Merchant Magazine - August 2005

The new Dixieline Colton facility includes a full-range trucking fleet,T-car rail spur and 7,500 sq. ft. milling facility capable of providing cut packs, custom cutting and corbeling. The fully equipped mill includes a radial arm saw, corbel saw, planer, resaw machine, bandsaw, unit cutter and rip saw. In-stock inventory includes; engineered wood products, lumber, OSB plywood, builders hardware and wall systems.

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In our

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Klear €hoice t{eated lumber products are perfect for trint"sjdiggi,end boards and fascia.The KLear Choice brand also includes the TimTech International 20 year warranty against decay & insect attack, underwritten by one of the world's top 25 insurance companies.

KLear Choice lumber products are manufactured in New Zealand and carefully kiln dried before being vacu um pressure impregnated with Ti mTech AZUSTM, an environmentally friendly, highly effective wood preservative and water repellent

rygao

The answer is found in the sustainable, renewable Radiata Pine forests in the Land of the LongWhite Cloud New Zealand.

containing no nasty chemicals or heavy metals.

TimTech AZUSTM wood preservative is approved by the NZ Environmental Resource Management Authority (ERMA), the NZTimber Preservation Council (TPC) and bythe AmericanWood Preservers Association for Use Category UC2 & UC3.The non toxic active ingredients are recognized by the US Environmental Protection Agency (EPA) and exceed the penetration & water repellency requirements for the Wi ndows & Door Ma nufactu rers Association.

The LOSP treatment process has been used successfully in UK Europe, Australasia & South Africa for over 30 years

damp

climate Mold, like rust, never sleeps. It's quietly growrng on your house, often causing insect attack.

more problems than decay or

Seruing building products retailers and wholesale distributors in 13 Western states-Since 1922

s.narg 13 LLrr sttb., /l-ka,tdlrclu{ro l|ral

(Sbtet puiltcaton Butlding Prcducts Digest seves the East)

PUBLISHER Alan Oakes (ajoakes@aol.com)

PUBLISHER EMERITUS David Cutler

EDITOR David Koenig (dkoenig@building-products,com)

ASSOCIATE EDITOF Karen Debats (kdebats@building-products,com)

CONTFIBUTII'IG EDITORS Dwiohl Curan. Carla Waldemar. Roy'Burleson

AD SALES MANAGER Chuck Casey (ccasey@building-productd.com)

CIBCULATION Heather Kelly (hkelly@building-product$.com)

ADUII{ISTRATION DIFECTOR/SECRETARY Marie Oakes (mlpoakes@aol.com)

How to Advertise

Contacl our advertising oltices tor rates:

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

N0RTHEAST: Paul Mummolo (N.J.); (732) 8998102; Fax 732-899-2758; Email mummolop@ comcast.net

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Do you Sudoku? Got aspirin?

I am very pleased to introduce to our magazines the new Sudoku puzzle (see page 62). We are one of the first publications in the U.S. to include this enticingly frustrating puzzle that is wowing many other parts of the world. Here is another great reason, I believe, to spend more time with your favorite trade publication. There is no math ability required. It is fun, challenging and addictive, and all you need is reasoning and logic. I hope you enjoy. For hints, go to www.sudoku.com.

Last night, I spent about 45 minutes trying to do one of these puzzles, before realizing I had somewhere gone wrong with my logic (not surprising to many of you who know me). It had me thinking that both in our business life and our personal life how much we must rely on reasoning and logic and not emotion or stress when making decisions. Any decision has to be a win-win for it to work, but when emotion plays a part, the deal is never as good as when rational thinking and logic supercede.

Some of the worst business decisions I have made, have been made when under time pressure, from pres-

sure above, or when I felt sorry for something or somebody. While I believe in fairness and consideration. at the end of the day the right decision is what is right for the company or family, even though it may not please everyone else.

When emotion enters the fray, while it may be a "feel good" decision, an even greater price might have to be paid later. Once, I enticed a senior manager. who was joining a competitor, to stay with us for more emotional than logical reasons. That decision cost us, as his work performance declined over the next six months as he thought he was a "superstar," and because I paid him more to stay. lt was not a pleasant situation when I had to terminate his employment about nine months later.

I have learned on several occasions that when employees make up their mind to leave, let them. On every occasion I have intervened and helped change their minds, they did not last the year. The logical reason is that while in the first place they have overcome their emotional reasons to stay, and are making the logical reason to

leave for whatever reasons are ailing them, the issues that made them want to leave have, in all probability, not gone away. While money in the short term might work as a motivator, it does not work in the long term.

Another example was when one of our leading sales representatives had a heart attack and a quadruple bypass. Emotion led me to try to find ways to help him and his family out after sick pay and vacation had run out. For several months I paid him full base salary, only to have him quit to join a competitor on Day One back in the field. Not only was this a bad management decision on my part, it was also not a well-reasoned decision as I was setting up a dangerous precedent if another employee went sick and went out on long-term disability.

Despite some lapses, all my business and personal life I have been a great believer in logic and reasoning (my wife always says enough with the logic), and trying to better understand the odds of winning. I always try to listen to others' points of view, and I hope this has led me to better understand issues and problems from multiple sides and levels. Understanding the logical sequence of decision making is one of the true arts of doing business, especially in negotiations.

While I might be able to think two to three steps ahead, I have had the fortune to work with some very high net worth individuals who have been able to think five steps ahead. Imagine the advantage in business with that ability. Their innate ability to think coldly, logically and rationally, often under intense pressure, may be what separates the really successful from the rest of us.

Oh, well, back to Sudoku. Got an aspirin?

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

It's hard not to realize the benefits of supplying Ganfor MSR. For starters, it's manufactured with the latest technology and carefully kiln-dried for straightness and quality. Then it's stress-free. Because Canfor MSR is made from Western SPF, it's especially easy to work with. Easy to handle. Easy to cut. And overall, easy on your customer's machines. So supply a higher level of lumber" and take some stress out of your customer'sbusiness. (

Certification Can we learn from CaliforniaP

By DonnZea

I'TOLLOWING decades of a

I-' Massachusetts policy not to manage its forests, a group of Harvard University forestry experts is encouraging people there to embrace sustainable forestry practices.

Their goal: ensure that forests in Massachusetts remain for future generations. rather than be converted for some other use.

Ironically, the forest-management techniques they advocate are already used here in California, although they are neither widely understood nor embraced. Too often, sustainable forest management is fought by so-called environmental activists and hindered by contradictory regulations.

The result for California: more land converted to other uses, lost jobs, an increasing dependence on imported wood and an unprecedented forest health crisis as we enter this year's fire season.

Having opened minds in Massachusetts, perhaps the lesson of Harvard's forestry experts can benefit California as well. In a new report, the Harvard team recommends harvesting to "supply a steady stream of quality wood products while environmental values are maintained or enhanced."

Massachusetts today imports 987o of the wood used there. The report notes the consequence of not harvesting is the harm it does to others.

"Failing to harvest the forests effectively, we place a disproportionate burden on other places in the world, from British Columbia to Brazil, and from Chile and Malaysia to Siberia," the report states. "This approach also forfeits the economic

benefits, so vital to rural towns, which come from producing value-added wood products here at home."

To paraphrase the Harvard professors, it is not only good to harvest trees from naturally forested areas; it is environmentally and economically beneficial to do so locally. In other words, think globally, act locally.

In California, less than a third of the annual new growth in all forests here is harvested, according to a report recently released by the California Forest Products Commission, based on 2004 harvesting statistics compiled by the California Board of Equalization. The report also noted that Californians consumed about five times the amount of wood harvested here.

If California had poor conditions to grow and replant trees, this disparity might be understandable and environmentally sound. But our growing conditions are ideal, our harvesting equipment high-tech and our science worldrenowned. What the Harvard experts and California Forest Products Commission point out is that it is possible to manage trees as a renewable resource. maintaining forests as places of abundant biological diversity while meeting much more of the wood consumption demands in perpetuity.

For Massachusetts, this new approach will take considerable effort-including fostering the rebirth of a forest-products industry that went out ofbusiness decades ago amid antiharvesting sentiment.

In California, we're struggling to keep our forest-products industry alive. We have foresters well-trained and practiced in replanting and caring

for dynamic forests. We have stateof-the-art mills to process wood, forestry companies dedicated to sustaining our forests for future generations and the highest environmental standards in the world.

Unfortunately, we also have forestry politics and some self-proclaimed environmental activists dedicated to obstructionism. We can't afford to let politics and obstruction win while we lose our forests. Today, unmanaged forests are overgrown and at severe risk of catastrophic fire.

A recent California Department of Forestry & Fire Protection report called land conversion one of the major challenges facing the state, estimating that over the next 40 years l0%o of current forest and rangeland will be affected by development.

Not coincidentally, recent studies by researchers from Cal Poly at San Luis Obispo have found that duplicative regulations increase costs and drive family-owned forestry companies out of state and out of business. The regulations meant to protect the environment are instead leading to conversion of forests to other uses.

A recent conference organized by UC Berkeley and the Pacific Forest Trust examined this land conversion consequence, bringing together forestry company representatives, environmental groups, academics and govemment officials to explore how to keep forests productive and bountiful for future generations.

For Californians, losing forestland forever and increasing our reliance on imported wood from places where there may be linle or no environmental protections should be shocking. It should spark a movement to care actively for the natural resources with which we have been entrusted, not complacency that lawsuits have essentially shut our forests down.

What California needs today, like Massachusetts, is public and government support to promote responsible forestry and an awakening to the consequences of policies that discourage sustainable forestry-consequences that hurt our forests, our economy and our global environment.

We can lessen the impact of our consumption on the global environment by taking care of forests-and making good use of them-at home.

- Mr. Zea is president of the Califurnia Forest Products Commission and chairman of the Calfornia Grown campaign. He can be reached at (530) 823-2363.

fire kiwis are coming l\ew treated wood for exterior trim and siding

IffNDSIGHT is a wonderful thing. IIII's shown that the market was ready for an organically pressuretreated wood product for exterior trim and siding.

In early winter, Fletcher Wood Solutions introduced such a product, called Armourwood, and soon became "overwhelmed" with interest from dealers and distributors. accord-

ing to the product's marketing manager, Tim Myers. With limited initial production, Fletcher had made plans to ramp up gradually throughout the year. Since then, a waiting list of customers has begun to form.

The genesis of the Armourwood concept came a couple of years ago when Fletcher noticed a hole in the market: Composite exterior trim and siding products were readily available, but most builders who prefer working with wood had a fairly limited range of alternatives. Fletcher decided to fill the gap.

At about the same time, the U.S. Environmental Protection Agency made its final decision to ban the use of CCA for treated boards. ACQ had recently been approved by the EPA as a CCA alternative and was being adopted for use on treated boards. Yet, Fletcher was aware of the corrosion issues arising from the use of heavy metals in the treatment process. Metal fastener companies had begun modifying their coatings to try to deal with a treatment that was proving to be at least twice as corrosive as CCA.

The objective, Fletcher sffategists believed. was to find an alternative. The answer was found in a light organic solvent preservative (LOSP) formulation that would give the boards extended-life capability with the same effectiveness of CCA or ACQ, but without corroding nails and screws.

Fletcher looked no further than New Zealand, home of its parent company, Tenon Ltd., for the formulation and pressure-treatment process.

"Although the U.S. market is largely unfamiliar with the LOSP process, New Zealand has been using it for many years," Myers said. "In fact, the technology has been commercially employed throughout Europe for at least 20 years in various exterior applications. Our exposure to the European marketplace with other products we make has kept us aware of the LOSP process and the performance of this treatment."

Even so, Fletcher would probably never have used the LOSP process in the U.S. if the EPA had not banned CCA, Myers said.

Once the decision was reached to use an organic preservative, "we identified trim and siding as the best products for us right now," Myers said. The result was Armourwood, which Myers describes as a "quite different and unique way of preserving wood."

The process involves pressure treating fingerjointed wood with a chemical mix of three organic biocides -permethrin (which protects against termites and borers), propiconazole and tebuconazole (which control mold, mildew and rot).

"The active chemical ingredients permeate the entire substrate," explained Dick Fitzgerald, Fletcher's North American market manager. "The New Zealand radiata pine that we use is especially accepting of the process."

Fitzgerald said the chemicals are carried into the wood using a solvent rather than watero which is used in most treated wood. The benefit is that the chemicals stay put when the wood

AFTER having been jointed, pressure treated, and machined to a moulding quality finish, this 16-ft.-long, S4S, 1"x4" trimboard receives its second coating of primer paint. Once dry, it's off to the packaging station to be prepared for shipment.

gets wet. They're not soluble in water, so there's no way they can leach out. Additionally, the process involves the inclusion of certain waxes and resins, which are carried into the wood substrate to further repel water uptake and to help improve the dimensional stability by minimizing swelling and shrinking.

Armourwood generally costs less than most composites, but still offers the same durability attributes. It comes with a 20-year warranty, which provides builders who prefer working with wood an assurance more commonly associated with wood alternatives. Fitzgerald believes builders will like the comfort of knowing that "they're not going to have to replace it two years from now."

Chris Davie, PSI Distributors, Elizabeth, N.J., said that his customers tell him they prefer wood. "The workability of the product is better, because most people in our industry are used to working with wood products," he said. "As much as plastic products are used, they do have problems with spacing. The problem is how they work with other products on the house. With Armourwood, you can butt the joints up together, and it will shrink and grow with other wood products on the house.o'

Davie continued, "I have a couple of builders on the Jersey Shore who are dying to use it."

Myers observed that "the response we're seeing in the marketplace is a reflection that people have been

searching for some alternative that has Armourwood's attributes. There's nothing on the market like it."

Fletcher ultimately plans to expand the line to include window and door components.

IOSP In lranslation

Wood treating facilities applying Light Organic Solvent Preservatives-or LOSP-to radiata pine are spreading throughout New Zealand and Australia. Basically, LOSP's are solutions of either insecticides or fungicides and insecticides and often water repellents. They are suitable for interior or exterior, but are limited to above ground use. Paint or oil-based stains may be added to increase durability.

LOSP's are more commonly used for moulded products because, being solventbased, they don't swellthe wood and remachining is not required after treatment.

In recent months, several Kiwi manufacturers have begun targeting the U.S. market. The latest introductions to the states include:

Armourwood

Fletcher's product, marketed in the U.S. by sister company Tenon USA (www.tenonusa,com).

BodyGuard

Created by a coalition of New Zealand radiata pine exporters, BodyGuard treated pine exterior cladding-weatherboards, trim boards and fascia boards-began shipping into the U.S. late last year. The fingerjointed building components are distributed by Kelleher Corp. (www.kelleher.com).

Klear Choice

Klear Choice millwork products are vacuum treated with TimTech AzUS preservative to help protect the wood trom rot, decay and termites, They are distributed in the U.S. by KLC International (www.klcint.com).

organically treated product provides builders with the workability of wood and the durability of alternatives.

Trim Hxpert Help customers select hardwood mouldings

qOLfD HARDWOOD remains a L)desirable option for mouldings. But selling these high-margin beauties when you're surrounded by a wealth of less expensive substitutes requires patience and expertise.

According to Richard Kahn, sales manager for Feldman Wood Products, Garden City Park, N.Y., "The best advice to dealers wanting to promote their sales of hardwood mouldings and millwork would be that senuine

hardwood mouldings will certainly increase the value of one's home as opposed to using less expensive paint grade fingerjoint mou ldings.

"In addition," he added, "less expensive hardwood mouldings such as those milled from poplar can be stained to look like more expensive woods like cherry and mahogany. There will also be fewer problems associated with staining hardwoods. When staining pine you will usually

need a wood conditioner known as 'sanding sealer' to fill the pours of the wood so that the finish will apply evenly without blotching."

For encouraging homeowners and builders to upgrade to hardwood, here are six steps suggested by the Hardwood Council:

1 Show the difference

For the first step, stress the difference between real hardwoods and the imitators. Let them know how they can be sure it's solid hardwoodmake sure the grain pattern on the face of the product continues over the ends and sides.

2 .q.st questions

Narrow down possible styles. Is the decor traditional or contemporary? Country or eclectic? What species appeal to them most? Will the moulding styles in various rooms be the same or different? Will they paint or stain the moulding and trim? Then show which species of wood, moulding pattems, and finishes complement their interior.

If they're just at the idea stage, suggest they look for ideas in books and magazines. They can cut out photos and articles and place them in a file for future reference.

$. .l0aress budget concerns

If budget becomes an issue, it's possible to get the look of a more expensive hardwood, cherry for instance, by using a cherry stain on a less expensive hardwood.

Some lighter-hued, close-grained hardwoods, such as poplar or basswood, often are stained to resemble other species. This technique works

especially well in decorative applications above eye-level-crown mouldings and recessed ceiling panels, for instance.

More functional millwork applications, such as railings, door and window trim, also present good opportunities to use a lower-cost hardwood species.

If they plan to paint the moulding and trim, suggest a lower-cost U.S. hardwood species since the paint will cover the wood anyway.

In the world of solid hardwoods, less expensive doesn't mean inferior. The cost of solid hardwoods is dependent largely on availability. In general, the more plentiful a particular hardwood species and the more abundant the harvest, the lower the cost.

{. Stain some wood samples

If they narrow their choice of wood species to two or three, they might want to have samples of the wood stained with the colors they are considering. Since their choice of species, and even the stain itself, can darken or lighten a room, they should try to view the samples at different times of the day in the true lighting conditions of their home.

Species - Percentage of Total U.S. Production

$. Make it proportional

Make sure the moulding is appropriate for the size and scale of the room. Sell narrower mouldings for smaller rooms, wider ones for larger rooms.

Mouldings also serve a practical purpose by concealing a room's minor imperfections, such as where a wall meets a ceiling, window, door or floor.

Crown moulding in classic dentil design embodies sophistication and elegance, but generally works best in rooms where ceilings are a minimum of 8 feet high.

O" Provide samples

Customers who do their homework and don't rely on memory are usually happier with their final purchase. Show what moulding profiles you have available and hand out samples for them to take home.

It's best if they can hold each sample up in the room to get an idea of how it will look after it's installed. Perhaps they can narrow their choices to two or three and set them aside for a day or so. After some time passes, they should take another look at the samples and make a final decision.

- Chart bv Hardwood Council

House packag€... and fries with that?

By Carla Waldemar

petitors might, but customers simply hail it as "one-stop shopping" and revel in the convenience it offers.

Farmers come to him for everything from fence gates and corral panels to feed, fertilizer and veterinarian supplies.

Simultaneously he's pumped up his pro business to SOVo by giving his custom builders and remodelers what they tell him they value most-"a price that's hard to beat" paired with bend-over-backward service. "We'll let them have what they need when they need it, even if it takes working a little later that night, loading lumber at 2:30 in the morning," Martin allows in the slow-and-easy drawl that nails him as a native of these parts.

I\TEXT time you're talking about a I \ full-service operation, consider this: At Mike Martin's Town & Country Minute Market/PRO Hardware, his home center-cum-lumberyard is just the beginning.

The shopping complex he built from the ground up as a convenience store five years ago soon grew to contain hardware, electrical and plumbing supplies.

Next came lumber-along with everything else one could dream of to sell complete home packages (which he does. Barns and garages, too).

Now it's expanded to include a sitdown restaurant, discount tobacco shop, gas station, feed store and-

well, no diamond tennis bracelets yet, but if I check back next year, I wouldn't be surprised.

The business he launched "from an open field" in Camargo, Ky., a bedroom suburb of Lexington, in 2000the year he "got tired of working for someone else" and left his 23-year stint in management and maintenance with Sylvania-has grown close to 307o a year, thanks to Mike's aggressive "capture" approach to help customers part with their money.

And he plans to build a kitchen and bath showroom next year to add some a la mode to his hefty slice of the market pie.

Call him greedy? Maybe his com-

But that's what happens when you grow a whale of a lot faster than you anticipated. Mike didn't come blustering into this business as an expert. He learned-sometimes, the hard wayby trial and error. At the beginning, the feedback he got went, "Your prices are high and your service could be better."

"Those are things you've got to learn," recalls the new kid on the highway. And learn fast. Not too many second chances in a town with fierce independents that's also boxed in by Lowe's and the like. "We didn't know what to buy or how to buy, so we joined IBSA," an independent business buying co-op "that enabled us to buy smarter. Through them, we-not the distributor-receive the suppliers' rebates, which we can pass on to our customers. It made us more competitive with the big boys, yet we remain an independent operator, able to make our own marketins decisions." he notes.

ALWAYS OPEN: Rita & Mike Marlin's Town & Countrv Minute MarkeUPno Hardware orovides one-stop shopping 24 hours a day, 365 days a year. Th-eir "entrepreneurship, diversification, customer service, and vision" earned the business Pno Hardware's 2004 Paul L. Cosgrave Memorial Award, which recognizes superior hardware merchandisinq.

When it came to service, he quickly learned another lesson. "We'd started out with very young kids, but that didn't work out very well."

Martin soon transitioned to what he calls "an older-type group, people in their early 60s with a lot of background. Now," combating the bane of the boxes, "customers can deal with the same people day after day; they won't be gone tomorrow," he can boast of his staff of 26, who routinely turn down competitors' offers to pick up their paychecks elsewhere.

Among a diverse customer base that includes contractors, d-i-yers, farmers, commercial accounts and area businessmen, Town & Country is proud to cater to a growing number of women shoppers. (Doesn't hurt that Martin chose a location directly across the street from an elementary school, to which moms chauffeur their vanloads twice a day.) "They come in for breakfast and come back after school to get their kids a snack, while also using our gas station and picking up other products," he notes. "Our staff enjoys talking to them, helping with their projects by asking the right questions, not just leaving them with 'I hope this works."'

Town & Country is a prime supporter of the town's annual Spring Fling promotion month. Ads in local newspapers encourage consumers to

stop in and register for a chance to win a getaway vacation for two offered by the city, along with Town & Country's own give-aways and sale items bannered throughout the store.

"We advertise a markdown price on two different items each week of the month." Martin says. pointing out that he deliberately targets seasonal items likely to lure people to the door. Most contest participants return to

they need, when they need it, even if it takes working a little later that night, loading lumber at 2:30 in the mornino."

drop their entries in his bucket each of the four weeks. "When your prize bucket starts to fill up, you know the promotion is successful," Martin indicates. As he analyzes the entries week by week, he estimates that close to 20Vo represent first-time customers. "They often come back to shop," he notes, "so this is a great way to acquaint them with the store and our merchandise mix."

Right at the outset five years ago, Martin initiated a popular customerconvenience feature. (Those of you with queasy stomachs better skip this part): He stays open 2417 for 365 days of the year. Not for lack of a home life (his son, daughter, son in law and wife play roles in the business, too)rather, call it an untapped niche. "We knew at the outset that to get in. we had to provide something no one else was doing. It's a tough business to enter, so we decided to try the 'after hours' approach. It got us established as a place to trade and grew us into a real marketplace," he says. "There's no reason to go elsewhere."

Recently, Denver, Co.-based Pno Group, Inc. honored Town & Country with its annual award for distinguished retail performance. Having expanded the store every year since its opening and grown sales at a rate that turns colleagues and competitors pea-green, what's left to do (well, besides the tennis bracelets)? "We'll expand again next year," Martin states. "And we plan to grow sales another 25,3OVo."

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

Home Depot Also Tests New Formats

Home Depot is betting that new consumer goods inside its storesand service stations, convenience stores and car washes in the parking lot-will lure "time-starved consumers who want efficient and affordable solutions. "

A large automotive section with ATV parts and accessories was included in a recently opened store in Brookhaven, Ms. In a special aisle named "Value Valley," consumers can buy fishing supplies, snacks, food items, dog and cat food, and other discounted items.

Similar merchandise is available at a new Home Depot in Kirksville, Mo. " I don't want to let too much cat litter out of the bag," said store manager Dennis Carbocci during the

grand opening, "but we have some pet supplies, some automotive, and a drive-through lumberyard."

By the end of the year, service stations and convenience stores will open in the parking lots of four existing Home Depots in Nashville, Tn. Two of the facilities will also have car washes. Besides the usual conveniencestore merchandise, prepackaged food items for breakfast, lunch and dinner will be offered.

The new concept will be especially attractive to contractors who shop early in the morning, said Depot spokesperson Paula Smith. "Time is money for them," she said. "They'll be able to get everything they need for the job site-from lumber and tools to breakfast and lunch-and keep their whole crew at the site all day."

"We'll let them have what

Sales managerst most common mistakes

By Dave Kahle

fN MOST organizations, sales manIagers are the essential bridse betieen the company's sales goa=ls and the realization of those goals. The gritty day-to-day interactions between the salespeople and their customers are frequently filtered through the perspective of sales managers on their way up the ladder.

The aspirations and strategies of the company's management must be imprinted by the realism of the sales manager as they come down from above. Sales managers are the conductors who carefully orchestrate the tentative entanglement of the salespeople with their management.

It's an incredibly imponant and difficult job. Unfortunately, it is often the most under-trained job in the entire organization. Instead of providing information on the best practices and processes of the job. most companies hope that their sales managers will have learned enough during their days as a field salesperson to provide some roadmap as to how to do this job well.

Alas, only a small percentage of untrained sales managers ever really figure it out, arriving by trial and error and after hours of study at the best practices of an effective sales manager. The overwhelming majority find themselves caught up in the urgencies of the moment, the tempting details of all the transactions, and the continuing onslaught of crises, and are never able to set in place a systematic blueprint for their success.

The net result? Few salespeople are effectively managed. All parties (executive management, sales manager, and salespeople) bounce from one frustration to another. Company objectives are met frequently by happenstance, salespeople are not developed to their fullest potential, and sales managers lurch from one crisis to another.

Certain common mistakes often arise out of this unhealthy situation. Here are the three most common maladies suffered by sales managers.

l. tor* of a focused sales structure. The structure of a sales force consists of all articulated and unspoken rules, policies and procedures that shape the behavior of the salesperson. It consists ofsuch things as: how sales territories are defined how salespeople go about their jobs

. how markets and customers are targeted how salespeople are compensated the methods the manager uses to communicate with the salespeople the expectations for the sales force the training and development system of the company

. the expectation for information collecting by the salespeople

. the frequency and agenda for sales meetings

. the sales tools used by the salespeople, and countless other such things.

A highly focused, well designed sales structure can be one of the company's greatest assets, as it ultimately shapes the behavior of the sales force. Most structures, however, haven't come under the critical review of the company's management. Typically, the structure slowly takes shape over time. Decisions are often made with heavy input from the salespeople, almost always in response to a single event. These decisions slowly become codified into the company's written and unwritten structure. As a result, many structures are vestiges of years gone by, the legacy of those who may not even be with the company today.

Why do you have the sales compensation plan that you have, for example? Is it because you crafted a strategic plan that directly compensates the sales force for achieving the company's objective? Or, is it because... it's the plan you inherited?

Why do some salespeople come into the office every week? Is it because you have determined that this is the most valuable use of their time?

Or, is it because... that's just the way some of them like to do it?

Why is it that some of your salespeople are highly organized, with well designed file systems and effective ways to track their interactions with their customers, while others continue to get by with scraps of paper and yellow pads? Is it because you have invested in a system that helps them become well-organized and information-savvy? Or, is it because... that's just how it's worked out?

Can you see the point? Many of these structural issues-spoken and unspoken rules about how the salesperson does the job-have evolved by the salespeople in response to their own specific situations.

And most sales managers are oblivious to the impact of these decisions on the productivity and effectiveness ofthe salesperson.

I recently had lunch with a friendan entrepreneur who had successfully started and run a number of businesses. As we were discussing the pros and cons of organizing a sales force for his latest venture, he remarked that he has learned how easy it is to gradually cede control of the company to the sales force. One decision at a time, made in response to the passionate pleas of an individual salesperson, would form, over time, the structure that governed the sales side of the business.

I was impressed with his insight. That very observation described the top mistake sales managers makeaccepting the historically evolved status quo for the structure and not investing time in focusing it to provide the environment for sales success.

2. fack of regular, systematic direction and feedback for salespeople.

Like the pleading of a toddler, the relentless attraction of the urgent and demanding shouts of the transaction tend to overwhelm the time and attention of most sales managers.

Sales managers often have the best of intentions. For example, they may need to do a set of performance reviews by the end of the year. But there is this big presentation in one account to attend. Another account wants to complain about some issue to the sales manager. Yet another needs the manager's touch to smooth some feathers, etc. And they really do need to spend some time in the field with the new salesperson. And, and, and... the demands of the urgent once again force regular face-to-face discussions about expectations and results to the bottom of the "to do" list.

As a result, most salespeople are left directionless and provided with little feedback on how they are doing. Of course, we publish sales numbers, but there are lots of reasons why a set of numbers can be up, down or sideways, above and beyond the impact of the salesperson.

In most surveys of what salespeople really want from their managers, "direction and feedback" are often at the very top of the list. It's one thing to talk about some account or some deal, it's quite another to speak to the core issues of "my performance."

Sales is an isolated job. It is not unusual for a salesperson to spend as much as 70Vo of the work week by himself. All that isolation often leads to anxiety and self-doubt, which often expresses itself through complaints and finding fault with the company.

All this negative energy can be prevented by providing the salesperson with regular direction, specific expectations, and regular feedback.

The old saying "Out of sight, out of mind" is often the operational description of the typical sales manager. The salespeople are out some where, doing their thing, while the tyranny of the urgent often occupies the manager's time. As a result, salespeople are not nearly as focused as they could be; they default to unhealthy thoughts and spend too much time expressing negative energy.

3. fact of an organized training and development sy stem.

No profession in the world expects the serious practitioners of that profession to figure it out by themselves. Quite the contrary. Every profession has determined some minimal acceptable course of study, and typically has some event which signals the entry into that profession. Teachers, Emergency Medical Technicians, and min-

isters are licensed, attomeys must pass the bar exam, accountants must pass their certification exam, etc.

Unfortunately, that is rarely true of salespeople. In only the leading companies is there some required course of study for entry level salespeople, and some event which signifies the successful completion of that study and their entry into the profession.

To even think this way is so outside of the reality of most sales managers that I can almost hear half of the readers of this article snickering over their coffee. "Some standard for allowing people into the job?" Incredible thought. But if you don't insist on it, you'll continue to labor with a hit or miss sales force where every hire is ultimately a shot in the dark.

No profession in the world expects that once someone has become qualified to enter the profession, they then no longer need to invest in their own development. Can you imagine a teacher who never attends in-service training? A nurse who never invests in continuing development? A doctor who never attends a conference?

Even if such lackadaisical professionals could keep their jobs, you would not want them to have anything to do with your family. You would

never put your health in the hands of a doctor who hadn't updated himself since med school. You would not want your children taught by the teacher who hadn't learned anything since graduation. You would never put your lawsuit in the hands of an attorney who had never bothered to keep cunent.

The professional who doesn't regularly invest in his own continuous development is relegated to the dregs of the market.

So, why is it that the overwhelming majority of sales managers do not require regular and systematic involvement in continuous development events for their charges? It may be that they don't see their salespeople (or themselves) as professionals. Or, it may be that they have never thought about it that way.

The sales force is not nearly what it could be, if only the sales managers required some minimum standard for their entry level people, and then regular and continuous development of those who were on the inside.

- Dave Kahle, "The Growth Coach," is a sales consultant, trainer and author of six books, including Ten Secrets of Time Management for Salespeople. Reach him at (800) 33 1 - I 287 ; www.davekahle.com.

Self Assessment

Respond to each statement and then reply by putting a number in the space which conesponds to each of the folbwing replies: You're kidding. Wha(s that? (2)

We're thinking about it. (0)

We've looked at rt. No action yet. (2)

Yes, we're in good shape. (6)

1. We have strategically reviewed the way sales territories are defined.

2. We have strategically designed the way markets and customers are targeted.

3. We have strategically designed the way salespeople are compensated.

4. We have strategically designed the methods the manager uses to communicate with the salespeople,

5. We have a specific set of expectations for each salesperson.

6. We regularly, systematically communicate the expectations with each salesperson.

7. We regularly, systematically provide feedback to each salesperson on how well they are meeting our expectations.

8. We have a minimal set of qualifications that an entry-level salesperson must meet in order to be allowed to represent our company,

9. We have a process to evaluate the entrylevel salesperson's skills.

10. We regularly inject our salespeople into learning events, and expect they will continually improve themselves.

Dif*tiOnS: Totalyour score and compare t)e totalto ttte standard dexribed below.

-20 to 0 See, ltold you these were common. You're in trouble. Set aside serious time to rectity this situation. Top pioi$l

0 to 20 Not bad. There's hape. Fix the issues that are weak and you'llbe in gd shape. 20 to 60 Congratulations! You're in good shape. Finelune and watch your sales grow.

Llse failures as springboards to success

By Daniel R. Castro

IIERHAPS your professional life I isn't going exactly like you thought it was supposed to go. Maybe you've made a series of bad decisions or even one really bad choice that you can't seem to bounce back from. Maybe you've been downsized or terminated. Maybe your best-laid plans have failed and circumstances beyond your control-from market downturns to bad weather to a key player's incompetence-have put you in the danger zone, or even out in the street.

You may not realize it right now, but you do have options. You could wallow in self-pity. or remain angry at those whom you blame for your current situation. Or you can turn your past disappointments into great accomplishments. How? Just follow the path of the heroes who've gone before you. They will show you how to transform past adversity and failures into springboards for success.

Tip No. I

Look at your past objectively.

Thomas Edison believed there were no such things as mistakes, only eliminated options that brought him one step closer to his goal. There is no such thing as "failure," he claimed, only lessons to be learned.

Most people find it difficult to see a failure in an analytical, impartial fashion; many of us were raised to believe that if we failed at something, we were failures. Therefore, as adults, we take failure personally, believing our lack of success indicates a lack in our character. Instead. we must look at the situation objectively, as a matter of cause and effect. The fact that we fail in business situations does not mean we are failures. but rather that we didn't create the right cause to achieve the desired effect.

If you find yourself in a stuck emotional state, go back and analyze the steps you took and see what you might

have done differently. Logically, dispassionately examine the course you chose and determine why it did not yield the desired result. Acknowledge what you did that led to the failure and take responsibility for it. Take what you can learn from it and move on.

fip xo. z

Focus on the purpose on the other side of the pain.

Happiness does not come from the elimination of pain, but from the realization of your purpose. Keep reminding yourself why you are doing what you're doing. Even less lofty purposes, such as "I just work here to pay the rent and my car payment," can be transformed over time if you look at the higher purpose. Perhaps you will make useful future contacts.

To succeed, look at the higher goals you've set and determine their importance, then focus on what is meaningful to you, rather than on the things you hate about your job. If you develop and focus on a strong enough reason or purpose to keep going, you will succeed at each of the steps you take toward your goal. Without a sense of purpose, you will lack motivation and consciously or subconsciously doom yourself to failure.

fip No. 3

You can't see the whole parade from where you stand.

You never know from where you stand whether what you are experiencing will turn out to be good or bad until enough time has passed. A seemingly hopeless situation may be exactly the disaster you fear, but it may also turn from catastrophe into triumph in ways you are unable to predict.

When people get stuck in "Why me?" mode due to a severe business loss, they require a mindshift in order to recover a sense of belief, hope and inner strength so they can move on. If

we can look outside of ourselves at others who have overcome adverse circumstances. we can gain the courage to believe in our ultimate success. In the LBM industry, who do you know or have heard of who failed but managed to get back on top?

Soichiro Honda persevered through countless failures and setbacks, over four decades. before his Honda Motor Co. became one of the world's largest automobile companies.

When we make a deliberate decision not to give up, life seems to present opportunities we hadn't thought of or couldn't create ourselves.

Tip No. +

It's not whether you've won or lost in the past; it's the person you become in order to win in the future.

After a business failure has led you to analyze the objective data of your experience, look within and ask, "What kind of person do I need to become in order to get what I want?"

To become that person, you may need additional education or training: you may need to hire a coach or find a mentor to guide you. Or you may require a character shift. in a sense to be reborn. Lance Armstrong had never won a Tour de France before he was diagnosed with testicular cancer. Then it looked like his cycling career, and maybe even his life, were over. He fought back and won. Today he credits his great cycling success to the person he became as a result of having cancer. He says, "Cancer saved my life."

fip xo. s

Accept that falling is a normal part of life, but try to fall forward every

(Please turn tu page 48)

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Forks True Value Hardware & Lumber, Fork, Wa., said that six suspects have been charged and will be tried in federal court for a June 14 burglary of $3,@0 worth ofguns (see July, p.40)

Lowe's Cos. opened a 116,000sq. ft. store with attached garden center July 26 in Antioch, Ca., and received city council approval to build a 111,196-sq. ft. store on 10.74 acres in Sonora, Ca. ...

Lowe's expects new store openings in 4th quarter 2005 in Keizer, Or., and Martell, N. Stockton and Northridge, Ca., and in 2nd quarter 2OO6 in Ontario, Ca. ... the chain wants to co-anchor the first major retail center in Grand Terrace. Ca. ...

Home Depot opened new stores June 30 in Vista, Ca. (Louis Becerra, store mgr.; Lisa Garson, operations mgr.); Riverton, Ut.; S. Reno, Nv., and Sterling, Co.; June 16 in N. Upland, Ca., and June 9 in Gillette, Wy. .

Home Depot won approval to demolish a K-Mart and build a 102,513-sq. ft. store with 28,086sq. ft. garden center in Crescent City, Ca.; is one of several potential tenants that want to lease a former Wal-Mart site in Vallejo, Ca.; has expressed interest in a Wal-Mart site in Poulsbo. Wa.: will open by the end of 2006 in Palm Springs, Ca., and is negotiating to build a store in Coos Bay, Or. ...

Home Depot has acquired 16unit pro dealer Williams Brothers Lumber Co.. Athens. Ga.. and has agreed to buy Waco, Tx.-based National Waterworks Holdings Inc.,with more than 130 branches in 36 states

Ram Pipe & Supply, Yuma, Az., has been acquiredby Hughes Supply ...

Grainger opened a new fullsize branch with 2,500-sq. ft. showroom Aug. I in Culver City, Ca. (Ann Maras, branch mgr.) ...

Gambles True Value, Socorro, N.M., was presented the Business of the Year Award by the local Chamber of Commerce

lUnorrslrrns/tlruncrur:rs

Murphy P lywood, Sutherlin, Or., lost its mill in a July 5 fire caused by a motor in one of its veneer dryers; damage is estimated at $40 million ...

Weyerhaeuser Co. has put its Vaughn, Or., glulam plant up for sale ... its Springfield, Or., plywood mill has discontinued peeling veneer and has added another shift to lay up plywood

Colville Indian Precision Pine, Omak. Wa., has installed a Stetson-Ross planer ...

Mountain Fir Lumber Co., Independence, Or., suffered a July 8 fire that caused $10.000 to $15,000 in damage to a woodchipper chute

U.S. Department of Commerce, maintaining its contention that Canadian softwood lumber is subsidized, continues collecting 20.2Vo duty deposits at the border, but has reduced the countervailins duty rate to l.2l%o

FAX us your news!

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

Just Fax your news to 949-852-0231 or email lo kdebats@building-products.com.

(a free seruice)

Jeld-Wen, Klamath Falls, Or., this month will eliminate 75 jobs-about half the workforceat its Everett, Wa., door plant, which recently installed new tooling equipment

Longview Fibre Co., Seattle, Wa., approved a corporate restructuring to qualify as a Real Estate Investment Trust, effective Jan. l, 2006: it will continue to own and manage its 585,000 acres of timberlands and transfer its manufacturing operations into a whollyowned subsidiary ...

Hancock Timber Resource Group acquired Prudential Financial's timberland investment unit, including 20,000 acres in Hawaii, 235,000 acres in the South,45,000 acres in Brazil, and 150,000 acres in New Zealand

James Hardie agreed to sell its Chile Fiber Cement business to Compania Industrial El Volcan S.A. for $15.8 million

Square D agreed to buy Juno Lighting

TimberTech's 5/4 plank profile and ornamental railing system and Xccent Deckingt vinyl-coated steel decking system were ICC certified...

Louisiana- P acific's SmartSide siding Web site (www.lpsmartside.com) received the Best Retail Online campaign award from the Web Marketing Association

Pacific American Lumber, Honolulu. Hi.. is now authorized to distribute Staron solid surface products throughout Hawaii

Housing starts in June (latest figures) held steady at an annual rate of 2.004 million ... sinsle family starts fell 2.5Vo,but multifamily rose nearly I5Vo regionally, starts in the West fell L0.4Vo ... permits rose 2.4Vo.

TECT

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

Auousr

Humboldt Hoo-Hoo Club - Aug. 11, reception, Eureka, Ca.; Aug. 12, Behind the Redwood Curtain golf tournament, Baywood Golf & Country Club, Arcata, Ca.; (707) 446-3521.

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

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

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

Japan D-I-Y Home Center Show - Aug. 25-27, Maku.hari Messe, Tokyo, Japan; 0ll-813-5687 -497 5.

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

Srprrmrn

National Association of Women in Construction - Sept. 7-L0, annual convention, Grapevine, Tx.; (800) 552-3506.

Cedar Shake & Shingle Bureau - Sept. 8-10, annual meeting, Whistler, B.C.; (604) 820-7700.

Hardware Conference - Sept. 9-ll, Marriott, Marco Island, Fl.; (305) 853-0049.

Horizon Distribution Inc. - Sept. l0-11, annual market, Convention Center, Yakima, Wa.; (509) 453-3181.

Western Building Material Association - Sept. 11-14, golf outing, Bandon Dunes, Bandon, Or.; (888) 551-9262.

National Association of Wholesale-Distributors - Sept. 13-14, large company c.e.o. networking conference, Chicago, Il.; (202) 872-088s.

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National Hardwood Lumber Association - Sept, L4-17, annual convention, New Orleans, La.; (800) 933-0318.

Mountain States Lumber & Building Material Dealers Association - Sept. 15, designated risk manager seminar, Embassy Suites, Hotel, Denver, Co.; (800) 365-0919.

Door & Hardware Institute - Sept. 15-18, 30th annual conference & expo, St. Louis, Mo.; (703) 222-2OlO.

Jensen Distribution Services - Sept. 16-18, show, Spokane Convention Center, Spokane, Wa.; (509) 624-1321.

True Value Co. - Sept. 16-19, fall market & Power Expo, Colorado Convention Center, Denver, Co.; (773) 695-5529.

Hoo-Hoo International - Sept. l7-20, annual convention, Portsmouth, N.H.; (800) 979-9950.

Garden & Leisure Exhibition - Sept. 18-20, held in conjunction with Glee Petindex, National Exhibition Centre, Birmingham, U.K.; (201) 659-0134.

Willamette Valley Hoo-Hoo Club - Sept. 21, trapshoot, Eugene Sportsmen Club, Eugene, Or.;(541) 424-3112.

Pro Dealer Conference - Sept. 21-23, Westin Kierland Resort & Spa, Scottsdale, Az.: (212)756-5167.

Expo Nacional Ferretera - Sept. 23-25, hardware show, Expo Guadalajara, Guadalajara, Mexico; 52-5 5 -5 543 -7 7 29.

Wood Solutions Fair - Sept. 29,Long Beach, Ca.; (613) 7470466.

Hand Tools Institute - Sept. 29-Oct. L, general membership meeting, Chicago, Il.; (914) 332-0040.

National Lumber & Building Material Dealers AssociationSept. 29-Oct. L, industry summit, Pan Pacific Hotel, Vancouver, B.C.; (800) 634-8645.

Ace Hardware Corp. - Sept. 30-Oct. 3, fall convention, San Diego Convention Center, San Diego, Ca.; (630) 990-7662.

NEXT TE,CHNOLOGY SAFE,GUARDS AGAINST DE,CK ENE,MIE,S

Exclusive Antimicrobial Composite Expected to Break the Market Wide 0pen

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

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

SafeGuard* (hanges Everything

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

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

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

Let's break the market wide open!

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

"Our product looks better and Iasts longer,"

a lot to raise profit potential."

EEFORE SAFEGUARD"

Mointenance woes of mold and nildew, plus stains ond foding.

Lumber Association of California & Nevada presents a risk management seminar sponsored by Federated Insurance Sept. 8 at a yet-to-be-determined location.

LACN's strategic planning session will be held Sept. ll-13 at the Resort at Squaw Creek, Olympic Valley, Ca.

The insurance committee will meet Oct. 4 in Sacramento, Ca.

Mountain States Lumber & Building Material Dealers has partnered with Colorado State University to offer training programs at various locations. Dr. David Bueche, a research scientist in the forest products marketing unit at CSU, will be the instructor.

Estimating workshops will be held Oct.24-21 in Denver, Co.; Nov. 7-10 in Albuquerque, N.M., and Dec. 5-8 in Casper, Wy. A leadership program

will be offered next year.

Federated Insurance sponsors a designated risk manager seminar Sept. l5 in Denver, Co.

Western Building Material Association plans a Northern California mill tour for Oct. 8-13. The tour will begin in San Francisco and make stops at Simpson Timber Co., Sierra-Pacific Industries, and Collins Pine Co.

The group's 102nd annual convention & showcase will convene Nov. 24 at the Red Lion in downtown Seattle, Wa. Reservation of the limited number of tabletops is on a first-come, first-served basis. The exhibitor fee includes dinner tickets and complimentary registration for all seminars.

National Lumber & Building Material Dealers Association has booked Rick Davis, author of

Strategic Sales in the Building Industry, to address "Channeling Your Sales Force" during its annual Industry Summit Sept. 29-Oct. I at the Pan Pacific Hotel, Vancouver, B.C.

Mark Feldman, author of Five Frogs on a Log: A C.E.O.'s Field Guide to Accelertating the Transition in Mergers, Acquisitions & GutWrenching Change, will address "Thriving in an Era of Consolidation" and moderate a discussion on "Optimizing Your Supply Chain."

Panelists include Mike Mahre, BMC Construction; Dick Rose, Stock Building Supply; Al Torrisi, Jackson Lumber, and Johan van Tilburg, Tindell's.

Three concurrent break-out sessions will follow-"Government Affairs & Their Impact on Your Bottom Line," moderated by NLBMDA legislative director Colleen Rocha Levin; "Human Resources Strategies that Increase Sales & Foster Professional Growth," led by Ruth Kellick-Grubbs, Kellick & Associates, and "How to Handle an OSHA Inspection," moderated by Ron Koons, Rosako Safety.

(Please turn to page 7 I )

l(irtr'n 'rn.l L)r'r ) :nr,rll Trnrl.. r''

sensible ronmenlqlist

By Dr. Patrick Moore

cause global warming.

The U.S. government has started an initiative to encourage the use of landfill gas for energy. As an altemate to fossil fuels such as coal and oil. this has environmental benefits -even though it isn't as "green" as other sources such as wind, solar and geothermal. According to the U.S. EPA, more than 350 landfills have energy programs in place, and another 600 have the potential to produce enough electricity to power more than one million homes.

Dear Dr. Moore: Are we running out of landfill space?

It depends where you are.

Nationally, the U.S. Environmental Protection Agency says that landfill space is plentiful. But in areas that are heavily populated, such as the East Coast, it's a different story. There's less current landfill capacity and fewer potential sites-which also means that disposal costs are higher.

Even so, environmental issues related to landfills tend to have more to do with where they're located and how to control pollution than they do with runnine out of room.

Modern landfills are heavily regulated and built with environmental protection in mind, but they aren't fool proof. They include clay or plastic liners, systems to collect both contaminated water and gases that form during the decaying process, and covering caps to permanently seal each section that becomes full. To minimize odor and discourage rats and insects, the waste is also covered each day with soil.

One issue causing some controversy is what to do with captured landfill gas, which is comprised mostly of methane and carbon dioxide. Methane is by far more potent, but both contribute to smog and are thought to

Whether or not landfill space is plentiful or we're finding ways to deal with landfill pollution, it's useful to bear in mind that the U.S. and Canada generate more solid waste than any other industrial nations, with respective averages of 4.5 and 3.75 lbs. per person each day. It makes sense to reduce waste where possible and extend the life of our resources through recycling.

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

Stock Acquires New Mexico's Baldridge

Stock Building Supply, the nation's largest pro dealer, has made its first entry into New Mexico with the acquisition of J.C. Baldridge Lumber, Albuquerque.

In New Mexico, single-family housing starts have increased from 4,576 in 2000 to over 8,000 in 2004. Albuquerque ranks #12 on the "40 Hottest Real Estate Markets in the u.s."

"Baldridge is an attractive target in the high-growth Albuquerque market," said Fenton Hord, Stock president and c.e.o. "Mirroring Stock's business values, it represents the oldest and most respected supplier in the market with a reputation of fair and excellent service."

J.C. Baldridge Lumber, with annual sales of more than $33 million, brings 75 associates to Stock. Founded in 1881 by J.C. Baldridge, and run by his two great grandsons, the contractor yard is located on 9.4 acres, and consists of approximately 54,000 sq. ft. of buildings.

All key management personnel are expected to remain with Stock. George Harley, with the company for

32 years, has been responsible fbr day-to-day contractor operations for the past 18 years and will continue his management position.

Raleigh, N.C.-based Stock now operates 256 locations in 30 states, with fiscal 2004 sales of $3.6 billion.

Swanson Buying Glide Mill

Swanson Group, Inc., Glendale, Or., has agreed to acquire Glide Lumber Products Co., Glide, Or., from TreeSource Industries Inc.

Glide Lumber is a stud mill that produces both green and dry studs in 8- and 9-ft. lengths. Swanson anticipates taking over in early October and operating the mill as Glide Lumber Products. LLC.

"The acquisition of Glide Lumber fits our long-term strategic plan to grow our core business in Southwest Oregon," said president and c.e.o. Steve Swanson. "The mill will complement our existing operations in the area and give us more flexibility and synergy in the utilization of raw materials. We look forward to building a strong relationship with the current employees as well as the community

TreeSource Industries will continue to operate its Tumwater Lumber Co. dimension mill in Tumwater. Wa.

Kenyon Noble Getting Bigger

It's time to move. Kenyon Noble Lumber has so badly outgrown its current quarters in Bozeman, Mt., that customers sometimes must park on the sidewalk.

The company is building a 53,000sq. ft. replacement store, with a target opening of October 1. In addition to being significantly larger, the yard is no longer downtown, removing trucks from the narrow city streets and making access easier for customers.

The workforce will more than double to more than 50.

Although Lowe's recently applied to build a megastore in town, Kenyon Noble co-owner Rick Ogle doesn't see the big boxes as direct competitors and has been planning the expansion for five years. "We're just answering demand," Ogle said.

The old store- I l6-year-old Kenyon Noble's main location since 1958-will be demolished to make way for an arts center project.

Eel River Shutters Sawmill

Less than two weeks after Pnlco shut down its Fortuna, Ca., sawmill, Eel River Lumber Products closed its mill in Fortuna.

For months, Eel River's Mill A had been running at reduced capacity, due to a shortage of available logs.

The planer was expected to continue operating as long as rough lumber remained to surface.

President Buck Olsen's Nevadabased Eel River Acquisition Corp. acquired the facility in 2003 from Eel River Sawmills.

Mill A laid off about 100 employees. Pa,lco's closure affected 100 workers, although some transferred to operations in Scotia, Ca.

Mill Proposed For Kootenai

Negotiations are underway to open a mill that would process small-diameter trees from the Kootenai National Forest in Montana.

Building costs for the mill would be about $2.5 million. said Paul Rumelhart, executive director of the Kootenai River Development Council. He said another $15 million would build planing and drying facilities at the proposed mill. Logs

between 7"-9" would be used to produce 2"x4"s and 2"x6"s with little waste.

For the mill to be profitable, said Rumelhart, 50 million bd. ft. annually would be needed. Salvage sales in the Kootenai National Forest. he said. could supply that amount indefinitely. "It's very real," he said, "but it's all forest-plan dependent."

Management plans for Kootenai are being revised, although Forest Service spokesperson Greg Kujawa said it's likely that this year's harvest level of 50 million bd. ft. will be increased for 2006.

Rumelhart believes the harvest level should be doubled, and that stewardship contracting is the key to providing more timber for the proposed mill. "I'd like to see a l0-year, 50-million-bd.-ft. stewardship project," he said.

Besides providing jobs in a state that has seen 22 mills or manufacturing plants close since 1990-the latest being the closure of Owens & Hurst Lumber Co. this summer-boosting the annual harvest in Kootenai could reduce the risk of forsest fire. "It creates a more healthy forest," said Rumelhart.

Bluelinx Purchases LSV

Intent on beefing up its industrial and manufactured housing offerings as well as its presence on the West Coast, Bluelinx Corp. has acquired hardwood lumber distributor Lane Stanton Vance, City of Industry, Ca., from Hampton Distribution Cos.

Including LSV's six locations, Bluelinx now operates 1l facilities in northern and southern California.

Operating for more than 100 years, Lane Stanton Vance sells domestic and imported hardwoods, panel products, flooring and moulding and offers custom milling services through its Custom Mills division. It had $62 million in sales last year.

"Acquiring LSV illustrates our strategy to enhance market share growth by adding local distribution businesses in market segments that represent high-return growth opportunities," said Bluelinx c.e.o. Chuck McElrea. "In completing this transaction, we held to our policy of pursuing selective acquisitions of small and medium-sized distributors at appropriate pricing."

Financial terms were not disclosed. Portland, Or.-based Hampton acquired LSV in 2000.

That's the reaction we're looking for at Riley Creek. We know it takes quality people to produce qLrality lumber. That's where Billie cornes in-she knows quality. Maybe it's her 16 years of experience in the lumber business that ensures we only send out the highest quality lumber to our customers.

(2oB) 263- 155 1

Maybe it's the fact that, like the rest of the Riley Creek production team, Billie has the highest quality ratrngs in the business and refuses to give less than 1 10%. Whatever the reason, with people like Billie leading the way you can expect only the best quality lumber from Riley Creek.

Pacific Northwest Becoming The Place For Ace

Aspiring hardware store owners in owners have done at least one homethe Pacific Northwest are taking Ace improvement project in the past year, Hardware Corp. up on its offer for big is one of eight targeted for aggressive assistance in saturating the Puget expansion by Ace. Sound area with new locations. Already, Sheldon and Peggy Smith

The co-op is offering $195,000 in have agreed to open a new Ace unit direct aid such as free inventory, and are negotiating to lease a vacant advertising, and grand-opening costs storefront in the Eastside. After opento help offset the $l million needed to ing in the fall, they'll continue scoutopen a new business. Existing Ace ing for additional sites. dealers get $215,000 in help for "I'm going to be doing multiple adding anotherbranch. units," Sheldon Smith said. "That's

New investors pay $10,000 to buy what I looked for, an opportunity to a stake in Ace Hardware Corp., then expandandgrowabusiness." spend $900,000 or more getting theirThree-unit Lincoln Creek Lumber. store outfitted. Ace prefers that new Tumwater, Wa., is negotiating to add a dealers have at least $250,000 in cash branch near Bellevue's Crossroads to invest as well as proven leadership Mall. C.e.o. Bob Thompson Jr. has and business-management skills, been looking to expand for over five preferably in retail. years, and the co-op's incentive pro-

Ace opened 130 new stores in gram is finally making that possible. 2004. should add another 1 70 this "Your break-even is much earlier year, and anticipates another 1,100 than if you didn't have that help," openings over the next five years. The Thompson said. chain hopes to quickly double the 30 To support the expansion, Ace is Ace stores already in the Seattle/ close to opening a 427,000-sq. ft. Tacoma market. import facility in Sumner, Wa., and

The Seattle/Tacoma area, where a next year will open a 788,000-sq. ft. recent Scarborough Research study DC in Moxee, replacing an older facilshowed that about two-thirds of home- ity in nearby Yakima.

Other target markets for Ace include San Diego and Orange County, Ca.

Lowe's DC Defeats Union

A hard-fought battle to unionize 900 workers at Lowe's warehouse in Perris, Ca., has met with defeat. It would have been the first Lowe's facility to be unionized.

"Lowe's does not believe it needs a third party to communicate with its employees," said Lowe's spokesperson Jennifer Smith.

In the weeks before employees voted, both sides accused the other of wrongdoing. Lowe's accused the union of following employees as they Ieft work and making unspecified threats. The union accused Lowe's of harassing employees and threatening to close the facility.

Lowe's warehouse workers top out at $13.50 an hour, while unionized warehouse workers often make $20 an hour with better benefits and work rules. However. some companies pressure workers to increase productivity to offset the costs of being unionized.

Teamsters organizers expect to try again to organize Lowe's workers.

Stolze Wins Patriot Award

Stoltze Land & Lumber Co., Columbia Falls. Mt.. was honored for its commitment to employees who serve in Iraq with the National Guard and Reserves.

Last month, the company was awarded the Above and Beyond Award by the Department of Defense. The law requires that employers maintain job security for employees who also serve in the National Guard. Stolze went even further, by giving

these employees bonuses and keeping them on company benefit plans.

"They kept up medical coverage and paid premiums for two months until military health coverage was in place," said Capt. Mark Boardman, a forester at Stoltze. Two other Stoltze employees also serve in Iraq as reservists.

Boardman said that the company did more than just pay for his forestry certification. "Stoltze showed proof of

my continuing education credits," he said, "and requested my time in Iraq be counted as professional development for this year."

"They could have easily let those details slip through the cracks," he said, "but they took care of me and my career even though I have been gone for a year already." Currently serving in Kirkuk, Iraq, Boardman is expected home this fall or next spring.

measure.

AWARD CEREMONY attendees included Don Bogut, chair oJ the Employer Support of Guard and Reserve, Kalispell, Mt.; Chuck Roady, Stoltze's land resource mgr.; Ron Buentemeier, Stoltze's general mgr., and Sue Riehn, ESGR, Helena, Mt.

CAPTAIN MARK BOARDMAN hooes to return home {rom lrao this fall.

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Dave Hernandez, Bloedorn Lumber Co., has transferred from Lander, Wy., to manage the Fort Morgan, Co., store. He succeeds Gary Foos, who has retired after 41 years.

Frank Forward has joined the lumber trading staff at the Lake Oswego, Or., office of Western Lumber, Medford, Or.

Jeff Barnes, Kelleher Corp., Carneros, Ca., has been promoted to president of the lumber division. David Westlake, Sacramento, Ca., has been promoted president of Kelleher's moulding & millwork division. Don Kelleher, San Rafael, Ca., remains c.e.o. and owner.

Jeff Lynn, ex-Oregon Canadian Forest Products, has opened an office in Irvine, Ca., for Dakeryn Industries.

David Rhoades is new to Capital Lumber Co., Phoenix, Az., as national account mgr. Pamela Messier, ex-Boise, is a new account mgr. in Denver, Co.

John Spaulding, ex-Trout Creek Lumber Sales, has joined the sales staff at High Cascade Forest LLC, Carson, Wa.

Rob Johnson, ex-Washington Alder, is a new sales associate in the Burlington, Wa., office of Metolius Forest Products, Bend, Or.

Peter Gibney has been promoted to the trading staff of Seneca Wholesale, Eugene, Or.

Stewart Clark is new to sales at Twin Rivers Cedar Products, Maple Ridge, B.C.

Ricky McGhee, ex-James Hardie and Armstrong, has joined Epoch Composite Products as Southwest region territory mgr.. managing sales in Arizona, New Mexico and Texas. He is based in Dallas, Tx.

Wade Wilson is store mgr. and Rob Dixon operations mgr. of the new Lowe's Home Improvement Center in Twin Falls, Id.

Shane Monahan is store mgr. of the recently opened Home Depot in Payson, Az.

Robert Schmelz has joined Do it Best Corp., Fort Wayne, In., as e-commerce mgr.

Byron ttKim" Cotterman has joined Association of Millwork Distributors as director of membership.

Steven Leer was appointed to the board of directors of USG Corp.

Kurt M. Landgraf has been elected to the board of Louisiana-Pacific Corp.

Phillippe J.C. Gastone, Cruex, has been appointed to the board of directors of Huttig Building Products.

Ira Roth is head of pension planning at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddie Fungus. ll,'8i

- Chuck Casey, sales manager, The Merchant Masazine Family Yard Opens In ldaho Mountain West Building Supply, Emmett, Id., held a grand opening August 4. Attendees received giveways from vendors, won door prizes, and enjoyed a free catered lunch.

The business is family owned and operated, in a really big way. Ed and Bobbie Blotkin are owners with their children and their spouses. Even the grandchildren pitch in.

The Blotkins owned a wholesale building materials business in Salt Lake City, Ut., but sold it a couple of years ago. When a friend and one of their sons raved about the area. which is 30 miles from Boise, they decided to relocate and get into the retail building supply business.

"We really weren't ready to retire," said Bobbie. "We wanted to get away from the big city and live in a smaller town. Emmett seemed like a great area for the family and the grandkids."

The new building totals 12,000 sq. ft., with 4,000 sq. fr. for a Do It Best hardware store and the rest for a fullservice lumberyard. "If we don't have what you want, we can get it for you," said Bobbie.

"It's good to be a man of habit, as long as you have good habits."

MCFARLAND CASCADE sponsored a dealers & contractors seminar Julv 20 at the Coeur d'Alene Resort, Coeur d'Alene, ld. Attendees included (back row, left to righi): Phil Schumack, John Hedges, Jon Endessen, Kevin Aurich, Rob Mueller; (front): Rusty Ericson, Don Holwegner, Dave Corbin.

Lumber Products Into Montana

Lumber Products has secured warehouse facilities in the Four Corners area of Bozeman, Mt., to support its Spokane, Wa., branch as a point-of-transfer to Montana customers.

"The addition of this facility will allow Lumber Products to provide premium product delivery service and products to existing and additional markets in Montana that previously we were not able to reach," noted Spokane manager Randy McComas.

Brad Butterfield is operations manager. Local reps Byron Logue and Mike Neely will handle sales. Allan LeDoux will handle deliveries and assist with will-calls.

Bears Stop Loggers In Tracks

A lawsuit filed by environmentalists has halted F.H. Stoltze Land & Lumber, Columbia Falls. Mt.. from continuing salvage logging in areas of Montana's Flathead National Forest-within two days of finishing the job.

The ruling has forced Stoltze to leave roughly I million bd. ft. of timber on the ground until a federal court can decide if the harvest is jeopardizing core grizzly bear habitat. The company has also invested time and money building helicopter pads and paying loggers to fell the timber.

Logging was to cease at least until a July 29 hearing on the Blackfoot North Sale's 647 fire-charred acres, of which 99 acres are considered core grizzly habitat. In all, about 8Vo of the area's timber burned is to be logged. All salvage sales have been small in size and often barely recognizable.

Nonetheless, plaintiffs Friends of the Wild Swan and the Swan View Coalition sought a restraining order because the logging was disturbing the bears and the Forest Service was ignoring "the needs of the wildlife."

ma }L*R e simple W

True Value Teaches Golor

Starting this month, True Value dealers can attend free clinics nationwide and learn how to boost paint sales and promote the co-op's Color Made Simple program.

Free to members and their associates. the clinics will cover new paint products, the latests trends in painting, and tips on selling color. According to the Home Improvement Research Institute, customers will spend $l I billion each year on paint and related products-a figure expected to grow 5Vo annually.

Introduced last year, the company's color program was designed to offer consumers a simpler way to choose paint color. The S-ft. display with 1,107 colors offers "peel and place" paint chips that consumers can take home and test on their walls.

"We're offering a very comprehensive collection with fewer colors," said Carol Wentworth, v.p. of marketing. "We found from extensive consumer research that color is the driving force in purchasing paint, but most consumers are confused by too many color choices."

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International Paper Getting Out Of Lumber

International Paper Co., Stamford, Ct., will shed its timberlands and wood products business by the end of 2OO7 to reduce debt and concentrate on its most profitable divisions.

IP will retain two key businessesuncoated paper products and industriallcommercial packagingbut realign mills within those divisions.

Among the assets to be sold or spun off are:

. IP's 50.57o stake in New Zealand lumber producer Carter Holt Harvey;

. Segments or potentially all of its 6.8 million acres of SFl-certified forestlands in the U.S.;

. Its Forest Resources unit, including nurseries, orchards and mineral rights, and Wood Products Business, which produces lumber, plywood, utility poles and engineered wood products and had $1.5 billion in 2004 sales.

The company hopes to raise $8 billion to $10 billion, of which 4O-507o will be used to reduce debt,25-307o will be paid to shareholders, and the remainder will be used for improvements.

IP anticipates completing evalua-

tion of the assets by first quarter 2006. This month, it also expects to decide whether its corporate headquarters will remain in Stamford or relocate to Memphis, Tn.

Wolmanized Wood Earns Seal

Wolmanized Residential Outdoor Wood, the popular brand of preserved wood, has earned the Good Housekeeping Seal, joining an elite group of products which carry the designation.

"Wolmanized Outdoor Wood is the flagship in our family of brands, and the Seal confirms its value," said Steve Snyder, v.p. of sales & service at Arch Wood Protection, which licenses production of the product to wood preservation companies. The Seal "differentiates this wood from other building materials-both other treated wood and artificial wood products."

Snyder said he expects the Seal to assist dealers in selling Wolmanized wood. It will appear in advertisements, literature, point-of-purchase materials, displays, and the Web site.

According to statistics from Good Housekeeping, 957o of consumers are aware of the Good Housekeeping Seal and see it as an icon. About 87Vo of consumers are more inclined to buy a product that has the Seal when choosing between two brands that are similar in price and features. Even in building products, a category not closely associated with Good Housekeeping, 7 l7o of consumers reported some, a great deal, or tremendous influence from the Seal on a purchase decision. Compared to other consumer emblems, the Good Housekeeping Seal is at the highest level of influence.

"With older preservatives being relegated to industrial applications," noted Snyder, "and treatments for residential applications having different chemistries, we wanted to separate our brand from the alternatives and offer consumers a product they could purchase with confidence. The merits of our chemistry was a major contributing factor in the granting of the Seal."

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Port Of Coos Bay Ships lts Final Logs

In mid-July, the last ship loaded with logs left the docks at Coos Bay, Or., bound for Japan. "It marks the end of an era," said Martin Callery, director of communication and freight mobility for the Oregon International Port of Coos Bay.

For more than 100 years, Coos Bay has been a major exporter of logs. During its peak in the 1980s, more than 300 million bd. ft. of logs were shipped annually to Japan and other Pacific Rim countries. "We were called the world's largest lumber shipping center," said Callery.

These days, foreign buyers can often get cheaper logs from other countries. When they do buy logs from the Northwest, they want them shipped from Longview, Wa. The concrete docks there can support the use of cranes and other equipment that cut shipping costs.

Built in the 1950s, the Coos Bay docks were specifically designed to handle logs. They are old and made of wood that can only support 400 lbs. per sq. ft. In contrast, concrete docks can support 1,500 lbs. per sq. ft.

Scott Starkey, president of

Menasha Forest Products, regrets the loss of the Japanese market, but says that "it's not going to change the amount or the way we do forestry."

He said that Menasha will sell to recently opened local sawmills: Southport Forest Products in North Bend, South Coast Lumber in Brookings, and Roseburg Forest Products in Dilliard.

"We think, in the future, there will be little opportunity to start up log exports again," said Starkey. "We are not planning on getting back into the log exporting business, and don't foresee it coming back."

Logs may no longer be shipped from Coos Bay, but supporters believe other products could be shipped from the port if it were modernized. "There is plenty of cargo out there," said Ingvar Doessing, manager of the company that hires longshoremen for the port at Coos Bay. He's had to turn away business that Coos Bay can't handle. As trade opens up with China, he said, "anyone on the West Coast who has the infrastructure will be busy."

Local officials say that a basic port

terminal would cost $20 million. But the cost of doing nothing, they say, will be even higher. "This county cannot afford to lose things," said Doessing. "We are not doing well, and we are sitting on a gold mine."

ldaho Hardware Dealer Moving

This fall, Spokane Hardware Supply Inc. will move its Coeur d'Alene, Id., outlet to a larger space in a new building.

"We're just waiting to get the permit and then we'll get going," said Ron Toews. His company, Custom Carpentry Inc., Hayden, Id., will build and own the 12,600-sq. ft. building.

Spokane Hardware will lease 3,000 sq. ft. for its showroom and warehouse, said sales manager Dave Church. The company's present location measures just 1,500 sq. ft. "We're running out of space," said Church.

G-P Ads Target Consumers

Two new advertising campaigns from Georgia-Pacific are aimed at consumers, rather than building products businesses, and will run throughout the summer in five key markets in the East.

Aimed at raising consumer awareness of its latest products, the campaigns focus on Plytanium plywood and DensArmor Plus wallboard. "The consumer marketplace has changed dramatically over the last few years," said Chris Beyer, director of marketing for Georgia-Pacific building products. "Homeowners are suddenly very interested not only in the design elements of their home, but also how their home is built."

The first campaign, "Stop Feeding the Mold," focuses on what the Atlanta-based company says is the first paperless interior wallboard in North America: DensArmor Plus. Designed to help reduce the risk of mold growth in residential construction, the product became available in home centers and through building material distributors this summer.

The second campaign concentrates on the benefits of using Plytanium plywood-rather than OSB-in new home and remodeling building projects. The ads urge consumers to remember that "if plywood is tough enough to protect a home on the outside, imagine the strength it provides on the inside."

hat ls Produced Under an ALSG* ,ccredited Third-Party lnspection lrogram.

ALSC Third-Party Inspection Programs:

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Gonfirm that the preservative retention and penetration in the wood is in compliance with AWPA standards andlor Building Gode specifications. lAfithout third-party inspection, treated wood may not cornply with applicable building codes. Ensure that the preservative used is EPA approved.

Withost certificaticn of third-party inspection, wood may not have been treated in compliance with federal law. Are a requirement of most treatedwood warranties.

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

Gertify that treated wood will provide long-term pedorlnance.

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

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Coll Croig or Chris

Failures: Springboards To Success

(Continued from page 20)

time-in the direction of your goal.

We are all continually creating our own destinies through the choices we make and our desire and determination to see them through. Perhaps you've suffered a major business defeat such as downsizing or termination. Realize that you can leave that job on good terms with a handshake and a letter of recommendation, or with the threat of a lawsuit against those who fired you.

How you handle the crisis has a dramatic impact on how you will succeed from that point forward. You can choose to fall in the direction of your next goal, treating the fall as a sort of awkward but valuable step along the path of your life and career. If, instead of dwelling on the circumstances of the past, you can manage to move on in a forward direction, your fall will send you in the direction of your goals.

Tip No. 6

Retreat does not equal defeat.

A retreat can be a valuable opportunity to regroup and rethink strategies and goals. For example, one of the worst business mistakes you can make is to continue to pour money into a failing business. Know when to call it quits and creatively develop a better plan.

Don't let pride keep you stuck in a wrong decision. Managers and investors need to be willing to change a course of action that isn't working, no matter how much faith, time and money may have been put into it so far. Be willing to abandon a path that is not taking you where you want to go and start over again.

Captain Oliver Hazard Perry is famous for captaining the ship that bore the flag saying, "Don't give up the ship" during the War of 1812. The little known fact is that he did abandon that ship! When 807o of his men were dead and his ship was sinking, he paddled a little john-boat over to another ship, took control of it, and soundly defeated the British in the Battle of Lake Erie.

fip No. z

Realize that pain and heartache are only labor pains before your birth.

Many people who lost their jobs as the economy took a downturn have searched for years and have yet to find a job in their industry. This loss may have a profound effect on their sense of self. However, in any painful, frightening situation, you need to realize that there is hope on the other side of the tragedy, even if you can't see it yet. When you quit, you guarantee that you will not be around to experience that which makes your suffering count for something. Turn your pain into a purpose.

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If you persevere, you will gain wisdom and perspective and finally realize why you went through everything: namely, to become a new person, the person you needed to become in order to achieve the success you were seeking.

Many heroes of the past have blazed a trail for us to follow if we really want to overcome tragedies and failures. Remember, just because you may have failed does not mean you are a "failure." Failure is an attitude, not a place. Get up and keep crawling, sliding and falling forward in the direction of your dreams. If you follow the hero's path, eventually you will get there.

- Daniel Castro, a business litigation attorney, is author of Critical Choices That Change Lives. He can be reached at (800) 53I -3789 or www.dancastro.com.

Fire Relordonl lreoted Wood

Response To Tomorrorr/'s Demonds ACGI Preserveo Pressure Treoted Wood

I DIXIELINE Lumber celebrated the orand opening of its newest facility-a 1l./-acre distribution center in Colton, Ca.-with an open house. (1) Bob Watson, Joe Lawrence, Bill Montalvo. (2) Greg Leeds, Kristina

Martinez. (3) Julie Clark, Mark Dally, Victor Fresca, (4) Keith Dolph, Terry Kenny, Sam Smith. (5) Bill Young, Mark Davis. (6) Mark Blakeslee. (7) John Enerva, Carol Wheaton, David Currington. (8) Ron Stettler, Terry

Kenny, Rock Lee. (9) Chris Wischmann, Ed Winkler, Jay Watson. (10) Eric Batson, Bill Shadden. (11) Harold Watson, Wes Martgan, Mike Plutner, Marissa Castro, Manuel Hernandez.

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q14*#ffirtr', T-Shed shown with Engineered Wood Products

B.C. certifi update

By Cees de Jager Westem Red Cedar Lumber Association

wil:,T';f':T::":: ::

it's no surprise to find British Columbia-the world's largest exporter of forest products-at the head of the pack.

The three processes in use in B.C. -Canadian Standards Association's Sustainable Forest Management Standard, Sustainable Forestry Initiative, and Forest Stewardship Council-all involve independent, qualified third-party audits that measure companies' planning. practices. systems and performance against these predetermined standards.

They all ensure that forest management promotes sustainability. They all examine how operations address a range of forest values such as biological diversity, wildlife habitat, soils and water resources. They all ensure that harvested areas are reforested. that laws are complied with, and that there is no unauthorized or illegal logging.

On top of that, each process has unique features. CSA has a requirement for forest operation level stakeholder participation to assist in developing local sustainable forest management indicators. SFI places a strong emphasis on training personnel involved in forest management activities and public outreach. FSC, being an international initiative, accommodates and reinforces important social rights and values, given that some countries lack the institutional and regulatory framework to secure such rights. All of these initiatives involve non-industry participants and publicly

release audit results.

Customers can be assured that if a supplier is issued a certificate demonstrating certification to the CSA, SFI or FSC standards, the products they supply come from sustainable and well-managed forests. In early June 2004, certified operations covered about 22.4 million hectares of B.C. forestland-an area almost as big as the United Kingdom. Virtually every major B.C. forest company and many smaller ones operate on certified Iands.

tified under CSA's SFM Standard (CAN/CS,{-2809), Canada's National Sustainable Forest Management Standard. It is based on the Sustainable Forest Management (SFM) Criteria defined by the Canadian Council of Forest Ministers, which in turn are consistent with international SFM criteria.

The Council of European Paper Industries has ranked CSA as among the best in the world in its comparative matrix of certification standards. CSA has applied to have its standard endorsed by the Programme for the

i:fl : li:t:

I T I I I I T

Ply-Thim" West, Inc.

Remanuifacture4 Wtolesaler and Stoclting Distributor of Forest Products including lames Hardie Fiber Cement Products and Cedar trlalley Shingle Systems

Specializing in:

Cut-to-size plywood, scar{ed plywood, Plyftim and Duraboard for fascia, corners, columns, window & door surroundso panel sanding, T&G two or four edges, saw textu"itg, special larninated thick panels.

Tlucli, Rail: UP, BlT, and

Polyethylene Overlays

Metal Overlays

Food Containers

Farm Industrial Agriculture

Mezzanine Decks

Livestock & Show Animal Stalls

Long and Wide Plywood

Ply-Trim West,Inc.

Tacoma, trVaslzington

Piggvback lan

I Pallets

I Grooved to Order

I Refrigeration Units

I Slideout RV Flooring

I Pontoon Boat Flooring

I Fruit Bins

I Concrete Forming

Call on Plywood Drops

* CAI,L TACOMA FOR PLYWOOD DROPS

(253) 572-7300

(800) 966-8746

FAx: (253) 272-5270

Harry D. Hoffman

Pat Scalera

Cuy Scalera

Mark Reed

Port Ange les, Washing to n

(360) 452-7540

(800) 899-7300

FAX: (360) 452-7540

John Blauser

Ply-Trim,Inc.

Youngstoun, Ohio

(800) 75e-8746

FAX: (330) 799-2908

John Fire

John Naypaver

Robin Kempf

Wayne Johnson

Clyde S/olfgang

products

Shingles With Look Of Wood

Larger random-cut shingles with the look of wood shakes are offered in four color blends by Elk Premium Building Products, Inc.

Domain Ashford has a larger exposure, ranging from 4-1 116" to 8-718," that adds more depth and dimension to the roof than standard laminated shingles.

latches for easy tilt-in cleaning, and a smooth operating block and tackle balance system. The interior of the product is made of pine, while the exterior comes in a choice of eisht chip-resistanl colors.

- Please contact (800) 552-4111 or v i sit www.c re st linewindow s.com

E-Smart Screwdrivers

Each set of E-Smart screwdrivers from Bondhus Coro. contains 12 interchangeable blad6s and one twocomponent handle.

Every blade is tested to 10,000 volts and has a precision cap and a soft-grip zone for precision work without the handle.

Clear As Glass Post Caps

Woodway Products has new glass post caps that can accommodate solid wood or composite posts as well as vinyl or composite post sleeves.

The universal post cap has three internal steps to fit posts ranging from 3.5" to 4.35" wide. The 6"x6" slass cap fits on posts that are 5.5"x5.5i.

Both post caps come in four colors: cobalt blue, amber, olive green and black.

- Please contact (800) 459-8718 or v i s it www.woodwav product s.c om

Hot Wirestripper

Gardner Bender's Circuit Alert wire strippers have a builrin non-contact voltage sensor that provides an audible and visual alert to indicate the presence of AC voltage.

The composite product has a 40year limited warranty, plus an additional limited warrranty fbr winds up to I l0 mph, and meets UL wind resistant and CIass A fire ratings.

- Please contact 800-234-3210 or visit www.elkcorp.com

Replacement Window Kit

Crestline Doors & Windows offers a new easy-tilt, double-hung sash replacement kit in its CrestFit line of replacement products.

The new design includes extruded aluminum clad exteriors. recessed tilt

Please contact (800) 328-8310 or visit www.bondhus.com

Engineered Wood Flooring

Preverco's Engenius engineered hardwood flooring can be installed on concrete, OSB, plywood and a variety of accoustical membranes.

The tool's stainless steel stripping and cutting blades are corrosion and nick resistant. The product has a limited lifetime warranty.

- Please contact (800) 268-4987 or visit www.gardnerbender.com

Unlike hardwood floorins. the product is built to withstand teriperature and humidity variations.

It can be glued, nailed, stapled or even floated, making it perfect for condominium applications.

- Please contrct (800) 667-2725 or v i s it www.prev e rco.com

Color-Coded Shrin kwrap

Dr. Shrink offers shrinkwrap and installation accessories that protect materials and equipment from the weather during transportation and storage.

For seasonal storage, the company offers three different colors of shrinkwrap, in widths of l0' to 40' andlengths upto425'.

White reflects heat and keeps covered objects cooler.

Clear absorbs heat and should be used only during the winter, with

Super Stud Finder

Stud 4 Sure uses powerful magnets to pinpoint the exact location of screws or nails in a stud.

Safe, Secure Storage

Storagemaster chests from Knaack Manufacturing Co. have a recessed, deadbolrlike lock to deter thieves.

Made of l6-gauge steel with arcwelded seams, the chests have 12gauge, caster-ready skids that allow them to be moved with a forklift.

proper ventilation.

Blue also absorbs heat. allowine snow and ice to fall off.

- Please contact (800) 968-5147 or vis it www.dr - shrink.com

Dreamy Exterior Colors

Alcoa Home Exteriors' DreamColor exterior products are available in 700 baseline colors that can be mixed to produce almost any imaginable color.

Available from C.H. Hanson, the tool does not require batteries and has no moving or electronic parts. Just place on the wall and sweep in a "S" pattern to locate any metal fastener.

- Please contact (800) 827-3398 or vi s it www.c hhanson.com

Install My Chime

HeathlZenith has three door chime kits for the professional installer.

The Rough-In kit mounts the low voltage transformer with the chime in one Ul-approved box. The kit contains a transformer, box, chime and two push buttons.

The Wireless Electro Mechanical kit connects the chime directly to ULapproved 120-volt house wiring. It includes a door chime and two oush buttons.

Chest handles are also recessed, and the large shelves have prepunched holes to accommodate additional accessory doors.

- Please contact (800) 334-2981 or visit www. knaack.com

Multi-Resistant Sheathing

StructGuard structural sheathing offers mold protection, as well as permeability and fire resistance, according to Temple-Inland.

Products include siding, soffits, fascia, shutters, window treatments, and other designer accents. To help homeowners choose the right color combinations for their project, the company's Web site offers a design service that uses a photo of the home.

- Please contact 800-962-6973 or v i s it www.alcoahome s.com

The Stucco Chime kit includes hardware that holds push buttons in place on stucco construction.

- Please contact (800) 858-8501 or visit www.de saint.com

To increase productivity, the panels are designed to be scored and cut using standard drywall tools-removing the need for access to electricity or power tools during installation.

Panels are manufactured in l12" and 5/8" thicknesses, 4' width, and lengths of 8', 9', l0' and l2' with square edges.

- Please contact (800) 231-6060 or visit www.temoleinland.com

Reducing construction costs isn't easy. 5o we't[ understand if cutting costs on fascia escaped your attention. True; SitvaStar', primed fascja and trjm do cost less than higher-priced cedar and composites. But the savings don't just end there. 5ilvaStar atready comes factory primed with premium 0tympico' tatex stain- - face, back, edges and ends. Ptus, unUke other sotid wood fascia, SilvaStar js made from consistently high-quaLity KD SPF fiber. So, it's tightweight. No defects and virtual.ly 100% usabte. Now that's paying some weLt-deserved attention to your bottom Line.

Software Aids Communications

Progressive Solutions offers two new features for its Lumber Track business software that help users keep track of their business.

The Dashboard and Messase Center can be customized to display critical business in-formation and metrics. Five tabs can display any report, graph or chart created. Other favorite files can be linked directly from the dashboard. The Message Center delivers system- and user-generated messages and prompts to the dashboard.

- Please contact (877) 746-4774 or go online at www. pro gre s sive so lut ions.com

NFL Tape Measures

Inscribed with your choice of NFL-team l^ogo, the collec- ,i tor's edition 25' taoe measure has large, easy to read numbers.

Available from Great Neck Saw Manufacturers, the tape body is made of chrome and carries a lifetime warranty.

- Please contact (800) 457-0600 or go online at www. greatneckscrw.com

Porch Posts To Stay Put

A new post mounting plate from CertainTeed is engineered to provide extra protection against extreme wind and storm conditions.

EverNew also allows easier installation of oorch oosts

posts for projects in which the roof can't be lifted. Mounted directly to porch posts, the aluminum plates eliminate the need for separate hunicane tie-down posts.

- Contact (610) 341-7328 or visit www.certainteed.com

Treated Trim Boards

Pressure treated radiata pine millwork products are now being imported into the U.S. by KLC International.

arsenic nor heavy metals.

The products feature a 20-year warranty against decay and insect attack.

- Please contact (866) 552-4685 or go online at www. klcint.com

Better Than Plywood?

EnStron from Potlatch is a particleboard flooring underlayment made from l00Vo rccovered wood fiber.

The product was designed to provide a smooth, consistent surface under flooring such as vinyl.

Unlike lauan plywood, EnStron particleboard is reportedly free of the acids that cause color bleeding and is not susceptible to delamination in high-moisture areas like bathrooms and kitchens.

- Please contact 888-556-7066 or Ro online at www. potlatchcorp.com

Distributed by Lumber Products, Klear Choice trim, sidings, end boards and fascia are manufactured in New Zealand. They are kiln dried before being vacuum pressure treated with TimTech AzUS, an environmentally friendly wood preservative and water repellent containing neither

Tough & Odorless Bond

Rhino Hide's 9000 and 9310 polyurethane adhesives are for fiberglass repairs and bonding projects.

The universal cartridge system blends and dispenses the two liquid components, eliminating the cost of a dual-cartridge dispensing gun. Free of epoxies and solvents, it forms a waterproof and odorless bond.

- Please contact (863) 665-0203 or visit www.rhinohide.com

Smooth Entries

Prepainted entry door panels from Peachtree have a baked-on enamel

finish in a choice of five colors: classic white, pebble tan, forest green, indigo and burgundy.

The prepainted option saves time. while delivering a consistent, durable

BVC Doweled

Lodgepole pine post, poles & rails

l-l/2" to | 2" Diameter in Stock

. Doweled Rail Fencing

2" BVC Tree Stakes

3" BVC Tree Posts

Light Posts

Standard and Fancy Bollards

Special Milling: Split, Quartered, Slabbed. Sanded. Smooth Peeled & Hand Peeled Available Textures

Natural (No Bark)

finish. Panels can be painted in one or more colors: simulaied divided lite grille bars can be painted to match.

* Please contact (800) 732-2499

o r vi s it www.pe acht re edoortom

Easily Assembled Counter

Walls + Forms Inc. offers a readyto-assemble, commercial-grade counter in standard white, gray and almond.

The counter can be assembled with just the included rubber mallet. Each

panel has tabs that fit snugly into the base deck and top of the unit, and is engineered to withstand the harshest conditions.

- Please contact (972) 745-0800 or visit www.wallsforms.com

Easily Assembled Counter

Fi-Foil Co. has unveiled Concrete Shield Blue. a cost-effective and energy-efficient alternative to foam board insulation in homes and buildings.

The multi-purpose insulation is designed to work under radiant heating systems in concrete slabs and driveways. It also is said to provide excellent thermal oerformance and work as a vapor retaider.

Durable, flexible, lightweight and resistant to cracking and compression during construction, it comes with a tape tab system to ease installation.

The 48" wide, 125' long rolls cover 500 sq. ft.

- Please contact (800) 448-3401 or visit www.fifoil.com

Drywall Screw Gun

An autofeed screw gun from PAM Fastening is made for drywall and dens glass applications.

Horse Of A Different Color

The Hitch-N-Horse, a lightweight, weather-resistant alternative to the traditional wooden sawhorse, is new from Metro Products.

Made of industrial-grade thermoplastic, the device is 33" tall and can support up to 800 lbs. of material. It has an adjustable width and a hole for cutting pipe and tubing, and can be folded flat for storage.

- Please contact (800) 676-6904 or visit www.atticdek.com

faster installation in sub-floor and decking applications.

Packaged in 10.2 and 28-oz. cattridges, it is water and weatherproof and exceeds all APA requirements.

- Please contact (888) 445-0208 or visit www.stickwithpl.com

Glasses With Foresight

Foresight safety glasses from Worldwide Vision Technologies attach to the existing slots in MSA & Bullard 4100 & 3000 hard hats, to keep them from being scratched or misolaced.

fhe glasses are adjustable and certified for high impact.

- Contact (800) 608-7978 or visit www.for e si ght safety g las s e s.c o m

FG-12 includes tool-less countersink controls, tool-less bit changes, and a tool-less/removable autofeed head. It can be used in an autofeed format or as a regular screw gun for l" to 2" screws.

- Please contact (704) 394-3141 or visit www.pamfast.com

Construction Adhesive

PL 400 heavy-duty conslruction adhesive creates a strong, permanent bond to wood, metal and concrete.

The adhesive reduces nailing, floor squeaks and vibration, allowing for

Managers Sue For Overtime

Home Depot assistant managers in California can sue the chain for unpaid overtime, ruled a Riverside

County Superior Court judge. A trial is set for next year. The lawsuit-which consolidated three separate lawsuits against the

Sudoku

chain - charges that "merchandising assistant store managers" were routinely made to work at least 55 hours a week, and sometimes more. State law exempts managers from paid overtime. However, the lawsuit claims that the managers regularly performed the same tasks as hourly workers, who are eligible for overtime. The suit also contends that the managers performed these tasks for more than 50Vo of their shifts, making them eligible for overtime pay under state law.

More than 2,000 people who worked as managers in Depot's 186 California stores from July 30, 1997, to the present are covered by the case. Attorneys for the plaintiffs estimate that damages could total more than $100 million.

L-P Lawsuit Goes To Court

A lawsuit against LouisianaPacific Corp. over allegedly defective shingles can go to trial as a classaction suit, ruled a California judge. The trail is slated for December.

A resident in Ceres, Ca., filed the lawsuit in January 2001 on behalf of some 5,300 homeowners who believe L-P's Nature Guard shingles are defective and they were defrauded by the company. Made of wood fiber and cement, the shingles were sold between 1995 and 1998.

lnstructions: Fill in the grid so that every row, every column, and every 3x3 box contains the numbers 1 through g once. Therefore, each number in the solution will be unique in each of three "directions."

The solution is on page 75.

Plaintiffs are seeking roof-replacement costs estimated to reach $100 million, plus punitive damages. L-P has denied the plaintiff's allegations and made several attempts to have the case dismissed.

B.C. Certifieation

(Continued from page 52)

Endorsement of Certification schemes (PEFC), so companies with forests certified to the CSA standard can use the recognized PEFC label in markets worldwide, including Europe.

CSA uses a continual improvement approach and requires public participation, practical demonstration of sustainable forest management practices. and management commitment. Companies must respect 17 national CSA elements for SFM at the local level, setting values, objectives and targets for each through a rigorous public participation process.

CSA offers a chain-of-custody audit as well as a Forest Products Marking Program so retailers, manufacturers, homebuilders and consumers can identify products that come from forests certified to the CSA standard.

SFI @ww.aboutsfi.org)

With l 1.9 million hectares certified under SFI, it is the largest certification system by land base in B.C. as well as in North America. An independent Sustainable Forestry Board (SFB) oversees development and continuous improvement of the standards. The SFB has 15 members, of which 10 are from a wide range of non-industry interests, including environmental organizations and professional and academic groups.

SFI is a comprehensive system of principles, objectives, performance measures and core indicators, which integrate the perpetual growing and harvesting of trees with the protection of wildlife, plants, soil, water and air quality. SFI offers a certified procurement system audit as well as an onproduct label option for use by thirdparty certified program participants that meets FTC guidelines for environmental claims. SFI is also a member of PEFC and intends to submit its standard for endorsement.

FSC @ww.fsc.org)

Availability of FSC-certified product from B.C. remains limited. B.C. has 100,291 hectares certified under the FSC's regional standard, which has preliminary approval from FSC International. Until there is final approval, FSC accredited auditors certify forests using either checklists consistent with FSC principles and criteria or the preliminary standard.

FSC is an international non-profit group founded in 1993 to support environmentally appropriate, socially beneficial, and economically viable forest management. Its 10 overarching forest management principles and 56 criteria apply to tropical, temperate and boreal forests, and are used as a guiding framework for regional standards that are developed to reflect local ecological. social and economic factors.

To carry the FSC label, a product must be verified as coming from a certified well-managed forest through a chain-of-custody certification and by meeting the FSC's percentage-based claims requirements.

Customers of B.C. forest Products have the added confidence of knowing that certification is not a substitute for government regulation, but rather an added assurance. A recent independent review found that B.C. takes a stringent approach to forest policy regulation, and is among the top of the 38 jurisdictions studied. These policies

are backed by enforcement and the independent Forest Practices Board, which monitors both industry and government actions.

Calilornia Needs Logging

Despite a rise of 2.57o in the amount of wood harvested in California-and a nearly l2Vo increase in the value of the woodnearly 70Vo of the wood used in the state is imported.

"California contilues to imPort vast amounts of wood each Year, despite the abundant forests here in our own state." said Donn Zea, California Forest Products Commission. "Forests in countries where there is little or no environmental protection are harmed."

"People recognize Californiagrown wood as being both high quality and grown in an environmentally responsible way," said Zea, but appeals and legal challenges are slowing needed harvests on publicly owned lands. He added that many publicly owned forestlands are "overgrown, unhealthY and in danger of fueling catastrophic wildfires."

California is making it increasingly difficult for forestland owners to manage their lands and succeed as a business, he said. "The choice is simple: do we encourage sustainable forestry that will allow us to keep our forestland or do we drive families out of the business and convert forestlands to other uses?"

Photo bv WRCLA

Parr Lumber Unveil

Wholesaler Parr Lumber's new 50,000-sq. ft. warehouse is up for Best Building of the Year in Chino, Ca. "City officials just love the building and how it beautifies Chino," said owner Pete Parrella.

Planning for the new warehouse began in early 2004, after the company's entire l0-acre site became available for development. When Parr moved to Chino in 1979, it purchased the land from Southern Pacific Railroad. Six acres were developed and parts were subleased to trucking and lumber companies. The remaining four acres were leased to a truss

ew Warehouse

company. Gradually, all these tenants moved elsewhere.

By mid-2004, design of the warehouse had been completed by R.K.Z. Architects, and city approval was complete. Construction started in the fall and took six months. Included was a new four-car rail spur, in addition to an existing three-car spur.

Now that construction is complete and the warehouse is fully operation, Parrella is understandably proud. "We tried to make it look right, down to the landscaping, so we could feel proud of our building," he said. "We believe if we're going to do something, do it nice, so employees, suppliers and customers feel we are here to stav."

LOTS OF SPACE: Pan's new 50,000-sq. ft. warehouse, inside {upper) and out (lower).

mernber: Lumber Association of Califurnia & Nevada (LACN)

ON HAND to show off Parr [umber's ncr,; facrlty rn Chrno,Ca , dur ng a

JLr y 11 open house: (1) Pete

Parrella Jerry Long 12) Ash ey

Brenda [/ike & Mad son Parrella (3)

Dennrs Kessler Alair. Ernie lvontano

Mark O Br en {4) Mike Dittemore

Dave Drttemore Mike Jaekle (5i

Chr s Upton Vrnce Gal oway i6t

Yo arda Bodrrguez Oscar Porti lo

Ccc Ga egos t7) Bruce Kcth. Bon

Reed r8t Chr s Upton. Reggie Pru tt.

Randy Chr stolferson (9) Nestor

A ex & Janet P mental (101 Janeen

Jarrar De'r se Urde rwood il1

D:rug ialsr:r. Kcn Caylor tl2r Pal

Beletl B Carscadden

LACN's 2nd Growth Desert Weekend

Ganahl. (2) Jason Schulze, Russel Folden.

(3) Pam & Allen Galletti. (4) Mike Born, Johnny Pringle. (5) Terry & Stephanie

Rasmussen. (6) Rick Hogue, Mike Bland. (7) Jrm Nicodemus, Jean Brunton, Greg Moss.

(8) David & ShelliAbbott. (9) BillYoung, Tim

Gaffney, Tony Campbell. (10) Mike Garrity, Russ Primrose. (11) Terry & Linda Ganett.

(12) Nancy & Craig Shaw. (13)Carole Moss, Jan Hansen. (14) Larry & Candy

Christensen. (15) Cully Cochran, Bev Carr.

(1 6) Barrett & Michelle Burt. (17) Scott & Lori Whitman. (18) Mary & Doug Piirto.

(More photos on next page)

LUMBER Association of Calilornia & Nevada held its 2nd Growth Weekend Conference July 15-17 in La Quinta, Ca. (1) Mike Carey, Pete

FASCINATING READING at LACN 2nd Growth weekend

(continued from previous page): (1) Kristen Bucy, Danny Caccavale. (2)Jen & Scott Derham. (3) Rex & Jaime Klopfer.

(4) Melinda & Mark Ganahl. (5) Diana & Mike Shumaker. (6) Andrea & Johnny Springer. (7) Rhonda Parker, Jon Nagle.

(8) Michael Rawls, Paige & Shawn Knight. (9) Angela Larkin, George Ritter, Lynne Loncono, Pamela Larkin. (10) Mike Robbins, Tammy & Tim Kennedy. (11)Valerie & Rick Deen.

(12) Josh Finkbeiner, Laura Newman, Paul Rodriguez. (13) Jim Davis, Grant Pearsall, Chris Parker. (14) Allison & Deonn

Deford. (15) John Ken, Scott Derham, Scott Stout. (16) John

Neel, Molly & John Allen. (17) Kevin & Paula McLernon. (18) Paula & Terry Fischer. (19) [clockwise from bottom center]

Harry, Hannah, Madeline, Donn & Lisa Zea, Kevin Moss.

INLAND LUMBER PB0DUCERS he d tie r 22rd annua golf tournamentJuy 18 19 n CoeurdAene. ld. i1t Sa y & Steven K gore {21 Ronda McDonald George & Lorena lr,4arod. r3i Llsa & Tom Gordon. (4) Mike Hu Ste'.,e Sp:enger l5r l",l3tt & Tracc;,Yates Jenna & Aarcn Lingerud. (6t Shery & loren Krebs. l\tlar'1 e Brnck 17) Andy Davson, Jack Donovan rBtSteve Sfar,,r SLre & Trov LLrndqLt st L nda Shaw. 19) Frank & Ju e Anderson JLrstrn Yard i10i lt/ ke Bai ey. Fich

Mercatante {11t John & Ter Vavros<v Joyce Vavrosky Cra g Cameron (12) Andreyr & Kym Hess Dave & Debbe Bolgren (13) Brett Johnson Davd Jaffee r14) Keth Lausen Steve Lndauer. Tom Olscr ll5t Lee & la:rr e Sccll Dcrra & Da'"'e Erge harC 116) Frank & Chloe Pearson l,",lark Donor,'an ( 17l Denn s & Bobbr Butt ce, Sharon & Mark L'lack n ilBt Barlr & Tom Fab n i19t Wendy & Marcus Mueller (20i SLrzanne & Ted Foberts rMore photos on next page)

fNLAND LUMBERMEN (continued from previous page): (1) Pat Duchier, Ron Cluster. (2) Sam McCrary, Rick Petzoldt. (3) Shannon Sullivan, Kevin Lang. (a) Ricky & Amanda Stroup. (5) Allan Hoblitt. Jim & Linda Scharnhorst. (6) John Jayne. Mike Gannon. (7) Herb Hazen, Ron Enyeart, Roger & Carol Hughes, (8) Andrea & Ron Dunham, (9) Nathan & Mary Crozier. (10) Larry & lrene Holguin, Susie & John Malloy, Margo & Phil Dodson. (11) Mike & Victoria Foster (12)

Alice Gascho, Mark & Sue Herms. (13) Monica & Steve Weekes, Mary Donovan. (14) Don Wheeler, Rick Palmiter, Thom Wright. (15) Judy & Roger Simmons. (16) Travis Vezina, Duane Vaagen (17) Calhy & Bob DeWald. (18) Buck Merritt, Joe Malloy. Steve Linton. (19) Skip Farmer, Steve Shaw. Steve Bacon, Tom Lund. (20) Kathleen & Dale Rodekuhr, Bart & Susan Bartholomew. (21) Adele & Jim Pepple, (22) Bill & Kristie Strickland, Bruce McKean.

WESTERN RED Cedar Lumber Association held ils annual Buvers & Sellers Conference July 19-21 in Coeur d'Alene, ld. (1) Stewart-Clark, Al Fortune. (2) Paul Zarlman, Terry Baker, Bryan Christianson. (3) Tim Raphael, Beth Hird, Cees de Jager. (4) Paul & Roberta Mackie. (5) Sean Williams, Peter Lang. (6) lrwin & Sheila Kullar, John Obetkofl. (7\ Harry & Sue Erskine. (8) Michael Bryan, Joe Petree. (9) Dick & Sarah Bullard. (10)Tony Marra, Jon Taylor. (11)Rob & Leah

THp Mencu,r,Nr Macazrun Aucusr 2005

Marusic. (12) Marilou & Peter Giroday. (13) Scott Marshall, Geoff Marshall, Alan Lazauskas. (14) Mary & Doug Tracey. (15) Ted & Dot Smith. (16) Lisa & Todd Fox. (17) Lynn Fleming, Wade Zammit, Jack Heavenor, Peter & Joan Lang. (18) Matt Pedrone, Kim Pohl. (19) Steve Sprenger, Paula & Dave Freeman. (20) Eunice & Ross Gorman. (21) Ed Burke, Dave Duncan.

(More photos on next page)

CEDAR MEETING (continued from previous page): (11 Kelly & Tim Knox. (2) Shawn Enoch, Jeb Harper. (3) Carlos Furtado, Harry Erskine. (4) Bill McPhail, Michael Mclnnes. (5) Larry Petree, Gary Reid. (6) Patti & Dan Griffiths. (7) Phillip & Judi Floyd. (8) Kym & Andrew Hess. (9) Martin & Kim Rutledge. (10) Margaret & Doug Clitheroe. (11) Steve Bush, Terry Gaines. (12) Courtney Roberts, Dwavne Baumle.

Association News

(Continued from page 26)

A second panel discussion, "Hitting Your Target Markets," will feature buyers from three large home builders.

Western Red Cedar Lumber Association stages its next cedar school Oct. 2-6 in Richmond, B.C.

Held twice a year, cedar school is a five-day educational program for sales professionals that covers all aspects of the modern cedar industry. Students with less than one year of experience must complete an online training program before attending.

Included are cedar mill and forest tours. plus presentations on environmental/industry issues, characteristics of cedar, manufacturing, grading and product knowledge. Transportation to events and most meals are included.

Appreciating dafficuft people

By Mike Robbins

A RE there people in your life. on .CLyour team. or with whom you interact regularly that get on your nerves? Have you ever found yourself wanting to yell at the top of your lungs, "Knock it off, I can't stand you!"? If so, you are not alone...welcome to being human! One of most challenging aspects of being human, living and working with others, creating personal success, and developing a championship team around us is dealing with the people we consider "difficult" (or other, less polite adjectives). Have you ever stopped to think about what you appreciate about these difficult people? Most often, we don't. We spend a good amount of time thinking about, talking about, and

gathering more "evidence" for why someone is a'Jerk" or what we don't like about him or her. However. these "difficult" people in our lives are actually great teachers and reminders for us. They often teach us important lessons about life and about ourselves. They also remind us to be more patient and accepting, and they force us to live true to the principles many of us say are most important - kindness, love, acceptance, forgiveness, respect, and others.

It is easy to appreciate people we like, the ones who agree with us and do things the way we do. The bigger challenge is being able to appreciate those who are different than we are, who disagree with us, and even those

wno get on our nerves or annoy us. Think about it for minute, don't you often learn a great deal from some of those "difficult" people? Also, do you think your chances of success and fulfillment would be enhanced if you were able to more effectively deal with "difficult" people? For most of us, the answer to both of these questions is YES!

When we take the time to appreciate the "difficult" people around us, some amazing things happen. First of all, we find that there are actually many things we do appreciate about them. (Remember, we always find what we look for). Second, we allow ourselves to be open to the lessons these people have to teach us. Third, we let go ofthe unnecessary stress and frustration that comes along with constantly being irritated by another person. When we are willing to look for good stuff, even in these "difficult" people, we tap into the amazing power of appreciation. Appreciation allows us to greatly increase our own personal success and fulfillment, and it dramatically improves the environment around us as well.

Action: What you can do

Think of the three most "difficult" people in your life. Write their names down on a piece of paper. Next to each name, write at least three things you appreciate about them. For some, it may take a while, for others it will be much easier. You may find that once you start, there are lots of things you appreciate about them.

Next time you think about, talk about and/or interact with these people, see if you can put more of your attention on the things you appreciate about them (what you wrote on your list and more), and less attention on the things that you don't like.

If you are up to it and you are ready to have a real "breakthrough" in your relationship with these "difficult" people, I challenge you to let each ofthem know what you appreciate about them. Give them a call, write them a note, or talk to them face-to-face and acknowledge them. When you have the courage to genuinely communicate your appreciation, especially to these specific people, it will have powerful results - for them and for you.

- Mike Robbins is a former pro baseball player who is an expert in sltccess, teamwork, and the power of appreciation. He can be reached at (925) 825-2319 or www.mike -r o bbins. c om.

Boise Gascade Staying Put

Boise Cascade is considering selling its 320,000-sq. ft. headquarters in Boise, Id., and leasing space from the new owner.

Built in 1972 and renovated in 1985, the building could accommodate at least 1,000 employees. Even if 80 Boise Cascade employees are relocated from another building across the street, the total number of employees at headquarters would be just 600. "We've got a lot of open space that we're not using," said spokesperson Mike Moser. "The building is underpopulated."

Other options being considered are to consolidate operations onto three or four floors and lease out the remaining space itself, or sell the present building and move to another site in Boise. "Headquarters is going to stay in Boise," said Moser.

Business analysts claim that renting is one of the cheaper costs of operation, and that equity can be used to reduce debt. "Many times you see a company decide that it's more cost efficient for them to take care of their expenses on a monthly basis, which means renting rather than owning," said Larry Chase, president of the Building Owners and Managers Association.

Since Boise Cascade occupies only '75Vo of the building, 80,000 sq. ft. of office space is available. Chase speculated that a new owner could have trouble leasing the space Boise doesn't need. "We don't know of anybody that's looking for that much space," he said.

Prr-co Looking For Solutions

Pacific Lumber Co., Scotia, Ca., hopes that raising roads, building bridges, and clearing brush from Freshwater Creek and Elk River will alleviate flooding in these areas and open the way to resume logging in the watersheds.

Engineers with LACO Associates, Eureka, Ca., which signed a $100,000 contract with Pe,rco, will study these concepts and others. "I think the end result is we will have a solution that will make residents happy," said Robert Manne, PRLCo c.e.o.

In June, the state water resources board overturned a regional water quality board's ruling and halted logging in these areas (see July, p. 30. The agency believes that logging at a reduced pace would lessen flooding.

Some residents say the areas have always flooded. Others contend that Pe.lco's logging has filled the creeks with sediment and increased runoff, causing more frequent flooding. Pnlco's studies blame road problems and landslides that took place 20 years ago.

The company has pledged to do whatever is necessary to solve the problem, said Manne.

Depot Loses Word Battle

Home Depot can no longer claim "Lowest Prices, Guaranteed," ruled the National Advertising Division of the Council of Better Business Bureau.

The case was referred to NAD in late March by the Better Business Bureau in Atlanta, Ga., where the home-improvement chain is based.

"There's a difference between claiming to be the 'best' or 'lowest' and saying you are 'good' or 'better,"' said Andrea Levine, NAD's director. "An unqualified lowest-price guarantee sends the message to consumers that if you come and buy here, you are guaranteed the prices would

be the lowest you could pay anywhere," she said.

Such claims discourage comparison shopping, argued Levine. Home Depot contended that its policy to beat competitors' prices by l)Vo was sufficient proof of its claim, but conceded that its prices weren't always the lowest.

The ruling isn't expected to affect the home-improvement industry, where price parity reigns.

"You're never going to see Home Depot and Lowe's significantly below each other on price," said retail analyst Brian Postol. "It's competitive, but it's not about who can undercut who and hurt the whole industry. It's pretty rational at this point."

Two other Home Depot claims were included in the case. but NAD allowed their use to continue. The group ruled that "Nobody beats our prices guaranteed" was backed up by the chain's price-matching policy.

Also allowed to stand was the chain's claim that "Home Depot has 2,000 appliances." Although all 2,000 aren't in stock at every location, consumers can order them all online.

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

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

P9 f,@qUNr" is a fire-reta rdant treatment for lumber and plywood for interior applications and is recommended for structural applications such as roof sheathing, trusses. rafters, floor joists, sheathing, load bearing walls and many other interior a pplications. Smoke toxicity-tested.

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Rates: 20 words for $25, additional words $1.25 each. Phone number counts as one word, address as six. Headline or centered copy, $8 per line. Private box or special border, $8 each. Column inch rate: $50 cameraready. $60 if we set the type. Send ad copy to The Merchant Magazine,

FOREMAN FOR CUSTOM MILL in Southern California. Must be familiar with Diehl, Mattison & Weinig moulders and other equipment associated with milling process.

Contact Dave or James. (909\ 88'7 -647'7

HARDWOOD SALES MANAGER

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

KNIFE GRINDER/SET-UP MAN for custom mill in Southern California. Must be familiar with Diehl, Mattison & Weinig moulders.

Contact Dave or James. (909\ 887 -6477

BMC Acquiring Western Suppliers

BMC Construction, Inc., a wholly owned subsidiary of Building Materials Holding Corp., has completed the acquisition of a 5l7o interest in BBP Companies.

BBP provides concrete foundation services to high-volume production home builders in Arizona, and had sales in excess of $100 million in 2004. "This acquisition is another important step toward expanding our service to home builders," said Robert E. Mellor, BMHC's chairman, president and c.e.o.

Based in San Francisco, Ca., BMHC is also negotiating to acquire two other companies through BMC: the Campbell Companies, which provides concrete and plumbing services to production home builders in Las Vegas and Southem California, and HnR Framing Systems, Inc. and Home Building Components, Inc., which provides framing services to production home builders in the San Diego metropolitan area. The companies had sales last year of more than $200 and $100 million, respectively.

uorres

Lewis G. "Butch" Pope, 58, retired president and general manager of Weber Plywood & Lumber Co., Tustin, Ca., died suddenly July 3 while working out at the gym.

He joined Weber in 197 4 and retired in 200 I

He was president and raccoon of the Lumberman's Luncheon Club and a past president of the Pacific Coast Wholesale Hardwood Distributors Association.

Manning Clay Blackstock, 82, former owner of Lumber Supply & Warehouse Co., Seattle, Wa., died July 3.

After attending the University of Washington, Mr. Blackstock served with the Army Corps of Engineers during WW II. After the war, he began working in his father's business and eventually assumed leadership of the company. In 1991 he sold the company and retired after 46 years in the industry.

Myron VanEatton, 70, former manager of TECO, Eugene, Or., died June 26 in Springfield, Or.

After earning a B.A. in wood technology from Oregon State University, Mr. VanEatton worked at TECO for 30 years. As a manager there, he pioneered research and testing which won approval for the use of OSB.

After leaving TECO, he worked at Smurfit Newsprint for seven years before retiring in 2003.

Edward W. Hasenyager,92, co-founder of Colonial Lumber Co., San Mateo, Ca., died February 25.

He started Colonial Lumber with his cousin Roy Baly in 1953. After 53 years as a lumberman, he retired in 1996, and Jim and Rob Baly assumed management of the firm.

Gary Milgard, 69, co-founder, c.e.o. and chairman of the board of Milgard Manufacturing , Tacoma, Wa., died July l3 in Tacoma after a long illness.

Mr. Milgard and his father founded Milgard Glass Co. 1958. In 1962,he founded Milgard Manufacturing, which was purchased by Masco Corp. in 2001. He remained president of the company until 2003, and chairman and c.e.o. until his death.

Gonhcl landy Wilson at (714) 533-9945

t. tilh lna $r., lnilcin, G[ 92805 . t[f( 7t4-533-9s48

Gonfacl l(en lolue 0n Ric|tanil Philllps at (714) Tn-2291

Sourrunr Cmronrn

LOS ANGELES AREA

Berkot Manufacturing C0............,.,........,.......(323) 875-1 163

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

Calilornia Panel & Veneer..,...................,.,,.,.(562) 926-5834

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

Chozen Trucking Co

Product Sales C0...........,....(800) 660-8680 (714) 998-8680

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

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

Heel Lumber Service {Riverside) ..............,...(909) 781 -0564

Regal Custom Millwork......, (7 1 4) 77 6-1 67 3 (7 1 41 632-2488

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

Simpson Strong-Tie C0......(800) 999-5099 (714)

Swaner Hardwood..

Toal Lumber C0...... ......(562) 945-3889

U.S. 80rax...,..,....... ......(661) 287-5400

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

ORANGE COUNTY & INLAND EMPIRE

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

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

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

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

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

BMD (Vernon)........ ......1877).587-4137

BMD (Ontario)......., ......(800) 435-4020

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

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

California Lumber lnspection Service...,.,......(714) 962-9994

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

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

Fontana Wholesale Lumber, 1nc..,.,.,............(909) 350-1214

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

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

Great Western Transport....(800) 347-5561 (909) 484-1250

Hampton 0istribution,...,...,.....................,..,..,(949) 752-5910

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

Inland Timber C0.... ......(909) 783-0470

International Forest Products.....,...,.,.,..,.,.....(909) 627-7301

Kelleher Corp......,.. ,..,..(909) 360-1880

Kelly-Wright Hardwo0ds,...,...,.......................(714) 632-9930

North Pacific-So. Ca. Distribution..................(800) 647-6747

Oregon-Canadian Forest Products......... ......(7 14]| 637 -2121

OrePac Building Products........,..,.,.,.,.,..,......(909) 627-4043

Pacific Wood Preserving...............................(7 14) 701-97 42

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

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

llonn & Cnrnnr. Cnrronrn

Timber Co .......(707) 268-3000

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

CLOVEBDALE

All-Coast Forest Products Redwood Empire..............

FORT ERAGG

,(707) 894-4281 .'707) 894-4241

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

FRESNO

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

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

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

MODESTO

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

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

HEDOING / RED gLUFF

Gemini Forest Products...........................,.....(530\ 223'7 440

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

Shasta Cascade Forest Industries, Inc.........(503) 243-0500

Quulity Weslern Cedor Products

Soutttwtlt

in 36,

Pncmc llonrlwrsr

OREGON

COOS BAY / NORTH BEND

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

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

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

EUGENE / SPRINGFIELD

Burns Lumber C0.... ......(866) 686-3009

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

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

Gemini Forest Products,.....................,,...,,....(541 ) 485-7578

Lumber Products.,.,. ......{541) 687-0411

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

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

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

Western Woods, Inc.................,...,................(888) 557.9199

Weyerhaeuser Building Materials.............,....(AZz) ZSS-Oaza

MEDFORD / GRANTS PASS

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

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

Norman Lumber Co. ......(541) 535-3465

Pacific Wood 1aminales.....,..,........,..............(541) 469-4177

Swanson Group Inc. ..,...(541) 935-3010

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

McMINNVILLE / C0RVALLIS / SALEM

Forest Grove Lumber C0................,......,,...,..(503) 472-3'195

l\4ary's River 1umber..........,..,.......,...............(800) 523-2052

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

Weyerhaeuser Co. (Albany)..........................(5411 926-7771

GREATER PORTLAND AREA

Adams Lumber, |nc.............(800) 298 - 4222 (5031 245-1796

Collins Pine C0,..................(800) 758.4566 (503) 227-1219

Hampton Lumber Sales C0...,...,...................(503) 297-7691

KLC lnternational........,......,(866) 552-4685 (503) 699-8685

uB Lumber sa|es.,.,..,.,.....(800) 552-5627 (503) 620-5847

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

Louisiana-Pacific Corp. ..........,...............,,....,(503) 221 -0800

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

OrePac Building Products..............,..............(503) 632-5050

Pacific Wood Preserving.......,..,....................(503) 287-9874

U.S, Metal Works.,.,.....-.....(800) 523-52S7 (503i 668-8096

westridge Forest Products.......,....................(800t 277-9737

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

ROSEBUBG

C&D Lumber Co, (Riddle) ..........1541) 874-224i

Herbert Lumber Co. (Hiddle).,...,....,..............(5411 874-2236

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

Johnson Lumber Co., D.R,................,....,......(5411 87 4-2231

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

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

WASHINGTON

Purchasing: We provide a listing of more competitive and reliable vendors.

Credit: We empower you with tools that help you make good credit decisions.

Marketing: We supply the requisite information for effective marketing and sales initiatives.

FERNDALE

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

SEATTLE /TACOMA AREA

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

Boise Distribution (Woodinville)...,..,..,...... .....14251 486-7477

Buse Timber & Sales .....(800) 305-2577

Capital LumberCo.. ......i.253\779-5077

OENVER

COLORADO

All-coast Forest Products..,(800) 332-8977 (303) 761 -9882

Allweather Wood Products.,,.....................,.,.(800)

R,EADEN, SERVTGE

FAX to

Name (P/ease print) Position Company Address

Forest Products of California ..............59

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Plv-Trim West ..............53

PrimeSource Building Products Iwww.primeshourcebp.com]...........................................37

Product Sales Co. ........................6

Redwood Empire [www.redwoodemp.com] .........................5

Reel Lumber Iwww.reellumber.com]..................................42

Riley Creek [www.rileycreek.com].

Rosboro Lumber Co. [www.rosboro.com] .........7, Cover III

Roseburg Forest Products [www.rfpco.com] .....................27

Sierra Pre-Finish.............. .....................59

Sunbelt [www.sunbeltracks.com] ......51

Swan Secure Products [www.swansecure.com] ...........24, 58

Swanson Group Iwww.swansongroupinc.com]..................43

Tamlyn & Sons [www.tamlyn.com] ...................................61

TruWood [www.truwoodsiding.com] ............39

U.S. Borax [www.borax.com].............. .....23,55

U.S. Metal Works [www.usmetalworks.com]. ..---............24

Van Arsdale-Harris

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