exist for expanding wood product demand. One such strategic target is the raised wood floor market in the Gulf Coast region, where the risks of storm flooding and expansive soils make raised wood floors a natural choice over lraditional concrete slab-on-grade construction.

The Southern Pine Council. APA. their member manufacturers. and other industry partners have been working together for months under a program called Raised Floor Living to deliver construction strategies, product support, and educational outreach to

home builders and buyers in a broadbased effort to increase awareness, acceptance and use of raised wood floors, as well as other wood construction systems, from Texas to Florida to North Carolina.

Although SPC has promoted raised wood floors along the Gulf Coast and elsewhere for years, the system gained a major spike in interest and wood industry attention following the massive flooding and extensive property damage caused by hurricanes Katrina and Rita in late 2005. Compared with other options-such as concrete slab atop dirtfill, slab on backfilled perimeter wall, or ring levee-the raised floor system often is the most

practical and cost-effective way to protect buildings and meet local building ordinances in flood-prone areas.

The system provides other benefits as well, including excellent insulating properties. ease of improving or repairing utility lines, durability, uplifting comfort, and classic style, among others.

APA activities in the region are aimed at educating builders, framers, designers and building code officials about the merits of wood construction. while SPC is working both to create consumcr awareness of raised wood floor features and benefits and to complement APA's design and construction education efforts. (Visit www. raisedfloorlivins.com for more informatlon.)

The prospects for increasing wood industry share of the residential floor market is strongly supported by the results of a consumer preference survey released last year by the National Association of Home Builders. For the U.S. as a whole, 427o of consumers prefer wood framed first floors, compared with 257o for concrete slab, according to the survey results. The remaining one-third had no preference, were unsure, or didn't know. And while the preference for concrete slabs was only 257o, concrete represents 5370 of total first floor area, suggesting a wood floor promotion campaign such as that now being conducted by APA and SPC in Gulf Coast states could yield positive results.

The preference for wood varies widely by region, with the highest popularity in the North Central region and lowest in the West South Central region, where concrete has a longstanding tradition. Those findings provide support for the view that the

RAISED WOOD floors provide a variety of builder and homeowner benefits, including better protection from flood damaoe.

raised wood floor effort could also make inroads in other regions.

The Raised Flooring Living program employs a wide variety of promotional tactics, including professional seminars and training events, demonstration projects, trade and consumer publicity, advertising, local television coverage, publications and website information. Cost and performance studies also are under way to develop data to help overcome misperceptions about the economies and long-term performance advantages of wood construction.

APA's activities also place special emphasis on wind-resistant structural panel sheathed wood walls. Structural wood panel share of the residential wall sheathing market stands at approximately 7O7o, which means there is substantial volume at risk, but also potentially to gain.

APA, which has conducted high wind and seismic load tests at its Tacoma. Wa.. research center for years, has in recent months also installed new state-of-the-art combined shear and uplift test equipment, launched a three-dimensional whole house test program, developed a wall bracing website (www.wallbracing.

org), co-authored a wood wall bracing guide with the International Code Council, advocated for structural wood panel sheathing systems at ICC hearings, participated on a Federal Emergency Management Agency hurricane damage assessment team, and published wall sheathing literature.

APA also recently expanded its team of engineered wood specialists

assigned to the program in accordance with the unique opportunities that now exist in the region. Joining Bob Clark, who oversees the regional effort, are Bruce Cordova, Houston, Tx.; Paul DiGiorgio, Central Gulf; C.W. Macomber, northern Florida, and Stan Smith, Atlanta, Ga., and Charlotte, N.C. SPC also has a team dedicated to the effort based out of Kenner. La.

Pnogram Targets lllonresidentialMarket0ppoftunities

Another strategic market with substantial long-term opportunities for increasing wood product demand is the nonresidential construclion market, which the Wood Products Council is targeting under a program called WoodWorks.

Launched in2007, the initiative is one of the most comprehensive and sustained industrywide market development efforts ever undertaken by the North American wood products industry. lt targets 4.1 billion sq. ft. ol additional potential structural wood panel demand, as well as similarly substantial gains for lumber and engineered wood.

The program is now operational in three target-rich regional markets{alifornia, the Southeast (Georgia, the Carolinas), and North Central (Minnesota, Wisconsin, lllinois). Those three markets, each of

which has a regional director and technical staff in place, represent approximately 30% of the potential market gain for wood in nonresidential conslruction in the U.S.

The program is aggressively addressing the need to educate target audiences on the various technical issues related to nonresidential wood design and construction through seminars, workshops, Wood Solutions Fairs, trade shows, direct mail, trade media publicity and advertising, direct user and specifier support, website accessible information, and publications. Critically important wood design soflware also is in develooment.

For more information on the program, visit www.woodworks.org and see 'WoodWorks al Work," an Engineered Wood Journal article at www.apawood.org.

SeFUice Call

Help Desk proves valuable dealer tool

Information $eruices for LBM 0ealers

The old adage that'knowledge is powef is especially pedinent in difficult times like these, when every bit of news, data and information can become criticalto competitive advantage. As the leading voice ol the North Amedcan slruclural wood panel and engineered wood products industry, APA can becorne a valuable information clearinghouse for building material retailers who sellthose producls.

Here's how:

trvodunlveraity.org

fVoodUniveriity.org is an online engineered wood product training resource. Several courses are offered and more will be added in lhe future. Ol partictlar value to retailers is Course 10:1, Unit 2Selling Engineered Wood, which is particulady well suited to new sales employees. WoodUniversity courses are free.

BuildaBetterHome.org

The BuildaBetterHome site provides construction details and tips to prevent moisture intrusion and resulting problems in residenlial construction. The site is designed for design and construclbn professionals and includes links to APA publications on tho sutiect than can be used as valueadded tods by dealers. A related sito, FreeFromMold.org, is designed specifically lor homeowners and otfers tips on how to maintain a mobture-free home environnent. t

Dealer Training Semimrc

EWP specialists fron'APA's Field Services stafi are available to conduct training meetingc and seminars tailored to he sales tlaining needs of building material retailers. tlsually conducted in cooperation with local or regional dealer assoeiations, these events can be invaluable for both new emphyees andseasoned veterans.

PerformancePanels.com

PerformancePanel.eom is an APA site devoted exclusively to products and applications for thg industrial markel, from upholstered lurnilure and kitchen cabinets to crates, pallets, boats and slgnage, Dealers selling to industrial customers can profitably use this site to enhance their value-added services, The sile includas links lo man= ufacturers that produce panels for industrial apflications,

Product Literature & Application Tipe

APA maintains a comprehensive library of product and appliee. tion literalure, including a series of problem-prevention Builder ?ips that can be incorporated by dealers into their customer service pro gram. Most APA publications can be downloaded free from the *PA website.

Environmental & Grcen Building Inlo

The Green Topics sec'tion of APA's website includgs a variety of information in suppoil of the environmental merits of wood products, including facts and figures on sustainable forest management, th6 life cycle advantages of wood, the low formaldehyde emissions ot EWP, and links to other valuable information resources.

ll /JERRITT Kline jokes about his first few days as the IYIguy in charge of APA's brand new Product Support Help Desk. "There was a desk, a phone, and stacks of engineered wood product information, but that was about it," he recalls now, nearly 13 years removed from that day back in October 1996, when the help desk opened for business.

One of the first help desks in the wood products industry, the function today is an indispensable part of the association's technical and market support program. "I can remember when we didn't have it," says long-time APA senior engineer Ed Keith. "And I don't know how we got along without it. It's a huge time-saver for the engineers and scientists who used to have to field routine inquiries. And it's a great service to users, specifiers, building material retailers, distributors and others because they receive immediate answers and assistance."

The help desk was created on models taken from the burgeoning computer software industry, which found itself flooded with myriad and sometimes complicated questions from product users.

APA's help desk operated from its inception with software that helped manage information storage and transfer. But in those early days, the help desk ran without the benefit of what by today's standards are vital tools-the Internet, email and electronic documents. Incoming calls went through a switchboard, and "we relied on photocopies and faxing of paper documents for information transfer," recalls Kline. "We were still wearing ties to work then, too," he adds with a smile.

The latest technology, including an automatic call distribution system and Internet capabilities, was soon added.

An even bigger challenge, Kline recalls, was simply "learning the range of information resources available and developing a logical system for cataloguing those resources so they could be put to best use. I thought setting up the help desk software would be the major obstacle in getting the operation off the ground. But knowing where to look for information was the hardest part."

The desk, which operates as part of APA's Technical Services Division, receives approximately 12,000 inquiries annually. About two-thirds are phone calls, with most of the remaining arriving via email. A few letters, faxes and occasionally even visitors come in. The phone number (253-620-7400) and email address (help@apawood.org) are featured in all APA publications, news releases, and advertising. In addition, some 40 APA member mills include the number with their panel or engineered wood trademarks.

The value of the service continues to grow over time because all calls are logged into a database, adding to a

quick-recall info source. "The 'knowledge tree' now contains more than 2,700 unique entries, so in most cases we can find an answer to a question very quickly because it has been asked before," Kline notes.

The database also permits tracking calls by vanous user groups. The largest number of inquiries-167o-is from engineers, for example. Builders, dealers and architects each represent lo-ll%; followed by homeowners and distributors (7-8Vo\ and APA members. d-i-vers and subcon-

tractors (about 57o each). Lesser call volumes come from code officials, manufacturers, treaters, building or marketing consultants, associations, property owners, developers, academia, media, designers, government officials, etc.

Data also is kept by product line and by market. Structural panels account for about 7O7o of product-specific inquiries, and more questions relate to residential construction than to any other market. In addition to plywood, OSB, glulam, wood l-joists, LVL, and rim board-products manufactured by APA members-the help desk also fields calls relating to southem pine lumber under an agreement with the Southern Forest Products Association.

In addition to APA's own product literature, technical reports and website, the help desk relies on a number of other tools and sources for answers to questions, including building code documents, the Forest Products Laboratory's Wood Handbook, and the American Forest & Paper Association's National Design Specification for Wood Construction, which contains enginecred wood design information provided by APA.

A small number of inquiries-about 4Vo-still require the help of an APA engineer or scientist. In some cases, calls are refened to staff in other divisions, such as market research or communications.

Most calls, Kline notes, are "straightforward and involve good questions." He adds that many also point to the ongoing need for marketplace education on proper product specification and application. The lack of understanding of basic recommendations among many product users and specifiers is often surprising, Kline observes. "Things that might seem very elementary, such as panel edge spacing, blocking requirements, or the meaning of a span rating, often are not understood out there in the field."

Concrete Forming Panels

better than B-B plyform

Pourform-O5, an Ai nsworth E n g i n e e red @ OSB substrate designed specifical ly for cost-effective concrete forming. lts enhanced MDO overlay, moisture resistant edge-seal, and alkali-resista nt finish outperform B-B plyform every time -at a competitive price.

APA'S Product Support Help Desk is a valuable service for retailers

Releases Easily for Faster Clean-up

Thanks to its enhanced paper overlay,the OS" panel releases cleanly and eliminates wood fi ber transfer, for improved concrete quality with less clean-up.

onols

Jim Snodgrass, ex-Contact Industries, has joined Warm Springs Composite Products, Warm Springs, Or., as marketing & sales consultant.

Jeff Hunt, ex-ProBuild, is now selling lumber, plywood and OSB in the western U.S. for Ketcham Forest Products, Seattle, Wa.

Steye Stevenson is new to inside sales at Hills Flat Lumber Co., Colfax, Ca.

Rick Grimm has joned Panel Source International, Edmonton, Alb., as territory mgr. for California, Nevada and Arizona. He is based in Auburn, Ca.

Clint Leonard is store mgr. of the new Lowe's Home Improvement Center in E. Aurora, Co.

Christopher Pyke has been appointed research director for the U.S. Green Buildins Council.

Steven Conboy has been named president and c.e.o. of N8 Concepts, Littleton, Co., parent company of EcoBlu Products, Carlsbad, Ca.

Stephen Frasher has been elected president and c.e.o. of Western Forest Products, Duncan, B.C. Dominic Gammiero. who served in this position for the last six months while a recruitment process was underway, will continue as board chairman.

Todd Steadman, v.p., Steadman's Hardware, Miles City, Mt., and John Costello, ex-Home Depot, were elected to the board of Ace Hardware Corp., Oak Brook, Il. Terry Caplan, owner, Island Ace Hardware, Kauai, Hi., was honored by the Kauai Island Utility Cooperative for being the island's first large installation of LED technology lighting.

Donald Lamberton, Huttig Building Products, Phoenix, Az., has been U.S. Green Building Council-certified as a LEED Accredited Professional.

Kirby and Nick Kuklenski, owners of Mile High Ace Hardware, Federal Heights, Co., and Ace Hardware Uintah Gardens, Colorado Springs, Co., were recently named Young Retailers of the Year in the multiple-store category by the North American Retail Hardware Association.

Steve Hardy, Hayward Lumber Co., Monterey, Ca., was elected to the board of the Salinas Valley Builders Exchange.

Rosie Future is now mgr. of advertising at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

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BMC West Files Chapter 11

Building Materials Holding Corp., parent of BMC West, Boise, Id., filed for Chapter ll bankruptcy on June 16, and has reached a deal to reorganize the company and continue operating existing locations.

"The restructuring will provide us with increased liquidity to navigate the current market challenges while creating a capital structure that will better support our long-term growth objectives," explained chairman and c.e.o. Robert E. Mellor. "This agreement caps a series of actions we have taken to aggressively respond during this unprecedented housing downturn."

Under the proposed plan, existing secured lenders will convert their interests into equity in the newly reorganized company and will receive interests in $135 million in newly issued long-term notes. Unsecured creditors will receive a cash distribution and the right to receive future payments based on the company's performance. The existing equity will be extinguished, and current equity holders will not receive any distributions.

Wells Fargo and other lenders have already committed $80 million to the company. Half of the money will be available once the court makes an interim approval, to meet the company's obligations to employees, customers and suppliers.

"We are very pleased to have reached agreement with representatives of our bank group on a plan that will put our company in a stronger financial position for the future," said Mellor. "Their support, and the fact that our new financing is coming from existing lenders, is a sign that our business partners have confidence in our strength as a company and our long-term potential."

BMHC hopes to complete the restructuring process in three to four months.

Spokane Supplier Diversifies Discount Lumber & Building

Supplies, Spokane, Wa., invested $1.5 million in a new division that produces metal panels for roofing, siding, and post-frame or pole buildings.

The centerpiece of the new venture is a 40-ft.-long roll-forming machine housed in a 5,500-sq. ft. warehouse next to the yard.

"It's unusual that a lumberyard got into this type of work," said president Mark Gatlin, whose grandfather started the business in 1943.

Two Coat Exterior Prime

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

Superior Wood

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

Surfacing + Sizes + Lengths

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

]-x4 - 1"x12 s/ax4, - s/ax12 2x4 - 2xI2

The Finest Stock, The Best Coating

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

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Veteran Dealer Winding Down

Minton's Lumber & Supply, Mountain View, Ca., will close within the next couple of years to make way for an apartment complex.

The developer still must work through the necessary processes and permits, which could take years.

"Until they're ready to demo, I'm gonna be here," said Debby Schulz, president of the I l2-year-old business-the city's oldest.

"We're an institution around here," she noted. "We've been here a really long time. It just illuminates how we're changing, society in general."

Stimson Sells Libby F/J Plant

Stimson Lumber Co.. Portland. Or.. has sold its shuttered fingerjoint plant in Libby, Mt., to the county, which hopes the facility can be restarted when the housing market rebounds.

Lincoln County paid $127,000 for the facility, closed since last August, to prevent the equipment from being auctioned off.

"It's not our intent to run a fingerjointer." said county commissioner Tony Berget. "ln my opinion. we wouldn't be very good at that. It's to save the jobs."

"We view it as a relatively cheap investment," commissioner John Konzen said. "It's something very important (o us as commissioners (retaining and creating jobs). The county may sit on it for a year. we may sit on it for three months."

The county will maintain it as a "job-ready capable plant" to eventually resell to a manufacturing company. Stimson retained first right of refusal for three years, but anyone buying the plant will be required to reopen it "immediately."

Grant Allows Montana Harvest

Sun Mountain Lumber, Deer Lodge, Mt., has been awarded a $490,000 government grant to cut dead or dying lodgepole pine trees on state land near the local state prison.

Montana's Department of Corrections said that the pines-which are located on about 700 acres-are dead or dying after beetle infestations. The work requires building two miles of road and reconstructing three miles of existing road.

The grant program is intended to reduce wildfire fuels and to assist lumber mills during the economic downturn.

DOMESTIC SALES:

Jerry Long, Michael Parrella, Janet Pimentel, Pete Ulloa, George Parden, Vince Galloway, Steve Batick, Chris Hexburg, Matt Wright, Brad Applegate, Scott Crutchfield.

INTERNATIONAL SALES: Nestor Pimentel.

News Briefs

(Continued from page I 8)

annual rate of 532,000, thanks to a 6l.7Vo spike in multifamily starts ... regionally starts skyrocketed 28.67o in the West permits rose 4Vo to a rate of 5 18,000

Tolko Marketing & Sales Ltd. has selected Silvaris Corp., Bellevue. Wa.. to handle all North American sales of off-cut and offgrade OSB ...

Masonite International Corp. has restructured and emersed from Chapter ll bankruptcy,-S5 days after its filing ...

DeWalt Industrial Tools has voluntarily recalled two framing nailers-D51 825 and D51850due to safety concerns ...

J&W Lumber, Escondido, Ca., was honored as California Small Business of the Year for its district during the annual Califomia Small Business Day held in Sacramento, Ca....

Woodfo ld Manufacturing, F orest Grove. Ca.. won a 2009 innovation & sustainability award from Portland Business Journal

National Retail Federation and Retail Industry Leaders Associationbroke off merger talks.

Call

HADLOCK BUILDING Supply, Port Hadlock, Wa., offered a helping hand to Brownie Troop 42122 wilh a Mothe/s Day project. Eleven girls showed up with their fathers and brother to make mom a planter box filled with a beautiful oeranium.

producls

Energy-Saving Lifts

The 90000 series SwingReach lift trucks from Raymond Corp. offer energy-saving features for narrowaisle applications.

An ACR system combines AC motor drive and AC lift motor for quicker acceleration, smoother direction change, and better traction and lift.

To preserve power, lowering the forks regenerates the battery and provides a more consistent liftins and lowering speed.

- Please call (800) 235-7200 or visit www .raymondcorp.com

Reformulated PVC Moulding

Kleer Lumber has reformulated its cellular PVC moulding to match the color and sheen of its trimboards. sheets and other products.

Available in l6 different styles and

Cellular PVC Decking

Novation decking from Royal Outdoor Products is made of cellular PVC.

The solid-board planks can be worked with traditional tools and don't require special fasteners. Available in the colors of Kanyon and Graystone, the decking has a vinyl cap to protect against fading and discoloration. Railing options are also available.

- Please call (800) 488-5245 or v i s it www .novationde c k.c om

Keeps Bugs At Bay

A pocket-sized, insect-repellent lantern fiom ThermaCell orovides 987o protection against biting insects

Mounting Made Easy

A mounting block from Mid Atlantic Supply simplifies installation of James Hardie fiber cement sidins.

thicknesses, the mouldings can be used both inside and out. Custom sizes can be ordered.

- Visit www.kleerlumber.com

within a l5'xl5' area.

It reoortedlv offers 50 times more protectibn than coils or citronella candles, and lasts 30% longer than battery-operated devices. Matches or lighters are never needed; just press the easy-on button.

- Visit www.mosquitorepellent.com

SturdiMount has a flat surface for installation around lights, dryer vents, receptacle boxes, hose bibs, etc. The product includes a nailing flange, integrated flashing, and is color matched to Hardie's ColorPlus siding.

- Please call (704) 821-2214 or v i s it www .midat lantic supp ly .c o m

Stain-Free Ceilings

A new water-base ceiling paint from Zinsser is designed to cover stains with just one coat.

The low VOC, acrylic resin formulation resists re-wetting, so stains won't bleed through.

It goes on pink to show coverage, and dries in less than an hour to a bright-white flat sheen that is mold and mildew resistant.

- Please visit www .zinsser.com

Brazilian Cherry Flooring

Cikel America now offers FSCcenified Brazilian cherrv floorins.

sinks. Surrounds in standard sizes up to 60"x60" and custom sizes uo to 96"x60" are possible.

- Please visit www.rynone.com

Exotic Wood Protection

Minwax teak oil brinss a handrubbed glow to dense wodds such as teak, mahogany and rosewood.

The oil protects against moisture damage and contains UV inhibitors to delay graying of the wood.

The product can be uscd on new or old wood. and is suitable for both interior and exterior applications.

- Please visit www.minwaxtom

Wn

The Vila Velha collection comes in 4' long planks that are 5" wide and 3/8" thick. They can be floated or glued down on, above or below grade. Colors include coffee. tobacco and caramel.

- Please call (800) 971-7896 or visit www.cikel .com

Fixtures With Culture

Cultured marble vanity tops and shower/tub surrounds from Rynone Manufacturing offer the appearance of natural stone, quartz or marble.

The proprietary process provides authentic-looking surfaces with less weight so they are cheaper and easier to transport, handle and install. Seven stock and 50 special-order colors are available.

Vanity tops comes in standard and custom sizes with installed white. biscuit, black or stainless steel oval

Wrap Your SIPS

Premier Building Systems now offers a building wrap and weather barrier for structural insulated panels.

i-bor

AORATE TREATED WOOD

Hi-boro brand treated wood is a borate treated termites and numerous household

product desimed for interior house framing in Hawaii. ili-bor' treaied wood resists attack bv Foimosan and

#irePRO" brurd interior fire retardant is the construction -ndusnt's newest and most advanced frre protection sJnt€m for wodd. The unique FirePro chemisw 6 a patent p€ildins formulation tlrat mn'rains no phosphoroui,hased comi:rounds.

The product provides strong, breathable, water-resistant protection for exterior wall assemblies.

A cross-woven design resists tears around fasteners during installation, while a factory-applied treatment reduces degradation from UV exposure.

- Please call (800) 275-7086 or visit www.pbssips.com

Garage Portal Framing

A garage portal system from ilevel by Weyerhaeuser offers a framing solution for one of the largest openings in a nouse.

rd?.borate pressure treated lumber forioiits. snilk. mdhsses. raffers. bear rio'r fraining lnd siU plade applibatio

Proaidi,ng Castomer

P.O. Box 75 . McMinnville, OR 97L28

Ph<rne: 503-434-545O . FAX: 888-TSO-WOOD (8nn-876-9663)

CaII toda! and seeJust utbat Rojtal PacljTc lr.dr4strles @ candoJoryott-

Components include the iLevel shear brace, TimberStrand LSL beam, and a proprietary portal connection to achieve a lo-2j%o increase in allowable lateral resistance over two stand-alone braces.

- Please visit www .ilevel.com

Hot Melt Carpet Adhesive

Carpet installation is simplified with a hot-melt adhcsive fionr Pam Fastenin-r Tcchnologl,. Applicd vu,ith tl're HB 200 gLrn. the aclhesivc boncls tack strips to concrctc or othcr sub-floor materials.

American Hardwoods Flooring

Engineerccl harcluood flooring is ncw from Srnith & Fon-g Co.

Thc Srclcu ar s collcction fcatures a rolary-cr.rt hurclwoocl-rcnccr tacc on cIick-lock plunks.

Both can also bc uscrl lirr u,oocl. lcathcr'. ccnrntics. atrcl u varicty ol othcl rnatcrials

Cttll(701 ) -i91-.ll1l or ri.sir www.lttrrtr.first .t'otrr

Thc I'loorin,' is rnunul'ucturcd with no litrrnalclchyclc lionr incligcnous Antct'icun harclu'oocl spccics. lurd is FSC ccrtil'icrl.

I'lctr.sc ctrll /,t(r(r/ ,\-i-i 9359 rtr t'trl/ rlrll .Trlr'brxt.r'ont

Building code standards require deck railinq posts to be able to resist a 200-lb. load in any direction. lvlany c0mm0n rail ng-posl connectrons that attach only to the rirn joist don t pass this test. The nev; Simpson Strong-Tierr DTT Deck Tension T e connects the raiirng post back into the deck {raming. n0l JUst t0 the rim joist creating a conneciion that meets the code standard and resLrlts in a safer deck. And since the DTT installs quickly lvrth Simpson Strong-Tre' SDS screr'vs. a safer solLrlion doesn t have to lake rnore trne

Share product and deck safety information r,,rith your customers. including the Sinrpson Strong-T e Deck Frantng Connectton Guide, our online deck classes and local r,vorkshops Vislt www.slr0nglie. com/deck or call (800) 999-5099 lor more delails

Eii

New Decking Colors

'l'A\1 KO Building l)rodLtcts hus adclcrl trlo ncri e olots to [:r cr'(ir-lrin cornpositc ilcekinr.

Rustie llireh r: Ir()\\ l)llrt ol thc Iilcr(illin Vi[rllincc collce tiott. u hilc

Forest Glccn is the ncnL-st color ill the Classic Er"clCrain col lection.

[' I cu.st t l.rtI tItItr'.1r,1 t l\( ).( ()||1

Lock Into Flooring

Alloc's []litc llnrinrrtc I'loor.rrte is luvlilublc in both hrgh gloss utttl rttstic lirrishcs.

Each plank is cnhancecl u'ith \icrlgcd be-rcling to add texture ancl intL-fc\t. Eclgcs arc iniprcgnutccl Vr'ith ri lrr lirr ri utcr rcsistuncc. whilc a liliIoe k-& tlr-o1-r st stcnl citscs installltion.

l'lttr.st' t trl! (,\77) .162-5561 or t t.rit rr rlir'.rt11()( .( ()tII

Drains Beautifully .\ nct rlccor-rrtire sltorvcr rl lurrt lirnr ('lrlrlirr-nil Irlruccts is ulaillrblc irr .10 linislrcs.

,..4ltff ill r.800.962.8280 ! q_D!ry :_qq{! _. {L n u A_u !.!.Lrl!

Thc tt o srluitrc st1'lcs lutvc no visi blc scrcrr s anrl a l'lush glill platc. lirl l clcurr look uncl lilot conrlirrt.

I'lttt.:c t ttl| (,\00) ,\2J-,\6-5.5 oi t frf/ r, tr r,., ttlliutt ( !\r ('t,,

Green Building Up 5% A Year

Thc global -srccn builcling nrirtcriirls markct is lirrccast to gfow about -5% annuullv to reach S57l billion br 20 13. up lhrrr about 5-15-5 billion last ye:lrr. accordinq to a nc\\ rcport l11)r)l NextCicn RcsclLrch.

-l-lte Stt'lttest ()lll)t)t lttttitit's lttr' ccnrcnt. cnginccrcd u oorl. ancl insrrlrrtion prorlucts.

"This is thc \\'ir\ thc rrurkct is going." saicl [-arr"' Irishcr. Ncrt(icn rcsclrlch dilcctor. "IncrcasingIr'. r'u hcrr pcoplc alc lirlcccl to nlrkc a choicc on which builclins ntrtcliuls to Llsc. thcl arc -{oinu tou lrcl thc nrorc clrvlronnrcntal lv rcsponsiblc u1rproach."

Boise Nets First Truss Plant

Boisc Building Matcrials Distribution. Boisc. Icl.. has acquired thc truss manufacturing ancl enuineerecl n oocl clistribution assets ol' Woocl Structurcs Inc.. Uiclclcfirrcl. Mc.

'l'hc clcll provirlcs lloisc ri ith its ortly truss plitnt. altlroLrllr thc prinurr.r' ob.jcctivc wus scculing un cvcn Irighcr prol'i lc in cnginccrccl uoorl rn thc Nortlrcast. accorrling to []oisc [)istribution prcsiclcnt Stln I]cll.

lJoisc hus also lrircd firrnrcr rnun agclncnt uncl tcchniclrl slrlcs tcunr nrcnrbcr-s, which will lr()\\'ollcriitc us Boisc Stluctural Solutions. hcldcd bv tirrnrcr WSI prcsiclcnt Frank Puul.

Windows, Wall Systems Top Green List

Increased energv efficiencl, ii,'as thermal bridging and help create a a top criteria of products making tight. energy-efficient building this year's Top 10 Green Building cnvelope.

Prodt-tcts b1' Sustainablc Industrie s. . ATAS Intcrnatitlnal's InSpirc Solatubc Intelnational. Vista. Wall uses sunlight 10 hcat outckror Ca.. rvas recognizccl lbr introcluc- air bclilrc scnding it incloors. ing cornrncrcial-sizcd rcrsions o1 Rouncling oLrt tl.rc Top l0 list its variable-clilectional. acl.jLrstable- wer-c Snrith & Fong Clo.'s reccntlr lcngth sk1'lighting tLrbes FSC-certifiecl PlybooPure banrboo

. Scrious I\{atcrials. Sunnyvale. plywoocl, GLI Systcnrs' RainTLrbc Ca.. was t'ctccl lor its Scrior,rs rain guttcr'f iltcr nraclc o1'100(../r Winclows. u'hich rcpoltcclll,' can post-consurlrcr Hl)l)[r. Hlllouc]l clirrinatc a lruilrling's hcatin-r sy,s- lntcrrrational's Aclclia corrbincd tcnr. allowing wastc hcat 1'ronr hcating ancl cooling svstcnr. bLrilding applianccs to scrvc as thc Tcnnant's cc-H20 water-sar in:: r-nain hcat soLlrcc 1'loor-cleaning muchine. Separctt's . Kanra EEBS structural sys- Villa composting toilct. ancl tcms intcqratc light-gauge mctal Eleek's Your Old Light Firture stud franiin-g with expanded pol1,- li-thting rcst()rution scrr iec. styrene insulation ito elimir.rate

Quolity Weslern Cedqr Producls

PCBC celebrated its 50th anniversarv June 17-19 at the Moscone Center, San Francisco, Ca. (1) Rich Milis, Pat Zahn. (2) Danny Phillips, Gavin Taylor. (3) Jefl Osburn, Joe Morin. (4) Anthony Montana, Josh Hall. (5) Bob Berch, John Assman, Karen Hess, Mark McLean, Gary Pittman. (6) Brian Hurdle, Stephanie Jarvis, Kevin Paldino. (7) Jim Reyes, Alan Hanson, Mike Wright. (8) Terry Stone, Rick Huff, Robert Fouquet. (9) Dave Durst (10) Miguel Gonzales, Tom Tamlyn. (11)

MacazrNn Jurv 2009

Alan Oakes, Cami Waner. (12) Tom von Moos, Nick Elardo. (13) Tom Koch, Kim Pohl. (14) Greg Phillips, Robert Colbert, Gary Maulin. (15) Jeff Fullerton, Neil Nakamura. (16) Chuck Hotze, Jim Miller. (17) Mirco Walther, B.W. Titchen, Bill Bevacco. (18) Scott Paterson, Paul Walters, Scott Morgan. (19) Brett McCutcheon, Jerry Koontz.

(More photos on next page)

Delbrueck, Durand Darbyshire, Don Danka. (6) Larry & Kathy Boyts. (7) Nick Elardo, Joe Todd, Jim Canoll. (8) Scott & Marion Hamilton, Mark Mladenka. (9) Phil Lail, Chuck Casey. (10) Sean Ryan, Jay Smith, Mark Hohlen. (11) Butch & Roberta Bernhardt. (12) Mike Shumaker, Pete Ganahl. (13) John Burkhart, Scott Wills, Raul Tones. (14) Duane Engard, David Crandall.

Piudoruga taifolia

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

and the

has been everything that

Randall S. "Randy" Carlson, 58, longtime salesman for Weyerhaeuser Co., Federal Way, Wa., died June 8 in Santa Clarita. Ca.. after a brief battle with cancer and a l6-year struggle with multiple sclerosis.

Mr. Carlson earned a degree in commerce at the University of Virginia. He joined Weyerhaeuser at its building material distribution center in Sepulveda, Ca., in 1977, working both inside and outside sales. In 1995, he moved to the new facility in Santa Clarita. Ca.. where he continued to sell and purchase lumber, plywood and OSB.

He earned a Weyerhaeuser award for sales excellence in 1999. and retired in 2004 due to health reasons.

Bradley J. Broyles, 87, former coowner of Broyles Lumber, Eugene, Or., died June l0 in Medford.

After serving in Europe during World WarII. he studied at Shrivenham American University in England until his discharge.

He then worked at a large accounting firm in Chicago, Il., until he and his parents moved to Eugene, Or., and started Broyles Lumber. The company expanded to Redding, Ca., and Grand Junction, Co., before closing in 1989.

He was a past president of the Shasta-Cascade Hoo-Hoo Club and its Lumberman of the Year in 1912.

Jimmy Kimbrough, 65, retired manager of DeNault's Hardware, San Clemente, Ca., died May 27 of melanoma in Laguna Niguel, CA.

After five years as a lab technician, he went to work at South Laguna Hardware in 1975. After several years, he moved to DeNault's. where he worked as an assistant manager and manager at six different locations over more than 25 years.

William G. Mashaw, 87, former managing director of the North American Retail Hardware Association, died from complications of pneumonia June 7 in Anacoftes, Wa.

He joined NRHA in 1954 as director of trade relations, became executive v.p. in 1956, and served as managing director from 1967 until he retired in 1984.

MODESTO

Sourrrm Cnronnn

Kelleher Corp. (Rancho Cucamonga).,.........(909) 476-4040

North Pacitic-So. Ca. Distribulion........,.........(800) 647-6747

Pacific Wood Preserving.............. .................\7 1 4) 701-97 42

Parr Lumber Co...... .,,...(909) 627-0953

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

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

Reel Lumber Service (Riverside) .,.....,..........(951 ) 781 -0564

Regal Custom Mi11w0rk..,......,.........,..,...........(714) 776-1673 (7141 632-2488

Wholesale Lumber, Inc.....,..,....,......(800) 649.8859

Strong-Tie Co. .....(800) 999-5099 (714) 871.8373 StoneCastleTradins .,...,.,.,.,..,...,........(909)466-6300 Taiga Building Products......,.,.,.,.,.,..,............(800) 348-1400 Tri-Rail Logistics..... ......(951) 360-3132 SAN DIEGO AREA Anfinson Lumber Sales,........,.......................(61

Nonrn & Crumr Cluromn

SACRAMENTO / STOCKTON AREA

Arch Wood Protection.................................,.(530) 533-7814

BMD....................... ......(800) 356-3001

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

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

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

Golden State Lumber (Stockton)...................(205) 234-7700

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

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

Lausmann 1umber...............,.,.,.,..........,.......(800) 626-1233

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

M&M Builders Supp|y....................................(209) 835-4172

Siskiyou

Sourrwrsr

348-1400

REDDING / RED BLUFF

Gemini Foresl Products.........,....,.,.,.......,......630\ 223-7 440

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

Shasta Green Inc. ................,..,.........,.,....,....(530) 335-4924

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

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

Plcrrc ]lonrrwrsr

ROSEBURG

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

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

Johnson Lumber Co., D.R..,....,.,...................(541\ 874-2231

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

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

Roseburo Forest Products..........,.................(800) 347-7260 - WASHINGTON

FERNDALE

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

SEATTLE / TACOMA AREA

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

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

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

East Teak Fine Hardw00ds...........................{800) 537-3369

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

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

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

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

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

McFarland Cascade

Producing 2,OO0,000 bd. ft. monthly of 5/4 & 6/4 Ponderosa Pine Shop/lndustrials

lx4 thru lxl2 Ponderosa Pine Commons lx4 thru lxl2 Premium Halfpack Commons

5/4 Radius Edge Decking Programs

State€f-theArt Hewmill & Headrig Mill

Contact Sheldon Howell

Yakama Forest Products

3191 Wesley Bd., White Swan, WA 9895L rel. t5091874-1163

Fax 509-874-1 162 . www.Iakama-forest.com

Fred C. Holmes Lumber Co. ,YOUR, REDWOOD SPECTALISTS'

We offer on exlensive inventory of fine redwood products including Fencing, Decking, Siding, ond Premium Tinbers. Whether your order is by the ptece or trucklood, our gool is lo ensure the highest quolity ond service.

CLEAR ALL HEART A/R SEASONED

HRT BEE K/I.N DRIED

CLEAR AYE GREEN

BEE

ROUGH & S4S

Wholesale lumber products

CUSTOM MIIIING AVAILABLE M5.'w coN coMMoN srzEs FR2M tx4To t2x12

SETECI HRI CON HRI

Fred Holmes. Steve Holmes. Phyllis Hautala, Steve Hautala, John Goulc P.O. Box 800, Fort Bragg, Ca.95437 Fax 707-961-0935 (8OO) 849-0523

FAX to 949-852-0231 or call (949) 852-1990 or mail to BPD.

4500 Campus Dr., Ste.480, Newport Beach, Ca. 92660.

Name (Please print) Company Address City

Phone

E-mail address

Want to Subscribe?

tr 1 Year ($22) tr 2 Years ($36) tr 3 Years ($50)

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News or Comments? We welcome your comments on articles or news from your company, such as new hires, promotions, new product lines, expansions or acquisitions. Email dkoenig@building-products.com or Fax this form to 949-852-O231:

For more inJbrmatiut Jrom udvertisers, use the Weh site in brackets.

Ainsworth [www*ainsworth.ca] ....--.-...-. ............27,37

Anfinson Lumber Sales [www.anfinson.com] Auto-Stak Systems

Capital [wwwcapital-lumber.com] ................,. ......47,51

Cascade Structural Laminators [www.cascadesl.com] ......................33

Colville Indian Precision Pine [wwwcippinecom].-..---.-.-.............51

Deadlines Engineering Iwww.deadlinesengineering.com]...................32

Fasco America [www.fascoamerica.com] ....................23

Fletcher Wood Solutions Iwww.tenonusa.com],,,,.,...............................43

Fontana Wholesale Lumber [www.fontanawholesalelumber.com] ...26

Fred C. Holmes Lumber Co..................... ....................53

Gemini Forest Products [wwwgeminiforest.com] .............,......,,..,...,...49

Hoover Treated Wood Products Iwww.frtw.com].,..................Cover IV

Huff Lumber Co.................... ..............25

Inteplast Group [www.tufboard.net] ...........................40

Ipe Clip Co., The [www.ipeclip.com] ................,....................................46

JM. Thomas Forest Products [www.thomasforest.com] .....................46

Keller Lumber Co.................... ............47

LifeTime Composites IwwwJtlumbercom]...-.......................................3

Matthews Marking Products [www.matthewsmarking.com],...........,23

Norman Distribution Inc. Iwww.normandistcom]........,.,...................,41

Osmose [www.osmose.com],................... ..............Cover I

OverstockDeckandRail.com Iwww.overstockdeckandrail.com] ........20

Pacific Wood Preserving Cos. [www.pacificwood.com] .......................21

Parr Lumber... ............40

Plastic Components Inc. [www.plasticomponents.com]........,...,,..........,6

Redwood Empire Iwww.redwoodemp.com]...............,....,..,..,...............15

Reid & Wright [www.reidwright.com]............ .............5

Rosboro [www.rosboro.com] ........,....,... -.-.-.-...........31

Roseburg Forest Products [wwwrfpco.com]

Royal Pacific Industries

RoyOMartin [www.royomartinrom] .........................29

Simpson Strong-Tie Iwwwstrongtiecom] .........................,...................45

Siskiyou Forest Products [wwwsiskiyouforestproducts.com]............39

Sunbelt [wwwsunbeltracks.com]........, ..........,.Cover III

Superior Wood Treating [wwwsuperiorwoodtreating.coml...............17

Sure Drive USA [wwwsuredrive.com] ..............,........20

Swanson Group Sales Co. [wwwswansongroupinc.com]..........Cover II

Taiga Building Products Inc..,,-.,.-.--..- ....................30

Thunderbolt Wood Treating [www.thunderboltwoodtreating.com] .24

Utah Wood Preserving Co..................... ...,.....,..............41

Van Arsdale-Harris Lumber Co. Iwww.vanarsdaleharris.net]..........54

I J

Western Wood Treating, Inc...--..-.-.-. ...........,.Cover I

Yakama Forest Products Iwww.yakama-forest.com].....,.,..........,...,....S3

6rMil Vnn AnsoALE.HARRls LutrlgER C0, sncel*s.

W595Tunne|Ave.,San'fiffi:l;..,#il,11;il]l;3.'#711,rax415.467.8144

Specialisfs in upper grades af clear, dry

softwoods

DougfasFirC&BetterV/G&F/GKilnDriedFullSawnRough,l",5l4",2',3',4',6"&SxS.3x6DFSelectDexDoubleT&GDecking SugarPine,4l4-1614C&Btr.,5l4&8l4DSelect.614&814M1d9..574#1 Shop.5l4x12#2Common,4x4#2Oommon