Merchant Magazine - August 2007

It's Privacy Plus, Redwood Empire's pre-built redwood fencing.

This stylish fence is loaded with no-fuss features. The solid, pre-built design saves time and money. Qrality materials are used throughout, from the tongue and groove redwood fenceboards to the industrial strength fasteners. The top lattice panel provides an extra degree of privacy. And everyone knows redwood keeps its good looks for years and years.

So, for fence without fuss - it's Privacy Plus.

' 6-foot fence panels ' 4-foot fence panels

' 6-foot gates 8-foot chamfered posts

Serving building products retailers and wholesate distributors in 13 Western states-Since 1922

ffi,* ffi

Scwing t3 Weitem States, Includlng Alarka and Hawail

(gstet publicatbn Euilding Ptoducts Digest seves the E&t)

PUBLISHER Alan Oakes (ajoakes@aol,com)

PUBLISHER EMERITUS David Cutler

EDITOR David Koeniq (dkoenig@6uilding-products.com)

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

CONTBIEUTING EDITORS

Dwight Cunan, Carla Waldemar, Roy Burleson

AD SALES MANAGER Chuck CaseY (ccasey@building'products.c0m)

CIRCULATION Heather KellY (hkelly@building'products.com)

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

How to Advertise

Contact our adveilising offlces lor tates: WEST, MIDWEST, SOUTHEAST: Chuck Casey' Newport Beach, Ca.; (9a9) 852'1990; Fax 949' 852-0231 ; Email ccasey@building-products.com

NORTHEAST: Paul Mummolo (N.J.); (732) 899' 8102; Fax 732-899'2758; Email mummolop@ comcast.net

How to Subscribe

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45m Campus Dr., Ste.480, Newpod Beach, Ca' 9266& idiiir-i,iii1 ii,irirr.1liri, rn.. peii6oliih F6Gse paid at t',ldwport Beach, ca., and additional.post otfices..lt is an indepenj..tft"*ri,O pi,6ii.iiion"ioiif'eietait, "noesaldairO distributidn levels ol the lumber and building products markets in 13 ;;;i6,;';r# C,,it,gi.'t@b00i b-itrtieiFubtrshing, tn_c, Cover and entire contents are fully protected and must not be ii,-"iiiir.iii inl.i 'iinier witnout ivritten permission."All Rights Beserved. lt reserves the right t0 accept or reject any editorial'or adv€rtising ftatter. and assumes no liability for materials furnished t0 it

Arurrruso

Available in STK and clear rough dry,2x2 through 2x12 or run to pattern. Totems, rabbeted beveled sidings or channel rustics. WR cedar timbers also available' Call for quotes, don't miss those orders. Up sell your customers to a cedar patio cover.

I r"rurr"" tt""a L u k

How much?

Can you do anything about the price?

l'm just not sure about the color?

You guys are making too much noise!

You ran over my dog!

hever agreed to that!

ls that board crooked?

Meow!

It doesn't look like the magazine.

Why doesn't it look like my neighbors?

Be kind to my flowers. I can only pay in quarters.

it too late to change my mind?

Be finished before l'm back!

"The last thing you need is more complaints!-

Good customers can be forever

Particularly in light of the last l2 months of business activity, there may be no better time than now to value your best customers. Yet, so manY companies will roll out the red carpet to get new customers or sPend manY resources managing problematic customers, while completely ignoring and neglecting many of their best longterm clients.

It is true that every comPanY needs the lifeblood of new customers. However. research shows though that it costs five times as much for marketing and sales to new customers than to old ones. If you analyze the numbers, it is many of your very old customers who are the most profitable. While we will often put up with the shenanigans of problematic customers-Yes, You know the ones-who are alwaYs moaning and complaining and trying to nail you to the wall for every dime' we won't spend a nickel on thanking those customers who are there with us year in and year out through the good and the bad. It is not the results of one year that should be considered but the results over many years. as you calcu-

late each customer's lifetime value. It is that number that should dictate lvhere you should allocate your sales and marketing resources, which will naturally be the most profitable ones.

I am not sure how manY of us really calculate the profitability of each customer, which should include all the hidden costs. Most of us maY look more at just the sales number or the gross profit, but that would be a great mistake. The cost of comPanY resources to solve every issue and all the minutiae all detract from profitability.

For example, there was a wholesaler I sold to many years ago in a different industry who found shortages with every delivery. Intriguingly, the shortages were written up by the same hand on the same Pad everY time. I came to the conclusion that this company had hired someone just to write up imagined shortages. And, if theY did this with thousands of vendors that they dealt with, this was really a very profitable occupation. [n our case, the iosses were tens of thousands of dollars a year. The costs of our senior

executives, including mYself, and triple checks on each shipment made doing business unprofitable, and we decided to stop all shipping and doing business with them.

I still believe in the old 80/20 rule-2O%o of your customers provide 80Vo of your profits. It is the 20Vo you should be spending more time with. In this industry there can be hundreds of suppliers our customers could do business with. We sometimes get complacent with the business we get and we forget about all the sales that go to our competitors.

So think about line and Product extensions with these good profitable accounts that could further increase the business done with these customers. For examPle, You sell them siding, but they buy their decking elsewhere. What imPact would that have on your bottom line if You could change that?

What do you do when You realize there is a significant drop off with any account? What are the true reasons? The answers often require research beyond the superficial explanations typically given, like business being off. Most often you find the business has been lost to a competitor who was spending more time on the account than you were and coming uP with innovative ways of doing business.

Let's face it, business today is more about partnership creation, problem solving, and maintenance than ever before. Failure is not tolerated today. You did not like the quality of the last two shipments, you simply go and find a new supplier. You are fed uP with your cable company, You change them. In the hustle and bustle of life' we do not have enough hours in the day to keeP trYing to solve the same problems.

In the end, retaining customersespecially the profitable ones-boils down to communication. Unfortunately, we tend to take our best customers for granted. Research suggests that customers who have done business with you for three to five years have the lowest satisfaction, loyalty and commitment. You can bet that those customers are listening to your competitors, who may be trying to get back the business that they lost to you a few years earlier. By calculating lifetime values, You discover what and who is important, and that they are as important-and that it maY not be those you have beem sPending all your time, energy, and money on.

The storcge rystems used by mony lumberyords ore inefficient, lobor-infensive, ond unqppeoling to customers. Krouter offers uptodote rocking systems ond building thd ore superior tro ilrose designed ond construcfed decodes ogo.

Since 1954, Krouter Storoge Sysbms hos offered solutions to the commerciof distribution qnd indushiol morkes. Our Building Produds Division hos insnlled sysiems ot hundreds of lumberyords thraryhorr the U.S. We ore fie pioneers d the rocksupported building concept, plus rve or[inoted the fully integroted, steel-frome contilwer rock onopy system-the dominont type used in lumberyords todoy.

Choose fronr ttre induntq/r widgrt sebction ond size d fxturer for fte building producfs indushy.

Here ore sev€rql of the mqny Typiol Building Profiles to meef yolr specific needs.

ACMEVT Alt THREE WITH A G'STOfV1 IUIYISER sroRAGE SYSTEYI FROfYt lftlurrR.

For sometime now, The Kelleher Corporation has been deeply committed to those suppliers who use sustainable forest management practices. That's why way back in March of 2OOO, we were one of the first distributors in the US to obtain our FSC Certification. We have offered a variety of certified products over the years and are now proud to present a complete line of FSC Certified Primed Pine mouldings and millwork.

At Kelleher, we continue to do our best to offer products that help you compete in today's market, while protecting this little planet we call home.

Kelleher CORPORATION

Whatts moving in moulding

fUST as there are now hundreds of j television stations to choose from. diverging tastes and increasing options are creating an equally wide-open market for moulding and millwork.

"Whereas before you had simple mouldings, then ornate traditional, now you can get everything," explains Joan Johnson, president of White River Hardwoods, Fayetteville, Ar. "Variety is really available, wood species are really available, largescale mouldings are available. And because of the ready availability and custom work, you're not stuck with what's [in stock]. You can get whatever you saw in a book."

The trend has encouraged moulding companies like White River to become more creative as they decide what to develop next.

Paint grade mouldings are always popular, particularly in MDF, poplar and pine, Johnson notes. Pine and poplar also are the top choices in stain grades, with white oak second, followed by maple, cherry and alder. The latter species may be expensive, but customers realize "they don't have to do the entire house," says Johnson. They can pick and choose based on look and price.

"Our businessresidential millwork-is still heavy to primed mouldings, which tend to be pine of one species or another," says Buddy Terry, manufacturing manager, Barnett

Millworks Inc., Theodore, Al. "We are involved in the Louisiana rebuild, which is a pocket of the country that prefers high grade yellow pine as their stain grade material. At the upper end, there seems to be a shift away from the dark mahogany and Spanish cedar to much lighter woods such as maple or beech."

Out West. says Tom Jappen, Bright Wood Corp., Madras, Or., "For paint grade, MDF is the hot deal because of the price and the finish that can be applied. It looks better than wood because it does not telegraph joints and woodgrain."

Among appearance grades, Jappert says, "The customers like two types of wood: radiata pine, because of the consistent color. and oak. There is a fad wood that seems to be hanging around and that is alder. Alder lumber is hard to come by and is becoming very expensive."

Jim Snodgrass, vice president of export sales for Contact Industries, Clackamas. Or.. sees the same trend in moulding veneers. "With the growing emphasis on green products, we have seen a growing interest in veneered mouldings because they extend the resource, especially hardwoods, which are what we produce in large volumes," he says. "We utilize fingerjoint pine substrates in most cases. In this category, we have seen red oak plateau and possibly decrease in

demand. Alder is the hottest hardwood at this time and hard maple and cherry are close behind."

For primed mouldings, Snodgrass says, "rarely does anyone ask if it is made from radiata or ponderosa. They just want a good quality product at a good price. Offshore has made a huge impact in this market."

A new study on trim by Principia Partners confirms the trend. Importers, largely from South America and New Zealand, dominate the fingerjointed trim market and Principia, noting the cost structure of North American producers, considers the situation unlikely to change over the next several years.

Solid wood mouldings, on the other hand, are often domestically produced. The majority of wood moulding and millwork is produced by local and regional mills and fabricated on-site by contractors and builders. Urethane trim products are typically fabricated by large national players, such as Fypon, Chemcrest and Focal Point.

The study notes that in 2005 wood held about rwo-thirds of rhe $480 million-a-year, North American moulding and millwork market, followed by polyurethane, which captured less than one-third. But the analysts predicted wood products would decline from $330 million in 2005 to $298 million annually by 2010, as urethane mouldings and millwork grew from $ 150 million to $231 million.

IIAMLEY & Co., the oldest llleather saddle manufacturer in the U.S., purchased more than 15,000 bd. ft. of gorgeous red oak millwork to breathe new life into a business that has operated for more than 100 years in the same building in Pendleton, Or.

In recent years, new owners renovated the saddle shop to include a high-end western store/art gallery. They now wanted to incorporate a 17,000-sq. ft. restaurant. One of the first suppliers they contacted was Braided Accents, Rathdrum, Id., which produces a large, 8" crown moulding with a rope pattern-a perfect accent for the Old West steakhouse they envisioned.

Braided Accents was so intrigued by the unusual inquiry-2,000 lineal ft. of its largest rope crown, BR 460, a high-priced, specialty moulding in red oak-that Clint Bower and Kevin Triphahn traveled from Idaho to Pendleton in the dead of winter to investigate.

They learned the project would include fine hardwoods everywhere, including handrails, paneling, door and window treatments, large false beams, and a barrel vault ceiling running from the entry door to the wine cellar stairs. And everything had to be big and bold, so it wouldn't get lost in the scope of the massive building.

Braided Accents offered to supply

all of the interior finish material. They made up a mock wall panel with its PM 100 quartered red oak plywood and S4S rails, and invited Hamley's to tour its facilities in ldaho.

Sold on Braided Accents, Hamley's put the millwork specialist to work tracking down and producing its materials. First, Hamley's came across a photo online of a baluster measuring 3-l 12"x3-l 12"x35" tall. They wanted 317 of them. L.J. Smith, Fife, Wa., produced identical balusters and Braided Accents milled matching 3.5"x5" handrails, laminating one 414 quartered board on top of two pieces of 8/4 flat sawn, so the entire railing looked like quarter sawn lumber.

The quartered oak was supplied by McDermott, Oh.-based Taylor Lumber, which operates a yard in Portland, Or. The initial order, which included 4/4, 514,414-lO" and wider, and 51410" and wider, filled an entire semi.

In the meantime, Hamley's designs changed from Old West to a more refined turn-of-the-century San Francisco theme. Rope mouldings were out. Dentil mouldings were in. Hamley's, however, found all of the mill's sample profiles too small. So Braided Accents developed alarge 2" dentil profile that maximized the capabilities of its machine. They then designed a five-piece crown build-up to cover up to 15". Working with the lead trim carpenter. the mill also craft-

ed a frieze block, inside corner, large dentil. S4S. and SC-725.

For the walls, Hamley's wanted an inexpensive panel that looked very high end. Braided Accents proposed a stile and rail on top of plywood with a panel mould to trim out the sections. Hardwoods Inc., Spokane, Wa., supplied the 275 sheets of 114", 112" and 314" qtartered red oak plywood.

The project would also include 10,350 bd. ft. of 414 quarter sawn red oak; 2,330 bd. ft. of 5/4 quarrer sawn red oak; 2.500 bd. ft. of 8/4 flar sawn red oak; 22 fir timbers at l0' each, and eight 9-112"x9- l/2" custom newel posts.

Braided Accents and sister company Mountain Moulding & Millwork

ran more than 7,000 lineal ft. of S4S lumber; 1,200 ft. of 2" custom dentil, 1,200 ft. of 514"x8" crown; 300 ft. of 7" crown; 1,000 ft. of 7-314" base; 400 ft. of three-piece custom door header build-up; 2,000 ft. of custom inside corner; 2,200 ft. of quartered rope; 250 ft. of custom 8/4 custom rope wainscot cap; 3,000 ft. of custom 2" offset panel mould; 2,500 ft. of custom 1-3l8" outside corner: 200 ft. of 3-ll2"x5" handrail, and 2,000 ft. of l314" thick random width T&G marerial to create 90 3'x4' dining tables.

After three decades in the hardwood industry, Bower stated the pro- ject was the finest he has been involved with and a definite "must stop" for a great steakl

VENERABLE leather ooods producer Hamley & Co. employed more lhan 15,000 bd. ft. of red oak millwork to help transform its mammoth, 100-year- or0 Duttdtng Into a htgh-end restaurant.

Ihe bteaftilown on immGt-tesistant ninilows

n ESEARCHERS worldwide have l\predicted another turbulent hunicane season, filled with numerous high-intensity storms. In fact, forecasters from Colorado State University foresee as many as 17 severe storms forming in the Atlantic basin through the summer and fall with approximately five of those events becoming major hurricanes with winds in excess of I l0 miles per hour.

One of the most effective and recommended safeguards against hurricanes and other storms is the use of impact-resistant windows. Known for their ability to provide added protection against airborne debris, rain, and wind, these windows defend against structural damage. Unlike shutters or plywood that are put uP moments before a storm, impact-resistant windows are always on guard 24 hours a day. seven days a week.

As seen. this is a true benefit for

afflicted areas since the strength of a hurricane can easily propel heavy objects such as tree branches, signposts, building materials, and furniture through windows, doors, and other glass enclosures. Then, high velocity winds can enter a building and apply significant amounts of pressure, causing the roof to lift and the walls to be pushed outward.

Impact resistant windows can helP prevent such events from occurring by helping to preserve the integrity of the building. They are specially constructed to withstand harsh storm conditions, as well as the potentially devastating effects of severe winds and airborne debris. For instance, the heavyduty construction of the window's frame greatly exceeds that of most window types to provide increased durability and added endurance. In addition, the impact-resistant window's laminated glass is bonded together with an inner layer of rugged,

By Tom Shafer Silver Line Windows

transparent plastic, to provide strength and rigidity that actually offer more protection than today's standard automotive windshields.

To ensure these windows can sustain the punishment of extreme weather conditions, they are tested under hurricane-like conditions, including driving rains, high wind pressure, and impact from debris. Impact resistant windows must satisfy the toughest testing standards in the country, such as those from the American SocietY for Testing & Materials (ASTM) and the American Architectural Manufacturers Association (AAMA). In order for a window to be deemed imPactresistant, it must pass the missile impact test and pressure cycle test.

The missile impact test simulates the impact of wind-borne debris bY shooting a 2x4 out of a cannon directly at the glass. The window is then put through a pressure cycle test where it's subjected to positive and negative wind loads, replicating the high-pressure winds created by a hurricane.

Unfortunately, what manY don't realize is that all impact-resistant windows are not all tested to the same requirements. Performance requirements are generally stringent for areas that are closest to the ocean. That's why wind-borne debris regions are separated into four different zones. For instance:

. Zone I is defined as areas within one mile of the mean high tide lines, with winds from 110 mph up to 120 mph.

. Zone 2 includes areas more than one mile from the mean high tide line, with winds 120 mph to 130 mPh.

. Zone 3 is designated as areas

(Please turn tu Page 44)

MISSLE IMPACT test simulates the impact of windborne debris by shooting a 2x4 oul of a cannon directly at the glass.

ff REEN building practices and \fproducts has moved from a topic of highbrow discussions to real-world reality. More than 97,000 homes have been built and certified by green building programs since the mid1990s, according to the National Association of Home Builders. Of these, 36,000 have been built and certified since 2004-a 507o increase.

Choosing the right windows and doors contributes to a building pro- ject's green goals, as these products can offer ample daylight, natural ventilation, and increased energy efficiency. As an example, if all 2 million homes built each year in the U.S. used windows with LoE2 glass, the saved energy could:

heat 700,000 homes for a year;

. provide electricity for 230,000 households for a year;

equal 200 million gallons of gasoline or 4.2 million barrels of crude oil, and

. eliminate eight coal-fired power plants or two nuclear plants.

green doors

By Mark Piquette, A.I.A., CSI, CDT Kolbe & Kolbe Millwork Co.

green building standards take into account the product manufacturer's healthy, safe, and sustainable business practices. In other words, does the company practice what it preaches? Or is it just "green-wash"?

The Energy Star program was created by the Environmental Protection Agency and the Department of Energy to help consumers and builders quickly and easily identify energy-saving products. Using energy values contributed by window and door manufacturers through the National Fenestration Rating Council, the program recommends energy-performance guidelines for windows and doors in four climate zones.

Both the U-factor (the measure of heat transfer through the window or door unit) and solar heat gain coefficient (the measure of how much solar energy is passing through the unit's glass) are taken into account. The lower the total U-factor, the lower the heating bills because of better heat transfer rates. The lower the solar heat gain coefficient, the less solar heat is transmitted into a room. thus allowins for lower cooling bills and reducei energy consumption in hot climates.

Along with performance criteria and reliable durability, more and more

For example: Does the company recycle and offer recycled material in its products? Is recycled extruded aluminum billet used for exterior cladding on windows and doors? Does the company have a clear record of its supplier sources and practices throughout the chain of custody? Are wood products sourced from suppliers certified by the Sustainable Forest Initiative or the Forest Stewardshio Council? Are they treated and stained with finishes low in volatile organic compounds?

By the year 2035, approximately three-quarters of the built environment will be either new or renovated. Recognizing this as historic opportunity for the building community, dozens of professional, governmental, and nonprofit groups have banded together to issue The 2030 Challenge. This global initiative states that all new buildings and major renovations reduce their fossil-fuel greenhouse-gas emitting consumption by 50Vo by 2010, and all new buildings should be carbon neutral by 2030.

While the rating systems governing green building may be voluntary and diverse, the movement is unified in bringing heightened awareness to decisions regarding residential design, construction practices, and building products.

- Mark Piquette is a staff architect at Kolbe. He can be reached at (712) 8425666 or at mpiquette@ kolbe-kolbe.com.

etitive ligence

Rental center becomes newest (profit) driver

By Carla Waldemar

fl O WEST? Sure. that's what \fHorace Greeley advised ambitious folks a hundred years ago. Today, "Grow West" is more like it. That's what a couple of forwardthinking leaders at Port Hadlock Building Supply are doing in Port Hadlock, Wa.

Since Joe Loveto bought the 1,400sq. ft. store in 1984 and Morris James signed on as partner four years later, "Grow the business" has been their modus operandi. (If you're rusty on your high school Latin, in their case it translates as "pathway-no, make that superhighwayto success."

In 1993, a new 80 by 80 ft. addition multiplied their footprint- unfortunately destroyed by arson two years later. But that didn't daunt these hardy Westemers. "It was tough to go though," allows James, "but we completely rebuilt"-expanded, this time, to 12,000 sq. ft., to be exact. The

expansion succeeded so well that the partners bought the house next door, primarily for its garage and parking lot, and moved the operation's rental business there.

"We outgrew that, so three Years ago we decided to expand again," says James. The partners bought the property across the street and put up an 80 by 130-ft. metal building that debuted in May 2007 as Hadlock's new, decidedly improved Just Ask Rental Center.

And here's where our story reallY takes off, just as the rental business did. "It was a big investment on our part, but really complements our business well," James offers. "In the first month alone, it grew our monthlY rental business from $1,000 to $50.000.

"For the past l0 years we'd kePt growing it, reinvesting in equipment," he notes-baby steps on the way to

the recent quantum leap. To serve its contractors, which represent 40Vo of Hadlock's customer base, the rental center added "lots of job-start items that contractors use occasionally and thus prefer to rent, not own, like Bobcats, earthmovers. And, of course" he unveils perhaps the biggest payoff, "when they rent the job-stan equipment, they're likelY to come back for their full building needs: house packages.

"In the rental center, we sell form ties, anchor bolts, and the remash needed to start foundations. We added a paint department, so when they rent a paint sprayer, they don't have to walk across the street to Purchase their paint." They also added new inventory from Hilti, CaterPillar, Bostitch, Honda engines, Bowmag, Kraft, Scotsco, Bill Goat, and more.

Designing that unique amalgam of rental-cum-retail threw True Value,

Hadlock's co-op umbrella, for a loop. "It was hard for them to understand what we wanted was rental, but retail, too," says James. Thus an 80 by 80-ft. sales floor is centered in the new rental facility, which also provides return and pick-up bays, a paved parking lot, and handicap accessibility. Most of Hadlock's rental equipment, formerly stored outside, now can be parked indoors or under cover.

The whole outfit is kept spankingclean by another innovation-an environmentally friendly, completely selfcontained MTM wash pad, from which "the water comes out so clean you can drink it," James insists, adding, "Pretty neat! We weren't required [by county regs] to do this, but we could see the writing on the wall. Plus, it was the responsible thing to do. And for us. it's very important to be clean."

"When we decided, a couple of years ago, to pull the trigger and proceed," he continues, "we knew it was important to get the right person to manage the center and to invest in their future."

Thus Hadlock drafted Jim Strons. a2}-year vet ofthe rental business, io head its division. He's now assistant manager of the entire operation, overseeing rental manager Mark Walters, who doubles as its maintenance guy.

As another niche-within-a-niche, the Just Ask Rental Center pursues the town's party business, dedicating a 30 by 60-ft. portion of rhe new space to items like a dance floor, tables and chairs, fountains, barbecues and coffeemakers. the domain of a female employee who helps plan weddings and parties. "It's different," James allows. It's also clean, well-lit and well-operated. Formalizing the party business has jumped its rental revenues 217o in the first month alone.

Another unique feature: a purposebutlt 24 x 35 room in the new space that serves as a community center/classroom, perfect for training sessions for its staff of 46. Last week Hadlock used it to host a dinner saluting the local high school's winning baseball team. The space is available free of charge to nonprofit groups such as the Rotary Club, which meets there regularly. It's also utilized for the store's monthly Ladies Night classes in facets like power tools, and electrical and plumbing work-so popular that the town's gents are lobbying for a night of their own.

Good community citizens? You bet. But that good karma is born of good business sense. "People have to walk through the building to get back there," James explains, "so it attracts their attention, builds awareness. It pulls in new people."

So do its contractor events, like summertime barbecues and an annual salmon-fishing trip.

Because there's competition out there, and plenty of it, Hadlock also has improved its contractor services by purchasing a forklift ("one of the few on the area") to improve delivery quality. It has also formed an agreement with one of its mills to secure select structural quality dry Doug fir, "strictly high quality," which delights its builders, too. "It's pulled just for us, and every board is imprinted with our logo," says James, adding, "We want to stand out. We want to keep

ahead of the pack."

No marching in place here at Hadlock. Next up on the drawing board is a Lawn & Garden department, plus-wouldn't you know?another building expansion. Some guys never leave well enough aloneand that's their secret to success.

- A frtrmer award-winning LBM trade magazine editor, Carla Waldemar *-rites frequently- on the industry-. Contact her at cwaldemar@ mn.rr.com.

RETAIL PARTY: Hadlock,s new rental center also offers retail sales of products that suFport. tie rental itsrs, such as selLirg party s4pJ-ies rett, to the tabtes ad chai_rs.

(ounlel The moment of truth

By Mike Dandridge

up this morning and decide you had to have this part? What do you think we are-magicians? Are we supPosed trt drop what we're doing because you're in a hurry?"

"Well, yes. Yes, you are."

Soft Is Hard

fT WAS a joke. really. A sheet of l8.Sxt I paper. probably a photocopy made at a customer's otfice, that hung behind our counter for years. You've probably seen it. It's a drawing of three generic cartoon characters, their mouths wide open, doubled over, expressing hysterical comic-bookstyle laughter. Below the sketch the caption reads, You want it when?

Then one day, a casual remark made by a contractor waiting for his order changed everything. He said, to anyone listening, "Did you ever notice, the places that have those signs that joke about the service, are the same places where the service is a joke?"

I took the sign down, crumPled it up, and threw it in the trash. MaYbe that sounds extreme. I mean I know that a comment by one contractor doesn't speak for all customers. And I also know those so-called jokes are supposed to be a light-hearted jab at procrastinating customers, a figurative wink and a nod to over-demanding contractors who expect a distributor to have everything in stock. After all, failure to plan on their part doesn't constitute an emergency on our part.

Yes, I get it. It's funnY. But the implications run much deeper. It's as if we're saying to the customer, You want us to do what? Did you just wake

In the world of ROI's and metrics, the corporate consultants call it the "soft stuff," as in warm and fuzzy. lt's refers to elements of selling that are difficult to quantify, like relationship and personal touch. There's a dangerous fallacy that runs deeP in the American business politic, which implies if something can't be measured, it must lack value.

But, as Apple's Steve Jobs Points out, the soft stuff is really the hard stuff. It's interwoven into the "personal experience factor" of the business transaction. It includes the words we speak, the actions we take, and the manner in which we serve our customers.

The Words We Speak

Words are units of energY. TheY can inspire or they can incite. While some counter salespeople insist that certain customers "like to be joked around with," remember you are straddling a dangerously fragile line. Catch a customer in a bad mood one morning and yesterday's good-natured kidding becomes a personal offense today. Choose your words wiselY. Consider recent headlines about a talk show host who was fired over a Poor choice of words.

The key is to fill your sPeech with words of high energy and oPtimism. Customers don't really want to know if you're having a bad daY, so don't begin your conversations by telling them what a rotten day you're having. Greet your customer in a cheerful and

professional manner. Use your words to create an attitude that makes the customer feel good about doing business with you.

The Actions We Take

There's a popular social game that's sweeping sales counters across the country. It's called "Ain't it awful." Participants gather around the sales counter and start complaining about the economy, inventorY, jobs, the weather, or whatever else comes to mind. Complaining begets complaining, until the mood deteriorates into a state of joyful gloominess. To end the game, someone finallY declares, "Ain't it awful," and everyone goes back to work with a new contempt for the workdaY ahead.

Complaining is the byproduct of negative thinking. There's a book entitled You Can't Afford the Luxury of a Negative Thought. That's especially true on the counter where daily contact with customers shaPes the long-term perception of the service level of the branch. "Negative employees destroy morale and turn off customers by talking negatively," says author Dr. Alan Zimmerman, business consultant for clients such as 3M and IBM. Dr. Zimmerman cites an example of 3M's decision to laY off the bottom 107o, the poorest performers, at one of their facilities and how it impacted the bottom line. Productivity jumped I 87o.

It's not a perfect world. It's easy to find reasons for declaring the pessimist's view realistic. However, focusing on the negative is toxic. It adds to stress levels, decreases efficiency, and generally makes one unpleasant to be around. Overcoming a negative mind-set begins by chang-

(Continued on Page 44)

Rrullrns

Stock Building SuPPIY will close 24 branches and eliminate 370 jobs, in addition to the 22 branches closed and 4,500 jobs eliminated earlier this Year and late in 20A6 ...

Friedman Brothers Hardware, Sonoma, Ca., received aPProval for remodeling and exPanding its facility, including an added 12,459 sq. ft. of retail sPace, 1,388 sq. ft' of administrative office space, a 32,670-sq. ft. covered shed, and 93 new parking spaces ..'

Ace Hardware, Colorado Springs, Co., held a grand oPening f uty - 19-21; Kirby & Nick Kuklenski, owners

84 Lumber Co. oPens a new 84,000-sq. ft. location this month in Hesperia, Ca. ...

Home Depot opened new stores June 28 in Morrison, Co'; Juneau, Ak.;E. Sandy, Ut., and a 115,000rq. ft. relocation with 35,000-sq. ft. garden center in Salinas, Ca' (Willy Nelson, mgr.)

Home DePot anticiPates an Aug. 23. opening of a new twostory home center in Soquel, Ca. (Loretta Souza, store mgr'); is awaiting approval to build in Dixon, Ca.; was rebuffed bY the city of Pleasanton, Ca., and is negotiating to continue construction on a 190-acre SuPerfund site in Monterey Park, Ca. ...

Lowe's Cos. oPened a new store July 31 in Mira Loma, Ca', and expects new store openings at th9 end of 2007 in S. LaceY, Wa., and in lst quarter 2008 in N. Peoria, Az.. andRedmond, Or.

Lowe's will construct a 117,000-sq. ft. store with 31,000sq. ft. garden center in Boise, Id.; wants to demolish two buildings on a l}-acre site in Eugene, Or., to

make way for a 138,000-sq. ft' store with 31,000-sq. ft. garden center; received the go-ahead to build a 170,000-sq. ft. store in Springfield, Or.; is.fighting.a. citizen's group appealing its right to build a 111,000-sq. ft. store on 11 acres in Sonora, Ca.; has started construction in a new center in W Sacramento, Ca., and won approval for additional roadwork foi a new store on 17.7 acres in Tacoma, Wa. ...

Lowe's signed a license agreement with Financial SYstems Innovation LLC for credit card fraud protection technology

Wnorrslrrrs/trrurrtrunrrr

Weyerhaeuser, Federal WaY, Wa., has acquired a plywood mill in Los Piques, UruguaY, from Global Forest Partners, Lebanon, N.H.

Shelter Products, Portland, Or', moved its Gulf Coast Shelter Southern sales office from Fairhope to Daphne, Al.

Owens Corning, Toledo, Oh', has agreed to sell its Siding Solutions business to SaintGobain for $371 million, includine 153 Norandex/Reynolds distribulion centers in 38 states and three vinyl siding plants

Masonite's facilities in Ukiah, Ca., vacant since 2001, are being torn down in hopes of building a 700,000-sq. ft. shopping mall

D.R. Johnson Lumber Co', Bend. Or.. closed down all five of its timber mills for at least two weeks, effective July 25 ...

Simpson Timber Co. temPorarily curtailed mills JulY 30 in Shelton and Commencement BaY, Wa., due to market conditions; its Longview, Wa., mill continues operations...

Mason County Forest Products, Shelton, Wa., temporarilY eliminated its second shift

The Chamberlain GrouP, Inc', Elmhurst, Il., acquired access controls manufacturer International Electronics, Vancouver, Wa.

Columbia Forest Products, Portland, Or., has agreed to sell its wood flooring plants, including one engineered wood and two Prefinished solid facilities in the U.S. and an engineered wood Plant in Malaysia, to Mohawk Industries, Calhoun, Ga.

Chicago Mercantile Exchange and the Chicago Board of Trade have merged into CME GrouP Inc.,Chicago,Il.

Arch Chemicals, Inc. Purchased the remaining 5IVo of Australian joint venture Koppers'Arch ftom partner Koppers Holdings Inc.,for $19 million

Timber Products Co. s Particleboard plant in Medford, Or', earned Environmentally Preferred Product certification from the Composite Panel Association TP is also applying for certification with the Forest StewardshiP Council and expects audits to be completed in the fall ...

Visions Windows & Doors has earned third-party certification from Scientific Certification Systems for the recycled material content of its Visian 3000 vinYl windows and patio doors ...

Atlas Lumber Co., Chino, Ca., has partnered with the Rainforest Alliance's Smartwood Program to offer wood products certified bY the Forest Stewardship Council

Anniversaries: White Brothers, Oakland, Ca., 135th Morgan Creek Forest Products, Healdsburg, Ca., 15th ...

Housing starts in June increased 2.3Vo to a seasonallY adiusted annual rate of 1.467 m\llidn, thanks to a 12.SVa jumP in the multifamily sector ... singlefamily starts slippedO.ZVo '.. permits dropped 7 .57o regionallY, starts climbed9Vo in the West.

Spe.cial.ty (spesh'el te).,., odj. -n. 1. a special line of work, skill, or rhe like on which one is dedicated, such as outstanding service in selling and clelivering plywood. 2. an article or servicc particularly dealt in. manufactured, and rendered, such as tnanufacturing mariner plywood. -artj .3. producing or oflering an unusual or specil'ic product, such as concrete forrn panels.

member of the Swanson Grouo. Inc. family of companies

Listirtg.s orc olien ,subntitted mttnths in udvurtce Alv'ar:; t'er|t'1' tlatc.s arul lot'ations n'ith spott.sor befltre nnkittg plttrts ttt ttttctttl.

Aucusr

Los Angeles Hardwood Lumberman's Club - Aug' 10, mccting. Steven's Stcakhousc. Commcrce. Ca.: (323) 723-91t56.

Paulina Hoo-Htttt Club - Aug. 10, annual -eolf scramble. Meador.v Lakes Goll'Course, Prinevillc, Or.; (-541 ) 147 5962.

Home Remodeling & Decorating Show - Aug. l0-12' L.A. Convention Centcr. Los Angeles. Ca.: (818) 557-2950.

Wood Truss Council of America - Aug. l5-17' open quarterly meeting, San Francisco. Ca.: (608) 271-4849

Orgill Inc. - Aug. 16-18. fall dealer market, Las Vegas' Nv.: (901) 754-8850.

Atlas Lumber Co. - Aug. 17. fbrest products careers open housc' Chino. Ca.: (909) 591-9442.

Mountain States Lumber & Building Material Dealers Association - Aug. 18. golf tournarnent, Rochelle Ranch Golf Course. Rarvlins. Wy.: (800) 365-0919.

Home Remodeling & Decorating Shows - Aug. 24-26' South Town Expo Centcr. Sandy. Ut.. and Pasadena Conf'crence Center. Pasadena. Ca.l (8113) 557-2950.

Old Time Lumberman's BBQ - Aug.25, Simpson Timber Co.. Korbel, Ca.; (800) 637 -7017

Srprrmrrn

Hoo-Hoo lnternational - Sept. 3'9, annual convcntion. Pier Resort, Qucensland. Australia: (800) 979-9950.

Horizon Distribution Inc. - Sept. 7-9, annual market. Yakima Convention Centcr. Yakima. Wa.: (800) 541-13164.

South Bay Spring Home & Garden Show - Sept. 7-9, Santa Clara Convcntion Ccnter, Santa Clara' Ca.; (800) 321- 121 3.

Hardwood Plywood & Veneer Association - Sept. 9-11' fall conference. Salt Lake City Marriott Dorvntorvn , Salt Lake City, Ut.: (703) 43-5-2900.

National Hardwood Lumber Association - Sept. 12-15, annual convention. Washington. D.C.: (800) 933-03 18.

BC Wood - Sept. 13-15, global bLryer's mission. Whistler Conf'crence Ccnter. Whistlcr. B.C.: (81'7) 422-9663.

Yuba City Home, Garden & Recreation Show - Sept' 15-16, Yuba-sutter Fairgrounds. Yuba City' Ca.; (530) 671-9600.

International Garden & Leisure Exhibition - Sept. l6-18' National Exhibition Centrc. Birmingharn, England: (201) 6-590134.

Los Angeles Hardwood Lumberman's Club - Sept. 16, day at Disneyland /Califbrnia Adventurc, Anahcirn. Ca.: (323) 12398-56.

National Retail Federation - Sept. l7-19' annual summit. Mandalay Bay Resort & Casino, Las Vcgas. Nv.l (2t)2) 78379't l.

American Wood Preservers' Association - Sept. 17-21, fall tecl"rnical comrrittec mccting, Hyatt Regency Crorvn Center. Kansas City. Mo.; (ti00) 3-56-1974.

Willamette Valley Hoo-Hoo Club - Sept. 19, trap shoot. Sportsman Club. Cottage Grovc. Or.; (54 l) 485-5979.

Jensen Distribution Services - Sept. 2l-22, fall marke t. Spokanc Convcntion Ccnter. Spokanc, Wa.; (-509) 624-1321

Blish-Mize Co, - Sept. 2l-23, fall markct. Convcntion Center. Overland Park. Ks.: (800) 995-0525.

Home Remodeling & Decorating Show - Sept. 2l-23' Davis Conf'crence Center. Layton, Ut.; (80 1) 571-9012

Ace Hardware Corp. - Sept. 2ti'Oct. l, fall rnarkct' Denver, Co.: (630) 990-1662.

Material Handling Industry of America - Sept. 29-Oct. 3' lnnual rnentbership meeting. Hyatt Rcgency Savannah. Savannah. Ga.: (704) 676-l 190.

Yealf ureh difisent

We ieally are out there. Door people" people who've devoted our entire careers to mastering the craft of designing and manufacturing only premium quality interior doors. To us, doors aren't just an occupation. They're a preoccupation.

We're door p*ople.

qtion news

Western Building Material Association is offering an "Introduction to Building Material Sales" class Oct. 9 in Olympia, Wa., and Oct. 23 in Salem, Or.

Estimating seminars will be held Oct. 10-l l in Olympia and Oct. 24-25 in Salem, with a yard foreman workshop offered Ocl 16 in Olympia.

Lumber Association of California & Nevada hosts its next 2nd Growth meeting Sept. l9 at the Red Lion Hotel in Redding, Ca.

Designated risk managers seminars are set for Oct. 2 at the Hyatt Vineyard Creek in Santa Rosa, Ca., and Oct. 3 at the Marriott Ontario Airport Hotel, Ontario, Ca.

Mountain States Lumber & Building Material Dealers Association stages its annual Western Slope

Golf Tournament Sept. 14 at the Rifle Creek Golf Course, Rifle, Co.

MSLBMDA has enlisted rhe Lumber Association of Texas to co-host its fall conference Ocl 17-20 at the Hotel Contessa in San Antonio, Tx.

Mark Ruffalo, Green Building Initiative, will provide an update on green building. Dr. Jerry Brown, former professor of aerospace at the U.S. Space Foundation, will speak on future energy sources.

Two receptions and dinners are planned, with music and dancing. Spouses can tour local historical homes and an art-glass studio, then have lunch at the Church Street Bistro.

North American Wholesale Lumber Association has scheduled its annual Woods Basic Course Sept. l0-13 in Corvallis, Or.

Offered in conjunction with Oregon

State University, the seminar covers forest ecology, engineered products, transportation, structural panels, dimension lumber, and other topics.

Tours of Rosboro's dimension, plywood, and engineered wood plants are included, as well as a trip to a working instructional forest.

Wood Moulding & Millwork Producers Associationts summer business meeting takes place Sept. I l15 at the Fairmont Chateau. Lake Louise, Alberta.

Hardwood Plywood & Veneer Association convenes its fall conference Sept. 9-11 in Salt Lake City, Ut. Educational sessions will focus on trends, customer preferences, and regional market differences for wood cabinetry; stock panel production; chain-of-custody certification, and an adhesive manufacturers panel discussing new adhesive rulings.

Hardwood Federation named Deborah Hawkinson as its new executive director. Most recently, she served as director of operations and issues management for the American Forest & Paper Association.

Fiberon Buys WeatherBest

Fiber Composites, New London, N.C., has agreed to purchase Louisiana Pacific's WeatherBest composite decking line and manufacturing and distribution facility in Meridian, Id.

"There's more than a decade of equity built up in each of our brands," said Fiber Composites president Doug Mancosh. "This move continues the aggressive growth plan we began in 1991 Part of that strategy includes regional production facilities that service all areas of the country with timely and cost-effective deliveries."

Located on 18 acres in southwestern Idaho, the 175,000-sq. ft. facility will serve existing markets for WeatherBest products, plus the growing demand for Fiber Composites' Fiberon composite decking and railing products. The deal also includes rights to the WeatherBest brand.

"For the past decade we've been servicing our distribution network from our facility in New London, N.C.," said Bill Ross, vice president of sales and marketing for Fiber Composites. "To continue serving customers nationwide, it was imperative that we added both capacitY and a resional location in the western United

States. This purchase satisfied both of those requirements immediately."

"If we had our choice of any facility in the industry, we couldn't have picked a better fit for our company," said Mancosh. "The plant design and production equipment at the Meridian location are nearly identical to our facilities. We see a quick and easY transition."

Weyco Sells Plywood Mill

Redwood E,mpire parent Pacific States Industries, San Jose, Ca., has agreed to acquire Weyerhaeuser Co.'s plywood mill in Springfield, Or.

Due to market conditions, the facility has been closed since December. At the time, it employed 87 people and had the capacity to produce 114,000 million sq. ft. of 3/8-inch plywood annually.

"We are pleased to have reached this agreement with Weyerhaeuser and anticipate that the transaction rvill close in 30 to 45 days," said Austin Vanderhoof, executive v.p. of Pacific States. "The plywood operations at Springfield will complement our existing production of veneer in Creswell, Or."

Pacific States owns Bald Knob

Veneer in Creswell, while its Redr,vood Empire division has timberlands and two sawmills in Northern California and distributes dimension wood products. Redwood Empire's r'vholesale group also distributes decking, f'encing, hardwood, landscaping items, panel products, pre-built panels, softrvood. and treated lumber.

Spokane Fingerjointer Folds

Timberlake Forest Products, Sp'okane Valley, Wa., has closed and filed for Chapter l 1 bankruptcy protection.

Founded in 2004, the company made fingerjointed framing lumber and was owned by Stephen and Sheryl Kennedy and David Thompson. The bankruptcy filing listed liabilities of more than $5.2 million, including a $310,000 debt owed to Spokane Forest Products. Last year, the company grossed about $10 million.

Assets of about $930,000, including an unexpired lease on 40,000 sq. ft. of floor space in the Spokane Business & Industrial Park, were listed. other large assets are accounts receivable worth about $300,000; $250,000 in machinery, and a certificate of deposit worth about $190,000.

Attractive and extremely functional, Bookcase Door Systems offer a distinctive, space-saving option for closets, pantries, wall safes, wine storage, home offlces or hidden rooms just past the threshold. Built with durable 3/4" ApplePly to support a load of 500 lbs., yet quiet and easy to open. Available in hardwood veneers (oak, cherry and maple) with environmentally safe clear and customized stain/paint finishes or unfinished. Woodfold Bookcase Doors ship fully assembled with hear,y-duty roller system and multi-position steel upper wail guide.

For more information and a list of distributors in your area, contact

tolled es

Structuring your installed sales division

By Roy Burleson

TIHERE are numerous issues deal-

ers must address before launching an installed sales program. Thorough consideration should be given to legal, taxes and insurance ramifications.

This article will not provide professional advice. Rather, it will briefly outline a few issues that shouldn't be overlooked by ownership, management and your professional advisors before launching or expanding an installed sales program.

One of the first issues dealers wrestle with is corporatc structure. Should the installed sales program be a separate identity or integrated into their existing business as a division or department? Many factors will come into play when making this decision. While every business is different and state laws vary, here are a few items to ponder and discuss with your tax, insurance and legal professionals:

Liability: A separate corPoration may help shield the primary business and its owners from possible liabilities incurred by an installation incident.

Staffing. Personnel issues are verY likely to create your biggest challenge once the program is launched. Finding the right person to run an installed sales business has been a challenge for many dealers that offer installed sales. Offering stock, ownership or profit sharing has helped some dealers with their staffing requirements.

If you feel you will experience high turnover during start-up, you might be able to reduce costs by structuring the installed identity so benefit packages aren't as costly. Because of the unstable nature of construction workers, a separate corporation could save money until installers prove themselves. You might be able to structure the program so the installed employ-

ees are not "benefit" vested as quickly as core business employees.

Should your installers be emPloYees or subcontractors? If the product doesn't require a high level of skill to install, give consideration to using employees. If you are planning to offer insulation and after-paint products or other easy-to-install products, gorng with in-house employees is probably your best bet, especially if you have manufacturer suPPort and installation training assistance.

On the other hand, if you need installers with years of experience, you might want to consider starting with sub-contractors. Framing, roofing and siding would fall into this category. Complex installations require contractors with experiences that in-house installers may not possess. Using qualified sub-contractors as installers allows dealers to sell products and services that they might not otherwise be able to offer.

Service quality is another factor to take into consideration. Installed sales are value-added services. Since

your service quality is important, utilizing employees is usually the best option. Control and profitability are usually enhanced when the dealer employs installers. On the other hand, many dealers avoid the initial expense of hiring installers by utilizing subcontractors until sales justify the expense.

Some products require installers to be licensed. Until the dealer becomes licensed to install those particular products, sub-contractors could be used to launch the program. Then sit back and watch your installation crews. Many installers would probably benefit by working for a company like yours, which provides you with a recruiting opportunity. And you have already witnessed the installer's attitude and skill level, which is a hugh recruiting benefit.

Workers Compensation Insurance. In some states, a separate corporation might be able to preserve a dealer's favorable modifier in the event of an installation accident. The separate identity might be able to stand-alone as its own business when obtaining workers comPensalion insurance. Some worker compensation funds limit the amount of installed sales labor to a small percentage of the dcaler's total payroll.

Sales Tax. When a dealer transfers product through a separate business or division, your state's laws might allow the tax to be levied at the internal transfer level. If not, the tax will be assessed at the customer's purchase price. This internal transfer could result in eliminating a tax on Your installed sales margin. This could be significant because most margins on installation services typically are in the range of 35Va to 45Vo. In addition, any tax savings enjoyed could helP you be more price competitive. Be sure to discuss this with your tax professional.

A growing number of builders are looking to their suppliers for installation solutions. The "installed" opportunity is real and growing every day.

All across the country, installed sales program are adding revenue and profits beyond the dealer's core business. To help insure a successful launch or program expansion. take a breath and look around before diving in.

- Roy Burleson is director o.f Builder Solutions for Guardian Builtling Products, Greer, S.C. Contact him ttt (248) 760-5791

o r royburle son@ bp. guardian. c om.

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What are we projecting?

By James Olsen

T WORK with salespeople every day who are letting their lpersonal feelings get in the way of selling.

What do I mean? Are there times when we have a bad day? Fight with our spouses? Have a death in the family? Aren't selling enough? Yes. Should we share these feelings and negative experiences with our customers? Absolutely not!

We may have that one "customer for life" who has turned into a friend and confidante with whom we may share some of our interior battles, but in most cases, sharing our problems (personal or business) with customers does not lead to more business.

Our customers are not our personal cry-towel and they don't want to be. If anyone is going to be crying on anyone's shoulder, our customers should be crying on ours.

Not bringing up our problems is just the first step. Just because we don't talk about our problems doesn't mean we aren't projecting negativity into our sales calls. Sulking, pouting, being "down in the dumps," sales calls without energy and-heaven forbid!-some pizzazz are just as bad as bringing up our personal problems.

Part of our jobs as salespeople is acting. Our customers do not (and will not) want to jump off a bridge with us. They want to buy from someone who is up, confident and has some energy. Our customers have problems of their own and in many cases are looking for inspiration to make it through their day.

Did Your Kid Score a Goal this Weekend?

Almost more irritating than the salesperson who wants to talk about how tough they have it is the salesperson who wants to brag about their personal, company or family victories. Talking non-stop about our kid's goal this weekend can leave our customers cold. If our customer doesn't have kids, they aren't going to want to spend much time talking about kids. Ifour customers do have kids, they are going to want to talk about theirkids, not ours.

Am I saying we can't talk about ourselves? No. I am saying that many of us are overdoing it. A good rule when talking with customers is 70/30. Our customers should be talking 7O7o of the time we interact with them. If we hear ourselves talking too much, a little alarm should go off in our heads that says, "Ask a questionl"

Use the Tlrrn-Around

When a customer asks us about our weekend, business or family, let's use the "Turn-Around" to get our customers talking about themselves, their business, or their family.

Customer: "How was your weekend, John?"

Self-indulgent Salesperson: "Blah, Blah, Blah," with too much detail and for too long.

Pro Salesperson: "We had a great time. Went to a couple soccer games with my kids, played a little golf, how about you?"

Our customer will then tell us about their weekend, their family, and their business. While they are talking about their life, we listen for the opportunity to ask a follow-up question, which will lead us deeper into their psyche, life and business. These kinds of conversations lead to deeper relationships with customers.

Stay Positive and Ask about the Customer

If we want to sell more, we need to project a positive attitude and ask our customers about themselves. If we are not selling as much as we want, we can always answer the question, "How's it going?" with "Busy! Working hard!" This answer will put us in the top 2OVo of sellers. Many salespeople commiserate with their customers, but not the salespeople that are selling!

Our customers are looking for positive, upbeat salespeople that will listen to their problems and come up with solutions for them, not the other way around.

Self Thlk - A Key to Projecting a Positive Attitude

Convincing ourselves to be positive is step number one. We will not convince anyone else if we cannot first convince ourselves. I have worked with many successful salespeople who use self-talk.

Try this: The next time you are going into a tough call, whether it be on the phone or in person, tell yourself how well the call is going to go. Tell yourself you are going to get the order. Really convince yourself. If you can really convince yourself, your sales calls will go better. This may seem a simple solution to a big problem, but simple solutions are usually the best. If you want to project a better image, convince yourself first!

- James Olsen is principal of Reality Sales Training, Portland, Or., specializing in sales training for the lumber industry, and host of The Sales Doctor Radio Show (www.salesdoctor'biz). He can be reached at james@reality-salestraining.com or (503) 5443572.

Arch Acquires Chemonite

J.H. Baxter & Co., San Mateo, Ca., has sold its Chemonite preservative business to Arch Wood Protection Inc., Smyrna, Ga.

Chemonite is a registered trademark for ammoniacal coPPer zinc arsenate IACZA). a preservative used to protect poles, piling, and timbers against wood destroying organisms. An especially effective treatment for Douglas fir, it is used mainly for wood in industrial, highwaY, utilitY, and marine applications in western states' Arch acquired EPA registrations, trademarks. licensee agreements. and supply contracts for the Chemonite brand.

"This adds another preservative to our family of wood treatments," said Grady Brafford, Arch's senior business manager for industrial chemicals, "which includes CCA, Wolman E' Dricon fire retardant, and AntiBlu sapstain control products. The Chemonite program extends our position in the West by opening opportunities with Douglas fir in industrial markets."

Georgia Baxter, president and c.e.o. of Baxter, noted, "as licensor, Baxter has held the product stewardship position for over 70 years. With this sale,

Chemonite has been Placed in the hands of a global chemical company with substantial resources and the ability to provide world-class marketing and sales support to the marketplace."

Baxter continues managing timberlands and manufacturing treated wood products, including piling, crossties' and glue-laminated timbers Preservered with pentachlorophenol, creosote, and Chemonite ACZA, at Plants in Eugene, Or., and Weed, Ca.

Oregon Independent Opens

Kuiper Lumber SuPPIY officiallY opened in Scappoose, Or., last month, after a soft opening three months ago'

The new yard will cater to contractors by offering yard pickup as well as local delivery. Owner Jeff KuiPer plans to expand the yard in eight to 10 months after an adjacent company relocates.

Kuiper previouslY worked in his father's yard, KuiPer Lumber Co. in Scappoose, which closed in 1979 after 28 years. He then spent I 2 Years at Parr Lumber. Hillsboro, Or.

84 Moves Into Redmond

84 Lumber hopes to oPen in earlY October at a l0-acre facility in Red-

mond, Or., that was vacated bY Ponderosa Mouldings in 2003.

"When we take a look at markets we're going into, we look for significant growth in the housing industry," said spokesperson Robyn Hall. "The company felt that Central Oregon was an area that in the next several years would be develoPing."

Others are not so sure. "If I were 84 Lumber, I would delaY mY entrY into the market," said Nate Bond, director of sales for Parr Lumber, Hillsboro' Or. "The market had been very strong' but permits are way down and I'm not sure how long it's going to last."

Hall said that 84 Lumber based its opening on long-term growth projections, not the current housing market. "Even though certain areas of the country are in a downturn, others continue to plug along. That's where we open new locations," she said. The company typically selects a location that has 3,000 new housing starts within a 25-mile radius in the course of a year.

The site was chosen two Years ago because the 95,000-sq. ft. main building is near a rail spur. Tom Gilbert' manager of the new facility, said that renovations will cost up to $3 million.

F.SC Dimension & Timbers

Nu Forest Froducts is a full-line distribution yard that, unlike many, has a wide range of milling equipment that enables us to handle all your specinlized needs. NFp can mill lengths from 8" to 38'-your stock or ours. hus, let Nu Forest Products prime your stock through our Paint-o-Matic and drying oven. protected with up to two coats of top-quality primer to mi:rimized moisture problems, NFp Primed Products perform better.

O_ur inventory includes Redwood (KD & Green), Douglas fir (KD Clears & Dimension, Timbers), pine KD (Commois & Clears), Western Red Cedar (select lhotty, Clears, Timbers), Hem-Fir (Fascia), Fingerjoint {DF, RedwoLd, WRC), pressure Tteated DF, and RMT Engineered Timbers.

Shortline RR Changes Hands

Albany & Eastern Railroad Co., a shortline railroad and reload based in Lebanon, Or., was acquired by Rick and Bernice Franklin, effective Aug. l.

Weyerhaeuser and Freres Lumber are the largest of the company's 22 customers, said Rick Franklin, but he sees great expansion opportunities. "With the opening of the new Lowe's distribution center in Lebanon and the opening of Weyerhaeuser's new Bauman Mill in about seven months, I think we have the opportunity to grow this business."

Former owner Mike Root had operated the line since 1998, but has been in the railroad business since 1959. "Rick has wanted to buy the railroad for a long time," he said. "There were other competitors, but he's local. It's the best thing for our shippers."

The railroad operates on 67 miles of track, from Albany to Lebanon, where it splits and goes from Lebanon to Mill City or to Foster. Included in the deal are four locomotives and Lebanon Reload, which has 105,000 sq. ft. of outdoor space and a 24,OOOsq. ft. warehouse.

"I have known Mike for many vears. and two or three times I told

him when he was ready to retire to call me," said Franklin. "That time has come. The company name won't change. All of the contract agreements and operating rights will stay in effect."

Activant Buying Intuit Eclipse

Activant Solutions Inc., Livermore, has agreed to acquire the Intuit Eclipse Distribution Management Solutions business from Intuit Inc. for roughly $100 million in cash. The deal is expected to close this month.

Intuit Eclipse is a leading provider of business management solutions for wholesale distributors in segments ranging from electrical, plumbing, HVAC and building materials to industrial, janitorial and other durable goods supplies.

Building With Nanotechnology

Construction is one area where several "here and now" applications, such as specialized coatings, wood treatments, and self-cleaning glass, have already emerged for nanotechnology, according to a new study by The Freedonia Group.

Although current use is limited (U.S. demand in2006 totaled less than $20 million), the market for nanoma-

terials used in construction is expected to reach $100 million in 2011 and near $1.75 billion in2025.

Nanomaterials offer improved performance properties for adhesives, concrete, coatings, flooring, glass, lighting equipment, plumbing fixtures, and other construction products.

Coatings are projected to constitute the largest application lor nanomaterials in construction. Architectural paints, water sealers, and deck treatments, and treatments applied during fabrication, such as scratch-resistant coatings on vinyl or wood flooring, all present substantial market opportunities. Nanomaterials are well suited to coatings because of their transparency, photoreactivity, UV blocking, and stain and odor resistance.

A number of other applications are also notably promising. Silica and other materials are finding use in highperformance concrete. Materials such as nanoscale silver incorporated into adhesives can impart conductive properties, increase strength, or protect them from microbial attack. Composites with oxides and clay reinforcements are being developed for use in insulation, roofing materials, vinyl siding and flooring.

Teal Jones, Premier Team Up

The Teal Jones Group. Surrcy, B.C., has joined forces rvith Premier Forest Products Inc.. Cosmopolis, Wa.. in a new venture.

"The Teal Jones Group rvill assume responsibility fbr raw mziterial supply. along rvith sailes support and the dcvclopment of new and expernded product lines ivhich are currently undcrrvay betrvccn the two companics." said Dick Jclncs. "Teal Jones is plcased to participate in sourcing the raw materials as rvell as helping tcr promote. rnarkct. and distribute Prcmier's oroducts."

For more than 60 years, Teal Jones has provided rvood products to customers all around tl.re world. Thc company operates the lar-eest privately orvned sarvmill company on the B.C. coast and is thc largest producer of western red cedar shakes and shingles in North America. lt orvns and opcrates its own tree forcst licenses throughout British Columbia. providing direct access to tirnber.

"With u reliable rrnd ctrnsistcnt rarr rnaterial supply from Teal Jones, r've rvill norv be in a position to manufacture the Premier Panel in larger volumcs to meet our demand," said Jim

Carlson. Premier's president. "This new venture allorvs us to better selve our current markets, as ',vell as provide the opportunity to open new markets and distribution across North Amcrica and Europe."

Sincc 1967. Premier has manuf'actured a wide range of cedar products. Its Premier Panel reportedly is the only tlvo-ply cedar shingle panel on thc market. A completc linc of custont accessories. including fascia, trim. and shingle corners, is also available.

"I have been tl'iends with Dick and Tom Jones for a long time." said Carlson. "We look forr.vard to a successful and prosperous venture together. This is -great nervs for our current and tuturc customers."

Columbia Vista Gets Certified

Columbia Vista's operution' in Vancouver, B.C.. have carned certification frclm the Forest Stervardship Council.

Included in the certification arc its mill and Dis-Tran Wood Products. a sister company and secondary manufacturer of crossarm and transmission arms for the electric utility industry. Mrlre than 100 employees rvork at the trvo sitcs.

Bosed in Annopolis, MD, Fletcher Wood Solutions is the lorgest monufccturer of defect-free, oppeoronce grode rodioto pine products in New Zeolond. Distributing our cleor boords, mouldings, LIFESPAN treoted wood, ond lumber to the North Americon morket through our proven ond completely integroted supply choin, Fletcher Wood Solutions mointcins direct occess to one of the lorgest FSC certified pine plontction forests in the world.

Colurnbia Vista has made a rvide ran-9e of investrnents to reduce its environmental irnpact: producin-r solar cncrgy through thc EPA's Gree n Power Partnership, purchasing nearly 33c/c <'tf its porver from sustainable sources! developing rvith Lervis Contmls a regenerative carriage drive that saves about J5o/t: of the energy previously uscd. and installing low voltage lighting at both plants.

OSB Warranty Upgraded

Ainslvorth has improved its rvarranty on its Durastrand Flooring Sturd-I-Floor to guarantee the installer rvill not have to rvorry about sanding thc edge-enhanced subfloor during installation. The 90-day no-sand rvarranly also includes a guarantce ur:ainst delamination fbr 50 years.

"What makes this no-sand warranty better is its intended audience: the builder." said Terry Stone, general manager of marketing. "The no-sand guarantee is effective for 90 days from date of delivery to the jobsite. Industry rvarranties typically take effect upon purchase date or delivery to a retailer's yard. rvhere product can be stored fbr sorne time. thus reducing the effbctiveness rvhere it's really needed-at the iobsite."

FASCIA V SIDING

How Can You Tell What's Green?

When Home Depot invited suPPliers to submit products for the company's new Eco Options camPaign, it was surprised by some of the entries. "In somebody's mind, the Products they were selling us werc environmentally friendly," said senior v.p. Ron

Council Funds Research

The U.S. Green Building Council has committed $1 million to green building research and is encouraging other grouPs to uP their own research commitments.

"The industry needs to take giant steps forward in construction, renovation and operation practices if we want to see large scale imProvements to health and environmental conditions in this generation," said Rick Fedrizzi, president, c.e.o., and founding chair.

"Research will helP us advance the practice of building science," said board member Vivian Loftness, Carnegie Mellon University. "It should also track and validate as quickly as possible the Profound connection between green buildings

Jarvis. "But most of what You see today in the green market is voodoo marketing."

Plastic-handled paintbrushes were called earth friendly because they were not made of wood. while woodhandled brushes were labeled better

and human health and productivity."

A recent USGBC publicationGreen Building Research Funding,: An Assessment of Current ActivitY in the United States-found that research related to high-performance green building practices and technologies is woefully under funded by all sectors. Using this work as its basis, USGBC will identify key research areas for advancing building performance and market transformation.

"Building operation consumes 40Vo of energy andTl%o ofthe electricity in the U.S., and accounts for 39Vo of the country's carbon dioxide emissions, which is directly influencing global climate change," said Peter Templeton, v.p.-research & education.

for the planet because they were not made of plastic. As a result, said Jarvis, just 2,500 of the 60,000 products submitted were considered green enough.

Even so, environmentalists maintain that Depot included too manY products that really aren't green. They claim that the chain is indulging in its own brand of marketing excess, claiming to be green while continuing to sell powerful pesticide and polluting lawnmowers.

"Everybody is in a mad scramble to say how green they are," said Jim O'Donnell, manager of the Sierra Club Stock Fund.

One reason for the confusion is the lack of verifiable or certified standards for green products. "You almost have to be a scientist with a lab to decipher the dizzying array of claims," said Robyn Griggs Lawrence, editor of Natural Home magazine. "It's hard to get information on what makes a product green."

Jarvis said that he asked suppliers and independent testers for clarification, additional testing, and product improvements. He hopes to offer about 6,000 products in the program, which began in April.

"Air Seasoned Fencing"

IVlanufacturers of High Quality Incense Cedar and White Wood

onqls

Neil Rasmusson, ex-Home DePot, is a new account mgr. at CaPital Lumber. Chino. Ca.

Brock Lenon has been promoted to western marketing mgr. at Idaho Timber Corp., Boise, Id. Jack Davis and Jack Beverage retired from the company July l.

Scott Maitlind retired July 15 after 16 years with Precision Lumber, The Dalles, Or., and 52 years in the industry.

Aileen Shantz has joined Tristar Transload PNW, Inc., Vancouver, Wa., as assistant office mgr.

John Eschleman, ex-MFP, is now with Action Wood Products, Turner, Or.

Steve Gest, ex-Longview Fibre, is new to sales at Seattle-Snohomish Mill Co., Snohomish, Wa.

Kevin Nibbelink, ex-International Forest Products, has joined Interex Forest Products. Vancouver, B.C.

Darrel Dearman, plant mgr., SierraPacific Industries. Shasta Lake, Ca., has retired after 46 years with SPI.

Gordon Culbertson has joined Forest 2 Market, Charlotte, N.C., as region mgr. for the Pacific Northwest and will be based at new regional offices in Eugene, Or.

Thomas Carey, ex-West Marine Inc., has been appointed chief marketing officer at Orchard SuPPIY Hardware, San Jose, Ca.

Beth Hardman has been promoted to v.p. for human resources at PoPe & Talbot, Inc., Portland, Or., managing the newly consolidated human resources and safety departments. Kyle Gray, operations controller, has been charged with streamlining mill accounting and reporting, and standardizing financial processes across the mill system.

Mark B. Butterman has been named v.p. and general counsel for ProBuild Holdings, Denver, Co.

Jason Miller has joined Purdie Rogers, Seattle, Wa., as public relations senior account mgr., specializing in sustainable and green building accounts.

Jamey Barnes has been promoted to v.p.-OSB manufacturing for Louisiana-Pacific.

Gordon Pealock has joined Homasote Co., as director of sales and marketing.

Dan Parr has been appointed v.P. of acquisitions and business integration for Wolseley plc's North American Division, including Stock Building Supply.

Timothy Nicholls has been appointed senior v.p. and chief financial officer for Intemational Paper.

Jay Brown has been promoted to v.P. of retail development for Do it

Wayne, In.

Charles Hood has been appointed v.p.-corporate affairs at Rayonier, succeeding Jay Fredericksen.

Terry E. Craig is the new v.p. of information technology for Simonton Windows.

Jean E. Otogy has been hired to compile a company history of MungusFungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

NAHB Backs Green Standard

Speaking before Congress, National Association of Home Builders officials said that builder-supported green building programs are preferable to nationally mandated programs.

"More than 100,000 homes have been built and certified by voluntary, builder-supported green building programs around the country since the mid-1990s," said Bob Jones, NAHB v.p. and secretary. "The green movement in residential construction derives much of its strength from its voluntary nature, which provides builders and developers the flexibility that is essential for incorporating the principles of sustainable design."

NAHB members currently build about 80Vo of all new homes in the U.S. "By the end of this year, more than half of our members will be incorporating green practices into the development, design and construction of these new units," said Jones.

"While media interest in climate change and global warming is a relatively recent occurrence," he said, "NAHB has been consistently ahead of the curve in working to develop affordable, energy-efficient, and environmentally construction techniques."

The organization's lOth annual National Green Buildins Conference

will be next year in New Orleans, La. Recently, the group partnered with the International Code Council to develop the first national green building standard, which will be certified and accredited by the American National Standards Institute and based on the two-year-old NAHB Model Green Home Building Guidelines. Completion is expected by early 2008.

"Ultimately, the goal is to develop a standard that is flexible enough to adjust to the various resource and energy concems in the varying climate zones around the countrv. while at the

same time encourage innovation in green technology," said Jones. "Green means doing the right thing for the builder, the homeowner, and, most importantly, the environment."

Jones said that Congress can foster private sector innovation in green building by keeping the market free of mandates, striving towards the greatest energy- and resource-efficient buildings available, allocating funds for training in green construction, and extending and expanding federal tax credits passed as part of the Energy Policy Act of 2005.

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Thieves Steal Copper Pipe

Police have arrested five suspects who were attempting to steal copper pipe from HD Supply, Garden Grove, Ca.

After being tipped off July 23 by an onsite security officer, police surrounded the property and moved in.

One suspect, probably the lookout, was arrested outside the business. Four others were found and arrested

inside. One of the suspects refused to surrender until a police dog was sent in; he was treated and released from a local hospital for a dog-bite injury to the leg.

The suspects were identified as James Castillow, 2l; Scott Duncan, 29; Phillip Sagasta, 22; Iohn Martin, 26, and Kameron Salley, 26.

The Garden Grove store was hit by a similar robbery in April, in which

$60,000 worth of copper pipe and a truck were stolen. The truck was later found empty and abandoned in San Bernardino County.

The Moment 0f Ttuth

(Continued from page I 8) ing your actions.

American psychologist William James said, "Action seems to follow feeling, but really action and feeling go together and by regulating the action... we can indirectly regulate the feeling." In other words, you can choose your attitude. Simply act more enthusiastic and your emotions will follow.

The Manner in which We Serve

A common complaint voiced by inside and counter salespeople alike sounds something like this: "This customer called and said, 'I'm checking on the order I gave you,' and I said, 'You didn't give me an order,' and she said, 'Well, I gave someone there an order.' I said, 'When you figure out who you gave it to, call back, and ask for him." Managers cringe. Customers aren't obligated to remember the name of whomever took an order, but they are entitled to knowledgeable answers to their inquiries.

Customers personify the comPanies with whom they do business. In their eyes, you are the company. In other words, when they say, "You," they mean "your company." Think of it this way: "You" are the voice of your company. When a customer inquires about an order and is immediately met with a negative response, it's the same thing as telling the customer, "No. You're wrong." And everyone knows the first rule of customer service l0l is "The customer is

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fqmily rness Achieve success rn successron

By Mark T. Green

A NY number of ll,problemssome obvious, some not so apparent-can prevent smooth transitions from one generation of family business ownership to the next. Though there are infinite possible trouble spots, we can boil them down to two primary ailments of succession: poor communication and lack of planning. Poor communication is arguably

the biggest culprit. It takes many forms, but as succession involves many of life's unpleasant conversation topics (death and money, for example), it also requires wrestling with such chareed issues as power, control and-perhaps the most unsettling for all of uschange. Add emotional relatives and assorted family dynamics to the mix and you invite communication break-

downs.

A family business that discusses these issues straight on, with open and honest communication, can do a better job with succession. If both the controlling generation and the succeeding generation participate in open dialogue and discuss their ideas about the future, the path should be smoother.

To improve communication, a family business must have a system in place to provide an open forum for discussion of sensitive or tough issues. One of the best ways to do this is to develop a governance structure that fits the needs of the business and the family in business. For the business, a family needs a board of directors or other governing board that addresses the issues of the business.

Like any business organization, the family needs a governance structure to guide it, such as family meetings or councils, to chart a course for the concerns of the family. How formal such a structure should be is up to the family to decide, but the governance structure should be the forum to discuss even the most contentious issues openly and honestly. Having this infrastructure in place does not guarantee success, but it can greatly improve and

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enhance communication, thus improving the chances of the family and the business succeeding into the future.

Even the clearest communication can't make up for a lack of planning for succession. The dictionary defines succession as "the sequence of people or things in order, one after another." You can either plan for succession or have it happen to you. Succession is going to occur whether you like it or not, so why not take control and tackle it head-on? Ironically, some of the most control-oriented leaders of family businesses (usually the founders) are often the ones who must relinquish control to secure the future of the business they created. The leader's failure to play the end game often is his or her lasting legacy to the family and the business. Often, these founders see the succession process as a threat to their power, while in truth, succession only solidifies their longterm influence.

With good succession planning, we must tackle all the dark issues that we don't like to talk about-money, power, control, change and taxes-to better the chances of our company lasting long into the future. This means spending time, money and energy up front to save spending more time, money and energy later-with greater risk and emotional cost to the family and the business.

Remember that a plan is not a plan unless it is in writing. Too often, family businesses fail to put things on paper; instead, much of the planning process is retained in a key person's head. If that key person is not around, then neither is the plan.

When should you start? Yesterday! Succession should be on the radar screen of every company from day one. The future of any company is on the line, and without careful consideration of its greatest asset, its human capital, the firm is in jeopardy. Since the future is uncertain and unpredictable, it is only prudent to plan for the "what ifs?," especially to keep them from becoming "what nows?"

- Dr. Green is an associctte of The Famil" Business Consulting Croup Inc., Mariertct, Ga.; (800) 551-0633. Reprinted with permission.from The Family Business Advisor, a copyrighted publication of Family Enterprise Publishers. No portion of this article may be reproduced without pe rmis s ion of F amily Ent e r p ri s e Publishers.

Two Coat Exterior Prime

0ur two-coat process starts with an al.kyd sealer to btock tannin migration, fottowed by a high-performance acrytic primer The result: RESERVE quatity, inside and out.

Superior Wood

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

Surfacing + Sizes + Lengths

RESERVE products come in a wide range of sizes, lengths and finishes. Whether the project ca|.ts for S1S2E or S4S, we offer [engths ranging from 16'to 20'. Pattern stock is also availabte.

The Finest Stock, The Best Coating

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

products

Complementary Mouldings

AZEK's new line of PVC mouldings complements the company's trimboards.

accessible even when squatting or kneeling and tuck into the front pockets when not needed.

To avoid constricting straps, foam or gel inserts complete built-in kneepad pockets on the long pants.

Four-bellowed pockets keep tools from cutting into the legs and have secure slots for pencils, phones and other items.

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Brick Without The Thick

Thin Bricks from Boral are crafted with the look and feel of oversized. handmade bricks.

Circle Sander

The FSX200 random orbit sander from Metabo has a 2.2-amp motor and a rubber-coated gripping surface that reduces vibration and increases user comfort.

Traditional moulding styles are replicated in 15 profiles that have a matte white finish that does not need painting, but can be. Like the trimboards, the mouldings are guaranteed against rot, warp, decay and insects.

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European Work Pants

Sold in Europe for 50 years, work shorts and pants from Blaklader are designed for comfort, quality and safety.

Reinforced utility pockets are

Made of concrete, each piece is thinner and lighter than regular bricks for easier installation in commercial and residential applications.

An integral dust-collection system uses a washable Intec filter that reduces the need for frequent filter replacement.

It weights just 3.4 lbs. and offers 9,500 orbits per minute for removal of wood and paint or wood finishing.

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Stonewashed Beauty

Stonewashed Naturals composite decking from CorrectDeck is now offered in a range of soft, earth-tone colors to harmonize with lishter color exteriors.

Available in flat pieces and matching corner pieces, the bricks come in four weathered colors.

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Breath of Fresh Air

Panasonic's WhisperComfort energy recovery ventilators exhaust stale air from inside the home and replace it with fresh air from outdoors.

The product can be installed in the ceiling of a room or hallway for whole-house ventilation. A frost-prevention mode automatically shuts off the unit when the outdoor temperature drops below freezing.

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The new decking has Microban antimicrobial mold and mildew protection, and is reportedly stain and fade resistant.

Available colors are sage, pebble, sand and coastal gray.

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Pole Wrapper

Pole-Wrao is a flexible solution for finishing bas-ement poles.

Cap and base mouldings for 3", 3ll2" and 4" diameter poles are available, as are 48" x 4' sheets that can be used as wall covering or cut to fit other surfaces.

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Stops Banging Doors

Merillat Classic cabinets can now be ordered with SoftAction drawers and doors. The feature allows a smoother

movement that virtually eliminates slammed doors, to prevent pinched fingers and contents damage.

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Hidden Deck Clips

The Deck Clip from Screw Products Inc. is a hidden deck fastener that requires no predrilling.

Red oak strios are mounted on a flexible backing for easy glue-on installation. The product can be trimmed to fit, then stained or painted.

Made of marine-grade aluminum, the product's shape grabs both sides of the decking and reportedly holds much tighter than plastic clips. A stainless steel "Star Drive" screw is designed to hold tight and eliminate stripped heads.

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Cut costs. Not corners. Hosted sotutions provide top-tier technotogy. security, and disaster recovery to buitding materiat companies. It's just one of the ways DMSi's Agility software delivers more value by etiminating waste and cutting costs.

Composite Screws

Trap Ease composite deck screws from FastenMaster are specially designed to eliminate mushrooming.

Oversized top threads trap most loose composite material during installation, while the concave underside of the head conceals any loose material for a clean appearance.

The fasteners are ACQ approved for guaranteed corrosion resistance.

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lmpressive Siding

CertainTeed's Cedar Impressions siding is manufactured from polymer for low maintenance.

A True-Texture finish creates a

natural look in five profiles: double 7" straight-edge, rough-split; triple 5" Perfection shingles; double 6-l 14" half-round shingles; double 7" Perfection shineles. and double 9" rough-split shakel.

- V isit www. cert ainte e d. c om

Gorilla-Tough Tape

Gorilla tape reportedly is two to three times thicker than typical duct tape and adheres to a variety of surfaces that other all-purpose tapes won't stick to-including brick, stuc-

co, concrete and rough lumber. Available in 12- and 35-yard rolls, the tape has l7 mils of adhesive and a strong, reinforced backing.

- P lease visit www. gorillatape.com

Stapling Ease

The Grip-Rite stapler from PrimeSource Building Products reportedly is the lightest on the market for application of roofing felt and housewrap.

Weighing just 4.1 lbs., the stapler loads quickly to shoot 5/8" flat wire staples.

Each tool is packaged with plastic caps and staples needed.

- Please visit www.grip-rite.com

Sawhorse Plus

Bossmate workstations reportedlv provide complete. pract icil rvori spaces at any project site.

The product comes in three designs that are easy to set up and take down in seconds. by simply inserting or removing two 2"x4"x I 2" surface boards into the fiames.

All comoonents are constructed of

Portable Power

H-Series generators from Triton Power are compliant with the latest EPA regulationi and come in a wide range ol'sizes and styles.

Porvered by diesel fuel, the units are protected rvith industrial-grade, por'vder-coated paint. AIso featured are rounded corners, quiet operation,

l4- or 16-guage steel fbr durability.

- PLease call (800) 651-6904 or v i s it www. bos smate. net

and aluminum hardware to withstand heavy use and extreme weather.

- Pleuse po online at www.tritonpower.conl

Double-Duty Heater

A gas water heater that doubles as a space heater is nerv from Lochinvar.

The Double Duty heats water for domestic use and stores it in a trioletested. glass-lined storage tank. where it transfers heat to a glass-coated heat excnanger.

Available in atmospheric or power-vented models. ii ol'fers an input range of 63,000 to 76,000 BTUs and 50 to 75 gallon capacities.

- Pleuse call (615) 889-8900 or v s it www. I oc hinv ar. com

AT LP, wE ENGINEERED oun LP Sor,rpSranr

I-Jorsrs ro en 66% wrDER THAN YOUR TYPICAL LUMBER lOrSrS. TUer MEANS MORE STABLE FLOORS WITH LESS BOUNCE AND FEWER HEADACHES FOR BUILDERS.

Tser's wHAT wE Do. Wn uexn rHE PRoDUCTS THAT BUILD THE HOMES, SIMPLY BETTER.

800-347-4833

REELSBH#,BB

1321 N. Kraemer Blvd. (Box 879), Anaheim, Ca. 92806

Fax 714-630-3190

(714) 632-r98E r (8oo) 675-REEL

3518 Chicago Ave., Riverside, Ca.92507

(e51) 781-0564

Safer Roof Sheathing

The Grip H Clip from M&O Products reportedly gives builders a quicker, easier and safer way to install roof sheathing.

Distributed by ilevel by Weyerhaeuser, the clip is made of high-strength nylon.

Four splayed prongs work as flexible hinges that help guide the clip into place and hold tightly.

The clips can be preloaded onto panels, allowing builders to keep both hands safely on the panels while maneuvering them into position on the roof.

- Contact (888) 453-8358 or visit www.ilevel.com

Simpler Solar

DRi Energy's Lumeta line of roof-integrated photovoltaic products is now available in the popular S-tile desisn.

The Solar S Tile module has the same profile as a traditional S tile. Integrating the solar module within the S tile reportedly eliminates the need for additional roof penetrations or flashings.

- P leas e visit www. dricompanie s. c om

Vent Sensor

The Vent Miser from Springfield Precision Instruments automatically shuts air flow to individual rooms when they become unoccuoied.

The device comes in five standard sizes to replace standard wall, ceiling and floor vent covers.

A battery-operated timer can be set to open and close twice a day when a room is empty, sending heated or cooled air to rooms in use.

- Please call (973) 777-2900 or visit www.sprinffieldp re c i s i onin s t rume nt s. c o m

Industry news. Fast. www.building-products.com

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Pressure Treated Wood Products Custom Treating Heat Treating (ISPNI 15)

]-"LBNSF) ffi 4#F-Fs,*?:

IrnrfoerSavef PI

15500 Valencia Ave. X'ontana, Ca 92335 Fax 909-350-9623

E-mail sales@fontanawholesalelumber.com

Call Craig or Chris

UMPQUA VALLEY Lumber Association hosted its 9th annual mill week June 27-29 at the Seven Feathers Hotel & Casino Resort, Canyonville, Or. (1) Sarah Stone, Jaimee Taylor, Alice Briggs. (2) Frank Peterson, Regina McCracken. (3) Jimmy Swanson, Sarah Swanson, Ryan Stembridge. (4) Travis Vezina, Rick Jessell, Michael Swiger, Pat Collins, Kyle Batey. (5) Scott Nelson, Peter Gibney. (6) Betty & Bill Weist, Steve Bruggeman, Steve Grieb. (7) Shani & Randy

Johnson. (8) Randy Crockett, Tim Hunt. (9) Steven & Sarah Stone. (10) Robin & Dan Winkle. (11) Vickie & Lee Klain. (12) Bonna & Lee Greene. (13) Jim Beaudoin, Todd lrving, Pat Callahan. (14) Bill Hetland, Robert West. (15) Dixie Tibbets, Dana Kintz. (16) Rob Brown, John Duffey. (17)Sunny Field, Leland Curtis, Linda Reed. (18)Jerry Ensworth, Jake Jones. (More photos on next two pages)

UVLA events (continued from previous page) included mill tours, a jetboal excursion, golf tournament, and lunch at a local winery. (1) Biad Hatley-, Roger Krause. (2) Flay Barbee, Eric Ford, Greg Nee,'Johh Murqhy. (3) Laura Weber Tanya Hollamon. (4) Joel, Ted & Ross Stock. (5)

Gregg_Sutton,_Sam Bacogiannis, Lori & Marc Lipman. (6) Darren Shbtstad. (7) Jeff Ostrom, Jim & Sara Hunt, John & Dar Stembridge, pat

Murphy. (8) Kim Weisser. (9) Sandy & Gary Pittman, Bob & Carolyn Crews (10) Randy Gregory, Haley & Chuik Danskey. (11) Michdel O'N_eil, Janet & Daiyl Richarilson. Tbm Gitstrap. John Sirader. (12) Rod & Kerry Lucas. (13) Chris Barker, Paul Brooks, Chris Swanson: (14) Tim & Debbie Lewis, Kevin Daugherty. (15) Matt & Aprit Campbell. (More photos on next page)

MORE UVLA (continued from previous two pages) (11 Steve Swanson, Nancy Daniels, kri! thrir(e, Frank Daniels, (2) J.T, Taylor, Kellv Brown. (3) Don & Melanie Mitchell. (4) Brigid Kennaday, Kris Lewis, Julie Rogers. (5) Maik & Erika Swinth. (6) Tod Kintz, Ron Hanson. (7) Hector Perez. (8) Rick Deen, Lynne & Don Porter. (9) Pat Bull, Ron McCormick, David Miles. (10) Lauren Sisson, Barry Greathead. (11) Pat Harris, John Ransom. (12) Chuck & Laurel Casev.

LUMBER Association of California & Nevada hosted its 2nd Growth summer conlerence

July 20-21 in La Quinta, Ca. (1) Mike Carrey, Beth Bollen. (2) Charlene Valine, Hick Hoqu6. (3) Johnny & Andrea Springer. (4) Chris Fieeqan, AlQy Ivliddleton. (5) Ed Brown. Greg ,S.cott (S) William Worra, Kevin McCabe Jr. (7) Mark & Melind-a Ganahl. (8) Jean Henning, Qqln Zea (9) Grant & Kayli Pearsalt. (10) Ja-y & Holly McArthur. (11) Adam & Carrie Sherwood (12) Lori & Whitman Scott. (13) Barrett & Michelle Burt.,(14)Jamie & Rex Ktopfer. (15) Bret Marcheal, Chris Laheia. (16) Stephanie & Teny Rasmussen. (17) William Nelson, Shalana Burt-Nelson. (18) Scott & Jennifer Der-

ham. (19) Jenny & Steve Robertson. (20) Carol & Luis Hojas. (21) Roger Crawford, John Neal. (22) Natalie Carignai, Jason Sumpter.

(23) Monica Cabrera, Jason Schulze. (24) Tim & Tammy Kennedy. (25) Mike Born, Mike Shumaker, John Pasoualetto.

Wiens Pam Winters, John Faassen. (3) Justin Jettte, Pam Winters. Skip Jettte (4) Steve Hobbs Nick Cobb. (5) Chris Kane. Scott Pease. Joey Noriega. (6) Bafael Fimbres Sr , Rafael Fimbres Jr., Jaime Valdov no Jr.. Jaime Valdovino Sr. (7) George Parden, Mark O'Brien. Pat Bennett. (8) Earl Robbins, Steve Batick. Bobert Williams, Hank

PARR LUMBER, Chino, Ca., celebrated its 13th annual Customer Appreciation Day June 29 at the Tustin Ranch Golf Club (1) Vince Galloway, Dominic Llamas, Janet Pimental, Pete Parrella. (2) Mlchael Parrel a, Gordon

Hornsveld, Joe DeRoest. (9) Pat Hawthorne. Jenny Barnes, Bruce Keith (10) Steve Amato Lezlee Livrano Ken Jenkins. (11) Bob Johnson. Peie White (12) Jason Gutierrez, Brent Burkhardt.

WESTERN WOOD Preservers lnstitute held rts annual summer meetinq June 24-26 allhe

Running Y Ranch, K amath Fal s, Or (1) Alan

Jackson, Bill Latunen. (2) Dave Perry Jeff

Parrett (3) Debby & Dave Bueche, Jim

Basler (4) Don Danka Jerry Parks. Bob

Palac oz (5) Bon Slephens Kenn Brooks, Brian Lelbrueck. (6) Dennis & Cheryl Hayward (7) Greg Phi lrps, Dennis Morgan. (8)

Erin & Jerry Moon. (9) Sandy Mi ei Sandi

Fitzgerald (10) Tom Melum, Davrd

PLenkovich (11) Edna & Tom Searles

60 Tun MnncuaNr MaclzrNR Aucusr 2007

WESTERN RED CEDAR Lumber Association held its third annual buyers & sellers conference Julv 19-21 at Grand Okanagan Lakefront Resort, Kelowna, B.C. (1) Scbtt Stockton, Dick & Sarah Bullard. (2) Vickv & Rick Hanis, Patti & David Sweeney. (3) Darlene Peltzer, Sue Derdv, Buffv Middleton. (4) Jack Wood, Matt Yates. (5) Troy Kraft, t,tancv nOeri, Rick Corneli. i0) fony Marra, Neil Van Swearingen. (7) Randy Engh, Oscar Faoro. Jim Epperson, Elaine & Carlos Furtado. (8)

Charlie Andersen, Greg Smith. (9) Gregory & Janis Bailey, Danny Bachman. (10) Darren & tinda Jensen. (11) Bruce Th-ompsol Greg Meier. (1 2)' Piul Zartman, Kim Pohl, Paul Mackie. -(19) .10.. .fgtre.e' Phillip Flovh. (14) Diane & Duncan Ken. (15) Patricia & MichaelWoods. (16) Mike'Reading, Ursula Moldowan. (17) Peter Lang, Chuck Casey. (18) John Hanis.

(More Photos on next Page)

CEDAR SELLERS hontinued

f rom previous p'age): (1 ) Kathleen & Jeff Norman. (2) Chris & Nancy Lynch. (3) Betty Woods, Dan Cheny. (4) David & Debbi Hughes. (5) Nathan Hall.

(6) Lynn Miller. Boss & Eunice

Gorman. (7) Dianne Hackman, Linda Bennett. (8) Andrea & Jeff Burbine. (9) Nancy & Jack Aden.

Steven & Cathy Russell, Carrie Peacock. (19) Chad Findlay, Corey Hiebert, Kyle Jones. (20) Carina Vanderleest, Steve Boyer.

Cathy Mack. (15) Kathie & Dave Krantz. (16) Diane & Randy Engh. (17) Emma Bugge, Cees de Jager, Beth Hird, Harry Erskine. (i8)

pluce

Rates: $l per word (25 word minimum) or, if contains artwork or oversized type, $50 per column inch. Phone number counts as I word, address as 6 words. Headline or centered copy, $8 per line. Private box or border, $8 each.

Send ad copy to Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660, F ax 9 49 -852 -O23 l, dkoen g @ buildin g-prod-

LUMBER SALES / TRADERS

We are a wholesale building materials distributor/remanufacturer looking for experienced self-starters with Central California (Nevada) customers. We are growing rapidly, aggressive and provide all benefits. Many in our organization earn substantial six-figure incomes. If you have customers in this area or have remanufacturing/distribution experience. we're offering opponunities with advancement potential to the right individual(s). We are also looking for experienced traders. Please mail your resume to: President. Shamrock Materials, P.O. Box 80128, Portland, Or.9'7280, or Fax to 503291-9358.

SEEKING EXPERIENCED rep for wood products in Western U.S. Fluent Spanish preferred. 401/k, insurance, expenses. If you can sell, we should talk; steve@atlaslumber.com. ooc) 59t9442.

LAS PLUMAS LUMBER & TRUSS CO., LLC. Are you looking to find a career with a company that has excellent benefits including Medical, Dental and Vision coverage? Available positions include, but are not limited to, Accounting, Credit, Design, Dispatch, General Office, Operations, and Sales. Fax resume to 95 1 -685-4195.

EXPERIENCED LOW-GRADE AND PALLET LUMBER SPECIALIST

l-eading U.S. sawmill with two locations looking for a low-grade and pallet lumber specialist with established customer base to develop a long-term sales base. Relocation is not required. Excellent benefits including Medical, Dental, Vision, and 401k. Please submit resume to: TMI Forest Products, Inc., P.O. Box U, Morton, Wa. 98356, Attention Todd Shipp, or email to: todd@tubafor.com

EXPERIENCED LUMBER TRADER WANTED

Great opportunity for experienced trader with steady accounts. 607o commission split for trader. Any product line. Relocation not necessary. Excellent office support, great credit, and financial strength. Call John at (623) 566-7 100. Lakeside Lumber Products. for confidential discussion.

ucts.com, or call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: I 8th of previous month.

To reply to ads with private box numbers, send correspondence to The Merchant, c/o the box number shown. Names of advertisers using a box number cannot be released.

EXCELLENT LUMBERYARD OR DISTRIBUTION YARD

Northern California - l9 acres - 4-car UP rail spur - 20,000 sq. ft. covered storage2,200-sq. ft. truck shop - 16,800-sq. ft. manufacturing building - truck scale. Contact Box 707, c/o The Merchant Magazine, (949) 852-1990:. Fax 949-8520231, or dkoenig@building-products.com.

POWER BUILDING SYSTEM, LLC

PBS is a stand-alone Engineered Wood Products distribution facility providing packaged floor systems to the Southern California framer and builder.

Products - 3000F Glulam, Anthony Power Joist (PRI 400), LVL, stock 24F glulam, rim board, etc.

Customers - $2.5 million order file with $11 million quote file

.5-acre yard with rail spur . $2.4 million inventory liquidation under way now

Excellent operational and technical team in place

Transfer of land lease and forklifi lease

All equipment in place for cut package to jobsite

EWP material supply agreements transferable

Call Kerlin Drake at (870) 864-8704 or email kdrake@anthonyforest.com or Hugh John Macdonald at (951) 682-88 l3 or email hmacdonald@powerbuildingsystem.com for more information.

Pole

www.poleframebuildings.com

BOARD RACKS

Stock/display boards vertically up to 16' long

Divider system uses heavy arms for compartment storage

JL1-800-992-2824

Mike

KRAUTER

STORAGE SYSTEMS

www. krauter-storage.com

ITALIAN VILLA FOR RENT

Sant'Orsola, a former Benedictine Badia, is set amidst fields of golden sunflowers with views across rolling Umbrian hills. The large farmhouse and apanments, set in extensive gardens, have been carefully renovated to preserve many original features such as beautiful beamed ceilings and terracotta floors. This year, our l2th century chapel is being restored by local craftsmen. For a relaxing, self-catering holiday in the farmhouse or apartments, Sant'Orsola is the perfect base for daily visits to cultural and spiritual places of interest and fbr immersing yourself in the rich history of the surrounding medieval cities of Perugia, Assisi, Todi and Orvieto. Visit our website at www.bellasantorsola.com fbr contact information.

Frederick Anthony "Fred" Knox, 54, formerly vice president of operations at now-defunct Homebase, Irvine, Ca., died July 14 in Tustin, Ca.

Harbanse ttH€rbtt Doman. 75. founder of Doman Industries, Duncan, B.C., died July 25 in Vancouver Island.

At the age of 12, he began selling sawdust and firewood to help support his family. He and his brothers, Ted and Gordon, started Doman Lumber in 1953, incorporating the venture two years later. Their building supply stores expanded into lumber wholesaling, sawmills, pulp mills, value-added plants, timberlands and trucking throughout the West.

After suffering a stroke in 2001, he was replaced as

president by his son, Rick Doman. In2004, after two years of operating under creditor protection, Doman Industries became Western Forest Products in a debt-for-equity swap.

Leona G. Washburn, 56, a former manager for Home Depot, Portland, Or., died of breast cancer July 24 in Portland.

GRAND PRIZE of Universal Forest Products'Ooen Joist Hemi-Powered Giveaway is a special edition Kasey Kahne Dodge truck valued at more than $60,000. Full-time employees of building material dealers and distributors can enter to win at www.openjoistracing.com,

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.

ARCATA / EUREKA / FORTUNA

BMD...................,....

BAKERSFIELD

CLOVERDALE

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

SALINAS

llonn & Crunn Crurronrn

FORT BRAGG

Holmes Lumber Co., Fred C...........,..,.....,.

FRESNO

DMK-Paci|ic.........,... iLevel by Weyerhaeuser....,..... North Pacific............

OrePac Building Products.., Taiga Building Products......

894-428'l

894-4241

Big Creek Lumber Co. (Davenport)..............,(831) 457-5024

Big Creek Lumber Co. (Paso Robles)..... ......(800) 479-7922

Big Creek Lumber Co. (Santa Cruz) .............(831 ) 476-3800

Big Creek Lumber Co. (Watsonville) ......(800) 342-2770

Cedar Valley (H011iste0 ....................,..,..,..,...(866) 202-9809

LOS ANGELES AREA

MODESTO

849-0523

225-4727

994-1393

291-9075

348-1400

Big Creek Lumber Co. (Atwater/Merced) ......(209) 356-1433

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

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

EEDDING / RED BLUFF

Gemini Forest Products.................................630\ 223-7 440 Pacific Wood Preserving...............................(530) 824-9400

Sourn:nn Cnronrn

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

Berkot Manufacturing C0....,.......,..,...............(323) 875-1 1 63

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

California Panel & Veneer........................,.,..{562) 926-5834

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

Chozen Trucking Co ......(562], 427-5672

Conrad Wood Preservin9...........................,.,(877) 381 -2314

Cramer Lumber Co., W.M. ..........,..,.,..,,.,..,...(626) 445-8556

Gemini Forest Products.............................,..,(562) 594-8948

Huff Lumber C0.................(800) 347-HUFF (562) 921-1 331

lnland Timber Co,,.., ......(213\ 462-1264

Jones Wholesale Lumber.............................,(323) 567-1301

Product Sales Co. ..,..,..,{800) 660-8680

Rio Tinto Minerals,.. ......(661) 287-5400

Stepstone, Inc...............................................(800) 572-9029

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

Toal Lumber C0,..... .......{562) 945-3889

Weyerhaeuser Building |V1ateria|s...........,......(877) 235-6873

ORANGE COUNTY & INLAND EMPIRE

AlFooast Forest Products ..................,,.,..,,.,.(909) 627-8551

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

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

Bear Forest Producrs.......... (877) 369-2327 1951 ) 7 27 -17 67

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

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

Boise (0.C.).....,..,..,. .,....(714) 255-1949

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

Building-Products.com................................,.(949) 852-1990

Calilornia Timberline, Inc....,.,.,,,..,.,.,..,..,..,....(909) 591 -481 1

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

Quolity Weslern

2x4 MllS in 8-.|0'both rough ond surfoced

Cedor 4x4 POSIS in 4,5,6,7 ,8,9 ond l0'lengths

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

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

Norlh Pacilic-So. Ca. Distribution..................(800) 647-6747

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

Pacific Cedar Supply ....(800) 969-9336

Pacific Wood Preserving.,,.,..........................(7 14\ 701-97 42

Pan Lumber C0....... ,....(909) 627-0953

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

Redwood Empire.... ......(909) 296-9611

Reel Lumber (Anaheim)......(800) 675-7335 (71 4) 632-1 988

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

Regal Custom Millwork.......(71 4) 776-1 673 (71 4) 632-2488

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

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

Stone Castle TradinS.....................................(909) 466-6300

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

Universal Forest Products.,...,..,. ....(909) 826-3000

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

SAN DIEGO AREA

Anfinson Lumber Sa|es...............,..,....,...,.....(61 9) 460-5017

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

Dixieline Lumber Co. .,........(800) 823-2533 (951) 786-9177

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

Cedor Products

lx4 B0ARDS in 4, 5 ond 6'lengths

Sournw:sr

4418

Don Keller, SolesMonoger' (541) 672-6528

2x2 cleor cedor BALUSIERS in 36,

Nt l(eller Rd., Rosebuq, 0R 97470 ' FM,54l-672-5676

FERNDALE

guide Plcurc llonuw:sr

WASHINGTON

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

SEATTLE/TACOMA AREA

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

Boise Distribution (Woodinviile)........... ..,.,.....925i qAAl qtt

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

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

North Pacific,,,,....... .......(800) 547-8440

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

Pacific Wood Preserving.......................,,......(503) 843-2122

Stimson Lumber....,. -. ..... .......ieooi ++s-gzse

Thunderbolt Wood Treating...........................(503) 936-9976

U.S. Metal Works .,.,.........-...........................iA00i sZg-Szez (503) 668-8036

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

Weyerhaeuser Building Materia1s,,................(877) 235-6873

ROSEBURG

C&D Lumber Co. (Riddle)..................

874-2241

OrePac Building Products..,,.........................(253) 582-9500

Slmpson Timber Co.

Welco lumber.,.......

Western Wood Preserving C0.......................(800} 472-77 14

Weyerhaeuser Building M-ateriats..................iazz) zss-oazs

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

SPOKANE

Boise Distribution (Spokane).........,.,.............(509) 928-7650

Bois€ Distribution (Yakima).............,,.,..........(509) 453-0305

Capilal Lumber Co, .......i509i 992-9670

Colville lndian Precision Pine Co. (omak)....(S09) 826-5927

Coos Head Forest Products...... (87 7\ 922-2213

Lumber Products..... ......(800) 926-9231

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

Vaagen Bros. 1umber.........,.........................(509) 684-5071

WeyerhaeuserCo. ,.......(509) 928-1414

Yakama Forest Products....{509) 874-1 163 (509) 874-8884

VANCOUVER

AllweatherWood Treaters (Washougal)....,.,\800) 777-8134

Boise Distribution.... ............, .....-............t900i Ogg-OOSZ

Columbia Vista Corp .....(360i 892-0770

Hardel Mutual Plywood Corp. (Chehalis).....(800) 562-6344

K Ply, Inc.........,,.,.... .....,(800) 426-7017

Savannah Pacific Corp. ......(360\ 254-8248 (800) 980-8540

BEND

OREGON

Malheur Lumber Co. (John Day) ,.,................(541 ) 575-1 1 48

seroert t-umteicb. iCroitrj. ............,.,.,

Hoover Treated Wood Products......,..

Johnson Lumber Co., D.R..........................

Keller Lumber Co.

Riddle Laminators........,.,.,.

Roseburg Forest Products..

Rg!ry_!,louilrngs COLORADO

874-2236

531-5558

874-2231

347 -7260

DENVEH

Coos Head Forest Products.,,,.................,.,.,(800i 382-3388

Gemini Forest Products............,,...................(541 ) 495-7578

J.H, Baxter.......,.,.,.. .....,.i541) 689-3801

Lumber Products..... ,.....i54ji 687-0411

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

McKenzie Forest Producls....,,...,,..,.............,(800i 773-9329

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

Western Woods, Inc......,....,..........................(800) 822-81 57

Weyerhaeuser Building Materia|s.,..,,.,..........(877) 235-6973

MEDFORD/GRANTS PASS

Allweather Wood Treaters......,....,.................(800) 759.5909

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

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

Norman Distribution Inc.................,....,,.........(541 ) 535-3465

Pacific Wood laminates...........,...,........... .....641\ 469-4177

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

Waldron Foresi Products........,....................,.isnt i +z+-soao

McMINNVILLE / CORVALLIS / SALEM

Capital Lumber........ ......(541\225-OO2O

Forest Grove.Lumber C0.................

Mary's River 1umber.......................,,............(800) 523-2052

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

Weyerhaeuser Co. (Albany).........,..,..... ........(541) 926-7771

GREATER PORTLAND AREA

Adams Lumber, 1nc............. (800) 298 -4222 l'03l 245-i 7 96

B0dy9uard....,.,........ ......i503) 6€-8800

Collins Pine C0.....,., ......is00) 759-4566

Disderolumberco. ,(333i3i1:l!J3

Hampton Lumber Sales Co.................,,,.,.....(S03) 297-7691

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

962-8780

Weyerhaeuser Building Materia|s,.................(877) 235.6873

COEUR D'ALENE

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

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

ldaho Veneer (Post Falls) ..............,,........ ....(208) 773-4St 1

LEWISTON

Bennett Foresl Industries (Grangeville).........(208) 983.0012 coosHeadForestProducrs.. l : ffilSBB.33BB

MONTANA

BILLINGS Boise Distribution Lumber Products.... weyeinaeuJJieuiuing Miieiiiii............

UTAH

OGDEN

SALT LAKE CITY

Boise Distribution... ......(801) 973.3943

BMD.,..................... ......(801)231.799.1

Capital Lumber Co. ....,.(801 ) 484-2007

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

Lumber Products..... .....(900) 838-9618

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

Utah Wood Preserving,.......(800) 666-2467 (801 ) 295.9449

Weyerhaeuser Building Maleria|s.,................(877) 235.6873

WYOMING

FAX to 949-852-0231

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

Thanle

Lumber......................

California Timberline Iwww,caltimber.com] ....................'............5E

C&E Lumber Co. Iwww.lodgepolepine.com]....'..............................E

Capital Lumber Co. Iwww.capital-lumber.coml '.............'.....'......65

Cascade Structural Laminators [www.cascadesl.com] ................42

Cedar Valley [www.cedar-valley.com] ...................36

CMI [www.craftmasterdoordesigns.com] .............23

Colville Indian Precision Pine [www.cippine.com]........................43

Dixieline Lumber Co. Iwww.dixieline.com]...........................Cover I

Distribution Management Systems Inc. Iwww.dmsi.com] ............49

Fiber Composites LLC Iwww.fiberondecking'com]........................7

Fletcher Wood Solutions Iwww.tenonusa.com] .............................38

Fontana Wholesale Lumber Iwww.fontanawholesalelumber.com] ........................................53

Forest Grove Lumber Iwww.fglco.com] .........................................19

lluff Lumber Co.............. ........................51

Ipe Clip Co., The [www.ipeclip.com] .......-................................'....32

Kelleher Corp. [www.kelleher.com].... .........'..........10

Keller Lumber Co................... .........64

Klausner [www.klausner-group.com].. -................39

Krauter Storage Systems [www.krauter-storage.com] ..........'......89

Lanxess GMBH Iwww.protectedbypreventol'com]'..'...................37

Lewis County Forest Products Iwww.titanstuds.com] ......Cover IV

L-M Equipment [www.lmsaws.com] ............ .........50

Lumbermens Credit Assn. [www.lumbermenscredit.com] ..........63

M&M Builders Supply........'

..45

Manke Lumber Co. [www.mankelumber.com] .............................53

Norman Distribution Inc. Iwww.normandist.com1........................59

Nu Forest Products Iwww.nuforestproducts.com] .......................'33

Pacific Wood Laminates Iwww.pwlonline.com] ..'....................34'35

Redwood Empire [www.redwoodemp.com] -.-....-.....--Cover II, 3

Reel Lumber [www.reellumber.com]......... ..........,.52

Roseburg Forest Products Iwww.rfpco.com] ....'.'.'..........................5

Sierra Cedar Products LLC [www.sierracedarproductsllc.com] 40

SierraPine [www.sierrapine.com] ...........................45

Siskiyou Forest Products Iwww.siskiyouforestproducts'com]......47

Sunbelt [www.sunbeltracks.com]....,.. .................,..24

Swan Secure Products Iwww.swansecure.com] .'...........................17

Swanson Group Sales Co. [www.swansongroupinc.com] .............21

TAM-Rail by TAMKO lwww.tam-rail.com] '...............................'41

Temperate Forest Foundation Iwww.forestinfo.org]'...................'66

Thunderbolt Wood Treating [www.thunderized.net] ...................25

TruWood [www.truwoodsiding.com] ........Cover III

Van Arsdale-Harris Lumber Co. ...........44

Viance [www.treatedwood.com]

Weaber Lumber Iwww.weaberlumber.com]....................................2

Woodfold Manufacturing [www.woodfold.com] ...........................26