Merchant Magazine - October 2001

When your customerc demand a reliable alternative in pressure-treated wood You should demand

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

Lumber componies donote lo relief effortq while severol ossociotions (0ncel their onnuol events.

Serving 13 Western states

PUBLISHER Alan Oakes {ajoakes@aol.com)

PUBLISHEH EIIEHITUS David Cutter

EDITOR David Koenig (dkoenig@ioc.net)

ASSOCIATE EDITOR Robert Fay (rfay@ioc.net)

CONTRIBUTING EDITORS Dwight Curran

AD SALES MANAGER Chuck Casey (chuck@ioc.net)

CIRCULATION HeatherKelly

ADMINISTRATION DIRECTOWSECRETAEY Marie Oakes (mfpoakes@aol.com)

How to Advertise

Contac{ our advortising offlces for ralesl

U.S.: Chuck Casey,4500 Campus Dr., Ste.480, Newport Beach, Ca. 92660-1872; (949) 852. 1990: Fax 949-852-023 1 ; chuck@ioc.nel

INTERNET ADS: Alan Oakes, www.buildingproducts.com; (9a9) 852-1990; Fax 949-8520231; ajoakes@aol.com

How to Subscribe

Conlact Heather at (949) 852-1990

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Wholesale distributor of redwood, cedar, pine, Douglas fir, roofing, pressure treqted lumber, plywood, OSB snd specialty sofiwood products.

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6-foot gates

Written September I 1, 2OOl

I first wrote a column for this space several weeks ago, and it now seems very inappropriate in light of the tragic and unbelievable events of today. Selling advertising space or selling lumber in the scope of things seems relatively unimportant.

It is 3:30 p.m., everyone has left, and today, having spent our time around a television set and radio, has been surreal and like a dream-a bad dream. We have watched potentially thousands of parents, brothers, sisters and friends being callously and cowardly killed in an act of un-paralleled terrorism, which has brought our country to a standstill. The scene was like a horror movie, but unfortunately only too real. Today, war was declared on us all.

Born British, I grew up in London right after the war, and my earliest memories are of bombed out houses and streets, and then in later years living through the car and building bombings in the Irish struggle. In recent years I have lived and worked in New York City, and visited the World Trade Center, a city within a city, on many occasions for meetings. Never could I have dreamt or imagined the scope of the destruction and bloody carnage as witnessed today. Each act that transpired one after the other was simply beyond comprehension and belief. We reached the lowest depths of human nature and compassion, where human life meant nothing and had no value.

Today the death toll and the economic fallout are not known, but to the families of the innocent people who could not go home tonight, to the many who watched their colleagues murdered, to the many heroes who rushed to the scene to help or aid colleagues to get out of the building, to the families of pilots and crew who undoubtedly wrestled for the controls, today's events cannot be anything less than excruciatingly painful in a way my words cannot convey. This is a pain that hurts us all and we share together. I know for myself I am not sure how to deal with it, but I am angry, very angry!

The world has suddenly become a different place, but the resiliency of our people will not be defeated. We should and will never forget this day, but it is up to all of us to make sure these terrorists do not win, by getting back to business as usual as quickly as possible, albeit with a saddened and heavy heart. Today we have witnessed how some parts of the world live each and every day. Treasure our faith, our families, our lives, ourjobs and our ability to breathe fresh air and run our lives with the freedoms we enjoy as a nation. Unfortunately, after today many can no longer do that. My heart goes out to them and their families. God bless America.

- Alan Oakes, Publisher

A cooler home can really heat up customer intereit.

Homeowners are becoming more and more interested in products that can make their homes more energy efficient. Products like TechShield" radiant barrier sheathing.

TechShield is a combination of standard roof sheathing and a thin, but durable, layer p^^ of aluminum. TechShield prevents uptogTo/oof the Jun's radiantheat from entering the attic, leaving attic temperatures as much as 30. cooler. And that not only makes the whole home cooler, it also allows the air conditioner to do less work all summer long.

start stocking TechShield today and judge for yourself how much it can heat up your business.

CfA*g tg s#sse x%Fp Jt#mrkmr Gorup xri**z

lndustry reacts to attacks on America

rfrHE effects of the Sept. I I attacks I on the World Trade Center and the Pentagon had an immediate impact on the building products industry as it did on all aspects of the country.

In Oregon and Washington, Weyerhaeuser, suspended its logging operations because of restrictions on flying. Workers typically use helicopters to watch for forest fires while timber is being cul

Willamette Industries was forced to evacuate its Portland, Or., headquarters in one of the city's tallest skyscrapers. The FBI would not comment on any specific threat to the building.

The subsequent grounding of all commercial airlines in the U.S., along with accompanying safety concerns, led many organizations to cancel or postpone their annual gatherings.

The Wood Solutions Fair in Boston shut down at l0 a.m. on Sept. I I as news of the attack came in.

Citing respect for those killed in the attack, APA postponed its annual meeting in San Diego, Ca., originally set for Sept. 15-18. The rescheduled meeting will take place Nov. 4-7 in San Diego.

Builder Marts of America canceled its Sept. 19-21fall market in Orlando, Fl., because of logistical uncertainties and respect for victims of the attacks.

Troubled by the uncertainty of upcoming military action, along with the travel concerns of its membership, the National Lumber & Building Material Dealers Association canceled its annual convention in Vancouver, B.C., originally set for Sept.25-29.

Architectural Woodwork Institute's Sept. 13-14 annual meeting in Boston was "postponed for the safety of everyone involved," according to convention director Kimberly Kennedy. AWI officials hope to reschedule the meeting this fall.

Equally concerned about issues of transportation and safety, the Cedar

Shake & Shingle Bureau postponed their Sept. 14-15 annual meeting in Whistler, B.C. "The majority of our members are in the U.S.," said the Bureau's Marlene Braaten.

Home Improvement Research Institute rescheduled its annual conference from Sept. 13 to Oct. 16 in Chicago.

Certified Forest Products Council also made the decision to postpone, putting off their Sept. 26-28 conference and showcase in Atlanta, Ga.

CFPC's David Ford said the organization originally wanted to press ahead, but "increasing concerns about human safety and uncertainty about global actions required we postpone."

The National Hardwood Lumber Association canceled its Sept. 12-15 annual convention in New Orleans. La. "lt was the first time in our 103 years we've had to cancel," said spokesman David Pritchard.

The executive committee members of the Memphis, Tn.-based association were stranded in New Orleans following the commercial airline shutdown.

Lumberman' s Merchandising Corp. canceled its Sept. 14-15 buying show in Ft. Lauderdale, Fl.

In the aftermath of the Pentagon attack, officials there requested assistance from Home Depot's disaster response unit. The team delivered pressure treated lumber to help build barriers around the government site.

Home Depot's emergency team also shipped $3 million worth of power tools, gloves, hard hats and other supplies for the rescuers in New York City. Spokesperson Chuck Sifuentes said there were no intemrptions in material transportation or extended closings for the company, although he did note that 14 greater area-New York stores, in addition to a six greater area-Washington, D.C., stores, closed on the day ofthe attack.

Depot officials have also been closely watching President Bush's call

up of approximately 50,000 U.S. reservists, as 360 of its employees could be called to active duty.

In Pennsylvania, Lowe's Jonestown location closed the day of the attack because of its proximity to the crash site of United Airlines flight 93.

Lowe's Cos. made a commitment of $l million to the American Red Cross. Employee donations will also be matched by the company.

Georgia-Pacific donated $100,000 to the Red Cross Disaster Relief Fund. It also contributed plywood that was used to secure buildings and shore up rubble at the World Trade Center site.

in our 103 years we've had to cancel."

In addition, G-P will hold a blood drive Oct. 12 at its headquarters in Atlanta. Ga.

Joining the relief effort, Cascade Empire Corp., Portland, Or., has been asking customers if it can raise the purchase price by 50 cents per thousand. These donations will then be matched by Cascade Empire and forwarded to relief agencies.

Willamette Industries donated $50,000 to the American Red Cross to assist in their ongoing relief efforts. Boise Cascade joined them with a donation of $25,000.

Also participating, Armstrong Wood Products pledged to donate $100,000 to the Twin Tower Relief Fund. Cash donations will be gathered from Armstrong, as well as its employees, distributors and retailers.

Lumber futures were not traded on Sept. I l-12 as the Chicago Mercantile Exchange suspended all activities in response to the attack.

"lt was the first time

CTAIR PARTS aren't impulse items. Dealers can't sell ,.)them to builders or homeowners who aren't specifically looking for them.

But there is one way to increase your stair parts sales: by upselling to those with a need.

Most stair system manufacturers offer basic commodity parts. A growing number also offer high-end options, such as different hardwood species and elaborately designed finials and balusters.

"We encourage our dealers to suggest upgrades, to find a way to make more money on the same sale," says Bob Green, v.p. of ECMD division Crown Heritage, North Wilkesboro, N.C. "Dealers should sell the job, not the parts. They can show people that when they upgrade they're only adding $200 to $600 to the job, but getting a much nicer look."

In addition, selling the job not the pieces is less price

your stair sales

sensitive. David Wynne, v.p. of sales and marketing, Coffman Stairs, LLC, Marion, Va., says, "The difference between a commodity stair system and a few levels of upsell is only $200 or $300. For something that's a focal point in any home, that's typically easy to swallow."

So why do so many builders and homeowners stick with basic, bottom-of-the-line components? Manufacturers usually point to, according to Wynne, "the unwillingness of people at the retail level to upsell. If a builder comes in and says he wants standard stair parts, they'll price that out, and that's that. That's why we provide counter cards: to encourage people to ask questions. Outside salespeople seem to do a little better job."

Coffman Stairs occasionally runs promotions, offering perks such as LL Bean gift certificates to dealers for selling upgrades. "We usually upsell a lot of products during our promotions," Wynne says. "But, best of all, the salespeople see that upselling wasn't all that difficult, and hopefully that will stick."

"Selling high-end is the biggest problem we face," agrees Coffman's Scott Hampton. "It's always easy to sell the standard, the commodity. It's human nature. We have to convince dealers to show the options, just to make sure the customer is at least aware of what's available."

The best way to sell stair systems is not with words, but with pictures. "You're often dealing with someone who

Oventhe-Post vs. Post

There are two main styles of stairways:

Ov er-th e -p o sl features a continuous handrail that tops the newels and balustrade throughout the stairway. In order for the rail to flow gracefully in over-the-post installations, it is necessary to use special curved pieces called fittings at points where the balustrade system changes heights.

Post-to-post utilizes finial-topped newels that intersect the handrail at intervals. The rail is cut and fitted between the newel posts. In general, post-to-post systems are higher end than over-the-post systems.

doesn't know the terminology," Hampton explains. "Just show them a picture."

Typically, manufacturers' literature highlights their top lines. L.J. Smith's primary selling tool is a glossy brochure featuring nine photographs of the same stair system, each with increasingly higher-end add-ons. The first stairway uses basic parts. the second is slightly upgraded with decorative brackets, the third has even more tweaks, and so on.

The list price of the basic stairway: $764.30. The upgraded stairway in the second photo lists for $887.00, a 16Vo increase. By the

Stair Parts Glossary

Balustsrp The vertical posts which suppo* the railing of n staircase. "Bakrstrade" refers to the baluster and rail system.

Cove Moulding A decorative strip which, when attached to the under€ide of the tread nosing, covers the joint between the tead and riser.

Fillet Stips which fill the plow between balusters on plowed handrail and shoerail.

Fitlinp The stair parts used to form a smooth , transition when the handrail changes height or ' direction. For example, starting a balustrade ' (volute, turnout, starting easing), at a landing ., (gooseneck), and at a balcony.

Handrails The horizontal or rake member of a balustrade system. It sits on top of the balusters and is supported by newel posts.

Newels The major support posts for the balustrade $ystem. Larger and heavier than the baluste$, newels are located at the bottom and top of a gtaircase and at turns and critical support areas of bfllsony rails.

Noetrng The portion of a tread or landing tread that protudes beyond the face of the riser.

' Rnke The slope or angle of the staircase, Also referrd to as rake angle.

Riserc The vertical components of a stair which support the treads.

,Shoercil A piece running along the floor which is : , plowed for the insertion of balusters and fillets.

, Staring Stels The first read and riser at the bottom of the staircase.

Trd The horizontal portion of the staircase that is walked upon.

fifth photo, the list price has isen 1987o. That means the profit on the sale also should increase by 1987o-at least. "If nothing else, the dealer's profit margin should remain the same, although typically you can make an even larger margin on upgrades," says Dan Moore, v.p. of sales and marketing.

The brochure also illustrates how easy it is to substitute upgraded products. "The takeoff doesn't change in terms of quantities," Moore explains. "It doesn't take any more time and it's not any more difficult. You just enter a different part number."

Similarly, manufacturers' wall displays and floor-standing merchandisers generally showcase upper-end products. One L.J. Smith wall display features a 5-1/2-foot-long handrail with different balusters. The most generic baluster is positioned on the far left, with each baluster to the right increasingly more expensive. "In training sessions, I tell salespeople to walk up to (the shopper's) left side and hip check 'em to their right," Moore jokes. "The crux of this display is it's hands-on. You can touch it, feel it. A housewife can say, 'I don't like this one because I'd have a tough time dusting it."'

Convinced that homeowners need to see the difference, Crown Heritage is going through the painstaking task of creating a voluminous, high resolution Wish Book on the Internet.

Selling tools for stair parts all have the same mission: if homeowners and builders see it, dealers and distributors will sell it.

STAIR PARTS wall display from L.J. Smith showcases a good-betterbest selection of balusters and handrails. The 66"x4"x6" merchandiser also holds literature.

"We have to convince dealers to show the options, just to make sure the customer is at least aware of what's available."

Fear factor

Jolting salespeople from their d.gmfort zon

svBill Btades William Blades, LLC Gold Canyon, Az.

f RECENTLY ran into an lexecutive who two years before had been keenly interested in my training and consulting services.

I asked why he had not engaged me. He replied, "Bill, you scare us."

"Scared of growing sales too much," I asked, "or do you have a manager who doesn't want to improve?" I knew what the answer was-and so did he. You see, the executive wanted my help after hearing me speak at a convention. A week later, he called to say, "One of our managerp wants to utilize a consultant who has been developing our lowerlevel supervisors as he is comfortable with him." Translation: "We're in a box and we do not want more sales."

Don't be afraid of growing. Be afraid of standing still.

One in a million salespeople have a degree in sales. Past training and education are in the past. What's important is equipping your sales group with today's best, most up-to-date training.

Genuises join Mensa. The minimum IQ rating excludes the majority of us. My IQ results were negative. Shoot, the closest that most college students get to a 4.0 is their blood alcohol content. Yet, among U.S. Mensa members, only 18Vo have Master's degrees and just 3OVo earn $20,000 to $40,000 annually.

Evidently, a lot of smarts went for naught. Real-world training and education is better than being born smart because when the group is held accountable for acting on new skills, sales and margins go up. Why? Because the majority of your competitors are still making calls (social visits) like they did 20 years ago. The best salespeople know that what they do matters. Others need to be taueht

to just go do it. Now, a few tough questions:

l. Do you invest a minimum of 47o of your revenues in training and education? Often, we invest in everything but our human capital.

2. ls 25Vo of your sales force famous or lengendary because they are so good? Since an overwhelming number of salespeople are average. it is quite easy to do a slam-dunk on just about everyone else. They just need to be shown how to excel and then be held accountable for such.

3. Do most of your salespeople act and execute as they did one year ago? Even five years ago? If the answer is yes, then provide coaching for your sales chief first. The sales chief must be growing at a faster rate than those he leads. One v.p. of sales who hired me to work with his group said, "I must admit I am afraid of being exposed." I answered, "Good, the sooner the better. Then, we can eliminate the glaring weaknesses."

4. When you put a version of Total Quality Management in place, do you do the same for the sales department? If not, everyone can be just pretty good and retain employment.

5. Is every salesperson providing an abundance of value and joy for every prospective and existing client? If so, they are greatly ramping up sales. If they tell you repeatedly, "Our price is too high," they are just trying to sell stuff to people.

A month into a recent sales training program, one young man wasn't

catching on. Suddenly, during a oneon-one session, the light bulb came on. Sixty days later I asked him, "How many new clients have you picked up in two months?" Six, he replied.

"Annualized volume?" $2 million.

"What were your sales last year?" $3 million.

"How much more will you add this year? Tell me the clients, the primary products and exactly how you will make it happen." $6 million, he answered, then gave all the details.

When I began my services, this kid had an attitude. Now, he really had an attitude! He was the first to buy my books and tapes. I don't know about this youngster's formal education, but he has become a very serious student. Serious students get serious results. He's on his way to superstar status.

There are hundreds, yes hundreds, of skills to learn in the sales profession, including communication, focus, value/joy, time utilization, needs analysis and style. Yet, we hire salespeople, tell them to hit the road with their existing skills and then wonder what went wrong. Have each of your people acted on just l0 new skills in the past year? How about six? Three?

Training is not a cost. Rather, it is an investment to help you from getting the same tired results. We let salespeople go through the motions of visiting and talking. That's an old shor gun approach of just showing up and hoping.

Now ask, "Are we really okay?" If anyone in your group answers yes, be afraid. Then have the courase to improve.

- Bill Blades, CMC, CPS, is a professional speaker and consultant specializing in sales and leadership issues. He can be reached at (480) 671-3000 or bill@ williamblades.com.

Hardwood erks Industry lobbies to expand

rFHE hardwood industry is workI ing feverishly to convince legislators to include inthe20O2 Farm Bill incentives for landowners who grow hardwoods. Millions of acres of hardwood forests could be in the balance.

"Getting hardwood incentives into the Farm Bill has become our top priority," said David Pritchard, National Hardwood Lumber Association. "If we get what we hope for, it could mean an additional two million to over l0 million acres of hardwoods over the next l0 years."

NHLA has been leading the charge for hardwood incentives over the last six months, said Pritchard, and "things are suddenly coming to a head. The House has already passed it, and now we're trying to hurry it through the Senate before they break for recess in October."

fine furniture, floors and musical instruments.

Reauthorization of the Farm Bill offers a unique opportunity to expand the resource, while also greatly enhancing the conservation and economic value of the bill itself. Wirh moderate changes to the existing Farm Bill, millions of additional acres of hardwood forests could once again thrive on the land that they once covered, and many small, private landowners could actively manage their hardwood forests to produce greater economic and conservation value for everyone.

To best accomplish increased conservation of our natural resources, while also providing critical assistance for our national food and fiber interests, NHLA is pushing for several changes in the 2002 Farm Bill.

(l) Improving the Conservation Reserve Program (CRP) by providing 30-year contracts for hardwood plantings (similar to successful program in Wetlands Reserve Program);

(2) Setting a minimum level of 25Vo of all CRP acres on hardwood sites to be planted to hardwood annually on state-by-state basis;

Millions of acres of existing forestland currently are being converted to non-hardwood uses, such as crop and pasture land, often simply because of the long-term investment required to sustain a viable hardwood forest.

It's a trend NHLA hopes to reverse. The association sees hardwood forests as America's greatest, and "greenest," naturally renewable resource. They are environmentally green in that they provide long-term conservation benefits, including clean air, clean water, carbon sequestration and rich biodiversity. They are economically green in that they produce extremely valuable products, such as

(3) Assigning highest conservation value priority (in other words, awarding more points) to hardwood plantings and providing continuous sign-up for hardwood plantings (similar to riparian buffer and filter strip programs);

(4) Funding a Forestry Incentives Program at $100 million annually and cost-share assistance for all aspects of hardwood management, including management planning, regeneration, post-regeneration treatments, and intermediate stand improvements in the program, and

(5) Improving all conservation programs. That means increasing and guaranteeing funding for all conservation programs that include long-term

commitments to hardwood regeneration and management. Requiring guideline development for hardwood plantings to improve regeneration success (e.g., nursery stock origin and condition, species/site relationships, competition control, etc.). Prioritizing funding to increase the capacity of state agencies to assist landowners in proper regeneration and sustainable forest management. And expanding qualifying forestry practices for costshare under all programs to include all aspects of sustainable forest management, including activities like timber stand improvement, plantation weed control. tree planting, forest management planning, livestock-exclusion fencing and regular woodland inventories.

For more information on prioritizing sustainable hardwood forests in the 2002 Farm Bill, contact the NHLA at (9Ol) 377-1818 or email d. pritchard @ natlhardwood.org.

"lt could mean an additionaltwo million to over 10 million acres of hardwoods over the next 10 years."

Sierra-Pacific opens its doors

SIERRA-PACIFIC Industr es held lts annual open house Sept. 6 in Ande'sor. Ca : (1) Eiichiro Kubo, Red Emmerson, Tommy Kato, (2) Mike Desimoni Jr. (3) Kenny Land, Doug Hansen, Steve Crane. (4) Bruce Palmer, Mark Tilley (5) John Christian, Larry Rohde, David Lambert. (6) Dave Samaro, Brian Denes. Cecil Smith. (7) Mark Stanek, Jim Hawkins. Jeff

Herscovitz. (8) Diane Malstrom, Dan Mclntire, Ken Cooper, Brian Coyle. (9) John Jacino, Roy Doe, Kent Duysen. (10) John Picot, Kurt Blagen, John Thomason. Blair Cummings, (11) Tim DeCoito, Jack Chase, Dan Davis. (12) Jerry Hahn, Ben Leany (13) Ben Cassinerio, Rich Giacone, Ron Borges. (14) John Phill ps Mike McDonald. (15) Evon Jones, Raymond

Weidner, (16) John Winiarski, Ken Laughlin, Elaina Jackson. (l7) Loren Krebs, Dave Halsey. (18) Paul Weber, Skip Dailey (19) Dave Messenger, Brian Johnson. (20) Cecil Wetsel, Earl Moore. (21) Lee Nelms, Greg Hexberg, Chris Skibba, Don Fletcher. (22) John Swift. Jon Reed.

(More photos on next two pages)

mMORE Sena-Pacilic (continued from previous page): (1) Ted Roberts, George Emmerson, Robert West. (2)tbO Hotmes. (SjObn AatOwin, Wati Schneider- (4) John Krauss, Don Porter. (5) Joe Rath, Bob Sell. (6) Jack Martin, John Ferguson. (7) Dan McGraw, Leonard Greer, Mitch Stevens.

(8)Sleve Bruening, Greg Simpson. (9 )Kelly Bame, Rob Maple. (10) Reed Dame. (11) Pete Meichtry, Bob Shepherd, Denis Stack. (12) George Rogers, Bette Reagan, Bob Borghorst. (13) Andy Faircloth, Jim

McMenamin. (More photos on nert page)

EVEN MORE Sie'ra-Pac lc ponilnued from two prewous pagesr ooen ^orse attendees: (1) Aaron Duchi. Mike Webster (2) Harvey

Lori Collins, Kurt Nelson. (3) Tim Black. Raul Perez, Jackie Smith. Mark Young. (4) Robert Levitt, Regina Risolio, Denn s

Duchi. (5) Sleve Lovelace, Mike Hoops, Bob Brallon. (6) Joe Beitler. Mike Luza. (7) Rich Stolz, Bill Munoz. (8) Tom Von Moos. John Sharp, John Diederich. (9) Jim Ramsey, Doug Willis. Robert Harris, Ted Gilbert. Len Vlale.

(10) Mike Mackin, Gary Thornhill, Mark Berger.

(11) Greg Mitchell. Scot Mackechnie, John Grove, (12) Jason Faulkner, Don Reagan. (13) Chet Gonezeruk, Terry Kuehl. (14) Todd Pollard. Ted Pollard, Mike Young, Rob Brown.

(15) Blck Wi son, Tom Gardiner (16) Jefl Squ res, Josh Dean. (17) Sam Bacogiannts, Doug Lundy, David Willis. (18) Jill Bishop, Karna Va en. Peggy Turner, Christina Westmore and (19) Dick Jackson, (20) Gene Pietila. (21) Claude Scott, Mike Vinum. (22) Bich Baskins, Steve Plesser.

Hetfeld,

FncuffiW

. Since 1992 the team at Pacific MDF Products, Inc. has worked .,:':' ,',," ' continuously to provide you with the highest quality MDF mouldings available in today's market. From our lighter-weight pAC LITE'to our tried-and-true PAC TRIM@ product line, our mouldings are designed to suit

without sacriticing ou, fragil, habitat. This enables us to preseruf our precious timberlands f,rhile -:.. :: .. *ffflr,,r'r':r uery best product for theil dollar. Best ofill, 0u1mou Call

are

l:rtnrns

Tualatin Yalley Builde rs Supply, Lake Oswego, Or., is using its Gresham, Or., location as a liquidation center for its retail outlets in the state; the store is expected to close by late fall

DeNault's True Value Hardware, San Clemente, Ca., is moving to a new facility two blocks from its original 3?-year-old site that will increase its size from 9,000 to 18,000 sq. ft.

Harris Building Supply, Petersburg, Ak., has been acquired and renamed Polar Bear Lumber,' new owner Tom Froehlich, ex-Polar Bear Plumbing & Heating, recently held a grand opening ...

Pay-N-Pak, Lewiston, Id., has closed after 3 I years ...

Main Building Supply, Rogue River, Or., has been remodeling under new owner Darren Jahn; the neighboring sister store, Ace Country Store, is being demolished along with a lumber shed connectillg the two; the shed will be reassembled in the current nursery area

Slumberger Lumber, Kerman, Ca., recently built a lumber storage shed; construction will begin this fall on a new set of offices

Tbrry Cos.,Twzana, Ca., held a grand reopening for its renovated Bakersfield, Ca.o yard

HomeBase, Irvine, Ca., after completing its transition from home improvement to home furnishings, has changed its corporate name to House2Home ...

Golden State Lumber is phasing out arsenic-treated wood by spring 2002 and wood from old-growth forests by 2004 at its yalds in American Canyon, Newark, San Rafael and Sierra Point Lumber, Brisbane. Ca.

Payless Cashways' budget for liquidating its 110 units has been approved by the U.S. bankruptcy court...

Home Depot opens new home centers this month in Logan, Ut.; Lake Havasu City, Az.; W. Central Las Vegas, Nv.; Yakima, Wa.; Vacaville. Ca.. and at Wilshire and Union in Los Angeles, Ca. ...

Home Depotexpects a February opening in Ventura, Ca.; is building in Camarillo, Ca.; has selected a site in Woodland Hills, Ca.; hopes to build in Oceanside, Ca.; decided against sites in Laguna Niguel, Ca., and Burien, Wa., and is demolishing a 120,000-sq. ft. strip center in Albany, Or., to be replaced with a 116,600-sq. ft. store and an 18,700-sq. ft. garden center by spring

Home Depot plans to build a 761,000-sq. ft. regional DC in Olympia, Wa.; received approval to build an Expo Design Center in Long Beach, Ca., and has ended around-the-clock store hours at its 14 stores in the greater Seattle, Wa.. area

Lowe's Cos. opens new stores this month in Burbank (William Ford, mgr.), Chico (Bryant Stringfellow, mgr.) and Upland, Ca. (Athur Quiroz, mgr.), and last month unveiled locations in Logan, Ut., and Anaheim, Ca. (Brian Tappin, mgr.) ...

Inwe's received city permission in Hillsboro, Or., to demolish a historic 78-year old building on property the company hopes to build a 137,000-sq. ft. store

Wrorrsm:m/iltruttcrurrns

Shasta Cascade Forest Indusrires, Redding, Ca., has expanded the capacity of its transload facility to 30 car spots on four spurs; it has also added steel, logs, pulp and construction materials to its program...

Disdero Lumber Co., Portland, Or., is building a new 66,@0-sq. ft. warehouse and office facility on 5.88 acres in Clackamas, Or.; a March opening is expected ...

Advanced Wood Re sources, Brownsville, Or., is shutting down Nov. 20 ...

Rayonier has opened a new international wood products trading office in Lake Oswego, Or.; Sig Thoma, mgr.

Bridger Forest Products, Belgrade, Mt., has begun building a new warehouse and office facility on five acres that is expected to open by the end of the year

Crane Mills purchased 19,776 acres of timberland in No. Ca. from Pioneer Resources, a defunct timberland ownership group overseen by Olympic Resource Man' agement, Olympia, Wa.

Plum Creek Timber Co., Seattle, Wa., expected to complete its merger with The Timber Co. Oct.6

Potlatch Corp., Spokane, Wa., had its hybrid poplar plantation in Boardman, Or., independently certified by the Forest Stewardship Council ...

Dorris Lumber & Moulding Co., Sacramento, Ca.o had both its Dorris and Sacramento, Ca., plants FSC certified ...

Anniversaries; Frost Hardwood Lumber Co., San Diego, Ca., 90th Masonite Corp.,7sth

Housing starts in Aug. (latest figs.) fell 7Vo to a seasonally adjusted annual rate of 1.527 mlllion single family starts slipped 270 to a 1.247 million rate; multifamily was at a 252,000 pace for 5+ units permits decreased lVo to a seasonally adjusted annual rate of 1.560 million

(Continued on next page)

Setzer Forest Products, Sacramento, Ca., has a new second MDF line up and running

Jaype Mill, Jaype, Id., has been demolished; it closed in Sept. 2000 after running for 35 years

Rinker Materials Corp. has acquired Hanson PLC's Las Vegas, Nv., aggregates and concrete operations ...

Anfinson Lumber Sales, Fontana. Ca.. has added a virtual tour of its facilities on its Web site, www.anfinson.com ...

Louisiana Pacific will take at least one week of market-related downtime at nearly all its OSB plants starting the second week of Oct. ... L-P's WeatherBesl wood composite decking products have received National Evaluation Service approval for compliance with IBC. NBC. SBC and UBC model building code standards

All-Coast Forest Product has begun distributing WeatherBest composite decking and railing

from its DCs in Chino and Cloverdale. Ca.. and Salt Lake City, Ut.; the Denver, Co., branch has been selling the products since March ...

csXnet added Owens Corning as a supplier

Georgia-Pacific is now distributing Stanley-Bostitch tools and fasteners 15 G-P industrial wood products plants have been certified by Scientific Certification Systems

(Continued on page 49)

Specializing in Stordge, Reload, Manufacture E Distribution

2080 Moore Rd., Redding, CA 96001 Fax530-243-42'1.6 (530) 243-0500 . www.scfi.net . scfireload@msn.com

260,000 sq. ft. of covered storage Covered box car loading . 4 spurs to UP Container loading ' Custom planing cutting and packaging All inventories are maintained on a computerized perpetual basis. Manufacture of Ponderosa and Sugar Pine, and White and DF industrials.

Toke

s unstable material stressing you out? Serenity and more time for golf can be yours when you switch to Bridiata Pine mouldings and millwork.

You may already be familiar with Bridiata Pine as the other white wood. Less well known is the time and care that goes into drying this New Zealand radiata pine. Bright Wood has been moulding product for 35 of our 4l years in wood remanufacturing. Thus, we know how critical drying can be in determining product performance.

When we invested in a New Zealand sawmill we also purchased three American-made dry kilns. Our kiwi experts spent months developing a drying schedule known as Dried Bright to produce stress-relieved wood suitable for North American customers. Our focus on stress means worry-free wood for you.

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

0cror:n

TruServ Corp. - Oct.9-12, fall market, Convention Center, Las Vegas, Nv.; (773) 695-5000.

Hong Kong International Hardware & Improvement FairOct. 10-12, Hong Kong Convention & Exhibition Centre, Hong Kong; (852) 2584-4333.

Los Angeles Hardwood Lumberman's Club - Oct. 11, 2nd annual charity golf tournament, San Dimas Canyon Golf Course, San Dimas, Ca.; (909) 599-2313.

North American Wholesale Lumber Association - Oct. 11-13, Traders Market, Wyndham Anatole Hotel, Dallas, Tx.; (800) 521-8258.

North American Construction Forecast - Oct. 16. 6th annual. National Press Club. Washington, D.C.; (800) 283-4699.

Wood Products Manufacturers Association - Oct. 19-22, semi-annual meeting, Portsmouth, N.H.; (978) 874-5445.

Do it Best Corp. - Oct. 20-23, fall market, Indianapolis, In.; (2 l9) 748-5300.

Resource Information Systems Inc. - Oct. 21-23, annual forest products convention, Loews Coronado Bay Resort, San Diego, Ca.; (78 l) 271-0030.

Mountain States Lumber & Building Material Dealers Association - Oct. 23, Western Wood Products Association Know Your Lumber seminars, Quality Inn South, Denver, Co.; Oct. 25, Hampton Inn, Salt Lake City, Ut.: (303) 290-9137.

Ace Hardware Corp, - Oct. 26-29, fall market, Convention Center, Kansas City, Mo.; (630) 990-6600.

National Sash & Door Jobbers Association - Oct. 27-31. annual convention. Hilton Hotel & Convention Center. Reno. Nv.: (800) 186-7274.

San Diego Hoo-Hoo Club - Oct. 28, golf, Cottonwood at Rancho San Diego, El Cajon, Ca.; (858) 486-6333.

Wood Truss Council of America - Oct. 31-Nov. 2, manufacturers conference, Louisville, Ky.; (608) 274-4849.

llovrmr:n

National Association of Home Builders - Nov. 2-4, Remodelers Show, Atlantic ciry, N.J.; (800) 368-5242.

National Hardware Controlled Marketing Conference - Nov. 2-4, Omni Interlocken Resort, Denver, Co.; (888) 316-0266.

National Hoo Hoo Ette Club - Nov. 3, national board meeting, Portland, Or.; (800) 547-7740.

APA-The Engineered Wood Association - Nov. 4-7, annual meeting, Loews Coronado Bay Resort, San Diego, Ca.; (253) 565-6600.

Building Shanghai 2OOl - Nov. 6-9, Shanghai Exhibition Center, Shanghai, China; 0086-2 l-6255-631 1.

Building Industry Show - Nov. 8-9, Convention Center, Long Beach, Ca.; (909) 396-9993.

North American Building Material Distribution AssociationNov. 8-10, annual convention, Atlanta Hilton & Towers, Atlanta, Ga.; (888)'7 47 -7 862.

Western Building Material Association - Nov. 8-11, annual convention, Doubletree Hotel, Bellevue, Wa.; (888) 551-9262.

Lumber Association of California & Nevada - Nov. 10-13, 5th annual convention, Paradise Pointe Resort, San Diego, Ca.; (800) 266-4344.

335 NW Hess Street, Madras, OR9774'l .541.475.2234

http:\\www. brightwood.com Serving customers since 1 960

Wood,

International Mass Retail Association - Nov. 13-16, store planning, design & merchandising conference & expo, Disney's Contemporary Resort, Orlando, Fl.; (703) 841-2300.

Wood & Wood Products and Custom Woodworking Business - Nov. 16-17, Portland, Or.; (888) 903-9663.

Bright

Bridiata Pine, and Dried Bright are trademarks of Bright Wood Corporation

PRt|CEtlURES.

How fast is fast?

How about a job pack of engineered wood products delivered less than 24 hours after being ordered.

Wood Structures, a Boise Cascade distributor in Biddeford, Maine, has always understood the importance of providing exceptional service.

The Master Dealer program takes things a step further. While their customers (and everyone else in their right mind) are sleeping, the Wood Structures yard is hopping. The night crew cuts, bundles, bands, and bags EWP orders for next day delivery. When the drivers arrive in the wee hours of the morning, their trucks are loaded and ready to roll.

At Boise Cascade, and at each one of our nationwide network of distributors, we know that keeping your customers happy is the most important part of your job. We'll do whatever it takes to make it easier. Even if it takes all night.

ioti n news

Lumber Association of California & Nevada has booked Dr. Patrick Moore to present a keynote address on "Principles of Sustainable Forestry" at its 5th annual convention Nov. l0-13 at the Paradise Point Resort, San Diego, Ca.

Themed "LACN: Mission Possible," the event will also feature an education luncheon with California Secretary of State Bill Jones, golf tournament, tabletop exhibits, and a seminar on employee law by labor attorney Laura Innes.

Leading roundtable discussions will be Innes on exempt vs. nonexempt employees; National Lumber & Building Material Dealers Association chairman Mike Fritz on lumber certification; Suzanne Krause, King City True Value, and Suzi Taylor, Duckworth & Taylor, "Stealth Marketing-Focused Marketing that Doesn't Cost a Fortunet" Andrew

Thompson, Ace Hardware, and Kevin Lindsay, Lindsay Lumber, "Effective Retail Pricing Strategies;" security consultant and master locksmith Steve Spiwak, "Locksmith Services: Increase Your Company's Competition Against the Big Box Merchandisers," and LACN lobbyist Yolanda Benson. Scott Kassahn. Meeks Building Center, and Eric Bolduc, Federated Insurance, "Get the Mold Out!"

Mountain States Lumber & Building Material Dealers Association has enlisted Western Wood Products Association to stage "Know Your Lumber" seminars Oct. 23 at the Quality Inn South, Denver, Co., and Oct.25 at the Hampton Inn, Salt Lake City, Ut. The four-hour classes cover grading, seasoning, structural and non-structural uses, design values, storage and handling of western species.

Western Building Material Association annual convention and industry summit Nov. 8-l I at the Doubletree Hotel, Bellevue, Wa.

Seminar topics will include finding, hiring and keeping top employees; an outlook for the Pacific Northwest economy; Wood is Good; sustainable forestry/product certification, and roundtable discussions.

National Lumber & Building Material Dealers Association cancelled its annual convention that had been scheduled to take place late last month in Vancouver, B.C.

After initially deciding to go on with the event, NLBMDA's executive committe changed its mind three days later. "Our members have been telling us through cancellations that it is just too soon to travel across the country and across the border to Vancouver," explained NLBMDA president Gary W. Donnelly.

The business portions of the annual meeting, such as election of officers, will be held via conference call. The annual auction has been rescheduled to be held during next year's Legislative Conference April 21-24 in Washington, DC.

IMPORTED HARDWOOD LUMBER SPECIALISTS

Cedar Coalition Formed

Several western lumber associations have established Stand Up for Cedar, which seeks to have western red cedar removed from the current softwood lumber trade dispute between the U.S. and Canada.

The coalition stresses that the dispute is over structural. construction

grade lumber like 2x4 studs, and not western red cedar, which is a highvalue appearance product for trim, siding and other decorative applications.

They argue that red cedar's PhYsical characteristics are distinct from other softwoods; the domestic shortage of cedar leaves U.S. businesses reliant on imports, and the alternatives

include plastic, cement and hardwoods from Southeast Asia, not lumber from the South.

The coalition includes Western Red Cedar Lumber Association, Coast Forest & Lumber Association, U.S. Red Cedar Manufacturers Association and the Industrial Wood & Allied Workers of Canada.

relations with concrete contractors

Rot proof, termite proof

Made from recycled wood and plastic

Returns to flat state after bending

Cuts and fastens easily

M inimal sh rin king/swelling

Won't solit or crack

We at Weber Plywood & Lumber Co. would like to thank all of our customers for supporting the concept that quality and service do make a difference.

We've had another great year in sales and look forward to more.

Again, thank you!

We will always do our best for you, our customers.

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N.M. Treater Joins Capital

Shollenbarger Wood Treating, Albuquerque, N.M., will now treat exclusively for Capital Lumber Co., Phoenix, Az.

Capital's Phoenix division sales mgr. Chuck Gregory was promoted to mgr. for the Albuquerque division and the new Shollenbarger operation.

Steve Westfall succeeds Gregory as sales manager at the Phoenix division. He had been assistant sales mgr.

In other personnel changes, Ray MacDonald moved from the national accounts office to the Phoenix division as new merchandise mgr. for the Southwest region.

Shollenbarger account mgrs. Carol Dahlquist and Brian Penning moved to the Albuquerque division to assist in handling the treated product line in New Mexico.

All American's Rolling Rehab

All American Home Center, Downey, Ca., finally has completed a year-long remodeling of its 175,000sq. ft. store.

Although the store remained open during the remodeling, c.e.o Greg Fuller noted that the constant moving of departments was challenging for

the staff.

"lt was like working on an engine while it was running," he said.

The changes included an entirely remodeled sales floor and garden center. a new store layout, new signage and decor. and a 90.000-item increase in merchandise.

All American has plans next year to remodel the parking lot and store exterior in addition to upgrading the register area and the store's heating and air conditioner systems.

E-Trading System Upgraded

TALPX recently upgraded its emarketplace for building products.

The new system architecture addresses limited role support, disconnected systems, system constraints and management obstacles to e-commerce in the building products industry.

The system is a product of more than two years of industry feedback and uses open XML technology for integration with existing systems.

TALPX president Steve Tonissen believes the new version will overcome obstacles that have typically prevented businesses from taking advantage of e-commerce.

"It supports the need to communicate, gather and organize information, analyze the situation, decide, act, and learn from the results," he said.

Tonissen added that the upgrade "facilitates information management within roles, provides for communication between roles and across enterprises."

Depot Worker Slain ln Seattle

An assistant manager at a North Seattle, Wa., Home Depot was shot and killed a half-mile from work after completing an evening swing shift.

Chris Smith, 27, was found by police Sept. 5 slumped over the steering wheel of his SUV with a gunshot wound to the head.

He was later taken to a nearbY hospital where he died the next day.

Police are not certain whether Smith was confronted in the store parking lot or sometime later.

Witnesses saw a man in a ski mask and dark clothing run from the SUV and head into a nearby cemetery.

Police say they have no suspects and no apparent motive.

Since joining Home Depot in 1999, Smith had worked at four area locations.

Inks Exclusive EWP Deal

Louisiana-Pacific has signed a three-year deal to become the exclusive supplier of engineered lumber used for framing for Pulte Homes, the nation's largest homebuilder.

The agreement provides Pulte with set purchasing terms on L-P I-joists, LVL and rim boards, which are used in framing a house.

It covers all Pulte homes, although currently only half of its floor plans use L-P products. The builder expects to reduce costs by $3 million to $5 million over the three years. The deal is also available to Pulte's recently purchased Del Webb operations.

Dealer Keeps Expanding

"If customers feel that you're prosperous, they'll come to you," said Ben Deal, owner, BJ's Wholesale, Enterprise, Or., and that is precisely what has been happening to Deal, despite a local economy with winter unemployment rates as high as 20Vo.

Head of a business that has seen a 6O7o increase in sales from last year and is currently expanding, Deal emphasizes expansion as the key to success.

"You have to expand or you'll be swallowed up. Get comfortable with your business and you will lose it," he said.

BJ's Wholesale is a family-run business of five that consists of eight buildings on three city lots. Deal is adding a new 12,000-sq. ft. building to cover his lumber and is working on land purchases for future expansions in Enterprise and nearby La Grande, Or.

BJ's Wholesale started in a sinsle building in 1994 as BJ's Tools. Tivo years later Deal added lumber to the mix, and most recently has purchased a truck to cater to customers in La Grande and Lewiston, Id.

Asked if there was any one product or expansion that can account for his success, Deal said it was all important but added, "If you build a business based on your own philosophy, you do better."

In addition to adding landscaping items, Deal plans to hire two more people by next spring.

Activists Stall Timber Sale

Members of an Oregon environmental group delayed timber sale negotiations between Roseburg Forest

Products, Dillard, Or., and the U.S. Forest Service by occupying trees in Oregon's Willamette National Forest.

Under dispute is whether the forest contains the red tree vole, a tiny treedwelling mammal that is allegedly a food source for the endangered northern spotted owl.

According to the 1994 Northwest Forest Plan, a lO-acre buffer must be kept around all vole nests. The Forest Service's initial survey found no evidence of nests.

Derrick Acton, spokesman for the Eugene, Or.-based Cascadia Forest Defenders, claimed he'd personally found several nests. "Their survey is a joke," he said. "They're just going through the motions," adding that Roseburg "isn't going to get any of those trees."

Roseburg president Allyn Ford felt the dispute was unnecessary. "We're going into this thing not like a bull in a China shop," he explained. "We're going to be reasonable folks. We'll work in good faith with the forest service."

Roseburg also stated that in lieu of the current controversy, his company is considering whether to continue with negotiations.

There are a lot of good reasons for carrying L-P Solid Start' products: wide variety, a limited lifetime warranty and the fact that they build great homes.

Full line now available in stock:

o LPl" 20 and 32 series l-joists (solid sawn flanged)

. LPf 200, 225 and 300 series l-joists (Gang-Lam'LVLflanged)

. LPI 36 and 56 series l-joists (Gang-Lam LVL flanged)

o Gang-Lam 2650 Fb and 2950 Fb beams in standard and billet thicknesses (1-314" to 7" thick)

. Solid Start rim board

For more information, including a copy of our warranty, contact Huff Lumber.

ln The Hatsh thatine Enuilonment 0ffers The Best Ptotection

In coastal areas where marine-boring organisms like Teredo, Pholad, and Limnoria tripunctata are present, there's an important need to protect below-water pilings. CHEMONITE/ ACZA provides the best possible protection for above-water and below-water stfuctufes everywhere, from freezing seas to tropical waters.

fnat's why the wood you snccily should be Glltltl0lllTI/[Gf[-trGatGd.

Better Docks, Better Boating

Some of the most beautiful dock facilities in the state of Oregon are Planned and developed by the Oregon State Marine Board. This unique state agency is dedicated to making Oregon boating as enjoyable as possible for tourists and residents alike. One of the reasons the facilities are as attractive as they are, is that the Board is an enthusiastic user of kiln-dried, CHEMONITE/ ACZA-treated Douglas fir. According to Ron Rhodehamel, Chief Facilities Engineer, the Marine Board at first dabbled with CcA-treated Douglas fir in its standard float module design, but the treatment didn't consistently meet the specified O.6 retention.

So, since 1988, the Board has used ANflPAcertified, CHEMONITE/ ACZA'treated Douglas fir in hundreds of float designs. Rhodehamel says these floats have performed beautifully in Oregon's grueling river conditions. He adds that kiln drying has made a big difference in the appearance of their CHEMONITE/ACZAtreated wood in the last couple years.

Treated For Tomorrow's Boaters

The first Chemonite-treated floats, built in 1988, still show no signs of deterioration. Rhodehamel is confident that the hundreds of CHEMONITE/ ACZA-tre ated floats across Oregon will last for decades.

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Editorial: The Ghallenge ls Upon Us

The last weeks have been a challenge for us all. The scope of the attack and the enormous loss of life, has shook us all to our very core. The final outcome is still developing, but everyone of us has been moved to tears, shock, anger, bewilderment. The leadership shown by the N.Y. firemen and police, the mayor, our politicians and our President shows that in a time of crisis we truly value leadership and need people to step up.

Today, we all need to step up. While the pain will be with us for a long time to come, we face an economic challenge the likes that many of us have never seen. This was the true goal of the perpetrators, and will be a testament to their victory, if we allow it. In my Sept. I I editorial (see p. 6),1 wrote that we needed to get back to business as soon as possible. That time is now.

In recent days, I have traveled across the country and witnessed firsthand how U.S. business is suffering. I have sat on airplanes that more than half empty even after flight consolidation, stayed in hotels with 2}qo occupancy, eaten in restaurants with five tables filled out of 80, taken cab rides that the driver waited six hours to set.

visited a mall that was like a ghost town, and spoken to former colleagues who report substantial drops in busiNESS.

In recent days, the airline industry announced approximately 100,000 layoffs, Boeing announced 30,000, and a number of other companies reported they will be laying off people. This is the tip of the iceberg. Unless we can get back to normal, the further economic human toll will be staggering. The layoffs will build in each and every community, and no industry or geographic region is immune.

America has come together in the last weeks in a way that takes us back to the true roots of what America is supposed to be. We truly have become a United States of America. In light of the tragedy, many Americans have asked what more they can do. We must understand that all of us are intertwined economically. Any unemployment, any industry contraction impacts us all, by a reduction in spending power in our communities.

While I understand we may be concerned about our safety and our jobs, we must return to normal. We need to shop in our local stores and eat out, we need to fly, take a vacation, remodel

our houses, buy that piece of furniture or that car we were thinking about. In other words, we need to get back to doing what makes this country a great place to live and work. It is that spending that ultimately will be fed back into our own businesses.

Last month, as it turns out, I prophetically argued in my editorial for innovation not downsizing. It will be the smart companies that are able to weather the storm ahead, but we can further help ourselves by winning this war on our freedoms. Our attackers think that they can win by fear and intimidation. I for one will not allow it. Please join me.

-

Solomon III, owner, Y-D Lumber Co., Belzoni, Ms, in the aftermath of the Sept. ll attack

- Alan Oakes. oublisher

"I've got nothing against praying, but I think it's time to send in the l0lst Airborne."

Larry

Confusion Mounts Over E-Business

Manufacturers and distributors are facing strained relationships as e-business makes its way into marketing channels and supply chains, charges a new National Association of Wholesaler-Di stributors report.

The report shows manufacturers are still unsure whether the Internet can replace distributors as a way to provide product information to customers.

In contrast, a majority of distributors are convinced the Internet will not replace their sales and communication functions.

The report's author, Adam J. Fein, Pembroke Consulting, believes this disparity of views "will slow the

adoption of e-business solutions because both groups are approaching technology investments with divergent perspectives."

Among manufacturers, 567o expect online exchanges to generate loyal customers by 2006, while 6OVo of distributors expressed serious doubt that online exchanges will attract customers. And, 617o of manufacturers felt distributors will stock less inventory and rely on other supply chain partners to drop-ship to customers for them by 2006, while 47Vo of distributors believe they will outsource logistics by 2006.

The report also found that distributors are uncertain about whether their

manufacturers will be investing in traditional channels during the next five years.

Fein suggested that the findings indicate manufacturers must carefully evaluate the business needs of their channel partners before implementing new technologies.

He also noted that current suPPlY chain participants are unsure which channel will dominate, because manufacturers have expanding choices of intermediaries.

The information was based on 1,600 responses from manufacturers, distributors, and customers in 50 different industries. The report also included 75 interviews with leading supply chain and channel experts.

IIe\r-Itrtght Handwoods

Tariff Hits Value-Added

The U.S. Commerce Department has expanded its countervailing duty judgment on Canadian softwood lumber imports to cover value-added lumber products such as fencing, decking and siding.

The action marks a departure from earlier decisions that had given partial exemption to value-added manufacturers.

The decision is expected to imPact l07o of Canada's overall softwood imports.

John Rogosta of the U.S. Coalition for Fair Lumber ImPorts said, "It's all lumber and you're going to pay the l9.3Vo (duty) on all lumber."

Final rulings on the dutY are expected later this month from the Commerce Department and from the U.S. International Trade Commission in early December.

New Wood Floor Standards

The National Oak Flooring Manufacturers Association has adopted new standards to define acceptable configuration and tongue and groove fit for solid wood floorins.

The standards establish maximum allowable tolerances for overwood as well as new tolerances for side matching, flooring width, and end match squareness.

The new standards establish a maximum tolerance for overwood of .020" for No. I common or better and .030" for No. 2 common flooring.

Overwood is the allowable thickness difference between boards at the time of manufacture.

The association also set standards for factory finished flooring: .012" for prime grade, .016" for standard grade, and .020" for tavern grade.

The tolerances are tighter for factory finished flooring because they are expected to result in an acceptable floor with no onsite sanding.

"The problem is, if there is a wide range of thicknesses in unfinished flooring delivered to the job site, the installation contractor will be forced to sand off more wood than he should have to in order to achieve a quality wood floor," said NOFMA technical services director Mickey Moore.

All standards must be met in order to retain NOFMA certification for flooring quality standards.

U.S. Blamed In Trade Dispute

A free trade group's new report on the softwood trade dispute between the U.S. and Canada alleges that the current crisis is a "made in the U.S.A." problem caused by a historic depletion of supply, leading to reoccurring log famines in the U.S.

In addition, the report found that provincial forest policies in Canada were not responsible for the reductions in American log volumes.

The report's author, Les Reed of the Free Trade Lumber Council, argued that "new lumber tariffs against Canada serve to simply penalize millions of American consumers

with higher costs."

He added, "(The tariffs) are forcing consumers to go to offshore suppliers in order to meet the demand for increasing volumes of softwood products."

Other findings in the year-long study: American log famines have historically been accompanied by a long sequence of punitive tariffs on lumber imports; over the last two decades, the shortage of logs has been exacerbated by the preservation movement, and this movement has led to the protection of l0 billion bd. ft. of previously available softwood.

Reed concludes that both countries

need to establish a joint timber supply outlook task force to foster free trade.

The full report, Two Centuries of Softwood Lumber War Between Canada and the United States-A Chronicle of Trade Barriers Viewed in the Context of Saw Timber Depletion, is available online at www. ftlc.org.

Lumber Products Buys D&J

Lumber Products, Tualatin, Or., has acquired D&J Wood Resources, Tempe, Az., from David Dudley.

This acquisition gives Lumber Products distribution and value-added capabilities in Tempe and Cottonwood, Az., and Albuquerque, N.M., for hardwood and softwood lumber milling/surfacing, panel processing, laminating and edge bending.

In addition to its manufacturing operations, Lumber Products will now have 12 distribution centers in the Western U.S.

Customer's Top Complaints

According to a recent customer survey, "It's not my department" is the most upsetting statement that a retail salesperson can make to a customer.

The study, conducted by MOHR Learning, surveyed 230 shoppers on both coasts.

A close second for customers was, "If it's not on the rack, we don't have it," which annoyed 24.9Vo of those surveyed.

Other statements that retail customers find annoying: "That's the policy," lO.27o; "Ask that person over there," 87o; "I'm new here," 6.2V0; "You'll have to wait your turn," 5.37o, and "The computer is down," 2.77o.

"The findings suggest shoppers resent having store employees stand in front of them and say they can't help-that customers are on their own." said MOHR Learning c.e.o Michael Patrick.

Because of the slowing economy, Patrick observed that more retailers are refocusing on customer service.

"What's needed is to get associates committed, to do their best even when nobody's looking," he said. "They need to listen to customers, learn to use their judgment, know the products and be able to resolve shopper problems."

The Merchant Magazine welcomes Letters to the Editor.

Please send to Editor, 4500 Camnus Dr., Suite 480, Newport Beach, Ca. 92660: Fax 949-852-0231, or by e-mail to dkoenig@ ioc.net.

AMERICAN PRIDE

What being an American means to me.

Of course, freedom is the first. I think we all used to take it for granted. Now that this tragic event has occurred, I cherish every moment of the day.

On my way to work the morning of Sept. I I, it was an unbelievable sight. I witnessed flags flying on overpasses. Just about every car had the flag flying on it. Some had "God Bless America" written on their windshields.

People were on the street corners waving their flags, horns honking in togetherness. People, let me tell you, this sent chills down my spine. I think for the first time in my life, I have never been so proud to be an American.

As we grieve for the ones who lost their lives, and feel for their loved ones, we as Americans need to show the world we think as one. We need to show we are united as one. We can't afford to show weakness. I believe we are all doing the right rhings.

Is there a price for freedom? You betcha. Just think about all our service men and women who are protecting our great nation. Think about all the lives that have been given to protect what we have.

Do you really realize what our fellow citizens give up to protect what we have today? If not, take a moment and think about it. If you have never had the experience or been in the position to protect our country, you have missed out. It was a great feeling for me.

. I encourage all of you to reach out ln any way you can to help this great nation of ours remain intact. Take a moment to tell a stranger "hello." Honk your horn and give a thumbs up to someone who has that flag flying on their car or their house. Acknowledge them in their support. Have you given blood yet? Have you donated money to the Red Cross?

If you haven't, shame on you. Come on, people, let's not think this is behind us. It just got started. Let's keep this great force moving. We will prevail.

I had asked our wonderful emolovees if they would want to aonaie money to the Red Cross through a payroll deduction. Whatever was contributed to the company would be matched dollar for dollar.

The response was overwhelming. In one day, we raised $1,600. I challenge you to do the same.

As these tragic days lie ahead of us, let's not give up hope. Remember,

we are proud Americans and cannot forget what we are fighting for-our freedom.

Rick Anfinson Anfinson Lumber Sales 13041 Union Ave. Fontana, Ca.92337

It'S tf Ue: our LVL door and window components and trim stringers could be the smartest part of your business. They're stifferi straighter and stronger than lumber or composite products. They're engineered to meet even the most stringent building codes. They virtually eliminate waste and help cut labor costs. And here's the best part: we can precision manufacture and precut components to your exact specifications. That's why we're such an important part of so many companies'products.

Need a product or component made straighter, stronger and flat-out smarter?

George Wood is the new marketing mgr. at Chemco, Ferndale, Wa.

Robert Clarke, ex-Weyerhaeuser, has rejoined Capital Lumber Co., Chino, Ca., as industrial accounts mgr.

Rick Wollenberg has been named president and c.o.o. of Longview Fibre Co., Longview, Wa., succeeding his father, R.P. Wollen' berg, who continues as chairman and c.e.o.

Lee Kuhre has been named vice President of environmental affairs at Louisiana Pacific Corp., Portland, Or.

Steve Tennent has resigned as president of Buckeye Pacific CorP., Portland, Or. Jeff Dill, exSeaboard International, succeeds him.

Russ Leland, ex-Forest Grove Lumber, has opened a San Bernadino. Ca.. office for Elk

Creek Sales. St. Paul, Or.

Marc Hoffman has been Promoted to the newly-created position of v.p. of hardwood plywood at Columbia Forest Products, Portland, Or.

David Bartel has started a Eugene, Or., office for Cardinal Trading Ltd., Portland, Or., specializing in exports to Europe and Asia.

Mario R. Angel has joined The Beck Group, Portland, Or., as a consultant.

Robert W. Murdoch has been appointed to the board of directors at TimberWest Forest Products, Vancouver, B.C.

Raymond Clark, ex-Home DePot, has joined APA-The Engineered Wood Association as a Product support specialist. Zeno Martin, associate engineer in the Technical Services Division, Tacoma, Wa., received his civil engineering credentials from the state of California. Bill Baker, mgr. of market support services in the Technical Services Division, celebrated his 30th anniversarY with APA.

Don Cheshek, ex-InterPane Glass Co., has joined Wausau Window & Wall Systems as sales reP for Colorado, Utah, New Mexico and Wyoming.

Dick Bristol has been aPPointed director of the Paint division at Ace Hardware Corp.

Thomas J. Ferrari has been appointed president of retail sales at OKON. Denver. Co.

Len Sadosky has retired as president and c.o.o at Tasman Roofing Products, Corona, Ca., after 19 years with the company. Bo Hudson succeeds him.

James Crow has been appointed director of communications at the North American Insulation Manufacturers Associ ation.

Peter F. Secchia is retiring after 40 years with Universal Forest Products, but will continue as nonemployee chairman of the board.

David Rutherford has been appointed v.p. of litigation for Home Depot, Atlanta, Ga.

Mark Rey, ex-American Forest & Paper Association, has been confirmed by the U.S. Senate as President Bush's nominee as an undersecretary in the U.S. Department of Agriculture, overseeing national forest and land conservation-related programs.

Thomas A. Shallow has been appointed executive director of the Asphalt Roofing Manufacturers Association.

John Lee Anthony, president and c.e.o, Anthony Forest Products, has stepped down as president of the American Institute of Timber and Construction. He has been battling cancer since last summer.

Eric P. Canton. former chairman of Canton Lumber, is now managing director for the personal growth consulting firm Oxygen for Thin Air Consulting Group LLC and c.e.o. of in-store merchandiser SuperServe Logistics.

Murray Gelleri, Discount Builders Supply, San Francisco, Ca., and his wife have returned from a European vacation.

Rick Perry has joined the Window & Door Manufacturers Association as director of industry standards.

Patience Reitz is now health program advisor to Hugh Mungus and Freddy Fungus, owners of Mungus-Fungus Forest Products, Climax, Nv.

Ganahl Buys Radio Property

Ganahl Lumber Co.. Anaheim. Ca., bought and demolished a building that once served as a studio for Anaheim's I<EZY radio station.

The 3/4-acre property, which borders Ganahl's yard, had been coveted by the company for many years.

The radio station was evaluated for possible lumber uses, but according to Ganahl's John Ganahl, there were "none whatsoever." Plans instead include more lumber storage or enlarging the employee parking lot.

Peter Ganahl noted that their new facility in Los Alamitos, Ca., was made possible by the destruction of an old building, explaining that "progress is almost always preceded by what economists refer to as creative destruction."

Target your audience

The secrets of fiade and horne sh

By Charles Cibella Creative Connection Pompano Beach, FI.

T:ven in today's digitally driven -E..onornu. trid" shows and home shows are still going strong.

Trade Show News Network lists hundreds of annual events on its Web site, www.tsnn.com. There are nearly 30 events under the hardware and paint classification alone, and well over 100 listings that could be characterized as home shows or home and garden shows.

In fact, nearly every medium- to large-sized metropolitan area hosts some form of home show annually, and many cities host several during

the course of a year.

That means that for many businesses the challenge is how to choose which of the many available expositions to use.

For example, Corky Ellis of specialty distributor ASI Building Products, Tampa, Fl., has narrowed his participation down to a

few shows ayear.

"There are a lot of different shows out there," he says. "We look at what

shows will directly help develop business for either ourselves or our customers."

An enthusiastic home show user.

Ellis says timing is a key factor in choosing which show to patronize. "Vinyl fencing, porch rails, patio covers, gazebos, arbors, decks and docks are among the products that we supply," he explains. "spring is when people really start thinking about those."

In addition to timing, budget is always an issue when considering a trade show or home show. Booth rentals can vary from as little as a few hundred dollars for a small booth to many thousands of dollars for a choice, high-traffic location at a major exposition.

Most successful trade exhibitors will point out that such expositions are only one of several tools they use to reach potential customers. Madden Manufacturing has used home shows to generate new leads for nearly 20 years, and takes part in at least four shows a year, along with several other expositions. But other marketing tools also play a role, according to Mike Madden, who oversees much of the company's trade show activity.

"Our market is in carports, screen rooms and roof overs, primarily for the mobile home industry," he says. "With that kind of market niche, we're very high on service and pay a lot of attention to detail."

Madden adds that the opportunity for one-on-one exposure makes a trade or home show an esoeciallv effective marketing toot. "People can actually view what you're selling up close," he says. "They can't do that with a direct mail piece or newspaper ad. That's a huge advantage."

Once a company has identified the show or shows that have a place in its marketing plan, the next step is to design and build a display that cuts through the noise and confusion of the trade show floor.

Madden Manufacturing's display features large pictures, product mockups, and other visually interesting materials. In addition, the company pays particular attention to where a show is being held.

"One of the things that we can't forget as a manufacturer that supplies products nationally, is that there are regional differences in architectural styles, material preferences, even performance issues. Those differences should be reflected in the display," Madden notes. "Depending upon where we are exhibiting, we'll try to tailor our booth to that market usins regionally-specific photographyl

regionally-appropriate products and anything else that might make a homeowner in that market believe that we understand their market."

Instead of custom designing a display, many dealers and distributors take advantage of prefabricated display units. Generally lightweight and easy to assemble, these units can simplify the process of preparing for a trade show.

Madden notes another prerequisite for a successful show: organization. "It's important to be able to locate items you need while you're talking with someone," he says. "You have to be organized."

And be prepared to follow up on the leads you generate, adds Madden.

While Madden notes that attendance at some shows has slowed down, the leads that are generated seem more qualified than visitors in years past.

"In the past, a lot of things that happened at home shows involved drawings for freebie giveaways in every booth. But companies are now getting away from that," he says.

As a result, he says, "Most people we are seeing now are there for a purpose."

Clearly, the same thing can be said for those manning the display booths.

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Callfor more details on Quicklap'" and other ABTco Hardboard patterns inctuding Cedar Panel, Cedar Lap and Smooth Lap ready for prompt shipment.

Treater Opts For Hassle-Free Computing

A new concept in comPutingrenting software functionality over the Internet-is taking hold and proving its worth in the building product distribution industry.

Prompted by recent growth, Pacific

Wood Preserving, a $35 million distribution company based in Bakersfield. Ca.. has turned to DMSi to deliver computing service through an Application Service Provider (ASP) model. The new ASP sYstem

allows Pacific Wood to minimize the demands for an expanded IT shoP, all the while continuing to grow.

According to Ron Laughlin, chief financial officer of Pacific Wood Preserving, DMSi's powerful ERP Agility application adds the ability to track material via bar codes, automating complex tracking and inventory management processes for large quantities of goods shipped in for treatment by a myriad of customers. But DMSi's new ASP option keePs him out of the IT business, freeing him to focus on his customers and the overall business.

"I had spent half of my time buYing servers, worrying about data lines, and trying to get Tl lines to plants," said Laughlin. "Now I don't have to worry about that. The faster I can offload the headaches of servers and infrastructure problems, the better off I am going to be. I think the flexibility that DMSi offers us really fits well with our company and the fact that everyone is mobile. They can Plug in from their home or their hotel room to check on inventory."

The shift in service delivery methods allows access to business applications over the Internet to Web browsers anywhere, anytime. DMSi's campaign to take its state-of-the-art software application to the Web is instep with the industrY's emerging focus on the ASP model as the computing forum of the future. It will allow distributors enhanced pay-asyou-profit flexibility, guaranteed security and continuous access to the latest technology.

The SouncE oF Quaurv for your manufacturing needs:

o Hardwood lumber & hardwood plywood products

r Panel products - melamine sheet goods; particleboard & fiberboard

o Domestic & exotic veneers

o High pressure laminates

o Architectural millwork products - produced on our site to ensure the highest standards of quality

"By moving the comPlexitY of a distributor's physical computing infrastructure to a sophisticated ASP data center with end-user access via the Internet, our customers will lower the cost of system ownership for their respective IT departments by eliminating server/mainframe level capital expenditures and the attendant technical staffing requirements," said DMSi vice president of customer service Dan Vogt. "Ultimately, we want our customers to be able to use technology to help build their businesses and be able to do so without the Pain of dealing with increasingly complex computing environments."

Call today; (800) 244-1'696' (909) 357-7730

10330 Elm Ave., Fontana, Ca. 92337 ' Fax 909-357-7743

www.Petermanlumber.com

The shortage of skilled technicians coupled with the increasing demand for sophisticated web, LAN- and WAN-based applications have ripened the need for an industry ASP solution. DMSi's ASP offering

Steve Holmes, Steve Hautala, Tod Holmes' Tom Catlow

allows for delivery of its software applications via the Intemet, from an off-site data center, on a subscription basis.

To access this new service, distributors will need browser access from their workstation and a simple network to manage the Internet connection and shared printers.

Building product distributor benefits include:

. Simple set-up and maintenance, eliminates the need to build and maintain a complex corporate server and communications environment reducing software deployment time to a matter of hours

. Reduced up-front capital outlay and on-going infrastructure costs, allows distributors to pay for services as they're used, maintain predictable IT costs regardless of company growth, and avoid the issues related to staffing and managing in-house technical personnel

. Guaranteed security and uptime, 24x7 x365 monitoring, immediate problem resolution, reliable backup and disaster recovery facilities

. Continuous access to the best technology housed in the most sophis-

ticated data center environments eliminates costs associated with obsolete or underpowered systems.

Weyerhaeuser Looks SHARP

Three more Weyerhaeuser facilities in Oregon have been added to the state's Safety & Health Achievement Recognition Program (SHARP).

Newly enlisted are Weyerhaeuser's pole plant in Wilbur, timberland operations in Springfield, and Trus Joist facility in Junction City. Seven other Weyerhaeuser operations earlier earned SHARP awards, including Beaverton customer service center, Beaverton recycling center, Coos Bay timberlands, Cottage Grove lumber operations, Eugene building materials distribution center, Portland containerboard packaging, and Western Timberlands TOPS operations in Springfield.

To earn SHARP status, an employer works closely with Oregon OSHA to evaluate current programs, correct safety hazards, and develop and implement safer processes. The program stresses self-sufficiency and continuous improvement. An annual review is required to maintain SHARP status.

German Mills Target U.S. Markets

Fourteen German mills have joined together to break into the U.S. lumber market.

Operating as Kullik & Rullmann German Timber Export Co., the alliance currently is securing U.S. distributors to sell to dealers across the country.

"Germany has never been a (lumber) export country," says Carsten Kullik. "But by bringing together these family-owned mills in Germany, they can compete with companies like Stora and Finn Forest. Our mills are all specialists; one produces pine, one spruce, one laminated beams, one edge-glued boards, and so on."

United, the mills have been successfully selling into Japan. The addition of new surfacing and laminated beam production lines as well as other increases in capacity at some of their mills have now allowed Kullik & Rullman to expand into the U.S.

"The fear of the American," Kullik says, "is where's my lumber? Using the Internet, our customer can see right where his order is-where in the mill. on the surfacer. in the container, etc."

Kullik & Rullmann's online purchasing system features an optimizer that allows buyers to customize their own containers. Buyers enter what products they want, and the optimizer creates a sample order to fill a container.

Products for the U.S. include solid #2 & Btr. boards and dimension in German spruce and pine, from lx4 to lxl2, 2x4 to 2x12, and 514x4 to 5/4x12, all in 8 to 16' lengths (514 is also available l8' long). Edge-glued boards come lx4 to lx24 in primed and unprimed spruce. Spruce glulams with Fb2400 come in various dimensions.

Kullik, who also serves as manager and partner of the centuries-old Herbert Kullik Holzagentur GmbH and v.p. of the Gesamtverband Deutscher Holzhandel timber trade association, co-founded Kullik & Rullman in 1996 with Manfred Rullmann, timber producer, importer and exporter since 1964 and chairman of the Bavarian sawmill association, Verband der Bayerischen Sageindustrie.

Plastic Lumber Standard Approved

A new standard for recycled plastic lumber decking has been approved by the American Society for Testing Materials.

ASTM' s "Standard Specification for Polyolefin-Based Plastic Lumber Decking Board," which covers plastic lumber that is greater than 507o resin by weight, was created to provide a basis for developin g IOOVa plastic structures.

It permits manufacturers to apply an ASTM stamp, so their plastic lumber can be specified by architects, municipalities and others dependent on building code specifications.

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t. $ilm m $.,lmlnf,r, Gt 92805 . fil 714-583-90{8

Nice Loohing Proiect. But, Does lt Meet Code?

There's a chance that the treated wood going into this project has not been third party inspected. To meet the requirements of the Uniform Building Code, treated wood must be identified by the quality mark of an accredited American Lumber Standard Committee inspection agency. [n the West, five agencies are authorized under the ALSC Treated Wood Program to inspect treated wood. However, each agency has its own unique mark and it is located in different positions on the stamp or end-tag making it difficult to find or recognize.

So, how can you tell? Very easily. To find the inspection agency's quality mark, simply look for the CheckMark logo, and it's right therea very simple yay to make sure the treated wood in the project meets code requirements. Whether the mark is on the stamp or the front or back of the tag, now it is easy to find. Just check for it.

Keep your customers happy and in compliance with the building codes. Only buy and sell treated wood with the CheckMark logo.

roducls

Heat'n Go

A portable gas heater that operates on a 1-lb. disposable LP cylinder or a standard 20-lb. BBQ grill tank is new from World Marketing of America.

Kozy World Portable Companion has a built-in piezo ignition system and a safety tip-over shut-off device.

Circle No. 205

Column Support Group

Superior Aluminum Products has added two new square-smooth column sizes and a new decorative cap to its line of aluminum columns.

l-Beam Of Corrugated Steel

A corrugated steel I-beam with wood nailers has been designed for residential construction by PACO Steel & Engineering Co.

The WoodSteelBeam reportedly

Panels In The Attic

An OSB structural floor panel designed to convert an unfinished attic to an expanded storage area is new from Louisiana-Pacific.

has the high strength engineering values of steel with the ease of typical wood products. It comes with preattached nailer wood plates for use with typical garage door setups.

Circle No. 201

Pactiv Corp.

Plygood-Ultra features an extruded polystyrene foam core and reinforcing woven facer.

It rs 7/16" thick, engineered to withstand wind gusts of up to I 10 mph and can be installed with a pneumatic staple gun.

Circle N0.203

Low Gloss Oak Flooring

A low gloss, solid oak flooring that is said to have the look of on-site finished floors is new from Hartco.

The new column widths are 10" and 12", come in lengths of 8' to 24' and support in excess of 15,000 lbs.

Circle No. 206

That's A Wrap!

A woven polyester straP that is said to offer substantially improved safety, conveineince and greater strength compared to steel strapping is new from Strap & Wrap.

The Gentle Giant is elastic, allowing it to expand and contract while maintaining a tight grip on any load during transit and unloading.

The panels are 19132"x2'x4' , tongue and grooved along the 4' edges, and easily fit through standard attic openings.

Circle No. 202

Sheathing Savings

A rigid foam board sheathing designed as an economic alternative to OSB and plywood for use in nonstructural wall sections is new from

Somerset Solid Strip LG is 314" solid and 2-114" wide with microbeveled edges to outline each plank. It comes with a factory finish and is available in eight colors.

Circle No. 204

Circle No. 207

A Lunar Lawn Landing

A low-voltage landscape boulder that glows from within is new from MoonStone Lighting.

Cornice System Credentials

An engineered wood trim system for commercial and residential construction is available from Temple.

The TrimCraft Cornice System includes multiple trim options, precut soffit panels and full-size ceiling panels that can be cut to custom soffit widths.

which is widely recognized by building code officials.

Made from wood fibers and recycled polyethylene plastic, ChoiceDek comes in a standard 514"x6" size and in 12' and 20' lengths. It carries a 20year limited warranty against rotting, warping, twisting and termites.

Circle No.214

Master of Deck Disguise

Extruded PVC deck claddins that fits over an existing deck for luick renovation is new from L.B. Plastics.

The MoonStone comes as a set of three and contains UL listed electrical components. No electrical or mechanical knowledge is needed for installation. It comes with a three-year limited warranty.

Circle No. 208

Below Decks

UnderDeck has introduced a ceiling system that attaches underneath a deck to prevent water drainage.

The system is made up of allweather, exterior-grade, vinyl gutters that divert water and debris from the gaps in a deck. It requires no deck reconstruction and snaps in and out for cleaning.

Circle No.209

Green Wood Defender

A multi-purpose, EPA registered, green wood preservative and insecticide designed to protect exterior untreated or pressure treated wood surfaces is new from Wolman.

Circle No. 211

The Software Side Of Lumber

Software designed to help primary producers improve operations by managing log and fiber procurement, vendor contracts and settlements, and inventory and data collection is new from Progressive Solutions.

Fiber Track features Windowsbased screens and is compatible with most accounting and financial management packages.

Circle No. 212

The Great Wall Of Blocks

A new prefabricated radius wall for showers, bar units, partitions and room dividers is new from Hy-Lite Products.

The one-piece interlocking

Sheerline system is l00%a UV stabilized and reportedly slip resistant. Installation requires only a screw gun and a chop saw.

Circle No. 215

Studs Of SteelAnd Wood

Lightweight gauge steel studs with 2x4 wood ends have been introduced by Steel Wood Stud.

The studs nail together like wood to standard top and bottom plates, but are lighter than wood, easing installation. They span up to 12', and reportedly resist termites, rodents, corrosion and fire.

Circle No. 216

Woodlife Coppercoat contains an anti-wicking formula that reportedly resists moisture absorption and movement through board end cuts. It is water based and VOC compliant.

Circle No, 210

The walls are made from acrylic blocks in aluminum frames and ranse in heights from 8" to 86" and arEs from below 90'up to 180'.

Circle No.213

Decking For The Future

Weyerhaeuser's composite decking has been reviewed by National Evaluation Services and earned National Evaluation Report #596,

is ovoiloble by circling the corresponding Reoder Service number opposite the inside bock cover ond sending the form to New Products Editor, FAX to 949-852-0231, by E-moil to rfoy@ioc.net, by moil to 4500 Compus Dr., Suite 480, Newport Beoch, C0.92660, or by colling (e4e) 8s2-t ee0.

Chiseled Good Looks

A new wood chisel with shorter blades that reportedly has more control than standard size blades is new from American Tool Cos.

The Marples Pro-Touch has a soft-grip handle composed of durable nylon resin composites and rubberized surface coating

Circle No. 220

Tree Sculptors

A hand pruirer made of precision-ground steel that reportedly cuts branches up to 5/8" thick is now available from Fiskars Consumer Products. The Loop Handle Hand Pruners feature a safety locking mechanism and come with a lifetime warranty.

Circle No. 221

Cuttinq Edqe Saw

A contrictor giade circular saw that reportedly makes precise flush cuts against walls, baseboards and other flat surfaces is new from Clemenson Enterprises.

The Closecut ment wiuranty. comes with a 90-day unlimited replaceCircle No.222

EWP Technology Made Easy

Willamette Industries-has released a new version of its analysis and sizing software for its E-Z Frame System of engineered wood products.

The E-Z Calc upgrade features increased file handling capability and expanded, context-sensitive help files.

Circle No. 223

Nu Forest Products is a tull line lumber distribution yard that, unlike many, has a wide range of milling equipment that enables us to handle all your specialDed needs. NFP can mill lengths of 8" to 38'-your stock or ours.

Ptus, let Nu Forest Products prime your stock through our Paint-o-Matic and drying oven. Protected with up to two coats of top quality primer to minimize moisture problems, NFP Primed Products perform better.

Our inventory includes Redwood (KD & Green), Douglas Fir (KD Clears & Dimension, Timbers), Pine KD {Commons & Clears), Western Red Cedar (Select Ifuotty, Clears, Timbers), Hem-Fir (Fascia), Fingerjoint (DF, Redwood, WRC), Pressure Treated DF, and RMT Engineered Timbers

Douglas Fir FOHC Timbers. 4x24,6x2g, 6x34, L2x24,24x24 Clear Western Red Cedar VG, FG Timbers

Celebrating over 30 years of fine hardwood manufacture and

For the finest service in the industry, call on Swaner for a steady, reliable source of quality hardwood products at competitive prices.

Hardwood Lumber/ S4S

Hardwood Plywood

Hardwood Moulding

Custom Hardwood Flooring

A Gabinet Level Product

Architectural Products has introduced a new line of kitchen and bathroom cabinets made of solid plywood.

The Outwater collection features real wood veneers and multi-coated, hand rubbed polyurethane finishes.

Circle No. 224

Keep Plastic Lumber In Line

Liquid Nails has introduced its new Plastic Lumber and Decking Adhesive that rePortedly reduces nail pops and fastener failure while increasing the structure's strength.

The adhesive distributes the movement and stress of boards evenly between joists, reducing board movement and eliminating shearing of nail or screw heads.

Circle No. 225

rystal Clear Windows

Residential and commercial windows that reoortedlv clean themselves are new from Pilkineton.

. Activ glass is coated with a thin Jhemical composition that uses the sun's ultraviolet rays to gradually break down organic dirt through the photo catalytic effeit. It also utlizes the hydrophilic effect, which causes water to sheetdown the surface and wash away dirt.

Siding With Beauty

Vinyl siding that comes in a wide range of natural tones is new from the Rollex Com.

The gla,ss composition reportedly will not peel off or discolor. Manufacturers and fabricators do not n-eed special equipment to cut and process it.

Circle No.217

The Chestnut Hill series is .046" thick compared to the .038" thickness of most sidings. It also features a3/4" pro- file which gives it greater rigidity and clean edges that resemble wood board sidine.

It comes in 12 colors iicluding frost, dove gray, and antique silver.

Circle No.218

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Shareholders May Force Willamette To Sell

The estate of Willamette Industries' largest individual shareholder may force the timber company to the bargaining table with hostile suitor Weyerhaeuser Co.

The family of Maurie Dooly Clark, who died May l8 at age 87, wrote to

News Briefs

(Continued from page 19)

Home Depot is facing continuing opposition to a proposed store in Agoura Hills, Ca., as residents gather signatures to cap big box stores at 60,000 sq. ft., and is facing a class action suit from an ex-worker who claims California workers were denied millions of dollars in overtime

Scotty & Sons, Glendale, Ca., is considering relocation due to a proposed l6-acre redevelopment project ...

Anthony Forest Products is now l00%o famlly owned after purchasing a substantial minority ownership from International Paper, ending a 30-year investment and formal arrangement

Fremont Forest Group, Whittier, Ca., has become the exclusive West Coast distributor of Dura Products International's Dtra Deck and Maderas De Aysen's Chillean hardwood, as well as the exclusive sales agent for RCME SA-Eco Lumber Co. of Brazil's pine products and tropical hardwoods...

Universal Forest Products agreed to become the exclusive distributor of Willamette Indu-stries' new WillCraft D3 engineered floor decking for manufactured homes

Precision Composites, Phoenix, Az., has partnered with CertainTeed to promote the use of Royal Wood trimboards and inside corner posts with WeatherBoards fiber cement siding ...

Weather Shield Manufacturing has acquired Peachtree Cos.; the companies will operate as two independent organizations, sharing some administrative and executive functions, while retaining independent brands, sales forces and distribution channels

Prime Industries, Lafayette, Co., received Bostick Findley's Distributor of the Year Award

Homesteader's Lumber & Hardware,Big Lake, Ak., signed up as the l00th customer of the Triad iNet ecommerce service.

inform Willamette Industries that it needed to sell shares to settle the estate, according to Bloomber g New s.

The news caused Willamette's stock price to rise 7.67a to $45.85 in anticipation that the stalemate may be at an end. "Basically, this should lead to the conclusion of this saga. It breaks the logjam," said analyst Joshua Zaret.

Coincidentally, a day earlier Bloomberg News quoted Deutsche Banc Alex, Brown analyst Mark Wilde as speculating that the slowing economy would force Weyerhaeuser to abandon the takeover campaign.

Noting unfavorable forecasts for the economy and the industry, Wilde reduced Willamette's rating from "market perform" to "sell," and slashed his share price prediction from $35 to $32.

Weyerhaeuser vowed that it remained "committed to the transaction" and had recently extended its $50-a-share to Oct. 17.

The analyst suggested that Weyerhaeuser could instead pursue segments of Georgia-Pacific, which appears open to offers. G-P desperately hopes to trim its debt after last year acquiring tissue maker Fort James in an effort to transform itself into a consumer-products company.

25th ANNIVERSARY party Jor Las Plumas Lumber & Truss Co., LLC drew a large number of the company's 250 employees Sept. 15 to Riverside, Ca. (1) [Front row, left to right] Pat Payton, Chuck Gramlich, Bob Kircher, Michael Miller, Les Haugen, John Uhlman; [back row] Shawn Kelley, Wesley Holland, Joe McCanon,

LAPD Copter Lands at Depot

A Los Angeles police helicopter made an emergency landing in the parking lot of a new South L.A. Home Depot.

"The engine sensor light came on, indicating possible engine problems," said Sgt. Mo Batts. "Helicopters don't glide, so under the mandated procedure the copter had to land to investigate any mechanical trouble."

Mechanics were flown in from nearby Van Nuys Airport, and worked on the helicopter until it was safe enough to return to its normal base.

The July 2'7 incident occurred the day after the store's grand opening.

Old Lumber Rail Line Closes

Northwestern Pacific Railway shut down a Northern California line that once serviced sawmills in the region.

The Napa Valley to Petaluma line, restored this past February, once provided service to sawmills from Arcata and Eureka to Ukiah and Cloverdale, Ca. Despite a recent state tax infusion of $60 million, the long troubled railroad has been unable to remain solvent. Railway officials have no timetable for restorins service.

Willamette Premier Plus Glulam'" beams are manufactured in standard l-joist depths and full framing widths. These zero camber beams allow for easy installation in engineered floor systems. Designed for high strength utilizing a balanced lay-up, Premier Plus Glulam offers loading capacities equal t0 PSL and LVL, ideal for cantilever or multi-span applications. For more inlormation, please conlact: q

Ralph Hoffmaster, Darryl Morrison, Doug Doucette, Bruce Cottrell, Justin Reed. (2) Gil Contreras, Shawn Kelley. (3) Joe Anderson, Roger Marin. (4) Michael Miller, Joe McOarron. The pro-oriented company operates locations in Riverside, Los Angeles, San Diego, Ca., and Las Vegas, Nv.

IfleatherBestRailing is made from the same our decking. lt's all reeistant to termites, rot limited wananty spells outall the details.

For more information, or for a copy of our drills and fastens 80G5214316, or visit our web,site at www. There are no knots. It with an athactive ialqwon't reguire

comPosrte a8

Our 10 year

80-Year-Old Lumberyard Finally Expands

This month Hills Flat Lumber Co., Grass Valley, Ca., will open a second location-six decades after first selecting nearby Colfax as the site.

Jeff Pardini said his grandfather, Edward Julian Pardini, wanted to expand to Colfax, but World War II derailed his plans.

Pardini runs the business with his father, Edward Jr., brothers Kennan and Jason, and sister and brother-inlaw Deborah and Dave Caddy.

By doubling its annual revenue over the past 3-l/2 years, Hills Flat Lumber is now able to invest about $3 million in the new 38,000-sq. ft. building on 8 acres.

At 12,000 sq. ft., the retail showroom will be triple the size of the Grass Valley store's retail space. It also will have a full-line nursery, an equipment-rental division, and a drivethrough lumberyard with covered storage for upper-grade lumber and a roller rack system supplied by AutoStak Systems.

City manager Bob Perrault expects Hill Flat Lumber to become the largest retailer in Colfax, which has a population of about 8,000-about 257o less than Grass Valley.

Established in 1921, Hills Flat Lumber has been increasing revenue at least 2OVo a year for the last five years. "People really still want service," Pardini explains.

Hawaii Firm Stalks Eucalyptus

Tradewinds LLC has received approval from Hawaii state officials to harvest 11,000 acres of eucalyptus

trees in the Waiakea forest for plywood. The company had signed a l5-year lease agreement with Prudential Timber to harvest eucalyptus across 30,000 acres. Tradewinds will build and operate a mill, plant and cogeneration power facility. It will produce plywood by incorporating the veneer from the local trees and imported pine, laying it up as plywood at its plant, and shipping out the finished product from Hilo and Kawaihae.

Specializing in Exotic Hardwoods

Kempas Keruing o Meranti o Merbau o Ulin

o Clear Grade Only

. K/D Fumigated o Excellent Stability

. S4S Eased Edges

o Proven Performance for over 25 Years

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o HeaW Hardwood Quality at Light Wood Prices

o All sizes and lengths available

o Wholesale Only!

o DeliveU Available Nationwide

tr.ffiHffi,'.E-* dtuordbF

Deluxe

As the lumber and building products industry's only comprehensive listing of the coming year's events, our annual Deluxe Industry Calendar serves as a daily reference for your customers and prospects throughout the year. Sponsoring one of the 12 months allows you to display your company's message in a high-prestige environment-in front of your customers and prospects for an entire month-with no competing messages. They hang the calendar on their walls or set it on their desks, constantly referring to it for conventions, buying shows, workshops, and hundreds of other industry meetings.

Advertisers receive:

o Full-color sponsorship of a month in the industry's most complete, colorful and useful advertising vehicle.

o 17,000 calendars accompany the December issues of The Merchant Magazine and Building Products Digest PLUS hundreds extra distributed at selected industry events.

O Your message dominates an entire month. There's only one company sponsor per month-no competing advertisers.

o We can create your advertisement for you at no extra charge. One low price includes all regular four color layout, type and other production charges. We do all the work for you.

o First right of refusal to reserve the same month next year.

o 25 calendars FREE, a $250 value, to give to your best customers and prospects.

Act now to reserve your month to sponsor. You'll reach 17,000+ readers, for pennies a prospect. Reserve now so we can start creating your advertisement for you.

Wheat Board

Redlrcovored

NxTrend Bought Back In BuildNet Break-Up

As competitors purchased pieces of BuildNet at a bankruptcy auction, its distribution software subsidiary, NxTrend Technology, Inc., Colorado Springs, Co., was reacquired by its former owners.

BuildNet, attempting to serve every facet of the U.S. construction industry, had purchased NxTrend in

Nxliend

Technology, Inco

March of 2000. Yet BuildNet's acquisition spree crushed the company with debt, forcing it and six of its subsidiaries to file for bankruptcy Aug.8.

NxTrend foresaw the trouble, so was not included in the filing and has been operating independently of Durham, N.C.-based BuildNet since March of this year.

"We anticipated the return of title and we're pleased to have this behind us," said Michael J. Cornell, NxTrend president and c.e.o. "This is really the last piece of the puzzle to shedding all that baggage. We're thrilled about the future and happy our customers and prospects no longer have this to be concerned about."

At the BuildNet bankruptcy auction, HomeSphere, Inc., Denver, Co., acquired the builder back office system BuildSoft, the core software system around which BuildNet was first assembled.

"Oar

MH2Technologies, Dallas, Tx., purchased most of BuildNet's other assets, including the FAST homebuilder accounting system; Rim Data Systems; BuildNet trademarks, logos and domain namest Buildnet EBuilding Exchange, Buildnet Financial, Buildnet Express Purchasing, Buildnet Wireless and Buildnet Business Intelligence Systems, and Netclerk online permit application; patents related to BuildNet products and services; various software licenses, leases and contracts, and inventory materials, hardware, supplies, customer lists, supplier and distributor lists.

"To put it simply, we acquired

said Harold Holigan, MH2Technologies c.e.o. and chairman of the board.

goa/ is /a proride tnrironttetla/ly rrsltoa.tilt/e Jbnst pr0dilctr u,itbofl/ the tddel preniau nornt//y astocialtd

anything of value,"

... that euer)/ piece { Can Trim moulding is prodwcecl from I00a/o recouerec/ and recycled woodfiber, ancl jtou dre continually searchingfor better ways to recycle your own by products ... wltet/ter

it's wood stoue pellets, exnuded polymer/wood . d.eching lurnber, or organic agricultural fertilizer. "

literqture

Wanted: Truss Technicians

Is Building Component Design For You?, an employee recruitment brochure developed to address the diminishing number of truss technicians and other skilled trades, is free fiom Wood Truss Council of America, I WTCA Center, 6300 Enterprise Ln., Madison, Wi. 53719; (608) 274-4849.

Handy Man's Bible

Black & Decker: The Complete Photo Guide to Home Improvement, a 504-p., full-color book that contains over 1,700 color photos of step-by-step home projects, is $34.95 from Creative Publishing, 5900 Green Oak Dr., Minnetonka, Mn. 55343: (952) 936-4700.

Roofing Options

A l6-p., full-color brochure of residential roofing materials is free from GAF Materials, 1361 Alpine Rd., Wayne, N.J. 07470; (800) 555-1852.

Container Lessons

An informational CD and video on the manufacture and use of a reusable, plywood bulk container is free from Riverside, 400 Beaver Lake Rd., Kelowna, B.C., Canada V4V 155; (250) 766-2775.

Literate Home Bodies

A full-color catalog of books on home design, wood working, and home improvement is free The Taunton Press, (800\ 477-8727.

Gertified PAT Master

A training video to help certify people in the use of power actuated fastening tools is free from Remington, (3 12) 8504273.

Fiber Cement Siding

An l2-p., full-color brochure of fiber cement siding is free from CertainTeed, P.O. Box 860, Valley Forge, Pa. 19482, (800) 233-8990.

Gardening Gadgets

A l2-p. booklet of soil meters and test kits for gardening is free from Luster Leaf Products, 2220 Techcourt, Woodstock, Il. 60098; (516) 868-6645.

Hardwood Lessons

The Finishing Touch: A Guide to Specifuing North American Hardwood Species and Finishes, a 29-p., full-color guide to 2l species in clear, light, medium and dark stains, is free from The Hardwood Council, P.O. Box 525, Oakmont, Pa. 15139; (412) 281-4980.

Guiding Light

A technical guide to a new light diffusing acrylic motding and extrusion compound is free from Cyro, 100 Enterprise Dr., P.O. Box 5055, Rockaway, N.J. 07866; (800) 631-5384.

Flex Your Moulding

A 92-p. catalog of flexible mouldings made from syntactic polymer material is free from Ultra-Flex, (8OO) 3M-5293.

Just Like The Old Days

A catalog of period light fixtures and house parts is free from Rejuvenation, 2550 NW Nicolai St., Portland, Or. 97210: (503) 23r-r900.

A Well Lighted Bind

A full-color binder of architecturally designed interior lighting fixtures for commercial. institutional and residential use is available from TSAO Designs, 570 Barnum Ave., Bridgeport, Ct. 06608; (877) 966-9s59.

Building Products Spread

A 50-p. catalog of hardwood plywood and mouldings; a l4-p. catalog of MDF primed mouldings, and an 8-p. catalog of ornaments. accessories and hardwood appliques are free from Reel Lumber Service, P.O. Box 879, Anaheim, Ca. 92805: (7 t$ 632- I 988.

Choose Your Window

A 6-p., full-color guide to choosing residential windows is free Milsard Windows, (800) 562-0402.

FirePRO'" brand interior fire retardant is the construction industry's newest generation and most advanced fire protection system for wood. The unique FirePro chemistry developed by Osmose., is a patent pending formulation. FirePro brand fire retardant treated wood offers the best warranty in the business - 50 years for BOTH lumber and ply.wood. FirePro brand fire retardant treated lumber and plywood can be specified with confidence and offers the following key product values and performance features:

. UL Classified (FR-S Rated)

Independently Tested to Latest Industry Standards

. Superior, High Temperature Strength Durability

, Exceptional Smoke Development Values

. S]-Year Limited Performance Warrantv

. Corrosion Resistani

Low Hygroscopicitlt

. Quality Monitored by Third Party Complies with National Building Codes

Since 1971, the goals of Western Vood Preserving Co. have always been to provide top quality products and senices at competitive prices to customers who share our appreciation for high standards. Our environmentally compliant, state-of-the-art, Osmose designed treating plant uses the latest in computer process control technology. In this unique industry, our word is our honor and our goal is to make dealing with Western Wood Preserving Co. a pleasurable experience.

ploce

Rates: 25 words for $23, additional words 700 ea. Phone number counts as I word, address as 6 words. Headline or centered copy, $6 per line. Private box or special border, $6 ea. Column inch rate: $45 cameraready, $55 if we set the type. Names of advertisers using a box number

cannot be released. Mail copy to above address, FAX to949-852-0231 or call (949) 852- 1990. Deadline for copy is the 25th of the month. PAYMENT MUST ACCOMPANY COPY unless vou have established credit with us.

SALES: Specialty forest products wholesaler looking for a commission salesperson, experienced with a following. Generous split. Softwoods and hardwoods, your specialty or ours. Small, fun, flexible positive environment in Southern California. Call Dennis at OregonCanadian Forest Products of California, (714) 637 -2121.

LUMBER TRADERS needed to wholesale a full range of imported and domestic forest products. Experience required. Wiscal is expanding and offers great opportunity for right person. We are a division of WisconsinCalifornia Forest Products, a manufacturer of westem lumber species for over 30 years. Call (53O\ 229-3955 or send resume in confrdence to Claude Scott, Wiscal Sales, 1650 Oregon St. #1 16, Redding, Ca. 96001, or e-mail scotty@ wiscal.com.

OUTSIDE SALES: Nickerson Lumber & Plywood has an opening for an outside sales consultant. If you have experience with lumber and plywood sales to the Industrial and Manufacturing industries, are self-motivated and a team player, come work for the Nickerson Team. Excellent benefits with open territory, superior support from management and inside sales team. Please send resume by email to Bob Lopez at blopez@nickersonlbr.com or Fax to Bob Lopez at 661-250-8114. All resumes will be handled with confidence.

VALENCIA LUMBER is looking for an experienced hardwood lumber grader/warehouse supervisor. Great opportunity to grow with a young company. Please contact Jeff Niedermeyer ^t (661) 295-3487 or Fax resume to 661-295-1128.

EXPERIENCED HARDWOOD LUMBER

Salesperson wanted. Progressive lumber company seeking outside salesperson. Generous commission schedule & medical benefits. Please send resumes to: Summit Hardwoods, Attn: Terie Lorentzen, 1415 E. Grand Ave., Pomona. Ca.91766. or Fax to 909-469-1659.

ROADSIDE LUMBER & HARDWARE OPPORTUNITY FOR EXPERIENCED SALESPERSON

We are currently seeking qualified individuals who are energetic, aggressive and self-motivated. Experience in lumber, framing hardware, and sash & door sales. Inside and outside sales. Great company. Great location. Great benefits. Please fax resume to Joseph Windsor 818-9912262 or e-marl ioe@roadsidelumber.com.

SALESPERSON-HARDWOOD LUMBER & plywood-needed by Weber Plywood & Lumber. Please send resumes to 15501 Mosher St.. Tustin. Ca. 92680.

Pole Buildings

www.poleframebuildings.com

San Antonio Construction Co. Contractors license 291 259 Bl Toll Free (877) U-BLD-KIT

Mike Esposito

WHOLESALE DISTRIBUTOR LOOKING FOR NEW PRODUCT LINES

Established wholesale distributor is looking to bring new product lines to the Hawaiian islands. Please call (808) 833-1802 if your company is looking fbr distribution in Hawaii.

STRAIGHT LINE power feed ripsaw. Minimum 2" capacity, 10-15 hp motor. Call Javier at Fenceworks, (909) 788-5620.

WEATHERED, TWISTED OR USED LUMBER. Plywood blows, used or trims. Carl Hanson, (619) 661-2510, Fax 619-6615547, San Diego, Ca.

IF YOU ARE a market-driven supplier, call 800-966-2801 or visit our Web site StainlessSteelNails.com and learn how to become a Program Dealer for Swan Secure.

LOCAL LUMBER HAULING Southern California roller bed truck & trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach, Ca. 3-C Trucking, (562) 422-0426. California Lumber

EXPERIENCED LUMBER TRADERS WANTED.

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

uones

Charlie Goldberg,9l, founder and owner of Barnett Lumber Co.. Denver. Co., died Aug. 21.

A native of Indiana, Mr. Goldberg moved to Denver in 1937. He was a long-time member of the Mountain States Lumber & Buildins Material Dealers Association.

Clayton R. "Pug" Smith, 75, coowner of W.J. Conrad Lumber, Coos Bay, Or., and Conrad Wood Preserving, North Bend, Or., died July 14.

Mr. Smith moved to North Bend with his family in 1932. He later served in World War II.

He retired from W.J. Conrad Lumber in 1994 after 49 years with the company.

Phil Watson Taylor, 95, retired sales manager for Mt. Fir Lumber Co., Tygh Valley, Or., died Aug. 31.

A native of Idaho. Mr. Tavlor joined Mt. Fir in 1964 and worked in Tygh Valley, Maupin, Murphy Creek and finally Independence, Or., where he retired in 1990.

Norman Poxleitner, 73, owner and sales mgr., Poxleitner Sawmill, Keuterville, Id., died Aug. 5.

John Brooks Robinson. 87, retired president and chairman of the board of Grogan Robinson Lumber Co., Great Falls, Mt., died Aug. 8.

Mr. Robinson served as a director of the National Lumber & Buildine Material Dealers Assn. and a directoi and president of the Montana Building Material Dealers Association.

Riding Out Big-Box Invasions

There is a cure for the big-box blues, says Long Beach, Ca.-based small business consultant Bob Phibbs.

"Chain stores are continuing to dominate the scene," he said. "But more people. at the same time. are willing to give the independents a chance."

The author of You Can Compete! has helped more than 100 small businesses come up with competitive new strategies. He emphasizes that small retailers have an upperhand because they can react quicker to the economy and stress customer service and product knowledge.

He says, "The independents' advantage is that people want to try them as long as they get treated better than at the chain stores. Unfortunately, (small businesses) are taking the motto of big chains, which is shoving a lot of

merchandise in a store and assuming it will sell."

Phibbs arms retailers with three important tools for self defense. The physical appearance of your store is primary. "The most valuable part of the store is the first third, that's as far as most people go into a store," he said. "You need to have the best, brightest and newest merchandise out there in front."

Second, see employees as your most important asset. "For any business, the number one problem right now is personnel, " he stressed. "You want people to talk about the product and develop a relationship, and instead you get people who are impatient behind the counters."

Phibbs recommends that employers institute a system of rewards for employees who demonstrate excellent customer service skills.

Finally. begin a competitive marketing strategy. "The myth of marketing is that if you bring enough bodies in, it will work. But the problem is people aren't coming back," he noted. "You don't want to bring more bodies into a place if they're not going to get great service, because marketing is a matter of steps to remind people of the good time they had with you."

ARCATA / EUREKA / FOFTUNA

Brrn Lumber Co. ...... ......(707], 822-1779

Pacific Lumber Co. (Scotia)..................,...,.....(707) 764-8888

Redwood Forest Products...,.....,.,....,...,.....,...007\ 443-4054

Redwood lnspection Service..........................(707\ 444-3024

Redwood Region Logging Conference,..,..,...(707) 443-4091

Simpson Timber Co. ......1707)1822-0371

West Coast Hardwood, Inc......,........,..,........,.(707) 825-81 13

BAKERSFIELD

Pacific Wood Preserving of Bakerslield ..,..,...(661) 833-0429

CLOVERDALE

All-Coast Forest Producls .......,.....,.,...,..,,..,.,.(707) 894-4281

Redwood Empire..... .,....'707\854-4241

Blue 0x Timber Co.. .....(916) 989-5031

Califomia Cascade 1ndustries........................(91 6) 736-3353

Califomia Lumber Inspection Service.............(209) 334-6956

Capitol Plywood...... .......(916) 922-8861

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

Georgia-Pacific (Sacramento)..........,.....,.......(800) 830-7370

DorrisLumber&Mourdingc0......... t3?31?31_?33?

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

HuttigBuildingProducts...............,.,.,..,...,......(916)381-4242

Hydra Re-Load Center (Warehouse) ......,......(530) 668-4034

Kelleher Corp. ...............(916) 929-1792

Louisiana-Pacific (Rocklin) ..(800) 348-1400 (916) 624-4525

M&M Builders Supp|y......,..,..,..,..,.....,......,.....(2091 835-4172

Mello Re|oad........................1800\ s72-721 1 (530) 662-1468

Mid-Pacific Trading Co. ...,..,...........................(91 6) 631 -9663

Mokelumne River Forest Products.................(209) 367-1265

Pacific IVIDF Products............,..... ......,..,.........(8001 472-2874

Polywood Products. ......(530) 626-4221

SierraPine, Limited .........................................(888) 633-7477

Weyerhaeuser C0..,...........,.(800) 292-0704 (559) 486-6221

MODESTO

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

Thunderbolt Wood Treating C0......................(800) 826-8709 (209) 869-4561

BEDOING / RED BLUFF

Boston Pacific LLC.. ......(888) 748-21

Keller Lumber Sa|es............(800) 233-7888 (530) 246-0405

Gemini Forest Produc|s.............,....,..,.........,..(530) 223-7440

Pacific Wood Preservin9................................(530) 824-9400

Shasta Cascade Forest Industries, Inc. ,..,.....(503) 243-0500

siskiyou Foresr Products ....(800) 374"0210 (530) 938-2771

Trinity River Lumber Co. ................................(530) 623-5561

Westem Woods...Ca.: (800) 822-8157 U.S.: (800) 824-4100

Wis-Cal Sa1es.......... ..,.,.(530) 229-3955

Wisconsin Califomia Forest Products............(530) 241-8310

SSACRAMENTO / STOCKTON AREA

Arch Wood Protection ....................................{530) 533-7814

Nu Forest Products Windsor l\'1i|1...........

,,...(800) 371-0637 (707) 433-3313 ...............................(707) 838-7101

UKIAH / WILLITS Cal Coast Wholesale Lumber, Inc.......,..........(707) 468-0141 Western Woods, Inc. .....,..,.,,..,,.,..,.,....,....,.....(800) 974-1 661

Gnnnn Srr Imrcsco BAY Anu

Baxler & Co., J.H..... .,....(650) 349-0201

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

California Forest Products...............,......,.......(831 ) 634-01 00

California Redwood Association.............,..,....(415) 382-0662

Chemonite Council .. ......(650) 573-331 1

Georgia-Pacific Corp. (Fremonl) ....................(800) 830-7370

Kelleher Corp. (Novato)..................................(41 5) 898-1 270

Kelleher Corp. (San Rafael).....,.,....,...,..,.......(415) 454-8861

Landmark Building Products ..........................(800) 697-2001

Lane Stanton Vance ......(510) 632-9663

MacBeath Hardwood (Berkeley),....,..,,..,..,....(510) 843-4390

MacBeath Hardwood (San Francisco) ...........(415) 647-0782

MacBeath Hardwood (N0. Ca.) ....,.....,..,........(800) 233-0782

Norlh Pacific 1umber...........(800) 505-9757 (707) 562-3900

NEVADA

Pacific Wood Preserving................................(800) 538-4616

Plywood & Lumber Sales (Emeryville) .....(510) 547-7257 (800) 675-7257

Prywood & Lumber sares (s.F.),............... t3l3l 93&1633

Plywood & Lumber Sales (San Jose)....,........(408) 288-7257 (888) 388-7527

Redwood Empire.... ......(408) 779-7354

Redwood lnspection Service.,..,..,.,........,.......(415) 382-0662

Simpson Strong-Tie C0. ......(800) 999-5099 (510) 562-7775

Tata Enterprises..... .......(510) 705-8588

Van Arsdale-Hanis Lumber Co, .....................(415) 467-871 1

Wendling Nathan Co .....(415) 461-0555

Weyerhaeuser (Hayward)....(800) 672-2130 (510) 786-1700

Sounw:sr

Huttig Building Products......(800) 524-6255 (602) 415-6200

LAS VEGAS

Intermountain Orient, Inc................................(888) 325-01 69

Neiman-Reed Lumber Co. .............,...............(623) 572-6885

PnmeSource Building Products......................(602) 278-2603

Weyerhaeuser Co.

Las Plumas Lumber & Truss Co, ..(702) 739-9061 .,(702) 651-0755

RENO/CARSON CIW AREA

Capitol Plywood....... ...1775')3294494

Nevada Wood Preserving .....................,..,.....(775) 577-2000

Unity Forest Products.....................................(775) 888-9288

Weyerhaeuser C0................(800) 521-1374 (775) 355-6868

ELOY

ARIZONA

Arizona Pacific Wood Preserving,..................(520) 466-7801

PHOENIX AREA

Boise Cascade BMDD.........(800) 289-9663 (602) 269-6145

Capital Building Materia|s...............................(602) 824-5660

Capital LumberCo. .......(602)265-6225

Georgia-Pacific Corp ......(800) 830-7370

Spellman Hardwoods...........(800) 624-5401 \602]. 272-2313

Universal Forest Pr0ducts..............................(480) 961-0833

Weyerhaeuser Co............,...(800) 283-5678 (602) 269-3541

ALBUQUEROUE

NEW MEXICO

Boise Cascade 8MD0....,..,.(800) 889-4306 (505) 877-8150

Capital Lumber Co. ....(505)877-7222

EveGreen Wood Composites,..,....................(877) 571-2200 (505) 858-2200

Georgia-Pacific Corp .....(800) 830-7370

Western Woods, Inc, .......,..,............,..,...........(800) 61 7-2331

HONOLULU / MAUI

HAWAII

Conrad Wood Preserving,..,...,.......................(800) 356-7146

FERNDALE

Pacrnc l{onrlwrsr

WASHINGTON

Alheare Wood -redle s..

McMINNVILLE / C0RVALLIS i SALEM

RoyalPacficIndustries..................................(503)434-5450

Rocrv Mouunru

untversal F0rest Produc1s. ............................(541 ) 399,9000

COOS BAY / NOBTH EEND

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

EUGENE / SPRINGFIELD

Baxler, J.H

Geminr Forest Products.......

Georgia-Pacf c C0rp.. .....

l\.4cFar and Cascade

Georgia-Pacific (hardwood)....

Geo'gia-paclic'Tr worinoJo.g, .....,800/261.6030

Geo'gla-Pac lic reowooo 'l-F. DF, 15031248.7104

Haase 1nduslres..................(800)

PrimeSource Bu lding Products... weyerhaeuserCo...i (800)332-8191

GRAND JUNCTION

Bors" Cascaoe BVDD

BILLINGS Bo se Cascaoe BN/DD

6s6rg a.Paci',c Corp

MONTANA

Weyerhaeuser (Butte)..........(888) 31 7-9740

ALASKA

ANCHOBAGE Hutig Build.g ProdJcls.........................

......(541) 672-6528

that would combine the lT needs of multiple facilities and a diverse product line undei a single computer sysl "ProgresriveSolutions'providesonesoftwareenvironmentforour200users,tromsawmill

s remanufa(turing and distribution operations," steve reports. "Total inteqration and instant access to information

For over 10 years Progressive S-olutions has won the business and respect of some of the top names in the wood products industry.

us a ca ll today to find out w hy.

ft!frfit:i:illfliiiii11"iiliillt{.!il{i1f"":'filtrfi1:,fiHi,T,"illJ!',Tt!$lil;iH:i,,i$#ii,*# +- pilocilEsstvE

pr.du(ri.nrrrliiffiffrr,

soeeds

everythrngfromplacinqanotdertoinvoiclnguponshipment"

r':'^d"D"4ir''het:tn,tp' u,ib,t\trLitap,'f"tuu"

FAX to 949-852-0231

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The Merchant Magazine - October 2001

Name (Please print)

For more information on products or companies (see list at right), circle the appropriate Reader Service FAX Response number(s):

For more information from advertisers, use

FAX Response numbers in brackets.

Accurate Planing Mill [13f ] ...'...."...............35

Anaheim Millworks t1411..............................40

Anfinson Lumber Sales tf f71........................25

Arch Wood Protection [101] .....'........'.Cover I

Bean Lumber Co., Curt [161]..........'Cover III

Beaver Lumber Company tl46'i.....'.............46

Boise Cascade Corporation t1131.................21

Bright Wood tl 121............................"............20

California Pre-Stain t 1501 .............................49

Cal Coast Wholesale Lumber t1201..............28

C&E Lumber tf 301.................--..----.........34

CanTrim t1651.......................'......................'.55

Cascade Forest Group [123] .--.-----.........31

Chemonite Council t1191......,........'...............27

Coastal Lumber Company t1481."...............47

Colville Indian Precision Pine [1531.............52

Crow Publications [l08] ..................................8

Crown Planing Mitl U331.....................'........36

Distribution Management Systems, Inc. t1491................. ................48

Dorris Lumber & Moulding U58l'...............57

EarthSource Forest Products t1561........'.'...54

Fontana Wholesale Lumber [120]................28

Fremont Forest Group I1031...........................3

Friesen Lumber [138] ..............-..----..........39

Georgia Pacific Corporation [162]...Cover IV

Golden State Hardwood t1341.......................36

Great Western Transportation t1241...........30

Hampton Lumber ...................'....'.............'.'.48

Hardwoods Unlimited [114].... -----.-.........22

Ilighland Lumber Sales If 41] .......................40

Holmes Lumber Company, Fred C. [139]...38

Huff Lumber Company t1181.......................26

Huttig Building Products t1361.....................37

Inland Timber Company t1521.....................50

International Paper Company [116]'...........24

Keller Lumber Company t1251....................32

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Kelley-Wright Hardwoods t1211 ..................29

Landmark Building Products ll22l .....,....'..29

Lane Stanton Vance Lumber Co. [f09].......15

Las Plumas Lumber & Truss Co. [159].'.....59

Louisiana-Pacific Corp. [107, 135].'...7' 37' 5l

M&M Builders Supply, Inc. t1451.....'..........46

Mendocino Forest Products [129].".'............35

Nu Forest Products tf441.............'.......,...44, 45

Pacific Wood Laminates tf271..".............'....33

Pacific Wood Preserving [102]...........Cover II

PacTrim t1641.................................................17

Penberthy Lumber Company tl32l .............34

Peterman Lumber, Inc. t1,|()1......................'.38

Plywood & Lumber Sales [156]....................54

Polywood Products t1281.......................,.......23

Product Sales Co. [1M]..................4, 31, 35, 39

Progressive Solutions Inc. [160].'..................61

Redwood Empire [105]........'...............'..'........5

Reel Lumber Service [111].............'.'............19

Regal Custom Millwork U111.'.....................19

Seneca Sawmill t1551 ............."......................54

Shasta Cascade t1101 .....................................19

Spellman Hardwoods [151]........'..................49

Swaner Hardwoods [163] .....'........................46

Swan Secure Products 11421.....,,................,..40

Tata Enterprises [154].........'...'.....................52

Thunderbolt Wood Treating t1371...............39

Toal Lumber Company !126l ......,................32

Van Arsdale-Harris Lumber Co. [1471........47

Weber Plywood & Lumber Co. [115] ..........23

Western Wood Preservers Institute t1431.'..41

Western Wood Preserving Co. [157]'...........57

Williams Lumber Co. of North Carolina

Fro* o* beginnings in 1940. we've used teamwork to provide our customers with outstanding service and quality products.

tf!

Let

I

oday, the Bean Team works just as hard to ensure that the Southern Pine products we manufacture meet rigid quality standards.

!Vn"n you call, rest assured you'll talk to a human being, not a machine. We'll prove to you that we mean it when we talk about unequalled customer service.

rTr

I he gentlemen in the old photo above worked hard to position that log so that each board that Ieft the sawmill wfis as perfect as they could make it. Just like today.

!V, *"r" there for you yesterday, we're here for you today and we'll be here for you tomorrow. Count on it.

tTt

I he Bean Team is backed up by two sawmills, three pressure ffeating cylinders, a deck accessories shop and dry kilns for KDAT.

The BeanTeam, circa 1942-1943