Merchant Magazine - September 2005

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

You could be making yourself more profitable with TechShield@ radiant barrier sheathing, an energy-saving upgrade that homebuyers are willing to pay for. TechShield sheathing, with its thin laminated aluminum layer, prevents up to 97% of the radiant heat transfer from the panel into the attic. So if you're not using TechShield sheathing, stop wasting your energy. Ask for it by name.

We believe in fqmily. Intrcducing rhe newesl member of ours. Introducing Elements' by Epoch'I

You're fomilior wilh EverGroini Epocht premier rompresion-molded composife decking. Now we offer Elemenls, on extruded decking produd ovoiloble in three nolurolly weothering colors,* lo meel lhe needs of oll your cuslomers.

And, Elements' duo-finish surfoce ollows il lo be instolled [orded or Molle side up, or wilh o combinolion of both for o unique look. [lemenls Decking is on ollroclive oddition fhol complemenls ony home.

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

$edng 13 Urbm SAb., bclu&rgLk rd Hrdl

(gst6t pudication Euilding Prcducts Digest seNes tle East)

PUBLISIIER Alan Oakes (ajoakes@aol.om)

PUBLISHER EMER]TUS David Cutler EDITOR David Koenig (dkoenig@building-products.com)

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

CONTRIBUTING EDITORS

Dwight Cunan, Carla Waldemar, Rov Burleson

AD SALES I|A|{AGER Chuck Casey (ccasey@building-products.com)

CIRCULATION Heather Kelly (hkelly@building-pioducts.c0m)

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

How to Advertise

Contact our advedising otficos tor ratesi

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

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

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Cedar Valley Inc.

City Lumber Sales & Services Ltd.

Columbia Cedar Inc.

Downie Timber/Selkirk Specialty

Fraserview Cedar Products Ltd.

Gilbert Smith Forest Products

Haida

Northwest Forest Products

North Enderby Timber Ltd.

Pacific Lumber Remanufacturing Inc.

Premier Forest Products Inc.

Pope & Talbot Inc

Quadra Wood Products

Teal Cedar Products Ltd.

TRI-PRO Cedar Products

Twin Rivers Cedar Products

Tyee Timber Products Ltd.

ALAN OAKES publisher ajoakes@aol.com

Repeat-Not so fast, Mr, Greenspan!

About 18 months ago, when it became evident the general economy was turning around, I wrote a column saying, "Not so fast, Mr. Greenspan." I am not sure why, but clearly he is not reading my column or heeding my advice.

It was very evident then that interest rates would and should be raised. But my biggest fear is starting to happen. Yes, he has done it again, today adding another quarter of a point to the Fed Funds Rate. This is the tenth time in about one year. So the Prime Rate now stands at 6.5Vo, up from 2.5Vo just over a year ago. Treasury rates have slowly increased over the past month, up about a half percent. This raises the fixed rate for commercial real estate loans, and probably will increase cap rates about the same. Unquestionably, the sale value of investment real estate will be hit. No doubt the home real estate market will start to feel it as well, which it seems is already happening.

I am quite convinced that Mr. Greenspan did not get anywhere enough heat or blame for what he did in 1999 by keeping increasing the Fed Rate month after month. I believe that two-thirds of what he did was warranted with the exuberance of the stock market at the time. However, I do not believe that he knows and can measure what the impact of any one increase is for several months, and this policy of increasing monthly will again have the same impact. At some point he will get ahead of the economy, and it will stop and stall unless he stops and measures the impact over a few months, before passing on any more rate increases.

Yet, by all accounts, he will increase the rate monthly till the end of year, which by my reckoning will bring the Fed Rate to'7.5%. That means corporate borrowing will go from 7.5 to 9.5Vo, and will bring corporate investment to a halt again. It will inevitably mean higher interest rates, although intriguingly, despite all the increases,

mortgage rates have lagged well behind.

While he has been concerned about the "frothy" housing market, with some good reason, it has been the only thing holding this economy together since 200l The Commerce Department's A:ug. 2 report suggests that consumer spending surged 0.87o in June, even as the personal savings rate dropped to zero. Many of us with no real stock market return have relied solely on our homes for our investment return. as if we were living in a piggy bank. Indeed, I would agree it has all been a bit too good to be true. But, it is that piggy bank mentality that has led to people buying new homes and updating their current homes, often by refinancing at low rates, and this spending power kept the economy growing. It also has perhaps kept this industry going.

But there are many that have taken mortgages at low rates for short terms, and even interest-only loans, as well as being highly leveraged. So, if the housing market does slow or even go in reverse, the outcome could be quite shocking and very concerning to the economy as a whole. Again, remember how hard and fast the tech market fell in 2000. The property owners with second homes are at greater risk for a big fall, and they accounted for l37o of the mortgages last year, along with investment property owners who accounted for 23Vo of all mortgages. Here in Orange County. Ca.. you cannot possibly get enough rent on investment property to break even unless you are putting down 30Vo or more.

It is true that housing prices have risen on average by 29Vo since 2003, with specific markets like Las Vegas and San Diego far ahead of that percentage. This needs to be corrected, but by a soft landing, not a hard landing. I am concerned that Mr. Greenspan will again overdo it. So, once again, do not put us back in recession. Slow down, Mr. Greenspan!

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LP 0SB Flooring

BUILD WITH US.'

BUILDING PRODUCTS

Trvo decades ago, L-P helped commercialize OSB. The firm rcmains the rvorld's largest OSB producer. Last year. it moved its headquarters fiom Portland, Or., to Nashville, and consolidated its rnany building products under a sin-lle brand narme: LP Building Products. What's New This year. L-P is spending $24.3 million tcl update its flagship plant in Hayrvard, Wi., r.vhich began producing OSB in 1982 afier a conversion fiom r'vafcrboard. In May. the company finished convcrting one line to the production of SmartSide OSB-based siding. If demand for SmartSide continues to increase, the second line might be converted.

"We're converling the Hayr,vard mill instead of considering mill expansions that could take up to 24

months," said Ben Skoog. L-P Engineered Sidings.

In April. the cornpany closed its OSB plant in Woodland, Me.. rvhich had clperated intermittently since its acquisition tiom Georgia-Pacific in 2002.

What's Next L-P is scheduled to begin production later this yearat a new OSB mill in Fort St. John, B.C., jointly owned by Canfor. The state-of-the-art facility will produce 820 rnillion sq. fi. annually-making it one of the largest OSB mills in the r.vorld.

This month, L-P ivill break ground in Clarke County, Al., fbr a 700 million sq. ft. OSB mill to go on line in late 2007. "This mill is key to our commitment to maintaining L-P's leadership position in structural panels," said JefT Wagner. v.p. of OSB.

WevsnnAEUsE

Hudson

What's lllew Last year, the company sold its mill in Slave Lake. Alb.. to Tolko, but the remaining nine mills produce enough OSB to make Weyerhaeuser the second largest OSB producer in the world.

N

Produntion 3.821 billion sq.

What began as a mining company named Noranda eventually expanded into forest products. Noranda began listing Noranda Forest as a public company in 1987, and spun it offas Nexfor in 1998.

What's lllew Last year, Norbord changed its name from Nexfor Inc. and promoted Barrie Shineton to president and c.e.o. In addition, the company acquired the remaining 50Vo of its OSB mill in Bemidji, boosting both its capacity and production of OSB.

"2004 was an unprecedented year for North American OSB producers, and Norbord's results surpassed most expectations," said Shineton. "We need

Atnsworth"

OSB products to become even more popular in the marketplace. "Systems selling will take our panel sales to the next level-whether it's a system of Gold Edge panel over a Trus Joist or Frameworks floor system-which allows a builder or home buyer to predict floor performance using the TJ-Pro Rating System and then designing the floor with our products to provide that specific performance," said marketing director Bill Blount.

more OSB mills in North America if this product is to continue growing both as part of overall structural panel growth and as a substitute for plywood," he said.

What's Next To do its part, Norbord will spend $135 million to expand its mill in Cordele, Ga., adding 550 million sq. ft. of production capacity to create one of the largest and lowest-cost OSB operations in the world. Construction began recently and start-up is scheduled for the second half of 2006. "Expansion of the Cordele mill is consistent with our plan to continue growing our OSB business, particularly in the South, where new housins construction is robust." said Shineton.

ArruswonrH LurvleeR Go. Lro.

lleadquartens Vancouver, B.C. Founded tgSZ

0SB tacilities (7) Bemidji, Cook, Grand Rapids, Mn.; Grand Prairie, High Level, Alb. (50Vo JY with Grant); 100 Mile House, B.C.; Barwick, Ont. 2004 Production 2.037 billion sq. ft. crs"uasisr Gapacity 3.355 billion sq. ft. 2003 Production 1.342 billion sq. ft. thange '03-'04 +51.8?o

Ainsworth entered the OSB market in 1994 in 100 Mile House, B.C., with a 9-foot forming line and press to make 3-ft. boards for the Japanese market. A second OSB plant was added the next year and a third in 2000.

What's New Last year, Ainsworth acquired Boise Cascade's OSB plant in Ontario, Canada, as well as Potlatch's three facilities in Minnesota.

What's lllext Construction is underway on a second production line at the Grande Prairie facility. The first line was modernized years ago, with a 12-ft. wide form-

ing line and press. Once completed in early 2007, at an estimated cost of $160 million, the second line will have an additional 600 million sq. ft. of capacity and produce both OSB and other engineered wood products.

Ainsworth plans to build two state-of-the art OSB plants in Prince George and Quesnel, 8.C., at a cost of more than $400 million. Combined production at the two mills will be 1.5 billion sq. ft. annually. Both mills will use logs from pine killed by beetle infestation, which makes them undesirable for lumber production, but just fine for OSB.

fr. 1:rs" uasisr

Gapacity

Production 3.402 billion sq. ft. Change '03-'04 +t2.3%o

Headquarter$ Atlanta, Ga.

$ounded 19zr

ll$B trtilitie$ (7) Fordyce, Ar.; Hosford, Fl.; Grenada, Ms.; Dudley, N.C.; Brookneal, Skippers, Va.; Mt. Hope, W.V.

2004Productisn Z.OtObillionsq.ft.(3/8"basis) Gapacity 2.185billionsq.ft.

2003 Pruductian 1.983 billion sq. ft. Change'03-'04 +l.4vo

In 1964, Georgia-Pacific began operating the nation's first southem pine plywood plant in Fordyce, Ar., which was later converted to OSB production. By the early '80s, the company had opened its second OSB mill, in Woodland, Me. (later sold to L-P). Two more plants came on line in 1985, as did two more in the mid-1990s. What's New G-P's newest OSB plant opened in May

FoRrsr

of this year, in Hosford, Fl. Costing more than $150 million, this plant will produce 500 million sq. ft. annually. What's lllext Although the company continues investing in its OSB business, G-P is going against the tide by betting even more heavily on plywood; it has just launched a consumer ad campaign to "build consumer preference for plywood over OSB."

Founded tgst 0$B faeilities (3) Englehart, Timmons, Ont.; High Level, Alb. (507o JY with Ainsworth) 200{ Production 1.850 billion sq. ft. (3/8" basis) Sapacity 1'850 billion sq' ft' 2003 Production 1.850 billion sq. ft. $hangu '8?:04 oqo

Headqu*rter$ Earlton, ont.

Originally designed to produce waferboard, Grant's first mill in Englehart was soon converted to OSB production. By 1989, a second line was added to the Englehart mill, making it the largest OSB production facility in the world. Some 10 years later, a smaller plant in Timmins was acquired, which was fine tuned to increase its production. The joint venture with Ainsworth opened in High Level in 2000, and is cunent-

Ewcrrure nsn Woons

A division of J.M. Huber Corp., Huber Engineered Woods opened its first OSB plant in 1982 in Easton, Me.

What's New In April, Huber's fifth oSB plant, in Broken Bow, Ok., produced its first board. Costing $130 million, the new plant includes the world's longest con-

ly the second largest OSB mill in the world.

What's Next The company is investing $400 million to build its first two OSB plants in the U.S., each with an estimated 800 million sq. ft. capacity. Construction will begin this fall in Allendale County, S.C., for alate 20O6 completion. Work on the second plant will begin early next year in Clarendon County, S.C.

Tolko's first OSB operation opened in 1995 in High Prairie. In August 2003, the company's 400,000-sq. ft. Meadow Lake facility began production.

What's New In February 2004, Tolko purchased Weyerhaeuser's OSB plant in Slave Lake, Alb.

What's lllext Tolko will spend more than $200 million to modernize the original mill in Slave Lake and build a second one.

tinuous press-198 ft. long and 8.5 ft. wide, made by Siempelkamp.

What's lllext Huber is currently evaluating possible sites for its next OSB plant, to be located in either South Carolina or Georgia. Capacity for the new facility will be more than 700 million sq. ft.

Canfor was started when brothers-in-law John Prentice and Poldi Bentley immigrated to Vancouver and started Pacific Veneer. When they purchased Canadian Forest Products Ltd. in 1947, they decided to reorganize all their operations under this name-and Canfor was bom.

What's New Canfor is new-to OSB, at least. The company entered the OSB market in April 2004, when it purchased Slocan Forest Products. Within a few months, Canfor's new president and c.e.o., Jim Shepherd, announced that the company would spend $25.6 million to upgrade and modemize the Fort Nelson mill.

The just-completed improvements increase the mill's total production capacity to 650 million sq. ft. annually. In addition, environmental upgrades at the mill will cut pollution. "The installation of high-effiency cyclones and current technology controls will reduce emissions by 217o, despite the fact that our production will increase," said mill manager Lorence Forsberg.

What's Next Canfor is looking forward to the opening of the Peace Valley OSB mill it co-owns with Louisiana-Pacific. Half of the mill's capacity of 820 million sq. ft. will belong to Canfor.

Mnnrco Ltrrareo Pnnrruensnlp

Headquarter$ Alexandria, La. Faunded tgz:

tlSB facilities (1) Le Moven. La.

2004 Froduction 360 miilion sq. ft. (3/8,,basis) Sapacity 370 million sq. ft.

2003 Production 340 million sq. ft. fhange t03-'04 +5.9Vo

In 1971, Jonathan E. Martin earned his B.A. in industrial engineering from LSU and joined the family milling and timberland business: Roy O. Martin Lumber Co. Ten years later, as president and c.e.o., he directed the design and construction of the first OSB facility in the South, Martco's plant in Le Moyen. Today, Jonathan E. Martin is chairman of the company and Roy O. Martin III is president.

What's New Over the past year, Martco has been developing value-added OSB products. Last year saw the introduction of the GRID panel system, with 4x8

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FONTST PRODUCIS GROUP

sheets pre-marked with a ruler and grid system. This year, Martco unveiled Eclipse radiant barrier panels with a specially designed foil backing.

What'S Next Martco recently began construction on a second OSB mill-a $185 million facility on companyowned land in Oakdale, La. With production capacity of 850 million sq. ft., the new plant will consume more than 1.5 million tons of pine pulpwood from the company's 598,000 acres of timberland in Louisiana. The facility will produce a broad product mix for a variety of industrial applications. Startup is slated for late 2006.

llerdquarters Temiscaming, P.e. Founded tgz:

ll$B Facilitie$ (l) St. Georges de Champlain, p.e.

*sll4 Production 241million sq. fr. 1:ra- uasis) Crpacity 285 million sq. ft

1$03 Production 239 million sq. ft. GhangetB3",0{ +0.8Vo

When the Temiscaming sawmill was shut down by a muftinational corporation in 1972, employees and residents decided to fight together to save both the mill and their town. After their plight received national attention, a unique partnership was formed with the government's help-resulting in the formation of Tembec in 1973.

In 1996, Tembec expanded into OSB with its pur-

chase of a 507o interest in Panneaux Malette's mill in St. Georges, which was undergoing a $26.5 million modernization program. Tembec acquired the remaining 5O7o of the mill in October 2000.

What's New The company's chemical group-a leading supplier of resins and binders to various markets, including the OSB industry-has signed an exclusive agreement with Norjohn Emulsions to distribute its emulsion waxes. "This will strengthen our relationships with our customers by providing them with the option of meeting their resin and emulsion wax requirements using a single source," said Thomas McAndrew Gale, president of Tembec's chemical group.

What's Next As for the future, Temec is considering additional modernization of its St. Georges mill, but no definite dates have been announced.

-,

When it opened in 1988, Langbord's OSB plant was the first in Georgia. In fall 2002, the company embarked on a three-phase, $70 million expansion that will double production capacity to 440 million sq. ft. Unfortunately, two very rainy years, after five years of drought, caused delays.

What's New Phase II was finally completed in April 2005, with the installation of a Dieffenbacher Flexiplan production line. The new equipment produces four-layer OSB (two surface and two core layers), rather than just three layers-increasing the strength of the finished product. Efficiency is also greater with the new line, because 72 sheets can be made in the time it took to produce 40.

During Phase III, existing dryers and blenders were replaced and became operational in late June. A new boiler and co-generator is expected to go on line this month, to recirculate all dryer and press exhaust to product electricity. Whatever Langboard doesn't use, it will sell back to the grid.

What's lllext During the coming year, the company plans to unveil additional specialty OSB products, such

as its Energylock radiant barrier sheathing. "We're never going to be the biggest, but we always strive to be the best," said sales manager Chuck Rigoni. "We're very proud that we consistently rate very high on customer satisfaction. We feel that it's our service that separates us from the rest."

Wood panels haue sheathing

STRUCTURAL wood panel industry share of the U.S. lJsingle-family wall sheathing construction market rose last year from 67Vo to 69Va, according to APA-The Engineered Wood Association.

Market share is up from 66Vo a year earlier and 5l%o l0 years ago. The growth of OSB and plywood market share

Tips for Installing OSB Panels

Correct installation is the key to getting the optimum product performance from OSB panels, whether used in wall, roof, or flooring applications. Weyerhaeuser Structunrvood recommends:

Safety First

Proper protective equipment is recommended for every person on the jobsite, including hard hat, safety glasses, steel-toed shoes, and high-visibility vest. Hearing protectors are necessary when working in close proximity to high-decibel equipment like generators or nail guns. Also, make sure workers have clean, slip-resistant shoes and use all salety restraints required by OSHA when working above ground level.

Jobsite Storage

Like any wood product, OSB panels are at risk of fungal decay or rot if exposed to repeated wetting or high-moisture environments. Because panels exposed to such conditions may deteriorate, lose strength, 0r support mold growth, weather protection is essential.

Prior to installation, keep all materials dry and out of standing water. OSB should be stored at least 4" off of the ground. lf the ground is wet, placing a sheet of plastic on the ground prior to setting the 4" blocking down will keep soil evaporation from entering the underside of the oanels.

General Installation

Lay out panels in rows so that end joints are oflset by at least one on-cenler spacing of the support framing. Maintain a 128" space at panel ends, using a 10d box nail as a spacer. No gap is required between mated T&G-edged panels because the profile has an internal self-gapping provision already designed in-even though the edges may appear flush on the surface.

Begin nailing by starting a row 38" from one edge and continue working across each panel in rows until the panel is completely fastened. This technique keeps internal stresses, which could contribute to buckling later, from building up inside the panel.

Flooring

Glue and nail (or screw) panels to the floor. A glue-nailed floor assembly not only improves floor stiffness (especially with T&G panels), but also helps eliminate nail pops, floor squeaks, vibrations and

runs counter to the belief several months ago that relatively higher prices or availability concerns might erode share. However, recognition among builders of the performance benefits of structural wood panels continues to grow.

In addition, APA says the successful introduction and promotion of a new n€urow wall bracing method that helps builders meet new requirements of the International Residential Code also appear to be driving market share growth.

The APA Narrow Wall Bracing Method (www.apawood.org/bracing) permits builders to use narrower corner

bounce. Start T-&-G panel layout by placing panels perpendicular to the joists. Lay the lirst row with the tongue to the wall and make certain each panel covers at least two spans and that panel edges fall at the center of the supporting loist. When nailing floor panels, stand over the fastener location to ensure good contact between the flooring and the framing. Drive nails flush to the panel. Avoid over-driving nails through the panel surface, especially when using power tools.

Apply a bead of approved adhesive to the top of the joists, using a serpentine pattern on wider joist flanges. Apply only enough adhesive to install one or two panels at a time. Use two beads of adhesive on joists where panels meet, to ensure that both panels will adhere to the framing. Apply a thinner (1/8") bead of glue in each groove, slide panels into place, and tap them together. Remove any excess glue that squeezes out to prevent bumps in the finished floor.

Nail panels into place before the glue sets, following the adhesive manufacturer's instructions lor allowable cure time and making allowances for temperature and climate conditions. Be sure to remove and replace any shiners (nails that iust miss the framing support) which could contribute to future squeaks.

Allow the flooring 1o dry before installing underlayment or finish flooring. Sand uneven areas, paying special attention to ioints. Inspect fasteners, making sure they're flush, and reset nail pops that have occuned during construction. Do not fill nail holes, but do fill or

bracing than is normally allowed next to openings, such as garuge doors, provided the house is fully sheathed with structural wood panels. APA began promoting the method in 2003.

"Builders recognize the value of structural wood panels and more are switching every day," noted APA v.p. Dennis Hardman. Among the advantages of plywood and OSB wall sheathing appreciated by builders, he said, are the products' unmatched strength and stiffness properties, particularly in areas subject to high wind or seismic events; superior performance as a nail base for finish siding materials; elimination of the need for let-in bracing; high impact resistance; ease of installation; proven durability in all kinds of climates, and superior noise reduction properties.

Builder recognition of those performance advantages was underscored by a survey conducted by the NAHB Research Center last year that found some 60Vo of builders who fully sheath walls with structural wood panels believe doing so can contribute significantly to reducing customer callbacks. Some 887o of survey respondents who fully sheath their homes indicated racking strength under high wind and seismic loads is a distinct advantage of structural wood panel wall sheathing, and some two-thirds said plywood and OSB wall sheathing reduces building code problems.

North American structural wood panel industry production capacity, meanwhile, is forecast to rise substantially over the next five years. Plans for the addition of about 10 billion sq. ft. of new capacity have been announced. Current industry capacity is about44 billion ft.

sand edge joints and any damaged areas or gaps as necessary.

For better floor performance, consider using stiffer or thicker panels, thicker joists, or closer joist spacing.

WallSheathing

OSB sheathing applied to walls may be installed with the strength axis either parallel or perpendicular to the wall studs. When panels are installed horizontally, vertical joints should be staggered at least one stud space and may also require blocking--+heck with local building codes. Always leave a 1/8'gap around all panel ends and edges and around windows and doors to allow for moisture expansion. OSB panels have a gradestamp indicating their approved span rating, as well as allowable exposure conditions.

Roof Sheathing

Before installing panels, make sure the framing that supports them is level and not twisted. Add shims or blocking as necessary to create a smooth, flat surface. Panels should be placed with the screen side up and the tongue edge pointing towards the peak. When laying out panels, make sure each panel covers at least two spans and that the panel edges fall at lhe center of the suppofiing rafter. lt may be necessary to trim some panels. And remember, do nof glue roof sheathing.

Keep in mind that high-wind areas may require difierent nailing schedules. Panel clips may also be necessary, depending on the roof sheathing's span rating and the actual framing space. Check local building codes for requirements.

There are several ways to further enhance roof sheathing performance. To minimize exposure to weather, apply shingle underlayment or #1 5 roofing felt (use #30 for extended exposures) that meets ASTM D 226 or ASTM D 4869 standards. Minimize buckling by allowing the sheathing to reach ambient moisture conditions before installing roof coverings. Use heavyweight or laminated and textured shingles to help hide any imperfections in the roof and to give the best appearance.

Sell the perfect redwood fence

f\REATING beautiful wood fences

\-zare common projects for both contractor and seasoned d-i-yer. In addition to materials, their suppliers should also be able to furnish ready answers to help design and build the redwood fence that is perfect for their house and lifestyle, according to the Cal iforn ia Redwood Association:

Materiats

Knotty redwood garden grades are ideal for fencing because of redwood's outstanding dimensional stability and durability and its natural decay and insect resistance. Redwood is also easy to saw and work with because of its grain, texture and lack of pitch.

Because redwood takes and holds finishes better than other woods. it is the best choice for fencing when you want to color-match it with your house.

btyle

When choosing a fence style, it's important to consider aesthetics as well as function because fences make highly visible statements about one's property and will add to its value if they're carefully planned and well crafted. A distinctive design will add character to an ordinary yard and make outdoor areas more inviting. If the garden has already been landscaped, the fence should blend with the overall feeling that's been created and with the home's architecture.

Redwood lumber dealers commonly offer standard pre-fabricated gates and post-and-rail, basketweave, stockade, picket, board-on-board fence patterns in 6- and S-ft. sections and gates. Many buyers, however, prefer to design their own redwood fencehigh or low, solid or see-through, with board dimensions and spacing varied in distinctive horizontal, vertical or diagonal applications. To help get them going, also offer idea-starting and how-to books and booklets on fence design and building.

4 Planning

Both homeowners and contractors should be aware of zoning ordinances before making final plans. In some areas, fence height, location, style and materials are regulated. To avoid problems that might arise from a faulty survey, homeowners should build their fence a few inches inside their property line. It's also advisable to check with electric and water companies to make sure they won't hit

underground electric, water or sewer lines when holes are dug for the posts.

Selecting the correct redwood grade for different elements will also ensure a longer-lasting fence. Posts and bottom rails, which are in or within 6 inches of the ground, should be decay-resistant Construction Heart redwood.

Construction Common redwood can be used for the top rail and fence boards. For special designs with intricate detailing, Clear All Heart, Clear or B Grade might be best because of their fine grain and even texture.

G o Construction

A basic fence usually consists of 4x4 redwood posts spaced every 6 or 8 ft. with 2x4 ralls or stringers and linch fenceboards,4 to l2 inches wide. Most fences are 3 to 4 or 6 to 8 ft. high to accommodate standard 6- to 8ft. redwood board lengths. Heavier fences over 6 ft. high may require 2x6 stringers and 4x6 or 6x6 posts.

7

Anchoring Fosts

Your fence will look better and last longer if care is taken to make sure it's properly anchored. Setting the posts is the most critical aspect of fence construction because they keep the structure upright and stable. Postholes should be dug with smooth, straight sides or with the hole wider at the bottom than at the top. To keep groundwater away from the base of the posts, 6 inches of gravel should be placed in the bottom of the holes and more gravel filled in 3 or 4 inches up the posts. Once the posts have been positioned and braced, the holes are packed with concrete.

8

F{ardware

To avoid unsightly stains. suggest non-corrosive hot-dipped galvanized, stainless steel or aluminum nails and fastenings. CRA recommends that a finish be applied to retard weathering. A clear water repellent containing mildewcide will reduce harmful effects of moisture. For a weathered look, a bleaching treatment will provide a silver-gray appearance. A semitransparent stain can be used to give the wood color while allowing the grain pattern to show. Opaque colored stains can also be used to achieve a sood effect.

)$i*: 'jiiJr*

Motown Marketing in

McMinnville: The Supremes

By Carla Waldemar

\ZOU know what happens when I you give a kid an inch: he'll take a mile. Well, in the case of young Ryan Moore, make that five counties.

Ten years ago, the good folk of McMinnville, Tn., were hard-pressed to recall that the family's sleepy little lumberyard existed. It had limped along, suffering from neglect since the heyday of its founding in 1967 by the Moore brothers, whose energy soon turned to real estate. So. in 1995. when the pair agreed to divide their holdings, Supreme Building Products fell to Ryan's father, J. David Moore. Spurred to bring it back to life, he swore to become the number-one yard in town. (Hold on-make that the entire region.)

Ryan headed the uphill battle. When his father made him v.p. of sales and marketing, he told the boy, "It may not be the most prestigious job, but it'll put food on the table. Do whatever you want to do."

"There are over 40,000 people in the area, and the market's pretty com-

petitive," the young man notes. "We're up against a couple of hardware stores, some independent yards, and a couple of the boxes."

As a media-kid of the 2l st Century, Ryan was all into make-overs: "We didn't have an image, a presence, an identity-nothing we were known for. Not even a logo or a jingle"-a deficit he considers "shocking. On our phone-hold, people were actually hearing a competitor's ad on the radio. So I took on what I call the 'image makeover."'

He contacted Radio Concepts USA, a Minnesota firm, to come up with a unique jingle, "and if we didn't like it, we didn't have to pay. I was pretty picky. It had to fit our market perfectly. To be different from other radio sponsors, we customized it, using my own voice. And to be effective, you have to use it consistently, not just twice a day." Ryan bought multiple spots and cut a deal so that the oneminute slots ran longer than 60 seconds.

Today everyone in McMinnville can sing along ("Where...the customer's always su-pre-e-e-me. Supreme! [beat...beat] Building Products"). "They're even singing it at Shoney's," Ryan triumphs. "Our d-i-y business has jumped 357o. And for the past l0 years, we've been voted'Best of the Best' by the newspaper's People's Choice."

But it doesn't stop there. "Once we get 'em in the door, they get height-

"There's a special contractor entrance so they feel special. Pros can bring their clients in and turn 'em loose."

ened customer service-'Supreme customer service' - especially our pros, who are 75Vo of our business, and we love it that way. But d-i-y's pay cash," he adds, which balances the 30-to-60-days out on the contractors' books. "We send out 20 truckloads a day; we promise lol4 or 4/10 delivery (order in by 10, out by 4, and viceversa) and bump our best contractors up to the front. We also offer them free blueprint takeoffs, so thoroughly detailed they can take them to the bank."

And, under a new umbrella called Moore Partners, the Moores partner with builders to co-develop subdivisions, helping with funding to build spec homes-"a great way to control construction, because they use only our products," Ryan adds. "They get the builders' fees, and we can fill the homes with innovative products-like a showroom-to let folks know what's out there."

Supreme recently added an actual

SUPREME LEADERS (|y' Reece, David, Jane and Ryan Moore, with his flipped-up collar.

showroom as well-12,000 sq. ft. that "acts as our catalyst for growing the business. There's a special contractors' entrance so they feel special. Pros can bring their clients in and turn 'em loose. And it doesn't look like your typical building center, either: James Hardie siding, a stone foundation, tall columns," which generate pretty tall margins, too. "It's easy to upsell here-paint, hardware, Magnolia windows, Jeld-Wen doors. Now people can see things. not just try to imagine them from pages in a catalog. It's our biggest single undertaking, and it's really put bread on the table for us."

Liking the looks of those margins, Supreme then added a millwork warehouse because millwork, he explains, is delicate. "Now we've got a big loading dock so it doesn't ever touch the ground," Ryan says. "We're really growing that custom aspect. Before 1995. customers were hesitant to special order; they didn't trust a college student in an orange apron. Now we've shown them we're true to our word."

Takes a dynamite outside sales force, then? Ryan might have to agree, adding, "I'm it. I work with our biggest accounts, always on the road making sure they're happy, upselling beyond just sticks. My philosophy is, this is a small market, so there's no need for other outside people. We concentrate on our biggest accounts, and who can do that better than an owner? I meet with them, day in and day out."

Meanwhile, brother Reece, who just completed college, has come aboard to oversee operations as G.M.in-training. "That freed me up to get out more," says Ryan. "Outside sales is our biggest sales generator. We've grown from a town to a regional yard. We now serve five counties."

"The image we want to convey is professionalism, not like the redneck competition down the road," Ryan

stresses. "We're located on the busiest four-lane in town-over 15,000 cars a day-so we went to work to make our building very professional-looking, too. We added professional signage. We converted our stock into a drive-through yard. (At a competitor's yard, it's all spread out, very unorganized, and they don't keep their lumber under cover.)

"My dad's a stickler for efficiency. We buy lumber by the trailer tractor and rotate the stock from back to front, so we've installed a racking system. What used to take us six hours, we now do in an hour and a half; it paid for itself immediately-plus, we can use the airspace. And it's all labeled, so it's also easy for the d-iyers when they come in."

Supreme's commercial business has taken off, too. He says, "We've done an Applebees, a Ryan's Steakhouse and a Domino's. They told me, 'You're the only one who sent me a personalized letter, so I'll give you the business."'

Ryan piggybacked on that success by posting a billboard on those prime drive-by sites touting Supreme as the source of product. "Of all the commercial business out there, we get our fair share," he states.

Ryan is convinced that print ads pull their weight with both the pro and retail market segments (and he's not one to waste his dollars). "I buy newspaper space. Full-page ads. And I cut a deal so they always appear on page 3,A,-prime location. Out at a jobsite, I saw three tearsheets with items circled. The pros were paying attention," he attests.

The makeover seems to be complete-for now. But the beat goes on-"Su-pre-e-me! Building Products!" Don't touch that dial.

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

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A- I Building Materials, Anaconda, Mt., was sold to Bruce and Rita Grabofsky, who have changed the yard's name to Anaconda Building Center; previous owners Frank and Bonnie Smith have retired ...

Valley Hardware & Building Supply, Lucerne Valley, Ca., has been sold by Bob Delperdang to the Butcher family and renamed Butcher's Block Lucerne Valley; Glenn Butcher, general mgr.

Ace Hardware, Ahwatukee, Az., will relocate from its current 10,000-sq. ft. site to a 17,500-sq. ft. building across the street

Copeland Lumber, Florence, Or., has added prepriming and prestaining services

Lanoga Corp., Redmond, Wa., has acquired the assets of Parker Lumber, a pro dealer with 13 locations in Texas, to operate as a new division ...

Maricopa Ace Hardware, Maricopa, Az., is being opened in the spring by Tom Bechtel and Frank Polimene, owners of Foothills Ace Hardware, Ahwatukee Foothills, Az.; construction of the 22,000-sq. ft. store begins this winter ...

Home Depot opened new stores Aug. 4 in Placerville, Ca. (Larry Snyder, store mgr.), and July 28 in N. Thornton, Co. ... the chain anticipates a January 2006 opening in Toole, Ut. ...

Home Depot submitted plans to build roughly 100,000-sq. ft stores with 30,000-sq. ft. garden centers in Liberty Lake, Wa.; Lake Forest, Ca., and on the site of a former Kmart in Crescent City, Ca.

Home Depot received approval to open a store this fall with an onsite day laborer center in South

San Fernando, Ca.; will break ground later this year in Palm Springs, Ca.; is evaluating sites in Indio, Ca., and decided against building at the north end of Bellevue, Id., after the city imposed a moratorium on large retail development ...

Lowe 's Cos. will open new 116,000-sq. ft. stores with 31,000sq. ft. garden centers next spring in Apache Junction, Az., and in early 2007 in Buckeye, Az., and 116,000-sq. ft. stores with 28,000sq. ft. garden centers in 3rd quarter 2006 in Riverton and Lehi, Ut.

Lowe's withdrew its application to add a second store in Roseville, Ca.; has begun construction in Keizer, Or., and will co-anchor a 310,000-sq. ft. shopping center in Martell, Ca., developed on the former site of Sierra-Pacific Industries' lumber mill

Wnorrslrrns/tlrurltrunrts

Carl Diebold Lumber Co., Troutdale. Or.. added a $5.5-million dry kiln

Collins Cos., Portland, Or., acquired Georgia-PaciJic's hardwood mill in Richwood, W.V., Aug. 19 and renamed the facility Collins Hardwood ...

Samons Components and Samons Bros. Framing Inc., Lake Havasu City, Az., lost about

$10,000 in sawing equipment and lumber in a July 30 fire at the truss plant

Swanson Group, Glendale, Ca., will shut down the Glide Lumber mill in Tumwater, Wa., for two weeks following its acquisition in mid-September from Tree source Industries (see August, p. 30), and restart the facility in early October under new management; sales will be handled from Glendale

Jeld-Wen Inc., Klamatha Falls, Or., is shuttering its Everett, Wa., doorplantby the end of next month...

Vaagen Bros., Colville, Wa., has completed installation of a complete new planer system ...

Louis iana- P ac ific's former 27acre mill site in Sandpoint, Id. * last operated and dismantled last winter by Riley Creek Lumber-is being acquired by redevelopment specialist Renova Partners LLC, Walnut Creek, Ca. ...

RGM Products, Fresno, Ca., roofing manufacturer, has been acquired by Elk Premium Building Products Inc.,Dallas, Tx., for $35 million...

Activant Solutions, Austin, Tx., agreed to acquire Prophet 2l,Inc., Yardley, Pa., a technology provider to the wholesale distribution market, for $215 million ...

Anniversaries: Collins Cos., Portland, Or., 150th Ramshaw's Ace Hardware, Mount Shasta, Ca., 60th Goodman Building Supply, Mill Valley, Ca., 50th ... Rolling Bay Timber Co., Bainbridge Island, Wa., 10th

Housing starts held even in July (latest figures) at a seasonally adjusted annual rate of 2.04 million ... the single family sector was flat at 1.711 million. while

(Please turn to page 39)

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

Srprrmr:n

Horizon Distribution - Sept. 10-11, annual market, Convention Center, Yakima, Wa.; (509) 453-3181.

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

World Forest Institute - Sept. 12-13, international perspectives on forestry conference, Portland, Or.; (503) 488-2137.

National Association of Wholesale-Distributors - Sept. 13-14, c.e.o. networking conference, Chicago, ll.; (202) 872-0885.

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

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

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

True Value Co. - Sept. 16-19, fall market & Power Expo, Colorado Convention Center, Denver, Co.: ('7'73) 695-5529.

Hoo-Hoo International - Sept. 17-20, annual convention, Portsmouth, N.H.; (800) 979-9950.

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

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Pro Dealer Conference - Sept. 2L-23, Westin Kierland Resort & Spa, Scottsdale, Az.: (212) 756-5167.

Expo Nacional Ferretera - Sept. 23-25, hardware show, Expo Guadalajara, Guadalajara, Mexico; 52-55 -5 5 43 -7 7 29.

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

National Lumber & Building Material Dealers AssociationSept. 29-Oct. 1, industry summit, Pan Pacific Hotel, Vancouver, B.C.; (800) 634-8645.

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

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Annual Old Timers Barbecue - Oct. 1, Chenoweth Grove, Sebastapol, Ca.; (541) 937-2468.

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Mountain States Lumber & Building Material Dealers Association - Oct. 5-7, fall conference, Hotel Santa Fe, Santa Fe, N.M.; (800) 36s-0919.

Lumber Association of California & Nevada - Oct. 6. 2nd Growth meeting, Coast Long Beach Hotel, Long Beach, Ca.; (800) 266-4344.

Association of Millwork Distributors - Oct. 6-11, annual convention, New Orleans, La.: (727) 372-3665.

True Value - Oct. 8-ll, market, Orlando, Fl.; (773) 695-5000.

Western Building Material Association - Oct. 8-13, Northern California mill tour. San Francisco. Ca.; (888) 551-9262.

National Association of Wholesale-Distributors - Oct. 10-11. large company conference, Chicago, ll.; (202) 872-0885.

Remodeling Show - Oct. 12-15, Baltimore, Md. (972) 536-6313.

Los Angeles Hardwood Lumberman's Club - Oct. 12-14, hardwood lumber grading short course, Ganahl Lumber Co., Anaheim, Ca; (714) 239-2101; Oct. 13, 6th annual charity golf tournament, Coyote Hills Golf Club, Fullerton, Ca.; (805) s82-2363.

International Lawn, Garden & Power Equipment Expo - Oct. 14-16, Louisville, Ky.; (800) 558-8767.

Do it Best Corp. - Oct. 16-19, fall market, Indiana Convention Center, Indianapolis, In.; (219) 748-5300.

North American Wholesale Lumber Association - Oct.20-22, Traders Market, Chicago, Il.; (800) 52'7-8258.

American Architectural Manufacturers Association - Oct, 2326, national fall meeting, Tucson, Az.; (847) 303-5664.

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Mountain States Lumber & Building Materials Dealers Association has booked Kevin Hancock, president of Hancock Lumber Co., Casco, Me., as keynote speaker at its upcoming fall conference at the historic Hotel Santa Fe, Santa Fe, N.M.

Hancock will speak on "Owls and Hedgehogs-Corporate Culture." during the Oct. 5-8 meeting co-hosted by the Lumberman's Association of Texas & Louisiana. His company, established in 1848, is a sixth-generation family business where sales have tripled over the last l0 years.

Dr. Jerry Brown, a NASA pilot and trainer, will speak on "In Your Wildest Dreams." In 1975. Dr. Brown received a NASA award for the development of an extraterrestrial vehicle. His NASA training programs mentally and physically prepare young men and women for the rigors of space.

Lumber Association of California & Nevada's 2nd Growth meeting Oct. 6 at the Holiday Inn, Buena Park, Ca., will focus on sales training and development. An evening reception and dinnner is included.

LACN will kick off its Nov. 3-5 annual convention at the Peppermill Hotel Casino, Reno, Nv., with a golf tournament at D'Andrea Golf Club in Sparks. followed by an opening reception. The next day features a tabletop exhibit show and a full range of seminars and workshops.

Outgoing president Greg Moss, Moss Lumber, and incoming president Jim Taft, Ganahl Lumber, will be honored at a Mardi Gras reception and dinner.

Western Building Material Association holds its l02nd annual conference Nov. 2-4 at the Red Lion.

Seattle, Wa.

A welcome luncheon will feature Hancock Lumber's Kevin Hancock speaking on a single concept that can drive a company's decisions and maximize success.

Breakfast the second day will feature Jim Leighty, lst v.p., Federated, discussing the steps to good business succession planning: "A Vision for the Future."

The last morning, Ruth Grubbs, president of Kellick & Associates, a building supply industry advisory firm, will address "Sustainable Growth: Managing Today for Success Tomorrow."

APA-The Engineered Wood Association is staging its annual meeting Nov. ll-14 at Loew's Ventana Canyon Resort, Tucson, Az.

On the agenda are roundtable sessions, an info fair, a safety award dinner, western cookout, golf/tennis tournaments, and spouses' shopping excursion.

Architectural Woodwork Institute holds its 53rd annual meeting & convention Oct. 27-29 at the Hilton San Diego Resort, Ca.

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Dear Dr. Moore:

I own a character home and want to sand the floors and trim to their original wood state. Should I be concerned about lead-based paint?

Yes. Despite the fact that leadbased paint was phased out in 1978, lead poisoning is still a major national health issue-and old paint is one of the main culprits.

According to the Department of Housing and Urban Development (HUD), about 38 million homes in the United States contain some lead-based paint. If the paint's in good condition, it shouldn't pose a risk. But more than half of those homes are thought to have lead-based paint that's chipping

and peeling enough to be dangerous. Character homes like yours raise another issue. While people used to think nothing of painting all the wood, the trend now is to add value to the home by exposing its natural beauty. The problem, because wood is durable and tends to be in such great shape, is people strip or sand the paint without recognizing the risks to their health.

Before you do anything, have the paint inspected. Although do-it-yourself kits do exist, they aren't always reliable. A qualified inspector, on the other hand, can tell you whether the paint contains lead and, if so, how much. Homes built before the early 1950s tend to have the highest concentrations, up to 507o by weight.

If the paint is deteriorating, the EPA recommends a number of immediate steps, such as cleaning surfaces frequently, and thoroughly rinsing sponges and mop heads. Avoid sanding, chipping or heating the paint as this can create lead dust and fumes which are easily inhaled.

Some people believe that only children and pregnant women are at risk from lead poisoning. But while they're more susceptible, anyone can be affected. In adults, lead poisoning can cause (among other things) nerve damage, impaired mental functions and increased blood pressure.

If the paint is lead-based and you still want to proceed, it makes sense to follow the recommendation of both the EPA and Consumer Product Safety Commission: hire trained professionals, who know how to protect worker health and the surrounding environment. For more info, visit www.hud. gov or call the National Lead Information Center, (800) 424-LEAD.

- Dr. Moore has been a leader of the environmental movement Jor more than 30 years. A co-founder and former president of Greenpeace, he holds a PhD in ecology and a BSc inforest biology. Send questions to patrick@ sensible e nvir onme nt ali st.c om.

es olled Different ways to offer installed sales

By Roy Burleson

VOU'VE seen different products I and programs come and go. Today's program de jour frequently ends up in tomorrow's graveyard of temporary fads.

However, there is something different about this installed sales concept. It seems to gain momentum every day. It doesn't go away. More and more dealers are offering installation services. Maybe this isn't just another fad. Maybe it's the real thing and you need to take a long serious look at it. But every time you think about offering an installed sales program, your mind is flooded with questions:

What products should I start with? Do I hire employees or simply refer the work to contractors? Will my customers think I am competing with them? Will the investment be worth it? Who can I turn to for help and advice? What about liability issues? Do I need a separate company to offer the service? What is the best way to address labor issues? While all these questions can't possibly be addressed in one column. we'll address some of the more frequently asked questions in this and future articles.

There are three primary components to any installed sales program. Obviously, the installation service is the chief function, followed by sales and product supply.

There is more than one way to offer the installation programs. Some simply refer the job to a good customer hoping the contractor will buy the materials from him. Others sell the projects and use subcontractors to perform the labor. This guarantees the dealer the sale on the product and possibly some margin on the labor. The most aggressive programs sell jobs and provide both the product and inhouse labor. Let's examine the pros and cons of each scenario.

Referrals. Some dealers simPlY refer the customer to one or more contractors who sell, furnish and install.

Typically this is an informal arrangement where the dealer refers business in exchange for the contractor's product purchases. On the surface, this appears to be a win-win proposition. The dealer sells the product and his customer makes money on the labor.

It also appears that this arrangement lessens the dealer's liability. However, there are downsides. I have seen contractors take the referredjob's product purchases down the street for a cheaper price. And what if the contractor doesn't treat the customer properly? Couldn't that reflect negatively on the dealer? Sure it could, and frequently does. Some dealers have even reported that they got caught up in a dispute between the contractor and the customer. This arrangement offers the dealer little, if any, control.

Subcontractors. The dealer sells the job, supplies the material, and offers the installation to his contractor customers. Most dealers feel if the work or labor is being given to a subcontractor, the appearance of competing with his customer has been diminished. It also reduces the up-front investment by eliminating the need to hire a labor force.

The dealer's reputation is still on the line and can be affected directly by the service quality being offered by the subcontractor. Without a formal agreement that details the dealer's service expectations, the dealer's image and credibility could suffer. However, with quality subcontractors who fully understand and agree to detailed service expectations, utilizing subcontractors can work well, especially with installations that require skilled and experienced craftsmen.

Many dealers find it beneficial to use subcontractors when their customers want products installed such as framing, roofing and siding. I have a friend that exclusively uses subcontractors for his multi-million dollar kitchen and bath installation service.

This arrangement provides solutions for the dealer's builder customers while increasing product sales.

In-House Employees. Using inhouse employees is the best waY to control the processes that make an installed program successful. Successful, one-stop-shopping programs help builders reduce construction cycle times, solve labor issues by eliminating finger pointing, simplify billings, and are more convenient than juggling multiple subcontractors and material suppliers. Using in-house labor also enhances the dealer's ability to control service quality and to stay on schedule because the dealer has complete control over the installation processes.

Product Offering. TodaY's builders, production and custom, are transforming themselves into general contractors. They perform less work with their own crews, and most use subcontractors to build the house. About 20 or more subcontractors are needed for every new home. That's 20 possible services that a dealer could offer to their builder customers.

Here are some questions to ask yourself when making the decision to offer installed sales: Should I offer products that require high or low level skills to install? What installation services best offer real "solutions" for the builder? Which suppliers will offer superior installation support programs? Are there synergies that can be capitalized on with multiple product installations, such as a multiple-product, after-paint program?

Most pro dealers want to increase their builder sales. This can be accomplished in by either lower prices or increased value. It's axiomatict sales increase when either action is taken. With margins eroding, lowering prices is usually not the logical approach. We are left with trying to add value. And properly executed installed sales programs unquestionably add value.

Customers are driving the demand for installation solutions. In some markets, it is already very difficult to sell certain building materials, including framing,withoutoffering them installed. Builders need product, distribution and installation-with the latter being the one that creates the biggest challenge for them. Help them solve this problem and you'll increase sales and improve margins.

- Roy Burleson is director of Builder Solutions for Guardian Building Products, Greer, S.C. Contact him at (248) 760-5791

o r roybur le s on @ bp. guardian.c om.

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Shamrock Into California

Shamrock Building Materials Inc., Eugene, Or., opened a new division that will expand the company's reach into Northern California.

Named Shamrock Trading & Distribution, the sales office opened May I in South San Francisco, Ca. A custom milling and distribution facility-Shamrock's first outside Oregon-will open this month in McClellan Park, a commercial/industrial complex on the site of a former air force base in Sacramento, Ca.

"Shamrock liked the idea of having a presence in Northern California," said Dennis Finnie, general manager of the new division.

Chad Niedermeyer is operations manager. He and Finnie worked together for l0 years at Sierra Point Lumber, Brisbane, Ca., before they approached Shamrock with their idea.

Covering five acres, the facility will have one acre of covered storage and four acres outside storage. Prime customers will be contractor-oriented lumberyards in Northern California. In addition to custom milling, specified jobsite cutting and packing services will be offered, as well as jobsite deliveries.

Although McClellan Park is serviced by two rail lines, Shamrock doesn't have its own rail spur yet and won't for at least a year.

In the meantime, neighbor Hydra Reload will accept Shamrock's shipments. Materials for local deliveries will be loaded onto Shamrock's own trucks. Hydra will handle the longhaul deliveries.

Stock Buys Vegas Supplier

Stock Building Supply, the nation's largest pro chain, has entered Nevada with its acquisition of the Vegas General Construction group of companies, based in Las Vegas, Nv., where single-family housing starts increased from 22,000 in2OO2 to over 29,000 in2O04.

According to Fenton Hord, Stock President and CEO, "The acquisition of Vegas General Construction gives Stock a significant initial presence in the state of Nevada, and provides further penetration into the growing Denver market. Vegas General Construction is the leading supplier in the Las Vegas market with a reputation of excellent service."

With nearly 1,600 employees and

annual sales of approximately $240 million, Vegas General consists of three businesses- turnkey framing, door and interior trim operations and building materials in Las Vegas, and a recent start-up turnkey framing business in Denver, Co.

All key members of the management team, including owners Ken and Kenny Black, will remain with the company.

Raleigh, N.C.-based Stock now operates 255 locations in 30 states, with reported sales of $3.6 billion in the fiscal 2004.

Fumes Strike Mill Workers

Potentially hazardous fumes sent 16 workers at Stimson Lumber Co.'s mill in Gaston, Or., to the hospital.

About 9 a.m. July 28, workers were using a lye-based solvent to clean a radiator, which was somewhat warm, causing gas to be released. A fan was turned on, disseminating the liquid and the gas.

None of the employees, who were evaluated and decontaminated at the scene before being taken to the hospital, suffered serious injury.

During our almost 60 years in the redwood business, Big Creek has developed a reputation for being a reliable supplier of high quality lumber. We produce a wide range of grades and dimensions, custom cut timbers, pattern stock and fencing. Order full, mixed or partialtruckloads. Big Creek can provide FSC Certified redwood for green building projects.

BigCreek Lumber Co. hasa long history of practicing superior forest stewardship - growing, selectively harvesting and milling high quality California redwood.

For highly experienced and personalized seruice contact Frank "Lud" McCrary. Janet McCrary Webb or Jim Busick

Fremont Expanding South, Inland

Fremont Forest Group Corp., Whittier, Ca., has acquired Railway Express, Mira Loma, Ca., and sister company S&C Truckline as well as space at the Port of San Diego, Ca.

Railway Express has been providing turnkey transloading and distribution services for lumber, building materials and other commodities for 14 years.

The operation includes nine trucks, 35 rail spots (30

dockside, five outdoor yards), l5 acres of outside storage, and roughly 240,000 sq. ft. of inside storage.

The business was purchased from Murrel Dean, who will act as a consultant through the transition.

In San Diego, Fremont is leasing a barging location at the l0th Avenue terminal with 50,000 sq. ft. of covered storage, 2+ acres of outside storage, and a BNSF rail service. The location will provide break-bulk forest products and building materials storage and handling, including unloading of ships and barges, "duplicating the type of services we offer in Long Beach," said Fremont president and c.e.o. Dennis Parker.

Alex Delgado, harbor services manager in Long Beach, will also oversee the San Diego operations.

The moves are part of an aggressive expansion planned by Fremont's new owners that will include reopening its whofesale division (see July, page 33).

Boise Breaks Into Northern California

Boise Building Materials Distribution has agreed to lease a facilityin Lathrop, Ca., to serve Northern California and northern Nevada.

The 30-acre site with 150,000-sq. ft. warehouse plans to install rail service and should be fully operational by fourth quarter 2005.

The distribution center will be Boise's 29th in the U.S. and second in the state, after the company purchased Mendocino Forest Products' Southern California DC in Riverside three years ago.

ACQUIRING Railway Express' 1S-acre rail-served facility increases Fremont's distribution and storage capabilities in Southern California.

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Blaze Scorches ldaho Yard

A Blackfoot, Id., lumberyard lost numerous stacks of reclaimed wood in an August 28blaze.

The fire was caused by a neighbor who was attempted a controlled burn of weeds that accidentally sparked materials in the yard of Cannon Structures Inc's Trestlewood division.

Fueled by treated lumber and bridge posts, the fire flared up off and on for several days. causing evacuation of residents to the south.

No injuries were reported.

Weyco Moving Log Exports

By mid-2006, Weyerhaeuser will move its log export operation in Washington from the Port of Tacoma to the Port of Olympia.

"Most trees we own in Washington state are in southwest Washington, particularly in Cowlitz and Pacific counties," said spokesperson Frank Mendizabal. "Olympia is a shorter distance for truck travel." Weyco's holdings in southwest Washington total |.2 million acres of forest.

The port at Olympia also can accommodate slightly larger ships, which can have trouble with the navigation restrictions of the Hylebos

Waterway in Tacoma.

Weyerhaeuser signed a five-year lease with the port, with three twoyear options, but the port hopes the company will stay much longer.

Weyerhaeuser has used Tacoma's Hylebos Waterway since 1970.

Weyerhaeuser will occupy nearly 25 acres of the port's 60-acre terminal.

Before the company moves in, the port will spend $4 million on improvements such as paving, lighting, and berth enhancements. Nearly 50 vessels are expected to use the new facilities, up from just l6 in 2004. The amount of wood passing through the port will triple, to more than 100 million bd. ft., most of it bound for Japan.

Weyerhaeuser's arrival will mean less space for the port's three existing tenants: Pacific Lumber & Shipping, Merrill & Ring, and Formark. The companies will either have to move or work with less space. "All will get a little tighter and a little more efficient," said port commissioner Bob Van Schoorl. "It will all take a tremendous amount of cooperation."

Composite Makers Unite

Composite Lumber Manufacturers Association has been formed by man-

ufacturers of composite decking products and accessories.

Headquartered in Washington, D.C., the new association will represent the composite lumber industry through the following objectives:

(l) Enhance sustained market growth through code and standards organization representation :

(2) Promote composite lumber materials to raise awareness for the industry and its members;

(3) Minimize unwarranted governmental restrictions and be an advocate for the industry;

(4) Serve as a technical and market information resource for the industry.

Members have already formed a codes and standards committee that is working on several state and national code issues.

Depot Doubles Web Offerings

During the past year, Home Depot has doubled the number of goods it sells online to 24,000.

In addition, the Web site is including upscale items not sold in its home centers.

Nearly 9 million shoppers visited the site in April, compared to 5.6 million just a year ago.

Chris Brown, ex-Potlatch, is now branch mgr. at BMD, Spokane, Wa. John Scalise has been promoted to sales mgr.

Larry Miller, ex-Weyerhaueser, has joined Cascade Structural Laminators, Eugene, Or., as a sales rep in its Springfield, Or., office.

Robert Wells has been promoted to general mgr. of Murphy Lumber, Carmel Valley, Ca.

Josh Dean, ex-Burns Lumber, is now lumber sales mgr. at D.R. Johnson, Riddle, Or.

Steve Weisenberg is new to sales at Weber Plywood & Lumber Co. Inc.. Tustin. Ca.

Lloyd Brown, ex-International Paper, is now v.p. of sales & marketing for Jager Building Systems. He is based in Fresno, Ca.

Chuck Freeland and Cody Drake, ex-Boise Building Materials Distribution, are now trading for Ochoco West. Boise. Id.

Mike McKanna, ex-Malloy Lumber Co., has been named sales mgr. for Capital Lumber Co., Spokane, Wa. New account mgrs. include: in Salt Lake City, Ur., Holly Stubbs, exHome Depot; in Boise, Id., Jeff Caywood, and handling engineered wood in Phoenix, Az., Jeff Cely, ex-Weyerhaeuser.

Rod Haney, ex-OREX Corp., has joined the sales team at Willamette Forest Products, Portland, Or., specializing in green Douglas fir.

Duane McDougall, former c.e.o. of Willamette Industries, has been elected to the board of directors for Boise Cascade Corp., Boise, Id., along with Sam Duncan, OfficeMax; Bill Kirsch, Conseco, Inc., and Hank Brown, ex-Daniels Fund.

Kory Kelly, Washington/Montana /Idaho district sales manager for Elk Premium Building Products, was again named to the annual

DSM Executive Council, honoring sales performance. Curt A. Barker has been promoted to senior v.p. of sales & marketing for Elk Corp.

Gary Loosle has joined Do it Best Corp. as electrical merchandise mgr. Brent Stringer is new as an internal auditor. Dan Wasvick is now an industrial project leader for the co-op's INcov Distributor Supply division.

Mark Eglinton will become c.e.o. of New Zealand's Tenon Ltd. effective Oct. 1. He will be based at Tenon USA offices in Baltimore, Md.

John Costello has resigned as executive v.p.-merchandising & marketing for Home Depot, Atlanta, Ga. He is succeeded by Tom Taylor. Carl Liebert is now executive v.p.-Home Depot Stores; Joe DeAngelo, executive v.p.-Home Depot Supply, and Marvin Ellison, senior v.p.-logistics.

Fred C. Holmes Lumber Co.

We offer an extensive inventory of fine redwood products including Fencing, Decking, Siding, and Premium Timbers. Whether your order is by the piece or truckload, our goal is to ensure the highest quality and service.

Fred Holmes, Steve Holmes, Phyllis Hautala, Steve Hautala, Tod Holmes, Tom Catlow, John Gould P.O. Box 8OO, Fort Bragg, Ca.95437

Jack Nugent, ex-Fypon, has been named president of Hy-Lite Products, Beaumont, Ca.

Don Snell has been promoted to plant mgr.-shipping & logistics at Canyon Creek Cabinet Co., Monroe, Wa. Duc Nguyen was appointed second shift production supervisor.

Sara Theis has joined Therma-Tru Doors as the senior public relations mgr.

Kevin Nibbelink, ex-Probyn, has been named Asia-Pacific sales mgr. for IFP Canada, Vancouver, B.C.

Anthony Cavanna has been named chairman and c.e.o. of Trex Co. He succeeds Robert Matheny, who is retiring due to health reasons, but will remain on the board of directors. Andrew Ferrari is now president and chief operating officer.

Peter Wijnbergen, v.p., Norbord, was elected to the board of trustees of APA-The Engineered Wood Association. Tacoma. Wa. Effective Aug. I, APA will provide thirdparty quality auditing for Norbord's North American OSB facilities.

Andrew Hill, ex-Interfor, has joined the sales staff at J&E Lumber Shop, New Westminster, B.C.

BTilII

Jim Thomas, former owner of Thomas Ace Hardware, Paradise. Ca., was recently honored for longtime community service by the Gold Nugget Museum.

Loren Jochim, owner, Rio Linda True Value Hardware & Lumber Co., Rio Linda, Ca., umpired last month in the Little League Senior Division World Series in Bangor, Me.

Machem Hye is the new director of the substance abuse program at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddie Fungus.

News Briefs

(Continued from page 22 ) multi family slipped 3.2Vo regionally, starts in the West climbed 2.l%o ... building permits increased 1.6Vo

Cantech Fibre Corp., a subsidiary of Pinnacle Developments Inc., Bellingham, Wa., has agreed to buytimber contracts and a remanufacturing plant in Fort St. James. B.C. ...

Louisiana-Pacific plans to sell its vinyl siding division, including plants in Holly Springs, Ms., and Ont., Canada, within ayear

International Paper, Stamford, Ct., will relocate its Hq. to Memphis, Tn., by Aug. I ,2006 ...

International Paper agreed to sell its 50.5Vo share of Carter Holt Harvey Ltd. to New Zealand's Rank Group Investments Ltd. ...

United Rentals, 1nc. opened a 32,000-sq. ft. DC in Denver, Co., to serve 40 branches in Colorado, Montana, Nebraska, New Mexico and Utah ...

Home Depot, Valencia, Ca., was robbed at gunpoint of an undisclosed amount of cash ...

Atessco Inc., Santa Rosa, Ca., now stocks incense cedar landscape timbers ...

BlueLinx, an exclusive distributor of Heritage Hill vinyl siding, now offers the Natural Traditions line in Hampton red.

100 years of softwodd pl1mood

THE year was 1905. Theodore I. Roosevelt was inaugurated as the 26th President of the United States. Congress granted statehood to Oklahoma, leaving New Mexico and Arizona as the only remaining territories. Archeologists unearthed the royal tombs of Yua and Tua in Egypt. Berlin and Paris were linked by telephone.

And in Portland. Or., a small wooden box company produced the first commercial softwood plywood,

launching what would become a thriving Oregon, Pacific Northwest, and eventually national and international industry.

The history of the plywood industry is one of dramatic rise, of adjustment in the face of changing resource supplies and marketplace competition. and ultimately of perseverance. 2005 marks its l00th anniversary.

The idea of using wood veneers to achieve special effects and to increase wood's natural strength and stiffness

is almost as old as civilization. Ancient Egyptian and Chinese furniture, built with wood veneers, is displayed in museums. The English and French are reported to have worked wood on the general principle of plywood in the 17th and lSth centuries. And historians credit Czarist Russia for having made forms of plywood prior to the 20th century.

Early modern-era plywood was made of hardwoods and generally was used in decorative applications. But then in 1905, Portland Manufacturing Co., a small wooden box company along the shore of Portland's Willamette River, produced what it called "3-ply veneer work" made of ubiquitous Pacific Northwest Douglas fir. The product was displayed at the World's Fair held in Portland that year to commemorate the arrival of Lewis and Clark in Oregon 100 years earlier. Orders started coming in from door, cabinet and trunk manufacturers. Soon other mills began making the product and the young industry spread north to Washington and then across the border into Canada. The first Canadian plywood was produced in 1913 at Fraser Mills in New Westminster. B.C.

In the 1920s. automobile manufacturers began using plywood for running boards. By 1925, 11 U.S. plants were producing 153 million sq. ft. (3/8" basis) per year. Production lagged during the Great Depression of the 1930s, but new markets and new business gradually developed with the help of a new trade association-the

JUNE 1905: The Portland Manufacturing Company presses a three-ply veneer out of Douglas fir. The men mixed animal blood into a qlue that smelled so bad they frequently sought comfort outside. Hand brushes were used to paint the glue on the veneers dnd a'wooden pfuss was improvised. lt took nearly a day to make one panel.

Douglas Fir Plywood Association.

Founded in Tacoma, Wa., in 1933, the nonprofit trade association developed a nationwide promotion program and aided mills in assuring consistent product quality. Another major breakthrough occurred in 1934 with the discovery of a waterproof glue, which greatly expanded product application opportunities. And in 1938 a new commercial standard was developed, facilitating promotion of the product as a standardized commodity rather than by individual brand names.

By 1940 plywood was being used as subfloors, wall sheathing, roof sheathing, paneling and in other building construction applications. The industry that year counted 25 mills and production topped I billion sq. ft. Some 807o of production originated in the state of Washington.

With the outbreak of war in 1941, plywood production was quickly diverted to the war effort. The product was used in PT boats, assault ships, airplanes, barracks, military buildings, shipping crates, footlockers and countless other military applications.

The industry grew dramatically after the war as American GIs came home and the post-war baby and housing booms took off. The number of mills grew from 40 in 1947 to 100 in 1954 and production shot up from 1.6 billion ft. to almost 4 billion. Oregon that year counted 47 mills, Washington 36, and California 17.

In Britsh Columbia, meanwhile, five companies in 1950 founded the Plywood Manufacturers Association of British Columbia (PMBC), which eventually evolved into the presentday Canadian Plywood Association, or CANPLY. The Canadian Standards Association published the first Canadian Plywood Standard in 1953 based on specifications developed by PMBC.

By 1960, U.S. softwood plywood production exceeded 7.8 billion sq. ft., a figure analysts only five years earlier had predicted would not be attained until 1975. And Canadian production in 1960 topped I billion sq. ft.

For more than a half century the softwood plywood industry was located exclusively in the Pacific Northwest and British Columbia and relied primarily on the region's vast supply of Douglas fir. Research and development efforts, however, eventually gave rise to new technology that solved the problem of how to effec-

tively bond veneer from other softwood species. ln 1964, with that obstacle overcome, Georgia-Pacific Corp. opened the nation's first southern pine plywood mill in Fordyce, Ar.

The Douglas Fir Plywood Association changed its name that same year to American Plywood Association (APA) in recognition of the emergence of the southern pine plywood industry. (The Association was renamed again in 1994 to APAThe Engineered Wood Association to better reflect the broadening product mix and geographic range of its membership, which now encompasses a wide array of engineered wood products manufactured in both the U.S. and Canada.)

Today, the South accounts for about two-thirds of U.S. softwood plywood production, or about l0 billion sq. ft. Most of the remaining onethird-some 4.8 billion ft.-is manufactured in the states of Oregon, Washington, Idaho and Montana. Oregon, which produced 2.6 billion ft. in2004, has been the number one producing state for the last half century. Canada this year is expected to produce approximately 2.5 billion ft.

Although oriented strand board, or OSB, has since 1980 largely displaced plywood as a structural sheathing in housing construction, the residential construction market still accounts for about one-third of plywood market demand in the U.S.-an estimated 5.4

billion sq. ft. in 2005. Plywood is used for subflooring, wall and roof sheathing, siding, soffits, and stair treads and risers.

The largest single U.S. market for softwood plywood today-some 5.6 billion sq. ft.-is the industrial sector, including such applications as furniture frames, truck trailer linings, RV floors, agricultural bins, shipping containers, and pallets. Remodeling is another major market. consuming approximately 3.4 billion sq. ft. Nonresidential construction, including panels for concrete forming, consumes approximately |.4 billion ft. And approximately 400 million sq. ft. are forecast to be exported to foreign markets. The country also imports about 2.1 billion sq. ft. of plywood, primarily from South America.

U.S. and Canadian plywood mills today are in most cases marvels of modern computer and processing technologies designed to maximize efficient use of precious wood fiber resources. Plants in recent years, particularly in the West, have also largely retooled to accommodate the smaller diameter logs that have resulted from increased preservation of our national forests. Contrary to popular belief, annual national forest timber harvests have declined some 857o since 1987, and most mills today in all regions of the U.S. rely primarily on private forestland and tree farms for their log

(Please turn to next page)

SWIFT, dashing Patrol Torpedo-or PT-boats roamed the Pacific theater during World War ll Made of Douglas fir plywood, the resilient vessels took a tremendous battering at high speeds.

( C ontinue d fr om pr evious pa'ge ) supplies.

Plywood is widely regarded as the original "engineered wood product"

because it was one of the first-and certainly the most commercially successful-to be made by bonding together cut or refashioned pieces of wood to form a larger and integral

Sudoku

composite unit. Cross-laminating layers of wood veneer actually improves upon the inherent structural advantages of wood by distributing alongthe-grain strength in both directions.

This idea of "reconstituting" wood fiber to produce better-than-wood building materials has led in more recent times to a technological revolution and the rise of a whole new engineered wood products industry. In the late 1970s and early 1980s, for example, the plywood principle gave rise to what today is a worldwide oriented strand board industry. Instead of solid sheets of wood veneer. OSB is made of wood strands bonded together under heat and pressure in cross-laminated layers.

Other engineered wood products today include wood I-joists, gluedlaminated timber, commonly called glulam, and laminated veneer lumber. These products not only yield superior performance properties but also make better use of precious forest resources.

Instructions: Fill in the grid so that every row, every column, and every 33box contains the numbers lthrough 9once. Therefore, each number in the solution will be unique in each of three "directions."

The solution is on page tr

Sales Department.

Sanded Plywood

Siding Plywood

Duratemp

Sheathing Plywood

Mill Grade Plywood

OSB

Fire Treated Plywood

Pressure Treated

Plywood Hardwood Plywood

lmport Plywood

Industrial Adhesives

Particleboard

MDF

Overlaid Composites

Hardboard-Siding-Trim

KD Lumber

Pine Boards

Cedar Fencing

Lattice Panels

Fiber Cement Siding

FRP Board

Tyvek

141 Daniel

And what of softwood plywood's future? The domestic industry has shrunk in recent years in the face of stiff competition from OSB, rising imports, and the decline of national forest timber harvests. However, the industry today, as many observers point out, is technologically advanced, operates more efficiently, and by necessity has cultivated significant high-margin specialty niche markets. In other words, the plywood industry today exhibits the traits of a survivor. It knows how to succeed. And that bodes well for its future.

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of

Sierra-Pacific Proposes Giant New Mill

Sierra Pacific Industries, Redding, Ca., will spend $100 million to build a state-of-the art sawmill and co-generation facility in Skagit County, Wa.

Once completed, the mill would be the second largest built in Washington or Oregon during the last 10 years. The largest is Sierra Pacific's mill in Aberdeen. Wa.. built in 2002 and now being considered for expansion.

Similar to the mill in Aberdeen, the new facility would use computerized scanning equipment to maximize the amount of lumber produced from each log and minimize waste. Even this minimal waste will be used, as fuel to power giant lumber-drying kilns and produce 25 megawatts of electricitymost of which would be sold to the local energy market.

Privately owned timberlands in Northwest Washington could supply most of the second- and third-growth trees the mill would turn into framing lumber. "We see an opportunity to utilize logs that have historically been shipped elsewhere," said spokesperson Ed Bond. The proposed mill is also positioned to bring logs from Canada when import restrictions are lifted.

The S0-acre property is already zoned for heavy industrial use, which local officials believe should speed up the permit process. SPI had planned to build on land owned by the Port of Everett (see February, p.28), where a Weyerhaeuser mill once stood, but backed out of that deal when development requirements became too expensive. "We found that piece of property was not compatible with what our interests are." said Bono.

In late July, representatives from Sierra Pacific met with Skagit County planning officials to discuss the permit process. "It's not a done deal yet," said Bond. "But we're optimistic that we can work something out."

Thunderbolt Adds Services

In response to market changes and demands, Thunderbolt Wood Treating, Riverbank, Ca., has expanded its services and wood treatment offerings.

So far this year, the Central California TSO facility has added custom cutting services, staining (browntone), and heat treatment (HT) for export wood products. As well, DBlaze fire retardant has been added to

its already diverse mix of treatments that includes ACQ, borates, CA-B, ACZA and CCA.

Since December of 200 l, owner Leonard Lavalvo has added new plant management, inventory control systems, compterized treating software and hardware, a sales and marketing staff, and an on-site rail spur (BNSF).

"As the treating industry continues to evolve, Thunderbolt will continue to meet the demands," Lovalvo said. "We have plans for many new improvements and growth in 2006."

Mill ldling Plywood Output

Stimson Lumber Co. is discontinuing production of commodity plywood at its Bonner, Mt., mill, effective October 3.

The closure will eliminate 120 jobs and about 207o of the total production for the site, which will continue producing studs and premium panels, including Duratemp siding and sanded panels, and employing about 330.

As these employees retire or quit, Stimson hopes to rehire workers laid off from the plywood plant in order of seniority, said v.p. Jeff Webber.

Webber attributed the closure to the industry's increasing production of

OSB. "This is not a plant performance issue," he said.

Portland, Or.-based Stimson operates 14 manufacturing facilities in nine locations and owns 400,000 acres of timberland in five states.

Pacific Woodtech Expands

Pacific Woodtech Corp., Burlington, Wa., will spend $30 million to add 50,000 sq. ft. to its 210,000-sq. ft. mill and purchase a second LVL production line.

"The housing market has been very strong for the last several years," said David DeWitte, president & general mgr. "To keep up with our customers' growth, we need more capacity."

The company makes LVL beams and l-joists. "Recombining veneers in a laminate process allows us to make big pieces of structural lumber out of little logs," said DeWitte. "We're a technology that allows second and third growth forests to provide structural components that used to require old growth forests."

Although LVL products cost 107o more than traditional lumber, they are more suitable for long spans and less likely to twist after installation. "It's been continually increasing over the

last 15 to 20 years," said Matt Yates, division manager for Capital Lumber Co., Phoenix, Az. "It's becoming the norm because engineered wood products are more stable than conventional lumber, and designers and architects can do more things when building a house."

Wood Treating Lab Honored

Research on improved methods of wood treatment has won recognition for a scientist at the U.S. Forest Service.

Dr. Barbara L. Illman, a plant pathologist who works at the agency's forest products laboratory in Madison, Wi., won the 2005 Chief's Honor Award for Distinguished Service. Dale Bosworth, head of the Forest Service, presented the award during a ceremony in Washington, D.C. Illman's research covered several areas of wood treatment. Improved chemical treatments was the aim of her study of the biochemical mechanisms of brown-rot fungi-considered the most destructive wood-decay organism. In another study, Illman and her team found fungal strains that can degrade widely used wood preservatives-permitting the treated

wood to be recycled or disposed of safely.

Dr. Illman also led research that developed effective heat-treatment protocols for wood-packing materials-to help stop the spread of foreign insects that have destroyed trees in the U.S. Because of such research, regulations concerning wood packing materials that enter and leave the U.S. have been updated, effective September 16,2005.

lP Gets Asbestos Payoff

A group of insurers have agreed to pay International Paper Co. $242 million, to settle claims from a class action suit from the 1990s.

The lawsuit involved the company's former Masonite Corp. subsidiary. International Paper had sued the insurers after they refused to indemnify the company in its 1998 settlement with homeowners who alleged that Masonite's hardwood siding failed prematurely, causing moisture damage to underlying structures.

In 2003, a jury determined that $383 million of the company's payments to plaintiffs were covered by its insurance policies.

There

are a lot of good reasons for using LP Engineered Wood Products. They're light, they're strong, they're easy to install, and they build the kind of solid houses that keep homeowners happy...adding up to greater profitability for you. For more information on the full line of LP products, call 1.800.999.9105 or visit www.lpcorp.com.

produGts

Recycled Particleboard

SkyBlend from Roseburg Forest Products is a particleboard made from SCS-certified, lO0Vo recycled wood fibers, with no urea formaldehyde added during the manufacturing Drocess.

FR Cap T FR Base T Sheet are UL fire rated and Class A approved for two-ply or multi-layer bitumen roofing systems. FlintClad weighs 95 lbs. per one-square roll and is torch applied.

- Please go online at www. certainteed.com

Ultimate Astragals

The wood-clad Ultimate Astraeal from Endura facilitates the operation of French doors and includes a flush bolt with an intesral seal. When the inactive door is o-pened, the seal lifts

Each board is made of the same western softwoods as Roseburg's Ultrablend particleboard.

Primary uses include shelving, countertops, cabinets, millwork, furniture and fixtures.

- Please contact (800) 245-1115 or visit www.teamrfu .com

Lowdown On Roofs

Five new modified bitumen products are available from CertainTeed for low-slope roofing projects.

off the threshold cap, reducing damage from opening and closing.

Molded from clear-grade lumber and ready for a finish coating, the unit is available in Douglas fir, oak, mahogany and pine.

- Please contact (800) 334-2006 or visit www.enduraproducts.com

Shiny & Tough Surfaces

Tigerguard coating from Garon provides a tough, glossy surface that is easy to clean and maintain.

The oroduct also fills in surface defects-and resists impacts, mars, scratches, chemicals and abrasion.

Siding With Brains

Smartside prefinished siding from Louisiana Pacific is guaranteed not to crack, peel or flake.

Produced from OSB panels that are engineered for strength, the siding is treated with zinc borate for resistance to termites and decay fungi. Available in either cedar grain or smooth finish, the siding is prefinished with a choice of six semi-transparent stains or eight solid colors from Duckback Products.

- Please contact (800) 648-6893 or visit www.lpsmartside.com

Beaded Panels

Beadboard has joined Kerfkore's line of flat oanels.

Flintlastic SA Plybase is a twosquare. 88-lb. roll used as a base sheet over non-nailable decks or as an interply. SA Cap FR is a one-square,97lb. self-adhering cap sheet engineered for use in UL fire-rated assemblies.

It is also easy to apply by in-house maintenance staff, saving the high cost of contracted labor.

- Please contact (800) 631-5380 or v i sit www. garonpro duc ts. c om

Thicknesses of 1/8" and 3116" are available in 4'x8' panels, withs a l" standard groove spacing. Board types include plain MDF, veneer on MDF core, and veneer on plywood core.

- Please contact (800) 637-3539 or v i sit www.int eriorpr o duc ts.c om.

A Private Oasis

Oasis composite decking and railing from Alcoa uses 60Vo recycled wood fiber, while the product itself is 1007o recyclable.

The product has a natural woodgrain on one side and a brushed look on the other. A full line of components is offered, including post caps, covers, balusters, and fascia boards.

- Please contact (800) 962-6973 or vi sit www.alcoahome s.com

Once Over For Wood

One Time stain and sealer remover prepares wood decks, siding, docks and other structures for treatments.

Although the product reportedly removes most sealers, coatings and

stains, it does not remove acrylic or latex finishes. One sallon will treat about 150-200 sq. ft.5fwood.

- Please contact (866) 663-8463 or visit www.onetimewood.c om

Subfloor Moisture Control

DriTac's MCS 7000 reduces subfloor moisture damase in wood flooring installations. Th-e two-part epoxy reduces vapor transmission from 12 lbs. to 3 lbs., and is VOC compliant.

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

Gluing On The Edge

Weinig America offers the ProfiPress edge-gluing press for solid panels.

A full range of presses are available: radio frequency, hot oil, or hot water presses. As an option, random

width panels can be sawn at the outfeed. Multiple panel sizes can processed in batch or continuous feed. Upgrade packages are also available.

- Please contact (704) 799-0100 or v isit www.we ini g usa.com

Painting In Tight Spots

XL Cub oaintbrushes have the same components and professional features as the regular line of Purdy XL brushes, but with a shorter, hardwood handle for use in tight spots.

Hammer With Options

Metabo's KHE 55 SDS rotary hammer handles small to medium chiseling jobs, including cleaning surfaces, chasing slots in brickwork and concrete, and finishing around windows and doors.

The tool has an optimum drilling range from ll2" to 1-112", with variabable impact energy from 1.0 to 9.0 joules per blow.

- Please contact (800) 638-2261 or visit www.metabousa.com

Clamps With Muscle

Each brush is hand crafted using Dupont nylon and polyester filaments. A proprietary tipping and flagging process ensures maximum paint lift and smooth no-drag application.

- Please contact (800) 547-0780 or visit www.purdycorp.com

Pro 400 C-clamps from the Council Tool Co. come in sizes ranging from 2" to 12", with frame test loads ranging from 3,300 to 9,500 minimum lbs.

A forged high-carbon steel frame ensures safe and secure clamping, and

a sliding T-handle allows for easy tightening. Their threaded screw is copper plated to prevent build-up of welding splatter and debris.

- Please contlct (866) 646-3011 or v i sit www.counciltoo l.com

Clean, Powerful Nailing

Stanley's Bostitch l6-gauge finish nailer weighs just 3.3 lbs. and offers 29O-in.lbs. of nailing power.

The oil-free enqine eliminates the

risk of oil staining on expensive trim material and finish work. The no-nail lockout prevents the tool from cycling when it is out of fasteners, eliminating unnecessary holes.

- Please contact (800) 782-6539 or visit www.stanleyworks.com

.Newcopper-basedpreservative

. Meets maior model building code requirements

LifetimeResidentialandAsriculturalLimitedwarrantf*

. Ideal for playsets, decls, fences and many other outdoor proiects Commercially used throughout Europe, Asia, and the United States for over l l years

Osmose FirePRO - The most advanced fire protection system available for wood. \Ve manufacture and stock a complete line of cormrron use items including dimension lumber, ply.wood and timbers. Treating seryice only (TSO) is also available.

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

Adaance Guard Pressure Treated. Wood Products - are pressure treated with borates, a preservative that is safe* for people and pets but deadly to termites, many other wooddestroying insects and fungal decay. Advance Guard products are for use in above ground, weather protected structural framing and sheathing in residential and commercial proiects.

smoll! We can do nultiple truckloads or iusl o few pieces, wholever your needs.moy b. Don't

need! Ref on us lo be your #l supplier for NqtureWoof , CCA snd fire retordqnt treoted wood!

WOOD Our people ore some of the mosl experienced in the industry. We ore prepord tro respond

quickly ond courlreously with honesty ond intesrity.

Shock Value

The SBS-50 connector from Anderson Power Products eliminates finger contact with live circuits.

Five different clamp sets are available, with clamps that can be combined for a range of carpentry, welding and other projects. Padding for scratch-free clamping is also included.

- Please contact (516) 746-5352 or v isit www. greatne c ksaw.com

Ergonomic Pipe Cutters

Tubing cutters from Ridge Tool Co. have a larger, ergonomic knob that allows users to apply more force and cut through tubing much faster.

Recommended for use with DC voltages in systems operating from 50 to 600 volts, the connector has a contoured ergonomic design. A colorcoded housing is keyed to prevent accidental mating of connectors operating at different voltage levels.

- Please contact (978) 422-3600 or visit www.andersonpower.com

Happy Clamping

Clamp Connex is a modular clamping system from Great Neck Saw Manufacturers.

Eleven models are available, with capacities ranging from l/4" to 65/8". Standard wheels cut copper, brass and aluminum tubine; alterna-

tive wheels cut PVC and other plastic tubing.

Strong and lightweight, each cutter carries a lifetime warranty.

- Please contact (800) 769-7743 or visit www.ridgid.com

Tough Concrete Sealer

Rhino Hide's Prime-A-Seal IV 4350 is a two-component, waterbased epoxy primer that cures, seals

and primes concrete in a single easy application.

The product works by maintaining a freshly poured slab's water content throughout the curing process, allowing the concrete to reach full strength and minimize shrinkage cracking.

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

Redesigned Windows

Liberty Twintilt double-hung windows have been redesigned by Pollard Windows for higher performance and

latches and locks, and a low-profile, quiet sash lock.

- Please contlct (800) 846-4746 or v i s it www.p o llar dw indow s. c om

Durable Hand Protection

Ironclad Icon gloves are for hardworking professionals, to meet the demands of various jobsite situations.

Universal Mortar

TEC Specialty's 3Ni performance mortar allows tile installers to use the same mortar, and follow the same installation process, for nearly every ceramic tile and natural stone.

krforrnam il4s"tar lt * hro&rAia*efut€

increased beauty and reliability.

The new design includes a sill that keeps moisture away from the frame; a split-finish jamb liner to complement both exterior and interior finishes, a color-matched screen bar; upgraded color-matched metal tilt

Made of durable materials, the gloves offer increased wrist support and high abrasion resistance.

- Please contact (310) 577-5820 or visit www.iclad.com

The formula combines the advantages of latex modified, medium bed and non-sag mortars into a single, easy-to-use product. In addition, a 30lb. bas delivers the same amount of coverige as a 50-lb. bag of traditional latex modified mortar.

- Please contact (800) 323-7407 or v is it www.te c specialty.com

Roseburg Fruming Systemo nruo Stochton Wholesale Lumbu

Quality Engrneered Wood Products for Todav's BuildeP

.

Service-oriented Distributron Specialists from our own yard

RFPI' Joists r Rigidlqm@ LVI r RigidRim' Rimboqrd

i Rosebutg's legocy of delivering quolity wood producls ossures you one of the most complele froming pockoges ovoiloble...

i Combine ftis wilh our repulotion lor excellenl customer service ond compelitive prices... And you hove o portnership of vision ond opportunily.

Other products fron our distribution yard:

I Moxi-Plonk Fiber Cement Siding

I lUlirolec Composite lrim

r Douglos Fir I Hem-Fir o Redwood I Cedor

P.O. Box 8006, Stockton, CA 95208

Randy Roget . Matt Stanley' Ed Gale ' Ron Gritsch

Mike Turner Danyl Turner' Steve Beckham (209) 946-0282' Fax 209-946-0165

(8001647-7447

The Look of Stone

Neo l)rovcrtcc is a glazed prlrcclain tilc w'ith the wcathcred aoocarance ol natural stonc.

Ncn from Elianc. thc tiles clisplay authcntic stone vcin ing in firur natural colors: sun. sand. sr-ro"v and r'valnut. Fietd tilc sizes irtcluclc nvo tirrniats: l8"r 1,3" ancl l2"x 12". Mosaic shccts in l2"xl2" ancl rlccorativc 1'ricces in u rungc of sizcs are also availablc.

Plcttse contu(t(972 l16l-7854 or qo otrline ut :r'.tlr. e I i u r t t: t t,s tt.t' o rt

French Doors With Style

Mil-gard Frcrrch doors lrom are availablc in slicling glass. clutsn,ing ancl insrr ing rnodels in both L.lltla and WoodClad fibcrslass lines.

The French dorlrs arc available in tuo. three ancl ftlurpancl modcls and can bc rnullcd lvith Milgard's LJltru ancl WoodClacl u inclon's. incIuclin-c transolns. Standarrl Icaturcs arc stainlcss stccl locking hardrvarc. -fhc srving tlools havc handle-activatccl multipoillt harcl\\'itfc on both thc activc ancl inactivc panels. alrlng r.,,ith acljLrstable hingcs.

Plcrt.st' ( ()nle(t (8OO) (t45-12/J rtr ,qct orrlitrt, ttl wtt'tt'. rrrilgur(l.( ()rtl

WE TREAT WOOD RIGHT...

QUALITY PRESSURE i TREATED WOOD

BOLTWOOO TnntrmC

Treating Services Only (TSO)

ACQ . Chemonite (ACZA) . CA-B

Borates (SBX) . CCA. D-Blaze (FRT)

Staining (Browntone)

Rail Siding (BNSF)

. Drying Services

Glass Block Windows

The Lightwise aluminum-clad wood window comes preassembled with Pittsburgh Corning glass blocks.

Instead of mortar, silicone bonding is used between the glass blocks for an all-glass look. Either Decora or IceScapes patterns can be chosen, to create varying designs and degrees ofprivacy and light transmission.

- Please contact (800) 624-2 120 or visit www.pittsburghcorning.com

Economical Spray Eentals

Earlex spray systems can be used for painting and wallpaper and paint stripping. Each offers a durable, disposable plastic spraygun that the customer keeps, cleans and maintains for the next rental-reducins maintenance and cuttins costs for the rental store.

Custom Cutting

Container Loading

Heat Treating

Ag Products, Guard Rail, Engineered Products, Large Timbers

Poles, Plywood, Lumber & Cooling Tower Material

CrNrnlL ClrrronNr,{ LocltroN 3400 Patterson Rd. (P.O. Box 890), Riverbank, Ca.95367

(800) 826-8709. Fax 20e-86e-4663

thunderboltwood@yahoo.com

Slcnmarnro. Cl.. Sllos Orrrcp

Bob Palacioz, Sales/ Marketing Manager (91 6) 402-3248. bobpalacioz@sbcglobal.net

Manufactured in the U.K., the spraygun comes with three spray patterns and is reportedly easy to use. The spray system comes with 32 ft. of air hose, a 6-ft. main cable, and a spraygun with a liquid capacity of 1 quart.

- Please contact (800) 252-1288 or go online at www. wallpapersteamer.com

Economical Flushing

The Karsten two-piece toilet from Sterling, a brand of Kohler Co., has a dual-force flushing system that conserves water.

Dual force allows users to select one of two water levels each time they flush the toilet, potentially saving 4-6,000 gallons of water a year. The toilet is also gravity fed, in either elongated and round bowl configurations.

- Please contact (800) 783-7546 or v i s it www. s t e rlin gp lumbin g.c om

Two Hip For Tools

The Tuff-Tote carrier includes two hip-holster tool pouches with enough pockets to keep an electrician's most used tools neat and organized. Available from Ideal Industries, the product line is hand crafted from top-grain leather and offers a range of pockets and pouches.

- Please contact (800) 533-4483 or v i s it www.ide alindu s trie s.com

Professional Sealant

Pro-Series Micro sealant from OSI provides all-weather adhesion for gutters.

The product will reportedly adhere to both wet and dry surfaces, is mildew-resistant when cured, and will not crack or yellow.

- Please contact (888) 445-0208 or vi sit www.o s ipro serie s.com

WesternLumber Output Hits 10-Year High

Sawmills in the West rode a record wave of lumber demand in 2004 to the highest annual production volume in l4 years, according to Western Wood Products Association.

Portland, Or.-based WWPA reported production at Western mills rose 6.67o to 18.8 billion bd. ft., the highest volume reported since 1990, when 20.8 billion bd. ft. was produced. The estimated wholesale value of 2004 production was $7.99 billion.

WWPA released final industry totals for 2004 following its annual survey of more than 260 mills operating in the West.

While Oregon remained the top lumber producing state, Washington finished a strong second with the best production year since 1930. Lumber mills in the Washington increased producrion ll.4vo to 5.46 billion bd. ft. Oregon lumber production was 7.13 billion bd. ft., up 9.l%o from 2003.

Together, the two states accounted for more than two-thirds of the region's lumber volume in 2004 and 32Ea of total U.S. lumber production. California increased production by 47o to 2.76 billion bd. ft., while Idaho was modestly higher than the previous year at 1.96 billion bd. ft.

Production at other Western states in 2OO4 was: Montana, 985 million bd. ft.; South Dakota, 188 million bd. ft.; Wyoming, I 14 million bd. ft., and the Four Corner states (Arizona, Colorado, New Mexico and Utah) 167 million bd. ft. Alaska, which is not included in the Western totals, produced 45.8 million bd. ft.

A remarkably strong housing market and expanding economy pushed U.S. lumber demand to its fourth consecutive record year. Americans used 61.8 billion bd. ft. of lumber in 2004, up 8.4Vo from the previous year.

Nearly 27 billion bd. ft.-an alltime high-was used in new home construction, as housing starts were up 5.8Vo to 1.96 million units. Lumber used in repair and remodeling also set new highs, totaling 19.5 billion bd. ft. The two markets together accounted for some 75Vo of the lumber used in the country.

Production in the South reached a modern-day record of 18 billion bd. ft. In the past l0 years, production in the South has increased by 23Vo.

Record demand also brought record lumber imports to the country. Some 23.5 billion bd. ft., or 387o, of the lumber used in the U.S. last year came from a foreign country.

Canada was the largest import supplier, shipping almost 2l billion bd. ft. into the market. Europe, which a decade ago sold virtually no lumber in the U.S., increased shipments by 5l%o to 1.36 billion bd. ft.

ldaho Mills Get Biomass Grants

As part of its Woody Biomass Utilization Program, the U.S. Forest Service will present $4.4 million in grants to encourage businesses to find more ways to make money from small-diameter wood, beetle-killed trees, and underbrush that could fuel forest fires.

"I'd much rather have it in the marketplace than go up in smoke," said Undersecretary of Agriculture Mark Rey.

Recent recipients include England Sawmills, North Fork, Id., which will use its $250,000 grant to help pay for a dry kiln to expand the mill's capacity from 750,000 bd. ft. to 9 million bd. ft. annually. A grant of $125,000 will help buy a post and rail processor for Panhandle Forest Products. Cocalalla. Id., while a $76,000 grant will buy a small log chipper for Big Sky Products, St. Regis, Mt.

The goal, according to Rey, is to

find uses for the wood choking western forests. After presenting the checks, he said that the grant recipients have "created a natural resource out of something that was useless or had no value."

Depot Finds Home In Frisco

After a decade-long battle, Home Depot will build its first store in the city limits of San Francisco, Ca.-a city that doesn't like chalns or big boxes.

The two-level, 140,000-sq. ft. store will be built on the former site of Goodman's Lumber, in an industrial area of Bayview and Bernal Heights. "The project is proposed on a site that used to have two large warehouses," said Evette Davis, a Home Depot consultant and spokesperson for the project. "I think it's really going to enhance that part of San Francisco."

Supporters wanted the convenience of a Home Depot in the city, the promise of jobs for local residents, and the $500,000 in taxes and other fees that the store would generate for the city.

In order to gain approval, Home Depot agreed to scale back plans from 153,000 sq. ft. and provide 100 per-

manent, year-round jobs to local residents. The chain also must complete a traffic-effects study within l8 months, cooperate with the city to manage day workers who are expected to congregate at the store looking for work, and pay $1.9 million in affordable-housing fees.

Opening of the new store is scheduled for 2007.

Logging Fight At Tongass

A plan that would have allowed logging on roadless areas in Alaska's Tongass National Forest has been put on hold by a federal appeals court.

The U.S. 9th Circuit Court of Appeals ruled that a 1991 plan adopted by the U.S. Forest Service exaggerated the demand for Tongass timber, ignored the impact of logging on wildlife, and didn't adequately consider options for cutting timber in fewer roadless areas.

The Forest Service is reviewing the recent decision, which temporarily blocks a pending logging project and requires development of a new plan for Tongass. "We're going to spend the next couple of weeks assessing all our options," said Forest Service spokesperson Dennis Neill.

Tongass is the largest national forest in the U.S., covering 17 million acres in southeast Alaska, of which 9 million have no roads. The 1997 plan allowed logging on 3.9 million acres, 607o of which are roadless.

The timber industry didn't like the plan because it didn't allow for enough logging. "This is how much wood our industry needs, and the Forest Service can supply that off a tiny portion of the national forest," said Owen Graham, executive director of the Alaska Forest Association. "We'd like them to get their work done correctly and start providing that amount of timber."

He said that more than six mills have closed, and mill jobs have fallen from several thousand to 700, because not enough logs are coming from Tongass.

The fight here inspired a 2001 Clinton administration order barring timber cutting and development on all national forest lands without roads. In 2003, the Bush administration exempted Tongass from these protections. By this year, the entire plan had been abandoned in favor of a program that would give states more say over these roadlesss areas.

Redwood Timbers, all species

Westem Red Cedar Standards pattems

Clear K/D Douglas Fir In-House Milling

Redwood Fingerjoint l-'/: Acre Enclosed

Westem Red Cedar Warehouse

Fingerjoint .6-Acre Facili{

Douglas Fir DeliveryAvailable

Fingerjoint Rail Service

WHOLESALE ONLY

MILL DIRECT & LCL

Fontana, CA Office and Mill 13041 UnionAvenue, Fontana, CA 92337

Sal Segura lC.arol O'Connor (951) 681-4707. Fax (951) 681-3566

E-mail: sales@anfi nson.com

Redlands, CA Office: Nelson Semba& (909) 815-7789

San Diego, CA Office'. Bob Baxter (619) 460-5017

For your Western Red Cedar fence boards and dimension lumber needs, Adams Lumber will take care of you.

o Various grades and widths

. Prompt, on-time delivery

o Consistent in grade

o Mixed truckloads

OSB lmports Yet To Make A Dent

Even though U.S. imports of OSB have risen tenfold over the last five years, they remain a fraction of domestic production and no cause for alarm for North Amerian producers.

More than 14 billion bd. ft. of OSB was produced in the U.S. last year, according to APA-The Engineered Wood Association. In contrast, OSB imports grew from 34 million bd. ft. in 2000 to 330 million bd. ft. in 2004. By the year 2010, the number of imports is expected to reach 650 million bd. ft.

"The addition of new low-cost OSB production capacity in the U.S. and Canada over the next three to five years, combined with an anticipated softening of the domestic housing market, is likely to make the U.S. market less attractive to offshore producers," said APA's Jack Merry.

Rising log and transportation costs, as well as exchange rate fluctuations can also affect international trade patterns, he said.

Brazil is the largest single offshore supplier, said Meny. Other major exporters of OSB include Ireland, Germany, France, and the United Kingdom.

To maintain a competitive edge, U.S. companies invest in research and state-of-the-art equipment. At LouisianaPacific's new 70,000-sq. ft. research center in Nashville, Tn., scientists focus on improved products made from lessexpensive raw materials. According to Jay Tanzer, L-P's senior scientist and facility engineer, "You want to know it won't fail."

Yet the need for more efficient products has never been greater. "Oil has had a major impact on adhesive costs, and the cost of wood has gone up," said Bob Palardy, manager of quality and technology for OSB at L-P. "We're continually trying to lower our costs of production and find ways to use our resin more efficiently."

Extreme Makeover For Depot?

Two Home Depot stores planned for California and Florida indicate that the chain will improve its looks to win city approval and attract more women shoppers.

When Home Depot approached officials in Tehachapi, Ca., the company received a blunt response. "We told them we don't want a big, ugly, orange box," said assistant city manager Greg Garrett. Plans submitted to the city Aug. I illustrate what Garrett calls "the most beautiful Home Depot in the country."

Described as being in the Arts & Craft style, the structure will have 139,099 sq. ft., with a portico over the main entrance and stone accents.

When asked when the new store will open, city officials said there is no reason to rush the process. "We don't need to fast-track it," said city manager Jasn Caudle. "We want to take the time to do it right."

In Pembroke Pines, Fl., the chain wants to lose its cold and foreboding warehouse look and adopt a "female friendly" prototype. Plans submitted to officials here reflect this new approach.

"More than 5OVo of the decisions about what products to buy in our stores are driven by women," said Don Harrison, a Home Depot spokesperson.

As a result, plans for the 140,000-sq. ft. store show a "warmer retail feel, softer than their typical store, and more women-friendly," said Joe Carosella, president of the Retail Property Group of Boca Raton, developer of the

property that Home Depot rvill anchor.

Outside, the nerv store's fagade will include glass and design f'eatures such as towers along the roof. Instcad of the typical chain-link fencc. an enclosure rvith ornamental designs will separate thc garden center.

Inside the store. stock will be stacked just l2-f'eet high-instead of to the rafters. Aisles ivill be rvider and ner.v fluorescent lighting lvill be uscd. A "store-rvithin-a-store" called Design Place r'vill showcase design, d6cor and appliances.

"ln older stores. these are scattered throughout the store." said Harrison. "Putting them in one area will make them more accessible." Since decisions on big ticket items take more time, said Harrison. Design Place rvill "have a quiet area to make decisions."

Worker Hurt At Fox Lumber

After a conveyor line accident July 25, an employee at Fox Lumber, Laurel, Mt.. had part of her arm amputated.

The cmployee rvas cleaning near a conveyor bclt rvhen hcr hand caught rvhile trying to removc something. Becausc of privacy lar.vs. the woman's name was not releascd. but she had rvorked at Fox Lumber ftlr more than a year.

"lt r.vas a difficult and traurnatic thing fbr all of us, and it's just getting started for her." said Quintin Apedaile, the company's director of operations. "We do hope that she is able to return to rvork for us. We see

see her as a valuable employee."

Apedaile said that the accident highlights the potential danger of all mechanized equipment. "All these things that help us to get our rvork done and to make our lvork simpler. r.vhether at work or at home. if lve use them wrong, they can be very dangerous." he said.

Al For Wood Drying Industry

An artificial intelligcncc program could dramatically decrease the amount of time and energy needed to dry lumber, according to an expert at Pennyslvania State University.

"A computer would essentially read the environment in the kiln for this to work," said Charles Ray, assistant prof-essor of forest resources at Penn State. His process r.vould analyze kiln and wood conditions, anticipate future conditions, and make adjustments accord ngly.

Such adjustments lvould minimize deviation from optimal drying conditions, r'vhich can cause r,varping and other def'ects. In contrast. traditional drying techniqucs react to changes after they occur. These programs are. according to Ray, "basically r.vhat rve call'reactive' -control set points change in reaction to the current state o1'thc kiln."

"Good dry kiln control packages arc currently available." said Ray. "but we believe our controllers are unique." However, commercial availability of the program is "at least still two to threc years away."

Panel Quashes U.S. Tariff Appeal

A Nnrre, panel has rejected an appeal by the U.S. to maintain punitive duties on imports of Canadian softwoods.

"This is a big win for Canada, especially because it's unanimous," said analyst Paul Quinn. The ruling "essentially says the U.S. has not proved its case that the U.S. lumber industry is harmed by imports of softwood from Canada."

The announcement caused stock prices of leading Canadian producers, including Canfor and Tembec, to rise sharply, with some predicting that the U.S. would finally stop collecting tariffs and begin to refund the $4.13 billion collected over the last three years.

Yet, a spokesperson for the U.S. Trade Representative said the decision "will have no impact on the antidumping and countervailing duty orders," and the Coalition for Fair

9onderosa & S,rgu. Sn"

9n""rr"*

Lumber Imports vowed to continue challenging the constitutionality of N.qrra.'s dispute settlement provisions.

"The U.S. lumber industry will not allow U.S. sawmills, mill workers, and family timberland owners to be crushed by unfair imports," said coalition chairman Steve Swanson.

The group also insists that the World Trade Organization has indicated that it will stand behind the U.S.'s claims when it issues its own final ruling next month.

Perco's Hurwitz Wins Lawsuit

A federal judge in Texas has ordered the FDIC to pay $72 million in attorney fees and interest to a company controlled by Charles Hurwitz, chairman and c.e.o. of Maxxam Inc., which owns Pacific Lumber Co., Scotia, Ca.

The FDIC will appeal the judgement, the largest ever awarded against the government. The government agency filed the lawsuit in 1995. to recover the $1.6 billion lost when United Savings of Texas failed in 1988. Hurwitz owned nearly a quarter of United Savings, through a holding company that later became Maxxam.

Two years before United Savings failed, Hurwitz's company had acquired PALCo in a takeover and increased logging of its timberlands. In 1999, amid mounting pressure from environmentalists, Maxxam agreed to sell thousands of acres of old-growth forest for $480 million-creating the Headwaters Preserve.

ln 2002, another government agency settled with Maxxam for $206,000 and the FDIC dropped its lawsuit. The same year, Hurwitz and Maxxam countersued for legal fees paid during its 17 -year battle with the government.

In his ruling, the Texas judge maintained that the Clinton administration, lawmakers and environmental groups had used the FDIC's lawsuit as a "political weapon" to force Hurwitz to sell the old redwoods. Government officials-and Maxxam's own general counsel-said the swap was Hurwitz's idea, a way to make dismissal of the FDIC case a part of the Headwaters deal.

Window Manufacturers Honored

A new awards program has been launched to recognize outstanding performance among different categories of building products.

Market Resource Associates, Inc., Minneapolis, Mn., presented its inaugural Best In Class Awards to vinyl and composite window manufacturers that received consistently high marks for customer service in its recent market research study.

Award winners include Harvey Industries, Waltham,

Ma., for best regional vinyl window manufacturer; Integrity by Marvin, Warroad, Mn., best composite window manufacturer, and Simonton Windows, Parkersburg, W.V., best national vinyl window manufacturer.

The next BICAs will be awarded for entry doors in January at the International Builders' Show in Orlando, Fl.

Moulding Maker On The Move

Braided Accents, Hayden, Id., has acquired a new 22,000-sq. ft. manufacturing and warehouse facility.

LARGER new quarlers and machinerv will allow Braided Aicents to increase proddction of hardwood millwork.

The new facility features 13,000 sq. ft. for inventory and administrative offices and 9,000 sq. ft. of manufacturing space, including a new Weinig moulder, gang rip saw, computerized template maker, and knife grinding equipment.

Owners Clint and Cheryl Bower expect to move in early October.

Washington Protects Forests

Harvesting of old-growth timber on state trust lands in western Washington-mostly on the Olympic Peninsula-has been banned.

Preservation of the trees will be part of the state's policy for sustainable forests, which will be adopted this fall. An estimated 88,000 acres is affected by the decision, although most of that is already protected from logging by habitat and conservation agreements and various regulations. Just 1,000 acres will be protected for the first time.

About 2.1 million acres of forest trust land are protected by the state, which sells the timber to raise money for public needs such as school construction, universities, county government, and fire districts.

Proactive Perpetud Prospecting Howto keep your pipeline full

By Donna L. Cohen

Q ALES strategies have changed dra\)matically over the years, but it's still all about prospects. Or more precisely, how well you prospect. Without an ongoing, revenue-producing prospecting plan, you may find yourself at the end of the month with an empty pipeline and a head filled with fear and panic. You have boxed yourself into a corner with no choice but to make 100 cold calls, in one day, just to get back in the game.

The old school of prospecting relied on approaching large numbers of people with a generic script. We used to say, "Throw enough stuff on the wall and something has got to stick!" The new way emphasizes a plan with a variety of approaches (calls, email, letters, faxes, etc.) customized to the prospect. It is targeted,

strategic and unflagging. I call it Proactive Perpetual Prospecting.

First, do your homework so you'll be comfortable with what to say and how to say it. Find out the specific problems your company solves and the value you can provide to your customers. Define and find prospects who need help solving those problems.

Here are some proactive pipeline pointers:

Sell soludons

Executives buy solutions, either to solve a particular problem or help them achieve a vision. Figure out which problems are causing the most anxiety in terms of costing money. time and resources, and your email, letter or voice mail will go to the top of the executive's priority list.

In your conversation, if you have worked with some of the company's competitors and made an impact, say so. You can even generically refer to competitors you've worked with and solved A, B and C. Also, recreate the consequences of not taking action, since that's what will create priorities and a sense ofurgency. Help prospects discover this sense of urgency by painting the picture via third-party stories or intelligent questioning. (What happens if you don't fix X or what happens if you remain status quo?)

Get their attemon

Today's downsized organizations have fewer executive or administrative assistants. which means voice mail is a primary means of screening. First rule for prospecting calls is to be prepared for either way-voice mail or a real person. Have a script or guideline at hand for both scenarios. The script should contain information you acquired based on your research-e.g., two or three major areas of concern to resolve and/or goals they want to accomplish (which. of course, your product or service addresses). Pain elimination is a stronger motivator for most people than vision creation.

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Have a script ready for conversations with the gatekeeper as well.

Full pipeline = conffdence

A key reason to keep a valid, qualified and full pipeline is to maintain a high level of confidence-your own. A full (and accurate) pipeline makes it easier to ask the hard questions, plant your feet, and walk away if the conditions are not right for a trusting relationship where you can add value.

Keep it rcd

Do an honest assessment of each account in your pipeline. What is the clear and specific next step-i.e., the commitment? If you don't have one, you either don't have a qualified prospect or didn't ask the right questions to get a clear, mutual next step. A qualified prospect always moves the process forward to a next step, whatever that might be-proposal, presentation, demonstration, trial, literature, meeting, phone call-because he/she has a problem to solve or a vision to implement; and there is a sense of urgency (which you helped create) to keep the process moving forward.

In addition, one of the biggest distractions to sales is a "leaky" pipeline (i.e., one filled with "fluffl'). When you review your pipeline and see that several names keep appearing month after month, what do you do about it? Do you know why this is happening? Typically, they're prospects who don't qualify, but if you remove them, then you must go prospect some more, and find names to replace the ones you just removed. It's easier just to pretend month after month that your pipeline is legitimate. Time to remove the fluff.

lleet your obfecdves

Have you calculated how many prospect/opportunities need to be closed to reach your revenue objectives for the next two quarters? If you

don't have a handle on the amount of effort necessary to generate the required level of revenue, how will you make it happen? How will you create a perpetual pipeline filled with qualified prospects?

A valid pipeline will document the steps and the time involved in each phase of the sales process. It's a guideline to help you stay on track and understand the behaviors required to achieve success. It will keep you focused on the prospect at every stage of the sales cycle. A pipeline keeps track of the entire process from target

to contact, to suspect, to lead, to qualified lead, to prospect, to qualified prospect, and, finally, to customer.

A pipeline history creates a foundation for assessing your own conversion ratio and begin to fine tune efforts to streamline the process, identify bottlenecks. and win customers faster.

- Donna L. Cohen is president of sales training and consultant firm Performance Insights, LLC, Greenwood Village, Co., and author o/GO BIG...or Stay Home! Exploding Your Sales Potential & Achieving Your Financial Dreams. Reach he r v ia www.pe rformanc e in s i g ht s llc.com.

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Communicating price increases

By Dave Kahle

EIEK! Price increases lrom several l-rof your suppliers! Your customers won't like that. How do you manage to pass on that price increase without losing business or giving away margin dollars?

This is becoming a major issue for distributors. The economic pendulum has inevitably reached its apex and begun to swing back in the other direction. In many industries the pressure to reduce prices is coming to an end, being replaced by upward pressure on prices. If you are like most segments of the economy, there have been more price increases announced in your industry in the last three months than in the last three years combined.

Unfortunately, many sales forces are peopled with individuals who have never lived through a time of price increases. They have no frame of reference from which to view it, and no experience on which to draw.

Anxiety abounds: "Will the customer refuse to accept it? Or solicit prices from a competitor? Will I have to give away gross margin and absorb the price increase in order to keep the business?"

These kinds of doubts lead to anxious and intimidated sales people, declining sales and shrinking margins.

Not a pretty picture. Yet, as in any sales problem, there are a set of proven practices and strategies that will make this process of managing and communicating price increases less threatening. Here's a series of seven specific ideas to help you effectively manage price increases.

1. Set up the situation.

The announcement of an 8Vo price increase on a major product line shouldn't come unexpectedly out of the blue. Of course the customer is going to react strongly to the sudden-

ness of the information. Nobody likes to receive price increases, and even worse, nobody likes to receive them without any indication that they are coming.

It's like the day I received a bill for health insurance which was 6OVa higher than the previous month was. No prior notice, no hint of the increase, no letter explaining it was on the way, no preparation-just a much higher premium. I reacted conventionally, and immediately picked up the phone to complain and solicit other sources. The sudden nature of the bad news fueled my negative reaction just as much as the details of the increase.

Don't let that happen to your customers. Don't wait until the price increase is a fait accompli to inform the customer. Weeks before. have a conversation with that customer about the trends in the economy toward more price increases. Share the big picture with him. Then mention other price increases that you have received in the past few months.

Be specific with names of manufacturers and products to which he can relate. Mention the soaring price of oil and the inevitable downstream effect it has on all kinds of products. Mention that you are expecting an increase from XYZ component or manufacturer.

Build into your customers the general expectation that prices are going to go up, so that when the deal happens, they aren't blind-sided by the information.

2. Prepare with details and substance.

You don't want the customer thinking that it's just your word that the prices are going up. Bring the details. Have a copy of the letter from the manufacturer indicating the price

increase. Be prepared to communicate specific details. Don't say, "Transportation charges have gone up about 20Vo." Instead say, "Due to the rising cost of fuel, our inbound freight charges have been increased by 19.l%o from one truck line and 18.67o by another. Here are the letters from each of them informing us of the increase."

This is a great time to have the manufacturer's rep come with you. Let him/her communicate the bad news to the customer, while you look grave, concerned and sympathetic in the background.

It's always a good idea to have someone else, other than you and your company, as the source of the price increase information. This conveys to the customer the fact that you are not raising prices; you are reacting to your prices being raised. That is a significant message to get across.

3. Trv to inform vour contact's briss of the price increase. You want to avoid this scenario: You pass on a price increase to your key contact. He/she is fully aware of your need to pass along the increase. However, when he tells the boss about the price increase, the boss, who doesn't know all the details. reacts by directing your key contact to shop for a better price, or refuse to pay the higher price.

Instead, you be the bearer of the bad news to the boss. Handle the sales call in the same way that you did with your key contact-lots of detail, with a third party being the source of the price increase information.

The result may or may not be the same, but at least you haven't put your key contact in the difficult position of defending his decision to continue to buy the product from you.

Also, it may be that the boss is

likely to be a bit older than your key contact. If that is the case, it's more likely that the boss has lived through a time of regular price increases. It will come as less of a trauma to him, because he has seen it before, than it will to the younger, less experienced contact who may have, like your many of your sales people, no experience with price increases.

4. Give a minimum 30 days notice.

Don't ever communicate a price increase after the fact. And don't wait for an order to say, "Oh, by the way, the price of that is now...." Instead, give the customer 30 days to enter the information on their computers, to adjust their purchase orders, and to consider alternatives.

Be sympathetic to your customers' situation. This is a case when the golden rule, Do onto others as you would have them do unto you, should be your guiding principle.

5. tat e the initiative and offer alternatives.

If you sense that the price increase is going to prompt the customer to search for an alternative, take the initiative and offer an alternative. Do a little research. If the company is buying the high priced option, and that is going up by 6Vo, as you transmit the details of the price increase, suggest that he may want to review a less expensive alternative. Have the alternative product ready to discuss with the customer.

This does a number of things. It communicates to the customer that the price increase is a done deal-the only option is to buy a product of lesser quality. There is no option to beat down the price increase. So, you get customers thinking of alternatives.

Secondly, it allows you to decipher the mind of the prospect. If given the option of considering a less expensive alternative and the customer shows no interest in the option, it's a good indication that he's going to accept the price increase and not shop around.

Third, if the customer bites on the less expensive alternative, then you are still in the game. It's better to retain the customer with a less expensive alternative, and maybe lose a little sales volume and gross margin dollars, than it is to lose the customer and walk away with nothing.

6. Make it easy for the customer to implement

the price increases. Make it easy for him to input the new information on his computer, to adjust his purchase orders, to note his requisition cards. The easier it is for him to implement the mechanics of the price increase, the more likely he will do it. If the customer is buying 15 items in a line from you, don't just say the prices are going up by 6Vo. Instead, give him a spread sheet with each of the item numbers on it, the old price per unit, and the new price per unit.

If you make it difficult for him to implement-he has to look up the item numbers that are affected by the increase, he has to figure out the new price of each item, he has to communicate it to the using department, etc.-you make it more likely that he'll balk at that effort and resist the price increase.

7 .neconfident and matter of fact.

Price increases are a fact of life at certain points in the economic cycle. Nobody likes them, but no one customer can stem the tide. So, your customer has to adjust to the inevibility

of rising prices, just like you and your suppliers do.

Understand that. Be confident in it. If you are tentative, timid and intimidated by the price increase, you'11 stimulate lots of push back from the customer. That push back is doomed to take up a lot of your time and the customer's time. You'd both be better off just accepting the fact of life that prices are going up, adjust, and go on with your business.

That should be your attitude. Convey it in your demeanor. in your attitude, and in your conversation. Be confident and your customer will likely react in like manner to you.

Remember, no one likes price increases, but they are a fact of life. As a professional salesperson, you can manage this process with excellence or you can allow it to upset you and your customers. Implement these seven strategies and you will handle the inevitable price increase with finesse and confidence.

- Dave Kahle, "The Growth Coach," is a sales consultant, trainer and author of six books, including Ten Secrets of Time Management for Salespeople. Reach him at (800) 331- I287; www.davekahle.com.

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

INTERNATIONAL SALES: Nestor Pimentel, Oscar Portillo.

Let3 appreciate actions

By Mike Robbins

we then have a choice about whether or not to share it with them. It sometimes takes courage on our part, but when we acknowledge other people (in a genuine way), not only do we create a win-win situation, we actually encourage more of the behavior, attitudes, and/or attributes that we appreciate in them.

1/.\NE of my favorite quotes is, \-f"Insieht without action makes no differencel' Many of us have brilliant ideas and/or learn amazing new concepts all the time. However, until we put these INSIGHTS into ACTION they have no impact on our lives. Appreciation is often one of these "insights." Most of us know how important it is to appreciate ourselves and others, and to live with an attitude of gratitude. However, knowing about the importance of appreciation and acting in an appreciative way are two totally different things.

Here are a few simple, powerful actions you can take on a regular basis to increase your level of appreciation and that ofthose around you:

| , Write heartfelt thank you notes: In today's fast-paced world of email, cell phones, instant messages, and more, the power of a hand-written thank you note is immeasurable. Each week pick out at least one person in your life you would like to acknowledge. Sit down and write a heartfelt thank you note to that person and send it to them in the

mail - yes, the "snail mail." See how they respond. They will love it and so will you. One week, write the note to yourself and send it in the mail to your home. You will not believe how good it feels to get that card in the mail.

2, Use a "gratitude" journal: A gratitude journal is a place where you write down things that you are grateful for, what you are proud of, and all the positive stuff that is happening in your life. This journal is a safe place for you to express your gratitude, about yourself and your life, on a regular basis. Regardless of our circumstances, there are always things to be grateful for. And, the more attention we focus on being grateful, the more we have to be grateful for. It is amazing how this works.

3. Compliment people: Make a commitment to go out oI your way to "catch people doing things right" and let them know about it. We always find what we look for and if we look for the greatness in others, we will find it. Once we find that greatness,

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4. When people compliment you, say "thank you" and then shut your mouth: The irony about appreciation is that most of us are starving for it and many of us are horrible at accepting it. The best example of this is how awkward and weird people often get when they are complimented. Even if you feel funny or uncomfortable when people compliment you, simply say "thank you" and then shut up. Whatever you say after that (a selfdeprecating joke, a quick complimentary response, etc.) is often a way of avoiding the appreciation and/or deflecting the compliment. Just like a birthday present, say "thank you" and accept the gift (compliment) that is being given to you. The better you become at receiving compliments, the more you will get.

5, Start and end meetings with appreciation: When you get together with other people for a business meeting, a family dinner, an informal gathering, a team session, or anything else, one of the best things you can do is to start and end the meeting with appreciation. At the beginning, have people talk for a few minutes about what is working, what is going well, and what they are excited or happy about. This starts the meeting off on a positive note. At the end, take a few minutes for acknowledgments. Allow people to compliment each other, thank one another, point out strengths, and focus on what is being accomplished. Starting and ending meetings with appreciation makes everyone feel better about themselves, the work that is being done, and about the group as a whole.

These are just a few simple examples of the many actions we can take to increase our personal level of appreciation and that of the people around us. Now the million-dollar question is, what will you actually DO? Remember, "Insight without action makes no difference."

- Mike Robbins is a former pro baseball player who is an expert in success, teamwork, and the power of appreciation. He can be reached at (925) 825-2319 or www.mike -robbins.com.

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Natale B. "Nat" Giustina. 87. owner of Giustina Land & Timber. Euguene, Or., died of emphysema August l4 in Eugene.

ln 1934. his father and three uncles founded the Giustina Bros. planing mill in Eugene. After graduation from Oregon State University in 1941, Mr. Giustina became logging manager of the mill. He took over as president and general mgr. in 1948, running the company with his brother Ehrman until the 1980s. At that time. the company split into Giustina Land & Timber, now headed by Nat's son Larry, and Giustina Resources, headed by Ehrman's son Dan.

Mr. Giustina was a past president of the Associated Forest Industries of Oregon and the National Lumber Manu facturi ng Association.

At OSU, he and his family supported many projects, especially its forestry programs.

Rex Dean Perrine, 80, 5O-year employee of Reel Lumber Service, Anaheim, Ca., died of cancer August 19.

Mr. Perrine served with the U.S. Navy in World War II. He was a member of the first graduating class of the National Hardwood Lumber Association's inspection training school in Memphis, Tn. He then worked at a sawmill in Kentucky and at Anderson-Tully in Vicksburg, Ms.

After working at several lumber companies in Southern California, he joined Reel Lumber in 1954-serving as a lumber grader, yard foreman, and in purchasing and sales. For the last few months, he worked from home.

Etbridge W. "Al" Thrasher, 85, long-time lumberman and milling equipment inventor, died July 3 in Ukiah, Ca.

During the Great Depression Mr. Thrasher worked in sawmills in Oregon, which prompted one of his first inventions: a conveyor to load lumber onto railroad cars.

In 1949, he and partner Gorden Keith expanded into California, building the state's first automatic stud mill, Cannon Ball Lumber Co., Arcata.

By the end of the year, he left the partnership and started Al Thrasher Lumber Co., Arcata. The sawmill was the first to commercially produce second-growth redwood studs. In 1955, he patented an automatic lumber

stacker he had designed. Four years later, he opened a second facility in Calpella, Ca. Other businesses included Thrasher Equipment Manufacturing, Al Thrasher Equipment Corp., and Al Thrasher Lumber Inc.

In 1969, Mr. Thrasher sold his Calpella sawmill and sawmill patents to Masonite, then joined the company as a v.p. and a member of its board of directors.

Mr. Thrasher was a major supporter of research into children's diseases, donating 2,O34 acres of secondgrowth redwood that was sold for $14 million to create the Thrasher Research Fund in 1977. For his efforts, the University of Utah gave him an honorary doctorate of public health in 2003.

Rates: 20 words for $25, additional words $l each. Phone number counts as one word, address as six. Headline or centered copy, $8 per line. Private box or special border, $8 each. Column inch rate: $50 camera-ready, $60 if we set the type. Send ad copy to Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660, Fax 949-852-0231, dkoenig@building-products.com, or call (949) 852- 1990. Make checks payable to Cutler Publishing. Deadline for copy: I 8th of the previous month. To reply to ads with private box numbers, send conespondence to box number shown, c/o The Merchant. Names of advertisers usins a box number cannot be released.

EXPERIENCED LUMBER TTIADERS WANTED.

We are Hardwood and Softwood log and lumber wholesalers with offices in the United States and Canada. We're seeking slncere, experienced lumber traders who have a view towards the long term. Work INDEPENDENTLY from your part of the country, OR from our offices in the Toronto area. This is an excellent opportunity with a well-established company. we enjoy an OUTSTANDING financial and marketing reputation. For complete details of our interesting and rewarding program, please phone Bob Wilson lN STRICT CONFIDENCE. We'll also invite you to speak with one of our current trading partners.

FREMONT GROUP OF COMPANIES IS HIRING!

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HARDWOOD SALES MANAGER

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

INDUSTRIAL WOOD PRODUCTS SALES

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

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The Position: The Engineered Wood Promotion Specialist develops and maintains relationships with specifiers, code officials and architectural, engineering and construction professionals to promote the use ofengineered wood products in existing and new markets. Working out of their home-office, this position travels throughout their assigned region calling on builders, contractors, architects, engineers and distributors to identify and cultivate markets, conduct educational meetings and seminars, pa(icipate in trade shows and promotional programs and to develop constructive relationships with major building inspection & code agencies.

Desired Qualifications:

BA or BS degree, advanced degrees welcome. Prefened fields: Engineering, Architecture, Construction, Marketing, Wood Sciences or closely related field.

Three years experience in sales or marketing, preferably in specific market pertinent to APA products.

. Ability to identify pertinent contacts and cultivate relationships within the industry.

Ability to make high-impact presentations to key decision-makers, conduct or coordinate educational seminars, and participate in trade shows.

Excellent interpersonal, organizational, written and oral communication skills.

. Proven ability to take initiative, set and meet goals and work independently.

Ability to write reports and business correspondence.

Good driving record.

. Market research.

About APA: APA-The Engineered Wood Association is a trade association representing producers of glued engineered wood products from across the U.S. and Canada. The organization provides testing and product grade certification, publishes and distributes technical literature, researches new products and applications, and supports its members in penetrating and expanding markets. APA offers an excellent compensation and benefits plan, company car and potential for growth. For immediate, confidential consideration, please submit cover letter and resume to: APA. 701 I South l9th St., Tacoma, Wa. 98466-5333; hr@ apawood.or g; F ax 253 -565 -1 265.

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

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

California Panel & Veneer.............................(562) 926-5834

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

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

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

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

Fremont Forest Group (Long Beach).........,..(562) 435-4839

Fremont Forest Group (Whittier)...................(562) 945-2911

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

Hufl Lumber C0............,..,.(800) 347-HUFF (562) 921-1331

lnland Timber C0.... ......Q13\ 462-1264

Jones Wholesale lumber..............................{323) 567-1301

Lane Stanlon Vance .....(818) 968-8331

North American P1yw00d.,.............................(562) 941-7575 (800) 421-1372 (888) 888-9818

Pacific Steel & Supp|y.................,...,.,,.,,....,,,(888) 248-7209

Product Sales Co. ........(800) 660-8680

Saroyan Lumber Co .....(800) 624-9309

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

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

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

Weyerhaeuser Building [4aterials........,..,.....,(877) 235-6873

ORANGE COUNTY & INLAND EMPIRE

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

Anaheim Millworks .....,(7'14) 533-9945

Anfinson Lumber Sa|es.................................(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

Bl\,lD (Ontario)........ ,.....(800) 435-4020

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

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

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

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

Railway Express...... ......(951) 685-8838

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

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

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

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

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

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

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

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

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

SAN DIEGO AREA

Anlinson Lumber Sa|es...,,,...,,..,,..,,..,..,..,..,..(619) 460-501 7

Austin Hardwoods & Hardware ..,...,..,..,..,..,..(858) 536-1 800

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

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

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

Weyerhaeuser Building Materials .(877) 235-6873

llonrn & C:mnn Cluronrn

ARCATA / EUREKA / FORTUNA

BMD ,....,.,.,.,....,.,..,.. ......(707) 444-9666

Britt Lumber Co. ...... ......007\ 822-1779

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

BAKERSFIELD

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

CLOVEHDALE

All-coast Forest Products.............................{707) 894-4281

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

FORT BRAGG

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

FBESNO

Dl\4K-Pacific.,.,.,..,.... ....../559] 225-4727

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

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

MOOESTO

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

Thunderbolt Wood Treating.(800) 826-8709 (209)

Plcrr llonrrwrsr

254-8248 (800) 980.8540

OREGON

COOS BAY / NORTH BEND

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

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

Warm Spring Forest Producls (Bend) ...........(541 i 553-1 148

EUGENE / SPRINGFIELD

Burns Lumber Co.... ,....(866) 686-3009

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

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

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

Lumber Products..... .....(541) 687-0411

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

i/cKenzie Forest Products...........,.,.....,..,.....(800) 773.9329

BILLINGS

Boise Distribution

Lumber Products....

Rocrv lUlouulrns

MONTANA

Weyerhaeuser Building Materials..

DENVER

COLORADO

All-Coast Forest Products.,.(800) 332-8977 (303) 761-9882 Allweather wood Products,..,.......,,..,....,.......(800) 621-0991

OrePac Building Products,..,..,....,...,.............(303) 363-1 300 Protecto Wrap e0....

zsg-Szzz Weyerhaeuser Building lilateria|s...,...,....,.....(877)

N.EADER, SER.VTCE

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 i c e). Email dkoenig @building-products.com, or Fax this form:

Reliable Wholesale Lumber I Rosboro [www.rosboro.com]

:::::::::::::::::::::::;

Roseburg Forest Products [www.rfpco.com] .....................33

Royal Pacific Industries..... .......24

Saroyan Lumber Co. [www.saroyanlumber.com].............26

Sierra Pre-Finish ....................58

Simpson Strong-Tie [www.strongtie.com] ..........................52

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

Stockton Wholesale Lumber........ ..................50

Sunbelt [www.sunbeltracks.com] ..................19

Swan Secure Products [www.swansecure.com] ...........56, 67

Swanson Group [www.swansongroupinc.com]..................27

Thunderbolt Wood Treatin9.................. ........52

TrusJoist [www.trusjoist.com]......... ...Cover II

U.S. Metal Works [www.usmetalworks.com].....................60

Van Arsdale Lumber....... .........69

Waldron Forest Products................. ..............58

Western Red Cedar Lumber Assn. [www.wrcla.org]..........7

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

Weyerhaeuser [www.weyerhaeuser.com].............Cover I, II

W.M. Cramer Lumber [www.cramerlumber.coml...........57

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