Merchant Magazine - September 2004

The Professional Floor Choice

lWeyerhaeuser Struccurwood E.Jgc Goldo panels are available throughout North America and have become the new industry standard for improved perFormance at a good price. And we have a 2) Year Limited \Warranty to back it up.

ugh At The Elements * "m

Designed in 1991 with the harsh-weather environments of the Pacific Northwest in mind, Structurwood Edge Gold@ panels combine a proprietary wood-resin combination to provide superior resistance to edge swell. They stand up to weather - keeping the work flowing and the jobsite going.

The PeffeCt Fit Each Structurwood Edge Gold@ panel is en6;ineered to be the same as the next. Our tongue and groove is designed to make installation a snap. That means faster installation, fewer callbacks, and increased customer satisfaction.

S.wing l3 Uerlom St to., IncludlngALrk .nd ll.w.ll

(gster puAication Euilding Products Digest seves the East)

PUBLISHER Alan Oakes (ajoakes@aol.com)

PUBLISHER EITERITUS David Cutlet EDITOR David Koenig (dkoenig@building-products.com)

ASS0CIATE EDITOR Lisa Maresca (lmaresca@building-products.c0m)

CONTRIBUTING EDITOFS

Dwight Curran, Carla Waldemar

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

CIRCULATION Heather Kelly (hkelly@building-products.com)

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

How to Advertise

Contacl our advertising oftic€s lor rales: WEST, MIDWEST, SOUTHEAST: Chuck Casey, Newport Beach, Ca.; (949) 852-1990; Fax 949852-0231 ; Email ccasey@building-products.com

N0RTHEAST; Paul Mummolo, Brick, N.J.; (732) 899-8102; F ax 7 32-899-27 58; Email pmummolo @aol.com

How to Subscribe

Contact Heathet at (949) 852-1990

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Pulling the plug on a customer

Are there some orders you wish you never had? Are there some buyers you wish you could never speak with again? Are there some customers who are just not worth the grief of dealing with?

Admit it-the sad fact is that we all have them. We are all looking for the next sale, but often ignore signs that a certain piece of business or certain customers are simply not worth it. It may be because there is no real profit, the customer always finds something to complain about that costs you, you cannot trust them, or they do something unsavory. Down the road, we live to regret our decisions, and then when the phone rings the next time, we go and do it all over again with the same customer. The hardest thing for some people to say is "No."

Once in a prior life, a very national wholesaler sent us shortage credit invoices after every shipment to the point it was clearly not true-every one written, I may add, in the same hand. After a while, I decided to have every shipment reviewed by the warehouse manager before we shipped, and yet shortages on every shipment continued to be claimed. I personally called them

ALAN OAKES publisher ajoakes@aol.com

and carefully advised them that we were concerned about their request for shortages and had taken steps to have every shipment triple checked-thinking that would stop them. Still the claims came, along with slow payments. I made a tough decision to discontinue all shipments to this company, which represented about ll%o of our business. I held every order for about six weeks before their c.e.o. called me personally and demanded that I meet them at their Hq. and explain myself. I did, and I laid it out that I saw no value to our mutual relationship due to slow payments, high credits resulting in low or no profitability, and poor communication, and saw no reason to continue doing business in the future. I vividly remember my knees knocking together under the table at the time. After a heated debate about, "How could I not trust them?", they agreed to meet our terms of business, and we started shipping again. Miraculously, we rarely saw another credit claim.

On another occasion, a wholesaler became totally untrustworthy due to some very questionable business practices. While our competitors capitulated

to them, I refused to supply them for about two months, before a clearing of air, releasing of orders and keeping them on a very short leash. Their c.e.o. later moved on, and I recently noted that he has resigned from a publicly traded company that is under investigation by the SEC for accounting irregularities. Not a surprise!

Looking back over a number ofjobs and industries, there were several companies that I decided were far more trouble than they were worth. Time and effort would be better spent on developing other or new customers. Marginal customers who want, want, want are rarely worth it. If you find the customer insufferable. a time-wasting nuisance. remember what's likely to follow.

I think one of the hardest lessons to learn in business is to cut your losses and walk away from negotiations-or from a customer. I am a great believer in the old adage that 2OVo of your customers give you 80Vo of your revenue and profits. If the tough customers are in the 807o, I think there is good reason to question whether you really want their business at all. Generally, most people who are difficult to deal with during negotiations rarely change. Experience has taught me that when it does not feel right, listen to your instincts and walk away. Part of the reason for writing this column was based on dealing with a potential customer today, and the bad taste left in my mouth after two recent communications.

I have had many difficult customers over the years, but many were fair and many were right. You learn a lot about people by how they act, their demeanor under pressure. and how they negotiate. Difficult negotiations do not mean the customer should be ignored, but one factor rarely included in your price is the transactional cost ofjust doing business with that client. Any disproportionate time on managing a sale or customer depletes profit from that sale. Marginal profit deals invite Murphy's Law to take hold (whatever can go wrong, will go wrong). When you feel you are being bled, it is time to say, "No thank you."

ARIENTED strand board is now \-/coming close to capturing nearly all of its core market. Seventy-five percent of North American homes built are sheathed with OSB floor, wall and roof panels. Further growth in this market is possible, but limited due to a minority of home builders and owners who will only use plywood.

"In order to see the sort of growth that OSB experienced from the early 1990s when it began to overtake plywood in the residential construction market, OSB makers will need to focus on developing value-added specialty products, and most importantly, expand into new non-residential markets," says Mark Angelini, Structural Board Association.

Because OSB is an engineered product, it is uniquely suited to be adapted for new specialty applications requiring lighter weight, smoother surfaces, durability and moisture resistance. The product is made of tree strands that are oriented horizontally or vertically in different layers that are pressed into structural board with waterproof resins. The strand or flake orientation, dimension and length of the flakes, and resin content can be adjusted to develop more flexible or stiffer panels that are suited for different applications.

More resin, fbr example, increases stiffness, durability, load tolerances and resistance to edge swelling. Specialty OSB panels for flooring have a higher resin content. Research findings have also shown with longer, thinner strands will improve most

board properties by providing more actual contact area and better stress transfer.

The recent spread of specialty OSB products also coincides with marketing advances in which several products incorporating an OSB member or panel are sold and promoted as a single, branded package. The most successful specialty OSB product introduced nearly l0 years ago was the Ijoist, made of wooden or engineered

lumber flanges connected by an OSB web. I-joists now are combined with OSB panels and marketed as complete flooring systems. Additional packaged OSB specialty products, providing greater value than separate panels, parts or members, are making a strong mark. They include:

High Performance Subfloor Sheathing

More producers are penetrating the subfloor market by offering products

OSB Capacity & Production 2004-2009 Forecast

Capacity shown is sttuctural panel at year-end. For new mills, the lull annual capacity was included in the yeat of staft.up. Capactty includes a lorecast of new mills as well as capac$ rcsulting hon mill modemization and mill closures.

Wood

OSB.=:dffi

Company

(including number of 0SB plants)

Louieiana-Pac.itic Corp., Nashville, Tn.

14 plants: Haneevilte, Al.; Oawson Creek, B.C.; Woodland, Me.; Athens, Ga.; Houfton, Me.; Sagola, Mi.; Two Harbors, Mn; Hayard, Wi.; Swan Valley, Manitoba; Boxboro, N.C.; Jasper, Carthage, Tx.; Maniwaki, St.-Michel, Chambord, Quebec

Weyerhaeuser Co., Federalway, wa.

9 olants: Arcadia, La.;Grayling, Mi; Elkin, S.C.; Sutton, W.V.; Drayton Valley, Edson, Alberta; Wawa, Ontarro; Miramichi, Hudson Bay, Saskatchewan

EI

Norbord Industrieg, toronto, onhrio

r g olants: Hughley, Al.; Cordele, Ga.; Bemidji, Mn.; Guntown, Ms.; Joanna, S.C.; Jetferson, Nacogdoches, Tx.; La Sane, Quebec

Georgia-Pacif ic Corp., Atlanta, ca.

6 plants: Fordyce, Ar.;Grenada, Ms.; Dudley, N.C.; Brookneal, Skippers, Va.; Mt. Hope, W.V.

IiI

I

r

Grant Forest Products, Englehart, ontafio

3 olants: Englehart, Timmins, ttign Level 150oro

with Ainsworth)

fotfo Industries, Hish Prairie, Atberta

3 olants: High Prairie; Slave Lake, Alberta; Meadow Lake, Saskatchewan

f,l Huber Engineered Woods, ctralotte, t't.c.

4-planls: Commerce, Ga.; Spring City, Tn.; Easton, Me.; Crystal Hill, Va.; (sth plant opens in 2004 in Broken Bow, Ok.)

Ainsworth Lumber, 100 Mite House, B.c.

3 olants: 100 Mile House; Grand Prairie, Alberta; High Level, Alberta (50% JV with crant)

Potlatch Corp., spokane, wa.

lglanls: Cook, Bemidji, Grand Rapids, Mn.

Slocan Forest Products, Richmond, B.c.

1 olant: Fort Nelson (Bought in 2004 by Canfo0

Boige, Boisie, tu.

ldrot Barwick (Bought in 2004 by Ainswonh)

Martco Partnership, Le tvloyne, La.

1 plant: Le Moyne

Tembec, Inc., Temiscaming, Quebec

1 olant: Sl.-Georges-de-Champlain, Quebec

with better durability, thickness tolerances and longer warranties against material imperfections such as delamination and edge swell.

These high performance subfloor sheathing or single floor OSB panels are now in direct competition with similar plywood panels, and are becoming more readily accepted by most builders and designers.

Treated 0SB

Several products are now on the market for areas that are prone to insect infestations such as termites. Panels are treated with borates or copper-based preservatives that are highly efficient as insecticides, while at the same time imparting a higher moisture tolerance than untreated commodity OSB panels. Improved mold- and fire-resistance are added benefits.

Thermally Reflective Overlaid OSB

A number of companies have developed a decking product in which foil is overlaid on OSB boards. The result is a radiant barrier sheathing that significantly reduces heat transfer through the roof. reduces attic temperatures, prolongs the life of heating and air conditioning systems, helps retain heat during the winter, and cuts energy costs.

Overlaid OSB

Companies, such as Kronopol, have also pioneered innovative flooring systems for basements. There are other various brands but the concept is the same: OSB or waferboard subflooring tiles glued to polyethylene cleats, high density polystyrene or corrugated plastic are placed on the cement basement floor, typically without nails or glue. Airflow is created between the cleats and the floor. deterring mold and allowing for moisture to be channeled away to a central drain. Various types of flooring (laminate, vinyl and engineered hardwood) can be placed over this subfloor system. The result is a warmer. drier, less dusty and more comfortable basement.

Rim Board

Several producers offer these specialty OSB products as part of a package, installed as perimeter beats in IJoist floor systems. They consist of thick OSB, usually l-118" or l-114" thick, with higher compressive properties to resist vertical gravity loads from the walls above.

Stairs

Some OSB manufacturers, such as Ainsworth Lumber and Weyerhaeuser, market engineered stair systems combining OSB treads, risers and stringers, which are marketed as single branded packages that eliminate squeaks and provide solid dimensional stability.

Siding

Another OSB manufacturer's panel siding combines OSB with a paint-based overlay that creates a cedar grain texture. It doesn't look like OSB but a natural wood product. Keys to its weather-, insect- and moisture-resistance are its resin-saturated composition, borate-based treatment, and edge and groove coating. This product signals OSB gaining a larger share of the siding market in which sales last year were dominated by stucco and related non-brick masonry materials, vinyl and wood.

Aside from applications for new residential construction, there is significant potential for OSB products to tap the remodeling and industrial markets, respectively the largest markets for OSB following residential construction. OSB already is being used for packaging and crating, chair seats and backs, decks and platforms, furniture frames, trailer walls, and shelving and display racks. The aim for manufacturers is to develop OSB products with greater value benefiting business users and consumers. This has begun in some key categories that many previously found difficult for OSB to succeed in.

Concrete Forms

The largest obstacle to OSB penetrating this market was finding a reliable and cost-efficient means to combining OSB with an overlay to avoid imprinting OSB's strand surface on concrete and to developing a board that was resistant to damage over multiple pours. Louisiana-Pacific Corp. has tapped this market with an OSB concrete form that has a higher concentration of resin, creating strength and durability. The board also has a smooth medium density overlay-properties that put it on a par performance level with competing fir concrete forms. This also marks OSB's deeper entry into the concrete form market.

0riented Strand Lumber

At least one firm, Grant Forest Products, is marketing oriented strand lumber for use in molded upholstered furniture frames. OSB used in furniture applications is generally developed under the same principles as ordinary structural OSB except that longer strands all oriented in one direction are utilized with more resin to create thicker wood members. OSL replaces solid wood for furniture parts including stress rails, arms and backs.

The Future

More breakthroughs are expected in molded OSB for furniture and OSL for lumber framing. "These products are likely to enter the market within the next five years," says Angelini. "The impact will be considerable."

According to Angelini, OSB won't just match or better non-engineered products in these categories as far as price or product performance. He said, "It will also have an environmental advantage over traditional wood products because OSB uses all parts of the tree and is harvested from fast-growth species or plantation thinnings-factors that help promote environment management and efficiency."

fiRIENTED strand board has \-fmatured from a questionable alternative to plywood in the early 1980s to the most widely used structural sheathing panel in North America. Demand for OSB continues to rise, thanks to a healthy housing market-in which new construction and remodeling jobs consume about l57a of the industry's annual production of 4l billion sq. ft. of OSB.

The OSB industry also enjoys environmental benefits because modern panel manufacturing uses more of each tree harvested and relies on f-astgrowing, non-traditional timber species instead of those from oldgrowth forests. Unlike other types of building materials, the OSB manufacturing process uses nearly IOOVa of a log for the finished product.

Broader Applications

One of the primary reasons that OSB now dominates the structural panel market, from a mere 4Vo share in 1980 to 57Vo share in 2003, is the broadening range of applications for the material. Another reason is the cost effectiveness of manufacturins

xt Aeneration of OSB

OSB panels. This significant cost savings is passed on through the channel from dealer to builder to homeowner.

OSB is currently manufactured to several thicknesses and performance values that allow specifiers and contractors to achieve what they need for certain applications, as well as allowing wholesale and retail lumber dealers to broaden their inventories to solve explicit needs. For instance, upgrading from a nominal l/2-inch to a 5/S-inch OSB subfloor panel creates a stiffer floor assembly. In addition to the variety of thicknesses, OSB also offers flexibility in panel size from the standard 4x8-ft. panel, to panels manufactured in sizes up to 12x24 ft., accommodating an even greater variety of uses, including recreational vehicles and other factory-built structural components.

OSB panels are engineered to withstand job site conditions and exposure to the elements. The most reliable brands of OSB, such as Structurwood Edge Gold. achieve a minimum "Exposure l" rating, in which the panels are designed and manufactured to endure limited exposure to rain and moisture before they are eventually covered by flooring, roofing, siding, and finish materials.

Premium panel products often have even higher exposure ratings. The TJPerformance Plus Panel, a component of Trus Joist's Frame-Works Floor System, for example, is specifically designed for performance with proprietary design values. By using this system, a builder can achieve a stiffer, more solid floor without using a thicker panel.

Other grades are designed for

industrial uses, such as cabinets, cladded window and door components, shelving, or furniture in which no exposure to the weather or to excessive moisture is expected.

Product Improvements

For the thousands of engineers, architects, contractors, and suppliers who increasingly rely on OSB panels in various construction applications, manufacturers continue to make improvements that address specific conditions.

From floor systems to shear walls, OSB panels are the structural panel of choice to achieve what architects and builders tout as a "systems" approach

0SB

is

manufactured to several thicknesses and perlormance values that allow wholesale and retail dealers to broaden their inventories to solve explicit needs.

to residential design and construction; that is, a home that provides better comfort. requires less maintenance. and provides improved long-term durability by virtue of the way its properly installed parts work together and impact the performance and reliability of other products in the home.

This "systems" approach to building has become more popular, especially with regard to structural assemblies. as the issue of moisture control

continues to be a hot button among homebuyers. While Exposure 1-rated OSB panels are manufactured to resist the effects of water and moisture. manufacturers have upgraded the OSB panel's ability to shield itself (and thus the floor assembly) From moisture infiltration and potential damage, specifically damage from swelling along the edges of the panel. Structurwood is also among a few brands in which the tongue-andgroove design of the panel's long (8foot) edge is self-spacing, thus saving time and labor costs while ensuring proper installation.

Additional product enhancements that address ease-of-use include prestamped grid lines on the panels in common construction measurements to simplify and hasten measuring and cutting chores. Other improvements to OSB over the years include: improved orientation of the layers of the strands which increases the strength of the panel; edge seal which aids in the prevention of water absorption on the job site; and treated panels to protect from wood-destroying insects.

Panels such as Weyerhaeuser's Structurwood RBS (Radiant Barrier Sheathing) also feature a layer of perforated foil that reflects up to 97Va of the sun's heat and radiant energy. Used as roof sheathing, this product can reduce heat build-up in attics, translating into energy savings and increased property value for the homeowner.

Industry Challenges

Although OSB has traditionally been an affordable building product, the industry's drive to continually broaden its applications and improve its products has fostered a demand that, at times, puts it at near-capacity production causing price fluctuations. Current production is at an estimated 90Eo capacity -the highest percentage since 1998-99-and prices have risen sharply since 2003.

With demand not expected to slacken any time soon, OSB providers are working to add capacity. Six new manufacturing facilities in the U.S. and Canada are on the boards and expected to go online during the next four years, resulting in a net gain of more than 2.4 billion sq. ft. of North American production capacity.

This new capacity will help meet the 9Vo growth in housing starts projected during this decade, while stabi-

lizing prices and availability.

Along the entire building materials supply chain, OSB has become the staple of the structural panel market. From its beginnings in the 1980s to its

continued growth in capacity and market share, the OSB industry remains committed to evolving its products to suit a variety of construction and industrial applications.

WE TREAT WOOD RIGHT... QUALITY PRESSURE TREATED

WOOD

Proud

3400 Patterson Rd. (P.O. Box 890), Riverbank, Ca.95367 thunderbolt@bigvalley.net

(800) 826-8709 . Fax 209-869-4663 www.thunderized.com

Bob Palacioz, Regionul Sales Manager . (916) 402-3248. bobpalacioz@sbcglobal.net

OSB'S varied thicknesses and grades allow contractors to address multiple applications.

Gaution! Beware ol substandard imported plywood

By Kevin Hayes APA-The

ffOT DEMAND and high prices in llNorth America have created a big market opportunity for imported wood panel products. Some of these products, however, may not live up to the quality that builders have come to expect from the North American wood structural panel industry.

APA-The Engineered Wood Association recently consulted on a residential job in Maryland and a commercial project in Pennsylvania and found that inappropriate panels were used in both jobs. In one case, the panels were marked with incomplete grade stamps; in the other, the panels were unmarked. In both cases, panel quality was substandard for the intended application, and the panels were removed from the job sites.

In the first occurrence, Walt Schneider, P.E., with John C. Haas Associates had specified 3/4" Plyform panels for a complicated ramp demolition/rebuild for Pennsylvania State University. The forms were in place before the demolition began and would remain through the new pour.

Workers had complained about weak panels, and when one snapped under the weight ofa worker, Schneider investigated. The panels had no grade markings, making it impossible to verify veneer grade, certification or country of origin. The questionable panels were torn out and replaced with certified panels.

"This is nasty stuff," Schneider said. "As a structural engineer, this scares the hell out of me."

In the second instance, Bill Bryant, chief building inspector for Anne Arundel County in Maryland, was called to inspect plywood used as wall and roof sheathing on a residence in his district. The stamp included a

third-party certification mark; however, Bryant has seen enough stamps to know that the mark didn't look right. His instincts proved correct, as the stamp did not provide the information required by the product standard nor the building code (i.e., the certification agency trademark, span rating, thickness and bond classification).

Bryant had the offending product torn out and replaced with properly certified product. Bryant, a veteran building official who logs upwards of 35 inspections per day, has noticed an increase in imports and questions product consistency with required quality standards. It was determined that the imported plywood in question was manufactured for non-building construction use such as pallets, but the panels had been misapplied in a sheathing application. While culpability is hard to pin on anyone in particular, a general lack of grade stamp knowledge along the distribution chain is clearly contributing to problems expressed herein.

APA remains vigilant against counterfeits and product misapplication in North America to protect builders and the public.

Why should distributors, dealer and builders care? Engineered wood products, like many U.S. products, are manufactured under voluntary product and performance standards (PS 1-95 Construction and Industrial Plywood, PS 2-92 Performance Standard for Wood-based Structural Use Panels).

The Office of Standards Services of the National Institute of Standards and Technology (NIST) assists in developing voluntary product standards on a nationwide basis through the cooperative efforts of producers, distributors, consumers, and users. Imported or

nest llme to WF check grad- W', ing stamps is

when the bundles are cut. Grading agencies in the U.S. have clearly defined stamps. The typical APA stamp will have the following information:

. Certification agency mark

. Panel grade (Sturd-I-Floor, Rated Sheathing, Rated Siding or plywood grade [A-C, C-D])

. Span rating and thickness (e.9., a span rating of 32116 means that the panel can be used for a maximum span of 32" on a roof and 16" on a floor)

Exposure classification

(Expo-sure I panels are suitable for wetting and drying under normal construction conditions; Exterior panels are designed for long-term exposure to weather)

. Mill number

. Product or Performance standard (PS l-95, PS 2-92, PRP-108)

Substandard panels often give themselves away during installation. Panels that flex excessively or break under low loads may be manufactured from species with inferior strength or with improper adhesive bonds. If dealers or builders have concerns as to the validity of the mark, call the APA Helpline, (253) 620-7400. A photo of the stamp may help determine the source and course ofaction.

off-grade products, may not meet the strict criteria necessary for the intended application. Such panels could certainly impact building durability or, worst case. compromise safety.

Policing this threat is up to the professionals within the industry; code officials, builders, specifiers, designers, engineers, dealers and certification agencies all play a role in keeping substandard product off the market.

Engineered Wood Association

Canfor is North America's largest producer of SPF lumber. With over 5.2 billion board feet annually, you're always guaranteed a consistent supply. And because Canfor lumber is milled with the latest technology, optimally kiln-dried, and carefully wrapped - all for greater straightness and fewer defects - you can also be sure you are getting a consistently higher level of lumberrM. See for yourself and demand Canfor lumberforyourcustomers. www.canfor.com

THERE IS ONLY ONE THING AS IMPORTANT AS CONSISTENT SUPPLY. CONSISTENT GIUALITY

etitive ligence

By Carla Waldemar

n ALPH Osmando is the first to

I\admitit;

He's been born again. Ralph had been a salesman in the industry for over 16 years, but joining New Jersey-based Bradco Supply four seasons ago was the like the Second Coming. "Within a week, I wished I'd been here all my life," he testifies.

"When Barry Segal, the owner, sat down with me, I was shocked-honestly!-to find he was a genuinely real, down-to-earth person, who talked to me about opportunities with the company. I'd never met that kind of owner before-none of this 'upstairs is upstairs' stuff. I'd never had that kind of openness. And his son, Brad, the president, is the same kind of leader. That's what really made me decide to work here-the door's always open."

In return, Ralph brought a list of builder customers that just wouldn't quit. "My following is"-he searches for a word-"is unusual," he lights upon it, "in an industry not known for loyalty. I'd built relationships in the

field. I'd grown with them as they grew from one house to multi-tracts."

The market has changed dramatically over those 16 years, he agrees, but not the loyalty he evokes in his customers. Ralph is one of those fellas who doesn't shrink from the "C" word: He commits to their success. Starting out in the '80s, "I got real involved in their businesses. I'd come home at night and my answering machine was all lit up. Then came the recession, and I was back to square one. But I nurtured those guys through the hard timest I worked to keep them afloat, and the rewards are still with me," he's won the right to boast.

A hint of wonder creeps into his voice as he talks about a recent phone call from a big developer. He recounts. "I'd worked with him l4 years, from when he started out sweeping floors till he became vice president. Now he says to me, 'Price shouldn't be such an issuet there's so much more value in lovaltv. And I

know I can count on you.'

"I was taken aback," Ralph reports. "Hearing that was the best reward of my career."

Here's another. When hailed in an industry publication for his outstanding success as a sales rep, a call came from a competitor. "Thank you," his rival told him. "Why?" "Because you made it seem possible to achieve what you've achieved."

Competition in his neck of the East is "strong-very rugged. But, to tell the truth, it's fair. It's just part of the industry," he believes. And it drives Ralph to new heights of service. "l'll never, ever stop putting little pieces in my car rather than wait to schedule a truck." he maintains.

Yet he's on top of the bigger picture, too. "'You've got to stay focused," this sales pro has learned"and not get lost in the details. I balance my time, or I wouldn't be talking to you," he kids a reporter. "Still, my day doesn't end at 5 o'clock. I'm busiest between 1 and 8 or 9 at night. It's a way of life," he states. "It's what I do."

What he does also includes hooking his clients up with Bradco's "really strong" credit department, if necessary. And while the company doesn't undertake installing, he introduces subs to customers and lets the builders make their own selection. "Matchmaker?" he ponders a listener's query. "Not a bad word. ..."

But not a divorce attorney. Asked if he ever fired a customer, he answers, "l wouldn't go that far. We try to talk and salvage the relationship, as I did in the late '80s. That Person then will never forget you.

"You can show them ways to help them. like how to maximize their budgets, find a less costly product that will work as well. There are programs we can put them on."

In-house, he nurtures the same kind of affiliations. "Here, there are strong

r

CURTAIN TRAILER rolls out of Bradco Supply yard, on its way provide customers with the chain's hallmark: service.

branch managers, who help me get things done. If it weren't for these relationships, the job wouldn't get accomplished. These interior relationships are vital, too," he underlines his message.

Those ties begin with Rick Fiore, Bradco's new-business development manager, whom Ralph had known for years. In fact, "We competed against each other. Then Rick joined this team a while back to round out the balance of marketing and sales."

It's a good match: "A lot of faith is put in me." In turn, Ralph sweats for his commissions. "I make every customer feel like he's my only one. Maybe he calls and needs to see me at 3:00 in the afternoon; well, either I get there or very politely let him know I just can't arrange it and find a good alternative. I'm on the road constantly, maybe only back in the office once or twice a week to pick up samples" and tune in to "the people in the trenches who help me when I'm on the road. I give a lot of credit [for sales achievementsl to having the right people around me-branch managers, regional managers, who help me in make immediate decisions-ones that will benefit both the company and the

customer.-'

The premium his builders treasure mostno surpriseis service. "You've got to be aware of your customer's needs and keep a step ahead of him [without insulting him], so there are no delays," Ralph explains. "My inside guys back me up on this, too-'no coil sheathing? Did he forget to order it?' They'll check."

He's savvy to the vastly differing needs of tract builders and of remodelers and massages them accordingly. "For new construction," he says, "I try to package it all together as if it's a lumber drop-as complete as possible. [For me] it becomes repetitive, based on their model. But for a remodeler, that one order is more significant to him, and you pay attention to every bit of the details. He's got a variety of needs, and they're changing on a daily basis."

An innocent question: With your strong following of repeat customers, are you still scouting for new business? "Every day of my life!" Ralph shoots back. "If I see a trailer or trees being cleared, I do some investigation. I'll cold-call. then set an appointment. do a takeoff, show them a variety of plans, point out needs-even some

Trade Secrets: Just the Facts

Founded: 1956 in Avenel, N. J.

Principals: Barry Segal, c.e.o.; sons Brad Segal, president, and Martin, operations

Facilities: 130 locations, from Arizona to the Atlantic Ocean; in the process of acquiring several dozen Wickes stores

Revenue: $1 billion by end of 2OO4

Rick Fiore on Bradco: The word Rick uses most is "passion. That's why people love doing business with this company. The culture is so honest, so legitimate, in a world that's not."

they didn't know they had," he laughs. "I offer valuenot just price."

He also offers the company's new hires a high-octane shot of mentoring. "I'll help them find out that this is a career, not just a job," he says. "I realized that when I came to Bradco."

- A former award-winning LBM trade maga:ine editor, Carla Waklemar writes.frequently on the building material industry. Contact he r at cwaldemar @ mn.rr.L'om.

R:rln:ns

Yancey Lumber Co., Newman, Ca., in July began construction on a new retail building ...

Building Materials Holding Corp. subsidiary BMC Construction, Inc. has acquired the remaining 49Vo interest in its Northern California construction partnership, KBlNorcal ..,

Benton Habitat for Humanity, Corvallis, Or., opened an 8,000sq. ft. building materials store in August in the former Tum-A-Lum Lumber building; Habitat for Humanity Discount Home & Building Supply will carry donated items for home improvement projects including windows, doors, paint and cabinets

Lowe's Cos. opened 116,000-sq. ft. home centers Sept. I in Idaho Falls, Id., and Aug.27 in Aliso Viejo and S. Bakersfield, Ca. ...

Lowe's will break ground before year's end on a 135,152-sq. ft. store in Palm Desert, Ca.; is considering an ll-acre site at the foot of the Lewis and Clark Bridge in west Rainier, Or., and is using recycled concrete to fill utility trenches while constructing a new store in Clackamas, Or.

Home Depot opened new stores July 29 in Queen Creek, Az, and Rio Rancho, N.M., and July I in Peyton, Co.

Home Depot anticipates a Jan. 6 opening of a 132,000-sq. ft. store

FAX us your news!

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

Just FAX vour news to 949-852-0231.

(a trce seNhe)

in Ontario, Or.; proposed a 101,635-sq. ft. store on 10.5 acres in Santa Rosa. Ca.: is in talks to build in Corvallis and Hermiston, Or.; is eyeing a site in Pendleton, Or., for a 110,000-sq. ft. store to open next fall; started construction in Sequim, Wa., and by the end of 2005 will build a 125,000-sq. ft. store to anchor the redeveloped, 62-acre Crossroads Mall in Boulder, Co.

Home Depot agreed to become an adviser to MoverSource. while launching www. homedepotmoving.com to assist customers with the moving process...

Schemper's Ace Hardware, Ripon, Ca., hopes to break ground in December on a larger 13,000-sq. ft. replacement store with 3,000sq. ft. nursery for a November 2005 opening ...

Ace Hardware opened a new location in Laurel, Mt.

Hale Lumber Co., Morgan Hill, Ca., lost $3,000 in a late-night July 25 burglary; the culprits entered through the roof ...

Wrorrslr:rs/trnurrerur:ns

Stockton Whole sale Lumber Co., Stockton, Ca., completed a 3.5-acre expansion in its engineered wood products division to total 7.5 acres

Timberlake Forest Products is opening in a 40O00-sq. ft. building in the Spokane Business and Industrial Park, Spokane, Wa.; the firm will begin producng fingerjointed studs in October, creating 36newjobs...

Schuck & Sons Construction, Glendale, Az., has purchased G-l Industries,Magna, Ut. ...

PML Forest Products, Grants Pass, Or., has been acquuired by Hambro Forest Products, Crescent

City, Ca., and renamed HFP Inc. Reloading, Warehousing & Distribution ...

Atrium Cos., Dallas, Tx., agreed to buy the assets of window installer West Coast Custom Finish, Palm Springs, Ca. ...

Pacific Coast Building Products subsidiary Basalite Concrete Products plans to add a concrete products sacking operation at its Dixon, Ca., facility, anticipated to come on line in the spring ...

United Wood Producfs, Everett, Wa., avoided structural damage from a fire that broke out in a pile of wood waste about 3:00 a.m. Aug. 30; investigators are considering possible causes, including spontaneous combustion...

Potlatch Corp., Spokane, Wa., has become the first U.S.-headquartered, publicly traded forest products company to certify its Idaho lumber and plywood manufacturing operations under the standards of the Forest Stewardship Council

Big Creek Lumber Co., Davenport, Ca., has joined the Califurnia Redwood Association ...

Cosorcio Comex S.A de C.V., Mexico's largest paint manufacturer, agreed to acquire the stock of Profe ssional Paint Inc., Lone Ttee, Co.; divisions include Duckback Products, Chico, Ca.; Frazee Paint, San Diego, Ca.: Kwal Paint, Denver, Co.; Parker Paint, Tacoma, Wa.; Stellar Kwal Paint, Dallas, Tx.; General Paint, Vancouver, 8.C., and ldeal Paint, Toronto...

Housing starts in July (latest figures) rebounded, jumping 8.37o to a seasonally adjusted annual rate of 1.978 million ... regionally starts ranged from up 4.3Vo in the

(Please turn to page 53)

Grvr vouR cusToMERs A DEcK THAT LAsrs LIKE THE MEMORIES IT CREATES.

Jlmagine a deck that still looks naturally beautiful years after it's installed. lmagine how satisfied your customers would be. Not all composite decking materials are the We've engineered time-resisting materials in a composite construction. And, unlike other composite deck products, ours is made with a higher natural fiber content for added natural beauty, enjoyment and comfort. So your customers'feet can grip the luxurious grain-like finish of our boards. And their eyes can en.joy the warm, rich, natural beauty of Nexwood year after year. No painting or staining. No rotting or warping. And absolutely no splinters. 'Cause Nexwood's natural looking composite decking is meant to be played on, not worked on. Use Nexwood composite products for docks, decks, railings, fences and a host of accessories. For moments your customer will enjoy for a lifetime, visit www.nexwood.com or call 1 -888-763-9966

Listings are often submitted months in advance. Always verifi dates and locations with sponsrtr befttre making plans to attend.

Srprrmrrn

Lumber Association of California & Nevada - Sept. 9, educational fund golf tournament, Westridge Golf Course, La Habra, Ca.; (916) 369-7501.

International Mass Retail Association - Sept. 12-14, anwal convention. Dallas, Tx.; (703) 600-2020.

Jensen Distribution Services - Sept. 18-19, market, Spokane Convention Center, Spokane, Wa.; (509) 624-1321.

American Wood Preservers Institute - Sept. 19-23, fall technical committee meetings, Antlers Adam's Mark Hotel, Colorado Springs, Co.; (800) 356-29'14.

Hoo-Hoo International - Sept. 19-26, anntal conference, Alaskan cruise; (888) 245-1900.

National Lumber & Building Material Dealers AssociationSept. 23-25, Industry Summit/annual convention, The Breakers, Palm Beach, Fl.; (800) 634-8645.

International Lawn, Garden & Power Equipment ExpoSept.24-26, Louisville, Ky.; (800) 558-8767.

Hardwood Plywood & Veneer Association - Sept. 26-28, fall conference, Toronto, On.; (703) 435-2900.

National Hardwood Lumber Association - Sept. 29-Oct. 2, annual convention. Toronto, On.; (901) 377-1818.

0crorrn

Forest Products Society - Oct. 4-6, housing durability conference, Aladdin Resort, Las Vegas, Nv.; (608) 231-2152.

Wood Products Manufacturers Association - Oct. 6-9. annual meeting, Cranmore Resort, Lennox, Ma.; (978) 874-5445.

Lumber Association of California & Nevada - Oct. 7. 2nd Grorvth meeting/EWP seminar, Coast Long Beach Hotel, Long Beach, Ca.; (916) 369-7501.

Mountain States Lumber & Building Material Dealers Association - Oct,7-9, fall management conference, Inverness Hotel & Golf Club, Englewood, Co.; (800) 365-0918.

TruServ - Oct. 8-11, fall market, Orlando, F1.; (773) 685-5000.

Association of Millwork Distributors - Oct. 9-13. annual convention, Salt Lake City, Ut.; (727) 372-3665.

Los Angeles Hardwood Lumberman's Club - Oct. 14, annual charity golf tournament, Coyote Hills Country Club, Fullerton, Ca: (714\ 239-2101.

Wood Solutions Fair - Oct. 14. Doubletree Resort. Scottsdale, Az.: (613\ 747-0466.

Silver Dollar Open Golf Tournament - Oct. 14-15, Alta Sierra Golf & Country Club, Grass Valley, Ca.; (530) 662-6053. Do it Best Corp. - Oct. 16-19, fall market, Indianapolis, In.; (219) 748-5300.

American Architectural Manufacturers Association - Oct. l720, fall meeting, Naples, Fl.; (847) 303-5664.

Polyurethanes Conference - Oct. 18-20, Las Vegas, Nv.; (703) '74t-5656.

Timber Products Inspection - Oct. 19-22, lumber grading course, Vancouver, Wa.; (770) 922-8000.

Metalcon -Oct.20-22, Las Vegas, Nv.; (800) 537-'7'765.

American Lumber Standard Committee - Oct. 21. board of review meeting, Washington, D.C.; (301) 9'12-l7OO.

Architectural Woodwork Institute - Oct. 2l-23, annual convention. Opryland Resort, Nashville, Tn.; (703) 318-1526.

North American Wholesale Lumber Association - Oct,2l-23. Traders Market, Hyatt Regency, Chicago, Il.; (800) 527-8258.

APA-Engineered Wood Association - Oct.22-24, annual meeting, Registry Resort & Club, Naples, Fl.; (253) 565-6600.

Door & Hardware Institute - Oct. 28-31, annual convention, San Antonio. Tx.; (703) 222-2010.

NATURAT BEAUTY, SuPtR-NAT JRA- sIREN6T"

re Workability.

When a builder selects a piece of Swanson Douglas-fir, he knows he has the best plywood, stud, or dimension lumber available. Doug-fir is the preferred species because of its superior stability, strength, stiffness, and workability in residential and commercial framing. Swanson Group's precision milling and rigid quality control ensure that every product meets the highest industry standards. We back our products with excellent sales support, timely delivery, and unsurpassed service. Contact your distributor about purchasing any of Swanson's Doug-fir products.

. Doug-fir/flemFir Studs

. Doug-fir Dimension Lumber

. Doug-fir Plywood Products: Sturd-I-Floor SandedPlywood

Plywood Siding Plywood Sheathing Right grade. Right service. Right here.

Yisit us at www.swansongroupinc.com.

Builders of fine homes specify the stability, nailing characteristics, and strength of Douglas-fir plywood for wall sheathing under stucco and siding applications.

Lumber Association of California & Nevada's next 2nd Growth meeting is Oct. 7 at the Coast Long Beach Hotel, Long Beach, Ca.

Jennifer S. Cover, P.E., an engineered wood specialist with APA- Engineered Wood Association, will lead a seminar on engineered wood products, discussing handling customer complaints, product knowledge as it relates to manufacturing and trade marking of panels, glulams and Ijoists, understanding the differences between panel products, and installation methods.

LACN's associates/dealers annual golf tournament is Sept. 9 at the Westridge Golf Club, La Habra, Ca.

LACN released its nominations for office. Greg Moss, Moss Lumber Co., Redding, Ca., was nominated for president; Jim Taft, Ganahl Lumber, Anaheim, Ca., 1st v.p.; Rick Roberts, Sunnyvale Lumber, Fremont, Ca.,2nd v.p.; Tom Von Moos, Western Woods, Inc., Chico, Ca., associate v.p., and Milton Johnson, Home Lumber Co., San Bernardino, Ca., treasurer. The officers will be elected durins the

president's dinner at LACN's annual convention in November.

Nominees were also announced for LACN's 2nd Growth board. Nominated are David Abbotts, Jones Wholesale Lumber Co., Lynwood, Ca., president; Jim Nicodemus, Weyerhaeuser Co., Anaheim, Ca., v.p.; Grant Pearsall, Capital, Chino, Ca., secretary, and Chris Parker, Barr Lumber Co., Rosemead, Ca., treasurer. The board officially nominated Barrett Burt, Ganahl Lumber Co., Anaheim, as member-at-large for 2005. The officers will be elected in December.

Mountain States Lumber & Building Material Dealers Association is holding a board meeting the first day of its fall conference Oc|'7-9 at the Inverness Hotel & Conference Center, Denver, Co.

Dr. Patrick Moore, a founding member of Greenpeace and chair of the Sustainable Forestry Committee of the Forest Alliance of B.C., will discuss how forests can play a role in solving many of the current environmental problems.

Brian Waidmann, manager of the

Interior Department's fire program, will discuss his vision for advancing the goals of the National Fire Plan.

Rep. Gregg Rippy, author of the Construction Defect Legislation, will discuss the plan with attendees, and Tom Fife, Lee Resources, will present a yard foreman/operations manager seminar Oct. 8 and "Good Business Starts with Good Communication" the following day. Other activities include golf and networking.

MSLBMDA has developed a new three-year strategic plan, which emphasizes successful recovery from financial troubles, dedication and commitment of leadership and staff, respect for and cooperation with the National Lumber & Building Material Dealers Association, desire to focus on the needs of members. ability to be flexible and the willingness to consider change, and planning profitable programs and services to.drive the economic engine of the association.

North American Deck & Railing Association is the name of a new organization being launched for deck builders and vendors.

The group will elect its board and officers during an inaugural meeting during DeckExpo 2005 in Tampa, Fl. Companies joining by the end of the convention will receive "charter member" status.

The group's Web site, www.nadra.org, is expected to go live this month.

CSLBEAM

Cascade Structural Laminators is a

industry, including producing

products.

the customer, delivering the highest quality glulam products and a full selection of stock headers and beams in standard widths, depths and lengths. We produce custom glulams t0 customer specified requirements in engineered curves, architectural appearance finishes, and a variety of species, including Douglas-fir, Western Hemlock and Alaskan Yellow Cedar.

Glulam beams and headers remain the preferred beam products because of their ease of handling, superior workability, excellent stability, and unmat(hed beauty when used in exposed applications. Cascade glulams meet 0r exceed all APA/EWS Standards under all quality control inspections and testt. We are approved by JAS for manufacturing and exporting to Japan.

fo learn more about the advantages of the full line of Cascade Structural Laminators'glulam products, call us at 54,-726-9835 or visit us at www.CascadeSl.com.

Photo; APA-The Engineered

Wood

Association

new company with a lot of experience. Ihe management/sales team has many yean 0f suc(ess in the forest products

engineered wood

0ur first commitment ir t0

sensible ronmenlqlist

By Dr. Patrick Moore

es they can make. Farmed salmon is rich in Omega-3 fatty acids, which are proven to help prevent heart disease and may reduce therisk of Alzheimer's. If people eat less farmed salmon, there is a very real concern that they will not get sufficient amounts of this important nutrient.

Dear Dr. Moore:

There's been a lot of controversy over farmed salmon. Is it safe to eat?

Not only is it safe, it's healthy.

Some environmental groups are using a recent study of PCBs in salmon to support their general position against fish farming. The problem is, they've completely disregarded the conclusions of the study's authors-that levels of PCBs in farmed salmon are well within the safety guidelines set by the U.S. Food and Drug Administration.

To give you an example, the U.S. FDA has set PCB safety levels at

2,000 parts per billion (ppb). Meanwhile, the numbers in the study ranged from just l%o to 3Vo of that amount.

It is unfortunate that our food contains trace amounts of PCBs. but they're found in farmed salmon for the same reason they're found in wild salmon, beef, chicken, milk and many other foods: they've accumulated in small amounts in the food chain. In fact, the levels of PCBs in our food have been reduced by 90Vo over the past 30 years due to pollution control and cleaner industrial processes.

The tragedy in all this is that consumers are being frightened away from one of the healthiest food choic-

The good news is that, while certain groups continue to spread false claims, clear statements of support have been issued by the National Cancer Institute, the National Academy of Sciences, the American Council on Science and Health, the American Heart Association, the World Health Organization and the National Fisheries Institute.

Consumers can't be expected to analyze every study that comes along. But I believe a sensible environmentalist would look at the facts of this case and continue to include farmed salmon as part of a healthy diet.

- Dr. Moore has been a leader of the environmental movement for more than 30 1'ears. A co-lbunder and former president of Greenpeace, lte holds a PhD in ecolog,and a BSc in .forest biology. Send questions to putrick@sensibleenvironmentalisl.com.

BEvTLED PLUS'" REowooD DECKING

The natural beauty of real redwood combines with the ingenuity of Simpson design to give you Beveled Plus redwood decking*. lt is part of the family of products in the new Simpson'-' Redwood Collection'i Beveled Plus decking is designed to shed water and debris, protecting the wood from its most common enemymoisture. This makes Beveled Plus a superior deck board.

Find out about our special incentive programs for Simpson Redwood Collection distributors and their customers. Call 1-800-637-7077 or write prod ucts@si m psonca I iforn ia.com for a FREE sample.

Beveled Plus sheds watel fram the deck surface LeaVe a tt. tncn Space l\4asture trapp!ng debris draps through the gap

*Patent pending.

ABELffi

Now an authorized distributor for Prn0-EUnnn^ interior fire-retardant treated lumber and plywood.

REDWOOD'S newest grade aims to provide a middle ground between affordability and attractiveness.

New Redwood Grade DeveloPed

The demand for quality decking is virtually inexhaustible, and a majority of homeowners want real wood to match the natural outdoor setting of their backyard. Redwood Reserve is a newly-developed grade aimed to satisfy that demand.

PfnO-ElnAO is a fire-retardant treatment for lumber and plywood for interior applications and is recommended for structural applications such as roof sheathing, trusses, rafters, floor joists, sheathing, load-bearing walls, partition walls, shelving, mezznines, and many other interior applications.

Pfn0-EInnD has a proven track record and maintains a National Evaluation Report (NER-457) with span ratings, strength adjustments, and ongoing 3rd party certification to assure quality and performance. CallHoover at 8O0-TEC-WOOD (832-9663) for all technical questions.

PYnO-tAlnn has 3rd party kiln drying monitoring of the redrying process and Underwriters Lab Follow-Up Service to assure conformance and performance as required by building codes for FRTW.

MANUFACTURED BY:

IREAI@ I4OOOPROOI.,CIS,IE

Profitable for merchants and attractive to homeowners, Redwood Reserve grade fills a gap between the hard working Deck Heart and Deck Common grades of redwood and the architectural quality Clear All Heart and Clear grades. Redwood Reserve will initially be available in 2x4 and 2x6 dimensions. In use, this new grade has the appearance of Clear grade redwood yet it is more affordable.

Redwood Reserve grade places strict limits on the presence and type of knots permitted. It does not permit wane on the graded face and allows very limited wane on one edge of the reverse side.

Redwood Reserve is an official RIS grade established by the Redwood Inspection Service, the only organization sanctioned by the American Lumber Standards Committee, Inc. to write grade rules for California redwood lumber (S equoia sempe rv ire ns).

For more information about Redwood Reserve and other redwood grades contact: Redwood Inspection Service, (41 5) 382-0662, www.redwoodinspection'org.

Washington Gets New LumberYard

After Copeland Lumber, Burlington, Wa., closed its doors two years ago, the area was left without a lumberyard, and area lumbermen Dave Berkey and Tom Kelly recogn ized oppofl u n ity.

Their new Cedar Creek Industries store features a greeting area,4,000-sq. ft. warehouse, offices, and a large storage lot. While it specializes in cedar products, the store also sells cabinets and construction-grade plywood, interior trim, fasteners, custom framing packages, and exotic woods. Most of Cedar Creek's customers are in the market for decking, fences, patios, siding and cedar roofs for new residential homes.

Together, Berkey and Kelly bring over 20 years experience in the retail, logging, wholesale lumber and contractins industries to the business.

Wickes Lumber Sells Final Yards

Bankrupt Wickes Inc., Vernor.t Hills. ll.. is rvindirrg dos tt operatiotts and trying to settle outstanding leasing obligations afier selling the last of its lumberyards to Bradco Supply. Lanoga, Hope Lumber & SuPPIY and Edrvard Hines Lumber (sec Marchuttt, Jult', p.33).

The Wickes Lumbcr ttamc. htlwcver, will continue. sincc Bradco bought the name as "vell as 20 lclcations that rvill retain it. Bradco now operates 132 locations in 2l states with the addition of Wickes 18 yards and twcl component plants in the Northeast.

Bradco also recently added a nerv location in Chandler. Az.

Lanoga Corp. acquired 27 Wickes locations to add to its United Building Centers division. Included rvere 20 lumberyards, five component plants, and tr'vo distribution centers, primarily in the Midrvest, but including a yard in Colorado Springs, Co.

UBC norv has over 200 oPerations in l7 states. "One of the real plusses of the deal is that there are very fer'v overlapping markets, so this rvill add to the grorvth lve've exPerienced recently," noted UBC president Dale

Kukowski.

Hope Lumber'& SuPPlY. Broken Arrow, Ok., bought I I Wickes units. primarily in thc Southeast. but also yards in Longrnont and Platteville. Co.. and tt c()mp()llettl pllttll irt Mountaitr View. Co.

Edward Hines Lumber ttltlk tlver Wickcs' Westfield, In.. yard.

Dixieline Adds Barr Yard

Lanoga Corp. subsidiary Dixieline Lumber Co., San Diego, Ca.. agreed to acquire Barr Lumber Co.'s lumber distribution and truss manufacturing facility in El centro, ca.

The facility, which began operations as part of Dixieline Lumber & Home Centers Aug. 2, also f-eatures a showroom for doors and r'vindorvs, a kitchen cabinet center, and a door and trim shop.

"Over the last f'erv years rve have seen our market share in the Imperial County grorv. This is a market rve currently service from San Diego." noted Dixieline general manager Joe Lnwrence. "Barr's location lvill allorv us to potentiallv service the east side

of the Palm Desert/Indio market, approximately one-and-a-half hours to the north."

Barr Lumber was acquired bY Imperial Hardware Co. in the earlY 1990s. Jim Barr and his familY fbunded this single operation and held it until the transf'er ttf ownership to Phil Heald. c.e.tl. of ImPerial Hardlvare.

Port Logistics GrouP Formed

Allied Port TransPorters, Inc., Wilmington, Ca., and Fremont Forest Group Corp., Whittier, Ca., have l'ormed an alliance in transportation logistics to assist customer deliveries frorn the FFGC Forest Products Terminal at Berth T-122 on Terminal Island and to establish a "suPPIY chain" for the Los Angeles Basin.

The move will increase throughout fiom the terminal for breakbulk ind overrveight container shipping' Alllied Port TransPorters, headed by Louis LeGentre with oPerations manager Conrad Aguirre, has Purchased 16 trucks.

Ana Gonzalez has been hired bY FFGC to dispatch trucks and coordinate logistics.

We're the Glulam Experts.

BigBeam@: This big 30F beam is an integral component of your engineered floor system and is manufactured to match standard I-joist depths and wall framing widths.

Rosboro Stock Glulam: This 24F, kiln dried beam is available in Architectural and Framing appearance, and is the mainstay of our glulam product line.

IJC-24F*: Similar but without the high design values of its big brother, this 24F beam is much more cost effective for moderate loads.

1.7E Header: An economical choice where high design values are not required. L7E Headers go in straight and withstand the elements better than LSL or solid sawn timber.

We also have the support to back up such a complete product line.

Software Support: Rosboro now offers KeyBeam@, a software

program that helps you select the most cost effective Rosboro product for your application. This software is available on CD or can be downloaded from our website along with all other technical resources covering Rosboro products.

Rosboro's Toll.Free Technical Support: Please feel free to call our Technical Support Hotline at l-877 -457 -4139 with your questions about any Rosboro glulam product. Drill a hole, and not sure if it's OK? Call, we'll let you know.

Sell The Gorrect Connectars For Treated Trusse$

\\'ith thc lntttsitiotr to ltltcl'tlltltlc \\ ()()rl tfctitlllcllt\. e()llll)()llcllt lllillltl llrr'1Ltt'r't\ iutrl rll\lt tlrttlrrt* rltottltl kttotr iilr i)t,)lrrr lll.l.ti.,,llll('!lirl lrl.il( - 111'\\ .,.1r i...1 lr't lttt.. .11'1'11..q1i,'11.

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' .'\\ I)f (\.lf e t \llee ll lr'illlt)ll\ rllil\ Ir'rlllilt lll- rr.. ,'l ir 'l\j. lli. 1't. '.1 ',' tr\r' llr'lilllleltl. l]lt .(lllli)()llfllt lllillltl lr,,r, .lr,,, l,l ,,r., ll f - i-r,:rtl,.r Irllil Ito1t't1 rl,'ti.ltl It0lct\l()lliil\ l()l :l lcr ic* utttl itpptor lrl ol lttll llrc:crr ltti\ c llculnrcnt :ttbstitLttttttl.

'

I1')'oLt lttc rccltrirctl to ttsc llnr tlf tlte- ncw col)l)cr bttscil trcltttttcllts. thc chc-rnicltl fot'tttttltttot s stlSsc\t thlrt tllc best plactie c is to rtsc (i185 glrlvanizecl ( 1.8.5 oz. zitrc ltcr \tl. tt. stccl shcct per ASTN'l ,\6-5-l 1. l)ost lllrlllLr facture hot clip salvattiuctl llcl AS I'M A1-53. ol staittlcss stccl conl)cctor pliites.

It is lecomtlertclccl thit( collll)o nent manufhcturers incluclc tllc pl'csct'\ati\cs' Material Sat'etr'' Data Shccts * ith cverl' pressurc treatcd strtlctural c()nrponent product shipmcnt.

[:rrr' plo.jctls thltt irtr olr c tllc Ltsc tlf l)r'c\rr'\ irti\ c tfclttc(l ltttttll.:t'- cttlltitct \ ()Llf t|u\\ ctluitlccr ltlltl,0r ttlctltl ctttt lrcct()r l)lxtc strpltlicr ltriot' lo llitltlirtg the-.job uncl inlirrltt tltcltt ol tllc lrttss application rtttcl trcltltttcttt llcirlg trsctl. This consultatiort t'ill ltllol.'thc cttgi neer artcl/ot- cottttcctol' strlllllicl to deternritrc tltc clcsign ct'itclilr lttttl cotl ncctor l)liltc t-v-pc tttttlcl rr Iliclt lt tlLtss clcsign can bc prcltitlctl '\ ll stcc corrponcrtts. not .iLrst tllc tltctltl e rttt ncctor plirte. that colllc ill colltllct \\ itll thc treatccl u'oocl. tteccl thc sltttlc eott siclcration. This incltrclcs atlr ltrltl rtll l lrstcncrs altcl cottstt'uctittrt hltt'tls ltrc.

In lclclitiolt to the- abtlr c- guitlclirlcs birsccl ott cofrttsiott resistatlcc. trttss c\lx)sr-rrr's shoLtltl ttot rcsult rn rcpetiti\ c \\ cttius artd drr inc. likc t ith long pcr-iocls ol crtcrior c\posLlre. Such c\l)()sr.lfcs rcsitlt in rt,ctal ctlllncctor platcs blrckirrq ottt ttl lltttlbcr clLtc to an

crccssir c urltotlltI of rvood sw'ellittg rrrtrl shlirtkrtgc. I1' spccificatiorts rcrluilc u col)l)cl bltse d llrcsel'r'atir c lol crtct'ior tlsc or ltrt cxtcriot' fil'c rctultlunt trcuttllcllt. it sllotrltl bc r et'itictl that tltc tttc(irl cttrttlcettlr lllatcs ri ill bc usctl itt lt tlr-t c\posl-lrc t() lur.'oirl platc lltck-ottt.

I'ttltlisltctl ( ()ttt lr\ r rr/ StrttetLrrltl Rrrilttlrr': ( ,rrlllrilllL Ill\ \l;1' ;17i111 ' rr rr rr .slu rrrtrg.irt.frt ).

ffi

When it comes r0 srrucural integrity, ffi stability, durabilty and performance, ffi western plywood is unmatched. q

We have B', 9' and l0 press capability producing everything from sheathing and underlayment to overlays, concrete form and marine grades. Mckenzie has a plywood panel for almosr any requirement. I

Roger Clark Marcy parrish

8', 9', l0' Press Capability

Josh Gibeau

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Big Harvest For Fencing Maker

R- Sun Bernardino, Ca., manufacturer of plastic-coated wooden fencing, decking and play sets has found a silver lining after the wildfires that hit the region late last year.

Woodguard, which traditionally procured its lumber from the sawmills in the Northwest, in mid-May set up a "micro-mill" to process bark beetle-decimated trees harvested from the San Bernardino Mountains.

The cost was $800,000 to $900,000 in the mill-and retraining most of its 58 employees, but now 807o of its wood comes from the acres of dead trees salvaged to lessen the threat of fire to mountain towns.

Woodguard's new milling division, San Bernardino Reclamation Co., processes about 50 trees a day and is bringing on line a new mill in Lake Arrowhead to process 250 trees a day. It will also be able to square off round logs in one pass through a machine.

Production should increase from 20,000 bd. ft. to 100,000 bd. ft. a day-still a fraction of that produced by larger facilities to the north. "We get the highest utilization for the value of the lumber," said president Don Kain.

In addition, Woodguard's plastic coating process covers any unsightly blue stain the dead trees had from the onset of decay.

Hoff Acquires Door Distributors

Hoff Cos., Inc., Meridian, Id., has purchased certain assets of Door Distributors of Oregon.

Operating as Door Supply, Boise, Id.' Door Distributors wholesales interior and exterior doors to dealers in the Boise and sunounding market.

Products will be distributed to existing dealers that will pre-hang the doors to sell to residential contractors' Hoff's existing distribution division, Trimco Millwork' wholesales from mouldings, cabinets, decking. exterior doors and other specialty products, and facilities in Boise, Salt Lake City, Ut., and Denver, Co. Hoff's Western Windows manufactures vinyl windows in Nampa, Id.

Alaska Raises Timber Quota

The Alaska Division of Forestry, acting on a push from Gov. Frank Murkowski, plans to offer approximately l6 million bd. ft. of timber from state land this year, doubling the amount harvested last Year.

The timber is set to be processed by Alaska's three largest sawmills: Pacific Log & Lumber, Ketchikan; Silver Bay Logging, Wrangell, and Viking Lumber, Klawock. in addition, the Division of Forestry is asking timber owner the Alaska Mental Health Trust Authority to support local mills. "The state will do what it takes to help keep this industry alive," Murkowski said.

While many timber operators are happy Murkowski is utilizing Pacific Log & Lumber, Silver Bay, and Viking' some smaller operators want to be included as well' Logger Ernie Eads said he can't get enough timber to run a iiwmill he bought a few years ago, and it will only get harder with the new timber sales being geared toward his competitors.

Many mill owners and Alaska politicians, including Murkowski, believe environmental lawsuits have hampered the Forest Service's ability to offer old-growth timber for logging from Southeast's 17-million-acre Tongass National Forest. The federal agency has acknowledged that delays caused bv litieation have stalled a reliable timber supply'

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Cascade Buys Glulam Plant

Simson Lumber Co., Portland, Or., has sold its laminated beam plant in Chehalis, Wa., to newly formed Cascade Structural Laminators.

Cascade owners Andy Storment and Steve Killgore of McKenzie Forest Products, Springfield, Or., bought the glulam plant for an undisclosed amount.

"We are excited about the prospects of this venture," said Killgore. "The crew and facility have a great reputation for quality and we hope to build on that from the sales and marketing perspective."

McKenzie will house the sales and administrative functions, with Jim Weber as sales manager.

Jim Sloan will serve as general manager.

Potlatch Selling OSB Mills

Ainsworth Lumber Co.. Vancouver, B.C., will soon gain three more OSB plants. The company agreed to purchase the facilities and a I 2megawatt congeneration plant from Potlatch Corp., Spokane, Wa., for $457.5 million.

The acquisition would bring

Ainsworth's annual OSB capacity to 3.3 billion sq. ft.

The plants, located in Grand Rapids, Bemidji and Cook, Mn., and associated assets are book valued at $180 million.

"This acquisition will significantly enhance our geographic balance, flexibility and product diversity," said Ainsworth chairman and c.e.o. Brian Ainsworth. "The proximity of the Potlatch mills to each other and to our facility in Barwick, Ontario, will enable us to access new markets, optimize our overall efficiency and provide excellent service and flexibility to our customers."

He continued, "As with our purchase of Voyageur Panel earlier this year, this acquisition offers significant cost savings versus the alternative of new, greenfield construction and enables us to benefit from the current price environment."

Potlatch had not considered selling the plants until Ainsworth's offer. Ainsworth's large and geographically diverse market, and ability to grow made the offer attractive to Potlatch. The Bemidji mill will continue to be owned and operated under Potlatch.

"Our oriented strand board busi-

ness has been very profitable in the last l8 months and contributed greatly to Porlarch's profitability during that period," said L. Pendleton Siegel, chairman and c.e.o. of Potlatch.

Although Potlatch sold its paPer mills in Brainerd and Cloquet, Mn., two years ago, and has sold some tracts of forestland, the company still plans on remaining in Minnesota.

The transaction is exPected to close this month.

Depot To Get Fewer Kmarts

Kmart has decided to reduce the number of stores it's selling to Home Depot. Depot originally agreed to purchase 24 stores for $365 million. Now it will acquire I 8 stores for $271 million.

According to Kmart, the change came about because "certain closing conditions were not satisfied."

Kmart has already sold four stores to Depot for $59 million, and was to complete the sale of another nine stores in August.

Among the acquired Kmarts are stores in Huntington Beach, Orange, Seaside and Thousand Oaks, Ca., and Temoe. Az.

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The seven-alarm fire of fiamily business compensation

/-TOMPENSATION is a hot topic in any business. but \-tor a farnily business it's a burning tc'rpic that ciin often bc classified as a "seven alarmer." Orvncrs rvho dtln't address these issues rvith a long-term strateg,Y can expect therr-r to rekindle in the near future rvith gfeater consequences.

Herc are some of the logs that can be throrvn on the fire:

. "l necd thc extra money to finish building my new home."

. "He needs to get caught up to rvhat his brother/sister earns."

. "They should be paid more than the other managersafter all. thel''re family."

There are seven "alarms" that can be set off during a discussion of compensation in a timily business. The first alarm is sounded by the relative whose compensation is in question. The second alarm is set otf by the employee's spouse or significant other. The employee's siblings. parents and children sound the third, fburth and fifth alarms. The final trvo alarms are sounded by the company's key non-family managers and its board of directors or advisors.

First alarm: the individual's persPective

When family employees think about compensation. cmotions and farnily issues often enter the mix. Critical questions ttt ask in deterrnining a family member's compensation are:

Does the family mcmber's position fill a critical busincss need or wus the position cleated just for them?

. Was the family ntember the most qualified for this position fronr thc available market of candidates inside and

outside the comPanY?

Were any concessions. comprolIlisc-s. or special deals made for the family member rvhen they' rvcre hircd'l

$econd alarm: the spousets PersPective

If the spouse or significant other rvorks in the business, then the questions identified rvithin the First Alarm section must be askecl about the spouse's position. All too often, combined "sympathy" compensation packages are developecl. "Creative" plans are often developed to disguise the fact that a family member is being paid more or less than lvhat they are actuallY rvorth.

Whenever any part of an employee's compensation has been chan-eed. the horne discussion that evening centers on rvhether the change rvas fair. These at-home discussions seldom cover the key elements of strategy or fair market value. Instead, they take thc fbrm of. "What did your sister or brother get for a raise'J"

Keep compensation discttssions tied to the business strategy. the financial health of the business and the fair market value of an individual's perfclrmance.

Third alarm: the siblingst PersPective

Siblings in family businesses are often concerned about rvhethcr their compensation is equal' If it isn't" compensation discussions can turn into arguments about rvhtl lovcs rvhom mctre.

If siblings f-ecl their brotl.rer or sister is paid too much or that they themsclves are peiid too little, the ansrvers to the ouestions iclentifieci within the First Alarm section regardin,e any family Ine t.tlbcr's ctltlrpensation should provide clarification.

Bl Gerry Murak

Fourth alarm: the parentst perspective

Parents shouldn't be a factor in compensation. Can a dad or mom go to the c.e.o. of General Motors and say, "Come on, give my daughter a little more-she's trying really hard to do a good job"? Yet in family businesses, parents try to influence each other to change compensation for their children. If a parent tries to influence compensation from a family or emotional perspective, ' just say no!"

Fifth alarm: the childrents perspective

Grandchildren who work in the business can put another spin on compensation. If the grandchildren ire in the business, see the answers in the first alarm. If they aren't working in the family business, are rhey being used to influence compensation because they need braces, or need private school or college tuition? "Just say no!"

Sixth alarml non-family employeest perspective

Family businesses must be able to attract and retain key non-family managers. No matter how hard the family tries to conceal the relatives' compensation and/or benefits, word gets out. The non-family manager may wonder whether they will be passed by for a spot they earned through their performance.

If the non-family key manager is exposed to these dilemmas and fairness is overlooked. thev mav feel thev have no choice but to move on. Such situaiions can b" easily verified through third-party exit interviews.

Seventh alarm: the boardts perspective

All too often, board members or advisors are put on the spot when asked for their input regarding the compensation of family members. Many family business boards include the owner, family, friends, their banker, lawyer and accountant.

At least one or two board members should have management experience in a closely held business. If compensation experience is lacking, consider contracting an outside third party to handle compensation issues.

The Internet and trade publications offer an abundance of wage and salary surveys. But one must be careful about picking a salary or range off a survey. How large was the survey sample? What region of the country did the survey examine? Are job descriptions included in the survey, or just titles? Always use multiple survey sources and consider your local job market.

Preventing family itirest

A little prevention can go a long way when it comes to family business compensation. Having children spend time working outside the business is a great start. Any combination of higher education and successful work experience totaling a minimum of l0 successive years must be completed before they can apply to fill a bonafide vacancy in the business. Five to l0 years of work experience outside the family business will establish their fair market value.

Re-read the above paragraph and you will

notice it says "higher education and work experience." Would you consider hiring an unsuccessful non-family member to fill a key slot in your family business?

Entry guidelines for the next generation should be discussed and established in a family council meeting and communicated annually to all family members, whether they work in the company or not. The absolute worst time to set this policy is when a family member expresses a desire to work in the business. A strategic policy established in advance will greatly assist the continued growth of the family business and serve as a component of the corporate compensation strategy.

Owners who don't address these issues with a long-term strategy can expect them to rekindle in the near future with greater consequences.

Non-family members need to know these policies, as well. Open communication of such a policy can bring peace of mind to these essential employees.

Fire-fighting strategies

To develop an effective compensation system, you should consider the following issues:

Most important; What is the company's overall strategv?

r How well does the company attract and retain good employees? What's our turnover rate?

. Is there a plan for salaries to lead, match or lag the competition or local companies for the various positions needed?

Would the current rationale for compensation of family members be affordable if the same criteria were soread across the rest of the organization for non-family members?

Are the current dollars invested in individuals-family and non-family-yielding a comfortable rate of return?

. Draw up a complete organizational chart with everyone's name on it, and pencil in each employee's total annual compensation (wages, benefits and any perks) next to their name. Then scan your organizational chart for internal equity and fair market value.

How well does performance match compensation? Is compensation based on performance, longevity, or bloodlines?

Reviewing the alarms that can be set off during a discussion of compensation, and dealing with the issues honestly, can help avoid a "seven-alarm fire." Fairness will put out fires and allow the family business to focus on critical issues like continued profitable growth.

- Gerry Murak, MBA, PHR, of Murak & Associates, LLC (www.murak.com), is a consultant, executive coach, speaker and author of the upcoming book Straight Line into the Turn.

Don Stobaugh has retired as mgr. of Inland Timber Co., Grand Terrance, Ca., after 5l years in the industry. Jeff Twaddle, a l6-Year Inland veteran, is the new mgr.

Rich Fisher, ex-Pacific Tape Co., has joined Keith Brown Building Materials, Salem, Or., as v.P.-sales & marketing. Dave CarPenter is now inventory control & Purchasing mgr.

Erol Deren has been promoted to lumber mgr. for Bluel-inx's western sales center in Denver, Co., covering all lumber sales and Procurement west of the MississiPPi. Named commodity lumber sales mgrs. were Mike Brown for the West and Mike Voelker for the Southwest.

Ken Fowst, Angel Chavez and Johnny Delashaw have joined the team at Hayward Building SuPPlY, Havward. Ca.

Wayne Brock, ex-United States GYPsum, is a new marketing sPecialist for Capital Lumber Co. in Tacoma and Spokane, Wa. Carlos RiPleY, ex-White Water Forest Products, is the new sales mgr. in SPokane. Arik Zonski, ex-Boise. is a new marketing specialist in Albuquerque, N.M. Nick Larr, ex-Home Depot and Lowe's, is a new account mgr. in Chino, Ca.

Travis Johnston is new to sales at US Timber Co., Eagle, Id.

Masami Saito has been named acting president and c.e.o. of Fremont Forest Group Corp., Whittier, Ca., replacing Daisuke t'Deantt Hashimoto. who has returned to a new post with Parent company Marubeni Corp. in Japan.

Krissy Clark has joined Tembec Industries, Marysville, Ca., as the new director of sales-moulding and millwork, North America.

Patricia Moss, president and c'e.o., Cascade Bancorp, Bend, Or., was appointed to the board of directors of North Pacific GrouP, Inc., Portland, Or.

Theresa Drak is new to sales at Alder Creek Lumber Co., Portland, Or.

Craig Young has been promoted to district sales mgr., western district, covering Oregon, Washington, California, Utah, Colorado and Arizona, at AzEK Trimboards, Sacramento. Ca.

Mark A. Suwyn, chairman and c.e.o., is retiring from Louisiana-Pacific Corp., effective Oct. 31. Richard W. Frost, executive v.P.-commodity products, Procurement & engineering, will succeed him as c.e.o. and join the board of directors. E. Gary Cook will become chairman. Harold N. Stanton is now executive v.p.-specialty products & sales, and Jeffrey N. Wagner v.P.-OSB.

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Harry Andreason and Jerry Gustafson have been appointed to the board of directors at Colorado Forest Industries Co., Denver, Co.

Robert Taylor has been named v.p.softwood lumber for Weyerhaeuser Co., Federal Way, Wa. Nancy Arend succeeds him as v.p.appearance wood business.

Richard Miller, ex-Grove Lumber Co., has joined Seneca Wholesale Co., Tustin, Ca.

Joe Dillard has retired as timber mgr. after 25 years with Sierra paciiic Industries, Susanville, Ca.

Jeff Pierce is now a sales consultant covering southern Or. and most of Ca. and Nv. for Alpine Engineered Products' Western Sales Division. Mike Smith is a new sales consultant serving Az., southern Ut., southem Nv. and Southern Ca.

Paul Michalowski has resigned as v.p.-merchandising & advertising for Distribution America.

Mike Zipser has been named v.p.retail development & new business at Ace Hardware Corp. Art McGivern is v.p.-general counsel and secretary.

Lawrence "Larry" R. Johnston, Albertsons, and Laban ,,Labe" P. Jackson Jr., Clear Creek Proper-

ties, have been elected to the board of directors for The Home Depot.

Greg Mobley, RSG Forest Producrs, Corvallis, Or., was elected president of Pacific Lumber Inspection Bureau, Federal Way, Wa. Ted Smith, Gilbert Smith Forest Products, Barriere, B.C., is v.p., and Jeff F antozzi, secretary/treasurer. New directors are Eric Fritch, Fritch Forest Products, Snohomish, Wa., and Paul Beltgens, Paulcan Enterprises, Duncan, B.C.

Tom Stumpf, v.p. and sales mgr., Western Wood Preserving Co., Sumner, Wa., and Jerry Parks, Western Wood Preservers Institute, Vancouver, Wa., recently delivered an address on wood preservatives to the ABC Farmers Council in Bellevue, Wa.

Karl Hallstr om, Zip -O -Log/Pennington Crossarm, Eugene, Or., shot a hole-in-one Aug. l8 at 137-yard, par-3 Hole 13 at the Crosswater Golf course, Sunriver, Or. The feat was witnessed and celebrated by Joe Honochick, Thom Wright and Kent Bond.

Frieda Doolittle is on vacation from Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Weyco Buys Alberta Mill

Weyerhaeuser Co,, Federal Way, Wa., agreed to buy from C&C Wood Products Ltd., Quesnel, 8.C., its Grande Cache. Alberta sawmill.

Weyerhaeuser was to take immediate possession of the mill.

In addition, Weyerhaeuser will donate $50,000 to the town of Grande Cache as a legacy gift in recognition of the years C&C Wood Products was a member of the community. The funds will be used to construct a picnic area with signs to teach tourists about Grande Cache's history.

"Weyerhaeuser is thrilled with the announcement of the finalization of the deal with C&C Wood Products Ltd.," said Alberta v.p. Fred Rowson. "A lsl of time and effort has been invested in finding a positive solution for the community of Grande Cache."

C&C president Joe Cerasa added, "C&C Wood Products Ltd. is looking forward to moving into the sawmill and becoming and integral part of the community of Grande Cache.n'

Overcome Call Reluctance And Increase Sales

By Bill Gager

Itr/OULD you rather walk through Y V a raging fire than make a cold call? Would you prefer to eat rusty nails than attempt to up-sell a customer'l

As a salesperson or sales manager, if you even hesitated with your responses to these questions, then you may be suffering from call reluctance. But that's okay, because You're not alone. In fact, neatly 90Vo of salespeople experience some level of call reluctance.

The top reason peoPle fail at the sales profession is that they don't initiate enough sales to be successful due to call reluctance. Most salespeople prefer to wait until the customer initiates a sales discussion, rather than bring the topic up on their own.

A huge number of causes for call reluctance exist, but the main reason is simply discomfort. Either you feel uncomfortable with the possibility of rejection, or you don't know what to say or do to initiate the conversalion.

Regardless of the root of these uncomfortable feelings, you can overcome your call reluctance and feel

more comfortable approaching customers and prosPects when You use these six steps:

l. Recognize, Acknowledge and Express Your Negative Feelings

Many sales people don't like making new business approaches to customers and prospects, and these feelings are natural. But this doesn't have to hinder your success. In fact, research has shown that a salesperson's attitude toward cold calling has little effect on their prospecting effectiveness, as long as they don't let these negative feelings stop them.

Recognizing your negative feelings and expressing how you feel about making sales approaches to a friend or colleague can help overcome call reluctance. Simply through expressing how you feel, you can release the paralyzing energy ol your negative feelings and be more comfortable initiating sales situations.

2. Determine the NecessarY Levels of Contact

The next step in overcoming call

. RFPI-Joists

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reluctance requires you to look at how your discomfort affects your success. To meet the goals that You set for yourself, the goals your company places on you in terms of new accounts and growth of existing accounts, how many new sales do You need to get?

Say, for examPle, that to meet Your goals, you need to make l0 sales Per week. Next you need to subtract the number of new sales that will come to you either through advertising, referrals, or existing accounts. Maybe five new sales seek you out, without anY effort on your part. So l0 minus five means you need to initiate five new sales per week to be successful.

3. Set Goals

Now that you know how manY sales you must initiate, you must set behavioral goals for yourself by looking at what you're currently doing. Say, for example, you need to initiate five sales per week to meet your goals, but currently you're not initiating any. If you decide you're going to stretch yourselffor five calls in the first week, you're setting yourself up for failure, because the behavior change is too drastic. Instead, set a reasonable

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stretch goal. So if you're initiating zero new sales now, then anything greater than zero is reasonable.

Suppose you set your goal for this week at one new sales call. After you reach that goal. you can set it one higher at two. The key is to set goals you know you can make, work yourself up, and build your confidence until you become more comfortable.

Also, your goal must be behavioral, rather than time based. For example, if you say you'll spend two hours prospecting this week, you'll never do it. Human beings are extremely talented at putting off the things they don't want to do. No matter how disciplined we are, we never find time for the things we don't enjoy.

4. Picx Targets

Once you've set your goal for contacts, determine who you want to target. When you're just starting to overcome your call reluctance, you must pick the low-hanging fruit-typically your current customers. With these people you've already accomplished the hardest part of the sales process, which is to get people to buy from you the first time. Don't start looking for new customers until you've complete-

ly exhausted the new business opportunities with the ones you already have. Plus, at this stage in overcoming your reluctance you want to recondition yourself and build confidence through several small successes.

5. Devise a Plan

Part of the reason salespeople feel uncomfortable with initiating new business is that they don't know what to say or what to do to win people over. So after targeting specific prospects for your sales efforts, plan how to approach them. Your plan must be very specific in what you will say and what you will do to win their business, and then you must practice it until it feels natural. Your approach plan should also be easy to memorize and duplicate so you can use it over and over again. and make it your own.

The more detailed you are in your plan and the more you practice your approach, the more conversational it will be and the more comfortable you will feel delivering it.

6.Implement

Overcoming your call reluctance will not be easy; it takes work and commitment to make behavioral

changes. But one of the greatest ways to make something you find uncomfortable feel more comfortable is to get out and do it. If you don't start making calls and initiating sales discussions, you'll never overcome your fear. So you must hold yourself accountable for the goals you set.

By communicating your goals to a trusted friend or colleague, you can ensure greater follow-through. Make yourself accountable for results by telling someone about the goal you've set for yourself, then plan for followup discussions to make sure you stay on track. Plus, by sharing them with someone, you take the goals out of your head and make them more real.

Call reluctance is a common problem, but with commitment and practice anyone can overcome it. When you commit yourself to improvement and use these six steps for overcoming call reluctance. you can increase your sales, exceed your goals, and reap the benefits of greater success in your sales career.

- Mr. Gager is president of Gager International, a sales tonsulting and coaching Jirm. He can be reached at (860) 526-5922 or gagerinternational.t'om.

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Crown Close To Extinction

A $57.3 million sale of three of Crown Pacific's, Portland, Or., sawmills was approved Aug. 19 by a U.S. Bankruptcy Court judge.

The sawmills were bought by International Forest Products, Vancouver, B.C. (see August, p.26).

Crown is also negotiating a deal to return its 500,000 acres of timberland in Oregon, Washington and Idaho to its lenders.

Once the timberlands are handed back to the lenders, Crown will have no significant assets and the company will be disbanded.

Interfor will keep most of the approximately 600 Crown employees, and plans to increase employment at the three former Crown mills.

Timber Plan Sparks Debate

U.S. Rep. Peter DeFazio's proposal under the Rural Employment and Forest Restoration Act that calls for aggressive thinning on public lands in the Northwest, producing 500 million bd. ft. of timber, has gotten mixed reviews from Douglas County, Or., timber industry professionals.

The industry feels that conservationists would not agree on the plan,

which focuses on thinning.

The proposal also calls for bans on controversial logging of approximately I million acres of old-growth stands in areas open to timber sales, and a single definition of old growth.

DeFazio and the timber industry see two sides to the proposal. DeFazio said all but a few mills have retooled to take smaller-diameter wood, benefitting mills and ecology.

The industry doesn't think so. "DeFazio is proposing a slit in the throat of the remaining mill capacity in this district," said Paul Beck, a forester with Herbert Lumber. Riddle. Or. Herbert Lumber relies primarily on older, larger logs.

Beck also disagrees that old-growth logging should be phased out and feels there's still demand for small and larger-diameter wood.

According to Francis Eatherington, forest monitor for Umpqua Watersheds, Roseburg, Or., "Many of the forests set aside late successional reserves that were clearcut before they were set aside for wildlife. In order to restore them, thinning is necessary."

Still others, such as Bob Ragon, executive director, Douglas Timber Operators, Roseburg, feel the proposal

is politically motivated.

"DeFazio is trying to show voters in his congressional district that he's trying to do something," Ragon said.

Forestland Split At Auction

Longview Fibre, Longview, Wa., and Rainier Evergreen Inc., Tacoma, Wa., have split the acreage in an auction for the Wilkeson Tree Farm near Tacoma, Wa.

Plum Creek Timber Co. sold 15,000 acres to Longview and 1,000 acres to Rainier Evergreen. A conservation group is trying to purchase what's left of the timberland.

Longview's portion of the land will remain mostly in forestry managed by one corporation. But Rainier Evergreen has not yet released information on what it plans to do with its land.

There are still 500 acres of unsold land that Cascade Land Conservancy wants to buy to protect endangered species and help complete a recreational trail.

Plum Creek still has 3,000 unsold acres inside the tree farm, which it plans to keep.

Cascade and Pierce County are working together to buy and conserve 1.000 acres alone the Carbon River.

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NAFTA Panel Rejects Softwood Duties

A panel formed under the North American Free Trade Agreement has ruled that the Commerce Department has failed to prove that Canadian softwood lumber have harmed U.S. sawmills.

Canada has argued that the U.S. cannot justify the 2l .2Ea countervailing and anti-dumping duties it instituted two years ago.

The five-member panel was considering the U.S.'s injury claims for the

ManufacturersandDistributorsof:

third timel the two earlier arguments were returned to the Department for review. This third ruling, the panel insists, is final.

"Canada is calling on the United States to bring finality to this dispute once and for all," said Canadian Trade Minister Jim Peterson. "It wants to see panel decision respected."

The panel's decision can still be appealed under NAFTA's extraordinary challenge provisions. If the U.S. does appeal but loses, the tariffs could be removed by next year.

Call the experts:

r Randy Jensen r Jim Duckworth

Forest Prod.rrets Sa,Ies 249W. Vine St., P.O. Box 57367, Murray, Utah 84107 (800) 666-2467 (801) 262-6428

Fax801-262-9822

The U.S. coalition, though, vows to exhaust every legal remedy before giving up. "Clearly they won, but it doesn't change anything," said Harry Clark, an attorney for Dewey Ballantine LLP, which represents the U.S. timber industry. "The U.S. industry is going to do what it takes to fight these subsidies."

Simpson Buying Quik Drive

Simpson Strong-Tie Co. parent Simpson Manufacturing Co., Dublin, Ca., has signed a letter of intent to acquire the assets of Quik Drive, U.S.A. and its related companies.

Gallatin, Tn.-based Quik Drive manufactures collated fasteners and fastener delivery systems.

The transaction, slated to close later this year, is estimated at $30 million in cash and $5 million in stock.

More Alder Mills Sue Weyco

After losing millions for illegal practices in the alder market, a new lawsuit is being drawn against Weyerhaeuser Co., Federal Way, Wa.,

Five small mills are alleging that Weyerhaeuser is using illegal practices in the maple log market. The mills filed the suit in U.S. District Court in Portland, Or.

The sawmills claim Weyerhaeuser has manipulated prices and increased their costs, resulting in two of the complaintant mills being forced out of business.

Weyerhaeuser denies the charges.

Teen Dies At ldaho Sawmill

An l8-year-old worker was killed Aug. 4 apparently while trying to repair a stacker at J.D. Lumber, Priest River, Id.

Nathan L. Collins sustained massive head trauma and was pronounced dead at the scene.

I.IORTH,{fiINICAN PLY\IO() f - VonPrtnnlfun

NICE CATCH: North American Plvwood Corp.. Santa Fe Springs. Ca.. recently enloyed its annual fishing trip to Sportsman Criv-e LoOge about 2-0 miles west of

Big Boxes Getting Bigger

Warehouse homc centers arc citDturing a larscr:hare ol'the rlicl-siic remodeling contractor ntarket, rvhilc rvholesale distributors have incrcascd their share among small and rnid-size remodeling firms. according to ncr,v study by the Home Improvement Research Institute.

The study found that specialty contractors buy most often at traditional

Ketchikan, Ak. A 45"-long, 44-lb. king salmon was among the haul reeled in by (l-r) Dave Figlo, Jim Belliore, Cliff Lowy, Carla Pratt, Christv Mills and Don Kuser.

distribution channels.

Lumber and building rnatcrial dealers lost market share. althou-llt LBM dealers remained the primary source of materials for the largest rerncldcling finns.

Totals shorved t-erver smaller companics and a corresponding increase irr lurr:er I-ilnrs. su!.lgesting some degrec of consolidation.

E-Z Column Framing

Scoroion Fasteners' new Column Framing Collar frames support columns for finishing sheetrock and paneling.

E-Z round with

less steel, they are also compatible with lumber treated with copperbased preservatives.

Tiser Claw has also introduced an entirJ line of deck related products, including deck heaters, recessed deck lighting, ceramic post caps, balusters, fire pits and decking books.

- Please contact (800) 928-4437 or v i s it www.de c kfas te ne r.c om

A Deck For The Ages

Composite decking that has the fade, stain and scratch resistance of vinyl and the workability of cedar is new from Edge Building Products.

DurationDeck is a fiber-reinforced cellular vinyl, reportedly making it lighter, stronger and easier to install. It does not require pre-drilling, con-

The collar frames out 3", 3-112" and 4" structural columns. Simply spread open the devise around the column, secure with supplied screws, and the column is ready to be finished. One piece construction makes installation easy, eliminating the need for tracks, studs and masonry anchors.

The collar accepts drywall screws and finishing nails, and comes with five collars per pack with screws.

- Please contact (800) 233-0461

o r v isit www.sco rpi onfaste ner s.c om

Fastener Find

Tiger Claw's TC-4 hidden deck fastener offers superior hold-down power in hardwoods.

The fasteners were designed specifically for exotic hardwoods, including Brazilian redwood and ip6.

Since they are constmcted of stain-

tains no harmful chemicals, and carries a Class I Flame Spread Rating. The deck's "DuraSkin" makes it highly resistant to stains. wear. scratches, mold, mildew and insects. Its lower density and moisture resistant fiber increases stability.

- Please contact (717) 567-231I

o r visit www.durationdec k.com

Write On The Door

A door that combines engineered wood stiles and rails and panels made of a thick specialty material designed to look and act like a chalkboard has been introduced by Simpson Door Co.

The chalkboard panel doors are available in one door-length chalkboard panel, two vertically-stacked chalkboard panels separated by a rail,

and two vertically-stacked chalkboard panels separated by a rail with one panel on top and a wood panel below.

Each door comes 1-3/8" thick and in heights of 6'8", '7' and 8', and in successive widths of 2' to 3'

The doors come in Douglas fir, western hemlock. American red oak, maple and cherry.

- Please contact (800) 952-4057 or v isit www.s imp sondoor.c' om

Electronic Deck Design

An easy-to-use design tool that helps create a custom outdoor deck has been introduced by TimberTech and DIYonline.com.

Users can navigate TimberTech Deck Designer to decide on the basic shape of the deck, color (cedar, gray or redwood), plank type, and the layout direction of the planks.

When finished designing, the program sends the user a designer specification kit that includes selected views of the deck. a list of materials and tools, layout, cut list, installation guideline.s, permit page, and tips for constructlon.

Railing options are also available.

- Please contact (800) 307-7780 or v isit www.timberte c h.com

Build A Bond

A new construction adhesive from OSI Sealants provides contractors with a strong, permanent bond for all interior or exterior heavy-duty construction.

PL 400 Heavy Duty Construction Adhesive is water and weatherproof, reduces nailing, floor squeaks and vibrations, and comes in 10.2- or 28-oz. cartridges.

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

Board Of Silence

Fiberboard designed to reduce sound is new from Knight-Celotex, LLC.

SoundStop is installed with drywall in walls and ceilings to reduce sound and to deaden the sound of footsteps above, providing privacy

ble dimensions.

The Flex-C Trac comes in a variety of metal stud sizes.

- Please contact (909) 679-0677 or visit www.flexc.com

Beauty Below

A new collection of laminate flooring offers the beauty and craftsmanship of handscraped and oiled woods.

The plates used to create the high

Chiseled Out Of Stone

A cold chisel with an unbreakable polymer cap and oil-resistant cushion grip is now available from Hard Cap Technologies.

The seven-chisel line was desiened to reduce the detrimental effects isso-

and silence.

The ll2"x4'x8' or 9' square edged fiberboard sheets are made uo of 977o organic materials.

- Please contact (847) 716-8030 or v is it www.akni g htcompany.com

Nice Curves Ahead

A system that reportedly makes it easy to build curved walls and round columns is now available from FlexAbility Concepts.

The Flex-C Plate system is ideal for building S curves, arches, bow windows, barrel vaults and variable radius curves.

It comes in 2x4 and 2x6 compati-

pressure

laminates

in Alloc's

Handscraped collection are scraped by hand, giving the flooring an old world styling. It comes in antique oak, heritage cherry and American cherry.

The Oiled Wood collection has a Iow sheen, matte finish not unlike real oiled wood. It comes in oiled maple, a three-strip design, and oiled teak, a two-strip design.

The Oiled Teak Shipdcck is made of two planks 3-314" wide, featuring black debossing and no end jointing for a rustic appearance like a weathered and long plank on a ship deck.

All floors feature an aluminum mechanical locking system, high density fiberboard core with high pressure laminate surface and backing, and are fade, stain, wear and water resistant.

- Please contact (877) 362-5562 or visit www.alloc.com

ciated with long-term use of hammerstruck tools.

The cap and grip reduce noise, vibration and spalling while improving safety performance by protecting users'hands.

The striking surface eliminates flying chips and mushrooming and is 2l/2 times larger than comparable tools.

- Please contact (800) 752-5533 or visit www.hardcap.com

Forget Sandpaper

Allway Tools' new heavy-duty hand sander features a soft-grip, ergonomic handle for comfortable sandins.

The- sander is made of structural foam and stainless steel clips, while

the handle is made of Santoprene rubber, allowing long-term use without discomfort or blisters.

The tool is ideal for sanding drywall, wall and floor surfaces, cabinets, furniture, woodwork and boats.

- Please contact (800) 422-5592 or visit www.allwaytools.com

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We cc;n solue Aour u:arehousing and. tronsporto'tion need,s

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Experts in Material Handling

Jor the ForestProducts Indrstry

Software That Sells

Suncoast Software's SOR software is designed to help businesses sell unsold inventory.

The software tracks inventory by category, vendor and location, and sold items by category, vendor, location, and salesoerson.

Designed with the sales staff in mind, the software can also be used to view sales statistics while digital images can be inserted for onscreen viewing of unique items.

- Please contact

are.

A Cut Above The Rest

Irwin's new Blue Blade line of utility knives features unbreakable blades that reportedly stay sharp three times longer than traditional carbon steel blades.

The blades' bi-metal material makes them virtually unbreakable under normal construction conditions, improving cuts and productivity while reducing blade changes.

The blades come in packages offive,20,50 or 100.

Five utility knife models feature 19" cutting angles and inside storage for five blades.

Knife options include ProTouch ergonomic grip or standard metal grip designs, fixed or retractable blade positions and one model in orange.

- Please contact (800) 464-7946 or visit www.irwin.com

Touch Of Moulded Elegance

Moulding that features high-end wood veneers laminated over fingerjointed pine is new from Louisiana-Pacific. The mouldings are available in oak, maple and cherry, up ro 7-ll2" wide.

Treoied Wood Producis Custom lreoting - Heot lreoting Service Roil Service (BNSF)

I 5500 Volencio Ave. - Fontono, to 92335

Fox 909-350-9623 - E-moil fwl-fwp@pocbell.net

www.fontono wholesolelumber.com

The mouldings cut and finish like solid wood, come presanded and unfinished, and are installed using regular woodworking tools. They are available in several profiles including baseboard, crown, casings, chair rail and plank.

- Please contact (800) 521-4259 or go online at www. lpcorp.com/moulding

Cool, Dry Basement

A polyethylene membrane from Cosellit Dorken Products keeos basements dry and pr()teets ilgainst other forms of moisture.

Delta-Ms has dirnoles that act as air pockets, keeping cc'lncrcte rvalls dry and basements fiee from dampness.

The wrap acts as a slip-joint, allowing for some movement of the soil and providing an air gap. The easy-toinstall rvrap measures up to any bascment size. is impervious to moist ground soil, is non-toxic, and remains unaffected by extreme temperaturcs.

Please contact (999) 433-5824 or v s it v,w,w.de ltanTs.com

Thick Sheathing

G-P Gvosum's ner'v DensGlass

Silver resid'ential rvall sheathing can be used on the exterior of the buildins envelope as a structural panel rvhei r'valls are braced.

The l/2"-thick exterior sheathing resists moisture and mold. and can be used over steel or rvood traming up to )L"

Grind Away

Metabo Corp. has upgraded seven angle grinders tcl improve performance and to provide l57o more power.

The 4-112" and -5" grinders feature an S-amo motor. Five models also

It f'eatures glass mats on the front and back of the board, increasing moisture and mold resistance.

Its structural values are comparable tu r.vood fiberboard and related structural materials.

- Pleose (ontu(t (800) 225-6 I l9 or r'l.rir n'n'rr'.,q29 yp s t nt.( ot11

f-eature the "Quick" rapid spannerless tool change system for saf'e, tool-fiee lvheel changes with less operator dorvntime.

All grinders l'eature an epoxy resin coating on the field coil, a r'vinding protection grid, and an S-automatic saf'ety clutch.

All seven modcls also provide up to 21" lbs. of torque and a spindle thread of5i8"-I I".

- Please contu(t (800) 638-2264 or v i s i t w u- u-.m e t a b o u s tt.t' t t t n

Are You Killing Your Own Sales?

Stop thinking like a "seller" for a minute and think about your experiences as a buyer ofproducts.

The last few times you set out to buy something, did you find what you really wanted? Was it easy to get your questions answered? Was the seller helpful and straightforward? Or rude and deceptive? In other words, did the seller make it easy for you to make the purchase, or was it more difficult than it should have been?

Kristin Zhivago, author of the new book Rivers of Revenue: What to Do When the Money Stops FlowinS, contends that sellers spend too much time thinking about their selling process and not enough time thinking about their customer's buying process. "You can spend thousands or millions of dollars to attract customers, and then actually stop them from buying from you," Zhivago contends. "It's quite common. The frustrated cus-

At Landmark, we offer:

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v Just-in-time delivery

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We specialize in hardwood plywood, hardwood lumber, MDF, particleboard, hardboard, m icore, high-pressure laminated panels, roofing, siding, housewrap, shutters, trim, decking, railing and fencing. Fire-retardant particleboard & MDF is also available.

Let our years of experience and expertise work for you. Call us today.

tomer, unable to get the answers he seeks, will simply decide he's not going to buy from you, and look for a vendor who will make it easier."

Zhivago, a 35-year marketing and sales veteran, is hired by c.e.o.s to increase revenues. She splits the buying process into two phases: Buyer Desire and Buyer Scrutiny. Buyer Desire is the amount of "I gotta have this" the customer brings to the sale (or not). Knowing the intensity and motivating factors behind the customer's need will help you attract more customers with relevant and compelling messages.

Buyer Scrutiny is the amount of scrutiny the customer applies to the purchase. Your products or services will fall into one of the four Buyer Scrutiny categories: Light, Medium, Heavy, or Intense. Light Scrutiny products require a completely different selling support structure and budget allocation than, say, Heavy Scrutiny products.

Customers buying a Light Scrutiny product (e.g., a light bulb) only ask one or two questions. There are no others involved in the purchase. They can make a decision in seconds or minutes.

Customers buying a Medium Scrutiny product (such as deck cleaner) will have more questions, and will take longer to make a decision.

Those buying a Heavy Scrutiny product (such as a security system for their new house) will have a great many questions and will involve others in the buying process. Support their process-from initial awareness to the decision to buy-and you'll be the company that makes the sale. Fail to answer their questions and address their concerns, and someone else will make the sale.

A brand, Zhivago explains, "is the

pr()nrise thut \ ()u kccl-1. rr0t thc ilnc y()Ll nlrkc." anrl thcrc urc five rcsoulccs llt or)c's clisposlrl to help hccl-r pr-orniscs: pcoplc. llroclLrcts. poIicics. pnrccrlulcs. ancl proccsscs. .'Oncc you litcus on thc custot.r.rcr"s buy irrg l)roccss. nrther than thc sclling lllrttr'.r. \()tl Lilll :lrrp ittrr'rtitl.- itt cl lirlts thal \\'on'1 gcncrate resLllts. and IoeLrs on thc cl'ltlrts that u,,ill." shc sur s. ''(lurrfilsion is climinatccl."

I'i: :,,:.t:1,:::: a: il: .,,'...",t ii;rt.l r.,rl

Four out itf live n'hole-salcls rvorrltl \'ote to fc-clcct Prcsiclcnt Cic0r!.c W. Bush trcrc thc clcction to bc lrclcl orr the clar thcr inclicltcrl llrcir'prclcr'ence. accorrlilrg Io il strlrrr ltoll bv thc National .\ssoe iittion ol Wholcsalcr Distributors.

Anrong -1.-1(): rrrlnirgcr-s lrnrl ctccrr tivcs pollcd irt cur-lr '\rrqrrst. 81.-l(l rvoulrl r otc lirr Brrslr. I 7..1( I for .lohn Kclrv.0 -5(.,i lor llllph Natlcr'. antl

0.97 lirr "Othcr'."

I)rcsidcnt []ush prcrailcd in -18

states ancl thc District of C'olunrbil. Kelrl ticcl Bush in Alaska uncl llhorlc lslancl. Buslr's sLll)l)ort rvus 907 or higher in I I statcs. rvhilc Kct't'r,' Itcltl Bush bclo* 707 irr Iivc stlrtcs. irrclurl ins his honrc stutc of \lussle husctts. r hcr-c lJush lcccivcrl 6c)'.i ol thc \otc.

"Wc'rc llot surl)r'isc(l that scnior c\ccuti\cs stfon!ll\ suIlport thc ['t't'.i,1.'r)l ri\erl lri. irritiltttre: ttr stlcnuthcn thc ccorron.rr ." said NAW plcsirlcnt Dirk Varr l)onscn. "But. his rttargirt l as unilirlnr thrclughout the Itlirrlit!\'rllr'ttl t'llnkr ul lltil.e Ilr11i! l|r;11in!. irr tlrc poll branch and other nricltl lc nlana-qcnrcnt participants cxl)rcssccl thc santc ler cl of sulll)oft lirl thc Presiclent. This \ccnts to llilkc thc case that all of tlrr-nr urc e lciil' about the positive inrpact ol the Prcsiclcnt's econornic ltol icics."

NAW lvill repeut thc poll in clllr October to gaLlgc h<lu, thc canclidutcs' calnpai-cns nruy haVc intlucrrcccl n holesalc distributors.

The Simpson Redwood Collection of products combines Redwood's natural beauty with $lmpsonts innovation and smart design. Let

Tolko Bids For Riverside

Riverside Forest Products, Kelowna, B.C., is unhappy with the $340 million takeover bid made Aug. 22 by Tolko Industries, Inc., Vernon, B.C.

Tolko currently owns approximately 19Vo of Riverside, the secondlargest plywood and veneer producer in Canada.

Tolko sent an unsolicited letter to Riverside expressing an interest in acquiring all the Riverside shares it did not own at $29 (Canadian) each.

After the board of directors and financial advisers reviewed the pro-

posal, Riverside said the bid "significantly undervalues Riverside and would not be in the best interests of the company or its shareholders."

Tolko president and c.e.o. J. Allan Thorlakson met with Riverside chairman, president and c.e.o. Gordon Steele Aug. l2 "to propose a negotiated transaction that would benefit shareholders of both companies."

However, after unsuccessful negotiations, Tolko announced its intention to make its own offer to shareholders.

"We are making this offer because we are convinced that our people and

physical assets, when combined with Riverside's people and physical assets, will yield a stronger. more competitive world-class forest products company with greater growth prospects than each of the companies could achieve alone," Thorlakson said.

The offer is subject to conditions including receipt of regulatory approvals, no material adverse change of Riverside and waiver of Riverside's shareholder rights plan.

The offer expires Oct. 6.

Teal-Jones Opening In Sumas

Teal-Jones Lumber Services Inc., Vancouver, B.C., has signed a lease for a 50,000-sq. ft. remanufacturing facility in Sumas, Wa.

Teal-Jones plans on opening the 5acre facility this fall, employing 25 people with the possibility of 80 people when it's fully operational.

The Sumas site will be used for finishing wood products, wood drying, wood planing and remanufacturing wood products.

Teal-Jones has the option to lease another 5 acres or to buy all l0 acres.

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

INTERNATIONAL SALES: Nestor Pimentel, Oscar Portillo.

Hardboard Settlement Offered

A proposed settlement against Stimson Lumber Co., Portland, Or., directs the company to put at least $2 million in a claims fund to pay for damages, including warping, swelling and buckling, stemming from Stimson's Forestex hardboard siding.

The settlement is open to anyone who owns or owned property on which Forestex siding was installed.

The siding, which was manufactured from 1985 to 1997, was made to look like regular wood siding.

Payments are based on the extent of the damage to the siding, wall size, age, and whether the product was properly installed.

South and Midwest to I 5.8Vo in the Northeast and West ... building permits climbed 5.l%o

Hampt o n Affi liat e s, Portland, Or., has applied for permits to add more drying kilns and construct a wood-waste boiler to produce steam at its Darrington, Wa., sawmill; although the boiler would not be large enough to generate electricity for the outside market, the move has convinced National Energy Systems Co., Kirkland, Wa., to shelf plans to build a 15to 20-megawatt electricity generating plant next to the mill ...

Milwaukee Electric Tool Corp. has been acquired as part of a $626.6 million stock purchase by Ryobi manufacturer Techtronic Industries Co. Ltd. ...

Cal Cedar 's lumber mill in McCloud, Ca., was purchased by Nestle Waters North American, and will be turned into a water bottling plant: construction is set to begin on the 250-acre site next year

Adobe Lumber's 13-acre site in Petaluma, Ca., was purchased for $5 million by Clover Stornetta, a Petaluma-based milk processing plant

Sherwin-Williams agreed to buy paintbrush and roller manufacturer Paint Sundry Brands Corp. for $295 million ...

Winton Global, Pas Lumber Co. and I ntermountain-Orient are teaming to market Winton brand products in the Southeast

Do It Best Corp. received a 2004 Apex Award for Excellence for its video training program containing segments about best practices in merchandising. improving communication skills and risk management issues ...

Ptrco (Pacific Lumber Co.), Scotia, Ca., received nine safety awards from the California Lumberman's Accident Prevention Association, including the Ems

Mclung Memorial Award, lst, all operations; George Sherman Memorial Award (most-improved safety record for a three-year period), 2nd, all operations; past president's award, 2nd, Britt Lumber; sawmill and lumber manufacturing II, lst, Fortuna, 2nd, Carlotta; lumber remanufacturing and millwork, 1st, Scotia; C.R. Johnson Districts. 2nd. all operations

Brooks-Scanlon's old sawmill in Bend, Or., was demolished in August after sitting vacant for the last 10 years...

Mc Lendon Hardware. Renton. Wa., was named 2003 Dealer of the Year by SFA Saniflo Inc.

Canfor Corp., Vancouver, B.C., is spending $2.6 million to expand and modernize its PolarBoard OSB operation in Fort Nelson, B.C., including two new larger capacity dryers, additional emission control equipment and improvements in the log handling area; the project is expected to be completed in May

TruSe al Te c hno lo g i es' Purfect Glaze window glazing sealants earned the 2003 Technology Innovation Award from Frost & Sullivan

Quikrete has joined forces with coatings manufacturer Valspar to produce and market the first complete line of premium concrete coatings; the initial 14 products in the Quikrete Pro.fessional Concrete Coatings line will be introduced in early 2005 ...

Central Lane Building Supply, Eugene, Or., is now stocking Windsorone boards ...

Anniversaries'. New Lumber & Hardware Co., Federal Way, Wa., 50th ... Associated Oregon Loggers, Salem, Or.,35th Scientific Certffication Systems, Emeryville, Ca.,20th...

New Web sites Anthony Log Homes (Anthony Forest Products), www.anthonyloghomes.com Sun Windows, www.sunwindows. com Tiger Claw Online Deck Store, w w w.deckfastener.com.

Woodgrain Buying American Pine

Huttig Building Products has agreed to sell its assets of American Pine Products, Prineville, Or., to Woodgrain Millwork for $13.8 million. As part of the deal, Huttig will purchase mouldings, doors, windows, door frames and other millwork products from Woodgrain for five years.

The sale allows Huttig to focus on its faster growing core distribution business, and will decrease its debt with the sale's proceeds.

As part of Woodgrain's due diligence on the business, the company discovered a previously unknown release of petroleum hydrocarbons and pentachlorophenol in the soil and groundwater at American Pine Products' Prineville facility. According to the Agency for Toxic Substances and Disease Registry, pentachlorophenol is a restricted use pesticide and is used as a wood preservative.

Huttig is assessing the contamination's scope and potential required remediation. Because the assessment is

in a nascent stage, Huttig will lease the facility to Woodgrain until the Oregon Department of Environmental Quality determines no further action is required. After that, Woodgrain will purchase the facility.

Depot Steps Up Walking Program

Earlier this year, intent on reducing health care costs, Home Depot began giving out free pedometers to its employees.

Pedometers-Oreo-sized devices that click away each time the user takes a step-help motivate people to walk more, possibly reducing the risk of heart disease, diabetes, depression and headaches.

Depot's 300-employee store in Clackamas, Or., initially asked for 120 step counters. They were grabbed up so quickly, the store ordered 150 more. Clerk Perfecto Mangual now logs about 10,000 to 12,000 steps a day and in the last year has shed 53 pounds. "I tell you, I've gone through a lot of shoes," he said.

Lead Manager Builds Loyalty

Outsouring lead management and warranty programs has increased MetalWorks' sales lead follow-up capabilities from 2,000 leads to 40,000 hot leads in one fiscal year.

"Managing those leads, and seeing them through to their fullest potential can be very challenging," said Marcus Plowright, MetalWorks managing partner. "Outsourcing those responsibilities to DataBanque has allowed MetalWorks to respond to the avalanche of leads without overwhelming our busy staff."

DataBanque c.e.o. Susan Allen noted, "Lead management, fulfillment, and warranty registration programs are critical for manufacturers such as MetalWorks. It is also very important to mine customer and market data available from leads and warranties to further identify homeowner and contractor audiences, understand industry trends and guide marketing efforts."

Services to manufacturers include providing distributors with the names of homeowners and contractors who inquire about its products, homeowners with a list of distributors or contractors in their area, and contractors with a list of distributors.

MetalWorks also utilized DataBanque's warranty registration program to build contractor relationships. DataBanque receives and processes warranty information from new customers, which helps track customer satisfaction and identify which contractors are doing the best job selling MetalWorks products. Using the data, MetalWorks can better train and support its contractor customers.

DataBanque also provides in-bound phone and e-mail support for quick responses to product inquiries and administers sales promotion and incentive programs.

The company services other manufacturers, such as Alcoa and GAF, and offers sales promotion, lead generation, lead management and dissemination programs to distributors.

DataBanque focuses exclusively on building materials. "We work entirely in that niche, and are intimately familiar with the challenges faced by companies in a multi-level distribution environment," said Sondra Frenz, chief operating officer. "That is why we can knowledgeably and effectively work with our clients. We know the industry."

Lowe's Hackers Plead Guilty

Three men pleaded guilty to hacking into Lowe's national computer system in an attempt to steal credit card information.

Brian Salcedo faces l2 years and seven months in prison for his role in the unsuccessful hacking at Lowe's Southfield, Mi., store in April 2003. His two accomplices, Paul Timmins and Adam Botbyl, admitted to lesser charges.

The men, ages 2I to 23, faced 16 counts of conspiracy. computer fraud, wire fraud, unauthorized computer access, intentional transmission of computer code, and attempted possession of unauthorized access devices.

The trio allegedly drove around Southfield looking for a vulnerable connection in a wireless network, then used a laptop computer, wireless card and antennae to break into Lowe's. They entered the chain's centralized computer network and installed a program to acquire credit card information.

No customer data was obtained and the hackers never made it into Lowe's national database in Wilkesboro. N.C.

Charred ldaho Yard ls Back

A fire destroyed Trader's Building Supply, Sandpoint, Id., just before Christmas. but the store has risen from the ashes to reopen in August

While the store never officially closed, it was helped in its rebuilding efforts by a loyal customer base. As soon as they were able, employees began clearing debris from the fire and customers began stopping by.

The store's grand reopening was in August, and while it is yet to be fully stocked, Trader's has enough materials on hand to do business.

TruServ Curbs E-tailing

Due to poor profit performance, TruServ Corp. last month discontinued direct sales to customers on its Web site. www.truevalue.com.

According to the company, the Web site was launched "in the spring of 2000 believing. as most companies did, that being part of this new e-tailing phenomenon would prove to be not only exciting but also profitable. Unfortunately, over the past few years, projected profits have not been realized. Consumer response to purchasing hardware online has never reached the value predicted by industry

experts.

"As part of our journey from good to great, we are committed to focusing on our core business, which is driving consumers into our member stores. We feel that our distribution centers should concentrate solely on supplying members, not individual consumers."

Some TruServ stores felt that online sales was a service and liked the revenue-sharing program, rvhile others viewed the direct purchase option as a competitor.

"They felt they were missing out on cross-sell, up-sell and impulse merchandising opportunities, which would have been possible if the customer had been physically in the store," TruServ explained.

TruServ's Web site still offers product information, a location finder, advice on planning and executing projects, and resources for ideas and instruction.

Depot Settles Colorado Suit

Home Depot agreed to pay $5.5 million to fomer and current employees of its Colorado stores to settle a Iawsuit that alleged there was a hostile work environment based on sender.

race and national origin.

Depot denied any wrongdoing but entered into voluntary mediation with theU.S.Equal Employment Opportunity Commission to avoid protracted litigation.

According to the EEOC, the agreement provides $3 million to resolve discrimination charges by 38 people, and an additional $2.5 million in a class settlement fund for other former and current employees.

USPL Files Chapter 11

US Plastic Lumber Corp. has filed to reorganize under Chapter I I bankruptcy. The firm is seeking an order to get DIP financing to fuel current operations.

"Given our company's cuffent condition," said chief financial officer Michael Schmidt. "we believe that this action will give us the ability to preserve and maximize our value. With the hard work and dedication of our employees and the support of our customers and suppliers, we are confident that the business will emerge from this process a stronger company."

USPL has hired Triax Capital Advisors to supervise and direct its reorgani zation efforts.

9onderosa & Sugut Sn*

El Louise George Waldron Hammann

Phone (909) 727-1767

Exl,129 -Morc Ext, l27 -Brqd Ext.l23 -Dione Ext,l26 -Loreno

Sonded Plywood Porticleboord

Siding Plywood MDF

Ext,128 -Mott exl,l24 -Jesse Ext,l33 -Roul Ext, l42 -Dick

Durolemp Overloid Composites

Sheolhing Plylvood Hordboord -Siding-Trim

Miil Grode Plywood KD [umber

OSB Pine Boords

Fire Treoted Plywood Cedor Fencing

Pressufe Treoted Plywood Lottice Ponels

Hordwood Plywood Fiber Cement Siding

lmporl Plyd/ood FRP Boord

GUE$TS GATHERED recently at Kelleher Corp.'s restaurant Brix in Yountville, Napa, Ca., for the millwork and lumber wholesaler's vendor appreciation dinner. Enjoying the fine California cuisine were (1) Steve Hutton, Dave Meyer. (2) John Ahlers, Jim Murk, Jeff Barnes. (3) Lany Stevens, Jeff Setzer. (4) Janet Webb, Lud McCrary. (5) Mark & Paige Westlake, John & Trish Monison. (6) Matt Sauder. (7) Bany Ganison, Larry White, Sean Williams. (8) Rich Baskins, Don Kelleher. (9) Brad Mehl, Ryan Land. (10) Bill Huber, Charlb Risinger. (11)John Dahl, Don Mays. (12) Mike Welch, Ann White, Joe Lumadue. (13)Jeff Tomai, Trevor Fir'ft' {14} Brian Peak' Jelf Lundegard photos by rhe Merchant Matsiziae

Fax {909) 727-1766

Scheduled Truck Runs, Vlvll Progroms, Monlhly, Quorferly, Yeorly Pricing Progroms, Cul-To-Size, Jusl-ln-Time Delivery, One-Stop Shopping, Experienced Soles Sloff, Worehouse, Direct ond Relood Soles, Speciotiies:

Long Length Plwood ond OSB

Thick Ponels - Alternolive llems

Rqdioto Pine, Okume, Flliottis Pine

Low Grode Plywood ond OSB Solvoge/Closeoui Buys

ploce

Rates: 25 words for $25, additional words 709 ea. Phone number counts as I word, address as 6 words. Headline or centered copy, $6 per line. Border or private box. $6 ea. Column inch rate: $45 camera-readv. $55 if we set the

Pole Buildings

www.poleframebuildings.com

San Antonio Construction Co.

Contractors license 291 259 B1

Toll Free (877) U-BLD-KIT

Mike Esposito

type. Mail copy to the address below, Fax to 949-852-023 I or call (949) 8521990. Deadline for copy is the 25th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

To reply to ads with private box numbers, send correspondence to box number shown, in care of The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872. Names of advertisers using a box number cannot be released.

OUTSIDE SALES: Reliable Wholesale

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 Lakeside Lumber Products. (623) 5667 100, for confidential discussion.

Lumber, Inc. Industrial Division, is seeking two experienced softwood salespeople. Experience in sales to the industrial and manufacturing industries needed. Our small sales staff enables greater customer opportunity and overall sales potential for a motivated salesperson. We offer generous commissions. open territory. and excellent benefits. Please send resume to gkallas@rwli.net or Fax attention George Kallas to 626-452-8554. All inquiries and resumes will be strictly confidential.

INSIDE SALES - HARDWOOD LUMBER & PLYWOOD: Weber Plywod is a 45+ year old company with an excellent reputation in the industry. We are seeking an individual for immediate employment who is a self-starter and enjoys a challenge. Compensation is based on results. Experience in hardwood lumber and plywood sales is prefened. Please send resume to: H/R, P.O. Box 1045, Tustin, Ca. 92781.

SALESPEOPLE REQUIRED

Redwood Empire is looking for entry level and experienced salespeople in wholesale and industrial with backgrounds in commodities, redwood, cedar, plywood, steel, pressure treated, hardwood decking and flooring. Positions available in Northern and Southern California. Please send resume to Sean Burch. Redwood Empire, P.O. Box 1300, Morgan Hill, Ca. 95038, email sburch@redwoodemp.com.

INTERNATIONAL FOREST PRODUCTS in Chino Ca., seeks an accomplished industrial sales rep with knowledge of softwood and hardwood lumber. Excellent office support with milling facilities on site. Contact Parker Butterfield at i-800-799-5802. Visit our Web site at www.intlforest.com.

EXPERIENCED HARDWOOD LUMBER

Salesperson wanted. Progressive lumber company seeking outside salesperson. Generous commission schedule & medical benefits. Please send resumes to: Summit Hardwoods. Attn: Terie Lorentzen, l4l5 E. Grand Ave., Pomona, Ca.9l'766, Fax to 909-469-1659, or call Mark Michie. (310) 638-0468.

uqfles

Lee -l'urner. (r5. on ncr of Stocktorr Wholcsalc I-unrbcr (1o.. Stockton. ('u.. clicrl .lLrly l8 in Stockton.

Mr'. Tr"u'ncr slartccl his carccr in thc lr,rnrbcl inclustrl in l 9-59. l orkins lirr Stockton Box (latcr Anrcrican Forcst Prorlr,rcts). Stockton. lirr l-5 r cars.

FIc co firr-rntlcrl Stockton Whole-salc rvith Cicorgc Stanlcl in lt)76.

Robert "Bob" Humphrevs. -55. sa l e s pe rson for Co n rad Fole st Proclucts. North Bencl. Or.. diecl of complications from lun-l cancer July 31 in Rcedsport. Or.

An indr-rstr'1 \'eteran fbr rnore than 30 years. Mr. Humphrel s hacl been in sales tbr Conracl since 1989. Earlier he rvolkecl for UrnpqLra Buildin-c and

Biscuit Salvage Resumes

Injunctions that tcrnprlrarily barrcd salvage logging frorn thc Biscuit Fire sitc in Portland. Or.. have been liftcd by a fcdcral court judgc.

Whilc the U.S. Forest Service said that logging coulcl norv begin. larvyers fbr environmental -groups iire filin_e an appeal to stop the lo_l-eing.

The activist -croup Forest Service Employees for Environmental Ethics had tried to stc'lp the lo-eging because the Forest Service allorved saivage bul,ers to determine rvhich trees to mark fbr cutting.

But U.S. District Judge

Michael Hogan ruled a_sainst the group Aug. 20 and his dccision bccamc final Aug. 27.

Other or-uanizations including Wcstcnr En'u' i ronmcntal La',v Ccntcr. Seattle. Wa.. and Eartl.r .l usl ir'c rrlstr ltrst lhcir i rt.jrrrrctitrns.

Jttclgc Htrqrttt's dceirion cirntc afier thc Forcst Serl'icc clccided that they rvoulcl rnark rvhich trees to cLlt and rvhich to leave alorre.

Thc appeals bein-g filed norv r'vill fbcus on prcvious court losses. prirnarily the question of rvhether loqol;)t is lppl'ttpriute in itreas set asicle to protect old-growth timber.

Hardlvare, Reedsport. ar)d Intcrnational Paper's sarvrnill dir"ision in Gardincr. C)r.

Charles "Chuck" Edrvard Link. 133. formcr crccutivc dilcctor of thc Wcstcrn Builcling Matcrial Associa tion. OIyrnpia. Wa.. diccl Jr-rl1 29 in Olympia.

Mr. Lirrk rvurkccl lirl l9 )'cars at Boisc Cascaclc Curp.. lloisc. Icl.. in various lnanilgclrcnt capacitics. Hc thcn scrvcd as WBMA crccutivc clilcctor fiorn 1976 to 199 I

WBMA's Eclucational Link Schollurship r.vas firundecl in 1990 in rccognition of Mr. Link's contributions to tltc irrduslry lrttd thc ussoeirrtirrn.

Ra1 Todd.70. I'ormer ereeutire v.p. for the West Coast Lumber Inspection Bureau, Portlancl. Or.. died Aug. 22 in Nerr berg. Or.

Mr. Todd served as executivc \'.p. from l97c) until his retircrncnt in 199 l. at which tirnc hc bccarnc an lurrtoriirt boarcl rrcrnbcr.

Throughout his carccr hc scrvccl ort various tcchnical conrrnittccs.

Hc also sclvcd irr thc nrilitalr irr thc carly | 950s.

William "llill" Sutton. 6.1. sari l'ilcr 1'or Mary's Rivcr Lr.r nrbcr. Philonrath, Or., clictl of brain canccr Aug. 22 in Bcllfiruntain. Or.

Aficr scrving in thc Marinc Curps. Mr. Sutton bcgan his curccr as ir su\\' fi lcrat Larson Lu r.nbcr Co.. Philonrath. He rvent on to rl'ork at Bohemia Lumber Co.. Cottage Grove. Or.. and lP Miller. Bellfountain. spending 20 years at Mary"s River Lurnber.

Royal J. "Josh" Randle Jr.. 61. former Pacific Crorvn Lumber Co. rvorkcr, died Aug. I I in Plr-rrnrner. Id.

Mr. Randle rvolkcd at Pacific (lrorvrr Lurnbcr Co. until it s as dcstloycd by l'itc in 199u.

I)rior to.joining l)acil'ic Clrurirr. hc rvolkccl as a log scalcr in thc tirnbcr i rttl rt st ry.

Hc.joinccl thc Air lirlcc in 1960.

Robert L. l)edersen. 77. fillnrcr cnrploycc of Mickclscn l-urnbcrlard. Rcxburg, lcl.. dicd ALr-9. 3 in Rcxburg.

Mr. Pcdcrscn rvorkcrl part tinrc at thc lurnbcryarcl n,hilc a jr-rniur higlr school principal.

Hc servecl in the U.S. Navr cluring Worlcl War II.

Accept only the best. Advanced materials for today's dreams.

Let the Capital specialists help select the best materials for your needs

SounrnrCluronrn

Reer Lumber service (Anaheim) .... l??li 3]!.1333

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

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

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

Simpson Strong-Tie C0. ,..,..(800) 999-5099 1714) 871-8373

TaigaForestProducts....................................(800)348-1400

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

Weyerhaeuser Building l/ateria|s...................(877) 235-6873 SAN DIEGO AREA

Anfinson Lumber Sa|es..................................{619) 460-501 7

Austin Hardwoods & Hardware......................{858) 536-1800

Burns Lumber Co. .........{619) 424-4185

Dixieline Lumber Co .......{800) 823-2533

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

Sales Co. Swaner Hardwood...

Toal LumberCo....,..

U.S. Borax ...............

945-3889

) 287-5400

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

Forest Products

627-8551

Millworks.. ......{714) 533-9945

Anfinson Lumber Sa1es................,......,...,.,.,..(951 ) 681 -4707

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

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

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

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

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

Boise (Riverside) ,..,.....,..,....(800) 648-91 1 6 (909) 343-3000

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

Weyerhaeuser Building Materials...................\8771 235-6873

llonu & Cnrmr Cnurcnrn

ARCATA / EUREKA/ FORTUNA BMD .,..,.....,......,..,., Britt Lumber Co.

Simpson Timber Co

BAKEBSFIELO

.(707) 444-9666 .\707) 822-1775 .(707) 268-3000

Pacific Wood Preserving ol Bakersfield .........(661 ) 833-0429

CLOVERDALE

All-coast Forest Products ...................,..........007\ 894-4281

Redwood Empire..... ......(707)894-4241

FORT BRAGG

Holmes Lumber Co., Fred C. .........................(707) 964-6377

FRESNO

DMK-Pacific.............

Quolity Wesfern Cedqr Products

Soutttwqt

Pmrnc

Swanson-Superior Forest Products ..,...,........(541 ) 935-3010

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

MCMINNVILLE / CORVALLIS / SALEM

Forest Grove Lumber C0................................(503) 472-31 95

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

Welyerhaeuser Co. (Albany)................... ........i5qti Szaltl t

GREATER PORTLAND AREA

Adams Lumber, 1nc..............(800) 298-4222 (503) 245-1796

Caffail Bros. Forest Producls,....,...................(800) 547-201 1

Cascade Forest Gr0up,.,.,..............................(503) 636-8633

Collins Pine Co, ...................(800) 758-4566 (5m) 227-1 21 9

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

LJB Lumber Sales ....,..........(800) 552-5627 (503) 620-5847

Louisiana-Pacific C0rp. ...................,...........,..(503) 221 -0800

LumberProducts.,.,.,:,.,.....,.,.,........................i800)926-7103

Distribution (Woodinville).,....................(425) Capilal Lumber Co. ..(253) Eco Chemical Inc. ..........................................i800) Golding Sullivan Lumber Sa|es ......................(360)

Sales: We provide a ready source of qualified prospects.

Purchasing: We provide a listing of more competitive and / or reliable vendors,

Gredit:

For more informtion from advertisert or call (949) 852-1990 or mail to The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660.

FAX to 949-852-0231

Want to Subscribe? check the appropriate boxes to begin receiving your monthly issues.

tr I Year ($15) tr 2 Years ($24) tr 3 Years ($30)

tr Bill Me tr My Check Is Enclosed

News or Comments? we welcome comments on articles, the magazine, or news of your company such as new hires, expansions or acquisitions (a fre e s erv ic e). Email dkoenig @ building-products.com, or Fax this form:

Holmes Lumber Co., Fred C...........,....,,..... ..................43

Hoover Treated Wood Products [www,frtw.com]................................30

Huber Engineered Woods Iwww.huberwood.com] ..............................53

HuffLumber Co..................... .--.........34

Keller Lumber Co. ...........,....... ...........60

Krauter Storage Systems [www.krauter-storage.com] ------..,.........27

Landmark Products [www.landmarkproducts.com] ...........................50

Lumbermens Credit Association [www.lumbermenscredit.com] .......61

Martin Lumber, Roy O. [www.martco.com]....-.-----........,.................8

McKenzie Forest Products Iwww.mckenziefp.com]...............--..........31

Montrose Re1oad.............. ..,.................48

Nexwood [www.nexwood.com] ....,................20

Norman Lumber Co. [www.normanlbr.com]

Royal Pacific Industries.........

Simpson Timber Iwww.simpsoncalifornia,com] ...................................25

Simpson Strong Tie Iwww.strongtie,com] ....,........................................56

Stockton Wholesale Lumber

Sunbelt Storage Systems [www.sunbeltracks.com]..................Cover III

Swan Secure Products [www.swansecure.com] ......,...,...................49,54

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

Taiga Forest Products,,............, ...........28

Tamlyn & Sons [www.tamlyn.com] ............................,55

Thunderbolt Wood Treating Iwww.thunderized.com]........................,13

Tolko Industries [www.tolko.com] ..........35

Van Arsdale-Harris Lumber Co..................... ..,,..........52

Waldron Forest Products ....................56

Western Red Cedar Lumber Association [www.wrcla.org] ..............,..,7

Western Wood Preserving Co. [www.westernwoodpreserving.com] .38

Western Woods, Inc. [www.westernwoodsinc.com] ..,.......,,...........24, 33

Westridge Forest Products [www.westridge-fp.com] ..........................51

Weyerhaeuser Co. [www.cedarone.com].......... ..Cover I

Weyerhaeuser Co. [www.structurwood.coml ..Cover II

W.M. Cramer Lumber Iwww.cramerlumber.com].......,...,...,,.....,.........6 Woodguard [www.wood-guard.com]............ ...............54

AUIOMATTII BUIIIII]IG

ilIATEB IAl $T|| RAG T SYSIEM

Sunbelt, the company that pioneered rack supported buildings for lumber and building material storage, brings you the next generation in automated building material storage systems.....introducing Power Bin.

Power Bin is an automated handling and storage system that loads materials into pigeonhole bins with a battery powered loading unit. Operation of the Power Bin is simple...the loader is picked up by a forklift, aligned with the correct storage bin, a safety hook is engaged, and the materials are fed automatically into the storage bin. The entire operation takes less than 1 minute. The time savings and labor efficiencies are huge.

The Power Bin can easily incorporate mezzanine storage, form the support structure for a shed, or become part of a rack supported, drive{hru building. Sunbelt can integrate the Power Bin with cantilever rack, pallet rack, A-frame rack, stack racks and drive thru buildings to create a state of the art lumber yard. A Sunbelt sales person can guide you through the entire process and manage all stages of your project, from the initial design to the final installation.

Call Alana Franco at Sunbelt today to learn more about Power Bin and Sunbelt's complete line of storage systems and rack supported buildings. 800-353-0892 Ext.215

r Fax 770-569-9944 www.SunbeltRacks.com