Merchant Magazine - September 2007

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The Merchant Magazine

Sewing 13 Wertern Slato3, Includlng Alask. and l{6waii

(Sistet publintbn Buildiw Prcdrcts Digest seves the East)

PUBLISHER Alan Oakes (ajoakes@aol.com)

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CONTRIBUTING EDITORS Dwight Cunan, Carla Waldemar, Roy Burleson

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Lucky Vour if you have a great mentor

When someone I know leaves a company, often it is because they just do not like the way things are done in that company. Most of us try not to burn bridges by telling the real reason we are leaving; instead we serve up platitudes about receiving a better offer. But. when I used to hold exit interviews, if I pushed to discover the real reason, it usually was because of their direct manager and the way they were managed.

Now one thing I have learned in executive life is that you cannot please everyone. Often circumstances dictate courses of action that will not please many people. On the other hand, I have seen all types of managers over my career, and while I could put up with many things, what I could not put up with were outright liars and cowards.

I am sure we have all worked for someone whom in the end we could not trust. I call them anti-mentors, because they turn out to be exactly the opposite of how we might want to be ourselves.

Several years ago, I worked for a

divisional president who had recruited me to turn around a recently acquired company that was losing big-time. I had known him on a social, industry event basis for quite a while, and I admired from a distance how he had grown the company that was our main competitor. He tried hiring me away on several occasions, but I decided as a point of principle I would never go into direct face-to-face competition with my old company. This new company was in a different business category. It would give me valuable experience, and a higher industry profile, with the trappings to boot. It seemed a good opportunity to make a move, as I thought I would learn a lot from him. Although I never thought he would be easy to work with, what I learned was that while he was a smooth, polished executive, he knew exactly how to manipulate the bosses above him, the managers under him, and how to position himself in a good light regardless of the circumstances. Over time it became apparent to me that what he would say to me would be the exact opposite of what he would be saying

to those above him. In other words, he was completely untrustworthy. I learned that he had henchmen who would report back almost word for word every discussion they had with any employee, to the point you had to watch every word said to anyone in the corporation. As time went on, I realized that untrustworthy people like him, are essentially reliable.

Now that's an oxymoron. This same guy who was betraying me and my colleagues was actually quite consistent. He could not be trusted. which meant that his method of behavior was consistent. If I was to trust him any further that would be bad judgment on my part and so that is how we worked together fbr the next six months before I found a new position. My peers all came to the same conclusion about his personality, as well. Intriguingly, as he brought in good results, he always got away with his behavior.

But I am a great believer that there is a price to pay somewhere along the way and he got his comeuppance about a year after I left when the numbers presented were found to be not as stated. With a hushed exit, he went elsewhere. From what I read in the press he did not succeed in his new company, amid some rumblings about his personality. He was a selfish, arrogant, manipulative, and, I believe now, insecure executive.

Oh well, I've got that off my chest! But intriguingly, while I was very upset about him at the time, and one or two others I have worked with over 4O-plus years, the lessons learned have been invaluable. I learned to trust my own instincts. The lesson to treat every person as reliable (based on who they really are) has served me well whether they be customers, employees or suppliers. If you are not having fun or enjoying what you are doing and cannot trust who you are working for or with, life is too short to spend it with people you do not like or trust. That same rule should apply to not only your immediate colleagues or managers but also to your customers. Customers should be fired if they are not the kind of people you want to be associated with.

So the next time you catch a political employee or manager, a manipulative customer, or a slippery vendor, ask what lesson you have just learned. Understand that the key to life is learning from others' missteps. And then get well away from theml

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Out of the lab and into the field

APA research delivers new wall

bracing applications for wood structural panels

By Jack Merry and Kevin Hayes APA-The Ensineered Wood Association

OSB Producer"'O7

LPBUILDING PRODUCTS

Louisiana Pacific Corp., Nashville, Tn., the longtime leader in OSB production and sales, curtailed OSB production for one to two weeks at five of its 15 mills last fall.

At the time, executive v.p. Jeff Wagner said, "We cannot continue to operate our mills at full production across the system when the cost of manufacturing OSB exceeds the product's market value."

However, the company's annual production rose slightly last year-to 6.011 billion sq. ft.-as older OSB mills were converted to the production of higher-value spscialty products. Earlier this year, the millin Hayward, Wi., began producing LP SmartSide OSB siding on both ot its two lines. In Houlton, Me., a new OSL facility is being constructed on the site of an older OSB mill. ln addition, LP has obtained marketing rights to additional LVL capacity being constructed on the West Coast, scheduled to come on line early next year.

Peace Valley OSB, a mill in Fort St. John, 8.C., that is jointly owned with Canfor, should reach full production early next year.

A S CONTRACTORS strive to .Cl,meet building code requirements in high wind and seismic areas, they seek efficient solutions. APA is at the forefront in bracing research that defines those solutions.

Some test results are now accepted practice, while other recommendations are working through various code committees. Here is a look at where wood structural panels have made significant gains in codes and building guidelines and what's on the research horizon.

Narrow Walls, SlPs Make 2OO7 IRG Supplement

APA's Narrow Wall Bracine

NNorbord

Norbord Industries, Toronto, Ont., started up a second line at its OSB millin Cordele, Ga., last December. The facility is now running at 80o/o of plant design and is expected to be fully operational by the end of the year. When fully operational, the new line will boost production-which was 4.37 billion sq. ft. last year*by 15%.

When conversion work is completed at the mill in Nacogdoches, Tx., by year's end, all of the company's nine plants will be run on biomass energy-reducing natural gas use by more than 50%, at an annualsavings of more than $10 million.

Method (NWBM) was accepted for use anywhere in the house, including over raised wood floors and second stories. Previously limited to the garage, it has achieved widespread use by builders who fully sheath their houses. They recognize it as a cost effective solution to meet bracing requirements in narrow wall applications and provide the best value to their customers.

The APA method was also expanded for use in any Seismic Design Category (SDC) permitted by the International Residential Code (IRC). whereas it was previously limited to

nWeyerhaeuser

Ylleyerhaeus€t, Federal Way, Wa., responded to decreased OSB demand by curtailing production late last year at its OSB mill in Miramichi, $ask. ln February, annual production was decreased more than 500 million sq. ft. at the mills in Drayton Valley, Alb., and Sutton, W.V.

"Despite the best efforts of our mill employees, we cannot avoid reducing supply,' said Phil Dennett, vice president of ilevel Strand Technologies, We're taking this action to balance our production with market demand."

The company's nine North American mills have annual capacity of 4.3 billion sq. ft. and produced 4,166 billion sq. ft. last year.

A-C. Builders now have a code compliant bracing option for use throughout the home. The 2007 supplement to the 2006 IRC will continue to limit the use of this user-friendly system to walls that are continuously sheathed with plywood or OSB. (No more than four NWBM segments are permitted for each wall line and they may not be stacked. APA will address these restrictions in the next round of code hearings.)

Structural Insulated Panels were also adopted into the IRC for wall applications. APA, on behalf of the Structural Insulated Panel Association, submitted the prescriptive specifications and installation details after conducting several series of tests in support of the proposal. Builders using SIP walls in residential projects will no longer be required to conduct additional engineering to show equivalency to the prescriptive method for other framing systems in the IRC, thus facilitating the use of SIPs in residential construction and potentially doubling the use of OSB wall sheathing panels along the wall line.

Arnsworth

Ainsworth, Vancouver, 8.C., permanently closed one production line at its mill in Bemidji, Mn., last August, reducing annual production by 300 million sq. ft., for a combined capacity of 3.135 billion sq. tt. a year at its seven OSB plants.

"The high costs of production, coupled with current market conditions, made it economically unsustainable to continue operating this line," said chairman and c.e.o. Brian Ainsworth.

In September, production was suspended at the company's mills in Grand Rapids and Cook, Mn., although Cook reopened in March of this year. Construction costs for a second line at the mill in Grande Prairie, Alb., rose to $260 million when a continuous press allowing flexible production of OSB, OSL and LSL was included. Final installation of machinery and startup programming at the Grande Prairie millwould take 90 days with a lull crew. However, due to market conditions, only a small crew is currently onsite.

Using Wood Structural Panels for Shear, Uplift

In 2005, the Institute for Business & Home Safety (IBHS) published Guidelines for Hurricane Resistant Residential Construction. The document is based on the Standard Building Code Congress International legacy standard SSTD 10-99, the first U.S. standard written to address hurricaneresistant residential structures and still referenced in both the IRC and International Building Code. In the 2005 Guidelines, IBHS updated this existing standard to more closely reflect current IBC and ASCE-7 wind loads, wind speed maps. and conventions.

In 2006, APA worked with IBHS to contract full-scale combined shear and uplift testing at Clemson University to verify the analytical work done previously by APA staff. The tests were successfully completed and the previous tables were then adopted with minor modifications by the IBHS through the issuance of errata. This

Georgia-Pacific Corp.,

Atlanta, Ga., which became part of Koch Industries at the end of 2005, continues to operate under its own name as part of Koch Forest Products.

The company has seven OSB mills with annualcapacity of 2.7 billion sq. ft. Production last year totaled 2.5 billion sq. ft.

Grant Forest Products is now negotiating with workers at its millin Timmons, Ont., who were locked out nearly a year ago after a new contract was denied. Many believe that the workers would have been laid otf eventually, due to the high price and low supply of wood. The company's other Canadian OSB mill, in Englehart, was not affected by the strike.

Granl's first U.S. mill, in Allendale, S.C., is currently in start-up phase. An identical plant is currently being constructed in Clarendon County, S.C.

APA is working with ICC to develop a wall bracing manual designed to help code oificials, builders and design pr6fessionals conforni to wall braciig code requiiements. APA Field Services statf continue to promote APA wall bracing designs to local code jurisdictions, which may adopt their own supplements to the International Residential Code.

document has been adopted by the state of Florida for residential structure design. Wood structural panel sheathing or siding may be used to resist shear and uplift simultaneously provided the following are met:

. Anchor bolt spacing shall be 16 inches or less on center.

3x3xo.229" steel plate washers shall be used at anchor bolt locations.

. Nails in any single row shall not be spaced closer than 3" on center.

These conditions effectively eliminate cross-grain bending as a failure mode in the bottom plate, as shown by full-scale test results reported by independent testing organizations. This concept is also in the International Code Council/American National Standards Institute document that will replace SSTD 10-99, which is in the final stages of development.

Vanguard of ResearchWhole House Testing

The impetus for APA's whole house test program, which began early last year, was a contentious IRC code change hearing in October 2005 at which APA proposed a change to the code's narrow wall bracing provisions.

Ironically, although APA lost its

EHGII{EERED woons

Huber Engineered

Woods, Charlotte, N,C., has responded to decreased demand by making more value-added, specialty product$ at its five OSB mills, which have annual capacity of 2 billion sq. ft.

'We dont make a lot of commodity OSB," said new president Brian Carlson. "Our strategy for over a decade has been specialty and value-added O$B products." He added that a challenge for the company is to get more osB into each home, since fewer homes are being built. "Plywood is probably a pretiy good target for us" in this effort, he said.

Construction of a proposed mill in EmanuelCounty, Ga., has been put on hold, although land was purchased and permits are going forward. oWe're going to base the decision b move forward on overall market conditions," said Carlson.

bid to gain approval of its proposal at that time, the code hearing outcome gave rise to APA's whole house test program, formation of new wall bracing advisory committees, and initia-

tion of efforts to revise the American Society for Testing and Materials (ASTM) standard method for cyclic testing of walls-developments that in the end helped vindicate APA's engineering conclusions. The new test program also laid the groundwork for the aforementioned code approvals and should provide the basis for a variety of new prescriptive wall bracing designs gaining code acceptance.

Tolko Industries, vernon, 8.C., began production last winter on a new tongue & groove and sanding line at its millin Meadowlake, Sask. However, production here and at the mill in High Prairie, Alb., was curtailed severaltimes this year. After three-week production shutdowns lhis summer, bolh mills are now operating at reduced levels.

The company's mill in Slave Lake, Alb., which was purchased from Weyerhaeuser in 2004 and was slated for improvement, also experienced several cuilailments.

A larger $250 million Slave Lake plant-which has a 70.3 meter continuous Bres$ and an annual capacity of 750 million sq. ft.-is expected to begin producing margin-added products such as OSL and webstock this fall.

More broadly, notes APA Quality

-trANQR-

Canfor, Vancouver, 8.C., lowered production at its PolarBoard OSB millin Fort Nelson, B.C., early this year, then again during the summer,'The lumber and panel markets today are extremely difficult," said president and c.e.o. Jim Shepherd. "Add to the mix the disruption of a CN railstrike, which requires us to change our operating plan."

Canfor also co-owns with L-P a newer, larger OSB mill in Fort St. John, 8.C., which expmts to ramp up to full production of 820 million sq. ft. annually by early n€xt year.

LOAD TRANSFER among the various wall and floor diaphragm assemblies and interaction among these components is not well understood. APA's new study evaluates how various structural components work as a whole, providing a better understanding of a home's true threedimensional system performance.

tnr}'l.r,tT,ltE!' lrcr.

and Technical Services v.p. Tom Williamson. the test program is advancing "overall understanding of building performance under extreme loads and thereby serves the life safety interests and aesthetic preferences of both the design and construction community and the home buying public."

APA now operates one of the few laboratories in the country capable of full-scale three-dimensional structure testing.

"We're very excited about this project because of its long-term potential for supporting the structural wood panel industry's wall sheathing market goals," said APA senior engineer Tom Skaggs, P.E., Ph.D. Skaggs designed the test equipment and supervises the day-to-day tests.

The tests employ a state-of-the-art device that applies a maximum 65,000-lb. lateral load to a full-scale three-dimensional house. The test setup is designed to record the response of both the wall and overall building with different bracing methods and configurations. The equipment has the capability of testing the structure to complete collapse.

The results of the ongoing tests are being summarized in progress reports posted at www.wallbracing.org. To date, seven reports have been issued.

Although data from whole house testing is expected to carry substantial weight in future code change deliberations. the data alone won't automatically safeguard or advance scientifically credible treatment of wood panel bracing designs. An ongoing challenge, notes Williamson, will be to

make the data and conclusions understandable to code committees and to stay involved in committee-level code debates, discussions and negotiations.

- More information about APA's whole house test program, wall bracing, design issues and recommendations, code development updates, and related topics can be fitund on APA's wtt:w.wallbracing.org and on its blog.for design pro.fessionals ( w'wv'.apawood. o rg/pabkt g ). Among othe r backgrounders and articles, the blog site includes "The Evolution of Lateral Load

Design in Residential Construction," an overview of lateral load design developments over the past several decades. It.s primary uuthttr was APA senior engineer Ed Keith, P.E., also the author o/Wood Structural Panel Sheathing or Siding Used for Combined Shear and Uplift (Form H335). APA also hcts several publications on the subject of wall bracing, including Introduction to Lateral Design ( Form X305), Introduction to W all Bracing ( Fo rm F430), and Whole House Wall Bracing (Form G410). All can be downloaded.free from www.apawood.org.

l.ANGBOARD

Roy O. Martin, Alexandria, La., shui down its OSB mill in LeMoyen, La., January 31, 2007. That same day, the first board was produced at a larger, $200 million O$B planl in Oakdale, La. A grand opening was held in April.

The new mill can produce a full range of OSB products, from sheathing to oversize panels.

"Over the next 12 months, the new millwillreach its 950 million sq. tt. capacity," said sales mgr.

Bobby Byrd.

Langboard Inc., Quitman, Ga., continues to process almost all pine, rather than sott hardwoods, at its newly remodeled OSB mill in Quitman.

The biggest shifi, said sales mgr. Chuck Rigoni, is how much more the company is exporting. "Years ago, never thought we'd be doing so much exporting. We've been pleasantly surprised at the volume," he said. "Even if the domestic market goes up, it makes sense to stay diversified."

Arbec Forest Products, Saint-Leonard, P.Q., has been operating the former Tembec OSB plant in St. Georges de Champlain, P.Q., since early 2006. The facility was acquired from a debl-ridden Tembec by Emanuele Saputo, Jolina Capital, who soon afier purchased softwood lumber and pulp manufacturer Arbec.

BY CONSIDERING the wood structural panel's inherent strength, stilfness and ability to absorb impact load, designers can eliminate almost all metal hunicane straps typically required between exterior floors in high wind regions. This reduces building cosls, saves labor, and eliminates potential nailing interferences with sheathing and/or siding installation.

nGilulooil rlslng

California_ Forestry_And_Certification.htm).

Consumer perceptions regarding redwood's price likely linger from days when there were fewer alternatives to choose from. For decades, redwood was hands-down the preference for distinctive architecture and outdoor projects because few building materials can stand up to the elements of weather and time so well.

Even with more choices on the market today, redwood's color, workability and natural resistance to decay remain unique. While engineered products aim to mimic redwood's durability with mixed results, consumers who do the research find that redwood, even heartwood grades, compares favorably to composites and other wood alternatives for price and low-maintenance performance. Plus, redwood has a proven track record and faded redwood can almost always be restored to its original appearance.

A LOOK beyond two commonly held notions about red-Cl,wood reveals now to be a great time to look at redwood again.

Many consumers believe redwood is hard to find, especially the premium heartwood grades. And without looking, most consumers would tell you that redwood is out of their price range.

But with housing starts in a slump, homeowners are increasingly looking to enhance their existing homes. The discerning ones are finding unexpected value and a green building opportunity in redwood.

Distributors and retailers across the West report a greater availability of redwood than in recent memory. Furthermore, the outlook for next year is that there will be more redwood on the market, not less.

That's a good sign for retailers and for consumers. It's good for redwood forests, too, because a main factor in redwood's sudden availability is sustainable forestry. Sustainable forestry aims to protect water and wildlife and conserve resources. At the same time it helps create a predictable wood supply.

There are more than 1.7 million acres of redwood forests in California today, nearly as many as there were 200 years ago. OId growth is well protected with about 257o of all redwood forestland preserved in public holdings, and privately managed forestlands are more productive than ever.

Roughly 80Vo of all lumber-producing redwood forestland has been independently certified as sustainably managed under the Forest Stewardship Council or the Sustainable Forestry Initiative programs. Both programs require long-term harvest and growth planning, as does California law. In fact, a Cal Poly-San Luis Obispo study found state regulations to be every bit as demanding as the two leading sustainable forestry certification programs (details at www. c alfore sts. org/ fore st_certifi cation- 526-

But what may earn redwood a fresh look more than anything is the green building movement. Fueled by concerns over global warming, green building forces builders and consumers to look at the environmental impact of different materials. No other building material has a more positive impact on reducing greenhouse gases than redwood.

Green building often focuses on greenhouse gases and energy. Every building material has an environmental impact and no building material can be brought to market without consuming energy. The source of that energy can make a big difference.

Burning fossil fuels like coal and oil for energy releases greenhouse gases, and greenhouse gases contribute to global warming. Growing trees, however, absorbs greenhouse gases and can help fight global warming. Whereas making plastics and concrete burns a lot of fossil fuel, harvesting redwood harnesses a lot of solar oower.

All trees absorb carbon dioxide and release oxygen as they grow through photosynthesis. The faster trees grow, the more of the greenhouse gas carbon they absorb. Redwood is the fastest growing softwood species in North America, making managed redwood forests perhaps the most efficient scrubbers of greenhouse gases in the world.

Redwood lumber takes the carbon that was absorbed in the forest and keeps it in decks fences and other projects. In fact, the average redwood deck stores about a half-ton of carbon, keeping it harmlessly out of the atmosphere.

California Redwood Association offers a wealth of infbrmation on redwood fences, decks and forests through its website, www.calredwood.org. The association also makes building plans for tables, benches, gazebos, sheds and other projects available online.

There is also an online "redwood locator" to make redwood easier for consumers and dealers to find (www. c alredwood. o r ghef llocate llocte.php).

etitiue ligenGe

Growing for good

By Carla Waldemar

ffOW do you get to Carnegie Hall? llAs they told the tourist on the sidewalks of New York, "Practice, practice, practice." And how does your company acquire five stores in the brief l0 years it's been in business? Same answer, though not a duty performed in front of a music stand.

In 1977, when Barney Wagner launched Arrow Lumber, Buckley, Wa., he'd already devoted close to 40 years to working in lumberyards, including-multi-locations compan ies. clocking in for other bosses in preparation for pursuing his lifelong dream of owning his own mini-empire of lumber centers. (Lest you think he's basking in his dream fulfillment from the rocking chair of an old-folks' home, let's note this: Barney swept his first sawdust at age 12 and hasn't looked back since.)

Not the usual kids' career goal, true. As he explains it, "You needed a summer job to buy school clothes, and choices were limited in the Northwest." Compared with his sister's option - picking berries - picking 2x4s sounded pretty good. Plus, he mentions, "it gave me a leg up. I took interest in things, looked at products, read the labels, and later, learned how houses were put together."

His next position, moving on to Vaughan's Building Materials in 1963, was doing yard duties and, when needed, helping out in sales"difficult at that young age," he recalls, "because of the age gap, serving and working with people much older"he's 16 by now-"but it taught me to work real hard to gain respect. And that philosophy is still with me today: If people respect the boss, they'll do everything they can to help. So that's how I operate. I'm not one to demand performance out of fear."

Instead, Barney leads his 100-plus employees by walking the talk. "I'm a real hands-on guy," he says. "I spend 507o of my time in the office, but 50Vo

in the yard or behind the counter. I have a Class A CDL license and I drive semis-and I teach people with their learners' permits. I have a 7'7year-old commodities purchaser, and if he's not on duty, I pitch in for him. I work hand-in-hand with my employees, multi-tasking, cross-training and leading by example." And that example is based on the old-fashioned, high-road values he ticks off: "honesty, integrity and hard work."

Progressing, after a stint in the Navy, to climb the ladder at Al Meier's, a six-chain operation where his title became v.p. and general manager in 1991 and continued after the chain was acquired by Lumbermen's, as director of operations. overseeing 40 stores and absorbing info that would prove invaluable when it came time to set out on his own.

"I learned a lot of different ways people do business in multi-stores," he says. "I gained an understanding of different types of stores, which really helped. Each store had its own strengths. I'd find things that

worked-and, if not, understand why they didn't."

Then. in 1997 it was time. After cutting a whole lot of bait, he was prepared to start fishing. Barney launched Arrow Lumber & Hardware in tiny Eatonville, and a precedent was set. Well, a couple of them: "My goal, from the outset. was to own multistores and," Barney emphasizes, "in rural markets. We love these small towns and have become part of the community in which we operate; we bond with the customers. the schools, the city officials, the food banks. We've increased our inventories to give customers added product selection. And we give back a large percentage of the profits to schools, food banks and civic causes."

"My goal," he underscores, "is not to make money, but leave a legacy as a top-notch organization. That means more to me than a big number on the bottom line."

(Those dual mission statementsopening more stores, giving backcame to a boil together recently when, in opening his fifth location in Orting in July 2006, he proceeded, as is his custom, to take out another insurance policy on himself to cover the company should mishaps befall him. During the required medical exam, Barney learned he had prostate cancer-"a message," he took it, "from the Man Upstairs." Thus, among other causes, Arrow now runs five food banks (and supports another) where, working in his usual hands-on fashion around Thanksgiving, Barney heard things like, "After the recent floods here, we'd lost everything. But we'l1 have a

OWNER of five-unit Anow Lumber & Hardware Barney Wagner is commitled to expansion, particularlv in smaller, rural markets.

nice Thanksgiving because of you."

What's with these small townsEatonville, Buckley, Port Orchard, Randle and Orring-anyway? "I love rural communities," he professes, adding, "It's the responsibility of business to give back to them-give them services, employment and tax revenue." That Man Upstairs would probably agree. But what about the one in the accounting office? "We can do that and still be profitable," he insists, pointing out that owning five stores gives him better purchasing power and clout with vendors. But, as by now you might expect. when it comes to vendors Arrow's not in for the short haul. The company has cultivated "long, longtime relationships. We don't beat 'em up-so, rvhen they've got a special deal, they call us."

So do customers, both pro and retail, disenchanted with the big boxes down the road. where "service is not their forte. People can't find what they want. Plus." the man reveals a lucrative niche, "we can get specialty items, like house packs for ownerbuilt homes. (We supply everything from the planning stages to the finished house.) An order for a house pack comes in and they're got it the next day-or I-joists, or beams.... With five yards, we're our suppliers' biggest customer, so they get us the Ipacks by the next morning." Talk about customer satislaction.

Arrow caters not just to homeowners putting up houses and vacation cabins. It lures the farm and rural business as well as a healthy slice of housing developments ("The economy is still growing in the Northwest," Barncy reports), along with military, commercial and industrial accounts rvhich demand "a little bit harder" work for Arrow. "It's more specficied, more detailed." And worth it.

Pros love dealing with Arrow not only because of its pro-friendly equipment, such as forklifts, but also because, as Barney laughs, "We never turn down an order-even going into swing shift if we have to. We're flexible. For instance, while we officially open at 7:00, for our vendor of engineered wood products, we're here for him at 6:15."

And how is that feat accomplished-by passing out sleeping bags and chaining yardmen to the gate? Barney's got a better retention strategy, starting with "great benefits: life, medical, dental and vision insurance, a 40lk plan to which lve contribute 67o,

paid vacations, paid tuition. For a company our size. turnover is verl low. Some of the people here even followed me from my previous jobs. We promote from rvithin; people working sales can become assistant managers. And for managers, we share their store's P&I- rvith them on a monthly basis. because I kind of feel knowledge is porverful, and helps others."

Ask Barney if there are more stores on the horizon, then get out of the way. "Oh, yes!" he sallies back. "And for that purpose, we've developed an infrastructure. At Arrow. a senior manager wears a couple of hats-as

director of operations he'l| also serve as the general manager of a store. When it's time, we'll move him to the corporate office and move the next person up. Training the next in line is an ongoing process."

This puts Arrow pointing squarely in the right direction: smart, steady growth. What keeps this Robin Hood behind the c.e.o.'s desk aiming for more? "l just love lhe business. everything about it." Barney summarizes. Just as he knew he lvould at 12.

- A former att'ard-tt'inrtirtg LBM trude magaz.ine editor, Carla Waldemar ',vrite,s fiequentlv on the indttstn'. Contact her at cwaldemar@ mn.rr.com.

"E,'

Inie$gence

reo unitles for ced ar sales tratning

D ECOGNIZING product knowll\edge training as the key to sales success throughout the supply chain, the Western Red Cedar Lumber Association is further expanding its educational offerings.

WRCLA's original training program began with the hiring of field representatives whose mandate is to travel extensively throughout the U.S. to provide on-site training to members' distribution staff and their dealer and contractor network. These two to three hour sessions provide a good introduction to the western red cedar species, the products available from our members, and how to install, finish and care for them.

Recognizing the need to have a network of cedar "champions" in the market, WRCLA conducts a five-day Cedar School in Vancouver. The indepth training in forestry practices, wood properties, manufacturing

processes, product grading, installation and finishing ensures that students are given the most comprehensive experience available in the industry. Graduates are empowered by their experience and many return to take on leadership roles in their company's cedar sales programs.

Cedar School is the ultimate training experience. However, it is time consuming and requires a sizeable financial investment for employees to attend. In response to numerous requests from the trade to conduct an "in-market" version of Cedar School, WRCLA has undertaken a series of intensive training sessions in various regions of the U.S. Featuring instructors from Cedar School, and following much of its curriculum, these oneday sessions allow companies to train more people at a significantly lower cost and with less time off the job.

It's hard to beat the effectiveness

of face-to-face training sessions. However, the reality is that the limitations of budgets and staffing levels put a real restriction on the reach of WRCLA's traditional training programs. Recognizing the growing importance of the Internet and the tremendous reach of its various websites (more than 300,000 visitors in May), WRCLA has developed an online version of its Cedar School.

Comprised of seven modules covering all aspects of the regular curriculum, the online school features a narrated presentation with excellent visuals. Each module has an examination. Following completion of all seven modules. students submit their exams to WRCLA staff for grading. Students achieving the required 707o passing grade receive a certificate of achievement from WRCLA.

The training package also has the potential to be available to people all

over the world. In addition to English, versions are available in French, Japanese and Mandarin. Of further interest to employers and students, the program is free and can be studied in spare time.

Training the architect community about the properties and uses of western red cedar has long been a priority of WRCLA. WRCLA was greatly honored when the prestigious American Institute of Architects reviewed the online Cedar School and deemed it to be worthy of seven credit hours of professional development training.

Furthermore, a shorter PowerPoint version of the WRCLA Field Representatives' "live" training sessions has been awarded two credit hours of AIA professional development credits. Field reps will deliver these sessions upon request-when a sufficient number of participants are available.

Proper installation is another concern. There have been too many instances of homeowners having less than satisfactory experiences with the performance of the product in their homes. All too often, these performance issues are directly linked to

improper installation and finishing practices by the people who install the product.

WRCLA's latest training initiative is to reach out to the installer community and offer a comprehensive training package based on elements of the online Cedar School and the "How To Install" handbook. Participants will be

required to pass an examinalion lo ensure they are familiar with WRCLA's best practices guidelines. Working in cooperation with WRCLA's distribution and dealer network, a database of trained installers will be created so that they can be kept current with emerging installation suidelines.

Gombined with Our Original Golors, 0nly HEADGOTEo 0ffers the Uariety of Choices l{ecessary to Blend with Today's Most Popular Gomposite and Hardwood Decking

Five years ago, when we created the first HEADCOTE stainless steel deck screws with color coatod heads, composite decking was just beginning to take off. Now it represents the fastest growing part of the market. To meet that growth we've added 10 new HEADCOTEo colors specially designed to blend with today's composites.

TRAINING is essential to sell the value of western red cedar.

Shown wlth our otiglnal coloB: Blett Whlt€, Brcm, craf aN Te,

The challenges of fastening ite decking composl

By Clark Allen Simpson Strong-Tie

CIURVEYS indicate that approxiDmately 257o of the more than 3 million new decks built last year used composite lumber products. Typically made from a mix of wood fibers and

plastic materials, composite lumber has been a popular decking material since its introduction in the late 1990s. Offering greater durability, a variety of colors, a longer life cycle, and mini-

mal impact on the environment, composite decking has been an easy sell for dealers.

Composite decking materials, however, have created new challenges in how deck boards are fastened and installed. In the last few years, fastener and composite lumber companies have had to make some changes and develop new solutions to address these issues.

One of the first challenges with composite decking was the unsightly "mushrooming" effect. This occurred when traditional deck screws were used to fasten composite boards. The plastic material would displace and mushroom around the head of the screw. Initially, fastener salespeople tried to convince deck builders that this was desirable and that all they needed to do was follow up with a hammer to flatten out the mushrooming and conceal the fastener. Of course, introducing another step to the installation process was not ideal since it added time to the project, but this solution took care of the problem for the time being.

Soon, new multi-diameter screws with cap-style heads were developed that helped solve this mushrooming problem with deck fastening. These screws sealed off the mushrooming material and presented a clean, finished appearance. However, as this issue was resolved, new challenges arose when the composite deck market grew and new companies entered the scene. While well-known brands like Trex. TimberTech. and Weatherbest continued to maintain large market share, there were now as many as 80

TOOLS, such as Simpson Strong-Tie's Quik Drive auto{eed screw-driving system, can speed up deck installation.

different manufacturers offering composite deck board.

This vast array of new boards brought new formulations, which greatly varied in density and composition. In addition, as these products were used in more areas of the country, challenges related to weather arose. Screws with the cap-style head didn't perform as well with the denser composite boards, especially in cold weather, which caused the boards to be even harder. As the cap-style head sealed off the mushroom, the resistance provided by the composite material slowed the momentum of the screw and in some cases, caused it to spin out of the substrate. This meant the head of the screw was not driven flush on the deck boards, potentially leaving a loose connection. This issue was further compounded by soft, wet substrate. Deck builders often complained that the screws worked fine on Friday when it was dry, but after a wet weekend they spun out and wouldn't drive flush.

Deck board composition as well as temperature also affected the way composite lumber manufacturers communicated their product information. Because composites have a greater tendency to expand and contract with fluctuations in temperature, board spacing guidelines had to be revised and temperature recommendations added to installation instructions.

Even though there have been challenges to fastening composite lumber, manufacturers of deck screws have been quick to develop new, creative products to solve these issues. There are now screws on the market that are designed to perform in hard, cold or wet boards and prevent the common problem of spin out. There are also collated screw driving systems that increase the speed and efficiency of deck fastening.

Co.

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 timbets, pattern stock and fencing. Order full, mixed or partial truckloads.

Composite lumber manufacturers and fastener companies have come a long way in solving many of the early problems that plagued deck builders.

And while everyone is enjoying brisk sales generated by composite lumber, the most successful dealers know that a quality, high-tech fastener is essential to a successful composite deck installation.

- With 1 I years of experience in the fastening industry, Clark Allen is Quik Drive product manager for Simpson Strong-Tie. He has can be reached at callen@stronptie.com.

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

SPECIALIZED fasteners, such as Simpson Strong-Tie's Composi-Lok deck screws, perform well in hard, cold and wet composite decking.

Big Creek Lumber

has a long history of practicing superior forest stewardship - growing, selectively haruesting and milling high quality California redwood.

Rrunrnr

Stock Building Supply moved its Anderson Lumber yard in Park City, Ut., to a larger facility with showroom and doorshop in nearby Kamas and given it the Stock name...

Parr Lumber this month is replacing 50-year-old buildings at its Prineville, Or., yard with a new 4,000-sq. ft. warehouse and an 8,000-sq. ft. covered shed

Ace Hardware opened a 9,000sq. ft. store that features a 2,000sq. ft. garden center Aug. 3 in Layton, Ut.

Tomasini's Rex Ace Hardware & Country Store, Petaluma, Ca., reopened Aug. 25, 14 months after an electrical fire destroyed its 150year-old building ...

Grainger will increase its square footage in the San Francisco Bay Area by adding one location, relocating six facilities, and expanding six others

Lowe's Cos. opened a 117,000sq. ft. store with 34,000-sq. ft. garden center Aug. 13 in N. Lincoln, Ca. (Matthew Heichlinger, store mgr.)...

Lowe 's hopes to complete a 140,000-sq. ft. store with 30,000sq. ft. garden center in Spokane

Send us yournews!

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

Just Fax your news to 949-8520231 or send by email to kdebats@ building-products.com.

{a free service)

Valley, Wa., in mid-November, and is awaiting approval to build in a new center in Kenai, Ak. ...

Lowe's Home Improvement Center in Logan, Ut., suffered a Julv 6 arson fire that caused over $36,000 in damage; four teenage suspects have been arrested

Home Depot opened new stores Alg. 23 in Soquel, Ca. (Loretta Souza, store mgr.), and July 26 in S. Fontana, Ca. (Matthew Wallace, mgr.) the chain hopes to open a 130,000-sq. ft. store next spring in Covington, Wa., and was denied a permit to build in Sunland, Ca.

Wror:snns/trrurrcurrrs

Swanson Group has indefinitely idled its stud mill in Glide, Or., and is considering converting the facility to produce cedar fencing, veneer or wood pellets; dry kilns at the site continue operating

Weyerhaeuser Co., Federal Way, Wa., has agreed to sell its Mission Flats sawmill and timberland rights in Kamloops, B.C., to International Forest Products, Vancouver, 8.C., which vowed to refurbish the aging facility ...

Simpson Timber Co. temporarily shut down its Commencement Bay operations in Tacoma, Wa., Sept. 3 due to poor market conditions ...

Sawtooth Wood Recycling, Hailey, Id., has installed a vacuum lumber dryer to complement its milling operations

Georgia Pacific's former sawmill in Martell. Ca.. was destroyed by an Aug. 10 fire; part of the building was being used by a cabinet manufacturer

Roseburg Forest Products, Roseburg, Or., has agreed to acquire Decolamt laminating

business in Orangeburg, S.C.; the deal is set to close by Sept. 30

American Clay Enterprises has relocated to a larger facility in Albuquerque, N.M.

Sttpno LLC, Boise, Id., has signed an exclusive deal with APA-The Engineered Wood Association, Tacoma, Wa., to license its I Csotce prefabricated rim board products to APA members and members' remanufacturer customers ...

Ply Gem Industries has agreed to buy CertainTeed Corp.'s vinyl window and patio door business, strengthening its national presence in the window and door market, particularly in the West

Stonecastle Trading, Alta Loma, Ca., is now exclusive U.S. sales agent for BaRo European steamed beech hardwood lumber Stonecastle is also representing ATC Panels'MDF and particleboard on the West Coast and Welcome Wood MDFlveneer core fancy plywood from China ...

The Cronin Co., Portland, Or., will stock Pallmann finishes and sealants at its seven Pacific Northwest showrooms after the first of the year ...

Reed Construction Data forecasts that long-depressed lumber prices should increase approximately l5%o next year and continue rising into 2009 ...

Anniversaries: James True Value, La Habra, Ca., 60th Woodfold M anufacturing Inc., Forest Grove, Or., 50th

Housing starts in July (latest available figures) fell 6.l%o to a seasonally adjusted annual rate of 1.38 million. their lowest level in more than a decade ... single-fam(Please turn to page 73)

fril ff

How much?

Can you do anything about the price?

l'm just not sure about the color?

You guys are making too much noisel

You ran over my dog!

never agreed to that! ls that board crooked?

I weeks, what do you 1 mean 3 weeks?

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

It doesn't look like the magazine.

Why doesn't it look like my neighbors?

ls it too late to change my mind?

Be finished before l'm backl

"The last thing you need is more complaints!"

i-bor

, BORATE TREATED WOOD

Hi-boro brand treated wood is a borate treated Droduct designed for interior house framing in Ha Hi-bor' trealed wood resists attack by Foimosan termites and numerous hbusehold

."#qrepnO' brand interior fire retardant is the construction lndustrv's nsvesl and mosl advanced fire Drotection $6tem for wo<id. The unique FirePro drernistry is a patent pend4g formuldion that coriains no phoqphorourbbased conipounds "

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

Srprrnrn

BC Wood - Sept. 13-15, global buyer's mission, Whistler Conference Center. Whistler, B.C.; (877) 422-9663.

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

International Garden & Leisure Exhibition - Sept. 16-18' Birmingham, England; (20 I ) 659-0134.

Los Angeles Hardwood Lumberman's Club - Sept. 16, day at Disneyland, Anaheim, Ca.; (323)'7 23-9856.

National Retail Federation - Sept. 17-19' annual summit, Mandalay Bay Resort, Las Vegas, Nv.: (202) 783-'7971.

Willamette Valley Hoo-Hoo Club - Sept. 19, trap shoot, Sportsman Club, Cottage Grove, Or.; (541) 485-5979.

Jensen Distribution Services - Sept. 2l-22, fall market, Spokane Convention Center, Spokane, Wa.; (509) 624-1321.

Home Remodeling & Decorating Show - Sept. 21-23' Davis Conference cenrer. Layton, ut.; (801) 571-9012.

Ace Hardware Corp. - Sept. 28-Oct. 1, fall market, Denver, Co.; (630) 990-'7662.

Material Handling Industry of America - Sept. 29-Oct. 3, annual meeting, Savannah, Ga.; (704) 676-ll9O.

Ocror:n

Lumber Association of California & Nevada - Oct. 2, risk management seminars, Hyatt Vineyard Creek, Santa Rosa, Ca.; Oct. 3, Airport Marriott, Ontario, Ca.; (800) 266-4344.

Building Component Manufacturers Conference - Oct. 3-5, Columbus, Oh. ; (608) 3 10-67 22.

Los Angeles Hardwood Lumberman's Club - Oct. 4, 8th annual golf tournament, Costa Mesa Golf & Country Club, Costa Mesa, Ca.; (323) 723-9856.

Architectural Woodwork Institute - Oct. 4-6, annual meeting & convention, Louisville, Ky.; (703) 733-0600.

National Lumber & Building Material Dealers AssociationOct. 4-6, industry summit, JW Marriott Las Vegas, Las Vegas, Nv.;(800) 634-8645.

International Lawn, Garden & Power Equipment Expo - Oct. 6-8, Louisville, Ky.; (800) 558-8767.

jorate Dressure treated lumber ioi8s, shrib, rcdhrses, mft€rq b€at r fizdng and sill plate applicatio

Satisfaction i,n All We Do

P.O. Box 75 . McMimrville, OR 97128

Phone: 503-434-5450 . FAX: 888-TSO-WOOD (88s-876-9663)

CaVtoda! and seeJust utbat Royal Paclfic Industrles

Western Hardwood Association - Oct. 10, board meeting, Red Lion Hotel on the Quay, Vancouver, Wa.; (360) 835-1600.

RISI - Oct. 1l-12, North American forest products conference, San Diego, Ca.; (212) 260-2697.

Los Angeles Hardwood Lumberman's Club - Oct. 12' general meeting, Cedar Point Inn, Brea, Ca.; (323) 723-9856.

Deseret Morning News Home Show - Oct. 12-14' South Towne Exposirion cenrer, salt Lake city, ut.; (800) 657-3050.

Home Remodeling & Decorating Show - Oct. 12'14' L.A. Convention Center, Los Angeles, Ca.; (818) 557-2950.

Inland Empire Home Remodeling & Design Show - Oct. t2' 14, Ontario Convention Center, Ontario, Ca.; (866) 883-9665. Do it Best Corp. - Oct. 13-16, fall market, Indianapolis, In.; (260\ 748-5300.

U.S. Green Building Council - Oct. 17-19, green building conference, Los Angeles, Ca.; (202) 828-1144.

Mountain States Lumber & Building Material Dealers Association - Oct. 17-20. fall conference, Hotel Contessa, San Antonio, Tx.; (303)'793-0859.

Western Hardwood Association - Oct. 18-19, lumber grading school, North Pacific, Portland, Or.; (360) 835-1600.

Home Decorating & Remodeling Show - Oct. 19-21, Colorado Convention Center, Denver, Co.; (800) 343-8344.

Western Wood Preservers Institute - Oct. 2l-24' annual meeting, Mauna Lani Resort, Kona, Hi.; (800) 729-9663.

qtion

Lumber Association of California & Nevada and Federated Insurnncc rvill prcsent "Designated Risk" management seminars Oct. 2 at the Hyatt Vineyard Creek, Santa Rosa, Ca., and Oct. 3 at thc Ontario Airport Marriott, Ontario. Ca.

LACN's annual convention Nov. l3 at the Portola Plaza Hotel. Mclnterey, Ca., opens rvith a golf tournament. fbllorved by seminars on "The Plar.r to Gror,v the Non-Residentiiil Market fbr Wood in the U.S.." "Understanding Green Building for Residential Construction." and "Finding & Hiring Quality People."

Complimentary tickets to the Monterey Bay Aquarium will be available fbr attendees and guests.

Western Building Material Association has scheduled its 104th annual convention and shor.vcase for Nov. 7-9 at the Lloyd Center in Portland, Or.

A limited numbcr of tabletop exhibits are available.

Mountain States Lumber & Building Material Dealers Association co-hosts its fall conference Oct. l7-20 with the Lumber Association of Texas at the Hotel Cttntessa, San Antonio. Tx.

On Nov. 14. Tim Connor presents seminars at Denver's Holiday Inn Central on "Eff'ective Communication Skills" and "Hor.v to Support, Not Sabotage, Ernployee Performance."

Western Hardwood Association holds its next board meeting Oct. l0 at the Red Lion Hotel on the Quay, Vancouver. Wa.

A lumber grading school is set for Oct. l8-19 at North Pacific's r'varehouse in Portland. Or.

North American Wholesale Lumber Association rvill present its annual Traders Market Nov. l5-17 at the Hilton Anatole Hotel in Dallas. Tx.

Highlights include an economic outlook talk by Stanley F. Duobinis,

Crystal Ball Econctmics; Sales Blast seminar by Merchatrt Mttgct:.ine columnist James Olsen. Reality Sales Training, and global tirnber trade talk by John Wadsr'vorth, Intermark Ltd.

During the evcnt, Western Red Cedar Lumber Association and Hardrvood Plywood & Veneer Association will hold meetings open to all attendees. WRCLA general manager Petcr Lang lvill share the group's latest promotional plans. and HPVA president Bill Altman r'vill discuss nerv hardlvood and composite panel regulations fiom the California Resource Board.

National Lumber & Building Material Dealers Association stages its annual LBM Industry Summit Oct. 4-6 in Las Vegas. Nv.

Scott Sedam, TrueNorth Development, and other speakers r.vill fbcus on the theme "The 160/o Solution."

Los Angeles Hardwood Lumberman's Club has slated its Sth annual golf tournament for Oct. 4 at the Costa Mesa Golf & Country Club, Costa Mesa. Ca. Procecds will benefit the Hardr'vood Forest Foundation.

Western Wood Preservers Institute holds its annual meetins Oct.2l24 in Kona. Hi.

What makes our new CtearSide"' V-Rustic Siding a sma rter chotce f or siding?

For starters, it's manufactured wrth a durable Dougl.as fir LVL core specrfrcaLLy engineered to minrmize warplng, shrinkrng and spLrtting Wrapped with a sturdy, ultra-smooth overtay on aLI exposed srdes for crisp, troubLe-free surfaces alLover. And then factory primed for faster, more retiabte on site finishrnq.

That means rt machines eastly. Ftnrshes faster with Less paint. Reduces Labor costs. And remains strarght, fLat and troub[e-free for years to come. lt even comes with a LimLted 10-vear warranty. How smart is that?

Pnlco Prunes Back To Redwood

Pacific Lumber Co. shut down its Scotia, Ca., sawmill Aug. 3 and planned to resume operations Sept. 4 focusing exclusively on redwood.

"Like many others in the industry facing depressed housing construction trends and reduced demand for lumber products, we are going to conserve our financial resources by taking this step," said president and c.e.o. George O'Brien. "We realize the hardship this creates for our employees, but hope they understand the need to adjust our operations to the reality of the marketplace."

Reorienting the mill, eliminating Douglas fir production, and restructuring operations "to reflect the ongoing market conditions" will result in the loss of approximately 100 jobs.

At the same time, Puco has secured agreement with Marathon Structured Finance Fund to provide $75 million in debtor-in-protection financing, as approved in U.S. Bankruptcy Court.

"This financing agreement is an important milestone in our progress towards resolving our financial issues and emerging from bankruptcy as a

WestorrtWood

viable entity," O'Brien said. "This does not mean an easy road ahead, and the announcements we are making today underscore the challenges we face."

P,qI-co and its subsidiaries filed to reorganize under Chapter I 1 bankruptcy protection on Jan. 18.

HD Supply Sales Price Slips

Home Depot has renegotiated the sale of its HD Supply divison to three private-equity firms, dropping its asking price by lSVo to $8.5 billion and agreeing to buy back a l2.5%o equity investment for $325 million.

The buyers-Carlyle Group, Bain Capital Partners, and Clayton, Dubilier & Rice-reopened talks with Depot after their lenders demanded better terms than the original $10.3billion offer.

Home Depot also guaranteed a $lbillion senior secured loan.

The new deal was expected to close at the end of August.

Home Depot's 250 million-share buyback was also delayed, since the buyback was to be financed by proceeds from the sale of HD Supply or

by bridge financing. C.f.o. Carol

Tome said that the plan to repurchase up to $22.5 billion in company stock might have to be reduced.

"We're seeing the same volatility in the external markets that everybody else is," said Depot's Paula Drake. "The stock market, the debt market, and the housing market are each experiencing difficult conditions."

True Value Replaces H&E

H&E Home Centers' original location in Barstow, Ca., didn't stay closed for long. Local competitor Anderson's True Value is relocating its nearby l8-month-old store to the larger H&E building.

Anderson's began moving from its 5,000-sq. ft. storefront to the 32,000sq. ft. space weeks after H&E closed the 55-year-old location (see July, p. 26). Owner Ken Anderson hoped to reopen Sept. 1. The new Product mix will focus on general hardware, but include small lumber and tool-rental departments. He has already hired at least l0 former H&E employees.

Anderson's family has been in the hardware business since 1970 and runs True Values in Apple Valley, Phelan, Hesperia and Lancaster, Ca.

A bome can now be constructed with bailt-in protection against termites andfungal decay using Advance Guard' Borate Pressure Treated Vood Prodicts. Aduance Gunrd is safe*for people % and pets but deadry to termites, many other wood-destroying insects andfungal decay.

ADVAI\ICE

Advance Guard borale pressure treabd lumber can be used for joists, studs, roof trusses, raften, beams, I laa.l 11 trtf\@l I andotrerinteriorfoamingandsillplateapplications.

Advance Guard borate treated p\wood can be used for wall sheathing and subfloon.

Advance Guard producls have been issued ICGES Legacy Report NER 648 and are building code compliant.

-Naturewood products are durabre and designed ror rong-

Osmosel FlrePRO' - FirePRO is ttre most advanced fire protection qntem available for wood. We manufachrre and stocka complete line of common use items including dimension lumber, plyvood and timbers. Treating senice only (TSO) is also available.

Osmose

Osmose" pressure treated CCA - We manufacture and stock a limited inventory of CCA (Chromated Copper Arsenate) treated plywood and large timbers for approved commercial and industrial applications. Call us to discuss your needs.

No quantity is too big or too small. We can da multtple truckloads orJast af-ew pieces, whateaer your needs may bet nui't canjt more lntintory than you need, Rely on as to be your #1 supplterfor Adaance Gaard, NatureVood, Fi'rePRO and CC"4 treated wood,

Preserudng Conpony fus ttsolf in carryingthe rigbt immt'ory mix ofpteswre treated andfire retardant treated lutnber and Prryoodfor yoar Yast in thme" needs.

N"*"tlflnsyyord i#;#:m::i:K;:,y*y{t!#kn"

Wnrrrr rr cETs Hor oursIDE. IT CAN GET HOT INSIDE.

Te cHStUELD' RADIANT

SurnrSroe'l sor.rosranr'I rorruorcx' I cnrexrr I welrxenBesr' Fon rr,ronn rNfoRMATroN oN orrrrn LP pRoDucrs, ltsrr rpcoRpcoM.

,- tE:

DO WE A.DDED A THIN SHEET OF Ar,uMrNUM To ouR OSB ro cREATE LP TbcnSnrnlo. Ir er,ocrs RADTANT HEAT AND TVOW T:r,S NOT SO HOT. Yreri, wt DIDN'T pur e raer.I oN MARs. Bur wn DrD MAKE HoMES A LITTT,E cooLER. Awo nuoucno ENERGy BILLS AND BUILDING COSTS AT TIIE SAI\48 TIME.

Th,q.r's wner wr oo. Wr uarr TIIE PRODUCTS TIIAT BUILD THE HOMES, SIMP1Y BETTER.

BAR.RIER

Pope & Talbot On Sales Block

Unable to meet earning requirements set by its lenders, Pope & Talbot, Portland, Or., is soliciting bids for parts or all of the company.

"Basically. what the company is doing, is everything is on the table," said spokesman Mark Rossolo.

As part of a deal with its lenders, Pope & Talbot agreed to retain a financial adviser to discuss restructuring the company. The company's revolving credit line was also reduced from $75 million to $67 million.

Analysts predicted that if the 158year-old company can not find a

Simpson Buys Swan Secure

Simpson Strong-Tie Co., Pleasanton, Ca., has acquired Swan Secure Products, Baltimore, Md., manufacturer and distributor of fasteners specializing in stainless steel.

Simpson purchased all shares of Swan Secure for $43.5 million in cash.

Second Thoughts For Az. DC

Home Depot recently opened a 9acre regional distribution center in

buyer by the time its deal expires September 17, it could be forced to file for bankruptcy.

Following the announcement, Pope & Talbot temporarily shuttered its sawmills in Castlegar and Grand Forks, B.C., for two weeks.

In the meantime, its stock price, which had been as high as $8.44 six months ago, sank as low as 40Q a share.

Pope & Talbot employs nearly 2,40O at facilities in Oregon, British Columbia, and South Dakota.

know the details of Depot's search, but suggested that the chain may be considering a move for their lumber shipments only. If they move their container business to Tucson, he said, "that would certainly be exciting news for us."

The port recently completed a 342acre expansion that includes another 1.8 miles of railroad siding and purchased additional acreage, bringing the total to nearly 700 acres, adjacent to the Union Pacific mainline.

Eagle Spreads To Northwest

Phoenix, Az., but may be looking for a better location in Tucson, Az.

According to local officials, Depot likes the idea of moving its distribution operations from Phoenix to someplace in the Tucson area that has access to Union Pacific's main railroad line. Phoenix is not on the railroad's main Sunset Corridor line, which makes it difficult for the new center to receive shipments.

Jason Fata, operations manager for the Port of Tucson, said he didn't

Eagle Roofing Products, Rialto, Ca.. has entered the Pacific Northwest, continuing its push to eventually serve the entire country. A dedicated sales force will support the new territory, providing concrete tile roofs and solar systems throughout Oregon, Washington, Idaho, Montana and Western Canada.

Paul Olson, previously Eagle's Southwest sales manager, will supervise the expansion from the company's office in Portland, Or.

Eagle recently established automated high-speed manufacturing facilities in central Florida. Phoenix. Az.. and Stockton. Ca.

What MAKES thE R4 UBERGRA]|E?

Patented cutting pockets

A CEE thread that works

The CEE thread enlarges the screw hole for the unthreaded portion of the screw, reducing friction, increasing drawing strength and all but eliminating splitting.

W-Gut-

0ur patented W-Cut thread design with its razor sharp teeth slashes cleanly through fibrous materials effectively reducing the amount of toroue needed to drive the screw.

Zip-Tip-

Zip-lip provides lightning quick starts with surgical precision.

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L-P Shutters Hines LVL Plant

Louisiana-Pacific Corp., Nashville, Tn., will permanently close its Hines, Or., laminated veneer lumber plant next month.

According to L-P, despite efficiency efforts at the mill. it was more expensive to deliver product from Hines than from L-P's other LVL plants. In addition, L-P recently struck a deal to sell LVL produced at Murphy Plywood's new mill in Sutherlin, Or.

L-P acquired the mill l0 years ago. On Oct. 18,16 of the facility's 9l employees will be laid off, with the remainder staying on for as long as it takes to shut down the mill.

Hardware Landmark Closes

After 104 years in Issaquah, Wa., Lewis Hardware will close once everything is sold. "I haven't set a real deadline, except I won't be renewing my business license. It expires in three months." said owner Steve White. "I'll be gone when we get rid of this stuff."

J.J. Lewis opened the store in 1903, in a little house about 200 yards south of where the store moved to in 1920. The founder's toolbox still sits on a

shelf above the front door. A two-man crosscut saw hangs near the checkout stand. Both will move to a local historical museum, along with other historical items from the store.

Even today, the store has individual accounts that allow regular customers to initial a sales slip and return at the end of the month to settle their bills. "It's kind of like the old days," said employee Bonnie Van Valkenberg. "I don't know any other store that still does this."

In the 1980s, White stafted working part-time at the store. He and his wife, Betty, bought the business in 1992. A finish carpenter by trade, he has learned how to repair almost anything. "If it was built, then it can be repaired," he said.

The one thing he can't do is compete with the big-box stores outside Issaquah's downtown core. "It was okay when it was just Eagle Hardware." he said. "We traded customers and referred back and forth if we didn't have something. Then Lowe's came. And Home Depot."

Even though he is 65 years old, White won't be able to retire after the store closes. "I took everything out of savings to keep this going. You can't

keep putting good money into bad," he said. "This is heart-wrenching to go through, but I figure any time you wake up and you're on this side of the dirt, above ground, it's a good day."

Ace Encourages Expansion

Ace Hard"vare expects to oPen 130 new locations in 2007 -3O%, fewer than last year.

To entice dealers to expand, Ace is offering owners who open a new store nearly $200,000 worth of free inventory. In all, a typical store costs about $850,000 to $l million to open.

Last year, the chain added 188 stores across the country, but also closed l7l branches.

Decks Keep Stacking Up

U.S. demand for decking will reach 3.6 billion lineal ft. by 201l, supported by solid residential improvement and repair activity, according to a new forecast by the Freedonia Group.

In the $4.6-billion-a-year-U.S. decking market, alternative materials such as wood-plastic composites and plastic will continue to lead gains, further supplanting wood. Tropical hardwoods will grow the fastest in the wood decking segment.

THE PAGIFItr WOED PRESERVINEi trOMPANIES

Prr-co Moves To Keep Staff

The Texas judge overseeing Pacific Lumber Co.'s bankruptcy proceedings approved a cash bonus plan that would divide a maximum of $396,000 between about 23 administrative employees if they stay through the company' s reorganization.

P,qr.co attorneys said that the announcement has already had a positive effect on the company, which has seen significant layoffs and mill closures. "It is important for the company because the morale is lorv," said attorney Kyung Shik Lee.

Also discussed were a mill employee retention plan and an employee agreement rvith Pnlco's chief financial officer. Gary Clark, rvhose continued employment through the reorganization period is deemed critical by the company. Clark has been "vith Pelco since 1993 and r.vas eligible fbr retirement in 2003. Under the agreement, he would receive his base pay of $280,000, along rvith another $280,000 as "consideration for Mr. Clark's promise to lorgo retirement through, at least, December 2001 ."

A plan to provide as much as $ 1.78 million in bonuses to executivesdepending on the company's financial performance-was withdrawn by

P,a,lco weeks ago.

Palco also filed for a sccond 90day exlensiorr to lilc a reorganization plan because it needed additiclnal time to finalize valuation of its assets and further assess the claims objection and estimation process.

PRLCo assured olficials that it was making progress torvard finalizing a reorganization plan.

Depot Cleans Up In California

Home Depot has agreed to pay nearly $10 million to settle a civil case filed by state and prosecutors in Los Angeles County. Ca., for allegedly failing to properly store and transport hazardous sludge.

ln2004, a 55-gallon drum in a back room of the Home Depot in Marina del Rey, Ca., exploded, causing a fire and forcing the evacuation of customers and employees. Investigators discovered that the drum had contained an explosive mix of chemicals.

"It was a volatile mixture that reacted and exploded," said Patty Bilgin, supervising attorney for the environmental justice and protection section of the Los Angeles city attorney's office. "These big-box outlets have become mini-chemical warehouses."

After the explosion, a truck belonging to a rvaste hauling company contracted by Depot was stopped by the California Highway Patrol in San Joaquin County. The truck was not certified with the state, as required by larv. A multi-agency investigatiorr was begun, including the state attorney general's otflce and prosecutors from Los Angeles, Riverside, Santa Clara, San Joaquin. and Monterey counties.

The investigation concluded that Depot stores across California improperly stored hazardous lvaste rvhile awaiting otf-site disposal. In addition, haulers sometimes improperly stored and labeled the waste and did not keep good records of materials about to be transpclrted.

"Because of a cost-cutting campaign under the last c.e.o., safety measures definitely declined," said state attorney general Jerry Brown. "Under pressure from my office and that of a number of counly district attorneys. they've totally revamped their procedures and put themselves in a positicln to deal with hazardous materials in a sound way."

Depot announced it had "developed and implemented a best-in-class program for labeling and disposing of the waste generated in our stores."

|N-STORE art gallery builds a tie to the community even as it promotes the sale of woodworking tools.

Almquist Makes Room For Art

At Almquist Lumber's new facility in Arcata, Ca., a permanent art gallery shorvcases the rvork of local artists, customers, and employees-and boosts sales of r,voodworking tools and fine hardrvooos.

"The idea was to think about people we see all the time 'uvho are artists ir.r the community," said Don Ehnebuske, who is the store's general manager and exhibit coordinator. "We rvanted to help our customers show some of their incredible work and help them succeed."

As might be expected, most of the items on display are constructed of fine hardrvoods: custom doors, tables, and cabinets. "The area was designed to motivate and encourage, to sholv what can be done with wood," he said.

Also on display are woodworking tools sold in the new 15,000-sq. ft. main building. People come in and look at

horv things are made, said Ehnebuske, and then browse in the main store.

Since the gallery is located in a 25'x25' area near the entrance-',vith a book area on one side and a coffee shop on the other-it's hard to miss. The gallery is also mentioned in weekly store ads and local papers. "Arcata is a very art-friendly area," said Ehnebuske. "PIus, everyone tends to know everyone, so word gets out on something like this."

Woodgrain Consolidates Mills

Woodgrain Millwork, Fruitland, Id., will close its laminating in White City, Id., by Sept. 7 and shift production to its plant in Prineville, Or.

The White City plant, "vhich operated three shifts and employed more than 100 people during its peak several years ago, now has about 40 workers. "The number has been going down over the years as we've shifted production elsewhere because of efficiencies," said Brooks Dame, whose grandfather founded the company in 1954.

"A lot of the decision has to do with overseas competition. It's hard to compete rvith China," said Dame. "lt's squeezed us to get leaner and leaner and leaner. It got to the point where we couldn't do anything more to cut costs."

Woodgrain Millwork's five divisions employ nearly 5,000 worldrvide and operate roughly 30 manufacturing and warehouse facilities in 14 states-in every region but the Rockies and New England-plus Brazil and Chile.

The company has operated the White City plant since 1996, rvhen it was purchased from Jessup Door Co. "Some of the guys in White City are lifetimers with us and I hope thev stav." said Dame.

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Riddle Lcrrninotors

Thanks for the quote, Itll let you knolY...

LTOTHING is more frustrating than I \ working up an offering for a customer and then having them tell us, "Thanks for the number, James. I'll let you know...."

No salesperson is needed because no selling is involved. We just give a number and wait for the call-back or call back ourselves to find the product has already been bought. The only thing worse than losing orders is working for an order but never really having the opportunity to compete for it!

Below are two sure-fire ways to get out of the quoting business and get into the selling business!

Offer Product

One of the best ways to compete on price is to offer product and/or product solutions for our customers. Many of the salespeople we compete against every day are just shopping services. They never propose anything to the customer. If we never propose any-

thing to our customers they are going to start treating us like shopping services.

Every sales training customer I work with tells me they want to form a "partnership" relationship with their customers. If all we are is a shopping service, our customers will never treat us as partners. Imagine you own a business with a partner who never has an idea. They always come to you and ask you what to do next. This may be nice for getting our own way, but after a while we are not going to feel like being "partners" with this person.

Our customers feel the same way. The last thing they need is another person asking them what they should do next. This is what most salespeople do. They are too lazy to work up a proposal for their customer. They ask the customer, "Is there anything you are looking for today?" What this question really says to the customer is, "Hey, John, I'm too lazy to work for you today. Will you work for me? Will you tell me exactly what you need and exactly what you want to pay for it? Will you negotiate with yourself, so I don't have to?" These same salespeople complain about how poorly they are treated by customers.

After our initial call to our customer we should never call and ask them, "What do you need?" We should have found this out on our prospect call. After the prospect call we should always call with a product, a solution, or a deal that will interest our customer.

When we call and offer a solution or product we are setting ourselves up with our customers as partners.

'6What do you think of my deal?"

One of the best ways to break through the "Thanks for the number, I'll let you know" scenarios is to ask the question, "What do you think of my deal?"

By James Olsen

Customers will often answer, "Gosh, I don't know, I need to get more numbers, I just started shopping for this, I haven't bought it in awhile, I'll let you know, etc." None of these answers allows us to do our job-sell. They all make us shopping services. The customer has an idea about your offering or they wouldn't be listening in the first place.

It is our job to get them to share their idea. We need to persist: "I understand you have to get other numbers, but what do you think of what I am offering?" Be prepared to go back and forth a couple of times, but please persist with the "What do you think of what I am offering?" question. This can cause some friction. So what? If we let our customers off the hook after we have given them our offer, we severely lower our closing percentages. Do we really think the customer is going to "Let us know"? Or "Call us back"? They may, but not as often as we need them to!

Getting our customers to talk about our deal is the beginning of closing. We surely cannot get to a closing situation by accepting the "I'll let you know" response. We must get customers to talk about what we are proposing. When customers begin to talk about what they like or dislike about our offering, we are in a closing situation and can now sell the customer.

In competitive markets we must make ourselves partners by offering product solutions, and we must force the issue from time to time with the "What do you think of what I'm offering you?" question.

- James Olsen is principal of Reality Sales Training, Portland, Or., specializing in sales training for the lumber industry, and host ol'The Sales Doctor Radio Show (www.salesdoctor.biil. He can be reached at james@ reality-salest raining.com or (503) 544-3572.

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Douglas Gemmell, ex-North Pacific, has joined Anfinson Lumber Sales, Fontana. Ca.. in inside lumber sales. Jessica Wright is a new outside marketing representative.

Ross Muxworthy is now based in Colorado, handling lumber sales for Redwood Empire, San Jose, Ca.

George Finkenstaedt has been named senior v.p.-corporate development for Pro-Build Holdings, Denver, Co. He assumes leadership over M&A from Michael Cassidy, who moves into operations. Bill Myrick. senior v.p.strategic initiatives, has added supply chain duties to his responsibilities, working with Darin Hildreth, v.p.-supply chain.

Greg Pittman, ex-Weyerhaeuser, has joined the sales team at D.R. Johnson Lumber Co.. Riddle. Or.

Mark Statham, ex-United Building Centers, is a new account mgr. for Capital Lumber Co., Salt Lake City, Ut. Other new account mgrs. are David Edwards. ex-Advent Solar, in Albuquerque, N.M., and James Fleming, ex-Lowe's, in Stockton, Ca.

Al Reed and Adrian Topete have joined California Timberline, Chino, Ca.

Robb McCurdy is new to the inside sales department at Flakeboard's office in Albany, Or.

Thomas Carey has joined Orchard Supply Hardware, San Jose, Ca., as chief marketing officer.

Omar Derkach and Eric Vandergriendt have joined the sales team at Mid Valley Lumber, Aldergrove, B.C. Emory Powell, exFurman Lumber, is new in Portland. Or.

Mark Minamyer, ex-Behr, is now v.p.-product development & quality assurance at Dunn-Edwards Paint, Los Angeles, Ca.

Steve Markley has been promoted to v.p. of merchandising for Do it Best Corp., Fort Wayne, In.

Theo Leonov, ex-Tembec, has joined PCS VacDry USA, Ridgefield, Wa., as sales engineer for Canada and the Northeastern U.S.

F. John Long, Scott House and Dan Brink have formed ZEQ Manufacturing, LLC, Andersen, In., to acquire and market Trimax Structural Lumber Products.

Andrew U. Ferrari, president and chief operating officer, Trex Co., Winchester. Va.. has been named c.e.o., succeeding Anthony J. Cavanna, who continues as chairman. C.f.o. Paul Fletcher has resigned to join a technology firm.

Armando Codina, Flagler Development Group, has been elected to Home Depot's board of directors.

Allan Mustard, ex-Omega Cabinetry, is the new finishing mgr. at Canyon Creek Cabinet Co., Monroe, Wa. Bryan Jarvis, exWestern Cabinets, is now director of manufacturing.

Robert Coutts, Lockheed Martin, is new to the board of Stanley Works.

Tim Dougherty is a new communications specialist for the National Lumber & Building Material Dealers Association, Washington, D.C.

Duncan Palmer has been named chief financial officer for Owens Corning. Toledo. Oh.

Ted Woehrle is now senior v.p.-marketing and brand management at Newell Rubbermaid.

Don Stallings has been named president of Lowe's Canadian operations, succeeding Doug Robinson, who has resigned due to personal reasons.

Brian Harris, ex-American Standard, is now business director at Briggs Industries.

C. Wood Burns is the new fire prevention officer at Mungus Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Ace Studies Online Shoppers

Ace Hardware Corp. has enlisted ForeSee Results to provide a scientific tool to assess customer satisfaction of visitors to its website. www.acehardware.com.

"Our website is increasingly important to our multi-channel sales strategy, so we're pleased to now have a reliable metric to measure its success," said Mark Lowe, senior interactive market analyst for Ace.

ForeSee measures the satisfaction of website visitors at two critical stages of the customer relationship: when they are browsing the site and after they've purchased a product.

As part of the post-product fulfillment process, Foresee also tracks how satisfaction varies for customers who buy online and pick up at a store versus those who get the product delivered. "We can see if our customers are just as satisfied at the end of their buying process as they are when they initially visit the Ace Hardware website," said Lowe.

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Passing assets beyond the second generation

By Christopher Eckrich

not considered in the estate plan. Families seeking to distribute assets on a per capita basis believe that the feelings of each grandchild will be protected, as they all receive the exact same amount. This also soothes the feelings of adult children who have the most offspring, as those individuals often appreciate that all of the grandchildren are being looked at and treated as equals.

If,/HEN engaged in estate planning, families of wealth

Y Y are often faced with deciding how to distribute assets to their grandchildren and beyond. The primary issue is whether each grandchild will receive the exact same amount as every other grandchild (this is identified as distributing on a per capita basis) or whether each family branch should receive the exact same amount of shares and then split those shares according to the number of grandchildren that that branch holds (this is called the per stirpes method).

Let's consider an example of a per stirpes distribution in action. Tom and Katherine own 1007o of the stock in their family business, and they have three adult children: Sam, John and Laura. Sam and John each have two children of their own, but Laura has five children. Tom and Katherine passed 1,500 shares ofbusiness stock via a generation-skipping trust as part of an estate planning maneuver and to pass on their business legacy to the grandchildren. They passed 500 shares each to Sam's, John's and Laura's branches. When they did this, each of Sam's and John's two children received 250 shares, but Laura's children only received 100 shares each.

Note that in the above example, had Tom and Katherine distributed on a per capita basis, the 1,500 shares would have simply been divided by the number of grandchildren, in this case, nine, and each grandchild would have received approximately I 67 shares.

There is not generally a right or wrong way to handle this issue, and family preferences dictate the basis chosen. Families who see all grandchildren as equal will tend to favor giving assets on a per capita basis-though there can be complications such as how to treat adopted children or stepchildren or what happens when a birth occurs that was

Families who prefer distributing on a per stirpes basis tend to favor equality in the second generation. A per stirpes treatment allows each of those children's branches to receive the same amount of stock, which may have implications for voting on business issues in the future. These families often believe that because number of children is an individual decision and that decision by the second generation impacts the number of shares ultimately reaching their children (the third generation), it is most fair to treat the sibling group equally.

This approach would seem to pay attention to the feelings of those in the second generation with the fewest children. In the earlier example, Sam and John (both members of the second generation) would likely find it more palatable that their branches were not penalized because they had fewer children than Laura. One concern sometimes expressed is that those members of the third generation with fewer siblings will have a larger number of shares and may unite with other larger shareholders, exerting more power than cousins from more prolific branches can wield.

Looking at this in a purely numerical manner, this seems to be a difficult choice. Either way, some members of the family may be hurt or, even worse, angry. Also, just looking at the numbers, one can easily surmise many scenarios in which one group will gain power over the others.

However, a different tack is to think about the opportunity to develop the sibling team, as well as the eventual cousin team, into a strong unit that meets on a regular basis and learns how to support and trust each other. In thinking about this potential, negative concerns about either the per capita or per stirpes method are less powerful.

Many families are successful in resolving second generation issues and integrating the third generation, by allowing each member to have a voice. These families are able to come together to build a common understanding of family values and vision and opportunities for participation in the management of the assets. They work hard to identify the value of the family to the business and to craft a common voice. In doing so, even those who are in the lower-power position of having just a few shares of stock are given an opportunity to achieve communication parity with those

who have larger shares and seemingly would have all the power.

Ownership decisions may still be determined according to the number of shares held, but the family creates an opportunity to build trust with each other, to hear each other, and ultimately to share the decision making in family and ownership matters. They use family meetings to get the work of the family done and to reinforce membership by all owners regardless of actual numbers of shares owned.

Still, it is necessary when passing assets across generations to make a decision as to whether some of those assets will be passed on a per capita or per stirpes basis. Some questions to explore would include the following:

. Does the age range of our children increase the likelihood that there will be future grandchildren born at an unforeseen time in the future? How can we be fair to them?

. Do we seek equality among the children that we know over the grandchildren that we do not yet know?

. How will we communicate our decisions to our children so that, regardless of which method we choose, they will understand the philosophies that we hold and will be given time to accept those decisions and work out any issues they may have pertaining to them?

. What steps are we currently taking to build teamwork, not only among the sibling group, but among the grandchildren as well?

The decision to pass assets on a per capita basis or a per stirpes basis is a personal one, and the decision is a responsibility of asset owners. We have found, however, that the family that speaks its intentions, communicates those in advance so siblings understand why the decisions were made in the manner they were, and provides an outlet for team development among whatever groups will be formed. tends to experience more favorable results in the long run.

- Dr. Eckrich is a principal of The Family Business Consulting Group Inc., Marietta, Ga.; (800) 551-0633. He can be reached at eckrich@ efamilybusiness.com. Reprinted with permission from The Family Business Advisor, a copyrighted publication of Family Ente rprise Publishers. No portion of this article may be reproduced without permission o.f Family Enterprise Publishers.

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Pro-Build Plans Robotic Truss Plant

Pro-Build Holdings, Denver, Co., will open the first, fully automated roof truss manufacturing plant incorporating state-of-the-art robotic technology to increase labor productivity five-fold.

TCT Manufacturing, Mount Dora,

Fl., will build the facility for ProBuild at a yet-to-be-determined location within a major growth market in the Southeastern U.S. The Plant is expected to come on line during the second quarter of 2008.

The introduction of robotic manu-

facturing has provided significant productivity gains to other industries such as automotives and packaging, but the technology has never before been used in end-to-end truss production. TCT's robotic system is the first to fully automate all phases of truss manufacturing including cutting, material handling, fabrication and stacking. It is designed to streamline a labor-intensive process and increase production.

"This is an incredible innovation in the manufacture of truss components for the industry and a significant step forward in Pro-Build's plan to expand the manufacturing capacity in all of the markets we serve," said vice chairman Fred Marino.

New Fire Retardant Redwood

Creatus Wood Products, Ontario, Ca., is now offering a UL-certified Class A fire retardant exterior waterbased primer on its exterior redwood sidings, fascia and mouldings.

The fire retardant primer is specially formulated to allow application to any exterior softwood substrate and to retain its Class A fire retardant rating. Creatus offers both custom priming and finished water-based top coats at its facility in Ontario.

FULLY.AUTOMATED truss plant planned by Pro-Build will incorporate a robotic system from TCT Manulacturing, founded by Jim Urmson (abovel.

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Canadian Softwood Deal Headed For Arbitration

The softwood lumber agreement is headed for arbitration, following U.S. allegations that Canada is violating terms of last year's deal by pushing too much British Columbia and Alberta lumber into the U.S. market.

"It is truly regrettable that, just 10 months after the agreement entered into force, the United States has no choice but to initiate arbitration proceedings to compel Canada to live up to its SLA obligations," said U.S. Trade Representative Susan Schwab.

"Our efforts to resolve these matters through consultations have not been successful."

Schwab also asked the U.S. Commerce Department to step uP monitoring of the agreement and collect information on Canadian compliance. The Coalition for Fair Lumber Imports maintains that Canada has under-collected export taxes totaling at least $116 million through the end of May, and the provinces have shipped at least 500 million bd. ft.

more than their allowed quotas.

"Canada has unilaterally and without consultation undermined the softwood lumber agreement by refusing to implement key terms," said CFLI chairman Steve Swanson. "The required tax and quota limits on shipments are essential to remedy Canada's unfair trade practices."

U.S. complaints target four areas: Canada has not properly applied the "surge mechanism" that penalizes provinces that export more than their allowed share of lumber, mainly British Columbia and Alberta.

. Canada did not move fast enough to adjust the volume cap for B.C. and Alberta lumber exports, to account for shrinkage in the U.S. market.

. The forest-industry assistance programs set up by the Ontario and Quebec governments were aimed largely at pulp producers and not intended to prop up lumber exporters.

. Canadian exports are subsidized through low government timber-cutting fees and other policies.

The London Court of International Arbitration will consider the complaints and produce a binding ruling in approximately l0 months. Arbitration provisions were a key feature of the new treaty, because previous agreements failed after both sides accused the other of trying to bend the rules.

International Trade Minister David Emerson said that the pact has worked well for Canada's forest industry. Renewable after seven years, the treaty replaced U.S. tariffs with a Canadian export tax and for some provinces a combination of quotas and a lower border tax. Canadian exporters were also reimbursed about $4 billion in duties collected since May 2002, about 807o of the total.

Emerson said the current dispute is based on differing interpretations that could not be resolved in lengthy talks. "Canada remains committed to this agreement and its continued effective operation and will abide by the outcome of the dispute settlement process," Emerson said. "We expect the same of the United States. It is this spirit of goodwill and cooperation that will allow us to continue to build a stronger, more competitive North America."

(ounlel The four faces at your counter

By Mike Dandridge

THE secret to a successful distribuI torshio is twofold.

(l) Knbw your customers' preferences.

(2) Continually work toward satisfying those preferences.

The challenge, of course, is to determine what are those preferences. Such an undertaking may seem daunting, if not impossible.

Fortunately, there are psychological profiles that offer insight into the decision-making process of certain personality types. Known as personas, these personality types can be divided into

four core categories: the Conductor, Illuminator, Resistor and Adaptor.

The Conductor

When this customer walks up to the sales counter, he's in a hurry to get material and get back to the job. The Conductor is the most likely to complain after a distributor rearranges the sales counter. Knowing where everything is displayed gives him a sense of control, and the Conductor likes to be in control.

He also likes to negotiate. Holding up a drill, nut driver set, or the latest

piece of test equipment, he asks, "What's my price?" Highly competitive, the Conductor looks for products that give him an edge. Don't try to sell him because he resents feeling pressured. Instead, be knowledgeable about your product, give him the nofrills bottom line, and let him decide.

The Conductor enjoys a good argument, so be aware of his sledgehammer-subtle attempts to start a debate over new school products versus old school. Often this individual is a foreman or the owner of the company.

Since the Conductor likes to be in

charse. this customcl is the lcast fie, qucr)tl\ lirurrtl irr thr'e()ilntct as it is rnorc his stylc to sencl son'rcone else to pick up sLrpplics. Bettef yct, hc ',voulcl t'athcr thc distributor brin-u the ntatcfiai to thc job si1c. Gct the Concluctor in and or,rt as quickll as possible.

What to look.for:

. Fast-paccd rvalk

. Functi<tnal clothin-g: ivork shirt. boots

' An1 :igrt of uulholit)

Seriulrs tacial cxpressron

The Luminator

TI'ris custorner likcs to announcc his arrivai. shouting sontcthing likc. "Arc rve having firn vct'1" us hc crosses thc thresholcl into thc bnrnch. Hc en.jor,s sales countcrs that are livcly and activc. ancl if vorrrs is boring. hc'll go somervhclc else

All custontcrs shoultl bc grcetecl as soon as they cntcf thc salcs coLlnter. espccialll thc LLrnriltator'. Hc likcs attention ancl it'hc doesn't fccl likc hc's rcceiving it. a.uain. he'll -9o sonrc*'here elsc.

Why calcr to this pclsctn'l Bcciilrsc he ': e r el') ()ll(] '\ llrvtlt'ile ( u\t()nlct. Thc Luminatol is Iikablc. his enthusiasnr contagious. He likcs to havc fun. ancl hc likcs to spcncl rnoncy. His rnatcrial list. cornposcd 0n thc back ol' a tast-lirod sack or a tx4. is onlr,a suggesti()n. a sti||tills point. Hc pro viclcs a running colnmcntar,\'ls hc recitcs each itcr.n on his list. often tirkin-e otf on unrelatecl tan-qcnts. It's up to the salcspcrson to kccp thc I-unrinator on tnrck. Ask qucstions that lcad back to thc ctrcler at hand.

Scll ncw ploduct to thc Lulninator br pointine out thc "cool fuctor" ol'the itcrn. 'Ihc Luntinator ntakcs thc ntost spontaneous and irnpulsc buys of irll

ANEWVIEWOF THEWORLD

four personas.

What to look for:

Well drcssed: Lrsually a bright color

. Broad slrilc; upbeat Natural conversationalist

The Resistor

Hc is thc skcptical buyer rvho necds (ltlt'tt.sc lttrtt 1() n(\'l pu,qe)

Four Faces at the Counter

( Continued.fronr p rev ious pa ge ) reasons to buy. The Resistor will ask questions. Like the Conductor, the Resistor values time, so deal quickly in meeting the needs of this customer. The Resistor looks for organized merchandising and will read the bullet points on the features and benefits poster.

The Resistor's material list will be

neatly written on a scratchpad or notebook, something that is always with him. Some of the younger generation might even have the list in a PDA.

The Resistor follows rules and expects any company with which he does business to do the same. The Resistor is methodical and believes in processes. He will not leave your branch after a transaction without the proper paperwork.

The Resistor likes to deliver quali-

ty work and is willing to invest in the materials required to complete a project the "right way." Sell new product to the Resistor by featuring the item's practical benefits such as labor savings or time efficiency. The Resistor lives on a schedule and is the customer most likely to place "will call" orders. Have his orders ready.

What to look for:

Steady-paced walk

Builders, Consumers Pick Their Favorite Windows

Marvin ranked highest in satisfying builders and remodelers with windows and patio doors and Pella fared best in satisfying consumers, according to two new studies by J.D. Power & Associates.

Among the 2,617 builders and remodelers surveyed, Marvin scored particularly well in five areas-product, warranty and repair service, delivery, sales and marketing support, and ordering process. Next came CertainTeed, with high marks in ordering process and credit/billing process, and Simonton.

For the more than 3.000 consumers

questioned, Pella performed exceptionally well in operational performance-which includes ease of use and operation, energy efficiency, and ease of cleaning-and in ordering and delivery. Following closely were Andersen, with high marks in operational features, appearance and design features, and Milgard.

"While product quality and price are important, the key differentiator in satisfaction among consumers who purchase patio doors and windows is service - particularly with ordering and delivery," said J.D. Powers' Jim Howland. "Orders that are received

on time and that contain the correct components allow consumers to complete their home improvement projects according to their projected time frames and to avoid costly and inconvenient delays."

Roughly 457a ol- consumers installed the windows or patio doors themselves or with help from family or friends. About 307o hired an independent contractor or remodeler, whrle 20Vo used an installation service provided by a home improvement retailer. Only 5Vo of consumers report using an installation service provided by the manufacturer.

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. Unreadable facial expression; pokerfaced

. Neat appearance; creased jeans

Pens in shirt pocket

The Adaptor

The Adaptor's easy-going nature is identifiable by the way this customer strolls up to the sales counter. Unhurried, the Adaptor will gladly let another customer cut in line ahead of him. While waiting, he will gradually weave through all of the sales counter displays. If there's a stool nearby, the Adaptor will straddle it and casually make himself at home.

The Adaptor doesn't believe in the confining structure of lists, convinced that he thinks better leaning against your counter and allowing the list to flow from him orally while a salesperson jots down the materials, one item at a time.

Yes, this person can be time consuming and costly. Some distributors may consider whether or not this customer is profitable enough to warrant spending the extra time. But, chances are, the Adaptor works for someone else, and there's more to consider than the purchases made at the counter. If a distributor decides to invest the time it takes to cater to this individual, it will reap a loyalbeyond-reason customer.

The Adaptor is looking for an expert he can trust. When choosing between two products this customer will ask, "What do you think?" Sell new product to the Adaptor by emphasizing the labor-saving features of the item.

What to lookfor:

. Casual dress; T-shirt, baggy jeans

Slow-paced walk; saunter

Relaxed, pleasant facial expression

Actions, Not Words

No one fits perfectly into a personality profile. All four of these personas are generalizations. There isn't a personality profiling system that can accurately measure and predict a person's decision-making process based on behavioral styles.

The importance of looking at customers in this way isn't to confine them into categories. Rather, it's to serve as a reminder that each cus-

tomer is different and has his or her set of preferences when it comes to buying.

It's been brought up more than once in this column that customers care about what you do, not what you say. The same truth can be applied to your customers; pay attention to what they do, not what they say they do. By learning our customers' preferences through their actions, we can tailor our sales floor and showroom to have a broader appeal to all personality types, over the counter.

- Mike Dandridge is a keynote speaker, founder of High Voltage

Seattle's Dunn Lumber Rolls Out First Hybrid

Eleven-unit Dunn Lumber, Seattle, Wa., has added to its pickup and delivery fleet the first Kenworth mediumduty, hybrid-electric truck in the U.S.

"Dunn Lumber strives to be an environmental leader, and we're excited to put the new Kenworth mediumduty hybrid into service as a step to help reduce emissions and improve fuel economy," said Rob Dunn, c.e.o. of Dunn Lumber.

The vehicle is designed to enhance fuel economy by up to 30Vo in startand-stop applications. Kenworth is offering limited production of medium-duty hybrid trucks for municipal fleets and utility companies this year with full-scale production expected to follow in 2008.

Above 30 mph, the hybrid operates like a standard diesel vehicle with all power coming from the engine during steady driving conditions. Below 30 mph, it uses a combination of diesel and electricity with the system automatically switching between the two modes of operation. Electricity generated through regenerative braking is stored and used,for acceleration,

DUNN Lumber fleet mgr. Mark Geyer (left) andc.e.o medium-duty hybrid truck for pickups and deliveries.

Rob Dunn with the company's new Kenworth

assisting the diesel engine.

Dunn's new Kenworth Class 7 hybrid, which can carry a payload of up to 16,000 lbs., features a Peccen PX-6 240 hp engine, integral transmission-mounted motor/generator, framemounted 340-volt battery, and dedicated power management system.

"We've been extremely happy with the performance of the new Kenworth hybrid," said Mark Geyer, fleet manager for Dunn in Seattle. "It's still very early. but fuel economy is up an estimated 357o in the first few weeks of operation compared to one of our similarly spec'd Kenworth T300s. The truck also looks great and is extremely quiet, which is a big plus."

The Dunn Lumber fleet includes four Kenworth T800 Class 8 trucks and six other Kenworth medium-duty conventionals that run between 20,000 to 26,000 miles annually to meet the needs of customers in Seattle's healthy home project and construction market.

"We cannot afford downtime, so we rely on Kenworths," added Geyer, who will receive service support on the new hybrid from Kenworth Northwest, its local truck dealer.

Temple Selling Timberlands

Temple-Inland, Austin, Tx., has agreed to sell 1.55 million acres of timberland to an investment unit of Campbell Group Inc., Portland, Or., for $2.38 billion.

Earlier in the year, Temple-Inland announced it would spin off its financial-services and real-estate operations and sell its timberland, but retain its manufacturing operations.

The company expects to net $1.8 billion from the sale, of which $700 million will be used to pay down debt and $1.1 billion will be distributed to stockholders as a special $10.24-pershare dividend.

The sale, anticipated to close in the fourth quarter, includes a 2o-year fiber supply agreement for pulpwood and a l2-year fiber supply agreement for sawtimber.

Campbell also agreed to continue Temple-Inland's conservation standards and focus on environmental stewardship.

In all, Temple-Inland owns 1.8 million acres of timberland in Texas, Louisiana, Alabama and Georgia.

Buyers Booted For Kickbacks

Home Depot fired four merchandising managers for allegedly accepting

kickbacks totaling as much as $ I million, in exchange for stocking stores with tile and other flooring products from unnamed Asian vendors.

Spokesperson Jeny Shields said the three men and one woman were fired in late July for "not following company ethics and business conduct." He described the four as lower-level managers who worked at company headquarters in Atlanta, Ga., but would not name them or say how long they had worked for the chain.

"It is important to note that this matter does not have a material effect on our consolidated financial conditions or results of operations," read a

Depot statement. "Maintaining our ethical standards is of utmost importance to The Home Depot and is something we enforce strongly."

Depot said that an unidentified person brought the matter to the company's attention and it started reviewing the situation immediately. Although the matter is under investigation, it was not clear if any criminal charges had been or will be brought.

As a result of this incident, Depot instituted a "zero-tolerance policy when it comes to gifts and entertainment of any kind when it comes to the vendor-merchandiser relationship. "

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It takes more than iust compensation to unleash a sales force

By Dave Kahle

fBELIEVE in having a wellIdesigned. effectively managed compensation plan as a fundamental part of any productive sales system. But it's a mistake to think that the compensation plan is the entire solution. It's only a part.

The reason that a company will call us to help with the compensation plan is often a deeper issue. Their sales are flat, or even declining. They are casting about to find a solution to their lack of sales effectiveness, and have arrived at compensation as the

culprit. It may very well be contributing to the general malaise. But it's rarely the only issue.

Let's consider some other factors commonly contributing to dismal sales numbers.

1. Training

Sales is a sophisticated profession where the skill set of the highest performers is significantly greater than that of the mediocre. And the unfortunate, ugly truth is that most B28 salespeople don't know how to do

their jobs well. They have never been instructed in the best practices of the best salespeople. They have struggled to learn on their own, on the job, through trial and error. Some of them have arrived at routines that have

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been successful for them, but most have not.

You can change the compensation plan all you want, but if you don't instruct the salespeople in how to do the thing that you are paying them to do, your results will be considerably less than spectacular.

Here's an example. Let's say that you want to gain new customers. So you change your compensation plan to pay a premium for new customers. That's good, and some salespeople will, as a result, put more effort to acquiring new customers.

But that doesn't mean that any of them know how to do this well. While some will be attracted to the income, the lack of comfort associated with how to do it will be a far greater force, holding them back.

lf you pay them a premium to create new customers, and then train them specifically in how to do that, you'll find that your change in sales force compensation will make a dramatic improvement in their behavior.

The same can be said for any spe- cific behavior that you want to encourage through a revised sales force compensation plan. It won't do you much good to emphasis key

account penetration, key product line sales, etc., unless you take the time to show them how to do what you want them to do.

2. Management Practices

The practices and routines followed by sales management can have a great impact on the performance of the salesperson. For example, if you change your compensation plan to emphasize acquiring new accounts and your sales manager never measures the number of new accounts acquired, never measures the various steps in that process, never asks the salesperson about it, nor holds him accountable in any way, your change in compensation will be ineffective.

Sales managers need to measure the progress on every performance indicator encouraged by the compensation plan. They need to have regular meetings with each salesperson in which the topic of conversation is dictated by the sales manager and focuses on specific progress on each performance indicator, and specific plans to achieve greater numbers.

3. Structure

The "sales structure" is the set of

written and unspoken policies, procedures and expectations that surround the job of the salesperson. I like to characterize it as everything left in the sales department after you remove all the people. It is larger and more specific than "culture" because it is often codified and institutionalized.

Some examples of elements of the structure include:

Sales compensation plan

. Job descriptions

Territory definitions

. Customer Relationship Manager or lack thereof

Call reports. planning itineraries. or lack thereof

Pricing guidelines

Sales process definitions

This is just a small sampling of the list that makes up the "rules"-the way things are done in your company. The key rule here is that the structure must support the behaviors that you are reinforcing in the compensation plan.

For example, if you emphasize the acquisition of new accounts, but sev(Please turn to next page)

Global Plywood Demand Perks UP

Despite domestic competition by OSB, worldrvide plyrvood demand has risen in recent times, owing to its advantages over conventional lvood, metal and plastic, according to a new

report by Global Industry Analysts.

The global plyrvood market is projected to surpass 73 rnillion cubic meters by 2010, with residential construction the orimarv driver.

Sudoku

Three-fburths of plywood production is consumed by the U.S., AsiaPacific. and Europe. China accounts for more than half of total consumption in Asia. Demand from the region is expected to intensify in the near future, parallelling infrastructure developments. Countries in Eastern Europe are other markets emerging as key consumers of plywood.

The U.S. remains the largest Plywood market and is projected to account for sales of over 21 million cubic meters by 2009. The AsiaPacific region is the world's second largest plyrvood market. accounting fbr about 18.5 million cubic meters in 2006. South Africa is the rvorld's tastest grorving plylvood market.

Unleash A Sales Force

eral of your salespeople have mature territories with f'ew prospects left, the structure stands in the rvay of the compensation plan.

Most components of sales structure are vestiges of days gone by. They were created, typically, in response to a crisis some time ago and became codified. Most companies aren't even aware of many elements of their structure, because they have been so imbedded into the routines of the company that they don't even notice them anymore.

It's not unusual to find elements of the sale structure that present obstacles to the attainment of the compen-

Instructions; Fill in the grid so that every row, every column, and every 3x3 box conlains the numbers 1 through 9 once. Therefore, each number in the solution will be unique in each o{ three "directions."

sation behaviors. Not only are they not supportive, they stand in the way.

When you change your sales force compensation plan, look at every single behavior that you want to encourage and ask yourself, "Is there anything in the way we do sales in this company that presents an obstacle to the salesperson performing on this issue?" Be open-minded. You may even ask for some outside input. Remember, many of the elements of your structure are so deeply embedded into your routines that no one even notices them.

When you identify structural elements that are obstacles to sales success, work to eliminate them.

efforts to revise their compensation plans, at the same time I have learned that compensation is only one part of the picture. If you really want to revise your sales efforts, you need to attend to the other issues discussed

- Dave Kahle, The Growth Coach, is a consultant and trainer who helps his clients increase their sales and improve their sales productivity. He can be re ac hed v ia www. davekahl e. c om.

4. People

It is an unfoftunate truth that many salespeople, maybe as high as 4O7o of your sales force, should not be in their jobs. While they may have all the product knowledge in the world, they just are not suited to deal effectively with the challenges of the job of the salesperson:

. Constant rejection

The need to create positive relationships with everyone

The responsibility to effectively manage their time

. The need to continually learn more about every customer.

Sales is a profession that is growing more sophisticated and challenging by the day. Many of today's salespeople, who were adequate in terms of their aptitude and attitudes in the past, are not up to the rigorous demands of the job today.

You can have the greatest compensation plan in the world, but if your people are just not capable of performing, the plan will be a waste of time.

While I applaud every company's

produGts

Cost Saving OSB

Roy O. Martin has designed WindBrace OSB panels as a cost-effective, labor-saving solution to meeting shear and uplift code requirements.

for a crane or other installation equipment. It also eliminates the need to hand carry lumber up to the roof.

- Please visit mii.com

PVC Trim To Match

Wolfpac Technologies has introduced a new one-piece PVC trim system for corners and windows, with 3/4" grooves said to accept nearly all siding products.

round balusters as well as square. The kits are available in 6' and 8', 36" high level and stair kits. All can be painted or stained.

- Please call (877) 420-7245 or visit www.rdrail.com

lnstalled Sales Software

Activant Solutions' latest software suite gives dealers the tools they need to establish and maintain a profitable construction services business.

The Construction Services Suite works with the Falcon platform and has three complementary software modules: contract billing, installed sales, and job costing. All three are designed to allow dealers to adapt their billing systems to the construction services market.

A full l-l18" taller than conventional OSB sidewalls, the panels reportedly make it easy to tie a wall's top plate to its bottom plate for a seamless, continuous panel of OSB. No urea-formaldehydes are used and it meets both PS 2-04 and PRP 118 voluntary standards.

- Please contact (318) 445-1973 or visit www. roy omartin. c om

Larger Truss Brace

MiTek's new 16" on center truss brace reportedly enables closer truss spacing and helps meet higher performance requirements.

The Stealth trim system hides sealant and caulking for a clean, finished look. Window surrounds come with or without a nail flange to fit both new and remodeling applications. Finish choices include smooth or Timber Ridge.

- Please visit www.versatex.com

More Railing Choices

Novaline railing kits from Railing Dynamics now accommodate 314"

- Please visit www.activant.com

Greener Particleboard

EVR oarticleboard from ATC Panels contains lo07o recycled and recovered wood waste or fiber generated from wood residue. It also reportedly complies with the European E-1 standard for low formaldehyde emissions.

The product is available a raw board or can be specified for thermally fused melamine panels. Sizes include boards in 4' and 5' widths, in lengths of 6',9' and 12' with thicknesses ranging from 112" to l-118".

- Please call (800) 334-2250 or visit www. atcpane ls. c om

Part of the Stabilizer line, the product was designed for easier and safer installation. Once clipped into place, the brace rides into position with the truss, minimizing the time required

Protect Those Floors

Pall Oil from Ufloor Systems combines natural liquid oils and waxes with a hardening component for a diffusive surface finish that is reportedly easy to spread and dries rapidly.

Easy Cedar Railing Cedar railing from Maine

Ornamental comes packaged in fully assembled sections complete with hardware, for quick and easy installatlon.

Deck Helpers

Hardware products from Starborn Industries promise easier installation of composite and plastic decking.

Manufactured by Ufloors Sytems, the product enhances the color and grain of the wood. is resistant to household chemicals, and has a waterand dirt-repellant surface. It spreads with a roller or trowel for a uniform matte surface.

- Please call (336) 454-7000 or v i s it w ww. uflo o r sy stems. c om

Smart-Bit is a pre-drilling and countersinking tool for deck screws. The bits have special fluting that reportedly cuts through dense wood and composite decking twice as fast as standard wood bits.

Headcote stainless steel screws are topped with heads that match 15 colors of composite and plastic decking.

- Please call (800) 596-7747 or visit www.smart-bit.com or www. headcote.com

Pre-glued mortise and tenoned connections allow a smooth, continuous finished. Both 6' and 8' sections are 34" high. Matching 42" cedar post sleeves and 6' stair rails are also available.

- Please call (866) 780-3507 or visit www.pos tcap s. com

Sink Down

Ridgid's new faucet and sink installer is a multi-purpose, undersink plumbing tool made of highstrength lightweight plastic.

The tool can be used to fasten and remove nuts and shut-off valves and secure secure sink strainer baskets. Aluminum attachments fit into the end of the tool to turn hard-to-reach angle stops and hold drain units in place.

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

lmproved Sawhorse

Trojan Tools' sawhorse uses two pairs of collapsible steel legs and any length of 2x4 to form a convenient and safe work surface.

Two self-leveling sizes are avail-

Quolity Weslern Cedor Produds

able: standard (21") and tall (35").

- Please call (800) 745-2120 or v is it www.troj antools.com

Undercover Deck Fastener

Hidden Link deck clips distributed from SureDrive slide under deck boards for a clean, no-fastener look.

The clips reportedly allow air to flow between deck boards and joists so moisture will dry. No biscuit cutter or hammering is needed, and screws are included.

- Please call (866) 767-1850 or visit www. suredrive. com

H istorical Accessories

The William E. Poole collection by Fypon includes historically accurate decorative woodwork and moulding, plu.s a variety of trims and accessones.

More than 95 pieces are available in cellular PVC that resists rot, decay, insects and warping.

Included are window and door trims, modillion cornices, a threepiece dormer fagade, compound curve baluster kits, balustrade systems, and cupolas.

- Please call (800) 446'3040 or visit wwwfupon.com

Stylish Safety Glasses

Gateway Safety has added 4x4 safety glasses to its protective eyewear line.

The four-sided, wrap-around frame comes in three styles that have scratch resistant, dual polycarbonate lenses; a soft, inset nose piece for additional comfort and a snug fit, and temple tips to relieve pressure behind the ears. Several frame and lens colors are available for each style.

- Please call (800) 822-5347 or v

Headless Pinner

PrimeSource's Grip-Rite 23-gauge headless pinner has a tapered nosepiece for precise pin placement, a pin capacity of 140 with a reload indicator, and a nonrestrictive firing mode.

The tool shoots round and flat pins for finish and trim, decorative trim, woodworking and crafts. Included are carrying case, safety glasses, hex wrenches, tool oil, and male coupler.

- Please visit www.grip-rite.com

Nice, Clean Hands

Three hand cleaners from Klein Tools quickly dissolrre grease. paints. inks and hard-to-remove soils and are fortified with skin conditioners.

Heavy-duty pumice, orange pumice, and smooth pumice lotions all contain glycerin, aloe vera, jojoba, wheat germ oil, and vitamin E.

- Please call (800) 553-4676 or v isit www.kleintoo ls. com

All-ln-One OSB

Two new OSB panels from Huber Engineered Woods f'eature built-in moisture barriers as well as fastening and tape guides for quicker installation.

ZIP System Roof structural panels have a built-in Precipitek moisture banier that eliminates the need for felt paper and H-clips. Simply fasten the panels to rafters or trusses and tape the seams.

Easv Scriber

Walls and edges that don't fit squarely against a new countertop, cabinet or panel reportedly can be quickly adjusted with three new tools.

ZIP System Wall Sheathing has a Stormex water barrier that eliminates the need for housewrao. Seams. plus valleys. windows and door flashings. can be sealed using ZIP System tape and tape gun.

- Please contact (800) 933-9220 or visit www.huberwood.com

The QuickScribe and ScribeMate are attach to several popular routers, including Bosch, DeWalt and Porter Cable brands. The two products center the router's bit in a wheel, for an easier, more accurate cut.

The Euroscriber is designed to hold a cabinet's scribe strips in place. Then the Quickscribe can be used to cut the scribe strip to match the wall's irregulaties.

- Please visit www.thescribinstool. com

Paint-Grade Risers

A new paint-grade stair riser from Kerfkore Co. is reportedly half the price of standard veneer risers.

A\STIF f,

Product Lines & Seruices

ATC Panels - MDF & Particleboard

. BARO - European Steamed Beech Hardwood Lumber

African Mahogany Hardwood Lumber

. Green Doug Fir . Dimension Lumber - S4S/RO

. KD/Utility . SPF Pallet Stock

#l/Btr FOHC . Rough Sawn Timbers

Welcome Wood - Fancy Plywood V/C & MDF Core Red Oak . White Maple Cherry . Mahogany

. Rail Car Unloading . Container Stripping

.

Trucking

. Warehousing Storage - Short term & Long term

Fax:

The product is 8" wide, but can be ripped down to match the desired step-rise heisht. Standard sizes include single-end 59"x8" and 120"x8-"; double-end 96"x8" and 104"x8", and a special single-end at 96"x8".

- Please call (800) 637-3539 or visit www.kerfkore.com

Heavy Lifting Trucks

Raymond's 4100 and 4200 standup, counter-balanced lift trucks are designed for warehouse and other high productivity applications.

7

dennis@stonecastletrading.com

The three-wheel, stand-up design reportedly allows a smaller turning radius for greater maneuverability and easier handling in tight spaces. Anti-drip, no-leak valves eliminate messy hydraulic fluid spills when using the quick disconnect couplings or switching attachments.

- Please call (800) 235-7200 or so online at www. raymondcorp.com

Professional contractors who know quality, know Woodway. Built for professionals by professionals, Woodway's six quality product lines are built tough, made of top-quality solid wood and are carefully crafted. Call or email Woodway for complete information about tZ Rail, Architectural Deckrail, post caps, Quick Clad post sleeves, planking and durable lattice panels.

NORTH PACIFIC'S new distribution center in Mira Loma, Ca., was the site of the company's annual customer appreciation open house, on July 26. (1) Geoff Crandlemire, Jim Walsh, Brian Keefer. (2) Brian Plath, Nicolle Paglialonga, Gerry Reynolds. (3) Greg Baker, Monique Bauer. (4) Richard Pittman, Jeff Konek. (5) Thomas Rogers, Jay Sims. (6) Beth Valenzuela, Jay Orendorff. (7) Shannon Jaeger, Mike O'Dell, Miguel Hernandez. (8) Darell Sauvageau, Don Best, Jim Tyson. (9)

Brian DeClusin, Steve Lewis. (10) Ed Ethridge, Bryan Arbuckle, Jeremy Asher, Dan Alar. (11) Kathy Rutledge, Mike Ganity. (12) Skip Motta, Marshall Tuttle. (13) Jim Solic, Don Lefevre. (14) lrene & Jesus Chavez. (15) Tom Davison, Alan Arbiso. (16) Bill Claw, Randy Loveday. (17) Jim Grove, Ron Grove. (18) Dan Coker.

(Continued on next page)

us-3522 | IVI}|TffJI

RBOLT wOOn TnntrWC

Treating Services Only (TSO)

CA-B BORATES D.BLAZB. ACZA(CHEMONITE) CCA Drying Services (KD, KDAT) Staining (Browntone) Rail Siding (BNSF)

Central California Location 3400 Patterson Rd.. Riverbank. Ca. 95367

WWW.THUNDERIZED.NET

Sacramento.. CA

Bob Palacioz, Sales/Marketing Manager (916) 402-3248 Fax (916) 339-2477

bobpalacioz @ sbcglobal.net

Sales Offices Portland. OR Jerry Farley. Sales (503)936-9976. Fax (503) 492-1355

thunderboltnw @ verizon.net

NORTH PACIFIC'S open house (continued from p. 68) featured product displays, discounts and barbecue lunch. (1) Richard Miller, Rick Robbins. (2) Danne Moon, Jon Nagle, Liliana Barbolini, Ana Ramirez.

(3) Steve Daugherty, Felix Abdollahi. (4) Bob Goodwin, Chris Margolis. (5) Scott Nichols, Chris Wischmann. (6) Curtis Noteboom, Gregg Wilkinson, (7) Dave Fabela, Debi Drebes, Kevin Letson, Mike Twyford.

"We Treat Wood Right"...Quality Wood Tfeating Services Since 1977

Orgill rolls into Vegas

ORGILL held its fall dealer market Aug. 16-18 at the Las Vegas Convention Center, Las Vegas. Nv. (1) Bill Fondren, Joe Orgill, Ron Beal. (2) Beth Aureli, Brian Miller, Larry Goode, Faye Holley, Linda Crawford, Karen Meredith. (3) Scott Butterworth, Mike Keeney, McNeal McDonnell. (4) Ryan Dame, Marshall Hawkes. (5) Max Hackett, Ryan Malone. (6) Kent Marks, Alex Tis, Kyle Vieira, (7) Sonny Glenn, Stephen Rykard, Raul Prieto.

(8) Al Thompson. (9) Kevin Cummings, Jim Solic. (10) Matt Conard, Skip Campbell. (11) Nathan Peterson, Kristi Campbell, Frank Snoddy. (12) Tom Koch. (13) Albert Mickadeit, Chris Frallicciardi. (14) Rick Caron, Bob East, Ray Jordan. (15) Earl Downing, Dan Grady.

(Continued on nert page)

ORGILL (continued from previous page) held its annual dealer market in Vegas: (1) Greg Cuke, Jason Henson, Skip Engel. (2) Kurt Kochler. (3) Aaron Hock, Stelanie Snyder. (4) Rick Hogue, Bob Cini. (5) Mark Walter, Lou Cuneo, Eric Hedin, John Rutter. (6) Todd Landers, Parrish Stapleton. (7) Connie Kim, Elizabeth

Vickers.

Pieuhtsuga tuifolia

literqture

Distribution Secrets

Five Fundamentals for the Wholesale Distribution Sales Manager, coauthored by Tim Horan and Steve Deist of Indian River Consulting Group, is available from the National Association of Wholesale Distributors, 1725 K St., N.W., Ste. 300, Washington, D.C., 20006, (202) 8720885; www.naw.org.

Hardwood Plywood Guide

The 172-page, 4lst edition of Where to Buy Hardwood Plywood, Veneer, and Engineered Hardwood Flooring Buyers' Guide & Member-

ship Directory is free from Hardwood Plywood & Veneer Association, 1825 Faraday Dr., Reston, Va.20190; (7 03) 43 5 -2900 ; www. hpva.org.

Eastern Pine Primer

A photo reference guide to the five primary grades of eastern white pine is free from the Northeastern Lumber Manufacturers Association, (207) 829 -69O | ; www. nelma. org.

Everything Shearwall

Simpson Strong-Tie's 10O-page catalog detailing shearwall product specifications, expanded load tables,

W.M. Cramer Lumber Co.

installation information. and wall bracing solutions can be downloaded free from www. strongtie.com.

Selling Softwood Lumber

Buying & Selling Softwood Lumber & Panels, an updated 246-page book by Dave Leckey, is $46.95 from Random Lengths, P.O. Box 867, Eugene, Or. 97440; (541) 686-9925; www.randomlengths.com.

Anchors & Fasteners

A 390-page specification and design manual with testing standards, construction codes, and approval listings for anchoring and fastening products is free from Power Fasteners. 2 Powers Ln., Brewster, N.Y. 10509; www.powers.com.

News Briefs

(('ott/inttt'rl lront 1ttt,4t, )) t ilv stalts clrrrltltccl 7.i(,,l to lrn I .07nrilliorr lutnual l)acc rc!ionlll\,. rtlttl: tlt't l't'lr.ctl .1.7' , irt ilt.' \\e -.t ... lrcrnrits slicl l.ll'l lo arr lrnnrull tittL'()l l..l-l llillirrrt

Ltrtttltcrttrt'n'.1 . Ne * l)ot't. Or'.. ri on thc Yucl Lrinu Illrr Olttintist C'lLrb'' 1007 Btrsincss IJntcrplisc ..\nurrl

f'tr.sIt'rt,lltr.:Ici' Iaultchccl a ncn'. nrtplovcrl uc[rsitc iit \\ \\ n.llrstcrr llllIstcf.cont

,\ i t t t 1t.st t t r St n trr q -Ti c. Plcuslrntrin. ClL.. ri ill rlttnlrte ltr I ntillitln ovcr' firul vcrrrs to I ltrltittrt litr llrrtrttttti/t' I rt I t' t't t trt iotrttl

'l'i ntltcr Protlttr'tr' ('o.. Sltlinulicltl. Or'.. culncrl Hnr inrnltrcnlullv I)t e lt't'lrlrle I'r'r'tlrre t te lt iIitlrtitrrr Ior' its pur'liclcboalcl plunt in \{ccllirlcl. Or.. fronr thc Krlr /rr,tt Ctrbitrt, l ll(ltttt.litt tttti /r lrrlr'ittlirtn

Artrtsl rotr q (-ttltirtct.s u as ccltilic'cl in KitcltL'tt ('ctltitrt,t Mrttrtt.ftrtl!!t'( t \ .Irr,,, i,1/i,,lt'r l-.ltr ifr,n|lletttlrl Stcu,lrrclshilt l)r'ounrnt ...

,'\nl;rttrt t', L1-(' rlercccl its stcel gallrgc clorlr ct;tcrations in Kansas C-itr. Ks.. n ith .talc-lltl' I)oor'.s opt'llttirttts ttt Wlrt'.trri. ltt.: .\rtktttlrr rcnlrins an inclcltcncleltt c()ntpan\'. rtrvnccl br ()ttl Itrglrt,r' Indtr.ttt'it,.sI)crrr.er. Co.. lrs l glrnrqc cl oor installer. clistlibrrtor'. ancl rrlLnuluctLrrcr o1' ('latll)ancl l)foclLtcts

('ttrtt ort (' rcck ('ttbi trct C-tt.. Nlonroc. Wa.. u,or.r lriurcls litr its l(X)6 crtr ilortntcntal irrltlentcntu tion plan front tltc Washingtor) Stutc I)ellrrtl)leltt o1' ltcologr ancl thc Pucil'i c \orthncst l)ollLr tirtn Plcvcrrtion Rcstl-rrcc C'entcr'

,\l',\'l'lr a [',rt,1qirtt't, t't'tl ll'ootl As.sttt itrtitttl unltouncccl that thc Ollit t rtl .\'tturtlttnl.s c( .Scn,icr,,r o/ !ltL' iVut iottttl I rr.slitrttc rtf Sttrtttltr rtls .l 'l t'L lrttttItt.q.t conrltletccl t'cvisirlns to \(rlrrntar'-r I)r'oclrret Stantlrrrcl PS l-9-i (lonstrLrction & lnrl trstlinl l)lrrrootl (:L,c.l rtl.t. 1t. 1)1 ...

('ttltitul Lttnrltc r r distriltution l'acilitr. in IJealrlsbufg. Ca.. \\'lrs sclectccl lrs ()nc of thc bcst ltlnccs Io uolk in thc North lSlry in thc sccrrncl anrtulrl I'v'rtrtlt Btn Bl.rilrt,.r.r .l t t 11 1 11r1 1 sttf\/cy.

ploce

Rates: $1 per word (25 word minimum) or, if contains artwork or oversized type, $50 per column inch. Phone number counts as I word, address

EXCELLENT LUMBERYARD OR DISTRIBUTION YARD

Northern California - 19 acres - 4-car UP rail spur 20,000 sq. ft. covered storage2,200-sq. ft. truck shop - 16,800-sq. ft. manufacturing building - truck scale. Contact Box 707, cio The Merchant Magazine, (949) 852-1990 Fax 949-8520231, or dkoenig@building-products.com.

as 6 words. Headline or centered copy, $t| per line. Private box or border' $8 each.

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: lSth ofprevious month.

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

Pole Buildings

www.poleframebuildings.com

San Antonio Construction Co.

Contractors license 291 259 B1

Toll Free (877) U-BLD-KIT

Mike Esposito

ALL-COAST Forest Products, Inc., Salt Lake City, Ut., is seeking a highly motivated salesperson with excellent communication skills. Must be familiar with lumber and building materials. The candidate will be responsible for selling and promoting all products. Must be able to develop positive relationships with customers. The candidate must have a minimum of 5 years experience in the wholesale lumber industry. Salary is commensurate with education and experience. The company also offers excellent medical and retirement benefits package. Email resumes to: candidates@ all-coast.com.

LAS PLUMAS LUMBER & TRUSS CO.,

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

EXPERIENCED LUMBER TRAI'ERS WANTED.

We are Hardwood and Softwood log and lumber wholesalers with offices in the United States and Canada. We're seeking sincere, 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 paftners.

LUMBER CARRIERS from Berkot

BACKSTOCK RACKS

Rugged, low-cost system to store heavy, bulky products

High-strength steel uprights and beams with wood decking

1'8oo'ee2'2824

KNAUTER STORAGE SYSTEMS

www. krauter-storage.com

ITALIAN VILLA FOR RENT

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

Joseph Michael Joyce, 69, owner and president of Novato Builders Supply, Novato, Ca., died Aug. 8 after being hit by a car while on vacation in Incline Village, Nv.

Mr. Joyce moved to Marin County in the 1940s and had owned Novato Builders for more than 30 years. He also served as c.e.o. of the Novato Chamber of Commerce.

His wife said the company would continue to operate under the current manager, Bruce Gittings.

John L. Mensinger, 88, retired president of American Lumber Co., Modesto, Ca., died Aug. 28 in Modesto.

Mr. Mensinger earned a degree in economics from Stanford University in 1940. As an Army lieutenant during World War II , he served in the Philippines, Okinawa, and Korea, and earned a Purple Heart and Bronze Star. He was recalled to duty during the Korean War.

He worked 47 years at American Lumber, which was founded by his father in 1923.

Bryon O'Sheedy, 26, an employee of Rosboro Lumber, Springfield, Or., died luly 27 in an industrial accidenr.

He had been employed at Rosboro for three years. Previously, he was a millwright at Westwood Lumber, Cottage Grove, Or.

Otto Behr Jr.,92, founder of Behr Process Corp., Santa Ana, Ca., died Aug. 3 in Kailua, Hi.

After World War II, Mr. Behr started selling linseed oil from the back of his station wagon to paint stores.

Working with his chemist father, Otho Behr Sr., he produced a clear finish and stain that worked better than linseed oil on redwood.

The company moved to Alhambra, Ca., in the 1950s and then to Santa Ana. When Home Depot opened in 1978, the company became one of Depot's first suppliers and

grew rapidly. Behr entered the architectural paint business in 1986, and was sold to Masco Corp. in 1999.

Walter W. Kopala Jr., 56, president and c.e.o. of Thorsen Tool Co., Ontario, Ca., died Aug. 2l in Corona, Ca., after a long battle with cancer.

Mr. Kopala worked more than 20 years in the industry. In Aug. 2005, he was named president and c.e.o. of the Olympia Group, City of Industry, Ca.. Before that, he was vice president and general manager of Alltrade Inc., Long Beach, Ca., and president and c.e.o. of Transworld Products, Grandview, Mo.

At Thorsen Tool, an affiliate of Amarillo Hardware Co.. he is succeeded by Randall L. Wright, chief operating officer and acting c.e.o.

Mills Sue To Get Rail Back On Track

Unhappy that the Willametre & Pacific Railroad has discontinued use of a 23-mile stretch of track south of Corvallis, Or., lumber and farming companies have filed suit to force the shortline railroad to resume service on the Iine and recoup up to $425,000 in damages.

Railroad president Bruce Carswell said that in June, following five derailments in five weeks, the company halted service on the Bailey Branch line in south Benton County-as a first step in seeking federal approval to abandon the track.

?is:ii:l*i:3

BPD"#,=#

Coll Heother ot (949) 852. 1990 . hkelly@building.products.com

llonu & C:unn Cmronun

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

FRESNO

DIVIK-Pacif ic........... .(559) 225-4727 .(800)

SALINAS

Creek Lumber Co. (Davenporl)...............(831) 457-5024 Bi6 Creek Lumber Co. (Paso Roblbs)...... .....(800]| 479-7922

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

Bi6 Creek Lumber Co. (Watsonville)........ .....\800]| 342'2770

Cedar Valley {Hollister) ..............(866) 202-9809

Sournrnr Cnuonln

LOS ANGELES AREA

Anfinson Lumber Sales..................,,.,,..........(800) 660-8680

Berkot Manulacturing Co...,,..,...................,,..(323) 875-1 1 63

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

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

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

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

Conrad Wood Pieserving..................,,,,.,......(877\ 381 -231 4

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

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

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

lnland Timber C0..... .....(213\ 462-1264

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

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

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

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

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

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

ORANGE COUNW & INLAND EMPIRE

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

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

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

Bear Forest Products.......... (877) 369-2327 1951 | 7 27 -1 7 67

BMD (Vernon)....,,... .....(877\587'4137

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

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

Boise (Riverside)..,,,,,..,,.....(800) 648-9116 (909) 343'3000

Building-Products.com ...........,.,,..,........... .(949) 8q2-1990

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

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

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

Fontana Wholesale Lumber, Inc..................,(909) 350'1214

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

Hampton Distribution.,..................,..,....... .(949) 752-5910

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

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

Kelleher Corp. (Ontario),.,.............................(909) 635-1 560

Kelleher Corp. (Rancho Cucamonga)...........(909) a76'4040

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

North PaCific-So. Ca, Distribution.,,...............(800) 647-6747

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

Pacific Cedar Supp|y........,.,,.........................(800) 969-9336

Pacilic Wood Preserving...............................(7 14) 701'9742

Pan Lumber Co...... ......(909) 627'0953

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

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

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

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

Reqal Custom Millwork.......(714) 776-1673 (714) 632-2488

Reiable Wholesale Lumber, Inc.................,..(800) 649'8859

Sournwrsr

IDAHO

Plculc l{onrtwrsr

FERNDALE

WASHINGTON

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

SEATTLE / TACOMA AREA

f P.A-!ng!'lgered Wood Association..........,..(253) 565-6600

Boise Distribution (Woodinviile)..............,, .....1+ZSj n'-t+tt

CapitalLumberCo. . .......i2ss\ttg_sotl

Decklok Bracket Systems.......,..........,.,.,.....i900i ot z-sgzs

Ke'eher corp

t!33i 933.3?63

Lumber products..... ,.....ieooi ozz-ogoz

Manke Lumber Co... ......(aooi +zo-a+ao

McFarland Cascade ...,.,(OOo) +zo-O+so

OrePac Building products,.........,..,... ......,...i2Sei 582-9500

urmpson rrmDeru0 .......(206)224_5000

Welco Lumber,.,..... ..,.,..is00) oat-z+++

Western Wood Preserving C0......... ..............1A00i +lZ-zl t +

Weyerhaeuser Building Miateriats............ ......iAni zSS-AS1S

Weyerhaeuser Structurwood.........................(900) 523-0824

SPOKANE

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

Boise Distribution (yakima).,.............,...........(soSi +se-osOs

Capilal Lumber Co, .......,,..........,..,,...........,.,.(sOo) asz-sOzo

cotvilte Indian preeision pine co. {omak)....(509i 826-5927

Coos Head Forest Products....... ...................(877} 922-2213

Lumber Products.... ....,.,(aoO) szo-azOt

OrePac Building Products...........,,............,...iS0Si SSZ-SSSS

vaagen tsros. 1umber,..................................(509) 694.5071

weyerhaeuser Co.. .......isosi gza-t+t+

Yakama Foresl Products....(509) 074-1 163 (509i S74-88S4

VANCOUVER

Allweather -Wood Treaters (Washougat), ......,,800i) 717 -8134

Boise Distribution -............(SOO) OSS-OOSz

Columbia Vista Corp. ..r.r..................,.,........,(sooi esz-ozzO

Hardel.Mutual Ptywood Corp. (Chehatis).....(800i 562-6344

K Ply, Inc. r....-...... .........,,....................(eoo) +zO_zorz

Savannah Pacific Corp. ..,...(360) 2s4.8248 ieOOi gAO-gS+O

BEND

OREGON

Malheur Lumber Co. (John Day)...............,...(541 ) S75-j 1 48

COOS BAY / NORTH BEND

Conrad Forest Products.,

Coos Head Forest Products........,,....

Warm Spring Forest Products (Bend)

EUGENE / SPRINGFIELD

American Laminators (Drain) ........,........,,,...(541 ) 336-2000

uascaoe urruclurat Laminators............,........(541 ) 726.9936

Coos Head Forest products................,.........(aooi saz-esgg

cemini Forest products......................,,.,.......(s+ti +es-zszO

J.H.8axter.,............ .......(s+t) oas-saor

Lumber Products..,. .....,.isat i oaz-o+t t

McFartand Cascade ,.....igooi +zO-g+so

McKenzie Foresl Producls......,..........,..,.......iAOO) 7n-gg2S

Rosboro Lumber..... .......is+t i z+o-a+t t

Western Woodq lnc......,...,..........,,..........,....(eOOi azz-etsz

Weyerhaeuser Buitding Materials,...........,.....igzzi Z3S.OAzS

MEDFORD/GRANTS PASS

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

Eagle Plywood Speciatties..,,,......,,,..........,.,(OOO' s+z-sgSr

Lumber Products,... ..,....(S+t) ZzS-SOSO

Norman Distribution Inc..........................,......iS+t i sgS-S+OS

Pacitic Wood 1aminates........,,,.....................\541) 469-4177

Swanson Grouplnc ....,.,(s+t) sso-aSoo

waldron Forest Products...,,..........................iS1t i +z+-gOgO

McMINNVILLE / C0RVALLtS / SALEM

Capital Lumber......, .......(S41) 223-0020

Foresr crove Lumber co... ., t3331 l9!.1]33

Mary's River Lumber,..,,.......,,,,..........,..,.,.....ia00i szs-zose

Foyal Pacific Industries........,.............,..........(soO) +s+-s+sO

Weyerhaeuser Co. (Atbany),.............,,.. ........isqt\ gZa-nlt

GREATER PORTLAND AREA

Adams Lumber, |nc....,...,....(800) 298 -4222 lSOg) 245-17 96

Louisiana-PacificCorp........,.,.............,........,(S03)221-0800

Lumber Products.... ......i000i geo-ztos

Norrh Pacific........... .......(aooi s+z-a++o

oreP.ac.Buitding Producrs...................,.........{sos) oez-soso

Paciflc Wood.Preservin9...,.,.,................... ....(Sffij 8$.2122

brmson LumDer..... .......(800) 445-9758

Thund_erbolt Wood Treating..........,................(sOS) Soo-SSzO

U.S. l\,lerar Works .........,...-........,,.................(AOO) SZS_SZ8z

western wood products Association 1333i 331.3333

Weyerhaeuser Buitding Materiats,,.............,,.(gzzi ZSs-OAzS

ROSEBURG

C&D Lumber Co (Riddle),............,...............(s41) 874-224j

Herbert _Lumber Co. (Riddle).............. ......(uti at +-zzSA

Hoover Treated Wood products....,,,.............i900i SSt-SSS8

Johnson Lumber Co., D.R............,.......... .,....is41\ 87 4-223j

Keller Lumber C0... ......(s+t) Ozz-osze

Riddle Laminators,. ......(541j 874-3151

Roseburg Forest products............,..............,is00j sqz.zzoo

RocrY lUlouullns

COLORADO

BOISE

Boise ........,.,.,........,. ......(800) 223-091 5

Boise Distribution (Boise)r, ........................,(ZOai Sa+-zzOO

Bois€ Distribution (tdaho Fails)..............,......(ZOe) SZZ-OSO+

Capital Lumber Co. ................,,..............,......(ZOA) SOZ-ZS8O

ldaho Wood Preserving.........,............,..........(aoO) zot -oOSz

iLevel by Weyerhaeuser....,,............,.............(808) 453-9358

Lumber Products,.... ......(ZOai SSe.SStt

OrePac Building Products,..........,............,....(ZOei S+S-OSOZ

ub (-;0rp_................ ......(208)756-4248

Thomas ForestProducts, J.M............,.,........(eOOi SOZ-Az8O

Weyerhaeuser Building Materials....,,.........,.,(Azzi ZSS-O8zS

COEUR D'ALENE

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

Braided Accents...,...........,,,,...........,.............iasei ++o-seog

ldaho Veneer {Post Fails) ............................(Z0A\ nS-+Slt

LEWISTON

Bennett Forest Indu-stries (Grangeviile).........(208) 983-001 2 coos Head Forest products.....- , [!BB| ?BB:3388

BILLINGS

MONTANA

Boise Distribution.,,. ......(406) 652-3250

Lumber Products,,... ...,..i+o0i sze-o+ss

Weyerhaeuser Buitding Materiats.........,..,.....iezzi z3s-oeze

UTAH

DENVER

Allweather Wood Products.........,...........,......(000) 621-0991

Ameriqan Institute ol Timber Construction ....(SOe) ZSZ-SSSS

Boise Distribution.,,, ......iSOgi ZAg-SZzt

Capital Lumber Co. ......1a03i ZaO-SZOO

Industrial Resources .....(303) $3-03S7

OrePac Building Pr0ducts...........,.............,...(SOai eOS-raOO

Weyerhaeuser Building |\,4ateriats............,.....(S77) 295-6873

GRAND JUNCTION

Boise Distrjbution.... .....(970) 244-8301

OGDEN

OrePac B_gilding-Products.........,...........,..,....(801) 782-1 997

Thomas Forest Producls, J.M.....,,..........,.,...i900j sOz-azeo

SALT LAKE CITY

Boise Distribution,... ,..,.,(801) 973-3943

BMD ,.,,.........,.,.,...... ......(aor ) esr _zssr

Capital Lumber C_0. .,,..........r..............,..........(eot) +e+-zoOz

Forest Products Sates (800) 666-24 At lAOtj Z'Z-A+ZA

Lumber Products,.... .,,.,.ieool ass-gota

Thomas Forest Products, J.M....................,..i800i gOZ-gzAO

Utah Wood Preserving........(800) 666-2467 ieOt) ZSS-S++S

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

WYOMING

DOMESTIC SALES:

Jerry Long, Michael Parrella, Bruce Keith, Janet Pimentel, Pete Ulloa, George parden, Vince Galloway, Steve Batick, Chris Hexburg.

INTERNATIONAL SALES:

Nestor Pimentel, Oscar Portillo.

lodyguard.. =.,...........,..,...........-.......,..,........(sos) o+a-aaoo

Disdero Lumber Co. ...,.., Hampton Lumber Sales C0....

Collins Pine C0.....,. .......iAOOi zSa-+SOO \s03) 227-1219 ..............,......(800) 547-4209 ,,,,,........,.,......(503) 297-7691

Lewis County Forest Products

FAX to 949-852-0231 or call (949) 852-1990 or mail to The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca' 92660

For more infomation from advertisers

Phone

Want to Subscribe? check the appropriate boxes to begin receiving your monthly issues. tr I Year ($18) tr 2 Years ($30) tr 3 Years ($40)

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. 9ywood

El Louise Waldron - Pat Hunter

Waldron Forest Products 4227 Sunrise Blvd., Ste. 100 Fair Oaks, Ca.95628 Fax916-966-1573

$16\966-0676

."..........""""""""""'73

Caicade Structural Laminators [www.cascadesl.com] .....'.'........."""52

Cedar Valley [www.cedar-valley'com] '........"""""""'56

Colville Indian Precision Pine Iwww'cippine.com].............'.........""""65

Computer Associates Inc' Iwww.caisoft.com] ..................""""""""""'17

Correct Building Products [www.correctdeck.com] .".............Cover III

Fiber Composites LLC Iwww.fiberondecking.com]......-..-.--...........'23

Fontana Wholesale Lumber [www.fontanawholesalelumber.com] """7

Forest Grove Lumber Iwww.fglco.coml ...................."...........'........"""43

Forest Products Sales Iwww.forest-product-sales.com] .'.........."""""'61

Fred C. Holmes Lumber Co........".'....... ..........'........."'49

Gemini Forest Products Iwww.geminiforest.com]......................"""""71

GRK Fasteners [www.grkfasteners.com] ....'..'....""""30

Harwood Products Iwww.harwoodp.com] .................'."........"""""""'60

HuffLumber Co.........'---..." ..."""""'48

Ipe Clip Co,, The Iwww.ipeclip.com] .................-'.............................""59

J.M. ttromas Forest Products [www.thomasforest.com]...........8' 64, 76

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

Krauter Storage Systems [www.krauter-storage.com] ...............".""""3

Lausmann Lumber Iwww.lausmanlumber.com].......'............'.........."'50

L-M Equipment [www'lmsaws.com].'.........'.... """"""49

LP Building Products Iwww.lpcorp.com]....-........'..".-..-.-'-'--"""""29

Lumber Asin. of California & Nevada [www.lumberassoc.com] """'53

LWO Corp. [www.lwocorp.com]'.........-...... ..."""""""67

Matthews International [www.woodmarking.com].........'-.--.-"""""36

Maze Nails [www'mazenails.com].............. ..........."""'35

Norman Distribution Inc. Iwww.normandist.com].................'.........."'65

Pacific Wood Laminates Iwww.pwlonline.com]..."....................,"""""27

Pacific Wood Preserving Cos. [www.pacificwood.coml...--.---.."""'32

Parr Lumber... ......"""'77

Redwood Empire Iwww.redwoodemp.com1.......'.........'..'.........Cover IV

Reliable Wholesale Lumber Inc. [www.rwli'com]......................"""""63

Riddle Laminators. ......"""'38

Rio Tinto Minerals Iwww.riotintominerals.com]'........'.....................'.'39

Roseburg Forest Products Iwww.rfpco.com].....'."..........."""""Cover II

Roy O. Martin [www'royomartin.com] ."""""""""""45

Royal Pacific Industries......'. """"""""24

Sierra Cedar Products LLC Iwww.sierracedarproductsllc.com]....."'54

Sierra Pre-Finish...... .....................66

Simpson Strong-Tie Iwww.strongtie.com]...............'...-..-'-'---"""""55

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

Mike Palmer - Grants Pass, Or. Fax 541-474-69'75 .Jeddretd:#ffi*

^ '1 a5L

Dan Root - Sparks. Nv. (77s\ 3rs-574r

Snavely Forest Products Iwww.snavelyforest.com] ...............'..........."'25

Snider Industries [www.sniderindustries.com] """""'61

Starborn Industries Iwww.starbornindustries.com] ...........'.....-""""'19

Stepstone Inc. [www.dekstone.com]......... """"""""""72

Stimson Lumber Co. [www.stimsonlumber.com]......-..--.-----""""31

Stonecastle Trading --.----.-..-..."""67

Sunbelt Iwww.sunbeltracks.com]. .....................33

Swan Secure Products [www.swansecure.com] ......."'73

Swanson Group Sales Co. [www.swansongroupinc.com] -'--..-""""'37

TAM-Rail by TAMKO Iwww.tam-rail.com].........."..............'........."""'5

Thunderbolt Wood Treating Iwww.thunderized.net] .....'....."""""""'69

TMI Forest Products Iwww.tubafor.com]..'-.-.'----..................""""'10

Universal Fastener Outsourcing Iwww.9l l-nails'com] ..'..'........"""""26

Vaagen Bros. Lumber Inc' [www.vaagenbros.com].....---.----.""""34

Van Arsdale-Harris Lumber Co...'...........-'.. ..'.......""'69

W.M. Cramer Lumber Iwww.cramerlumber.com]...................."""""72

Waldron Forest Products ............."""'78

Western Red Cedar Lumber Association [www.wrcla.orgl ..'........"""'4

Western Wood Preserving Co. [www.westernwoodpreserving'com]'28

Weyerhaeuser Co. [www.weyerhaeuser.com]. "'Cover I

Sugu. Sn"

(loi'rectDeck ('X is itorv availaltie in a lange o{'relaxing e:rrtlrtonc colors, il'ith u lori.-gloss sur.f'uce that resists all tiie things lhat ran stain ordinarl' clct.kitrg"

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