Merchant Magazine - October 2009

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Con retoilers use services like Focebookond Twitter to sell buildinu moteriols?

| 2 ttew slore bchnology leods cusiomer dgh b whct fie/rc loohng for Contrurion roler shoiegy: oDon'l put me on your bld llJt!'

Hodnood millwo* ideolfor Univenol Deeign trcnd

Seruing 13 Weslern States, Includlng Alark..nd llawell

(Sister publiation Building Products Digest seryes the East)

PUBLISHER Alan 0akes (ajoakes@aol.com)

PUBLISHER EiIEBITUS David Cutler

EDIT0B David Koenio (dkoenig@'buildin g-pr0ducts.c0m)

A$$0C]ATE EDIT0B Karen Debats (kdebats@building-products.c0m)

C()IITRIBUTIIIG EDITORS

Dwight Cunan, James 0lsen, Carla Waldemar, Jay Tompt

AD SALES lllAl{AcER Chuck Casev (ccasey@building-prod ricts.c0m)

ClRGULATl0ll Heather Kelly (hkelly@building-pr0ducts.c0m)

ADMI!IISTRAIION DIRECTOR/TECRETARY Marie Oakes (mfpoakes@aol.com)

How to Advertise

C0nlacl orr adysillslng offices tu rat0s:

WE$T, MIDWEST, SOUTHEAST: Chuck Casey, Newport Beach, Ca.; (9{9) 852.1990; Fax 949-8520231 ; Email ccasey@building-products.com

II0RTHEAST: Paul Mummolo (N.J.); (732) 8998102; Fax 732-899-2758; Email mummolop@ c0mcast.net

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Time keeps a.ticking!

Last month we published my 100th column. I remember very clearly the beads of perspiration and worry as I turned in my first column eight years ago. I did not want to write a standard "This Is What We Have in This Issue" editorial. Still, as I had never been published before, the thought of writing a column gave me great trepidation, regarding not only what to write about, but also how it would be perceived.

I must admit that occasionally it can be somewhat of a challenge to find new topics to write about. However, with over 35 years of management experience, and having faced many of the same challenges you face every day in your businesses, my goal has always been to inspire thinking in your companies-even if you disagree with my positions. Judging from the large feedback over the years (which I thank you for sincerely), I am glad to have given many of you food for thought. But, for this column, I am going to break from normal tradition to first say a few words about us.

There is no hiding the fact that mag-

azines have been disappearing and shrinking in size. As many of our readers and advertisers have started to notice, we are now the only monthly publications in the retail and wholesale segment still publishing each and every month. Frankly, I wish that were not the case, and I hope our competitors return to full strength in the near future. Competition is healthy. I, conversely, have taken the position that we will continue to publish monthly, because we see it as our role to support the industry through these tough times. In a bi-monthly publication news and information that is nine to I I weeks old is no longer news; it's history. Since 1922,through wars, feast and famine, it has been our goal to provide the most informed, most up-to-date publication available. We continue to publish (including with our sister publication, Building Products Digest, and on www.building-products.com) not only more industry news than anyone else, and not only the most timely news, but also news that you cannot find anywhere else. We thank our readers. our

contributors, and our advertisers for their continued support. In turn, we will continue to support the industry as we have done for over 87 years.

I know how difficult it is out in the real world these past couple of years. If you are in sales or marketing, it has been tough to keep brands and sales afloat. It is challenging whether you are small or large, but I know that you can only cut so much before you need to start taking some risk with your marketing and sales.

I heard today from a wholesaler who is acquiring another wholesaler. I assume the price is as good as it could be, the geography covered is new, and there are sales and other synergies that will make this an okay deal now, but a great deal as the market recovers. I think within both the sales and marketing functions it is time to up the ante. Too many companies are playing it safe to their detriment. Recessions create opportunities for marketers to steal real marketshare at much less cost than in good times. I heard the saying recently that it is riskier to not take a risk. Too many companies right now are operating on a status quo, risk-adverse basis. There are affordable things you can do to enhance your brands-from improving the signage on your buildings or trucks to upgrading packaging and point-of-sale materials. Visibility at shows and meetings costs more, but can you really afford not to be seen? Can you really afford not to advertise or risk disappearing from buyers' radar? Can you imagine the perception and the loss of opportunities?

Regardless of their place in the channel, too many companies think they do not need to promote themselves. Others consider it sufficient to market only to their direct customer. That today is simply not enough. Every company must have not only a push-in strategy, but also a pull-through strategy. Walmart recently increased its advertising and promotion costs by 207o for a sales gain of 2Vo to 3 Vo. Was that worth it? Well, if you consider that most of their competitors have doubledigit sales losses, then it shows it not only paid off handsomely, but it also hurt their competition big time.

And that leads back to us saying that our publications exist for our readers and advertisers. We are here to help you in good and bad times as we have for over 87 years. And over the next months you will see a number of changes in The Merchant that should further enhance its value and enjoyment for you-for years to come.

$gdney Sfrond, age 2.tiz, granddaughter oJNu Foresf's George & Xris McCannell

Linlted etro lumher dealers cautious ahout social media

SOME industries are filled with L)"early adopters"-companies and individuals obsessed with embracing the latest technology. The lumber industry is not among them.

So it has been no surprise that as the "social networking" craze snowballs into Twittery hysterics, the average LBM company has turned a deaf ear. Indeed, in a Merchant Magazine search among 50 randomly selected LBM dealers only seven (l4%o) had a Facebook presence. In a tough market, dealers figure they have better things to do than to troll for friends on the computer.

Yet there's never been a better time for your company to get started in social media. It's easy and inexpen-

sive to get started (depending how much time you devote to it). It can help promote your brand, drive more traffic to your website, and provide useful information for your customers. And, best of all, its core is the same as the lumber business's-communicating with and strengthening bonds within a specifically defined community. It's about relationships.

While you won't find a large percentage of LBM companies using social networking sites, you will find a huge number of customers and prospects. According to Corporate Logo MagaTine, more than 50Vo of Americans now have a Facebook page, and Facebook has more than 200 million active users-and its

greatest growth isn't in penniless college kids, but in adults aged 35-49. Linkedln is the second-largest social media platform with more than 39 million professionals. Twitter has more than 14 million unique visitors and receives over 2 million "tweets" per day. About 5,000 small businesses join Twitter every day.

"We dipped our toe into social media by signing onto Twitter for the very first time two months ago," said Scott Thomas, director of marketing for distributor Parksite. Batavia. Il. "We were encouraged to find many like-minded businesses in our industry: builders, fabricators, lumberyards, architects and suppliers. We were intrigued and impressed with what

our business associates were tweeting about. Today's marketing is about being helpful, not intrusive, and putting constructive information in the places where people go to find it."

Hibbert Lumber, Davis, Ca., started tweeting in July to alert its customers, every one to two weeks, with details of its latest sale. During August, Niece Lumber, Lambertville, N.J., was able to compile 57 followers to its Twitter feed through succinct, almost-daily comments and links to industry-related articles.

The new technologies are an easy entry point for updating a stodgy image. K&K True Value Hardware, Bettendorf, Ia., has been using Facebook since March to target "a younger customer through cheap advertising," said store manager Casey Keller. "I add new videos, photos, and try new things that I hear about, such as linking our page to community pages and vendors. Our marketing director adds new flyers and or coupons to the site. I have a few employees who have posted random things."

Cape May Lumber Co., W. Cape May, N.J., started on Facebook in

August, hoping to channel visitors to its website. "We are one of the few local lumberyards to have a website, and have visitors every day," said Tony Simon, MIS/IT manager. "We like the attraction of our website for new and existing customers. On occasion, we will get a call from someone saying, 'I didn't know you had this....' and more often it will be a longtime customer."

Yet customers must visit a company's website to view ad messages posted there. Posts on Facebook and Twitter go directly to your intended audience, with the possibility of popping up on their friends' sites, and their friends' friends' sites, and so on. It's a ripple effect.

Celina Lumber, Celina, Tn., began on Facebook and MySpace in May. According to sales rep Leigh Shaull, "Our goal is to reach a larger audience than we could reach under normal circumstances, and the fact that the service is free helps tremendously. We are located in a small county, but have many tourists because of our lake. These people are usually unfamiliar with the county, but familiar with the Internet. Our hope is that

they will find our pages based on many keywords we have used in our descriptions."

Shaull added, "Our other goal is to advertise to our friends about upcoming sales and promotions, who might tell their friends and so forth. We usually try to post something two to three times a week, but we don't want to overload with new prices and such in case competition is checking out the page as well."

Facebook Frustnations

For Miller Wholesale Lumber. Tempe, Az., "the goal in using Facebook is to get our name out there and hopefully generate business," said Melissa Beaudoin. "It's also to provide more interaction with our customers or potential customers."

Beaudoin has come to realize, however, not to expect a flood of traffic from her company's contractorcustomer base. Building a community takes time. "Most of our customers are out on the jobsites, not sitting at desks playing on Facebook all day," she said. "The last post that I made was to announce a contest we are running, and thus far no one has responded. So that tends to be a little disheartening."

As well, Beaudoin added of Miller's two-month-old presence, "it is difficult to come up with good topics to post on the page. I don't think 'another slow day at the lumberyard' is quite appropriate... despite the way the market is."

Nonetheless, posting just for the sake of posting. without saying anything, is worse. Beseiged with an endless torrent of "Looking forward to a great morning!"s and "Just had a deli-

$weet Trareets

SiMaris Corp.'s logistics team is using Twitter to find available truckers to handle their loads, The wholesaler has an online load board that truckers can book loads from, and every time a logistics team member submits a load to the board it sends a tweet to registered followers.

Around 80 truckers are signed up.

0ne of their followers recently remarked, "lt's great sitting in a truck stop having coffee while searching the load boards and suddenly receiving a tweet for a load that's only 20 miles away!"

TWITTER can feed short messages direct to your customers' iPhones.

HOME DEPOT'S Facebook page, designed to promote its in-store workshops, has nearly 9,000 fans.

Facebook for Beginners

Facebook is the most popular social networking service, where people and o.ganizations can keep in touch with each other through posted messages, images, and more, Businesses and individuals are typically represented 0n Facebook in three ways:with a personal profile, a public page, 0r a group, Profiles, designed for individuals, are viewable only by visitors approved as lriends." You can invite other Facebook users to be your friends fiust as they can request to be yours) and, once both parties confirm, you can post to each other's "wall" and have the option of your posts being viewed on their wall and theirs on yours.

cious lunch"es, your Facebook friends and fans have the option of "hiding" you, so your posts no longer appear on their sites or, worse, your fans can severe the connection completely.

The flip side is that until your social media pages build up a stable of friends and fans, they can get pretty quiet-and easy to forget about.

Edgewater Lumber Co., Augusta, Ga., launched its Facebook page in March "to get the word out" about the company, according to Scott Beach, admitting, "we need to make more posts. Normally we post material from our monthly sales meetings. It's still too early, but once it catches on, it should be a big help."

The best thing is that the risk is minimal and the investment can be zero. Getting started is simple. You probably already have employees who are regular social media users. In fact, of the 867o of surveyed lumber companies without an official Facebook presence, a majority of them were listed as employers on individuals' personal profiles.

Check it out. Your company could be five minutes away from stepping into the 21st Century.

- Talk Back: Share your opinions about or adventures on Twitter and Facebook with dkoenig@ building-products.com.

Public pages ofier many of the same features as profiles, but the set-up is geared to companies rather than individuals (location, hours of operation, date founded, etc.). There's also space for discussions and reviews. Most importantly, public pages are viewable by all visitors, who can easily post to your page by joining as Tans." Business pages, however, cannot directly recruit others t0 become fans; fans must sign up on their own or be invited by a profile user or through a group. Groups are usually organized around a common interest, and include similar features, such as a discussion board. Groups can be either public or private, but visitors must join as .members" to be able to post information to the group. Members can join on their own, be invited directly by the group, 0r be recruited by other profile users. Former employees from 84 Lumber, Stock Building Supply, and Ganahl Lumber, Anaheim, Ca., have formed groups as a place for alumni to remain in touch.

Although businesses are supposed to create public pages, many instead start off with profiles, which afford more control in building up a fanbase and are often easier to locate. 0r, more commonly, they do so unintentionally, because Facebook's main home page encourages first-time visitors to sign up for a profile. Dozens of lumberyards have created profiles, only to later realize their mistake and have to go back and create public page, too, then have to wotry about trying to convince the friends to migrate and become fans for the new page.

Experts suggest instead having a business' Facebook "point man" design his or her own Facebook profile, to get their feet wet, leam their way around the network, and experiment without risking the reputation of the company. After that, they can create a public page for the business, while using their profile to direct prospective fans to it.

Other top services include

Twitter is the fastest growing social networking tool, designed for quick, instant messages, called -twee$," limited to no more than 140 characters.

Reistertown Lumber Co., Reistertown, Md., regularly tweets a good mix of new product news, event announcements, and employee updates at twitter.com/rlclumber.

MySpace features a similar networking setup lo Facebook, but is primarily geared to individuals, especially the young, and not businesses. Consequently, the few lumber dealer sites, such as that of Woodland Building Supply, Philadelphia, Pa. (ww.myspace.coml2|4876492), haven't been uDdated since the advent of Facebook.

Linkedln is a business networking tool, with over 46 million members in 200 countries, to find, be introduced to, and collaborate with other professionals. Although originally conceived for individuals, Linkedln now offers company profiles, such as for Foxworth-Galbraith Lumber, Dallas, Tx,, and Parr Lumber, Hillsboro, 0r., which also maintain pages on online business profilers like Spoke.

Plaxo is somewhat like Linkedln, but formatted like a massive electronic Rolodex.

FlickR is an image-sharing site that allows visiton to rate the images.

Meek's Lumber, Springfield, M0., uses flickr (www.flickr.com/photos/meeksdesigncente$ to show off new product lines and projects it's supplying, as well as for a companion to its blog posts (meeksdesigncenter.wordpress.com).

-'"'""'F"*s.-!q.g#

No lonuer' lost Neul technoloUy leads to sales

A NEW mobile service unveiled at lA.two Ace Hardware stores near St. Louis, Mo., helps shoppers find what they need-quickly and easily-and encourages repeat business.

The idea is simple: Once in the store, shoppers use their cell phones to call a toll-free number to learn the exact location of the products they need. Answers are returned by voice or text, along with coupons and other money-savings offers that can be used immediately or in the future.

"Our strategy is to enhance the helpful service we provide every day using the latest technology," said president Rick Baalmann, who oversees the Ace stores in St. Louis suburbs Des Peres and Town & Country, Mo., as well as two in nearby Highland and Centralia, I1. "It allows us to fulfill our goal of helping customers find the product they need even when we are extremely busy."

He added that data gathered on customers' buying preferences could be used to fine-tune product placement within the store. offer promotions on in-demand products, and improve customer service training for store employees.

The voice-recognition service is the brainchild of Aisle4ll, which was founded last year in St. Louis, Mo. There is no software to download and

the service is free for shoppers, although standard mobile-phone charges will apply.

"We use the latest voice-recognition technology to save time for both shoppers and retailers," said Nathan Pettyjohn, Aisle4l I's chairman and c.e.o. "More than 22Vo of shoppers will give up while looking for hard-tofind items in a store. while another 56Vo wlll ask an associate for help, creating a huge demand for staff time

Baalmann, who was recently reelected chairman of the Mid America Ace Dealers Group and has served on Ace's board of directors, spent the past year working with Aisle4l l on the pilot program. He then supplied extended product descriptions and brand names, updated location codes for all products carried, and a map of the Des Peres store with location codes-which were converted to voice recognition by Aisle4l l The last step was installation of shelf tags and other store signage.

On the big day, store staffers and Aisle4 I I employees explained the technology to shoppers and answered any questions. According to Baalmann, shoppers were pleased with the new service and believed it was useful. "We believe the time-sensitive individual will use this service," he said. "It's more of a psychographic than a demographic."

The technology was launched at the Des Peres store in mid-August and was added at Town & Country a month later. The two Illinois stores will join in within 60 days.

Then what's next? Later this year, Baalmann will include an informational insert about the program in the monthly sales circular. He said that Ace Corporate has also expressed interest in the technology.

"We have learned that if something works well, many of our independent retailers will embrace the idea," he said. "We hope to bring value to the consumer and our vendor partners by matching up consumer needs and product via coupons and offers."

STORE SIGNAGE directs customers to Aisle4l 1's free mobile service, which delivers product placement information via cell phone voice and text.

SHELF TAGS list Aisle4l 1's toll{ree number that customers can use to find the exacl store location of the products they are searching for.

Don't put me _-gll.your bid list!

nfQ *' & ByStephenondich

Buyers often have a preferred vendor in mind before they distribute RFQs. If you're not the preferred vendor, you have a few strikes against you from the start. The preferred vendor's bid only has to be in the ballpark. You may be the low bidder across the board and still not get the job. Low bids are rejected because "they're too low, something must be wrong." High bids are accepted because "it's not that much more, and we know what we're going to get." It's not spelled out on the RFQ, but it's a reality.

Here's what you can do:

TTIHIS year has been a rude awakening for many sales I- professionals. A few years ago, large sales were easily had. In 2009, reps are working twice as hard for smaller sales. Margins are also tight due to intense competition among companies that are willing to sacrifice profits for the sake of staying busy.

The good news is that unless you've traded in your Blackberry and drive-through Starbucks for a pork-pie hat and a place in the soup line, you're still in the game. The bad news is that you're far from alone.

Complaining about the bad economy is very 2008. The new water cooler rant is that there are too many companies competing for the same small pool of work. When 30 piranhas are stuffed into a l2-gallon tank, any morsel of food is quickly devoured-yet all of the fish remain hungry.

As salespeople, we can either accept mediocre results as an inevitable byproduct of the bad economy or we can find a way to distinguish ourselves from the mass of competition. Going back to the piranha analogy, there will not be enough food put in the tank this year. You want to be the lone fish that jumps and catches the morsel before it hits the water.

One easy way to elevate yourself is to get out of the "bid-list" mentality. Asking to bid jobs or be on someone's bid list is a weak, passive way to solicit business. An inanimate fax machine can be on a company's bid list. You're better than that. In a good economy, working this way yields mediocre results, and we're not in a good economy.

Here's why I don't like bid lists:

. You're not the only one receiving that request for quote (RFQ).

Bid lists reduce everything down to price. If you have a premium product, your bid is going to look high when compared to an inferior product. It's extremely difficult to point out your product's superiority on a bid list.

. RFQs are often red herrings. Have you ever walked into a prospect's building and been surprised by some newly purchased materials despite having been erroneously assured that you're on the bid list?

. Bid sheets create the illusion of an even playing field.

Get the order before it's put out for bid. If you can find out what projects are upcoming before the RFQs go out, you'11 have the opportunity to sell before your competition becomes aware of the opportunity. Great sales pitches can easily be drowned out by dozens of mediocre ones. Don't wait. Pre-sell your products.

. Work to become the preferred vendor. If customers want to give you work, selling becomes exponentially easier. If you're a second- or third-tier vendor, don't assume that you can bid your way to the top tier. Find out why your competition is getting the lion's share of the work. Nine times out of 10, you'll be told it's price. It's probably not.

Think about it. If you're a purchasing agent, are you going to admit that you prefer one vendor because he lets you use his condo in Palm Springs every year or because the owner likes him? No, you'll give a less accurate, but more respectable answer ("His prices are lower"). Find out what makes your customer tick, then you can decide how to improve your relationship, or if you even want to.

Find out what's important to your customer so you can bid accordingly. Don't assume all of the important specs are on the bid list. Maybe you'll be the only vendor quoting product that hits all of their specs. Make sure they know it.

. Find a good reason to stay on your customer's radar. Repeatedly calling to ask, "Do you need anything?" or "Are you ready to order?" keeps you on their radar, but not in a good way. "I've got a good idea that should save you some money" is a call that your customers will want to take. A busy purchasing agent will often bypass the bid process and give an order to a rep who happens to be on their radar when a job is released. Contact them often, but make sure you have a worthwhile purpose or you'll be put on the dreaded straight-to-voicemail list.

As a hardwood vendor, my goal is to solve problems and present opportunities to my clients. A proactive approach often gives me the first-and sometimes the only-look at new business.

- Stephen Ondich is the owner of Commercial Forest Products, Fontana, Ca., a manufacturer and distributor of hardwood products. He can be reached at (909) 256-4583 or s ondich@ commer c ialfur e stpr oduct s.com.

Hardwood millwork meets Universal Design

dently. And to satisfy their desire for a warm, beautiful space, incorporating American hardwoods into the homes makes them attractive and inviting places in which to live.

According to Gil Thurm, executive v.p. of the Hardwood Manufacturers Association, "When it comes to Universal Design, American hardwoods are the all-natural choice for sturdy, attractive and healthy design materials. The wide range of species-oak, cherry, walnut, poplar, maple and more-provide a spectrum of colors and grain patterns to satisfy any decorating scheme."

Kitchens: More than Food

accommodate wheelchair users. Lower cabinet doors and drawers will require reinforced hardware in case they are leaned on for support.

. D-shaped or lever-style handles and magnetic touch-and-release cabinet doors are perfect for hands of any size or strength.

. Swing-away hinges allow full use of the cabinet door frame.

. Under-the-counter refrigerator drawers and other flexible appliances make a kitchen more accessible for someone wheelchair bound.

More Accessible Bathrooms

PULL-OUT COUNTERS at different heights allow food preparers to sit or stand in this universally designed kitchen, while maple cabinets provide warmlh and durability.

ll fiANUFACTURERS of hardwood IYlmillwork and cabinetry are capitalizing on the in-vogue design trend Universal Design, which aims to make homes more accessible and barrierfree, yet comfortable and beautiful.

A term coined in the 1980s by architect Ron Mace, Universal Design is defined as "the design of products and environments to be usable by all people, to the greatest extent possible, without the need for adaptation or spectalized design." And for the nowaging Baby Boomer generation, which comprises about one-third of the U.S. population, Universal Design is just what the doctor ordered.

Whether remodeling or buying, older adults want to remain in their homes and continue to live indepen-

Modern kitchens have evolved into being more than a place for food preparation. Because they are now family gathering places, even centers to entertain guests, they need to be comfortable, convenient and safe for everyone, whether standing or seated, young or old, tall or not-so-tall. Universal Design makes that possible.

A key component to making a home barrier-free is the use of adjustable-height work areas and unique cabinetry. Wall-mounted cabinets, for example, leave floor spaces clear and easy to clean. Add an allnatural material like American hardwoods, and you have a healthy, beautiful kitchen as well.

Here are some design features your pro customers should consider when tackling a kitchen project:

. Varied-height cabinets and countertops will accommodate multi-cook families, so that parent and child may prepare a meal together.

. Make components accessible whether standing or seated.

. Sliding drawers, rollout shelves, and Lazy Susans make items easier to reach.

At the base of floor cabinets, keep the toe/kick space deep enough to

Similar

Universal Design ideas can apply when remodeling a bathroom:

. Vary vanities' height to lessen the need to crouch while shaving.

. Provide seated users with adequate under-the-sink knee space.

. For additional storage, consider a cabinet on wheels, easily stored under the sink and movable.

Incorporate solid hardwood cabinets, vanities and flooring into the design and add a degree ofelegance to a very important room. Don't worry about water damage. Today's water resistant finishes form a watertight seal protecting the wood yet allowing it to expand and contract normally.

WHEELCHAIR ACCESS: Universallv designed kitchens allow for wheelchairs to puil up to a sink, and provide extra toe-space beneath cabinets.

A LOVE of fine hardwoods and lA.more than 30 years in the business are behind Nevada County Hardwoods, which opened last fall in Grass Valley, Ca.

Located in the beautiful Sierra Nevada foothills. the company is owned by brothers Gene and Terry Williams. They both worked many years for a large western hardwoods wholesaler before each opened his own wholesale company.

Today, Terry and his wife, Lalaine, own and operate T.W. Sales, Seal Beach, Ca., and Gene and his wife, Sheryl, started G.W.S. Wholesale Lumber, Westminster, Ca.

Gene and Sheryl moved their business to Grass Valley in 2004, after Terry and his wife bought a second home in nearby Nevada City and raved about the area's natural beauty. Last September, the Willams opened a retail location, Nevada County Hardwoods, which is managed by Gene and Sheryl. For now, Terry continues to run his own business in Seal Beach and oversees the warehouse in Rancho Dominguez, Ca., which supplies all three businesses.

"What we try to do is offer something different that isn't available locally, in one convenient location," said Sheryl. "We buy direct from sawmills across the country, so we can pass the savings on to the customer."

A variety of high-quality hardwoods can be found in the 2,500-sq. ft. warehouse, including alder, hickory, poplar, walnut, and ash. Other hardwoods can be custom-ordered, along with custom milling and floor-

Hardwood wholesalers team urr to go redail

ing services. Also available are hardwood panels, plywood, and mouldings. Target customers are local contractors, remodelers, homeowners, and

woodworkers.

According to Sheryl, the biggest challenge has been cutting the cost of transporting hardwoods from the Southern California.

"We're almost there," she said. "Once we figure out how to cut the cost of transport, we'll be able to offer our product for a lot less." She hopes a new contract with another trucking company will help.

Another challenge has been getting the word out in a small, tight-knit community. Targeted advertising has paid off, said Sheryl, as has joining a local contractors' association that hosts monthly network lunches.

"In today's economy, it's even more important that we support our local businesses and work together as a community to prosper."

Eventually, the Williams would like to expand Nevada Hardwoods enough so each brother can close his own business and focus on one company-instead of three.

BROTHERS Gene Williams (/eft) showcases a varietv of hardwood and Terry Williams in their products.

RETAIL BUSINESS started by the Williams brothers and their wives promises timely delivery of a variety of fine hardwoods, plus hardwood panels, plywood, and mouldings. Custoh milling and flooring are also available.

Grass Valley showroom,

ligence Catch the waYe

By Carla Waldemar

nECESSION? What recession?

I\Apparently the folks at Big Creek didn't get the memo. The sixyard lumber company just moved its Santa Cruz. Ca.. location to a new building that-at 19,000 sq. ft.-is four times larger than its former niche.

Sure, revenue had dipped in recent months, as endured all across the country. Yet, feeling the pinch for space, the company had been searching for a bigger site for the past four years, says general manager Jim Johann, so when a location became available that met the California county's stringent business zoning laws, the verdict was full steam ahead.

According to Johann, "Our bosses" - second-generation owners Bud and Lud McCrary, still active at 82 and S0-"didn't look at the past couple of months' performance; they took the long-term vision. Their strategy didn't change. They built the new store based on future projections, not current revenue. They planned for the next 40, 50 years."

Plus, the yard gained far better visibility on a busy highway skimming Monterey Bay, aka surfers' paradise. Big Creek's business is 807o probuilders of custom homes and elaborate remodeling projects in this coastal beach community.

Nonetheless, says Johann, "Everything stopped last year, like somebody turned off the switch. But my feeling is, housing [demand] is driven by life. You have more and more people, and people need housing." True to his prediction, since July "business has started to pick up a bit."

And Big Creek is ready. The new store vaulted from "an old-school lumberyard, where you'd drive into a monster warehouse to proceed to a

small retail space within it, to what's now a modern steel building," explains Johann with pride. And for the first time, Big Creek has windows for displays as well as covered space to keep lumber in top-quality condition.

Johann was able to add "a couple thousand SKUs, allowing us to be a better resource for our customers. Before, our hardware selection was extremely small; we struggled to carry what contractors needed. We've

BIE ,n cReeK

expanded our Simpson line as well as paints, stains and caulking. And we're now able to add new and interesting products, such as Flexi-Fence, which adds louvers on top."

And, a grand, new opportunity to showcase Big Creek's prime claim to fame. redwood: redwood harvested, milled and sold by the company, both wholesale and retail, for fence and decking use.

Although the move took place literally overnight ("We closed the old place on a Friday night in March and opened in the new site on Saturday morning"), it only looked easy. Behind that seamless transition were months of planning. "A lot of time went into the design," Johann notes. "We prepared to-scale floor plans to facilitate the move, so the store was completely set before opening. It was an incredible amount of work, but we had the expertise of the whole company behind it. We'd decided early on that this wasn't a one-man job, but a shared responsibility, so we matched people to the task-our best and most

experienced foremen, managers, etc. "And that philosophy worked really well. (I've been involved in other business's moves," he says, "and never seen one so smooth.) The store's staff remains at 12, but because of solid planning, they can handle the greatly expanded space."

Probably because its people are Big Creek's biggest asset. Sure, lots of operations make that claim, but Big Creek walks the talk. Not only does it promote from within, but "we create our own lumber people," Johann attests. "There's a lumber language, a lumber culture, and nowhere can you learn that but on the job. We take the effort to both train and retain our employees."

Big Creek offers competitive salaries and benefits indeed, but beyond those basics, it provides education-big time. Big Creek University offers l2 classes-one a month, "with lots of homework in between"-for selected employees, "to develop leaders, managers and supervisors. I went through the first class myself," affirms Johann, "and found it extremely helpful for moving up in the company. I'd started here driving a small truck, and now I'm a branch manager. And that's common" in this culture, he claims.

Additionally, Big Creek pays class costs for job-related courses at community colleges and offers ESL (English as a second language) training for its Latino employees.

Premier staff translates to premier service. Contractors stay loyal "because we go the extra mile," professes Johann. "We'll take the time to talk them through their project and make sure they have the right product-for instance, alerting them that the fire code recently changed regarding siding, venting and roofs. Plus, we

offer green products and guidelines on certification," huge here in California. And," he adds, "we delivet."

Recently, that delivery system has entered the electronic age. "We changed from individual deliveries to a centrally-dispatched system, indicated on a wide-screen TV in the store that allows everyone to see a delivery's course in real time. Plus, there's no more overlap-no trucks passing on the highway or returning empty. With this system, we've achieved a 25Vo savings in trucking costs. We're excited!"

Give owner Bud McCrary credit for further economies and ease of operation. He's what Johann calls "a mechanical genius," who's invented and patented an hydraulic beavertail truck that sports a full-length, widetail ramp that rolls and rotates to drop loads with utmost care. "It makes for safer, undamaged delivery of lumber,

which our pros love. (On those [big ticketl jobs, if there's lousy-looking lumber, their customers call 'em on 1t.' )

Bud also has designed a loadbuilding machine that builds loads without a forklift and is more efficient. Plus, it's low-emission-"the same as propane," explains Johann. "And only 24 horsepower," a major plus with the new California standards, which kick in at 25. "Other truckers will be circling Sacramento with pitchforks" when it's enforced, Johann foresees.

Big Creek can offer its customers not only quality but competitive pricing, partly because the multi-yard company can leverage savings by buying for six stores, but also because, as Johann explains, "We buy, sell and trade with each other on a daily basis."

Contractors also know that Big Creek is the go-to yard for special

orders. "They work on a lot of historic, old homes-and, even though we're one of the smaller yards in Central California, we have the best selection of traditional redwood siding for historic-preservation use," Johann declares. D-i-yers swarm here for major purchases, too. Says Johann, "It's not for a drawer pull, but rather, 'Is my deck plan going to work?'

"Here, with outdoor living yearround, homeowners don't hold back. We just sold an outside shower, plus some incredible pergolas; they're creating some spectacular outdoor living spaces. That's why I enjoy doing business here. Plus, the company has a long-term vision and significant history. It's a pleasure to be around."

- A former award-winning LBM trade magafine editor, Carla Waldemar writes frequently on the industry. Contact her at cwaldemar@ comcast.net.

COASTAL California lumberyard has moved into spiffy new quarters, despite the housing slump.

Rrrlrrtns

Badger Building Center, Post Falls, Id., plans to build store #3 within one to two years, on a 4.3acre site in Bonners Ferry, Id., ...

Miner's Ace Hardware this month will open a new 18,279-sq. ft. store in Nipomo, Ca. (Sandi Cenovini, mgr.)

Orchard Supply Hardware opened new stores Sept. 24 in Santa Rosa, Ca., and Sept. 4 in Fairfield, Ca.

Building Materials Holding Corp., Boise, Id., has been delisted from the OTC Bulletin Board: the chain, which moved from the New York Stock Exchange less than a year ago, hopes to emerge from Chapter 1l bankruptcy before the end ofthe year...

Builders FirstSource is considering an investment proposal from its two largest stockholders, JLL Partners Fund V and Warburg Pincus Private Equity IX, to restructure its debt

Habitat for Humanity is opening a ReStore discount LBM outlet this month in Cheyenne, Wy., and a 30,000-sq. ft. unit next month in Salt Lake City, Ut. (mgr. Bill Huntzinger, warehouse mgr. Layne Burrows, asst, mgr. Stephanie Carter)

C .R. Laurence Co ., Los Angeles, Ca., added a 55,000-sq. ft. DC in Sunrise, Fl. ...

Center Hardware, San Francisco, Ca., was rammed by a stolen van early Sept. 29, causing at least $30,000 in damage to a folding metal door and store merchandise; investigators are checking surveillance film and seeking the two men who fled from the scene

Parr Lumber, Hillsboro, Or., was honored by Ronald McDonald House Charities of Oregon and

SW Washington with its Partners of Distinction Award

Wrolrluns/tlrurrcrurrns

Peterman Lumber has relocated its Las Vegas, Nv., operations to a larger facility, to accommodate increased demand after gaining exclusive rights in Las Vegas for Nevamar's high-pressure laminates line ...

Rosboro has restarted its Springfield, Or., plywood mill on a one-shift basis; the mill had been down since November

Diversified Lumber inked a fouryear lease for a new 18,000- sq. ft. warehouse in Phoenix, Az. ...

Yakima Resources has come under fire from local officials following a massive multi-day, logpile blaze that began Sept. 27 at its wood-chipping operation on Boise Cascade's former mill site in Yakima,Wa....

U.S. Concrefe, Houston, Tx., sold its four ready-mixed concrete plants in Sacramento, Ca., for roughly $6 million to Syar Industries, Napa, Ca. ...

Overhead Door Corp., Dallas, Tx., has agreed to purchase WayneDalton's overhead door business in North America and Europe

Osmose's MicroPro and NatureWood wood preservative technologies have earned Green Approved Send

Have

Product Certification from the National Association of Home Builders Research Center

USG Corp. is closing 30 more L&W Supply building products distribution centers this month; over the last two years, L&W has shuttered 75 locations

Capital's facility in Salt Lake City, Ut., is now the exclusive distributor in Utah of MiraTEC treated exterior composite trim

D.R. Johnson Lumber, Riddle, Or., and Riddle Laminators, Riddle, have been certified to Forest Stewardship Council standards...

ProBuild Holdings, Denver, Co., has been SCORE (Structural Component Operations Reaching for Excellence) certified at the Elite level at 39 of its truss plants, including Phoenix, Az.; Albuquerque, N.M.; four each in Alaska and Washington, and two each in California, Colorado and Oregon ...

LiftTime Lumber, Carlsbad, Ca., rcports that its composite decking, dock and fencing products are now certified as compliant with building codes in San Diego, Ca., including the county's fire hazard severity zones ...

Anniversaries: JS West & Co., Modesto, Ca., 100th Osmose, 75th Home Depot, Atlanta, Ga., 30th Progressive Solutions, Vancouver, B.C., 20th ... Sun Mountain Lumber, Deer Lodge, Mt., 5th ...

(a free service)

Housing starts in August rose 1.57o to a seasonally adjusted annual rate of 598,000, the highest level in nine months ... singlefamilv starts fell 3Vo to a vearlv rate of 479,000 units. while multifamily construction jumped 25Vo ... regionally, starts in the West were flat... permits climbed2.TTo to a 579000 annual pace.

The right choice.

Mike luza 800.329.1 21 I Ext2202 mluza@collinsco.com

Aly Kingsley 800.329.1219 Ext2220 akin gsley@collinsco.com

Chris Bailey 800.329"1 21 I Ext2211 cbailey@collinsco.com

FSC-cdrtified White Fir and Ponderosa P+ne were used at Balnbridge lsland, Washinglon City Halt Architects: Miller/Hull .P[ioto: Art Grice

Collios Lakeview Forest rn 0regon

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

0crorrn

Do It Best Corp. - Oct. 10-13, fall market, Indiana Convention Center, Indianapolis, In.; (260) 748-5300.

Western Wood Preservers Institute - Oct. 11-14, annual meeting, Sheraton, Lahaina, Maui, Hi.; (800) 729-9663.

Composite Panel Association - Oct. 18-20, fall meeting, Hyatt, Baltimore, Md.; (301) 670-0604.

Moisture in Building Materials 2009 - Oct. 19-20, conference, Marriott City Center, Charlotte, N.C.; (800) 216-8395.

Lumber Association of California & Nevada - Oct.22-23, annual convention, The U.S. Grant, San Diego, Ca.; (800) 266-4344.

Ace Hardware Corp. - Oct.23-25, fall market, Georgia World Congress Center, Atlanta, Ga.; (630) 990-7662.

Remodeling & Decorating Show - Oct.24-25, Orange County Fairgrounds, Costa Mesa, Ca.; (818) 557-2950.

Wood-Plastic & Natural Fiber Composites 2009 - Oct.26-27, conference, Marriott Waterfront, Baltimore, Md.; (800) 2168395.

Solar Power International - Oct.27-29, Anaheim Convention Center, Anaheim, Ca.; www.solarpowerinternational. com.

Deck Expo - Oct. 28-30, Indianapolis, In.; (678) 344-6283.

Green Industry & Equipment Expo - Oct. 29-31, Kentucky Expo Center, Louisville, Ky.; (800) 558-8767.

llovrmrrn

Western Building Material Association - Nov.3-7, annual convention, The Benson, Portland, Or.; (360) 943-3054.

North American Building Material Distribution AssociationNov. 4-5, annual convention & show, Gaylord National Resort & Convention Center, National Harbor, Me.; (888) 747-7862.

North American Wholesale Lumber Association - Nov. 5-7, Traders Market, Hyatt Regency, Chicago, Il.; (800) 527-8258.

Willamette Valley Hoo-Hoo Club - Nov. 6, member appreciation night, Shadow Hills Country Club, Junction City, Or.; (541\ 485-5979.

Specialty Tools & Fasteners Distributors Association - Nov. 8-10, annual convention & show, Georgia World Congress Center, Atlanta, Ga.; (800) 352-2981

JLC Live Show - Nov. 10-13, Washington State Convention & Trade Center, Seattle, Wa.; (800) 261-7'769.s

US. Green Building Council - Nov. 11-13, GreenBuild 2009, Phoenix Convention Center, Phoenix, Az.; (800) 795-1747.

APA-The Engineered Wood Association - Nov. 13-16, annual meeting & exhibition, Ritz Carlton, Amelia Island, Fl.; (253) 565-6600.

Building Industry Show - Nov. 19-20, Long Beach Convention Center, Long Beach, Ca.; (909) 396-9993.

Drcrmrrn

Mountain States Lumber & Building Material Dealers Association -Dec,2-3, estimating workshop, Holiday Inn Central, Denver, Co.; Dec. 4, year-end party, Mile High Stadium at Invesco Field. Denver: (800) 365-0919.

Lumber Association of California & Nevada - Dec. 3. 2nd Growth holiday meeting, Sheraton, Cerritos, Ca.; (800) 2664344.

Portland Wholesale Lumber Association - Dec. 5, holiday lunch, Embassy Suites Hotel-Portland Airport, Portland, Or.; (503) 283-0s00.

Los Angeles Hardwood Lumberman's Club - Dec. 12, Christmas party, Hyatt Regency, Huntington Beach, Ca.; (714) 6713079.

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J.M. Thomas Buys Colorado Forest Industries

J.M. Thomas Forest Products, Thomas with a second remanufacturOgden, Ut., has acquired Colorado ing facility and extends its reach into Forest Industries, Denver Co. all of Colorado and parts of Wyo-

Dan Cherry and all other CFI ming, Kansas and Nebraska. The employees were retained. Also join- wholesaler now serves nine western ing the Denver facility are Cindy states from four distribution centersFeist, ex-Weyerhaeuser, and Chad Ogden, Denver, Boise, Id., and Fowler, ex-All Coast Forest Products. Albuquerque, N.M.

The Denver facility provides J.M.

Southwest Distributor Folds

Commercial roofing and waterproofing distributor United Building Products, Albuquerque, N.M., is winding down operations after 20 years, as it liquidates its final location in Dallas, Tx.

United sold its distribution centers in Albuquerque, N.M., and Oklahoma City, Ok., to Beacon Roofing Supply, Peabody, Ma., which also absorbed UBP's North Texas sales staff into its Shelter Southwest region. Beacon now operates 171 branches in 36 states and three Canadian provinces.

UBP also closed warehouses in Phoenix, Az., and Houston and San Antonio, Tx., after shuttering branches in Harlingen, Tx., and Las Vegas, Nv., earlier in the year.

Desert Yard Quits Hardware

Builders Supply, Palm Springs, Ca.., is abandoning hardware to concentrate on its LBM, contractor sales, and door and millwork divisions.

On Sept. 17, the yard began a close-out sale, expected to last eight weeks, of all hardware, housewares, paint, tools, fasteners, electrical, plumbing, lighting, lawn & garden, and more.

Unaffected are the hardware store at affiliated Builders Supply Do It Best, Desert Hot Springs, Ca., and Builders Door & Finish, Palm Springs.

IFG Expands In Inland Cedar

Idaho Forest Group, Athol, Id., is adding top quality inland red cedar products to the mix at its Laclede and Grangeville, Id., sawmills.

The Laclede facility has been producing rough green for the remanufacturing market and, like Grangeville, will expand to premium producrs in 7/8" kiln dried S1S2E boards, kiln dried 2x4-2x12 dimension, kiln dried 5/4x6 Premium Patio decking, as well as paneling, sidings and channel patterns.

"The North ldaho resource mix

typically includes 57o to l07o second growth, sound, tight-knotted inland red cedar that makes the finest products in the marketplace," said Jim Scharnhorst, senior v.p.-sales and marketing. "Consistent supply, high quality, and good tallies at competitive prices will be the cornerstone of the IFG program. We have the log supply and sawmill capacity to be a consistent, long-term supplier of high quality inland red cedar products."

SFI Tweaks Green Standard

The Sustainable Forestry Initiative program is revising its standard for 20 10, to address growing market interest in products from certified forests.

The revised SFI 2010-2014 Standard is the outcome of a one-year open review process, in which more than 2,000 individuals and organizations were invited to comment. Revisions include adding emphasis on the importance of avoiding controversial or illegal fiber sources, strengthening landowner outreach and logger training programs, and better aligning principles with international criteria and indicators.

"As a result of the transparent review process, the revised standard reflects all values, including important provisions for wildlife habitat and biodiversity." said comment review task force member Scot Williamson, v.p. of the Wildlife Management Institute. "It is both forward-looking and practical."

The amount of land certified to the SFI program in North America has grown to 178 million acres, comprised of 62 fiber sourcing certificates and over 700 chain-of-custody certificates at about 1,600 locations.

"The area certified to the SFI program is up 197o over last year-at a time when a United Nations report says the overall growth of forest certification has actually slowed, and is now less than lOVo," said SFI president and c.e.o. Kathy Abusow.

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We are ambassadors

By James Olsen

ence in our sales. It may happen, but not enough to bank on.) Attempting to change our customers' minds in most cases is a loser for us.

Ego and Hypersensitivity

Our customers have egos. Some of them have huge egos. We must be hypersensitive to this. We must be judicious about how and when we correct their misconceptions about us, our product, or any subject. Our egos have no place in the sales process. So many salespeople correct customers about things that have nothing to do with the business at hand, creating tension where none needs to exist. I am shocked when I am in the field with salespeople, how often they will disagree with customers about things that won't lead to business no matter who wins the argument! This is a colossal waste of time and money for us as salespeople.

A RE customers asking us to correct their mistakes? lA.Have thev come to us and said. "I am confused. You know more about the universe than I do. Help me."? No, they haven't.

What are the odds of us changing someone's mind? How often does someone ask for our opinion only to reject it if it doesn't jibe with their version of the truth?

When was the last time someone changed your mind? | have an extremely intelligent friend of 20 years. This guy knows me well, cares about me, and I recognize that he is smarter than I am. This guy was the last person to change my mind (and actions) on any given subject. People give me advice all the time. Why did I listen to him?

I listened to him because I know he cares. I listened to him because I know he is smart. I listened to him because I have known him for years. / listened to him because he listens to ne. I listened to him because, after years of working on a particular problem, my strategy wasn't working. These are powerful reasons. How often do all of these meet in the same place? Not too often. Do all of these circumstances have to be present for us to listen and act on what others say? No, but it helps. For gosh sakes, many people won't even listen even when these requirements have been met.

So what are the chances of us changing a customer's mind? What is the benefit for us to even attempt to change a customer's mind? If we fail to listen even to our most trusted advisors, why would we listen to a salesperson we have known for six months? We don't, we won't, and neither (statistically speaking) will our customers. (I use the term "statistically speaking" to refer to any activity that does not work often enoush to make a "statistical" differ-

Our customers are living in a different world than we are. We are ambassadors to this world. If we were sent as ambassadors to a country whose customs we don't understand or agree with, would we tell the president of this country what we really think? Of course not. The same is true of our customers. We don't need to create friction where none needs to exist.

Jimmy Stewart and Columbo

How can we disagree with customers? When we have to tell a customer something we know they don't want to hear, we can use what I call the "Jimmy Stewart Stutter" or the "Columbo Shuffle." We don't just come out and say, "That's not going to work, John." Instead, we slow down, act reluctant, and say something like, "John... I'm not exactly sure... if that will work... let's talk about it a bit more..." We move the customer to common ground in a tentative way. We sneak up on the disagreement; we don't carpet bomb it.

Time and Place

There will be time for friction in our conversations, but we must keep these conversations to a minimum and we want to make sure they lead to orders.

Closing can be a tense situation. There will problems enough to work out without creating them by correcting customers. Our personal opinions are better left for our personal lives. We get paid to deal with tense, difficult and sometimes unjust situations. Most people can't handle it. We can and must. We are ambassadors.

- James Olsen, Reality Sales Training, specialiT.es in sales training for the lumber industry. Reac'h him at james@ reality-salestraining,.com or ( 503 ) 541-3572.

otion news

North American Wholesale

Lumber Association has named Gary J. Vitale, ex-TW Hager, as its new president. He succeeds Nick Kent, who left six months earlier.

Western Building Material

Association is readying its l06th annual convention for Nov. 4-6 at the venerable Benson Hotel. Portland. Or.

Presenters include keynoter Anna Liotta on "What Makes the Generations Tick and What Ticks Them Off," Jon Davis on "Survival First, Prosperity Later," Craig Webb with a state of the industry report, and John Mitchell with an economic forecast.

Also on tap are a welcoming reception, tabletop product exhibits, and president's reception and banquet.

The three remaining OSHA webinars led by Phil Copare will be broad-

cast Oct.22 (material handling), Nov. l9 (electrical safety), and Dec. l7 (slips, trips and falls). The 2O-minute webinars fulfill OSHA workplace requirements and cost $25 per loggedin computer.

Lumber Association of California & Nevada moved into its new office at 177 Parkshore Dr.. Folsom. Ca., on Sept. 29. New phone numbers are (800) 266-4344 and (916) 2357490, with fax at (916) 235-7496.

The association's annual convention. Oct.22-23 at the U.S. Grant Hotel, San Diego, Ca., has adopted the theme "Decisions for the Future." Special guest speaker is Dan Fesler, president of Lamperts, St. Paul, Mn., and incoming chairman of the National Lumber & Building Material Dealers Association.

LACN's 40-and-under group, 2nd

Growth, will hold its holiday meeting Dec. 3 at Sheraton Hotel. Cerritos. Ca.

Mountain States Lumber & Building Material Dealers Association has enlisted Mike Butts, LBM Solutions, to offer an estimating workshop Dec.2-3 at Holiday Inn Central. Denver. Co.

The next day, Dec. 4, the Colorado WOOD Council stages its year-end party at the Mile High Stadium at Invesco Field, Denver.

Los Angeles Hardwood Lumberman's Club will celebrate the holiday season with a Dec. 12 party at Hyatt Regency, Huntington Beach, Ca.

Western Wood Products Association's website is promoting its Twitter feed, which after six months is fast approaching 200 followers.

International Wood Products Association has released a 6th edition of its award-winning booklet International Wood: The Guide to Applications, Sources & Trends

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Prior Owner Buys Back Home Lumber From Stock

The former Home Lumber store in Bishop, Ca., has re-opened under the ownership of Brent Johnson.

The location is one of three he sold to Stock Building Supply in April 2006. Stock shuttered the Bishop yard in May when the chain filed for Chapter 1l bankruptcy protection.

The Bishop area attracts secondhome buyers and ski enthusiasts to the Sierra Nevada from Southern Califomia and the Bay area.

"With the sales that little store can make from custom homes and the higher-end market, it made sense to buy it back," said Johnson.

The other two locations-in San Bernardino, Ca., and Yerington, Nv. -closed last November and will not re-open. Johnson said the market is too tough in Nevada, where "housing volume has just gone down." In San Bernardino. he said. there is too much competition to deal with in such a tough economic climate.

Britt Sawmill Humming Again

The old Britt Lumber mill in Arcata. Ca.. has restarted as Arcata Forest Products.

Owner Bob Figas said that the new company would focus on decking and fencing, which has higher demand than lumber.

Figas Construction, Eureka, Ca., bought the mill in May before its equipment could be sold at auction (see June, p. 31).Figas is also in escrow for Britt's nearby planer mill.

Britt was a subsidiary of Pacific

Lumber Co., which filed for Chapter 1 I bankruptcy in January 2007 and reemerged as Humboldt Redwood Co. under new owners Mendocino Redwood Co.

Green Dealer Prepares For Huge California Rollout

Green building material retailer New Home Inc., San Rafael , Ca., expects to open its flagship store in January in Dublin, Ca., followed by 25 more throughout the state. In time, the chain hopes to go national.

In addition to Dublin and San Rafael, other showrooms are planned for Emeryville, Fremont, San Jose, Santa Clara, San Francisco, Daly City, Burlingame, and Sacramento, Ca.

Each location will encompass about 30,000 sq. ft. and offer more than 200900 green products, including lumber, from over 500 manufacturers.

Owner Rich Rifkin is targeting a hybrid of online and in-store retail sales, along the lines of Apple Computer. In store or online, homeowners, contractors and developers will be able to access expert advice, a network of referrals, and an educational library on green LBM. About 100,000 documents and videos will be offered, as well as a blogger service.

Watco Buys ldaho Shortline

Watco Transportation Services has agreed to lease-with-an-option-to-buy 36 miles of track from the Idaho Northern & Pacific Railroad subsidiary of Rio Grande Pacific. Watco

will operate the track as the Boise Valley Railroad, to be based in Boise, Id.

The BVRR will operate two branches: the I l-mile Wilder Branch from Wilder to Caldwell and the 25mile Boise Cut Off from Nampa to southeast of Boise.

The BVRR becomes the fourth railroad in Idaho for Pittsburg, Ks.based Watco, which currently operates 2l shortlines and 12 transload facilities.

GAF Takes Over CorrectDeck

Building Materials Corp. of America has completed its acquisition of Correct Building Products, Biddeford, Me., which will operate under BMCA's newly formed GAF Decking Systems business.

The CorrectDeck lines will join GAF's CrossTimbers composite decking and RailWays railing.

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TnADERS' PREVIEW 2009

4 A chonging Troders Market

6 ilAwlA tweoks fomilior lormot

8 lBM seminars: Bulked-up progrom

I Schedule of events

l0 Get more out of those sotes neetings

l2 ilAWlA froders Morket exhibitor tist

30 Adverrisels index

TRADERS PREVIEW is published annually at 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 926601872, (949) 852-1990, Fax 949-852-0231, www.building-products.com, by Cutler Publishing, Inc. (a Calilornia Corporation), publisher ol the monthly Building Products Digest and The Merchant Magazine. Copyright@20O9 by Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. To advertise in next year's Traders Preview, call Alan Oakes or Chuck Casey at (949) 852-1990. This supplement is published in conjunction with the NAWLA Traders Market.

fo Ailend fhe ilAWIA fraders lUlorket

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

Anyone with questions about the attendance policy or any other aspect of the event should contact NAWLA, (800) 527-8258, (847) 870-7470, Fax 847-870-0201, or info@nawla.ore.

A Ghqnging Mqrket

By Mark Palmer

T", ,O*OEST lumber and building products trade show in North America focused on bringing together manufacturers and wholesalers, the NAWLA Traders Market, is coming up next month in Chicago.

Change will be a common theme for the show. Change is affecting the way we communicate, many of the ways we do business, our customers' needs, the services we provide, and the world around us. One thing that won't change, however, is the value of face-to-face interaction with our customers and suppliers. That's one of the values of the NAWLA Traders Market!

This year's show is changing to add even more value for you than ever before. Offering numerous educational programs, the 2009 show features educational program themes revolving around change and how to take advantage or deal with change. (The entire NAWLA Traders Market schedule can be found on page 9.)

There is also an expanded NAWLA Magellan Club Luncheon & Program. If international trade-import or export-interests you, NAWLA will offer a five-person panel of industry specialists focusing on market trends in China, Russia, Europe, South America, Canada/U.S. regulatory issues, and Southern Asia, as well as global transportation issues and trends, logistics and trade. Russ Taylor, International Wood Markets Group, will moderate the panel to include Robert Flynn, RISI; Rick Ekstein, Weston Forest Group; Joel Junker, Joel Junker & Associates, and George Cinilla, OHL Global Freight Management & Logistics Co.

Other changes to enhance networking include the "Spotlight on Exhibitors" program found right on the trade show floor and informational booths available to inform you of new NAWLA programs and expanded group initiatives.

In times like these, it is even more important to network and meet face-to-face with your customers, suppliers and business affiliates, while also keeping up-to-date with changes in the marketplace. I invite you to do this at the NAWLA Traders Market.

I look forward to seeing you there!

Msrk Pulmer North American Wholesale Lumber Association Interim C.e.o. Executive Director

OPENING last yea/s Traders Market was former Chicago Bears coach Mike Ditka, shown with current NAWLA chairman George G. "Buck" Hutchison, Hutchison Lumber & Building Products, Adams City, Co.

Chicqgor here we come llAWlA fireshs lqmiliqr formqt

aITRIKINC a balance between \tried-and-true and fresh-and!new. the North American Wholesale Lumber Association is putting the finishing touches on its l4th annual Traders Market. next month in Chicago.

Back from last year, of course, is the super-sized exhibit hall, packed with over 200 exhibiting manufacturers to welcome more than 1,200 expected attendees.

New this year will be "Spotlight on Exhibitors"-mini-sessions held during the show, in which manufacturers will reveal new products, offer live demonstrations of products, conduct question-and-answer sessions on industry topics, or simply share more detailed information about their companies. The 30-minute presentations will be held on a stage set up right on the show floor.

Preceding the show will be two

full days of seminars and activities.

Things begin Thursday morning with a tour of CME Group (the merged Chicago Mercantile Exchange and Chicago Board of Trade). Although the trip is free, space is limited and reservations are required. Unlike last year, only one trip will be offered.

Following the tour, at lunch-time the Magellan Club will explore global timber trade issues with five industry experts, each examining a different

geography, sector or aspect of importing and exporting. This session requires a separate fee and advance resistration.

By popular demand, a past speaker, motivator Rick Grandinetti, will return to kick off the educational sessions. He will be followed by a LBM distribution forecast, credit risk management seminar, and three-pronged class on the green building movement. Although tough economic times have forced industry members to cut back on the number of shows they attend, NAWLA Traders Market appears to remain the most anticipated event in the lumber business. as it strives to target the maximum number of suppliers and distributors, gathering them under one roof, in a central location, with affordable rates to attend and exhibit.

SMOKIN'! At last yea/s Traders Market, exhibitor Deschutes Pine Sales handed out freshly rolled cigars to celebrate its 35th anniversary.

Wholesqle educqtion

Bulked-uF

progrsm snulyzes morkels, lrends, economy

IS YEAR'S Traders Market will be bolstered by an expanded lineuo of business and educational SESSlONS.

General Session: ttFoundation to Succeed in this Economy"

Thursday Nov.5,12:45 - l:45 p.m.

NAWLA favorite Rick Grandinetti will kick-off the Traders Market experience with his signature enthusiasm, high energy, and "in-your-face" antics. Attend Rick's session and discover the steps lo becoming successful in this challenging economy.

. Business Program: "Winning Strategies for an Evolving Channel"

Thursday Nov.5,2 - 5:30 p.m.

In this thought-provoking session, well-known distribution expert Dr. Adam J. Fein, Pembroke Consulting, provides a glimpse into the future of our industry. He will share his ideas on possible future directions for the LBM distribution system, as well as discuss success strategies for wholesalers and their suppliers.

. Lumber Blue Book Presentation: "Helping to Manage Credit Risk for Your Company"

FridayNov.6,8-9a.m.

Join NAWLA's recommended and approved service provider, Blue Book Services, for a general update of credit conditions in the lumber and forest products industry. Learn about Blue Book Online Services and how this

vital tool can help your company make safe and informed business decisions.

Green Seminar: ttGreen Products: Labels, Building Standards, & Selling for the Lumber Industry"

Friday Nov.6,9:15 - II:30 a.m.

Will the demand for green building products affect you and your company? Can you afford not to "go green?"

According to consultant John D. Wagner, yes, they will, and no, you can't. Wholesalers and manufacturers alike will not want to miss this threefold session that will address consensus green principles, promotion of green products, the latest green building standards, and why your company should not miss out on a growing market niche.

Magellan Club Luncheon & Program: "A Global Overview of International Trade"

Thursday Nov. 5, l0 a.m. - 12:30 p.m.

A five-expert panel will tackle different facets of international trade: Moderator Russell Taylor, president, International Wood Markets Group, will address "Industry & Market Trends in China, Russia and Europe;"

Robert Flynn. director-international timber, RISI, "Industry & Market Trends in the Southern Hemisphere;"

. Rick Ekstein, president, Weston Forest Group, "The Benefits & Pitfalls of Being in the Import & Export Business;"

. George Cirrilla. manager-pricing & carrier relations, OHL Global Freight Management & Logistics,

"Global Transportation Trends, Logistics & Containerst"

. Joel Junker, senior partner. Joel R. Junker & Associates. "Overview of U.S.iCanadian Regulatory Issues & thc Lacey Act."

This session requires separate registration. Cost is $89 per person for member firms. $109 for non-members. Fee includes lunch and materials.

Schedule of Evenls

Wednesdayr lloYember 4

2-6:30 p.m. Registration open

3-5 p.m. NAWLA committee meetings

flrursdrn llovenber 5

7 a.m.-7 p.m. Registration open

8 a.m.-2 p.m. Chicago Mercantile Exchange group excursion.

10 a.m.-l2:30 p.m. Magellan Club luncheon & program. on "A Global Overview of lnternational Trade: lmport & Exporl Opportunities, Transportation & Logistics"

12:45-1:45 p.m. General session on "Foundation to Succeed in this Economy," presented by Rick Grandinetti, president, Succeed inside the Box

2-5:30 p.m. Program on "Winning Strategies for an Evolving Channel," featurlng Dr. Adam J. Fein, founder and president, Pembroke Consulting

2-7:30 p.m. Exhibitor set-up

5:45-7 p.m. Earlybird cocktail reception & hors d'oeuvres

Iridoyr llovember 5

7 a.m.-6 p.m. Registration open

8-11 130 a.m. Exhibitor set-up

8-9 a.m. Presentation on "Lumber Blue Book: Helping to Manage Credit Risk for Your Company"

9:15-1 1 :30 a.m. Education program on "Green Products: Labels, Building Standards, & Selling for the Lumber Industry," by John D. Wagner, green products consultant and trainer

11:45 a.m.-1 :15 p.m. Grand opening luncheon with "Laugh at Fea/'entertainer Frank Miles

1:30-5:30 p.m. Traders Market open

5:45-6:45 p.m. lce Breaker reception

Solurdoy, Jlovember 7

8-10 a.m. Registration open

9 a.m.-1 p.m. Traders Market open

Require separate registrationheseruation

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By Dave Kahle

^r'OPS! Got a sales -t I lmeetrng comlng up rn Vtwo weeks, better get readv for it. Let's see. what should we do? I'll go over last month's numbers, that'll take a half-hour. Then... I know! The credit manager has been complaining about the state of receivables lately. I'll have him come in and complain directly to the sales guys. That'll take about an hour. Now what...?

Does that scenario sound familiar?

All too often that's how we plan our sales meetings. The focus is on how to fill the time, what information we want to transmit, and who we want to present it. When the focus is on the agenda, it's easy to wander off, to fill the time with needless details, and to end up with a boring and non-productive meeting. With a meeting like that, it's no wonder that most salespeople would rather be in the field, doing their jobs, than killing time at a sales meetins.

Here is a powerful strategy guaranteed to make sales meetings more meaningful for your salespeople, and more valuable for you.

Instead of starting with an agenda, start at the end. By that, I mean focus first on the end result that you want from the agenda. Then, build the agenda to achieve that focus.

Here's an example: Let's say you have a range of new prices on some of your current products. You are planning to spend an hour presenting them and answering questions. That sounds good. Who could object to that?

So, your sales meeting agenda usually begins with:

(l) Present new prices.

Let's dig through this to come up with thc end. Why are you presenting the new prices? You might say, "So

the salespeople will know them and understand why we are changing prices."

Okay, why do you want that?

"So they will be able to convey them to the customers."

Why do you want to do that?

"So the customer will accept the new prices without too much objection."

What you really want, then, is the customer to accept the new prices without raising too much of ruckus about them?

"Yes."

And you want salespeople to convey the prices in a way that accomplishes that?

"Yes."

Okay, so let's start there. In order to get what you want, the salespeople will need to make some commitments with deadlines as to when they will present the new prices, and then they'll need to be trained in the best way to present them.

The question now becomes: What can you do in the sales meeting that will ensure that your salespeople will convey the new prices to their customers in a way that will be acceptable to the customer?

At this point, if it were me, I'd start at the end-having the salespeople make specific commitments to deliver the prices to the appropriate customers. That's the behavior you want. But, you'll also need to equip them to do that-that's the training piece. So, it's about ending up with the salespeople filling out a document as to when

they'll convey those prices to the affected customers.

In order to ensure that they knew how to do that well, I'd think about doing some role-plays so the salespeople could practice conveying the prices. The role-plays would also allow them to identify some common objections, and practice responding to them.

Before I could do the role-plays, I'd have to demonstrate to them some of the best practices for communicating the price increases.

And before that. I'd have to describe the price increases, the rationale. and the best way to communicate them.

Now I have my agenda:

(l) Describe the rationale for the price increases.

(2) Describe the best way of communicating them.

(3) Demonstrate the best way to communicate them.

(4) Organize a role-play so everyone can practice.

(5) Discuss what they learned in the role-play.

(6) Repeat the role-play.

(7) Have each salesperson create a list of which customers need to have the new prices.

(8) Have each salesperson identify a date by which he/she will have communicated the new prices.

(9) Ask each to report, by a certain date. on how well it went.

Look at the difference in the two agendas. The first is unfocused and emphasizes the time and general subject matter. The second is precisely focused on an end result, incorporates interactive exercises, and is very practical.

The difference was where vou started. Start at the end.

One important observation: If you are disciplined about this, you'll soon discover that the end of every sales meeting is almost always expressed in some behavior that you want from the customer, and therefore some behavior that you want from the sales force. In other words, you want the salespeople to stop doing something, to start doing something (like in the example), or to do something better.

Every sales meeting, and every item on every sales meeting agenda, ought to be designed to bring about some specific change in the salesperson's behavior.

Let's test this with some common sales meeting agenda items. Let's say you are going to present a new product. Why?

"So the salespeople will sell it."

The change is behavior in the salespeople selling something they have never sold before. Start there and work backwards.

Or, you are going to have the president (v.p., c.f.o., etc.) come in and present the new strategic plan for the company. Why?

" So the salespeople will know what our plans are."

whv?

"So they will feel good about where the company is going."

Why is that important?

"So, they will be more committed to the company."

What will they do differently if they are more committed?

"I suppose they will be less likely to leave for another job."

So, what you really want is for the salespeople to not look for another job while they are working for you.

"I guess."

Okay, start there and work backward. You can still have the president talk, but now he has a focus on his presentation, will be much less likely to digress, and will speak to the practical needs of the sales force.

Here, then, is the secret for making every sales meeting practical, meaningful and worthwhile: Start at the end, with a description of the change in behavior that you want in the sales force and work backwards from there.

It will make all the difference.

- Dave Kahle, "The Growth Coach," is a sales consultant, trainer and author of a free monthly "Thinking About Sales" ezine and six books-includfug Question Your Way to Sales Success. Reach him at (800) 3 3 1 - 1 2 87 ; www.davekahle.com.

2009 llAulllA lruders Murket Exhibitor list

Ainsworth Group of Cos. 700 Vancouver, B.C.

Manufacturer of commodity and specialty OSB products such as Durastrand flooring, Thermastrand radiant barrier roof sheathing, Durastrand rimboard, and SteadiTred stair tread panels.

Amhassador Services.Inc. 427

Cape Canaveral, Fl.

Terminal operation in Port Canaveral.

Anglo American Cedar Products 310

Mission, B.C.

Supplier of WRC shakes and shingles.

Ante-Hnlz Gmhh Bonn, Germany

Anthony Forest Products Co. 615 Box 1877, El Dorado, Ar.7l73l; (870) 863-3414; Fax 870-863-4296; www.anthonyforest.com. Booth contact: E.J. Langley.

Integrated forest products company owns 91,000 acres of timberland in Ar., La., and Tx., and operates SP mills in Urbana, Ar., and Atlanta, Tx.; wood chip mills in Plain Dealing, La., and Troup, Tx.; engineered wood laminating plants in El Dorado and Washington, Ga., and I-joist facility in Sault Ste. Marie. Canada.

Arauco Wood Products

Santiago, Chile

232

Trupan ultralight MDF panels and moulding, and AraucoPly plywood, siding and beaded panels.

Arch Wood Protection 530 5660 New Northside Dr.. Ste. 100. Atlanta, Ga. 30328; (678) 627-2OOO; F ax 67 8-627 -2095 ; www.wolmanizedwood.com. Booth contact: Kris Owen.

Manufacturer of chemicals that enhance the properties of wood and licensor of the best known brands of pressure treated wood, including Wolmanized wood and Dricon fire retardant treated wood. Also produces FrameGuard anti-mold coating and AntiBlu sapstain control products.

Arrow Reload Systems- Inc. 826 Kamloops, B.C.

Arrow Transportation division with reloads throughout Canada and the U.S.

Ashton l.ewis Lumber Co. 307 Gatesville, N.C. SYP flooring, paneling and ceilings.

Asia Building Materials Ltd. 205 Hong Kong, China Chinese millwork supplier.

Auto-Stak Systems. Inc. 7I3 Westwood, N.J.

Manufacturer of storage/material handling systems for LBM industry.

Barrette-Chapais

Chapais, P.Q. Sawmill and stud mill.

Rer\iamin Obdyke 601

400 Babylon Rd., Ste. A, Horsham, Pa. 19O44; (800) 346-7655:' Fax 21567 2- 52O4 ; info@ benjaminobdyke. com; www.benjaminobdyke.com.

Booth contacts: Bill Griffith, John McGill.

Residential building products, including the Home Slicker family of moisture-eliminating rainscreens. Cedar Breather underlayment for wood roofing, and a full line of ridge ventilation products, including Roll Vent, Rapid Ridge, and Xtractor Vent.

Rennett Lumber Products 521 Princeton, Id.

Facilities in Princeton. Id.. and Clarkston, Wa., produce 414 & 814 lumber and oversee 62,000 acres of timberland in Idaho and Washington.

RI.G Cargo Logistics 324 Bremen, Germany

Specialized logistics solutions.

Rlue Book Services 300.301 Carol Stream.II.

Online credit data tracker for sawmills, wholesalers, retailers and exporters.

RNSF Railway 214 Ft. Worth. Tx.

Railway across 28 states and two provinces.

Roise Cascade Wood Products 602 Boise,Id.

Manufacturer and distributor of lumber, panels and engineered wood.

Boozer Laminated Beam Co. 730 Box 1945, Anniston, 41.36202; (256) 237-2875; Fax 256-237-2870: www.boozerbeam.com.

Boozer Laminated Beam Co. has been a manufacturer of high quality southern pine glulams for over 45 years. It produces a wide array of stock beams, including the 2.18 Boozerlam (in I-joist compatible depths), l 9E BoozerBeam, I .9E BoozerHeader (precut garage door headers), l.9E BoozerColumn, l.8E BoozerBeam, and l.6E BoozerHeader (for windows and doors). The latest addition is The Outsider, a superior quality glulam product treated with Copper-8 for use in outdoor applications. Value-added services include wax sealing with LiquiSeal, private label wrapping and precision end trims.

R18

Inerro Fonrsr GROUP

Q4fy. Selection. Flexibilit1l,

Spscrrs

SPF-s Hem Fir. \White Fir

Doug Fir / Larch Engle man Spruce / Lodgepole Pine

Inland Red Cedar . Doug Fir

Pnooucrs

Dimension . Studs . Boards . Decking

CnnrtrrcATroNs

SFI - Sustainable Forestry Initiative

FSC - Forest Stewardship Council

Brown & Rutherford Co. Ltd. 800

Winnipeg, Mb.

WRC siding and Cubot prestaining..

Cabot 529

Newburyport, Ma.

Machinc stains and wood care products fbr siding, decking and fencing.

Caliper 712

Princeton, N.J

Managenrent consulting firm.

Calvert Co. 327

Vancouver, Wa.

Manufacturcr of glulams. arches and trusses fbr over 50 ycars.

C&D Lumber Co. -t-t-l Riddle. Or.

Manufacturer of Douglas fir, Port Orford ceclar, and incense cedar products.

Carrier Lumher Ltd. 426

Princc Georgc, B.C.

Producer of over 200 rnillion bd. ft. annually, specializin-e in SPF.

CascadeStructuralLaminators 52tl

Chehalis. Wa.

Manufacturer of glue laminated bcams for the residcntial and commercial markets. utilizing high grade lumber.

Cedar Valley Shingle Systems 705 Hollister. Ca.

Provides a complete extcrior siding system consisting of handcrafted tl-fl. panels, matching corners. radius flares, and

column wraps, all constructecl using 100% westcrx red cedar shingles mounted over a fiberglass moisture barrier onto a strong plywood backing.

Cersosimo Lumber Co, 827 Brattleboro, Vt.

The largest producer ()1' Northeastern hardwood and eastcrn white pine lumber in New England.

CMPC

Santiago, Chile

Produces solid wood products, sawn wood, remanufactured products. plvwood, lumbcr, wood chips. and pulp fiorn timbcrlands in Chile and Argentina.

CN Worldwide

Montreal, P.Q.

Canadian National Railway and its railway subsidiaries span Canada and rnid-Amcrica. from coast to coast.

Coastal Pl=rnrxrd C'o. 622

Box I 128, Havana, FI.32333; (800) 359-6432'. (8.50) -539-6432; Fax 850539-6'799; Email dfbrbes@coastalplywood.com; www.coastalplywood.com.

Coastal Plywood is comrnitted to providing thc best valuc in southern pine plywood. Its trained, knowledgeable sales staff assists with product information and price quotations by phone or ernail. Its state-of-the-art compuler il(counling systcm helps

track orders from placement through production. shippin-u, invoicing. and final payment to hcad off potential problcms belilre they occur.

Throughout 2009, Coastal has rnude signilicant inveslmenls itt new mirnufilclurintl equipmcnt to improve the quality and appearance of its plywood products, and additional pllnt improvemcnts are planned befirre the encl of the ycar.

Its cxtensive product linc includes rated sheathing, AC, BC, BB O&E,S Plyform. Sturd-l-Floor unclerlaymcnt, interior bcaded siding, and SolarPly ratliant hulrier lool' shelrlhing.

Collins Cbs..'l'he 711 1618 SW lst Ave.. Ste.500, Portland. Or.97201; (800) 329-1219; Fax 503-221 -5349 ; www.collinswood.com.

Collins is a l'amily-owned foresl products company sincc 1855, with FSC-ccrtificd forests in Oregon, California and Pennsylvania. Products include hardwoods. softwoods. pinc particleboard, enginccred wood siding and trim. Mills are located in Richwood, W.V.; Chester, Ca.; Kane, Pa., and Lakeview, Klarr-rath Falls, and Boardman. Or.

Columbia Cedar 501 Kettle Falls. Wa.

Manufacturer of wcstern rcd ccdar decking. siding. l'encing, T&G paneling.

Colville Indian Precision Pine 821 Omak. Wa.

Sawmill with tirnberlands owned by thc Colville Tribe, producing pondcrosa pinc 6/4 Shop & Btr. and lx4 thru lxl2 Cornmons. as wcll as K.D. DF lam stock and dirrension .2x4 thru 2x12.

Conifex Inc, 322 Fort St. James. B.C.

Timber harvesting. refbrestation, forest managemcnt, sawmilling logs into lumbcr and wood chips, and lumbcr finishing.

PLYWOOD, a tried and true prcduct that actually does "gtow on

When it comes to quality southern pine plywood, Coastal Plywood has been a leading provider throughout the eastem US since 1981

Wholesale distributos rely on Ctastal Plywood for a wide variety of products milled to exacting standards and consistency. Depend on Coastal Plywood for superior customer s€rvice and reliable delivery.

Appearance, consistency, and performance. You'll get allthree frcm Coasial Plywood. And we have decades of history to prove it,

Cowichan Lumber Ltd. 613 N. Vancouver. B.C.

WRC. DF and Alaskan yellow ccdar, plus rrngc of special timbcrs cut t() sizc.

Creatus Wood Products Inc. 429 Ontario. Ca.

Redwood trim, siding and moulding, fingerjoint softwood ancl hardwood moulding, and finished products.

Diacon Technologies Ltd. 807 Richmond. B.C.

Preservatives, scalants. lumber waxes.

DiPrizio Pine Sales 318 Middleton. N.H.

Manufacturer of K.D. eastcrn white pine and red pine fbr timbcrs, boards and trim applications.

Made from the bounty of the world's best managed forests here in the southeastern USA, we bring you...

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17002 Marcy St., Omaha, Ne. 68118; (402) 330-6620; Fax 402-3306737; www.dmsi.com.

With over 30 years of LBM industry-focused partnership and technology leadership, DMSi Software is a solid software company. Agility, its flagship product, is built with inherent lumber industry functionality, including tallies, tags, remanufacturing, unlimited units of measure, integrated viewers, dispatch. drop ships. mill system integration, freight/fuel accounting, accurate costing, and air-tight inventory control. Requiring only an Internet connection, Agility SaaS greatly simplifies technology, allows IT costs to fluctuate up or down with users' needs, and frees resources to focus on core business initiatives. Agility's future includes a complete transformation of the user interface to a contemporary, customizable look-and-feel that coincides with re-architecting back-end code to support Microsoft.Net.

Nearly 400 of North America's top LBM suppliers use DMSi software in 1,500 distribution yards, shops, warehouses and offices. Currently, over 75 NAWLA members have improved asset management, streamlined business processes, and increased customer satisfaction utilizing DMSi software.

Domter

Montreal, P.Q.

SPF studs, dimension, F/J and MSR.

Finnforest USA537

flunkley Lumber Ltd. 704 Prince George, B.C. SPF producer.

Durgin & Crowell Lumber Co. 210 New London, N.H.

K.D. eastern white pine manufacturer.

Eagle Plywood Specialties 407 Hanisburg, Oh.

APA-certified panels and plywood from 2'x6'up to 5'x12'.

tr'lof Hansson Elmsford, N.Y.

U.S. sales arm of Swedish timber giant.

F.mpire Lumber Co. 737

Kamiah, Id.

Western softwood mill

Fiber Composites. LLC 806

New London, N.C.

Producer of Fiberon composite decking, railing and fencing, combining the beauty of real wood with high durability.

Fifler King Co. 735

Homedale, Id.

Manufacturer of laminated random length roof decking, laminated long length roof decking, and Douglas fir and Alaskan yellow cedar laminated wood beams.

Fletcher Wood Solutions Inc. 532

200 Westgate Circle, Ste. 402, Annapolis, Md. 21401 ; (443) 4333333; Fax 443-433-3334; www. fletcherwoodsolutions.com. Booth contact: Milena Kostova.

Fletcher Wood Solutions, headquartered in Annapolis, Md., is a part of the Tenon Limited group of companies. It operates pine-manufacturing facilities in Taupo, New Zealand, and is the largest manufacturer of defectfree, appearance grade radiata pine products in New Zealand. Fletcher distributes its clear boards, mouldings, LrreSpen treated wood. and lumber to

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Box 545, Roseville, Mi. 48066; (586) 296-8770; Fax 586-296-8713: Email james.gilleran @ finnforestus. com; www.finnforestus.com. Booth contact: Bob Loew, Linda Bouford. Distributes Master Plank LVL throughout North America. Master Plank has all building code acceptances, including NER. Multiple span capabilities make this product a logical choice for beams, headers, scaffold plank, mobile home, and other industrial applications. l)cn

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LIpr,SpeN trim boards, fascia, siding and exterior mouldings are 100Vo real wood and FSC certified. The EPA-registered, carbon-based preservative protects against rot, termites, fungi, water and corrosion to fasteners. LrpeSpeN is durable, non-corrosive, easy to work with, and canies a 3O-year warranty. Delivered in full, on time and in spec.

Fforida East Coast Railway 4IO St. Augustine, Fl.

Operating a 35 l-mile regional freight railroad from Jacksonville to Miami.

Forest2Market

221

10030 Park Cedar Dr., Ste. 201. Charlotte, N.C.28210; (704) 3570110; Fax 704-357-35'74; www. forest2market.com.

Forest2Market, Inc. is introducing Mill2Market, the only data-driven lumber pricing service available. Mill2Market offers credible and transparent weekly pricing reports for lumber products. Using Mill2Market reports, lumber mills, and wholesalers can make better-informed decisions, assess their performance against industry peers, and improve their net sales realizations.

An independent and neutral source of market information, Forest2Market has a proven track record of delivering value to customers. In fact, existing customers believe so strongly in its approach to data collection, quality control, and analysis, they asked Forest2Market to develop a data-driven lumber pricing service.

Forest2Market is the leader in the forest products industry for its information-based solutions and raw material purchase benchmarks. The data underlying its products are transaction-not survey-based. This ensures data quality and process integrity and allows reporting of true market prices. All data is rigorously expertized by industry professionals and is collected and disseminated anonymously.

Forest Grove Lumber Co.. Inc. 518 McMinnville, Or.

Green and dry Douglas fir boards, dimension and timbers, which are available as S4S, rough, Accuruff, Tru-Dry, and custom sawn.

Two Coat Exterior Prime

0ur two-coat process starts with an al.kyd seater to bLock tannin migration, fottowed by a high-performance acrytic primer. The resutt: RESERVE qual.ity, inside and out.

Superior Wood

Made of quaLity, ctear, finger-jointed Western Red Cedar or Redwood, these products are naturatty designed for exterior use-both species are idea|. for enduring extreme weather.

Surfacing + Sizes + Lengths

RESERVE groducts come in a wide range of sizes, [engths and finishes. Whether the project calts for 51S2E or S4S, we offer Lengths ranging from 15' to 20'. Pattern stock is atso avaitabte.

1.x4 - 1x12 s/ay A, - s/ax!)

2x4 - 2x12

The Finest Stock, The Best Coating

Our Siskiyou Forest Products RESERVE line is specially manufactured and treated to create the highest quality product available. Using state-of-the-art application and curing equipment, our premium Western Red Cedar and Redwood stock is made to last for many generations. We are proud to offer a beautiful, durable product that is ready for installation and final painting the moment it reaches the craftsmen.

Guyana

Group promoting market awareness of Guyana's forest and wood products.

Forest Products Distributors. Inc. 732

Rapid City, S.D.

Pine dimension, boards and timbers, with reman, priming and treating plants.

ForesTel/ft{AWLA Telelink 304

Portland. Or.

Voice. data, broadband and Internet solutions to businesses of all sizes.

Fraserview Cedar Products 402

Surrey, B.C.

Lumber and panel maker specializing in prefabricated fence and lattice panels.

Fritch Mill

Snohomish, Wa.

DF, hemlock and WRC sawmill.

Gilhert Smith Forest Products 523

Barriere, B.C.

Manufacturer of WRC lumber.

Gorman Bros. Lumber Ltd. 117 Westbank, B.C.

Whitewood and appearance boards.

Gossen Corp. 604

Milwaukee, Wi.

Cellular PVC products, including vinyl moldings and exterior millwork.

GRK Fasteners

Thunder Bay, Ont.

Designer, manufacturer and supplier of proprietary nails, screws and other construction fasteners.

Haida Forest Products l,td. 728

8818 Greenall Ave., Burnaby, B.C. V5J 3M7; (866) 5s3-9663; (6o4) 4373434; F ax 604-437 -'7 222; info@haidaforest.com; www.haidaforest.com.

Established in 195 1. Haida Forest Products Ltd. is a specialist in western red cedar. with over 57 years experience manufacturing and distributing premium cedar sidings, paneling and lumber products for North American, European and Asian markets. Haida specializes in wavy edge bevel siding, straight edge bevel siding, tongue & groove paneling, channel siding, log cabin siding, clear S4S finish, as well as decking, posts and timbers in Architectural Knotty and Clear grades. All of its premium grade products are sold under our Haida brand, including Haida Skirl wavy edge siding.

Hampton Lumber Sales 634 Portland, Or.

DF, Hem-fir, SPF, dimension, laminating stock, light framing, structural joists, planks and specialties.

Hancock Lumher Co. 719

Casco, Me.

Largest producer of eastern white pine in the U.S. and one of the nation's largest manufacturers of pattern stock.

Hardel Mutual Plywood Corp.

309

Full line of sanded panels, 303 plywood sidings, and marine grade panels, along with structural 9' and l0' sheathing panels, CCX and CDX panels up to 5x10.

Hoover Treated Wood Products {133 154 Wire Rd., Thomson, Ga. 30824: (800) 531-5558; www.frtw. com.

Provider of Pyro-Guard interior fire retardant treated wood. Exterior Fire-X exterior fire retardant treated wood, and wood preserved with CCA, DuraGuard, Cop-8, Cop-Guard, CopperAzole, and Micro-Guard. Services include TSO and KDAT.

Huber Engineered Wood 825 Charlotte, N.C.

AdvanTech OSB flooring, sheathing and rim board and the Zip Wall System water-resistive barrier.

Hy Mark Wood Mfg.. Inc. 433 Blaine, Wa. WRC boards, siding and specialties.

ldaho !-orest Group 608

4447 E. Chilco Rd.. Athol . Id. 83801; (8'77) 434-6455; (208) 7626630; Fax 208-762-6631; www. idahoforestgroup.com

IFG plans to produce a full complement of high quality inland red cedar products at its Laclede and Grangeville, Id., mills. Laclede has been producing rough green for the remanufacturing market, with plans to expand the product line, along with Grange-ville, to include premium products in 718" K.D. SIS2E boards, K.D.2x4-2x12 dimension, K.D. 5/4x6 Premium Patio decking, plus paneling, sidings and channel patterns. IFG can provide specific tallies, specialized packaging, and a consistent supply of quality products tailored to customers' soeciflc needs.

Idaho Timber Corp. 519 Fort Worth, Tx.

Sawmills and manufacturing plants.

Idaho Veneer Co. 403 Post Falls. Id.

Producer of Idaho white pine lumber. Independent Dispatch. Inc. 823

Portland. Or.

Intermodal and trucking services.

InterFor

Vancouver. B.C.

Sawmills and timberlands throughout Canada, Oregon and Washington. International Beams 404 Fredericton. N.B. Solid-sawn l-joists from black spruce.

InterWrap Inc. 424

Mission. B.C.

Coated woven wood packaging.

Irving Forest Products

Dixfield, Me.

Eastern white pine sawmill.

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

Beavercreek. Or. WRC siding, paneling and decking.

f cclip I'nrccf Prnrlrrcf c f .td

Delra. B.C.

WRC, hemlock, DF, SPF manufacturer.

Limington Lumber 431

East Baldwin, Me.

Bandsawn eastern white pine boards and pattern stock.

LP Building Products 718

Nashville. Tn.

World's largest producer of OSB, plus hardboard, moulding, siding, sheathing, radiant barrier, sub-flooring, and EWP.

Alliance

Boca Raton, Fl.

Commercial property and casualty coverage to the forest products industry.

Ittsnot easu nelng green ' i,'

325

ISIS Wood Product Solutions 723

Langley, B.C.

Inventory, sales and production software for mills. remans and wholesalers.

.Iensen Inc.. Norman G.

Blaine, Wa.

321

Consulting services to North American importers and exporters.

Kalesnikoff Lumber Co.. Ltd. 522

Thrums, B.C.

Specialty sawmill.

Klenk Holz AG 423

Oberrot, Baden-Wurttemberg, Germany

Europe's biggest pine sawmill.

Krauter Solutions 822 3601 N. Arlington Ave., Indianapolis, In. 46218; (800) 992-2824; Fax 317 -542-8961; www.krauter-storage. com. Booth contact: Rick Hosue.

With over 2 million acres of vital forestland, Nondic is certified under internationally recognized standards ISO 9001 , ISO 14001 and the Forest Stewardship Council.

Nordic's ongoing commitment to sustainable forestry means investing in advanced manufacturing processes to keep on the cutting edge of technology and product development.

NORDIC EN€INEERED WOOD rEAD OrHCt & tCCItNtCAL SERVTCIS T. 5r4.633.966r F. 5r4,633.0833 info@nordicewp.com

LWO Corp.

3841 N. Columbia Blvd.. Portland. Or.97217; (800) 459-8718; (503) 2865372: Fax 503-286-4092: www.woodwayproducts.com. Booth contact: Darrell Hungerford.

America's #1 lattice panel and so much more. Woodway, a division of LWO Corp.. oflers authentic post caps. unique EZ Rail pre-built deckrail, architectural railing, post cladding, solid-wood paneling. fencing. gates. and Arboria line of quality garden structures. Professional craftsmanship and the finest durable woods-western red cedar, Douglas fir, redwood and mahogany.

MacKenzie Sawmill Ltd. 725

Surrey, B.C.

Progressive sawmill cutting DF, WRC, hemlock and balsam products.

MadWood Lumber 620

Birmingham, Al.

lmporter of pine and hardwood lumber and cut-stock from Europe, Russia, South America, and North America.

Magnolia Forest Products 533

Terry, Ms.

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

Maibec Industries

Ste.-Foy, P.Q.

Manufacturer of SPF dimension, MSR and white cedar shingles for siding, and pressure treated lattice and accessories.

Maiweave. LLC

Springfield, Oh.

Woven polyethylene covers, tarps and liners, providing flame retardance and resistance to UV rays, static and abrasion.

Mallory Alexander

International Logistics

Memphis, Tn.

Logistics firm with a global network.

Manke Lumber Co.. Inc. 315 1717 Marine View Dr.. Tacoma. Wa.98422; (800) 426-8488; (253) 572-6252; Fax 253-383-2489 www.mankelumber.com.

Manke Lumber is family-owned and has been serving the needs of the lumber industry since 1953. The company takes pride in milling and stocking quality lumber in a full range of commodity sizes and larger dimension timbers, as well as a wide variety of treated lumber products. It manufactures primarily Douglas fir and western hemlock. Located in the Port of Tacoma, Manke has ready access to deep water shipping, rail heads, and trucking terminals for longer haul

loads. Manke operates its own fleet of trucks, offering straight or mixed loads bv truck. rail or sea.

Manning Diversified

Foresl Prodrrcfs

Hotchkiss. Alb.

SPF sawmill, planer mill, and reman.

Mary's River Lumber Co. 415 45 l5 NE Elliot Circle. Corvallis. Or. 97330; (800) 523-2052; www. marysriverlumber.com. Booth contacts: Don Dye, Raymond Luther, Rick lngram.

Mary's River Lumber Company has grown to be the nation's leader in the manufacture of western red cedar random length specialty lumber products. Since its inception in 1974, Mary's River has emphasized consistent high quality products and service to customers throughout the world.

With sawmills, kilns and finishing plants in both Oregon and Washington, Mary's River is your reliable source of second growth, tighGknotted, WRCfrom fencing to bevel siding, fascia boards to tongue-and-groove paneling. Mary's River Lumber Co.'s goal is to become your business partner by offering quality products, information, and reliable service.

Mason Forest Products 409

Ruston. La.

Din-rension, fl ooring. veneer, plywood. Master Mark Plastics 724

Albany. Mn.

Prociuces Rhino Deck composite decking and a composite white rail systent with a vinyl overlay.

Matra Inc. 831

St. Martin. P.Q.

Manufac(urer ol- F.l components in castern white pine, plus sidin_q and trim.

\laze \ailr*- .--.-- 721

100 Church St.. Peru. I1.6135,1; (800) 435--5949: Fax 8 I 5-223-7-585. ww'w.mazenails.com.

Manufacturcr of 1007c Made in the U.S.A. spccialty nails. Storrnguard double hot-dipped galvanized nails. and a complctc Iinc o1' stainless sleel nai I s.

McFarland Cascade 837

Tacoma. Wa.

Sawn products division is the West's largest supplicr of tre ated lumber. composite decking. stone decking, railings and decking accessories.

McShan Lumber Co.

McShan. Al.

Proclucer of quality SYP products sincc 1907, including high grade, stepping. patterns and export.

MetroWest Transload 708

Cresson. Tx.

Rcloading for the Drllas/Fort Worth metroplcx. Also delivers to any destination in Texas. Oklahoma and Louisiana.

Mid Valley Lumber Specialties 802

Aldercrove, B.C.

Rcmanufacturcr of WRC fascia. clecking. timbers. fence boards, r'ails, posts, fence pancls, and lattice screens.

Middle Tennessee Lumber Co.

Burns. Tn.

709

Hardwood lumber, plywood. 1'looring, millwork and components,

Mill & Timber Products Ltd. 208

Surrey. B.C.

WRC harvester. sawmill and reman.

Neiman Enterprises 600

Hulett, Wy.

Group of family-owned and operated rnills manuf acturin-u and rernanufacturing ponderosa pine lumber and millwork.

Nrrrdic I'-nginecrerl \\'ood 727 Windsor Station. Ste. 504. I 100 De La Gauchetierre St. W., Montrcal. P.Q H3B 2S2; (514) 633-9661; Fax 514' 633-0833: Email info@nordicewp. com, www.nordic-ewp.com. Booth contacts: Albert Renaud. Andrew Dingmen. Jeun-Mulc Dubois.

Nordic manufactures building products for home and comnrercial applications. The firm's production facility compriscs state-of-the-art cquipment designed to optin.rizc fiber yield with strict quality control. Uncler a meticulous ISO 1,1001 program. thc conrpany manages over 2 million acrcs of timberlands and maintains capacities of lzl0 million linear ft. of l-joist and 50 million bd. ft. of glularn production.

Nordic is also certified by the Forest Stcwardship Council.

High density black spruce forms the base for Nordic products. Known for its high strength-to-weight ratio and consistent flber quality. Norclic's

black spruce is ideal for cngineered wood products. Nordic's beams, heiiders. columns ancl tall wall studs f'eature an exclusive Envirol-anr technologya process that rninimizes waste and optimizes fibcr use.

NorSask l'orest Products lnc. 226 Meado*' Lake. Sk.

Softwood lumber producer.

North American Wholesale Lumber Association 203 Rolling Meadows, Il.

Association of 650+ LBM wholesalers. manufacturcrs and affiliates in the U.S. and Canada.

Bosed in Annopolis, MD, Fletcher Wood Solutions'i is the lorgest monufocturer of defect-free, oppeorance grcde rodioto pine products in New Zeclond. Distributing our cleor boords, mouldings, LIFESPANs treoted wood, ond lumber to the North Americon morket through our proven ond completely integroted supply choin, Fletcher Wood Solutions! mointcins direct occess to one of the lorgest FSC certified:n pine plontotion torests in the world.

V FASCIA W SIDING

North Florida Lumber Co.. Inc.

Bristol, Fl.

Manufacturer of SYP lumber for over four decades.

Northland Forest Products Inc.

Shakopee, Mn.

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

Mobile, Al.

Supplier of Everlasting Hardwoods brand imported hardwood decking, fencing and other outdoor living products, from ip6, jatoba and Tigerwood.

Oregon-Canadian Forest Products North Plains. Or.

Manufacturer of nearly 700 specialty wood products.

Ont.

Manufacturer of value-added WRC outdoor garden products

Or.

Manufacturer of veneer, plywood, plywood specialties, and LVL for industrial applications, lumber, studs, byproducts.

Private label LVL and wood I-beams made from Douelas fir.

Ab.

SPF studs, dimension, fencing, pallet stock, and specialties.

Elwood,Il.

Warehouse, truck, rail, transloading and data management services since 1989.

Patriot Timber Products Greensboro, N.C.

Imported hardwood and panel products, including hardwood plywood, hardwood decking, and SurePly underlayment.

Port Angeles, Wa.

Former KPly plywood mill

1 Commerce Sq.,2005 Market St., Ste. 1200, Philadelphia, Pa. 19103; (800) 752-1895l, Fax 215-625-9097 : www.plmins. com.

Pennsvlvania Lumbermens Mutual Insurance Co. specializes in Property and Casualty insurance for the lumber, woodworking and building material industries. Established in 1895, PLM has over a century of industry knowledge and expertise. Today, PLM provides protection for some 6,000 businesses in over 47 states throughout the U.S. Its primary lines include Property, General Liability, Inland Marine, Business Automobile, Commercial Excess Liability, and Equipment Breakdown coverages. PLM offers competitive rates, loss control programs, and prompt claims response and handling. It is financially strong and carries an A.M. Best rating of A (excellent). Designated NAWLA's Approved & Recommended Property/Casualty Underwriter for members, PLM has provided a safety group dividend plan since 2000.

Pine Tech. Inc. 736

Lake City, Mi.

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

Plum Creek A?fi

Columbia Falls. Mt.

Timberlands and Northwest mills, producing boards, solid and FiJ studs, SYP dimension, plywood and MDF.

Plycem USA,Inc. 627

10945 State Bridge Rd., Ste. 401304, Alpharetta, Ga. 30022; (678) 5 I 7485 | I Email sales@plycemlrim.coml www.plycemtrim.com.

With the broadest line of fiber cement trim available and more than 20 years of proven performance, Plycem has demonstrated to customers that it has all the advantages of wood trim without any of its limitations. Plycem fiber cement exterior trim delivers versatility with a reversible trim that complements any siding and architecture, provides the durability of long-lasting, fire-resistant fiber cement, and contains environmentally friendly recycled materials.

Because it can be installed using the same tools used for wood and carries a 25-year limited warranty, Plycem has quickly become the pre-

ferred fiber cement exterior trim for many architects and construction professionals.

Ponderosa Software (Computer Associates. Inc.) 206 Smithfield. R.I.

Over 30 years of experience in providing business consulting, industry-specific software development and professional services to lumber, building material, and millwork distributors and manufacturers.

Porcupine Wood Products Ltd. 734 Salmo, B.C.

Clears, decking, dimension, fascia, fencing and specialty products.

Portbec tr'orest Products 233 St. Foy, P.Q.

Exporter and lumber brokerage with a sales network spanning North America, Europe, the Middle East, and North Africa.

Potlatch Corp. 618 Lewiston. Id.

Producer of dimension lumber, industrial plywood, particleboard, OSB, studs.

Power Wood Corp. Suney, B.C.

Manufacturing distributor of quality WRC products.

PPG Machine Applied Coatings 619 I PPG Pl., Pittsburgh, Pa.15272: (877 ) 622-4277; www.ppg.com. Booth contacts: Craig Combs, Jason Adams, Chris Andrews. Patrick Hanulak.

The originator and leader in machine coating technology provides value-added wood and composite performance solutions. This includes research and development, production support, and factory finish marketing programs with a nationally known product.

Probyn Group New Westminster. B.C.

711

Partnership of companies includes custom cedar fencing and board reman Raintree Lumber Specialties, WRC mill AJ Forest Products, and WRC/whitewood fencing producer TMI Forest Products.

Progressive Rail Inc-/ Carload Connection 720 Lakeville, Mn.

Transportation, warehouse and cartage logistics.

Progressive Solutions. Inc. 524 Richmond. B.C.

panel mills, remanufacturers, wholesale/distributors, and LBM distributors/dealers with domestic and exoort markets.

Armstrong, B.C.

Synergy Pacific manufactures QuattroTimber laminated wood products, including QuattroPost, QuattroCorner, QuattroCorbel, Quattrolam, and QuattroSpan.

Real Time Freight Services

Chicago, Il.

Offers an on-demand, web-based technology platform that connects all participants involved in the management of freight transportation.

Resource Communications

Grand Rapids, Mi.

230

Specializes in video education, sales and training through Internet communication.

Lake Hopatcong, N.J.

Transportation and logi stics

Rielly Industrial Lumber

W. Vancouver. B.C.

Producer of high grade, kiln-dried and green western red cedar products, including dccking and specialties.

RISI 4 Alfred Circle, Bedford, Ma. 01730; (866) 271-8525; Fax 818-487-4550; Email info@risiinfo.com; www.risiinfo.com/ crows. Booth contacts: Dan Blenk, Ken Tennefoss, Gary Zauner, Scott Gately, Trish Roche, Trisha Aubin

RISI publishes Crow's Market & Price Service, the most comprehensive market and price service covering the North American lumber and panel market. Crow's provides objective wholesale pricing, detailed market reports, daily and weekly news updates, and market forecasts to give you a comolete and accurate understandins of each week's markets.

Robbins Lumber. Inc.

218 Searsmont, Me.

Robbins owns and manages 30,000 acres of its own forests and operates 4O-acre eastern white pine milling complex.

Rosboro

Box 20,2509 Main St., Springfield,Or.97477; (888) 3932304: (541) 7 46-841 l: Fax 541 -726-0972; www.rosboro.com.

Rosboro, one of the Pacific Northwest's largest timber holders, continues to build on a 7O-year tradition of quality products and attentive customer service. Leveraging its position as the largest glulam manufacturer in North America, Rosboro has expanded its suite of products to include three new offerings: Custom Glulam (greater specifying options on custom orders), FSC-Certified Glulam, and Rosboro Select Joist (uniform and stable MSR joist, kiln-dried ro l5vo).

Standing alongside these recent introductions is Rosboro's long-trusted family of products, highly regarded for their ease of use, convenient installation, strength and stability. These include Stock Clulam, Rosboro BigBeam, l.8E-IJC, RMT, Treated Glulam, Rosboro Tall Wall, columns, studs and plywood. Today the Rosboro product line represents one of the most complete and diverse in the home- and commercialbuilding industries, the end result of a rich history of innovative and efficient manufacturing processes that have consistently generated high quality lumber at competitive market pnces.

4r2

Roseburg Forest Products Co. Roseburg, Or.

Lumber, plywood, specialty panels, and EWP.

Rl2- 813

B ox l l 1 0, a t. * un a ri u TLu.7 t 3 0 g { 8 6 6) 7 3 9 - 8 2 tt lt ; w w w royomartin.com. Booth contacts: Bobby Byrd, Lori Byrd, Ryan Traczewitz, Bert Campbell, Melinda Howell.

Producer of OSB, southern pine plywood, softwood lumber, and creosote poles.

Samuel Strapping Systems

Toronto, Ont.

332

Innovative

SaverSystems packaging and unitizing solutions.

Richmond.ln.

Water repellents for wood, masonry and concrete.

Sawarne Lumber Co. Ltd. 605 Richmond, B.C.

WRC siding, paneling, boards, dimension, decking, f'encing Seneca Sawmill Co. 631

Eugene. Or.

Over 350 million fl. of dimension,lumber and studs a year.

Shasta Green Inc. 425

Burney, Ca.

Studs, structural light fiaming, moulding and 4ll commons.

Bella. Ca.

Clears, commons, decking, dimension, industrial clears, light framing, and shop.

Redding, Ca.

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

industry since 1989.

223 Prince George, B.C.

Remanufacturcr and sales agents for B.C. stud mills Lakeland Mills. Nechako Lumber, Apollo, and Tl'oh Forest Products.

Skana Forest Products Ltd, Richmond. B.C.

Manufacturer of high-quality dimension lumber, including western red cedar products, SPF, MSR and plywood.

Simpson Lumher Co.

Shelton. Wa.

Mills in Washington produce DF and hemlock dimension, and mills in Georgia and South Carolina produce SYP dimension.

Snavely International 829

Pittsburgh, Pa.

Manufacturer and importer of softwood lumber and specialties, specializing in door and millwork products.

Snider Industries. LLP

Marshall, Tx.

Products include 100% 1" SYP grades of D&Btr., #2 and #3.

Spruceland Millworks

Surrey, B.C.

lumber, S4S & patterns, SPIB

SPF F/J studs, dimension, components and fencing Sfarhorn Indrrsfries

q26

406 Avenel. N.J.

Offers HeadCote stainless steel screws with color-coated heads and Smart-Bit pre-drilling and countersinking tool.

Stimson Lumber Co.

Portland. Or.

Manufacturer of DF ancl hem-fir studs, lumbcr, studs. plywood, hardboard, Duratemp hardboard siding. and StintPro inland red ccdar boards. decking. patterns. fence rails, and posts.

Stoltze Land & Lumber Co.. F.H.

Columbia Falls, Mt.

Douglas l'ir & larch, pattern stock. western woods, SPF & SFP-S, cedar'. Idaho white pinc. and pondcrosa pine.

Stone. F.C.

Chicago,Il.

Sotiwood luntber ancl OSB futures spccialist.

520

202 (Hq.) 22-55 Justin Trail, Alpharetta, Ga. 30004: (West Coast) 37-521 N.20th St., Phocnix, Az. U5086: (Wcstern Canada) 201-1425 Marine Dr.. W. Vancouvcr. B.C. V7T 189; (Easte rn Canacla) ,1220 Ran-c clc la Rivicrc Nord, St.-JeanBaptiste. P.Q. J0L 280r (800) 3-53-0892: (110) 569-2244. Email parrish@sunbeltracks.com: www.sunbcltracks.com. Booth contact: Brad Bedfirrd.

Sunbclt

LBM industry leader in rack storage systems, rack-supported buildin-rs, and pre-cngineered steel buildings. Sunbelt designs, engineers and installs cantilever. pallet, mczzaninc, and millwork storage systenls. as well as drivc-thru buildings, sheds. storc buildings. and warehouse buildings. Sunbelt has a wide varicty of spccialty racks, including its Power Bin automated lumber storage svstcm and door & window stack racks.

Sundance Forest Industries Ltd.

Edson, Alb.

621

Studs. 4/4 commons. laminating stock, radius cdge decking, structural joists. boards, truss wcb.

Sun l\lountain l-umbcr 30fr

181 Greenhouse Rd., Deer Lodge, Mt. 59122: (1O6) 8461 7 2 | ; F ax 406-846- | 67 2; www.sr-rnmtnlumbcr.com.

Sun Mountain Lumber was firrmed in thc spring of 2004 when Sherm and Bonnie Anderson acquirccl the stucl mill and fingcr.joint iacilities fbrmcrly owned by Louisiana-Pacific Corp. In addition to the stud mills. thc Andersons havc owned and operated Sun Mountain Logging sincc 1976.

Prirnary lumber products includc:

. No-prior selcct kiln-dried solid studs (2x4.2x6. lt'& 9', stud and #2 grades. DF & ESLP, HT stamp)

Fingerjointed studs (2x4,2x6,7'- l2', stucl and #2 grades, WW, DF/L & SPF, HRA - l-hour firc rating)

Sunset Moulding Co.

Yuba City, Ca.

8ll

Produces moulding and millwork in wood and Suntrim MDF. Sure Drive USA/Pan American Screw

Hayward, Ca.

Distributor of Rustguard decking screws, Seanuster stainless stccl screws. Surc Drivc CDS corrposite dcck screws, ShadocTrack under-deck fastcning system, Hidclen Link hidden dcck fasteners, and Copperguard ACQ-approved fasteners.

Srr anson Group Salcs

201

2(19-5 Glenclalc Vott"y Ra- Ct"naot". O. S7442; (511) 832-l l2l I (|J00) 33 I -0831 ; www.swansongroupinc.com.

Booth contact: Kevin Daugherty.

Swanson Group Sales handles sales for Swanson Group, a privatcly owncd fbrest products conlpany bascd in Clcndale, Or.. which owns and opcrates fivc sawmills and an aviation division that is involved with aerial Iogging. l'ire fighting. and

totttul:-EtItINAfIl|o tatt{tctltN

other activities. The two dimension mills-in Glendale and Noti, Or.-produce green Doug fir in 2x4 to 2x10, although heavy to 2x4 and 2x6. Lengths are 8-20 in Glendale and 8-24 in Noti. Primary grades are #llBtr. and Std./Btr. in 2x4 and Select Struc and, #2lBtr in the other widths.

A stud mill in Roseburg, Or., offers K.D. studs in white fir, hem-fir, and DF in 2x4 and 2x6 and up to l0' trims. A small amount of green DF is also available, as well as cedar in 2x4 and 4x4. The company operates two plywood mills-in Glendale and Springfield, Or.-producing fir panels in sheathing, sanded, sturd-i-floor, sidings, industrial grades, and MDO and HDO overlays for concrete form and painting. Glendale is a 4x8 mill, but Springfield can produce panels up to 4x 10.

The stud and dimension mills are WWPA mills, and the panel mills APA. All facilities are certified by SFI and carry that certification stamD on the finished oroducts.

Tlrl Bnterprises

Berkeley, Ca.

Decking, flooring, furniture stock, lumber, moulding. kilns, planer mill, sawmill, warehouse.

Teal-.Iones Group. The Surrey, B.C.

Producer of WRC shingles, lumber, paneling and siding.

Terminal Forest Products Ltd.

Vancouver. B.C.

Timberlands and lumber mills in B.C. and northwestern U.S.

Teton West Lumber. Inc.

Cheyenne, Wy.

Five domestic sawmills producing pole pine, aspen and cottonwood, plus als, import and reloads.

Milwaukee. Wi.

Englemann spruce, lodgeremanufacturing, industri-

It $arts as a seedling in our nursely and reaches its full potential in our forests.

Earning (hain of Custody certifrration through Sustainabile Forestry Initiative (5tl) in 2009, the 5outhern Yellow Pine wood products - dimension lumber, timber, boards, and pattern stock - produced byWeJtervelt Lumber brinq superior qualityt0 the (ustomer, and integrity t0 0ur organization's l0ng{tanding environmental (ommitment.

Visit westerveltlumberc0m f0r additi0nal informati0n.

W_pg3pn1'_mr

LUMBER

(800) 633-5963 Moundville.Alabama

Vrsrr us rN Boorn 2t9 n THE TRADERS MARKET.

Hardwood distributor, supplying wood for the manufacture of decks, bridges, boardwalks, marinas, piers, etc.

TimberTech A7)

Wilmington, Oh.

Composite decking, railing and fencing, plus DrySpace drainace svstem.

TMO Global Logistics

Charlottesville. Va.

61')

Provider of transportation support, supply chain management, and consultins.

/t11

Vernon, B.C.

Studs, MSR, dimensional Tomts Orrrlitv Millwnrk & lumber, plywood and OSB. flardwnnds

Campbellsport, Wi.

Hardwood lumber and millwork.

TradeTec Computer Systems Ltd.

Parksville, B.C.

Forest products software solutions

Columbus. Ms.

629

Open web floor trusses incorporating trimmable wood l-joists.

Tripp Lumber Co.

Missoula. Mt.

830

Dimension reman specializing in log cabin siding, T&G, and pattern boards.

Tri-State Lumber Co.

Fulton. Ms.

824

Professional contractors who know quality, know Woodway. Built for professionals by professionals, Woodway's six quality product lines are built tough, made of top-quality solid wood and are carefully crafted. Call or email Woodway for complete information about EZ Rail, Architectural Deckrail, Quick Clad post sleeves, post caps, planking and durable lattice panels.

SYP poles, pallet stock, piling, timbers and treated stock.

Trout River Lumher. LLC 729 Crewe, Va.

Manufacturer of SYP floorins and SPIB pattern work.

Tucker Lumber Cos.. C.M. 7O3 Pageland, S.C.

Southern yellow pine sawmill, pressure treater. and manufacturer of LifePine wood shakes.

Ty-Lan Enterprises. Inc. 311 London. Ont.

Developer of the Shadoetrack underdeck fastening system.

IIninn Penific Reilrned 110 Omaha. Ne.

UP is the largest railroad in North America, operating in the western twothirds of the U.S. The railroad serves 23 states, linking every major West Coast

and Gulf Coast port and providing service to the East through its lour major gateways in Chicago, St. Louis, Memphis and New Orleans.

II-S- Rail Toledo, Oh.

Operates shortline railroad in Ohio.

Colville. Wa.

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

Versatex Trimboards 408 Leetsdale, Pa.

Manufactures Versatex trimboards through a free-foam cellular PVC extrusion process, providing the look of wood without weatherinc and maintenance.

Waldun Group 839

9393 281th St., Maple Ridge, B.C. V2W ll-l; (604) 462-8266; Fax 604462-8264; Email sales@waldun.com; www.waldun.com.

Mixed trucks are its specialtyone-stop sourcing of a range of products from the Waldun Group means better inventory turns and lower inventory costs for its customers. Buyers are able to source just what they need and when they need it. Its mills can supply quality cedar roofing, siding, lumber, deck and garden components in a single shipment. The manufacturing strength and flexibility of Waldun Forest Products, Stave Lake Cedar Mills, Twin Rivers Cedar Products, and the Waldun Group ensure a vast array of durable and attractive cedar products in response to any demand, bis or small.

Watco Transload & Intermodal Services(FormerlyReload.Inc.) 636 Pittsburg, Ks.

Rail-centered transloading, warehousing and intermodal company, with facilities in Arizona, Missouri, Wisconsin, Illinois and Kansas.

Watkins Sawmills Ltd. 213 Maple Ridge, B.C.

Producer of WRC shakes and shingles, featuring FSr 2000 treatment to meet the strictest fire retardant standards.

Building with Eastern White Pine is character building. It is a reflection of who you are, how you choose to live and your commitment to authenticity. To learn more about building with eastem white pine visit www.easternwhitepine.org.

Will your next projeet have character?

Questloos?Astxrttl. wrTr.nclmrorc NELMA.

West Bay Forest Products & Mfg. 401 New Westminster, B.C. Sawmills, reman and specialty plants.

West Fraser Mills Ltd. 739 Quesnel, B.C.

Chief subsidiary of West Fraser Timber, an integrated wood products company producing lumber, LVL, MDF, plywood, pulp, linerboard, kraft paper, and newsprint at facilities throughout western Canada and the southern U.S.

Western Forest Products Inc. 623 Duncan, B.C.

Iintegrated forest products company and the largest coastal B.C. woodland operator and lumber producer, with over 1.5 billion bd. ft. of capacity at eight sawmills and four remanufacturins plants.

Westcrvclt Lumher 219 Box 4899, Tuscaloosa, Al. 35404; (205) 562-5896; Fax 205-562-5814; www.westerveltlumber.com: Booth contacts: Joe Patton. Todd Nodine. Westervelt Lumber is a southern yellow pine sawmill located in Moundville, Al., producing 1" boards, dimension lumber.5/4x6 RED. and timbers.

Annual production capacity is 215 million bd. ft. Also runs 1" and 2" oatterns.

Gonstruct

Weston Forest Corp. 319

Mississauga, On.

Remanufacturer of forms and industrials. Operates chopsaws, dry kilns, F/J equipment, moulders, paper wrap machinery, PET trimmers, planers, resaws and ripsaws.

Westshore Specialties 819

Delta, B.C.

WRC and Alaskan yellow cedar remanufactured products, including fencing, decking, siding and roofing.

Richmond, B.C.

Fully integrated inventory and financial management software system for lumber wholesalers and remanufacturers.

Woodtone Building Products 331

Chilliwack, B.C.

Premier producer of coated exterior wood products and manufacturer of the RealWood family of products, including RealTrim, RealPost, RealSide, RealCorner, RealSill and RealSoffit.

Wynndel Lumber Sales 710

Box 40, Wynndel, B.C. VOB 2N0; (2so) 866-5266; (8"17) 898-5266; Fax 250-866-5352; www.wynndellumber. com.

Wynndel Lumber Sales recently installed the most advanced finish line for ESLP (Engelmann spruce-lodgepole pine) boards in North America, and is positioning itself to be a leader in both quality and efficiency of production. The flagship of the new line is a LMC 2009 Super Thundermac planerlmoulder, which is the largest board moulder ever delivered to North America. It is 9-ft. wide, 24-ft. long,

and weighs over 80000 lbs. Its 7,200rpm, 2O-knife heads will impart 14 knife cuts per inch on lx4 through lx12 ESLP eased-edge boards. The control and precision hold-downs will give the eased-edge product exacting tolerances. The line is complemented with three slowdown grading stations, an automatic trimmer, end stamping for grade, and end waxing to eliminate end splits and improve yardability. Trim loss and machine defects will be minimized, which will allow Wynndel to target and maximize optimal tallies.

Wynndel also runs about 12 million bd. ft. of pattern stock through its Wadkin and Weinig moulders. The

Weinig Hydromat 2000 moulder, installed last month, triples the capcity of the facility.

As Wynndel expands in the premium board market, there is an expection to do the same in pattern and the company has positioned itself to take on additional demand. It currently runs more than 30 different profiles of paneling and siding, and now has the capacity to make additional profiles. With in-house priming, Wynndel will also be able to target any of its specialty forest products through the vacuum coater line to output high-end trim and fascia products destined for wholesale distribution throughout the continent.

Managing Today's'' Forest for Tomorrow

www.sunmtnlumber.com

Deer Lodge, MT 59722

Fax406.846.1672

solid studs

Fingeriointed studs with an HRA stamp & {-hour fire rating

Crow's Market & Price Service

The most comprehensive market & price service covering the l{orth American lumber and panel market.

Now every subscription to Crow's Market & Price Service includes all of these great features:

' Crou;'B Weekly Morhet Report * the longest-running & most respected lumber & panel price reporting publications in North America.

' Crou's Price Watch - an online service that allows you to analyze price trends and instantly see which prices are up or down and by how much.

' Crowb Lumber & Panel Neue Seruice - a comprehensive & reliable daily news service covering the latest lumber news & wood products industry developments.

' E/SI'c Lurnber & Panel Outlook - a weekly analysis of wood products markets by RISI's economists - the most trusted source of forecasting in the North American industrv.

Quality, no-prior select kiln-dried

Other Exhibitors

Rrrildino Prodrrcts I)iqesl 225^

4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660; (949) 852- 1990; Fax 949-852-023 1 ; Email dkoenig@buildingproducts.com; www.building-products.com.

Launched in 1982, BPD is a monthly trade magazine for lumber and building material dealers, wholesalers and pressure treaters east of the Rockies. Circulation approaches 18,000. Covers industry news, trends, and advice on management and marketing.

Merchant Magazine. The 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660; (949) 852- 1990; Fax 949-852-O231; Email dkoenig@buildingproducts.com; www.building-products.com.

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

Northeastern Lumber Manufacturers Assn. 8328

272 Tuttle Rd., Cumberland, Me. 04021; (2O7) 829-6901; Fax 2O7 -829-4293; Email info@nelma.org; www.nelma.org.

Established in 1933, Northeastem Lumber Manufacturers Association is the rules writing agency for eastern white pine lumber and the grading authority for eastem spruce, balsam fir, spruce pine fir (SPF) species grouping, and other commercially important eastem softwood lumber species.

Yakama Forest Products 2.2R 3191 Wesley Rd., White Swan, Wa. 98952; (509) 874I I63; Fax 509-874-I I62; www.yakama-forest.com.

Yakama Forest Products is known as one of the industry's highest quality producers ofponderosa pine shop & moulding, 414 pine boards, and radius edge decking. YFP harvests timber off the eastern slopes of the Cascade Mountain range, and produces l0 million bd. ft. per month.

YFP is constantly working to develop a larger, quality conscious customer base and always uses sustainable forestry practices.

zip-O-I.og Mills

Eusene. Or.

Founded in 1944, Zip-O-Log Mills facturer of Douglas fir posts, beams, raihoad ties. and domestic clears.

809

is a family-owned manutimbers, joists, stringers,

Advertisers lndex

For more information from advertisers, call them directly or visit their Web sites in brackets.

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Benjamin Obdyke [www,benjaminobdykecom] ................................26

Coastal Plywood [www.coastalplywood.com] ............14

FinnForest USA [www.finnforestuscom].. -...-.........30

Fletcher Wood Solutions Iwww.tenonusa.com].................----..........21

Forest2Market [www.forest2marketcom] ...-...........25

Haida Forest Products Iwww.haidaforest.com] .....................................9

Idaho Forest Group Iwww.idahoforestgroup.com] ................,....,.,..,..13

Krauter Solutions Iwww.krauter-storage.com] ....................,.,....,....,.22

Manke Lumber Co. [www.rnankelumbercom] ........24

Mary's River Lumber Iwww.marysriverlumbercom]........................18

Nordic Engineered Wood Products Iwww.nordicewpcom] ...............19

North American Wholesale Lumber Association [www.nawla.org] .31

North Pacific [www.northpacificcom],......,... .Cover IV

Northeastern Lumber Manufacturers Assn. [www.nelma.org] ........,28

Pennsylvania Lumbermens Mutual Insurance [www.plmins.com] ..,16

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PPG Machine Applied Coatings

RoyOMartin [www.royomartin.com]

Siskiyou Forest Products Iwwwsiskiyouforestproducts.com]............17

Sunbelt Iwwwsunbeltracks.com]

Sun Mountain Lumber Iwwwsunmountainlumberrom]................,,29

Swanson Group Sales Co. [wwwswansongroupincrom] ..................23

Westervelt Lumber Iwww.westerveltlumbercoml.............................27

Wynndel Lumber [www.wynndellumbercom]

Yakama Forest Products Iwww.yakama-forest.com]...,...,.................26

LBM -Iournal

Going local Tap into the green benefits of buying and selling close to home

EtOR MOST independent business

.l-' owners. the idea of buying local is pretty familiar-at least with respect to our own businesses.

We know that money spent in our stores, from folks in our own community, tends to stay in the community. A good chunk of our salaries and those of our employees will likely be spent and invested locally, for other goods and services, as well as contribute to local taxes that pay for fire, police, and other municipal services.

Awareness of these benefits is spreading and giving rise to hundreds of buy-local campaigns that could be an important component of your green strategy.

Recently, the media has covered the growing interest in buying locally produced food, as "locavores" seek to reduce the "food miles" and carbon footprint of their daily meals. Right alongside, the shop local movement has been quietly picking up steam.

Organizations like BALLE, the Business Alliance for Local Living Economies (www.livingeconomies.org), and AMIBA, the American Independent Business Alliance (www.amiba.net), and a few others are experiencing rapid growth. Combined, they represent over 30,000 independent businesses and over 130 local networks, with the bulk of those forming over the last two years. Not surprisingly, a growing number of these businesses are LBM dealers.

"Joining an independent business alliance, or starting one in your local community, is not unlike joining a co-

op, where members can benefit from group buying on advertising, supplies, etc.," says Jeff Milchen, co-founder of AMIBA. Milchen counts the recession and growing interest in reducing environmental impacts as two of the main drivers lifting the number of independent business alliances they work with from 30 before the recession to an anticipated 75 by year's end.

Both organizations provide support to locally focused business networks to educate the community about the benefits of buying and "thinking local." BALLE's Alissa Barron points out that there's a strong economic case for local businesses to form col-

By Jay Tompt

for buying renewable energy."

Seeking to tap this trend with some innovative twists is San Francisco start-up Viv (www.doyouviv.com).

It's a forward-thinking rewards program that helps green customers entice participating retailers to continuously green their operations with a simple card scan. The businesses take green steps based on the number of customer visits. while the Viv team offers consulting, free energy audits, and discounts from affiliated wholesalers. Meanwhile, customers can share pride in a business' accomplishments and become more loval.

For most independent LBM dealers, this trend plays to your natural advantage, but you can't sit on your hands. Join your local network, put signs in your windows, buy your supplies locally, and start educating your customersboth contractors and homeowners-about the community benefits of buying local.

laborative networks that promote buying locally. "Dollars spent at locally owned businesses circulate in the community two to four times longer, and do two to four times more good, than those spent with chains," says Barron. "We're also finding that businesses end up collaborating on broader issues, too, like pooling resources

There may be opportunities to pool resources with fellow local businesses, too. If you're sourcing local materials, make sure to point them out-they can also contribute to LEED regional credits. All in all, by fully embracing your local selves, your business will benefit and your community will, too.

- Jay Tompt is managing partner of William Verde & Associates, a consulting firm dedicated to helping LBM and home channel retailers, distributors, and manufacturers become green leaders in their communities. He can be reached at info@williamverde.com or (4 1 5 ) 32 I0848.

Steve Lawrence, ex-Anfinson Lumber Sales, and Victor Hernandez are new to sales at California Timberline. Chino, Ca.

Dave Rupp has joined J.H. Baxter & Co., San Mateo, Ca., as business mgr. of its TimberWood Products specialty line of laminated lighting poles and accessories.

Bryan Borovec and Gary Newman, ex-Pacific Western Lumber, are new owners/partners at Pacific Alaska Lumber, Lakewood, Wa. Gary Goodman, ex-Pacific Western, is a new trader.

Mark Mitchell has been promoted to chief operating officer for Serious Materials, Sunnyvale, Ca.

Mike Mclnnis has joined CustomBilt Metals, Chino, Ca., as national sales distribution mgr.. overseeing the company's expansion to onestep distribution.

Bill Bevacco is the new sales rep covering California for The Ipe Clip Fastener Co., Gaffney, S.C.

Murray G. Smith has been promoted to chief financial officer for Jewett-Cameron Trading Co., North Plains, Or.

Bill Kraut, general mgr., and Gordon Meling, contractor sales, Hadlock Building Supply, Port Hadlock, Wa., are celebrating 10 years with the company.

Rod Young, chairman and former c.e.o., RISI, Boston, Ma., has added the role of chief economic advisor. Lynn Michaelis, exWeyerhauser, is a new contributor to RISI's North American Housing and Macroeconomic forecasts and analysis.

Darryl Martin has joined the sales force at Fraser Cedar Products, Maple Ridge, B.C.

Jay Lund has been named president and chief operating officer of Andersen Corp., Bayport, Mn.

Wayne Van Tassel, Samuel Strapping Systems, Olympia, Wa., will deliver a presentation on product identification solutions to increase productivity and improve company image Nov. 6 at the NAWLA Traders Market in Chicago,Il.

Dan Bohannon, Bohannon Lumber, Orange, Ca., teamed with tennis pro Brian Cheney to win the USTA National Indoor 60's Tennis Championships at the Seattle Tennis Club, Seattle, Wa.

Ms. Anne Thrope has filed sexual harassment suits against all the male employees of MungusFungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Trinity River Lumber Owner Vows To Rebuild Mill Following Blaze

A Sept. 12 fire destroyed most of Trinity River Lumber's mill in Weaverville, Ca., but owner Frank Schmidbauer plans to rebuild once insurance details are worked out.

According to authorities, a cutting torch being used to repair an edger inside the building started the fire. They also said that an in-house hose system didn't function and the automatic sprinkler system did not work.

The section of the building that was destroyed was the sawmill that datcs back to the mid-1950s. but has been upgraded through the years.

Trinity River Lumber controller Beverly Wilson said the mill's 130 mill emplovees will be out of work at

least a week while company officials determine the extent of the damage.

Firefighters used a helicopter to drop water and a pair of nir tankers to drop retardant on the main building to prevent thc blaze fiom reaching nearby log decks and piles of finished lumber.

"They bombed it." Wilson said of the tankers' drops. "It was pretty amazing."

PenPly Moves Into K-Ply Mill

Peninsula Plywood Group has finalized its lease deal with the Port of Port Angeles, Wa., that allows the start-up to revive K-Ply's mothballed

plywood mill.

This summer, PenPly acquired the assets of the mill. which has been down for nearly two years, and struck a preliminary lease arrangcment with the port frrr the mill site.

The initial deal requircd the new owners to begin repairs at the mill within 60 days, but they have been held up because they had to put up a bond fbr a full year's lease In early September, the port agreed to a reduced bond total -$10,000 up front and the remainder in 2010.

Under the lease, PenPly now has full access to the l9-acre site and must employ 60 full-time workers within the next three months. Company and port ofTicials anticipate the mill will eventually employ 172.

PenPIy is headed by fbrmer K-Ply sales manager Josh Renshaw.

Innovation

Turn the worst of times best of times

By Joseph C. Schmieder

It was eerily quiet, because the once bustling factory that manufactured woodworking equipment no longer had a steady stream of orders. Everything had slowed to a crawl.

walking and kept thinking. Two seemingly disparate images floated around his mind continuously-sharp saw blades ripping through a thick piece of white oak and a man's hands ripping off pieces of bread from a large, softcrusted loaf.

"That's it!" Howard blurted out loud. The dots finally connected. He raced back to the factory to begin developing the first retail bread slicer.

Fast-forward to this century and you will find bread-slicing machines, modernized since those early models, in 80Vo of the supermarkets and most retail foodservice bakeries in the U.S. Over that same time frame, the Tuthill family passed the business down to the third generation, who continued to diversify the company into bread packaging and labeling.

fT WAS the middle of winter 1930, Ithe heart of the Great Depression, when Howard Tuthill walked through the cavernous factory thinking about what to do with his family's business.

Dismayed, Howard left the factory on the north side of town and walked downtown by the lines of people waiting in front of the YMCA building for some meager portions of food. He watched as the government official scooped up soup and tore offpieces of bread for each needy person. He kept

Faced with the current market conditions, how can you respond creatively, as Howard did? Is this current economic funk actually a conducive period for developing your company's next innovation?

Yes, now is an excellent time for family and closely held businesses to step back and take a look at what is going on in their industry, what the business's unique strengths are (that

is, those that cannot be copied by your competition), and how these might be leveraged into new opportunities. What have your customers been complaining about, and how might you address these complaints? What do your salespeople describe as the real reason you are unable to win over those prospects, and how might these objections be overcome? What are your suppliers saying about other companies to which they provide products or services, and are there areas where you are superior to these competitors? What products or services have you been thinking about developing and offering in the marketplace? Answers to these questions can generate a meaningful list of potential innovation opportunities: new products, new markets to serve, or a superior way to manufacture your product or bring it to market.

Companies that successfully produce a steady stream of innovative products and services have a disciplined process for capturing, prioritizing, developing, and commercializing these ideas. Howard's bread-slicing idea did not follow a disciplined process, but subsequent company developments did. The adjustablewidth slicer that could cut thick Texas toast or thin deli slices followed a new product development process that clearly identified the unmet needs of customers and guided the path to market introduction.

We have all been exposed to the accomplishments of large companies that are recognized as innovators. 3M created the now-famous Post-it Notes out of a lab mistake. Although a "killer app" product or service can create a whole new product category or change an entire industry, radical innovation is not necessary for most small- to medium-sized private companies. Incremental innovation can also drive significant value. Modifying a product, such as by taking a bread slicer and morphing it into a bagel slicer, can extend an entire product line without requiring the risk or investment necessary to expand into a new customer base or market.

An innovation can also come in the form of a new business model or a different way to go to market. Michael Dell showed the world how to create a made-to-order computer via the Dell website, shrinking lead times and bypassing the retail outlets. Or how about an innovative service? Again, the Internet played a key role in the

recent success of Google, eBay, and Facebook.

We live in a time when information-what customers want and don't want, what competitors are offering, and what new business models have been tried-is readily available. The challenge is to ask yourself the right questions, create a process for filtering opportunities, and create a culture that fosters and rewards innovation. This turbulent economic period is actually a prime time to spawn new creative ideas, because people are more open to change and may need to think out-

side the box to keep their business afloat. It is an opportunity to capitalize on the new world order that is unfolding in front of us.

Can your company create the next innovation that lives up to the clich6d standard set by Howard Tuthill-the best thing since sliced bread?

- Joseph Schmieder is a senior associate of Family Business Consulting Group, Marietta, Ga. Reach him at (800) 551063 3 or schmieder@ efamilybusiness.com

Reprintetl with permission Jrom The Famill, Business Advisor, a copyrighted publicatktn of Famib Enterprise Publishers. No portion of this article may be reproduced without permission of Family Enterprise Publishers.

Getlate-paftg customers to pay on time G

By Gene Siciliano

VOUR business was running pretty

I smoothly-sales growing. and profits growing, too-and then the credit crunch hit, someone said the "R" word and everything started slowing down almost overnight. Most troubling of all, your customers have been paying you later and later, as if they are using your money to fill their own personal credit crunch.

Well, they probably are.

Most of us don't realize how dependent we are on credit to run our

businesses. Vendor open account credit-the kind you extend to your customers-is by far the largest source of borrowing power in our economy. When you sell your products and services on credit, you are making interest-free loans to your customers, even if you are financing those loans with a bank loan for which you pay interest every month.

When collections roll in on time, it all seems to work out nicely. But when collection slows down. vou still

need to replace goods you've sold, pay your workers (on time), and pay the rent and all the other expenses of running a business.

Assuming your bank credit lines are in place and your margins are adequate, you have a bit higher interest expense and you can ride it out with

Forget the sanding

Durastrand Flooring stays firm and flat

Durastrando Flooring features an enhanced edge-seal and an engineered blend of waxes and resins that block moisture and reduce or eliminate swelling even in harsh conditions. Plus it comes with a go-day no sand and 5o-year guarantee against delamination and manufacturing defects. Go for the new choice in flooring, and forget the usual hassles and call-backs. Durostrand Flooring-On the level@

your customers. However, if your credit lines or cash reserves aren't sufficient to cushion you from the sudden change in cash flow, your business could be in big trouble. Besides, most bad debt write-offs come from old balances, not current ones. The older the balance, the higher risk it will never be collected.

So, your best bet is to encourage your customers to pay on time. No added interest expense, no hassle with customers, no write-offs, everyone is happy.Well, you are probably thinking, "That was helpful. How do I do that, exactly?"

Here are five ideas that can work well for you:

Improved Credit-Granting Practices

On the front end, screen new customers more closely before granting a credit line. Spend a few dollars actually getting a credit report, and a few minutes calling a couple of their credit references to get a sense of the relationship they have with your potential customer.

The conversation might go to their payment patterns when the economy slows, which could be different from good times. A comment that "they sometimes struggle to keep current but they always manage to get caught up" could be a red flag these days. Also, be watchful of a prospect who has changed suppliers more than once in the past year, and if you can learn the name of their previous supplier, that's someone you want to talk to.

Committed Collection Effort. All the Time

Make collection follow-up a key duty of at least one person in your company. Don't make the mistake of giving the job to your controller to handle in her spare time, just because Accounting handles the money. She likely doesn't have any spare time, and besides, accounting personnel are not typically the best in customer communication, especially if the subject is touchy. Assign the job to someone who is a good negotiator, has an amiable but firm phone personality, and who understands this is a key job.

Most importantly, do what you say. If you promise something in return for prompt payment, make sure you deliver. If you say you must deny future shipments until an account is brought current, stick to it-every time.

Key point: If your collection practices have been lax in the past, a culture change may be needed in the minds of your customers, who may be tempted to "wait you out" to see how long the new rules will stick around. This is called a test.

CalI Ahead of Tirne to Make Sure They're Ready to Pay

Have your collection person call

the customer's Accounts Payable department a few days before the due date for payment, "as a courtesy" to your customer, just to make sure everything is in order, there were no problems with the paperwork, and the check will be going out on time. This little reminder, when positioned with friendliness and desire to help, can

(Please turn to next page)

Late-Paying Customers

(Continued from previous page)

make a friend of the person who actually cuts the check.

And if your customers are lacking something they need in order to pay you, this would not be a good time to be condescending at their inefficiency. Your effort to quickly provide it without them having to run it down in their company instead, could put you at the head of the line for payment.

Discounts for Prompt Payment

This is an old technique that worked well years ago, but has fallen into neglect in recent years as business practices evolved. The old "2/10 net 30" was, and still is, a fantastic deal if explained to customers clearly.

Consider this: a 27o discount for paying 20 days earlier than normal amounts to an annual return of 36Vo: not a bad yield for a customer whose savings account is probably earning 2Vo a year. Even if your customers planned to pay in 45 days, getting them to pay in 15 days instead represents an annual return to them of

24Vo.

You can juggle the numbers any way that makes sense in your industry, but the key is getting the customer to understand the value they get from paying promptly.

And, by the way, if you do business with certain organizations, e.g., local governments, many of them are required by their policies to take advantage of such discounts. Key point; You must be strict about charging back discounts taken when payments don't come in on time, as some customers will try.

The "Preferred Customer" Plan

Want to think out of the box?

Consider a special program for "special" customers-free overnight delivery on rush orders, extra discounts, advance notice of price changes, special sales, etc.

Promote this as a customer benefit and make it available only under certain conditions, one of which would be consistent payment in accordance with your terms. Don't make sheer order volume a condition if your lowvolume customers produce higher margins, as is often the case.

A small invoice that gets paid on time is a blessing compared to a large one that takes 90 days to come in. Still, make the conditions list beefy enough that it doesn't look like a poorly disguised collection program. Use it as an opportunity to reward the customers you enjoy doing business with, especially those who pay on time every time.

Key point: Avoid the risk of alienating customers who are in the program but then fall behind in one or more criteria. Give them the opportunity to rejoin the program after two to three months of again meeting all conditions for participation.

You can appreciate your customers' dilemma in trying to stretch their cash. But that's not the same as agreeing to be their banker-interest free! You can extend their payment terms, as many companies do at times like these, but in the end you still need to collect your money by a date you can plan on.

And you need to avoid alienating your customers in the process. If you do everything you said you wouldquality products, competitive price, prompt delivery, etc.-then it's reasonable to expect your customers to

do everything they agreed to, including prompt payment. Still, these days most suppliers will get paid late by most of their customers.

Follow the suggestions above and you can be the exception to the norm, the stand-out in the crowd, and certainly a better positioned company when the economy turns around again, as it always does. Wouldn't that be great?

- As Your CFO For Rent and president of Western Management Associates, Gene Siciliano has spent over 20 years helping clients build financial stength and shareholder value through applied knowledge and process improvement. He is author of Finance for Non-Financial Managers. Reach him at gene@cfoforrentcom.

Lowe's Refocuses On

Lower profits have prompted Lowe's to reduce store openings next year and focus more sharply on helping do-it-yourselfers.

After reporting that profits fell l9%o in the second quarter, the chain revealed plans to open just 35 to 45 new stores in 2010, down from 62 to 66 this year. In contrast, it opened over 100 new stores each year from 2001 to 200'7

When the chain examined its sales, it found that products for basic projects, maintenance, and repairs performed best.

"With this resurgence in mind, we've tweaked our staffins model

Gore Customers

to ensure departments that feature more project basics like paint, rough plumbing and electrical, and hardware remain appropriately staffed," said president Larry D. Stone. "Many customers are looking to Lowe's for home-improvement products and for how-to information to successfully complete their projects."

On a brighter note, Lowe's has seen an increase in detail feessmall charges for taking in-home measurements for installs-in recent weeks, suggesting homeowners finally may be getting closer to beginning postponed projects.

(,€CD{ns

A, ***, Lumber Service, we supply domestic and foreign hardwoods.

Our products and services include:

. flardwood Lumber & Pine

Hardwood Plywood & Veneers

Melarnine Plywood

Hardwood Moulding (alder, cherry, mahogany, MDF, maple, red oak, paint grade, pecan hickory, white oak, walnut, beech)

. Milling; (moulding profiles, S2S, SLRIE, SLR2E, & resawn lumber)

Voodworking Accessories (appliques, omaments, butcher blocks, corbels, etc.)

. Woodworking Supplies (deft finishes, color puttyo adhesives, etc.)

Oo, products are widely used in 1321 N. Kraemer Blvd. @ox 879), Anaheim, Ca.92806

Fax 714-630-3190

(7 141 632-1988 (800) 675-REEL

3518 Chicago Ave., Rivenide, Ca.92507

(9s1) 781-0564

www.reellumber.corn

interior finish carpentry, firrniture, cabinetry and hundreds of industrial and manufacturing applications. Ve stock a complete line of complernentary products to complete virtually any woodworking or millwork project.

producls @; xcB

Recessed Deck Lighting

Aurora Dcck Lighting's ncw kit includcs l0 recessed lights for decks, rails. or stairs.

Dubbed Phoenix. the kit includes l0 ener-ry-efficient LED lights pow-

ered by a standard, outdoor-rated l(X)volt outlet. Additional lights can be purchased in pairs or in bundles of 10.

- Please call (800) 603-3520 or v i s i t wwtv .attro nd e c kl i.q ht tt 9,.<' o tn

Tougher Gypsum Boards

Temole-lnland offers two new producti to its line of ComfbrtGuard gypsum boards: Abuse-Resistant and Impact-Resistant.

Both f'eature the TemShield mold protection system and are fire resistant. Lengths of 8' to 12' are 48" wide and -5l8" thick.

- V i sit tt ||'i,-.te mple inLand.com o r c'all (800) 231-6060

Heavy-Duty Decking

lron Woods CX low-maintenance. commercial--urade decking is ideal for marine and boardwalk applications. Manufhctured by Correct Building Products for Timber Holdings lnternational. the decking is composed of recycled post-industrial fiber and post-consumer polypropylene materials. It also reportedly resists staining, fading, mold and mildew.

- Visit wrrw.irornt,oods.crnn

Fancy Mouldings

Century Architectural Specialties has introduced more than 30 new crown and comice mouldines.

The clip's wedge-lock design tightens the grip as it is pulled tighter or the load increases. No tools or sDecial skills or needed and it can'be reused again and again.

- Vis it www.kub i ne c's t rapp ittg.com

Each design is available in 14-ft. leneths.

- CaLl (877) 262-1999 or visit www.arc hite c tural spe cia lt ie s .com

Next Gen LBM Software

A next-generation business system for LBM dealers is new from ECI Software Solutions.

Java-based ECI Advantage software offers graphical interiace for easy customization of specific tasks or individual preferences.

Real-time transaction processing reportedly eliminates end-of-day and end-of-month maintenance.

- Please call (800) 959-3367 or v is it www.e ci so lut ions.com

Vice Clips

Vice Clip from Kubinec Strapping secure tarps, clear poly sheets, and all types of fabrics.

fonbd Pnd& I@&tiot

Stylish Stairways

L.J. Smith's wood spiral stairways come in standard and custom sizes. with various balustrade combinations. All components are pre-drilled for easy assembly onsite. Each kit ships in three cartons and includes detailed assembly instructions.

- Please call (740) 269-2221

BqLT Wooo Tnnzrrtr,tc

Treating Services Only (TSO)

ACQ BORATES D.BLAZE" ACZA(CHEMONITE) CCA

tr BVC Doweled

Lodgepole pine post, poles & rails

l-,12" to 12"

Diameter in Stock

Doweled Rail Fencing

2" BVC Tree Stakes

3" BVC Tree Posts

.

. Light Posts

Standard and Fancy

Bollards

Special Milling: Split, Quartered, Slabbed. Sanded. Smooth Peeled & Hand Peeled

Available Textures

Natural (No Bark)

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

Coating Service: PG-SLO8 Marine Grade Spray Polyurea Coating Central California Location: 3400 Patterson Rd., Riverbank , Ca.9536'1

Sacramento. CA

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

bob@thunderboltwoodtreatins.com

Marine & Industrial Sales Miguel Gutierrez (209) 7 47 -7773. Fax (209) 367 -19 l'7 miguel @thunderboltwoodtreating.com

"We T[eat Wood Right"...Quality Wood Tfeating Services Since 1977

the decking, the railing is said never to splinter, rot, mold, crack or wam.

Aluminum channels support the top and bottom rails with die-cast metal brackets, providing strength while

Selective Joists

Rosboro's Select Joist is kiln-dried to l5%o moisture content, to eliminate differential shrinking and swelling. Each joist is performance-tested for fiber strength and density, then subjected to stringent grading standards. Sizes are 2'xlo' and2'xl2' ,in 12' to 20' lengths.

- Please visit www.rosboro.com

Color-Matched Railing

Genova Products is introducing a new PVC railing system color-matched to its Genovations PVC deckine. Like

eliminating the need for extra stiffeners. All hardware is covered with PVC for a clean look.

Six- and 8-ft. sections are available in birch wood. cedar. driftwood. and sandalwood.

-

DougfasFirC&BetterV/G&F/GKilnDriedFullSawnRough.l",5/4",2',3',4',6"&SxS.3x6DFSelectDexDoubleT&GDecking SugarPine,4l4-1614C&Btr..5l4&8l4DSelecl,614&814M1d9..514#1 Shop,5l4x12#2Common.4x4#2Common PonderosaPine.4/4Clears,Moulding,#3Clear,Commons,2x4,2x6,2x12Std.&Btr.Dimension

Exotic Engineered Flooring

Cikel America's Vitoria collection of engineered Brazilian hardwood flooring comes in four colors: caramel, cayenne, gunstock, or sable.

Planks come in random lensths from 1 to 4 ft., with nine coats of -protective finish. Edges and ends are micro-beveled and can be installed above, on, or below grade by staple, nail, or glue-down methods.

- Visit www.cikel.com or call (800) 971-7896

Tile Installation Made Easy

Bosch's laser tile-layout tool measures up to 65 ft., wiih accuracy to within 1/16" at20ft.

The tool reportedly projects clear, sharp and precise lines over obstructions on the floor or wall and on all types of surfaces.

A steel positioning plate allows secure attachment to work surfaces. The outer casing of the lightweight tool is both water and dust resistant.

- Visit at www.boschtools.com or call (877) 267-2499

Steely Shower Trays

Kaldewei's steel-enamel shower trays offer an easy-care alternative to fully tiled shower floors.

The 43 different models offer easy transition from tiled floor to shower tray for barrier-free access that is ADA compliant.

- Visit www.kaldewei.com or call (317) 774-3226

Quolity Weslern

Combo Lift Truck

The PalletPal lift from Southworth Products offers the benefits of a lift table and pallet truck, allowing operators to pick up a load, transport it to the workplace, and hoist it to the most convenient working height.

Powered by a l2v battery, it lifts up to 1,650 lbs. to a height of 3l-112". Standard safety features include an overload relief valve and automatic stabilizers that take over from the wheels and lock into place when the load is 15" high. Standard forks are 45" long at either 20-112" or 27" wide.

- Call (207) 878-0700 or visit www .s out hw o r thp r o duc ts,c o m

lx4 B0ARDS in 4,5 ond 6'lenoths

Hardwood golf tourney honors Bohnhoff

LOS ANGELES Hardwood Lumberman's Club's recent golf tournament honored the late Alan Bohnhoff, while raising money for the Hardwood Forest Foundation. (1) Front row: Bryon Grabinger, Mike Rollheiser1, Back: Sal Castillo, Uriel Cuevas. (2) Pat Dresch, Nathan Osbourne, Ross Parsons. (3) Tom Escherich, Walter Ralston, Cory Betts. (4) Charley Fiala, Bob Mitchell. (5) Jerry Witherspoon, Jim Mathison, Mark Brothers. (6) Pem Jenkins, Pete Lang,

Pete Babcock, Rick Wheeler. (7) Craig Jordan, Bob Goin, Tim Barnes, Alan Arbiso, Marty Fox, Scott Jones, Jim Gaither, Jason Brettinger. (8) Bruce & Kathy Jauman, Jim Gaither. (9) Bob Kent, Frank Colyer, Dan Bohannon, Mike Walters. (10) Bob Goin, Walt Lancaster, Tom Smith. (11) Dan Lobue, Ken Lobue, Todd Purcell, Jim Brandt. (12)Andy Althow, Ed Legliu, Richard Phillips, Randy Bonjean. (More photos on next page)

Custom

PatternsSoftwoods & Hardwoods - Custom Runs of Paint Grade

Poplar Mouldings a Specialty

Mouldings - Siding - Trim Pieces

Wholesale Lumber - Redwood - Uppers

Douslas Fir - Pine - Hardwoods - Western Red Cedar

BEAVER

Attractive and extremely functional, Bookcase Door Systems offer a distinctive, space-saving option for closets, pantries, wall safes, wine storage, home offices or hidden rooms just past the threshold. Built with durable 3/4" ApplePly to support a load of 500 lbs., yet quiet and easy to open. Available in hardwood veneers (oak, cherry and maple) with environmentally safe clear and customized stain/paint finishes or unfinished. Woodfold Bookcase Doors ship fully assembled with heavy-duty roller system and multi-position steel upper wall guide.

For more information and a list of distributors in your area, contact WOODFOLD MFG., INC.

P.O, Box 346, Forest Grove, OR 971 16 Phone (503) 357-7181 Fax (503) 357-7185

www.woodfold.com

Your sourceJor custom-made accordion ondroll-up doors

HABDWOOD Club's 1st Alan Bohnhoff Memorial Golf Tournament (continued from previous page) was Sept. 17 in Costa Mesa, Ca. (1) Dave Stone, Tom Walthousen, Kevin Trussell, Greg Beauregard. (2) John Ohanesian, Charles Bohnhotf, Mike Bohnhoff, Walt Maas. (3) Christy *"3

Fuller, Crista Bohnhoff, Nicole Sullivan, Jaime Sullivan. (4) Paul Pendergast, Brad Klima, Paul Jukes, Dennis Johnston. (5) Larry Mether, Darlene Peterman, Steve Ondich. (6) Andrew Barker, Dustin Edwards, Jeff Bradbury. (7) Ed Armbrustor. (8) Pete Peterman, Jim Sparke.

BC WOOD'S 6th annual Global Buyers Mission brought a record 700 participants to Whistler, B.C., to promote the province's value-added wood products industry. (1) Trent Tucker, Jake Vanschothorst, Bryan Johnson. (2) Joe Petree, Jack Alley, Glenn Dutton, Cal Dyck. (3) Ron & Lynne Enyeart. (4) Mike DeMarni, Charlene Ellickson, John Kuch. (5) Bruce St. John, Jack Draper, Erin Carter, Shane Burger. (6) Michelle Desiderio, Peter Burns, Bob Thompson. (7) Brian Hawrysh, Beth Hird.

40 Tnn MnncuaNr MacazrNB OcroeEn 2009

(8) Jefl Derby, Brad Meeker. (9) John Brissette, Peter Alexander. (10) Robert Sandve, Steve From, Gary Arthur. (11) Ben Meachen, Shane Leath, John Sanders. (12) Mark Rutledge, Ed Burke. (13) Steve Power, Jock Wood, Jim Gillis, Chris Beveridge. (14) Dan Lee, Cate Pons, Patricia & Michael Woods. (15) Bruce Cheng, Ray Pauwels, Rick Harris. (16) Paul Mackie, Carlos Furtado, Cees de Jager. (17) Tim Raphael, Doug Clitheroe. (More photos on next two pages)

MORE B.C. BUYERS; (1) Trevor Hedstrom, Trevor Tatarczuk. (2) Grant McKinnon, Russell Taylor. (3) lan Wight, Jason & Mary Jacobson, Dennis Wight. (a) Jacqueline Pizzey, Bill Sainbury, Adele Pizzey. (5) Brian & Moila Jenkins. (6) Brian & Katherine Tyldesley. (7) Brent Bndshaw, Abby

Mann. (8) Bandy Engh, Steve Horvath, Venus Chen, Peter Laslo, Sat Brar. (9) Justin Diener, Paul Harvey. (10) Randi Walker, Helena Jehnichen. (11) Al Fortune, Jeff Robinson. (12) Wayne Heath, Dave Stevenson. (13) David Jetfers. (14) Dennis Mawhinney,Brian Williams.

S0LD-0UT Global Buyers Mission (continued from previous two pages) was held Sepl. 10-12 at British Columbia's Trrus Whistler Conference Center. (1) Jeff Popham, Jay Timothy. (2) Sean Greenh ll, Hiroko Yanagimura. (3) Thom Wright, Chuck Casey (4) Peler Grant, John McGill. (5) Jody

THs NIERcnrvl Nlr<;rztrn Ocroeen 2009

Boates, John Gardner, Paul Saini, Roger Champagne, Scott Boates. (6) Brett Johnson, Chris Sainas. (7) Geny Pankratz, Mary & Michael Mclnnes. Tyler Moore. (8) Elaine Furtado,

Wayne Mrller (9) Bob Sloper, Stephen Tolnai, Mike Ptdlisecky (10) Ryan & Laura Furtado. (1 1) Brent Stuart, Gary Gill, Sam Bath, Ryan Stanyer. (12) Stewart Clark, Curtis Walker. (13) Duane Svendson, Dave Gardner, Scott Jackson. (1a) Rob & Leah Marusic, Greg Smith. (15) Leah Jones. Pat Miller. (16) Shane Carphin, Brett Li, Colin Zhang, Bob Elkington, Pete Lauridsen, Peter Elkington (17) Paul Zarlman, Ute Faber.

uone

William 6'Bill" Openshaw, 88, longtime bookkeeper and accountant for a number of Ukiah. Ca.. lumber companies, died Sept. l0 in Ukiah.

During World War II, he served with the Army's 108th infantry in the Philippines and Korea. After the war, he returned to semi-pro baseball before becoming a bookkeeperlaccountant for Ukiah Pine Lumber Co., Ukiah. He later worked for Crawford Lumber, Georgia Pacific Lumber, and Cordes Langley.

He was also active in the Hoo-Hoo Club in Ukiah.

Leland Eric Janke, 86, retired c.e.o. and president of Salt Lake Mill & Lumber, Salt Lake City, Ut., died Aug.29 in St. George, Ut.

He attended the University of Utah before enlisting in the Naval Aviation Program in December 1942. He joined Salt Lake Mill after his discharge in 1946 and worked there for 50 years.

Rich Harley , 59, sales rep for Beronio Lumber, San Francisco, Ca., died Sept. 12 after suffering a heart attack while participating in the Brooklyn Bridge Swim in New York City.

Mr. Harley swam competitively after graduating from San Francisco State University. In 1980, he was the first to swim from the Richmond-San Rafael Bridge to the San Francisco Marina. He was swimming to raise money for the Daraja Academy in Kenya.

He worked at Beronio for eieht years.

Dennis K. Evans. 64. former owner of Denny's True Value Hardware, Fernley, Nv., died Sept. 13 in Fallon, Nv.

Mr. Evans owned and operated his store during the mid-1980s. He later worked at Ranch & Home and until recently had been manager of the rental department at Louie's Ace Hardware, Fallon.

Dwight Carl "Mike" Sievers, 83, longtime Oregon log buyer, died Sept. 2 in Portland, Or.

He joined the Navy in 1944 and served on the destroyer that carried

the first servicemen who entered China after the Japanese surrender. wirh the help of the G.I. Bill, he earned a degree in forestry from Oregon State University in 1950 and went to work as a log buyer.

Wiltiam S. "Bill" Marvin.92. retired president and chairman of Marvin Windows & Doors, Warroad, Mn., died Aug. 31 in Warroad.

He joined his family's lumber business, Marvin Lumber & Cedar Co., in 1939. He pushed the company to focus exclusively on windows and doors, and rose to the rank of chairman and president in 1960.

Workers Sue Westlake Ace

A class-action suit filed by 135 current and former employees of Westlake Hardware, can go forward after certification by a federal judge. Filed last year, the lawsuit includes all front-end supervisors, later known as administrative managers, who were employed as such from July 31,2005, to the present.

The suit alleges that Westlake misclassified the front-end supervisors as salary exempt under the Fair Labor

Standards Act and thus improperly denied them overtime pay.

Brendan J. Donelon, an attorney for the plaintiffs, said that the employees' testimony showed they typically worked more than 50 hours a week without overtime pay.

Lenexa, Ks.-based Westlake operates more than 80 Ace Hardware stores in New Mexico. Kansas. Missouri, Nebraska, Iowa, Oklahoma and Texas.

Vandals Attack Vacated Yard

Vandals caused significant damage at an empty lumberyard and component plant in Longview, Wa., that is owned by Minnesota-based Lyman Lumber.

Authorities said that the vandals tore down trees and barbed-wire fencing, tossed around concrete blocks that narrowly missed an extensive sprinkler system, and damaged an expensive automatic gate.

Lyman, which also owns Woodinville Lumber, Woodinville, Wa., and Tri-County Truss, Burlington, Wa., currently has the 75,000-sq. ft. facility up for sale, asking approximately $10 million.

IDENTITY THEFT HITS 5-YEAR HIGH

Leader in l.D. Theft Protection Protection Offer for All

TEMPE, ARIZONA - ldentity theft has topped the Federal Trade Commission's list of consumer complaints for the past eight years.

Now, a stunning new survey shows a record 9.9 million Americans were victims of identity theft last year - a shocking 22% increase over the prior year - according to Javelin Strategy & Research.

This study sends a clear message: in the wake of the global economic crisis, identity theft is a big business. lt's up to consumers to take proactive steps to protect themselves.

Strikes Back with Free

That's why for a limited time, LifeLock, the industry leader in identity theft protection, is offering 30 days of guaranteed identity theft protection service at no cost.

'All you have to do is call 1-866-27l-i950 for an individual membership, or I-866-2717617 il you are enrolling more than one member," said Todd Davis, the CEO of LifeLock known for giving out his real Social Security number in advertising to show his confidence in the service. "lt's that simole."

lmmediately upon enrollment, all LifeLock members are protected by Lifelock's $1 Mil, lion Total Service Guarantee.

call now to protect your family FREI lor 30 days. llurry - this exclusive offer is limited only to those that call and use the promotion code below.

p loce

Rates: $ I .20 per word (25 word minimum) or, if contains artwork or oversized type, rate is by the column inch (2- I /8 inches wide): $65 if we set the type, $55 if ad is furnished "camera-ready" (advertiser sets type). Phone number counts as I word, address as 6 words. Headline or centered copy, $9 per line. Border, $9. Private box, $15. Send ad copy to 4500 Campus Dr., Ste.480, Newport Beach, Ca.92660, Fax 949-852-0231, dkoenig@building-products.com, or call (949) 852-1990' Make checks payable to CutlerPublishing. Deadline: l8th ofprevious month.

Jessica is there for Tom's wife and kids.

REDWOOD EMPIRE is a manufacturedbased distributor looking for experienced salespeople in wholesale and industrial with backgrounds in commodities, redwood, cedar, plywood, steel, pressure treated, exotic hardwood decking, exotic flooring, and imported lumber and fencing. Positions are available in Northem Califomia. Please send resume to Sean Burch, Redwood Empire, P.O. Box 1438, San Jose, Ca. 95 109-1438, email sburch@redwoodemp.com. www.redwoodemp.com

LUMBER TRADER

We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation.6O7o split for trader. Call John at Lakeside Lumber at (623) 566-7100 or email lakesidelumber@cox.net.

LUMBER TRADERS WANTED: KCIChAM

Forest Products is looking for experienced lumber traders. Work independently, must be able to manage your own trading.60Vo compensation, plus freedom to buy and sell with few limitations. Call Jeny Iverson at (800) 426-7852.

lSlS (866)878-8809 ext 1

That way, Tom can be there for our country. Support

lu$ 518 for l2 monthly issues

Coll Heother ot (949) 852-1990

hkelly @ building-products.com

"lSlS is excellent value, and the flexibility has been everything that was promisedl'

Kristy

Plcrrrc llonrnwrsr

764-4446

ARCATA / EUREKA/ FOFTUNA California Redwood Co. ................................(707) 268-3000 Humboldt Fedwood Co.......(707) 764-a450 (707\

CLOVERDALE Hedwood Empire..... ......(707\894.4241

FRESNO

DMK-Pacif ic.......................,.,,.,...........,..(ccv ) azc-c zt North Pacific Taiga Building Products .........................(ss9) 994-1393 .....,............... (800)348-1400

MODESTO Big Creek Lumber Co. (Atwater/Merced)......(209) 356-1433 Thunderbolt Wood Treatin9...........................(800) 826-8709 (209) 869-4s61

REDDING / RED BLUFF

Gemini Forest Pr0ducts...............................

.(s30) 223-7440

Siskiyou Lumber Products..(800) 695-0210 (530) 666-1991

Taiga Forest Products........(800) 348-1400 (916) 624-4525

Western Wood Treating, Inc..........................(530) 666-1261

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

SALINAS

Big Creek Lumber Co. (Davenporl)...............(831 ) 457-5024

Big Creek Lumber Co. (Paso Robles).... .......(800]| 479-7922

Big Creek Lumber Co. (Santa Cruz) .............(831) 476-3800

Big Creek Lumber Co. (Watsonville)...... .......1800\ 342-2770

Cedar Valley (Hollister) .................................(866) 202-9809

SAN FRANCISCO BAY AREA

Beaver LumberCo.. .,.,.,(831) 636.3399

Big Creek Lumber Co. (Half Moon Bay).....,..(650) 560.9749

calilomia Forest Pr0ducts.............................(831 ) 634-01 00

California Redwood Association..............,.,...(925) 935.1499

Golden State Lumber (Newark)............,....,.,.(510) 818-1000

Golden State Lumber (San Bafael)......... ......i(4151 454-2532

Kelleher Corp. (Blackpoint) ...........................(415) 898-6366

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

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

Pacific

Wood Preserving..............,................(530) 824.9400 Shasta Green Inc. .........................................(530)

Redwood Empire.... .......(800) 800"5609

Simpson Strong-Tie Co. .....(800) 999-5099 (510) 562.7775 Van Arsdale-Hanis Lumber Co. ....................(415) 467-871 1

SANTA ROSA AREA

Capital Lumber Co. ......(707\ 433-7070

Kelleher Corp. (Carneros).............................(707) 938-4001

Morgan Creek Forest Products.....................(800) 464-1601

Nu Forest Products.............(800) 371-0637 (707) 433-3313

UKIAH / WILLITS / FORT BRAGG

Cal Coast Wholesale Lumber, Inc.................(707) 468-0141

For more inJbrmationfrom advertisers, use the Web site in brackets.

Celebrating 42 years of tine hardwood

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

Market 19

Norman Distribution Inc. [www.normandist.com]...-..--.............41

North American Wholesale Lumber Association [www.nawla.]. ......Traders Market 31

North Pacific [wwwnorthpacificcom],.......Traders Market Cover IV

Northeastern Lumber Manufacturers Association [www.nelma.org]................... -....Traders Market 28

Nu Forest Products Iwww.nuforestproducts.com] ..........................8

Osmose [www.osmosecoml ................. ....,................5

Pennsylvania Lumbermens Mutual Insurance Co. [www.plmins.com] .......Traders Market 16

Peterman Lumber Inc. [www.petermanlumber.com] .....................6

Plastic Components Inc. [www.plasticomponents.com].......,....,..21

Plycem [www.plycemtrimcom] ......Traders Market 21

PPG Machine Applied Coatings [www.ppgmachineappliedcoatingscom] ......-.....Traders Market 5

Redwood Empire [www.redwoodemp.com] .-..-..-Traders Market 15

Reel Lumber Service [www.reellumbercom] ...............................33

Regal Custom Millwork

RISI [www.risiinfocom/crows] ..., ,Traders Market 29

Rosboro [www.rosboro.com]....................................Traders Market 20 RoyOMartin Iwwwroyomartin.com].......,................Traders Market 7 Simpson Strong-Tie [wwwstrongtiecom]

Siskiyou Forest Products Iwwwsiskiyouforestproducts.com] ....................Traders Market 1.7

Sunbelt Iwwwsunbeltrackscom]............Cover II, Traders Market 28

Sun Mountain Lumber Iwwwsunmountainlumber.com]........................Traders Market 29

Swaner Hardwood Co. [wwwswanerhardwood.com] ..................46

Swanson Group Sales Co. [wwwswansongroupinccom]...........Cover III, Traders Market 23

Thunderbolt Wood Treating [www.thunderboltwoodtreating.com] ..............35

Van Arsdale-Harris Lumber Co. [www.vanarsdaleharrisnet]...36

Westervelt Lumber

Iwww.westerveltlumbercom] .............................Traders