Merchant Magazine - October 2007

Serving building products retailers and wholesale distributors in l3 Western states-Since 1922

,Beau t ifu I ty, exgosedo &*t nst vu*n,arahle.

Innovation and the abiliry to plan for the future have been valued by SrrvrlsoN TiMssn CoupaNv for more than a century. As we continue to focus on and practice these core values, we move the vision forward and proudly announce our new name:

California Redwood CompanY.

Now more than ever, that vision and our commitment to responsible and sustainable forestry means a dependable supply of consistently high qualiry lumber products into the future.

New name. New hok. Same great products and PeoPle.

We Do Specialty Plywoodo..

McKenzie Forest Products is now Swanson Group Mfg. L.L.C.

The line of specialty panels that McKenzie produced iue an excellent compliment to the panel production of Swanson Group Mfg L.L.C. Glendale Plywood and Veneer operation. Between their two plywood mills, Swanson Croup can now produce and deliver to you the specialty panels you need from MDO and HDO overlays to oversized panels, Call Swanson Group Sales in Grants Pass at 541-956-4300 and ask for Kevin Daugherty, Nancy Daniels, or Andy Richardson.

Spe.claloty (spesh'el tE), n., ctdj. -n. 1. a spccial line of work, skill, or the like cln which one is dedicated, such as outstanding service in selling and delivering plywood. 2. an article or service particularly dealt in, manufactured, and rendered, such as manufacturing marine plywood. -adj, 3. producing or offering an unusual or specific product, such as concrete form panels.

Serving I 3 Western ;;;;;' ( Including \ ^ Alaska and \- Hawaii \

(Sistet publicalion Building Prcducts Digest serves the Easl)

PUBLISHEF Alan Oakes (ajoakes@aol,com)

PUBLISHER EMERITUS David Cutler

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

ASSOCIATE EDITOR Karen Debats (kdebats@building-products.com)

CONTRIBUTING EDITORS

Dwight Curran, Carla Waldemar, Roy Burleson

AD SALES MANAGER ChucK Casey (ccasey@building-products.com)

CIRCULATI0N Heather Kellv (hkelly@building-pioducts.com)

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

How to Advertise

Contact our advertising offices for rates:

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

NORTHEAST: Paul Mummolo (N.J ); (732) 8998102; Fax 732-899-2758; Email mummolop@ comcast.net

How to Subscribe

Contact Heather at (949) 852-1990

U.S.: 1 year (12 issues), $18; 2 years, $30; 3 years. $40

FOREIGN (Per year paid in advance in US funds): $45 for Canada and Mexico, $60 for all other countries; Air rates also available.

SINGLE COPIES: $4 + shipping; Back issues (when available), $5 + shipping www,building-products.com

Shhhh.,r what's going on?

As I call around, the question I am asked all the time is "What are you hearing? What's going on?" In bad times, we all feel better when we hear about others sharing our own pain. as misery loves company.

In reply, I would like to say I am hearing only good things, but in truth I cannot. There is no doubt that, especially in certain parts of the country, times are about as tough as they can get (I hope). We have certainly heard of areas where business is down 50-70Vo, and in best case 20-25Vo down. News from the manufacturer down to the consumer is still negative, with the general press doing everything possible to scare off any recovery.

However, many companies have reorganized their businesses, are trading perfectly well, and are adapting to what they need to do. I hear over and over again of companies adjusting their product mix and looking less at their commodity business and more for new higher margin products to sell. I hear of companies sucking up others even though there is perhaps no immediate return on capital, preparing themselves for the turnaround. Unfortunately, we are also seeing some fall by the wayside, while others are being swallowed up. Sometimes, business needs a time of adjustment to do some clearing out. Painful, but it arguably leaves the industry sounder along the way.

I think mid-2006 was when we all realized the golden goose had flown the coop and that 2007 would be a tough year, but the general feeling was "let's get out of 2O07, and 2008 will be ber ter." About third quarter last year, I heard a top industry economist say that his company-one of the industry's largest-did not see a turnaround before 2010. I must admit I swallowed hard and thought that he was a year and a half out, and that by first or second quarter of 2008 we would start seeing an up arrow. However, I am not that confident at this moment in time.

I believe that before we can see an up-tick we need two things to happen. First, we need "quiet time" and then some definite drastic action by the Fed. It's not clear if the Fed will intervene, but for confidence levels to rise, we need a space of two to three months with no bad news, and that certainly has not happened yet. On the other hand, for those smart enough this is a time of great opportunity. The marketers of this industry are licking their chops at the opportunities to gain market share at the expense of others, and are not sitting still.

Yet here we are in October, and if you are in management, you have to start the annual budget process. I must admit, I too am scratching my head, but I have never managed just for the short term and I will not be planning for

doom. The role of management is to manage not only for the short term, but also the long term. This is what we are hired to do, and every year you make it through, you go back in and wrestle rvith the paradox all over again.

The easiest job a manager can do is manage for the short term. You just keep squeezing out costs, until you destroy the company. Or if you manage for the long-term, you can keep making the excuse: stay the course and everything will be rosy. The attributes of a leader are the ability to manage with strength, vision, and courage, and to do both.

Anything can be cut with instant gratification to the bottom line. But what happens six months to a year later? I am a great believer that when you do the right things, good things happen. You do nothing. you receive nothing in return.

This is certainly a time when your company needs strong leadership. It is not a time for the faint of heart. While managing and motivating your people to not only deliver immediate results, do spend the time and money to continue their development. Also encourage them to take shared risks. Do not stop spending on R&D -you do need to find and develop new products and services. Do not stop educational programs and your association affiliations. Knowledge is king in this environment. Do not cut your sales and marketing programs. This last comment might also suggest that some companies should have a marketing program to begin with (hint, hint).

Many decisions are required during a working day. None will be more important than achieving the fine balance of both long- and short-term requirements to make a business successful and attracting and keeping the human capital that this industry continues to struggle to attract. Good luck!

Can you do anything about the price?

l'm just not sure about the color?

You guys are making too much noise!

You ran over my dog!

I never agreed to that!

ls that board crooked? Meow!

It doesn't look like the magazine.

Why doesn't it look like my neighbors?

,.igd

3 weeks, what do you mean 3 weeks?

Be kind to my flowers. I can only pay in quarters.

ls it too late to change my mind?

"The last thing you need ,s more complaints!'

san be less expensive than cheaper alternatives

ffOVEOWNERS love everything about hardwood llfloors except the cost. Yet, according to industry experts, if homeowners consider other factors beyond initial purchase price and installation, they will find that hardwoods are actually less expensive overall than sheet vinyl, linoleum, carpet and other alternatives.

In fact, once you figure in maintenance, useful life expectancy, and disposal of old materials, hardwoods are a more economical choice than other popular flooring materials. And here's a bonus: they're earth-friendly and naturally abundant, too. One of the original "green" building materials, today's hardwood forests grow far more wood than is harvested from them every year, says the American Hardwood Information Center. At current volumes, that ensures American hardwoods will be around for senerations to come.

What Hardwood Floors Really Cost

Sue Tartaglio, interior designer at Burt Hill, an architecture firm in southwestern Pennsylvania, recently developed a life-cycle cost comparison of a dozen frequently used synthetic and natural flooring products. Her study, based on maintenance and life-cycle costs published by flooring manufacturers and conversations with their representatives, shows that in facilities with a lifetime use of more than 15 years-such as the average home-hardwood flooring has significantly lower life-cycle costs than other flooring materials, despite higher upfront costs.

According to Tartaglio's study, the average installed costs for common types of flooring range from $1.45 per sq. ft. for vinyl composition tile to $12 per sq. ft. for bamboo and hardwood. Costs for linoleum, cork, rubber, sheet vinyl, carpet and ceramic tile fall in between.

Since the comparison considers useable product life, replacement, cleaning and labor costs over 15 years, products with some of the lowest initial costs wind up having the highest total life-cycle costs. In fact, among the dozen flooring materials compared, hardwood, rubber and bamboo flooring have the lowest total cost at l5 years.

Replacement & Renewability

Besides its warmth, beauty and authenticity, American hardwoods come out ahead in two significant ways: replacement cost and renewability.

Hardwood floors can last 25,30, even 50 years-or more. Broadloom and tile carpeting, on the other hand, because of its four- to-six-year life span, needs to be replaced three times more frequently over a 15-year lifespan than a hardwood floor. After 15 or 20 years of use, hardwood flooring can gain a fresh, new appearance with refinishing for roughly half the cost of replacing carpet or other flooring options.

A well-managed and renewable resource, American hardwoods grow abundantly in North American forests. In fact, nearly twice as much hardwood grows each year as is harvested in the U.S., and the volume of hardwoods today is 90Vo larger than it was 50 years ago.

After Its Useful Life Is Over

In choosing a green flooring material, consumers should consider what happens to old building materials after their useful life. Many end up in landfills where they can sit for literally hundreds of years. Hardwood floors, however, are reusable, recyclable and biodegradable.

Indoor Air Quality & Well-Being

In addition to being more economical over the long run, hardwoods add a natural warmth and character, and are a natural choice for a healthy home. Hardwoods are easily cleaned with non-toxic products, and do not trap allergens like mold spores, bacteria and dust mites often embedded in other flooring products. For this reason, they are recommended for chemically sensitive individuals, or those who suffer from allergies or asthma. Simple regular maintenance such as dust mopping, sweeping and vacuuming keeps the environment allergen-free.

Hardwood flooring adds considerably to a home's resale value, too. Its variety of protective surface finishes, from oil- and water-based urethane to acrylic impregnated woods, not only enhance color, texture and grain pattern, but add exceptional durability and moisture resistance. And hardwood is a versatile, sustainable option in more locations than ever: in places with rigorous maintenance and health requirements such as hospitals and health care facilities, to retail, commercial, and institutional settings.

As consumers focus more on using natural, earthfriendly materials in their homes, American hardwoods are the natural choice-for value, health and sustainability.

Lumber prices are back near their lows for the year. ls there refief in sight?

By Paul Jannke RISI

A trfER hitting their lowest level in la.nearly 25 years (adjusted for inflation) late in the first quarter and early in the second quarter of 2OO'7, lumber prices rallied into the third quarter.

However, this rally could almost be described as trivial: at a peak of $307, the Crows Framing Lumber Composite Index was just 157o above its first/second quarter lows and a full 20Vo below the 2006 peak. Moreover, lumber markets have given back much of this gain in recent weeks. Since peaking around the Fourth of July, the Crows Composite Index has fallen nearly l}Vo. Where do lumber markets go from here?

Lumber consumption is highly correlated with residential construction activity, as the main end-use markets for lumber is new home construction.

As anyone following recent developments in mortgage markets can attest, the outlook for housing is at

best stormy. Over the last 12 months, foreclosure filings were up 507o. And the situation has worsened in recent months-filings were 8O7o above year-ago levels in the second quarter of 2OO7 (see chart below). The dramatic surge in defaults has caused several mortgage companies to close their doors, while those that remain in business are taking extreme actions. including raising interest rates, rationing credit, dropping programs for higher risk home buyers, and, in some cases, halting all new lending. The bad news isn't all on the financing side either. New home sales were off 227o from year-ago levels in the first half of 2006, and down 870 (through May) for existing homes. Inventories of unsold new homes in May, expressed as months of sales at the current sales pace, were at 7.8 months, up 227o over a year ago. For existing homes, an 8.8 months inventory in June represents a huge 28Vo

year-over-year increase. This is worrisome for new-home builders, as a large unsold inventory of existing homes could hold up those existing home sellers trying to upgrade by buying and moving into a new home.

Rising interest rates, tightening lending standards, and the increasing inventory of unsold homes have all dampened the likelihood and immediacy ofany recovery in housing.

However, while there are few reasons to hold out hope that recovery in U.S. housing markets will occur anytime soon, a further substantial erosion in starts is also unlikely. Solid employment and income growth, falling existing home prices, and flat new home prices have all improved housing affordability. Moreover, U.S. housing starts seemed to have found a market bottom.

Although none of the monthly housing reports in the first six months of 2001 have recorded a SAAR (seasonally adjusted annual rate) above 1.5 million, neither have they dropped below 1.4 million. Consequently, we expect housing starts will remain in the 1.4 to 1.5 million-unit range over the next two to three quarters. We project a slight upward bias in starts by mid-2008 with activity gathering momentum late in the year as excess inventories are worked off. This improvement will allow the underlying strength in housing fundamentals to kick into gear by 2009.

Weakness in residential construction markets will drive lumber consumption lower over the next several quarters. And when construction activity picks up in mid-2008, it will do so at a tepid pace. This goes a long way towards answering our initial question. Where do lumber markets go from here? Most likely lower.

Recent buying, while driving up prices, has also left dealer inventories flush. Lumber prices began falling in mid-July and this downr.vard trend rvill continue (albeit perhaps with a shortlived reversal in September) into the fourth quarter. This decline lvill result from several factors, including the cyclically and seasonally falling consumption detailed above, sufficient dealer inventories. little perceived (by the dealers) up-side risk to prices, and over-production as prices rvere above costs through July. Consequently, r,ve expect lumber prices will retreat back near their lorvs for the year and the cycle in Septernber-October.

Early 2008 will provide a bit of a break from the extremely weak pricing and profitability of 2007. The decline in consumption rvill have slorved. and dealers r'vill be anticipating increased end-use consumption by mid-year. This, combined rvith extremely low prices and limited dorvnside risk, will encourage dealers to step up buying in the lirst quarter. driving up prices.

While rve expect prices to rebound somervhat in early 2008, the upside potential r,vill be limited by iveak (cyclically flat) first-quarter end-use consumption and operating rates only slightly above early '07 levels. More-

over. higher prices tor,vard the end of first quarter rvill stimulate increased production. At the same tirr.re, dealers rvill have built sufficient stocks to carry them through the slowly rising consumption of the second quarter and rvill therefore limit buying. Consequently, lumber prices should fall again in second quarter 2008.

The seasonal increirse in consumption rvill bolster prices by third quarter

2008. And, with cyclical gror,vth in demand edging higher, we cxpect them to continuc to rise tor,vards the end of the year. While rve do expect better pricing in '0U. it rvill not be significantly better: lumber prices for the major species/products are fbrecast to increase around 5o/r, from 2007 levels.

STARTETI BY IItrTURE, FIIIISHETI BT BOIIYGUARII'

- Paul Jannke is senirtr v.p. o.f RISI. Hc t;ott be reached at pjannke@r'i.riirtfo.cont or (78I ) 731-B929.

Gow's Weekly lvlarket Report

safety 'Net - 5 tipg'for online backup r

{

ACKUP and recovgr! are cornerstones for anyone building a data protettion structure. From the earliest

days of computing, settillg aside a recoverable second copy of essential business dah has made the difference between a business' survival and,:its painful death.

This is by no means'an anecdotal consideration, and the inconvenience of lost data is the most trivial element of the equation. Studies by the University of Texas and U.S. Small Business Administration assert that 937o of companies that sustain a loss of critical data go out of business within two years. No competent IT manager will assume that kind of risk. But, too frequently, businesses don't talk about making a backup copy of critical data until a disaster strikes. At that point, it may well be too late.

The data center cannot be the sole repository of mission-critical and business-critical data. It is vulnerable to threats from within and without. Natural disasters like Hurricane Katrina or man-made catastrophes like the World Trade Center attack make extreme and showy examples. Less showy and more mundane examples include fire or water damage, human I/O errors, and malicious attacks by viruses, worms or other malware. Modernly, then, offsite backups are less a convenience and

By Mark Ferelli

more a necessity.

In an effort to promote continued education in this consistently vital area, Remote Backup Systems, Inc.-developer of offsite backup solutions that generate upwards of 1.5 million remote backups daily-offers five worthwhile tips regarding offsite backup and recovery.

Plan, plan, plan.

The IT professional has an ethical mandate to safeguard the data with which he or she is entrusted. It is essential to secure data's survivability, and this is by no means an offhand consideration. The kinds of different plans for disaster recovery and business continuity are legion, but in this context, the key planning consideration is a profound understanding of the data being managed. The question to be answered is: What data needs to be protected with offsite backup and recovery tools?

You must decide if it is necessary to protect your operating system, word processing software, spreadsheet makers, or similar applications programs. If you no longer have the original CDs, backup will be vital to re-installation.

The records you keep should have priority. Records are data objects that have either legal or business consequences should they be lost. These would include databases, including customer contact and ordering records, as well as inventory control materials. Financial software data files, such as essential spreadsheets for accounting and human resources, need that layer of offsite protection.

Email is a more and more important source of business records, and needs to be kept safe for both legal and operational transactions. Documents, including memoranda, work product text files, and other intellectual property should also be protected.

Adhere to a schedule.

Your data is only as secure as your last backup. Data important enough to be sent offline needs to be protected on a predictable, repeatable schedule. If your hard disk drive crashes and there has been no backup in four weeks, that time frame is your window of vulnerability. Backup on a daily basis

is commonplace, and is scheduled within a backup window that will not impact the ordinary daily operations and transactions of the network.

Offsite storage concerns.

Transmitting data offsite requires a software solution that provides reliable and repeatable performance. As well, data that is going beyond your firewall should be encrypted against external inspection. Key databases with sensitive client identity information, billing records, tax records, and payroll are favorite targets for network snoopers, identity thieves, or greedy information brokers.

The stronger the encryption method, the more likely it is that data raiders will give up and seek less cautious prey. The only eyes that should see sensitive company data are the users of it.

Vendor selection.

Selecting an offline backup software vendor can make the difference between an easy deployment and a nightmarish experience. At no time in your infrastructure development should you be more risk-adverse than in purchasing your remote backup system. The vendor needs to be experienced; brand-new players are untested, and untested solutions are too great a risk for the data your business survives on. It needs to provide sound pre-sale consulting advice and excellent after-sale support. Remote backup is nothing new, and established vendors can show a history ofdeployments covering a wide range of infrastructures and backup/recovery strategies.

Test, test, test.

In an ideal world. there would never be a need to restore data from an offsite backup repository. But in the real world. both accidents and malicious conduct take place.

The greatest mistake that disaster recovery planners continue to make is that they do not regularly test their plan. You need to have a comfort level that testifies to the reliability of the restore function in the event of catastrophic data loss. Just like backup, testing the restore function should be done on a regular, scheduled basis. Too many businesses have attempted to restore files only to find them unrecoverable. There is absolutely no replacement for regular testing of the backup and recovery subsystem.

Data is recognized as an important corporate asset that wants safeguarding. Aside from the direct financial losses that can result from catastrophic data loss, there are indirect effects that range from loss of investor confidence to customer flight to competitors and lost opportunity costs. The drivers for protecting data are many: smooth corporate operations and transactions, compliance with an array of regulations (federal, state and local), litigation support, and much more.

Business continuity, however, continues to claim primary share of mind

when considering the assembly and deployment of an offsite backup and recovery operation. Businesses are now operating 2417, depending on data traffic ranging from that original order to fulfillment and after-sale support of the customer. A well-planned, well-tested offsite backup and recovery infrastructure gets you back in business fast. The alternative doesn't always bear considering, and hindsight will not un-ring the bell.

- Mark Ferelli is an independent technology journalist, commentator and writer who since 1988 has written hundreds of articles on mass storage technologies.

We continue to invest in your success with our new Strong-Wall" Shearwalls catalog - more content, new applicalions and simple solutions that deliver increased value to your customers. A complete resource f0r vital technical informati0n and structural details, our new catalog simplifies the job ol specitication and installation. Build better value for your customers. Euild better margins for your business.

For more inlormation visit us at www.stron gtie.com or call 800-999-5099.

Thrnkey Dealers Working with builders to make structural framing easier and faster

By Joel Russell Millard Lumber Inc.

CITRUCTURAL framing is one of L)the single largest components of building a home-accounting for approximately 20Vo of construction costs according to the National Association of Home Builders. With the costs, labor, and schedule challenges of building framing, is it any wonder builders are increasingly looking to professional building material dealers to partner with them to find solutions?

Millard Lumber has found that more builders are turning to their dealers for turnkey building solutions (combining labor and materials) for the inherent time and cost savings and higher quality versus site-built framing. And, the current slowdown in housing is providing them the time to re-evaluate how they build homes and look for ways to do it more efficiently. Pro dealers can attract and retain customers, and potentially increase rev-

enues and profits, by growing the range of framing-related services we offer.

The Harvard University Joint Center for Housing Studies reports that major U.S. homebuilders are using four key operating practices to improve construction efficiency: (l) greater coordination with subcontractors, (2) pre-assembly of major components, (3) supplier installation of materials, and (4) better supply chain

management. Pro dealers play a primary role in making each of these improvements possible. More specifically. turnkey framing services are one important way we can support builders in each of these areas. The beauty of turnkey framing is that we can help builders construct framing not only more quickly and with higher quality, but also cost effectively.

In the past, some builders believed that prefabricated framing resulted in identical-looking homes or lower quality components than those built onsite. Now, more of them are finding that prefabricated and installed floor systems, wall panels, and roof trusses can be customized and reduce construction time and hassles, helping them focus on other aspects of their businesses, including marketing and selling the completed homes.

Turnkey framing fulfills builders' greatest needs: building homes better, faster, more safely, and with higher quality. One of the builders that Millard works with, Whit Smith Construction, reports that for the same house design, using prefabricated and installed structural panels took about half the time needed for stick framing. We have also been working with the builder of the Partnership for Advancing Technology in Housing Concept Home in Omaha to demonstrate the advantages ofpanelized construction. In the Concept Home, the first floor was fully placed in about an hour and the walls in a day.

With turnkey framing, we can offer builders greater control over project costs by locking in a guaranteed lump sum price for the entire project-virtually eliminating the need to order more materials due to theft or errors. Builders send us their plans and we do the rest. Using this approach, they can receive one price, one invoice, and one point of contact, simplifying the management and accounting needed for construction. We've discovered that once builders become involved in turnkey framing and receive some training on how to make it work, they are thrilled with the results.

An additional benefit of turnkey framing is that because the components are manufactured in a controlled environment, they can be consistently built to higher quality standards than is typically possible at the job site. Turnkey framing also reduces on-site labor time and costs, reduces the risk of theft, and improves safety by reducing the time workers spend in situa-

tions where most injuries due to falls occur. It also can help builders use materials more efficienlly and reduce waste and costs associated with disposal fees since individual material cuts can be better planned.

Millard Lumber is using ilevel NextPhase site solutions to enable our turnkey framing services. In addition to premium quality Trus Joist and Structurwood products, il-evel provides proprietary design and fabrication software tools that integrate with specialized saws, material handling, and component fabrication equipment. and help provide a superior solution for the entire structural frame.

Our computer-controlled saws enable us to cut materials precisely and to optimize cuts based on available inventory. Advanced scheduling programs and tools also help us ensure that materials are staged and sequenced for delivery to the job site when they are needed. Builders appreciate this because it makes their construction schedules smoother, by reducing material delays and the costs and challenges ofonsite storage.

While our focus is on turnkey framing services, some builders are not ready to make the full leap into turning all aspects of framing over to a third party. Nevertheless, we still have many opportunities to work with builders who want more efficient

framing, but want to maintain a handson approach. For example, one of the services we provide is precision endtrimmed TJI joists for floors, which we deliver to the job site as job packs, precut to the builder's specifications.

We also help builders further streamline floor framing by offering the option of labeling and packaging pre-cut framing materials, along with pre-drilling holes for utility runs. To make installation fast and easy, we provide builders with detailed language-independent layouts and installation instructions. These job packs allow for rapid assembly on site, reducing and simplifying labor.

Helping builders become more efficient in constructing homes is a key way we as dealers can continue to be a valued partner. Moving from being only a supplier to a full-service turnkey building solutions provider doesn't have to happen in one step. Speaking to builders about their greatest areas of need, and implementing new framing services in stages, can be an easy, yet important way to break into the future of framing.

800 o r w o o d @ millardlumbe r. c om.

- Joel Russell is v.p. and chief operating officer for dealer Millard Lumber, Omaha, Ne., providing framing fabrication and instalLation services throughout the central U.S. He can be reached at (402) 896 -2

PREFABRICATED lraming components can help reduce construction cycle time and improve new home quality.

etitiue ligence Green - The fashion statement of the future

By Carla Waldemar

months they already felt the need for a larger location and moved into quarters affording them 4,300 sq. ft.: I ,000 for a warehouse, 800 for offices. and the rest, the showroom. During that research period (well, and ever after), they evaluated potential products. Turns out, the hardest part was-still is-beating vendors off . "They want us," Mick reports. "We're approached with three to five new products a week. But it's our responsibility to make sure the product is actually green. There's a lot of green-washing around, and it's growing," he notes of the pseudo-labeling that's on the rise. "We have to be pretty vigilant."

IIJHAT did these guys know

Y Y about buildine centers? Not enough to fill your u-u..ug" toolbox. But they did know something about supply and demand.

When two partners opened a.k.a.Green Scottsdale-the Arizona area's first environmentally friendly building supply store-it was born not from industry expertise, but from trend watching and personal passion.

And frustration. Jeff Frost, as an architect with a strong environmentalldesign focus, couldn't find a showroom to get clients up-close and personal with the products he espoused. And Mick Dalrymple, who worked in the film industry, in his free time served on the Arizona chapter of the U.S. Green Building Council he'd set up. It was his job to make presentations on going green with such items as LEED products. His audience would invariably respond, "Fine. But

where can I find them?"

"I brought more of a homeowner's perspective-rather than that of commercial building," he says. "I saw it as a great marketing opportunity-to fill the gap existing on green building."

In order to devote full time to the endeavor, he started looking for a partner. That's when Jeff Frost, the architect, entered the picture. As Mick recalls, "When I started asking around at the Council for someone like-minded, they'd mention his name; they'd tell me, 'He was just in here...."'

One phone call was all it took. "We started research in 2004, launched our business in April 2005, and opened the doors that June," Mick reports. "Our purpose was to fill the gap."

After scouring the town to secure a rental building "that was not too embarrassing." after just seven

So, early on, the partners developed key selection criteria. "We started with the most basic premise," Mick explains. "The product must represent the least toxic alternative. We also choose items made from recycled materials and/or items that are recyclable, themselves. On top of that, they have to be desirable and stylish. We don't carry stuff just for the sake of'green'. It has to have real design appeal-which, these days, is not a problem," he underscores.

Other criteria dictate that products carry the least embedded energy; that they're made locally, if possibleboth to support the local economy and to cut down on use of transportation fuel. Products that save energy or water also are high on the list. And finally-what's turned out to be a make-or-break factor-the ability of a manufacturer to deliver.

Products that Green stocks range from FSC-certified lumber, purchased by the carload, to flooring in materials such as bamboo and cork; insulation, including that fabricated from recycled denim; countertops like IceStone;

flooring of recycled glass and concrete, and windows, doors, and fixtures. The company doesn't handle appliances, but exhibits some Bausch products in its showroom and refers customers directly to the manufacturer.

Recruiting staff for the start-up outfit presented even less of a challenge. Employees found them. "We didn't even have to advertise to accumulate a stack of resumes." Mick reports. "We're blessed with people who are pretty fanatical about green products. Plus, we have a good relationship with the local college's interior design department; they send us interns and graduates who have a real passion for sustainability."

Customers come armed with passion, too-once the word gets out.

"I haven't a natural background in this field, so there was a huge learning curve," Mick allows. "The first thing I learned was, there wasn't an actual sales channel. I learned that there's not one, it's all over the map."

To reach the kind of educated, committed homeowner who fits Green's demographic, Mick finds that PR works better than paid advertising. "We donate things to nonprofits' silent auctions and underwrite the local public radio-causes we believe in that also pay offfor us."

While Green's clientele is largely retail-based, the company also works directly with builders. Says Mick, "The Phoenix area is the fastest-growing metro in the U.S., so it's real chaotic here. So, what I do is not just

selling to the big production builders, but consulting with them, too; they're willing to pay to be educated in how this works. (The problem with big builders is, they're in pretty dire straits right now, so they haven't the money to try anything new. "But," he emphasizes, "they do know they need to do something different."

"We find that the smaller, privately held companies have more patience to wait it out. They're in this for the long run. They see the green market growing and want to be out in front of it."

Yet today, the market is "pretty erratic, very unpredictable." While Green has enjoyed a period of handsome 307o increases in month-tomonth sales, "sales can swing 4OVo," Mick reports-"putting us at risk. So, three months ago, we turned to consulting as well, beefed up that side," to enable the young company to ride out the troughs between the crests.

Because those crests are the wave of the future. The green movement will grow, and Green is preparing to grow right along with it. "We've already had over a dozen requests from outside the state for franchising; we don't know yet how to feel about that-it's an extremely complex matter. Green building depends on local relationships and factoring in distinct regional climates." he points out.

(Please turn to page 40)

GREEN MATERIALS offered include (clockwise from lower left) countertop material made of recycled metal shavings encased in tinted resin; lime green recycled glass tile; decorative back wall panel made 1r0m recycled sorghum stock; recycled glass door pulls; speckled green terrazzo slaO.l0r countertops; recycled ratnbow glass_tile; jars of natural, toxin- and chemical{ree clay paints; energy-efficient Compact Floresce-nt Bulbs; end-grain bamboo butcher block countertoi material, and fan deck of natural linoleum llooring samples.

PARTNER Jeff Frost (far right) works with the builders of lomorrow during an in-store event.

Mapping out your next technology moues

By Jill Kinman DQ Technologies

f TNTIL very recently, the attitude of many companies in lL,/ the building material industry regarding technology is, "Why introduce technology into an industry that has been doing just fine without it for years?"

The answer: to gain that much needed edge in competition, technology can help build business efficiency in processes that are typically overlooked. By simply implementing technology systems into their businesses, management can quickly understand all aspects of their business, and build better performance even in areas where they didn't previously see any problems.

Beyond the widely adopted point-of-sale and yard management systems, examples of technology used to improve business efficiency in the industry include delivery tracking and GPS solutions, order life-cycle management, mobile workforce management, vehicle maintenance records, and customer access portals.

Delivery tracking technology is built upon the assumption that customer satisfaction is a key variable to success. This technology provides instant access to all the information related to a delivery requirement. You can quickly understand the life-cycle of an order, what your standards of delivery should be, and where in the long process of readying an order your company performs at less than optimal standards.

More importantly, by making this data available for viewing by the sales and operational organization, it will eliminate calls to the dispatcher's desk, improve the speed and accuracy of your customer response, allow the dispatcher to concentrate on improving performance, and immediately improve operational efficiency. Delivery

tracking also provides management with a quick overall picture of what is happening in real time, providing the ability to quickly make informed and optimal decisions.

Mobile workforce management breeds efficient, productive mobile workers who offer businesses a higher return on investment. Companies also gain much needed efficiency advances through more effective workflow control.

The integration of map-driven delivery operations offers the ability to efficiently schedule and route deliveries to better serve customers. Dispatchers use the map to assist with order combination, optimal routing, and fleet tracking, to more efficiently manage dispatching operations.

In addition, it is possible to add discrete, real-time location tracking using GPS-enabled devices, providing all the further benefits of a GPS-only system, such as speed reporting, accident information, theft deterrence, and added confidence in delivery effectiveness.

Additions to delivery tracking and life-cycle management such as capacity modules and in-vehicle navigation help increase overall efficiency by making sure available resources are used to their full capabilities, helping with commitment and scheduling standards, and providing excellent service without having to sacrifice effective business practices. In-vehicle navigation systems provide accurate route guidance to delivery personnel using GPS. Providing optimal routing with turn-by-turn directions helps reduce driver error, improve delivery efficiency, increases safety, saves time by improving driver decisions in unfamiliar areas, and provides the back office with actual point-of-delivery information, connecting your field personnel directly to the dispatch center.

Vehicle maintenance technology provides a simple way to provide basic vehicle cost information by recording the cost typically associated with operating a fleet, including repair costs, fuel costs, and general maintenance. You can also easily track when periodic maintenance procedures such as oil changes are due. This program will help monitor activities, manage costs, and create reports custom to your business. By using this simple process, all of the vehicles in a fleet will be up to date on maintenance, reducing the large out of pocket expenses that occurs when vehicles are not maintained properly. It will also help make decisions about fleet effectiveness and replacement issues such as continuing to make repairs versus adding new delivery resources.

Although technology can be a challenge to implement into a business that has been doing fine without it, the impact on the bottom line proves that technology can only improve upon what has already been working for years.

GPS technology offers LBM dealers a world of opponunities in reducing costs and improving service and safety.

- Jill Kinman is marketing director for DQ Technologies, Cedar Park, Tx., providing software solutions built by and for people in the LBM industry. Reach her at (512) 248-8324'

tulled es Become part of your customerts solution

By Roy Burleson

fN TODAY'S tough marker. more Ithan ever builders need your help. New home starts are down in most areas of the country. Inventory is high. Many builders are struggling, and some have even shut their doors. Of course, I am not telling you anything you don't already know.

Builders are desperately searching for answers. Opportunities surface when your customers are searching for business solutions. Now might be a good time to take a deep breath and examine your sales offerings and service quality. Is your company's sales approach addressing builders' real problems? Is your company positioned to take advantage of today's market conditions? Are your salespeople looking for opportunities to help your customers in ways that add value and provide tangible business solutions? Is your service quality superior to your competitors?

The simple answer to helping builders in this environment is lower prices. But that only serves the builder, while eroding your margins. How about the best of both worlds? Help the builder lower costs (not prices), while at the same time preserving margins. Installed sales programs do both.

Juggling subcontractors is a tedious and time-consuming activity for most builders. Many of the builder's scheduling problems can be eliminated when you supply and install several products. This service can be a real time-saver when you eliminate the need for the builder to juggle multiple suppliers and subcontractors. Saving a builder time is like putting extra profits directly to his bottom line.

However, this won't happen automatically. The salesperson is likely to get drawn into the pricing game if he or she isn't properly trained. Make

sure your salespeople are skilled at qualifying builders. They need to understand where opportunities exist before offering solutions.

Frequently dealers can help builders reduce their cycle times with a properly executed installed sales program. The odds of the builder meeting targeted closing dates are greatly improved when there are less subcontractors to juggle. There are numerous opportunities for dealers to help the builder meet their deadlines.

already exists. You don't have to create it. You just have to help the builder identify installation issues. challenges or problems, and offer better solutions. And your company probably has a long-standing and credible image in the market. The builder realizes you are properly staffed and insured. If you were a builder, with whom would you rather contract-a sub who may or may not be in business tomorrow, or a credible building material dealer who has already passed the test of time? And the products you sell have to be installed by someone, why not you as part of a total solution?

L Let's examine this from another / ^ direction. Today's market condi- 'uons are maKlng lr tougner to com- \ pete. Most of your competitors sell the same products as you-if not by

brand name, certainly by function. Most offer similar terms. deliverv and other services. You have two choices when vying for business. You can attempt to out-price (bid) or you can out-service your competition with something even more valuable than cheap pricing.

Becoming a value-added supplier might be as simple as replacing his most unreliable sub. However, once again, the salesperson needs to properly qualify the builder. Asking the proper questions before offering a price is critical. Too many salespeople attempt to either bid or offer some kind of predetermined solution before they fully understand the problem. Can you imagine a doctor or mechanic offering a solution before analyzing the problem? You would shop elsewhere and so do builders!

The need for installation services

Installation is a service. It solves problems. The experience is far more personal and meaningful than a onetime low price. While price is important, helping your builder customers reduce costs is critical today. When you help the builder solve problems, improve communications, reduce finger pointing, and eliminate frustrations, your organization becomes more than just a supplier of product and your relationship will become more meaningful. The builder is inclined to be more loyal with his eye on solutions and notjust price.

- Roy Burleson is director of Builder Solutions for Guardian Building Products, Greer, S.C. Contact him at (248) 760-5791

o r roy b urle s on @ bp. guardian. c om.

Selling in a

down market

By James Olsen

nOWN markets can be difficult to l-lsell in. Let's call them contracting markets. because that's what markets do: they expand and contract. We are in a contracting market right now.

What is the solution? Get back to the basics:

Cast a wider net. If we are to grow our business in contracting markets we will have to call more customers, not just the same customers more often. Many of us who have established connections haven't prosPected in a while. This won't play in a contracting market.

The good news is we are going to be better prospectors than we think we are. We have experience. We must use it. An experienced seller will have a much better chance to break into accounts and break into them quicker than a rookie salesperson. Prospect, you'll be presently surprised by the results.

Go to customer need. As sales people we need to get off the "Wow, this is a terrible market" conversations and start talking about customer need. So many sellers jump on join in the

negative conversations started by customers. Don't be one of them. Negative. down market conversations do not lead to sales. Get off the negative and talk about customer need. We will have to dig. If we find out that the person we are talking to doesn't have an immediate need, let's find out when they will have a need, end the conversation, and move on.

Start positive. This may seem very simple, but is often overlooked by salespeople. We need to go into conversations with a positive first sentence. "John, I've got something that I know will make you money." "JudY, I've g,ot exactlv what you've been looking, for." Even with negative customers. we have control of our first sentence; we need to make it a Positive one.

Treat contracting markets as opportunities. "Yes, some peoPle have lost faith in this market. Isn't it great, Mr. Customer? This is a Sreat opportunity for us to make great deals. Speaking of great deals..."

Pick something and promote it. Going to customers in any market and asking them, "Do you need anything?" is the worst salesperson's opening of all time. The "What are you needing?" opening is even worse in down markets. We must promote something to our customers. Even if customers deny our initial promotion, theY will open up to us, and tell us what they do need.

Push for volume. When we reach agreement with customers on a price that works, we must pu,sh .l'or volume. Tying customers down to a price can be difficult. In contracting markets it can seem impossible, so when we do get our customers to agree on a price, we must push fbr one more, two more, or a contract at the given price. The rookie mistake is to be

overly thankful or satisfied with the single order. The professional seller pushes for volume on any agreement. Take all offers. When markets are good we may fight for a better price. This is good salesmanship. When markets are contracting, we must take the offers we get and work them to death. When we can't meet the terms of our customers' offers, it is imperative that we come back to our customers talking about the positives. Three mistakes made by sellers when coming back to a customer on an offer whose specifications haven't been met;

Starling with the negative. "Well, John, we couldn't get the Price done " It doesn't matter what we say next. We've started negative and have given our customer permission not to buy. Instead of starting negative, let's start positive'. "John, great news. We got the tally you wanted, the shipment you wanted, and we got very close to the price we are looking for..."

Acting embarrassed. We are not embarrassed if the specifications aren't met. We accentuate the positive and keep selling. With our heads high.

. Stop asking for offers. Many sellers will be embarrassed when theY don't meet their customers' offers and will stop asking for offers. This is a mistake. Contracting markets call for offers. Keep asking for them and keep working them. Not all of them will work out, but some of them will.

Champion sellers will continue to sell in the face of negativity. The rest will let the market dictate their success. Which kind of seller are we? Contracting markets r.vill tell us.

- James Olsen is principal of Reality Sales Training, Ponland, Or., specializing in sales training for the lumber industry, tutd host of The Sales Doctor Radio Shorv (w'tttt'.salesdoctor.biz). He can be reached ttt janes@ realitt-sale.straining.cttm or ( 503) 544-3572.

Our decks go equally well with red wine, BBQ sauce or ketchup,

First there was wood, then composites, and finally there's the next generation of decking Presenting AZEK Deck, a superior decking option that is refining - and redefiningthe very notion of building a deck. Fngineered with procell." Technology, AZEK Deck virtually eliminates the shortfalls associated with wood and composite decking so you can forget the stains and mold problems that are common with the leading composite decks.

Built to withstand a houseful of household objects, homeowners can actually live on their AZEK Deck. Spilled wine, fruit punch, even hamburger grease are no match for AZEK Deck's stain resistance. And since it's scratch resistant also, you won't have to worry about scuffing it up during installation and AZEK Deck will keep looking great for years.

AZEK Builcling Products has more than 2O years of experience in cellular pvc manufacturing. We make AZEK Trim, the number one brand of trim, and AZEK Moulcling. And now, we're bringing our leadership and innovation to AZEK Deck.

To see why AZEK Deck is the solid choice for building a better deck, visit azek.com or call 877-ASK-AZEK.

Are you leaving

money on the counter?

By Mike Dandridge

A FIER ALL. you've alreadY made lA.the investment to get the customer into your store. It onlY makes sense to optimize each sale.

But. many times the customer is prepared to spend more than the counter sales representative (CSR) is prepared to sell. By paying attention to what the customer is ordering and asking questions, it's often possible to increase the sale and provide a more satisfying customer exPerience.

Unfortunately, many CSR's don't sell. They just take orders. In most cases, it isn't their fault. It's because they don't know how. No one bothered to train them. Lack of training equals missed opportunities in increased revenues and additional profits. The company loses out and so does the customer, not to mention the additional commissions lost by the salesperson. That's what it means to "leave money on the counter." It's revenue lost due to underperfonnance.

A district manager interviewed for this article said he had calculated that

if counter sales had increased by 2%o in gross margin during the previous year, he could've avoided letting a CSR go. As he put it, "The guY could've saved his own job." Though the statistics are strictly anecdotal, his story makes a valid point: leaving money on the counter is costlY.

And it isn't simply a matter of increasing revenue through up-selling. There are other ways that moneY is left on the counter. Flaws in the dealer's overall customer experience negatively impact the buying experience.

lf insulation wears too thin on wire, it can result in current leakage. Likewise, if salespeople just "go through the motions," if they don't work to learn the benefits of the products they sell and understand the needs and preferences of those they serve, so that they can better join the two together, if there's no meaningful differentiation from any other distributor in the marketplace, then the customer experience wears thin and the result is "sales leakage."

Cause & Effect

Here's a list of eight waYs that money is left on the counter and measures to stop the sales leakage.

I. Poor showroom presentation. A dealer can carry all the customerprefened products in the world, but if they're poorly displayed-or not displayed at all-sales will be dismal. Empty shelves and empty wall hooks reflect an empty warehouse in the eyes of the customer. Keep displays filled and imaginatively merchandised. Making your showroom stand out and making it easy to buy from you are the keys to success.

You have to have an edge. An edge can be as simple as offering complimentary wireless Internet, free soft drinks, or flat screen televisions showing sporting events.

2. Inventory mismanagement.

Selling down to a quantity of one isn't effective inventory management and a single tool hanging on a wall hook does not a display make. Relying on the data provided by inventorY management software can backfire when it comes to merchandising the counter. A dealer has to decide whether to risk the fewer inventory turns by buying enough Product to completely fill a display, or not carrying the product at all.

Paradoxically, inventory tums often improve when stock levels imProve. That's because most people are reluctant to buy the last item standing. Keep sufficient inventory and backstock for the counter.

3. Stocking products thst don't sell.

It may seem obvious that it's a bad idea to keep products that don't sell on the counter, but it's easy to overlook an item that doesn't move. It never

leaves an empty shelf space to draw attention to it. Keeping products that don't sell on the sales counter creates an idea in the customer's mind that the distributor is out of touch.

4. Neglecting add-ons.

Selling add-ons has moved beyond suggesting batteries for the new flashlight the customer just bought. As manufacturers expand their offerings to include items like leather portfolios and canvas bags, thermoses, grill sets, water bottles, even toys, it's easier than it's ever been to suggest add-ons.

Some salespeople may think this is high-pressure selling. Not at all, as high pressure selling doesn't fly with today's hype-sensitive customers. Casual conversation works best. For instance, you could ask, "Have you seen this new flux capacitor from the Delorean company? Let me show you what it does." Most customers appreciate the extra attention. The key is to sell the primary item first, before mentioning an additional product.

Trust is essential in add-on selling, so avoid recommending an item unless you believe there's a benefit to the customer. A partial list of potential add-ons could include drill bits, screws, saw blades, hand tools and pouches, powdered energy drinks, hand lotion and cleaner, computer spray duster, and insect repellent.

5. Under-seiling.

"Selling up" is persuading your customer to consider a higher end product than the one chosen. Good, better, and best categories are popping up in all kinds of different products. When popular brands, like Smith & 'Wesson, Harley-Davidson, and NASCAR appear on merchandise such as safety glasses, gloves, and tools, it lifts them out of the commodi-

ty category. Items bearing the logos of popular brands generally command a premium price, thus providing an alternative to selling the cheaper generic counterparts.

Some manufacturers are rolling out special editions and premium grade versions of traditional products. For example, Klein Tools breathed new life into its 15O-year-old line by launching the "Joumeyman" edition of select hand tools.

6. Ignoring new prospects.

Most outside salespeople ignore the opportunities available at the sales counter. An outside sales rep told me he discovered one of his best customers by setting aside some time to spend at the counter each day, helping with customers and getting to know the people who worked for the contractors whom he called upon. Each salesperson in the branch needs to spend time on the counter.

7. Not marking items.

It's been a source of contention for years in the wholesale business: to price, or not to price. Traditionally, the items sold in the sales counter area are rarely marked with price tags. But that could change if consultants and marketing experts have their way. Citing research from surveys and statistics, they make a convincing case that in sales counters where the merchandise is priced, sales climb as much as20Vo. The reason is two-fold. Some customers simply will not ask a salesperson for a price. The other is an old mindset that believes if it's not marked it must be expensive. Pricing the items in the sales counter overcomes both of these objections.

8. (Jnder-pricing.

If you're not worried that your pric-

ing is too high, it's probably too low. The knee-jerk reaction of almost every sales rep at one time or another is to reduce the margin at the slightest mention of price. The customer asks, "Is that my price?" and ll%o is slashed off the top. "You sure?" takes off another 5Vo.

Establish a target profit margin for items sold over the counter and stick to it. If a dealer's relationship with its customers is based solely on price, then it's difficult to increase profit margins. It's to the customer's advantage that salespeople keep this attitude. The customer's prerogative is to get the best deal. The salesperson's job is to get the highest margin.

What's showing?

Business author Jim Cathcart writes, "A movie ticket doesn't just buy you a seat in the theater; it buys you the experience of enjoying the movie." If you resign to the role of "order taker," you're selling the ticket without showing the movie. When nothing distinguishes you from your competitors, there is no reason for a customer to pay you a higher margin. But design and build a customer experience that meaningfully differentiates your products, people, and services, and you will disengage customers from a "cheap price mentality."

Recognize and acknowledge the importance of the total customer experience in every channel of selling. The customer experience is created and conveyed by people with counter intelligence.

- Mike Dandridge is a keynote speaker, founder of High Voltage Performance, and author a/ Thinking Outside the Bulb. Reach him at (254) 624-6299 or via www. hi ghv o lta g ep e rfo rmnnc e. c om.

Ittmrrs

Rickreall Bargain Center, Dallas, Or., was opened Aug. 8 by Wendell Spaeth; the 4,000-sq. ft. LBM business specializes in factory seconds

Franklin Building Supply, Burley,Id., added 15,000 sq. ft. of lumber sheds

Home Depot is seeking local approval to build a 130,@0-sq. ft. store in Springfield, Or., and will replace a vacant Kmart in Ala*isa, Co., with a 102,@0-sq. ft. home center by October 2008

Home Depot will construct a 130,000*sq. ft. home center in Covington, Wa., and can build in Coos Bay, Or., after the U.S. House of Representatives passed an exception to the 200-year-old Indian Nonintercourse Act ...

lnwe's Cos. opened a 117,0@sq. ft. store 0ct.:2 in S. Phoenix, Az.,and will anchor a new 3l-acre development in Clinton, Ut.

Hayward Lumber, Monterey, Ca., recently acquired Hundegger whole house saws to expand its range of structural framing services using iLevel's NextPhase Site Solutions ...

Wrorrsn:rs/trrurmrurlrl

Boise Cas'cade, Boise, Id., agreed to sell its Paper, Packaging and Newsprint segments to Aldabra 2 Acquisition Corp., to focus on its Wood and Building Materials 'Distribution businesses

North Pacffic, Portland, Or., has established a Bay Area industrial distribution team based in Napa, Ca.; offering hardwood lumber, plywood, melamine and subitraights, the team is led by Mike Henneman; Aaron Pennington and Doug Wodarczyk, outside sales; Nicholas Metzger, insido sales

Georgia Pacffic was forced to shut down its Coos Bay, Or., sawmill beginning Sept. 24, unable to freely ship lumber as the Central Oregon & Pacffic Railroad repairs a tunnel

Potlatch Corp., Spokane, Wa., has agreed to buy 179,000 acres of Central Idaho timberland from Western Pacific Timber LLC for $215 million...

Stimson Lumber's Gaston, Or., mill sustained a two-alarm fire Sept. 2 that began in its on-site power supply building

Bakerview F ore st Products, Abbotsford, B.C., has acquired Pat Power Forest Products,Port Coquitlam, B.C.

Manke Lumber, Tacoma, Wa., is considering appealing a $16,0S fine for alleged violations of its stormwater discharge permit

Silvaris Corp., Bellevue, Wa, launched www.osbmarket.com, a new website selling off-grade OSB products ...

Megola will test its Hartindo fire inhibitor in WoodSmart Solutions' BluWood lumber

Trex Co. has temporarilv idled its composite deckirig and-railing plant in Olive Branch, Ms.; production continues in Winchester, Va., and Fernley, Nv.

Tembechas relocated its lumber sales offices from Timmins and Bolton, Ont., to a single site in Toronto, Ont., closer to its customer base

USG Corp. has entered into a joint venture agreement with China-based BBMG Corp. to Pro' duce ceiling tiles and affiliated grid systems in China

Contact Industries. Portland, Or., was recently awarded a Gold

Level Vendor Award by Marvin Windows & Doors for the second yearinarow...

FibeiTech Polymers, firc., Santa Ana. Ca.. was selected as one of the GoingGreen 100 Top Private Companies for 2007

BonaKemi USA, Aurora, Co., has named North Carolina-based Harizon Forest Products its 2006 Distributor of the Year

McFarland Cascade, Tacoma, Wa., now distributes YorkShield 106 PT copper flashing and an ACQ- and AC-compatible plastic flashing

Kerfkore launched www.curvolutions.com to aid buyers and installers of bendable surfaces

Housing starts in August decreased 2.6Vo to a seasonally adjusted annual rate of 1.33 million, the lowest level in 12 years ... single-family starts dropped 7 .lVo to a 0.988-million pace ... in the West, starts plummetted l8.4Vo permits slid 5.9Vo to a yearly rate of 1.307 million.

Listings are often submitted months in advanc'e. Always verifi' dates ond locations with sponsor before making plans to attend.

Ocrorrn

Do it Best Corp. - Oct. 13-16, fall market, Indianapolis, In.; (260) 748-5300.

Lumber Association of California & Nevada - Oct. 17' California Building Code seminar. Red Lion Hotel, Redding, Ca.; (8OO) 266-4344.

U.S. Green Building Council - Oct. 17-19, green building conference, Los Angeles, Ca; (202) 828-1144.

Mountain States Lumber & Building Material Dealers Associ' ation - Oct. 17-20, fall conference. Hotel Contessa, San Antonio. Tx.: (303) 793-0859.

Western Hardwood Association - Oct. 18-19, lumber grading school. North Pacific, Portland, Or.; (360) 835-1600.

Home Decorating & Remodeling Show - Oct. 19'21, Colorado Convention Center, Denver, Co.; (800) 343-8344.

Western Wood Preservers Institute - Oct.2l'24, annual meeting, Mauna Lani Resort, Kona, Hi.; (800) 729-9663.

Society of American Foresters - OcL 23-27, national convention, Portland, Or.; (301) 897-8720.

Home Remodeling & Decorating Show - Oct. 26'28, Orange County Fairgrounds, Costa Mesa, Ca.; (8 I 8) 557 -2950.

Las Vegas Home Improvement & Decorating Show - Oct.2628, Cashman Field Center, Las Vegas, Nv.; (866) 883-9665.

True Value Co. - Oct. 26-29, fall market, Atlanta, Ga'; (773) 695-5000.

Hong Kong International Hardware & Home Improvement Fair - Oct. 28-31, Hong Kong; (212) 838-8688.

llovrmrrn

JLC Live Show - Nov. L-2, Washington State Convention & Trade Center, Seattle, Wa.; (8OO)261-7769.

Lumber Association of California & Nevada - Nov. 1-3, annual convention, Portola Plaza Hotel, Monterey, Ca.; (800) 2664344.

Association of Millwork Distributors - Nov. 1-6, annual meeting, Adam's Mark Hotel, Denver, Co.: (727) 372-3665.

Los Angeles Hardwood Lumberman's Club - Nov. 2, charity golf tournament, Costa Mesa Country Club, Costa Mesa, Ca.l ,323\ 723-9856.

North American Building Material Distribution AssociationNov. 3-4, annual convention & tabletop show, Broadmoor Hotel, Colorado Springs, Co.; (888) 147-7862.

GreenBuild - Nov. 7-9, Chicago, Il.; www.greenbuildexpo.org.

Western Building Material Association - Nov. 7-9, annual convention, Lloyd Center, Portland, Or.; (360) 943-3054.

Willamettte Valley Hoo-Hoo Club - Nov. 9, member appreciation and bingo, Shadow Hills Country Club, Junction City, Or.r (541) 688-6675.

APA-The Engineered Wood Association - Nov. 10-13, annual meeting & exhibition, Hyatt Grand Champions Resort & Spa, Indian Wells, Ca.; (253) 565-6600.

Black Bart Hoo-Hoo Club - Nov. 14, initiation, Ukiah Garden Cafe, Ukiah, Ca.; (707) 462-3700.

Mountain States Lumber & Building Material Dealers Associ' ation - Nov. 14. seminars, Holiday Inn Central, Denver, Co.; (303) 793-0859.

Lumber Association of California & Nevada - Nov. 15' California Building Code seminar, Maniott Sacramento, Rancho Cordova, Ca.; (800) 266-4344.

Building Industry Show - Nov. 15-16, Long Beach Convention Center, Long Beach, Ca.; (909) 396-9993.

North American Wholesale Lumber Association - Nov. 15-17' Traders Market. Hilton Anatole, Dallas, Tx.; (800) 527-8258'

*-. THE GREENEST FASCIAYOU

Not only is SilvaStar solid wood fascia and trim less expensive, available in longer tengths and more natural looking than PVC or composite trim, it is also a greener alternative. Why? Because sustainable wood has a lower carbon footprint than PVC and fossilfuel dependent composites. ln addition SilvaStar uses a low VOC primer, warranted for up to a lifetime*. The NAH B green building guideline credits the use of wood from sustainable sources. 96% ofCanfor's annual harvest is independently certified to the Canadian standards Association sustainable forest management system. That's good. offering your customers great tooking, cost effective fascia that's inherentty green, is even better.

otion news

Lumber Association of California & Nevada has enlisted state fire marshal and building code officials to present seminars on "California Building Code: Wild Fire Safety Changes for 2008."

Sessions are set for Oct. l7 in Redding, Ca.t Nov. 15 in Sacramento,

Ca., and Dec. 4 in Riverside, Ca.

LACN has also added more educational programs to its annual convention Nov. 1-3 in Monterey, Ca., including "How to Improve the Budgeting/Forecasting Process" and "America's Lumberyards Today: A Reporter's View from 30,000 Feet."

l-t

Mountain States Lumber & Building Material Dealers Association has booked Mike Butts, LBM Solutions. to present three seminarsan installed sales workshop Dec. 3, "Benchmarking for Excellence" Dec. 4, and a blueprint reading/estimating workshop Dec. 5-6. All take place at Holiday Inn Central, Denver, Co.

Western Buitding Material Association is hosting its 104th annual convention and showcase Nov. 7-9 at the Lloyd Center in Portland, Or.

A limited number of tabletop exhibits are available. The exhibitor fee includes two tickets to the President's dinner and complimentary registration for all seminars.

National Hardwood Lumber Association has canceled a three-day grading course planned for Oct. 24-26 at Ganahl Lumber, Anaheim, Ca., due to insufficient registrations.

Organizers suspect that hosting the class four years in a row has "covered most companies' needs." They expect to return to the Southland in 2008.

Association of Millwork Distribu. tors holds its 43rd annual convention Nov. l-6 at the Adam's Mark Hotel and the Colorado Convention Center, Denver, Co.

Speaker Dr. Jeffrey Dietrich will cover "What's Ahead: Housing & Related Economic Trends;" Gary Conner, "Time to Tighten the Belt? Get Lean!" and Ron Jones, "Are You Green on Green? A Professional Introduction to What the Green Movement Has in Store."

On Nov. 5, non-members can pay $60 to attend two OSHA sessions, visit the exhibit hall, and have lunch.

HB&G Acquires Flex Trim

HB&G Building Products, Troy, Al., has purchased flexible molding producer Flex Trim Inc., Fontana, Ca.

Flex Trim pioneered flexible architectural trim molding 22 years ago and currently produces two brands, Flex Trim and ZzzzFLEX.

Minus former owner Allan Jones, Flex Trim will retain most of its staff, including Hans Schultz, who runs the production facility in Fontana. Flex Trim is also produced in Garner, N.C.

"We plan to operate it as its own entity," said HB&G marketing manager Tim Bobo. "It's a self-running business; we didn't have to go through a lot of hoops to keep it going."

Owners and executives managers are invited to join an 82-year tradition-the annual convention of the Pacific Coast Wholesale Hardwood Distributors Association. Meet and brainstorm with fellow leaders in the industry April 20-22,2008, on the Garden Isle of Hawaii. Learn from noted and knowledseable industry speakers.

And, as a special treat, the PCWHDA

2008 convention takes place at the gorgeous Princeville Resort, overlooking spectacular Hanalei Bay and offering some of the most breathtaking views the world has to offer. Come join us for an event not to be missed!

For more information about the association or the 2008 convention, please visit our website at PCWHDA.com

Pacific Coast \{holesale Hardwood Distributors Association

Harbert Buys 3 BMC Yards

BMC West, Boise, Id., has sold three of its Colorado stores-Aspen, Glenwood Springs, and Steamboat Springs-to Harbert Lumber Co., Grand Junction. Co.

The deal did not include purchase of the building and 4.8-acre site in Aspen. Harbert will lease them from BMC West. "It's a good business, and we have a lease where we can operate it," said senior v.p. Richard Goodman. "However, we'll be looking for a new location right off the bat."

Goodman-who once worked for BMC West-said that parent company Building Materials Holding Corp. sold the yards because it is "shifting its business plan" and "wants to be in large metropolitan markets" working with developers of tract homes.

The Aspen location has had a good year and has been unaffected by a nationwide downturn in the housing market, said manager Levi Borst. "It seems like absolutely nothing changes, except the name over the door and the name on our paychecks."

Pope & Talbot Gets Reprieve

Pope & Talbot, Portland, Or., has received an extension of the forbearance agreement it negotiated with

creditors in August, which will allow the company to access its line of credit for another month while it seeks a buyer for all or part of its assets.

"The company will use this additional time to continue to exPlore options for improving its balance sheet, including but not limited to the sale of certain or all of the company's assets," according to a news release.

Founded in 1849, Pope & Talbot has recently been plagued with cashflow problems, debt, and a soft market for wood products. It reported a second-quarter net loss of $42.9 million-up from $21.8 million in losses during the same quarter last year.

Last month, the New York Stock Exchange delisted Pope & Talbot shares because its market capitalization fell below NYSE requirements.

Redwood Producer Renamed

Simpson Timber's operations in Northern California- which were purchased earlier this year by Green Diamond Resource Co., Seattle, Wa.-will now operate as California Redwood Co.

"We wanted to adopt a new name and logo with which to go forward in this rewarding and challenging business of redwood lumber production,"

reported Carl Schoenhofer, v.p. and general manager of the new company. California Redwood and Green Diamond

CALIFORNIA REDWOOD COMPANY

will operate as two separate companies, he said, to "enable each of us to keep our focus on the strategies and operational actions required for each to be successful."

Welco Closes Marysville Mill

Welco Lumber closed its mill in Marysville, Wa., in late August, blaming market conditions and "other strategic considerations." Mills in Shelton, Wa., and Naples, Id., will continue making cedar fence products.

"We're not calling it a permanent closure at this stage," said spokesperson Peter Stroble. "We're calling it indefinite." However, he didn't seem optimistic rhat the city's last mill will open again. At this point, Welco has no plans to dismantle or sell the mill.

Welco's mill is the second to close in Marysville in less than two years. Interfor shut down its mill in December 2005. The city has since bought that site and torn down the closed mill.

LET SOCOM I EUmffi

FOR YOU

When it comes to swinging the big lumber, you con't beot Teqm Socomi's Never-Out Logistics.

We con help you monitor your inventory, ond deliver iust whot you need, iust when you need it.

Cqll us up for o scouting report.

We'll help you

keep the boses looded.

PRODUCT IIST

. 2'l 3" & 4"Green Douglos Fir Timbers, Dimension & Studs

o PS l -95 Roted Plywood

o PocRim'- RimBoord Plus

r LVL Lineol Edge Form

PSF, HDO & MDO Concrete Forms

r CleqrLomo Foscio, Soffits & Trim

r Socomilom@ Foscio,Soffits & Trim

Rough-Sown Fir Siding

. CleorSide" Primed, Edge Wropped LVL V-Rustic Siding

MDO-Foced Plywood Siding

Lumbermens Adds In ldaho

Pro-Build Holdings' Lumbermens division has purchased Alpine Lumber Supply's two yards in North Idaho.

"strategically, Alpine is an excellent fit for Lumbermens," said Dave Dittmer. Pro-Build's western region president. "Alpine's contractor focus as well as its retail expertise compliments our existing presence in both of these markets."

Alpine's yards in Sandpoint and Post Falls serve both retail and contractor customers. After the sale is finalized, the locations now operate as Lumbermens.

Rape &

Alpine was founded by Robert Myers in 1978, in Sandpoint. The Post Falls location opened in 1986.

Palco Readies Exit Plan

Pacific Lumber Co. announced it would file "a fair and confirmable" bankruptcy-exit plan by Sept. 30, thc new deadline set by the U.S. Bankruptcy Court in Corpus Christi, Tx.

The company had requested that the deadline be extended to Oct. 18, but was denied. The extension would have allowed Palco, which has been in Chapter I I protection since

January, to keep exclusive control of its bankuptcy case and prevented others from filing rival plans.

The ruling followed a court hearing at which creditors asked what role parent company Maxxam Inc. would play in the bankruptcy-exit plan. "We're still working out the details in the plan. We're very near," said attorney Frank Shaw Black. Creditors have requested an end to the exclusive period because they contend that PALCo and affiliate Scotia Pacific are about to run out of cash.

In recent court documents. Maxxam promised to make an unspecified financial contribution to the bankruptcy plan and that its proposal would call for repaying creditors in full.

Weyerhaeuser To Streamline

Determined to shore up its wood products business, Weyerhaeuser Co., Federal Way, Wa., has vowed to take serious steps that could include "closures, curtailment, and restricted operating postures."

One week after the announcement. Weyco declared it would shutter its sawmill in Okanagan Falls, 8.C., and invest $5.5 million to modernize its sawmill in Princeton. B.C.

"The decision was taken after a thorough review of how best to strengthen our long-term competitive position in the southern interior," said president Craig Neeser.

Soon after, Weyco agreed to buy Freeman Brothers' Idabel. Ok.. mill. currently a contract sawmill for Weyerhaeuser and chip supplier to its containerboard mill in Valliant, Ok.

Ace Expands In San Jose

Ace Hardware & Paint, Campbell, Ca., has been opened by Ali Azimian, his third Ace in the San Jose area.

He opened his first 20 years ago in Almaden, followed by a second in nearby Pacific Grove. The newest store occupies an 18,000-sq. ft. building that cost $150,000 to remodel. Although it was supposed to open in late March, construction was delayed and the computer system was stolen, so it officially opened June l.

Adding "Paint" to the store's name required special approval from Ace Hardware's corporate office. Azimian was determined to play up the Paint department, which boasts a computerized paint-dispensing machine and is the South Bay's only Ace offering Benjamin Moore paints.

Memb€r

lp| leads the field in hardwood decking

in nccrl ot lt lott rttaittlcltaltcc Illtt'cl s ootl rlce kinu ltlotlttcl sirttilltr to ipc< tllilt \\ ()ul(l ()llcr- tltcrtt thc sltltlc bcne Iit\ but lrI lr lot cl c()st." hc slritl. "Tlrat's c\lrctlr l hlt 'l'igcr-uood tlcekirrg ()l l!'f\."

I Ie :rritl llltt ltrttttcol ttct s lor c tllc rrootl 's rlirtirtctirc colol'artcl rttltrk irrSs: lislrt uoltlcrr bt'orltt to rcddislr lrro* rr u itlt illcrtrlrrr blltck lttttl ltt'tttr tt \l|clk\. ('u\tolltcls ltt'c ltlstl (lfll\\ ll t() tltc lllttLllill bcttclits ol -l-igcrrr ootl. r, lri. lt rir ;tl llt,'.t',rl' 1P1:.

Lirtrlscr ulso lilics -l-igcrriootl lirr' its tli:tirretir c bcilut\. n'ltcthct' ttsctl lirl lrrr crttirc tlcck or lot-itcccttts sttclt lus huntlnrils uttil bcrtclt tol)s. Alt c\()t ie knou rt its Lltaziliarr t'ccl*'ootl is rirrotl.tu-r' tur oritc. btrt ar"lLilabilitr is ottcn lirritcil. "l cun scll all I cnrt get." saitl Linclscr. "lt looks ancl pcr'lbt'trls Iikc lc-gular rccltr oocl."

If IH []N it corlcs ttt Irrtrtlu ttotl V V rlce kirru. ip[ is olte rr tltc spce ics ol elroiec. Widclr rcettgttizctl lls ()llc ol lhc hltrtlcst rttttl tttttst tlLrrlLlllc lirtl bcl spccics itt tlrc u otltl. tllis u ootl \ccnr\ [() lurrc it ttll: crotie tlclttttr. cas\ rnuintctltttec. lttttl lottl-tcrttl llcr' Iornltrte c.

At Nllcllclrth Hut'rlu ootl. Itcrkclcl ('1.. ipc< is thc ortlr hitrtl*ttttil tlcckrtlq stockccl. ",\l'tcr rcscltt'eltirtc ltrrtl tllk ing n ith pcoltlc irt thc bLrsitlcss cspcciallr thc []rtir crsitr ot'Calilirlllia Forcst Proclucts I-atr in ttcat'br Richrrroncl I bclic-r e that ipf is plobably the bcst hat'clnotlcl clecking

on thc nutt'kct." sltitl tttttttlrccl Iliek Me I)lrticl.

Altlrotrslr ipi'hlrs lottg bccrl lt llrr oritc. otltct' crotic ltltrtltr ttotls llltr c cntclcrl thc rrurrkctplircc. "lp[' is lllo nrotctl tltc tttosI lttttl lttolc is ltr ltil rrblc." srtitl 'l'css Litttlsct. ou t)ct' ttl' i\lcssco Irtc. in Sltrttu Ilostt. ('a. .'I:itrt stocking otltcr cxolic Itltltltr rrocls Ilcl;ls us scr'\'c tltrtsc rllto \\llttl it ilillclcrlt Iooli or lorvct' Pt-icc."

l)un Ivuncic. rlilcctol ol nltt'kctirtg at Arlvautitgc'frirlt & Llttttbcr. Uul'l'alo. N.Y.. aglcctl. "lrt talkirlg n ith hornco\\'ners. onc thirtg that beclme vet'y clear uas that thcr uerc

,\t Flast Tcuk Hlrcln'oocls. Dallas. Tr.. (irLlupl Ciolrl is tltc littcst itclclitiolt to its lirrc ol crotie clcckittg. -'This rrtrorl is rltrieklr bceotttittg lt ltot lrltct' nlrtir c 1ot' tltosc tr lttl clolt't \\ ltllt ll tllrlkcr lutttlrtootl lil'c i1tc. lltrt still \\rulI ir utrorl tltntlitr. stltblc. sttstltirt lrhlc troorl lirt'lt gootl 1tlicc." stritl r iec prcsitlcrrt (icot sc (iu1. "lt's \clv slit blc. inscel llrtrl ttrl t'cslstltttt. cllslcl lo uorli * itlr thlrn sorttc ttlltcr hltttl rr ootls. unrl it litsts rt r ct-t' lttltg titttc."

IlcelrLrsc \o l)llul\ crtllics ltlc ttvltillublc. I-irttlscr slritl shc ol'l'ct's lt lot ol inlirlrrrution ort tltc clil'l'crcrrt spccics. "l)ce ks built l itlr crotic Itattlrrttotls llc of'tcn tltc llst ottcs thcsc Ilttttlc ()\\lrcrs uill irrstlll." slrc slticl. "'l'hcsc tlceks ut'c bt'atrtitirl artcl lttttg lastirl-s. \\ic rre all brttling cotrrl-rositcs. so uc \\ ant thc outcome to be gottcl."

IPE is the acknor,vledged eader in the hardwood decking market

From managed forests to our warehouse to your jobsite, Weber Green Products are CARB Phase 1 compliant to meet your green building needs. Weber Green Products are delivered in our own trucks from our facility in Tustin to all of Southern California. Please contact your salesperson for our latest promotion.

K|TcHENsurfaceoptO|]Sl]cU0ei'i!.]|]lqreer.!..llte|lOi,]SCOl.lSstlloi75.. ancCementsma|lerbLreanc]-r,vhrtespectrec].ec!CeiiqaSSter|aZZo.c.lri9l1O

lr'r.l'llt\ | llllll ttlrlLt.Lt). ),,1t \!

Il..rrl'l. .,rt.t Ittr,l :tr t,,r.t

lllltll. I Ilt

r'()rttl)e litiorl. liigllt rlori. lt rolt rltl I)]rot'ttit. lltr'tr". lt\) ()tlr' clse rlllet itll Lrrr ir-,,nnl.rlllIr Ilit'rttlIr irtriltlirll

j)r'i)(lu! 1: llLllLr. lJLtl. l,,t,kttll illlo tltt' lLrlur.. \1i.k ri()llrlr'l\:'.\\

llCCPe I l\ll()\\ lCtile ' lrttte t :t'l\ itt \,rl lt ItLrhlt'lll. Illlrt's llttrt tlttlc

ill)l)l()ll!ll ll\' \() \ lt)nn(.) r/iir//(l i1 tililirr: I ll\l titiil, ri.'ll rrrii:,(i /rir t'lii,,t (,lll,l ll{i/,,1(i/liii ll/li( \ .\\eiilll()lle|l|ll()l...1.rl.'....\It.'kl.ltltt|ltIlrtrilt'tlrc,\\.'||t|rlt|lr'|.l!llL]/.ll/iili]1ll is te|ltrin. "lJrtt ur' ra tl()1 \tllr' \\ llill tllttll ri i I I l.t tlte tttotlr'1. i1 tl.'It'tlils ,rtl

lpe t lip llidclcn lruslcttcts:

r\ ii,r!__c.t.irl t\ii) 1.!t ll!|qlt ) (r!{ rjccL.

I lirnrr:lte: )etf\\ holt\ slltitl tlllttli: ct tllttll-ctL'Lt.

lllll I l\(ll)\

lrr i.iirLe ll',rt Lr,rllt i()]] :ltlrl 1r!rll'rlll rrl r tlttt tlcck.

.'\rlrilui lt irt rrtLrliiplc .1,11r1: 11, llltll!h ,l \ iiflJl\ {)l

Ur'C K 5.

\li Ipc r ip I u'lettct: lttc ttridt ol libctL:lrt:sIciIli,rieJ ltiltaiiul tltirt r. i:l-, to.lr lltt \ll.ll{lh ()l

g1r111pq'1I11r1..

lpc ( 1ip l.rtrettte is tltu,.rtth ii:tt t'l u tth lt rlrrinlc:' \lccl \\ushcf trt,rLtldcrl irt'irle li,t ldiictl \tfdrgtil.

\\rrt.L\ lcili riith .ril or kiln JricLi hltrcluood tlceliitt: .'tt,t ."t t1'.'. t. t'r.tL. l:-t'.

\lanul'acturu's

Weber Plywood Ups Green Inventory

Weber Plywood & Lumber Co., Tustin, Ca., now stocks a variety of panels that are environmentally friendly and meet emissions guidelines recently announced by the California Air Resources Board.

"Every week, new green products are rolling into inventory to meet the growing needs of the Southern California market," said v.p. Eric Domanic. "Our commitment to renewable resources fueled our desire to supply our customers' green building needs."

Available for shipment are Timber Products' Green T panels; Plum Creek's Glacier Green MDF panels, and SierraPine's Arreis MDF and Encore particleboard panels.

Founded in -1958 by Don Weber, the company moved from Santa Ana to Tustin in 1977.ln 2002, Weber became Timber Products' largest distributor in Southern Califomia.

Green Hits The Spot In Colorado

GreenSpot has opened in Carbondale, Co., as a one-stop shop for green building products, materials, and services.

"Our aim is to service the small- to mid-size contractor and developers, as well as become a premier purveyor of institutional jobs and residents who want to green their home," said owner Christopher Jacobson. "We really want to serve the trade, all the way down to our store hours. Contractors and developers don't work l0 to 6; they want their materials starting at 7."

In addition to stocking FSC-certified lumber, the store offers VOC-free paint, recycled paper goods, composring bags, and other environmentally conscious products.

"There are certainly products like screws and nuts and bolts where there isn't a green counterpart," said Jacobson. "But since we want to be a full-spectrum store that supplies everything a builder needs, we'll still stock it. And as soon as we find a greener alternative, we'll stock that instead."

Jacobson said that one of the biggest challenges is convincing people that the price of going green is worth it. "Its not just that it's more expensive, it's also that it's qualitatively better," he said. "So we really have to destigmatize the extra expense. We also need to get our volume up quickly so we can utilize a larger purchasing power to make the prices more competitive."

Jacobson is already thinking of expanding and plans to use several thousand square feet of space outside of the store. "At some point, we want to have a distribution center and we'll definitely need a warehouse for that."

GREEN BUILDING products displayed in the will-call area of Weber Plywood are discussed by warehouseman Manuel Hernandez, salesman Mark Seals, and customer Paul Kim, P.K.'s Woodworking, Ladera Ranch, Ca.

Transitioning from family-run to family-owned

l|/-rAN a family business prosper without a family mem\-rber at the helm? Can a family business remain a family business and retain the owning family's values, when a family member is not the c.e.o.? If family members aren't qualified and/or motivated to lead the family business, isn't the best course of action to sell the company?

These questions confront many family businesses. And in many cases, if family members are unwilling or unable to maintain a successful and profitable family business, the best answer may be to hand that responsibility over to someone who can. But if family owners can pass a series of three rather rigorous tests, exiting does not have to be the only available avenue. Not surprisingly, the three tests correspond to the three key dimensions of family business systems: family, management and ownership.

Test 1- Family Commitment

When a family business finds itself facing top-management succession without a qualified family successor, but wishes to keep the business in the family, the first order of business is to meet with family owners to clearly determine the family's vision, goals, and desires. Sometimes, the senior generation's dreams are not shared by the younger generation. Sometimes the younger generation cannot agree among themselves concerning the future. And, in some cases, when the older generation has decided to sell, the younger generation rallies together to convince their parents to keep the business in the family.

Whatever the case, if the business is to remain in the family, successor family owners should be firmly committed not only to a shared vision of the future but also to a shared rationale for their vision. This is usually achieved through extensive discussion among family owners and

By Craig E. Aronoff. Ph.D.

development of plans and documents to ensure ongoing mutual commitment. The plans and documents typically include a family mission and values statement (how does the business fit into family goals and how are family values represented by the business); a shareholder's agreement that includes a liquidity program for current and future owners; a series of family policies governing the relationship between the business and the family; a process for family governance (so that family cohesiveness can be perpetuated and a process exists for family decision making and conflict resolution); and a commitment to professionalism in management and corporate governance.

In one case, a proud third-generation owner/manager eventually bought out his siblings and dreamed of passing his legacy to his children. All three children, however, chose careers in public service: medicine, teaching, and social work. A series of family meetings were held to discuss the benefits and responsibilities of ongoing ownership. The quality of management, ownership and profit sharing with employees, professionalizing the board of directors, the continuance of the family's legacy and more were all extensively discussed.

In the end, one of the three children decided that his ownership and receipt of the benefits of ownership would be inappropriate if he was not contributing his labor. The other two siblings decided that if they did not go forward as a unified sibling team, they would also prefer not to remain as owners. This family, which could have continued its ownership had they desired to do so, decided not to go forward. Accordingly, plans were made to develop the existing management team to become owners of the business.

In another example, a second-generation four-sibling team decided that they wanted to continue to own the business. After extensive meetings in which they developed their own relationships and programs for goveming themselves, they publicly committed to having the best-possible professional management (whether executives were family or non-family) and an outstanding board of directors (with a family member serving as chairman). Arrangements were made to transfer ownership over time in the most efficient manner. The company is prospering under the leadership of a non-family c.e.o.

Test 2 - Professionalize Management

To survive and prosper, your family business needs the best possible executive leadership. If your plan is to continue the business with non-family leadership, your executives must be empowered, enculturated, and rewarded.

Ideally, top-notch non-family talent already exists in the

family business because it has been recruited, developed, and rewarded. But some firms have also been successful when using executive search firms to identify talented, experienced leaders from outside the family.

In addition to finding the right person or people, your non-family leaders must be given the opportunity to lead. That requires that the incumbent generation's leaders let go and that all family owners offer their support. Second-guessing, meddling, or unclear lines of authority and responsibility undermine leaders and make them ineffective.

In selecting and directing non-family leaders, be extremely clear about your family's and your business's values. Let the executive know what performance is cherished and what is "out-of-bounds." Carefully evaluate non-family candidates not only for their professional capabilities and background, but also in terms of their fit with the family business culture.

Finally, be prepared for the compensation requirements of outstanding executives. Executive compensation is an investment on which family owners should expect a significant return. Moreover, compensation should be

structured to align owner and management goals. Non-family executives should have the opportunlty to earn significant money, but large portions of their compensation should vary depending on predefined performance criteria. The long-term portion of their pay package is also an important way to align executives' goals with family owners' transgenerational objectives.

Test 3 - Become Great Owners

Families who own but do not run their businesses must become adept owners. They should hone their financial sophistication and expectations, and they should feel assured that an excellent board of directors represents them.

Owners provide the capital required for a business to function. As providers of capital, family owners should expect a return on their investment through distributions and/or capital appreciation. But to be effective owners, financial goals should be discussed and agreed on in terms of expected profitability, business growth, risk, liquidity and distributions.

These financial goals as well as goals related to the business's culture and relationships with its constituen-

cies (employees, customers, suppliers, community, etc.) should be clearly communicated to the board. The board's job is to hold management accountable and to help management achieve ownership goals. Choosing directors who are willing to understand family ownership goals and who bring a level of business sophistication necessary to assure accountability is a key to success.

Ultimately, family business depends on preparing the business, the family and owners to meet the high standards required for success. When business-owning families are willing and able to take on those challenges, they can achieve great thingswhether or not a family member is actually running the business.

- Craig E. Aronoff is co-founder and principnl of The Family Busines.s Consulting Group, Marietta, Ga.; (800) 551-0633. He can be reached at aa ro noff@ efamily b u s i ne s s. c om. Rep rint e d with permission from The Family Business Advisor, a copyrighted publication of Family Enterprise Publishers. No portion of this article may be reproduced without permission o.f Family Enterprise Publishers.

Railroads Accused Of Price-Fixing

A new study supports allegations by several industry groups that five major freight-rail companies fixed prices for fuel surcharges without any relationship to actual fuel costs.

"This is the greatest train robbery of the 21st century," said Jack Gerard, president and chief executive of the American Chemistry Council, which represents about 90Vo percent of the

nation's chemical makers.

The council commissioned the study, which was based on regulatory filings and other estimates from 2005 to first quarter 2007 for Union Pacific Corp., Burlington Northern Santa Fe Corp., Norfolk Southern Corp., Kansas City Southern, and CSX Corp. Total surcharges for this period totaled more than $6.5 billion.

In January, the Surface Transportation Board banned excessive fuel surcharges and imposed strict rules on fees charged by many rail companies. The board ruled that railroads must link surcharges directly with actual fuel costs for specific rail shipments and prohibited "double-dipping. "

But the board has no authority to enforce refunds or seek penalties, said Gerard, who added that railroad customers currently lack any regulatory means to attempt to recoup the money. The American Chemistry Council and other trade groups support legislation that would subject railroads to stiffer antitrust standards.

Some companies have filed lawsuits alleging that the fuel surcharges amount to price-fixing. In May, Dust Pro Inc., Phoenix, Az., filed an antitrust lawsuit that seeks class-action status on behalf of parties who shipped goods on one or more of the five railroads since July 2003. Filed in the U.S. District Court for New Jersey, the suit seeks monetary damages from the railroads. It also cited the Surface Transportation Board's decision, even though the ruling applied only to rateregulated shipping. The majority of shipments involved in the suit are unregulated.

The Association of American Railroads maintains that the lawsuits prove the industry's rates already are subject to antitrust laws, though the industry has been exempt from some laws since it was deregulated in 1980. Norfolk Southern declined to comment on the study, but said the antitrust suits were "without merit" and that it plans to contest them.

The Surface Transportation Board awarded a $1 million contract to a consulting firm to assess competition in the freight rail industry. The study should be completed by fall 2008.

California Building Code

Wild Fire Safety Changes for 2008

New building construction in California is about to change!

If you manufacture, sell or distribute building materials that will be used in any of the updated Califomia Wild Fire Hazard Severity Zones, those products will need to be in compliance with enhanced fire safety building standards.

In January, 2008, the newly adopted California Building and Fire Codes will increase the fire resistance requirements for roofing, exterior walls, doors, decking, windows, eaves, vents, gutters, and more.

For product manufacturers and suppliers, the seminar will discuss the processes for registering building materials and testing requirements. Optional registration at the state level will help local jurisdictions know what products comply.

For lumber and building material dealers, the seminar will provide valuable information for the products you carry and sell to contractors and the public.

Presenters/Instructors: Building Code Officials and State Fire Marshal Officials trained in the new standards.

Cut costs. Not corners. Hosted sotutions provide top-tier technotogy, security, and disaster recovery to buitding material companies. It's just one of the ways DMSi's Agitity software delivers more value by etiminating waste and cutting costs.

Conducted by the Offtce of the Stote Fire Morshol in conjunction with LACN

onols

John Jayne, Disdero Lumber Co., Clackamas. Or.. has retired after 38 years in the industry. Perry Schlitt succeeds him as mgr.

Chris Swanson, Swanson Group Sales, Glendale, Or., has been named logistics & quality mgr. for the company's stud mill in Roseburg, Or.

Pete Phillips, ex-Homco Ace, has joined Capital Lumber, Phoenix, Az., as an account mgr. Other new account mgrs. include James Fleming, Stockton, Ca.; David Bdwards, Alburquerque, N.M., and Tom Chase, Denver, Co.

Chip Brittain, ex-Westside Timber, is new to the sales staff of SierraPacific Industries, Anderson, Ca.

Charlie Schadewald, ex-Activant, has joined Progressive Solutions, as senior account mgr., covering the Mountain States and Northwest. He is based in Salt Lake Citv. Ut.

Greg Nee, ex-D.R. Johnson Lumber, has joined the sales staff of Action Wood Products, Turner, Or.

David Walstad has been named v.p. of advanced component technology for Pro-Build Holdings, Denver, Co.

Casey Keller and Robert Pearson are new to sales at Willamette Forest Product. Portland. Or.. representing output from its sawmill in Sweet Home, Or.

Gene Neary, ex-Bluelinx, is the new sales mgr. for the Southeastern U.S. at Windsor Mill, Cotati, Ca.

Jack Kroll has been appointed as the new managing director of Grabber Construction Products. Martin Kehoe replaces him as sales mgr. for the Grabber Pacific Division.

Michael J. Badar has been named president and chief operating officer of Dunn-Edwards Corp.. Los Angeles, Ca.

Brett Johnson has joined Dakeryn Industries Ltd., N. Vancouver, B.C.

Chris Johal was promoted to asst. mgr.-purchasing at Westwood Lumber & Reman, Surrey, B.C.

Joe DeAngelo, chief operating officer, HD Supply, resigned from Home Depot to become president and c.e.o. of newly sold HD Supply.

Jacque Aschenbroich was named president and c.e.o. of CertainTeed parent Saint-Gobain Corp., succeeding Jean-Francois Phelizon, who returns to the company's Paris Hq. as senior v.p. and advisor.

William S. Cowling II, chairman, Dixieline Lumber, National City, Ca., was honored Oct. 7 during the Parkinson's Disease Association of San Diego's annual Spirit of Life Award dinner. He gave $550,000 to establish the William S. Cowling II Parkinson's Resource Center and $300,000 to support research by Dr. Shirley Otis, clinical director of the Brain Research & Treatment Center at Scripps Clinic.

Phil Osteen has been placed in charge of diversity programs at MungusFungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Tropical Hardwoods

With interest in hardwood decking on the rise, it pays to have a reliable source who offers the variety clients are looking for.

People are spending more time outside. Cooking. Entertaining. Relaxing. And, as we've seen with bathrooms and kitchens, they're looking for more than your basic deck. Tropical Hardwoods are the perfect way to give them more with rich colors and distinctive grain pattern options. Couple this with their natural resistance to water and insects and a 25 year warranty and you have the makings for a very happy homeowner. To find more information on McFarland Cascade's Extreme line of Tropical Hardwoods, matching railing and other premium deck surface materials,visit McFarlandCascade.com.

the best outdoor projects start with the best materials

WHOLESALE DISTRIBUTOR Building

Material Distributors. lnc. Galt. Ca,. held ts 24th annual Golf Class c Aug. 27 n Woodbridge, Ca., as thanks to its custone's a^d suppl ers. (Top photo. l-r) f erry Kingsfather. BMD c.e.o. Garry Tabor. Steve Taylor, Gary Orr. (Lower photo) Joe Salamida Jr. Norm Liebig, M ke Garrison, Jorn Sa amrda S". P"o' ro t1e event. playprq n2n a n:lod n : n rll nn ennloqt tn honofit the Galt Boys and Girl's Club, while during the tourney members of the Lodi High School gol{ team hit drives for contributions to their team.

Mason County Moves Sales

Lcri is ('or-rntr [;orcst Prrrdue l: lrncl \lasorr ('orrntt I-olc:t l)r'oclue ts lln reloscrl tlrcir Grants l'uss. Or.. strlcs officc urrcl rclocalctl sulcs to lltc Nlitson ('orrntr rnill itr Slre lton. \\'rr. l)ar c Ilirntscr is lltc rrcu gcncllrl sulcs rltrnlgcr. Darr \\'clst is llrrr rlling cLrtlings sales. llotlt u,'ill bc irssistccl bv I)lu, rr Dunclrrr.

Redwood Siding lmproves

Ilcrlu ootl siclin-e. allcutlr ltrizctl lirr its nattrral bcuutr.'. snlrll crrr iron rrcntrl footltr-int. uncl l'ilc lrnrl pest lcsistlLrrt cluulitics. rs non tnlilablc lr rth I;ire-Guur.rl I'ro. a LJil. ccr tiliecl "(-l:r.. .\" l'ilt' r't'llrtlrrnl Ir'ir)r!.1 |iriltl clcrclopccl br ('r'clrtLrs \\'oorl [)r'oclLrcls. Onturio. C'u.

l-he crclusir c lirlnrula pror itlcs a corrltlctc Nlrter'-rcsistlrnt. f irc rctlrr' clant colrting u'hcrr lpplicrl to llrc compan\''s file rctur-tlunt (C'llrss II) lcdnoirtl l ingcr'.joirrt :iclincs lrnrl nrouldinls. Rcclnootl lLlr-cld1 Itirs thc Itttr est bulrr r'ltc ol arrt' solirvoorl.

Creatus hlrs bccrr rrorking to rlcr clop tlrc llrint for tlrc ltast \ cuf u ith thc golrl ot pror irlinu a supcriol Procluct. csPcciullt' lirr lrlcus pronc to u ildl'ircs. "-l'hc incrcirscrl crposulc to l'irc in nlrn\ I)arts ol thc rr cst cfc lttcrl a clcnrirncl flont lrorrrcou rre rs" bLrilrlcrs. rrrLrrrieipalitics arrtl ulcltitccts tirl salcr- honres nrrtl rrci!:hborhoorls." saitl ('r'catus e.c.o. Curl llcnoch. "anrl it \\ as our obliqirtion t() l)r'o\ icle arr irrnor atiun irr lhc fircc tl1 lllcsc circutDstatrccs."

"Wc'r'c beerr scllins thc rcrlriood finucljoint siclinq ll'ont CrcltLrs litr o\ cf th|cc r car's lto\\ u ith r c|r far orublc revicn s." said I)orr g WiIIis. C'trIilitrniu'l'irrrbcrlitrc. ('hino. Ca. "And rro*. n itlt tltc uclclition o1 u Class,\ rltin-e untl irr lisht ol tltc rtct Clllilor.nia Firc \lllshal's t'cgu llrtion clrurrlcs fitl n'rxrtl cxtcriol sirl in-us. llrc 1lr-ocluct is ulr cr elt ll()r'c vlluablc ultcrrratir c."

products

Next Generation l-Joists

Georgia-Pacific's XJ 85 joist has strategically placed openings for the installation of plumbing, HVAC, and electrical systems.

The engineered joists reportedly

are resistant to shrinking, twisting and warping, are easier to install. and reduce waste on the jobsite.

- Please call (888) 502-2583 or t,isit *'w,w'.gp.com

extra-wide handle that reportedly puts less stress on the hand and arm.

An internal debris shield protects the slide mechanism, extending the tool's life.

- Pleose phone (919) 362-1670 or v i s it www. coop e rhandtoo I s. c om

Low VOC-Primed Trims

SilvaStar wood fascia and trim from Canfor is available natural and primed rvith low-VOC primer.

HistoricalTrim

Certainteed's offers a TrueTexture finish for its Restoration Millwork exterior trims.

The woodgrain surface is molded from rough-sawn cedar boards for a natural appearance.

The door sweeD's multi-fin and bulb construction is designed to provide a tight seal in all weather conditions. Styles and colors are available for most steel, wood and composite doors.

- Please csll (616) 844-2888 or v is it www. sot rude. com

Larger Wrench

The Rapidslide adjustable wrench from Cooper Hand Tools is now available in a larger 10" size.

Maximum jaw opening is 1.2", a 20Vo increase over the original 8" rvrench. Both lvrenches feature an

Available in a variety of thicknesses up to 2" and lengths up to 36 ft., the product is made from kiln-dried SPF lumber.

- Please contact (604) 264-6010 rt r v i s i t vt'vt'vt'. c unJb r. c o m

Workplace Goggles

DeWalt Concealer goggles from Radians offers protection in jobsite construction, woodrvorking, sanding, and machinery operation.

Made of PVC, the trims are repofiedly ideal for non-weight-bearing exterior applications and can be worked with traditional woodworking tools.

- Visit www. c e rtaint e ed. c om

Clean, Green Sweep

Green Sweep from Iso-Trude is a sealine solutiorrfor exterior doors.

The impact-resistant polycarbonate lenses come in two shades: clear and smoke. A clip attachment allows easy lens replacement, rvhile an adjustable head strap ensures comfort.

- Please call (877) 723-4267 or v i s t w -* tt'. ra dian s. c o m

Construction Gloves

Northflex general-purpose construction gloves reportedly offer high abrasion resistance, plus shock and vibration absorption.

Colorful Cement Siding

Fiber-cement siding from James Hardie now includes ColorPlus Technology, a multi-coat, baked-on, paint process available in regionally specific colors.

The siding is designed to be a

Safer Level

Made by North Safety Products, the gloves have a form-fitting, red nylon shell coated with a pliable black PVC coating for superior comfort and fit, and wet/dry gripping.

- Please call (888) 422-3798 or v is it www.norths afetv. com

A 24" tip-proof level from Great Neck Saw Manufacturers reportedly eliminates accidental falls that can turn other levels into projectiles. A wider base also increases stability and includes a magnetic V-groove

durable, low maintenance, non-combustible, hurricane-resistant, and environmentally friendly alternative to wood and vinyl siding.

- Visit www.j ame s hardie,c om

Cool Software

With Glacier Commander software IT administrators can access information from forklift-mounted computers.

Designed to work with Glacier's Everest computers, the software helps monitor system activity, program function buttons, set optional screenblanking parameters, and view detailed reporting on current and past temperature and voltage readings.

- Please call (603) 882-1560 or v i s it www. g lac i e rc omp ut e r. c om

that makes it easier to work on pipes or conduits.

Other features are easy-to-read measurements and rubberized ends to reduce maning.

- Please call (800) 457-05600 or v is it www. p re atne cksaw. com

Desk To Go

The Plan Station is a portable r'vork desk from Finley Products.

Constructed of ballistic nylon. the product hangs anyr.vhere a portable. foldable r.vork station is needed or can be used fieestandinc. The 2'x4' work-

data into electronic instructions that gu ide computer-control led salvs. reportedly optimizing loading, cutting, and off'-loading for greater speecl and more efTicient use of materials.

Paoer instructions allorv crews to load hnd stack the sarv output litr improved mirtcrial processitte.

Pleu,se call (888) 153-8358 or ylsl/ ll u,x'. rft, ve l. cottt

Cold-Weather Boot

Timberland's Thcrmal Force rvctrk boots provide protection and comfbrt in extreme conditions. but without multiple layers of bulky insulation.

Cold protection includes an Aerogel toe cap. 3M Thinsulate Zone insulation. and an Ice Trax rubber outsole.

The outer leather is rvaterproof and abrasion-resi stant. V

t vvvt w. tirn be rlond. cont

Tough Glue

space has ample room fbr laptops or blueprints, plus multiple storage pockets for documents. office supplies, cell phones, and more.

- Pleuse contlct (888) 626-5301

o r y i s it 1y11,yy,..finl etp rutd Lrct s. c ont

Fabrication Software

Stellar softr'vare from iLcvel is designed to help LBM dealers and fabricators optimize material cutting and handling.

The proprietary software converts

Gorilla Glue's Quick Cure formula reportedly dries about eight times faster than the original fbrmula, but still delivers the same strength and toughness.

The glue dries rvhite for use on lighter rvoods or materials, but also

holds wood, stone, metal, ceramics, glass, foam, and more. Waterproof and temperature resistant, it can be used indoors and out.

- Please call (800) 966-3458 or go online at www. gorillaglue.com

Rolling Storage

Knaack's JobMaster rolling cabinet offers portable and secure storage in the workshop or at the jobsite.

Seven 6" swivel casters and one 6" rieid caster wheel allow one Derson to maneuver the cabinit when closed.

welded in place. Constructed of 16-gauge, fully welded arc steel, the cabinet has a load capacity of 1,200 lbs.

- Please call (800) 456-7865 or visit www.knaack.com

Gutter Protection

Gutter Dog from SRS Innovations helps keep house sutters clean.

Each of the front wheels has brakes net when open.

Shelves are 14" deeo with a I'

for securing the cabihemmed lip and are

The 3-ft. sections reportedly are easy to install. Bristles on the product fill the gutter, preventing leaves, pine needles, and other debris from clogging the gutter. When the bristles are full, just remove and shake or rinse with garden hose.

- Please contact (866) 693-6559 or go online at www. srsinnovations.com

Sharp Doors & Windows

The Frccckrnr scrics flonr IVI\\'Winclo*s & Doors ol'te'rs Lroth ncathcr-protcction ancl a clcalr. tlaclitional. narr()\\ line look.

The PV(' cxtcliol cliidding is lirllr nelded antl scutrcrl lut tl-tc corncrs. Bolh doublc- ltung untl cilscrrL-11t urr tt ittL u indori s llc of lcrccl. as n,ell as lxrtio tloors.

-\ r rrIit'lr ol ir!Lcnl t1 i111lrr\\ s lrtttl lttthitet ttttlt shapcs are also lr lilublc.

Plctt:1, ( ()ttt(t([ (800) 99q-3100 rtr go illtt tt l iltlt nt.s.t t tttt

Versatile Tile

ottIittt,ttl tt'tt'tt

Bcllagio glazccl por.cclain tile frorn Nlcrliterlurt'-u is lraillblc in fire colors lirl both commercial anrl lcsidcrttial sctt n gs.

Large fbrrnat sizcs alc l-l"xl:l". Ilt (Jlltel :ize: rrt'e (r.5"r(r.5". I .j"r lurrd nresh-backcrl rrosaics on l3"r li"

Plcusc ttrll r.i05)7l8-509| or III((I tt( rr(tt1((t. ( ( )t|1

'r | 8". ancl I 3"r l3'". l" sLrrl'acc bullnosc. shcct s.

,qrt ottlitte (11 tlllrl

J f,fu r'*

Invisible Fasteners

FastenMaster's IQ Hidden Deck Fastener reportedly allows builders to quickly and easily install boards of various materials, thicknesses, and widths from above the deck. with no visible fasteners.

resin, the clips have been tested for long-term durability.

- Please call (800) 518-3569 or v i s it www.fa s t enmas te r. c om

All-Purpose Columns

Royal Outdoor Products offers allvinyl columns in a variety of architectural styles.

Designed for easy installation, the columns come prime-coated or prepainted in white, tan or clay. They can be secured to most vinyl, concrete and

wood surfaces, and resist moisture, rot, cracking, warping and splitting.

- Please call (800) 488-5245 or v s it www. royalc rownltd. com

Tube Of Silence

Soundproofing adhesive from Suppress Products is a water-based damping compound designed for lam-

The product uses a Clip & Flip system that requires only a drill to install. It can be used for ancled decks, to install both the firsr and-last board, and to connect seam ioints. Made of UV stable ensineered

inating wood panels used in floor, wall and ceilins assemblies. Each standa-rd tube covers an average of 15-25 sq. ft., reportedly without hazardous chemicals or solvents.

- V is it www. supp re s sp roduct. c om

AT LP, wE ENGINEERED oun LP Sor,roSrenr I-Jorsrs ro sn 6670 wrDER THAN YOUR TYPICAI, LUMBER lOrSrS. THer MEANS MORE STABI,E FLOORS WITH LESS BOUNCE AND FEWER HEADACHES FOR BUILDERS.

THer's wHAT wtr Do. Wn irrexn rHE pRoDucrs THAT BUILD THE HOMES, SIMPLY BETTER.

SANTA FE SPRINGS. CALIFORNIA 800-347-4833

Seminars

The sustainable building movement continues to grow in importance, but not everyone has a clear understanding of exactly what "green" means.

That's why Timber Products Co., Springfield, Or., and SierraPine Ltd., Roseville, Ca., have teamed up to present a series of educational seminars to help distributors, architects, and end-users learn the basics about green products, green programs, and new emissions regulations. Both companies manufacture building panels that have been certified by environmental organizations.

"Confusion reigns in all sectors of the marketplace when it comes to green building and products. The learning curve is still very great," said TP v.p. Roger Rutan. "We have found our customers are hungry for more information. These seminars are intended to help them understand the issues and implement a green strategy

for their businesses."

The series kicked off last May in Sacramento. Ca.. when 65 distributors, architects, and manufacturers gathered to learn the latest about the green building movement. "The first session confirmed our suspicion that certified wood programs, green building Programs, industry programs, and emissions regulations are the four most confusing categories when it comes to green building," said Chris Leffel, v.p. at SierraPine.

"The feedback from attendees was overwhelmingly positive. so we are taking the seminar to additional cities across America," he said. In September, a second two-hour session was held in Anaheim, Ca. (see photos on facing page). Also on the agenda are Dallas, Tx.; Atlanta, Ga.;Chicago, Il.;

Miami, Fl., and Memphis, Tn.

In addition to addressing the four major areas of confusion, each session will also cover the effects and opportunities associated with climate change, a review of life-cycle analysis and future trends, and new sustainable building products. "Consumers are looking for products, such as cabinets, carpet and paint, that contribute to healthy indoor air quality and prevent off-gassing but they aren't willing to sacrifice when it comes to performance," said Rutan. "Companies should determine what customers are asking for, take the time to learn about the green building initiative, and be prepared," he said. "It doesn't happen overnight. and the time to start is now because there is an opportunity to differentiate your company."

purpose - a long-standing commitment to excellence, providing the finest hardwoods available today

GREEN BUILDING was the subject of a Sept. 6 seminar hosted by Timber Products Co. and SierraPine at the Mairiott Hotel, Anaheim, Ca(1) Joe Somerville, Wade Gregory. (_2) Frank Martin, Jeff Lundergard, John Martin. (3) lary Finney, Bob payne, Valerie Chavez. (4) draiq Devereaux, Josh Scneckner. Nict< Smitn. (5) Ken Wilcox, Gail Ov'ergard] y,lf.e qoylils (6) B-en Greenwood. Lee Gesset. (7) tVtark Ermgreen] Aiti Clitford. (8) Dennis & Diane Johnson. (9) Bryan Fr6st. Nilsa G-arcia,'pat Flanagan, Jim Frost. (10) Sam Vargas, Shawn Cartiste, paul Carvilho. (11) Gary Harker, Skip Hem, Aaron King, Steve Najera. (12) Felix Duromar, Debra Morimoto, Mike Nesbit-t. (13) Rogbr Ruian, Hrtatt Banass. (Jll.O3ug Jenks, Randy famQert (tS) Mhrsna'it Tutile, Stephen Novelski. (16) Parker Butterfield, Mark parks, p'ete Lang, Andrew Baiker.

500 BUYERS from around the world attended the BC Wood Global Buyers Mission Sept. 13-15 in Whistler, B.C. (1) Mel & Maureen Speder. (2) Rob Mitchell, Leanne Sunshine, Ro Donies, Peter Corr. (3) Lance Humphrey. Venus Cher, Bob Ellington. (4) Ted Roberts, Julie & lan Mclean. (5) Rod Mackay, Brian Hawrvsh, Don Demens. (6) Robert Sandve, Bon16 Maitre. (7) Grant McKinnon, Edward Fast, Richard Coleman. (8) Anna Young, Johame Henley. (9) Sydney Roberts, Ropert Seaman. (10) Dennis Wight, lan Wight. (11) Henry Pankratz, John Rogers.

(More photos on next Page)

Celebrating 40 years of tine hardwood manufacture and distrihution

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

Hardwood Lumber/S4S

. Hardwood Plywood

Custom Hardwood Moulding

Custom Hardwood Flooring

(8OOl 369.1 108

G'LAZELACK S'H'FVTET lntroduces... Lrlr:k Eihirns

It{olded in a series of 3 shims easily broken into | 1Q'x8'

Rq,?rse Wbdgeloc* Shims to utilize our Glazelod Loding Ridges to mainbin alignmerrt and pramt sliding

redefines fie way wood and phstic come Eefier ad interad. This bchnobgy autorntically reacb to varying shim situations. Use $em in your house, br constuc tion, renovations and rnny more applicatims. Whdter shirming cabineb, floors or windows, our unique locking system will ophntze any |lb when pkd togeUrer

Also available In Hlgh lmpact Potystyrene ptas{c

G'LAZELACK E'HIIVTS''Nc..

639 N. EnbanceAvenue

Kankakee, lL 60901 Phone: (815) 935-5396

Far (815) 93G9314

www. g lazelocksh ims.com

BC WOOD MfSSIONARIES (continued from previous page): (11 Gary Reid, Bill Michels, Dean Garofano. (2) Judy Boates, Mifdfrieisen. (3) Martin Power, Al Fortune. (4) Ben Meacham, Curtis Walker, Stewlri

Clark. (5) Brian Helen, Jake Power. (6) Les Cool, Chris Ahern. (7) Mike Booth, Ben Good. (8) Bob Elkington, Shane Carphin, Brett Li,'peter Elkington. (9) Billy Carpenter. (10)Daryt Hotmes.

of shims.

BEAR FOBEST Products invited customers and vendors to its Sept. 13 open house in Riverside. Ca, (1) Jarrod Ingle Bary Schneider Dave Patterson (2) Rob Turk, Terry Davis (3) Art Dion, Nathan Walton. (4) Steve Baker. Tracy Trogden. (5) Dan Spence. Lynn Goode. (6) Bill Patterson. Jenelle Parker (7) Autumn Woodland. John McDonald. (8) Jack Caccavale, Dennis Walters (9) Paul Erckson, Tom Scott. (l0) Andrew Shetterly. Larry Kaelin (11)Wayne

'l'rrr,; Nlnnt r,rvt NI'tt;rzrrt. OcroBEtr 2007

Crutchf eld. Ryan Dickey. Mike Huddy. (12) Marc Spitz, Lynn Bethurum (13) Dan el H nes. Jerri Miller. (1a) Jim Hand, Balin Petrttz, Ken Drum. (15) Blar Magnuson, Terry Griffith. (16) Byan Potter, Diane Mercer. (17) Don Peterson, Dick Puple. (18) Jesse Barnett, Jennifer Gruwell, Jason Wagner. (19) Danny Sealy, Jill Hughes. Paul Anct l (More photos on next Page)

OPEN HOUSE at Bear Forest Products (cantinued from prevrous pagel featured a barbecue dinner, maqic acts and other entertainment, plus prize drawings (1) Fred Molter, Jason Fauikner, 12) Cnuc< Daugnerty. Steve Thu.good. Bryce Thu'good. Tay,or Thurgood. LaL'a Daugh-erly (3) janet Smrt"h Bill Ferguson. (4) Eddie Sanchez. Chris Upton, Dan Schuh. (5) Michael King, Scott Nowatzki. (6) Karrie Baltierra, Vanessa Fausto, (7) Jim Daniel, Bonnie Hawes, Linda Schneider, (8) Chris Paxson, Brandy Mcleod, Juan Baralas.

LWO Corp. Portland, OR 800-459-8718 . www.woodwayproducts.com

For more info email us at info@lwocorp,com

Six Ways to lncreased Profits

Attractive altrl cxtrenclv lLtnr'1ional, Bookcase Door Systems ollcr a distinctivt,. spacc-savirU option lirr closets. pantrics. ri.all salcs, rvine storilgc. home olllc'cs or hidclcn foonts just past the tltr.cshold. tsuilt t'ith durable i)/-l Applcl)h, 10 support a loacl o1' 500 lbs,. \'et qurct trnd easv to opcn. Available in hardr.vood vencors (oak. chcrn' ar-rd maplc) rvith envirounrent:rllr. sale t lcar and c'rrstornizecl stain/pain1 1lnislu's or unllnjshecl. \Voodlbkl Ilookcase Doors sltip lirllv assertrltlccl ri'tth l'lcavl dutrr rollcr sYSt('nr and multi posilion steel ultpcr u,all grride.

For ntort inlbmralion ancl a list ol rlistriltutors in volrr area. colttacl

WOODFOLD MFG., INC.

P,O. Box 346, Forest Grove, OR 971 16 Phone (503) 357-7181. Fax (503) 3s7-718s

www.woodfold.com

Your sourceJor ctrstom-mode accordion and roll-up doors

f 'rrrtessional ( ()nlr.rclors r,vho kntxv rlultlilr,, l<rrrxr, \Atr rrdrvav. Ll Lr lt ti rr 1'lroiess iona ls Itr., p ru ricss iona ls, Woorlrvar."s sir rlu.rlitr, prorlLrr I lirres.rrt: bLrill loLrgh, nr,rrlt: of to1;,11r-r.rlitl solicl noixl .rrtrl ,rrc r.,tx'iLtll.v craftccl. C-.rII or crnai| \Mrorlrlay.for crrnrplc{c inforntalion ,rlxrut EZ Rail, Architectural Deckrail, post caps, Quick Clad post sleeves, planking and durable lattice panels.

Ocroeen 2007 'l'ur.; NIr,:rc'nrvl NI rr;rzrre

iiiir:rrli;j:

CASCADE STBUCTURAL LAMINATORS hosted a customer appreciation day, including plant tours, dinner and golf tournament, Aug. is-t0 in Chehalis, Wa. (1) Rick Ray, Steve Killqore, WVnn Vu, Ray Ramero. (2) Heath Stai Paul Cbumes, Raniiy Roget, Larry Miller. (3) Dan Roads, Jim Weber, Bill SwaneY, Gieqq Embree. (4) Sean Cary, Jeff Land, Adam: Lanq, Howie LaBree. (5) Paul Rose, Mike Manninq, Kelly Reed, John Hiatt. (6) Eli Garcia . nrtei Grittitn, Sever Paulson, Hazen Hvland, Josh Bennet. (7) Brent Matthias, Bob Kbller. Allen Kemmel, Jeff Morrison, Tom Woodside, Ronda Harris. (8) Chris Killgore, Matt Jones. Jim Walsh, Sakhawat Amin.

Shake Roof Lawsuit Settled

A class-action suit concerning CalShake fiber-cement roofs installed between 1980 and JanuarY 1986 will be settled for $2.915 million.

A second suit. for roofs installed between February 1986 and 1995, is ongoing. The manufacturer, Shake Co. of California, Irwindale, Ca., went out ofbusiness in 1995 and left no assets.

LOS ANGELES Hardwood Lumberman's Club selected Ken Tinckler to receive the group's first Founders Award Sept. 6 at Cedar Creek Inn, Ca. Although Tinckler was unable to attend the meeting, members are organizing a trip to his home to present the award along with a memory book. Those in attendance included (/-rl (1) Deonn-Deford,

Charley Fiala, Bob Mitchell, Mark Michie. (2) Dan Bohannon. (3) Charley Jam_es (q) KgVil Trussel. (5) Gale Daugherty, Jerry Lapin. (6) Don Rqel. (7) Alan Aribiso. (8) Jim Gairher. (S) Srbve Ohdich. (i0i Randv Porter.

Error Stalls Ace Conversion

Ace Hardware has dropped plans to convert from a retailer-owned cooperative into a for-profit corporation by early next year, while it searches for the source of a $154 million accounting error dating to 2002.

"There is no missing money, there is no missing inventory, there is no evidence of theft," said c.e.o./president Ray Griffith. "Obviously we're upset, but we feel very confident that it's a manageable situation and that our business is sound. This is an accounting issue."

Griffith said he learned of the problem Aug. 16, two weeks before plans for the conversion were announced. "I immediately thought it was simply a balance sheet issue, a mistake that we would find," he said. "There was probably a little bit of denial there." Protivit Inc. has been hired to find and reconcile what the error.

In a letter to owners. Griffith said Ace may hold back "most or all" of its

profits this year-which are normally distributed to dealers as dividendsconsidering them to have been paid previously and erroneously. "This issue will not impact Ace's ability to provide you with the merchandise and services you expect from Ace."

The 83-year-old chain, which has been a retailer-owned co-op since 1976, has 4,600 stores that rang uP $12 billion in retail sales last year.

In August, Griffith outlined the conversion plan to about 250 retailers at a three-day meeting in Schaumberg, Il., and sent letters to all 3,600 dealers. Meetings in 32 other cities were scheduled, and the plan was discussed at the fall dealer meeting in September in Denver, Co. Members were to vote on the plan in late December.

Griffith had told members that the change "would provide the corporation and the board of directors better tools to compete against the publicly funded competition that we compete against-Home Depot, Lowe's and

the like. It would unlock the value of the stock, which would appreciate based on the profits of the company."

Do lt Best Gets Better

Do it Best Corp. will return a record $126.2 million rebate to its members at this month's fall market.

"This year, the Do it Best Corp. team and our member-owners turned in the most positive bottom-line performance in our company's history," said president and c.e.o. Bob Taylor. "What makes this even more impressive is that this was accomplished in the face of a slumping housing market, softness in some regional economies, and continued high fuel prices."

To ensure success, the co-op continues to invest in important programs such as the Signature store design program, which provides a modern, more visually inlegrated shopping environment, and Retail-SIARZ/, which helps members identify when and where to add new locations.

as 6 words. Headline or centered copy, $8 per line. Private box or border, $8 each. Send ad copy to Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660, Fax 949-852-0231, dkoenig@buildingproducts.com, or call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: lSth ofprevious month.

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

WELL ESTABLISHED Southern California wholesale distribution company is looking fbr a sales management trainee. Candidate must have a minimum of 5 years experience in wholesale distribution of lumber and panel products. Solid communication skills and product knowledge are a must. Salary is commensurate with experience. We also offer medical and 401/k retirement packages. lf you are a salesperson who wants to make the move up to management, or are currently in management and want to make a change, contact us at Box 708, c/o The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660; dkoenig@ building-products.com.

LUMBER TRADER

We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation. 60Vo split for trader. Call John at Lakeside Lumber at (623) 566-7100 or email lakesidelumber@cox.net.

LAS PLUMAS LUMBER & TRUSS CO., LLC. Are you looking to find a career with a company that has excellent benefits including Medical, Dental and Vision coverage?

Available positions include. but are not limited to, Accounting, Credit, Design, Dispatch, General Office. Operations, and Sales. Fax resume to 951-6tt5-4195.

ALL-COAST Forest Products, Inc., Salt Lake City, Ut., is seeking a highly motivated salesperson with excellent communication skills. Must be familiar with lumber and building materials. The candidate will be responsible for selling and promoting all products. Must be able to develop positive relationships with customers. The candidate must have a minimum of 5 years experience in the wholesale lumber industry. Salary is commensurate with education and experience. The company also offers excellent medical and retirement benefits package. Email resumes to: candidates@all-coast.com.

SHEET, PALLET RACKS

Store sheets horizontally with full product access and reduce unnecessary product movement

Multiple levels increase storage and reduce damage from floor stacking

A1-8oo-se2-2824

STORAGE

uones

John James "Jay" Steiner Jr.,62, co-founder of Lumberjack Building Materials and co-owner of Diamond Home Improvement Centers, Grants Pass and Klamath Falls, Or., died Aug. 30 in Sacramento, Ca., after a long battle with cancer.

After graduating from Santa Clara University in 196'7, Mr. Steiner began working in the family business, Birdwell Lumber, Sacramento. The next year, he joined with his father, uncle, and family friend Ellery Ferson to found Lumberjack. The chain had grown to seven locations throughout California by the time they sold it to Payless Cashways for $26.2 million in January 1983.

A year later, contractually barred from opening another home center in California, Mr. Steiner and his brother Tim formed Supply One, Reno, Nv., which expanded to four stores in Nevada and five in Oregon. After liquidating the bankrupt chain in 200 l, the brothers purchased two of its Oregon facilities and opened Diamond Home Improvement as a joint venture with Pacific Coast Building Products, Sacramento.

Jere Patton Giomi, 86. retired owner of Ace Hardware, Yerington, Nv., died Aug. 25 in Reno, Nv.

Mrs. Giomi and her husband, John, moved to Yerington in 1912, where they operated the Ace store until retiring in 1997. Mr. Giomi died in 2000.

Gunmen Strike Berkeley Ace

Three suspects have been arrested on suspicion of armed robbery of an Ace Hardware store in downtown

Berkeley, Ca., after tying up several employees and making off with $450 and assorted merchandise-includine gloves, dish towels, potholders, and ai oven mitt. Alerted by a store manager, police spotted the getaway car and arrested the trio three minutes later.

"It was a shock to me, but I think it's actually brought us closer together," said co-owner James Caroenter. whose grandmother bought the store 62 years ago. He said two of the employees have returned to work and the third is recovering at home.

Police said the robbery began when the three employees were closing for the day and were approached by three men who had been lying in wait inside

the store. The suspects ordered the employees into a manager's office, where two of the workers were gagged and bound. One suspect pointed a gun at the third employee and ordered her to open a safe. She didn't know the code, so she called a manager, who did not pick up. The suspects then attacked the safe with crowbars, axes and hammers from the store's shelves. to no avail. After tying up the third employee, one suspect hit her in the head with a hammer before the robbers fled.

After freeing themselves with a small knife, the employees were then taken to the scene of the arrest and positively identified the suspects.

Todd

guide

llonru & Ctunru Cnrtronul

FOHT BFAGG

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

FHESNO

DMK-Pacilic,........... ......(559) 225'4727

iLevel by Weyerhaeuser,...............................(800) 2920704

Norlh Pacific........... .......(559) 994-1393

orePac Building Produc1s.................... (559) 291-9075

CLOVERDALE

All-Coast Forest Products ........,.,,...........,.....1707) 854-4281 Redwood Empire..... .'.(707\894'4241

SALINAS

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

Bid Creek Lumber Co. (Paso Robles)......

Bii Creek Lumber Co. (Santa Cruz)

Bi6 Creek Lumber Co. (Watsonville)........

Cddar Valley (Hollister)

LOS ANGELES AREA

Taiga Building Products...........,...,................(800) 348-1400

MODESTO

Bio Creek Lumber Co. (Atwater/Merced) ......(209)

479-7922

) 476-3800

342'2770

202-9809

Sournrnr Clutonrn

Antinson Lumber Sales.....,....,.........,,..,.,......(800) 660-8680

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

Creatus Wood Products......{866) 974-0180 (909) 974-0180

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

Berkot Manulacturing Co............,..................(323) 875-1 163

BMD (Northridse).,. (809) qqz-2991

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

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

Chozen Trucking Co .....(562'! !?7-1972:

Conrad Wood Pieservin9......,.,..............,..,...(877) 381 -2314

Cramer Lumber Co., W.M..........,..............,...(626) 445-8556

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

Huff Lumber C0.................(800) 347-HUFF (562) 921'1331

lnland Timber Co..... (213\ 462-1264

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

Rio Tinto l\,linerals ..(661) 287'5400

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

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

Toal Lumber C0...... ......(562) 945-3889

Weyerhaeuser Building Materia|s,,.,,.............(8771 235-6873

ORANGE COUNTY & INLAND EMPIRE

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

Anfinson Lumber Sa|es..........,.,...........,.,.,....(951 ) 681 -4707

Austin Hardwoods & Hardware.........,...........(714) 953'4000

Bear Forest Products..........(877) 369'2327 (951 ) 7 27 -17 67

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

BMD (ontario)........ .....(800) 435-4020

Boise (0,C.).....,,...., ......(714) 255-1949

Boise iRiverside)................(800) 648-9116 (909) 343'3000

Buildino-Products.com.,...,.............,..............(949) 852'1990

Caliloriia Timberline, Inc.......,.,,.,,...............,.(909) 591 -481 1

C&E Lumber Co. ......(909) 624-2709

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

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

lnland Timber C0..,. .......(909) 783-0470

lnternational Forest Products............ .......(909) 627'7301

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

Kelleher Corp. (Rancho Cucamonga).....,.....(909) 476'4040

Kelly-Wrioht Hardw00ds,.,.............................(714) 632-9930

North Pa;ific-So. Ca, Distribution..................(800) 647-6747

OrePac Building Products...................... (!gs) g?l1g{

Pacific Cedar Supp|y.,.,..,.,.,..........................(800) 969'9336

Pacific Wood Preservin9,........,.....................(7 1 4) 701'97 42

Parr Lumber Co....,............,.,.,..,,.............. .(909) 627-0953

Peterman Lumber C0..................... .....(909) 357'7730

Redwood Empire,... .......(909) 296-961 1

Reel Lumber (Anaheim).,.,.,(800) 675-7335 (714) 632-1988

Reel Lumber Service (Riverside)..................(951) 781'0564

Reqal Custom Millwork.......

Sournwrsr

Rocxv lhouulrns

FERNDALE

PruUf_llonrltrur

WASHINGTON

Allweather Wood Trea1ers............................,(800) 637-0992

SEATTLE / TACOMA AFEA

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

(Woodinville)....,,,,,,.,

OrePac Building Products.,.,.,..,..,,.,,...,,,,..,...(253) 582.9500

Weyerhaeuser Building Materia|s..................(8771 235-6873

Weyerhaeuser StructuM00d.........................(800) 523-0824

SPOKANE

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

Boise Distribution (Yakima),.,.,.,,...,..,,,.........,(509) 453.0305

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

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

Coos Head Forest Products,.,..,....................877\ 922.2213

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

orePac Building Products...,.........................(509) 892-5555

Vaagen Bros. 1umber.........,.,.,..,..................(509) 684.5071

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

Yakama Forest Products....(509) 874-1 1 63 (509) 874-8884

VANCOUVER

Allweather Wood Treaters (Washougal) .......(800) 777.8134

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

ColumbiaVistaCorp.,.,.,.,.,.,..,. .......,(360)892-0770

Hardel Mutual Plywood Corp. (Chehalis).....(800) 562.63a4

K Ply, lnc..........,.....

OREGON

Cascade Structural 1aminators.,..,................(541 ) 726-9836

Coos Head Forest Products.......,.,..,,.,..,.,.,.,.(800) 382-3388

Gemini Forest Pr0ducts....,......................,.,.,.(541 ) 485-7578

J.H.8axter.............. .......(541) 689-3801

Lumber Products..... .,....(541 ) 687.041 1

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

Rosboro Lumber...... ......{541) 746-8411

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

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

MEOFORD/GRANTS PASS

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

Eagle Plywood Specia|ties......,,...,...............(800) 547-5991

Lumber Producls..... .,.,.,(541) 773-3696

Norman Distribution Inc...........,.....,...,.,..,.,....(541 ) 535-3465

Pacilic Wood Laminates....................,..,.,......(541 ) 469-41 77

Swanson Group Inc.......................................(541 ) 956-4300

Waldron Forest Products.,,,..,.......,.....,.,,.......(541 ) 474-3080

McMINNVILLE / CORVALLIS / SALEM

Capital lumber,.,..,.............(541) 223-0020 (866) 898-1 128

Forest Grove Lumber C0..........,..,..,.,..,.,.......(503) 472-3195

Mary's Hiver 1umber.....................................(800) 523-2052

Royal Pacilic Industries...........,...,.....,.,.,,.,....(503) 434-5450

Weyerhaeuser Co. (Albany)..........................(541\ 926-7771

GREATER PORTLAND AREA

Adams Lumber, |nc............. (800) 298 -4222 (503\ 245- 17 96

B0dy9uard,.,.,....,..,.. ,.,...(503) 643-8800

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

Disdero Lumber Co. .....(800) 547-4209

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

Louisiana-Pacilic Corp. .................................(503) 221 -0800

Lumber Products...,. ......(800) 926-7103

North Pacific............ .,....(800) 547-8440

OrePac Building Pr0ducts..................,..........(503) 682-5050

Pacific Wood Preservin9...............................(503lr 843-2122

Stimson Lumber.,..,. .,.,..(800) 445-9758 Thunderbolt Wood Treatin9...,....,..,...............(503) 936-9976 U.S. Metal Works.... ......(800) 523.5287 (503) 668-8036

BEND

Malheur

COOS BAY/ NORTH BEND

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

Weyerhaeuser Building |Vla1eria|s.,....,...........(877) 235-6873

ROSEBURG C&D Lumber Co. (Riddle) ...............,.............(541) 87 4-2241

FAX to 949-852-0231

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

Name (Please print)

Position Company Address City State _ Zip FAX

Want to Subscribe? check the appropriate boxes to begin receiving your monthly issues. tr I Year ($18) tr 2 Years ($30) tr 3 Years ($40)

E Bill Me E My Check Is Enclosed News or Comments? we wetcome comments on articles, the magazine, or news of your company such as new hires, expansions or acquisitions (c free sen ice). Email dkoenig@building-products.com, or Fax this form:

For more informutiut.fron atlvertisers, use the Wah site in brackets.

Activant Solutions Iwww.activant.com]

Ainsworth Lumber [www.ainsworth.ca

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

Poplar Mouldings a Specialty

Mouldings - Siding - Trim Pieces

Wholesale Lumber - Redwood - Uppers

Douglas Fir - Pine - Hardwoods - Western Red Cedar

BEAVER TUMBER COMPANY

1400 Orchard . Hollister, CA 95023 (831) 636-3399 . Fax 831-636-3335

Bodyguard [www.bodyguard.com]

Cal Coast Wholesale Lumber........... ..............................8

California Redwood Co. Iwww.californiaredwoodco.com]....................4

California Timberline Iwww.caltimber.com]........................................44

C&E Lumber Co. [www.lodgepolepine.com],. ............64

Canfor [www.canfor.com]....... ............29

Collins Products LLC Iwww.collinsco.com]...................,..........Cover IV

Creatus Wood Products Iwww.creatuswood.com] ...............................49

Distribution Management Systems Inc. Iwww.dmsi.com]...................45

El & El Wood Products [www,elandelwoodproducts.com]..........,........9

Fiber Composites LLC Iwww.fiberondecking.com] .............,..-...........10

Fontana Wholesale Lumber Iwww.fontanawholesalelumber.com] ....41

Forest Grove Lumber Iwww.fg1co.com1,..,,..........................,......Cover II

Glazelock Shims Iwww.glazelockshims.com] .............,........,..-.......,.....57

GRK Fasteners Iwww.grkfasteners.com] .,.........---.-.......-.--............37

Huff Lumber Co..,.................. ..........,,..53

Industrial Resources Inc. Iwww.industrial-resources.net]...................54

Ipe Clip Co., The Iwww.ipeclip.com] ,....................................................40

Keller Lumber Co..................... ...........60

Kelly-Wright Hardwoods Iwww.kelly-wright,com]..............................61

Krauter Storage Systems Iwww.krauter-storage.com] .........,..........,...47

Lausmann Lumber Iwww.lausmanlumber,com].,...,......,............,........30

L-M Equipment [www.lmsaws,com]

Lumber Association of California &

Nevada Iwww.pcwhda.com].......,.-..-....

Pacific Wood Laminates [www.pwlonline.com]

Peterman Lumber Inc. Iwww.petermanlumber.com] ..........................36

Reel Lumber [www.reellumber.com]............. ..............43

Regal Custom Millwork ...................................43

Refiable Wholesale Lumber Inc. Iwww.rwli.com].....................,..........32

Roseburg Forest Products Iwww.rfpco.com] ..........................................7

SierraPine [www.sierrapine.com].............. ...............,...50

Simpson Strong-Tie [www.strongtie.com].....................................,.......15

Sunbelt [www.sunbeltracks.com] .................................27

Swan Secure Products [www,swansecure.com] ....................................56

Swaner Hardwood Co. [www.swanerhardwood.com]............,. --........57

Swanson Group Sales Co, Iwww.swansongroupinc.com]......,,..............5

Thunderbolt Wood Treating Iwww.thunderized.net] ......................,...25

Toal Lumber ............................63