Merchant Magazine - October 2005

ocroBER

(silrtet gficatcr BtiWr W.ds Digest wv$ ttE East)

PUBIISHER Alan Oakes (ajoakes@aol.com)

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

ASSOCIAIE E0rT0B Karen Debats (kdebats@bu ilding-products.cm)

0v0ilobility ond demond.

Although Kotrino ond Rito moy hove struck the Gulf Coo$, their impoct is beinq felt notionwide, in the form of LBM

COI{TRIBUTING EDITORS

Dwight Cunan, Carla Waldemar, Roy Burleson

AD $ALEST ANAGER Chuck Casey (ccasey@building-products.com)

CIRCULATION Heather Kelly (hkelly@bui lding-produc,ts.com)

ADMINISTRATION DIRECTOR/SECRETAFY Marie Oakes (mfpoake@aol.com)

How to Advertise

Contsct our sdvertislng otffces for ratas:

WEST, t IDWEST, SOUTHEAST: Chuck Casey, Newport Beach, Ca.; t9a9) 852.19$; Fax 949852-0231 ; Email ccasey@building'products.com

NORTHEAST: Paul Mummolo (N.J.); (732) 899. 8102: Fax 732-899-2758; Email mummolop@ comcast.net

How to Subscribe

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Building a solid reputation doesn't come easy. lt takes time and a promise to meeting needs and keeping our word. Our customers and suppliers know they can count on us. We've built a solid reputation for over 75 years delivering construction-grade building products and services at competitive prices.

We offer:

o Handling, storage and job site delivery for building products and panels

. LTL service and route truck service

. Creen and kiln-dried Douglas Fir; 2 x 4-Economy, Utility, Std/Btr, #2, #1, Selects, 4 through 24 foot;2 x 6 through2 x 14-Economy, i3, t2/Btr, Selects, B through 2B foot; timbers, studs and MSR lumber

ALAN OAKES publisher ajoakes@aol.com

Katrina-not such a lady

There is not one of us who could escape being moved by the jaw-dropping scenes that have unfolded on our television screens. Just when the media were announcing that New Orleans had dodged the bullet, the waters rose, and everyone knows the rest.

The heart-rending situation at the convention center in New Orleans and the place of so-called last refuge-the Superdome-begs further introspection as to why we seemed so unprepared. And while a lot of attention has gone to New Orleans, let's not forget the thousands of lives and businesses lost or turned upside down along the entire Gulf Coast.

Watching people die in their wheelchairs on TV for a two to three days or so only to hear from the head of FEMA that he did not know that 15,000 people were at the convention center is unfathomable. Couldn't he have turned on CNN or Fox News? But it also makes the mind boggle that the city and state were completely unprepared. Why were there not adequate bathrooms, water, food or security? This will turn out to be the largest disaster ever to hit the U.S.

What is clear is that a thousand-plus may be dead or missing. A million-plus have been forced from their homes. Cities and towns have been wiped from the map, billions of dollars in property lost, and our entire economy seriously impacted long-term. The full impact cannot yet be determined, but begs each one of us to put ourselves in the shoes of those directly affected. The scope and size of the geographical destruction are beyond comprehension.

What went on those first couple of days behind the scenes will be hotly debated for months to come, and there seems enough blame to go around at federal and sLate and city level. However, what should not be forgotten is the scope of the disaster, which is unprecedented-a double whammy of the storm and flooding. As I have read and heard several times since, the geography covered was the size of Great Britain. Now let me say that while my ex-homeland is a small country, it puts the logistics into a little more perspective when I think of the terrain to be covered, with no communications, roads impassable, the sheer volume of emer-

gency rations necessary, and the necessity of moving out the supplies and forces necessary to help prior to the storm, before being able to bring them back after the storm.

A couple of months ago, I wrote a column saying the U.S. is falling apart. One of my business friends suggested I must have been having a down day when I wrote that, but Katrina is just one of many examples where investment has not been adequately made across the country. Already we are reading and hearing about how much should have been spent on New Orleans to build protection from a grade 3 to a grade 5 hurricane, but this is a situation that has been known about for about 35 years and by successive govemments. I was shocked to hear a leader of the Army Corps of Engineers freely admit that the levees were built to withstand only a force 3 hurricane because the "costs/benefits analysis" did not warrant the investment of $14 billion. Every government in the last 30 years should take responsibility that funding was not given. When you read about the many pork barrel expenditures that get through Congress, including the bridge to nowhere in the new budget, and that the latest calamity will cost more than $100 billion to put right, you have to wonder who sold them their modeling system to come up with such a result. But, more than anything, I have to wonder how much we value human life and suffering vis-a-vis the costs/benefits equation. This was a disaster waiting to happen, and everybody "in the know" knew it.

Lastly, this is a time to think about what you can do to help those in need. As always, the American people are being extraordinarily generous. People at all ends of the economic spectrum will have months and perhaps years of uncertainty ahead. As Americans, we need to help everyone in their time of need. As businesses, think about how you can help others in our industry get back up and running as fast as possible. We are an industry of friends; now is the time to step up to the plate. We at The Merchant Magazine are here to help in any way we can.

In the longer term, we clearly need to have a better plan in place for next time. In light of how we are being impacted at the gas pumps, we need a comprehensive energy plan that relies on a number of different sources of energy. In this, the hard-line environmentalists need to be taken to task for blocking every plan that sees the light of day.

Lastly, my family's thoughts and prayers go out to all those families affected by Katrina as they deal with all the pain and hardship that they will face as they go about rebuilding their lives.

Ppl"fir,t/rpt atw, bui,h on Cwu,fiafi, Y* uno *hog, uuff on u k*p*g otrlu.

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Rosboro Studs

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THE PRICE of building materials

|. continued to rise across the country after two deadly hurricanes ravaged the Gulf Coast in late August and late September. Together, Hurricane Katrina and Hurricane Rita may be the costliest storms to ever hit the U.S., with damage estimates in the hundreds of billions of dollars.

Thousands of homes and businesses-including hardware stores, lumberyards and distribution centerssuffered everything from lack of basic services to wind damase and floodins.

Others were damaged beyond repair, with entire yards destroyed and inventories washed away.

Even yards in the West, thousands of miles away. felt the impact. pafticularly in terms of rising prices and dwindling supplies. "Everybody's panic-buying and over-buying," said Jerry Long, general mgr. of Parr Lumber, Chino, Ca. "It happens every time there is a natural disaster."

Joe Martin, owner of Zentz Lumber, Billings, Mt., agrees: "Consumers themselves have created

a shortage by perceiving there is a need to buy when there isn't."

Builders, worried about supply, were also to blame. "A surge of panic buying in the hurricanes' aftermath drove up the prices of some materials, as builders across the nation rushed to stock up," said Rick Thornton, v.p. of purchasing at Spenard Builders Supply in Alaska.

Jerry Higman, president of Reliable Wholesale Lumber, Huntington

Photo of Ocean Springs, Ms., by NOAA

Bcach. Ca.. believcs that prices ri ill stribilize once transportati()n inrproves in thc affectt-d arcus. "l think it's just tcnrp()rirr\ ." hc saicl. "Thc [riq e oli\cn, sttt i' lltttl I)l itt's rr' ill .'rrr.' 1r1'"

Lou plitt's lrcli'tr'llte \l(1llll nllt\ llr\t' r'()nlr'rbttletl to tlt rntlIInl :trPPlrct artd ltrghcl l)rrcc\ not. suirl l.lllr lVladison. e o ()\\ ne l o1 .l ohrrsorr lVlatlison l-unrbcr'. Cireirt [rulls. N,lt. "Whcn thc pricc is soinlt tlol n. no ()nc \\ iiltts t0 st0ck irtr crrt0t \ ltccattsc b1'thc tinrc u procluct is dclirclccl. it's u,'orth lcss than n hat \ ou l)ui(l firr it."

"Nor', lr ith thc stolnt. it crcatcs a little parric." said \'laclison. "l thirrk prices fix lLrtnbcr un(l sheet so()cls \\'ill be strong until thc scason settles clor',r.r atttl strppll e rtle ltc' hl. k up."

To avoiri buling at highel prices. Long is ri'aiting to see hot the market responds. "Thin.ls could tuflt around quickll'." he said.

Home Dcpot said it has adcquatc supplics antl tloes not L'\pcet to increitse plrecs. "('ustonrcls eiut !lct r.r.hat ther nccrl dLrc to oLl r bLrling l)o\\'cr.' saiil spokcspcrsorr Kuthrr n (iallagcr. "Wc bLrr prcttt flr or-r1."

.'Priccs hur c gone Lrp lr bit." saicl [.orl'c's spokcspclson Kurcn ('obb. "BLrt ther alc still lotcl thun thc\ w'crc llst vcirr. Its nutin sLrltplicr. (icolsiu Pucilic. is still opclltirrs. so

tltc r'ltirill "(l()('\tt't htrr e lrttr i:sttc. conccrning getting supplics of plrtt rrotl. ()SB trntl I rrrrrlrr'r'."

,\t Boisc (-ust'urlc's tlistlihLrtiorr ccrtlcr.in llillin!s. \1t.. \likc \1ir'cr' rrriti. it's bttsint'ss rrr rrrrrll \\ illr \()ll\'

It'te c ittt'tcrtse \ rr Il_\ ir,rt,rl irrrrl e n!i ttcclcrl rvoorl protluct:. "Oul bLrsincss is tllivctl b1'lt<lLtsirtr: sllttts lttttl itttcrcst |u(cs." lrc sirid. "ll intc|cst littc\ \taY Iorv anrl honrc rlcntarttl stlr\ s goorl. u c tlo;rr.ctty r.,cl1."

Forcst products cot)ll)anics uith castcnr opcrat ions rr ill lrc thc oncs nrost al'fectcd b1 Kltlina. said Butch Bcrnharclt. spokcsl:rclson lrlr thc Western Wood l)r'oducts Association. "OIrl1 .5'l ()l'()tl l)rr)rlueti()t) !or\ inl(, thc South." he saicl. "With transportation ct)sts so high. it's unlikclr ri e 'll be shipping much \\'estcrn \\,ood to that nlarket.''

A short-terrn reduction o1- frxcign tarifTs could hclp stabilizc prrccs ancl increase invcntor\.'Irade e\llcl'ts bclicvc thc Ll .S. n rll bc lore crl to t'cducc triLclc lralricrs lirr at lcirst u re trr' or two. to nteet ovcnvltclnting rlcrnurrtl itttcl lirrrit price irrcrclrscs. "As Antclicarr irrdustrics contc baek on linc. I cx1'rcct tJ.S. policics n ill eontc back orr lirrc." suirl I)ctcr'l\lolrci. ult ccor.ton.tist at thc Llnivcr-sitr ol' N'lar'\'lanrl ancl hrlnrcr clricl ccononrist

of thc Li .S. Intcrnational 'l'r'acle Comltiission.

:riri: ::,'.r:lf .: n.i3,:l! a:.1t: .\s lirt Protlttt'tirttt. tttosl ttl tltt'rttrlls nr lhf lllr'fir'lrtte: plttlt: :Ltllerctl littlr ()r li(! (i.tllril!!'. \ltrrt nttlir rtLlr'ulti.rl lettcrl or tere orrl-r tentltollrlill rrlle'et crl." saitl I)lrr c ILouorr'at. plcsirlcrtt ol .\[),\- [hc [:rt,lirtce-rccl Wootl ,\ssoci lrtion. "A 1t'u nrills shut rkr*'rr or cur tltilcrl opcllttiorts rrs u rcsult ol ri irtrl rllullgc. l)o\\'cr or.ltltgcs. or thc inabililitr ol u,olkcl's to fcl)ort to \\ ()fk."

l--t)'s OSB plarrts in.litspcr arrtl Silsbcc. -l-r.. lirr irtstartcc, u'cr-c closctl as lr precauti0n bclirlc Rita. TrVo claVs latcr'. both l)lants were still rvithout poricr and otficials don't knurv ',r'hen it rr ill bc restoled. "We have to assess thc situation ancl rnake sr-rre it's sat'e lor cnrplorces to return,'" saicl L-P spokcspclson \{ary Cohn.

-l'hc- thtcc stutcs nrost allcctccl by' Kutrirut l.oLrisiurtr. Mississippi untl ,\labunur huvc rr1-r1-rr-oxinrrrtcll 15 pl,tuoocl itnrl OSII lnills thtrt lxrcluccrl lubout (r.-5 brllion sc1. l't. ol'puncls last \cill. ()r' lboLrt ll',,i o1' totul [.1.S. pro r.lue tion. uccorrlirrg to thc A[)t\.

Kltrinu ulso rlanurgccl lurgc illnoLurts ol tinibcr intlustr'1' cxl)crts slrr s Iosscs lirnr tirlbcl tllrrnlrltcr corrltl lclch 51..1 billiorr in Mississilrpi.

I-ouisianu uncl r\laburttr.'l'itnbcr ilirtu agcrl br Hrrrricurrc Ilitl will puslr thc t()tlrl cVcll hiulrcr'.

In \lississippi alorrc. o1l'icials tlctcrrttirrcrl thut o\ cr ?.1 nrillion colrls ol puJp. chip and sau, luurbcr'. botlr pinc artrl hulcluood. rras clanragccl bv Katrina. "Thrs stornr was so hugc thlt it clamaccd the timber inclustly acrclss the state." suid Hugene Cooper. a tirre ste'r in Georsc County'. Ms. "Ar ailubilit-r has bccn rcclucccl tirr thc ncrt tirc rcArs." sairl HLrgh I-cu inS. opcratin! rrrgr. lirr Cicorgiu['rrcilie 's \1id-Sorrth rcsion. "With thc rrtr()ulrt ol tinrbcr rlrlrVn. $.c'll bc Iuekr to:lrlruSc lO'l ot it." slirl l.crr inq. "\\'c'r'c lircuscrl on sulr ugirrr: rr hlrt rr c e un lrntl ntrliinu l lronrc lirr' rullol it."

#i'*;* t' :; $\ $sql;:,ra* I:rPc|ts sur it \Vill tukc Nccks ()r' nronths to lLrllr usscss rllnurgc in tlrc lur-cus hit halrlcsl. I:r'cn llrcn. r'cbuilti inl urrrl lcco\cr-\ is crpcctctl to takc r crtrs. "'['ltc tlurt'urgc is so rttrtclt nrorc c\tcnsir c tlltn \\ c'\c crpcricncccl bclirrc. thlit it's touslr to prcclict cxact lr s hat u ill lrappe-n." said Nlichael Callincr. an ccononrist t ith thc

Pre-plan for the wonst

By Randy J. Zellis Pennsylvania Lumbermens Mutual Insurance Co.

a serious loss is

[rXPERIENCING

more effectively the business can restore operations.

I/something

that no businessperson wants or expects to be confronted with. The fact is that serious losses will happen and business owners will have to face the urgent issues associated with the loss.

The building and contents are gone, employees show up with nothing to do, customers are contacting you wondering about their order or shipment, walk-in customers go elsewhere, and your business operations have stopped! What now? Unfortunately, this is a situation that is experienced all too often.

The impact of seeing your business in this condition can be overwhelming. After all, it took years, maybe even generations, to build. At a time like this, clear thinking might be difficult. The decisions made now will be the first steps in making your way back into business and time is of the essence! How long can your key employees be out of work? How long will your loyal customers wait before establishing a business relationship elsewhere? How long before your suppliers are no longer willing to give you that priority treatment again? How long will creditors wait for payments due now?

If this seems like a lot of unknowns, it is. The future and continued success of the business depends on how quickly you resolve these issues and return to business as usual. Standing in the debris is not the place or time to make these decisions.

The most efficient way to be able to make these decisions and prepare for this day is to pre-plan. The purpose of the pre-plan is to provide your business with a blueprint for actions to be taken should a severe loss occur. All aspects of the business operation need to be considered, with the most critical operations considered first. Prepare a systematic approach to evaluating the situation and determining if any portion of the business property can be utilized. If so, can the more critical oper-

ations be accommodated? If not, the plan should include viable options.

The plan can be divided into sections such as financial, operational, and communications. These sections should be determined based on the specific characteristics of the business. The various sections of the pre-plan would take into consideration the resources, contacts and procedures to facilitate the quick resumption of business operations.

Financial considerations may include:

. Assuring your company has adequate financial resources to meet immediate and ongoing expenses (payroll, relocation expenses, replacement equipment, etc.)

. Assuring a current backup of accurate company financial records is kept off premises

. Maintaining an available line of credit

Operational considerations may include:

. Set up of a temporary office

Arrangement for moving operations to another location, either on your premises or off-site

. Designating employee reassignments

Assuring delivery or other special operations

Communication considerations may include:

. Contacting key customers and clients to alert them of new procedures or location

Contact list of suppliers to assure obtaining new materials and supplies

. Real estate agent to help obtain a temporary yard or building

Advertising outlet to direct customers to the new location

The pre-plan serves as a comprehensive outline to restore business operations. Each business has specific needs and aspects of operations that need to be addressed within the plan. The more detail included addressing the particular needs of the business, the

Once a loss occurs and interrupts your normal business operations, time becomes very important. During the down time, customers, even your most loyal, will need to go elsewhere and other business relationships may be established. The longer the business goes without accommodating the customer base, the longer it may take for the company to re-establish pre-loss business volume. Hopefully, past customers will return as soon as the business is operational again. Pre-planning to eliminate or reduce the amount of down time can only help reduce the chance of long-term negative effects of the loss.

Review the pre-plan periodically. Over time, information contained in the plan may change, such as customers, suppliers, financial institutions, and other important contacts. There should be more than one copy of the plan available. At least one copy must be secured at a remote location. Should a loss occur that intemrpts your business, this plan may become your most important business document.

Periodically review your insurance program with your broker to make sure that it will provide the adequate financial resources necessary to fund the immediate and ongoing expenses mentioned above. Your broker will be familiar with the Business Income (which requires completion of a fairly complex worksheet by you and your broker) and Extra Expense Coverages that most insurance companies offer, but may not be aware of two additional ways to provide this kind of protection as offered by PLM.

The first, Profits Insurance, allows retailers and wholesalers (not manufacturers) to cover a percentage (usually 25Vo to 33-ll3%o) of the sound value of their stock representing the "mark up" on their merchandise held for sale. The second, Valued Use & Occupancy Form, allows selecting the appropriate limit per week and number.

- Mr. Zellis is asst. v.p. of technical services for PLM. He can be reached at (800) 752-1895, or via wwwpalumbermens.com.

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I

toward more formal looks for the kitchen."

Natural finishes. too, are gaining popularity. "A lot ofpeople now look to woods with a naturally dark finish," notes Dianna Holmes, design manager of Canac, the Kohler-owned cabinetmaker in Thornhill, Ontario. "Dark woods are being selected; then, instead of being stained, they're simply clear-coated."

Both designers foresee the emergence of contemporary design in kitchen cabinetry. "It's the influence of Europe, where things are more streamlined," says Buscarello. This accounts for the increased appearance of slab doors on display at the industry's annual new product showcase event.

Among buyers of high-end cabinets, a parallel trend is a preference for less fussy ornamentation. For example, fewer additional moldings are being applied to thicken the rails and stiles of high-end cabinet doors. Instead, more subtle mitered doors echo the simple lines of Shaker and Arts & Crafts styles.

Buscarello also stresses that "every nook and cranny of the kitchen is being plotted now." With many more

interior dividers, slide-out shelves and turntable units available as storage options, he says, "there's nothing left to chance."

He also points out that much of what used to be kept in cupboards is being stored in drawers: "Pots and pans are easier to get to, in drawers," said Buscarello. "Heavy-dutv drawer

glides make it possible to put large, heavy pots there."

Other trends spotted at the Kitchen/Bath Industry Show include:

. Consumers are opting for a thicker cabinet door-l inch instead of 3/4 inch-because greater thickness often suggests higher quality.

Glazed, distressed and antique finishes are replacing ornate details once popular on many high-end cabinets.

. Painted finishes are holding their own. Although various colors vie for the spottight from time to time-cranberry and omnge each slide in and out of favor; white, off-white and oyster consistently get the most attention.

. The so-called "unfitted look" has strongly influenced cabinet design, with manufacturers looking to create individual pieces of furniture rather than expanded banks of cabinetry. Why? Because open-plan kitchens also embrace family rooms, great rooms and dining spaces, which means sideboards, entertainment centers and open shelving must coordinate with kitchen-cabinet styles.

. As kitchens expand in size and complexity, "mixed orders" are no longer rare. Consumers who want work islands, wet bars, baking centers and butler's pantries incorporated into kitchen design are eager for contrastin cabinet styles, colors, types of wood and finishes.

MITERED DOOR and inlay moulding comolete a fine-furniture look in Aberdeen solid maple cabinetry.

PEFFORMA Storage System provides motrable pegs that tum cabinet drawers into safe, convenient dish storage*below counter level rather than on wall eabinet shelves.

Hardwood specialist ratchets up expansion

DprpnvAN LUMBER. rNC..

|. Fontana. Ca.. is in the midst of a major expansion that will increase the types of hardwood products it sells and produces, as well as the size of the business itself to I I acres.

The company has broken ground for a new 40,000-sq. ft. customer service center, twice the size of its current facility. "We've simply outgrown it," said general manager Dennis Johnston.

The new buildine's main floor will

include 4,000 sq. ft. of showroom and 35,000 sq. ft. of product storage, with an additional 4,000 sq. ft. of office space upstairs. Completion is expected by early December.

The current 20,000-sq. ft. service center will be used to launch a new division specializing in hardwood flooring and stair parts. Johnston said they are currently evaluating potential vendors and should open the showroom in the spring. It will showcase solid hardwood, engineered and exot-

ic flooring, accessories and products for installation and maintenance, with Peterman crafting millwork to match.

"We're currently producing some flooring per order, run to customer's specs, but nothing extensive," he said.

Although the company currently does not have an end-matcher, the business likely will acquire one after the flooring division takes off.

Peterman is also expanding its product lines. Standard inventory items, such as the rope and dentil mouldings introduced earlier this year, are now available in a wider array of profiles. All mouldings are machine- and handcrafted on the premises.

In addition, Peterman has acquired a 10,000-sq. ft. enclosed building adjoining its property, to provide storage room for panel products and additional manufacturing space for dentils and rope mouldings.

Peterman's $5 million inventory also includes domestic and imported hardwood lumber and plywood, softwood lumber and plywood, melamine sheet goods, particleboard, fiberboard, domestic and exotic veneers, and architectural products.

CONSTRUCTION continues on larger customer service center

VACANT acreage at lower left is soon to be the site of Peterman Lumber's new 40,000-sq. ft. customer service cenrer

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ll /I'ANY of today's savviest adverIYItisers are allocating more and more of their advertising budgets towards the Internet. Companies like Ford and Samsung are leading the way. In fact, online advertising will reach about $9 billion this year. And the online ad market is growing at a rate of 29Vo, which is far outpacing the growth of other advertising forms.

One factor contributing to this growth is the rising popularity and

accessibility of high-speed Internet. Making lhe Internet more convenient to use, these faster connections used to be available only in limited areas of the country. Now half of American households have broadband Internet connections, and they spend approximately 14Vo of their media time online.

The Internet offers advertisers many unique opportunities to target users. Advertisers can tarcet their

Tupes of Online flds

Banner flds

Usually a horizontal bar at the top of the page that clicks through to a larger ad or to an advertiser's Web site. Contain color, graphics and often

Struscraper flds

Similar to banner ads, rc!r{L.h*r run vertically down the lelt or right hand side of the page. May remain in view as user scrolls down the page.

Buttons

Smaller ads of most any size or shape that can appear anywhere on the page.

Pop-Under

Smallwindow that pops behind the page.

Pop-Up ffds

@! c.! sed. rr6,m-iq hrfiF*tuFry

Similarly, lnterstitital Ads pop up when you go from page to page within a site.

By Peter Koeppel

messages more effectively, communicate on a more personal level, and measure responses with great accuracy. But as with any type of advertising, you must purchase and place Internet advertising effectively.

If you want to shift your advertising efforts to include online media, use the following tips to plan an effective strategy.

j,. r i1{,} i;' uour target

The first step for any advertising plan is identifying your target audience. Then develop a campaign strategy that will efficiently reach your target and attain an acceptable return on investment. But when dealing with Internet advertising, this may be more difficult than it seems.

The nature of the online medium fosters a convergence with other mediums. Over half the people online are also watching television simultaneously. And l5%o to 40Vo of people who purchase a product from a direct response television commercial or infomercial are making the purchase online rather than calling a toll-free number. So television and Internet are converging in a number of ways. Broadband connections even allow advertisers to deliver tv commercials to consumers online.

People tend to go back and forth between the two mediums, which expands your advertising horizons. Therefore, advertisers should develop strategies to integrate television advertising with Internet advertising to maximize their response and results. But this requires insight into your target audience's online habits.

Some of the more sophisticated

advertisers who make media buys on the Internet use a technology called behavior targeting, which allows them to see which sites someone came from and which ads they clicked on. This anonymous information allows advertisers to customize their message to various site visitors, depending on what types of ads they click on.

{pnsideruour options

Many types of online advertising and marketing services exist, such as pop-up ads, pop-under ads, banner ads, rich media ads (which include flash ads), interstitials (a page inserted in the normal flow of content between a user and the site), and superstitials (a page that loads behind an active web site, meaning the user doesn't see the ad until it's totally downloaded and ready to run); streaming audio video; skyscraper ads; rollover ads that expand as your mouse runs across them; email sponsorship ads; newsletter and e-zine ad sponsorships; advertorial placements; search engine optimization, and affiliate programs where one Web site promotes another Web site's products in exchange for a commission and transactions are tracked through unique codes. Each of these options offers advertisers unique advantages for reaching their target audience.

A huge demand for Internet advertising on the major net portals, such as CNN, Yahoo, MSN, etc., exists. This demand has actually caused a shortage of time slots. As a result, companies who are interested in running their ads or commercials online should consider doing so on their own Web sites. Recent technology enables anyone who comes to your site to view your commercial regardless of what type of browser they have. So when a person goes to your Web site, the commercial automatically starts playing.

The complexity of all these online advertising options requires that you work with an ad agency that has a thorough knowledge of the medium. An experienced online agency can help you decide what Internet options are most cost effective and effective for your company.

ffmr*rporate into the budget

Any company can advertise on the Internet; you can even sell businessto-business products and services online. If you currently advertise in tv, radio, or print and you'd like to

move into the Internet, try allocating 5Vo to l2%o of your budget towards online advertising.

However, not all online advertising is inexpensive. Some big brand advertisers pay $300,000 to be on popular Web sites for a day, which is equivalent to what you would spend for a 30 second primetime television spot on a major broadcast network. But Internet advertising, especially on the big sites, is very valuable.

Some companies put all their advertising online because they find it most efficient for generating leads or new business. But sometimes the quality of the online leads you're generating need to be qualified, since the Internet attracts a wide range of prospects.

Online advertisers like the measurable results they get from the Internet. Results are typically measured using some kind of tracking system. And typical means of measurement are cost per click, cost per impression, cost per acquisition, or cost per sale. This information allows an advertiser to see the effectiveness of their ads in more concrete terms than with tv or print.

Mpyrmsronline

Many companies are interested in moving their advertising campaigns online because this medium is very precise and the results are measurable. Plus, you can tell it works from the number of big brand advertisers who have recently taken their campaigns on the Net. But the online medium is also very complicated. You have to understand your target audience's browsing habits so you can effectively reach them. And to put together an effective Internet advertising campaign, you really have to understand how to use the different options. A savvy media buyer can help you navigate through your world of online advertising possibilities.

When you use these tips to develop an Internet advertising strategy for your company, you can keep in touch with the huge number of people who are spending more and more time online, and ensure you stay ahead of your competition.

- Mr. Koeppel is founder and president of Koeppel Direct, a leader in direct response television media buying, marketing, campaign management and creative strategies. He can be reached at www.koeppeldirect.com or ( 972 ) 7 3261 10.

etitive ligence

Studs, paint, tools and... earrings?

By Carla Waldemar

fF you're a third-generation owner Iof a building center-particularly in a small, Midwestern town where family means everything-you kind of hope your sons will want to carry on the business.

What if you're blessed with three daughters instead? Well, if one of them is anything like Megan Menzer, the girl in the middle, you count your lucky stars. Megan is general manager of Newton's True Value, located in downtown Cherrydale, Ks. (pop. 25,000)-where, back when she was 12, she was sweeping the floor, stocking the shelves, and waiting on customers.

She heard destiny calling-either that, or the sawdust worked its magic. "I think I knew even then that this would be my career," she recalls. "So in college I got a degree in Business Administration." She now oversees a staff of 12 full-timers and has been honored as one of this year's six

Young Retailer of the Year by the National Retail Hardware Association in recognition of the way she's grown the business.

Newton's customers are a rewarding mix of retail shoppers, contractors and commercial venues; to serve the latter better, the family also operates a plumbing, heating/cooling, and electrical contracting business. But home base "is like an old-time general store: one-stop shopping," Megan testifies. "Come in for lumber and pick up laundry detergent, too." Paint, plumbing and potholders. "If it's hard to find-like 2-inch copper pipe-we carry it. We stock it all, so people don't have to go out of town. If they need to drive to the boxes half an hour away, they'lI pick up the rest there, too," she figures.

The user-friendly plan is working. Moving the paint section closer to the gift department, the first stop for many women customers, along with

addition of computerized paint matching ("they can bring in a bedspread") boosted department sales 687o. So has the expansion of the power tool department. "Before, the stuff was in boxes people had to dig through. Now, we've doubled our shelf space, and it's all hands-on, so people can touch them, play with them.... It's helped the d-i-y and contractor trade alike; sales are up 3247o. We've also brought in smaller tools for women," she explains, noting another niche strategy.

To serve its customers even better, Newton's recently purchased another building on Main Street, along with the warehouse behind it. The plan is to relocate the gift area of the store to the new site to dedicate more floor space to "stuff contractors want."

"And we plan to add a showroom," Megan declares. "There's a real need. Then people can walk the displays instead of paging through catalogues

don't have to go out of town. lf they need to drive to the boxes half an hour away, they'll pick up the rest there, too."

or digging in boxes. People are constantly remodeling, and newlyweds are building," she points to her key targets. "We also install everything we sell, from insulation to bathrooms," Megan adds.

To grow her customer base, she added a line of costume jewelryover her dad's objections (till he spotted a customer spending $160 on an impulse purchase while her paint was being mixed.) Megan also stages a pre-holiday shopping day for women in the store's gift area. "They bring their sisters, their aunts-new customers, who can see what else we have to offer." Likewise, before the holidays, the gift area sponsors a kids' night, highlighting presents under $10 and assistance with wrapping.

"They're our future customers," says Megan. "We want them to get in the habit of coming here." A bridal registry is next-"whatever keeps people shopping in this town," she explains the move.

Newton's also uses advertising, (Please turn to page 55)

"We stock it all, so people

GENERAL MANAGER Megan Menzer aims to make the family hardware store easy to shop

lrrrrrns

Orchard Supply Hardware opened a new store last month in Moraga, Ca. ...

Franklin Building Supply has leased administrative office space at the Blackeagle Business Center in Boise, Id.

True Value Hardware is opening a new store at Greenway Plaza in Sun City, Az. ...

Parr Lumber, Hillsboro, Or., opened a new cabinet outlet in Seattle, Wa., its third

Building Materials Holding Corp. subsidiary BMC Construction has completed its acquisition of The Campbell Cos., a concrete and plumbing supplier serving Las Vegas and Southern California ...

Home Depot opened new stores Aug. 25 in NE Anchorage, Ak., and Aug. 18 in Rock Springs, Wy. ... the chain expects a Jan. 12 opening of a 123,7240-sq. ft. store in Thatcher. Az.. and a summer 2006 opening for a new store on 13 acres in Barstow, Ca.

Lowe's Cos. opens a 135,000sq. ft. store with 30,000-sq. ft. garden center Oct. 14 on the site of a former Builders Square in North Portland. Or.. and unveiled locations Sept. 30 in Loveland, Co., and Pocatello, Id. ... the chain has broken ground on a $1.4-million regional DC in Lebanon, Or. ...

Send 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 lo 949-852-0231 or email to kdebats@ building-products.com.

(a tree sewice)

Lowe's expects new store openings in 4th quarter 2005 in Lake Elsinore, Ca.; in mid-January in Keizer, Or.; in 2nd quarter 2006 in Kent, Wa., and in 4th quarter 2006 in Federal Way, Wa. ...

Lowe's applied to build a 135,000-sq. ft. store with 31,000sq. ft. garden center in Turlock, Ca., and a 138,000-sq. ft. store in Tustin, Ca.

Copeland Lumber's long-shuttered Corvallis, Or., yard is being demolished to make room for a historical museum

Grainger opened a full-size, 2,500-sq. ft. showroom Sept. 26 in Irvine, Ca. (Jeff South, branch mgr.) ".

Wnorrslrrns/trrutltrun:rs

Capital Lumber has tripled the size of its Boise, Id., facility to 3 acres and nearly doubled its Salt Lake City, Ut., DC to 9.5 acres to accommodate growth

Soper-Wheeler Co., Strawberry Valley, Ca., has purchased the sawmill assets of Sierra Cedar Products, Marysville, Ca.; about 40 workers were expected to be rehired when the mill reopened in early October, with another 20 eventually to be added

J ohnson International Industries. Inc. has moved to new 97,000-sq. ft. Hq. in Kent, Wa., that includes a significantly larger DC for its Continental Hardwood Co. division ...

Freres Lumber, Mill City, Or., has transferred its veneer sales from Cascade Forest Group,Lake Oswego, Or., to an in-house operation headed by Tyler Freres; Cascade will continue to sell Freres' plywood products

Scotia Pacific Co. LLC has eliminated 37 of II2 positions at its science and forestrv divisions

in Scotia, Ca., blaming excessive state regulations that have severely hindered the harvesting capabilities of sister company Pacific Lumber Co.

Ainsworth Lumber, Vancouver, B.C., has acquired Chatham Forest Products, which holds permits to construct an OSB facility in Lisbon. N.Y. ...

Ironc lad P erformanc e Wear, Los Angeles, Ca., will consolidate its West Coast operations under one roof when it moves this fall into a new 15,000-sq. ft. headquarters in El Segundo, Ca

Simpson Strong-Tie, James Hardie, Trus Joist, ABC Supply, Elk Corp., Dow Chemical, Maen, Honeywell, Consentino USA, and Suncoast Post-Tension were named Partners of Choice by David Weekley Homes

Georgia-Pacffic sold its jointventure interest in G-P Flakeboard to its partner, the Canadianbased Flakeboard Co.

Canyon Creek Cabinet Co., Monroe. Wa.. now offers Lumicor acrylic door inserts, BelwithKeeler decorative hardware, and Enkeboll D e si gns architectural wood carvings and accents

Anniveraries; Berkeley Hardware, Berkeley, Ca., 11Oth Lumbermens Merchandising Corp.,70th ... McGuckin Hard' ware,Bouldero Co.,50th Eagon USA Corp., Bellevue, Wa., 25th ... Linwood Forest Products, Sacramento. Ca.. 10th ...

Housing starts slipped just l.3Vo in August (latest figures) to a seasonally adjusted annual rate of 2.009 million ... single family starts were flat at a yearly rate of 1.709 million, while multi family was down 8.57a ... starts in the West, the only region with an increase, jumped 13.3Vo permits slipped2.2Vo.

Not onty is Canfor SitvaStar@ fascia and trim less expensive than composites or cedar, it can also be ordered in longer lengths. Why do we make it in att the key lengths up to 24 feet? Because supptying att the tengths your customers need on a given job can save them installation time and expense, making you look good. Every inch of SilvaStar is made from high-quatity KD SPF fiber with virtually no defects, so it's 100o/o usable. Then it's carefully pre-primed with premium 0lympico latex primer*. True; time is too short on any iobsite. Which is precisely why we make our fascia tong.

For more information call 604.264.6289 or visit www.canfor.com/silvastar Help your customers get the most out of their proiects - supply SilvaStar,

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

Ocrorrn

Los Angeles Hardwood Lumberman's Club - Oct. 12-14, hardwood lumber grading short course, Ganahl Lumber, Anaheim, Ca; (714) 239-2101; Oct. 13, 6th annual charity golf tournament, Coyote Hills Golf CIub, Fullerton, Ca.; (805) 582-2363.

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

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

Mountain States Lumber & Building Material Dealers Association - Oct. 17, customer service and business management seminars; Oct. 18-19, basic estimating; Oct.20, advanced estimating, Holiday Inn Downtown, Salt Lake City, Ut.; (800) 365-09 l 9.

Western Building Material Association - Oct. 18-19, roundtables, Lake Chelan, Wa.; Oct. 20-21, Sandpoint, Id.; (888) 5519262.

North American Wholesale Lumber Association - Oct.20-22. Traders Market, Chicago, Il.; (800) 527-8258.

San Diego Hoo-Hoo Club - Oct. 22, golf tournament, Cottonwood at Rancho San Diego, El Cajon, Ca.; (619) 24'7-0009.

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

Wood-Plastic & Natural Fiber Composites 2005 - Oct, 24-26, Sheraton Inner Harbor, Baltimore, Md.; (800) 378-8330.

Mountain States Lumber & Building Material Dealers Association - Oct. 24-27, estimating workshop, Hampton Inn Southeast, Englewood, Co.; (800) 365-0919.

Hong Kong Hardware & Home Improvement Show - Oct,2629, Hong Kong; (212) 838-8688.

Architectural Woodwork Institute - Oct. 27-29, annual meeting & convention, Hilton, San Diego, Ca.; (703) 733-0600.

llovrmrrn

Willamette Valley Hoo-Hoo Club - Nov. 1, meeting, Shadow Hill Country Club, Junction City, Or.; (541) 688-6675.

Forest Products Society - Nov. 2-4, Wood Adhesive 2005, Holiday Inn on the Bay, San Diego, Ca.;(608) 231-1361.

Western Building Material Association - Nov. 2-5, annual convention, Red Lion, Seattle, Wa.; (360) 943-3054.

Building Industry Show - Nov. 3-4, Long Beach, Ca.; (909) 396-9993.

Lumber Association of California & Nevada - Nov. 3-5. annual convention, Peppermill Hotel Casino, Reno, Nv.; (800) 2664344.

Mountain States Lumber & Building Material Dealers Association - Nov. 7-10, estimating workshop, Hampton Inn Midtown, Albuquerque, N.M.; (800) 365-0919.

Pacific Coast Wholesale Hardwood Distributors AssociationNov. 8-10 (tentative), winter board meeting, San Francisco, Ca.; (925) 245-4320.

PRO Group/Distribution America - Nov. 10-12, executive planning conference, Naples, Fl.; (303) 792-3000.

APA-The Engineered Wood Association - Nov. 10-14, annual meeting, Tucson, Az; (253) 565-6600.

North American Building Material Distribution AssociationNov. 11-12, convention, Hyatt Regency, New Orleans, La.; (88$ 747-'1862.

Western Wood Preservers Institute - Nov. 13-16, annual meeting, Princeville Resort, Kauai, Hi.; (360) 693-9958.

USDA Forest Service - Nov. 30-Dec. l, sustainable wood production initiative symposium, Vancouver, Wa.; (202) 2058333.

Cut costs. Not corners. Electronic invoice detivery is just one of the hundreds of ways DMSi software can help your business maximize time and profit.

Bridgewater cutzfiO man-houts by electnonically invoicing one customen

Three

Mountain States Lumber & Building Material Dealers Association is sponsoring estimating workshops Oct. 24-27 at Hampton Inn Southeast, Denver, Co.; Nov. 7-10, Hampton Inn Midtown, Alburquerque, N.M., and Dec. 5-8, Hampton Inn, Casper, Wy.

Lumber Association of California & Nevada will hold its 2nd annual silent auction during the tabletop exhibit show at the association's 9th annual convention Nov. 3-5 at the Peppermill Resort Casino in Reno, Nv.

Prize donations are still beine

sought, such as golf equipment, small electronics and wine. Proceeds from the silent auction will benefit LACN's political action committee.

Western Building Material Association stages its annual convention and building products show Nov. 2-4 atthe Red Lion, Seattle, Wa.

A evening performance of "Sweeney Todd-The Demon Barber of Fleet Street" will follow the convention's close, with cocktails and dessert after the performance.

Western Wood Preservers Institute has booked Jim Petersen, Evergreen Foundation. to keynote its annual meeting Nov. 13-16 at the Princeville Resort. Kauai. Hi.

Also speaking will be Connie Welch, global regulatory consultant for ChemReg International, and former regulatory management branch chief for the EPA.

Association of Millwork Distributors has cancelled and will not reschedule its 42nd annual convention, which was to be held Oct.6-ll in New Orleans, La.

To acknowledge the support and commitment of its 2005 exhibitors, AMD will hold a virtual trade show Oct. 15-Nov.30. The online show will allow contracted exhibitors to showcase their products and services to

(Please turn to page 44)

SpeciaLisfs in upper grades of clear, dry softwoods

DougfasFirC&BetterV/G&F/GKilnDriedFullSawnRough,l",5l4",2',3',4',6"&8xS.3x6DFSeleclDexDoubleT&GDecking SugarPine,4l4-1614C&Btr.,5l4&8l4DSelect,614&8l4Mldg..5/4#lShop,5l4x12#2Common.4x4#2Common

MOUNTAIN STATES Lumber & Building Material Dealers Association supported Hutchison Lumbe/s 1st annual charity golf tournament Aug. 17 at the Foothills Golf Course, Englewood, Co. Participants included (top f6oto) Rick Flores, Fick Pott, Bobby Benton, Larry Bujaci and (lower photo) Steve Smith, Gene Walter, Norm Rounds, Don Shelton.

By Dr. Patrick Moore

Dear Dr. Moore:

I keep seeing forests that have turned brown from some kind of infestation. Is this common?

Unfortunately, yes. According to the US Forest Service, about 70 million acres are "at serious risk of being wiped out by 26 insects and diseases," some of which are native and some of which are introduced.

You've seen the impacts. Those brown forests represent a heartbreaking loss of biodiversity. not to mention cultural heritage. Thanks to Dutch elm disease, for example, the American elm has all but disappeared from the urban landscape, and white pine blister rust has pretty well obliterated the western white pine and American chestnut.

It's been described as "catastrophic wildfire in slow motion," the way an infestation spreads across the landscape, killing an entire forest. And, as with fire, the best way to protect native forests is to prevent the pests from taking hold. Part of this includes actively managing our forests-by removing dead wood and undergrowth, and thinning the trees-to keep them healthy and able to resist attack.

The U.S. Forest Service has a fourpronged strategy that begins with prevention, which makes sense, given that control efforts and economic damages are estimated to cost the US $137 billion every year. But consider the challenge. Most exotic pests are introduced unintentionally. with many arriving on plants imported for landscaping. They tend to be small. similar in color to the

plant and have the ability to hide in wood, roots or buds. Widespread container use and the fact that inspectors only examine about 27o of all aniving cargo, makes detection even tougher.

Because of these challenges, the U.S. is going to great lengths to improve monitoring so it can respond to infestations quickly. Unfortunately, it doesn't always work.

Take the hemlock woolly adelgid, which was first reported in British Cofumbia in 1924 and not seen again until 1950 when it was found in Virginia. No one suspected its potential for destruction, so nothing was done to contain it-and the woolly adelgid is now the single greatest threat to hemlock in the eastern U.S. It's maddening to see forests lost to insects and disease, just like it's maddening to see them lost to fire. The most sensible approach is to improve monitoring and early response, and to manage our forests in a way that helps them resist infestation.

- Dr. Moore has been a leader of the environmental movement for more than 30 \ears. A co-founder and.former president of Greenpeace, he holds a PhD in ecoktgy and a BSc inforest biology. Send questions to p at ri ck@ s e ns i b le e nv ir o nme ntal i s t.c om.

Your complete logistics solutionFremont Eroup of Conpanies

Ftll Gorolog Avoilqble

Potlatch To Become REIT

Potlatch Corp., Spokane, Wa., plans to convert from a corporation to a Real Estate Investment Trust January l.

The company would then likely form a taxable subsidiary for its manufacturing operations, which include lumber, plywood, particleboard, pulp, tissue, napkin and paper towel plants.

Designed to make the timber business more competitive, the move is subject to shareholder approval, but should create a financial windfall for

them. The restructuring would require Potlatch to undertake an "earnings and profits purge'r in first quarter 2006, with distributions of up to $480 million-2j%o in cash, 80Vo in shares of the REIT.

"The business purpose for the conversion is to provide us a cost of capital structure which allows us to be competitive in growing our timberland business over time," said L. Pendleton Siegel, chairman and c.e.o.

Unlike corporations, REITs are not

Rop* S lls til lssuldi

(800)

Fax:

taxed on earnings; stockholders include their REIT income on their personal income tax returns.

In the last three years, Potlatch has sold its three OSB plants and a paper mill in Minnesota. Potlatch is the largest private landowner in the state, and recently had its 319,000 acres of timberlands in northern Minnesota certified by the Forest Stewardship Council.

Potlatch has also placed several small parcels of land up for sale via a Web site auction.

Distributor Adds Spokane DC

Specialty Forest Products, Algona, Wa., has opened a distribution center in Spokane Valley to serve the Inland Northwest.

The leased 24,000-sq. ft. warehouse in the Spokane Business & Industrial Park is the 24-year-old distributor's first operation outside of its main facility, located about 25 miles south of downtown Seattle.

Mike Wynne is general manager of the new facility, overseeing about eight employees.

It will distribute domestic and imported hardwood lumber, plywood and composite panels, decorative millrvork, and other wood components to Eastern Washington, North ldaho, and Western Montana.

Crow's Bought By PaperlooP

Paperloop, Boston, Ma., has acquired the assets of C.C. Crow Publications, provider of prices and news for the North American lumber and panel markets.

Portland, Or.-based Crow's was founded in 1921, making it the softwood industry's oldest market reporting organization.

Crow's staff, headed by former owner Ken Tennefoss, will stay on.

"The price collection expertise of our editors and economists, combined with the experience that Crow's has built over their 85-year history in the lumber and panel markets, is an unbeatable combination," noted Paperloop c.e.o. Rod Young.

Paperloop produces books, newsletters, pulp and PaPer magazines, reports, directories, a Web site, and benchmarking services, primarily for the pulp and paper industries, as well as analysis and forecasts of the forest products industry through its RISI subsidiary.

Fire! A potential disaster. A devastating threat to life and property. That is why it makes sense to build with lumber and plywood treated with D-Blaze@ Fire Retardant. The "built-in" protection of D-Blaze materials controls the spread of flames, smoke, and devastation. lts UL "FR-S'Classified fire retardant properties have a flame spread and smoke rating of 25 or less. At 30 minutes, D.Blaze materials showed no evidence D'BLAZE',"J#nJ'i;Tiffi3lilJ:"i:Tiil'1,"J;,I1'1'X'l!'i-Il',?;1iX',?j[:J"niffH::iX1

D'Blaze treated wood is strong, durable, easy to handle, and workable with common tools. And, in most cases, D-Blaze treated materials feature lower "in-place" cost than non-combustible-classified - materials'

MAKE THE 'AFE GHorcE!

Comply with ISPM 15 through Heat Treating

Southem California for any company involved in international shipping of palletized goods. All of the pallets or lumber we Heat Treat bear the ISPM 15 approved marks, which means that your shipments will not be delayed at international ports due to ISPM 15 concerns.

TreeSource Selling Last Mill

TreeSource Industries is selling its green dimension sawmill in Tumwater, Wa., to an undisclosed buyer.

All mill employees have been given notice that they will be terminated at the close of business Nov. 4, and the new owner will take over Nov. 7. An estimated 807o or more of the workers could be rehired after the facility is restarted.

On Sept. 19, TreeSource completed the sale of its other remaining

Fire Consumes Two Buildings

Investigators are trying to determine the cause of an early morning Sept. I fire that destroyed two buildings at Tolo Forest Products, Central Point. Or.

The local fire marshal suspects the blaze was unintentional. Firefighters arrived at the scene to discover flames devouring a mill maintenance shop and an adjacent building. They quickly realized the structures could not be salvaged and instead focused on keeping embers from hitting nearby dry grass and starting spot fires.

facility, a stud mill in Glide, Or., to Swanson Group, Glendale, Or.

TreeSource was founded in 1983 and by 1998 had grown to become one of the 10 largest lumber producers in the U.S.. with 12 facilities in Oregon, Washington and Vermont. A year later, mounting debt forced the company into a l6-month Chapter I I bankruptcy reorganization, during which investors took the firm private and sold off all but four of its mills.

Damages are estimated at a minimum of $100,000, but mill manager Tom Schill is convinced it could have been far worse. "It could have bumed down the production line, and then we wouldn't have been able to do anything here," he said.

Prefab Plant Eyes Alaska

A Missouri-based company will spend $3.5 million to build a 50,000 to 80,000-sq. ft. manufacturing plant in Anchorage, Ak., to construct wall and roof systems made of recycled steel and petroleum and natural-gas

byproducts.

"I'm interested in being part of the community," said Russ Wright, president of Stoam Industries. "I'm not interested in getting a contract up here and shipping it up."

The plant should open by April and employ 100 Alaskans to build a prefabricated wall and roof system that combines structural steel framing and polystyrene foam insulation into one product. It can be used for buildings up to three stories and can be made with precut doors and windows. Wright said the system works best in extreme weather conditions, saving over 607o in heating and cooling costs.

With his system, said Wright, it takes three people just 36 hours to construct a 3,500-sq. ft. house, with less impact on the environment. "It takes 40 trees to build a 2,000-sq. ft. home," said Wright. "It takes four recycled cars to build the same house using my product."

A prime customer will be the Army Corps of Engineers, which is moving toward modular housing projects. "They wanted a building system where they could build it, live in it for l0 to 15 years, then move it someplace else." said Wright.

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 rs 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.

Their Solution

bisTrack'" buying, sales, inventory and accounting software

As a wholesale distributor of lumber and building materials specializing in engineered wood, the traders at Stockton Wholesale Lumber Company are focused on buying and selling product at the best prices. Accurate costing is necessaryto calculate margins and commissions. Steve Beckham, Stockton's Ceneral Manager, says "Costing is a strength of the bisTrack system."

Steve elaborates: "lt's critical in our business, especially engineered wood, to know what is bought, cut and soldand how much it costs us to do that. With bisTrack, we have faith in the cost information we have."

"Progressive Solutions is a company that has been in the business a long time, and that counts," Steve remarks. "l have already recommended bisTrack to several people,"

Software to power your business

Mills Face Worker Shortage

Finding enough workers with the technical skills needed to run today's high-tech plants can be a challenge.

"We have to look a little harder and longer to find the people than we did three or four years ago," said Daniel DeWitte, general mgr. of Pacific Woodtech, Burlington, Wa.

Training is the way to solve the problem, according to Rafeeka Gafoor, business services manager for the Northwest Workforce Development Council. "We listen to the private sector," she said. "We ask what they need, and then we work with jobseekers and current workers to provide them with the tools to advance within the industry."

Access to training programs is important for companies moving into an area, or considering an expansion. "A key factor is whether they can find enough local workers," said Don Wick, director of the Economic Development Association of Skagit County, Wa.

Physical skills are also important, said Scott Breckenridge of Tri-County Truss near Burlington. He's found that many applicants are young people who've never had to work hard.

They may be able to get the job, he said, but they have trouble keeping it more than a month. "For somebody who's been playing Nintendo for the past l0 years. sometimes just getting offthe couch can be a trick," he said.

SPI Mill Back To Full Speed

Sierra Pacific Industries, Redding, Ca., resumed full operations at its Standard (Sonora), Ca., sawmill in Tuolumne County, utilizing fire salvage logs from the EI Dorado National Forest in Amador County.

"Even though we are incurring high trucking costs taking these logs to Tuolumne County, we see this as an opportunity to get back to full production," said SPI spokesperson Ed Bond. In February, the mill laid off workers and reduced its manufacturing schedule from the normal 80 hours to 60. It is now back to 80 hours, and 20 workers were hired.

Production at Chinese Camp, SPI's other mill in Tuolumne County, remains on a 60-hour per week schedule due to a continuing shortage of timber sales from the Stanislaus National Forest.

In late September, the Stanislaus offered 900,000 bd. ft. of dead, dying

or hazardous timber for sale. Jerry Snyder, Stanislaus spokesperson, said about 15 million bd. ft. of timber should be cut this year. He expects that number to go to 20 million bd. ft. next year.

Color Me Spanish, Depot

Home Depot has introduced a new line of paints, named Colores Origenes, targeted at Hispanic customers.

"Research shows that painting is one of the most common home improvement projects undertaken by Hispanic customers," said Tom Taylor, executive v.p. of merchandising and marketing.

Developed with Behr, the new line features more than 70 colors that have Spanish names and reflect Hispanic culture.

According to research conducted by the chain, 597o of Hispanics speak Spanish all the time and are more likely to purchase brands advertised in Spanish. Advertising for the paint will be in Spanish, while signage and promotional materials in the stores will be bilingual.

Only select stores will stock the new line, but all stores will be able to mix the colors.

GeoDeck-Not Your Normal Composite Decki

Christine McColgan has been named chief financial officer for Hardware Hawaii. Kailua. Hi.

Jerry Farley has joined the sales and marketing staff of Thunderbolt Wood Treating, Inc., Riverbank, Ca., opening a new sales office in Portland, Or.

Eric Bjorling, ex-Pacific Woodtech, has joined Capital Lumber's Tacoma, Wa., division as engineered wood products sales and marketing mgr. for the Northwest.

Meg Malloy is the new sales mgr. for Malloy Lumber, Kingston, Id.

Anna Strathman has joined 84 Lumber Co., Redding, Ca., as a mgr. trainee.

Tom Riscili has been promoted to v.p. and general mgr. of Simonton Windows's plant in Vacaville, Ca.

Adrian Cameron has been promoted to sales mgr. for Weyerhaeuser Co.'s particleboard plant in Albany, Or., and its MDF facility in Eugene, Or.

Jim Haas has been named president and c.e.o. of Soper-Wheeler's recently acquired Sierra Cedar Products LLC, Marysville, Ca.

Mike Dumancic, ex-Taiga Forest Products, is now handling U.S. sales for Westminster Industries, Suney, B.C.

Bobby Gibbs, Taos, N.M., is now Southwest regional sales mgr. for Mullican Flooring.

Cleveland Christophe, TSG Capital Group, and Robert C. Griffin, exBarclays Capital, have been elected to the board of directors for Builders FirstSource.

Dennis J. Hardman, v.p. of marketing, APA-The Engineered Wood Association, Tacoma, Wa., will become president of the association Dec. 31, upon the retirement of David L. Rogoway after 36 years.

Stan Gamlin has joined J&E Lumber Shop, New Westminster, B.C., as a trader.

Timothy J. Monteith has been named v.p. and chief information officer for Masco Corp.

Bill Redman, North Pacific Lumber, Portland, Or., has been appointed Western Hardwood Association representative on the Hardwood Foundation board of directors.

John Madden, NFL Monday Night Football broadcaster, has renewed his contract as spokesman for Ace Hardware Corp. for an additional six years. Madden and Ace have already been teammates for 18 years.

Helen Wheels is in charge of driver training and safety at MungusFungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

ATESSCO Fine Wood Speciafties

PORTORFORDCEDAR

Kilndried Port Orford Cedor. 45% shonger fhon redwood ond equolv decoy resistont. A tough softwood wilh o unQue look ond color. Excellenl for decking, poneling, siding ond orlcon.

IPE' IIARDW(X)D DECKITUG

lpe' {pronounced 'eepoy'} is on exolic hordwood thol hos o Clos A fire rofing, is noturolly resistonl lo rol ond decoy ond 8 limes horder lhon redwood. Guqronfccd ior 25 ycors wllhoul prcrcw<rllvc hcolmcnl.

BRAZILIAT REDWOOD DECKIIUG

Mosorondubo (oko Erczilion Redwoodf , onother exotic hordwood lhot hos mony of the some mechonicol properties os IPE'. This beouiiful kilndried wood resembles olFheorl redwood ond is guoronfccd lor 25 ycors.

RED BAIAUDECKING

Red Bolou (Mongorisnf, o kilndried Mohogony hordwood from Indonesio, provides on economicol cleor kilndried decking moleriol wilh o 20 ycor wononly.

CATIARADECKTIUG

Comboro, on offordobly priced exotic hordwood from Soulh Americo. This kilndied hordwoods clossic ond eose of workobility ore oddifionol incentives to consider lhis specie.

flGENWOOD DECKI'IG

Tigerwood is o exceplionolly beoutiful wood wilh o unique look. The most 'exolic' of fhe hordwood-Reddish brown in color ond figured wilh dork brown to block slreoks. Nolurolly resistont lo rot, decoy.

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IIUCE]IISE CEDAR L/UUDSC/UDE TITBERS

Pecky Incense Cedor Londscope Timbers ore noturolly resistonl to decqy, 100% orgonic, oll nofurol wifh nothing odded-+o ihey ore nol only environmenlolly friendV, ihey ore complefely sofe. An excellenl choice for londscoping, roised gorden beds, greenhouse benches, flower boxes ond boordwolks,

HARDWOOD FLOORIIUG

Now offering species from oround the world. These exolic hordwoods ore exlremely sloble ond substoniiolty horder thon thek domestic counterports. Our solid flooring lines provide superior durobility in high troffic residenliol ond commerciol opplicotions. Smoll orders ore our speciolty!

KD CLEAR FJ SYT.VESTR]S PI]UE

This plonlolion grown Europeon pine hqs o dense ring count ond confoins nolurol resins which offer o nolurol resislonce to the elemenh, similor lo Doug Fir. Otfering Sidings, boords ond pofferns-arimed using o 2-cool sysfem.

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Peeling Mill Planned For Big lsland

After a six-year delay, Oregon-based Tradewinds LLC has secured $1 million in startup funding for a new peeling mill to be built on the Hamakua coast of Hilo, Hi.

The mill will employ 100 and process timber from the Waiakea Timber Management area, which consists of nearly 12,000 acres of eucalyptus and other non-native trees planted in the 1960s. After the veneer sheets are dried, they will be sent to a plywood mill on the mainland.

Tradewinds' original deal with the Board of Land & Natural Resources called for the firm to build a plywood plant in Hawaii. Because the company decided against this, the board revoked permission to log Australian red cedar stands that represented aboutJVo of the original agreement. This valuable timber will be offered through public bidding to companies who agree to process it in Hawaii.

Tradewinds will also have to pay the state 990,000 for extending the deadline for construction of the peeling mill, to July 2008. "We have agreed to all the tems and conditions submittted," Tradewinds president Don Bryan said of the compromise.

New Lignum Opens To Serve U.S.

Lignum Forest Products LLP has opened for business with an office in Vanvouver, B.C.. that focuses on marketing and distributing lumber products to the U.S. construction industry, in partnership with Pope & Talbot, Portland, Or.. and other producers.

"We manage inventories on behalf of builders who are more interested in continuity of supply and reliability of service than worrying about the exact price they are required to pay every day," said managing partner Jake

Kerr, former chairman and c.e.o. of Lignum Ltd.

Last year, the family-owned Lignum Ltd. was purchased by Riverside Forest Products, which was then acquired in a hostile takeover by Tolko lndustries Ltd., enabling Kerr to tender his Riverside shares for $25 million. A 3O-year veteran of the lumber industry, Kerr is known as the architect of a 1996 trade agreement that restricted annual Canadian softwood shipments inro the U.S. to 14.7 billion bd. ft. under a five-year quota deal that expired in April 2001.

The new office started with l0 traders and staff support-many of whom worked for the old company-and hopes to double in size within a year. "We intend to quickly re-establish our reputation for supplying high-quality products, on-time delivery, and complete customer satisfaction," said Kerr.

Other partners in the firm are Craig Stuart, Ian Leask and Chuck Murdoch, who will be responsible for lumber marketing, and John Thomas, c.o.o./c.f.o.

Progressive Solutions Inc. supplied its bisTrack software, which will be integrated with Microsoft's Great Plains software for full financial manasement.

landy Wilson at (714)

l(en Lolue 0r Richand Phillips at

Forest Science Trumped By Politics

By John Stuart, Ph.D.

I get worried when policymakers get carried away prescribing forest management practices. It can't be good for the forest.

But it may happen again, what with various battles embroiling forests from the North Coast to the Sierra Nevada and the Giant Sequoia National Monument.

Forest management is an incredibly complex science and no two forests are alike. Yet prescriptive regulations treat all forests the same and set inflexible restrictions.

Take the concept of "old growth." Old growth is so complex not even scientists agree how to define it. Yet all too often, policymakers debate the need to "save" it and propose simplistic rules for doing so.

Forget for a moment that trying to preserve old growth as it is defies the laws of nature-that trying to maintain a dynamic ecosystem in a static state is unnatural and impossible to accomplish. What's alarming is that in the debate over our forests' future. science is too often trumped by politics.

Old growth is already protected in California. The California Department of Forestry and Fire Protection estimates that 96Vo of old-growth stands are set aside in parks and other state and federal ownerships. The 4% on private land are subject to the state's stringent forest practice laws.

Still, old growth is a powerful political term. Two of the more popular ideas thrown around by policymakers relative to old growth are age

restrictions and diameter limits-the idea being to restrict tree cutting past a certain age, and/or beyond a certain diameter. But, these ideas are popular because they are easy concepts to understand, not because they represent the culmination of scientific study or consensus of forestry professionals

For instance, what's old to a Monterey pine is practically infancy to a giant sequoia, so how does a single age limit make sense? Furthermore, the best way to determine a tree's age is to bore into it and count the rings.

Boring into every tree in Califomia that looks old would be incredibly expensive, time consuming and practically impossible.

Arbitrary age restrictions don't translate to good forest practices, but they sound good. It is easy to envision the forest as it may have been at any point in history, say the time of California's statehood or before European settlers arrived, and to establish an emotional connection to trees that were alive at that time.

Nor can diameter serve as an indicator of tree age. Many things, including species, access to water and nutrients, available growing space and canopy closure determine the diameter of any given tree. A 3O-inch diameter tree in certain growing conditions could be very young, whereas a 300year old tree crowded out and forced to compete for water and sunlight may never reach 18 inches across.

Tree size can be very misleading, and therefore a dangerous metric on which to base legislation. A 2-foot diameter lodgepole pine is a big tree; a

2-foot wide redwood is small. Plus, if you're focusing on individual trees, you're not looking at the forest as a whole.

Forest management aims at desired conditions at the landscape level. With responsible management, foresters can mimic the characteristics of a mature forest without age becoming the dominant factor. Trees spaced to grow quickly can provide ample habitat for species that prefer later-stage forest environments.

There is a difference between saving old growth and managing the forest landscape to ensure the steady presence of old stands of trees. The former increases the risk of destroying what it seeks to preserve. It allows an already high risk of devastating wildfire to get even worse by cordoning off large sections of forest laden with an unnatural accumulation of fuels. The latter responsibly allows all stages of the forest cycle to thrive dynamically, ensuring a diversity of all tree ages and sizes and providing the full range of wildlife habitat.

If policymakers truly want to ensure abundant old growth forests now and for the future, they should concentrate on setting goals and task land managers with attaining those goals. They should give greater voice to forest science and the experts who work the land when considerins forest policy.

- John Stuart, Ph.D. has been a proJessor of forestry at Humboldt State University for 23 years. He teaches and conducts research in the fields of dendrology, forest ecology, and fire ecology. This essay is adapted from an article in the Summer 2005 issue o/California Forests.

Pacific Coast Vrholesale Hardwood Distributors Association

The Historyn

The Pacific Coast T7'holesale Hardwood Disuibutors Association was founded in 1924 in San Francisco as a cooperative effort to promote fair business practices and communication benveen wholesale hardwood disuibution companies along the\(est Coast. Born out ofthe boom following the 1849 Gold Rush, the Pacific Coast hardwood lumber industry had grown subsantidly

man€emenJ.i

below and maii

Bcnefits ofl\de

Please come join our 81-year tradition at the 2006 convention.

April23-26 at The Lodge at Torrey Pines, La Jolla, Ca.

For more information about the associntion or the 2006 convention, please log onto our website at PCWHDA.com

The Blessing Of Factory Finishing

cedar S id i n s.Brli. liffi 3[lii

The number of builders *to ,p".ififactory-finished exterior building products continues to grow each year. In markets like Chicago, as many as 90Vo of builders and installers specify their cedar, fiber cement, and other engineered siding products be factory finished. Why is that?

The reason is, factory finish is a solution and factory finished products carry a value proposition that simply cannot be ignored. In most markets factory finishing costs less and-no matter where you live-factory-finished siding and trim products last longer and perform better than the exact same products coated on the jobsite.

When a builder or remodelor provides the homeowner with factory-finished siding, they also provide their customer with up to a 25-year coating warranty. For the homeowner, that means far less maintenance and more free time and money to do the things they enjoy. Sounds like a no brainer. and it is.

Factory-finished products aren't just helping homeowners. They have considerable benefits for the builder too. We already mentioned that in most markets factory finished products cost less...that is putting more money on the builders bottom line. They also put one less sub-contractor on the jobsite, which saves time and even more money by creating less administrative hassle. Factory-finished siding offers instant curb appeal, which makes homes look excellent from the moment the siding is nailed up. Factory finish also offers a consistently even finish coating that cannot be duplicated by job-site painters.

Too cold to paint? Not in a production facility with temperature and moisture controls. These products can be installed year round and don't require any messy clean up. Most people have seen the unsightly shrinkage lines left behind when a house with beveled cedar siding is painted on the jobsite. That is guaranteed never to happen with factory-finished products because the entire board is coated both front and back.

Innovations in the coatings applied to cedar and alternative siding products have continued to bring more durable and longer lasting finishes to the market. The machines used to apply those coatings and cure them have evolved as well. Today's builders demand the highest quality products and that's what they're getting.

The best factory finishers have brought to market packaging solutions for both cedar and engineered siding and trim products that make it extremely difficult to harm the finish coat during shipping and installation. One example is Cedar Siding Inc.'s boxed siding products, Cedar Side and Cement Side. Both have the best protection available by combining a layer of protective material between the siding and a shielding box around the siding. These products have a 6" reveal and offer seven in-stock colors of siding, trim and accessories that can be shipped next day and returned for credit. Boxed custom colors are available. but when it's not ordered in a box, Cedar Siding sub-bundles the siding and trim. This technology offers protective slip sheeting between layers of siding and trim and shrink wrapped ends. This makes the material easy to move around the jobsite while ensuring that the protective slip sheeting stays intact.

For

P.O. Box 346, Forest Grove, OR 971 16

Phone (503) 357-7181

Fax (503) 357-7185

Or www.woodfold.com

Today, more than ever, is the perfect time to talk to your contractors about switching to factory-finished siding and trim products. In addition to helping builders and homeowners get a better product and finish coating, as the pro dealer you are increasing the sales dollars of your siding packages and in many cases the margins too. Bottom line, every contractor that you switch to factory-finished siding will bring you increased sales dollars with better margins. Seems like a no brainer for you, too...and it is.

FACTOBY FINISHING turns cedar sidinq into a low maintenance option.

Selling lastenerc isn't a rurulafltuGontest,

But it hel[s,

Grip-Rite@ is the number one selling brand of fasteners among professional builders. Why? Because Grip-Rite offers high-quality and reliable pedormance at a reasonable price. Plus, Grip-Rite has the broadest fastener assortment available under one brand, in a variety of packaging options to fit any project size. And even more good news: Grip-Rite collated fasteners fit every major brand of pneumatic tool on the market. For one-stop shopping, starl with the winner: Grip-Rite.

Call 800-676-7777 for the Grip-Rite dealer nearest youor to find out how you can become a stocking dealer.

Grip-Rite Fasteners - built better so you can build better.

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LetS appreciate oursefves

f N ry years as a college and professionlal baseball player I learned many things. One of the things I learned to do as well as almost anything else was beat myself up. I became a master, along lvith many of my teammates, at being hard on myself and "never being satisfied." These were traits taught to me, directly or indirectly, by those around me. I was told that if I was hard enough on myself and never got comolacent. I'd be successful in baseball and Johns

By Mike Robbins

in life.

However. rvhen my career ended abruptly due to injury, I realized looking back on my 18 years in competitive baseball that I had one major regret. I had beat-

en myself up so much as an athlete. I forgot to enjoy rvhat I rvas doing. Being so focused on "making it" and overcoming my "weaknesses," I had not taken time to appreciate myself and my success along the way. In hindsight, I can see that this obsession rvith being hard on myself (in the name of commitment and success) not only had a negative impact on my level of enjoyment, but on my results as well.

This experience is clearly not unique to me. Many of us spend too much time listening to that negative internal voice that tells us we aren't good enough and focusing on what we are doing wrong. As I work with clients and speak to groups about appreciation, I hear people say things like, "I'm my own worst enemy," or, "l never even think to stop and appreciate myself." There is an epidemic in our society of people being self-critical, somehow thinking that being hard on themselves will make them more successful, happy and allow them to reach their goals in life. Sadly, this does not work.

As challenging and counter-intuitive as it may seem, the best remedy for this negative obsession is genuine self-appreciation. In the midst of our busy lives, our daily activities, our successes, and even our struggles, it is important for us to stop and truly appreciate ourselves. For many of us, self-appreciation can be challenging. We have been trained to beat ourselves up, to be self-deprecating, and many of us simply haven't been encouraged to genuinely focus on rvhat we like and admire about ourselves. However, true self-appreciation is not about being arrogant; it's about loving and honoring ourselves for all that we do and for all that we are. Self-appreciation is the key to true success and fulfillment. The great news is that we have access to appreciating ourselves in every moment; it's simply a choice.

Create a "Sunshine File"

A "sunshine file" is an important folder that you put in your desk drawer (or somewhere else close to you). In this folder, you put any and all expressions of gratitude or appreciation that you receive...about YOU. Thank you notes, cards, photos, awards, etc., can go into this folder. Include anything that makes you feel good or reminds you of your own greatness. Keep this folder close at hand and on a regular basis take it out and look through it. Looking at your sunshine file will continue to remind you of the good things you are doing, how much people appreciate you, and the progress you are making. This file can also be very helpful when things get tough. Often in the midst of challenging times. we forget to appreciate ourselves. lronically, it's when things get difficult that it's most important to remember the good stuff and to appreciate ourselves.

Mike Robbins is a former pro baseball player who is an e.tpert in success, teunlwork and the power of appreciation. Reaclt hint at ( 92 5 ) 82 5 -2 3 1 9 or *'v,v'.nti ke -robbins.L om.

fiber glass insulation.

NoRTHERN CALIFoRNIA building material dealer Central Valley Builders Supply marked its 50th anniversarv recenllv with simultaneous celebrations at all four oi its locations. On July 15, yards in St. Helena, Napa, American Canyon and Woodland treated guests to barbecued hamburgers and hot dogs, salad, and binhday cake, and each gave away 50 raffle prrzes. On July 22, key customers and employees dined, danced and gambled lhe night away on a yacht cruise on San

Bright ldea For Hardware Store

Hrligh Acc Halclrvare. Sacranre nto. Ca.. installecl an ortsitc solal electric system that r'vill reducc clectt'ical usa-ec durirr-s pcak hours. help clccrcase harrlfirl crrissiorts. and savc thc store nlone) on cncrgy.

Thc systern covers 21.6(X) sq. fi. of rooltop. "Wc'rc very

Francisco Bay. Central Valley was launched in St. Helena in 1955 by Pat and Evy Patterson, with one forklift, one truck and three employees. The third generation of the Patterson family, Steve, has been president since 2004. In St. Helena, clockwise from (lower left) Scott Hart, Jenny Hernandez, Nicole Davis. (Top left) Historical display in the office. (Top center) Chef Steve Quatran, (Top right) Ramona Gibb, Nicole Davis and Holly Corna decorate.

pnrud tur be clcploling thc largest retail solat'at't'ay itr Sacranrcnto." saicl presidcnt Rich Lan'rcncc. "Wc rvanted ttl clcanly. efficicntly ancl cost cftectivcll' po\\'er ollr business."

Anothcr bonus is thc 11i652.386 rcbate the harclu'are storc rvill receirc lirrn Pacific Gas & Irlcctric's self-generation incentivc l)rogram.

Home Depot Clerk Charged

A cashier at Home Depot, Delano, Ca., is accused of embezzling $4,000. According to police, Yesenia

Alvarez, 22, was arrested and charged on suspicion of letting people take $4,000 worth of merchandise past her checkout stand withhout paying for it.

Sudohu

(Continued.from page 24)

AMD distributor members and guest distributors via a custom Web page.

North American Building Material Distribution Association will hold its 2005 annual convention and tabletop business session Nov. I 1-12 in Baltimore, Md. The convention was originally scheduled for New Orleans, on the same dates.

National Hardwood Lumber Association has rescheduled its 2005 convention and show to Oct. 3l-Nov. 3 at the Adam's Mark, Denver, Co. It was originally scheduled for Sept. l4l7 in New Orleans.

A highlight will be celebration of Anderson-Tully Lumber Co.'s 100 years as an NHLA member. The hotel will donate 107o of the revenue generated from NHLA room reservations to the Red Cross' hurricane relief efforts.

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

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

The solution is on page 4

The convention will open with a golf tournament at Del Mar National Golf Course. AWI's Architectural Awards Night will honor outstanding projects of the local design community. AWI's 2005-2006 president will also be installed.

Margaret Hope, Lions Gate Training, will discuss "You're Speaking, But Are You Connecting?" and Anne Towle-Mason. HR Source Consulting Inc., will explain how to "Find 'Em and Keep 'Em." Tours of European Panel Products and Quality Woodwork are also planned.

The last day will feature presentations by AWI members: Edward Brewer, Bruce Cody and Rick Kogler on "Learn, Earn and Return;" Joseph Sorrelli and Scott Nelson on "Contracts-Interpretation," and a panel discussion on safety.

Composite Lumber Manufacturers Association has been formed by manufacturers of composite decking products and accessories. Russell Snyder is executive director. Charter members are: L-P, Elk Composites, TimberTech, Green Tree Composites, and Epoch Composite Products.

The association is managed by the Kellen Co., Washington, D.C., (202) 20'7-0906.

products

The Driver's Suite

The Performance Driver Suite for Activant's Falcon software system gives lumber and building material dealers critical business information in an easy-to-use graphical layout.

gloss finish that cures quickly and resists chemicals.

The epoxy coating achieves full chemical resistance in as little as three days, compared to five to seven for regular epoxy floor coatings.

Low odor and VOC compliant in all 50 states, as well as OSHA compliant, USDA authorized, and EPA approved.

- Please contact (800) 631-5380 or vi sit www. garonpr oduc ts.c om

Storm Barriers

Vixen Hill offers the option of adding hurricane panels to any of their cedar shutters.

Wood-Wrapped Stairs

Contact Lumber Co. has added wood-wrapped stair components to its line ofnatural wood veneer products. The stair components, which include rails, skirt boards and newel

From a single dashboard, customers can monitor key business performance indicators-by date range, business region, or individual location-and take quick corrective actions to solve problems.

- Please contact (800) 678-5266 or visit www.activant.com

A Well-Dressed Bath

Delta's new Aged Pewter finish on the Lockwood bath collection offers functional and decorative pieces.

The panels are made of reinforced fiberglass and can be closed to keep

posts, are manufactured in lengths up to 16 ft., with a fingerjointed substrate that is completely wrapped in a choice of clear, real wood veneers: oak, maple, cherry, pine and fir.

- Please contact (800) 547-1038 or v i s it www.c ont ac t lumbe r.c om

Tough, Rugged Computer

DLoG Loeistics Inc. offers a rugged touch-sireen PC that can withstand tough conditions in the warehouse or outdoors.

Options such as a 3M Near Field Imaging MicroTouch screen provide high visibility even in bright environments. An optional heating capability allows the unit to operate in temperatures as low as -22F.

out storms and protect against damaging pressure changes. The shutters themselves are constructed of western red cedar in more than 18 styles.

- Please contact (800) 423-2766 or visit www.vixenhill.com

Greener Core Doors

Pieces include a rain can showerhead, matching lighting fixtures, and accessories such as towel bars.

- Please contact (800) 345-3358

o r v is it www.de ltafauc e t.c om

Super Floor

Fastcure floor coating from Garon Products provides an easy-to-clean

The core of each Agrifiber door manufactured by VT Industries is manufactured from renewable agricultural fibers such as wheat straw or sunflower hulls and bonded together with formaldehyde-free resins.

Each door is pre-drilled for hinges and face plates.

- Please contact (800) 827-1615 or v s it www.v tindu s trie s.c om

An internal storage battery is available for backup during power failures and for transportation from one vehicle to another.

- Please contact (410) 840-1982 or visit www.dlo g- lo gistic s.com

RELIABLY ST}TAIGHT:

Shimmering Glass Tiles

Off'ered in 4, colols. I-antastir is an iriclcsccnt glass tili-- tl'onr Hakatai Enternrise s.

[]r'cn in lo\ li_cl.]t. accuracv is suaranteecl to .(X)05" in all rvrlrking conditions.

lincl caps are macle o1' a soft clasl(rltlcr'. l(r l.titt itlc sllt'.k te.irtltttee.

Pletr.st, ( ()1t(t( t t26) t .l(t,\ )OOo ttr t i.sit wtrw.utt1tirt'It'IL'l.t rtrtI

Tinted To Match

DAP's SIDE Winclcr siclirrg ancl rvindou, scalant is nori packagecl in cartridgcs tintccl tu rratch thc scaler' coklr.

Thc polyrncr scalant is available in l2 colors to rlatch the nrost popular siding. rvirrclou' ancl cloor sicling on thc rnarkct. lt is tack free in lcss than 30 rnirrules. urrtl plirttlble irt jurt trio hours lvith lorv odor and virtualll' no VOCs.

- Plaose cotltuct (888) 327-8477 r t r v i s i t n'tt'tr'.tkt p.t: ont

Suitable fbr both interio| ancl cxtcrior applications. thc tile is availahlc individually and on mcsh-backcd sheets meiisuring l.l5 sq. ft.

- Pleusc ( ottt(r(t (51 I ) 552-0855 oi' r'r.rit wtrtr.lt tt ktt tr t i.ct tr t t

True Blue Accuracy

E70 is thc first box lcvcl in the Truc BlLrc protc'ssional scrics of tneasuring instrunrcnts lhlrn Ernpire Level Munul'actr.rli ng Clorp.

Absatuta tntagrity

Composite Connections

A pre-drilled nylon connector from CorrectDeck provides a clean look, increased stability with railing options, and ease of installation.

Designed in cooperation with Deckorators Inc.. a manufacturer of deck railing components, the DCL (dimensional composite lumber) connector provides a consistent color match with the rails and planking, adding to the deck's aesthetic appeal.

- Please contact (877) 332-5877 or v s it www.corre ctde ck.com

Wood Look Garage Door

Taylorwood combines the beauty of a wood garage door with the practicality of a maintenance-free finish, in sizes up to 18'wide and l2'high.

Made by Taylor Building Products Inc., the door is constructed of prefinished, wood-grained steel with a 8.3 R-rating and a limited lifetime residential warranty against rustthrough due to a failure of the finishlng process.

- Please contact (800) 248-3600 or v i s it www.tay lordoor.com

Super Composite Screws

Splitstop Titan III composite screws have been designed by Titan Metal Werks to eliminate pre-drilling, head-setting. and mushrooming.

The screws are guaranteed to fas-

ten correctly, even when dense composite boards are used in combination with softer joists.

- Please contact (888) 578-3273 or visit www.splitstop.com

Brainy Gutter Solution

Two oroducts from DrainBrain reportedly keep gutters and downsnouts clean and trouble free.

Gutter Basket is a perforated metal hood that fits over the mouth of a downspout, keeping out debris such as leaves, branches and pine needles.

Gutter Master is a lightweight, flow-through aluminum wand that extends to first- and second-floor sutters. Connected to a garden hose,-the wand can flush out debris without having to climb a ladder.

- Please clnrdct (866) 573-5058 or vis it www.drainb rai n.cu

The Premium Series* Hardwood Mouldings

The Saroyan Companies provide the highest quality hardwood products and custom millwork for the most demanding architectural and flooring applications.

Beyond "Streamline"The Premium Serieso hardwood mouldings, embellished mouldings, carvings, accessories, and flooring trims offer a complete, one-stop, solution to your customer's needs. There are over 300 in-stock moulding profiles, with many offered in eight wood species and flooring trims offered in up to 19 speciesl

Bringing it all Together * The new Premium Serieso products catalog is your complete guide to architectural trim. Five distinct Moulding Collections group mouldings and accessories together for solutions to today's diverse decorating styles. The Moulding Selection Cuide is an easy way to select mouldings that are appropriate for room size and architectural style. Over 110 illustrated room vignettes and installation diagrams provide a wellspring of inspiration to both the novice and professional. This complete, 218 page, color catalog is a reference your customers will turn to again and again.

Dealer inquiries are invited. Please contact us for details on our customer sales aids and in-store displays.

Saroyan Lumber Company, lnc.

6230 So. Alameda St, Huntington hrk, CA 90255 (800) 624-9309 Fax (323) 277-7249

www.Saroyanl"umber.com

Energy Saving Sensors

Vacancy sensors from Watt Stopper/Legrand save energy and comply with new energy codes for residential construction.

The sensors replace standard wall switches and use infrared technology to detect occupancy and automatically turn off lights after a set period of time. The CW sensor is for hallways, laundry rooms and garages. For bath and bedrooms, the CN sensor has an LED low-wattage nightlight to illuminate a small area when lights are off.

- Please contact (800) 879-8585 or vis it www.w att stopper.com

Quick Change Pliers

The ViperGrip Switch, a camassisted, self adjusting and locking pliers, has been introduced by IDL Tools International.

A patented switch lever capability allows users easy transition from locking to nonlocking, improving their ability to work more quickly and effectively. The locking position is for tough jobs like removing rusted bolts or clamping materials, the unlocking position for less strenuous jobs, such as detaching already loosened nuts.

- Please contact www.idltools.com

Racy Hand Tools

Klein Tools' limited-edition, twopiece performance set comes with a free T-shirt depicting the race car the company sponsored during the Indy.

Meet Cap Strano, one of the many reasons our customers and suppliers choose to do business with us. Our people listen. They're responsive. They're dependable. They're honest. They care about you and your business. And we have many of the products and services you need including Pyro-Guard and Exterior Fire-X, fire retardant lumber by Hoover Treated Wood Products. North Pacific. Taking care ofyou and your business.

Southern California Distribution, 800.647 .67 47 wwwnorthpacific.com

The set includes two heavy-duty Journeyman tools: long-nose pliers and a crimping/cutting tool with slim designs that work in confined areas. Both tools have dual-material handles for a more comfortable grip.

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

Transparent, Semi-transparent & Semi-solid Stains and Primers by Duckback, Gabot & others.

Clean, Modern Tiles

Arcadia glazed-porcelain tiles resist abrasion, chemicals and frost, in both interior and exterior use in commercial and residential projects.

From Great Neck Saw, the tools can be purchased individually or in gift sets.

- Please contact (800) 457-0600 or visit trww.greatnecksaw.com

Pi nt-Sized Construction

The Construction Go Belt from Lucon Kids helps foster a child's interest in construction skills.

Adjustable from 24" to 28", for

children 3 and uo. the belt includes a battery-operated drill, adjustable wrench, working tape measure, and safety light.

- Please contact (925) 634-4171 or visit www.luconkids.com

Bathing Blocks

Pittsburgh Corning adds a standard fit size its line of glass block showers,

Made by Vitra Tiles USA, the tiles have a modern look and are available in black, beige, and light and dark gray. Sizes are 12"x24" and 18"x18".

- Please contact (770) 904-6173 or v is it www.v itrakaro.com

High Tech Antique

Heritage Tools is a new line of classic wood tools that feature hardwood with brass trim for an antioue look. but are designed to today's high-performance standards.

in two glass patterns and eight colors. Once the pre-fabricated base and panels are in place. the project is completed by grouting the panel joints and installing a traditional shower door.

- Please contact (800) 624-2120 or v i s i t www.p i t t sburghcorn i n g.com

Hvbrid Particleboard

-Boise Cascade is manufacturing a new hybrid particleboard called Boise Select

A new grade of high-performance particleboard, the product can be substituted for higher-priced medium density fiberboard (MDF).

It reportedly has a higher internal bond, tighter core, and is constructed of smaller sized fibers.

- Please contact (208) 384-6610 or visit www.bc'.com

Wood Cabinet Options

Two new options from Canyon Creek Cabinet Co. bring the beauty of wood to the home.

Available with all paint and burnished finish treatments, a "sand-through-to-wood" finish mimics the natural wearing of painted wood. To further replicate the look of heirloom furniture, the new treatment can be combined with any of Canyon's distressing, glazing, or highlighting packaces to create a one-of-a-kind cabinet or island.

- Inside. natural wood veneers can now be added to the interiors of all Canyon cabinets. The veneer is finished in a natural-colored stain with a clear top coat for increased durability.

- Please.contact (206) 674-0800 or go online at www. canyonc ree K.cont

bits enable the user to stay on the job longer, spending less time- and money-replacing parts.

Both the 6-in-l and 9-in-1 versions feature thicker, heat-treated shafts to resist strippage. Special flanges under the handle anchor the shaft and provide superior twist resistance, while a comfortable, cushioned rubber grip helps ensure a firm grasp and maximum torque.

The precision-machined tips included in both sets further increase performance and life thanks to super-tough S2-grade steel construction.

- Please contact (800) 628-8810 or go online at www.lenoxsaw.com

Fewer Sidinq Seams

Grand Sierra sup-er long-length vinyl siding from Alcoa Home Exteriors delivers the nearly seamless look of cedar, but is virtually maintenance free.

Decorative Vinyl Trim

. CertainTeed has expanded its line of vinyl carpentry decorative trim with the introduction of the cornice molding and cornerpost cap and the bay window corner post. No painting is needed and a variety of low-gloss colors that conceal scratches is offered. The entire line of vinyl trims is covered by a limited lifetime warranty.

- Please contact (800) 233-8990 or go online at www.certainteed.com

Don't Strip While You Drive

Lenox All-in-One screwdrivers feature sturdy construction, highlighted by thicker-walled shafts and high-grade steel bits. Longer lasting, strippage-resistant drivers and

At 25'6", the siding creates 667o fewer seams than standard 12'long panels and33Vo fewer seams than 16'8" long panels. A reinforced nail hem gives higher wind-load resistance, and is certified to withstand 190-mile-per-hour winds.

The panels are offered in a variety of styles and colors.

- Please contact (800) 962-6973 or go online at www.alcoahomes.com

the

Water Catchers

Subsurface olastic chambers from Cultec Inc. ar-e designed to meet a

variety of applications for residential stormwater, septic and wastewater reouirements.

Besides requiring less land area than conventional methods, subsurface chambers are lightweight and typically do not require a stone backfill-offering simpler, faster installation.

The company also sells filter fabric and polyethylene liners.

- Please contact (800) 428-5832 or vi.sit www.cultec.com

Heavy Duty Adhesive

Ultra Duty Poly from Liquid Nails is a moisture-curing, polyurethanebased construction adhesive.

Cedor Products

The product reportedly has exceptional heat resistance and flexibility at low temperatures.

Suitable for both interior and exterior applications, the high-solids formula is virtually odorless and provides maximum durability and little shrinkage on a variety of substrates.

- Please contact (800) 634-0015 or v i sit www. liquidnails.com

Removable Hinge Cover

A magnetic cover for door hinges from CBMS Inc. makes door painting easier.

The cover eliminates the need to tape or remove hinge hardware before painting. The two-piece cover attaches in two steps, leaves the door functioning, and is completely reusuable.

- Please contact (770) 965-5061 or visit www.cbmsinc.com

Sturdy Worksite Storage

The ShockMaster toolbox from Stanley is designed to withstand toush worksite conditions.

Four Sofprene feet function as slipresistant shock absorbers, allowing the toolbox to stay put on uneven work surfaces.

Constructed of high-impact resin, the 4x4 box is a lightweight solution for storing tools of all sizes. Two aluminum latches fold down to securely lock the contents.

- Please contact (800) 782-6539 or v i sit www. s tanl eyw or ks.c

Competitive Intelligence

(Continued from page I8) such as fliers, to draw new accounts, and sponsors in-store how-to sessions (faux painting to deck building) to keep 'em coming back. And during the town's annual Cherry Blossom Festival, the company sponsors a booth, with demos of techniques and coupons. "We like to get our name out," Megan astutely notes.

But the most effective tool to turn first-timers into repeats is customer service. "People come in with lots of questions, don't know where to begin-and our staff has the knowledge they're looking for," she says. "We send them to courses everywhere, from Kansas City to Tulsaanything to help keep up with the times. That's a large part of our business. We know people's names; we visit with them.

Maybe that's a sign of a woman at the helm. But, a la Rodney Dangerfield, it can be hard to get respect. "Sometimes it is," Megan admits with a chuckle. "A few guys will say, 'l'll just wait and talk to Joe.' (You see them in the plumbing

department, completely lost, but they're not about to ask.) Yet we have so many women working here that our regular customers just laugh. Those guys have leamed that we know what we're doing."

Any grief over being the boss' daughter? "It isn't too bad," she allows. "I don't just sit around."

And what about the fifth generation? Megan is grooming her l0year-old son, who's already got a broom in his hands and checks orders on the store's computers. "Right now, he says ,'yes,"' says Megan. "We'll see."

- A former ah,ard-winning LBM trade maga1ine editor, Carla Waldemar writes frequently on the lumber and building material industry. Contact her at cwal dema r @ mn. r r.com.

BC WOOD hosted a GlobalBuyers Mission Sept. 15-17 in Whistler, B.C. (1) Canadian Economic Minister of Trade Stephen Owen, BC Wood president Roy Manion. (2) Peter Elkington, Tina Appler, Bob Elkington, Shane Carphin. (3) David Hughes, Kiyo Hagiwara, Stephen Chen. (4) Brittany Mowat, Tammy Huston, Barbara Mowat, Kandice Johnson. (5) David Hampton, Steve Lynn. (6) Charline & Garcy Ellickson. (7) Lorena Christensen, Thom Wright. (8) Daryl Holmes, Agatha Alstrom. (9) Brian

TnB Mnncnanr Macazrr,sn OcroeEn 2005

Helem, Steve Power. (10) Dave Baxter, Jayson Bains. (11) lan Wright, Dennis Wright, Ted Ellis, (12) Trevor Firth, Dustin Woods. (13) Don Thomson. (14) Jim Sheehan, James Lucas. (15) Harman & Sukhi Lidder. (16) lan Sang, Don Danka, Dave Rollins. (17) Scott & Jody Boates, Tom Potts. (18) Gary Reid, Bill Paton. (19) Krista Nicol, Darin Steel. (20) Keith Caldwell, Don Stack, Philip Caldwell, Harald Mischke, Bill Sainsbury. (More photos on next page)

2005 GLOBAL Buyers Mission (continued from previous pages)drew purchasers Jrom around the world to discover new sources of wood fiom Canadian manufacturers. (1) Doug Carl, Tony Pistilli, Canadian Minister of Forests Doug Konkin, Chrib Pistilli (2) Dave [lcGuire, Juan-Carlos Munoz. (3) Dgv.q & Laverne Holland. (4) Pat Thiessen, Ranjit Canagaratnam, Debbie Northorp. (5) Norma Reader, Steve Roscoe, Kevin Beav-eridge. (6) Aldy_Dtury, Pete Hilton. (7 Takesan Fukuda, Yoshi Nakano, Yang H.S., Hiro Takane, Kevin Lainchbury. (8) Dave McGuire, Tom Taggart, [iarcia Browne, Lisa LePage. (9) Paul Dauphinee, Norm Starling. (i0) Graham Savage,tludley Glid-den, Barb Touchie, Ted Taggart. Brand-on' Harvey. (1 1) Judson Beaumont, RandiWalker, Daryle Holmes. (12) Rob Cook, Dwighi Smith, Geoff Johnstone. (13) Bryan Reed, Ken Duies. 1il1 Rick Buchdls, Bob Holm, Brian Hawrysh. (15) Roberto Flores, Genaro Garcia, Francisco Perezgavilan, Juan-Carlos Munoz, Agustin Puente Cardenas.

=-r."-!ryn*;fi .ff

F,*+ .p, a:4 9

LEWIS COUNTY Forest Proo.rcts reld an open ^ouse Aug.26 at stster mill Mason County Forest Products, Shelton, Wa (1)Jim Page, Denny Miller (2) Jim Talley. Parm Sanghera. Paul Cheatham, Stu Beltesworth, Howard Raff (3) Scott Karch, Bill Simmons. (4) Phil Judson, Guy Stolzenburg. Rich Halsten, Jeff Brady. (5) Blake Salamon, Michael Lortz. (6) Matt Miller, Ken Mil er. (7) Marv Faughender, John Nebel, Mark Nebel. (8) Lola & Bob Axelson, Matt Matayoshi. (9) Fred Nyman, Tom Leeds. (10)

Michael Seeds, Rex Klopfer, AlLan Hurd. Rick Deen. (11)John Lindberg, Bruce Stuwe, Rusty Hampton, Raymond Cheung. (12) Stan Doi, Bill Dahms, Greg Hillier (13) Calvin Dumonceaux. Dick Komori, Phil Johnson. (1a) Mike Fish, David Weed (15) Patrck Raymond, Bruce Carver. (16) Chuck Chambers, Lyle Barker, David Stroble, (17) Paul Owen, Dustin Cundif{. Chad Cund ff (More photos on next two pages)

house f or Lewis County (continued from previous naoe)

(l) George Caie, Doug Nielson, Norm Schaaf. (2) Ron Liebelt, Dennis Buttice, Steve Kimery.

(3) Peter & Laura

Howe. (4) Harry

H'Ji',ir,,*$i.,T,?,'&

WE TREAT WOOD RIGHT... QUALITY PRESSURE i TREATED WOOD

RBOLT wOOn TnnArtXC

Treating Services Only (TSO)

ACQ . Chemonite (ACZA) . CA-B

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

Custom Millwork - Patterns in Softwoods & Hardwoods - Custom Runs of Paint Grade

Poplar Mouldings a Specialty

Mouldings - Siding - Trim Pieces

Wholesale Lumber - Redwood - Uppers

Douglas Fir - Pine - Hardwoods - Western Red Cedar

Staining (Browntone) Custom Cutting

' Rail Siding (BNSF)

Container Loading

Drying Services Heat Treating

Ag Products, Guard Rail, Engineered Products, Large Timbers

Poles, Plywood, Lumber & Cooling Tower Material

CBNrnAr- CAr.rronNtl Loc,q,rroN 3400 Patterson Rd. (P.O. Box 890), Riverbank, Ca.95367 (800) 826-8709. Fax 20e-86e-4663

thunderboltwood@yahoo.com

S,lcnlnpnro. Ca.. Sa,lns Orncp

1400 Orchard Hollister, CA 95023

(831) 636-3399 . Fax 831-636-3335

Bob Palacioz, Sale slMarketing Manager (9 16) 402-3248. bobpalacioz@ sbcglobal.net

Gassner. (5) George Coulter, Dave Callantine, Jake Hambleton, Jim Hambleton. (6) Melody Rice, Norm Reitner. (7)Jason Robbins, Brianlzzi.

(8) Durk & Denise Gunderson. (9) Roger Ainsworth, Ray Lizotte. (More photos on next page)

STUDLY EVENT (contlnued from previous pages) featured a golf scramble, card tournament, BBQ and tours oJ Titan and Regal stud mill and Titan cuttings mill, (1) Myron Metcalf, Walt Shearard. (2) Jerry Bailey, Casey Black, Teresa Loo, Kevin Lyle, Duane Evans. (3) Danielle Priest, Byron Hinners. (4) Rachael Pruitt, Buck Hubbert, Lete Robinson. (5) Dwan Bowen, Tim Larson. (6)Jay Hupp, Richard Knight, Dave Bayley. (7)Jefl Phipps, Paul Shefler. (8) Peter & Karissa Aleskus, (9) Clyde Ramsey, 60 TnB MnncnnNr Ml.clzrNp Ocroaen 2005

Dennv Miller, Dave Bamsey. (10) Gary Newman, Bryan Borovee. (11)Bret Morfin, lrv Beeson, fen Cainirt.'(t2)Scott& Kelli P-erkins, Win Beck. (13) Mike Elich, Erik Swanson, Anthonv Miller. (14) Joel lsaacson, Jim Woodfin, Charlie lsaacson. (15) Calvin Hewitt, Stah Eastberg. (16) Mike Mischke, Sarah Baugess, Luenna Snider, Kathy Woodfin. (17) Bill Simmons, Jason Jensen. (16) Cody Smith, Randy Johnson, Dan Winkle, Ken Carhart. (19) Dale Henningsgaard, Lyle Barker.

Dean Swanson. 80. co-founder of Superior Lumber (now Swanson Group), Glendale, Or., died Sept. 19 in Grants Pass, Or.

Mr. Swanson and his brothers established the company's mill in 1951. Today, the Swanson mill employs 400 and is the only mill left in Glendale.

He visited the mill for the last time Friday, Sept. 16. Until he suffered a stroke two months ago, he still came to work four to five times a week, despite being confined to a wheelchair for the last several years due to multiple sclerosis.

Hank Monje, 77, co-founder of Monje Forest Products, Portland, Or., died of lung cancer Aug. 26 in Sedona. Az.

Mr. Monje and his son Jim founded the company in early 1983 to ship building materials to Hawaii and other Pacific islands.

After he moved to Sedona, he continued to work from home on a few of his favorite accounts.

Dan Hogan. 78. lormer vice president of the distribution business of Boise Cascade Corp., Boise, Id., died Sept. 2 in Boise.

Mr. Hogan joined Boise Cascade in 1948 and worked there 38 years before retiring in 1986. Under his direction. the company grew to nine wholesale and 100 retail operations.

Jerry Williams, former co-owner of Valley Bestway, Spokane, Wa., died July l8 in Spokane.

In 1934. Mr. Williams went to work for the Horsely Brothers Lumber Co. in Spokane. ln 1942, he joined Boise Payette Lumber Company, Payette, Id., as assistant manager. One year later, he transferred to Wendell, Id., as a branch manager for the company.

In 1948, he opened his own lumber store in Wendell. He sold the store to Boise Cascade Corp. in 1955 and joined Boise as an employee. He transferred to Spokane, Wa., in 1959 as district manager of all Boise's retail yards in eastern Washington.

In 1968, he and two partners purchased Beltway Building Center from Boise and renamed it Valley Bestway. A new truss plant was added in 1969.

Mr. Williams retired in 1982 and

served six years-two as chairmanon the Spokane County Planning Commission.

Wayne Anderson, 89, founder of Woody's Olympia Lumber & Millwork Co., Olympia, Wa., died Aug. 26 in Olympia.

He founded the business in 1950, which became one of the first truss manufacturing facilities in the state. In 1979, he sold the business and retired, but assumed control a year later when the new owner had problems. In 1985, he sold the company to Bayview Building Materials.

As a county commissioner for Thurston County, Wa., during the 1980s, Mr. Anderson helped establish

building and land usage codes. He was also a member of the Western Building Materials Association for more than 40 years.

Richard 56Dick" Eymann, 86, former personnel manager at Weyerhaeuser's Springfield, Or., mill and a former state legislator, died Sept. 26 in Springield.

Mr. Eymann served as an airman in the South Pacific during World War II. After the war. he returned to Dartmouth College for his MBA and then moved to Everett, Wa., to work as a payroll clerk at Weyerhaeuser. When Weyerhauser opened its Springfield mill in 1949,he was pro(Please turn to page 63)

INDUSTRIAL WOOD PRODUCTS SALES

Universal Forest Products is seeking an experienced industrial salesperson for the company's Riverside, Ca., facility. Candidates must have comprehensive knorvledge of industrial sales processes. We need a highly motivated, self'-starter, willing to do what it takes to land new business in a fast-paced competitive environment. Generous salary and benefit package 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 tgaflney@ufpi.com or Fax to 951-826-3013. All replies will be kept strictly confidential. Universal is an equal opportunity employer.

HARDWOOD SALES MANAGER

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

Rates: 20 words for $25, additional words $l each. Phone number counts as one word. address as six. Headline or centered copy, $8 per line. Private box or special border, $8 each. Column inch rate: $50 camera-ready, $60 if we set the type. Send ad copy to Merchant Magazine, 4500 Campus Dr., Ste.480, Newport Beach, Ca. 92660,Fax949-852-0231, dkoenig@building-products.com, or call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline for copy: lSth ofthe previous month.

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

Store/merchandise front facing for viewing or left to right for product selectivity

Sotre stock in the warehouse or display windows in the showroom A n rSoo-992-2824

-KRAUTER STORAGE SYSTEMS

www. krauter-storage.com

CLASSI FI ED ADVERTISING Order

Obituaries

(Continued from page 61)

moted to personnel manager and hired all the workers for the new mill.

He left Weyerhaueser in 1958, after being elected to the Oregon legislature. During his 12 years of public service, he helped pass landmark legislation that included Oreson's landuse planning law.

Dan Froehle, 73, former sales manager at South Coast Lumber Co. & Affiliates, Brookings, Or., died June 14 in Gold Canyon, Az.

In the early 1960s, he moved to White City, Or., as sales manager of Med-Ply. Previously, he had represented the company in the Phoenix, Az., area. He then worked for Hearin Lumber, Portland, Or. In 1981, Mr. Froehle became sales manager at South Coast. He retired in 1996.

Jay Neal Wright Sr., 52, owner of now-defunct North Valley Lumber & Truss Co., Oroville, Ca., died of an apparent heart attack Aug.25.

Mr. Wright operated numerous framing businesses and in 1995 acquired Las Plumas Lumber Co.'s Oroville yard, renaming it North Valley. He closed the yard in 1997. Earlier this year pled guilty to multiple counts of insurance and tax fraud.

Tony Salel, 93, a pioneer in the West Coast hardware industry, died Sept. 25 in Oakland. Ca.

After working in sales for U.S. Gypsum, he opened Foothill Hardware. Oakland. Ca.. in 1947. With 25 other San Francisco dealers, he cofounded Western Wholesale Hardware, a buying group that later merged with Ace Hardware.

Over the past 50 years, he bought adjacent parcels of land and increased the store's size to 65,000 sq. ft. In 2000. he became a Do It Best dealer.

John Calvin Jureit, 87, inventor of the Gang-Nail connector plate, died Sept. 9, from head injuries suffered in a fall at his home in Stuart, Fl.

Mr. Jureit studied engineering at Georgia Tech and filed more than 60 construction-industry patents. By 1955, he had perfected his connecting device, which required no nailing, gluing or drilling and revolutionized the roof-truss industry. The company he started to market the invention, Gang Nails Inc., went public in 1961 as Automated Building Components. It now goes by the name MiTek.

Product Sales Co.

Saroyan Lumber Co

Swaner Hardwood,.

Toal Lumber C0......

U.S. B0rax..............

uide Sounrm Cntronul

953-5350

945-3889

zaz-s+oo

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

ORANGE COUNTY & INLAND EMPIRE

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

Anaheim Millworks. ......(714) 533-9945

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

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

Bear Forest Products...,....,. (877) 369-2327 (909) 7 27 -17 67

BMD (Vernon) ......(877). 587-4137

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

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

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

California Lumber Inspection Service............(71 4) 962-9994

C&E Lumber C0.,.,, ...,..(909) 624-2709

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

Fontana Wholesale Lumber, Inc. ..................(909) 350-1 21 4

Gold Star Transportation, Inc.......................,(951) 808-9500

Golding Sullivan Lumber Sa|es.....................(714) 557-555'l

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

Hampton Distributi0n..,.,..,.,,...........,.....,........(949) 752-5910

Highland Lumber Sales..................,,.,.,.......,,17 1 4) 778-2293

Inland Timber C0.... ......(909) 783-0470

International Foresl Products........................(909) 627-7301

Kelleher C0rp......... ......(909) 360-1880

Kelly-Wright Hardwoods................................(714) 632-9930

North Pacilic-So. Ca, 0istribution,.,......,.,,....,(800) 647-6747

Oregon-Canadian Forest Products...............(7 1 4) 637 -2121

0rePac Building Products.............................(909) 627-4043

Pacific Wood Preserving...............................(7 1 4) 701 -97 42

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

Britt Lumber C0....... ................(707) 444-9666 ,.,,..,,..,,..,.(7071 822-1779 ..........,.....(707) 268-3000

Simpson Timber Co

BAKERSFIELD

Pacific Wood Preserving 0f Bakersfield ........(661 ) 833-0429

CLOVERDALE Allcoast Forest Products.............................007\ 894-4281

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

FORT BRAGG

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

FRESNO

DIiIK-Pacific............. ......{559\ 225-4727

OrePac Building

C^ph put -

guide

FERNDALE

Plcnc llonrnwrsr

ROSEBURG

WASHINGTON

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

SEATTLE / TACOMA AREA

APA-Engineered Wood Association........,,,..(253) 565-6600

Boise Distribution (Woodinville).....................1425], 486-7 477

Buse Timber & Sa|es.....................................(800) 305-2577

Capital Lumber Co, ....]\253\779-5077

Golding Sullivan Lumber Sa|es.....................(360) 681-7444

Kelleher Corp, .....,......,,(206) 735-5780

Lumber Products..... .....(800) 677-6967

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

OrePac Building Products.............................(253) 582-9500

Screw Products lnc, ..,.,.,.,.,.,.,.,.....,......,.......,(888) 888-3306

Simpson Timber Co ......(206) 224-5000

Welco USA............. ......(360) 651-1500

Western Wood Preserving C0.,..,...,,.....,.......(800\ 472-77 1 4

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

Weyerhaeuser StructuMood.,.,.....................(800) 523-0824

SPOKANE

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

Boise Distribution (Yakima)...........................(509) 453-0305

Capital Lumber Co.. .....(509) 892-9670

Colville Indian Precision Pine Co. (Omak)....(509) 826-5927

coos Head Forest Products..,.......................877\ 922-2213

Lumber Products..... .....(800) 926-8231

orePac Building Produc1s.............................(509) 892-5555

Weyerhaeuser Co, .......(509) 928-1414

Yakama Forest Products....(509) 874-1163 (509) 874-8884

VANCOUVER

Allweather Wood Treaters (Washougal).......(800) 777-8134

Boise Distribution,.. ......(360) 693-0057

K Ply, Inc................ ......(800) 426-7017

Savannah Pacilic C0rp..,.,.,(360) 254-8248 (800) 980-8540

BEND

OREGON

Plateau Forest Products 11C........................(800) 733-8801

COOS BAY/ NORTH BENO

Conrad Forest Products,...,.(800)

C&D Lumber Co, (Riddle) .,,..,,...,..,,..,...........(5411 87 4-2241

Herbert Lumber Co. (Riddle).........................(5411 87 4-2236

MONTANA

Rocw lUloumlns

BILLINGS

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

Lumber Products..... ......(406) 522-0435

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

DENVER

COLORADO

All-coast Forest Products...(800) 332-8977 (303) 761-9882

Allweather Wood Products,...,....,..,..,..,,.,.....,{800) 621-0991

Boise Distribution.... ......(303) 289-3271

Capital Lumber Co.. ......(303) 286-3700

Fyrewerks Inc.....................(888) 955-3973 (303) 255-3717

OrePac Building Products.,...,,......................(303) 363-1300

Protecto Wrap C0..,. ......(800) 759-9727

Western International Forest Products..........(800) 776-5556

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

GRAND JUNCTION Boise Distribution....

Lumber

Rosboro Lumber...,..

Weyerhaeuser

MEDFORD / GRANTS PASS

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

Lumber Products..... .....(541) 773-3696

Norman Lumber C0............

Pacif ic Wood Laminates..... .................(541 ) 535-3465 .................(541 ) 469-4177

Swanson Group Inc..................,.......,............(541) 935-3010

..(541 ) 474-3080 ..(s03) 472-31 95 ,.(800) 523-2052

..(503) 434-5450

c; ir1oi''r,j.

GREATER PORTLAND AREA

..15411 926-7771

Adams Lumber, Inc,............(800) 298-4222 (5031 245-1796

American International Forest Products........(800) 366-161 1

Buckeye Pacilic LLC ....(800) 767-9191

Collins Pine C0...................(800) 758-4566 (503) 227-1219

Hampton Lumber Sales C0...........................(503) 297-7691

KLC International................(866) 552-4685 (503) 699-8685

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

OrePac Building Products.,.,.,.,......,......,,......(503) 682-5050

Pacific Wood Preserving...............................(503) 287-9874

U.S. Metal Works,..,....,.,.,.,.(800) 523-5287 (503) 668-8036

Westridoe Forest Products.........

277-9737 ...(877) 235-6873

For more information front advertisers, use FAX Response numbers in brackets,

Activant Solutions Iwww.activant.com]

Allweather Wood Treaters [www.allweatherwood.com].

Finnforest USA [www.finnforestusa.com] .......................Traders Market 35

Fletcher Wood Solutions [www.tenonusa.com] ..........,.,..Traders Market 20

Fremont Forest Group [www.fremontforestgroup.com] .....................26

Geodeck [www.geodeck.com] Traders Market 26

J.M. Thomas Forest Products.......... 61,64

Keller Lumber Co.

Kelly-Wright Hardwoods Iwww.kelly-wright.com],.........,...................36

KLC International Iwww.klcint.com].......,..........,....,................Cover III

K-Ply Iwww.kplyinc,com] Traders Market l8

Krauter Storage Systems [www.krauter-storage.com]...rraders Market I I

Lewis County Forest Products [www.titanstuds.com]....Traders Market l3

Lumber Products Iwww.lumberproducts.com] .,..................................55

M&M Builders Supp1y.............. -.,,,....54

McShan Lumber [www.mcshanlumber.com]......,....-.....Tradere Market 36

McKenzie Forest Products [www.mckenziefp,com] ......,Traders Market l9

Mid-State Lumber [www.midstatelumber.com],....,......,Traders Market 30

Mary's River Lumber [marysriverlumber,com].............Traders Market 35

North Pacific [www.northpacific.com] .........,..-.-Traders Market Cover IV

Nordic Engineered Wood Products [nordicewp.com] .,..Traders Market 22

Norman Lumber Co. [www.normanlbr.com] ............65

North Pacific Lumber Co. [www.north-pacific.com]...........................50

Pacifi c Coast Wholesale Hardwood Distributors Association [www.pcwhda.com] ................,. ..--...-..-...--.........37

Peterman Lumber Inc. Iwww.petermanlumber.com]..........................28

PostSaver USA [www.postsaverusa.com] Traders Market 6

PowerWood Iwww.powerwood.com].,..,...,...,......,.,....,.,...Tradere Market 34

Co. Iwww.drjlumber.com],...,,...,Traders Market 33

El & El Wood Products [www.elandelwoodproducts.coml.................27

Epoch Composite Products Iwww.evergrain.com] .................................4

Fontana Wholesale Lumber Iwww.fontanawholesalelumber.com] ...29

Forest City Trading Group Iwww.fctg.com].............,...,....Tradcrs Markct 5

Celebrating over 35 years of fine hardwood man ufactu re a n d d i stri bution

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

.Hardwood Lumber/S4S

. Hardwood Plywood

Hardwood Moulding

Custom Hardwood Flooring

5 West Magnolia Blvd., Burbank, Ca. 91502 Fax 818-846-3662

(8OOl 368.1 108

PrimeSource Building Products Iwww.primesourcebp.com]..............39

Product Sales Co........... .........................4

Progressive Solutions Iwww.progressivesolutions.com] .,...,....,,...........31

Railway Express Iwww.railwa;zexp.com]...............................................26

Redwood Empire Iredwoodemp.com] .............Cover II, Traders Market l7

Riley Creek [www.rileycreek.com] .........,...,,.....-...-........Traders Market 32

Reel Lumber [www.reellumber.com]...,...,...,. ..............51

Rosboro [www.rosboro.comJ

Roseburg Forest Products [www.rfpco.coml ..,.....................,...............19

Safer System, The [www.lumberbuddy.com] ......-...--...-Traders Market 7

Saroyan Lumber Co. Iwww.saroyanlumber.com] ................................49

SierraPine [www.sierrapine.com]...........,... ....,.............25

Sierra Pre-Finish...................... ........,,..50

Sunbelt [www.sunbeltracks.com] .,........ .......................23

Swaner Hardwood Co., Inc. [www.swanerhardwood.com]..............,..66

Swan Secure Products Iwww.swansecure.com] ......................,.......35, 52

Swanson Group Iwww.swansongroup.com1...,..,.........,.,.,...,....,,.......,,,.15

Thunderbolt Wood Treating ...............59

Toal Lumber Co...........,.....,... ..............61

Tolko Industries [www.tolko.com]..,.................................Traders Market 25

Van Arsdale-Harris Lumber Co................,..., .....,,.......24

Welco USA Iwww.skookumlumber.com]..,...,..,..,............Traders Market 27

Western Red Cedar Lumber Association [www.wrcla.org] ..,............................................Tradem Market Cover III

Western Woods Inc. Iwww.westernwoodsinc.com]....,.,.,Traders Market 24

Weyerhaeuser Co. [www.weyerhaeuser.com]. ..............3

Woodfold-Marco Manufacturing Iwww.woodfold.com]...,....,......,,.....38

WoodSmart Solutions [www.bluwood,net],...,..,..,...........Traders Market 16

Yakama Forest Products Iwww.yakama-forest.com].....rraders Market 38

ffi*ffiffi#ffitr{sf ff

In our damp Northwest

than decay or

Klear Choice treated lumber products are perfect for trim, sidings, end boards and fascia.The Klear Choice brand also includes the TimTech lnternational 20 year warranty against decay & insect attack, underwritten by one of the world's top 25 insurance companies.

KLear Choice lumber products are manufactured in New Zealand and carefully kiln dried before being vacuum pressure impregnated with TimTech AZUSTM, an environmentally friendly, highly effective wood preservative and water repellent

The answer is found in the sustainable, renewable Radiata Pine forests in the Land of the Long White Cloud New Zealand. containing no nasty chemicals or heavy metals.

TimTech AZUSTM wood preservative is approved by the NZ Environmental Resource Management Authority (ERMA),the NZ Timber Preservation Council (TPC) and by the American Wood Preservers Association for Use Category UC2 & UC3.The non toxic active ingredients are recognized by the US Environmental Protection Agency (EPA) and exceed the penetration & water repellency requirements for the Windows & Door Manufacturers Association.

The LOSP treatment process has been used successfully in UIG Europe, Australasia & South Africa for over 30 years

climate Mold, like rust, never sleeps. It's quietly growing on your house, often causing more problems insect attack,