Merchant Magazine - October 2006

ilevel Structurwsod tdge Gold Panels

Uniform. Consistent. Flat. That's what you get with Structurwood Edge Gold Floor Panels. They install fast with a tongue-and-gr00ve fit. The proprietary wood-resin blend resisls edge swell. Add the reduced build time v;ith superior service from iLevel-the new business from Trus Jclst, Structurwood and Weyerhaeuser- and you've got a panelthat blows your expectations away. Learn m0re at iLevel.cottt, or call 1-888-iLevelS (1-888-453-8358).

Trus Joist * Structurwood * Weyerhaeuser

Del

With a nationwide network of 34 fully stocked distribution centers, and a fleet of more than 2fi) trucks, you can be assured that you will always have what your customers need - the biggest names in building products - when they need it.

That's what makes PrimeSource@ the leading nationwide distributor of building rnaterials for the residential, industrial, new construction and remodeling markets.

To learn more about how our custom programs, competitive pricing, and timely delivery can cover your needs, contact us at 80O-676-7777, or visit primesourcebp.com. PrimeSource - global reach, hometown service.

floor to ceiling.

Solid hordwoods remoin desiroble desoite inroods by olternotives.

a..rtt. !3 tadaarr !ld.+ IEICtr Id.-d

(W Ftta*n efrV Aol.b tEsg s6ncs fp Ers PUEllSllER Alan Oakec {aioakes@ad.cqn)

ruEUSllER EIERIIIIS t]avilQt0et

ED|IOR Davitl(6*l (d<oeti;@bukf qarodrctlcan)

ASSOCI IE EIf,TOR lQr€n Oobails (ldeb*@h*f E{.otuts"cm)

OOIIHEUING EUTORS

D'ddrt Curat, Ca& Waldem{, Royful€sorl

ADSAI,ESIAf, cEn ftdOasoy (ccasey@h*hgflodrb.com) qRCUt TlOl tl€drtKery (hla{y@ h*f Eflldrb.corn)

ADM TRAilN MECIOR,|SEffiIANV Mari6 qes (m$ekes@d.cn)

How to Advertise

Condcrdrddpdlbbr-r:

WEST, IDWEST, SOUIHEASI: ftrd( Ccey, N€rport Beacf', Ca; (99) ESIMOS; Far gl9 852{41 1 ; Emal ccasey@hdtfp4tod$.on

M)fiIHEASt: Paul Mummdo (NJ.); 0:n) e 8'fflil; Fax 732-899-278i Email mummolop@ coflrcastn€{

How to Subscribe

Contrct lleahlr d (910) 852-lS

U.S.: t yea (12 isers), 118; 2 yen, 9; 3 y€an, $10

F0REIGN (Per year pail h ad/are h tls tuinb): taS |c Canda ad t exbo, $60 b d dpr ounties; Air rdes abo ara*.

Snrc[E OOPIES: $1 + Jgfig; Bdr isen (wtpn awilaHe), t5 + SiDirg wwr.bulldlqarcdrctaom

Do I really want to work here-or there?

There are those companies that seem to just turn over their staff and management on a regular basis. As a service provider to several such companies in our industry, rvhere relationships are crucial, I knorv how difficult it can be to start over again every two or three years. However, I also think about those left behind working in such companies. and what they face.

When anyone with any tenure leaves a company, a knowledge bank leaves with them. When the whole staff turns over, well, you can imagine. I think the challenge of finding a good company to rvork for is really difficult today, as in most companies the only constant is change itself. Unfortunately. I am sure I am not alone in having made a couple of bad decisions with companies I have joined. In those cases, I just did not heed my gut feeling-or the warning bells flashing in front of me. Nothing was necessarily wrong with those companies. They were just not a fit for my talents or the way I do business.

I am often asked if I think someone would be a good fit for such and such company, but I have learned the hard way that what seems right today can quickly sour tomorrow and I would hate to help either a company or an employee make a wrong choice. I have never quite fathomed out whether rvorking for a good company and a bad boss is bet-

ter than working for a bad company and a good boss. I think the one overriding issue I rvould consider today, apart from the money equation. rvould be "Can this organization be trusted?" That can only be gleaned from rvorking at a company. or by really researching a company you want to join by asking the people rvho already rvork there. In the past. I have been guilty of not doing enough due diligence. I have also learned that the grass is not always greener somervhere else. and that for those extra dollars there rvas a price to be paid.

Trust is earned by saying tvhat you mean and doing what you say. Simple theory, but unfortunately, in my last five years of corporate life before coming to this company, I did not see much of it. My experience in later years was that companies say one thing but do exactly the other. Our greatest asset is our people. they say, but ar the first sign of trouble they lay them off or send their jobs overseas or to untrained rvorkers elservhere. They tell their staff to take risks and then nail them for doing so rvhen they do not rvork out. As my last column suggested. they talk about stretch budgets, but then nail them rvhen they are not reachedeven if the end results rvere still good. They talk about customer service. yet they rvill ship inferior product. not ship on time. or follorv up rvhen there is a problem. And

to get the forecasted numben all sorts of tricks are pulled. They tolerate individuals rvho I have seen drag rvhole departments dorvn. and rvho do not espouse core values, yet keep them because they hit their numbers. As I write this today. one large company (not in this industry thankfully) has laid off 400 people by email-a sign of the times.

When dealing rvith individuals. the air in many companies is full of halftruths and lack of candor. The message changes constantly. and mixed messages are rvhat leads to distrust and apathy. I have been fortunate to work with bosses rvhose every rvord or deed I could trust, and unfortunately have rvorked rvith bosses rvho could not be trusted. The difference in rvorking atmosphere rvas quite clear. The difference in performance rvas markedly different as rvell. Getting trust from your employees is not rocket science. The key is saying what you mean and doing what you say rvith the utmost integrity.

To those looking for a different job. pick your new company rvith great care. When you intervierv. arrive early. Take note of the environment around you. Listen to horv staff is handled or horv calls are placed. Look for smiles as people pass through reception or head for the break room. The manner in rvhich everyone acts is a clue as to horv the rvhole company works. It is just like dating: compatibility is an essential part of rvhether you see that person again. It should be top of the list when deciding rvhere you rvill be spending the better part ofyour rvaking day. In the end. it is not about money.

It is rvhether you believe you can fit in culturally. be yourself. and not pretend to be something you are not. Money is great. but I rvould prefer to earn less anci be able to arrive each and every day rvith a smile on my face. and feeling appreciated. It took me an arvful lot of pain to learn it. and in the end. I should have Iistened to mv sut!

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''",ff"?'iffiffi3fo"JJ3,'"',i*X'fJ"'I",'1'XJl''ij.'j3'"h1ffij,I:J?n'ffTI::fj

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 SAFE CHOIGE!

Comply with ISPM 15 through Heat Treating

ng service is the choice in 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.

Hardwood millwork adds style from floor to ceiling

nO YOUR customers' fireplaces need a face-lift? Are Lf their walls looking drab? If so, there are plenty of simple ways you can help them create their very own look using solid hardwood moulding.

When the questions start coming, pass along this advice from the American Hardwood Information Center:

Can l "stack" stock mouldings for a custom look?

Absolutely. Custom-built hardwood mouldings can be expensive, but chances are you can get the custom look you want on a modest budget. The standard width of trim is five inches. By combining some of the more than 350 moulding profiles and shapes that are available offthe shelf in stores, it's easy to build up or "stack" standard profiles to create the effect of a single piece of wood several inches wider in virtually any style.

Hoto ""n I combine stock pieces of wood to create a baseboard?

Many baseboards, especially those in new homes, can use some sprucing up. Find at least two pieces of stock hardwood that, together, can create the look you want.

For a traditional baseboard, start from the floor with a relatively flat trim board that is 4" to 6" high. Add a piece of trim moulding with a convex or rounded shape (such as a basic quarter-round) at the bottom of the flat trim board. Then top off the flat board with a recessed profile. The finished product should measure 6" to 8" high.

Wn"t type of wood moulding should I choose?

Few materials stand up to wear and tear better than naturally beautiful American hardwood. That's why woods like oak and maple are ideal choices for window and door casings and anything else likely to be bumped, such as baseboards, paneling and chair rails.

To make sure the trim you choose is solid, check to see if the grain pattern on the face of the product continues over the ends and sides.

When budget is an issue, it's possible to get the look of a more expensive hardwood, cherry for instance, by using a cherry stain on a less expensive hardwood such as poplar or basswood. This technique works especially well in decorative applications above eye-level-crown mouldings and recessed ceiling patterns, for instance.

How much of the wall should wainscoting cover?

Wainscoting traditionally is made of individual tongueand-groove solid hardwood boards. It typically is either the height of a chair rail (running along the bottom third of the wall) or the height of a plate rail (covering the bottom twothirds of the wall.)

In a room with 8- to g-ft.-high ceilings, wainscoting at

chair-rail height typically falls 32" to 36" up the wall. For higher wainscoting, at least 60" is usually best. To pick your spot, consider dividing the height ofthe room by three and drawing a line at the point you find most visually appealing.

How can I dress up my fireplace mantel?

The fireplace tends to be the focal point of a room, so enhancing it with hardwood mouldings, wainscoting or paneling is well worth the effort. If your mantel features decorative details, choose wall mouldings to complement that look.

Moulding strips will create the look of raised paneling. Use decorative hardwood medallions and other ornamental period-style mouldings to add visual interest to a plain mantel face. Stain trim the same color as the mantel or gild or paint it as an accent. Consider extending the design elements to include built-in seating, bookcases or cabinets.

When budget is a concern, transform a drab fireplace wall with a simple wood plank mantel, supported by antique-looking wood brackets.

Can I install my own trim?

Maybe. A handy homeowner with basic carpentry skills typically can tackle a simple moulding installation. The job requires the ability to use a miter box and a coping saw.

When possible, recommend several short pieces of moulding rather than one big piece for a long stretch of wall. When stacking mouldings, completely install the first piece for the whole project. Then add the second piece before the third, and so on.

AMERICAN cherry moulding and spiral staircase add warmth.

What lies ahead in wood flooring

UIOR dealers. builders and contracf' tors. it mav seem as thoueh the process of soriing through flooring options is never-ending. Tile, laminate, engineered flooring and others are flooding the market rvith easy-toinstall, no-hassle guarantees and quicker processes for finishing out the home. Despite these trends, solid

rvood continues to be the most popular choice.

Proponents say that solid rvood floors add value and character to any home or commercial building. Homes rvith wood floors sell faster. and often for more money. because of the flooring's inherent properties: durability. ease of maintenance. the environmen-

tal properties. and compatibility with any d6cor. They often outlive the home rvhen manufactured and installed properly, outlasting the rest of the market's options. making rvood floors a very sound investment.

Factory-finished and engineered flooring are gaining in popularity. but site-finished is still the only rvay to get that classic. smooth. tight-fining wood floor. "Each product type has its place." said Mickey Moore. technical director for NOFMA: The Wood Flooring Manufacturers Association. "Engineered is excellent for sub-grade applications such as basements. Factory-finished products offer less hassle. but they aren't appropriate for all applications. The beveled edges collect dirt. so high traffic areas, like kitchens. should have site-finished floors to avoid a messy accumulation of debris."

Site-finished also allorvs for feature strips and customization. a grorving trend among homeorvners.

When it comes to species. exotics are gaining popularity. with South American species being the highest in demand because of their unorthodox characteristics and appearance. Despite imported species' fad-like popularity. solid oak is still king.

According to NOFMA. oak shipments have risen each consecutive year since 2004, rvith 2006 on track to beat 2005. In 2005. manufacturers shipped nine million more sq. ft. of rvood flooring than in 2004. Shipments this year have follorved the trend of housing starts, fading during the past three months. but still on pace for a third-consecutive record level.

Nevertheless. it is always important to knorv exactly what you are selling. With imported exotic hardwoods. that might not be easy. "lmported exotic species are raising concerns amongst

SITE.FINISHED flooring permits customization, such as feature strips and mixing species or sizes,

the industry and consumers because of the lack of enforcement on harvesting procedures in foreign countries," said Timm Locke. NOFMA executive vice president. "When it comes to imported prefinished flooring, many products may not be what they are sold as, and some likely come from virgin tropical forests."

Locke indicated that there is also concern that the glues and finishes used in imported flooring may contain harmful chemicals, such as unsafe levels of mercury and formaldehyde. "It's a fact that many of the countries where these imports are made have loose environmental regulations," Locke said. "So it stands to reason their products may be less safe."

In addition to a wider mix of species, NOFMA also sees preference for a much wider array of grades or appearance characteristics. "We' ve seen continued and growing popularity of more rustic looks in some parts of the country," Locke said.

Wider boards are gaining in popularity, as are darker finishes and darker woods. Site-finished wood flooring continues to give consumers the opportunity to customize species with stains and refinish when necessary. Other domestic species, including maple, cherry and hickory, are becoming more and more popular as well.

"As consumer tastes move toward wider boards, the behavioral characteristics of wood play a bigger role in the floor's performance," said Moore, "which is all the more reason to make sure the product was made right in the first place to avoid problems later on."

NOFMA also encourages use of products it certifies, to ensure the wood floor performs as it should.

NOFMA certification requires manufacturers to meet high grading and milling standards. The organization regularly inspects mills to ensure that

consumers receive quality products that will provide lasting performance.

"NOFMA-certified means you'll get a well-made, properly functioning floor: the tongue and groove fit

together, the moisture content is correct, and it meets a strict line of grading standards. Basically, it is what it says it is, and we are willing to back that up," Locke said.

ALTERNATIVE species with more character, such as this NOFMA-certilied No. 1 Common Hickory, are growing in popularity because of the unique looks they offer.

Discovering hardwoods in the redwoods ataHumboldt County inn

By Gage McKinney

One treasure of the house, tucked in a lobby corner, is a rosewood table with a carved elephant head on erch leg. I presume that the tusks predate the ivory ban by at least 100 years.

In the lobby and hallways, English tapestie.s add exnre and warmth. And the display of exotic woods continues into a new wing of the horcl with king-size beds, rooms

THE

Tudor architecture of the Benbow lnn rises above I. the Eel River and beside the ancient groves of Humboldt County, Ca. It has attracted building product professionals for generations as they have traveled Highway 101, calling on sawmills and lumber plants of the redwood region.

Clear redwood features prominently in the hotel, furnishing the dark beams of the lobby, bar and Elizabethan dining room. Just as prominent, however, are woods from different climates and faraway forests.

The hardwoods of the Benbow Inn are, in their ways, as remarkable as the giant Sequoias. During a recent stay to celebrate our anniversary, my wife and I were impressed by the grand walnut buffet, topped with a hand-carved sunburst that is the focal center of the dining room.

In the lobby, we worked with other guests in assembling the communal jigsaw puzzles that spread on English walnut tables with solid, book-matched tops. Tea and scones are served every afternoon on one of these tables.

Other antiques in the house, including a tall lobby clock, feature quarter-sawn oak with a heavy flake that suggests timber sawn long ago. The flooring is evenly colored Appalachian red oak that probably dates to 1926 when the hotel was built. The inn is on the National Register of Historic places.

SUNBURST on a walnut buffet is the focal point of the dining room.

HISTORIC Benbow Inn in Garberville, Ca., as seen lrom Hlghway 101.

fntouiftout the hotel the hallways feature cherry wainscotings, rails and balustrades, and the balustrades are inlaid with walnut. The cherry-an echo of the redwood tones in a different key-continues into the mouldings and door and window casings in the rooms. Our bathroom mirror had a wide cherry frame.

In our petite queen-size room we had an anrique red oak cabinet with a marble top and a sherry decanter. Even the drawer sides and bottom were solid oak, suggesting manufacture before the Great War.

Sleuthing for rare woods might not be everyone's idea of fun, but I could hardly help it. I beat my wife at checkers on a board of red oak and American walnut. (On the terrace

(Please turn to next page)

CARVED redwood beams overlook a lobby filled with hardwoods. with fireplaces, and views of the river. (My brother sold the rosewood featured there.) One of my favorite pieces in the new wing is a large relief carving of Elizabeth I in robes and finerv.

CHERRY balustrades climb to the upper levels.

she trounced me at Scrabble.) I sampled single nralt scotches at the broad Central American maho-san1' bar

I set my hardwood obsession aside to hike u'ith m1'uife in the nearby Richardson Gror,e State Park. u'ade in the river, and swim in the hotel pool. On another hike. ue crossed the stone Benborv Bridge and climbed through a mixed tbrest of redwoods. conif-ers and a larietv of deciduous trees. especially black oaks-rny obsession ugain.

For those with other obsessions. the Benbou propert) includes a nine-hole golf course with alternate tees so that it plays like eighteen. There are also spa and nrassage services. bicycles for -{uests. nearby tennis courts. and (in summer) boat rentals.

A man with an obsession ofien misses the broader stclrl I haven't mentioned dining al fiesco on the terrace abor,e the river and the mastery of executive chef Carl Olson. We enjoyed three nights of exploring the menu of savory fish. steaks and cutlets and would have done so tbr three rnore

nights had time alloned

The ertensive uine list has earned the Benbo* lnn honcrrs fronr llrine Spectakrr ma-eazine tbr "one of the most outstanding restaurant s ine lists in the u orld." Beer drinkers uill enjored a limited but excellent assortment tiom local breueries.

It's a tribute to John and Teresa Portc'r and their staff that thou-eh the hotel has 55 rooms. it retains the intimacr of a smallcr place. \{r uit'e lores Lcstrechard Manor. an inn in the Dartmoor counln of Devon. England. Benbou is a Leu,trenchard in the reduoods-a high conrpliment.

The allure of the Benbou Inn is seclusion and European elegance in a rustic setting. It is one of the t-es hotcls rrith a Four-Dianrond ratin-c tiom AAA.

Our lires rrould be diminished rrithout an occasional fclral intt'l the reds oodsand hardu oodsof Bc'nbou countr\'. We'll be back tor our ne\t anniversan.. and pcrhaps in the meantime for a star during the month-long Christmas cel!-bration or to see thc- hotel gardens in sprinr:. You'll find the Benbou lnn along Highrvar l0l near Garberr ille. about 200 miles north of San Francisco. Ty'pical driring times are three hours l-5 minutes lionr San Francisco. fire hours frclm Sacramento. and 70 nrinutes from Eureka. The Web site. u ith photos of rooms. ratcs and local links. is su s.benborr inn.eom.

- Gu.qc .l[cKirtttt't .qr(\'up in tlte lurdxtxxl husirtt'ss urtd llras tontributed ro The \lerchant \{agazine und BPD litr nutre thun -10 teur.s. Hc cun ltc rcuLhatl ut .guqentLkirtrtt'r@shcqloltul.net.

HAND-CARVED rosewood chair sits in the lobbv

CHECKERBOARD lies in wait on a walnut table

SHERRY decanter rests alop a hardwood table in a tvpical room

A MIX of hardwoods adorn a deluxe kinq room.

Milling,. o Priming ... Inventory

Nu Forest Products is a full-line distribution yard that, unlike many, has a wide range of milling equipment that enables us to handle all your specialized needs. NFp can mill lengths from 8' to 3S'-your stock or ours.

Bus, let Nu Forest Products prime your stock throug;h our Paint-o-Matic and drying oven. Protected with up to two coats of top-quality primer to minimized moisture problems, NFp Frimed Products perform better.

Our inventory includes Redwood (KD & Green), Douglas ffr (KD Clears & Dimension, Timbers), Pine KD (Commons & Clears), Westem Red Cedar (select Ihotty, Clears, Timbers), Hem-FA (Fascia), Fingerjoint (DF, Redwood, WRC), pressure Treated DF, and RMT Engineered Timbers.

Business management softtuare To buu or not to buu

By James E. McGowan Everest Softrvare

(]ELECTING the right kind of busiL)ness management software can help growing Jompanies address the challenges of competing with their larger counterparts. Cost, productivity improvement potential, and IT issues are all factors in the decision-making process. Companies must select the solution that works best for their business at different stages, whether the software is deployed in a hosted environment ("on-demand") or on the firm's own systems ("on-premise").

Traditionally, business management software has been sold on a perpetual license basis and requires a sophisticated IT infrastructure for ongoing maintenance and upgrades. In recent years, however, with broadband proliferation, more affordable IT equipment, improved security. and more advanced Web application tools, on-demand software has become a popular alternative.

ls 0n-Demand Right for You?

On-demand applications offer a number of benefits for small businesses. It is considered a relatively lorvrisk investment because it has a lower cost of entry. There are no IT readiness issues. The time to productivity is shorter. All of these benefits result in initial cost savings and less burden on an understaffed IT department-or a non-technical office manager who must serve as the de facto department.

Many businesses prefer the "PaYas-you-go" aspect of on-demand. There's no escaping the economic reality that on-premise softrvare requires a larger upfront investment due to the software licenses, hardrvare, and ongoing services required to operate and maintain it. For a small or early-stage business, this investment may be considered too riskY.

The on-demand model eliminates most of the major upfront costs associated with deploying a multi-user business software solution on a company's

premises. On-demand providers typically charge on a subscription basis and do not require an investment in IT infrastructure. The software is also managed at the vendor's data center on the vendor's hardware on behalf of the customer. reducing the ongoing hassles of IT maintenance.

Generally speaking, the smaller the business, the less likely it possesses the time. money or expertise to purchase, manage and maintain an IT infrastructure. An on-demand application can eliminate many of these IT issues by outsourcing the setup and administration of the hardrvare and software to the softrvare vendor that has already built and staffed a data center. While on-demand never completely erases the need for on-site technical skill. it dramatically reduces the technical burden associated rvith

lnside the ]losted Enuironment

The idea of business data residing at remote locations causes some distributors to hesitate. For many owners, comfort is found in keeping data physically present in the back office. LBM distributors are hands-on with their business and take the same approach with inventory, pricing, and customer data. Security and data reliability should be a top priority in any business. How much time do you (or someone else in your company) spend maintaining servers, backing up data, and updating virus software? Do you test your backups to ensure that if a crash occurred your back-ups would actually work?

Most distributors don't have time to properly maintain data. Smaller companies can't afford to hire someone to maintain server architecture. You want your people selling building materials-not worrying about the next security patch. If you could pay someone else to do this, then you could focus

the ongoing management of softrvare.

To gain a competitive advantage. smaller businesses must use their size and agility to respond to opportunities faster than large businesses. Because on-demand softrvare is typically preconfigured and pre-installed by the vendor's IT staff. it can be up and running in significantly less time than an on-premise solution.

Access to both on-demand and onpremise is identical. rvhether employees are in the office. at home. or in the field. With both. a sales manager can update customer relationship management data from a new customer's office. or a business owner can vierv sales reports from home after hours.

0r 0n-Premise Softuare?

It rvould be a mistake to assume that on-demand is the right solution

more on your business and eliminate the ongoing hassles of managing and updating technology.

Not all hosting solutions are crcated equal. Ask tough questions before selecting a partner. D,oes the hosting partner provide both application and hardware support? Do they have guaranteed uptime? What are their backup, recovery and security procedures? What are your options for growth? The two most important things to look for are a company with experience hosting your specific application and a long list of customer references. DMSi, for instance, has 74 LBM customers with over 1,000 users running Agility in its hosted environment.

Hosted solutions simplify your life by building, managing and maintaining your application s€rver for you. Server hardware and software reside at a remote, securc and expertly maintained data center, and back-ups are completed nightly. With a hosted solution, therc's no worrying about how your IT demands will grow when your business grows, the risk of obsolete technology,

for every small business. On-premise solutions offer several advantages that can be very compelling for smaller businesses, depending on their size and other characteristics.

The biggest advantage of onpremise software is that it allows a business complete control over its own data, because it is physically located on the premises and does not require the transmission and storage of data off-site. This option also is considered a more cost-effective alternative over a three- to five-year period.

On-premise may also be the right choice for a larger or more transaction-intensive business. The architecture of on-demand software is not always designed to support high volumes of transactions (over 50 to 100 transactions a day), particularly in shared environments where users are at the mercy of Internet bandwidth and processing resources. Depending on time of day and season, the performance of shared server/on-demand software can fluctuate significantly.

On-demand vendors can't guarantee the communications link between the user and the vendor's data center, although they can set service standards for the servers in their own data centers. An on-premise solution does not have any remote-connectivity issues to contend with, which can be a critical consideration for a srowins business.

or the scarcity, expense and management of IT technicians.

One common pricing model in a hosted environment is to pay a monthly fee per user. This allows you to pay for only the technical resources your business needs today. In the traditional onsite server model, you have to decide between investing money in a server you may soon outgrow or buy a much larger server than you currently need in hopes of one day growing into it.

Hosted solutions offer incredible flexibility. All you need are a PC and a reliable Internet connection, and you're instantly connected to up-to-the-minute inventory information from anywhere in the world.

Transitioning to an established hosting environment requires much less effort than configuring a new hardware infrastructure. In fact, companies who decide to host their application locally still use hosted environments to get a headstart on their application setup while they are buying and testing local hardware.

Hosted software solutions are criti-

An on-premise solution allows a business to retain complete control over its entire hardware and software environment, which also provides the flexibility to select the peripherals and third-party applications that best complement and support the business' processes. Typically, on-demand applications do not support external hardware systems that may be critical to a company's business model. One example would be the inability of an on-demand application to offer pointof-sale hardware integration. While an on-premise implementation requires a larger up-front investment, it can deliver a greater return on investment over time. Although ondemand solutions have a lower upfront investment, there is an obligation to pay ongoing subscription fees and, typically, there are no volume discounts or declining marginal costs for additional users.

lUhich ls Best for Your Business?

Both options can benefit growing businesses. The key is to understand what issues are most important for you, and weigh the pros and cons of each. There will always be trade-offs between lower initial payments versus lower long-term payments, convenience versus control, accessibility versus security, and so on. When selecting between on-demand and on-

premise software, it's a good idea to consider the following:

Cosf.' Does your company haveor have the ability to obtain (through leasing or other financing options)the funds necessary to invest in onpremise software?

Availability.' What level of "uptime" will the on-demand software provider guarantee and how quickly will it respond to a problem?

Control and Data Security: Are you comfortable with your data being housed off-site, or potentially residing on the same data center server as your competitors' business data?

F eature -Set and Customization

Capabilities: Do your changing business processes require more configuration and customization than an ondemand provider can-or is willing to-handle? Or do you need (or plan) to integrate the software's capabilities with in-house applications or other software to which you may subscribe?

Scalability: How prepared are you to change your business management software as your company grows? Would you prefer to grow and replace your software, or let your software grow with your needs?

- James E. McGowan is president and c.e.o. of Everest Software, provider of both on-demand and on-premise software. He can be reached at (800) 382-0725 or via www,ev e re s tsoftw ar e nc,c om.

back-up. The risk is that if their computer system failed the day before the accountant performed a back-up, they would lose a month of business. In this scenario, how many distributors have the time and energy available to regain this invaluable information?

cal to a business, too, because they protect against unexpected events. During one particular site visit, an owner of a small distribution firm was asked if they had a server on site. The owner pointed over to three boxes sitting in the corner of the room and replied, "I think one of these is a server." This company had an accountant come in once a month to create an external taoe

Distributors who know the pain of losing data love hosted models. A hosted solution eliminates the possibility of losing data after server crashes, power failures, and natural disasters. Too many distributors with multiple branch locations are crippled across their entire business when one site crashes. The costs to recover lost data and keep a business running after a risk event are staggering. And the chance of complete recovery is slim.

Do you have a customer list with accurate contact information? Do you know who owes you money? Do you know to whom you owe money? What do you charge for each item in your inventory? If an unexpected event occurs in your business and compromises your data, can you accurately and quickly answer these questions?

E-dealer becomes global urith logistics softtuare

If fhen Jeff Booth and Rob Banks YY launched BuildDirect seven years ago, their goal was to change the way building products are sold.

"The building products industry is one of the most fragmented industries in the world," said Booth, who has worked in construction and real estate development. "There are literally millions of manufacturers out there. and because it is such a fractionalized industry, you end up with many layers between the manufacturer and the end customer, all of whom are looking to build a profit into their pricing."

True to its name, the Richmond. B.C.-based company buys directly from top manufacturers in the rvorld and ships directly to customers. Current product lines include flooring, tile, roofing, countertops, and decking. Proprietary shipping and logistics software automatically maps out the best delivery route and shipping method for door- to-door delivery anywhere in North America or to any port world-

rvide. Purchasers receive instant shipping estimates so they knorv the exact costs of shipping before they buy.

"We have been able to build the business into rvhat it is today because of the unique advantages rve offer to both manufacturers and customers." said Booth. "For manufacturers. we are able to take on all of the costs and rvork associated rvith branding. logistics, and marketing for their products internationally. For volume buyers. rve provide unrivalled customer service. the best quality and pricing together rvith integrated on-time logistics." The company also provides all rvarranty support and customer service.

After seven years. BuildDirect continues to grorv and change. "A lot of companies in the building products industry that used to think of us as a competitor norv see us as an ally." said Banks. "There are also some areas rvhere rve are just never going to compete. For example. we never plan to set into the business of warehousing

product. Our success has been built on providing volume buyers (homebuilders. developers. contractors. remanufacturers. architects. and do-ityourself renovators) rvith the best quality products shipped directly from the manufacturer."

Some customers. he said. need to have rvarehoused products that they can pick up or have delivered the same day. "There rvill ahvays be a need for that business." he said. " and to our benefit. some of the rvholesalers and retailers rvho do have rvarehouses are starting to see that we can offer them better pricing and products than anyone else."

While the U.S. market accounts for l5% of their sales. the company's global reach continues to expand. A rvorkforce that speaks 22 different languages helps the company do business in more than 50 countries. "ln some countries like China. our business rvas initially just finding the best manufacturers rvith whom to establish partnerships." Banks said. "Norv rve are starting to sell back into those markets and reaching some of the furthest corners of the globe."

As an example. the company recently sold and shipped its fint pallet of flooring to a buyer in the Seychelles-one of the most remote and costly places in the rvorld to ship products to. "That is horv our shipping and logistics system has been built." he said. "Not only can we get the lorvest prices for a customer in Los Angeles or Nerv York. but rve can also offer the best pricing virtually anyrvhere in the rvorld."

As customers get used to the concept. more of the business is conducted online. "At first most new customers wanted to call in and speak to someone about their order. particularly rvith the large quantities that they rvere ordering." said Booth. "What we are finding norv is that once customers have made that first order by calling directly. they see the quality and customer service that we provide and feel a lot more comfortable completing subsequent orders online."

In August. the company secured an additional $7 million in private equity financing to help accelerate BuildDirect's continued grorvth. "We want to keep building this company into an international success story," said Banks. "l rvould love it if one day I could pass a very successful business on to my children."

CO-FOUNDERS Jeff Booth (left) and Rob Banks (right) are changing the way building producls are sold around the world.

With many years of experience in the building products industry, LP has offered customers the Engineered Wood Products they need, partnered with them to develop valuable innovations and worked to gain their trust and acceptance. No matter which products you choose, you can feel confident LP will back you with a network that resolves problems quickly, so you can focus on building your business. Which means every l-.Jorst, LVL header or beam, or Rim Board is as solid as the company that produced ,t. "UILD WITH US.,,

etitive ligence

The lace to be: the wave

the proposition "had ahvays been in the back of my mind, though it had never been a [familyl requirement. It gets in your blood. But until that fateful phone call, I'd previously given it no thought."

The clincher: "No matter rvhat. you can't beat working for yourself."

horv rve ahvays did things to horv we needed to do them." he declares. "On day one. I sat down and took a look at the industry and. more important. our immediate area."

The first item on his agenda was to revamp the shorvroom. a soft freshening that expanded it from I.000 to 2.500 sq. ft. "Everything had been behind counters. so the contractors weren't able to put their hands on it. That rvorked in the old days. when they came in for coffee and to trade stories. but not norv. I opened it up to shorv products."

And he brought in nerv product lines-items like porver tools and fasteners to better suit the needs ofgeneral contractors. "l also expanded our mechanical and chemical products. added portable cement mixers and tools." he says.

trrATHER knows best. rve rvere .a' instructed in the long-running TV sitcom of the Fifties. And for many years, Rob Szafraniec's father-owner of Cragin Industrial Supply Co., Chicago, Il.-did, indeed, knorv horv best to run his business. as did his own father and grandfather before him in this northwestern, blue-collar section of the city. But in recent years, Cragin's well-established niche as an industrial supplier began to crumble as many manufacturing accounts moved out of town.

Rob had left the aisles where he'd filled in as a high-school kid to complete a degree in mechanical engineering and carve out a lucrative career in engineering sales. "l loved itl I rvas very successful," he states.

Yet. when out of the blue he received a phone call from his folks mentioning that they were considering selling the business, you know what he said? "Wait a minute. Maybe rve should sit down and talk."

You guessed it: He took over the operation in late l999, admitting that

He quit his sales job and came back home. armed rvith a five-year strategic plan to reposition the business and spur flagging sales. "The industry rvas changing so much. and in particular in our area. so that rvas the discussionhorv to redevelop ourselves, which is ahvays hard on family." he allorvs. "Today rve've come full-circle." once again actively courting the consumer trade, "but it's been a pretty long road. My great-grandfather started it as a neighborhood retail store." but as the 'hood lost housing to manufacturing sites. "rve became a supplier to industrial/commercial contractors. It got to the point where rve actively deterred retail by adding a certain dollar minimum for orders."

Since taking over. Rob has remodeled the store to attract a wider range of contractors and then, yes, remodeled a second time to rvelcome back the retail crowd. "One of the biggest obstacles rve faced rvas changing from

More important. he culled his list of vendors. "In many cases. rve had multiple vendors for the same item. whatever was the flavor of the day that came in the door. There rvas no direction to it. and for a long time. that didn't really matter. But these days. you really need a true identity." he swears. "Norv. we really pick our core vendors. going for strong brand-name recognition. We're partnering. we're developing relationships. And rve tightened up on purchasing. rvhich rvas a big part of our initial success. (By the end of 2001. sales had grorvn l0%.) With our customers. we've learned to say 'no' a bit more-to be smarter about horv we use our time."

A little dead wood on his staff of l4 rvas left to fall away. but most were eager to embrace the changes. Rob also hired a couple of nerv outside salespeople to expand customer service and spread the rvord that Cragin had repositioned to serve the general contractor. Sales to the pros continued to grow and stabilize the operation.

FAMILY BUSINESS: (Left to right) Tommy, Christopher (C.J.), Rob, Jack, Bob and Chester Szafraniec span lour generations.

"We u,crc alrr'avs prctt,v- tcchsav vy'. alri ay s \ cr) strong." Rob sa1's. but cvcn herc. thcrc rr,as roont 1or irnltlovcnrent. Hc stlcunrlinecl thc back office: he irnplcrncntccl bar-cclclc scannirts. tightcr invcnlor\ contlols. accoulrt rccolcl ing. ancl aulornatecl orclcring. "Norv rvc coulcl leallr, ri,atclt our tLlfns."

Mar-gi ns nreanrvhi lc rnli ntairred thcir I'rcllthy.10% lcvel. "Wc nevcr *'crc the chcalt -sr"n': \\,c \\,on't scll on price." Rob insists. "Wc'rc crtntpctitir,c. but uc don't trt 1o bcirt Honrc Dcpot" on stickels. But he's u.a1 aheacl of thern ri ith the proclLrct knou lcclge ancl custorncr scrv ice hc provitlcs plu:. l'r'ce .lclir. t'_r. ('\ e tl il) thcsc rlal's ol' sclf-conrbustirrq l'Ltcl costs. Dcspitc tr.r,o I)cpots. u l-one's. iincl a Menarcl's n,ithirr u nrilc or trvo. [.tc's not conccr-rtcd. "'l-here's no othel inclepcndcnt arouncl." hc ltoints out. "\(). n()t thlrt krrrtl ()l l)rc\\Ute.

Thc only constiu)t in Rob's stratcgic plan is thc constaltt nccrl t() changc. "Thr-cc )cars ago. rrc lorlkccl at ourselvcs again. 'l'hc c()ntractor sidc was qoins strong. srl ri,c lookcd at thc ncighborhoorl. Fire lcurs back. it t'as prcttl' nlLrlh vundalisln ancl thcli bl Itlitcre rs in thc storc. sO ri c tunrecl ru w al fro rn let a il. B trt it's ch a n s inq. The cit-v.' rlid a lot to clcan up thc area. Artcl akrns the ncu' Mctrotrack ncalb1,. clevclopcls iirc builcling conrlos. u,hich arc attracting YLrppics. So rvc saicl to oursel','cs. 'lf rve'rc cvcr going to ckr it. rvc'd bettcr clo it nuw. ahe-ad of the \\'uve not plav catch-up.'

''Wc'lc becn u Do it Best rtrcntbcr for 2-5 1'cars. so tlrev hclpccl us krok at thc ri,holc rctail thing. We Lrnclcrttxrk a u, hole ncu' sltorvroonr rcnor,irtion. a pro.jcct that exlrilndccl sytacc front 1.50( ) lo (r..5o[) rq. lt. - it c\\e r)! c. il t l-rolc ncw buildinS. u,here pcople cun rcadily lincl tltc proclucts thcl ri ant orr tlrcil on n. Wc adtlccl huncllcds ol' SKUs ancl a hulc ncw paint dcpalt nient. We knc* *c nccrlcd a POS slstcnr. too. Belirrc. for rctail. it r.,oulcl takc so long to ring Lr1t. so \\'c strcalnlinccl it: u'c hacl to ckl it to ntakc thc rctail tracle pat ol'f-anil. it's nice to liavc son.rc cash bLlsiness to hcllt cash llot,."

"We'r'c lircLrsin-g r)t()rc olt thc retail sicle. I'ct wc're l)o[ rnovirrg au,av tirln ()ur contnrct0rs." Ilob insists. "sirnltlf' strertgthcnins thc lctail ancl kccpine r)Ul fXi:littr: eotttl.itr'l()l' ilclll\. jLl\l blcnding tl.rcnr in. Alreatlr,. thntush t'olcl of ntoLlth. there's lrccn a r e 11 hcalthr incrcusc o1' n alk-ins. But it's

Irclping oLrr cristin.l coltlractors. too. Thcv'rc tclling us" 'I ncr,cr kncri, yuu curricd....' And ne just lcalnetl that there w'ill bc a 150 hrtmc rlcveloltntcnt coirt,'risht in acloss thc strcet."

Hcrc's the skill sct he counts nrost vital: "Kccp vour eYCs oltcn and sta; ahcad. Talk to pcoplc uncl scc rr'lrat's goinu on. l'l.ris busincss is all ntalketbasr-d. so kno* rr ho vour cust()ntcr is." ancl it's celtlirrlv not inclustliul ln\ nrorc. I)rocltLirr-rs Rob ri ith conficle'ncc: "Wc nraclc the right tlccisiurr live vcals ugo. clclinitcll l We'rc ahclcl ol' thc n'ave." Right rvhcre hc Ioves to slrrf.

.\ f ortrtct tltunl'virrrrirt.q LIIM trtrtlc rtttt!tt,itte t'tlitttr. ( ttr Itt \\'(tI(l(ntIIt wri|(.\ fiLtlrrtttllr ttrt tltc irttltr.lr\'. ('ont(r(! lt(r ut ( \t uId('iltdt'(t It1It.t t .( ()|Il.

ON Df SPLAY: Bright signage weicomes customers to Cragin s ltop) power tool display, (middle) paint counter. and (lower) customer service counter manned by Adrian and Rodrrqo Cisneros.

Here's a true mark of brand loyatty: Our custome's tt.]': :o Sc::-- it: everything from DougLas frr Lumber and veneeI to prs-rsron .'-g I L'e':] !','- s :l -:l and Laminated concrete forms. Think they knov,'SOr-retl' .g i'!- t:^:l

Betterface facts: Across the board, our precision-engineered LVL products are a straighter, stronger and ftat-out smarter choice for fascia, soffits and other finish work.

Manufactured with a high-grade Dougtas firface, Socomi Lam@ is edge seaLed and doub[e primed on face and edges for an incredibLy durabLe board with a rough-textured appearance.

For an exceptionatty smooth, defect-free appearance, our C[ear Lam@ boards are face and edge-wrapped with a high-quaLity MD0 and then factory primed for easy finishing.

Whichever one you choose, you'lL aLways get a consistentLy straight, f[at and true board that resists warping and sptitting, reduces on-site prep time and enhances topcoat performance. They're avaiLabte in a wide range of sizes, and each piece is 100 percent useabLe. We even back them up with a 10-year Limited warrantV.

Give us a cal[. We'l.l start you off to a better finish

R:rrrrrrs

BMC West has acquired Jolley Building Supply, Shelley, Id.

Oak Creek Ace Hardware has been opened in Naches, Wa., by Brad Christianson, who operates two other Ace stores

Hubbard's Ace Hardware,Medford, Or., closed after 122 years

Las Palmas True Value, Carson, Ca., plans to relocate this month after 52 years to make way for a city redevelopment project

Ace Hardware has been opened by Andy Carlson in Denver, Co.

Kosier's True Value Hardware, Peoria, Az., is liquidating after 8l years with the retirement of Jim Kosier

Home Depot opened new stores Aug. 31 in N. Aurora and N. Lakewood, Co., and Aug. 3 in Vernon, B.C. ...

Home Depot projects a January completion of a 140,000-sq. ft. store in Corvallis. Or.; paid $75 million for a 20-acre site near Playa Vista, Ca., containing a 350,000-sq. ft. warehouse it will lease to a "distribution and retailtype tenant" for the next three to five years; closed its store in Covina, Ca., and has begun construction on a new store in nearby Azuza,to open lateZ00T ...

Home Depot will spend an additional $3.5 billion to repurchase outstanding shares, bringing the buvback toral to $17.5 billion: is reviewing the compensation package for president, chairman and c.e.o. Bob Nardelli, following complaints by shareholders; cut 300 jobs at Atlanta, Ga., Hq. to offset costs for customer service and store improvements, and plans to hire I O00 new store associates with specialty, skilled trade, and pro contractor backgrounds

Lowe's Cos. opens new stores Oct. 24 in Bullhead City, Az.; Pasco, Wa., and Tulare, Ca., and Oct. 17 in Redding, Ca.

Lowe's unveils new locations early next year in Escondido and Mira Loma, Ca.; is seeking approval to build a 124,000-sq. ft. store with 25,000-sq. ft. garden center in South San Francisco, Ca., and a 140,000-sq. ft. unit in Manteca, Ca.; is considering building a store in Vallejo, Ca., and expects a December completion of a new DC in Lebanon, Or.

Main Building Supply, Rogue River, Or., won the mayor's award for property beautification

Wrorrsnrrs/tmurrcurrrs

All-Coast Forest Products, Inc.. Cloverdale, Ca., is adding a custom coating operation this fall at its Englewood, Co., DC, prestaining lumber with a full line of Cabot premium woodcare products; custom color matching and other premium quality stains will be offered on request; if the test is successful, prestaining will likely be added at other locations

Cooley Forest Products, Phoenix, Az., added two new storage sheds and a fourth moulder in its milling facility Cooley Reload, Phoenix, recently secured its motor carrier number for its fleet of 15 trucks, enabling intrastate and interstate hauling

Sunset Forest Products opened a sales office in Eugene, Or., staffed by Ron Gross, Tim Larson, Doug Little, and Jim White ...

Vantage Controls, Orem, Ut., has been acquired by Legrand

Ttuxo Building Products has redesigned the Web sites for EverGrain and Elements decking (www.evergrain.com, www.elementsdecking.com), improving usability and expanding content

Lafarge North Amcrica acquired Sun State Rock & Materials Corp., Phoenix, Az.; C.R. Herro becomes general mgr. of Lafarge's aggregate operations in Arizona; Sun State co-founder Larry Walker remains as market development mgr....

Ready Mix, Inc. opened a new ready-mix concrete batch plant site in SW Phoenix, Az. ...

Buck Parsons Sales, Missoula, Mt., is the new sales agent for Vistamatic Vision Panels in ldaho, Wyoming, Montana, and Utah, and D&M Specialties, Moreno Valley, Ca., will cover California, Nevada, and Hawaii

Quiet Solutron, Sunnyvale, Ca., will have its soundproofing products distributed east of the Mississippi by Parksite PlunkettWebster...

National Wood Prodzcfs. Los Angeles, Ca., is now distributing Samsung's Staron Quartz in Southern California

ABC Supply, BMC West, Boise Engineered Wood Products, Janus Hardie, Simpson Strong-Tie, Dow Chemical, and Elk Group received Partners of Choice awards from David Weekley Honus ...

Boise Engineered Wood Products was named 2006 vendor of the year by 84 ltmber

Bonsal American was named True Value's LBM Supplier of the Year...

Canyon Creek Cabinet Co., Monroe, Wa., won Best Kitchen and Best of Show in Seattle's Street of Dreams development of six custom homes

Tomboy Tools, Denver, Co., hopes to raise $600,000 for the Susan G. Komen Breast Cancer Foundation by selling special "Pink for a Purpose" hammers

Housing starts in August fell 6-OVo to a seaonally adjusted annual rate of I .665 million single family starts were down 5.97o to a 1.36-million pace regionally, starts dropped 55% in the West permits slippd2.3vo.

1-l.rtlli(.1 tttt'oftt'tt sttlttttiltctl ttt()ttllt\ itt rtdrttrtLt. \lrrrtti ttit/r iltttt.stttttl l0tttli0ttstritllslt,tnsrtt lttlr\L DtLtl.itt:l\l(it1\lt)rtll(ttt!

0crosrn

\Iountain States l.urnber .t Building \laterial l)ealers .\ssociation - Oct. l2-l-1. tlll cotrlcrctret'. Ilcrtrct l{ttlt Re'.or1. Brt'ckc'rtrirlgc'. ('o.: t8(X)t -16-i o9 19.

Honre Inrprorement. Renrotleling & l)ecorating Shorr - Oct. l-1-15. South Tounc I:rpo:ition (crttct. SrLit l-.rkc ('itr. Lt.: (S0())-18-5-7.1t)i).

I)o It llest Corp. - Oct. l-l-17. tnrtrkcl. Intlirittrtpoli'. Irt.: rl(r{ tr 7-+lt 5.r(x)

,\ssociation of \lillgork I)istributors - Oct. l5-19. iinrrrlrl !()rl\ cnlion. Grupcr irtc.'l'r.: t 7li 1 -lll-.i66.;

Remodeling Slrou - Oct. l9-21. l-rLkeri.lc ( ctrtct. ('itie:Lrr,. Il.: ( E00 ) 6ii I -6970.

\\'estern \\'ood Preserrers Institute - Oct. 22-2-i. llnttlirl rlrc.l ing. Rcrai:sunec El:nt.'raldii Rcsolt & Sltli. Intlilrn \\ cll'. ('u.: (E(X))7li)-966.r.

\ational [,unrber & I]uilding \latcrial l)ealers \ssociatioltOct. 26-2ti. intlurtrr \Llnlrit. \\ c:tin Kicr'lurl(l Rc\r)r't .\ SltlL. Scoltsdale .\2.. tli(l0 t 6-l-l-E6-+-i.

Las \egas Honre Improventent & l)ecorating Shos - Oct. 2729. CashttlLn Ficld Ccnlct.I-a. \'c-r1.. \r.. lS(rhr Ss.] ()()(r5.

Scottsdale Honre & Interior l)esisn Shrn - Oct. 27-29. \\ c.t \\'or'lcl. Scottstlalc. .\2.: ( E( X) ) 764-.r9r().

Hong Kong Harduare ct Honre Ilnprorcnre nt Shou - Oct. l730. Hong Kong: tl I I I 8-lfi-fi6llS.

\\'indog rt Door ]lanul'acturers.\ssttciution - Oct. l7--lI. tcchnical nrcctin!:. La\ \ !-!a\. \r.: tli(X)t ll-1 l.l()l

San Diego Hoo-Hoo CIub - Oct.2tl. grrlt t()unlrinrcrtl.l ltc \ irt.'

r;rttl lrl I:.tLrtttlttlrr. [:'.r,ltt:trj,'. ( .1 -/rlr --14 -]-.1.

.\I'}.\-l'he F-ngintrrt'tl \\ rxrd \ssttciation - Oct. lfi--11. .,:rr:.,.,. llectilt-{ .\ a\llll.ttl,,1. \.11 \lrit\11(i. I r.. l: I I iF\5-Ar.r rr

.\nrericitn .\rchitcctural \litttttlattttrtrr \ssociltlittlt - ( )ct. l()'

\or. l. nrlr,in.rl l.rll nrr.llt::. l\\ \1.,:-;,,i' l{.'.r'11. | .;. \.'-.,..

\r rlJ-, .it t-i-irrrr l

llovrmsrR

I.os \ttgeles Hartlrrood l.uttthtrtttan's ( lub - \or. l. -:;:

:tnnLI:il .lrlrr.ilr !L)ll l,,L:ir,:nl!rti. (,'-l.r \1.-., (,,,.rtt:r ( iLi:'. ('1,.1;1 \1s..1. ('.r.: ,.i1.1, -i:-(r\i/l

\orth .\nrerican lluilding \latcrill l)irlribrrtirrn \rsociitlirtn -

\<lr. 3-J. :lJtltLlirl !Lrrl\.111j,r11. ( ):.l.rrl.:,,. I I :'r -..- -r/"

\\ood l)esign & lluilding I'-rpo - \or. (r-fi. \:r.,irirt:r \1.,r'r,':1. .\p.rltcilt. (,,, rll, rr-.r__i\;r.

.fl-('Lire Slrou - \or.7-l{1. \\.,-:"1--l,irt \i.,ir (,,::..:tlr,,rt \ 'I I:L.jc ( cllte: S.''rltj. \\ .1 ri tl | -/' I --lr'/

[-.S. (irten Ituildiltg ( orrncil\or. li-l(1. ::i.r] '.::..lrrr: \:','. l)c.lr\tr'.( rr,l|I, \l\ I 1i-:.

l.unrbrr .\ssociation ol ( :rlilirrlriir & \tr:t(lit - \o\ . S- | l. :LItttLl:Ll i,,tlr('rtii()lt. H].rll (il.rtl.l ( 11.11111-1,,11.11..,,::. ll:.1;.,:: \\ .'11.. ( 1r.. r \|( | r 16rr l.i-.i'-!

\\ estern Iluiltlirrg \latcrial \sroe iittirttt - \ttr S- | L .rrtrr.r.,r sirlt\i'ltlirrr). Ili.l I r,,l l{,,1.,. \..,tt1.. \\.r lt.tr Lt-.i .ili\orth .\nrerican \\ holrralt l-ttntltcr \ssociation - \or. 9-l l. {fir(lcr'\ rttirfkil. \\ rrt.ilt.rrtt \rr.,t,,1, [{,,:,',. I).r...r.. I i . r

I)istribution .\rntrica - \or. l l- 1J. \.. lrir'. - i'1.,r::::: -,,r"- rcltec. l-:t ( 1r.1.1 f{.'.r,11 \ \1r... ( .,'1.r..r.:. ( ., : \-- l"r .l_, Specialtl 'l'ool & I"itslttttrs I)istrilltltorr \ssociatiott - \rtr. l-1-l5..ltr,r.i.L' \.1.r'.\r st rr r' lii '!r\l

lllack Ilart Hoo-lIort ( ltth - \or. 15. ;rr:l:..: '::. I

C-llc. I kr:L]t. ( .1 r-i l- -rr' l-i rt t

Iluilding Industrr Sltou - \or.l(r-17. \r.,i..rr (

L.lll.l. \".,rt. ttt'.( ., "" ' i r" r r"-'

PrimeSource Buys Pacific Steel

PrimeSource Building Products, Inc., Carrollton, Tx., is acquiring San Leandro, Ca.-based Pacific Steel & Supply, the largest independent nail distributor on the West Coast.

PSS began operations in 1952 as a division of Great Western Industries, and incorporated on its own in 1961. It now operates its own fleet of trucks from warehouses in San Leandro, Ontario, Ca., and Tacoma, Wa.

PSS's expertise in agricultural products will enhance the product assortment and services offered by PrimeSource to its customers nationwide. Both companies anticipate that current products and brands will remain unchanged.

The deal was expected to close by the end of September.

PrimeSource operates 34 distribution centers across the country.

Redwood Association Streaml i nes

The 90-year-old California Redwood Association has streamlined its operations, outsourcing its marketing efforts to the Cal ifornia Forest Products Commission, Auburn, Ca.

Under the partnership, the Commission will manage advertising and public relations efforts for CRA and report to new CRA president Charles Jourdain, who has overseen technical services, including the Redwood Inspection Service division, for the last l6 years.

CRA will maintain its office in Novato, Ca., albeit with a smaller staff. Former president Christopher Grover has retired after 26 years with the association, but will serve as a consultant.

"We are excited about partnering with the Commission and tapping into its extensive expertise in marketing and communications," said CRA's

board chairman Kevin Paldino. "The Commission's leadership in promoting sustainable forestry and its leadership role in the California Grown campaign make it ideally suited to assist the Redwood Association to create enhanced marketing initiatives."

Commission president Donn Zea said the partnership furthers his own organization's mission to increase public understanding of the benefits of California forestry and wood products. "We are looking forward to working with the redwood producers and promoting redwood as the premium natural product for landscape architecture applications, fencing, decking, and high-end interior and exterior architectural design," Zea said.

He said the first major task of the partnership would be to launch a comprehensive marketing campaign for the upcoming selling season.

New Planer Line For Simpson Timber

Simpson Timber Co. has begun running its new automated grading, trimming, and sorting line in the planer operation at its waterfront complex in Shelton, Wa.

The most modern technology in the new line is the grade-scanning equipment. The scanner and associated computer determine the grade of each board. Each board is then automatically turned by the machinery, instead of a person, saving effort and enhancing the safety ofthe operation.

The new line also includes a highspeed trimmer and a 50-bin sorter, which allows much more flexibility than the 32-bin sorter in the old line, according to Mike Durga, general manager of Simpson Timber Co.Northwest Operations. The line also has two new stackers, one a dual-fork capable of running significantly faster than the old stacker.

Begun last August, the project has added equipment from the back end forward-first the infrastructure upgrades to the railroad and shipping facilities, then the grading, sorting and packaging stations, including a new bander and paper wrap machine, as well as two new dry kilns. Last to be added are the planer itself along with a new planer infeed.

"We anticipate continuing on schedule, which means start-up and working the bugs out this fall," said Durga. "When we are up to speed, Sawmill 3 at the waterfront will increase its hours to 120 per week."

Most equipment in the new planer mill was made by MillTech Industries of B.C. The scanning equipment is from FinScan of Finland and is supported by ScanWare, Portland, Or. Controls for the line were provided by Autolog in Montreal.

With Canfor SitvaStar primed fascia and trim, your customers get the best of both wortds. It comes in thicknesses of up to 2", for a more substantial look and is factory coated with premium 0lympic latex primer*, so new homes look their best and setl faster. 0f course Si[vaStar has another advantage. Made from premium grade KD-SPF [umber it is manufactured to exacting standards for no defects, and is 1000/o usable, so projects come in on budget without cattbacks. Which can improve your outtook substantia[[v.

Suppty your customers with products that improve curb appeal and hetp set[ homes faster.

For more information or samptes ptease catt 604 264.6261 or visit canfor.com/silvastar -,1

FASCIA. TRIM DECKING. PATTERNS LOG CAEIN SIDING

tion news

Lumber Association of California & Nevada's annual convention is Nov. 9-l I at the Hyatt Grand Champions Resort, Indian Wells, Ca.

The event starts with a tournament at The Golf Resort at Indian Wells. An education session on "Wood Is Good" will be conducted by Dr. Joseph Lstiburek, Building Science Corp. Brian Gitt, Build It Green, will discuss "Green Building: Get the Competitive Edge."

Other highlights include a luncheon with Dusty Baker, manager of the Chicago Cubs, and a tabletop exhibit show.

Western Building Material Association has a full slate of events planned for its l03rd annual convention Nov. 8-l I at the Red Lion Hotel, Seattle, Wa.

Rob Slee will address "In Search of the Midas Touch," covering how to

compete in a global economy, how to increase value without increasing risk. and how to create wealth by changing the way you manage.

Speaker Rick Davis will use a blend of humor, psychological insight. and sales leadership training to explain the realities of selling and inspire quality sales performance.

Chip Hanauer. hydroplane racin-s legend, will speak at a luncheon.

Los Angeles Hardwood Lumberman's Club is hosting its 7th annual charity golf tournament Nov. 2 at the Costa Mesa Country Club, Costa Mesa. Ca.

The club's holiday party falls on Dec. 9 at the Balboa Bay Club & Resort, Newport Beach. Ca.

National Lumber & Building Material Dealers Association has released its 2006 Cost of Doine

Business Report.

Sample facts include:

. The gross profit per employee was $84.166 in 2005.

. The typical dealer grew sales by about7.37Vc last year.

2OO6 sales are expected to rise 5.87c over 2fi)5.

NLBMDA has formed a new organization. the Lumber & Building Materials Institute. as an industry resource for research. health/safety programs. and employee education for the entire supply chain.

Window & Door Manufacturers Association named Joel R. Hoiland CAE as its new president.

Hoiland. who previously headed the International Warehouse Logistics Association. succeeds acting president Jeffrey Lowinski. who will return to his position as WDMA's v.p. of technology marketing.

Cover your projects before the roof goes on.

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

A counter offer they cantt refuse - Part 2

By Mike Dandridge

Kessler knows the less he does. the more he allows others to achieve.

Employees: Few things are more off-putting and frustrating than when you tell a customer, "I'm sorry, there's nothing I can do." There is always something you can do.

3. That's "Infotainment."

REI. a retail co-op that sells outdoor recreational gear, has a trybefore-you-buy policy. Test a weatherproof jacket in their "rain room."

It I'OST distributors cling to a busiIVlness model for a customer that no longer exists. Competition isn't limited to the "other" hardware supply across town or the "Brand X" lumberyard down on the corner anymore.

The competitive landscape is shifting, leaving dealers and wholesalers fumbling to find a map that will lead them through this new terrain. Those silhouettes rising up on the horizon appear to be the giants in the land. Big box merchants and d-i-y mega-centers blur the line between retail and wholesale as they hungrily look to take a bite out of the traditional wholesale market. Forget about a level playing field. Forget about demographics. That's your customer they're after.

So how does an independent distributorship or a small chain of hardware stores fight this growing threat? Simple. By not competing. Instead, shift focus to providing a customer experience that is personal and unique to your company. Last month's article, "A Counter Offer They Can't Refuse," introduced Customer Experience Architecture, a process for engineering a super-charged customer care program by improving key points of contact between customer and dealer. Its three foundational building blocks are Appearance (everything customers see). Performance (the actions you take), and Generosity (what you're willing to give away).

Last month's article expanded on the first building block, Appearance. Although pricing is another factor, an increasingly important commodity is time. Your customers are in a hurry. Show them how you value their time by your... Performance.

1. Action speaks louder than words. Telling a customer you can order something isn't the same thing as having the product on hand. It's one thing to tafk about a 99Vc flll rate for "A" and "B" items. It's an entirely different matter to provide it. Tailor your inventory to fit the marketplace rather than follow a generic template provided by a manufacturer, or worse. by your competitor.

Customers want to be engaged in the buying transaction. What your customer hears, touches and smells when entering your business plays a part in influencing his or her mood. Persuasive selling isn't just reciting a list of benefits. It's multi-sensory. If the customer leans against your counter and gets sticky hands, if a cup of coffee pours like syrup. if your music is offensive. it forms a negative memory of your business. These things matter.

2. Por"er up. "It's against company policy." Have you ever heard that one? How'd it make you feel? Your customers feel the same way. You may never have said those exact words, but you may be delivering the same message by saying, "Uh, there's nothing I can do. You'll have to speak to the manager." Managers: Authorize your employees to handle problems with customers when you are gone.

Business owner Richard Kessler empowers his employees by telling them, "Pretend you're me. Do what I'd do if I were here." Kessler says occasionally a mistake will cost him money, but it's the price he cheerfully pays for providing his customers with exceptional on-the-spot service.

Pedal a mountain bike through a simulated trail. Scale a rock wall with your climbing shoes before you buy them. You know other merchants who offer in-store demos and educational sessions to introduce new products. You can provide similar offerings.

. Set up a mock workbench where customers can try out tools and test instruments.

. Purchase a TV-DVD player to show product videos or sports programs enjoyed by your customers.

. Collaborate with vendors to implement a "lunch-and-learn" or after-hours product demo. Believe me. vendors are waiting for you to ask.

There are no borders in business anymore. Dealers will continue to thrive. but only by moving into new territory. There are companies who are doing business today the same way they did in 1970. "If it ain't broke. don't fix it," they exclaim, pointing out past glories and achievements. But, it is broke and successful growth means leaving something behind. D-iy centers and big box merchants will continue to be a threat. Fortunately, for the dealer, these behemoths belong to mega-corporations that are unwieldy and slow to respond to changes in the business landscape.

Ultimately, continued success and growth depend on your autonomy, individuality and ability to offer more personalized service. The pundits can say what they want about B2B, but the fact remains that people buy from people. This is the heart of Customer Experience Architecture. Design a compelling counter experience that serves as the bridge between the contractor and the dealer so they may more easily form a mutually beneficial business partnership. Now that's a counter offer they can't refuse.

- Mike Dandridge is founder of High Voltage Performance and author ofThe One Year Business Turnaround. He can be reached at (2541 624-6299 or via w'ww.hi ghvoltage pe rformonce.com.

onols

Gus Prouty has joined California Cascade Industries, Sacramento, Ca., as v.p.-business development. New to sales are Scott Murray, covering Sacramento and the San Joaquin Valley, and Jenise Schwartz, handling Tahoe/Reno and Northern California.

John Ferguson, ex-Grant Western Lumber, is now sales mgr. at Rough & Ready Lumber, Cave Junction, Or.

Jeff Shifllett and Kevin Dooley are new to sales at Redwood Empire, Morgan Hill, Ca. Dwight Hayes, ex-Capital Lumber, and Derek Brach are new sales associates at the Temecula. Ca.. office.

Dean Winters has been promoted to buyer/product mgr. at Cooley Forest Products, Phoenix, Az. J.R. Rightnower is new to sales.

Bob Pierce, ex-All-Coast Forest Products, is a new account mgr. for Capital Lumber, Salt Lake City, Ut.

Denise Robinson, ex-Plum Creek, has joined the sales team at Sunset Moulding Co., Yuba City Ca., working from her office in Montana.

Denise Breitenbucher has been named sales mgr. at Kelly-Wright Hardwoods, Anaheim, Ca.

Andy Dunham, ex-Boise Building Solutions, is a new sales rep. for Bennett Forest Industries, Coeur d'Alene,Id.

David Checketts is a new sales executive at All-Coast Forest Products, Salt Lake City, Ut.

Lloyd "Buck" Buchanan, ex-BlueLinx, is the new general mgr. of Snavely Forest Products' sales and distribution facility in Phoenix, Az. Chris Hexburg, ex-Allied Veneer, is new to sales at Parr Lumber Co.. Chino, Ca.

Dan Semsak, ex-Plum Creek, is the new purchasing mgr. at Pacific Woodtech, Burlington, Wa.

Mike Trant has been named store mgr. of McCoy's Building Supply, Las Cruces, N.M.

Sandy D. McDade has been promoted to senior v.p. and general counsel of Weyerhaeuser Co., Federal Way, Wa. Craig D. Neeser has assumed expanded responsibilities as senior v.p.-international and industrial wood products. Miles P. Drake, ex-Air Products and Chemicals Inc., is now chief technology ofFtcer and senior v.p.-research and development. Kim Willians is a new director, replacing Robert J. Herbold, who retired from the board earlier this year.

Martin "Marty" Hodgett, ex-Accenture. is the new chief information officer at Orchard Supply Hardware. San Jose. Ca. Mike Rac:er is the new v.p.-supply chain.

Walt Robbins, v.p.-structural panel sales, Georgia-Pacific, retfued Sept. I after a A0-year career that started at U.S. Plywood and included Champion International.

Brock B. David, ex-Woodgrain Distribution, has been named territory sales mgr. for the central region at Windsor Mill, Windsor, Ca. Rick Thurston, ex-Liberty Valley Doors,

LACN[The Winttittg Team

is the new territory sales mgr. for the San Francisco Bay area and much of northwestern California.

Kevin Jacobs has been promoted to territory sales mgr. for northeastern California and much of Nevada.

Cameron Schutz has joined Pacific Western Lumber, Lake Oswego, Or.

Adam Longstreth has been promoted to quality assurance mgr. at Canyon Creek Cabinet Co., Monroe, Wa.

Patrick McCarthy has joined Rapid Rack Industries, City of Industry, Ca., as national accounts mgr. Sal Bocanegra, ex-Ladd Rack Industries, is now industrial design mgr. Jon Nichols, ex-New Group Asia Construction Material Inc., is now national sales mgr. for Rapid Rack's Gorilla Rack division.

Chad Nordhagen has been promoted to finish product mgr. for BonaKemi USA, Aurora, Co. Jared Hall is now project mgr.

Paula Erickson has been promoted to the newly created position of director of advertising and brand development at Ace Hardware Corp.

Curt Bodenstab, Starfire Lumber Co., Cottage Grove, Or., called on customers in the United Kingdom, Belgium and the Netherlands during September.

Dr. Arthur Peddick Shue is helping millworkers deal with foot pain at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

World's Tallest Trees Found

Three coast redwoods, discovered by researchers in Redwood National Park near Eureka, Ca., have been declared the world's largest living trees.

The tallest of the three-at 378.1 feet-is a redwood named Hyperion. Next is Helios, which stands 376.3 feet. The third tree is named Icarus and measures 31 1.2 feet. Redwood experts are surprised by the discovery because so much of California's redwood forests have been logged.

All three live in a stand that was protected less than 30 years ago by an expansion of the park's boundary. "With so much of the old-growth redwoods gone-more than 907o-you wouldn't necessarily expect a discovery like this," said George Koch, a biology professor at Northern Arizona University who specializes in plant ecophysiology.

He said that the trees are also note-

worthy because they are located on slopes. It had been assumed, he said, that very tall redwoods favor creek bottoms with rich. alluvial soil and abundant water. However, the giants were located close to tributary streams and were protected from the wind, ideal conditions for redwoods.

More than 135 redwoods that reach 350 feet or more have been found so far, said Chris Atkins, member of a group of professional and amateur scientists that searches for and studies the giant trees in remote areas. "Bushwhacking in that kind of country is kind of like climbinp Everest at

28,000 feet," said Atkins. He added that reaching the record-breaking trees "isn't a pleasure hike."

The precise location of the giant trees has not been revealed, and probably won't be. A rush of visitors could cause irreparable damage, which has happened with other giant redwoods. "We need to remember that while redwoods are large, robust trees, they are also delicate in some ways," said Ruskin Hartley, conservation director for the Save the Redwoods League. "They have very shallow root systems, and the landscapes they comprise are vulnerable to disturbance."

Repe S 0eqq[fi ffieuildfing

NEI\| !

Please Visit: UWtr.petermanlumber.coilt - For oelails/Protiles

Ptomplly Ship: Ikoqn 0d lhlhl ffis 0PEll: tondrt - Fria.t: 7.m - $m, S.Onlrt: t|m - 3trt ilalfi Crcdit Cr.ds A6iplsd

Conlacl: hL PGb|6.r, DcFb &[rrh. oal'rr Pdwnu ilontion this Ad 10. Spocirl Pmmotionrl Pricinl

Depot Rebrands Wholesale Division

Home Depot is uniting its wholesale distribution businesses under the HD Supply name.

"A common brand enables us to showcase our unique ability to provide end-to-end solutions for our customers," said Joe DeAngelo, executive v.p./president. HD Supply. "Our goal is to make it easier for customers to do business with us by providing reliable, efficient service for a larger scope of their project needs."

The wholesale division has been operating at a group level under the HD Supply name for some time, but each business has continued to operate under its existing brand.

Ff,.PSUPPIJf

Throughout the coming months, each business will be transitioning to the new identity and reaching out to customers to communicate the change.

HD Supply has nearly 1,000 locations across North America, over 26,000 associates, and projected 2006 sales of $12 billion.

The division has grown quickly through acquisitions. beginning in 1997 with Maintenance Warehouse Corp., picking up speed with five purchases-including White Cap Construction Supply-in2O04 and l8 in 2005, including Williams Bros. and Contractors Warehouse. Among its six purchases so far in 2006 have been Cox Lumber Co., Forest Products Supply, and Hughes Supply Inc.

"After building leadership positions in a broad range of offerings over the last few years, we are now aligning each

business under a single entity capable of providing a complete range of solutions." said DeAngelo. "We plan to draw on the expertise of our combined $69 billion supply chain and best practices to provide professional customers an unmatched supplier relationship."

CSL Takes Over Fort Hill Kiln, Planer

Cascade Structural Laminators has signed an agreement to purchase equipment and lease the site of Hampton Lumber's Ft. Hill division dry kiln and planer facility in Grande Ronde. Or. The site includes storage and a rail spur.

The operation, expected to startup in mid-November. will process lam stock for Cascade's glulam beam plant in Chehalis. Wa.

"This is a great addition to our operations." said Jim Weber, Cascade's general manager. "We will have better control of our lumber quality through machine-stress grading and sorting capability. and this will improve our efficiency at Chehalis and ensure that we are meeting our quality standards."

Friedman Bros. To Expand Sonoma

Friedman Bros. plans to add 10.000 sq. ft. to its 25.000sq. ft. store in Sonoma. Ca.. so it can stock plumbing fixtures, lighting, and storage units already offered in its much larger stores in Santa Rosa and Ukiah.

To make room for the addition. Friedman will consolidate inventory and store it vertically in a dry shed. Parking may also be doubled. The Fifth Resource Group, Cotati. Ca., which designed the Ukiah store and the 2002 renovation of the Santa Rosa store. is preparing the application for expansion and wants to start construction late next year.

Grcwn in California, M* in C-alifunia

Produced

For our Redwood fingerjoint products call l-86G974-0f80

For the nearest wholesale distributor in your area

Greatus Wood Products

4501 Brickell Privado, Ontario, CA91761

Contact Carl Henoch Phone: 909 974-0180

Fax: 909 974-O'181

e-mai | : creatuswood@aol.com

uv Grcftts Wood Products

Established in 1998, with over 3O years manufacturing experience in the softr,vood and hardr,rrood industry Specializing in redwood fingerjoint primed and natural finish sidings and mouldingp.

Products: CRA BevelSiding Pafterm

*40f]., t362, t363 1f2x4,1f2x6,1Dx8

$37 1, t372, 8373 314x6, 314x8, 3l4x1o

1x2 - 1x12,514x4-514x12 S4S facia

2x8 Beveled Sills, Northem and Southem Stucco Moulds, Brick Moulds, Watertable

We also make in Rwd F.J. all cunent profiles available in the CRA Rwd Lbr Pattern Bmlk t17, including matching older pafterns as well, by quotation.

ln addition: Poplar and Basswood F.J. Mouldingp, Shutter and Louver components, primed and sanded. Hardwood Mou ldings including Handrail, Interior and Exterior Jambs, Pine F.J. Mouldings, Primed & Raw, call for quotation.

Odrer services: Custom Fingerjointin& R.F. Edge and Face Gluing, Interior and Enterior Priming Moulder work; available by quotation.

iltla!l\ Ill().1 lrL,'l

IIL\\!\.,t ,lr- l .-

i.lll()lltrL l I,,111 11 tn-\ti.'.l.\

IlilltlliLl rll\lr'l!l l,i .('lllfill ll: .r\ llll:lLil

il\ !()ll\llLlrll(11' 1]1;11 .],r'... 1i,r.'.ll l'lr.

It.--.lr'lr.l

!(rlll!' lllt()tL!ll irl'\.rLlr!rl.11. r,,', .' |,,

pllrn lrlrclrrl irn(l ir\lirlrl 11,.1.' .'

I{.,.k . .,

llltll()llll] a!\jlirrlll\',1!r\ r .1 ll.r..ii-..

ing could have done.

After the first year, over 16 tons of chocolate had been sold from a gourmet shop of only 800 sq. ft. Sales increased and held steady into the next four years. The economy started looking better around that time as interest rates began dropping and people returned to normal buying habits.

What had caused a surge in profits at an obscure shop while other retailers were barely hanging on in the slumped economy? What were the lasting effects? How can you create a booming business when the economy slows or customers lose interest?

Adding a New Product

Is there something out there that is compatible and also an unexpected surprise? Is it vitamins at the gym? Tshirts at a restaurant? Books or greeting cards at the coffee shop? Investigate how new products and services could increase sales.

Promoting the Product

The simplest and most effective way to start is with "cross trafficking." The gourmet shop placed plates full of chocolate samples in shops in the neighborhood. A simple tent card with the name of the shop was set in the middle of the plate. In return, tent cards, coupons and flyers about events were placed in the gourmet shop. This can be done as a partnership with many types of businesses.

Connecting with a charity is another great way to "cross traffic."

Big ls Better

Show off what you are doing by making it bigger than life. Make the sign in the window as big as your city codes or mall association will allow. Look into the city codes regarding temporary signage. In some cases the rules are not overly strict and, even if you are only allowed to have a larger sign for a short amount of time, it is still an advantage. If you give samples of anything, whether it be a product or service, be generous.

Make an in-store display as large as possible. Make it say: "This is the reason you came here." "This is what you want to buy."

Go for Bulk Sales

Instead of selling just one of anything, find ways to sell dozens at a time. Promote yourself to clubs and organizations and invite them to have an outing or meeting program, which you can provide for them, at your place of business. Now that you have

a group, you can sell one or more widgets to each one of them. If they don't come to you, go to them. Pack up your widgets, samples and free hand-outs and be the program at their club meeting. Word will spread and you will gain more customers and more opportunities to show offyour products.

Participate in the Community

Many cities have festivals, events and youth sports leagues that you can be a part of as a sponsor or vendor. You can connect with a charity to donate for their auction or give prizes of your product or service to contest winners. Even a small donation gains a listing in a program booklet or your

name on a flyer.

The lasting effects of what you did to get through the dry season will be just that-lasting. You gain respect in the community for your participation and for your success in managing your business in a difficult time. You create a desire for people to want to work at your store since it's so successful. You establish a brand for your company. You learn that by adapting to change and bringing in customers despite a dry spell, your business is better prepared for any challenge ahead.

- Jean Becker is a speaker, trainer and author of An Orphan's Song. She can be reached at (941) 758-7206 or via www. j e anbec ke rspe aks.c om.

your contractor customers cut some corners, and we'll help you cut

Contact Expands Prefinishing

Beginning in 2O07, Contact Lumber, Portland, Or.. will add significantly enhanced prefinishing options to its growing list of manufacturing and custom product capabilities. By the end of the first quarter, a new fully automated paint line will be installed at the company's Prineville, Or., manufacturing facility, enabling Contact to stain and top-

coat all products more efficiently and with the higher quality finishes required for commercial and residential architectural projects.

Soon after, Contact will add a UV line, offering environmentally superior coating and curing for their products. The company has had factory-finishing capability for years. but not on a larse scale or with UV curins.

Service A"ality lntegrit! Partnershi

s a leader in the wood products distribution industry Weber Plywood & Lumber is dedicated to making a material difference in your business. We are committed to delivering excellence in quality and service.

Whatever our customers need, whenever they need it, we anticipate their requirements and strive to exceed their expectations. From inventory to service, we go the extra mile to make the process as efficient and cost effective as possible.

Weber is committed to providing the highest quality hardwood [umber and plywood products available.

We understand that for our customers to be competitive, we have to be competitive and deliver products to meet their needs. Not only delivering quality, but value. We go beyond inventory, supply and distribution by sharing our vast knowledge of wood and our customers' requirements, adding value to every product. Our customers count on us to be their partner, and it's a commitment we take very seriously.

Knowledge adds value.

CASCADE Structural Laminators general mgr. Jim Weber hosted a plant tour, customer apprecialion dinner, and golf tournament Sept. 20-21 in Chehalis, Wa. (1)Jason Olsen, Steve Killgore, Doug Kotil, Ronda Harris.

(2) Jefl Monison, Jim Walsh, Don Allen, Peter Noble. (3) Jim Weber, Rick Ray, Dick Fellers. (4) John Hiatt, Mark McClain, Larry Miller, Eric Bjorling. (5) Matt Jones, Jeff Land, Mike Marshall, Tom Woodside.

Peterman Unveils New Center

Peterman Lumber is holding a grand opening Oct. 13-14 for its new 40,000^sq. ft. customer service center and showroom in Fontana, Ca.

Hourly specials and discounts will be offered at more than 35 vendor booths, with prize drawings to be held every 15 minutes. Western-style BBQ and drinks will be served both days.

Veneer Plant To Restart

A new veneer mill has opened in the old Mt. Shasta plant in Weed, Ca., to process local hardwoods.

The new mill will buy direct from local harvesters year-round, according to Albert DeSilva, president of International Veneers & Hardwoods Inc.. which will base its operations at the old mill. He said that selling to a local mill would allow harvesters to salvage more wood, cut out the cost of middlemen, and not have to ship to mills back east or overseas.

Hardwoods to be processed include walnut, myrtle, laurel, maple and madrone. Each species has a different prep time, making a mill close to the forests a real advantage, said DeSilva.

Roseburg Forest Products provided technical assistance for the project.

NFL Eyeing Dixieline DC?

Officials in National City, Ca., are discussing whether to build a new $500 million NFL football stadium in the city's port-location of Dixieline Lumber's distribution center.

Dixieline does not believe National City "wants to put us out of business" and is sympathetic to the city's need for more revenue, said facilities manager Victor Fresca. But the company does want to ensure that development of the site will not interfere with the company's operations. "We're not a big political machine," said Fresca. "We just want to put lumber on job sites and continue to do business."

City officials don't want to upset Dixieline, which provided over $1.5 million in taxes in both 2O04 and 2005. The DC occupies 21 of the 52 acres under consideration.

Part of the acreage is owned by BNSF Railway, which is not sure making room for the San Diego Chargers would benefit its rail operations. "We're willing to sit down with National City officials and discuss this," said spokesperson Lena Kent. "But we must be able to provide rail service to our customers." Other waterfront businesses complain that a

stadium would disrupt operations and threaten the stability and growth of maritime-related jobs.

Port commissioner Sylvia Rios does not believe that a stadium can coexist with the existing businesses. Ln2004, a similar proposal for the port in nearby San Diego was rejected.

Chris Zapata, National City's city manager, said that reconfiguring the layout of the site would allow a new stadium to co-exist with current businesses. "We just think this is something we need to look at," he said. "I think National City will be able to work with the port to explore a deal."

Mt. Taylor Millwork Expands

Mt. Taylor Millwork, Milan, N.M., has purchased 5 acres in Albuquerque, N.M., to construct a wood collection center that would fuel its pellet plant.

"We are currently low on material for the pellets. This plant will take care of that," said Matthew Allen, who heads the company.

Most of the wood will come from forest restoration. "The opportunity is there," said Allen. "If we can get all the other entities that need to be involved to participate, it will succeed."

ers

The Merchant Magazine welcomes your comments. Please write to Editor, BPD, 4500 Campus Dr., Suite 480. Newport Beach, Ca.92660; FcLr 949-852023 I , or dkoenig@ building-products .com.

CONFUSION OVER CHINA FIR

I was reading the article "A Closer Look at Cedar From China" (Sept., p.202l) by Peny Lee. While a good article, there are a couple of facts that are misleading, most likely unintentional.

(1) It states, "China Fir is not a true cedar species, but a member of the ?"a.rodiaceae (bald cypress) family." That is old information. At one time Taxodiaceae was regarded as a distinct plant family comprising l0 genera of coniferous trees. Cypress (Taxodium), Sequoia (Sequoia), and Cunninghamia (China fir) were three of them. However. current research has shown that the Taxodiaceae. with one single exception of the l0 genera previously comprising this family (Sciadopitl's), should and have been merged into the family Curessaceae,the same family as Port Orford. incense, Atlantic white. and western red cedars. So "China fir" is in the Cupressaceae

family with them, not Taxodiacecea.

(2) It continues, "However. not one of these products is correctly labeled under their true species, China fir." First. China fir is the common name. Cunninghamia is the genus. Lanceolata is the species. Trees can often have more than one common name, some given locally. others by the scientific community. The only way you can be absolutely sure of what a tree's characteristics are. and if a lumber species how the wood will react. is to know the scientific name.

Another way to illustrate this is with Douglas fir. It is not in the true fir genus (Abies) with white fir. It has its own genus. Pseudotsuga. meaning "hemlock like." There is no argument that this is not a fantastic lumber species. but it is not a true fir. It is. however. in the same family as the firs, Pinaceae.

(3) Cunninghamia lanceolata is in the same family as westem red cedar. It has been independently tested in two laboratory trials according to ASTM Standard D-2017 for assessing natural durability by Oregon State University Dept of Wood Science and Engineering. Their conclusion is that this species was classified as highly decay resistant in its heartwood. and its rating is similar to that of western red cedar.

Conclusion: China fir. cedar or whatever we want to refer it as. is a substitutable alternative to anv of the North

Seasoned Fencing"

American cedars. and performs to the same standards. Its common name is irrelevant with regard to characteristics of the genus. and species.

Mike Mordell Universal Forest ProduclsWestern Division Windsor. Co.

mmordell@ufpi.com

MORE ON CHINA I'IR

I was very surprised to see the article "A Closer Look at Cedar from China" without the title of "advertising" or "opinion." The reason that I say this is that the article is clearly full of misinformation about Chinese fir (cedar).

Here are some mistakes in the information that I found in this article:

The author consistently states that Chinese fir (cedar) is not a "true cedar" like those found in North America.

a. First of all. there isn't any such thing as a "true cedar" in North America. All of the "cedars" found in North America are actually termed "false cedars."

b. The term "cedar" is allowed to be used in the U.S. by the USDA if the species is "aromatic softwood with bugand rot-resistant properties" that pass specific degradation tests. The majority of these species of "false cedars" in North America as well as Japan and

China are in the Cupressaceae family. Redwood, western red cedar, incense cedar, Japanese cedar, and Chinese cedar are all in the same family.

c. The only "true cedar" is found naturally growing in Lebanon and is in the Cedrus family.

David Stallcop Vanport International Boring, Or.

davidstallcop @ vanporl-intl.com

THE AUTHOR RESPONDS

I appreciate that there have been many readers, and that they have knowledge on this species. I thank them for sharing their knowledge and input on the topic. My main goal was to clarify that China fir is its own species and should not be mistaken for western red cedar or any other species. I do business in both species, and I would not want either business to be affected.

As a member of WRCEA,I have even heard their anger of the China fir being called cedar and that they may consider taking legal steps against those who term this species as cedar. There have been too many sellers falsely advertising their China tir product as cedar.

First. the readers are correct on the family as defined by USDA. I am not a scientist to know the exact botanical names and did not bother checking with USDA, Chinese Department of Agriculture, or Japanese Department. However, my info is not from the Internet nor the USDA. All my info is gathered from direct experience from sawmills in China.

In China, China fir is locally known as shan mu, and pine is known as song mu. where mu is wood. Here is a list of how the Chinese term some other species:

China fir - shan mu

Japanese cedar - liu shan mu

Pine - song mu

Douglas fir - hua qi song mu

Hemlock fir - shan mu

Western red cedar - hong shan mu

Spruce - bai song mu

The list goes on, but the only species not native to China is western red cedar. Yet. the Japanese cedar is sometimes called western red cedar. From these terms, anyone could have called any of these species to their desire. For instance, shan mu is referred to both as fir and cedar species in China. There is a manufacturer in China making products from Chinese native hemlock. This company markets its products as cedar. In addition, a similar fir species from West China (they call it Douglas fir or hua qi song mu) is also being processed in China and sold as cedar.

Similarily, the U.S. market is also seeing China fir, Chinese cedar, etc., but

which native Chinese species are they really getting when some of these products may even be coated and painted?

Thus, my intention was to show that China fir itself is its own unique species from China, whether it's called cedar, fir, this family, or whatever. There are too many species coming from China being labeled cedar. I just wanted the readers to be aware that China fir is just one of those species.

In the past, Japan has been one of the biggest importers of China fir or Chinese cedar. Specifically, the Japanese market imported both Japanese cedar and China fir. Both species are native in similar parts of China, but there are clear distinctions and similarities between the two

species. Several sawmills in China cut both species and sell both species to Japanese factories. This could have been the reason why the term Chinese cedar originated.

In any case, I apologize to anyone who may have considered my article as an attack against China fir. Moreover, I want to thank both the magazine and its readers for acknowledging the China fir species. It clearly shows that the market has had a influx of these products from China and it is being recognized.

Perry Lee Pacific Cedar Supply Buena Park, Ca. perry@lumberguy.com

Chemco Partners On Alowood

A joint venture between MeadWestvaco Specialty Chemicals and Chemco Inc., Ferndale, Wa.-named EverTech LLC-will manufacture and market Alowood, a line of environ-

mentally friendly wood products developed by Chemco.

Production facilities for EverTech will be in Ferndale. MeadWestvaco. which is based in Charleston. S.C.. will offer support from its technical

and international marketing. research and development teams.

"We are excited about the future of EverTech." said John Gibb. Chemco president. "MeadWestvaco's partnership strengthens our position with a product we believe is poised to revolutionize the way the world looks at hardwood."

Alowood's process gives plantation-grown softwoods the appearance. hardness, and milling characteristics of domestic and exotic hardwoods. Initial markets include flooring. furniture. cabinetry, moulding and doors. Exterior applications. including decking, are under development.

Lawsuit Threatens Sawmill

A recent court decision to halt logging in Giant Sequoia National Monument may force the closure of the last sawmill in California's central San Joaquin Valley-Sierra Forest Products in Terra Bella. according to The Fresno Bee.

In August. a federal judge upheld lawsuits by the Sierra Club and the state attorney general demanding that the Forest Service redo its forest management plan to better protect the environment. As a result. Sierra Forest would lose four timber sales near the Giant Sequoia National Monument.

Instructions: Fill in the grid so that every row, every column, and every 3x3 box contains the numbers 1 through 9 once. Therefore, each number in the solution will be unique in each of three'directions."

The solution is on page 67

If lawsuits block other planned projects in the Sierra National Forest, coowners Kent and Larry Duysen said a lack of logs could cause their company to shut down by next year. "If it gets balled up in court. we really will

not have any material to get through the next summer," said Kent Duysen.

Although the mill also processes trees harvested from private lands, salvaged from public roadways, and culled from burned-out sections of the San Bernardino National Forest, it relies heavily on trees from federal forestlands. According to the Duysens, their mill is operating on about 30 million bd. ft. per year, about half the mill's capacity. Of this, about 20 million bd. ft. comes from federal land.

The brothers warn that closure of the mill could make large-scale thinning in central and southern California economically unfeasible, increasing the risk of catastrophic fires. "If this mill wasn't here," Kent Duysen said, "there's probably not going to be much fuel reduction happening."

He said they have spent about $3.5 million in upgrades over the past five years, including a de-barker for smaller logs, computerized scanners, and a machine to more efficiently handle small-diameter logs.

The Duysens hope that proposed legislation could save the mill, reaffirming that when the monument was created in 2000, the four timber sales were srandfathered in.

Burglary Suspect Nabbed

Police in Lincoln Park, Ca., have arrested a suspect following a string of tool thefts at the local Home Depot.

The first theft occurred Aug. 2, when two chainsaws were taken by a suspect driving a red pickup. The same vehicle was used two days later, when a circular saw and Sawzall was

stolen. On Aug. 6, a suspect was confronted at the store, but left without stealing anything.

On Aug. 10, police traced the truck to Dennis Thompson, 43, who was already in jail for unrelated chargesburglary, evading arrest, and driving under the influence. After police recovered some of the stolen tools, he was booked for the Depot thefts.

Introducing the next generation of decking

CrossTimbers has created a Droduct with a unioue combination of oak and polypropylene plastic. This product fiormula provides a stronger composite lumber than most other comDetitors products utilizing a combination of wood and polyethylene.

The nontoxic composite used in CrossTimbers is the result of intensive research. It is a new-generation composite product engineered to yield superior strength, longevity and dimensional stability at an affordable once.

Unlike "first generation" decking composites, CrossTi mbers contains no recycled polyethylene products. CrossTimbers consists of a combination of oak and polypropylene, giving it a clear perfiormance advantage when compared to other composite building products currently in the marketplace.

CROSSTIMBERS"

THE BETTEN, BUILDINC BOARDS

lx4 B0ARDS in 4,5 ond 5'lengths

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

2x2 cleor cedor BALUSTERS in 36,

products

Stair Components

Stair components made of natural wood and wrapped in wood veneer are now offered by Contact Lumber. The components are available in oak, maple, cherry, pine and fir-and can be custom ordered in other species.

Carry-Ons

Gomputing On The Go

The MPC 6 mobile PC from DloG Logistics can be mounted on vehicles used in construction and rvarehouse operations. Included are an Intel processor. CompactFlash memory. and a choice of Windows XP Professional. XP Embedded. or Linux operating system.

The optional 3M MicroTouch 10" or 12" touch-screen provides high visibility even in bright environments.

Available in lengths up to l6', components include rails, skirt boards, and newel posts, all pre-sanded and ready for finishing.

- Please contact (800) 547-1038 or v i s it www.c o ntact lumbe r.com

Rugged Computing

Glacier Computer has added two new laptops that are rugged enough for warehouse use.

The Getac Wl30 is a 12.1" XGA unit with a Pentiuum Ml .6 GHZ processor, 40 gig drive, and numerous upgrade options.

The Getac M220 is offered with a 14" or 15" display and two batteries with more than six hours of run time. Both have integrated wireless Ethernet, sealed connectors, and touchscreens.

- Please go online at www.glaciercomputer.com

Zippered tool bags from Klein Tools measure l2-l/2"x7" and come in a set of four, making it easy to organize and find important tools. Portfolios measuring I 7"x I 2" easily carry contracts, quotations, rvork orders, plans, clipboards, binders, and smaller items such as mobile phones.

- Please contact (800) 553-4676 or v i s it www.kle intoo I s.com

The Look of Hardwood

Clic Xtra is a glueless laminate plank offered in lengths and widths designed to replicate the look of premium hardwood floorine.

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

- Please go online ot wrew.dloglogistics.com

Wood Repair Kit

PL Fix, a two-part kit for easy and durable repairs for a woodworking repairs, is new from Henkel.

The polyurethane-based adhesive/ filler reportedly mixes easily, has minimal odor, and is suited for a variety of interior and exterior applications. Within four houn. the product can finished and painted.

- P lease visit wv*'.slic kwithpl.com

Produced by Columbia Flooring, the product is manufactured in the popular 6" width and 54-112" lengths.

The Uniclic locking system ensures easy installation.

- Please contact (800) 654-8796 or v i s it www.co lumbiaflo o rin g.c om

Tsn MnncsnNr Maclzlun

Vinyl On A Higher Level

Variform's Timber Oak Ascent vinyl siding reportedly has the look and feel of hand-stained wood siding, but not the maintenance of wood.

with Permahue color enhancer from BASF.

Trvo traditional profiles and one Dutch lap profile are offered, plus coordinating soffits and accessories.

- Please visit www.varifurm.com

Plumbing With Accuracy

Lightweight and pocket-size, the Hilti PMP 32 plumb laser reportedly provides pinpoint accuracy for everyday layout work.

The product features one-button

functionality and a self-leveling mechanism that settles and projects a highly visible beam in less than three seconds.

Built-in magnets on an integrated foot-grip drywall track ensure accurate alignments.

- Please contact (800) 363-4458 or vis it www.us. hi lti.com

Under Protective Wrap

York Wrap is a non-adhesive polymeric isolation tape designed to prevent corrosive effects.

The thick and flexible PVC membrane reportedly stops potential moisture problems and shields galvanized metal that comes in contact with ACQ treated lumber.

Each roll oftape is 150' long in one of two sizes: 3-112" and1-112".

- Please contact (800) 551-2828 or visit www.yorkmfg.com

A patented variegated technology creates natural color variations and surface texture resemblins wood. Each of the line's nine colors ire protected

Structural Adhesive

Trimbonder structural acrylic adhesive from Devcon can be applied rvith a standard caulking gun to fill in nail holes and gaps in vinyl. rvood. urethane and aluminum substrates.

Fine Wood Specialties Distributor

A mixing nozzle allorvs the two-part adhesive to be easily dispensed. The product has a typical rvorking time of five to eight minutes. a fixture time of 18 to 20 minutes. and cures in trvo to four hours.

Although paint is not required for protection. the finished product accepts latex paint.

- Please contact (8AO) 933-8266 or go online at u'tt'x'. trimbonder.cont

Protective Barrier

Delta-Dry houservrap from Cosella-Dorken reportedly provides a solid barrier of protection against wind. rain and dampness.

Unlike housewraps that are porous or breathable. the product can't be penetrated by air or moisture. Constructed of heavy. channeled polyethylene sheeting. it dries and drains as well as protects.

A metallic silver membrane reflects radiant heat and is impervious to wind and rveather, and also helps maintain indoor temperatures and increase energy efficiency.

- Please uisit rln'r,r'.coseIIa-dorken.com

What's Up Dock?

DockSider Plank from TimberTech is ideal for dock, marina and boardwalk structures because its embossed grain reduces slippage. Unlike wood, the product resists fading, weathering, rotting and warping.

The new planks span 24" on center. Two colors, cedar and gray, arc available in 12', 16' and 20' lengths, with 48 planks per unit.

- Please contact (800) 307-7780 or v i s it www.timbertech.com

Blocking Windows

Weather Stopper impact-resistant windows and patio doors from Silver Line are built to withstand harsh weather conditions.

All sizes and styles meet ASTM testing standards for impact and wind pressure, along with Miami/Dade County codes.

A specially designed plastic inner

layer is laminated for both safety and security. The barrier reportedly keeps the window sealed after imoact. so

The DC750KA has an upgraded single-sleeve racheting chuck to help prevent bits from slipping. A l5-position clutch and a dual-speed range provides increased versatility. An allrub grip adds comfort and control.

- Please visit www.dewalt.com

Tough New Boots

Timberland's PowerWelt work boot features Ever-Guard leather that resists abrasion. heat. oil and water.

wind pressure doesn't enter the home. It also reduces noise from outside and limited damaging sun that can fade furnishings.

- Please go online at www.silverlinewindows.com

Easy Driver

The compact size of DeWalt's new cordless drill/driver allows access to tight spaces.

Ample room is provided for toes, which are protected by a strong steel cap. A dual-density polyurethane footbed cushions the foot and resists compression.

- Please visit www.timberland.com

Roofs That Stay Put Stotttt\lli'tr'r Pr,r ('trt llill \ (1.1-".' lr.l,hlr ]t lrrLri 'irrrrr]c. lrlrr c bccrt tlc.iqrtcti br \tllir Rr,olin! lor l1r"l1rr Itl,l l.el I,'tittt:,1t..'. -l-lrc .hinglc. i.irc nllrric ,r1 nrotiilic.l lL:|11;111 linrl titrctgllL.\ iutrl iua !ul \)n ir tiL|cr t() clirlinutc nro.t huntl trir|r rning. Onc bttnrllc r()\cr'\ .l I lrrtcr.tl lt. \\ llr'lt ilt.l.rllt'rl .rl )-) \ e\l\r,\ul\' \ tt./

Masters Of Storage

eltc.l. llonr KnlLlt. l'. \lanLtllrttLtIing ()llr'r'

lnstant Entries ( t.,, Iitl'.lr \. t 1rr. .1..i'1'rlrli'1j

llnr.]1.'.i .1,r,r1. .111.1 :r.r11r."rr'.' .lr. lol11 l11irli.. l.r ..'titlL!'\i .L\\!'\y..!l\ I Irrt lS( ),tt )( | I ! 'l1rtr.'.i 1.1.i,,',,

i

{'r tTknxlBnasnta

Capital is the choice you can trust for all your specialty building material needs.

tently smooth edges.

Doors can be installed after drywalling and painting.

- Please visit www.cecodoors.com

Easy-lnstall Brackets

New brackets from Railins Dynamics Inc. enable easier installal tion of Endurance and Novaline railing systems onto round columns.

The brackets reportedly eliminate time-consuming cutting and scribing. They are made of a PVC compound that can be left white or painted to match other components.

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

Stoned Beauty

Easy-to-maintain Sedona laminate countertops reportedly capture the natural beauty ofthe Southwest.

Wilsonart's high-definition tech-

nology reportedly replicates the look and feel of naturally weathered stone. Each color (spirit, bluff, spa, trail) has a textured dual matte-gloss finish.

- Please go online at www. w i I s o nart laminate.c om

Underground Ventilation

Vortex telescooic basement and crawl-space veni from Mar-Flex comes in three models to fit every poured-wall and masonry situation. Basement and crawl-space ventilation systems protect homes from moisture damage, disburse harmful gases, and make homes healthier for occupants. Each vent is made of high-

density polyethylene so it won't rust, and has a solid-steel turnbuckle for adjustment.

- Please contact (800) 498-141 I or visit www.mar-flex.com

Water-Based Stain

Varathane water-based stain and polyurethane from Rust-Oleum is a one-step product for staining, finishing and protecting interior wood.

The coating is virtually odorless, can be cleaned up with soap and water, and recoated in just one hour.

Eight semi-gloss colors match the Varathane's premium wood stains.

- Please visit www.varathane.com

Trimmed With Beauty

Reserve premium wood trim from Siskiyou Forest Products is designed to last for generations.

Celebrating lver 39 years

5*or* C/azl.wooL Co., 0oo.

rymfrvllnhf 3tt$m

Thc Foucrud TirckTrrping Sptcm has bccn dcnlopod for tho rhipping end rrcoMng indurtrls.

Dcrigncd o crc thc hodllng of ttuck t r?t,thir prown ryrtun ir opcr*or fricndty, hbor cftcicnt mds&.

Thls ryrtcm crn bo inrtJlcd in mo.t ariiint bulldlnt

25 ycrn of Qurlity Stnlcg i& Pmdr.tt

CNidcr u for tlE follosng wi6 & Fod6

Custtm d6ign projccts

Cmveyor systems

Hoppe6 & BiN

Siongc t8nks

Proccss piping

Cyclms

Srucnral slc€l fabricarim

lndustnal

products are in a wide sizes. finishes. stock is

Made of western red cedar or redwood. the products are protected with an alkyd sealer to block tannin migration, followed by an acrylic primer. Reserve availab le range of lengths and Pattern available.

- Please visit nlr'.siskir'oufurestproducts.co,n

A Better Bond

Bonsal American has developed Stayflex thin-set to bond larse ceramic tiles. marble and natural stones to walls without slippage or sag.

The product can be used for both interiors and exteriors. and reportedly offers bener flexibility, impact strength. and extended open time over ordinary thin-set mortars.

- Please contact (8O0) 738-162 I or go online at 'rt'u'x'.bon sa I .cottt

Protecting Exterior Wood

A new primer and stain from Duckback Products help protect exterior wood surfaces.

Super Prime oil-base specialty primer is formulated with stain-blocking pigments to provide superior resistance to extractive bleeding.

Super Hide siding stain comes in 70 colors and reportedIy provides excellent coverage in just one coat. It can be applied in low temperatures and cleans up with just water.

- PIease contact (800) 825-5382 or go online ar v' t+' tt' -s up e r

SIERRA-PACIFIC held an open house Seot, 14 in Redding. Ca (1) Bob Palac,oz. Ber Leany. Dick & Elaina Jackson. Jerry Farley. (2) Rick Parten. Don Bratcher. Vince Vierra. (3) John Stembridge, Bill Perkins. Chris Swanson. (4) Ken DiUlio, Tavis Lager, Bick Hermanson. (5) Ted Roberts, Andy Faircloth

(6)

Mark Jantzer. Walt Schneider (7) Terry Kuehl. Lee Nelms. (8) John Picot. Pete Feyneke, Terry Johnson, Randy Crockett (9) Karen O'Conrell, Je'r Moore, Ano'ea Whire. (10) Frank Boes, Larry Ho guin (11) Ron Schneider, Jim Russell, Joe Derrah. (12) Bob Shepherd, Don Graver, Terri Littlelield,

Lennie Baskett. David Fuhriman. (13) Bill Nabozny, Paul Zartman. (14) Steve Buske, Mike Carey (15) Phil Battaglia. Stacey & David Jones. (16) Gene Secco. Bonda McDonald, Jim Sondergaard. (17) Char ie Moss. Charlie Schweitzer, Mike Webster. (More photos on next two pages) Ocroee

M0RE SPI pontrnued from prevtous paget. (1) Barry Garrison, Mark Young. (2) Penny Scott, Sharon Small (3) Bob Bretz, Bob Borghorst. (4) Arnie George, Jeff Howard. Jeff Logue. (5) Eric Grandeen, Bandy Johnson. Kyle Keaton, Stu Heath. (6) Brett Black. Billy Gunn, (7) Cherri Schmidt, Thom Wright,

Becca Moss (8) Paul lvlcKay. Lara Si rce. Brent Mangum, Slade Bitt er. Steve Oste'ran t9) Eten K'onaue' -.lre Lorge^ecre' r10) Boo Fa de'nar. Ker La"g^ r1 {11) Scort E ,s Geoff Webb. Dan Pe zzar. Cha' ie Dunba. (12) Terry Johnson. Mark Emrnerson (13) Josh Tyler, John Ahlers. (14) Danny Sosa,

Rov Cooc e 1,1 <e Des-c^ 3 De'c (15)

A a' Oanq: -?S: - ^cSe, r16) ','a':, c.-'

Je" 3as:er: Jc^" G':.e t17) (e" Cai:'

L :a --:S:' - -" C1 :?' :^ t18)Ho -es - T Faass (19) F:c ::r ,.,a.^

,a.-.-^ flo-.-o tr--o---- C::=1 ,',=::

lContnueo on nexi paEe/

SIERRA-PACIFIC INDUSTRIES event /contrnued from two previous pages): (11 Doug Willis, Jon Hagen, Steve Hagen, Denis Stack. (2) Tim DeCoito, Ted Pollard. (3) Rick Ray, Chris Richter, Tom Von Moos. (4) Tom Evans, Harvey Hetfield, Jack Chase, Mike Young. (5) Jeannie

77 building material companies have cut their IT costs by using DMSi hosted solutions.

Cut costs. Not corners. Hosted solutions provide top-tier techno[ogy, security, and disaster recovery to buitding material companies. Ifs just one of the ways DMSi software detivers more value by cutting costs.

Shanklin, Scott MacKechnie. (6) John Westlake, Charlie Risinger. (7) John Jenkins. (8) Ken Dunham, Jean Henning. (9) Ralph Cardwell, Fred Molter. (10) Rob Brown, Rob Parks. (11) Ralph Monis, Scotty Scott. (12) Darryl Lindke, Dan Mclntire. (13) Pete Lauridsen, Rod Kautz.

The Right Tools for Building Prcfi

LACN 2ND GROWTH held ils summer conlerence Sept. 22-23 at Harrah's Rincon Casino & Resort, Valley Center, Ca.: (1) Jean Henning, Mike Carey, Micheyl Barnett. (2) Alan Oakes, Ken Dunham. (3) Bill & Nancy Sullivan, Rex & Jaime Klopfer. (4) Andree & Russ

Primrose, Janeece Lowder. (5) Melinda & Mark Ganahl. (6) Kim & Jim Nicodemus, Janette Channing, Kelly & Julie Lyon. (7) June & Randy Jackson. (8) Yvette & Ryan Mitchell. (9) Kimberly & Dan Croker. (10) Chad Barclay, Beth Kramer, Ray Medina, John Neel. (11)jim & Cheryl

THn Mrncunxr MaclzrNn Ocroeen 2006

Taft. (12) Bill & Mary Lou Harshman. (13) Stephanie & Terry Rasmussen. (14) Shelli & David Abbott. (15) Marie Oakes, Rick Hogue. (16) Jenelle & Josh Finkbeiner, Paul & Laura Rodriguez. (17) Dr. Patrick Moore, Judy Grinder. (18) Todd & Amy Pollard, Mike Mische. (19) Annene & Johnny Pringle. (20) John & Sue Pass. (21) Chris & Stacey Freeman. (22) Deonn & Allison DeFord. (23) Peter & Barbara Ganahl.

(More photos on nert page)

2ND GROWTH CONFERENCE (conttnued from prevtous page) leatured an exhibition of the latest products and services, a goll tournament as well as economist Don Haid s d scuss on of how to face challenges affecting our industry and Dr. Patrick Moore's talk on 'Green Soirit: Trees Are the Answer (1) Randy & Sylvia Fleck. (2) Jim Hamm Lisa Voeltz. (3) Larry Christensen Luis Mendez. Luis Rojas. (4) Janette & Greyson Channing. (5) Heath Stai. Rene Vargas. (6) Lisa & Patrick Hawthorne, Drew & Vcky Sasser (7) Mike Born. Brad Satterfield, Chris Huntington. Beth Kramer (8) Jaime Klopfer, Allison DeFord, Michelle Burt, Diana Shumaker. (9) Don Haid, Scott Whitman.

. Unique ihreod form removes exhousl while driving to prevenl "mushrooming"

Type'l7 point for fosl s$orts

drive prevents stripping of recess

. Smoll heod diqmeter

. Pqinted heods ovoiloble in our Scrudini line

lN THE WOODS: Clotilde Merlo Park in Stirling Clty, Ca., was the site of the 4th annual Old Time Lumbermans BBO. (1) Carl & Dods Force. (2) Ron Lewman wittr the qrouo's horpree Fred Holmes, Frcd C. l-ldrps Lumber Co. (3) Hany Merlo. (i) G'eorge Brown. (5) Annette Chenorvetr, Dean Foy, Mel Lewman, Jim Lewman, Bud Chenoweth. (6) Sam Cameron. (7) Mike Cameron. (8) Jim Henderson. (9) Bill Smith. (10) Billie Smilh. (11) Nancy Knauf. (12) Geni Giacone. (13) Nidua Brown. (14) Bary Fsher. (10 Sylvh Fisher. (16) Chris Baldo. (17) John Schick. (18) Gil Sissons ll, Stephen Holmes. (19) Paul Ward. (20) Paul Gaboury, Bob Park. (A) Jaq & Mary Lou Razetto. (22) Peie & Barbara Kepon, Tope Knaut. (23) Pete & Shidey Hess. (24) Patty Kemper, Hap Hasty. (More photos on nert page)

AMONG the 80 old-timers attending the Aug. 6 evenl (continued from previous page): (11 Barbara & Lud McOrary, Pat & Len Viale. (2) Kathy & Dan Naughton. (3) Alan & Cookie Holmes. (4) John & Maxine Colombo. (5) Jim & Fran Ramsey. (6) Frank & Erline Alves. (7) Don & Debbie Willard. (8) Bill & Susan Scott, Tom & Cheryl Von Moos. Next year's Old Time Lumbermans BBQ will be hosted by Simpson Timber Co., Korbel, Ca., near Arcata.

For more information and a list of distributors in your area, contact

SOPER-WHEELER C0., Strawberry Valley, Ca., sponsored a Day in the Forest Sept. 13 that included visits to tree plantations, logging sites, and small log and biomass harvest and underburn, guided by company foresters. The event included tree falling demonstrations and a presentation at Frosty Hollow by James A. Haas, president and c.e.o., Sierra Cedar Products, LLC, Marysville, Ca., on "Remaining Competitive in a Global Timber Market.'(1) Paul Violett, Jim Holmes,

Mike Barry,

Jim

Bob

Chuck

Kevin Noel.

Mo Steele, John Monison.

Leona & Eamie Stewart. (5) Jason Field, Alex Kerstner. (6) Pete & Joyce Upton, Dave Prather. (fl Nina & Max Doner, Donna & Claus de Rond. (8) Bonnie Ketdtersid, Javier Avila, Thad Eubanks, Brenda Rogers. (9) Lucinda Leite, Betty Pessoa. Lani Pessoa. (10) Kirk Bodhaine, Mike Barry. (11) Dan Herbster, David Lee, Bob Taylor, Jerry Plocher.

Treating Services Only (TSO) ttut.,6t'4did

Heat

ACQ CA.B BORATES D.BLAZE" ACZA(CHEMONITE') CCA

Treating Drying Services (KD, KDAT) Staining (Browntone) Rail Siding (BNSF)

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

Sacramento. CA Sales Offices

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

bobpalacioz@ sbcglobal.net

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

thunderboltnw@ verizon.net

Bill Morrison,

Haas. (2)

Waddell,

Casey,

(3)

(4)

Capital Celebrates New DC

Capital Lumber Co. recently celebrated the opening of its newest distribution facility in Tangent, Or., with a waterborne open house for customers.

Seven vendors, 4l customers. and 13 Capital employees attended the Sept. 12 open house on the Willamette Star Riverboat in Portland, Or.

Headed by Matt Yates, the new 6acre yard with 50,000-sq. ft. warehouse supplies western red cedar, engineered wood, composite lumber, redwood, Douglas fir, pine boards and other specialties throughout Oregon.

Lodgepole pine post, poles & rails

l-112" to 12"

Diameter in Stock

Doweled Rail Fencing

. 2" BVC Tree Stakes

. 3" BVC Tree Posts

Light Posts

Standard and Fancy

Bollards

Special Milling:

Split, Quartered, Slabbed. Sanded.

Smooth Peeled & Hand Peeled

Available Textures

Natural (No Bark)

SMOOTH SAILING: (1) Tangent crew Ronnie Simmons, Brandon VanBuskirk, sales mgr, Joe Lazzaretto, Jim Jones. (2) Parr Lumber's Terry O'Malley, Ken Schultz, Terry Aust, Bill Washburn. (3) Bonn Decking's Rae Fujikawa, Capital's Rick Hoggan, Bonn's Blair Murdoch. (4) Nichiha's Doug Kennard, Capital's Joe Lazzaretto.

BVC Doweled

ploce

Rates: $l per word (25 word minimum). Phone number counts as I word. address as 6. Head-line or centered copy, $8 per line. Private box or border, $8 each. Column inch rate: $50 camera-ready, $60 if we set type. Send ad copy to Merchant Magazine,.{500 Campus Dr.. Ste..l80. Newport Beach, Ca. 92660, F ax 9 49 -852-023 | dkoeni g @ bu ldi n g-prod-

ucts.com. or call (9-19) 852-199O. Make checks palable to Cutler Publishing. Deadline: l8th ofprevious month.

To repll'to ads with private box numbers, send correspondence to The Merchant Magazine. c/o the box number shoun. Names of advenisen using a box number cannot be released.

LAS PLUMAS LUMBER & TRUSS CO..

INVENTORY CONTROL SPECIALIST

Universal Forest Products is seeking an inventory control specialist for their Riverside. Ca.. facility. Successful candidate will act as liaison between plant and purchasing office located in Windsor, Co. Administer inventory control policies and procedures. Maintain inventory forecasting to ensure proper stocking levels of products. Duties include coordinating with purchasing, local plant and sales staff to ensure balanced inventory. Building and maintaining of spreadsheets and other reporling systems to analyze and expedite the flow of inventory. Creating other reports as required. High computer literacy a must. If you are interested in joining a winning team, please email your resume to Tim Gaffney at tgaffney@ufpi.com or Fax to 95 l -826-3013. All replies will be kept strictly confidential. EOE

INDUSTRIAL WOOD PRODUCTS SALES

Universal Forest Products is seeking an experienced industrial salesperson for the company's Riverside, Ca., facility. Candidates must have comprehensive knowledge of industrial sales processes. We are looking for 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 email your resume to Tim Gaffney at tgaffney@ufpi.com or Fax to 951-826-3013. All replies will be kept strictly confidential. Universal is an equal opportunity employer.

FFI CAREERS: Functional Fenestration Inc. distributes quality architectural hardware. FFI is growing every year, and has great benefits. If you're experienced in customer serr ice. inside/outside sales, or purchasing/inventory management of door, window or skylight products. email resume to HR@fenestration.net.

EAGON USA CORP.. which represents various South American and Chinese plywood mills in N.America, is seeking candidates for the position of plywood trader/salesman. Salesbased commission, compensation and benefits are negotiable. Send your resume to jaypark@ easousa.com or Fax 425-454-2368.

LLC. Are you looking to find a career uith a company that has excellent benefits including Medical. Dental and Vision coverage? Available positions include. but are not limited to. Accountin-s. Credit. Design. Dispatch. General Office. Operations. and Sales. Fax resume to 951-685-,1195.

Dealer Adds Masonry Center

Silverado Building Supply, Sacramento, Ca., opened a new masonry design center to showcase natural stone and brick surfacing options, as well as artificial stone and stucco textures.

"This gives people an idea that stone isn't just for the ground outside," said manager Liz Serven. "We want to be able to educate the shopper, so they can come in here and visualize what it will look like at home," she said.

"It's also a meeting place that will foster ideas," said assistant mgr. Bill Anderson. "It's a creative environment for builders, architects and clients to come and meet." The center has a conference room for meetinss. reference librarv.

Sudohu Solution

and two bathroom, full kitchen and fireplace displays.

The popularity of stone surfaces inside and outside residences has grown during the two years it took to plan and build the center. "It's amazing how recently the masonry yards have come from dirt driveways to these amazing showplaces," said Serven.

Ralph W. Lamon, 90, co-founder of Lamon Lumber Co., San Francisco, Ca., died Sept. 22.

Before serving in World War II, he worked summers in Northern California and Oregon sawmills, learning every role in lumber production. After the war, he joined his father's firm, Lamon Bonnington Co., as a buyer based in Eugene, Or. In the early 1950s, he and his father formed Lamon Lumber. He enlisted Gordon Saunders as partner after his father's death in 1979.He closed the business and retired in 1989.

Philip David Braun, 82, former co-owner of Braun Hardware, Allied Gardens, Ca., died Aug. 15.

Mr. Braun received the Bronze Star after serving with the 34th infantry during WW II. Before and after the war, he worked for Braun Lumber, Detroit, Mi. After he moved to San Diego in 1950, he worked for Western Lumber and Boise Cascade. From 1993 to 2001, he and his wife, Elizabeth, owned Braun Hardware.

He was a long-time Hoo-Hoo Club member, first in Detroit and later in San Diego

John C. Thoren, Jr., 6'7 , retired owner of Thoren's Architectural Woodwork, Tempe, Az., died June 28.

He joined his father's company in 1965 and became president in 1975. He was a founding member of the Arizona chapter of the Architectural Woodwork Institute, serving as president in 1973, and later on AWI's national board.

Feature Your Business Card in Tbe Mercbant

Soy Hoppy New Year and Help Build New Lives fo, Wounded Soldiers

Use this low-cost opportunity to deliver New Year's greetings to customers, friends and suppliers-and help Homes For Our Ttoops build new lives for wounded soldiers and their families.

Your business card -reduced slightly to 2-318" x l-3l8" -will appear in a special section in our January issue. The cost for each ad is just $100, $25 of which is tax deductible and will be matched by us-for a total donation of $50 to Homes For Our Tloops.

Founded by contractor John Gonsalves in2004, Homes For Our TFoops uses donations of money, building materials, and professional labor to build new houses or adapt existing homes for soldiers

who return home with serious iniuries and disabilities.

What better way to say "Thank You" to soldiers who have sacrificed so much for our country?

Doing Your Part Is Easy: Just send us your business card and a check for $100 per card before Dec.15. Please specify which publication you'd like to appear in-The Merchant Magazine or its eastern counterpart, B PD - B ui ldin g P roduc ts Di g e stand mail to Cutler Publishing,4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.

Any Questions?

Call Alan at (949) 852-1990

REDOITIG / RED BLUFF

Gemini Forest Products...

Pacific Wood Preserving....................

Shasta Cascade Foresitnoustries. trr.

Siena-Paqfic Industri€s.....................

siskiyor Fo(est Producrs ...(800) 374{210

Westem Woods. Inc.

SACRAIETTTO

Sourunr Cruronrn

LOS ANGELES AREA

Berkot Manufacturing C0...............................(323) 875-1 163

BMD (Northridge).... ......(800) s37-7091

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

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

Chozen Trucking Co .....1562) 427-fi72

Conrad Wood Preserving..............................(82) 381 -2314

Cramer Lumber Co., w.M.............................(625) 445-8556

Fremont Forest Group (whinier) ...................(562) 945-291 1

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

Hutf Lumber Co.................(800) 347-HUFF (562) 921-1331

lnland Timber C0..... ......(2131 462-12U

Jones Wholesale 1umber..............................(323) 567-1301

North American Plywood....(562) 941-7575 lml 421-1372

Product Sales Co... .......(800) 660-8680

Saroyan Lumber Co ......(800) 624-9309

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

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

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

,..{661 ) 287-5400

.l8nl587-4137

649{859

Simpson Strong-Tie C0. .....(800) 9995099 (714) 871-8373

Taiga Building Products................................(800) 34&1400

Universal Forest Produc1s.............................(909) 82G3000

Welco Lumber .(714) 557-5551

Weyerhaeuser Building Materia|s..................(87/) 23ffi73

SAN DIEGO AREA

Antinson Lumber Sa|es.................................(619),16G5017

Austin Hardwoods & Hardware.....................(858) 53&1800

Burns Lumber Co.... ......(619) 4244185

Dixieline Lumber Co............(800) 823-2533 (951) 78&912

Weyerhaeuser Building Materials..................(82) 23S873

llonrx & Grrmr Cmronrn

ARCATA / EUREKA / FORTUI{A

BMD .......{70il /u4-9666

Erin Lumber C0....... ....i0718z,1'n9

Simpson Timber Co .......(707) 268-3000

BAKERSFIELD

Pacif ic Wood Preserving of Eakersfi eld ........(661 ) 8334429

CLOVERDALE

Redwood Empire..... ......(707) 8944241

FORT BRAGG Harwood (Branscomb)........(707) 984-6181 (800) 4414140

Holmes Lumber Co., Fred C. ........................(800) 849-054

FRESNO

DMK-Pacific............. ....../55$25-4727

OrePac Building Products.............................(559) Al -9075

Sierra Forest Products ffena Bella) .............(559) 539893

Weyerhaeuser Euilding Materia|s..................(8z) 23S873

MODESTO

Conrad Wood Preserving C0. .......................(800) 4992662

Thunderboft Wood Treating...........................(800) 826€709 (209) 8694561

RENO/CARSOil CMY AREA

85"6873

Cafttol Pl)4nood...... .......(25)3294491

Nevada Wood PreservirE ..@5)577-2000

Siena PreFinistr.... (856)2t1S5536

Weyernaeuser Building Materials..................(824 235{873

NEIY TEXICO

ALEUOUERQUE &ise Distnhrtion................(800) 8894:,06 (505) 877{150

Carital Lumberoo. .......(*18n-7m

Lumber Prodncls.... .....'(*gn4-270

orePac tuilding Pr0duc1s.............................(505) 34S135

Thomas Fo(est ProdrJcrs. J.M.....................,.(8m) 54t5180

Westem Woods. Inc......................................(800) 617-2t(}1

ARtrOIIA

ELOY tuizona Padfic Wood Preservirp..................(520) 46S7801

PK)EiIIX AREA

Anfinson Lurnber Sales .(602) A7-1673

Pmnc llonrrwsr

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

Stimson lumber..........-.. ... ... .......,i900) ++s-gzsa

Thunderbolt Wood Treatin9,........,...,...,...,...,.(503) 936-9976

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

Western Wood Products Association..,..,...,..(503) 224-3920

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

ROSEBURG

C&D Lumber Co. (Riddle) .,...,....,,..,..,,..........(5411 874-2241

Herbert Lumber Co. (Riddle).........,...,...,,......(541\ 874.2236

Hoover Treated Wood Products.,..................(800) 531 -5558

Johnson Lumber Co,, D.R.,...,..,....................(541\

FAX to 949-852-0231

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

Name (P/ease print)

Position Company Address City

Phone

E-mail address

State _ Zip

Want to Subscribe?

boxes to begin receiving your tr lYear($l8) E 2Years

E Bill Me tr My

Check the appropriate monthly issues.

($30) E 3Years($40)

Check Is Enclosed

News or Comments? we welcome comments on articles. the magazine, or news of your company such as new hires, expansions or acquisitions (4 fr e e s e rv ic e). Email dkoenig@building-products.com. or Fax this form:

For nore infonruttion.fnnn udrenisers. use thc lleb site in hrackets.

Ainsworth Lumber Ir'rwwainsnorlhcal .................-.-.-.----.............47

Allweather Wood Treaters Iwwwallweathern'oodrom] ...................-rl5

Arauco lVood Products [wwwaraucorl]

Arch Wood Protection Iwu'u.wolmanizedwoodcom].................Cover I

Atessco Inc. [su'u-atesscoincroml............... .,.............52

Beaver Lumber .-.-.-............61 .......65

Canfor [r'wwranforroml l-3G37

Capital Lumber Co. Iwwn'rapital-lumbercoml .................................5{

Collins Hardwood Iu w* rollinscoroml ....................................Cover I\'

Crealus Wood Products ....................-..10

Curt Bean Lumber Co. Iwwwrurtbeanlumbercom]..........................J5

Distribution i\Ianagement S1'stems Inc. [wwwdmsirom] ..................59

El & El Wood Products [wwn'.elandelwoodproductsrom].....Cover III

Fletcher Wood Solutions Iwu u'.tenonusarom]....................................14

Fontana Wholesale Lumber Iwwl.fontanawholesalelumberrom] ......9

German Timber Promotion Fund Iu wwgermantimberroml,.........-10

GRK Fasteners [wwn grkfastenersrom] -----......-.Jl

Huff Lumber Co..................... ...........-.32

Huttig Building Products [www]utligroml

Industrial Resources Is'ww jndustrial-resources.netl .........................55

Inland Timber Co. ............J2

Ipe Clip Co., The [u*'wjpecliprom]

ISIS Wood Product Solutions Inuwjsiswmdroml .............................{E

Keller Lumber Co. ........................55

Kelly-Wright Hardwoods Iwxu']ell1-wrightrom1.............................,19

LP Building Products Iu'*'wJpcorprom1.............................................J1

Lumber Association of California & Neuada Iw*'* Jumberassocrom]

Lumber Products [wnwJumberproductsroml

M&M Builders Supp|1 ............. ..........5.1

Norman Lumber Co. [*'u'w.normanlbrrom] -...........69

Nu Forest Products Iwww.nuforestproductsroml ----.-.-.-.-...........17

Orepac Building Products Iw* worepaccom].....................................14

Osborne Lumber [nnnosbornelumberroml ...........56

Pacific Wood Laminates Iw*'w.pu'lonlineroml .......................,.....24-25

Peterman Lumber Inc. Iwx'u.petermanlumbercom] ..............,.........,39

PrimeSource Building Products In*'u.primesourcebp.com] ..,............I

Product Sales Companl ..................,.......6

Redwood Empire Inww.reduoodemproml ...............................Cover II

Reel Lumber [wwwreellumberroml............... ...........53

Regal Custom trlills ork Iwu'n -reellumbercom] .................................53

Roseburg Foresl Products In n w-rfpcoroml ...............................,..,....27

Sierra Cedar Products LLC Iwnwsierracedarproductsllc.com].,......46

SierraPine [nwv sierrapinerom] ..-.-..........5f

South Coast Lumber Co. Iwwu.pwlonlinerom] ............................24-25

Sunbelt [rr'nu'sunbeltracksrom] ..-.......-.---........29

Swaner Hardwood Co. Inc. Iwwwswanerhardwoodrom].................56

Swan Secure Products Iwwu suansrcurerom] ..............................61,70

Swanson Group Iwwu sn ansongroupincrom1........,.............................5

TAM-Rail bl Truxo [u'*'u Jam-railroml....--.-.-.-...............,.............7

Thunderbolt Wood Treating [*lrl.thunderized.net] ..............,...........6{

Toal Lumber Co.

knowledgeable buyers have relied on EL&EL for competitive prices, unmatched service and rnnovative product solutions. Ca I today or visit us online for a refreshing experience.

lmagine endless possibilities.