Merchant Magazine - September 2009

September 2009

H ig h Quality

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Excellent Durability

r premiunr quality. starnecl cedar fencing o#1&Btr.2face

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S.rying

(Sistet publication Buildtng Prcducts Dige,t seves the East)

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When will this end?

I, along with many, was hoping to see an upward spike as we hit the latter part of 2009. As I write this in August, the good news is that for the first time for a long while, my colleagues and I have started to hear some consistent positive news. However, there is nothing to suggest the spike we were hoping for.

The news is not jumping-for-joy news but a feeling that the bottom has been reached and that there is a glimmer of movement up. Cautious optimism is how some are interpreting it. That being said, there is a sense that we will not see a real upturn until 2nd or 3rd quarter next year. My hope is that many distressed companies in this industry will be able to ride out a third damaging winter before the sun might start to shine again.

It has always been my belief that this industry will not see real growth until the market sees real declines in foreclosures and housing inventory. Then, six to nine months after the general economy feels better, we the con-

sumers will start to go out and spend money again. I do not believe that starting point has arrived yet, unfortunately.

The overall picture is still muddied. While I think the economy isn't getting worse, those green shoots everyone is writing about, like my garden under water restrictions, can quickly wither and die. I, like many, am concerned with the current high unemployment, the high cost of the stimulus package, the threat of higher taxation to pay for it, and sometimes a feeling that maybe we are being misled slightly by the resurgence of the stock market into believing that the tumaround is actually better that it is-although I am grateful that I might be able to afford to retire now at 70 and not 75! And by the way, to the brokers who told me to just ride it out-never again!

This recession has been shocking to all of us. I cannot imagine any other time in history when every sector of our citizenry has been affected so

quickly. I am often afraid to open my email or even to take calls in case it is more bad news. There is hardly a business that has not been impacted. You can tell how bad it is when you see investors rewarding companies that hit revised targets reflecting profit results of 70Vo and 80% down.

Meanwhile, as their pay, bonuses, benefits and 401/k's are cut, employees begin to question whom-and what-they are working for. Today you have, I guarantee you, many employees working for you who are not excited and wished they were doing something else. Frankly, much of that sentiment may be unfair as we have all had to do something to hunker down. But business leaders need to understand that sentiment against business-especially big business-is stronger and more vitriolic than ever before. I think it will play alarge part in changing corporate culture, how people choose their next job and the industry they will enter into. I wonder how much young talent will avoid entering this industry (which would be a tragic mistake), when they read the market collapsed 70+7o.

I am now wondering how corporate structures will change. Large organizations are already getting used to having flatter management structures, fewer employees, and by necessity a less structured decision tree. Innovation and new ideas will very much be the name of the game to jump out of the quagmire. Large companies will have to become much more collaborative and operate much like small companies do if they are going to succeed.

The biggest change will be many deciding that they do not want to work for anyone else again (much as I did l0 years ago). The one good thing to come out of this bad time will be the return to good old entrepreneurship. In the new wave flexibility, speed to market and new ideas will become more vital then ever. It is these companies that will be hiring the "I want to leave crowd" because none of us want to go back to how it has been the last 20 years or so.

So when this ends, the market will be very different from how it was only three years ago. There will be fewer companies overall, but among them will be a number of new upstarts who operate in ways that many will find appealing, as opposed to the stodgy companies they are working with today-assuming they still have a job.

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Dealers fi ndingvalue in value-added OSB

j'\ver the last several years, faced with a glut of produc- \-ftion and falling prices, OSB manufacturers realized they couldn't sell just commodities. So, they began branding their products and specializing their uses.

Branded products now offer moisture resistance, taller sizes to increase wind resistance, radiant barrier backings, pre-markings, FSC and SFI certification, and more.

"Manufacturer innovations are an excellent way provide more value to customers and a way to keep wood construction in the forefront, because concrete and steel construction remain alternatives for builders," advised Craig Adair, APA-The Engineered Wood Association.

But has the strategy worked? Have dealers been able to find buyers for-and profits in*the branded, value-added OSB products?

The Merchant Magazine asked a random cross-section of LBM dealers:

Mulrrpr,yrNc Vlr,un

Dale Bernard, v.p., George Kellett Building Products, Metairie, La.

Our experience has been very positive with the valueadded products. As a company, we have embraced these items and aggressively promote them to our clients because we believe they do, in fact, provide value well above the extra cost. Of course, we also don't mind making more money on them either!

We stock Huber AdvanTech and their Zip products, LP Techshield and Orange Plus, and Norbord Windstorm.

Ann-Oxs GlIx ManTTsHARE

John Mikkelson, v p.-forest products, ProBuild, Denver, Co.

Enhanced Flooring: The top line premium T&G underlayment has been marketed well over the years and has achieved marketshare gains over its commodity counterpart with a certain manufacturer's product being specified. However, many cost-conscious builders have opted for the mid-grade product over the high-end version due to the economics resulting in this mid-grade product becoming somewhat of a quasi-commodity product. Pull-through from the manufacturers to builders via rebates also plays a part in the increased usage of premium T&G underlayment. Enhanced T&G underlayment tends to be specified by brand.

Radiant Barrier: Radiant barrier sheathing demand over the standard commodity has increased over the last couple of years due to the increased energy requirements in build-

ing codes. Builders specifying radiant barrier as standard in their construction has also contributed to increased usage, especially in the South. However, there has been some price erosion over the last several years as more producers are

longtime leader in OSB production, has indefinitely closed four of its OSB mills. Total production in 2008 was 3.7 billion sq. ft.-2\o/o of the OSB market in the U.S. and Canada-down from 5.5 billion sq. ft. in 2007.

"Homebuilding and related activity continue at historic lows, driven by the ongoing credit crisis, high unemployment, and generally poor economic conditions," said c.e.o. Rick Frost. "ln 2009, we continued to take a number of significant steps to reduce the losses in our OSB business through market cuftailments and cost reductions."

The company's OSB mills in Carthage and Jasper, Tx.; Dawson Creek, B.C.; Hanceville, Al.; Maniwaki, Quebec; Roxboro, N.C.; Sagola, Mi., and Swan Valley, Mb., remain open. Indefinitely curtailed are mills in Silsbee, Tx.; Chambord, P.Q., and Athens, Ga.

A new mill in Clarke County, Al.-which started operating in March and was closed by an explosion in Mayalso remains closed. Plans to restart the mill in October were derailed by the poor economy and lack of OSB sales. In the meantime, L-P has agreed to pay Clarke Coun$ $500,000 annually for up to three years because the mill is not running as promised.

"We are going to run the plant, we just need to let this current cycle play out," said Jamey Barnes, L-P's v.p. of OSB manufacturing. "This is our flagship plant for OSB.'

Peace Valley OSB, Fort St. John, B.C., is co-owned with Canfor and had a slow first year, but now operates three shifts, five days a week. The state-of-the-art mill produces longer length panels (4xg and 4x10), as well as standard 4x8 panels.

Branded specialty OSB products include:

TechShield radiant barrier

TopNotch sub{looring

SmartSide siding and trim

SFI certified

manufacturing radiant barrier, which will probably continue as the product matures.

Oversized Panels: Non-standard panel sizes have gained traction primarily in the coastal areas due to increased wind loads in the building codes. Oversized panels are typically not brand specified and could be considered generic. Costs

, Toronto, Ont., reported that its nine North American OSB mills ran at 60% capacity during the second quarter of this year.

"Lower input prices, higher sales volumes, and our focus on lowering operating working capital led to stronger financial results," said president and c.e.o. Barrie Shineton. "We've been successlul in expanding our sales base by growing with big box and industrial customers. This strategy provides better market balance and reduces our exposure to cyclical new-home con' struction."

Specialty products include:

SolarBoard radiant barrier sheathing

. TallWall oversized sheathing

. Windstorm oversized sheathing

Stabledge sub-flooring

TruFlor sub{looring

Pinnacle FSC or SFI certified sub-flooring

W,Federalreduced OSB production by more than 530 million sq. ft. last year, through curtailments, shift adlustments, and closure of its mills in Hudson Bay, Sk., and Wawa, Ont. Open mills are located in Arcadia, La.; Edson, Ab.; Elkin, N.C.; Grayling, Mi., and Sutton, W.V.

'We continue to reduce costs to make our businesses more competitive and adjust our production levels to meet market demand," said president and c.e.o. Dan Fulton. "Although we've begun to experience some recovery in housing sales and starts, it is not yet clear that this improvement is driven by sustainable shifts in market fundamentals."

During the past year, Weyerhaeuser has been trying to sell its OSB facility in Miramichi, Sk.-which closed in June 2007-to Arbec Forest Products, P.Q. That deal fell apart in April over questions of wood allotments and a defined business plan. In July, Weyerhaeuser signed a letter of intent with an unnamed company that hopes to restart the mill.

"Until we see where these discussions lead, we're obviously not going to take any action on decommissioning," said spokesperson Wayne Roznowski, "even though we have allthe permits in place."

Structurwood radiant barrier sheathing

iLevel Structurwood Edge

iLevel Structurwood Edge Gold

SFI certified

can fluctuate due to the fact that production capabilities and cost effectiveness do not exist at every mill.

Generally speaking, add-ons such as nailing lines, skidresistant backs, etc., are available from most manufacturers and usually don't demand a premium. Sheathing products with a moisture barrier laminated to the board are relatively new and have been met with limited success.

FSC Certification: FSC-certified OSB requirements still tend to be sporadic at best and confined to some high-end custom in certain parts of the country, light commercial, and governmentjobs.

Cusrorvrnns Spnxorxc Dor.r,ans

Matt Jeffries, director of procurement, Parr Lumber Co., Hillsboro. Or.

Using 7/16 OSB as the measurement, the answer would be yes. While wall and roof sheathing has been commoditized, the branded products have been able to bring a higher value over similar commodities.

Weyerhaeuser's Edge Gold and Louisiana-Pacific's TopNotch 350 flooring are valued for their ability to prevail against the wet Northwest climate. LP TechShield radiant barrier is desirable in many of the hotter areas and customers are spending dollars for these OSB products that have additional value.

EnucarroN SBu.s rHE DEAL

Bruce " Buz" Gileau, v.p,, Cov entry Lumber, C oventry, R J There have been some cases in which some companies have touted the "improvements and value added to their products." It really comes down to not only educating the public, but more importantly educating the sales force prior and constantly during the products exposure (no pun intended) to the marketplace.

For example, citing that AdvanTech is made from multiple layers of strand board as compared to one layer pressed and contains more glue than standard OSB helps to educate the consumer. At first this is not enough to sway for the up. Add the fact that the product has a 50-year warranty against

IAII iF'fttt{ot I t lt, Vancouver, B.C., permanently closed its OSB mill in Grand Rapids, Mn., in August 2008. The company's remaining Minnesota mills-in Bemidji and Cook-were permanently closed in January 2009.

"Market conditions since the third quarter of 2009, and the outlook especially for the U.S. housing section, do not warrant making the additional investments required to make these two mills economically viable," said president and c.e.o. Rick Huff.

Production at the mill in Hill Level, Alb., which is jointly owned with Grant Forest Products, Earlton, Ont., has been indefinitely curtailed since December 2007. The company's remaining mills in 100 Mile House, B.C., Grand Prairie, Alb., and Barwick, Ont., are running at full capacity of 1.6 billion sq. ft.

. Thermastrand radiant banier

Durastrand sub-flooring

StediTred stair treads

. FSC or SFI certified

way,wa.,

delaminating and swelling, and the reluctance fades. Once educated, and tried by the consumer, the product sells itself. Our sales have risen dramatically.

Other products, such as Structurwood by ilevel and Themostat by G-P, have radiant barrier options that are helpful, but we are only beginning to investigate.

Succnss rN BErNG DrprnnnNr

Gregg Stevenson,v.p., Lyons Lumber, Franlcfort, Ky.

We are selling the Zip wall and roof system from Huber to some customers, and I do have 9' coming from Grant.

So there is some success in beins different.

Hrcn Mlms FoR GRrD LrNss

Jerry Stahl, president, Rochester Lumber, Rochester Co., N.v.

I applaud manufacturers always for trying to upgrade their products, such as the Hubers of the world with their AdvenTech line. I see that in Grant with their upgrading FlooringPlus and SheathingPlus.

The markings are an excellent add-on. Honestly, it does give me something to hang my hat on. I've got a better product. A framer's not going to miss a nail. It ends up being to both of our advantage. But is a builder going to pay more for it? Maybe when the economy's better, but right now it's a real challense

Exrnls Wonr Wrr,r,

Dale Boozer,former owner, Boozer Lumber Co., Columbia, s.c.

I think OSB extra product features are a good thing. We had been selling a lot of the foil-covered OSB for attic insulation and it worked well. We liked it.

We also sold a lot of tle pre-coated OSB for use in place of 15-lb. felt on the roof under shingles. That worked well, too, and was better than felt. Taped joints, waterproofed the new homes during construction, and so on.

Hrcn

ox Tlll Srzps. B,q,nnrnns

Paul Kinser, contractor sales vp., Central Valley Builders Supply, Napa, Ca.

The short answer is yes. Radiant barrier has proven to be a value-added development that really has legs. The popularity of radiant barrier is only going to increase as the pressure to build energy-efficient housing continues to grow, and more importantly, be subsidized.

The 9'and 10' sheets are also very popular and in high

!lFtrftl.rll(d,

Attanta, Ga.. a division of privately held Koch Industries, is bearing down on three years since it suspended OSB production at its millin Dudley, N.C.

Its six other OSB mills continue producing:

Thermostat radiant banier sheathing

. Blue Ribbon sheathing

Nautilus building wrap-covered sheathing

Blue Ribbon Sturd-l-Floor subjlooring

DryGuard moisture-resistant sub-flooring

SFI certified

demand as it require less cutting and labor because you don't have the shear breaks to fill in. You can run 10' shear from sill to rim board without a break on a 9' ceiling height, which has been the trend, down from 10' ceilings, for obvious reasons,

FSC is also gaining strength. Even though it is still a very small segment of the industry, it too will be the recipient of government dough.

lf I lz I I ll alt 1*-t I - ltlr lt l;t l\-t, Earlton, Ont., recently sought protection under Canada's Companies Creditors Arrangement Act.

"We're doing everything we can to protect jobs," said president Peter Grant Jr. "This is a proactive step to reorganize the company in a way that will help ensure our future success."

The High Level, Alb., mill that Grant jointly owns with Ainsworth is closed, as is its mill in Timmons, Ont. lts mill in Englehart, Ont., re-opened in July and is now running at full capacity.

Grant's new mill in Allendale County, S.C., is also running at full capacity. A second mill in Clarendon County, S.C., was completed last winter but never began producing due to market conditions.

. ThermoBlock radiant barrier

SheathingPlus

TitanXL oversize sheathing

. WindBlock oversize sheathing

Signature Flooring sub-flooring

FlooringPlus

RainBlock moisture-resistant sub-flooring

FSC and SFI certified

RADIANT BARRIER foil backings, such as on Ainsworth's Thermastrand panels, were cited by dealers as the most marketable innovation lor OSB.

WoN'r Pev ron FSC

Iohn A. Saunders, Economy Lumber, Campbell, Ca.

Many of our contractor customers understand the benefits of value-added products and will gladly pay the price. Some, however, do not look beyond the price at the bottom of the quote. They do not or cannot understand the "downstream" benefits and cost savings resulting from use of the product(s). Much depends on the level ofexperience ofeach

individual.

We're finding that while the FSC concept may be a good one, many customers are not willing to pay the significantly higher price associated with FSC-certified products. This is especially true when they learn that many of the products we sell come from sources with sound environmental policies and practices. In many cases these exceed FSC guidelines and standards.

SouB BnNnprr

Mark Borghesani, general manager, Kelseyville Lumber, Kelseyville, Ca.

Out here I have seen some benefit for producers. Probably the i-Level Edge Gold subfloor is the product most specified by our customers. Ainsworth's radiant barrier has been asked for by customers, also.

FSC does pop up now and then, but not too much yet. I think that for products that serve a special need or carry a warranty, the name branding really helps identify what it is. Other products like the OSB with grid lines for nailing are great, but when you tell the customer it costs more, then they usually don't want to pay the upcharge.

No CoupluNTs FoR OSB

Lynn Bethurum, product manager- structural panels, Ganahl Lumber C o., Anaheim, Ca.

The effort that has been put forth establishing OSB has been primarily a cost-saving effort with the exception of flooring. Customers seem to pay a little more for a no-sandguaranteed product. Field+ested brands usually take priority over products that have failed in our market.

Ganahl has had only one complaint on OSB performance in seven years. The producer is no longer a top 10 vendor, as they failed to cover the problem. By comparison, all of the other complaints involved structural plywood that delaminated when exposed to even the slightest moisture

STOCKING PRE-MEASURED, pre-marked panels, such as The Grid System kom RoyOMartin, help dealers stand out by providing a great service for their pro customers.

Charlotte, N.C., produces specialty OSB at its five mills in Broken Bow, Ok.; Commerce, Ga.; Crystal Hill, Va.; Eastern, Me., and Spring City, Tn.

"Homebuyers want a quiet, stiff floor and a living environment that offers superior moisture protection," said product general manager Charlie Robinson. "Even in this economy, research shows they are willing to more for building materials that deliver on performance features."

The company's two lines recently earned the Green Approved mark from the National Association of Home Builders research center and can contribute points toward certification under the association's national green building standard:

AdvanTech sub{looring and sheathing

. Zip System sheathing with water-resistive barrier

ruUitg,

Vernon, 8.C., produced 661 million sq. ft. of OSB last year, after indefinitely closing its old mills in High Prairie (February 2008) and Slave Lake, Alb. (March 2007).

"This was a difficult, but, unfortunately, necessary decision that reflects the dramatic decline of U.S. housing starts, the strong Canadian dollar, and uncompetitive operating costs," said Brad Thorlakson, president of marketing and sales.

Earlier this year, the company announced that its new OSB mill in Slave Lake would cease production as of February 13, 2009. "The ramp-up of any large-scale facility is difficult at any time," said Thorlakson. "The Athabasca Division had the additional challenge of coming online during a down-market cycle unprecedented in its severity and duration."

As a result of the closures, the mill in Meadow Lake, Sk., returned to full capacity in April 2009. "While we look fonrvard to the restart of Athabasca Divison," said Thorlakson. "we are confident Meadow Lake will allow us to serve our customer's strand-based needs until a more robust and sustained demand occurs within the North American market."

Tolko OSB

conditions, including fog.

I think that most producers attempt to overdesign their products to eliminate field issues.

OSB Srrll l Corvrrvroony

John B. Mensinger, president, American Lumber Co., Modesto, Ca.

At the moment it seems to me that OSB is still a commodity with us and our customers.

Gene Wolff, v.p.-purchasing, Kleet Lumber Co., Huntington, N.Y.

OSB has been a strictly commodity item with no advertising, marketing or merchandising techniques used on it at all. Even though I used it on my house l0 years ago, many builders look at it as an inferior product to plywood.

I have never seen it used on floors or walls on any houses bigger than 3900 to 4,000 sq. ft. I'm not under the impression that there is much that could be done to make it a more desirable item.

hrcn RsNaNr,{s Dncrornc Flcron

Mike White, general mnnager, Big Creek Lumber, Davenport, Ca.

We have two market areas where OSB is extensively used, California's Central Valley and San Luis Obisbo County. It is a commodity in these markets, and price is pretty much the major factor in making a sale.

There is little value placed upon anything value-added as it pertains to OSB. The radiant barrier is a good product and is being specified where a higher R-value is needed.

We have some Bay Area yards, too. They are primarily plywood markets. OSB is used, too; however, it's not nearly as widely accepted by builders.

Ryan Ringer, general manoger, Gold Beach Lumber, Gold Beach, Or.

Our stores have had no reaction to the branding of OSB products. The customers are more interested in price point than product features with OSB.

Matt Peterson, vp., Mead Clark Lumber, Santa Rosa, Ca.

Too late. With the downturn in new residential building, everyone is all about price. All the OSB producers are having to improve their boards just to stay even with the others.

OSB North American Capacity & Production

to produce OSB products at its two-year-old facility in Oakdale, La.

The company's newest entry is Eclipse Weather Guard, which integrates the efficiency of a radiant barrier with a vapor diffusion banier that eliminates the need for a separate house wrap.

. Eclipse radiant banier

Eclipse Weather Guard radianVvapor banier

. Tuff Strand OSB

StructWall premium sheathing

StructWall XL oversize sheathing

WindBrace oversize aL'^^rLi-^

The Grid pr"-tarkr':"Equ'rrr rv fTN .FSCcertiiied oo"'"'t

, Vancouver, 8.C., continued the indefinite closure of its PolarBoard mill in Fort Nelson, 8.C., which began last summer after a year of curtailments.

"We are determined to weather this storm and position the company to take full advantage of the recovery when it comes," said president and c.e.o. Jim Shepard.

Its remaining OSB facility is one jointly owned with LP, the Peace Valley OSB mill in Fort St. John, B.C., which now operates three shifts, five days a week, producing regular and longer-length OSB panels.

llllll! I !I.t, | 1. t, euitman, ea"

iilg:ff€ but has shut down ror.L*ii'Jr-# '*tilllE to reduce inventory. At this point, its lli singte mittis runnins

. Langboard OSB

In April, the company decided against buying Weyerhaeuser's closed millin Miramichi, Sk.

rrafnotGiFottany gTitgy"g_.t

Leonard, P.Q., had been running four mill in St. Georges de Champlin, P.Q., but shut down in mid-July for at least six weeks.

Carrring <rut newuses for incense cedar

rl'IHOUGH it's not as plentiful as |. redwood or western red cedar, incense cedar has become an important niche product for a number of western manufacturers that sell across the country-and around the world.

At 7O-year-old Kubich Lumber, Grass Valley, Ca.,locally grown incense cedar is milled into lumber for decking, siding, and outdoor structures such as gazebos and planter boxes.

"This is some of the specialty stuff that other mills won't do," said owner Tom Rowe. He bought the business in 1996, after working there for two decades.

According to Rowe, incense cedar was considered a weed tree until the 1970s and was passed up in favor of redwood and western cedar. "Now it's kind of the hot thing," he said, with customers from as far away as Japan.

Customers are drawn to the wood's resistance to decay and its ability to withstand high humidity and moisture without shrinking away from fasten-

ers. The wood also smells great and has a fine, uniform texture and light color that makes it easy to stain or finish. Other pluses include high dimensional stability with little warping or checking and its lighter weight-especially after drying.

At C&D Lumber in Riddle. Or.. incense cedar makes up about 25Vo of production and is used for interior paneling, exterior siding, and decking.

"Our latest offering is 5/6x6 decking, which is fairly new to the West Coast." said salesman Lee Greene. "Unlike redwood, which dries with raised grain, incense cedar stays smooth for decks." Another consideration, he said, is that incense cedar is usually priced a bit lower than redwood and cedar.

He explained that 5/4x6 incense cedar decking installed on 16" centers has long been favored on the East Coast. In contrast, 2x4 and2x6 on 24" centers was the norm in the West. Because of the rise of composite

decks, which are also installed on 16" centers, builders and contractors have embraced the 5/4 format.

Siskiyou Forest Products, Anderson, Ca., buys incense cedar from C&D (and other companies), and resells it to manufacturers of shutters and rustic doors.

"We buy the upper grades, D & Better clear, then dry and process it for end-manufacturers," said v.p. Bill Duchi. "Availability of incense cedar is limited, so we focus mainly on redwood and cedar, but we have handled siding, too."

Availability is limited because the trees are rarely found in pure stands. Instead, they grow among confers such as Douglas fir, sugar pine, white fir, and sequoia-or among hardwoods such as California black oak, Pacific madrone, and tanoak. A North American native, it can be found in central-western Oregon, the extreme west of Nevada, and most of California into northwest Mexico.

BEVELED SIDING made of moisture-resistant incense cedar is produced and sold by C&D Lumber lrom its facility in Riddle, Or.

PREMIUM DECKING is now offered in 5/4 x 6 format bv C&D Lumber, Riddle, Or.

Ualue-added ohstacle

Are c.e.o.s and sales managers on the same page?

By Daniel F. Jennings

fD USINESSES that develop value Llactivities gain a competitive advantage that can lead to superior profits. However, studies indicate that c.e.o.s and their top managers may disagree regarding the relative importance ofcertain value activities.

Are the c.e.o.s and sales managers from building materials manufacturing/supplier and distribution firms on the same page regarding the importance of different value activities employed by their companies? We set out to answer this question in a recent study and found that not only are they not on the same page, they are not in the same book.

For the study, c.e.o.s and sales managers were asked to rank five value activities - supplier relationships, customer relationships, competitor analysis, competitor identification, and top management activitiesusing a five-point scale, five signifying most important.

In all areas except competitor identification, a significant difference existed in the importance of perceptions between c.e.o.s and sales managers. For example, c.e.o.s from both supplier (3.78) and distributor (3.94) firms ranked supplier relationships as being the most important value activity, while sales managers for both suppliers (3.75) and distributors (3.94) ranked customer relationships as most important. All groups ranked competitor identification as being the least important value activity.

On the surface, the difference in perceptions between c.e.o.s and sales managers may well make it difficult for suppliers and distributors to achieve a competitive advantage. However, we should consider other factors. For instance, the perceptions may differ because of the nature of their positions: a c.e.o. may adopt a

strategic view of a situation, while a sales manager may adopt a tactical view of the same situation. Further, c.e.o.s may tend to focus on the profitability of their firm, while their sales managers may tend to focus on generating revenue.

Also, somewhat concerning to us. was the low ranking assigned to competitor identification by c.e.o.s and sales managers. We are concerned that c.e.o.s and sales managers may not have a process for identifying new competitors or situations in which a significant competitive force may be developing. Thus, those managers

may fail to identify the new competitors and wait too long before engaging in a meaningful response.

Numerous studies have found that a difference in perception among c.e.o.s and their top management team tends to lower performance. Perhaps the secret is to somehow have c.e.o.s and sales managers work together in the right way so that their objectives are aligned and focused on achieving a competitive

- Daniel F. Jennings is the Andrew Rader professor in industial distribution at Texas A&M University. Contact him at djennings@tamu.edu.

Perceptions of Ualue lstiyities by G.e.o.r and Salcs lianagen

Deck contest moves redwood

rnWO San Francisco Bay Area contractors took the top I- prizes in the California Redwood Association annual deck contest. But all dealers who used the contest to sell more redwood and deck packages came out winners.

"The contest does get customers excited," said John Duddleston, decking sales specialist for Mead Clark Lumber, Santa Rosa, Ca. "It lets contractors send in photos of their projects, and our customers love having their work

WINNING deck, built by Bonny Weil, features multiple levels across the back of a home in Contra Costa County with a side staircase and boardwalk to a hot tub. Spanning nearly 1,500-sq. ft., the deck was built with B-heart grade redwood, providing high durability and few knots, and left unfinished to weather naturallv.

OTHER winner, built by Weston Leavens, features two levels across the back of a Sonoma County home. The 400-sq. ft. deck was constructed with DeckMaster hidden brackets and clear, all-heart redwood for utlimate decay resistance and a knot-free appearance. The wood was sealed with a natural finish to protect its distinctive color.

noticed, which can lead to future business."

Mead Clark customer Weston Leavens. owner, Deckmaster Fine Decks, Sebastopol, Ca., was one of two $3,000 winners in the Build a Deck, Win a Deck contest, for the North Bay area. Bonny Weil, a Martinez, Ca.-based general contractor who shops at Truitt & White Lumber, Berkeley, Ca., built the winning entry for the East Bay area. The prizes are valid toward purchases at their favorite LBM dealer.

Both winners are longtime redwood users. "I've been working with redwood for years because it's so distinctive and a great natural product to work with," Leavens said. "My clients love the look and feel of redwood and its durability, and I like having satisfied customers."

"Redwood is beautiful wood and so easy to work with," Weil added. "You can get creative with redwood and create fabulous outdoor living areas."

CRA engaged independent lumberyards throughout Northem California to promote the contest. "We had strong retailer support and gave contractors a chance to show off their skills," said CRA marketing director Bob Mion. "As a result, we had a lot of gorgeous decks to choose from."

Save

Watch out for appraisals Housing recovery not without hurdles

By Gary Zauner Crow's Weekly Market Report

|CrOME of the best news for the \Jwood products industry in many months just arrived with the announcement of new one-family house sales in June. The seasonally adjusted annual rate jumped to 384,000 from 346,000 in May, an increase of ll7o.

Just as important was the decline in inventories of newly constructed homes as a result of those sales. Those have now dropped for 2'7 consecutive months, from 548,000 in March 2007 to 281,000 in June. The months' supply of new houses at the current sales pace dropped from 10.2 months in May of this year to 8.8 months, the lowest month's supply since Octobet 2007

This news came on the heels of two consecutive months of increased housing starts, the latest at 582,000 and the highest pace since the end of last year. In their latest forecast, RISI expects housing starts to remain in the range of 500,000 to 600,000 during the third quarter and to exceed the one million mark in the second quarter of next year.

In addition, existing home sales increased 3.67o in June, ending only 0.2Vo below the sales pace established in June 2008.

Affordability is still historically high. The National Association of Realtors' (NAR) Housing Affordability Index has retained a level of over 170 throughout the year (May is the latest Index available). Back in May 2008, the index was a mere 129.8.

In 2006, the percent of income used for mortgages was 23.3Vo.In May, that percentage was down to 14.6%o. Unfortunately, the key to this newfound affordability is falling home prices, impacted severely by the high number of foreclosures. The new tax incentives for "first-time" homebuyers are also adding to the affordability, although those will disappear before the end of the year.

The NARs' Pending Home Sales Index in May (latest figures to date) showed the fourth consecutive month of increases, from a low of 80.4 in January to 90.7 in May. What has rendered the increase in pending home sales less sienificant is the number of

home appraisals coming in below the agreed sales price between buyers and sellers.

Despite the more positive news surrounding housing markets, builders are having their doubts about the future of homebuilding. In the National Association of Home Builders/Wells Fargo Housing Market Index for July, builder confidence did inch 2 points higher to l7 , but it is still an extremely low number. An index reading ofover 50 indicates that more builders view sales conditions as good rather than poor.

"Builders are seeing slightly better sales conditions this month as consumers take advantage of the firsttime buyer tax credit, low interest rates and attractive home prices," said NAHB chairman Joe Robson. "but many remain quite concerned about the road that lies ahead."

One of those concerns is the increase in low home appraisals, which the NAHB says is causing onequarter of all new home sales to fall through.

On Mav 1. the Home Valuation

Code of Conduct went into effect, barring mortgage brokers, real estate agents, and loan officers from selecting appraisers for any loan that could be guaranteed by Freddie Mac or Fannie Mae. Relationships between appraisers, real estate agents, and mortgage brokers in the past were considered both too chummy and open to unethical practices. Since the new rules were established. thirdparty appraisers, often hired through appraisal management companies. are establishing the sales value of more homes.

The elimination of these previous relationships between entities seeking commissions from home sales has apparently caused more stringent, and what some argue as faulty, approaches to the appraisal process. As a result, low appraisals are much more common now than when home prices escalated by the week during the housing boom.

Proponents of the new rules argue that artificially high appraisals during the housing boom were instrumental in the record amounts of foreclosures in today's housing market. Ironically, those same foreclosures are now used in some instances as "comps." the

sales prices of other comparable homes in an area used to calibrate the appraised price of a home for sale. Foreclosed homes are usually sold for less than what non-foreclosed homes sell for, therefore they lower the average price of the "comps" and, thus, the appraised value of a home.

The most vocal opponents of the new rules are those with direct interests in the sales of homes. One of those is Lawrence Yun. NARs' chief economist, who recently said, "It's pointing to thousands of delayed or canceled transactions. We've had a massive inundation from members saying this is a big problem."

While housing statistics today are considerably more positive, hurdles and pitfalls persist in the recovery. The high rate of foreclosed homes continues, as does the escalating rate of unemployment. Money flowing trom banks remains constricted and the U.S. is riddled with debt. But for now, at least the signs of a housing recovery are appearing.

- Gary Zauner is editor of RISI's Crow's Weekly Market Report, wftlclr offers free trial subscriptions ol www.risiinJo.com/crows. Reach Mr. Zauner at gzauner@ risiinfotom.

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ence Making dollars by turning on a dime

By Carla Waldemar

ARK Dremel saw it coming. Actually, it tapped him on the shoulder-twice.

His first premonition of choppy waters soon to churn the industry was when he found himself a victim of downsizing from his managerial position at Sutherland's, in Kansas, where he'd worked 23 years. Setting out on his own-this time, on the other side of the counter as a home remodelerhe grew to sense a growing hunch that hard times were ahead for this breed of builder, too.

' So, answering an opportune want ad seeking a general manager at Mossman Lumber, a small yard in Louisburg, Ks., proved a bonus for both parties. Second-generation owners Julie and Bob Rand "liked what I brought to the table," recounts Mark with an easy Kansas twang, "and I was attracted by a yard that was family-owned, not colporate."

A yard, launched in 1963, that had done right for itself in this small town, not far south of Kansas City. One that delivered to seven counties and to the big city itself-but, as Mark was quick to observe, one that needed to reinvent itself to maintain traction in the hard times blowins their direction.

Mossman, like many a yard across the country, had focused almost entirely on the pro builder. Mark perceived the need to change that thrust, and fast: The one thing you don't want is to be the last one around to buy into a new idea.

"I got the ball rolling," he says, soon after his sign-on last September. "I saw a good opportunity to grow," he explains, and the Rands, trusting in his expertise, agreed.

Within the space of three months, the center's 2,500 sq. ft. of floor space was completely redesigned and remerchandised to attract new retail clientele. Within a new, open floor plan, aisles were widened, brightened, cleaned. Endcaps multiplied from four to nine. Items were re-grouped to make shopping easier; in fact, shopping baskets were provided. SKUs stayed about the same in number, but, department by department, were more intelligently distributed (with the help of True Value's Plan-o-gram service, available to members via the Web), adding more depth to plumbing, electrical, paint and hardware lines.

Mark paid particular attention to the paint and decorating departments in order to woo women shoppers,

who. he's well aware. act as the family's decision-makers in these fields. "We added more eye appeal, made things easier to find"-and thus, in just a matter of months, doubled Mossman's retail trade.

Sure, those folks could just as easily shop at the nearby Lowe's, Depot and Sutherland's-boxes where, Mark laughs, staffers simply "stand and point, like traffic cops." Instead, "we can give our customers the individual attention that the big boxes cannot. Experience is our fort6. The employee who handles our inside ordering," Mark pulls out a quick example, "is a fourth-generation hardware man. Our strength is that kind of expert advice: Whatever people need to help complete a project, we've got the knowledge. And we bend over backwards for our customers.

"Plus," he adds a vital footnote, "our pricing is competitive. We're not the lowest price," he's quick to clarify, "but most d-i-yers don't want the lowest price, they want a fair price. They want value."

Another bonus: "Those retail customers pay in cash, while builders have 30-day accounts."

To further cement the bond with these new retail customers, Mossman offers services like re-keying door locks and cutting keys-up to 30 a day, in fact, which works nicely to drive traffic through the store. The operation also has become an official UPS drop site. In yet another userfriendly move, store hours have been extended weekday evenings, allowing commuters returning from Kansas City to pick up items on their way home. Mark then added three hours to the former noon closing on Saturdays, which already is paying off.

Builders dote on that kind of customer-forward attitude. too. and Mossman continues to serve them better than the next guy. Delivery is free for the pros, Mark says. "PIus, they can pull up right to the door and we load them. At a Depot, they have to

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park way out, hike across the lot, find what they need (if they can), and push it out the door. The pros know we're here for them: If they need 50 2x4s in a hurry, we'll run 'em out."

To further build loyalty, Mossman refers these pros to retail customers who seek help on their projects. "We believe in relationships like these," Mark explains. "That's what doing business is all about, and people [in the business of sellingl are inclined to forget that." Big mistake.

Mossman doesn't leave awareness of the turnaround to chance. It gets the word out through advertising, with help from True Value, and also uses local radio spots, which always include the store's tagline, "We leave the coffee pot on for you." A simple, friendly message like that, he says, "gets them in the store:"-every retailer's objective. And it's working fine: "We've had lots of positive comments."

But in these grueling times, you can't feed the family on good words alone. Astutely, Mark swings a double-edged sword. He's been cutting expenses where he can, including easy moves like turning off lights and lowering the thermostat at night: "We reviewed all costs in an attempt to tighten up." As this seasoned operator knows, "In good times, that can fall by the wayside."

Simultaneously, he's monitoring his margins on a weekly, if not daily, basis. "We've looked at everything, with an eye to 'What can we increase?' Not cheat folks, certainly, and still offer value. We've found the best technique is to add a bit to the insignificant, little parts-plumbing and electrical fittings, nails and screws."

Is it working? And is it worth it? Mossman's margins have been hoisted an enviable 57o.

Foreseeing the future before it blindsides one has worked out so far. How about from now on in, Mark? "Basically, this economy weeds out the weak builders, but the good ones will still be around; right now, they're remodeling.

"My vision for Mossman, down the road, is to increase the physical size of the store, to offer more product selection and depth." To grow services and thus to grow profits. Don't look now, but I think he's gonna make it.

- Aformer award-winning LBM trade magazine editor, Carla Waldemar writes frequently on the industry. Contact her at cw aldemar @ comc as t.net.

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MOSSMAN principals (l-r, front) Bob and Julie Rand, lumber manager Mark Dremel, and (back) hardware manager Bob Haight have given customers more reasons to visit by remodeling their store and expanding products and store hours.

R:rln:ns

Grove Lumber has added a new hardware store in Romoland, Ca.; Tim Lopez, supervisor ...

The Lumber Shed. Battle Mountain, Nv., has been opened by Scott and Monica Malone, specializing in LBM and feed ...

Eco-Tec Building Supply, Bend, Or., has been launched by Hopi Jenkins, offering a full range of eco-friendly paints and building products...

Orchard Supply Hardware will reach 88 locations with the Oct. 10-11 grand openings of a new 28,000-sq. ft. store in San Rosa, Ca. (Eric Evensen, mgr.), and a 38,000-sq. ft. former Yardbirds unit in Fairfield, Ca. (Craig Loop, mgr.)...

Dunn Lumber Co.,Seattle, Wa., has paid $2.25 million for a new 8,616-sq. ft. office building near its current headquarters, to occupy once the current tenant vacates ...

Piedmont Lumber, Pittsburg, Ca., lost a lumber warehouse in a late-night Aug. 2I blaze; early indications suggest the fire was intentionally set ...

Ace Hardware opened a27,O0Osq.-ft. store with 10,000-sq.-ft. garden center Aug. 13 in the former Yardsbirds in Alamo. Ca.: Christopher Ktetz,owner ...

Trimble True Value, Durango, Co., was opened Aug. 10 by Steve and Karen Simonson; they plan on adding a garden center in the spnng

SRS Acquisition Corp., McKinney, Tx., has expanded into the Rockies with its acquisition of Shake & Shingle Co., Denver, Co.; it will immediately expand the inventory and workforce, double the size of its fleet; SRS operates

24 DCs and six other divisions, including Stoneway Roofing, Seattle, Wa. ...

Building Industry Partners, private equity firm with offices in Los Angeles, Ca., and Dallas, Tx., has agreed to take over Stock Building Supply's four shuttered yards in Connecticut, seven in New York, and 13 in Wisconsin, all in partnership with their respective general managers

Lowe's was denied planning commission approval to build in Santa Rosa, Ca.; won planning commission approval to build a t20944- sq. ft. store with 31,384sq. ft. garden center in Vallejo, Ca.; expects to open in February in Colorado Springs, Co., and began building a 116000-sq. ft. store on 28 acres in Concord, Ca.

Wlousrurrs/trrurlcrurrrs

North Pacific, Portland, Or., agreed to sell its stock to an unnamed private equity firm, to facilitate expansion; the deal is set to close in the 4th quarter

Superior Wood Treating, Sumner, Wa., has begun manufacturing D-Blaze interior fire retardant wood products

Redwood Empire, San Jose, Ca., has moved its So. California office from Temecula to Carlsbad ...

Cascade Hardwood, Chehalis, Wa., cut back to a single shift Aug.

Send us your news!

Have your recent expansion, promotions or other company changes published in the next issue of The Merchant Magazine. Just email your news to kdebats@building-products.com or Fax to 949-852-0231.

(a free service)

28, laying off 60 workers; the sawmill hopes to restore its second shift late next year, if the market lmproves

Hoquiam Plywood, Hoquiam, Wa., restarted Aug. 3 with two shifts, after an 8-month shutdown; no word on the possibility of reviving the 3rd shift ...

Sierra Pacific Industries indefinitely idled its Standard sawmill in Sonora,Ca....

Parr Lumber Co., Chino, Ca., has been Forest Stewardship Council chain-of-custody certified

Western Woods Inc., Chico, Ca., is now distributing FastenMaster deck screws ...

Trimco Millwork. Salt Lake City, Ut., is now distributing Fiberon decking & railing lines in Az.,Co.,Nv., N.M., and Ut. ...

Pacific Western Wood, Los Angeles, Ca., is now importing BamPly bamboo panels from China...

BlueLirm Corp., Denver, Co., is now distributing LiteSteel beams to Colorado, eastern Utah, southern Wyoming, and western Nebraska ...

BlueLinx Corp., Denver, Co., is now distributing LifeTime Composites' LifeTime Lumber decking and fencing in Az., Nv., and So. Ca.

Anniversaries: Pine Cone Lumber Co., Sunnyvale, Ca., 50th Westside Building Supply, Lynden, Wa., 50th Nevada County Hardwoods, Grass Valley, Ca., lst...

Housing starts in July fell l%o to a seasonally adjusted annual rate of 581,000, depressed by a I3Vo

(Please turn to page 35)

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

Srprrmrrn

BC Wood - Sept. 10-L2, global buyer's mission, Whistler Conference Center, Whistler, B.C.; (877) 422-9663.

Horizon Distribution Inc. - Sept. 12-13, annual market, Yakima Convention Center, Yakima, Wa.; (800) 541-8164.

Hoo-Hoo International - Sept. 12-15, annual convention, Harrah's Hotel & Casino, Reno, Nv.; (800) 979-9950.

RISI North American Forest Products Conference - Sept. 1416, Westin Gaslamp Quarter, San Diego, Ca.; (212) 53'l-9130.

North American Wholesale Lumber Association - Sept. 14-17, wood basics course, Salbasgeon Suites & Conference Center, Corvallis, Or.; (847) 870-7470.

Willamette Yalley Hoo-Hoo Club - Sept. 16, trap shoot, Sportsman's Club, Creswell, Or.; (541) 485-59'79

Door & Hardware Institute - Sept. 16-26, annual conference & expo, Gaylord Palms Resort, Orlando, Fl.; (703) 222-2010.

Jensen Distribution Services - Sept. l7-l9,fal1 market, Spokane Convention Center, Spokane, Wa.; (509) 624-1321.

Western Wood Products Association - Sept. 18, Lumber Pioneers annual meeting, Monarch Hotel, Clackamas, Or.; (503) 224-3930.

Remodeling & Decorating Show - Sept. 18-20, Davis County Conference Center, Layton, Ut.; (818) 557-2950.

American Architectural Manufacturers Assn. - Sept. 20-23, national fall conference, Henderson, Nv.; (847) 303-5664.

Portland Hoo-Hoo CIub - Sept. 23, membership drive, Hayden's Lakefront Grill, Tualatin, Or.; (503) 647-5011.

Pacific Northwest Association of Rail Shippers - Sept,23-24, fall seminar, Valley River Inn, Eugene, Or.; (503) 656-4282.

Forest Products Society - Sept. 28-30, intemational conference on wood adhesives, South Lake Tahoe, Nv.; (608) 231-1361.

National Hardwood Lumber Association - Sept. 30-Oct. I, annual convention, Sheraton, Boston, Ma.; (901) 377-1818.

Building Component Manufacturers Conference - Sept. 30Oct.2, Phoenix Convention Center, Phoenix, Az.; (608) 3106722.

Ocrorrn

Mountain States Lumber & Building Material Dealers Association - Oct. 1-3. fall conference. The Inverness Hotel & Conference Center, Englewood, Co.; (800) 365-0919.

True Value Co. - Oct. 2-5, fall market, Salt Palace Convention Center, Salt Lake City, Ut.; (773) 695-5000.

Remodeling & Decorating Show - Oct. 3-4, Los Angeles Convention Center, Los Angeles, Ca.; (818) 557-2950.

Association of Millwork Distributors - Oct.7-12, annual convention, Marriott Rivercenter Hotel & Henry B. Gonzalez Convention Center, San Antonio, Tx.; (727) 372-3665.

Do It Best Corp. - Oct. 10-13, fall market, Indiana Convention Center, Indianapolis, In.; (260) 748-5300.

Western Wood Preservers Institute - Oct. 11-14, annual meeting, Sheraton, Lahaina, Maui, Hi.; (800) 729-9663.

Composite Panel Association - Oct. 18-20, fall meeting, Hyatt, Baltimore, Md.; (301) 670-0604.

Moisture in Building Materials 2009 - Oct. 19-20, conference, Marriott City Center, Charlotte, N.C.; (800) 216-8395.

Lumber Association of California & Nevada - Oct,22-23, annual convention, San Diego, Ca.; (800)266-4344.

Ace Hardware Corp. - Oct.23-25, fall market, Georgia World Congress Center, Atlanta, Ga.; (630) 990-7662.

Remodeling & Decorating Show - Oct.24-25, Orange County Fairgrounds, Costa Mesa, Ca.; (818) 557-2950.

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Lumber Association of California & Nevada's 2nd Growth group will meet for a dinner meeting Oct. 1 at the Embassy Suites, Brea, Ca. LACN's annual convention-Oct. 22-23 at the U.S. Grant Hotel, San Diego, Ca.-will feature Alan Beaulieu, Institute of Trend Research, on "The Future Is Your Decision: Making It through the Great Recession," and Laura Innes, Simpson, Garrity, Innes & Jacuzzi, with a "2009 Employment Law Legal Update for Employers."

North American Wholesale Lumber Association expects 220 exhibiting manufacturers and over 1,200 attendees at its upcoming Traders Market Nov. 5-7 in Chicago,Il.

Association of Millwork Distributors for the first time is opening its trade show to the entire housine and

building material industry.

AMD's 45th annual convention, Oct.7-12 in San Antonio. Tx.. will include a three-day millwork expo, eight educational sessions, and a keynote address by former Southwest Airlines c.e.o. Howard Putnam.

Western Building Material Association has scheduled its 106th annual convention for Nov. 4-6 at Bendson Hotel, Portland, Or.

APA-The Engineered Wood Association has booked former senator John Sununu to kick off its Nov. 14-17 annual meeting at the RitzCarlton, Amelia Island, Fl.

APA officials will speak on a variety of topics, including market research, forecasts, and implications for an industry-wide initiative to position forest products as the superior environmental choice.

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Prospecting equals power

By James Olsen

DROSPECTING makes us better I. sellers. Prospecting. more than anything we do, keeps our sales skills sharp. Many sellers only call on their "sugar-baby" accounts. When one (or more!) of these accounts blows up these sales people cannot dig their way out because their sales skills have withered away.

If we don't have new business coming in, our current customers own us-and they know it. Winning a negotiation with a customer who owns us is impossible. Prospecting not only makes our sales skills stronger, it makes margin maintenance and growth possible.

Schedule a time

"I plan to prospect, but I never get around to it. I come in with every intention of prospecting, but the day it takes on a life of its own. Between selling my current customers and putting out fires, I never get to prospecting."

Not prospecting is a fire! If we do not take care of our future (prospecting), we are scheduling a future dip in sales. To make sure prospecting gets done, we schedule our prospecting time. We take no other calls-we prospect. If we do not schedule a time,

it will not happen.

Life blood

Prospecting is the life blood of building and growing a sales career. One of the biggest mistakes made when times get tough is to call the same customers more often. This is insane, but I see it every day. The fear or distaste for prospecting is so strong that the only choice (seemingly) is to call on our existing accounts as a drowning man grabs for anything to live.

Fear of Christmas Past

This fear of prospecting stems from a couple of areas. It is more fun to do business than to look for business, but the main reason salespeople don't prospect is because they don't want to feel what they felt when they started in the business. When we begin our lives as salespeople our whole day is spent prospecting. It is a scary, frustrating time. The rejection level is high. Fear of failure is constant. Most salespeople never forget these early years.

After we have built our business and have some success we spend more and more time with existing customers and start to enjoy the fruit of our work. This makes selling fun. It is only nat-

ural to want to do more of this activity. But to be champions, we must embrace ongoing prospecting as a way of life.

Are we ready?

To prospect effectively we must prepare for the major objections we will face. Below are objections and responses that cross industry lines. When we are prepared with answers to these basic objections. our prospecting will go smoother and produce more new customers.

. "I'm happy with my cunent supplie*'

"Mr. Customer, I don't want to get in the way of your current relationships, but I know I can help you grow. Let me become a secondary supplier for you. If anything happens with your current situation, you and I will already know each other. You will already know the quality of my products and service."

.

"1'm not buying right now."

"The purpose of my call is not to sell you. I am calling to see if you and I are a goodfit. Let's talk more about your business and see if we can help each other."

.

"Your compan! burned me in the past.:

Acknowledge and change the subject. "We have had some bad apples in the past. (Acknowledge) We have weeded them out as we learn and grow as a company. The good news is that I am calling you now. (Change subject) I am honest, hard working, and know I can help you."

.'W.SJB.U.?"

All objections are children of this objection. "Why should I buy from you?" is the underlying question of every customer we meet.

"You should buy from me because I am currently helping customers just like you. I am a money-making partner to my customers, and I can help your profits also. I am honest. I stand behind everything I say and sell. Let's work together for a couple of months; I know you will love the profits we generate together."

Embracing prospecting will make us better prospectors, better salespeople, and will grow our business. Prospecting is power!

- James Olsen, Reality Sales Training, specialirys in sales training for the lumber industry. Reach him at james@ r e ality - s ale straining.com or ( 5 03 ) 544 - 3 572.

TrusJoist Reborn As RedBuilt

Atlas Holdings LLC, Greenwich, Ct., acquired Weyerhaeuser's former TrusJoist commercial division and will establish it as an independent business to be renamed RedBuilt. The name honors Harold "Red" Thomas. a wholesale lumberman who started TJ in 1960 with inventor Art Troutner.

The newly named company has manufacturing facilities in Chino, Ca., Hillsboro and Stayton, Or., and Delaware, Oh., as well as l3 design and sales offices across the country. Headquarters will be reestablished in Boise, Id., and members of TJ's former management team will return as investors and managers.

Tom Denig, former TrusJoist c.e.o., will serve as chairman of the board, with Bill Walters, former general manager and v.p.-operations. as vice chairman.

President and c.e.o. will be Kurt Liebich, who oversaw commercial and industrial operations at TJ before succeeding Denig as c.e.o.

In all, about 230 employees will transfer from Weyerhaeuser to Atlas.

"We're impressed with the tradition of excellence the companv has

built and the entrepreneurial drive to unlock growth opportunities in the commercial-building sector," said Liebich. "The team at RedBuilt is poised to take our business to a bold, new level and in the process resurrect the can-do culture and spirit of innovation."

Roof Supplier Adds In Oregon

Redding Roofing Supply, Redding, Ca., opened its fifteenth R&S Supply branch Aug. 3 in Eugene, Or.

The former Lumber Products facility sits on five acres with 80,000 sq. ft. of covered storage and a rail spur. Marty Janisse is branch manager.

The 32-year-old wholesale distributor now operates two branches in Oregon, two in Montana, three in Idaho, one in Nevada, and seven in California.

Bison Released From Leases

A bankruptcy courtjudge has freed Bison Building Materials, Houston, Tx., from I I property leases that it claimed were preventing it from returning to profitability.

Bison stopped rent payments in

May after closing the yards earlier in the year. They include two in Aurora, Co.; Albuquerque, N.M.; Las Vegas, Nv.; San Antonio, Conroe,Irving, and three in Houston, Tx., and Monroe, Oh. The chain said it had attempted to sublease the shuttered facilities, but could not find tenants for the majority.

Bison traces its problems to overaggressive expansion along the Interstate 35 corridor. Once with 24 locations, Bison now has eight yards in the Houston and Beaumont region.

Weyco Parts With NW Lands

Weyerhaeuser Co., Federal Way, Wa., agreed to sell roughly 140,000 acres of timberlands in northwestern Oregon to an affiliate of Campbell Group, Portland, Or., for approximately $300 million. The deal is expected to close in third quarter 2009.

In addition, Weyco is considering selling up to 82.000 acres in as many as five tracts in southwestern Washington.

Combined, the Oregon and Washington deals would represent about l}Vo of Weyco's 6 million acres of U.S. timberland.

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Making energy efficiency a growth engine

fT'S BEEN said that there are no lcertainties in life except death and taxes, but I propose that there is at least one more-energy efficiency.

At least, in the realm of residential construction and the retail supply chain, there is no doubt that both market and government requirements for energy efficiency will continue to grow for the foreseeable future. There are several drivers, and suppliers who understand them can shape their retail strategies and tactics to maximum benefit.

Let's start with the macro-economic trends. Regulations are toughening energy efficiency requirements in building codes and making green building guidelines mandatory. Nascent energy retrofit programs will likely continue for years, supported by rebates and other incentives. Carbon regulations, coupled with supply and demand issues, ensure that the long-term costs for fossil fuel will increase. Homebuyers are seeking, and will continue to seek, more energy efficient homes, and home builders are learning that energy efficient homes are easiest to sell and at premium prices.

Lastly, product manufacturers will continue to rollout technology innovations that make it easier to build energy-efficient homes and retrofit existing ones. The upshot of all this is that there will be a growing number of pros and homeowners looking for options that contribute to energy efficiency.

For dealers and distributors, the obvious strategic play is to position your company as an authority on

energy efficiency. The key to making this work is finding ways to build energy efficiency knowledge into the fabric of your organization, and this requires an investment in people. Involve everyone at the beginning. Identify key management and staff and send them to training. Make them responsible for creating a plan for including additional staff, identifying key products appropriate for your region, creating effective merchandis-

By Jay Tompt

them the centerpiece of your merchandising effort?

With organizational knowledge in place and innovative products on the shelf, the next step is connecting with customers. Signage in your store and yard should be a given. The overall message hierarchy should emphasize staff expertise, low cost of ownership, rapid payback, rebates, and incentives.

There should also be plenty of opportunities for customers to educate themselves, so hangtags, booklets, kiosks, and other ways of offering customers more information are key. Most product manufacturers will gladly help with this task, so don't be shy about asking them to contribute.

Finally, host energy efficiency workshops led by your most capable staff and invite local weatherization and retrofit firms. Keep in mind there are a growing number of non-profits doing this work, too, as well as city leaders, green building experts, and, of course, vour best customers.

ing programs, and reaching out to key customers. While LEED seems the obvious choice, I recommend having a look at Passive House Institute (www.passivehouse.us), which promotes the most innovative approaches to energy efficient building design.

While there are a growing number of product and material innovations, it's important to choose products that work in your region and clearly demonstrate that you're on the leading edge. Energy lost through windows is enormous, so why not stock the most efficient options and make

From new home construction to home improvement projects, the leading priority is, and will continue to be, energy efficiency. Dealers that invest the energy in making themselves experts will have created a growth engine that will carry them through the next business cycle and beyond.

- Jay Tompt is managing partner of William Verde & Associates, a consuhing ftrm dedicated to helping LBM and home channel retailers, distributors and manufacturers become green leaders in their communities. He can be reached at info@ williamverde .com or (415 ) 321-0848.

American Expands To Nevada

McKillican International has expanded its American Hardwoods division to Nevada.

McKillican's distribution centers in Las Vegas and Reno, Nv., which have been carrying hardware and decorative laminates since the mid-1990s, have added hardwood lumber and panels.

With the growth of the hardwood division, American has also bulked up its management. John Parr, exCertified Forest Products, is now San Francisco, Ca.-based regional business manager, overseeing the branches in Las Vegas, Reno, San Francisco, Phoenix, Az.; Boise,Id., and Salt Lake City, Ut.

Jim Eva, ex-Lumber Products, has joined as hardwood products manager for all U.S. and Canadian locations, based at American Hardwoods' reload in Winston, Or.

McKillican renamed its hardwood division after purchasing American Hardwoods and its Phoenix branch in February.

Fremont Dealer To Expand

Dale Hardware, Fremont, Ca., has submitted a tentative plan to more than double its square footage by adding two new garden centers, offices, retail space, and an enclosed, drive-through lumber center. Two nearby buildings would be demolished for additional parking area.

Owner Gar Smith said that parking and landscaping issues could scuttle the project. One key issue is how the expanded store will mesh with future development at a vacant city-owned 6.6-acre lot across the street. "We are on a condensed site tlat we are trying to max out as much as we can," he said.

Daren Fields, the city's economic development director, said Dale's is one of the few local businesses expanding during the recession. "They are bucking the trend in a positive way," he said.

ldaho Yard Ordered To Move

Western Heritage Timber Products was given just 14 days to move more than a million dollars worth of lumber off its property in Driggs, Id., and close its business operation because it failed to get a business license, an occupancy permit, and a required conditional use permit. The company has occupied the site since May.

County officials issued the directive on Aug. 20. Owner Gary Engman

could face jail time and fines up t0 $1,000 for each day the business is not in compliance with the order.

At a planning and zoning meeting held in mid-August, residents objected to Western being allowed to operate out of a building originally used for a Ford dealership. They complained of large piles of lumber stacked around the business and noisy equipment that is required to operate the facility.

"This was not zoned for his use," said Scott McKague, owner of nearby Valley Mortuary. "People are trying to live, people are trying to have funerals-it's very quiet. To see that building get used the way it is right now is an embarrassment to the community."

In the meantime, Engman is talking with officials to find a location suitable for storing lumber.

onqls

Tom Carlile has been named c.e.o. and a director of Boise Cascade, Boise, Id. He replaces Duane McDougall, who remains chairman of the board.

Scott Kassahn is the new sales mgr. at OrePac Building Products, Sacramento, Ca.

Ted Zaragosa has joined the sales team at Western Woods Inc., Chico, Ca. Genelle Frontin is new to outside sales.

Glenn Bell has retired as sawmill supervisor for Sierra Pacific Industries, Shasta Lake, Ca., after 43 years with SPl. Also retiring are Bruce Belloni, as Arcata, Ca., mill supervisor after 33 years, and Frank Pitt, after 20 years as timber mgr. in Arcata.

Mirela Cunjalo has been named product marketing specialist at LMI Technologies, Delta, B.C.

Gary Curtis has retired after 50 years with the Columbia River Log Scaling & Grading Bureau, Eugene, Or. He is succeeded as general mgr. by David Chafin.

William Currie has retired as fulltime executive chairman of Universal Forest Products, Grand Rapids, Mi., but remains as chairman of the board.

Peter Corr, v.p.-sales, BW Creative Wood Industries, Maple Ridge, B.C., has resigned after 11 years to pursue other opportunities. Bob Ross is new as sales & merchandising mgr. Christine Abercrombie has been promoted to customer service mgr. Steve Hayek has rejoined the inside sales team as product specialist.

Brendan K. Lowney and Paul F. Jannke have assembled a team of former RISI economists to form

Forest Economic Advisors, Westford, Ma. Lowney is principalmacroeconomics; Jannke, principal-lumber; Gregory H. Lewis, v.p.-wood panels; Brian P. Doyle, v.p.-sales; Rocky Goodnow, director-timber, and Erik Kankainen, senior economistbioenergy & timber.

Bob Berg and Bernard Fuller, cofounders, have rejoined RISI to head up, respectively its North American lumber and North American wood panels forecasting services. Former RISI director Peter Barynin has returned to oversee RISI's North American timber forecasting service.

Doyle R. Simons, chairman and c.e.o., Temple-Inland, has been selected as this year's RISI North American C.E.O. of the Year for the forest products industry.

Patrick Nagy, general mgr., Denair Lumber Co., Denair, Ca., has been named to the Gustine City Council.

Morris Knotenuff is the new sales mgr. at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

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For highly experienced and personalized service contact Frank "Lud" Mc€rary, Janet McCrary Webb or Jim Busick

Washington Dealer Closes

Ritzville Contractors Supply, Ritzville, Wa., closed August l, due to the economy.

Owner Gary Kelly bought the business (formerly called Best Building Supply) earlier this year. He said that the economy, plus an "outside influence" that disrupted cash flow, made it difficult to keep the doors open.

He said, "An outside influence filed bankruptcy and that had an $80,000 impact on my finances. We had great employees who worked very hard to get the Contractors Supply going."

Kelly noted the past few months have been difficult for his wife and four young sons. "You can only float on your savings account for so long until it runs out," he said. "The circumstances were insurmountable. The lumberyard was more of a casualty to the situation, not the cause."

Cigarette Sparks Yard Blaze

Authorities suspect that a cigarette tossed from a passing vehicle may have started an Aug. 22 fire that spread to Cal Coast Wholesale Lumber. Ukiah. Ca.

Firefighters discovered the burnt cigarette butt laying on the grass near the yard in an area not frequented by walkers, which led them to believe it came from a passing vehicle. Fire chief Jay Beristianos said that it is not common to find the actual cigarette after such alarge, but "this was pretty clear. We were fortunate that the fire didn't travel any further."

Cal Coast estimated losses of $250,000, including lumber, miscellaneous equipment, and asphalt that melted due to the high temperature of the fire.

Trio Of Burglaries Plague Yard

Foster Lumber Yard, Vallejo, Ca., suffered three burglaries in just over a week.

When police responded to a July 30 call about broken glass, no suspects were found but a surveillance video revealed the image of a stocky male adult in a heavy coat, wearing dark jeans and a dark baseball cap.

"He was seen throwing bricks at the door until it smashed, and then he went in and took two power saws that were on display," officer Lee Horton said. He said that the two earlier break-ins-on July 2O and luly 27, resulting in the loss of an air compressor and two nail guns-also involved shattering the yard's glass entryway.

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Friedman's Uncovers Theft Rings

An intcrnal investigation at Friedman's Home Irnprovement store in Sonoma. Ca.. and its warehouse in Petaluma. Ca.. uncovered two theft rings that nettcd more than $100,000. Five cmployees have been arlestcd and authorities are seeking a sixth.

"In retail. internal theft is a significant issue. When pattcrns dcvelop you have to investigate," said chief financial officcr David Proctor. "Wc bcgan to notice that Sonoma losses were

much higher than the other stores."

He said that the store's hired investigator discovered two parallel groups operating, onc in the store and one in the warehouse. Thc thefts included power tools, building materials. barbecues. cement, windows, and othcr materials.

One of the rings involved a drivcr fiom Friedman's Petaluma warehouse and an cmployee at the Sonoma storc where mcrchandise was diverled. The

GEO. M. HUFF LUMBER COMPANY;

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second ring involvecl a yard workcr and threc cashicrs who conspirecl to load up trucks fbr fricnds and family and then pay thc cashicrs tcl look the other way.

Proctor added that while the discovery "challen-tcs us. wc have a very strong belicf in our employees. This was apparently six people out of 3-50. We still believe in our staff."

Among those arrested and char-ccd uith gr;.utd thell arrd conspirael werc driver Vinccnte Valencia. 2l ; yar.cl worker Carlos Gonzalez, 31, ancl cashiers Adricnne Garrison, 26; Kisha Waiolama. 3l and Matritza Barayas Barrera. 2l

The yardman allegedly paid the cashiers to look thc other way as he loaded up trucks fbr friends and l'amily. Authorities arc looking for Michael A. Fernandez.44, whom they suspect has fled thc state. He and Valcncia were reportedly workin-r together. lt is not clear how long the two ring: h:rtl bccn operlting.

Montana Mill Adds Retail Unit

Dcspite the slow economy. RBM Lumbcr hlr: ope rtcd l new store in Missoula, Mt., and will improve its mill in Colurnbia Falls. Mt.

"It's tough, but you just huve to think a little harder. work a little halder," said co-owncr Roy Thompson. "We're tryin-u to look at ways wc can take advantage of this."

The family-owncd company does its own logging in fbrests in northwest Montana and produces rnostly specialty wood products. such as bcams, mouldings and flooring.

"There's a lot of variety, and peop1e like that, so they can get what really fits their nceds," he said.

"We've becn wanting t0 open a store here for a long time and this just kind oi gavc us thL' opp()rtunity lo ge I that done." said Robinson.

Wood Free From Lead Rules

The federal Consumer Product Safety Commission has decided to cxempt untreated wood, paper, paperboard and corrugated packaging fronr costly new lead-testing requirements on the grounds that the materials mect even the most stringent CPSC lead standards.

"Thc commission's action provides a direct bcnefit to consumers because it cnsurcs that renewable and recyclable paper. packaging and wood products will continue to bc available at a reasonable cost." said Donna

Harman, president and c.e.o. of the American Forest & Paper Association, which lobbied for the exemption. Manufacturers of untreated wood are relieved from testing requirements of Secrion 102 of the CPSIA, although finished products made from the materials still must meet the act's lead limits.

Trex Settles California Suit

Trex Company has entered into a settlement agreement that will resolve a class action suit filed in California by a group alleging certain product

Cal

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defects. A hearing for final approval has been set for Oct. 30.

The suit came about when two customers alleged that their Trex decks suffered from surface flaking and the company failed to provide adequate remedies. ln 2001, Trex publicly disclosed that a manufacturing problem affected a small percentage of product manufactured at its plant in Fernley, Nv., beginning in 2003, that has since been remediated.

Under the settlement, Trex will continue to honor its warranty by replacing product and will also pro-

vide partial reimbursement of labor expenses to affected consumers, dependent on the size ofthe deck.

"Our decision to settle the case is not an admission of any of the allegations made by the plaintiffs, but rather a way to avoid expensive and timeconsuming litigation," said president and c.e.o. Ronald Kaplan. "Although we were fully prepared to defend this action and we strongly believe we would have prevailed, we were offered the opportunity to settle on terms that we feel are a win-win for both Trex and our consumers."

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K-Ply Mill Comes Back

The former K-Ply mill in Port Angeles, Wa., has been acquired by a group of investors and will be reopened as Peninsula Plywood-the 68-year-old facility's original name.

President and co-owner Josh Renshaw was sales manager of K-Ply, which was last owned by Klukwan Inc.. Haines. Ak. He and the other investors negotiated a long-term lease with the port of Port Angeles that requires the new owners to begin renovating and repairing the mill within 45 days. It also calls for the hiring of at least 60 full-time workers in the next three months.

K-Ply closed in November 2O07, putting 132 employees out of work. The mill equipment was seized by Sterling Savings after loans were not repaid, and mill buildings on the 19acre property were seized after the former owner stopped paying rent.

"Plywood is a big part of the history of this town," said Renshaw. "Now we can see it in the future as well."

JM Buys Montana Producer

Johns Manville Corp., Denver, Co., has acquired spray-foam insula-

tion manufacturer Corbond Corp., Belgrade, Mt.

JM will begin marketing Corbond III, a closed-cell polyurethane foam plastic insulation product, to complement its own line of fiberglass building insulation.

"Our customers asked for a spray foam product, and we answered their call with one of the most advanced, performance-driven closed-cell foams available," said Mike Lawrence, v.p. and general manager for JM's insulation-systems division. "The acquisition of Corbond allows us to offer a continuum of high-quality insulation products."

Corbond's employees will continue to work at its Belgrade manufacturing plant, where JM also plans to build a product demonstration and training facility.

Forklift Maker Realigns In U.S. German forklift manufacturer Jungheinrich is closing its North American sales office and will distribute its equipment through Mitsubishi Caterpillar Forklift America dealers. Effective January l,2O1O, MCFA becomes the exclusive distributor of

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Jungheinrich in the U.S.. Canada and Mexico, with the close of Jungheinrich Lifi Truck Corp., Richmond, Va., and its dealer network.

In 2008, Jungheinrich held l.2Vc of the North American market, selling some 1,900 forklifts, while MCFA had more than l}Vo of the market.

Jungheinrich will open a dedicated design center in Houston, Tx., where it will design new models. It will also supply some Catepillar-branded Class I trucks and Mitsubishi-branded Class 3 products.

The Cat line will now focus on sitdown Class l. 4 and 5 counte rbalanced modeis, and the Junghcinrich line on narrow aisle Class 2 and 3 products and select Class I models. The Mitsubishi linc will not change.

News Briefs

(ContinLtctl .frotn ytga 22)

drop in multifamily activity

single-family starts rose for the fifth straight month, inching up | .7a/o to a 490O00 annual pace permits l.8o/a to a yearly rate of 560.000 ...

EcoBlu Products, Carlsbad, Ca.. has signed a definitive merger agreement to be acquired by N8 Concepts. Littleton, Co.

Fiberon s Sensibuilt PVC decking has passed new California Building Code requirements and is now included in the California Department of Forestry & Fire Protection (Cal-Fire) Wildland Urban Interface (WUI) Products handbook...

D ev c on's TrimBonder Adhesive has been certified by the Greenpuard Environmenteil Institute as a low-emissions buildins material suitable lor indoor use

Reid & Wright, Broomfield, Co.. has relaunched its website at www.reidwright.com ...

East Teak Fine Hardwoods. Dallas. Tx., unveiled a new blog site at blog.eastteak.com

Fairfar Lumber & Hardware, Fairfax, Ca., was honored as a Small Business of the Year by the local Chamber of Commerce.

Should Dealers Expand

Now may be the right time tcr launch a new business, according to a new survey by Ace Hardware.

More than a third of the 538 small business owners surveyed in the new Ace Hardware Entrepreneurship Study said they would advise someone to start a business in 2009. Another 29o/a mighr recommend a business launch. while only 9o/o said absolutely not.

"These findin-es may appear counter-intuitive in today's climate," said John Venhuizen, Ace

In Tough Times?

Hardware's v.p. of business development. "Yet, the small business owners who were surveyed have experienced first-hand how challenges beget oppoftunity."

Over half of the respondents cited the job security of being one's own boss as a major benefit of owning a business, wilh 28o/o saying they "absolutely" have more job security. Other top benefits: independence (7 3Vo), flexibility of schedule (13ok), and a sense of fulfillment or achievemenl G9%).

Bosed in Annopolis, MD, Fletcher Wood Solutions@ is the lorgest monufocturer of defect-free, oppeoronce grode rodioto pine products in New Zeolond. Distributing our cleor bocrds, mouldings, LIFESPAN"' treoted wood, ond lumber to the North Americon mcrket through our proven ond completely integroted supply choin, Fletcher Wood Solutions' mointoins direct occess to one of the lorgesi FSC certi{iedo pine plontotion forests in the world.

Radiata Pine Plywood

Selex plywood is made from radiata pine sustainably grown on Empresas CMPC's Chilean pine plantations.

Panels reportedly are knot-free in appearance grades and have thickness precision and dimensional stability.

They also are certified PS l-07 engineered plywood and meet UL requlrements.

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Really Large Fasteners

Jumbo fasteners from Fasco America can be used for heavv-dutv framing. engineered lumber. eiterior decks, and other applications.

They are available in plastic strips and sheets and wire coil collations that are compatible with most common brands of nailing tools.

The company also makes its own line of nailers, with rugged designs, limited recoil, and accurate balance.

- Vi s i t www.fascoam e r i ca.com

SealYour lp6

Ipe Oil hardwood deck finish from the Ipe Clip Co. is specially formulated for exotics hardwoods.

ern red cedar are pre-primed and cured at the mill, then packed in a heavy-duty box.

- Visit www.bostoncedar.com

The finish reportedly is durable, invisible, stain resistant, and does not alter the original finish or appearance of the wood.

It uses transoxide pigments for grain enhancement, and U.V. screens for protection against the sun's harmful rays and temperature fluctuations.

- Please visit www.ipeclip.com or call (866) 427-2547

Drainable Housewrap

Benjamin Obdyke's Hydrofi lament drainable housewrap reportedly delivers 140 times more drainase than standard housewraps.

A patent-pending design creates a path for moisture trapped behind cladding to flow freely, ensuring that exterior walls dry quicker.

More Than Level

C.H. Hanson's precision level features a patented 360' rotating aviation ball, transforming it into three tools in one.

Each 39"x100' roll also resists moisture and air penetration into the building, contributing to a structure's energy efficiency.

- Please call (800) 346-7655 or visit www.benjaminobdyke.com

Wood-Look Tile

Portobello America's Ecodecor porcelain tiles have the look of wideformat oak flooring.

Five aged-oak colors are achieved by using the same pigments used to dye natural wood.

Sizes include 4"x48".6"x48". and 8"x48", as well as specialty tiles.

- Please call (954) 969-1616 or visit www portob e lloameric a.c om

The device can read if a surface is level or plumb, check two directions at the same time, and measure angles and pitches.

- Visit www.chhanson.com

Finished Cedar Fencing

Reclu'ood Ernpirc's ncw linc of kiln-dricd ccdar lcncing is finished with a vnater-basccl stain ll'om Arcl.r Chcmical. plus a il'ater-rcduciblc linseccl oil tirr incrcascd pcnctrltiorr and durabiliti'.

Thc product is available in -5/8" ancl 3/4 x 4". in nominal widths and "l' to 8' lengths.

P I c a.s e lr.ir/ rlrlrr'.1'cr1v' t t t t t I e ntp.t' t ttt

Spray Foam Insulation

Enertitc open-ccll. splal'-applicd polyurethanc foanr insulation liom BASF proviclcs solrrrd absorption. hcalthicr incloor air crualitv. ancl orcltcction from thcrlrral leaks.

The water-blown fclanr flows intcl difficult to reach arcas to crcate a scamless scal.

Cclmbincd with propcr mechanical ventilation. it eln in'rprove air qualily by inhibiting the growth of'mold and lnilclew.

Stucco Sealer

Stucco Guard watcr bascd acrylic sealcr from SealKrete provides a toush. r'atcr-resistant film for ncw or aged stucco surfnces.

Thc product meets standarcl testing (ASTM E-5 l-1) tbr

wind-driven rain up to 124 mph, to help eliminate the damage and decay caused by moisture penetration.

- Call (800) 323-7357 or visit www.seal-krete.com

Enviro-Friendly Fans

WhisperValue and WhisperValueLite ventilation fans from Panasonic offer Energy Star qualification, high airflow circulation, and low noise in a slim profile.

brane when cured.

The adhesive is suitable for all grade installations and allows for normal expansion and contraction of all types oi wood flooring.

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

Skinny Drain

A stainless steel, linear-slot drain by Quick Drain USA can be used in showers, decks, pools, and trough drain applications.

Just l" wide, the drain reportedly installs quicker and easier than traditional round-center shower drains.

Seven standard sizes work for both

side and bottom drain outlets.

- Please call (866) 998-6685 or v isit www .qui c kdr ainus a.c om

Quolity Western Cedor Products

lx4 B0ARDS in 4, 5 ond 6'lengths

The latter model also includes two 1S-watt compact fluorescent lights and a 4-watt nightlight.

- Please go online at www.panasonic.com/ventfans

Wood Floor Adhesive

DriTac's new 7700 Easy Clean urethane wood-flooring adhesive is zero VOC and zero solvent so it contributes to LEED points.

This low-odor adhesive contains no water and provides a waterproof mem-

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

Cedor 4x4 P0STS in 4,5,6,7 ,8,9 ond l0'lengths

Crow's Market & Price Service

The most comprehensive market & price service covering the North American lumber and panel market.

Now every subscription to Crow's Market & Price Service includes all of these great features:

' Crow's Weekly Marhet Report * the longest-running & most respected lumber & panel price reporting publications in North America.

' Crow's Price Watch - an online service that allows you to analyze price trends and instantly see which prices are up or down and by how much.

' Crow's Lumber & Panel Newa Seruice - a comprehensive & reiiable daily news service covering the latest lumber news & wood products industry developments.

' n/S/'s Lumber & Panel Outlooh - a weekly analysis of wood products markets by RISI's economists * the most trusted source of forecasting in the North American industrv.

2x2 cleor cedor BALUSTERS in 36,

Hardwood Deck Screw

Simpson Strong-Tie's DHPD stainless steel deck screw is specifically designed for hardwood decking, with a paddle-style drill point that eliminates the need to pre-drill holes.

The connector is also collated to work with the Quik Drive auto-feed screw fastening system, speeding up installation.

- Please visit www.strongtie.com

Worrv-Free PVC Deckinq

Certalnteed's EverNew LT cellularFVC deckins never needs painting or staining and will not splinter, warp'or rot. A fusion-bonded Lumenite surface reportedly protects against mold, stain, and color fading. The surface is solarreflecting, making it cool to the touch on even hot days.

Four bold colors-saddle, sequoia, dune, and greystone-are available 1n l"x5-112" planks, in 12' , 16' and 20'lengths.

- Call (800) 233-8990 or visit www.certainteed.com

Reinforced mid-wings allow the compact head of the screw to countersink into deck boards for a clean look.

Arizona Reloader Renamed Arizona Railroad Group, operator of the San Pedro & Southwestern Railroad, has changed its name to ARG Trans.

"Our goal is to broaden our services beyond Arizona and expand

logistical options for customers, such as transloading freight between rail cars and trucks," said president Scott Parkinson.

SPSR operates a transload facility in Benson, Az., and a seven-mile short line from Benson to Curtiss. Az.

SWEET MUSIC: Hadlock Building Supply, Port Hadlock, Wa., provided wood and other supplies when Andy Mackie (far left), who runs a local children's music foundation, showed members of the store's Junior Builde/s Club how to make and play their own musical instruments.

Tnn MnncnnNr M,rc.q,zrNr SEpTEI/BER 2009

OLD TIME Lumbermen's BBQ this year settled on Burch family propefiy in Healdsburg, Ca., July 25. (1) Sean Burch, Roger Burch, Joe Burch. (2) Nolan Schweik, Gary Malfatti. (3) Bob Ward, Paul Ward, Bill Scott. (4) Christopher Viale, Linda & Denny McEntire, Lydia Bouquet, Cheri & Marty Olhiser. (5) David Damon, Robert Simpson, Jackson Finck. (6) Ronda Lewman-Eisenhauser, Lumberman of the Year Ron Lewman. (7) Jim & Joanne Lewman. (8) Shirley Nell, George & Nidua Brown. (9) Lud

& Barbara McCrary. (10) Randy Huffman, June Snowden. (11) Claudia Jennings-Lima, Dave Dahlen. (12)Russ & Pam Britt. (13)Thuy Hoang, Dave Jones, Rene Cameron. (14) Bud Chenoweth, Jean Hamberg. (15) Dennis Tynell, John Helela. (16)Jane & Bob Skover. (17)Cliff Smoot.

(18) Bruce Burton, Tom Miller. (19) Kathy Naughton, Joe Burch, Michele Burch, Dan Naughton. (20) Troy Turner. (21) Dean Fox, Paul Ward, Fred Holmes. Gene Pietila.

Robert H. Schenker, 79, early employee of Spenard Builders Supply, Anchorage, Ak., and former owner of Arrow Lumber, Anchorage, died of congestive heart and renal failure July l3 in Anchorage.

A native of Indiana, he moved to Alaska with his three brothers in 1949 and served in the U.S. Army in the Alaska Railroad Reserve Battalion.

After his discharge in 1954, he was hired by Spenard and worked there until he started Arrow Lumber in 1958. He sold his interest in Arrow Lumber in 1967 and went to work for the state of Alaska.

Cecil F. Hansen, JJ. former owner of Alpine Veneers, Portland, Or., died luly 24 in Portland.

A native of Everett, Wa., he moved

to Portland and launched Hansen Veneer in 1956, followed by Alpine Veneer, which became the largest softwood veneer firm in the world.

He retired at age 47 after becoming known as a pioneer in the western veneer and plywood industry.

Roy Edwin Lougee, 71, former general manager of Russell Lumber, Douglas, Wy., died July l6 in an automobile accident in the Black Hills of South Dakota.

Mr. Lougee served with the U.S. Army in Vietnam after attending New Mexico State University. After the war, he earned graduate degrees in education and taught for 12 years.

After managing Russell Lumber in the 1970s, he operated his own lumberyard and construction business in Wright, Wy., from 1983 to 1987.

John M. Keller, 54, an employee of Keller Lumber, Roseburg, Or., died

Aug. 7 of complications of a hit-andrun crash l0 weeks earlier.

On May 27, 22-year-old Dustin Kyle King pulled out in front of Keller, who was riding his motorcycle to work. Keller tried to brake, but hit the rear panel of King's car.

King was later sentenced to 25 months in prison for fleeing the scene of the accident and failing to perform the duties of a driver.

Daniel Weidner, 81, Oregon lumberman, died Aug. l9 in North Plains, Or.

Mr. Weidner was a paratrooper in the Army's 11th Airborne Division during World War II and served in Japan.

After the war, he and his wife moved to Hillsboro, Or., where he managed Copeland Lumber. He later worked as a lumber broker and real estate agent.

p loce

Rates: $1.20 per word (25 word minimum) or, if contains artwork or oversized type, rate is by the column inch (2-l18 inches wide): $65 if we set the type, $55 if ad is furnished "camera-ready" (advertiser sets type). Phone number counts as I word. address as 6 words. Headline or centered

copy, $9 per line. Border, $9. Private box, $15. Send ad copy to 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: l8th ofprevious month.

WANTED - EXPERIENCED LUMBER salesperson. Three years experience required. Must have existing and active customer base. Product specialty - low grade industrial items. Generous profit split 45/55 of net profit plus $300 gas allowance per month for first year. Inquires held in strict confidence. Please call Greg at Target Lumber Sales, Inc., Fontana, Ca. (909) 350-9100.

LUMBER TRADERS WANTED: Ketcham Forest Products is looking for experienced lumber traders. Work independently, must be able to manage your own trading.60Vo compensation, plus freedom to buy and sell with few limitations. Call Jerry Iverson at (800) 426-7852.

LUMBER TRADER

We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation. ffi%a split for trader. Call John at Lakeside Lumber at (623) 566-1 IOO or email lakesidelumber@cox.net.

Special Advertising Opportunity

Target marketing at discounted rates

NAWLA TRADERS' PREVIEW

The October issue of Ifte Merchant Magazine will include a special supplement for lumber wholesaling's top event, the NAWLATraders Market.

The issue will also be handed out at the show and mailed with the October issue of our eastern publication, B uilding P roduct s D ige st, guaranteeing a national audience of 22000+.

Deadline: Sept. l.

For rates or more info, contact: Chuck Casey (ccasey @building-products.com) or Alan Oakes (ajoakes@ aol.com), (949) 8s2-1990.

"lSlS is excellent value, and the flexibility has been everything that was promisedl'

Sournrnr Cnromn

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

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

Kelleher Corp. (Ontario).......,.,.,....,........,......(909) 635-1560

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

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

Pacific Wood Preservin9...............................(7 14\ 701 -97 42

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

Jlonru & Crrrmr Cluromn

M&M Builders Supp|y....................................(209) 835-4172

Siskiyou Lumber Products..(800) 695-0210 (530) 666-1991

Taiga Forest Products........(800) 348-1400 (916) 624-4525

Western Wood Treating, Inc.........,.,.,............(530) 666-1261

Western Woods, Inc............................,.........(800) 822-8157

SALINAS

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

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

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

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

Cedar Valley (H01|isteo .................................(866) 202-9809

SAN FHANCISCO BAY AREA

Beaver Lumber Co.. .....(831) 636-3399

Big Creek Lumber Co. (Half Moon Bay)........(650) 560-9749

California Forest Pr0ducts.........,.,.....,.....,..,..(831 ) 634-0100

California Redwood Association..,...,........,....(925) 935-1499

Golden State Lumber (Newark).....................(510) 818-1000

Golden State Lumber (San Rafael)...............(415) 454-2532

Kelleher Corp. (Blackpoint) ............. ..(41 5) 898-6366

Kelleher Corp. (San Rafael)........,.,...,...........(41 5) 454-8861

Pacific Wood Preservin9......,.,......,....,..........(800) 538-4616

Redwood Empire..... .....(800) 800-5609

Lumber Co. ......(7071 433-7070 Kelleher Corp. (Carneros).............................(707) 938-4001 Morgan Creek Forest Products ,....,...............(800) 464-1 601

922-8861

Golden State Lumber (Stockton)...................(209\ 234-7700

Holmes Lumber Co,, Fred C. (Marysville).....(530) 743-3269

Kelleher Corp. (Roseville) .............................(916) 788-0900

Lausmann lumber.........,..............................(800) 626-1233

Lumber Assn. of California & Nevada...........(9'16) 369-7501

Forest Products.........,...(800) 371-0637 (707) 433-3313

RocrY toumns

FAX to 949-852-0231

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

Name (Please print)

Want to Subscribe? tl I Year ($22) tr 2 Years ($36) tl 3 Years ($50)

E Bill Me tr My Check Is Enclosed

News or Comments? We welcome your comments on articles or news from your company, such as new hires, promotions, new product lines, expansions or acquisitions. Email dkoenig@building-products.com or Fax this form ro 949-852-0231:

For mora information.from u(lvertisers, use the Web site in brsckets.

Fletcher Wood Solutions Iwww.tenonusa.com] ............................35

Fontana Wholesale Lumber Iwww.fontanawholesalelumber.com]

Forest Products Sales [www.forest-product-sales.coml ..................6

Fred C. Holmes Lumber Co. ......,.....,.... .....Cover III

Gemini Forest Products [www.geminiforest.com].........................43

GRK Fasteners [www.grkfastenersrom] .............25

HuffLumber Co........,......,.... ..........32

lnteplast Group [www.tufboard.net] ................,...,41

Ipe Clip Co., The Iwww.ipeclip.com] ..............................................20

Keller Lumber Co..............-.... ..,.....39

Lausmann Lumber Iwww.lausmanlumber.com]..........................29

Lumber Association of California & Nevada [www.lumberassociation.org] ..,.................,..,....23

Matthews Marking Products Iwww.matthewsmarking.com] ........................,..............Cover III

McFarland Cascade Iwww.mcfarlandcascadecom]..........Cover IV

Norman Distribution Inc. [wwwnormandist.com]........................43

Osmose [www.osmose.com].,............. ...........Cover II

Pacific States Treating over I

Pacific Wood Preserving Cos. [www.pacificwood.com]..........,.,.,38

Plastic Components Inc. Iwww.plasticomponents.coml................l9

Redwood Empire [www.redwoodempcom] ......................Cover I, 3 RISI [www.risiinfo.com/crows] .......,.39

Royal Pacifi c Industries...........

RoyOMartin Iwww.royomartin.com] t7

Simpson Strong-Tie [www.strongtie.com]....................................,37

Siskiyou Forest Products [wwwsiskiyouforestproducts.com].....31

Sunbelt [wwwsunbeltracks.com] ..................,...........7

Superior Wood Treating [wwwsuperiorwoodtreatingcom].,......19

Swanson Group Sales Co. [wwwswansongroupinccom] ..............8

Thunderbolt Wood Treating [www.thunderboltwoodtreating.com] ..............40

Van Arsdale-Harris Lumber Co. Iwww.vanarsdaleharris.net]....40

Western Woods Inc. Iwww.westernwoodsinc.com] ........................5

TREATERS WITH INTERITY, TAKING CARE OF TOMORROW'S NEEDS TODAY

ACQ.BORATES.D-BLAZEo HEAT TREATING.CUSTOM DRYING ISPM 15 COMPLIANT. RAIL SERVICE (BNSF)

Fred C. Holmes Lumber Co.

.iYOUR REDWOOD SPECIALISTS''

- CLEAB ALL HEABT

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CUSTOM MILLING AVAIUBLE

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

l2xl2

ail &Pattern Marking with Confidence

When you deliver sheathing and wallboards with nail and pattern marks printed by Matthews' ink-jet systems, the returns yield more than value-added solutions for your customer. These innovative systems introduce new and cleanet ways to mark building products, increase production efficiencies and decrease the overall cost of inks and supplles, Avold the mess of atomizer sprayers and paint systems that are prone to clogging, consumable waste, and overspray. With our Drop-on-Demand ink-jet, you'll experience a flexible system that has the ability t0 integrate directiy into your PLC or other board-driven production setup. For printing with confidence while providing environmentally friendlier solutions, turn to Matthews Marking Produds for your most challenging applications. {i']

logo & Unit Association & Grading . End Striping Nail & Pattern V0C-Free Inks

TercatecNaturals. Rice hulls make ftabetter composite, our building system makes it asmarter one.

Tercatec Naturals is appealing on many levels. Price being at the top of the list. Because it's made with rice hulls and recycled plastic, it requires none ofi the preservatives or biocides many woo&based composites use, making it an ideal choice for anyone looking for green ahernatives. Then there's the 6ct, that using high+ilica rice hulls in the composite formula produces a very dense and durable deck board that's naturally resisrant ro srains, molds andj insects. Terratec is also the only composite we know of whose installadon system effeaively manages deck board erpansion and contracrion. Using fastenas that allow movement in conjunction with a pinning system, expansion is directed to the edges of the deck and into a hollow channel Gitrim edging boardl where the movement is hidden from view. This also prevents butt joint gaps. Visir www.terratec.info to 6nd out more about Ti:rratec. Or, call PhilSchumock at l-800-426-8430 for details on beffer margins and the possibilities of being an exclusive distributor. He'll also be at rhe NAWLA show (booth 837).

I