Merchant Magazine - October 2004

October 2004

Dean Johnson wants to help you sell Wolmanized"

Natural Select'*

wood

When you choose your brand of nextgeneration treated wood, consider this: Wolmanized' Natural SelectrM wood is being recommended by Dean Johnson, host of Hometinte, the popular. longrunning TV series seen on PBS, The Learning Channel, and syndicated stations across North America.

For 17 years, consumers have watched Dean show them how to imDrove their homes. Now - in print ads, literature, and P.O.P. items - he is showing them the benefits of Wolmanized - wood oroducts.

Add this to the national advertising, in-store support, brochures, publicity campaign, trusted brand name, compatibility with galvanized fasteners, and widely respected producers. and you have solid reasons to stock Wolmanized! Natural SelectrM wood.

Real wood. Natural beauty. Trusted name.

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

t rYlni 13 Wa.lam tt.t.ar

Includlng Al..h.nd Hrwrll

(Shtot pthlication EuMing Prcducts Digest ssrues tho Effit)

PUBLISHER Alan Oakes (aioakes@aol.com)

PUBLISHEB EMERITUS David Cutler

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

ASSOCIATE EDIT0B Lisa Maresca (lmaresca@building-products.com)

CONTRIBUTING EDITOFS

Dwight Cunan, Carla Waldemar

AD SALES MANAGER Chuck Casev (ccasey@building-productd.com)

CIRCULATON HeatherKelly (hkelly@building'products.com)

ADMINISTRATION DIRECTOR/SECRETARY Marie Oakes (mtpoakes@aol.com)

How to Advertise

Contact our advertising otfices for ratos:

WEST, lrlDWEST, SOUTHEAST; Chuck Casey, Newport Beach, Ca.; (949) 852-1990; Fax 949852-0231 ; Email ccasey@building-producis.com

NOHTHEAST: Paul Mummolo, Brick, N.J.; (732) 899-8102: Fax 732-899-2758: Email omummolo @aol.com

How to Subscribe

Contact Heather at (949) 852-1990

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\'Vc are celcbrating nrrtrc thln 60 ycars rtl clistrittittion erce Ilcnce and are proud trl thc stcl[rr rcluLiorrships rrc Itavc creatcd rvith our Custorncrs, Supplicrs, lncl tntployee Ou'ners. We don't rric\r' an\, Part ol'oLrr [tusiness

as a conrnrodity. \,Vc continuc to honor thc innovation, inteeritl,, and indepenclencc on nhich our opcfations nerc built.

Our contprchcnsive product lincs inclLrclc sonte ol' thc rvorlcl's nrost renolvned and rcspcctccl ltrancls :rncl nou cxtcncl to a tLrll line of quality Ensineerccl \\ttocl l)nxlLtcts

lxclunrNc fncrn Suprn l-f orsrs, QBI-f orsrs, WELDWooD LVL, GL3000 Brnnrs, RrnrBoARD, GLULAM, AND IJC GLuLnnl

ALAN OAKES publisher ajoakes@aol.com

Keep up with the old,bring in the new

The alarm went off at 4:00 on a Saturday morning-not my best time of day, especially on a Saturday. By '7.30 a.m., I was already on a plane heading to the San Francisco Bay area.

As we landed, the sky was already blue and clear, and soon I was driving across the Bay Bridges to Sebastopol in the wine country, and passing orchard rows and vineyards. The weather was just about as perfect as it gets. Down some windy, twisty lanes (thanks, MapQuest), I finally saw the handwritten sign to The Old Time Lumberman's Picnic and BBQ. As I turned into what appeared to be a driveway up to a house set far back from the road, another sign beckoned me into the forest. I drove under a beautiful cloud of tall redwoods until reaching a small clearing where I saw the BBQ truck and the table topsabout as idyllic location as one could

find.

An hour later, the roughly 80 lumbermen and families started to arrive. Each was absolutely delighted to see old friends or meet new ones. Some were names I only had heard of, and all were still passionate about their lifelong industry and the people in it. An arm around the shoulder, a pat on the back. a smile. animated discussion were all signs of the joy of being among peers. Some had driven four to six hours to be there, and with no business pressure there was time to reminisce, look at some very old photographs as well as tools and implements from the past. A few short speeches, some wonderful BBQ, and of course they would not lumbermen if there were not a few beverages to partake. Beams of sunlight threaded the trees, and the scents permeated and intertwined with the laughing and joking. This was the second annual

event and it was a wonderful day.

In a time when our society is willing to throw away our customs and cultures, I would like to encourage this proud industry to do everything possible to hold on to what we have. This event should serve as a model for other regions in the country to hold similar events. Let us cherish the fact that day by day competitors can join and meet together to celebrate friendship and the old times. I hope there will be others who will take the lead across the country to hold similar events, and I would be very willing to put anyone in contact with the organizers of this event.

As I was driving back to the airport, I was thinking: how will we replace these old-timers after their retirements? To the outside world, we might not appear to be an industry in which to devote our careers, but we are a great industry. We need to continually encourage new blood to join us, and they need to become involved in the many wonderful associations that underpin our social and business structure.

A few days later, I found out that a new Web site career center has been introduced by the American Forest & Paper Association at www.afandpa. org/careercenter. It is billed as a new solution for employers and job seekers. I would encourage all of us to find new blood and bring them into this industry. Let them in on the secret of what we enjoy.

Lastly, we look forward to meeting our manufacturing and wholesale partners at the NAWLA Traders Market show in Chicago starting October 21. Please find in our center pages a pull-out supplement previewing this fine event. Enjoy being among peers and enjoy this wonderful city.

ITIS MADE FOR THE WORST,

Downpours? Storms? Blistering sun? Humidity? Bring it on. Silvastar'" primed fascia and trim stands up to the worst that nature can throw at it because it is made from the best materials around. Like premium kiln dried SPF lumber from Canfor, then it's coated with Olympic" latex primer. And that makes for a quality finish, on a quality product.

Hardwood specia list finds fulfillment in software system

fN A BUSY mill environment

lwhere a ouarter of a million board feet of hardwood lumber is processed each month, technology is being used to instantly relay production status and inventory updates between the yard and office at Lane Stanton Vancea Hampton Affiliate.

Five branch locations of LSV work together to distribute domestic and imported hardwood lumber along the Pacific Coast. In addition. a custom mill facility operates non-stop to surface, rip and resaw cut-to-length lumber and produce moulding. A major source of revenue is selling S4S to 120 major home centers and hardwood manufacturers.

The City of Industry, Ca.-based wholesale lumber distributor and remanufacturing company is thriving in an expanding market with new product lines, and additional distribution capabilities. Investments in technology feed the opportunistic environment. Agility Windows-based software by DMSi runs simultaneously on desktops in the office and in the yard on remote tablet PCs. This technology is slashing errors and hiking efficiency while accelerating order fulfillment throughout the entire lumber business.

The mill operation processes rough, random length and width hardwood lumber into three levels of finished wood products: semi-finished, finished and defective boards. About 55,000 bd. ft. move through ripping, sawing and surfacing machines in a given week. Agility captures the random measurements of each board and tally unit as lumber comes off the production line.

According to John Spence, production manager, "Instead of manually moving boards between units until we reach the proper pack size, we utilize technology to calculate the total board feet as units of lumber are built: it has reduced man-hours by 10Vo."

Behind the scenes, technology beams information on processed lumber to the yard and assists as yard staff determines where each unit belongs. Pertinent tally information is captured in Agility, printed on barcoded tags and applied to each completed unit before lumber is committed to inventory. Tags identify the number of pieces, their lengths, and total unit length, helping eliminate inventory counts and guarantee delivery dates.

Lumber physically moves to one of the many sheds spanning across five LSV distribution centers. Lumber is tracked using a central business management system-Agility. "With one-click, anyone can see lumber moving in and out of inventory as well as what is in stock," Spence said.

Big box retailers along the West Coast submit approximately 60 purchase orders each week using an Electronic Data Interchange (EDI), which is fully integrated with Agility. The business software system automates order processing by sending acknowledgements to large home center customers and printing orders in the warehouse. Technology allows for orders to be processed at high speeds without the chance of human enor. Zero mistakes has added to the

success of LSV.

"We have become a top contender by consistently providing quality products on time, every time," he said.

Meeting the unique needs of manufacturers does take a different approach. Typically. companies manufacturing custom millwork, moulding or cabinets require specific lengths and widths of lumber from LSV. Today, sales and service staff can easily find units of lumber fitting unique length and width requirements with robust search instruments, Inventory Viewers, on their PCs. If they're on the phone, it even helps them pre-sell material in processing before it's off the line. The tools allow users to drill down instantly to see the various sizes of boards in each unit.

Spence said, "We're able to match piece counts of loads to the exact

"Today's technology

has changed the whole way our business works together to please the customer."

needs of our manufacturing customers instantly."

LSV has evolved into a first class operation with aggressive expansion throughout the Pacific Rim. This success is largely due to investing in technology that meets the requirements of a growing lumber company.

"Today's technology has changed the whole way our business works together to please the customer," he continued. "We have the best applications in place for remanufacturing and distributing lumber which keeps our customers coming back."

Take hardwoods to the top

Fancy moulding

Americans have highlighted ceilings with moulding since the earliest colonial days, said Stanley Schuler, an architectural author and historian in Old Lyme, Ct.

Victorians favored darkly stained hardwoods like oak, mahogany and walnut, Schulerexplained. They built up various moulding profiles until the "stack" was up to a foot wide.

EILOORING is a natural target for a I-' hardwood makeover. But what about ceilings? Has your hardwood sales staff overlooked looking up? If so, don't despair. It's never too late to enhance the often-forgotten "fifth wall."

"I almost think of it as a hat for an outfit," said Connecticut kitchen and bath designer Terri Berlage. "So many people don't wear hats anymore, but when they do wear the perfect hat, it just makes the outfit."

Throughout history, the ceiling has represented the skies and heavens. Think Michelangelo and the Sistine Chapel. For centuries, ornate ceilings played starring roles in homes, palaces and churches.

Now, the emphasis on comfort is inspiring an increased desire for old world touches in American homes.

Hardwood ceiling treatments range from fancy moulding and paneling to planks, coffers and beams.

"The look was absolutely beautiful," Schuler said. "Mouldings were a very important decorative element of the room, and they made a big difference."

Stacking mouldings is still an easy way to create a custom look on a modest budget. The standard width is 5 inches, but combining different profiles can create the effect of a single piece of wood several inches wider. Cove lighting, which is hidden behind moulding, can add more drama by casting light onto the ceiling.

More ornate mouldings can add height and flair to bathrooms too, added Berlage. "The bathroom can be difficult because it is small. We try to create an illusion of going up into the ceiling."

Berlage suggested installing about 12 inches of moulding along the perimeter of the room where the walls meet the ceiling, then painting the ceiling itself or a bead board ceiling a shade darker than the walls.

White River HardwoodsWoodworks, Fayetteville, Ar., makes smooth and embossed solid poplar

and red oak mouldings. Its Mon Reale line-solid poplar with a wood compositional overlayfeatures detailed, elaborate designs that are easier to install than plaster and much less expensive than hand-carved wood, according to Roger Hill, White River's marketing manager.

Best-selling motifs include swags, coins, flowers and urns. "You can stain this trim, paint it or glaze it," Hill said. "You can get the ornate look in wood that you once could onlv find in olaster."

Hardwood ceiling

treatments range from fancy moulding and paneling to planks, coffers and beams.

The company also has a handcarved line of classically designed appliques featuring leaves, grape vines, scrolls and swags that can be applied to ceilings to highlight the corners. Hill said.

Beams

Decorative hardwood beams add character to any room, especially kitchens, Berlage said. Rough-sawn or distressed beams can add a rustic feel to a modern kitchen in an old home. "It adds some architectural integrity to the house," she explained.

Oak beams are a popular addition to Craftsman-style kitchens, said Jeff Moselev. founder of Accent

VICTORIAN TREATMENT:Red oak herringbone patterned ceilino trealment.

Architectural Millworks, Auburn, Ga. "People are using traditional designs to dress their kitchens up," he said.

Beams don't have to be rustic, though. "You can add some mouldings to the beams themselves and around the perimeter of the room to make them more decorative," Berlage said. "You also can use something decorative [ke a corbel to support the beams where they hit the walls."

Beams work best in rooms with ceiling heights of at least 9 feet, she said. They can help bring high Cathedral ceilings down to a more human scale.

The ceiling height and room dimensions dictate the width and number of beams used, Berlage said. A square room with a high ceiling may look good with many beams. Fewer beams might be called for in a rectangular-shaped room with a lower ceiling.

For lower ceilings, Berlage recommends bead boards or beveled planks to add warmth and flavor. Cumberland, which specializes in Victorian and country styles, sells hardwood bead board ceiling panels with crossbeams.

Coffered ceilings

Coffering, the creation of recessed panels or grid-like compartments in a ceiling, is associated most often with the Tudor and Jacobean periods and their later revivals. The term comes from the Old French word cofre for "box" or "chest." With the right detailing, hardwood coffers can add elegance to virtually any style home.

Typically, a carpenter works from

a detailed plan to install a coffered ceiling. Solid or hollow hardwood beams combine with moulding to form the grid, and the ceiling itself is left untouched, painted or paneled.

Coffers are one of the most expensive ceiling treatments. Randy Reese, owner of Cumberland Woodcraft, Carlisle. Pa.. said the materials to coffer a l2-ft.-by-14-ft. room could retail for $8.000 to $12.000.

The investment pays off in a permanent architectural feature that adds height, space and drama to a room, said Atlanta architect Bill Hanison.

Harrison advises clients to consider grain, color tones and cost when choosing a hardwood specics for ceiling treatments. Poplar is a less expensive choice for trim that will be painted. Oak, maple and walnut are popular choices for staining, he said.

To create the illusion of height in rooms with lower ceilings, Berlage suggests using narrower beams that extend only about three inches from the ceiling. Paint the beams a light color and the coffers a darker color to create the illusion of depth. "You can play with the colors to your advantage," Berlage noted.

Coffered ceilings can be seen throughout the old homes and villas in Europe. In the U.S., they are found most often in formal libraries, dining rooms and living rooms. But coffered ceilings are increasingly popular in the kitchen, and adapt to a more casual style. For a cottage look, the beams and ceiling can be painted the same light creamy color.

Tray ceilings

Another option is the tray ceiling, which gets its name from its resemblance to an inverted tray. It follows the roofline at the wall intersection. then angles from the wall in one to several steps.

Tray ceilings often hide recessed lighting in bedrooms. Decorative hardwood moulding can be applied at the base of each step. "It can create a very dramatic effect," Harrison said.

Adding a tray to a first-floor ceiling in an existing two-story home would be very difficult. Trays can be added to upper floor ceilings that have attic space above.

COFFER BREAK: Solid red oak raised oanels and carved brackets with coffered beams.

PAINT lT SO: Painted oak ceilino.

Hardwood flooring and radiant heat DynamicDuo

tric mats that work much like electric blankets. They often are used to heat small rooms like kitchens, bathrooms and entryways.

Larger rooms often justify the more costly initial expense of installing a hydronic system, which involves heating water that runs through plastic tubes under the floor. Hydronic systems can be powered by gas, oil, electricity or solar energy.

including cherry, oak, ash, maple, hickory and walnut-are good choices for radiant heat flooring.

For best results, use narrow boards, preferably no wider than 3". Narrow boards will better accommodate wood's expansion and contraction across a floor. Consider using quartersawn wood for planks wider than 3", regardless of species, for enhanced dimensional stability.

NenCV-efficient and comfort-U.rable. radiant heat systems and hardwood floors are a natural-and increasingly popularcombination.

The Hardwood Information Center (www.hardwoodinfo.com) suggests the following tips for helping your customers select floors and systems.

L. Wtrut is radiant heat?

A series of heating tubes warms the floor in a radiant heat system. The floor then radiates heat to the room. Radiant heat, which is draft-free, can be more comfortable than forced-air heat because it cleanly and silently warms not only the floor but the entire room as well. Radiant heat systems also are typically more energy-efficient than conventional systems, making them more popular than ever.

2. Hon do I know what type of radiant heat system to sell for a particular home?

Ideally, experienced installers of radiant-heat systems and hardwood floors work together to choose the system that best suits the homeowner's needs. Electric systems use thin elec-

3. A." American hardwoods compatible with radiant systems?

Absolutely. Natural hardwoods warm quickly and are cozy for bare feet because they conduct heat more efficiently than thick, padded carpets. Solid hardwood or engineered wood floors work fine with today's hightech radiant heat systems-whether on subfloors or concrete slabs. Inlays, paint and stenciling can be added to new or existing wood floors over radiant heat.

4. Wttat about tropical woods?

The Radiant Panel Association warns against pioneering the use of a wood with little information on its dimensional stability. If you're importing a tropical or exotic wood, pay close attention to the source and age of the wood as well as the method used in drying it. Quick drying creates stresses that can affect the wood later as it expands and contracts.

5. Wttat type of hardwood floors work best with radiant heat?

Extensive laboratory testing by Launstein Hardwood Floors. Mason. Mi., found that American hardwoods-

The Launstein testing found that quarter-sawn planks up to 7" across (when properly installed) can work well with radiant heat systems. The testing also found that hardwood flooring that is 3/8" thick conducts heat better than thicker floors and resists gapping.

Experienced flooring installers will ensure that the wood floor's moisture content is appropriate for the area. A 6-8% moisture content is average in most parts of the country.

6. Wttut about the maintenance of hardwood floors over radiant systems?

Caring for a hardwood floor with radiant heat is no different than caring for any other hardwood floor. Radiant heat systems also typically have no effect on refinishing guidelines. (It is, however, always best to check with the finish manufacturer.)

7. IJo* much do radiant heating systems cost?

Prices vary widely with the size of the room and type and quality of equipment. Costs could range from $3 to $10 per sq. ft. plus installation. Robert Starr, president of Radiantec, Lyndonville, Vt., estimates a system large enough to heat a 2,500-sq. ft. home would run about $5,000, excludins installation costs.

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etitiue

By Carla Waldemar

5 5THERE'S no neutral in life; you're either going forI ward or you're slipping backward," maintains John O'Brien, executive v.p. of Plattsburgh, N.Y.-based Gregory Building Supply.

Yet when five years ago he learned that Home Depot was marching into this neck of the Northeast, for a moment he froze in his tracks. "I got very nervous," he admits. "They're predators. They're gonna steal my customers, my staff, kill my margins. I took it very seriously."

"In retrospect, it was a very good thing," he revisits the scene of the battle. "We got religion. It was shaky for awhile, very intimidating. They weeded out the weaker competition-plumbing, electrical, not just lumber dealers-the marginal people prostituting themselves in the price game, or those whose housekeeping stinks."

Time to shift out of neutral: "If you don't continue to grow, you slip backwards-and it's so much easier to slip," John acknowledges. Encouraged by president Ray Heatherton, at the helm since 1985, the company developed a strategic plan. It first looked at what Home Depot was doing best and decided to hand it to them and head for a different, and more satisfying, avenue to market share.

First, Gregory opted to step up service: that was one area in which Home Depot couldn't compete. "If you like to stand in line behind the little old lady with the potted plant, fine. Depot's got its place. But not everybody does. They cannot be as responsive, due to the nature of their format, size and layout; they're very retail-oriented. And you cannot sell lumber and building materials in that format in the quantities builders need. So, we decided to focus on the pros."

Easy to say, harder to accomplish How do you walk the talk? John is the first to admit it: "It's very challenging to

give that kind of service; you've got to be nimble" to give builders what they want, maybe before they know they want it.

The company hosted focus groups and conducted informal, jobsite surveys. "These guys work all day, then go out and do prospecting or work on their accounts," he says. "So we started looking for anything we could bring to the table as support, as added value" to help them buy time.

One idea: Gregory had great showrooms, albatrosses of the d-i-y-driven '80s. "So we decided to make it easy to do business here," John explains. "We'll take our customers' customers through the showroom, hold everybody's hand, keep everybody prosperous and productive."

The three stores also spiffed up their appearance. "No longer is it 'quaint' to be dark and dusty. Appearance matters. People expect things bright and clean. If someone comes in with sawdust on their shoes, fine, but we'll sweep it right up. Housekeeping is important."

As value added, Gregory undertook to provide "more engineering, more take-offs. We're sharper now," John notes. "We became Trus-Joist experts. Now, instead of going to an engineer, it's 'I'll talk to the guy in the lumberyard where I get my stuff."'

Delivery proved another area in which it's easy to best the Depot (okay, but not cheap). "We added forklifts and trucks with cranes to place material where the builder wants it," he says. "It saves him tons of labor, and safety issues."

The company also keeps a designated window and door repairman on the road so clients don't have to wait on the manufacturer. This way, "we're more in control of our destiny," John explains.

Adding computer capabilities was another big service gain. Customers' bills are now broken down by project, and builders are granted 241'7 access to Gregory's records to check invoices, place orders or do quotes. "It's added a lot to our business," John reports.

At the same time, Gregory took a long, hard look at product mix: Was that Depot's draw?

"It's like a new restaurant in town; everybody goes over to check it out. We found Depot has more power tools than we do, but we sell them as a loss leader. It costs us 20 points just to turn on the lights, so why should we carry something we're not making money on? Plus, if a customer has a problem, you give 'em a new one, and we haven't got the same clout with the manufacturer Home Depot has to make that up. Selling 2x4 studs is the same, but if you can sell the whole package, the margins are 26 or 27, which lets us be competitive."

Astutely, he adds, "we're very attuned to turns. We're very conscious of looking at sales history, and if there's a dead item, we get it off the floor."

ACCORDING to John O'Brien, New York's Gregory Building Supply the threat of big box competition helped put the business on track.

Concentratin-t on the pro buildel also means concentrating on qr-rality offcrin-es. So. looking at the good-betterbest itenrs. Gregorl opted to clrop the lorv end. "Our pros like to be associated nith the tirct that we represent quality. ancl the blands \\'e carr\' indicate that. Honre Depot rnight havc thc chcapcst pricc. but rvhat's thc f'uture in that'?" he wants to knori. "Circ pcoplc a u'ickecl price and hope the builcling's still stancling il'thc n'incl blorvs right'? TItat's ttot Ia bargaining pointl ric local guvs can Lrsc.'

"'QLralitf is rcn'rcnrbcrccl long atier pricc is filrgottcn."' .lohn cluotes a Yankee nrotto. "Ancl once we cxplain this to our enrplovees. thel get it. too."

Thosc crnplovccs \\'crc rccvaluatccl. along rvith products. "Wc took a hard look at marginal pcoplc. No onc wants to do busincss n'ith a sour picklc. A buildcr's diry can bc prctty solitary r.rot r.nuch social intcraction on thc job so, offcr thcrn ii plcasant cnviror.rn.rcnt hcrc" is thc idea. "Wc'rc not looking tbr a onc-sl.rot sale: you don't rnake a lot of money on that. We'r'e afier repeat business-make 'em come back."

Cold call. too? You bet. The unvarnished truth John lives rvith is. "Our best customers today in five years won't be our best clrstomers. People come and go. So lve also fbcus on thcir cmplovecs. Ma1"bc. *,hen thcy gct thcir feet on the -erouncl. thcy'll stiirt thcir own companies, and they'll re n.rcn.rbcr Lrs. Wc gct a lot of busincss thtrt rvay.

"And rvc takc carc of subs: thcy rnay not sign thc checks. br-rt it's oficn'Who clo vou usc'l'and thcy'll say. 'Gre-uory. Thel take care of us."'

Rcalizing. as John obserl'es. "the single farnily horne buildcr is ol'ersen'ecl." Gregory's strategic plan ernphasizcs pursuing othcr streanrs of revenue. "'Who else'l'rve

thought. So nou our cLlstomers are artl onc u'l.to uses builcling materials to rnakc a lir,ing. We *'ent after conrrncrciaI accountsschools. instrtutions. Wc scll thcnr a lot of packins nratcfial. too. Thcn ri.'c lookecl at rcrnoclclcls. u'ho havc cliffcrcnt ncccls 1'rorrr buildcrs. Whcn thcy' takc dtlrr rt lr u all. lltcr tl,rrt't knorv rvhat's behincl it. s<r rve have to be more nirrrble. able t0 react quickcr. We llrtl S() ill'teI the r ut'ious single trades-roofing. drt,riall and bring in the produet: ther like."

But in thc end. malbe Gregory's prime sales dcvice is listening. "lt's the best tool of a salesperson," John offers. And that r,alue permeates the company. "IPrcsident] Ray and I rl'ork closell' together: it's not a lone-ivolf situation. it's teamrvork here. And that pyrarnid structure lbusiness rnodell is upside-clorin. Flip it ovcr! Thc boss should be at thc bottonr. the sr,rplrolt. ancl thc cLlstonrcls o11 top. For' them. 1"olr ckl rvhat \oLl sa)' yoLr'll clo it's as ruclirnentary as that. Thcy'rc too valuablc not to u,ork rvith thcrn. ll' I makc vor,r a pnrnrisc. )or-l can takc it to thc bank."

Looks likc thc lrholc conrl)any has bccn rnaking that trck prcttl' oticn.

Whafs a professional sales manager?

By Dave Kahle

f WAS in the depths of a major Idepression. As a third year salesperson with a good company, I was doing well, and was on my way to becoming the top salesperson in the nation for that company. But business had slowed down a little, and I didn't have my usual number of proposals out for consideration. So, I wasn't as busy as usual.

As my activity slowed, I began to worry. My doubts increased to the point where I had thought myself into a real depression, stuck on the question of "What's the use of trying?"

The more negative my thoughts became, the less energy I had. My lack of energy led to fewer and fewer sales calls, which of course, led to less activity. And that led to more depressing thoughts. I was caught in a powerful downward spiral. It was then that I caught a glimpse of what a professional sales manager is like.

Ned was my boss-a sales manager of the highest caliber. He could see the symptoms of my sour state spilling over into everything I was doing. So Ned intervened. He arranged to have lunch with me, and listened patiently as I rambled on and on about my problems, my doubts, and my lack of activity. Finally, after I had dumped all my depression and negative thoughts on him, he looked me straight in the eye and said, with all the authority and resolve of someone who is absolutely sure of what they are saying, "Kahle, that's enough."

I was stunned. I was expecting empathy, an understanding shoulder to cry on. Instead, I got a simple, straightforward mandate. Ned knew me well enough to cut through all the fluff and get right to the heart of the matter. He said, "That's enough. That's enough feeling sorry for your-

self.

hard as

this. Stop it right your [xyz] back to saw my srtuatlon c rided me the directi

versation turned me nd. I depression and neg

lunch table and returned to

h a renewed sense of the ble. year later I was the compan in the nation.

What madc thc difference in my performance was the skillful intervention of an astute and professional sales manager. He made the difference in my job performance, and that made a difference in my standing with the company. And that made a difference in my career. And that led me to my current practice. It's entirely possible that I would not be doing what I do now, speaking and consulting with sales forces around the world, if it weren't for his timely intervention.

All of us have become what we are. at least in part, due to the impact other people have had on us. A professional sales manager is gifted with a rare and precious opportunity- the opportunity to play a pivotal role in the lives of his/her charges. I so value the role that Ned played in my career, that the last paragraph on the "Acknowledgment" page of my first book reads, "Finally, I must make special, posthumus acknowledgement of the contribution made by Ned Shaheen, the best manager I ever worked for. It was Ned who, years ago, urged me to 'write the book...."

So what does this have to do with being a "Professional Sales Manager"? During my 30+ years of sales experience and 16 years of experience

as a sales consultant and sales trainer, I've encountered many sales managers. Some ofhave been good, many mediocre. But Ned was the best sales manager I ever met. He serves as a model for me. We can learn a number of lessons from him.

First, Ned knew the difference between salesperson and sales manager. He had been a great salesperson who had been promoted to sales manager. Yet he knew the jobs of sales manager and salesperson are completely different. A salesperson builds accounts and makes sales. A sales manager, while ultimately responsible for the same results, understands that his job is to achieve the means through others. A manager builds people who build the business. Salespeople focus on selling; sales managers focus on building salespeople.

As a salesperson, I could comfortably take Ned into any account, secure in the knowledge that he wouldn't try to take over the presentation or usurp my relationship with the customer. I knew Ned was more concerned with me than he was about any one sale.

Ned knew that a salesperson was essentially a loner, an individual who did most of his/her most important work by themselves, while a sales manager was a coach, whose only success derived from the success of his team. A sales manager's best work is always done not with the customers, but with the people he/she supervises.

Ultimately, sales managers are measured by the results achieved by their people. Sales, gross profits, market share, key product selling-all these typical measurements of sales performance are also one of the rulers by which a sales manager is measured.

So, an excellent sales manager, like a great soccer coach, is ultimately

better

measured by his numbers. It doesn't matter how empathetic he is, nor how his players respect or like him, if year after year he produces a losing team. So it is with a sales manager. Ultimately, an excellent manager produces excellent numbers for his company.

In the five years that I worked for Ned, my own territory grew by $1 million a year, and the branch for which he was responsible grew from about $6 million to about $30 million.

Ned was excellent at one of the key competencies of the professional sales manager-he had an eye for talent. He knew how to hire good people. After all, he hired me! Over the years, I watched him take his time, allowing a sales territory to go vacant for months, if necessary, while he waited for the right person to bubble up through his pipeline. Only one of his hires didn't work out-which gave him an incredible winning percentage.

A professional sales manager understands the importance of making the right hire, is always recruiting in order to keep the pipeline of prospective salespeople full, and spares no expense to make sure the person he hires meets all the necessary criteria. When I was hired, I went through four interviews, and a full l0-hour day of tests with an industrial psychologist.

With all the time he took to make sure he was hiring the right person, Ned confided in me one day that, "It is more important to fire well then it is to hire well." He went on to explain that hiring salespeople is an extremely difficult task, and that even the best sales managers fail at it frequently. Therefore. it was important to recognize your mistake quickly, and act decisively to fix it.

A professional sales manager, then, understands that when it becomes clear that a salesperson is not right for the job, he acts quickly, kindly and decisively to terminate the individual, allowing both the individual and the company an opportunity to find a better match. Acting quickly to terminate a salesperson who isn't working out is both good business as well as good ethics. To allow a mediocre situation to fester to the detriment of the company, the salesperson, and the customers is to persist in a dishonesty.

Understanding that he works only through his salespeople, and that he has the opportunity to make a great impact on his people, a professional sales manager makes it his business to know his people. Ned spent days with

me in the field, talking not only about business, but also working at understanding the person I was as well. He'd arrange to meet me for breakfast or lunch regularly, even if he weren't spending the day with me. He wanted to get to know my wife as well, and paid close attention to her opinions. Several times over the five years we went to dinner as a foursome.

I could never stop in the office without being expected to sit in his office and talk about things. And, of course, there was the annual pig roast at his house, where all his salespeople and their families were invited to spend a fun day while the pig roasted over the spit. I was always a person to Ned, neverjust a "salesperson."

Because he took the time to get to know me, he was equipped with the knowledge of exactly how to best manage me. And he always saw the potential in me, and was ready to correct me when necessary. In the first year of my employment, I was earning the reputation among the inside customer support and purchasing people of being difficult and demanding. I was a hot-shot superstar who didn't take their feelings into consideration, and came into the office and dumped work on them. Ned let me know that my ways needed to change. At first, I didn't pay much attention. My numbers were too good for anybody to be concerned. So Ned let me know a second time that I was going to have to change. The situation was so acute, the operations manager was lobbying

"knew it all." So it is with every professional sales manager. A real professional never stops learning. He understands that the world is changing rapidly, continually demanding new skills, new ideas, and new competencies from him. At the same time. his salespeople and their customers are changing also. So, he understands that he has a challenge to continuously grow and improve, to learn more and become better at his job.

One more observation. Understanding that a professional sales manager is only successful when his charges are successful, an excellent sales manager supports, encourages and gives his sales people the credit.

It was the fourth year of my tenure, and Ned was lobbying for me to be awarded the Salesperson of the Year Award. It was given not only for sales performance, but for more subjective things-supporting the company's objectives and ethics, getting along with other people in the company, etc. The award was a great honor, and extremely difficult to win. Each sales manager nominated their favorite salesperson, and lobbied for one of their charges with the company's executives, who made the final choice.

A sales manager, while ultimately responsible for building accounts and making sales, understands his job is to achieve the means through others." to get me fired! Guided by Ned's firm hand, I swallowed my pride, adopted a more humble attitude, and bought all the customer service reps a six pack of premium beer as a gift. My stock inside the company rose dramatically, my ways corrected, my future assured.

Ned never stopped learning. He would often tell me about seminars he'd attended, books he'd read, or ideas he'd picked up by talking with other people. He knew that he never

The annual awards banquet was held at an exclusive country club, where the men wore tuxedos and the women formal evening gowns. When dinner was done, the speeches were finished and the lesser awards announced, it came time for the big one, the one I wanted. The climate was tense and expectant. The entire room silent as the time approached for the announcement. Then, as the company president announced my name, it was Ned who thrust his fist in the air and shouted, *YES!" The photograph that hangs on my bedroom wall shows me shaking hands with the president and accepting the award. Look carefully and you'll see Ned standing proudly in the background.

Want to excel as a sales manager? Want to be a true professional? Look at your job as a unique opportunity to impact others, to select, correct, support and encourage your salespeople, to achieve your company's objectives by becoming a positive force in their lives. And, one day, years from now, someone may write about you.

- Dave Kahle (www.davekahle.com) is a sales consultant, trainer and author of 300+ articles, a monthly e-zine and four books, including Ten Secrets of Time Management for Salespeople. He can be reached at (800) 33 l- 1287.

Rrrrtr:rs

H&E Home Centers closed its store in Ridgecrest, Ca., Aug. 31 due to big box competition; it was its only leased facility; the chain continues operating seven other locations

Pacific Home Do It Center, San Luis Obispo, Ca., majority owner Arnold \firlny agreed to sell the business to local developer Rob Rossi; the deal is set to close in mid-October...

F o xw or t h- G alb r aith Lumb e r Co., Ruidoso, N.M., lost several storage buildings in a Sept. 22 flr:e of undetermined origin; the lumberyard's main storage area was spared, and the business reopened the next day ...

Rick's Custom Fencing & Decklng is opening its 5th location Jan. 3 in Bend, Or; the 3.5-acre site includes a lumberyard and warehouse (Bill Gannon, store mgr.)

Ace Home Center, Junction City, 0r., closed its doors in early September due to owner Bill Mmdy's retirement...

Foothill MiIl & Lumber Co., Puadise, Ca., held a grand opening forits new store Oct. 9

Home Depot opens stores this fall in Delano, Ca., and Burlington, Wa.; opens lan.27 in Selma, Ca.; is considering a site in Fontana, Ca.; broke ground in Los Angeles, Ca.o to anchor the 390,000-sq. ft. Midtown Plaza by mid-2006; will build at the Columbia Tech Center in Vancouver, Wa., and received approval to begin construction in early January in Rock Springs, Wy., for an August opening

Home Depot resumed building in Millcreek Township, Ut., after a complaint that the county's board of adjustment made errors initially approving the project because it did not allocate enough parking spaces ... the chain celebrated its

25th anniversary by donating more than 250.000 volunteer hours through community service projects from Sept. 7 to Oct. 2.

I"owe's Cos. opened new stores Sept. 24 in Bend, Or., and Aug.27 in Idaho Falls, Id. ...

Lawe's is building a new store in Auburn, Wa.; will complete a 135,000-sq. ft. unit in Milwaukie, Or, this fall; expects a first quarter 2005 opening in S. Antioch, Ca., and will open a 169,793-sq. ft. store in Meridian,Id., in March

Ace Har&,vare held a Sept. 16 grand opening for its third prototype Neighborhood Solutions Concept Store, a 37,000-sq. ft. unit in Lafayette, Co. (Marc Trice, store mgr')'..

Penguin Plumbing is closing its 20-year-old Gardnerville, Nv., location Nov. 30 due to bie box competition

Naughton's Plumbing, Heating & Cooling has opened its fifth storelshowroom in Tucson, Az., and will expand into southeastern Arizona within two years

Grffin Ace Hardware, Carmel Valley, Ca-, was named one of the "best of the best" Ace Hardware stor€s in the country for its high standards and achievements fn retail practices

Wrot:snr:ns/tlnurEcrun:ns

New Vision Forest Products, Sweet Home, Or., operated by Ted Fullmer, has been named the exclusive sales agent for stud producer Carbon County Lumber Co., Wellington, Ut.

Bennett Forest Industries, Lewiston, Id., was sued by the U.S. Egual Employment Opportunity Commission for sexual harassment on behalf of a former employee; tlle woman claims she was forced to quit her job at the Elk City, Id., sawmill after being

subjected to sexually obscene graffiti painted on lumber, machinery and in the bathroom ...

Nor Cal Wood Products, Inc., Ukiah, Ca., is moving its operations to a former Georgia-Pacffic resin plant in tlkiah ...

Weyerhaeuser Co., Federal Way, Wa., will receive $25 million from the Canadian government for a reduction in its timber cutting rights in British Columbia Weyerhaeuser completed the sale of its Georgia timberlands to four parties

Lumb e rme n s M erc handi s in g Corp. has achieved record sales this year in excess of $3 billion ...

Brite Manufacturing Inc., Bolton. Ont.. received certification from ICC Evaluation Service for its Lifelnng composite decking

Superior Moldings, Van Nuys, Ca., and San Lorenzo Lumber, Santa Cruz, Ca., now offer Windsorone Moldings Collection ... Sierra Point Lumber & Plywood Co., Brisbane, Ca., now carries Windsor0ne boards

Anniversaries: Ace Hardware Corp..Oak Brook,Il.,80th ... Toal Lumber Co., Whittier, Ca.,50th Boone Supply Wholesale Hardware,Donald, Or., 25th

Housing starts in August (latest figures) rcse 0.6Vo to a seasonally adjusted annual rate of 2.00 million; single-family starts inched up O.4Vo to a 1.667 rate; permits fell 5.5Vo to a pace of 1.952 million.

FAX us your news!

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

Just FAX your news to 949-852-0231. (a free seNice)

Western Building Material Association stages its l01st annual convention and building products showcase Nov. 11-12 at the Hilton Hotel, Portland, Or.

Seminars include "Aggressive Selling" and "Dare to be Different," conducted by Bob Janet, Sales Growth Now; "Practical Tools to Maximize Performance in a Good or Shifting Economy," led by Steve LeFever, chairman and founder of Business Resource Services, and luncheon economic forecast by Dr. Lynn Michaelis, v.p.-markets and economic research, Weyerhaeuser Co., Federal Way, Wa.

Other activities include roundtable discussions, building products exhibit, awards presentation, and Presidents' banquet.

Mountain States Lumber & Building Material Dealers Association has booked Keith Kluis to conduct a series of education and trainins

seminars Oct. 18-22 at the Hampton Inn. Aurora. Co.

The first day begins with "Effective Customer Service," and the evening ends with "Business Management I."

A three-day basic materials estimating course follows, and the program ends with a single-day advanced estimating seminar.

Lumber Association of California and Nevada holds its 8th annual convention Nov. 4-6 at the Hyatt Regency Embarcadero Center, San Francisco, Ca.

This year's speakers include pro football player Trevor Matich, on "The Golden Rule: Develop Your Company's Winning Attitude;" Juli Broyles, California Chamber of Commerce, "California Labor Laws: The Golden Trap;" Dr. Thomas Bonnicksen, forest restoration expert, "Our Golden Treasure: The Forest," and Greg Stine, Polaris, "Building a

wE,DuKE To

PORT ORFORD CEDAR

Golden Image through Branding."

Other activities include a golf tournament, silent auction, tabletop exhibit show, "Beach Blanket Babylon" show, roundtable discussions, and President's dinner and reception.

Bill Scott, Simpson Timber Co., and Kelly Lyon, Capital Lumber Co., Chino. Ca.. were nominated for the 2004 Associate of the Year Award.

Jim Taft, Ganahl Lumber Co., Anaheim. Ca.. was nominated for lst v.p.; Rick Roberts, Sunnyvale Lumber Inc., Fremont,Ca.,2nd v.p.; Tom Von Moos, Western Woods, Inc., Chico, Ca., associates v.p., and Milton Johnson. Home Lumber Co., San Bernardino. Ca.. treasurer. Formal election and installation will take place at the annual convention.

WBMA recently dedicated the Kincaid Learning Center at Olympia, Wa., headquarters to honor long-time association supporter Ross Kincaid.

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Ptn0-ElnnD. has a proven track record and maintains a National Evaluation Report (NER-457) with span ratings, strength adjustments, and ongoing 3rd party certification to assure quality and performance. Call Hoover at 8O0-TEC-WOOD (832-9663) for all technical questions.

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Ocrorrn

Pro Dealer Conference - Oct. 13-15, PGA Golf Resort & Spa, Palm Beach Gardens, Fl.; (212) 756-5167.

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

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

Silver Dollar Open Golf Tournament - Oct. 14-15, Alta Sierra Golf & Country Club, Grass Valley, Ca.; (530) 662-6053.

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

American Architectural Manufacturers Association - Oct. 1720, fall meeting, Naples, Fl.;(847) 303-5664.

Polyurethanes Conference - Oct. 18-20, Las Vegas, Nv.; (703) 741-5656.

Mountain States Lumber & Building Material Dealers Association - Oct. 18, customer service seminar; Oct. 19-21, basic estimating course; Oct. 22, advanced estimating class, Hampton Inn, Aurora, Co.; (303) 793-0859.

Timber Products Inspection - Oct. 19-22, lumber grading course, Vancouver, Wa.; (770) 922-8OOO.

Metalcon -Oct.2O-22, Las Vegas Hilton, Las Vegas, Nv.; (800) 537-7765.

American Lumber Standard Committee - Oct.2l, board of review meeting, Washington, D.C.; (301) 972-l'100.

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

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

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

China Wood Markets Import & Export Conference - Oct.2629,Dalian, China; (604) 801-5996.

Door'& Hardware Institute - Oct. 28-3L, annual convention, San Antonio, Tx.; (703) 222-2010.

JLC Live Residential Construction Show - Oct. 29-30, Oregon Convention Center, Portland, Or.; (800) 261-'1769.

llovrmrrn

Manufacturing Competitiveness Conference - Nov. 3-5, Omni Royal Orleans Hotel, New Orleans, La.; (608) 231-2152.

American Lumber Standard Committee - Nov. 4, annual meeting, Tucson, Az.; (301) 972-1'100.

Building Industry Show - Nov. 4-5, Anaheim Convention Center, Anaheim, Ca.; (909) 396-9993.

Lumber Association of California & Nevada - Nov. 4-6, annual convention, Hyatt Regency at Embarcadero, San Francisco, Ca.; (800) 266-4344.

North American Building Material Distribution AssociationNov. 4-6, annual convention & tabletop business session, Sheraton, Chicago, Il.; (800) 634-8645.

Building China/Construction China 2004 - Nov. 9-12, China International Exhibition Centre, Beijing; (852) 281 I -8897.

Black Bart Hoo-Hoo Club - Nov. 10, initiation meeting, Ukiah, Ca.; (707) 462-3700.

Western Building Material Association - Nov. 10-12, annual convention, Hilton Hotel, Portland, Or.; (360) 943-3054.

National Association of Home Builders - Nov. 12. custom builder symposium, Indian Wells, Ca.; (800) 368-5242.

Pro Tool & Hardware Show - Nov. 16-19, Tokyo; Nov. 25-27, Osaka, Japan; (813) 3434-0998.

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sensible ronnentqlist

By Dr. Patrick Moore

energy from beneath a home to provide heat, air conditioning and hot water.

#2 - ne energ! fficient.

This is a factor both in terms of energy used to power the home and the choice of building materials. Consumers should seal doors and windows, install a geothermal heat pump and Energy Star appliances, and use compact fluorescent light bulbs, which consume less energy and last longer.

Dear Dr. Moore: Are there green building guidelines available for someone building or renovating a home?

That's a timely question. Although green building has gained popularity, there has been a lack of widely accepted guidelines for home builders. What we've seen are local efforts, created to address specific local needs or adapted from commercial construction. But that's about to change.

The National Association of Home Builders is developing green building guidelines exclusively for residential builders. One goal is to eliminate confusion. For example, some programs focus on environmental impact while others include social factors, such as whether a project provides local employment.

Even more important is that some programs fail to consider the impact of a

building material over its entire life cycle-which I believe is crucial. Through consultation with environmentalists, industries, builders and others, the new guideline is expected to be comprehensive but user friendly.

In the meantime, these principles can serve as a guide to green building: #I - ase renewable materials and energy where possible.

The fact that nine out of 10 homes in North America are framed with wood means that people are well on their way to building green, since wood is the only major building material that's renewable. With respect to energy for heating and lights. consumers in some regions can choose "green" energy produced by wind, hydro or biomass (usually wood waste). But the most environmentally friendly technology is the geothermal heat pump, which uses renewable earth

In terms of materials, wood insulates better than steel or concrete-and a wood-framed house that is well insulated and sealed will stay naturally warmer in winter and cooler in summer. reducing energy consumption.

#3 - Minimize pollution.

This includes pollution caused during the manufacture of materials. For example, research has shown that wood products use less fossil fuel to make, produce less water and air pollution, and result in far lower emissions of greenhouse gases, than either steel or concrete.

Although the new guideline is on its way, a sensible environmentalist should consider materials and energy in terms of their overall life cycle impact.

- A co-founder and former president of Greenpeace, Dr. Moore holds a PhD in ecology and a BSc in forest biology. Send questions to patr ic k@ se ns ib le e nvironme nta I i st.c om.

We at Weber Plywood & Lumber we would like to sincerely thank you, our loyal customers, for your business.

We repay your loyalty with constant attention to detail, and a commitment to provide you with the best possible service and quality time after time.

Your questions, concerns, and opinions are always welcome. Please let us know how you feel about our products. And once

The

Resurgence Of Wrought lron

Always popular for gates. fences and pool enclosures, rvrought iron is making its r.vay indoors after a 30-year absence, thanks in part to a revival of Spanish Colonial and Old World European architecture.

Wrought iron provides considerable strength, affordability and minimal maintenance, since manufacturers use state-of-the-an epoxy primer systems and powdercoat finishes to shield the metal from the elements. Yet the biggest selling point of late has been its aesthetics.

Dealer Millard Lumber, Omaha, Ne., recently began promoting stairs with r.vrought iron balustrates because "stairs are often times the most architecturally significant feature of the home. We always remind people, in conversation, kitchen cabinets are an easy remodel, walls are easy to paint, but very rarely do homeowners remodel their stair cases. So, it is important to remember that the turnings you select will often outlive the avocado appliances in the kitchen."

Millard considers the revival of wrought iron "the hottest trend in stair parts in 2004."

Although several manufacturers reported that black is their biggest seller, styles available range from an Old World green finish or antique bronze (actually a dark copper with a distressed look that simulates aging) to a silver, brushed metal look for a more sophisticated, modern feel. A less "gritty" surt'acing also eases in cleaning and the collection of construction and houschold dust.

The unique properlies of wrought iron also allorv it to be forged into intricate patterns that can be difficult to achieve with wood or stone.

Most often, interiors combine the ornamental iron balus-

STEPPING BACK: Returning to popularity, wrought iron staircases offer a distinct feel of European style and charm.

ters with wooden railings and posts.

Staircase & Millwork Co., Alpharetta, Ga., recently began inventorying hand-forged iron balusters. The wholesaler confirms the balusters, manufactured from a high carbon alloy of iron known as "sweet" or "mild" steel, are "quickly becoming a very popular feature in the high-end custom homes being built today."

Bluelinx Prepares For IPO

Bluelinx Holdings Inc., Atlanta, Ga., has filed with the S.E.C. for an initial public offering of common stock, anticipated to take place later this year.

The new company, r.vhich consists of Georgia-Pacific's former building materials distribution business, will use the proceeds to repay a $100 million term loan, redeem some of its outstanding series A pref'erred stock, and other general corporate purposes.

Cover your projects before the roof goes on.

For virtually any project, residential or commercial, for virtually any application and all major building codes, LP is proud to be there with an l-joist specifically designed for the job. Engineered to be straighter and stiffer than traditional lumber, LPI Joists reduce the problems that naturally occur as solid sawn lumber dries - like shrinking, warping, splitting and crowning. That means floors and ceilings that are more true, solid and uniform than ever before. lt also means stronger and more efficient, because pound for pound LPI Joists have a greater load-bearing capacity than traditional lumber, so floors and ceilings can be designed with less material, not less quality. Add a great warranty and environmental efficiency and LPI Joists become the smart choice for today's builder. For information contact 1.800.999.9105 or visit the LP web site at www.lpcorp.com.

Hanel Mill Targets Spring

A former Hanel lumber mill was expected to restart this fall, but renovations on the Hood River, Or., lumber mill are taking longer than expected. The mill-closed since 2000-is now scheduled to reopen this spring.

"Everything is coming along great. This is a big project but it's shaping up and looking good," said Brad Wilkins, co-owner of Mt. Hood Forest Products. "The last few weeks we've really made some progress and we're moving ahead as fast as we feel is appropriate."

Wilkins and his brother and business partner, Bill, were set to start production at the Upper Hanel Mill this fall, but technology upgrades have slowed their plans.

A new 21,000-sq. ft. planer building has been ordered for the mill and is expected to be built at the end of the year.

The brothers already own two other plants, High Cascade Veneer, Home Valley, Wa., and the Wilkins, Kaiser and Olson sawmill in Carson. Wa.

Lowe's Opens Western DC

Lowe's has opened a state-of-theart flatbed distribution center in

Beaumont, Ca., to supply products to nearly 90 Lowe's stores on the West Coast.

The 200,000-sq. ft. facility will service Lowe's growing store base in California, Arizona, Nevada and Utah. The 56-acre site is expected to employ between 40to45 people.

"The Beaumont community is exactly the kind of place to help us successfully execute our mandate to provide the products our customers want, when they need them, at an everyday competitive price," said Mike Marby, senior v.p.-distribution.

Large, bulky products from suppliers will go to the flatbed facility, and will be loaded as customized orders on flatbed trucks for shipment to Lowe's stores.

The facility began shipping operations in June and held a ceremonial board cutting Sept. 8. While the price was not disclosed. the operation is estimated to have cost between $12 to $17 million.

NAFTA Ruling Starts Debate

The Coalition for Fair Lumber Imports is appealing a trade panel decision that rules 2JVo duties on Canadian wood imports illegal (see

Sept., p. 44). The group is urging the Bush Administration to maintain the duties.

Lumber retailers and consumers including home builders have come together to lobby against the Canadian tariffs, which have cost Canadian producers more than $2.5 billion.

On Sept. 10, the U.S. International Trade Commission ruled that there was no "threat of injury" from Canadian competitors to the U.S. timber industry.

However, U.S. timber makers say that Canadian companies receive subsidies that allow them to export $4.6 billion of lumber to the U.S. at lower prices. NAFTA ruled the subsidies aren't leading to increased imports into the U.S. nor have they led U.S. companies to slow production.

"U.S. producers should not be forced to compete against unfairly traded imports due to a NAFTA kangaroo court," said Rusty Wood, chairman of the Coalition for Fair Lumber Imports.

If there is to be an appeal, under NAFTA's rules, it must be lodged within the next month.

Richard Mills of the U.S. trade office said the case will be reviewed.

Oregon Mill Seeks Change

A timber mill in Rogue River, Or., may be increasing production, after filing a permit change request with the Department of Environmental Quality.

Panel Products, Milwaukee, Or., which purchased the Rogue River mill at the end of 2003, is considering adding three plywood presses in April 2005. If not, the presses may be installed in Panel Products' White City, Or., mill.

The Rogue River mill has already eliminated its particulate emission pollutants since it stopped green-end production. Now the mill is operating under its allowable emission standards on all applicable measured pollutants.

Among changes at the mill are two new veneer dryers and l0 new employees to install and operate the dryer. There are plans to hire another five employees.

DEQ environmental specialist

Anna Kemmerer said a request to modify a permit is standard for these types of operational changes, and often does not reflect an increase in emissions.

"They removed some of their material handling operations," she said. "They're staying below their limits."

Stock Supplies Come To You

Stock Building Supply (formerly Teny Cos.) has created a Mobile Store that will bring tools to the contractor at the job site.

The Step Van will carry power tools and accessories, hand tools, fasteners, framing hardware and more. For added convenience, the Mobile Store will be directly linked to rhe Stock computer system.

The Mobile Store is based out of Stock's Palmdale, Ca., branch, covering the Antelope Valley. More Mobile Stores will follow.

New Window Plant In West

In an effort to move into the highgrowth markets across the western U.S., CertainTeed, Valley Forge, Pa., has opened a new window manufacturing facility in West Sacramento, Ca.

"We have all the necessary ingredients to be a real force in this part of the country," said Sam Ansley, president of CertainTeed's window group. "Easy access to major highways, a booming construction market, the most state-of-the-art window fabrication plant in the nation and West Sacramento's positive pro-business

climate combine to make this city the right choice for our new facility."

The plant began manufacturing its Insulate Series, Insulate Slimline Series products, and other products in August. The facility currently employs 79 people, with the potential to hire 2l more by year's end and perhaps employ a total of 500 within five years, making it one of the area's leading employers.

Jeld-Wen Buys Tree Farm

Jeld-Wen, Inc., Klamath Falls. Or., won a bid for a 90,000-acre tree farm in Longbell, Or.

The 144-sq. mile tree farm located northeast of Chiloquin, Or., has been up for sale since July. The amount of Jeld-Wen's winning bid was not disclosed. but the minimum bid amount for the farm was $20 million.

Other groups such as the Nature Conservancy, the Klamath Tribes and the state of Oregon all placed bids.

The farm has been owned by the Longbell Lumber Co., Weyerhaeuser Co., and U.S. Timberlands.

Jason de Vries, Jeld-Wen real estate manager, said the land will be managed by the company's timber and ranch division.

Dougherlry-Hanna cut 13,000 man-houm annually by automating customer payments.

Cut costs. Not comers. Tailored to the needs of your lumber business, DMSi software is the proven way to maximize time and profit.

Logging Plan Draws Criticism

A l0-year plan allowing more timber to be logged from state forests in western Washington was approved by the state Board of Natural Resources.

Expected to generate logging revenue of about $150 million annually, the plan took more than three years to devise and sets the regional timber-cut level at an average of 597 bd. ft. per year.

Public Lands commissioner Doug Sutherland feels that level is too high, and wants a lower level that would allow trainine for extra staff.

However, Department of Natural Resources' spokesman Todd Myers disagreed with Sutherland, saying much of the state's forestland is overstocked with trees and needs to be thinned to reduce wildfire risk and improve the ecosystem.

Approximately 41O million bd. ft. of timber is supposed to be harvested from state lands this year, which would create almost $115 million for various needs including schools, hospitals and county services.

Becky Kelley, campaign director for the Washinston Environmental

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Council, felt the board's vote didn't reflect "overwhelming public opposition to increasing the harvest so harshly," she said. "Most of the logging will be clearcuts. We do not restore the health of our forests by cutting most of them down."

Sutherland disagreed, saying that the board relied on input from forestry experts. "Yes, we heard their issues, but the fact that we didn't accept them doesn't mean we ignored them."

DNR officials estimate clearcuts will comprise about 627o of annual timber harvests over the next l0 years. The plan also will allow some logging near streams, with the ultimate goal to thin out areas crowded with too many trees to support a healthy ecosystem.

Teen Depot Workers Arrested

Two teenagers, both previously employed at the Home Depot in Camarillo, Ca., were arrested in late August on suspicion ofgrand theft and embezzlement.

Ashley Ritza and Emanuel Mojica, both 19, are suspected of using customers' credit card numbers to make up to $14,000 worth of purchases. Police were tipped off by Depot's loss prevention investigators.

RETIRING Don Stobaugh (/eft), Inland Timber Co., Grand Tenace, Ca., was leted for his 51 years in the industry by friends and family, including lda Stobaugh (cente) and Steve Killgore (ight).

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,TtHE MOVE oi NAWLA Traders

I Market this year to Chicago seems to have reenergized the industry's most anticipated show.

Although the event was still going strong during last year's eighth edition, said North American Wholesale Lumber Association executive Nick Kent. "We were a little bit feeling like Dallas had hit the proverbial life cycle curve. Once again. there's genuine excitement. As I travel about the country or talk to people on the phone, the level of excitement has been phenomenal, like it was in the early days."

Advance registrations are on pace to exceed 2,000 attendees for the first time. A larger venue also allows for more than 30 additional booths. And all exhibitors-whether manufacturer, service provider, association or media-will have disolav space on the main show floor.

"Every trade show will have some complaints, but we're blessed with such a facility that there's not a bad place on the floor," Kent said.

As a favor to the footwearv. the lounge area has been conveniently placed in the dead center ofthe exhibit hall, with round tables that accommodate between two and 10 people.

There are also eight hard-sided private meeting rooms that can be

reserved during the show, free of charge, for up to 40 minutes at a time.

There will also be several educational programs, including a session sponsored by the Western Red Cedar Lumber Association, and two days of tours to the nearby Chicago Mercan-

because it has replaced its once-regular mill trips. "At the Traders Market our suppliers are there to see us," he explained. "We're not catching them at their mill, where they typically wear a lot of hats and the phone is ringing off the hook. We have their undivided attentl0n

Johansen continued, "In our industry it's the premier gathering of forest products distributors all under one roof, for a compacted period of time. It's well priced, and we come away with new or additional suppliers."

tile Exchange, where random length lumber and OSB futures are traded.

Admittedly, Chicago should prove more expensive than Dallas on everything from local transportation and hotel rates to seminar fees.

Yet Kent promised event organizers were determined to keep the Traders Market "cheap and peppy. Yes, you'll pay more, but it remains cost effective, particularly if we're getting a bigger draw."

In fact, attendees such as NAWLA chairman Brad Johansen, Welco Lumber Corp., insisted the show saves his company a great deal of money

With significantly more attendees and exhibits than in years past, this month's 9th annual Traders Market sounds like the place to be. As NAWLA's Kent vowed, "The show floor will be rumbling with excitement."

Schedule d Evenls

Wednedry,Ocrober 20

9 a.m.-Noon Educational session; Chicago Mercantile Program. Tour the trade floor and parlicipate in a seminar on lumber trading by the CME traders. Bus transportation provided.

lhur:dey, Ocrober 2l

8 a.m.-Noon Educational Session: Dr. Allen Konopacki, "New Trends & Winning Strategies for Successtul Exhibiting"-

8:30 a.m.4:30 p.m. Educational Session: 'Professional Sales Techniques"(includes lunch)

9 a.m.-Noon Educational session: Chicago Mercantile Program. Tour the trade floor and participate in a seminar on lumber trading by the CME traders. Bus transportation provided.

1-5 p.m. "New Trends & Winning Strategies for Successful Exhibiting". (repeat of 8 a.m. seminar)

Noon-9 p.m. Exhibitor Set-Up

5:30-9 p.m. Earlybird Cocktail Party

Iridsyr Oeiober 22 &11:30 a.m. Exhibitor Set-up

9-11 a.m. Educational Program: "Building Retailer Relationships".

11:45 a.m.. 1 p.m. All Delegate Luncheon with Keynote Presentation

'l:3&5:30 p.m. Traders Market Open

5:30-6:30 p.m. lce Breaker Reception

Solurdoy, Ottober 23

8-9:45 a.m. Magellan Club Breakfast-: Dr. Peter Schmitt, Lignacom Consulting

11 a.m.-4 p.m. Traders Market OPen

Noon-l :45 p.m. All-Delegate Luncheon

3-4 p.m. Lumber Trade/s HapPy Hour

4 p.m. Show Closes

' Requires separate registration

fo Ailend

The NAWLA Traders Market has strictly enforced policies relative to exhibitor eligibility and general delegate qualifications. These policies are stipulated on the meeting registration form available at www.nawla.org.

Anyone with questions about the attendance policy or any other aspect of the event should contact NAWLA, (800) 527-82s8. (847) 810-74'70, Fax 847-870-0201 , or info@nawla.ors.

TRADERs Manxer

Avec

Welcome to the Windy dty

nr the first time. NAWLA Traders fMarLet is coming to Chicago. And if it's your first time in town, here are some helpful hints to make it through the Windy City.

First of all, they don't call it the Windy City for nothing. Although autumn days are generally sunny, weather can change in a matter of hours. So don't forget to bring clothing that will accommodate a sunnY morning and a chilly, drizzly evening. Temperatures in October range from a high of 64" to a low of 42o, with an average rainfall of 2.28 inches.

If you're coming by plane, Chicago boasts two airports: O'Hare and Midway. O'Hare is located northwest of the city, and a trip downtown generally takes at least 30 minutes. The airport is big, with five terminals and several restaurants and shops, so make

Address (& Cross Street); Phone Number

615 W. Randolf St. (Jefferson St.); (312) 377-2002 avecrestaurant.com

Bice Ristorante 158. E. Ontario St. (bet. Michigan Ave. & St. Clair St.); (312\664-1474 $ biceristorante.com

339 N. Dearborn St. (Kinzie St.); (312) 755'9463 bin36.com

59 W. Hubbard St. (bet. Clark & Dearborn); ( 312) 595-0800 brasseriejo.com

Leo Burnett Bldg.,35 W. Wacker Dr.; (312) 346'3500

Chicago Chop House 60 W. Ontario St. (bet. Clark & Dearborn); (312) 787-7100 $$ chicagochophouse.com

340 S. Halsted St. (Van Buren St.); (312) 263'9700 costasdining.com

1 Financial P|.,440 S. La Salle Blvd. (Congress Pkwy.); (312) 663-8920 leye.com

661 N. LaSalle St. (Erie St.); (312) 932-9300

445 N. Clark St. (bet. Hubbard & lllinois); (312) 661-1434 fronterakitchens.com

Gene & Georgefti 500 N. Franklin St. (lllinois St.); (312) 527-3718

$$ geneandgeorgetti.com

Gibsons Steakhouse 1028 N. Rush St. (Bellevue Pl.); (312) 266'8999

$$ gibsonssteakhouse.com

Joe's Seafood, Prime 60 E. Grand Ave. (Rush St.); (312) 379-5637

Steak & Stone Crab leye.com

$s

Kevin 9 W, Hubbard St. (State St.); (312) 595-0055

$$.t kevinrestaurant.com

TRADERS Mrnrer 6

sure to get there early.

On the southwest side lies Chicago Midway. Midway is smaller than O'Hare with fewer airlines, but often features cheaper airfares than its larger counterpan.

The best way to get around town is public transportation. A cab ride from O'Hare to the city will cost $30 to $35, while a trip from MidwaY will run about $25 to $30. An alternative to a cab ride would be taking the bus, which is convenient from both airports. A ride on the El (elevated train) to downtown will cost $1.50. O'Hare is located on the Blue Line and a trip downtown takes about 40 minutes.

A bus ride from Midway will take you on the Orange Line. The ride takes between 20 to 30 minutes. The Orange Line stops operations each night at I l:30 p.m.

Meditenanean

For foodies, good wine list, highly rated.

Northern ltalian

Fresh pastas, classic northern ltalian cuisine. New American Trendy, inventive food, great wine list.

French

Jean Joho's Chicago place, a real brasserie.

Seafood

Fresh seafood with Asian flair, elegant.

Steak

Old{ime steakhouse for red meat lovers, with piano bar. Greek Uptown, upscale and where Greeks go to eat.

French/Alsatian New French

Jean Joho's premier restaurant. One of the best in the city.

Brazilian Steakhouse

Unending parade ol meat straight from the grill on skewers.

Casual Regional Mexican Food

From Rich Bayless; fun, noisy with great margaritas

Steak

A very Chicago steakhouse.

Steak

Top of the line steakhouse with lots ol pretty people.

Seafood

Offshoot o{ lamous Miami location with meat.

French-American Inventive fusion cuisine, high end dining experience.

Wriolev Field (above) draws baseball fans from-ali over, and the Chicago skyline (below) draws tourists vear-round.

Lawry'sThe Prine Rib 100 E. Ontario St. (Rush St.); (312) 787-5000

Le Colonial 937 Rush St. (bet. Oak & Walton); (312) 255-0088

$$ lecolonialchicago.com

Les Nonades 222 E. Ontario St. (bet. Fairbanks & St, Clair); (312) 649'9000

$$$ -- lesnomades.com

nk 868 N. Franklin St. (bet. Chestnut & Locusts.); (3121 482-5175

$$ * mkchicago.com

Morton'sThe 1050 N. State St., lower level (Maple St.); (312) 266-4820

Steakhouse mortons.com

$$

Nick's Fishnarket 51 S. Clark St., Bank One Plaza (Monroe St.); (312) 621-0200

$$ nicksfishmarketchicago.com

Nine 440 W. Randolph St. (Canal St.); (312) 575-9900

$$ ngne.com

French-Vietnamese

Takes you back to colonial Vietnam. Calm and quiet.

French

Retined and sophisticated, a complete dining experience.

New American

Crealive menu, excellent wine list & service that never tires.

Steak

Great steak at great a la carte prices.

Sealood

Fresh, fresh and fine fish & shellfish, excellent service.

Steak, Seafood

Where the sexy people go with good nightlife after dinner.

Nomi Park Hyatt Chicago, 800 N. Michigan Ave. (Chicago Ave.); (312) 239-4030 New French

$$ nomirestaurant.com

An excellent hotel restaurant-try to get a window view.

Ritz-Carlbn Ritz-Carlton Hotel, 160 E. Parsons St. (Michigan Ave.); (3121 573-5223 French

Dining Room fourseasons,com

$$$ *

Roy's 720 N. State St. (Superior St.); (3121787-7555

$$ -- roysrestaurant.com

Wonderlul service, presentation & decor.

Hawaiian/Asian

Tasty & well presented Fusion cuisine, interesting wine list.

Steak House ruthschns.com

Ruth's Chris Steak 431 N. Dearborn St. (Hubbard St.); (312) 321-2725

$$

Again you know what you get at top a la carte prices.

Spiaggia 1 Magnificent Mile Bldg., 980 N. Michigan Ave., 2nd Fl. (Oak St.); (312) 280-2750 ltalian

$$$ -- spiaggiareslaurant.com

Topolobampo 445 N. Clark St. (bet. Hubbard & lllinois); (312) 661-1434

$$ * fronterakitchens.com

Trattoria No. 10 10 N. Dearborn St. (bet. Madison St. & Washington Blvd.); (312) 984-1718

$ trattoriaten.com

Tru 676 N. St. Clair St. (bet. Erie & Huron); (312) 202-0001

$$$ * trurestaurant.com

A true dining experience with a view of the lake. Jacket reqd.

Upscale Regional Mexican

Higher end partner to Frontera Grill. Elegant, festive loca'

ltalian

Flavorful traditional & new italian cuisine in a busy location.

New French

Go with your credit card and don't check the bill.

Thai g leye.com

Vong's Thai Ktchen 6 W. Hubbard St. (State St.); (312) 664-8664

Tasty, inventive cuisine from one of the world's top chefs.

$ = Moderate ($30-$49), $$ = Expensive ($50-$74), $$$ = Very All of these restaurants should be a short walk or reasonable cab ride Expensive ($75+). Price rdnge includes meal, one drink, tax and tip. from event hotel-ask your cab driver before setting off. Call ahead for -- hecommended reservations. Many top restaurants may have a dress code.

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Exhibiror list

Atritibi-Consolidated Inc. Booth 603

Montreal, P.Q.

Marketing production from six sawmills.

Vancouver. B.C.

Producer of studs, OSB, plywood, veneer.

Aflwood Industrials

Atlanta, Ga.

Wood importer, exporter and manufacturer.

Mission, B.C.

Supplier of WRC shakes and shingles.

Ante-Holz Gmhh

Germany

Boards, dimension, F/J, glulams, studs

Anthony-Domtar Inc. 812

llAWlA froders Market Appointmenl Book

2M

P.O. Box 1877, El Dorado, Ar. 71731', (870) 863-3414; Fax 870-862-6206; www. anthonydomtar.com; Booth contact: Chris Webb.

Joint venture company formed by Anthony Forest Product and Domtar Inc. in Sault Ste. Marie to make and distribute the Power Joist.

P.O. Box 1877, El Dorado, Ar.'ll13l, (870) 863-3414; Fax 870-863-42961 www. anthonyforest.com; Booth conlact: E.J. Langley.

Integrated forest products company owns 82,000 acres of timberland in Ar., La., and Tx., and operates SP mills in Urbana, Ar., and Atlanta, Tx.; wood chip mills in Plain Dealing, La., and Troup, Tx.; engineered wood laminating plants in El Dorado and Washington, Ga., and l-joist facility in Sault Ste. Marie, Canada.

Santiago, Chile

Specializing in pulp and wood products

Arch Wood Protection U

1955 Lake Park Dr., Ste. 250, Smyma, Ga. 30080; (770) 801-6600; Fax 770-801-1990r www.wolmanizedwood.com: Booth contact: Pam Mitchell.

Manufacturer of chemicals that enhance the properties of wood and licensor of the best known brands of pressure treated wood including Wolmanized wood, Natural Select wood, and Dricon fire retardant treated wood.

Full service transportation company.

Ashton I ewis I umber Co. 604

Gatesville, N.C.

Southern yellow pine producer Asia Materials l.td. 537

Hong Kong, China

Wood and bamboo products.

Auto-Stak Systems. Inc.

Westwood. N.J.

E:10

Manufacturer of storage and material handling systems for the building materials industry.

Belco Forest Products

Tacoma, Wa.

Framing lumber and panel products

Grangeville, Id.

Cedar board producet

Princeton, Id.

Three plants produce 4/4 and ll/4 Iumber.

Rest Board. Inc.

Chula Vista, Ca.

Biewer I umher

St. Clair. Mi.

Sawmills, treating plants and a composile

Rois Omega I tee.

Lac Superieur, P.Q.

Eastern white pine sawmill.

Anniston, Al.

Glulam producer.

Bow Hill Mill Co.

Bow Hill, Wa.

Custom and specialty cedar orders, 514x4 thru I 2x | 2 up to 20" lengths.

Rrite Manufacturing Inc.

Bolton, Ont.

Manufacturer of lattice and deck accessories.

Thunder Bay, On. Whitewood, treated, MSR, paneling. EWP.

2II Rurlington Northern Santa Fe Railway Zn Ft. Worth. Tx.

Rail network across 28 states. two Drovinces.

719 Buse Timber & Sales Everett. Wa. DF and hem-fir lumber sawmill.

C&l) Lumber Co.

E3-l

7It5

P.O. Box 27, Riddle, Or.91469l' (-541) 8742241', Fax 541-874-2319t E-mail cdinfo@ cdlumber.coml www.cdlumber.com: Booth contacts: Kris Lewis. Mark Swinth. Manufacturer of specialized lumber products, committed to mutually beneficial relationships with employees, customers, and suppliers. Produces 50 million bd. ft. annually of Douglas fir, Incense cedar, and Port Orford cedar. All orders shipped via truck or rail.

Cabot Stains Newburyport, Ma.

Wood care products and machine stains.

Canadian National Railways Montreal, P.Q.

Railroad to markets aeross the continent.

410

wood. Species: western SPF, eastern SPF, hem-fir, DF, larch. Lumber is kiln dried fbr straightness and stabil ity.

626

W. 75th Ave., Suite 301, Vancouver, B.C. V6P 6G2: (604) 261-5lll Fax 6O4-264-6217', www.canfor.com.

Canfor is North America's largest SPF lumber producer and one of Canada's largest structural panel producers. Products include dimension lumber, studs/PET, F/J studs, MSR, specialty products, long lengths, OSB and ply-

Cargotec

65f, Perrysburg, Oh.

Supplier of Moffett truck-mounted forklifts. Carolina Plum. Thc t22 Rockwell. N.C.

Reload and transload services in the Southeast.

Carrier I umber Ltd. 310 Prince George, B.C.

SPF random and specified FCPW loadings.

3rt

(Plant) 195 Ribelin Rd., Chehalis, Wa. 98532; (360) 748-9207; Fax 360-748-1841; (Sales) P.O. Box 71218, Eugene, Or.97401; (541) 726-9836; Fax 541-'146-9430; www.cascadesl.com: Booth contacts: Jim Weber, Steve Killgore.

Manufacturer of glue laminated beams for the residential and commercial markets, utilizing high grade lumber. Cascade Structural Laminators specializes in manufacturing high quality glulams in stock sizes as well as custom ordered sizes. Cascade Structural Laminators is APA. JAS and WWPA certified.

404 825

Milwaukee. Wi.

Hardwood distributor, supplying wood fbr the commercial and residential manufacture of decks, bridges, boardrvalks, marinas, piers, etc.

Cedar Valley Shingle Systems E37 Hollister. Ca.

Manufacturer of WRC shingle panels.

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Redwood, Creen Douglas Fir Tom Von Moos (Ext. 36)

Green Douglas Fir

Green Douglas Fir,

Treated & Boards

foe Hoglund (Ext. 20)

Timbers, 3x4 and 3x6 Mario Baraias (Ext. 33)

Timbers, Treated & Boards

Plywood

OSB

SPF, KDDF. KDWF

Hap Hasty (Ext. 35)

Todd Murptgr (Exr.26l

Bud Bristow (Ext. 37)

Debbie Donnell (Ext. 24l, Chris Richter (Ext. 23)

KDPP, Cedar and Custom Milling Darryl Lindke (Ext. 32)

Engineered Wood

Western Red Cedar

Stress & Web Stock

Rick Ray (800) 262-0877

Steve Bertsch (8OOl 97 4 -1661

Steve Gwaltney (888) 557-9199

SPF & Hem-Fir Dimension

Dave Wertz (800) 617-2331

Composite & Specialty Products

Nick Elardo (8661 252-4596

Cedarsource Manufacturin[t. Inc.

Portland. Or.

Variely of cedar species.

C"rrt""l Cedar t.td.

Suney. B.C.

Custom kiln drying, cuskrm planing

Erington, B.C.

32,6

LTL shipments. resarving/ripping.

Western red cedar indoor and outdoor furnishings and garden products.

Brattleboro, Vt. Domestic hardwood manufacturer

Chicago, II.

Futures and options on lumber and OSB.

Coastal l.umher Co. nA

Weldon, N.C. Hardrvood lumber, SYP lumber. plyrvood.

ins ('onrpanies.'l'he 612

l6l8 SW lst Ave.. Suite 500, Portland, Or.97201:. (800) 329-l2l9l (503) 417-7755; Fax 503-417-1441 r rvww.collinsrvood.com.

The Collins Companies. family-owned since 1855, features high quality wood products. including softrvood lumber, hardwood lumber, TruW<xrd Siding & Trim. and particleboard. Collins also f'eatures a full line of FSC-certified rvood products. Divisions include Collins Pine Co.. Fremont Sarvmill, Kane Hardwood, Collins Products, and Builders Supply.

110

P.O. Box 3293, Omak, Wa.98841; (509) 826-5927; Fax 5O9-4227541; Booth contacts: Bob Bretz, Billy Gunn.

An 80 million bd. ft. per year sawmill owned by the Colville Tribe that has 1.4 million, heavily timbered acres. Pnrduces ponderosa pine 6/4 Shop & Btr. and lx4 thru lxl2 Commons. The company also produces kiln dried Douglas fir lam stock and dimension, 2x4 thru 2x | 2.

Combilift Ltd. 642

Monaghan, Ireland

IC engine-powered, all-rvheel-drive multidirectional forkliftS and sideloaderS that can handle both lone and log short loads.

('ompos-A-'fron N'lanulacturing 619

25 lronside Crescent, Toronto. Ont. MIX lG5; (416) 335-65001 Fax 4 6-335-11500; www.composatron.com.

Producer of Premier composite railing and decking.

Jacksonville. Fl.

Importer/exponer of lumber, plyrvood, and composite panel products.

Cooper Creek Cedar Ltd. ZD

Meadorv Creek. B.C. Cedar boards. decking and lencing.

Biddeford. Me.

Producer of composite decking and railings.

CSX Transportation E2E

Jacksonville, FI.

Rail transportation and distribution services.

Delta. B.C.

WRC and Pacific Coast yellow cedar products.

Desticon Transportation Services

Richmond. B.C.

542

Transportation and inventory handling/control.

Diacon Technologies Ltd. U2

Richmond. B.C.

Preservatives. sealants. K.D. lumber rvaxes.

',,iffi-'., %G== WESTEru{ wooD$

Vinyl f'encing, decking and railing products.

fliPrizio Pine Sales

Middleton. N.H.

K.D. eastem white pine mill.

DMSi I 1823 Arbor St., omaha, Ne. 68144; (402) 330-6620; Fax 402-33067371 Email dmsi@dmsi.com; www.dmsi.coml Booth contact: Monte Jensen. For more than 30 years. DMSi has been the longstanding leader for business management software solutions for lumber wholesalers, distributors and remanufacturers; millwork and building material distributors. It serves more than 300 of North America's top building product wholesalers and distributors in more than 1,000 locations.

Ilomtar Wood Products

Montreal, P.Q.

SPF studs. dimension, F/J and MSR flouglas County F orest Products

Winchester. Or.

Structural, postsitimbersAeams, stringers

Chico. Ca.

2t3

structural light framing, studs. 400

Professional grade coatings for wood and concrete.

Dunkley l.umber l.td. n5

Prince George, B.C.

SPF producer of I x3- I x6 and 2x3-2x12.

Durgin & Crowell Lumher Co. ru

Nerv London. N.H.

Complex milling K.D. eastern white pine.

Fagle Plywood Specialties 226

Grants Pass. Or.

Panels products includE fir sanded specialties, medium and high density ovedaid plywood, and structural panels.

Elk Creek Forest Products 540

McMinnville. Or.

F.poch Composite Products 7fy'1

Lamar. Mo.

Evergrain composite decking. fencing, railing.

EuroForest Products 330

Portland. Or.

Federated Co-operatives Ltd.

Canoe. B.C.

Producer of Canoe Brand lumber/plywood.

32.1

F'iller King ('o. tA

Homedale. Id.

Laminated roof deckins and beams.

F'innforest USA - Engineered Wood 832

P.O. Box 545, Roseville, Mi. 48066; (586) 296-817Ol. Fax 586-296' 8773; E-mail jgilleran@finnforestus.comi www.finnforestus.com; Booth Contact: Jim R. Gilleran.

Distributes Master Plank LVL throughout North America. Master Plank has all building code acceptances, including NER. Multiple span capabilities make this engineered rvood product a logical choice fbr beams, headers, scaffold plank, mobile home and other industrial applications.

Floragon Forest Products

Molalla. Or.

Operator of two DF/hem-fir sarvmills

Forest (lrove Lumbcr Co,. lnc. ]l2 2700 Orchard Ave. McMinnville, Or. 97128; (503) 472-31951 (800) 647-9663: Fax 503-434-5805I E-mail gene@fglco.com; www fglco.com; Booth contacts: Sid Smith, Jack Burnard, Steve Love, Gene Secco, Ronda McDonald. Chris Tritschler, Mike Burnard.

FGL is a premier supplier of high-quality structural grade lumber' Products include green and dry Douglas fir dimension and timbers. FGL is the proud home of Accuruff patented texture process and Tru-Dry Radio Frequency Vacuum kiln dried timbers. The company offers its products S4S, rough, custom milled and custom sawn.

Rapid City, S.D. Pine dimension, boards and timbers.

*4R= carrying on the tradition of providing quality

7,'/ plywood at the same location since 1942

Western Red Cedar-faced plywood

--+ CedarPlyo is offered in Select, Premium and Clear grades

--+ Four thicknesses: 11132", 15132", 19132", 23132"

--+ Three sizes: 4'x8' , 4'xg' ,4'x1 0'

--+ TWo surface textures: Roughsawn and Brushed

Piggyback van or flatbed truck delivery

Balance your inventory with mixed tallies from our extensive product offering:

I Douglas Fir sanded and sheathing up to 5'x10'

I Douglas Fir siding and concrete form up to 4'xl0'

t WeatherPlyo MDO 5/16" to 1--l/2" up to 5'xl0'- paint grade or concrete form

t WeatherPlyo HDO lf2" to l'l/8" up to 4'xl0'

I Other services: Prime Painting and Finish Coating

Scarfed panels 5' wide by 26' long

Cut to size panels

I( 1 pllE-r'r".

K ply is the only producer of true / -.L\ ^

FoTeSTeVNAWLA Telelink

Long distance telephone service.

Fox Lumber Sales

Fraser Cedar Beaconsfield. P.Q. Boards, shingles, shakes. l'encing railroad ties, lath, cants.

Fraser Cedar Products Ltd. Maple Ridge, B.C. Shingles and shakes.

Fraser Pulp Chips l.td.

Surrey, B.C.

Fritch Mill

Snohomish. Wa. DF, western hemlock and WRC sarvmill.

Gemini Coatings

El Reno, Ok.

Gilbert Smith Forest Products Ltd.

Bariere. B.C.

Manufacturer of WRC lumber.

Gilman Building Products

Yulee. Fl. SYP 4/4 commons, fiaming. joists, planks.

Westbank, B.C. Whitewurd and appearance boards.

(]reat Western Lumher Co. @3 Everson, Wa.

Structural, posts/timbers, beams, joists. planks.

GRK Fasteners 61A

Thunder Bay, On.

Desi gner of proprietary construction fasteners.

Gulf States Paper Corp. |As Tuscaloosa, Al. SYP producer.

Bumaby. B.C.

Cedar siding, clear S4S finish and paneling,

Hampton l-umbcr Salcs 743 9600 SW Barnes Rd., Ste. 200, Portland, Or. 97255r (503) 297-7691:' Fax 503-2036605 ; rvrvw.hamptonaffi I iates.com.

Products offered: 3" and 4" structural dimension pullouts, laminating stock, light framing, long dimension-22' & longer, structural joists and planks, structural light framing, specialties. Export clears, export merch/commons, industrial clears, post/timbers/beams/ stringers, shop/moulding stock. #l&Btr./select structural studs. l " side cuts. 2x3 studs, 2x4 precuts, 2x6 studs, 4x4, mobile home components. pallet stock, PET longer than 96".

Hancock l,umber Co, 7ll2 P.O. Box 299, Casco, Me.04015; (207) 621 -1 600; F ax 2O7 -627 -4200; wwrv.hancocklumber.com.

Hancock Lumber began operation in 1848 as a small logging operation in Casco. Its first sawmill rvent into operation in the 1880s. Today, Hancock operates three sawmills in Maine, and is the largest producer of eastern white pine in the U.S. Hancock has continued to upgrade its facilities with state-of-the-art equipmenl and technology. ensuring customers of the finest quality product and servlces.

Elliott, Ms.

Sales arm of Hankins Lumber Co., SYP dimension lumber, small timbers.

Hardel Mutual Plywood Corp. Chehalis, Wa.

Performance rated plywood.

Harwood Products Branscomb. Ca.

Specialty DF and redrvood salvmill.

Thomson, Ga.

Fire-retardant treated wood producer.

1L7

Huber Engineered Wood E22 Charlotte, N.C. EWP including AdvanTech flooring/sheathing.

Hy Mark Wood Mfg.. Inc. 7A Blaine. Wa.

Boards, siding, clears, specialty products.

Idaho Timber Corp. 718 Fort Worth. Tx.

Four sarvmills and nine manufacturing plants.

Idaho Veneer Co. 405 Post Falls. Id.

Manufacturing Idaho white pine 414 and 514.

Independent Dispatch. Inc. 311 Portland, Or.

Intermodal and trucking services.

Jndustrial Wood Products 644 Climax, N.C.

SYP dimensron lumber and custom reman.

Industries Perron Inc. 7E Cap-de-la-Madeleine, P.Q. Dry F/J studs in 8',9'and l0'.

InterFor 2ll5

Vancouver, B.C.

Sarvmills and timberlands throughout Canada, Oregon and Washington.

InterFor Pacific 4A

Portland, Or.

Three Pacific Northwest sawmills.

Stains, sealers, topcoats and preservatives

When it c0mes to timbets, lIOBODY measules up t0 us.

vE YOUR CUl}OMEfiS A DECK .L.. THAT tAsTS tI KE TIffitri&&'.lilCRIErufi EATES.

NnruRnL BEAUTy. Supe n-NATURAL sTRENGTH.

lmagine a deck that still looks naturally beautiful years after it's installed. lmagine how satisfied your customers would be. Not all composite decking materials are the same. We've engineered time-resisting materials in a composite construction. And, unlike other composite deck products, ours is made with a higher natural fiber content for added natural beauty, enjoyment and comfort. So your customers' feet can grip the luxurious grain-like finish of our boards. And their eyes can enjoy the warm, rich, natural beauty of Nexwood year after year. No painting or staining. No rotting or warping. And absolutely no splinters. 'Cause Nexwood's natural looking composite decking is meant to be played on, not worked on. Our CORE-TECHTM l-Beam construction provides you with an easily managed board that has super-natural strength. And because of its engineered design, is often cooler under foot than a solid board. Your customers will love walking bare foot across the deck and can relax knowing they have the protection of a Nexwood limited wananty. Use Nexwood composite products for docks, decks, railings, fences and a host of accessories. For moments your customer will enjoy for a lifetime, visit www.nexwood.com or call 1-888-763-9966

Manufacturer of I-joists.

International Paper Co. 638.805

Dallas. Tx.

Lumber/oanel manufacturer and marketer.

InterWrap Inc.

Mission, B.C.

Coated woven rvood packaging solutions. Irving Forest Products

Dixfield, Me.

Eastern white pine sarvmill.

Burnaby, B.C.

Wood product sales/inventory system.

U.S. customs broker and trade consultants,

Elizabeth City, N.C. Flooring, paneling, siding, stepping

Wilsonville, Or. Custom reman of upper grade DF finish

Thrums, B.C. Specialty sawmill cutting dimension lumber timbers, ties, studs, structural joists/planks.

Kayco. Inc.

Selkirk, N.Y. ntegrated packaging services.

Smithfield, N.C. Southern yellow pine sawmills in Smithfield and Clinton, N.C.

Kelowna. B.C.

E54

l99l Pruner Rd., Riddle. Or. 97469; (541)

8l 4-2255t F ax 5 4 | -87 4-8229; rvrvrv.drjlumber. com; Booth contacts: Kevin Murray, Brian Jones. The D.R. Johnson Group of companies produces a wide range of rvood products for the building trade. Prairie Wood Products, Umpqua Lumber Co. and Wallowa Forest Producls produce green and dry studs in DF, HF, and SPF-S. Crant Western Lumber produces pine and hem-fir shop. moulding and common lumber. Riddle Laminators produces laminated beams- Iumber and LVL. D.R. Johnson Lumber pnrduces green Doug fir and hem-fir timbers, joists and planks, as rvell as dimensional lumber. All Droduets ilrc anti-st:lin treated for mold and can be pape. rvrapped.

Winnipeg, Mb. Stud mill in Kenora, Ontario.

KHT Klausner Holz Thueringen Frifau, Germany European SPF construction lumber.

KK Mfs. Co.. Inc. Overland Park, Ks. Lumber Loc hidden deck fasteners.

Klenk Holz AG Oberrot, Baden-Wurttemberg, Germany

Kott Lumber-Nascor Ottawa, Ont. Engineered wrxrd.

K Pl] Inc.

P.O. Box 2318, Port Angeles, Wa. 98362; (800) 426-7017; Fax 360-457-1634t www. kplyinc.com; Booth contacts: Jan Kirschner, Doug Holt.

K Ply is the only producer of true western red cedar-faced plywood. Products available: CedarPly@, WeatherPly@ MDO and HDO. Douglas Fir Siding and Sanded.

12,3

3601 N. Arlington Ave., Indianapolis, ln. 46218; (800) 992-2824', Fax 317-542-8961', www. krauter-storage.coml Booth contact: Rick Hogue.

Offers a full line of warehouse storage fixtures, racking systems, and fully integrated rack-supported structures. Uses an architectural approach when designing storage solutions. In-house CAD department, licensed architect and consulting engineers registered in all 50 states provide the level of partnership required to ensure tbe job gets done right. Whether for beginning a new site or adding to existing structures. Krauter can counsel and assist in Dreconstruction issues.

Montreal, P.Q.

Producer of of 400 million bd. ft. annually. Kullik & Rullmann

AG German Timber Fxport Co.

Berlin, Germany

Specializing in solid boards, dimension, edge glued boards, and Cerman glulam beams.

Lacrete. Ab.

Produces SPF and aspen hardwood

I.azy S l,umher

Beavercreek, Or.

Producer of WRC siding, paneling

I eggettwood

Wilkes-Barre, Pa.

Eastern spruce-pine-fir products.

Delta, B.C.

Hemlock, DF, SPF and WRC producer.

Lenis Count) Forest Products IA) (Mill) 154 E. Hale Rd., Winlock, Wa. 98596: (360) 785-3915; Fax 360-785-4172; (Sales Office) 46O Znd St., Suite 102, Lake Osrvego, Or. 97034:' (503)635-6046; (866) 336-9345; Fax 503-699-1097; Booth contacts: Allan Hurd, Mark Kleps, Jim Woodfin.

Products: All green Doug fir 2x4 4', 5', 6', 7'. 8',9', l0' PET up to I20". std. & Brr., Stud, #2. Econ. 2x6 6',7',8'. 9'. l0' PET up to I 16". #2 & Btr., Econ. No prior selection, anti-stain treated. end waxed.

I imington Lumber

East Baldwrn. Me.

Producer of eastern white pine boards.

651

l,fSA Technologies 232 Richmond, B.C.

Sofirvare for mills, remans and wholesalers.

l.P Corp.

Portland. Or.

Building materials and wood products.

Chicago, Il.

512.514

Credit reporting agency and publisher of Ltonbennens Red Book, weekly updates, and customized credit reports.

r)rllal)s yo[] re srirprisecj to ltoar thal likry Crcctk has qrown to one of tlrc r1r 50 lLrltber contpanies in Norlh rrrcrca. BLrt il's no shock to r-rs.

208) 263- lssl

vwryv.rileycreek. com

Wc krrow that oLtr pteople have the lrighest skil ratirrr;s il the ltusiness. Wo know oLrr llltlter sLrpltly itas ttqhtor qrain ancl srlaller krtols. We; Know olr rlvestrItr-.nts irI Iecltrtolctr;y crcate cons stcntly sntrtolher, straighter lurrtfrer.

In lacl , this srrperror rr tix of Til tfrcr Talent al trlTuclrrtolocly hars lrccn quttet y turnilc,l olt ctxr;cyttiolei prodLtct for sorrtc tilte lctw.

We're lLrst glacl 1o lrear tf tc worlcJ is onto our rtt e secret

Boca Raton, Fl.

Commercial property and casualty coverage to the forest products industry and lumber-related companies.

LWO Corp. Portland, Or.

Lattice and fencing products.

610

Magnolia ['orest Products 221

Terry, Ms.

lndustrial grade plywood specialists, hardwood inventory. Reman plants in Arkansas and Georgia.

Maihec Industries

Ste.-Foy, P.Q.

SPF dimension, MSR and cedar shingles.

Prineville, Or.

Pine, DF, larch and white lir

1J4

7J,5

Malloy Lumber Co. @5

Kingston, Id.

Producer of ponderosa and Idaho white pine.

Tacoma. Wa.

Softwood manufacturer with treating plant.

Manning lliversified l'orest Products 552 Hotchkiss. Ab.

SPF sawmill-planer mill-reman facility.

Martco Partnership 23

Master Mark Plastics

Albany, Mn.

Composite lumber and plastic Iattice

Maze Nails 541

Peru, Il.

World's largest variety of specialty nails.

Jll

P.O. Box 719, Springfield, Or.97477; (800) 773-9329 Fax 541-746-9430; www. mckenziefp.com; Booth contacts: Steve Killgore. Roger Clark. Marcy Parrish, Josh Gibeau.

Manufactures plywood products utilizing high quality western species. McKenzie Forest Products specializes in concrete form, HDO, MDO, as well as Marine grade, Siding and Sandeds. We have 8',9' and l0' capability and will manufacture to your specifications.

All oroducts are manufactured in accordance wittrAPA PS-195.

McShan Lumber Co. lXt

P.O. Box 27, McShan, A1.35471; (205) 31 5-627'7 : (800) 882-37 I 2; Fax 205 -37 5 -27 7 3: www.mcshanlumber.com: Booth contacts: Charlie Quarles, Hunter McShan, Mark Junkins.

Products: Southern pine high grade, stepping, patterns and export. A family owned and operated business, McShan Lumber Company has been producing quality southern pine products from its renewable southern forests since 1907. It concentrates on quality and grade. lt has developed a worldwide reputation fol quality and strives daily to maintain it.

Burns, Tn.

Hardwood lumber, plywood and millwork

North Clarendon. Vt.

Sawmill, kilns, planer mill and chop shop.

Millar Western Forest Products I td. 652 Edmonton. Ab.

SPF dimension and value-added products.

Mountain View Group 3E

Multisac (Workman Packaging) E51

Saint-Laurent, P.Q.

Reinforced bags and covers.

Murphy Plywood Co. E50 Sutherlin. Or.

Sheathing, sanding, underlayment, pressure treating, container loading, edge sealing.

Nascor Central [!2 Stony Mountain, Mb.

Eneineered wood.

Niagara Falls, N.Y.

Loading, unloading, rail carrier.

Neiman Enterprises

Hulett, Wy.

Ponderosa pine lumber and millwork

7J9

5ll.5l3

1327 Clark Blvd., Brampton, Ont., Canada L6T 5R5: (888) 763-9966; Fax 905-799-36631 www.nexlvood.com.

Since 1996. Nexrvood Industries Ltd. has been one of the cuning edge leaders in composite wood products. Nexrvood is made from 987o recycled materials, high density polyethylene (HDPE) plastic and rice hulls, and has met Earth Advantage's standards as an enlronmentally friendly building material. Nexwood has a low water absorbent level, rvhich makes it ideal for decks, docks, and surrounding oools and hot tubs. Its attractive textured suri'ace increases traction even rvhen wet. Nexwood is available in three beautiful colors- Driftwood Gray, Sierra Brown and Premium Sequoia red-in a rvide variety of orofiles from 2x2 to 2x6.

Nordic ['ngineered Wood

Montreal, P.Q.

Secondary manufacturer of EWP 809

Meadow Lake. Sk.

SPF mill with 200 million bd. ft./year capacity.

North American Reload. Inc. E:16 Abbotsford. B.C.

Transloading, treating and reman facility.

North American Wholesale Lumber Assn. lQQ Rolline Meadorvs, ll.

North Pacific (lroup 4AZ

815 NE Davis St., Portland, Or.97232', (800) 547-8440; (503) 231-1166; rvww.northpacific.com; Booth contact: Monique Bauer.

Founded in 1948, Nonh Pacific is one of the largest distributors of building materials and services in the U.S. It is the second largest privately held company in Oregon rvith over $l billion in sales annually. North Pacific manufactures and distributes domestic and international hardwood and softwood products and provides a full line of building material products, lumber, panels, poles, piling and much more. Facilities and sales offices are strategically located to serve its customers eloballv.

Frequency Yacuum Kiln Dried Timbers provide superior quality.

Offer your customers a timber that is truly dry. Tru-Dry timbers are dried uniformly to the core of eyery piece to minimize cupping, twisting and checking and to maximize structural integrity ensuring the finest quality. Eliminate costly on-the-job fitting problems when working with rough sawn lumber by using Accuruff. This patented process applies a rustic rough texture to sawn size lumber ensuring an easy fit with standard hardware. Call FGL today to learn more about these products and our extensive Douglas Fir inventory of green and dry timbers and dimension.

Shakopee, Mn.

Dimension, boards, mouldings, siding, plywood. particleboard, waferboard.

Colorado Springs, Co.

Software solutions.

Ohdyke. Inc.. Ber{iamin Horsham. Pa.

Residential building products, including ridge ventilation, ridge vents, rainscreens, gutter guards, and wood shingle underlayment

Brookings, Or. Fascia, siding, LVL core, and rimboard.

Pacific Woodtech Corp.

Boise, Id.

Private label engineered wood products.

Pactiv Ruilding Products

Lake Forest, Il. Packaging solutions.

PALCo

Scotia, Ca.

Manufacturer of redwood and DF lumber

Crossfield. Ab. SPF studs, fencing and specialty products.

Greensboro, N.C.

733 Pine Tech. Inc.

Lake City, Mi.

Maker of red pine timbers, squares, dimension, boards and round posts.

Plum Creek 6ff

Columbia Falls, Mt.

Sawmills produce boards, solid and F/J studs, and SYP dimension.

753

Flooring, plywood, lumber and panel products

PennsylYania Lumbermens Mutual Insurance Co.

Philadelphia, Pa.

Presenting the GeoDeck Composite Deck a Railing System

lf you specify, sell or install decking, you can recommend GeoDeck* with complete confidence. ln fact, in a recent survey by Home lmprovement Executive, GeoDeck was chosen by the top pro dealers as the #5 composite decking brand that will drive their business in 2004.

GeoDeck is a premium grade product offering traditional, tongue & groove, and heavy-duty commercial grade boards with matching ralling. (New for '04: GeoDeck Plus* White Roiling system) Available in Cedar, Driftwood, and Mahogany, only GeoDeck is made with Biodac", a patented ingredient that makes GeoDeck virtually fade resistant. And GeoDeck is 500/o lighter than solid composite boards, making it easier to handle, transport and install. lt never needs

Plummer, ld.

Small log sawmill.

Pope & Talbot. lnc. 72'E

Portland. Or.

Four mills, offering SPF, fir/larch, hem-fir, WRC and ponderosa pine.

Postsaver USA

Lebanon. Pa.

655

Barrier for both treated and untreated lumber for below-ground post applications.

Potlatch Corp. 639

Lewiston, Id.

Dimension lumber, industrial plywood, particleboard. OSB and studs.

Power Forest Products Corp.. Pat @E Port Coquitlam, B.C. Fencing/fence panels, outdoor decking, selects, shop, boards, millwork, mouldings, siding.

Poler Wood Corp, 7];I 9760 l90th St., Surrey, B.C. V4N 3M9; (604) 882-9663; Fax 604-882-9669; info@ oowerwood.com.

Manufacturing distributor of quality western red cedar products. The Porver Wood team of traders and quality control people has amassed over 15 decades of knorvledge about the western red cedar specialty business. Power Wood gets the job done right the first time. Utilizing locally selected manufacturing sites with its on-site quality control team and expansive dry storage and distribution yard, it strives to exceed customer's needs on each order, regardless of size. Every order is important: from one piece to single item truckloads and everything in between.

Precision I umher Co.

Portland. Or.

Pine boards. selects and commons.

S[!M ilu/il

it comes

We have B', 9' ar r, producing everyt

underlayment to ,. marine grades. M panel for almost

to structural integrity, ilty and performance, od is unmatched. rnd l0 press capability 4hing from sheathing and l overlays, concrete form a Mckenzie has a plywood st any requirement.

Marcy Parrish

Steve Killgore Roger Clark

Premier I ogistics Inc.

Orlando, Fl.

Shipping, import/export transpon.

PrimeTFCH

Grafton, Ma.

Lumber machine coating

4n

lvarehousing, ocean

Progressive Solutions. Inc. al03

13777 Commerce Pkwy., Suite 200, Richmond, B.C. V6V 2X3l' (604) 214-8750l'

F ax 604 -21 4-87 5 I ; info@progressive-solutions.com; www.progressive-solutions.com.

Progressive Solutions is the leading provider of business software for wood products and building industry suppliers. Its software has streamlined the operations of companies from small to Fortune 500-on three contlnents.

bisTrackrv-for building materials distributors, including wood products wholesalers, to manage buying, selling and all other front and back office functions.

Lumber Trackl'r-the undisputed leader in business softrvare for primary and secondary manufacturers and wood wholesalers.

Tag TrackrM and Data Collection-complete tag printing, bar code reading, tallying and inventory management solutions.

Raven l,ogistics. Inc.

Keego Harbor, Mi.

759

Rail and truck freight, site evaluations, reload.

a5 Sawmill: P.O. Box 156, 26800 Asti Rd., Cloverdale, Ca. 95425; (707) 894-4241 I (800) 862-4657l' Distribution: P.O. Box 1300, l0 Madrone Ave., Morgan Hill, Ca. 95038; (408) 179-7354: (800) 800-5609i Fax 408-778-1078; Email sales@redwoodemp.com; www.redwoodemp.com; Booth contacts: Sean Burch, John Reger, Troy Turner, Nolan Swieckel. Manufacturer of redwood decking, fencing, siding; ip6; Brazilian hardwood decking and flooring; incense cedar; WRC; Douglas fir framing and pressure treated; hem-fir residential treatment, and plywood CDX, ACX.

Riley Creek Lumher Co. Elg

30 Riley Creek Park Dr., Laclede, Id. 8384 I ; (208) 263- I 55 I ; Fax 2O8-263-937 5; www.rileycreek.com; Booth contact: Paul Jorgensen.

One of the top 50 lumber manufacturers in North America, Riley Creek produces quality lumber for residential and commercial construction. Species include Douglas fir/larch and white fir, with sizes ranging from 2x4 to 2x12. The primary product is #l select structural, but the company also produces #2 and better, utility #3, and economy lumber. The Riley Creek sales team prides itself on their flexibility and ability to accommodate random and mixed loadings as well as specified tallies.

Reload Inc.

La Crosse, Wi.

Transloading and distribution

Kelowna, B.C.

Studs, dimension and softwood plywood

Robbins l.unher- Inc.

Searsmont. Me.

735

Eastem white pine sawrnill and planing mills.

Roberts International Corp. 539 Granite City, Il.

Importer/exporter of soflwood/hardwood plywood. lumber and boards.

Rosboro ?,42

P.O. Box 20,2509 Main St., Springfield, Or.974771 (888) 393-2304; (s4t) 746-8411l. Fax 541 -726-0972: www.rosboro.com.

For more than 60 years, Rosboro has been a leader in innovation in the wood products industry. Beginning with the construction of its first sawmill in 1939, it has been committed to utilizing state-of-the-art equipment and processes to provide the highest quality products at the lowest possible cost.

Rosboro manufactures five product lines: plywood, veneer, studs, solid-sawn timbers and glulam beams. Each product is manufactured to specific quality standards to satisfy changing market needs. Product developments such as BigBeam@ and "Rosboro Plus" studs are specific examples of its commitment to providing the products to meet customer reouirements.

Rosehurg Forest Products Co. 538.815

Roseburg, Or.

Lumber, plywood, plywood specialties, particleboard, melamine, film and coated finishes.

Richmond, B.C.

WRC siding, paneling, boards, dimension, decking, fencing, beams.

Wood product management syslems.

Snohomish. Wa. Mills K.D. hem-fir and green DF dimension.

Selkirk Specialty Wood. Ltd. 312 Revelstoke. B.C.

K.D. and green WRC siding and paneling.

Seneca Sawmill Co. 630 Eugene, Or. Dimension, lumber, studs.

Shakertown 1992. Inc. 75L Winlock. Wa.

Supplier of cedar shingle siding panels.

Shasta Green Inc. 32J Burney, Ca.

Studs, structural light framing, shop/moulding stock,4/4 commons.

Shawood Lumber Inc. 656 Langley, B.C.

Cedar, wood beam cutting.

Sherwin-Williams Co. E55 Strongsville, Oh.

Coatings, paints, stains and factory finishes.

Shuqualak r.umber Co. 32'6

Shuqualak, Ms.

SYP lumber oroducer.

Redding, Ca.

Sawmills, millwork plants, reman plant, window/door plant. and timberlands.

Simpson Timher Co.

Shelton- Wa.

Five mills, plywood plant, door planl paper treating facility, and timberland owner.

lf your company depends on lumber and building products, one call to one source could simplify the way you get the products you need. That source is Snavely.

When it comes to meeting diverse needs for high grade material, Snavely can provide you with any species, grade, and size you need... truckload quantities or piece quantities.

Finished and imported solid wood screen doors. Simpson Fir, Oak and Vinvl interior and exterior doors.

With Snavely's floor and roof systems you get products backed by over 90 years of experience and technical know how. From l-Joist and Clu Laminated Beams to LVL, we provide products with years of structural reliability.

Since 1902, we have made it our business to bring you the finest in wood products, customer service and comprehensive market knowledge.

Today, Snavely continues to lead the industry in the distribution of industrial and softwood products. Excited by the future, we offer you the newest generation of industrial lumber and expert service to support you and your customer's changing needs.

Prince George. B.C.

Sales outlet tbr fbur stud mills in B.C

&9

309 6275 Hwy. 273, Anderson, Ca. 96007; (800) .127-8253; Fax 530-378-6987; E-mail darrenspC4 shasta.com : Booth contacts: Darren Duchi. Mike Webster.

Species: WRC, incense, cedar, redrvood and alder. Products: F/J boards, pattern sidings, engineered products, edge-glued panels.

Richmond, B.C.

Manufacturer of WRC products.

Snavel) International ll4

P.O. Box 9808. Pittsburgh. Pa. l,5227'. (800) 233-6795: (412) 885-4000r Fax 4l'2885-4236; rvrvrv.snavelyforest.com.

Manufacturer and importer of softrvood lumber and specialties, such as radiata pine. Austrian Spruce boards. edge-glued panels. and FSC-chain-of'-custody-certified Kimberly Bav oine selects.

Marshall. Tx.

6{D

Mega center tbr quality patterns. Manufactures and produces prime l" boards in the finishes of #105. #f 16. #117. #122. #131. #139. Beaded Ceiling, Flooring, Ship Lap. and Center Match. Patterns are stocked by grades D & Better and #2 in 8-16 ti. lengths, covered under a 250,000-sq. ft. lumber building.

Spruceland Millworks

Surrey, B.C.

Value-added SPF lumber products.

636

Stimson Lumher Co. Portland, Or. Duratemp hardboard and framing.

2t2 siding, panel products.

516

Columbia Falls. Mt. Douglas fir & larch, pattern stock. western rvoods, SPF & SFP-S, cedar, ldaho rvhite pine, and ponderosa pine.

Stora/Fnso Timber Group

Z3E Lake Osrvego. Or. European sarvmill for spruce and pine lumber.

8Il:

8245 Industrial Pl.. Alpharetta. Ga. 30004: (u00) 353-0892:. (770) 569-2244:. Fax 770569 -9944: rvrvrv.sunbeltracks.coml Booth contacts: Clint Darnell. Rick Stout. Todd Hopman, Brad Bedford. J.F. Gullo. Scott Becker.

Sunbelt Storage Systems specializes in providing quality rack supported buildings, pre-engineered rvarehouses, bulk storage sheds, and Polver Bin systems to the building materials industry.

Sunbelt offers complete engineering and installation nationrvide. with East Coast and West Coast ship points. NAWLA members receive complete yard and building planning servlces.

Edson, Alb. Studs,.l/4 commons, laminating stock, radius edge decking. structural joists, boards, truss rveb. 548

Deer Lodge. Mt. Sarvmill and fingerjointer.

7525 Perryman Ct., Curtis Bay, 21226; (800) 966-2801r Fax 410-360-l

www.swansecure.com: Booth contact:

Srvan. Manufacturer and distributor of a comDrehensive line of stainless steel and copper alloy fasteners. Both hand drive and collated nails and scrervs are available for the applicatkn of premium rvood and polymer compositc building materials. New products this year include the SWERCSscrervs specifically designed for solid polymer composite decking and the Wood Peckers-stainless steel scrervs rvith a patented thread that greatly reduces the need to pre-drill dense materials sueh as ipe.

Noti. Or. Douglas fir sawmill.

Suanson (lroup

3-15

269-5 Glendale Valley Rd., Glendale, Or. 97442 Ltmber sales (541) 832-1194, -1241

awJ -\222. Stud sales (541 ) 823-l 145; Panel safes (541) 832-1175 and -1254. Booth contacts: Jim Hunt, Mike Young, Dixie Tibbets, Nancy Daniels, Greg Johnson, Bob Maurer. Srvanson Group operates two green Doug fir dimension mills producing 2x4 and 2x6 8/20: a stud mill. rvhich produces 2x4l2x6 K.D. rvhite fir and GDF in 8.9, and l0' trims, and a plyrvood and veneer complex, which produces DF panels specializing in sturdifloor. sidine. sanded. and CCPTS.

Tata

Enterprises IID

Berkeley, Ca.

Decking. flooring, furniture stock. lumber. moulding. Dry kilns, planer mill. sarvmill. rvarehouse.

i-

Suney, B.C.

WRC shingles, lumber, paneling and siding.

Temhec Inc,. Forest Products (]roup 503

Timmins, On.

SPF, pine. OSB, LVL. hardrvood and flooring.

Tendura f05

Troy, Al.

Manufacturer of TenduraPlank. classic lx4

T&G and traditional lx6 T&G composite lumber.

Tenon [iSA

Hanover, Md.

Solid radiata pine moulding and boards

Cheyenne, Wy.

Ponderosa pine, ESLPP. DF and hem-frr from three sawmills and trvo remanufacturing plants.

Thompson Hardwoods n4

Hazelhurt, Ga..

Cypress and other southem hardrvoods.

Tiger Deck LLC 751

Wilson, Or.

Kiln dried hardrvood decking.

Timber Products Inspection. Inc. 749

Conyers, Ga.

Wood products inspection consultants.

TimberTech 12,5.

Wilmington, Oh.

Composite decking and railing systems.

mouldings and Reproductions of traditional

modern interpretations.

Tolko Marketing & Sales Ltd. Vernon, B.C. OSB, plywood, veneer, lumber.

Tom's Quality Millwork

Campbellsport, Wi.

Lumber, mouldings. jambs and stair parts.

TradeTec Computer Systems Ltd. Parksville, B.C.

Sofiware solutions fbr the forest industry.

433

SYP sawmill.

Tucker Lumber Cos.. C.M. Pageland, S.C.

SYP mill, treater, and LifePine shake maker

Langley, B.C.

Decking, export clears. finish/selects, flooring, industrial clears, moulding, paneling, siding, timbers, trimboard.

Omaha, Ne.

TreeSource Industries 7]A

Portland, Or. DF, hemlock, white fir studs and dimension.

Trex 553 Winchester, Va.

Composite decking.

Trim.Ioist Corp. 305 Columbus, Ms.

Open web floor truss ivith trimmable l-joist.

Tripp l.umber Co. 4V_ Missoula, Mt.

Dimension remanufacturer.

Tri-Pro Cedar Products f06 Oldtown, Id.

Dimension, boards, siding, paneling. decking.

Tristar Transload. Ltd. 551 Portland, Or.

Two lumber reloads in the PDX market.

Fulton. Ms. SYP producer

Nottoway, Va

The largest rail system in North America.

II.S. Fence M Cleveland. Oh.

Producer and wholesaler of preassembled fence panels, wood lattice, preassembled baluster systems, and components.

U.S. Timher Co. EZ) Boise. Id.

Dimension, studs and pre-cut components. Vaagen Bros. Lumberlnc. 756 Colville, Wa.

Commons, selects, Iight framing, MSR dimensions, radius edge decking, structural joists and planks, studs, cedar products.

Veka Innovations !30 Fombell, Pa.

Vinyl fencing, decking and railing systems.

Wagner Electronics Rogue River. Or.

Moisture measurement products.

Waldun Group. The Sumas. Wa.

6t3.808

Producer of remanufactured roofing shingles.

BUILDING A TRADITION OF QUALITY PRODUCTS

[YLAttractive Beams & Headers

LIA Structural Stair Stdnger Blanks

. [V[ Specialg Plywood

. LVL Truss Ghords (Alpinen&MiTek@ plate values)

, LW3-112" One-Piece Garage Door Headers

LVL Scaffold Plank & Oher lndustrialApplications

Engineered TASTER PLANK@ & LVL PRODUCTS Outperforms solid sawn lumber and offers...

. High strength.todepth ratos

. Multiple span capabilities

. Building Code approvals and OSHA compliance

We produce lhousands of products from wood...

The only limit is your imagination.

Warm Springs Forest Products Industries

Warm Springs. Or.

DF and hem-fir dimension and timbers.

Maple Ridge. B.C.

Western red cedar shakes and shingles.

Weaber. lnc.

Lebanon, Pa.

S4S hardrvood boards and mouldings.

Welco I umher Co. USA

Marysville, Wa.

WRC f'encing, decking and bevel siding.

West Ray Forest Products & Mfg. I td.

New Westminster, B.C.

Sawmills, remans and specialties.

Anahim Lake, B.C

SPF sawmill and planer facility

Quesnel, B.C.

Six reloads and eight mills

Coeur d'Alene, Id.

Thrcc ldaho sales ofTices and a reman plant.

Weston Forest Corp. 504 Mississauga, On.

Remanuf'acturer of tbrms and industrials.

Westran Services Ltd. 4tl

New Westminster, B.C.

Offering transportation services rvith over 225 railcars dedicated to B.C. shipments.

ANNOUNCINC ...AN OPPORTUNITY YOUR COMPANY CANNOT AFFORD TO MISS...

TH E CAROLI NA PLU M, o*n"d

and operated by Andy and Maria Freeman, specializes in reloading and transporting wood products for companies wishing to penetrate the Southeast via the Carolinas.

Centrally located in North Carolina, The Carolina Plum (TCP) is only 45 miles from Charlotte, 135 miles from Asheville, 55 miles from Creensboro, and 130 miles from Raleigh. This prime location offers your company accessibility to markets in an area that is one of the hottest building spots in the U.S.

TCP has the ability to unload centerbeam railcars, flat bulkheads, and boxcars. TCP can also handle your transportation needs at a competitive price with prompt dependable service.

Service is the main part of our business at TCP. We encourage you to consider THE CAROLINA PLUM for your RELOAD and TRANSPORTATION needs.

High grade clear DF, hemlock, and WRC

ish and industrial lumber.

Weyerhaeuser Co. Federal Way. Wa.

Wide range of building materials. lumber, plyrvood, particleboard, MDF engineered w(x)d products.

Sparkman. Ar. Southern yellorv pine sarvmill

82J

P.O. Box 4198, Rocky Mount, N.C. 27803: (252) 442-2136. Fax 252-442-0765l. Email rvmslbrconc@aol.com: Booth contacts: John Haggerty, George Riley, Joseph Haggerty.

Wholesale-processors with a concentration of sale of cypress. Our primary objective is to remanufacture cypress into products such as siding, flooring, dimension, ceiling and paneling. Booth rvill showcase cypress finish products. Focus is to promote cypress sales nationrv ide.

Leetsdale, Pa.

Cellular PVC building products

Richmond, B.C.

Developer of custom sofilvare for lumber distributors and rvholesalers.

Woodtone

Vancouver, B.C.

Siding. trims. columns, decking.

Yelm. Wa.

Offers the rvtnd products industry experienced business processing consulting, information and supply chain management solutions, and operates a subscription-based marketplace for wood products at www.wwwood.net. In conjunction with its patent pending W3Net Commerce platform, it brings functional tools to the industry, such as electronic document exchange, supplier-managed inventory for program sales and consignment distribution, order tracking, shipping coordination, and data translation between disparate back office systems. All of these tools can be bundled in a private trading network for companies that require individualized solutions.

Wynndel, B.C.

Manufacturer of SPF, fir & larch, cedar and hem-fir products.

XS I umber

Winnipeg, Mb.

f2E

Online service for markeling excess inventories, exclusively lbr NAWLA member companies. More than 200 members have signed up so far.

736

319l Wesley Rd., White Srvan, Wa. 98952; (509) 874-ll63t (509) 874-l ll4: Fax 509-874-l 162; www.yakama-forest.com.

Yakama Forest Products is knorvn as one of the industry's highest quality producers of WF, DF and SPF-S dimension lumber and ponderosa pine shop & moulding and 4/4 pine boards. It harvests timber off the eastern slopes of the Cascade Mountain range, and produces I 5 million bd. ft. per month. YFP is constantly working to develop a larger, quality conscious customer base and always uses sustainable forestry practices.

Zinsser Co.-Factory Finish Division

Somerset. N.J.

Zio-O-Log Mills

Eugene, Or.

7II

132

Manufacturer of DF oosts. timbers and railroad ties

Other Ixhibitors

Four-sided kiosks will be situated throughout the main exhibit hall for easy access to materials from industry associations and publications. Among them:

APA-The Engineered Wood Association

fC

4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660t Q49) 852- I 990; Fax 949-852-0231 ; www.building-producrs.com.

Launched in 1981, BPD is a monthly trade magazine for lumber and building material dealers, wholesalers and pressure treaters East of the Rockies. Circulation approaches 18,000. Covers industry news, trends, and advice on management and marketing.

3C

Canadian Pl]ryood Association

Forest History Society

Green Ruilding Initiative

Merchant Magazine. The

2C 4500 Campus Dr,, Suite 480, Newport Beach, Ca. 92660 (949) 852- 1 990; Fax 949-852-O231 ; www.building-products.com.

Founded in 1922, The Merchant Magazine is a monthly trade magazine for lumber and building material dealers and wholesalers in the 13 westem states. Covers industry news, trends, and advice on management and marketing. Norlheastern

4A

3A

2n

Southern Cypress Manufacturers Association

Southern Pine Council

West Coast Lumber Inspection Bureau

700 W. Pender St., Vancouver, B.C. V6C lG8; (866) 778-9096., Fax 604-687 -4930; E-mail info@wrcla.org; www.wrlca.org.

WRCLA, "the voice of the cedar industry," represents members accounting for more th^n 65Ea of worldwide cedar production. WRCLA supports these producers of quality westem red cedar products with a comprehensive marketing program, technical services, education and training. WRCLA works closely with architects, designers and builders throughout the U.S. and Canada to provide technical support and information. The RealCedar marketing program promotes WRC to consumers and builders as the premler building material for naturally durable siding, decking and outdoor landscape features that enhance the curb appeal of any home

0ur people listen. They're responsive. They're dependable. They're honest. They know a lot about the business. They care.

Of course you can count on us to be reliable and give you the best value for your money. We also provide the products and services you need including the distribution of building materials-such as structural panels, EWP, hardwood and specialty building products- throughout the U.S.

But what's unique is that when you do business with North Pacific, you start a long-term partnership with a person like Mike Griffin who is dedicated to putting you first.

North Pacific. Taking care of you and your business.

t Mike Griffin, EWP Sates Manager, North Pacific, over 35 years in the EWP business. l

Habitat Opens Supply Store

Habitat for Humanity opened a home improvement store over Labor Day weekend in Gardena, Ca. The store sells donated items at about half the price of a regular retail operation.

"Some of our store donations are from high-end home remodeling and building projects, so our customers will find gorgeous custom designed items," Erin Rink, president and c.e.o. of Habitat for Humanity South Bay/Long Beach. "We have over 10,000 sq. ft. of inventory, including items that have been donated from the homes of Hollywood celebrities and

local sports figures."

Items customers can expect to find include windows and doors, flooring, furniture, appliances, plumbing, hardware, paint, roofing materials, electrical supplies and fixtures, lumber and cabinetry.

The facility also serves as headquarters for the nonprofit organization's South Bay/Long Beach affiliate.

New Skeena Goes Bankrupt

British Columbia-based New Skeena Forest Products filed for bankruptcy after it failed to secure start-up financing for operations.

MatlinPatterson, New York, N.Y., on Sept. l5 pulled out of an investment in New Skeena after New Skeena did not meet its deadline for a proposal for a $55 million investment. The proposal included no payment at closing to secured or unsecured creditors, including property tax creditors.

"We regret that we could not advance discussions further with MatlinPatterson, especially after their due diligence confirmed the operational, technical and commercial soundness of the investment opportunity New Skeena represented," said Daniel D. Veniez, president and c.e.o. of NWBC and New Skeena. "After three very tough years, I am deeply saddened that efforts to finance the start-up of New Skeena's operations in the northwest have come to an end."

Oregon Judges Stop Logging

A three-judge panel of the 9th U.S. Circuit Court of Appeals granted an injunction Sept. 7 against logging of old-growth forest in southwestern Oregon that was burned by a 2OO2 fire.

$anded Plywood

Whsat Board

P.rtlclo Board

Rodlecovsred Tlmber

im:'-

5CS-COC-00006

"()ur gaa/ i-t lo Vrauirlt rnilranncn/u//1 re -tp t n

The injunction, sought by environmentalists, covers timber sales on 6,600 acres of old-growth forest reserves primarily used for fish and wildlife habitat under the Northwest Forest Plan.

Environmentalists have been battling for over two years with the Bush Administration and the timber industry. The two sides have been arguing over whether to log and reforest the acres of national forest that burn each year or to leave the acres to recover on their own.

Since the trees will be worth little by next spring when logging is likely to begin again, the timber industry is expected to ask the 9th Circuit to review the injunction.

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

. Doug-fir/flemFir Studs

. Doug-fir Dimension Lumber

. Doug-fir Plywood Products:

Sturd-I-Floor SandedPlywood

Plywood Siding Plywood Sheathing

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

Tolko, lnterfor Compete For Riverside

After shareholders representing a third of Riverside Forest Products' stock said they would not sell, Tolko Industries Ltd., Vernon, B.C., reduced the number of shares they are seeking for a hostile takeover.

Tolko had originally bid $340 million for at least 7SVo of Riverside shares, but reduced the minimum to 5170 because Riverside's directors and senior executives control 28.5Vo of the company and would not tender their shares (see Sept., p.52).

Riverside, looking for an alternative to Tolko's offer. has been in talks with International Forest Products Ltd., which wants to add mills in British Columbia.

"In adjusting the terms of one of the many conditions to its offer," said Gordon W. Steele, Riverside chairman, president and c.e.o., "Tolko has done nothing to address the fundamental fact of the matter, which is that its offer is financially inadequate. We

have been very pleased by the amount of interest we have received from a significant number of parties through the strategic review process and expect to be in a position to present Riverside shareholders with a compelling alternative to the Tolko bid in due course."

Interfor began seriously considering making its own offer after George Malpass, a director on both boards, announced he was stepping down from the two positions.

Malpass, founder of Primax, a lumber company that was acquired by Interfor, resigned from his positions after being advised Interfor has signed a confidentiality agreement with Riverside. His resignation suggests that Interfor may be readying to make its own bid. If Malpass stayed on the boards, it could be perceived as a conflict of interest if Interfor pursues Riverside.

Interfor has only recently complet-

ed a $73.3 million takeover of three American sawmills. Now the company is looking to expand its interests in British Columbia.

Malpass believes that Riverside's assets make it an attractive deal.

"The obvious moves with CanforSlocan and West Fraser-Weldwood were done. And then I think people started to look around at where are the other good world-class operations. Clearly, Riverside has some terrific assets and a fair concentration in a couple of geographic areas, which I think makes it very attractive," explained Malpass.

Riverside rejected Tolko's bid because, according to Riverside vice chairman Jake Kerr, the bid "is far beneath the waterline in terms of what it should be. We've got a very strong financial statement. We've got a lot of cash, and it looks like a lot of duties coming back."

While Kerr says Interfor is a "logical player," Riverside is examining its alternatives.

"There's all sorts of other possibilities, and I think there are certainly a whole bunch of other strategic partners from a financial standpoint that have an interest. So we think it's going to get very interesting."

Meanwhile, now that Interfor's acquisition of Crown Pacific's three U.S. sawmills is complete, which will operate under the new name Interfor Pacific, the company is making changes to its administration. Sandy Fulton was appointed senior vice president-U.S. operations.

The company also will invest $25 million to rebuild its Western Whitewood sawmill in New Westminster, B.C. Included in the construction will be the installation of state-of-the-art log optimization and breakdown equipment, new kilns, and an upgraded planer. Construction is set to begin next month and is expected to be completed in April.

Interfor is closing its Squamish Lumber cedar sawmill in Squamish, B.C., at the end of the month. The mill has not been in operation since April2003.

"We have concluded that the mill, as it currently stands, does not meet the standard required to operate successfully on the coast," said Duncan Davies, Interfor's president and c.e.o. "With the issues related to the age and design of the facility and the capital required to upgrade it, we couldn't see a long-term role for Squamish."

and some things

I1'vou are looking into nerv-gcneratirln trr:a1crl rrood. look at Curt Bean Allcrnativr:.

Protct:t'd br thc n'orld's leading coppcr-basetl presrnative, copper azole, (iufl llearr \herrratir r- is our own brand of treated lurnber.

I1's new lrom (lud Bean Lurrrber (1o." a conrpany with rools stretthing bacl< to the 1940's anrl a corrrparry that lras long adopted innovations that lx'nclit our cuslonlers.

\\t-' arc still a lirnrilr-run (,ompan\. 'We still tn vcrv hartl to satisl't cuslunrcrs. And we still off'er our tnr-slt d Iines ol'CC'\-trt,atcd wood, {'encing dech specialtit's and S\'l) lrrrnlxrr.

Ilut non-rtc also offcr a uniquc nt:u, r:lroirrr,

lhc lJcarr 'li'arn on your side. Call lor dt'lails.

Matthews Marks Up Purchase

Matthews International has acquired Holjeron, Wilsonville, Or., an industrial controls manufacturer and supplier to Matthews' Marking Products Division.

As a wholly owned subsidiary of Matthews Intemational, Holjeron will be managed by the Marking Products Division, which plans to develop new

turnkey marking products incorporating the higher level of product control, traceability and material handling made possible by Holjeron's microprocessor-based technology.

"With more and more customers requiring turnkey solutions, not simply better marking equipment, this acquisition gives us the ability to sell into those applications," said Brian Dunn,

president of Matthews Marking Products Division.

He noted that Holjeron's "smart moves" technology provides precise material handling and tracking with fewer parts and less wiring, while being quieter and more energy efficient.

Pittsburgh, Pa.-based Matthews and Holjeron previously collaborated on the joint development of an ink-jet controller and interface designed specifically for OEMs (Matthews IMark).

Site Points To Certified Wood

EarthSource Forest Products, Oakland, Ca., has redesigned its Web site to make it easier for customers to track down environmentally certified wood products.

According to sales manager Larry Percivalle, "When we launched earthsourcewood.com in May 1999, we wanted it to be an accessible online resource for certified wood products. Now that our company has grown, we're very excited about the new look and extraordinary experience of our new Web site. It's both stylish and approachable."

EarthSource stocks a wide anay of both Forest Stewardship Councilendorsed domestic and tropical hardwoods. Domestic species include cherry, maple, oak, beech and poplar. Tropical hardwoods include Honduras mahogany, Santa Maria, machiche, Spanish cedar, amapola and guasivan.

Other certified products include various plywoods, architectural grade panels, flooring and decking.

The Largest Forest Producfs Terminal in Southern Galifornia

FFGC terminal division offers full service break-bulk forest products/ building materials handling & storage at Berths T-122 & T-125 port of Long Beach, Ca.

. 16 acres offully paved outside storage and three covered warehouses.

. 600 feet of berth face with 40' or 12 meter draftaccommodates vessels to 750 feet or 229 meters. New 80'x300' fully enclosed storage building.

. Barge discharge notch for ocean going barges for easy pass to storage.

Rail service and UP-PlusOne Reload Program.

Container dryage and stripping services within the overweight corridor.

Computerized inventory tracking of mixed products.

Bonded cargo area movements to Mexico and offshore destinations.

Alex Delgado, Harbor Services Manager Customer Service

Team: Sue Bentley. Kent Thompson Joe Montoya

Take Off Some Of The Work

As the building materials industry grows and changes from day to day, one thing remains constant; each job begins with a takeoff. While a quick and accurate estimate for a customer can begin a relationship, a bad takeoff or a slow response could end a relationship. Today, there are software options and technology tools to assist dealers as you strive to do estimates quickly and accurately.

Automating the takeoff process, can:

Reduce estimating time by 5o7o-lo7o

Increase accuracy to within lVo-2Vo of actual job requirements

Increase customer confidence

Boost sales

Brent Perry, general manager at Alf Curtis Home Improvements, Peterborough, Ont., is the third generation of his family working in their building supply company. He has learned many things about the business, but one of the most important is that time is money. especially when

you're talking about takeoffs.

Perry said, "I saw a demo of Enterprise Computer Systems' Professional Estimating and we bought it! I was immediately impressed that this software allows you to modify the system to do calculations the way you want to. Professional Estimating is versatile-no limitations."

Every member of Alf Curtis' contractor sales team does takeoffs. Three of them use the system regularly-one fulltime, all the time. They do takeoffs for residential construction, mostly, with an average of 300 to 400 takeoffs a yeaf.

"A great advantage of the software we use is that it's designed to work with the graphics digitizer," Perry explained. "Estimators don't have to waste time plugging in measurements and numbers. The digitizer allows for quick measurements that just get pasted in."

The digitizer is a favorite feature for many using estimating systems. With a digitizer, estimators don't waste time plugging in measurements and numbers. Dan Kukol, estimating general manager at Enterprise, explained, "Basically, the digitizer software replaces the estimator's scale, calculator, and highlighters. It allows an estimator to gather all the measurements needed to complete a takeoff. It's extremely fast, and accurate to within a half of a percent."

The digitizer also makes complex systems easier to takeoff. Kukol said, "The software allows the user to calculate all of the materials needed to complete floor or roof systems. The time savings realized by the use of the digitizer is tremendous. A roof that takes two hours by hand can generally be completed within 30 minutes."

Users can also view the roof layouts in 3-D, which allows them to double-check their calculations.

"All-in-all, the use of a digitizer can save an estimator several hours a day," Kukol noted. "A takeoff that takes four hours manually can be completed with the use of an automated estimating system and a digitizer in 45 minutes to an hour."

Alf Curtis is also one of many companies that integrate their estimating software with their core business system. Perry said, "We save time and eliminate errors re-keying lnIormatl0n. Profes sional Estimating transfers the takeoff and puts prices to it. The system transfers files as loads or levels from the estimate, turns each section into an order, prints tickets, and the order is on its way from the yard. It's all done in the

Roslooro

We're the Glulam Experts.

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

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

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

l.7E Header: An economical choice where high design values are not required. l.7E Headers go in straight and withstand the elements better than LSL or solid sawn timber.

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

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

Rosboro's Toll-Free Technical Support: Please feel free to call our Technical Support Hotline at l-877 -45'7 -4139 with your questions about any Rosboro glulam product. Drill a hole, and not sure if it's OK? Call, we'll let you know.

Greg Johnson has joined the Swanson Group, Glendale, Or., as lumber sales mgr. Mike Young, ex-Rough and Ready Lumber, is new to the lumber sales staff.

Jeanie McCausland has joined the sales and marketing dept. at Kruse Enterprises, LLC, Albuquerque, N,M.

Bruce Gravier has been named Douglas fir production mgr. at Harwood Products, Branscomb, Ca. Denny McEntire is now sales & marketing mgr., and Ed Paul, exEel River Lumber Products, has joined the sales staff.

Erik Larsen has succeeded Ed Paul as sales mgr. at Eel River Lumber Products. Fortuna. Ca.

Pat Hunter has rejoined Waldron Forest Products, Fair Oaks, Ca. El Louise Waldron recently returned from a Maui vacation.

Kenneth Smitley and Robert Senior are new account executives at MacBeath Hardwood. Perris. Ca.

Lanette Wagner, ex-Menards, and Zane Ratliff, ex-Anderson Lumber, are new to the purchasing team at Stock Building Supply, Mission Hills, Ca.

Josh Dean, ex-Swanson Group, has joined the staff at Burns Lumber Co.. Medford. Or.

Rich Fisher has joined Keith Brown Building Materials, Salem, Or., as v.p.-sales & marketing. Dave Carpenter has been hired as inventory control and purchasing mgr.

Dave Duncan, ex-Mary's River Lumber, is now with Lazy S Lumber, Beavercreek, Or.

Dion Persson has been appointed senior v.p. of the Engineered Products Group at Johns Manville, Denver, Co.

Phillip Armijo, ex-Boise, is a new account mgr. for engineered wood products at Capital Lumber Co., Albuquerque, N.M.

Bill Tayrien is mgr. of the new [,owe's in Aliso Viejo, Ca.

Lynn Haskell, No. Ca., and Kory Kelly, Wa./Mt./Id., were among eight district sales managers for Elk Premium Building Products, Inc., Dallas. Tx.. selected to its first DSM Executive Panel.

Paul Thomas, Federated Insurance Co., Bakersfield, Ca., was awarded the Federated Marketing Leadership Council Award for the 3rd consecutive time. Caleb Creagan, San Diego, Ca., won it for the first time.

Eric Ziedrich, Healdsburg Lumber, Healdsburg, Ca., is the newest stockholder at Lumbermens Merchandising Corp.

We are pleased to announce we are the new Northern California distributor for the Bourbon Valley Lumber Co., offering the very finest tree stakes, dowel fence posts and jump rails.

Meanwhile... if you are stillconfused regarding arsenical preservatives, please give us a call.

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316 Stainless Steel screws for tropical hardwoods and dense composites

6-Lobe drive for no bit cam-out

Self-countersinking nibs under screw head insures flush installation

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Andy Thompson, was named mgr. of the technology value team at Aca Hardware Corp. John Venhuizen has been promoted to director of new business development.

Adam Gregory was appointed corporate counsel for Stock Building Supply.

Mark Murray was named to the board of directors of Universal Forest Products.

Dan Walton was promoted to communications coordinator in the marketing dept. of Do it Best Corp.

Reynold Hert, ex-Weyerhaeuser Co., was named c.e.o. of Western Forest Products Ltd., Duncan. B.C.. replacing Rick Doman.

Lacey Merriman-Doniff is new to the American Forest & Paper Association as program coordinator for the American Wood Council.

Frank Iannucci has been named director of International Supply Management, a new international division of Taiga Forest Products, Vancouver, B.C.

Kirstin Ingham, Pearson Millwork, Arlington, Wa., was elected president of the Architectural Woodwork Institute, succeeding Jay Blankenship, Columbus Cabinet.

Brian Luoma has been promoted to v.p.-procurement, logistics & supply management for LouisianaPacific Corp., replacing Jeffrey Wagner, who was promoted to v.p.-OSB.

Maria Fernanda Vale, ex-American Hardwood Export Council, has joined the Southern Pine Council, Softwood Export Council and APA-The Engineered Wood Association as a rep for Mexico.

Mike Mabry has been promoted to executive v.p.-logistics & distribution at Lowe's Cos.

Howard C. Deck has been appointed president of CertainTeed's insulation group.

Bill Fondren will become chairman of Orgill, Inc. Jan. l, replacing Joseph Orgill III, who will remain a director. Ron Beal will become president and c.e.o., and Byrne Whitehead senior v.p. and general mgr. of operations.

Phit Nell, former owner of Sonoma Wood Products, Healdsburg, Ca., and Northern California general mgr. of Georgia-Pacific's Samoa division, was presented the 2nd annual award at the Old Time Lumberman's BBQ.

Brian Chelon, All-Coast Forest Products, Denver, Co., hit a 158yard hole in one with a 7 iron at the Rifle Creek Golf Course Sept. 9 during Mountain States Lumber & Building Material Dealers Association's Western Slope golf tournament.

John Mclernon, chairman of the board, Colliers International and BC Rail, was appointed to the board of directors at Riverside Forest Products, Kelowna, B.C. He will also serve as chairman of the special committee of independent directors overseeing Riverside's strategic review process, replacing George Malpass.

Kelly Lyon, Capital Lumber Co., Chino, Ca., after losing a bet with client Dixieline Lumber, San Diego, Ca., over a sales increase for Trex, had to shave his head and paint on Dixieline's logo.

Dwight Curran, DMK-Pacific Corp., Fresno. Ca.. this month celebrates his 50th anniversary in the lumber business.

Sal Monella is the new catering mgr. at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Tali-Pak 81 Hwy. 175 (Corner of Hwys. 101 and 175), Hopland, Ca. 95449 . Fax 7O7-744-1 109

Bruner. Rick Newcomb Phone (7071744-1109

Man Charged In Stock Blaze

An environmental activitist was expected to enter a guilty plea for his role in the June 14 fire at Stock Building Supply, West Jordan, Ut., but instead his lawyer was granted time to review the evidence against his client.

U.S. Attorney Paul Warner said that if Ireland did not enter a plea by Oct. I, the agreement would be withdrawn.

Federal prosecutors claim Justus Ireland, 23, of Midvale, Ut., entered the yard at about I a.m. and used lighted road flares to start a fire in a delivery truck and under a pallet loaded with cardboard and wood, then spray painted "ELF' (Earth Liberation Front) on the building's wall and on

the truck (see July, p. 30). Damage was estimated at $1.5 million.

Warner has no doubt that Ireland was responsible for the fire. He said, "Ireland, I think, simply is an arsonist. I think he likes to do what he did."

He claims Ireland established his relationship to ELF by leaving its initials at the fire scene and faxing a statement of responsibility for the fire on its behalf to the media, and by ELF claiming responsibility on its Web site. If convicted, he faces up to 20 years in prison and $250,000 in fines.

Utah Helps Local Loggers

Smaller sawmills in Utah may win more timber sales over larger competitors thanks to the U.S. Forest Service.

CHEMONTTE (LCZA) BORATES

Governor Olene Walker signed a memorandum of understanding with the U.S. Forest Service Sept. 10 that gives local loggers priority for some timber contracts in southern Utah. The memorandum also called for the creation of a Forest Restoration Partnership Working Group.

"What it means is that forests will be taken care of and along with it," Walker said, "we'll have some communities that will survive. This will allow for contracting and other methods that encourage local industry and local jobs in our communities."

Walker said the contracts will allow mills in rural communities to remain economically viable, and the Working Group should ensure that.

Erin O'Connor, Forest Service spokeswoman, said that the partnership will be able to determine areas good for local logging. The agreement, she said, "is an additional tool for us in Utah to give local employers a priority in terms of the Forest Service selecting who gets the contract."

However, not everyone is optimistic about the economic increase the state expects. "It's one of these ideas that might turn out good and it might turn out economically unfeasible," said Wayne Hoskisson, Red Rock Forests, Moah, Ut. "Even if you're directing all of your logging to a local group or a local economy, it doesn't mean that it will be sustainable."

Box 890), Riverbank, Ca.95367 thunderbolt@bigvalley.net (800) 826-8709 . Fax 209-869-4663 www.thunderized.com

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Another part of the plan calls for prioritization of restoration and thinning work, which Hoskisson also thinks could be unsustainable because not all local loggers are near areas set aside for thinning.

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It creates a weathertight barrier over the roof deck, blocking rain and ice buildup.

The underlayment has a self-adhesive, tear-resistant backing that seals to the deck for easy installation and a skid-resistant surface.

- Please contact (770) 933-4479 or visit www.atlasroofing.com

Make Paint Waves

models: a25-ft. measure, a 16-ft. brick spacing measure, and a 16-ft. modular spaclng measure.

Ultimate Deck Screw

C-Deck stainless steel deck screws from Screw Products Inc. are designed for exterior use with composite materials.

The specially-designed screw head eliminates mushrooming of excess materials, pulls excess material into the hole while countersinking, and prevents spin-out.

The star drive has twice the torque of Phillips or square drive, while the deep, wide, sharp, coarse threads cut cleanly and easily with maximum holding power.

The screws are ideal for corrosion resistance when applying composite materials to pressure treated wood products.

The screws vary in size from 2-112" to 3", and are available in gray, tan or red ceramic coating. They come in land 5-lb. jars, and in bulk boxes.

- Please contact (877) 844-8880 or v isit www.screw -product s.com

Weather Through The Storm

A new high performance underlayment has been introduced by Atlas Roofing Corp.

WeatherMaster was designed to provide superior protection under all weather conditions and under all popular roof coverings, including tile, wood shake, slate, asphalt and metal.

A new paint brush from Diversified Brands reportedly offers more pickup and release of paint per dip than any conventional paint brush.

The Wave can be used for both latex and oil paint applications.

The tape measures are ergonomically designed with a soft-feel housing and finger-grip on the bottom, and include a wide belt clip.

- Please contact (800) 987-6935 or v i sit www.mar shallt own.c om

ln The Line Of Fire

A product identifier has been added to SierraPine's Medite FR2 fire retardant MDF, making it recognizable even after trimming, painting or laminatine.

A-small red line in the core runs down one long edge of the panel, benefiting manufacturers, distributors and fire marshals.

Medite FR2 gets an additive during the manufacturing process that is blended with the wood fibers providing flame-retardant proPerties throughout the board.

- Please contact (800) 676-3339 or visit www.sierrapine.com

The bristle/polyester oil brushes feature Wave filaments blended with china bristles, hand-trimmed natural flagged bristles, and stainless steel ferrule and a sealed hardwood handle. They come in thin angle sash, angle sash, trim and wall application styles.

The latex brushes also feature Wave filaments with hand-trimmed nylon tips, offering more latex paint pickup; sharp cut-line, and stainless steel ferrule and sealed hardwood handle to provide durability.

- Please contact (800) 243-3075 or v i s it www. div e r sifi e dbr ands.c om

Measurement Standard

A line of taoe measures for contractors and d-1-yers is new from Marshalltown.

QLT Tape Measures come in three

Tile Gutting Made Easy

The WAR 80H bridge saw from North American Tile Co. cuts tile for a straight edge. It uses a 1.2-hp motor that can cut tile up to 20"x20".

It comes with accessories including a miter guide, 8" blade, measuring gauge, water pump, and legs. It also features set-up cutting stops to create exact lengths.

- Please contact (800) 406-8453 or visit www.nattco.com

Pacific Coast Wholesale Hardwood Distributors Association Annual Convention - Big Island of Hawaii, April 24-26, 2005

Save the date

The Pacific Coast Wholesale Hardwood Distributors Association will meet for its Annual Convention at the Mauna Lani Bay Hotel and Resort, on the Big Island of Hawaii, Aprll 24-26, 2005.

Build _trustin_g friendships and lasting business relationships

Meet with leaders, owners and senior managers to share ideas as well as advice and counsel regarding common problems and opportunities. Gain new perspective within your region and anonymously benchmark your company's financial performance with other hardwood distributors operating in the West Coast market. Hear professional speakers present ideas and discuss issues that affect legislation, the economy, your industry, and the cost of doing business.

Protect your vital interests

The goal of the Pacific Coast Wholesale Hardwood Distributors Association is to promote "fair competition between members of the industry and to protect the interest of

World class meeting location

The Mauna Lani Hotel & Resort on the Big Island of Hawaii has just undergone a $10 million renovation.

This wonderful, friendly, family-oriented resort offers world class meeting facilities as well as recreational activities.

Please log on to their Web site at www.maunalani.com and check it out for yourself.

For more information, contact Pacific Coast Wholesale Hardwood Distributors Association

Larry Knox, (g25) 245-4320. larryknox@higlum.com www.pcwhda.com

PCWHDA members at the 2004 annual meeting in Santa Barbara, Ca.

the wholesale hardwood distribution yard."

Give The Gift Of Tools

A three-tool gift pack is being offered as part of a special holiday promotion by Klein Tools.

The pack includes a pair of highleverage side-cutting pliers, a wire stripper/cutter, and a lO-in-1 screwdriver/nut driver.

The pliers feature a rounded New England-type nose, and a rivet that is closer to the cutting edge for greater cutting and gripping power.

The wire stripper/cutter features textured handles. a spring-loaded design for self-opening action. a narrow hose, and precision-ground stripping holes.

The screwdriver/nut driver comes with eight screwdrivers and two nut drivers.

- Please contact (800) 553-4676 or v isit www.kleintools.com

Bendable Overlay

A two-ply product that has a processed MDF core with a PoPlar plywood or high density overlay is new from Interior Products.

A

EconoKORE can reach a 6" radius and was designed to produce curves for less money and less labor.

No sanding or patching is required and the poplar plywood overlay provides a smoother, more symmetrical laminating or painting surface.

It comes in ll4" and 3/8" thickness and 4'x8' and 8'x4' panel sizes.

- Please contact (800) 637-j539 or v isit www.int eriorpr oduc ts.c om

Inventory Tracker

Prosressive Soltions has released two ndw versions of its InventorY Management software.

Baich Inventory allows data from tags to be captured and stored on handheld devices, then uploaded in a batch to Lumber Track and processed. Functions include physical counts, work order consumption and shipping.

Real-Time RF Inventory instantaneously transmits tag information

r*.. -TI-

between RF handheld devices and Lumber Track. Functions include query, physical count, work order consumption, shipping and unPick.

Also new are two handheld data collections applications for hardwood lumber manufacturers. End TallY stores multiple end tallies from purchased or produced inventorY. The user can review the bundles, verifY contents and make edits before transferring the data to Lumber Track.

Load Tally records multiple grades within a load using surface measure values of each board.

- Please contact (877) 746-4774 or vi s it www.pr o gre s siv e - s o luti ons'c om

Authentic Style Doors

A collection of door lines designed to complement the architectural style of a home or commercial Project is new from TruStile Doors.

CalI today: (800) 244-1696' (909) 3s7-773O

Elm Ave., Fontana, Ca.92337 o Fax 909-357-7743 www.petermanlumber. com

Authentic Design features nine door series-Arts and Crafts (square lines and flat panels), Colonial (graceful arches and Roman "OG" profiles), Modernist (crisp. clean geometric lines), New European (elegant, sophisticated curves). Southwestern (rustic. mission-style designs), Traditional (classic farmhouse and New England cape styles), Tudor (arched Panel doors in rich woods), Tuscan (plankand-groove-style doors in rustic woods), and Victorian (ornate radius designs with raised mouldings).

- Please visit www.trustile.com

Handle Power

An ergonomically designed screwdriver from Bondhus provides a hard thermoplastic core for strength and sPlit resistance.

Its handle features a soft rubber outer coating for maximum comfort and grip.

- Contact (800) 328-8310 or visit www.bondhus.com

LESS IN A CULL PILE MEANS MORE IN YOUR POCKET

It's simple. The more usable wood your customers get from a load, means fewer returns and more money for you in the long run. Hec( you'll make money even in the short run. That's why Canfor lumber is optimally kiln-dried and carefully wrapped - to ensure greater stability and straightness. Which means you deliver lumber that goes straight into a wall, and not straight into a cull pile. Demand a higher level of lumber'".

E-Z Column Framing

Scorpion Fasteners' new E-Z Column Framing Collar frames round support columns for finishing with sheetrock and paneling.

The collar frames out 3", 3-112" and 4" structural columns. Simply spread open the devise around the column, secure with supplied screws, and the column is ready to be finished.

One piece construction makes installation easy, eliminating the need for tracks, studs and masonry anchors.

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

- Please contact (800) 233-0461 or v i sit www.sc orpionscrev) s.com

Wood-Look Porcelain Tile

A series of oorcelain tile mirroring hardwood fl6oring is new frori Gruppo Ceramiche Saicis S.P.A.

The Legnass tile series creates a wood appearance by a molding technique that mixes carefully selected materials pressed into porcelain tile.

and can be installed in any room.

- Please contact (800) 537-4732 or visit www.warmtiles.com

Board Of Silence

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Tile sizes include 12"x18",6"x18" and 4"x18". Mosaics come on tsos*$

6"x6" corner pieces and 6"x12" listellos.

The tile can be used for heavy traffic areas as

well as exterior applications.

- Please contact (877) 675-3772 or visit www.saicis.it

Warm Your Feet

The Warm Tiles flooring mat sYStem by EasyHeat is designed to gently warm floors through a network of low orofile cables in the mat. -

The system works for materials such as marble, ceramic and porcelain tile, slate, granite and concrete slabs,

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Fiberboard designed to reduce sound is new from Knight-Celotex. SoundStop is installed with drYwall in walls and ceilings to reduce noise and to deaden the sound of footsteps above, providing PrivacY and silence.

The 112"x4'x8' or 9' square edged fiberboard sheets are made up of 97Vo organic materials.

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sheets,

Cl i mate Control led-Doors

Insulated Hurricane Impact windows and patio doors from'Peachtree meet U.S. wind-borne debris codes while offering a customized look.

The doors and windows feature a strong layer of .09" or .10" gauge polyvinyl butral bonded between two panes of annealed laminated glass. The airspace can be filled with irgon gas for greater insulating properiies, and should the glass break, the laminated interlayer is designed to remain intact. Impact products include the 700 Series outswing patio door, dou-

ble hung, casement, and direct set/picture windows

The doors can be customized for color and interior wood options.

- Please contact (800) 732-2499 or vi s it www.peac htreedoor.c om

Take Your Best Shot

Three new staplers have been designed by Duo-Fast for work with cabinets, door and window manufacturing, case goods, millwork, lattice and external construction applications.

The SureShot 1832 narrow crown stapler, W1832 medium crown stapler and 6532 wide crown stanler are lightweight. compact. and drive sta-

ples up to 1" in ieneth.

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holds I 10 staples.

The W1832 uses 3/8" crown staples to minimize staple pull-through.

The 6532 uses l/2" crown chisel point staples with a flat wire.

- Please contact (888) 386-3278 or visit www.duo-fast.com

Insulating Spacers

Insuledge and DuraSeal dual spacers from TruSeal Technoloeies insulate glass and incorporate clntinuous composite manufacturing processes.

Celebrating over 35 years of fine hardwood manufacture and distribution

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

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The Insuledge spacer is a hollow, flexible, non-metal insulated slass spacer. It can be dual sealedivith most common structural and thermoplastic insulated glass secondary sealants,

DuraSeal is adaptable to almost any window system. It is multi-layered, improves condensation resistance, and provides warmer edge of glass temperature and a continuous moisture vapor barrier.

- Please contact (216) 910-1500 or v isit www.tru se al.com

When "Just Do lt" Just Won't Do lt

By Francie Dalton

[r VER wonder why it's so tough to get desired outcomes

I)from those highly paid, well educated, poised and polished senior executives of yours? Is it that they keep turning in work products that aren't "ready for prime time"?

Or is it that their stellar work outcomes are delivered at the cost of tremendous collegial discord? Are they truly short-staffed and overwhelmed?

Whatever the dimensions of suboptimal performance in your organization, chances are at least one of the causal factors is the way you (and they) delegate.

Poor delegation can easily be categorized as either Inadequate or Disabling. Within these two categories are no less than 12 classic and discrete errors in delegation.

INADEQUATE DEI-E(IATION

1. naiting to identify higher purpose served

Caught up in the rush of doing business, it's easy to delegate on the run, without articulating how the assignment enables the organization to achieve its strategic initiatives. There are three important benefits to taking the extra minute or two required to articulate the linkage between the assignments and their higher purpose: (a) it increases the perceived importance of the assignment, thereby (b) increasing emotional commitment to stellar execution, and (c) it equips the v.p. with tools to motivate the performance of and increase the morale of his/her staff. The technique to easily isolate and identify the higher purpose of an assignment is to ask yourself why the assignment is needed, what other outcome its accomplishment enables, and why that other outcome is needed.

2.rackof clarity

Have you ever been surprised to discover at performance review time that one of your execs was oblivious to a requirement you thought was implicit? The key to ensuring clear expectations is the establishment of evidence based performance measures.

Start with an outcome you plan to assign. Rephrase it using a FIB (fill-in-the-blank) statement. If your goal is to improve attendance at this year's annual convention, using the FIB technique would rephrase the statement into this question: "Attendance at this year's annual convention will be adequately improved when

The FIB technique forces you to clarify your expectations embedded in your goal statement by specifying any or all of the following: a certain number of attendees, a certain type of attendee, a certain revenue number, etc.

-."

3. Emphasizing outcomes to the exclusion of method

How accomplishments are achieved often matters as much as what is accomplished; yet this balance between outcome and method isn't often reflected in executives' goals and objectives. Unless and until c.e.o.s impose equal scrutiny on both method and outcome when delegating, the impact of, for example, managerial behavior on corporate performance will stay under the radar, free to impede business results with impunity.

Augment the basic goal statement with qualifying phrases such as "in collaboration with," "per specifications provided by," "while protecting the confidentiality of," "while continuing to adhere to," etc.

4. naltit g to delegate developmentally

Aside from your fiduciary responsibility to develop your staff consistent with a sound succession plan, you have the additional responsibility of retaining "the best." Doing so in a competitive marketplace requires that you continually challenge the intellect of your execs. Determine what new or expanded responsibilities will stimulate the growth of each of your direct reports. Assign reasonable stretch goals. Ifthey express doubts about their ability, respond by expressing confidence in them, and then push 'em off the cliff anyway. Create the opportunity for them to surprise themselves by surpassing your expectations.

5. tr'riting to anticipate radial impacts

Hard to discern what assignments will bleed into the assignments of others? Are the involved parties coming to you angry and confused? Create an "Impact Grid" to help anticipate the possible impacts on key audiences of making assignments. Delegating a project to one department is likely to have implications for other departments; using this grid will identify those implications in advance.

6. Abdication

When two or more v.p.s are feuding, you can't just step aside in disgust and tell the children to work it out themselves. Resolving disputes is part of your role as c.e'o. Clarify the outcomes for which each is responsible, crystalize the lines of authority, and establish the ground rules for necessary collaboration. Link compliance to performance reviews/bonuses.

DISABLIING DIiT,E(;A1'ION

7. Deliberate redundancy

If you're thinking that assigning the same task to multiple v.p.s inspires healthy competition, you're mistaken. What this type of delegation actually inspires is conflict. It

takes the form of silo behavior (a lack of collaboration and information sharing), which generates additional redundancies and rework. If your executives are like most, they're already starving for crumbs of recognition from you and don't want to share what little they get. Exacerbate this feeling of impoverishment at your peril. You'll erode both morale and loyalty.

8. nuinng to impose accountability

Part and parcel of effective delegation is setting expectations regarding the consequences of both success and failure. Awareness of these consequences motivates the quality and speed of execution. If your exec doesn't deliver to spec, it's your responsibility to confront that failure. Those who refuse to act have lost their right to complain. So if you're not going to hold your v.p.s accountable for poor performance, acknowledge your contribution to that poor performance and stop complaining about it.

9. Saving their bacon

Much like parents who do their child's homework thinking they're helping, swooping in to rescue an exec from his/her own sloppy performance stunts or prevents their growth, generates resentment from their peers, and erodes the respect of their subordinates. Unless you want to continue managing adolescent behavior, when you delegate responsibility delegate the earned consequences.

10. netegating to weakness

Yes, I know that in the previous section I suggested delegating in a way that stretches and develops, but that's not the same as delegating tasks that are outside the scope of one's competence. Classic examples of this include putting the stereotypical c.f.o. in charge of marketing; putting the stereotypical expert engineer at the podium presenting research findings to an audience of laypersons: moving your star outside sales professional into an inside management function,

or staffing a highly regulated function with an entrepreneurial spirit.

I I. nssigning responsibility in excess of authority

Consider three examples:

(1) You delegate responsibility to one of your execs for a specific legislative outcome. Unless this exec owns Congress. it's inappropriate to impose accountability for what becomes law. What ls appropriate is to hold your exec accountable for the flawless execution of what you agree to be a comprehensive strategy which maximizes the likelihood of the desired legislative outcome.

(2) Assume you delegate responsibility to an exec for ensuring zero erosion of existing customers. Customers can indeed be lost through no fault of your exec, such as through mergers, acquisitions and bankruptcy. Avoid this mistake by rephrasing the goal as follows: "Ensure zero erosion of current customer base for reasons other than M&A or bankruptcy."

(3) Getting board approval for an increase in dues becomes a shared responsibility among all v.p.s. A mis-

take by just one v.p. could derail the entire initiative. Protect against demoralizing the group by phrasing the goal as follows: "In collaboration with v.p.s X, Y and Z, work toward ensuring the board agrees to a dues increase of at least 'A' by (year)."

12. rne Big one

Let's admit it. We're all trying to impress someone in our work context. As executives, the most obvious opportunity to do so is to achieve more with less; to consistently execute an overwhelming volume of work, on time and with apparent ease. In our zeal to succeed at this, we take on more and more, delegate less and less, putting various facets of our personal and professional lives at risk.

Want to reduce that risk while simultaneously making your star shine even more brightly? Create a "Delegation Grid" to scrutinize all your activities, and shed duties that could be performed by others.

- Ms. Dalton is founder and president oJ c'onsultancy Dalton Allicnces, Columbia, Md. She can be reached at (410) 715O4 84 or www.dalto nallianc e s.c om.

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- GUARANTEED FOR 20 YE]ARS AGAINST: TERililTES, DRY ROE CRACKtilG, CH|PPING, PEELING AI{D FADTI{G BUILDS LIKE STAI{DARD LUMBER, I{O SPECIAL TOOLS REQUIRED

- THE |DE/AL MAINTENANCE-FREE ilIATERIAL

WWW.WOOD-GUARD.COM

Please call JOEL (800) 521-3633 ext. 205 or email us JOEL@WOOD-GUARD.COM

ploce

Rates: 25 words for $25, additional words 709 ea. Column inch rate: $45 camera-ready, $55 if we set the type. For more info, contact The Merchant, (949\ 852-1990 or Fax 949-852-0231.

LUMBERMAN 35 years experience as owner of wholesale brokerage and remanufacturing plant seeking position as buyer, mill sales or general administration assisting with sales and product development. Presently located in Eugene, Oregon. Contact Fred Spiekerman, (800) 523-3042, Fax 541-68'7 -0362, email fspiekerman @ yahoo. com.

EWP SOFTWARE SPECIALIST

Software developer Tartus, Inc. is seeking an Engineered Wood Products (EWP) Software Specialist to join our Product Management Team. This individual will be the technical day-to-day liaison to our clients, provide application and engineering software testing and validation, and be a member of the Design Team. He or she will share responsibility for the delivery of quality software products that meet our customers' expectations and support Tartus' business objectives.

Candidates must have 4 years experience with framing and engineering EWP sofiware such as BC FRAMER@, BC CALC@, or similar applications. This is a great opportunity for the right individual who understands the software requirements of the Engineered Wood Products industry. and would like to transition to an exciting career in the software industry. Tartus' development team and this position are located in San Rafael, Califomia.

Tartus, Inc. provides an excellent benefits package including generous vacation time and an employer match 40lK plan. Relocation assistance will be considered for the ideal candidate. Principals only, No Agencies, No Recruiters. No phone calls please. Email your resume to jobs@tartus.com or visit the Jobs section of our website, www.tartus.com, for more information.

MARY'S RIVER Lumber Co. in Corvallis, Or., seeking an enthusiastic experienced lumber salesperson to work in a team environment. Cedar experience an asset. Full range of benefits. Salary commensurate with education and experience. Send resume to Sales Manager, Mary's River Lumber, 4515 NE Elliott Circle, Corvallis. Or. 97330.

EXPERIENCED HARDWOOD LUMBER

Salesperson wanted. Progressive lumber company seeking outside salesperson. Generous commission schedule & medical benefits. Please send resumes to: Summit Hardwoods, Attn: Terie Lorentzen, l4l5 E. Grand Ave., Pomona, Ca.91766, Fax to 909-469-1659, or call Mark Michie. (310) 638-0468.

A Redwood /JEmplg_

SALESPEOPLE REQUIRED

Our forest products and building materials business is growing. and we are recruiting top candidates for positions in manufacturing, sales, distribution, and logistics. If you are looking for a challenging and exciting career, contact:

Lynda Anthony, Human Resources

Anthony Forest Products Company

P.O. Box 1877

El Dorado, AR 71730

800-221-2326

An Equal Opportunity Employer. www.anthonyforest.com

ENGINEERED WOOD SALES REP

Major Southem California Engineered Wood Distributor is seeking an experienced salesperson in EWP. Prefer degree in related field or equivalent experience. Must be technically orientated, highly accurate and familiar with residential framing. Must be self-motivated, selfmanaged and demonstrate a strong customer service orientation. This is an Outside Sales position working closely with retail lumberyards, engineers, architects and framers. We offer excellent benefits with salary + incentives. Please submit your resume to Boise Cascade, 7145 Arlington Ave., Riverside, Ca.92503.

Software With ry Tartus

Building Vision

INTERNATIONAL FOREST PRODUCTS

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

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

EXPERIENCED LUMBER TIIADERS WANTED.

We are Hardwood and Softwood log and lumber wholesalers with offlces in the United States and Canada. We're seeking sincere, experienced lumber traders who have a view towards the f ong term. Work INDEPENDENTLY from your part of the country, OR from our offices in the Toronto area. This is an excellent opportunity with a well-established company. We enjoy an OUTSTANDING financial and marketing reputation.

For complete details of our interesting and rewarding program, please phone Bob Wilson lN STRICT CONFIDENCE. We'll atso invite you to speak with one of our current tradinq partners.

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

INDUSTRIAL WOOD PRODUCTS SALES

Universal Forest Products is seeking an experienced industrial salesperson for the company's Riverside, Ca., facility. Candidates must have comprehensive knowledge of industrial sales processes. We need a highly motivated, self-starter, willing to do what it takes to land new business in a fastpaced competitive environment. Generous salary and benefit package commensurate with knowledge, experience and ability. If you are interested in joining what Forbes magazine calls "One of America's best managed companies," please e-mail your resume to Tim Gaffney at tgaffney@ufpi.com or Fax to 909-826-3013. All replies will be kept strictly confidential. Universal is an equal opportunity employer.

Mr. Hamman ran Hamman Lumber for most of his life. He also participated in community service and industry organizations such as the now-defunt Arizona Lumberman' s Association.

E.H. "Herb" Robbins, Jr., 88, founder of Timberlane Lumber Co., Eugene, Or., died Sept. 14. He launched his company in the early 1940s and continued his career in the industry for more than 40 years.

Virgil Lavere Osgood, 84, former receiving manager for Dixieline Lumber, San Diego, Ca., died Sept. 1l in El Cajon, Ca.

Mr. Osgood served in the U.S. Army during World War II.

William D. Richards, 85, 26-year woodworking employee for Santiam Lumber (Willamette Industries), Sweet Home, Or., died Sept. 2 in Albanv. Or.

Larry Melton Hamman, 87, owner of Hamman Lumber Co., Phoenix, Az., died Aug. 27 in Phoenix.

BMD (Ontario)........

Sourum Cntrcmn

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

Reliable Wholesale Lumber, Inc.....................(800) 649-8859 Simpson Strong-Tie Co. .....,(800) 999-5099 (714) 871-8373

Taiga Forest Products....................................(800) 348-1400 universal Forest Products..............................(909) 826-3000

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

SAN DIEGO AREA

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

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

Burns Lumber C0.... ..,...(619) 424-4185

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

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

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

ARCATA / EUREKA / FOHTUNA

BMD ...........,............ ......(707) ,144-9666

Britt Lumber C0....,., ...'.1707\822-1779

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

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

CLOVERDALE All-coast Forest Products ..............................1707]. 894-4281

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

FORT BHAGG

Lumber Co.. Fred C .......{707) 964-6377

Quolity Western Cedor Producfs

Soutruft

BEND

Pncrnc l{onrnwrsr OREGON

Bright Wood Corp. (Madras) ................(541) 475-2234

COOS BAY / NORTH BENO

conrad Forest Products.,..(800) 356.7146 (54'l ) 756-2595

Coos Head Forest Products...................,.....48001 872-3388

EUGENE / SPRINGFIELD

Baxter, J.H. ..................(541) 689-3020

Burns Lumber C0.... .....1866) 686-3009

Cascade Structural 1aminators....................i541i 726-9836

Coos Head Forest Products,,..,,,,.................i800) 343-3388

Gemini Forest Products,...........................,..1S41 ) 495-7578

Jasper Wood Products.................................(541 ) 988-1 127

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

lvlcKenzie Forest Products...................,,......(800i 773-9329

Rosboro Lumber .....(541 i 746-841 1

Seneca Sawmill Co. .....{541) 689-7950

Western Woods, Inc...,.............................,...(888) 557-91 99

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

MEDFORD / GRANTS PASS

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

Norman Lumber Co ......t541) 535-3465

Pacific Wood Laminates....,..,.......................(541 i 469-41 77

South Coast Lumber C0...........................,,..iS41 ) 469-21 36

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

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

McMINNVILLE / CORVALLIS / SALEM

Forest Grove Lumber C0. ....................,.......(503) 472-3195

Royal Pacific 1ndustries..............,,,...............(503) 434-5450

Weyerhaeuser Co. (Albany).................. .......(541) 926-7771

GREATER PORTLAND AREA

Adams Lumb€r, lnc, (800) 298- 4222 (5031 245-17 96

Caffall Bros. Forest Products.........,,,...........i900i 547-201 1

Cascadg Forest Group.......,.........................(503) 636-8633

Collins Pine C0....-,........-..(800) 758-4566 (503) 227.1 21 I

Hampton Lumber Sales C0...,......................i503i 297-7691

LJB Lumber Sa|es.....,.......(800) 552-5627 (503) 620-5847

Lewis County Forest Products,,,..................(866) 336-9345

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

Lumber Products..,. ......(800) 926-7103

IVICD l\,lechanical Services (800) 523-5287 (503) 229-1 100

Pacific Wood Preservinq........,,,..,................(503) 287-9874

VanportGroup......... ..-...... ....,.(sos) oos-amo

Western Wood Products Association...........(503) 224-3920

Westridge Forest Products................,..,..,....(800) 277-9737

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

ROSEBURG

C&D Lumber Co. (Riddle)............,.....,...,.,...(541]| 874-2241

Herbert Lumber Co. (Riddle)..,,,.............. .....i541i 87 4-2236

Hoover Treated Wood Products...................(800) 531 -5558

Johnson Lumber Co., D.R....................,,......i.541) 874-2231

Keller Lumber C0.... .....(541) 672-6528

Roseburg Forest Products..,........................(800) 347-7260

FEHNDALE

WASHINGTON

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

SEATTLE/TACOMA AREA

Boise Dlstribution (Woodinville) ...................(425) 486-7477

Capltal Lumberco.. .....(253j779-5077

Eco Chemical Inc...............,,.....,,.................(800) 677-7930

Golding Sullivan Lumber Sales...........,..,..,..(360) 681-7444

Kelleher Corp. .....(206) 735-5780

Lumber Products..... .,..,(800) 677-6967

McFarland Cascade.....................,..,............{800) 426-8430

Pacific Lumber Inspection 8ureau...............(253) 835-3344

Screw Products Inc. ....,......,,,.......................i888) 888-3306

Simpson Timber Co ......(206) 224-5000

Welco USA.............. .....(888) 756-6586

Western Wood Preserving C0.............,..,..,..(800]| 472-77 1 4

Weyerhaeuser Building Materials ................(ezzi

Rocrv lUlouunns

ffig 'ffii

April 2OO5

Post€onuention 7.Day Gruise

Sail from Galveston, Texas, April 3-lO, 2OO5, on Royal Garibbean's Rhapsody of the Seas to Key West, Grand Gayman and Gozumel

Follows the Lumbermens Association of Texas's 2OO5 convention and buying show April 1.2 in Galveston, Tx.

Book Now!

Gall for reservations 1361 I 578-9051

Bonita Arbogast - Victoria Travel 4504 Lilac, Ste. 1, Victoria, TX77901

bonitaarbo@sbcglobal.net Fax 361 -573-2967

R,EADER, SER,V'CE

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

Sierra Pine [www.sierrapine.com] ..'.................25

Snavely Forest Products [www.snavelyforest.com]...........rn1 27

Sunbelt Storage Systems [www.sunbeltracks.com]......,,...,,......7

Swaner Hardwood Co., Inc. [www.swanerhardwoods.com] .47

Swan Secure Products [www.swansecure.com]...'.............38' 51

Swanson Group Iwww.swansongroupinc.com]..................'.....31

Tali-Pak ..........39

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

TimberTech [www.timbertech.com]........ ..........13 u

Universal Fasteners Iwww.91 1-nails.com].........................,TM 22

Van Arsdale-Harris Lumber Co. 'r*

Weber Plywood & Lumber Co. [www.weberyply.com]..........22

Western Red Cedar Lumber Assn. [www.wrcla.org]......'.'.ru 5

Western Woods, Inc. [www.westernwoodsinc.com]..'...3' ru L4

Westridge Forest Products [www.westridge-fp.com] ......,.,....32

White Lumber Co., Ray...... ...rv24

Williams Lumber Company of North Carolina.................r1r 30

Woodfold-Marco Mfg. [www.woodfold.com] ..........................46

Woodguard [www.wood-guard.com]..... ..........,.49

Yakama Forest Products [www.yakama-forest.com] .......ru 28 i