Merchant Magazine - October 2010

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Special Features

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CHAI{GE OF ADDRESS Send address labol trom recenl issue if possible, new address and g{igit zip to address below.

PoSTiIASTER Send address chang€s to Th€ Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-r872.

Tho ilerchant ilagazlno (ISSN 7399723) (USPS 796-560) is published monthly at 4500 Campus Dr., Sts.4E0, Neyvporl Beach, Ca. 92660-1872 by Cutler Publishing, Inc. Periodicals Postage paid at Newport Beach, Ca., and additional post offices. It is an independenty{wned publication for the retail, wholesale and distribution levels of the lumber and building products markeb in 13 westem states. Copyright@2o10 by Cutlff Publishing, lrE. Cover and entire contents are fully pmtected and must nol be reproduced in any manner without written permission. All Rights Reserved. lt €serves the right t0 accapt or reject any editorial or adverlising matter, and assum€s no liability for materials tumished to it.

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By Alan Oakes

Which way are you leaning?

fuene ls No DouBr that everyone I speak with is fed up with the current state of our _l economy. Actually. that is an understatement. In my 30-plus years living in the U.s., I have never heard it so loud and clear-and vitriolic. It does not seem to maier which wav you voted last time for you to be fearful about the future. Everyone just sounds unhappy, whether as individuals or as employees watching the grim rt uggt"r oi their companies-ind our industry.

I have never before sensed such pessimism towards the future of our great country. S_ome have suggested that we-are in a prolonged, Japanese-style recession,-maybe worsi. whereas the 1930s saw soup lines, we now see unemployment benefits lines. Three years into the recession, home prices, GDp, available credit, personal incomes, and employment are all lower than they were at the start.

About five years ago, when things still seemed great on the surface, I found myself commenting in my daily calls that I feared for America's future. I didn't mean politicallv. I was basing it on my travels, seeing first hand what was happening around the world, and using common sense that there would be great issues ahead-for our country-the likes of which made me shudder and made me wonder who could or would attempt to solve them.

The biggest issue I saw then-apart from the out-of-control housing boom-was what I perceived to be the start of a change in the world economic order. ThJjuggernaut of china already appeared unstopp-able. And for years, the u.s. had been losing li-s manufacturing base to them and others. Thus, we have gradually, increasingly become-a low-wage service economy' In my intemational travels, I saw what I perceived !o be the first signs of the loss of the "empire" and a decline in our standard of living. I started to shut up wf,en in return I heard back, "Alan, we are the united states of Ameiica. we will always be the leaders." And I could understand that viewpoint, as that is all most people here have ever known.

*ilEnclllilr,,--

www.building-products.com

A publication of Cutler Publishing 4500 Campus 0r., Ste,480, Newport Beach, CA 92660

Publisher Alan 0akes ajoakes@aol.com

Publisher Emeritus David Cufler Director of Editorial & Production David Koenig dkoenig@building-products.com

Editor Karen Debats kdebats@building-products.com

Contributing Editors

Dwight Curran, Cada Waldemar, James Olsen, Jay Tompt, Mike Dandridge

Adveilising Sales Manager

Chuck Casev ccasey@building-products.com

Adminishation Director/Secretary Marie Oakes mfpoakes@aol.com

_

Now, as many of you know, I am a Brit by birth and-lived through that country losing its empire. History is littered with the ruins of amazing empires cirmbled to nothing_l Roman,-Spanish, Mongolian, Russian, etc. I know among my readers there will be thousands of conflicting opinions,.and I am not suggesting thlt tiris country will go the same way. But history shows that these empires lasted at most only a few hundred years. And remember, a change in economic order generally leads to chinges in power structure. of course, we may not see ourselves as an empire, but I think you understand the comparison.

In our lifetimes we have only been used to an amazing itory of growth, power and innovation. We remain the most powerful militarily. We stiliinvent most of the new technologies (although we are too willing to sell them off). In many ways, the U.S. remains the envy of the world. But that image and reality are changing. our nation is at an economic crossroads. we have become too willing to accept mediocrity in everything_whether it be the goods and services we buy, our education system, or oui way ofjife. ilaediocrity leads to stagnation and decline long term.

Circulation Manager Heather Kelly hkelly@building-products.com

How to Advertise

Chuck Casey

Phone (949) 852-1990 Fax 949-852-0231 ccasey@bui ldi ng-products.com

Alan Oakes www.building-producls.com

Phone (949) 852-1990 Fax 949-852-0231 ajoakes@aol.com

CLASSIFIED David Koenig

Phone (949) 852-1990 Fax 949-852-0231 dkoenig@buildi ng-products.com

How to Subscribe

SUBSCRIPTIONS Heather Ketty

Phone (949) 852-1990 Fax 949-852-0231 hkelly@building-products.com

nowhere else through true entrepreneurism-which today is being stifled. And all the tax dollars being thrown at the piob_ lems may in fact be worsening them. No one could disagree that there is far too much government waste and spending.

But, there is still time! We have been tested before and ore_

make it difficult to compete. This country has succeeded like vailed. There's no reason we can't do so again. We are past the point of Band-Aids. In next month's elections, all 435 House seats and 36 of the 100 Senate seats are up for grabs. While these may be onlv mid-term elections, they may be the moit impor-' tant ever. Let's ensure we have a leadership who understands we are a "government of the people. by the people, for the people.

Alan Oakes, Publisher ajoakes@aol.com

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By Dr. Lynn Michaelis, RlSl

Housing outlook: Don't fly blind

D scexrr-y, AN rNDUsrRy ANALysr

I\asked me to address a simple but very important question: Why does every forecast for housing starts have them hitting 1.5 million units again?

The logic for the rebound was just not self-evident to him, given what is happening right now. Just as it is difficult to see a housing start decline during the boom, it is even more difficult to see a rebound from an extremely deep hole. The depth of the hole is evident in the chart below, which shows the history of conventional housing starts back to 1970.

Before answering the question, it is important to understand the unique character of this particular housing cycle. First, note that there is not a predictable cycle to housing starts. Housing cycles in the 1970s were about every three to five years, and we thought that was the rule. That rule was broken in the 1980s.

Then we entered a particularly prosperous period. Housing starts were relatively stable and trended up from l99l-2005, which led us to think

housing cycles were a thing of the past. Second, unlike every other major housing cycle, the current one was not caused by tight monetary policy or high interest rates. Historically, when the Federal Reserve reversed course and lowered rates, housing rebounded quickly and dramatically. This clearly happened in 1983-1985 after the grim downturn in 1978-1982.

Obviously it is not happening this time. All the rules were broken this time. The economic recession in 20002001 was not caused by tight money either, but rather the popping of the stock market bubble. Fed actions to stabilize the economy in 2002-2004 helped promote easy credit and the boom in new creative financing instruments. This fueled the housing bubble. Between 2003 and 2006, the industry accrued two "hidden" inventories.

Many of us became concerned about the two types of buyers who were merely holding an ownership position, but would eventually be forced to sell-similar to building excess inventory. First, because of

lJ.S. Housing Starts Since { 97O

dramatic housing price increases, investors rushed into the market. Problem: they would liquidate their position when housing was no longer an attractive investment

Second, there was a rush of new "owners" who were not required to put up a down payment and/or who were not going to be able to sustain the payments over time and would eventually default on that mortgage. This would depress prices further and possibly depress housing starts for several years.

The illusion created in this period was the attractiveness of home ownership, which rose significantly and boosted single family share to a historic high. The correction is now underway as ownership rates decline. They are likely to fall further over the next few years, both because of the foreclosure process and the realization that housing is not a great investment.

So what do I mean that we are "flying blind?" Since this cycle is unique, there is no historical period that can be used to build a reliable econometric model. In fact, we now have to develop a different kind of model using variables we have never had to consider before. The old approach to forecasting starts was to look first at the fundamental drivers for housing demand over the long term, and then use interest rate variables to forecast the cycle or deviation from that trend. It worked in previous cycles.

But that brings us right back to the starting question. Those fundamental drivers for housing demand are what led most forecasts back to l 5 million or higher fairly quickly. There are three fundamental drivers for longterm housing demand:

Long-term demand = Net growth in househoWs + Net removal rates + Vacant unit demand

Net household growth is the major

event and accounts for 10-807o of fundamental demand' Net household formations are estimated by taking the growth in population by age group and multiplying that iumber by a headship rate. A headship rate is the number of households in that age group historically divided by the size of the population in that age group.

Over long periods of time, headship rates are fairly stable. Plus, headship rates increase as the population ages as well. If headship rates were stable, household formations would currently be around 1.3-1.4 million per year' Removals average about 0.3-0.4 million per year. The need for vacant units (this includes second homes) is about 0'l0.2 million units per year' This logic leads to an underlying demand for housing, in trend' of about 1.7-1.8 million per year. Since current starts are way below that level, some Lelieve we are building pent-up demand for new units and starts will get back to 1.5 million units or more' If household growth was 1.4 million per year, then any excess inventory would be depleted quickly.

The problem is that there is currently no evidence of under-building. Vacancy rates are high despite low completion numbers. So th" really important question \s: When will starts get back to 1.5 million units? And, what will make that hippen? Another important question: What type of units will be demanded-single vs. multifamily starts?

The first thing that needs to be addressed is what is happening to headship rates and how many households are curientty-Ueing formed. The severe recession has eliminated n.utiy g mittion jobs, particularly for younger people' Headihip rates are not stable, but we have never had to estimate annual levels before.

A variety of recent studies are trying to estimate the impact ofjob losses on headship rates and therefore on current household growth. Unfortunately, the available data are not u.ry good. The annual household surveys by th9 U.S. Censui are the best we have and that data is a small sample-based estimate and therefore can be fairly noisy' Also, small changes in a headship rate can have a very large impact on annual household growth rates' It is possiUle-ttratiunent household formations are in the 200'000400,000 range vs. the long term trend of 1.4 million'

The next issue: How big is the current excess inventory of units? If you take the current vacancy rate of owner units and the vacancy rate for rentals compared to historical averages, there are 1.9 million units of excess inventory' SomJfinancial groups have estimated that banks are holding another 650,000 vacant units after foreclosure' In total, there could be nearly 2.5 million excess units'

But there are reasons to believe that number could be too high. If one looks at the annual estimate of stock' implied removals, and estimated completions, there is a ,t-ng "ut" to be made that this estimate is too high' After the la-st U.S. Census in 2000, there was a major revision in the stock and elimination of what appeared to be vacant stock at that time.

Unfortunately, the data available for both of these critical starting points is not perfect. So this is one of the times where a diCision-maker might consider using scenarioswhat if the recovery is like this, then what would be the best deployment of my strategy? So consider the two following plausible scenarios:

Scenario #1: "Huppy Days Are Here Again!"

If you believe economic growth will exceed 3Vo fot the next ihree years, driving employment growth up by nearly

2Vo per year, then household formations will quickly return to 1:3-l:4 million per year. If you also believe that the real vacant stock is oniy 1.2 million units, then the excess will be worked off quickly during the 2010-2011 period' Finally, if you believe the Fed will remain relatively accommodaiive until mid-2011, even with healthy growth, then you believe the recovery trajectory shoyl below' In this cise, starts shoot past 1.5 million units in 2013'

Happy Days Housing Forecast

Scenario #2: *rnePatient Heals Slowly."

If you believe that GDP growth will slip back to 2Vo or lower, this means employment will not improve much for the next few years. If so, household formations will remain below trend ihrougtr 20l2.It the vacant inventory is close to 2.5 million uniti, then the excess will be worked off very slowly. In this case, interest rates remain favorable because of slow economic growth. The primary mortgage lenders would remain government agencies, and lending standards would be another hurdle for the recovery' These assumptions would still support a recovery as shown below, but starts misht not hit 1.5 million units until 2015 or later'

Slow Healing Housing Forecast

At RISI, we are working to develop two products lor our clients. The first will use our experience and analysis skills to develop the best scenario for planning purposes given the extreme uncertainty of this period'

We are also developing a tracking system to inform clients as quickly as posiible if the outlook shifts up toward Scenario I or down to Scenario 2.The outlook we propose will lie between the two scenarios.

- Dr. Lynn Michaelis, former chief economist for Weyerhaeus-er, is a senior associate of RISI' Reach him via www.risi.com.

Top 2O1 1 millwork trend: Save vs. splurge

\f,/HEN

rr coMES to home improvement, there's little V Y doubt homeowners will remain picky with their pocketbooks into 2011. Consumers with limited discre_ tionary funds are weighing their priorities, picking and choosing among home improvement projects thai will make the cut.

Not all home improvements are created equal when it comes to the best investment choices-particularly when it comes to a segment like windows and doors. With hun_ dreds of styles, options and performance combinations, the decisions can be daunting. With that in mind, Jeld_Wen offers insider tips to help your consumer customers identi_ fy where to save and where to splurge.

Where to Save

Materials make a difference. When it comes to win_ dows and doors, experts say materials do make a differ_ ence. In general, for windows, vinyl will typically cost less compared to wood. Although if you need to replace old wood windows, replacement wood window sash kits can be installed in existing wood frames and can be very cost_ effective.

Good taste cqn come standard. Custom trim. stvle and hardware options will typically cost more. It.s il*ay, worth asking first whether there might be a standard design option in an alternative material so a particular look can be achieved without sacrificing style.

, For example, Jeld-Wen offers more than 100 panel designs as part of its interior door line, many that mimic classic and traditional solid wood styles but tost far less. Its standard line of hardware options also provides variety when it comes to finishes, colors and designs, without hav_ ing to pay more.

^ Maintenance requirements can be the ,rX" factor. Save by looking for pre-primed, prefinished options that can help reduce costs over the long run and protect the ini_ tial investment. Choices such as vinyl windows or fiber_ glass doors mean minimal maintenance requirements year after year.

Efficiency is in the bank. For long-term savings, insist on windows and doors that come standard with eneigy effi_ cient, Low-E glass. Many manufacturers offer higiily effi_ cient models that don't cost extra, and energy saving mod_ els that qualify for tax credits. According to the U.S.

D:p1l1n*r^ of,Energy, homeowners can save an average of $125 to $450 a year on energy costs by replacing worir_ out windows with more efficient models.

Where to Splurge

Don't scrimp on style. Homeowners don't have to pav big bucks to achieve a great look, but experts agree that if you don't love the style or if it doesn't fit with the charac_ ter or architectural design of the house, it's not worth the rnvestment, no matter what the price.

"Windows and doors make a huge difference in terms

FOR A JUST FEW DOLLARS extra, consumers can upqrade their door chojce, such as by selecting Jeld-Wen's sound-deadenin-g molded interi_ or Quiet Door.

of the overall look of a home-considering there is at least one of each in every single room of the home," said John Downs, Jeld-Wen product marketing manager. "As a homeowner, these are product categories where you can't afford to have something that detracts from the overall style of the home or your taste in d6cor. Today there are so many choices that can reflect personal style and theme. Doors and windows give homeowners a major opportunity to get creative and make a d6cor impact throughout their home, often at a fraction of the cost of other home improvement projects that focus only on certain areas."

Go for major impact. Don't sacrifice on main focal points. Homeowners with limited budgets may want to put the majority of their dollars into areas that are going to make the biggest impact, such as the entry door, garage doors, and the rooms they spend the most time in. And don't forget about resale value: respondents in a Jeld -Wen nationwide survey of real estate agents estimated that a typical 2,500-sq. ft. home with updated entry and garage doors is worth, on average, an additional $16,000.

Consi.der performance features as well. For example, spending a few extra dollars on an insulated interior door to reduce sound between the laundry room and the rest of the house may be worth the peace and quiet.

"It's increasingly common to see homeowners splurge on a custom wood or fiberglass entry door, for example, and save by putting affordable, energy-efficient vinyl windows in the rest of the house," said Downs. "When it comes to balancing the budget, it's a matter of prioritizing in a way that'll deliver the most bang for the buck. For literally a few dollars, more homeowners can impact the d6cor, design and their own peace of mind throughout the entire home."

Little extras well worth il. It makes sense to invest wisely in areas that'll provide a strong payback. Cladding, which is essentially a prefinished metal layer for the exterior of wood windows, provides great weather protection and never needs to be painted. As a result, nearly 9OVo of homeowners choose the clad wood option, recognizing the long-term value and payoff, even though it costs slightly more than primed wood.

Above all, do your homework. There are literally thousands of choices when it comes to windows and doors. Compare features, benefits, warranties and style flexibility, and choose products that will stand up over time.

"It's worth spending the effort in order to get the maximum return out of your investment," said d-i-y expert Danny Lipford. "In today's market especially, that's essential no matter what your budget or your priorities."

Quick TiPs

To decide whether to spend or splurge, experts say it's important to consider these five key factors:

Will this project/product contribute to resale value?

Does it add to the appearance, performance and/or comfort of my home?

Can I still meet my goals if I spend less?

. Initial dollar investment aside, will I be happy with my choice over the long run?

What are some options that could lower the expense of this project?

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By David Venables, American Hardwood Export Council

Making the global case for American hardwoods

Elon ARCHITECTS, DESIGNERS and contractors, the choice .l-' of materials for their projects is a far more complex process than it might have been l0 years ago. Now these choices must be made against a background of legislation and guidance designed to reduce the environmental impact of the building industry and encourage informed choice when it comes to selecting products and materials.

As a result, industry groups are investing in the research that will provide the key data specifiers need-life cycle assessments, whole life costings, and service life, creating a new competitive platform and some interesting facts and figures.

The American hardwood industry starts from a pretty strong position. American hardwoods come from rural communities that have been managing forests for generations in a way that maintains their biodioversity, productivity and regenerative capacity. Harvesting is low intensity and small scale simply because most of the hardwood

forests are owned by families and individuals rather than by large timber corporations. After harvesting, these forest owners rely on the natural regeneration brought about by the fertile soils of the United States and not on chemical fertilizers or genetically modified species.

It is this kind of responsible forest management that results in new tree growth and the continued sequestration of carbon. The conversion of the wood into products such as flooring contributes to the long-term removal of carbon dioxide from the atmosphere, helping to reduce greenhouses gases and global warming.

Our industry is under the regular scrutiny of the U.S. federal government, which carries out regular and thorough forest surveys. These show that American hardwoods are not only renewable, but are actually an expanding resource. The volume of hardwood standing in American forests has, in fact, doubled in the last 50 years as harvesting levels remain well below the level of growth. And the U.S. Forest Service forecasts indicate further increases of 15 to 20Vo over the next 20 years

There have been a number of studies done in the U.S. on the environmental impacts of hardwoods. In 2008, the National Wood Flooring Association Industry Research Foundation and the Consortium for Research on Renewable Materials conducted a life-cycle analysis study of wood flooring that evaluated solid strip hardwood flooring against other flooring alternatives such as vinyl, linoleum and carpet. The CORRIM study concluded that wood flooring had the least environmental impact of all the other materials studied.

American hardwoods provide a huge choice-there over 20 species for a wide range of applications, including, of course, flooring.

Inevitably, I get asked the question about the CO' emissions related to the transport of American hardwoods overseas. With the largest part of this transport chain done by sea, the CO'emissions are minimal. But like many other industries, we are undertaking more detailed research to provide the facts and figures that confirm the case for American hardwoods as the natural choice in a world where sustainability has become the watchword for all our customers.

- David Venables is European director for the American Hardwood Export Council, www.americanhardwood.org.

U.S HARDWOODS are making a play for greater use in Europe, such as at the new headquarters of lreland's Marine Institute near Galway Bay, which features solid oak flooring, ash wall paneling, and doors of beech, white oak, and other species.

By Calvin Froedge

What your website may be missing

As cotrlpeNlEs CONTINUE To LooK for ways to grow lean4". and meaner, the Internet is finally getting the attention it deserves. It's 2010, and there are now very few companies who still think that the Internet is not a vital part of their sales and customer relations strategy'

However, there are still many companies who have trouble producing value from their online marketing efforts' In -y ,"u"n years in this industry, here is what I've heard the most:

The difliculty in resolving this problem lies in the nature of what you t"ll. If you are in a niche market with real demand, garnering traffic is not difficult. You can produce traffic inimediately through running a sponsored search campaign. Google Adwords is the best place to start' Runnlng a iampaign and getting traffic based on the keywords yoJcnoose is iasy--nning a good campaign isn't' But if you't" totally new to this' just getting a campaign up and running is a good place to start. Later you can understand (or pay someone who does) the specifics of tweaking your campaign for optimal performance at low cost'

If ydu are in a "trend-making" industry, you can follow trendi and create content around these trends' An aggressive link building campaign, YouTube video creation, and oeriodic article submissions to publishers could produce a iot of "instant" traffic-but only if what you make is in national news headlines fairly frequently and there are real eyeballs to put yourself in front of.

Other traffic strategies that are effective-but much longer term if you want to use them effectively -are search "ng1n. optimiiation (you've been hearing about this one for yeirs; anO social media (probably not the first time you've ireard about this either). Search engine optimization is about producing quality content over an extended period of time, building inbound links, raising your site's page rank, and a myriad of other simple tasks that require constant dedication and work. Using social media requires dedicated attention to services like Twitter and Facebook-finding new friends and customers, supporting existing ones, and commenting on the activities of others just to show you care. Truthfully, these are full-time endeavors that will not produce quality unless they are given full time dedication'

You might be surprised to hear this, but this is a good problem to have. Why? Because it can-be-resolved with a tit of analysis, building a strategy, and following through with execution.

The truth is, most websites don't convert their existing traffic because:

l. IJsers don't trust the website. Either you look professional or you look like you're selling stolen TVs in a back alley. Your website appearance has a lot to do with this' Also, including associiiions you belong to, your SSL certification, and other items can increase website trust'

2. Users become frustrated with the website (they can't do something they should be able to do easily, like order a product). Your website could either be broken, it does not work well in certain scenarios' or critical processes are simply difficult to complete.

It could surprise you how often both of these items go hand in hand G.e., uiers don't trust the website because it doesn't work well). This could be for a number of reasons you probably didn't even know existed: "

l'. Your user is facing browser-specific problems (i'e'' something is broken in FireFox but not Internet Explorer)'

2. Toiunction properly, your website requires certoin technoligies that not all users have access /o (such as JavaScript, or certain Plug-ins).

One of the best ways to monitor for such instances is to install analytics software. There are several free (and some paid) options that provide incredible levels of details'

d"tiing your website to perform isn't rocket science' But it doJs require some thought and analysis (and execution afterwarOs;, wtrlctr perhaps you've neglected thusfar' Don't wony; an effective website is closer than you think'

- Calvin Froedge is a partner at WebllsabilityCheck'com' a service owned by Creative Logic Media,which helps maximize the ffictiveness of websites. He has been involved in the creation of ilndrerls of websites and web plaforms' Reach him at (801) 754 4466 or calvin@ creativelogicmedia.com'

"I can't get traffic. Nobody comes to my website"'

"Whv is mv website not converting? I get traffic' bul I'm not seeing sales-or inquiries'"

By Carla Waldemar

The secret of success? Think small

Iven HEARD op Silverton. Or.?

-U/Maybe not. Or Brooks, Molalla or Woodburn? Me neither.

But Withers Lumber has yards in all four pinpricks on the state mapand for a reason it believes in and is banking on. Says Trent Withers, who runs the company his grandfather launched in 1928, "We are never going to be a big, mega-operation. My grandfather didn't want that. mv father didn't want that, and I don;t want that. Everyone else plops down a lO-acre yard and fans people out for 50 miles. Instead, our idea is iust the opposite: to have small yards in small communities, with local people, and become part of the towns."

Softspoken words, to be sure, but they come with a fighting edge behind them. That goes back nearly 80 years, to when the big boys-in this case,

Copeland's-rode into Woodburn and told Trent's grandpa, "We're going to make it tough on you. Sell out, or we'll put a yard across the street." He didn't, and they did.

Grandfather Withers eventuallv gave up the yard and relocated to nearby Mount Angel. But when decades later Copeland's split up the chain, Withers was able to repurchase the Woodburn store, making two yards just a couple of miles upart. tn 1962,Trent's father, Bob, added a third location in Brooks, also just up the road. "Three yards within 20 miles," Trent underscores the operating mantra.

Then, about five years ago, he says, "two things became clear. Copeland's dried up completely; they lost their yards in small communities.

In fact, here in Oregon, the business

model became one of mega-yards with a hundred people serving some 500 miles. That only reinforced our company's idea that we could do well by not acting like the big yards. In fact, we actually have our fifth location mapped out, as soon as the economy improves," confides Trent, who took over from his dad in 1998.

"Oh, Dad still comes in just often enough to make trouble, to stir the pot," his offspring notes with abundant affection.

Maybe Bob always suspected his prodigal son would be back. "Growing up, I wanted nothing to do with the lumberyard," Trent bristles in retrospect. "I left to go to theater school in L.A. and become a movie star." But after the glitz started to tarnish and million-dollar contracts failed to come his way, when Dad

ASPIRING ACTOR-turned lumberyard owner Trent Withers uses his theater ba6kground in his sales presentations.

rylIHEls LqMBER puts.the bulk of its marketing budget into customer events, such as this recent contractor barbecue at its headquarters yard in Siliertoni Or.

offered, "Why don't you come back?" Well-sure! And no regrets. "Now I'm using my theater background as a sales guy," he readily asserts, "and having a lot of fun."

Making big decisions, too. The biggest change came about when Home Depot moved in close by, prodding Trent to get out ofthe retail trade and concentrate solely on pros. "We changed the product mix and staff [orientation] in order to serve the smaller contractors, who built one or two houses ayeat. We're a small company, and small operations like to do business with each other. We all like the personal relationships and feel connected-not serving those larger customers of a 'typical' yard, but they're large to us."

"In fact,'he says, "our only rule here is to have no rules. To be flexible. We want to operate on an individual basis, according to their individual needs."

For instance? "For instance, free delivery. And one of the biggest reasons for our success is that, unlike the big companies, we don't deliver the whole house package in one day. (Others will drop the whole thing there to warp and twist and rot.) Instead, we make multiple small deliveries- 15, not one or two. It's part of being a smaller yard in a small town. We caffy a little bit of everything they need to build a house, too. And we offer our customers product-knowledge sessions on issues such as the proper way to install windows and doors. There are so many lawsuits waiting to happen, so we spend time educating ourselves and our contractors."

Having employees who are long-timers gives Withers a leg up, too. "They're mature associates, some with 14 years with us, and we appreciate and value their expertise. It's not like going to a box, where folks are earning $10 an hour."

Not at all. Trent has put the earning potential squarely in his team's collective hands. He's established an incentive program that pays off based on productivity. It works like this: dollar sales divided by number of staff-which, he says, is "the most important number in a business. And the great thing about the plan is that they police themselves. 'You have to hit the numbers,' they'll say. And this way, it takes fewer people to do the business we do."

Know what, Trent? There's a catchy slogan out there that sums it up: "Do more with less."

Bingo. And that's especially vital because, contrary to a reporter's expectation, there's little economy to be achieved in operating four stores, Trent contends. "No. Actually, it costs more. A mega-yard could buy five truckloads. Instead, we order one and ship it to one location, then split it up and transport it to the others." However, customers do love the fact that if one yard doesn't have a crucial item in stock at the moment, it's likely that another one, close by, will step up and fill the gap.

Withers boasts five "very aggressive" outside salespeople who troll for new accounts. "They'll approach an under-served contractor and show him how a yard that values his business might treat him differently." And occasionally, treat is exactly the right word-for, instead of spending all its dollars on advertising, reports Trent, "we'll find out what our customers like-such as fishing or baseball. Then we arrange events focused on their particular passion."

Even in this dicey economy. And, let's be honest, it's hit Oregon hard. To survive, Withers has been forced to reduce its staff from 60 to 20-a move, Trent acknowledges, as he bites the bullet to ease the pain, "that was key to keeping the company around until the next good times. In this state," he says, "there's still no light at the end of the tunnel, and the coming winter will be toush."

But, hey ! It still beats Hollywood. "It's so much fun to assemble a group of people and head them in the same direction-to get them to set aside their differences and do what's best for our customers-which," he underscores. "is ultimatelv how we all benefit." Amen to that!

Carla Waldemar cwaldemar@comcast.net

LET'S SPLIT: Withers' yards are close enough io each other that it's economically advantageous to have mills ship large loads to one location and then Withers itself can distribute the lumber among its four sites.

By fames Olsen

Ghristopher Golumbus, Americats first salesman

king turned him down. Undaunted, Columbus took his theories and proposals to Spain.

Negotiator. Too many sellers feel they have no negotiation power. They assume since the customer has the P.O. book, he has all the leverage. Leadership sellers understand ideas have power and leverage of their own.

As master sellers we must promote our idea, get our customers to say yes, and negotiate the terms of that yes. Columbus showed himself a master negotiator on many occasions, but never more than when dealing with the king and queen of Spain.

comes from hours spent on the basics. Columbus worked at, worked on, and studied navigation his entire life. He didn't just sail, he studied navigation from every possible angle.

The master of anything makes things seem impossible, but in truth the magic is based on a titanic storehouse of experience. The master pays more attention, for a longer period of time (usually a lifetime), than his counterparts. Columbus saved his life and the life of his men many times based on his preparation.

f er's Drscuss the attributes that I-lmade Columbus a great salesman. Columbus definei himsetf. To become master sellers, we must define ourselves. "You're just a broker" or any other limiting definition made by others must be replaced with our own definition. "Excuse me, Mr. Customer, I'm not just a broker. I'm a money-making partner! "

The definition placed on Columbus was that of map maker and merchant marine. Columbus decided early that he wanted to be more than a mere sailor; he wanted to be discoverer of the New Worldl He made his own definition of himself and made it happen.

Persistence. Many salespeople don't prospect at all-these are the victims. Only 507o call back after the first no. Only 20Vo call back after the second no, and only 10Vo call back after the third no.

At 25, Columbus swam six miles to shore clinging to a log to land in Portugal after his vessel was attacked by pirates. He got a job as a map maker and merchant marine sailing shipments to Iceland and similar voyages. He married into minor nobility and began his planning. It took him seven years to get an audience with the Portuguese king. The Portuguese

After another six years of yes-nomaybes from the Spanish potentates, Columbus decided to take his idea still elsewhere. This "walk away" was just the spark that Ferdinand and Isabella needed to "pull the trigger." If Columbus had continued to wait on a maybe, he would have failed in his quest. Only after he created outside interest using prospecting and the walk away did he earn the respect and the order from his prospective customers.

Preparation. Sailors of the day had compasses and charts of star positions, but they couldn't calculate longitude. Because of this, they were always a little (or a lot) vague on their position in uncharted waters, which led to disastrous voyages. Columbus' deadreckoning navigation skills were said to be magical, a valuable skill in a world unable to calculate longitude.

Columbus studied astronomy, map making, compass reading, and anything else that would make him a master navigator. He dedicated his life to his trade. Many salespeople want to be "big hitters" but they don't want to learn their craft. Long after Columbus was considered a professional sailor he continued to study.

Any skill that seems "magical"

Creativity. In his last voyage, Columbus found himself shipwrecked. The natives wished the Spaniards gone and refused food. Columbus convinced them that ftis God was displeased with them and proved it by "producing" a solar eclipse. Columbus had studied and timed his meeting with the natives with the appearance of the eclipse.

Tough Decisions. Columbus was judge and jury on his voyages. He ordered executions. He had to decide to turn right, left or back with many lives riding on his decisions.

Sellers who refuse to make tough decisions struggle. Deciding to prospect and using the "walk away" are but two examples of tough decisions we must make as master sellers.

Great salesmanship can be found throughout history. Let's make our own historv todav!

Columbus knew that nothing happens, even the discovery of America, until the sale is made.

Simpson Takes over Mason County's Shelton Mills

Simpson Lumber, Shelton, Wa., has finalized its purchase of Mason County Forest Products' sawmills in Shelton,.

In anticipation of the switchover, Mason County idled the large-cutting and small-dimension mills July 31. Simpson plans to restart them in phases over the next several months and increase production over the next two to three years as the market improves.

Simpson has also entered into a new ground/building lease with the Port of Shelton, where the mills have been located since 2004.

Simpson also operates mills in Tacoma, Shelton and Longview, Wa.; Meldrim, Ga., and Georgetown, S.C.

Associations Partner on Wood Dust Warnings

Western Wood Products Association and the Lumber Association of California & Nevada have banded together to help their members comply with California's new wood-dust requirements.

"This is an example of the wood products and lumber industry working together from the sawmills to the retail lumber and wood products dealers to meet the specific requirements in the California law," noted Frank Stewart, product support manager for WWPA. "The fact that we came in as a unified industry on this issue made it easier to work with the state agencies."

In December 2009. wood dust was added to the Proposition 65 list of

more than 800 chemicals and other substances that can cause cancer or birth defects. The final rule goes into effect Dec. 18.2010.

The two organizations have been meeting with the California Office of Environmental Health Hazard Assessment and the California Attorney General's office to clarify the recommendations and requirements for communicating the wood dust warnings. Both groups are developing signage and other materials for mills and lumber manufacturers to include with their products, plus detailed posting recommendations for retail dealers.

"We're confident we can help both those selling into California from outside the state borders and those who sell the products in the state," LACN executive director Ken Dunham said.

Central California's High Sierra Lumber Consolidates

High Sierra Lumber & Supply has closed its location in Woodlake, Ca., and moved inventory to its sister company, High Sierra Lumber & Truss, in Tulare, Ca.

Jeff Holmes, general manager of the Woodlake facility, blamed the weak building and construction market for the move. However, the site is not up for sale or lease because the company hopes to reopen there when conditions improve.

Holmes said that the move "will allow me more time on the road to contact those in our service area to place orders, have deliveries scheduled, and provide as much support for their needs as we can."

Mendo Mill nas taken over the former Piedmont Lumber store in Lakeport, Ca. (Rick White, store manager).

After Piedmont closed July 26, Mendo Mill bought the property and reopened Sept. 13, with a paved drive-thru lumberyard.

Orchard Supply Hardware, San Jose, Ca., opened a 43,000-sq. ft. store with 14,000-sq, ft. nursery Sept. 11 in Concord, Ca.

It's OSH's 89th store and third to open this year.

Home Depot expects a December opening for a new 667,000-sq. ft. DC in Ontario, Ca., serving its stores in Los Angeles and Orange counties, as well as the Bakersfield area.

Lowe's received approval to build in a new home center in Carlsbad, Ca., and has submitted plans to build a 121,000-sq. ft store with 31,658-sq. ft. garden center in Poway, Ca.

Habitat for Humanity nas opened ReStore discount outlets in Oxnard, Ca. (Wendy Monk, store mgr.), and Belfair, Wa. (Tammey Newton, executive director).

Thieving vandals caused $3,500 in damage Sept. 13 to the Redmond, 0r., ReStore.

Reliable Wholesale Lumber, Huntington Beach, Ca., began winding down lumber operations in Stockton, Ca. Oct. 1.

The wholesaler is currently looking for a tenant to lease the 10-acre contractor yard.

Weyco Shutters LVL Plant

Weyerhaeuscr'. Feclcral Wa1'. Wa.. closccl its LVL plant in Albany. Or.. carly last nronth and laicl cltf 70 lrorkers.

Thc plant producecl enginecretl u'ood hcadcrs. beams. ancl scal'litlcling planks. Thc compuny crlled thc closLrre inclefinitc. but "expectc(l to bc long-tclrn."

kccp thc bLrckct fronr falling wasn't uscd. OSHA f ined the ntill ncarlv 560.(X)0 in salctr f incs relatcd to his cleatlr.

Three New Stores Target Hardware-Deprived Town

Soon. thc resiclcnts ol' Wilsonvillc. Or.. will no lonqcr havc to leavc tcl',ln lirr prirrt antl harclr.i are.

Roseburg

Forest

Products has eliminated the third shift at its stud millin Dillard, Or.

Lam-Wood Systems, Denver, Co., is now exclusive distributor for RedBuilt's Red-l and Redlam lines in Wyoming, Colorado, New Mexico, Nebraska. Kansas and western lowa. To ease the transition, RedBuilt technical sales rep Bret Maynard is joining the Lam-Wood sales team

Thunderbolt Wood Treating, Riverbank, Ca., has been added to the list of aooroved manufacturers in PG&E's Greenbook and in the Overhead Standards Book

The aoproval is for ACZA Chemonite-treated Douglas fir utility poles up to 40'.

Mill Suffers Second Fatality

Thc Occupltional Salctr'& Hcalth Atlrninistration is investigertins thc clcath ol'an e lcctrician w'ho rias killecl u hile u orking on a pluner at thc Yakama Forcst Prorlucts rnill ncar' White Su an. Wa.

According to ar-rthoritics. a h-n.'drar-rlic cllinclel holcling the planer s cilnopy cloor nray havc failccl causing thc dool to collapse- or.r .luntcs Espinosa. 62. "He was caught betwcen thc dool and thc trantc ol'the planer." said county coroncr Juck Hawkins.

It u'as thc second clclth at the ntill this ycar. In Januarv. Tvler Challinor'. 10. uas wolking on a tractor ultcn its large buckct lell and crushecl hirn. A hydraulic cvlindel I'rLilecl in that acciclcnt. und a safety bar dcsisncd to

A ycar aso. Russ ancl Pes t)ubcls r'lrt.5'ql \\'i].,trrr ille'. lrr:l t'ctttrrittittr: Irardu ur.c stolc. Shcbuski & Llovds. tlrrr lo lr hllt lr' ri it lr t lr. e itr ( )\ \'r' pur' poltecl codc violations. The couplc |cccntlv openccl a lle\\'stofc on thc other sirle ol town-t)o it llestWorkshol.r Har.rlu arc. 'I-hcil lirnncr storcfront is bcing lcnroclclccl into an Acc Haldrrarc. set to ol)cn in late Octobcr-or Norenrbe r. And Frccl Mcycr is also comilrg to Wilsonr illc u ith a sLrltcrstolc that will inclucle a Iargc paint ancl hurclu'ure sect on

States Industries Pushes for Speedy Bankruptcy

Harclwood pancl ploduccr Statcs Inclustries. Eugenc. Or.. ri hich enterccl Chaptcr I I bankruptcv on Aug. l-1. Iras rcccircrl l Slli .-5 nrillion bid lilr

its assets.

The offer came from Renwood States Lending, an investment group that has already purchased States' debts. The deadline for additional bids is Oct. 13, with an auction to follow on Oct. 20.

"We believe the process needs to move quickly," said John Davidson, States' chief restructuring officer. The company once employed more than 400 and had a second plant in Mocksville, N.C. That facility closed in 2009, and the remaining 230 employees have taken pay and benefit cuts.

In its bankruptcy filing, the 44-year-old company listed assets of $20.6 million and liabilities of $28.5 million. According to Davidson, the company has sufficient financing to support suppliers and customers through the sale and transition to new ownership.

Lowe's Facing, Filing Suits over Proposed Projects in West

Lowe's Cos. is running into legal troubles over proposed home improvement centers in Silverthorne, Co., and Petaluma, Ca that the chain thought had been approved.

Residents of Silverthorne are suing the city to halt progress of a store slated to start construction in the spring for an early 2012 opening. The plaintiffs claim that in plans the town incorrectly categorized the project as a "hardware store" (a use-by-right entity), instead of a "lumberyard" or "building materials business" (light commercial).

Over in Petaluma, Lowe's has hinted that it may file suit if the city doesn't finish an environmental review on time. By law, an EIR must be completed within one year, but the Petaluma city manager contends the deadline is not "solid."

BlueLinx Holdings, Atlanta, Ga., advised shareholders to accept an upgraded, $4-per-share buyout offer from majority owner Cerberus.

Weyerhaeuser Co., Federal Way, Wa., has sold its Cosmopolis, Wa., cellulose mill to investors, including private equity firm The Gores Group, Los Angeles, Ca., and packaging vet Dermot Smurfit.

The mill, shuttered for five years, will be refurbished and restarted as Cosmo Specialty Fibers.

Canfor is permanently closing its Clear Lake sawmill near Prince George, B.C., Jan. 13.

The Clear Lake fingerjoint mill shut down Aug. 12.

Western Forest Products' sawmill in Ladysmith, 8.C., restarted Sept. 7 to serve Chinese construction markets. The facility had been idle for more than 2 years.

Norbord's OSB products have earned the "Green Approved" seal from the NAHB Research Center. Certified products include Pinnacle, TruFlor, Stabledge, TallWall, Windstorm, Trubord, Rimboard and Solarbord.

Anniversaries: Patrick Lumber Co., Portland, Or., 95th ... C&D Lumbor, Riddte, or., 60th Pacific Western Lumber, Lakewood, Wa., 25th Plateau Forest Products, Bend, 0r., 2bth Pro Lumber, Florence, Or., 1Oth.

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By Bernard Kliska

To sell or not to sell: That is the question

ffnvler. SserespeeRs's melancholy Dane, vacillated Ilso long trying to make up his mind about whether to move forward with his plans that his indecision finally threw the entire kingdom into turmoil and brought about his own death.

In my consulting practice, I often see family business owners struggling with their own and other family members' emotional ambivalence over taking the difficult step of selling the business. Although I haven't yet seen this emotional ambivalence lead to death, I've seen it result in turmoil, protracted agony, significant loss, and a tortured legacy that ends up negatively impacting many family members and employees.

Owners who have spent considerable time and energy building their businesses are usually not emotionally prepared to sell. They and family members-even members not directly involved in the operation-have invested considerable identity in it. I've often heard an owner describe their businesses as their "baby." Understandably, when the time comes to give it up, an owner wants to leave the baby in the right hands-the hands of someone who, among other things, will pay the right price, take care of employees, grow the business, and honor the seller's legacy and connection. Of course, this ideal buyer probably doesn't exist, and holding out for such a buyer can become an excuse for inaction.

Selling a business is like facing the empty nest, but more difficult. As parents, we know years ahead of time that our child will someday leave and we spend much of our time preparing for it. Most family-business owners, however, assume that the business will always be, if not in their hands, at least connected to them in some meaningful way. For this reason, anticipating the process of selling long in advance helps prepare for when the time finally arrives. But powerful emotional forces prevent most families from doing this.

The importance of alignment. Like the empty nest, selling the business can feel like a personal crisis, a tremendous opportunity, or both. If selling the business is the best option to pursue, all family members should align behind this as an opportunity. If they fail to align, the ambivalence, never directly addressed, plays out in acrimonious and never-ending disagreements about the details of the potential sale. When this happens, the sale will be either completely undermined or if it does go through, it will very likely result in post-transaction bitterness and resentment and a hauntins sense of loss.

Just as clear, consistent communication between family members is essential for operating the business, it is also essential in the final stages of the business. The same factors that can impede communications during any part of the business's life cycle can interfere toward the end. Family business leaders, used to being decisive and action oriented, are often better at making decisions than at promoting discussion and communicating the right things to the right people.

Differences in alignment can also occur between various individuals or group within the family, between generations, between active and inactive family members, or between different branches of the family. Each of these groups and members within groups will have different perspectives on the value of selling the business. Communicating to all in the same manner may not address their concerns about a sale.

In the powerful and shifting realm of emotions, maintaining firm alignment requires an ongoing process. Once the sale process has been launched and the search for a buyer and subsequent negations unfolds, families should hold regular family update meetings. This not only reassures family members and helps craft an ongoing consensus, but sends a clear message to the family, employees, and potential buyers that an orderly process will ensure that everyone's best interests are being addressed.

Dealing with grief and loss. If grief and loss were not inevitable parts of our existence, we probably wouldn't

spend so much time and energy trying to avoid them. Recognizing what the sale of the business means in terms of loss to each family member is the first step toward managing these feelings. Some family members may fear that without the glue of the business, people will drift further apart. Others, for whom the family business provides an important part of their identity or meaning in life, may feel like they're losing part of themselves. Others may fear for their economic future or, even more powerfully, for their children's economic future.

I help people manage these fears by reminding them that while the sale represents the end of something, it also marks the beginning of something else. I often advise people to retire /o something, not from something, to develop a vision for the future. It helps to remember that loss paves the way for something new, such as a new asset, which may require a different kind of energy, interest and attention.

Family members who fear the loss of cohesiveness may wish to form new collaborative relationships with each other-working to benefit their communities, establishing a shared philanthropic venture. jointly managing a portion of the assets from the sale, or continuing to hold regular family retreats. Re-visioning the future can be useful (or even necessary) project for one person or for the entire family.

Farewell rituals can also help family members say good-bye and free them to move forward. Whether it's a raucous wake, a farewell cruise, a solemn retreat, or a privately published commemorative book, a ritual or project honors the importance of the past and the present, and helps prepare for the future.

When emotions and logic work together, they create an energy and

synergy that make for successful family business. But when they clash, they are like the collision of high and low pressure systems that create tornadoes and hurricanes. When the timing or circumstances for selling the business seem right, or even imperative, but the fear and loss of grief prevent the family from following through, the result can be catastrophic. Ironically, years later. the end result is the same whether the transition goes smoothly or disastrously: The landscape will have changed and something new will have grown.

Change, loss and renewal are inevitable. The crucial difference is how families go through it. Recognizing, addressing and honoring the powerful feelings that the sale of a family business evokes helps ease the most difficult, yet natural, of transitions.

- Bernard Kliska is an associate of the Family Business Consulting Group, Marietta, Ga. He can be reached at (800) 5 5 I -063 3 or kliska@ efamilybusine ss.com. Reprinted ||ith permission from The Family Business Advixtr, a <:opyrighted publication d Family Enterprise Publishers. No portion of this article may be reproduced without permission oJ Fumily Enterprise Publishers.

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Jim Taft, general mgr., Ganahl Lumber Co., Anaheim, Ca., will retire at the end of the year after nearly 40 years with the chain. He will be succeeded by Mark Ganahl, who will be replaced as general mgr. in Corona, Ca., by Mike Shumaker. Barrett Burt was named general mgr. of Ganahl's new store in Pasadena, Ca.

Chris Pellico, ex-Sunset Forest Products, has joined Talon Forest Group/AFA, Portland, Or.

Bob Shroeder, v.p. of operations, Pacific Woodtech Corp., Burlington, Wa., has retired after 35 years, the last 12 with Pacific Woodtech. He remains on the board of directors until the end of the year.

Shawn Mills, branch mgr., ABC Supply, Colorado Springs, Co., was promoted to a managing partner, along with Ron Ferguson, Fort Collins, Co., and Josh Freeman, Longmont, Co.

Ray Smith has been promoted to c.e.o. of ECOZ Forests. Boulder. Co.

Van Kelly is a new marketing specialist at Capital, Salt Lake City, Ut.

Ron Davis has joined Gaco Western's WallFoam division as regional mgr. for Colorado, Utah, New Mexico, and Wyoming. Chris Mayer is now regional mgr. in the Pacific Northwest, and Aaron Kralovic, regional mgr. overseeing California, Arizona and Nevada.

William R. "Bill" Corbin, exWeyerhaeuser, has been appointed chairman of the board for Atlas Holdings' Wood Resources LLC, Olympia, Wa.

Bill Nocerino, ex-Follen Wood Preserving, has been named mgr. of Forest2Market' s lumber division.

Michele LaMori has joined Barrette Outdoor Living as director of sales, to help launch the Xpanse line through two-step distribution. Memphis, Tn.-based Quinton Stine, ex-Primesource, is handling national account business.

James Metcalf, president and c.o.o., USG Corp., will succeed William C. Foote as c.e.o. Jan. 1. Foote will remain executive chairman.

Scott Lindsay is new to cedar sales at Skana. Richmond. B.C.

Luis Fernandez-Moreno, ex-Dow Coating Materials, has joined Arch Chemicals as executive v.p., responsible for global operations of its wood protection and HTH water products divisions.

Ken Riches, president, Beacon Metals, Salt Lake City, Ut., was presented the Builders Hardware Manufacturers Association's Award of Excellence.

Jim Sweeney, owner of Alki Lumber & Hardware, Seattle, Wa., received the local Kiwanis Club's Everyday Hero Award for his years of service to the club and to the community.

Dan Bohannon, president, Bohannon Lumber, Orange, Ca., and Brian Cheney won the U.S. National Indoor Doubles Tennis Championship, for the 60-and-over division, in Seattle, Wa.

Mark and Melinda Ganahl, Ganahl Lumber Co., Corona, Ca., welcomed the birth of Emma Elaine on July 17.

Knight N. Day is implementing a 24/7 customer-care program at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

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Lumber Association of California & Nevada's 4O-and-under group, 2nd Growth, has scheduled its annual holiday meeting Dec. 2 at the Sheraton. Cerritos. Ca.

Mountain States Lumber & Building Material Dealers Association will celebrate the holidays Dec. 9 at the Mile High Stadium Club at Invesco Field. Denver. Co.

Los Angeles Hardwood Lumberman's Club will hold regular monthly meetings Oct. l4 at Belmont Brewing Company, Long Beach, Ca., and Nov. I I at the Rib Trader, Orange, Ca.

LAHLC's annual tennis tournament is set for Nov. 7 at Anaheim Tennis Center, Anaheim, Ca. The group's annual Christmas party is Dec. I l at Orange Hill Restaurant, Orange, Ca.

North American Building Material Distribution Association and the North American Association

of Floor Covering Distributors have lined up several speakers for their joint distributor marketplace, Nov. 16-18 at the Broadmoor Hotel, Colorado Springs, Co.

J. Michael Marks, principal with the Indian River Consulting Group, will discuss "Where Is the New Money?"

Brent Grover, managing partner of Evergreen Consulting, will present a talk on "Smart Pricing Strategies for Distributors."

Brian Beaulieu, c.e.o. of the Institute for Trend Research, will discuss "Recovery: How Long and How Strong?"

Two workshops presented by the Hardwood Plywood & Veneer Association will focus on how to sell and market hardwood plywood and hardwood engineered fl ooring.

Western Wood Preservers Institute is putting the finishing touches on its annual meeting Oct. l1-20 at the Westin La Paloma Resort. Tucson. Az.

Historic Downturn in Lumber Markets Shows in Final Totals for 2009

The western lumber industry in 2009 posted its worst year for production in modern history, according to final statistics compiled by Western Wood Products Association.

Sawmills in 12 western states produced 10.39 billion bd. ft. of lumber in 2009, the lowest annual volume since WWPA began compiling industry statistics in the late 1940s. Since 2005, output from western lumber mills has fallen by some 46Vo. The previous modern-day low was in 1982, when western mills produced 13.7 billion bd. ft.

The lack of home building in the U.S. contributed to the historic decline. Just 554,000 houses were built in 2009,a39Vo decline from the previous year. It was the lowest annual total since 1945, when just 326P00 houses were built.

Low demand translated into even lower prices for western lumber products. The estimated wholesale value of the 2009 production was $2.69 billio<r, down 267o from 2008. Five years ago, western mills produced 19.3 billion ft. of lumber valued at

$7.7 billion.

All western states posted doubledigit declines in production. Despite a 197o drop from 2008, Oregon sawmills produced 3.83 billion bd. ft. to lead the nation.

Washington was the second highest producing state in the region and the nation with 3.24 billion bd. ft. in 2009. Mills in California produced 1.44 billion ft., down nearly 25Vo from the previous year.

Lumber production in Idaho totaled 1.1 billion bd. ft., and mills in Montana produced 418 million ft.

Totals for other western states were combined to protect the confidentiality of individual mill data. Mills in South Dakota and Wyoming produced 192 million bd. ft. last year, while the four corner states of Arizona, Colorado, New Mexico, and Utah posted annual lumber production of 167 million ft.

Overall demand for lumber totaled 31.3 billion bd. ft. in 2009, less than half of what was used five years previously. Just 7.3 billion bd. ft. was used for residential construction,

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compared to 2'7 .6 billion ft. used in 2005.

Lumber production in the southern U.S. followed the same downward trend, declining 19.5Vo to 11.79 billion bd. ft.

Imports, mostly from Canada, lost more market share in 2009, dropping 30Vo to 8.9 billion bd. ft.

Break-ln Suspect Nabbed

A 2l-year-old man who was allegedly caught burglarizing Pro Build, Great Falls, Mt., has been charged with one count of felony burglary and one count each of misdemeanor possession of burglary tools, criminal mischief, and obstructing a peace officer.

Police responding to a silent alarm at the store on Sept.4 reported seeing Billy Lee Henderson inside, prying open the c as h re gi s ter. After Henderson did not comply with requests to get on the ground, he received injuries from a police dog and was treated at a local hospital before being booked.

If convicted of all charges, Henderson could face up to 2l years and 6 months in prison, and a fine of up to $51 ,500.

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4 The crossroods of on industry

6 Countdown lo lBM's biggesr show I froders fhorket widens plogrom mix

9 Schedule of events

I0 Adding volue to every soles coll

12 ilAWlA froders lUlqrket exhibitor list

4 Troders Morket show lloor

TRADERS PREVIEW is published annually at 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660, (949) 852-1990, Fax 949-852-0231, www.building-products.com, by Cutler Publishing, Inc. (a California Corporation), publisher of Building Products Drgest and The Merchant Magazine. Copyright@2010 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 yeais 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 the llAWlA Trqders Morket

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) 8'70-^7470, Fax 847-870-0201, or info@nawla.org.

Crow's Market & Price Service

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As a subscriber to Crow's Market & Price Service you'll get the fbllowing great features:

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

fhe crossroqds of on industry

By Buck Hutchison

tyVER THE LAST 15 YEARS, the NAWLA Traders Market has grown into the largest trade show of its kind, focusing on the supply and distribution of lumber and building products. This year, we have worked to broaden the scope of the show while still maintaining the focus on manufacturers and wholesalers.

Traders Market continues to evolve. Of special interest this year is the introduction of the New Product Showcase. The showcase will be a special area of the trade show floor that will enable companies to market new or rebranded products they produce or offer.

NAWLA has always represented that crucial link in the supply chain. That supply chain needs to include those specifying the material, so NAWLA has partnered with Woodworks to provide two continuing education classes for architects. The two classes will focus on the use of wood and wood products in sustainable design and will be offered on Friday morning of the show. Afterwards, the exhibitor and attendees will have a chance to meet with the architects as they visit the tradeshow floor. An additional benefit to attendees is that they may attend the classes for free.

Another exciting feature is the launch of the revamped Magellan Network. As NAWLA increases its global activities, the Magellan event at Traders Market will become one of many chances to learn about imports and exports. This year's panel will focus on emerging markets. Both panelists are well known in the industry throughout the world. Mike Snow with the American Hardwood Export Council and Brent McClendon with the International Wood Products Association will provide an outlook on where the markets are going. Once again, International WOOD Markets Group's Russ Taylor will serve a moderator.

We've made some changes and improvements this year, but one thing hasn't changed: value. Traders Market continues to provide the industry with excellent return on investment. Networking, business, and sales will once again be the main focus, but with a few fresh twists.

See you in Chicago!

Buck Hutchison Hutchison Lumber & Buildins Products NAWLA Chairman

. Available in coils, collated sticks and hand drive

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Countdown to rhe big show llAUlllA shours off q few new tricks

HE ROAR of the crowd at a football game. The slight chill in the morning air. Hardwood trees bursting into shades oforange, red and yellow. The anticipation of NAWLA Traders Market. All signs that fall has arrived, and the time has come to make your final plans for the 20 10 Traders Market in Chicaso.

For 15 years, Traders Market has provided the lumber industry with outstanding value and a business focus. This year promises to again deliver the goods-with a few fresh twists.

There are dozens of tradeshows that involve lumber products, but one thing makes NAWLA's unique: it focuses on the supply and distribution of lumber and related products. Period. Other shows consist primarily of service and machinery providers, but not Traders Market. If you are looking to sell a lumber product, looking for new suppliers, or wanting to expand to new networks, this is the place to be.

Among the new features are revised show times, a revamped international program, a Wood Basics Course alumni reunion, a meeting of

the Western Red Cedar Lumber Association, and sustainability training for architects.

Instead of the familiar two fourhour days on a Friday and a Saturday, this year the NAWLA Traders Market will open on Thursday afternoon, then conclude with a longer, five-hour schedule on Friday, Nov. 5.

The newly revamped Magellan Network event will include an outlook on emerging markets and products by a select group of recognized experts. Both exports and imports will be covered by some new faces and some longtime friends.

The Wood Basics Course has long been recognized for setting the standard for training the future leaders of the industry. In the 30 years since it

began, nearly 1,500 students have graduated. The friendships that start there stay with alumni the rest of their careers. This year, there will be a special reception for alumni of the Wood Basics Course.

In addition, WRCLA will stage an invitation-only program on the green benefits of western red cedar.

NAWLA also has partnered with WoodWorks to present two continuing education classes for architects and engineers during Traders Market. Both classes will focus on the use of wood for sustainable design and building, and attendees will have the opportunity to visit the show floor on Friday afternoon. Traders Market attendees can attend the classes for free.

Favorite events will also return-a sidetrip to CME Group's mercantile exchange floor, a two-day sales workshop (this time delivered by Dave Kahle), and a motivational kick-off presentation (this year by baseball's Jim "The Rookie" Morris).

Join the 200-plus exhibiting manufacturers and well over 1,000 attendees at a show to remember-and profit from.

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listen up! frqders Mqrket folls out urider ronge of progrqns

I;HIS YEAR'S Traders Market features the most diverse I selection yet ofbusiness and educational sessions: I

Sales Training Course: 66How to Survive & Thrive by Selling Smart in a Diflicult Economy"

Wednesday Nov. 5, I - 5 p.m., and Thursday Nov.6,8 a.m. - l2 p.m.

Dave Kahle, president of The DaCo Corp., presents a special two-day program for mid-level sales professionals, teaching how to target and prioritize your market, systematically create new customers, and compellingly present the case for the customer to buy everything from you.

The fee is $295 per person.

Magellan Network Breakfast & Program on Global Trade

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

A signature event of the NAWLA Traders Market, the event includes expert speakers and networking on both import and export issues, softwood and hardwood prod-

ucts. This year, moderator Russ Taylor, International WOOD Markets Group, will be joined by panelists Brent McClendon, International Wood Products Association, and Michael Snow, American Hardwood Export Council.

The fee is $99 for members, $125 for non-members.

General Session: "Standing at the Crossroads"

Thursday Nov.4, 12:30 - 2:30 p.m.

Jim Morris, inspiration for the movie The Rookie, did the impossible and landed a pro baseball contract at the age of 35. He's a prime example of an underdog who had the courage to stand at the crossroads and then take the road less travelled, while others moved along the beaten path. A schoolteacher by trade, Morris is a lovable storyteller whose miracle story captivates and inspires audiences to never give up on a dream.

. Western Red Cedar Lumber Association Meeting: "Go Green with Western Red Cedar"

Friday Nov.5,8 - l0 a.m.

Green expert John D. Wagner discusses how woodand specifically western red cedar-should position itself in the green-building environment. Topics include: Taking advantage of the dramatic rise in green regulation

Understanding the changing landscape of wood certification, including FSC, SFI and National Green Building Standard

Overcoming common misunderstandings about LEED certification and wood fiber

Parlaying cedar's favorable life-cycle analysis results into greater sales

Countering the rise in alternative materials

To attend this invitation-only event, please contact WRCLA's Beth Hird at hird@wrcla.org.

Educational Offerings for Architects

Friday Nov. 5, 8 - 9:30 a.m. and l0 - I I :30 a.m.

Two sessions will be offered for licensed architects to earn up to three continuing education credits. Instructor Archie Landreman, technical director for WoodWorks North-Central, will first speak on "Wood & Green

Building," focusing on sustainability and Life Cycle Assessment. Later in the day, Landreman will discuss "Practical Use of Engineered Wood Products," providing assistance in determining which EWP are best suited for various non-residential applications.

The fee is $100 per session.

t*dule ot rrt kcfryrtcr*3

1&7p.n, Regiesdimopen

l{ p.m. 10 Group meetnqs

16 p.m. Sales training course on 'l Can'selling sptem, part on6', . featudng Dave Kahle .,'.::

4S!6:30 p-m. Alumni reception fur Wood Basics Oourse gnduates

5:3&7 pm. Early Bird cocktail reception

fnrOry,hdorf

630 am-730 p.m. Registration open

7-9 am 10 Group meelings

7 a.n.-12 pm. Exhibitor set-up

8 a.rn.-12 p.m. CME Group excursion

I a.rn-12 p.m. Sales training course on "l Can" selling systery; part two'

$':l0a.m. Council ol@tli&fu chaire

..it,& vl@ chairs meeting.

10:15 am.-12 p.n Gornntittee meetlngs

l2:S2:30 p.m. Grand ryening lunch: Chairman's welccrre, president's addrsss, awarG presentation, keynote addess by Jim Monis

2:456 p.m. Traders Market open

6.7:30 p.m he Breaker reception

fu,llq*5

7:3&11.fflam. Registration op€n &9:3{l arn. Educationalseseion br architecb, on'Wood & Green

Building*

'&i0,q{r,r Magellan Club breatfast & program'

&10 ern Westem Red C*r Lumber

Associatbn meeting: "Go Green with Westem Red Cedar," presented by John D. Wagner

.!$rll:3{l a.m. Eduelional,session for architects, on "Prdir:al Use of Engineered Wood'

l0 am..3 p.m. Traders Market open

12-1:3{t p.rn Lund on show floor

3{ p.m. Exhibitor dismantle I

-hgse c-3lT / L"-:) -'-+'\

Downie Tirnber/Sclkir k Specialty

L^r.^^rt | '\d^r Ur^^',^+- Lilytrot L utruor I ruuur,L)

Gilbert Smith Forest Products Ltd.

Haida Forest Products Ltd.

idaho Forest Group

I nte rfo r

Mid Valley Lumber Specialtres

North EnderbyTiinber Ltd.

0rePac 8ui lding Products

Power Wood Corp.

0uadra Wood Products

Sawarne Lumber Company Ltd.

Shakertown

Skana Forest Products Ltd.

Twin Hivers Cedar

Western Forest Prcducts, Inc.

PLH/Health Mate

BW Creative Wood lndustries

Cedarshed lndustries

0utdoor Living Today

Synergy Pacifici0uattro Timber

1.866.778.9096

I ',

' 'n oai .**t*rrr*r*;

Not oll suppliers cre creoted equol, Buv ,lcur' \/Vestefn Qe:: Cear.1 f'1r:'t

Adding uolue

to euery soles tqll

time spent with you is worth the investment.

If, over time, you can create that idea in the minds of your customers, you'll find them generally willing to meet with you when you call. And in an economy where "too much to do and not enough time to do it" is the prevalent mind set, that reputation is a valuable asset.

2. Some ways to help him gain more business.

3. Some ways to distinguish himself from others.

4. Some ideas about how to reduce his costs.

5. Some good things to think about.

6. You helped him resolve some conflict.

7. You helped him simplify things.

I RE

YOU WASTING

your cusIto*.rr' time'l In this pressurized, f,multi-taskins world. where vour customers are eixpected to produce more in less time, they may be growing less eager to meet with you than they were just a year ago. Time is more precious today than ever before, and your customers are feeling the pressure.

In order for your customers to reliably make time to see you, they need to expect that they will gain some value for the time spent with you. That means that, if you are going to be successful in the world of B2B sales, you'll need to create a reputation that

As is always the case, it starts with thoughtfulness and preparation. As we prepare for a sales call, we so often think about what we want to accomplish and what we want to gain out of the sales call. Very few salespeople ever give any thought to what the customer gets out of it. That's the starting point.

Here's a little mental trick to help you. Before every sales call, when you are thinking about what you want to do, and what tools and materials you'll need, take a moment and ask, "What is the customer going to gain out of this time he spends with me?"

Here's a list of some possible answers:

1. Some good ideas to help him in his business or his job.

8. You helped him solve some problem.

9. You helped him move closer to some objective.

10. You made him feel better about himself or his business.

11. He got to spend time with your charming, entertaining personality. The answer probably lies somewhere within the top ten items on that list. If you can't name anything that the customer will gain, then you can safely assume that the time the customer spends with you in that sales call will be a waste of his time. Your relationship may be able to withstand one or two of those, but in the long term, wasted time will destroy a business relationship.

If you are going to bring value to every customer, every time, then you'll need to spend more time preparing to do so. That brings us to two simple rules to add value to every sales call:

1. Present something, every time.

2. Ask something, every time.

Present something. every time, means exactly that. You should, in every sales call with every customer and prospect, have something to talk about, to educate him on, which may be of value to him.

You can, for example, have an idea that you share. Maybe an idea that will help him... cut costs, increase revenues, save time, ... do something better or easier. ... make him more valuable, make his job easier.

You may have a story you can tell that provides an example of how someone gained a benefit or solved a problem. You could present a new service, new product, new product line, or new application for an existing product.

And, finally, you could present a proposal to buy something from you. The important thing here is that you prepare to present something to every customer and every prospect on every sales call. And not just anything, but rather something that this particular customer may find of value to him.

Don't forget rule number two: Ask something, on every sales call, with every customer and every prospect. And I don't mean a question like, "What do you think of the weather today?" Ask a question that causes the prospect/customer to...

think about his job or his business in some different wav.

... consider something that he has probably not thought of before, ... clarify some values, goals, objectives or strategies.

The ultimate power of a good question is that it causes the other person to think. The thinking process that results is the value that a customer may receive from the time spent with you. The purpose of the question is not for you to gain information; rather, it is to direct the customer to think about some things in different ways, so that the customer receives some value.

If you take the time to individually prepare something to present and something to ask for each sales call, you will, more times than not, be perceived as bringing some value to the customer. Over time, he'll be more and more willing to meet with you. And that reputation will be one of your greatest strengths in the marketplace.

- Dave Kahle, "The Growth Coach," is a sales consultant, trainer and author of a free monthly "Thinking About Sales" ezine and six books-including Question Your Way to Sales Success. He will be leading a two-day sales workshop at this year's NAWLA Traders Market. Reach him at ( 800) 3 3 1 - 1 287 : www.davekahle.com.

201 0 llAWtA Troders Morket Exhibitor list

zlo

Adivan Wrxrds

Curitiba, Brazil

Brazilian hardwood decking manufacturer.

Ainsworth Group ofCos- 700 Vancouver, B.C.

Commodity and specialty OSB products include Durastrand flooring, Thermastrand radiant barrier roof sheathing, Durastrand rimboard, and SteadiTred stair tread panels.

307

wood laminating plants in El Dorado and Washington, Ga., and I-joist facility in Sault Ste. Marie, Canada.

Santiago, Chile

Maple Ridge, B.C.

Specialty sawmill since 1993.

Anglo American Cedar Products 733

Mission, B.C.

Supplier of WRC shakes and shingles.

Ante-Holz GmhH

Hessen. Germanv

Eurooean softwood sawmills

Anthony Forest Products Co. 615 Box 1877, El Dorado, Ar. 71731; (870) 862-3414', Fax 87 0-863-4296; www.anthonyforest.com. Booth contact: Chris Webb.

Operates SP mills in Urbana, Ar., and Atlanta, Tx.; wood chip mills in Plain Dealing, La., and Troup, Tx.; engineered

206

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

5660 New Northside Dr., Ste. I 100, Atlanta, Ga. 30328; (678) 627-20OO; Fax 67 8-62'l -2095l' 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. 734 Kamloops, B.C.

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

Asia Building Materials Ltd. 213

Hilton Head Island, S.C. Chinese millwork supplier.

Ringgold, Ga.

Operates a SYP sawmill and Wolmanized treating plant in Ringgold and a treating facility and reload yard in Vincennes, In.

Ber\iamin Obdyke

Horsham, Pa.

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.

Bennett I .umber Products 618 Princeton, Id.

Facilities in Princeton, Id., and Clarkston, Wa., produce 414 & 8/4 lumber and oversee 62,000 acres of timberland in Idaho and Washington.

BLG Cargo Logistics

Bremen, Germany

Specialized logistics solutions

Rhro Rnnlr Serwiccs

Carol Stream, Il.

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

BNSF Railway

Ft. Worth, Tx.

Railway across 28 states and two provinces.

Boise, Id.

Manufacturer and distributor of lumber, panels and engineered wood.

Boozer Laminated Beam Co. 620 Anniston, Al.

Manufacturer of southern pine glulams, including 2.lE Boozerlam, l.9E BoozerBeam, l.9E BoozerHeader, l.9E BoozerColumn, l.8E BoozerBeam, and L6E BoozerHeader.

Cabot

Newburyport, Ma.

Machine stains and wood care products for siding, decking and fencing.

Calgary, Alb.

Manufactured Forest Products at Competitive Prices, including FSC-certified Western Red Cedar and Hemlock.

T3RAGE' Snfft @clig:S

Fclipse* Energy Cuard is an innovative wall sheathing

system that integrates the Proven enerSy efficiency of Eclipse* Radiant Banier Panels wtth the benefits ot diffusing vapor and in a single producl

RoyoMartin has revolutionized

hurricane-zoneconstruction ..::i..:' .li'i-' standards with .., :r ..;

SmdrtPodr'" rs a 135 mediurn denri$ overlay (l\,4DO) Structural i panel manufactured with a Southern Croup 1 face, back & core veneers. A 1-step ::r'. lay-up method in a '. proprietaryprocess ::,:;:.

Smartcore' Plywood products are manufactured to lhe highesl quality with all Southern Pine construction tor the greatest strength and stifiness.

'{: jl atf Sirrrr 192 J RoTOMartin J PO Box 1110 | Alexandrta, LA 7i309 800-299-5 174 I roYomartln com 'r .'1,'.. li! firi'!l:ifttr1li'l) i, i. ..i.'.,J.r,a,,ht, a.,rfil il r, : .-i. rtl .1i ..ir.:r::ir.,.

incorporates a NoxCrete Form Coat and a waterproof bond that meets all APA PS I -07 standards.

Calvert Co.

Vancouver. Wa.

Manufacturer of glulams, arches and trusses for over 50 years.

Canadian Forest Products Ltd. 831

Vancouver, B.C.

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

Species: western SPF, eastern SPF, hem-fir, DF, larch.

Canadian National Railway 303

Montreal, P.Q.

Railroad network serving markets across North America.

C&D Lumber Co.

Riddle, Or.

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

Carier Lumher Ltd. 724

Prince George, B.C.

Producer of over 200 million bd. ft. oer year, specializing in SPF.

Century Aluminum Railings

Edmonton, Alb.

Do-it-yourself line of maintenance-free aluminum railings and patio covers.

Cersosimo Lumber Co. 626 Brattleboro. Vt.

The largest producer of Northeastern U.S. hardwoods and eastern white pine lumber in

New England.

China Hengda Wood Shandong, China

Chinese manufacturer of joint-laminated boards, fingerboard, wallboard, flooring, furniture and woodcraft.

CMPC 823

Santiago, Chile

Produces solid wood products, sawn wood, remanufactured products, plywood, lumber, wood chips, and pulp from timberlands in Chile and Argentina.

C.M. Tucker l.urnber Cos. 604 Pageland, S.C.

Southem yellow pine sawmill and pressure treater.

Cowichan l,umber Ltd. 422

Coastal PlJwood Co.

426 Box I 128, Havana, Fl. 32333; (800) 359-6432t (850) 539-6432; Fax 850-5396799; Email dforbes@coastalplywood. com; www.coastalplywood.com.

Coastal Plywood is committed to providing the best value in southern pine plywood. It has recently completed the installation of new manufacturing equipment to improve the quality and appearance of its plywood products. Its sales staff is responslve to customer needs throughout the purchasing process, from inquiry through delivery.

Coastal offers an extensive product line that includes Performance Rated Sheathing, AC, BC, BB O&ES Plyform, Sturd-I-Floor underlayment, classic beaded interior siding, and SolarPly radiant barrier roof sheathing.

Collins Cos.. The Portland, Or.

N. Vancouver. B.C. WRC, DF and Alaskan yellow cedar, plus range of special timbers cut to size.

CraftMaster Manof""trr"ittt 406 Chicago, Il.

Interior door manufacturer.

Creatus Wood Products Inc. 331 Ontario, Ca.

Redwood trim, siding and moulding, finger- joint softwood and hardwood moulding, and finished products.

Diacon Technologiesltd. 224 Richmond, B.C. Preservatives, sealants, lumber waxes.

IliPrizio Pine Sales Middleton, N.H.

Manufacturer of K.D. eastern and red pine.

7to

Family-owned forest products company since 1855, with FSC-certified forests in Oregon, Califomia and Pennsylvania. Products include hardwoods, softwoods, pine particleboard, engineered wood siding and trim.

Colurnbia Cedar Kettle Falls, Wa.

Manufacturer of western red cedar decking, siding, fencing, T&G paneling.

Conifex Inc.

Fort St. James. B.C.

429

Timber harvesting, reforestation, forest management, sawmilling logs into lumber and wood chips. and lumber finishing.

DMSi's flagship software product, Agility, is built with inherent lumber industry functionality, including tallies, tags, reman, integrated viewers, dispatch, drop ships, mill system integration, freight/fuel accounting, accurate costing, and air+ight inventory control.

Duckback Products Chico, Ca.

Superdeck exterior stains, sealers and prep products for wood and Mason's Select stains. sealers and cleaners for concrete and masonry. Dunkley

Durgin & Crowell Lumber Co. 419 New London. N.H.

K.D. eastem white pine manufacturer.

Montreal, P.Q.

One of eastern Canada's largest softwood producers in eastern Canada, manufacturing solid wood and value-added products from Domtar's former sawmills and reman facility.

F.agle Plywood Specialties 312 Harrisburg, Oh.

APA-certified panels and plywood from 2'x6'uD to 5'xl2'.

Flof Hansson Elmsford. N.Y.

U.S. sales arm of Swedish timber giant. Fmpire Lumber Co. 62A Kamiah,Id.

Western softwood mill.

New London, N.C.

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

Filler King Co. 629 Homedale, Id.

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

Finnforest USA -

Wood Division 537 Roseville, Mi.

Distributes Master Plank LVL throushout North America.

Florida East Coast Railwa-v ll4

St. Augustine. Fl.

Operating a 35 l-mile re_eional frei-eht railroad fiom Jacksonville to N{iirrrrr.

Forest Products Distrihutors. Inc. 624 Rapid Cit),, S.D.

Pine dimension. boards and tinrbers. u'ith reman, prrmint and treatinr plants.

huc$2}farkd

l;10;{5 Ballantyne Corporate Pl.. Stc. 150. Charlottc. N.C.21i277: (70.1) 5:101.140; Fax 704-5:+0-630 | I wwu .forcst2market.com.

Proof thtt transaction based luntbcr prie int rrntl hcrte ltrnrrrlirrr: :err iec u;rs needed in the industry. Forest2Market's MilllMrrkct ucuklr lrrmber pr icirrl scrr ir'c is quickly becoming the industry standard in the South. In vear one. Mill2Market has grown significantl)'. both in terms of the number of lumber mills and uholesalers it serves, but also in the number of features it provides to these customers.

Mill2Market offers credible trnd transparent weekly price reports and benchmarks for lumher proclucts. helping partieipants make better infbmred decisions. assess their performance against industry peers, and improve their net sales rationirlization. More detailed than anv other available report, Mill2Market otTers price and volume trcnd information on both a *'eekover-weck and during-the-week basis.

An indcpendcnt and neutral source of nrarket inti)rmiltion. Forest2Milrkct has a track record ot dclirering value to cus tonrers. In tirct. existing custonrers believe so strongly in its approach to data collection. quality control and analysis. they asked Forest2Market to clevelop a data drrven lumber pricine service.

Forest2Markct is thc lcader in the forest products industry for data based solutions and raw material purchase benchntarks. The data underlying its products are transaction not survey-based. uhich ensures reporting of true nrarket prices. All data is expertised by industrl' professionals and collected and disseminated anonl'mously.

FoTesTeVNAWLA Telelink 304 Portland. Or.

Voice, dltl. brrrrJbund. Internet \cr\ iees.

Fraser Specialty Products 425 Ednrundston. N.B.

MDF. wood products. panels and plvwood.

Fraserview Cedar Products 80f Surrey. B.C.

Lumber and panel ntaker specializing in prelabricated fence ancl lattice pancls

Fritch Mill

Snohornish. Wa.

DF. henrlock and WRC sawrnill.

GAF Decking Systems LLC 204 Biddefbrd, Me.

Supplier of CrossTinrbers and CorrectDeck composite deck in-e. rai lin-gs and accessories.

Cilherf Smif h F nrpsf Prndrrnf c

Barriere. B.C.

Manufircturer of WRC lurrber.

Gorman Bros. Lumber Ltd. ll7 Westbank, B.C.

Whitewood and appearance boards.

Bulldlng-hoducts.com

Who says siding has to be all about straight lines and uniform colorl HAIDA SKIRL wavy edge cedar siding adds personality and individuality to ),our home.And that's something norcement or plastic siding can do..Weiterq Red Cedar gives )'ou natural durability,long lasring srreer appeal and surprisingly little maintenance. Which leaves more time for the fun things in life.

To learn more or to place an order, contact us at 604-43 7-3434 or info@haidaforest.com.

Gossen Corp.

Milwaukee, Wi.

Cellular PVC products, including vinyl moldings and exterior millwork.

Great Southern Wood Preserving 71.O Abbeville, Al.

Eleven full-service treating plants specializing in YellaWood brand southem yellow pine.

GRK Fasteners 72q Thunder Bay, Ont.

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

8818 Greenall Ave., Burnaby, B.C. V5J

60 4-437 -7 222; info @haidaforest.com ; www.haidaforest.com.

Established in 1951, Haida Forest Products Ltd. is a specialist in western red cedar. wilh over 59 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 and SIS2E finish, as well as decking, posts and timbers in Architectural Knotty and Clear grades. A1l of its premium grade products are sold under our Haida brand, including Haida Skirl wavy edge siding.

Hampton Lumber Sales

Portland, Or.

407

DF, hem-fir, SPF, dimension, laminating

stock, light framing, structural joists, planks and specialties.

Hancock Lumber Co. 819 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. 727 Chehalis, Wa.

Full line of sanded panels, 303 plywood sidings, and marine grade panels, along with structural 9'and 10' sheathing panels, CCX and CDX panels up to 5x10.

Thomson, Ga.

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

Huber Engineered Wood 310 Charlotte, N.C.

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

Hy Mark Wood Mfg. Blaine. Wa.

WRC boards, siding and specialties.

Idaho Forest Group 533 4447 E. Chilco Rd., Athol, Id. 83801; (8'77) 434-6455; (208) 762-6630; Fax 208'l 62-663 1 ; www.idahoforestgroup.com Idaho Forest Group (lFG) is the largest

producer of lumber from the Inland Northwest. Currently, IFG operates four sawmills in northem Idaho with production capacity of 1 billion bd. ft.-and growing. Species include white fir, hem-fir, Doug fir, larch, SPF, ponderosa pine, white pine, Engle-mann spruce, lodgepole pine, and western red cedar. Offers a wide range of products and grades in sizes ranging from 1x4 thru lxl2 boards to 2x3 thru 2xl2 8'20' dimension and 2x3-2x6 8'-9' studs. IFG also offers custom services, such as private labeling, end branding, half packs, bar coding, specified tallies, custom sizes, and custom grades.

IFG's Idaho Forest Gold line of specialty products (including inland western red cedar) products are kiln dried inland fiber, ensuring unsurpassed stability, consistency and reliability. As an added feature, IFG products are available FSC certified.

Idaho Tirnher Corp. 6rq Fort Worth, Tx.

Sawmills and manufacturing plants.

Imperial Shake Co.

Maple Ridge, B.C.

Cedar shake and shingle sawmill specializing in premium roofing and sidewall products.

Independent Dispatch, rnc. 807 Portland. Or. lntermodal and trucking services.

Vancouver, B.C.

Sawmills and timberlands throughout Canada, Oregon and Washington.

The first full framing-width 24F-V4 glulnm in architectural appearonce means reduced labor on the jobsite and fewer SKUs in the yard.

Available Net Widths:

I Beams 3t lz", 5t lz", 6) l+", and 831+"

I Columns 3tlz" x6",5tIz" x5tlz",5r/2" x 6"

Thaditional Glulam and l-Joist Depths

I Glulam Depths - 6" through 30" in lrl2" increments

I l-Joist Depths - 9t I 2", I 11 | t", 14", I 6" and I 8"

For sales information. call toll free: 888-393-2304.

Join

the Conversation

People talk when a new product impacts an industry and Rosboro's new full fram i ng-width, arch itectural appearance glulam represents a long-awaited innovation. X-Beam is a radical improvement in terms of convenience, efficiency and economy - it's changing the industry standard.

1{Ouf, epetomcrs are sayingr'Itts ahout tftnen I do.ntt Lnow why we didn't do this s{xmer.trr htarkTaytnn Huttig Building Products, Ttgard OR

Internalional Recms

Fredericton, N.B.

Solid-sawn I-joists from black spruce.

InterWrap 825

Mission, B.C.

Coated woven wood packaging.

Irvins Forest Products

Dixfield, Me.

Eastern white pine sawmill 20q

Langley, B.C.

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

.Iensen Inc., Norman G, 532 Blaine, Wa.

Consulting services to North American importers and exporters.

Kalesnikoff Lumber Co. 420 Thrums, B.C. Specialty sawmill.

Kleer Lumber Westfield, Ma.

Cellular PVC trimboard.

Klenk Holz AG

Obenot, Baden-Wurttemberg, Germany

Europe's biggest pine sawmill.

KP Softwsre Svstems

W. Vancouver. B.C.

al1

Software solutions for wood production, sales, distribution and shipping.

1t)

3601 N. Arlington Ave., Indianapolis, In. 46218: (800) 992-2824: Fax 317-5428961 ; www.krautersolutions.com. Booth contact: Rick Hogue.

Bulk storage buildings Stack racking Cantilever racking 1-rh"Ot

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 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.

I,azy S Lumher/Colurnbia Cedar 500 Beavercreek, Or.

WRC siding, paneling and decking.

f ,es Rnis f ndifor t11 Sainte-Foy, P.Q.

Marketing firm representing three Quebec sawmills (Wilfrid Paquet & Fils, Alexandre Lemay & Fils, Clermond Hamel) offering seasoned and green wood in various dimensions and lengths of fir, white spruce, and red pine.

I.eslie Forest Products Ltd.

Delta. B.C.

WRC, hemlock, DF, SPF manutacturer.

I ignum Forest Products 804

Vancouver. B.C. MSR and other lumber products.

I.imington Lumher

East Baldwin, Me.

Bandsawn eastem w

LP Building Products

Nashville. Tn.

hite pine boards and pattern stock

World's largest producer of OSB, plus other building products

LTG Inc.

8501 Astronaut Blvd., Ste. 5-188, Cape Canaveral, F|.3292O:' (863) 229 -845 6 ; F ax 861 -229 -8 3 5 9 ; Email jim @ lbrti mber.com ; www.lbrtimber.com. Booth contact: Jim Van Pelt.

Sales agency for specialty sawmills, direct to wholesale distribution, for tropical hardwoods, westem red cedar, cypress, southern pine timber, Douglas fir timber, and recycled plastic lumber & timber.

Lumhermen's Underwriting Alliance

Boca Raton, Fl. Coverage for the forest products industry.

LWO Corp.

Portland, Or.

Woodway lattice panels, post caps, and pre-built EZ Rails. 7?9

Surrey, B.C.

Progressive sawmill cutting DF, WRC, hemlock and balsam products

Ste.-Foy, P.Q.

SPF dimension, MSR and white cedar shingles, and treated lattice. Maine Wrxrd Treaters

Mechanic Falls, Me.

MicroPro treated SYP, FRTW, borates, and ACQ

Maiweave. LLC

Springfield, Oh.

Woven polyethylene covers, tarps and liners.

Mallory Alexander International Logistics

Memphis, Tn

Logistics firm with a global network.

Manning lliversified Forest Products

Hotchkiss, Alb

l\larJ's River Lumber Co. {l'l 4515 NE Elliot Circle, C"*^llit, O. 97330; (800) 523-2O52; www.marysriver-lumber.com. Booth contacts: Don Dye, Raymond Luther, Rick Ingram.

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, tighrknotted, WRC-from 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.

Ruston, La.

Dimension, flooring, veneer, plywood.

Master Mark Plastics

Albany, Mn.

724

636

Rhino Deck composite decking and a composite white rail system with a vinvl ovedav.

SPF sawmill, planer mill, and reman

N{aze Nails

100 Church St., Peru, Il. 61354; (800) 435-5949 Fax 815-223-7585. www.mazenails.com. Booth contacts: Kim Pohl. Lisa Martin.

Manufacturer of l0OVo Made in the U.S.A. specialty nails, Stormguard double hot-dipped galvanized nails, and a complere line of stainless steel nails.

McFarland Cascade

809

1640 E. Marc Ave., Tacoma, Wa. 98421; (800) 426-8430: Fax: 253-5973337; www.mcfarlandcascade.com. Booth contacts: Phil Schumock, Bill Jones.

The Tenatec Post Cap line offers homeowners top quality for a great price. McFarland Cascade is also introducing exciting, eco-friendly solar LED caps in classic new designs, showcased in black, copper and stainless steel. Filling out its line are wood and wood with metal top caps available in the most popular styles.

McShan Lumber Co.

McShan. Al.

Producer of quality SYP products since 1907. including high grade. stepping. patterns and export.

Mid Valley I,umber Specialties

Aldergrove, B.C.

North Enderbv Timber 228 Enderby, B.C.

Westem red cedar products since 1984.

Northeastern Lumher

Cumberland Center, Me.

Rules writing agency for eastem white pine lumber; grading authority for eastern spruce, balsam fir, SPF, and other commercial eastem softwoods, and marketing voice for Northeast's wood products industry.

North American Wholesale Lumber Association Rolling Meadows,Il.

Association of 500+ LBM wholesalers. oroducers and affiliates in the U.S. and Canada.

Nova USA Wood Products 726 Toronto. Ont.

Hardwood importer specializing in products

from South America and Asia, such as decking, flooring, rough lumber, and industrials.

Oregon-CanadianForestProducts 820

North Plains. Or.

Manufacturer of specialty wood products. 437

Maple Ridge, B.C.

Specializing in cedar shingles.

Pacific Western Wood Works 706 Delta, B.C.

Value-added WRC outdoor products.

Pacific Wood Laminates 608 Brookings, Or.

Veneer, plywood, specialties, and LVL.

Pacific Woodtech Corp. 703 Boise, Id.

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

tHgFf$€Bfiv

702

Remanufacturer of WRC fascia, decking, timbers, fencing, rails, posts and lattice.

Middle Tennessee I,umber Co.

Burns, Tn.

813

Hardwood lumber, plywood, flooring, millwork and components.

Mill & Timber Products

Suney, B.C.

WRC harvester. sawmill and reman.

Neiman Enterprises

Hulett, Wy.

32q

Group of family-owned and operated mills manufacturing and remanufacturing ponderosa pine lumber and millwork.

Nordic Engineered Wood

730

Windsor Station, Ste. 504, I100 De La Gauchetierre St. W., Montreal, P.Q. H3B

2S2; (514) 633-9661l. Fax 514-633-0833: Email info@nordicewp.com; www.nordicewp.com. Booth contacts: Albert Renaud. Andrew Dingman, Jean-Marc Dubois. Nordic manufactures building products for home and commercial applications. The lirm's production facility comprises sraleof-the-art equipment designed to optimize fiber yield with strict quality control. Under a meticulous ISO 14001 program, the company manages over 2 million acres of timberlands and maintains capacities of 140 million linear ft. of I-joist and 50 million bd. ft. of glulam production. Nordic is also certified by the Forest Stewardship Council.

High density black spruce forms the base for Nordic products. Known for its high strength-to-weight ratio and consistent fiber quality, Nordic's black spruce is ideal for engineered wood products. Nordic's beams, headers, columns and tall wall studs feature an exclusive Envirolam technology-a process that minimizes waste and optimizes fiber use.

With over 2 million acres of vital forestland. Nordic is certified under internationally recognized standards ISO 9001, ISO 14fr)1 and the Forest Stewardship Council.

Nordic's ongoing commitment to sustainable forestry means investing in advanced manufacturing procets6 to keep on the cutting dge of technology and Broduct development.

NORDIC ENGINEERED WOOD

H:AD O;flc! I rEc|tltrai&r,gERvtctt

T. 514.633.966t F. 514.633.0833 info@nordicewp. com

EtuvtR@.AM*

NORDIC LAiI* MDICJOIST t{oFDtc wt 's*tBoARD

22 o Traders'Prevlew r October 2010

Palliser Lumber Sales Ltd'

Crossfield. Alb.

SPF studs, dinrcnsion. lencing. pallet stock. rnd \pecialtle\

Partners Dinrensional Services LL(l

Elu'ood.ll.

Logistics sen ices ibr the Chicagolanti areas

Patriot Timber Products Greensboro. N.C.

Inlportcd hrrdu'oocl and pattcl Pro(ltlcts

Peninsula Plywood Group Port Angeles. Wa.

Fornrer KPll' plywood mrll.

I Conrmerce Sq.. 2(x)5 l\'larket St.. Ste. 1200. Philndelpliia. Pa. l9l0.l: (800) 752 1895: Fax ll5-615-9097: **u.pltnins.cottr'

"tt" t""n t-tt

Lake Cit)'. \4i. Red pinc tirtthers. squares. dir)lctlsion. bolrcls and round posts. plum Creek ,lJ3 Columbia Falls, Mt.

Timberlancls and Northuest nlills. producitlg hoartls. solid ancl F/J studs. SYP dinension, plywood antl N'lDF.

lir '' Si t-F

It starts a5 a seedlinq in our nursery and reaches its full potentidl in our forests.

Earning (hain of(ustody certifrcation through 5uslainabile F0re5try Initiativ€ (5Fl) in 2009, tfre 5outhern Yellow Pine lvood products - dimension lumber, timbers, boards, and pattern sto(k - produced by Wenervelt Lumb€r bring sup€rior quality to the (ustomer, and integrity to our orqanizati0n's lonq-standing environmental (ommitment.

Visit westerveltlumber.tom for addltional infotmatior'

(?.{lnr) (,.1J,i'rf, | Vourr,lr rll,.Al.ri',rrtt,r

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Plycem USA

Alpharetta, Ga.

Fiber cement exterior trim.

Porcupine Wood Products Ltd. 40q Salmo. B.C.

Clears, decking, dimension, fascia, fencing. Potlatch Corp.

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

Random Lengths

Eugene, Or.

Forest products price reporting and other information services since 1944.

RISI

4 Alfred Circle, Bedford, Ma. 01730; (866) 2l l -8525; Fax 7 8l -27 l-0337; Email wt@risi.com; www.risiinfo.com/crows.

Resource Communications

808 Grand Rapids, Mi.

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

Re-Transportation Co. Lake Hopatcong, N.J. Transportation and logistics.

Power Wood Corp.

2la Surrey, B.C.

Quality WRC products.

PPG Machine Applied Coatings

318

I PPG Pl., Pittsburgh, Pa. 15212: (877) 622-4277 ; www.ppg.com. Booth contacts: David Jeffers, Craig Combs, John Westmaas, Dave Siteman. Patrick Hanulak.

Originator and leader in machine coa! ing 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.

Prohvn Groun

New Westminster, B.C.

*12

Cedar fencing and board reman, WRC mill, and WRC/whitewood fencing producer.

Progressive Rail IncJ

Carload Connection

Lakeville, Mn

Transportation, warehouse and logistics

Prosressive Solutions, Inc. 214 l3'777 Commerce Pkwy., Ste. 200, Richmond, B.C. V6V 2X3; (604) 214-815O; (8'77) 746-477 4; Fax 6O4-214-8'151 : www.progressive-solutions.com.

A recognized leader in the lumber building materials and wood products industry thanks to its commitment to product innovation, customer-focused management practices and employee development. Every day, their straightforward, easy-touse business software solutions like bisTrack and lumberTrack solve business problems for thousands of users across North America, Europe and Australia.

Using real-time inventory control as its foundation, lumberTrack can integrate all aspects of a company's business information, internal communication, and customer service. Business critical information is so easily and quickly accessed that it changes the way companies do business, making it the system of choice for the hardwood, softwood, treaters, distributors, panel producers, engineered woods, machined products, and value-add remanufacturers industries.

BisTrack Windows-based software was developed specifically for building industry suppliers, and helps building materials distributors and dealers manage complex sales, inventory conlrol and other business transactions, with outstanding support for softwood and hardwood products.

OrrallroTimher hv Svnerqv

Armstrong, B.C.

Laminated wood products include QuattroPost, QuattroCorner, QuattroCorbel, QuattroLam. and QuattroSpan.

Bulld[g-hoduds.com

Rex I.umher Graceville. FI.

Southern yellow pine lumber manufacturer for over eight decades.

Booth contacts: Ray Barbee, Dan Blenk, Ken Tennefoss, Gary Zauner, Trish Roche 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 complete and accurate understanding ofeach week's markets.

Rielly Industrial Lumher

720 W. Vancouver. B.C. WRC decking and specialties.

Rohhins Lumber. Inc.

315 Searsmont, Me.

Eastem white pine manufacturer.

Mary'S Rlver Western Red Cedar Slding is a{-naturatwood wirh a rich texture that makes il ideal lor any architec{ural style. Not only is it naturally beautiful, but it has been shown in a recent life cycle study by a leading torest research laboratory to be the intelligont choice tor green applications.

The study found that Westem Red Cedar outperformed fiber-cement, vinyl, woodplastic composites and bricks against the criteria of raw material acquisition; enorgy consumption; carbon footprint; air, water and soil emissions; and waste. Even with maintenance and some replacement over the lile cycle, Red Cedar was found to have the least environmental impact. Mary's River Red Cedar is precision milled and quality controlled lor unmatched commitment to customer satisfiaction.

Call us at 1.8qF52&2052 for superior s€rvico and the inside story on Mary's River Western Red Cedar products.

West€rn Red C€da/s rich lexture and mlural b€auty schos he imprsssiv€ style of this ev€nts wnue in tho bothill€ of Oregon's rugged Coast Range.

s2ll

Roshoro

Box 20. 2509 Main St., Springfield, Or.97411; (888) 393-230'+; (541) 7.+6-841 l: Fax 5,{l-726-0972; www.rosboro.com.

Rosboro has been manufacturing wood products and managing forestlands for 70 years. Today. the company operates a stud and dimension mill, plywood and veneer plant, and three glulam plants. Stud products include 8',9' and l0' lengths in KD and green fir. The dimension mill cuts Iam stock, dimension, 4" timbers, and Rosboro Select Joist. Rosboro has developed the reputation as a quality sheathing producer, and in 2(X)9 equipment was added to expand its offer' ings to MDO, thick panels. T&G and sanded items.

Rosboro has grown into North America's largest glulam producer, with an extensive product of'fering that includes Big Bcam, Rosboro Treated Glulam, and X-Beam, the industry's first f'ull-framing-width glulam in architectural appearance. An advance in convcnience fbr both builders and distributors. the 3-l/2" and 5-l/2" wide X-Beam means builders no longer have to fill the 3/8" gaps between beam and sheetrock that result from traditional 3-l/8" and 5-1/8" widths. Lumber suppliers can reduce the number of SKUs in their yards, since full-width Architectural X-Beam can be used for concealed and exposed applications. It comes in standard glulam and I-joist depths.

Roseburg Forest Products Co.

Roseburg, Or.

Lumber, plywood. specialty panels, and EWP

810. 81 I

Box lll0, Alexandria, La.71309; (800) 299-5 174; www.royomartin.com. Booth contacts: Bobby Byrd. Lori Bailey Byrd, Joel Arnold, Bert Campbell.

Manufacturer of FSC-certified southern pine plywood and OSB, softwood lumber. and treated utility poles and piling. RoyOMartin is the brand name of Martin Companies, LLC, a group of family<lwned, professionally managed fbrest products and forestland managcment companies based in Alexandria, La. Founded in 1923 as Roy O. Martin Lumber Co., it cunently operatse three manufacturing lacilities in central Louisiana (plywood, OSB, poles and piling), one in Alabama (lumber and timbers), and a pole yard in Arkansas. RoyOMartin also owns 570,000 acres of timberland in Louisiana, making it one of the largest private landowners in the state. All of its forestlands have been certified as well-managed according to FSC principles and criteria.

Samuel Strapping Systems

Toronto, Ont.

Innovative

SaverSystems

Richmond. In.

packaging and unitizing solutions.

Water repellents for wood, masonry and concrete.

336

Sawarne Lumher Co.Ltd. 601 Richmond. B.C.

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

Sclkirk Speciult) \\ood. I-td.

Box 880, Revelstoke. B.C. VOE 2S0; (250) 837-7444l. Fax 250831 -1 112. Email rob@selkirkcedar.com; www.selkirkcedar.com. Booth contact: Rob Marusic.

Seneca Sawmill Co.

Eugene, Or.

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

Shasta Green Inc.

Bumey, Ca.

Studs, structural light framing. moulding and 4/4 commons.

Sierra Pacific Industries

Redding, Ca.

627

633

Sawmills. millwork plants, reman, windo*'/door plant, timberlands

Simpson Lumber Co.

Selkirk Cedar specializes in the manufacturing of a wide range of kiln dried and green western red cedar products in Clear and Knotty grades, including 7/8" boards, K.D. decking, patterns and fingerjoint. 24 e Ttaderc'Predew r 0ctober20l0

Simpson Strong-Tie

Pleasanton, Ca.

Structural connectors, Sinclar Enterprises Ltd.

Prince George. B.C.

shearwalls, anchors and fastening systems.

Remanufacturer and sales agents for B.C. stud mills.

Skana Forest Products Ltd'

Richmond, B.C.

Manufacturer of high-quality dimension lumber

Snavely rnternational Forest Products

Pittsburgh, Pa.

428

Sunbelt

305

2255 Justin Trail, Alpharetta, Ga. 30004; (800) 353-0892; (770) 569-2244: Email parrish@sunbeltracks.com; www.sunbeltracks'com.

LBM industry leader in rack storage systems. rack-supported buildings, and pre-engineered steel buildings, Sunbelt designs. engineers and installs cantilever, pallet, mezzanine, and millwork storage systems, as well as drive-thru buildings, sheds, store buildings' and warehouse buildings. Wide variety of specialty racks includes Power Bin automated lumber storage system and door/window stack racks'

Sun Mountain Lumher 323

Manufacturer a

Snider Industries. nd importer of softwood lumber and specialties

Marshall, Tx.

l " SYP lumber, S4S & pattems, SPIB grades of D&Btr., #2 and #3.

Softwood Forest Products Buyer

Spruceland Millworks

Surrey, B.C.

SPF F/J studs, dimension, components and fencing.

Starborn Industries

Avenel, N.J.

737

430

HeadCote stainless steel screws with color-coated heads and SmartBit pre-drilling and countersinking tool.

Stimson Lumber Co.

Portland. Or.

l8l Greenhouse Rd., Deer Lodge, Mt. 59722: (4O6) 846-1721', Fax 406-846- 1672; www.sunmtnlumber.com.

Sun Mountain Lumber was formed in the spring of 2004 when Sherm and Bonnie Anderson acquired the stud mill and fingerjoint facilities formerly owned by Louisiana-Pacific Corp. In addition to the stud mills, the Andersons have owned and operated Sun Mountain Logging since 1976.

Primary lumber products include: 'No-prior select kiln-dried solid studs (2x4,2x6,8'& 9', stud and #2 grades, DF & ESLP, HT stamp)

Yuba City, Ca.

Produces moulding and millwork in wood and Suntrim MDF.

714

DF and hem-fir studs, lumber, studs, plywood, hardboard, Duratemp hardboard siding, and StimPro inland red cedar products.

Stoltze Land & Lumber Co.. F.H.

Columbia Falls, Mt.

324

DF & larch, SPF & SFP-S, cedar, Idaho white pine, ponderosa ptne

Stone- F.C.

Chicago,Il.

Softwood lumber and OSB iutures specialist.

335

Swanson (iroup Sales 320 2695 Glendale Valley Rd., Glendale, Or.9'7442; (541) 832-1121; (800) 331083 I ; www.swansongroupinc.com.

Swanson Group Sales handles sales for Swanson Group, a privately owned forest products company based in Glendale, Or., which owns five sawmills-two dimension mills, a stud mill, and two plywood millsin Glendale and Springfield, Or.

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

WRC shingles, lumber, paneling and siding.

TEco

Sun Prairie. Wi.

Third-party certification of OSB, plywood, EWP, particleboard, MDF and wood adhesvies.

Terminal Forest Products T,td. 531

Vancouver. B.C.

Northwest timberlands and lumber mills.

Managing Today's S- Forest for Tomorrow

www.sunmtnlumber.com

Deer Lodge, MT 59722

Contact: Linda Sabrowski

Fax406.846.1672 (4061 846.172r

Quality, no-prior select kiln.dried studs.

ESLP and DF in both stud and#2 grades, 2x4 & 2x6r 8' & I' trims.

Ships via Truck & Rail- UP & BNSF

Teton West Lumher

Cheyenne, Wy.

Five sawmill, reman, and reloads.

Timher Holdinps Inf ernqf ionrl

Milwaukee, Wi.

Hardwood distributor

TimberTech

Wilmington, Oh.

Composite decking, railing and fencing.

TMO Global I.ogistics

Charlottesville. Va.

Transportation support and consulting.

Tolko Marketing & Sales Ltd. 821

Vernon, B.C.

Studs, MSR, dimension, plywood and OSB.

TradeTec Computer Systems Ltd. 827

Parksville. B.C.

Forest products software solutions.

Trim-Ioist Corp. 327

Columbus, Ms.

Open web trusses with trimmable l-joists.

Fulton, Ms.

SYP poles, timbers and treated stock.

Trout River Lumber

Crewe, Va.

SYP flooring and SPIB pattem work

Omaha, Ne.

Largest railroad in North America, operating in the western two-thirds of the U.S.

US. Rail 722

Toledo, Oh.

Operates shortline railroad in Ohio.

PeNNSyLVAN tA Lu nas EnMENS Murunl J,{5URA NCI COMPANY

We've been protecting businesses like yours for over LOO years and we're still growing strong.

At PLM, we understand that you need an insurance company with property and casualty insurance products and services that you can trust. For over l OO years, our experts have been providing quality claims and risk management services to the lumber, woodworking and buif ding material industries. Remember, ,,you get what you pay for.,, We understand wood. We know your business... because it,s our business too.

lf you're looking for quality and value from your insurance provider, please contact the PLM Marketing Department at 8OO.252.1995 or log onto www.plmins.com.

Yesterday, Today, Tomorrow... grow knowing you,re covered.

lohn K. Smith, CPCU President and Chief Executive Officer

Versatex Trimboards

Cellular PVC trimboards.

Waldun Group

Maple Ridge, B.C.

Cedar roofing, siding, lumber, deck and garden components.

Watco Transload & Intermodal Services

Pittsburg, Ks.

Rail-centered transioad, warehousing and intermodal company.

Watkins Sawmills Ltd'

Maple Ridge, B.C.

Producer of WRC shakes and shingles.

Weaber,Inc.

Lebanon. Pa.

Oak and poplar S4S boards, moulding, stair parts, and flooring.

West Bay Forest Products & Mfg.

New Westminster, B.C.

Sawmills, reman and specialty plants.

West Fraser Mills l.td.

Quesnel, B.C.

Lumber, LVL, MDF and PlYwood.

Western Forest Products Inc.

Duncan, B.C.

Coastal B.C.'s largest woodland operator and lumber producer.

Westervelt Lumber

402

713

408

600

708

'ra)

Box 4899, Tuscaloosa, Al. 35404; (205) 562-5896; Fax 2o5-5625814; www.westerveltlumber.com; Booth contacts: Joe Patton, Mark Richardson.

Westervelt is a SYP sawmill located in Moundville, Al., producing l" boards, dimension lumber, 5/4x6 RED, and timbers. Annual production capacity is 215 million bd. ft. Also runs l " and 2" patterns.

Weston Forest Corp.

Mississauga, On.

Remanufacturer of forms and industrials.

Delta, B.C.

WRC and Alaskan yellow cedar remanufactured products

WoodPro Software Inc.

Producer of coated exterior wood products

Wvnndel Lumher Sales

218

326

Box 40, Wynndel, B.C. VOB 2N0; (250) 866-5266; (877) 8985266: F ax 250-866-5352; www.wynndellumber.com.

Wynndel Lumber Sales offers the most advanced finish line for ESLP (Engelmann spruce-lodgepole pine) boards in North America' The flagship of the line is a LMC 2009 Super Thundermac planer/ moulder-the largest board moulder ever delivered to North America. Its 7,200-rpm,20-knife heads impart 14 knife cuts per inch on lx4 through lxl2 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, allowing Wynndel to target and maximize optimal tallies. Its Wadkin and Weinig moulders run about 12 million bd' ft. of pattern stock. As Wynndel expands in the premium board market, ihere is an expectation to do the same in pattern and it has positioned itself to take on additional demand. lt currently runs more than 30 different profiles of paneling and siding, with the capacity to make additional profiles. With in-house priming, Wynndel can also target any of its specialty products through the vacuum coater line to output highend trim and fascia products.

Zip-O-Log Mills

Eugene, Or.

4t3

DF posts, beams, timbers, joists, stringers, ties, and domestic clears.

When deslers reduce iheir nunrber o{ suppliers cnd rely on the knowledge ond experience of Roseburg ond its supply choin porlners, ihey con simplify their business ond ir.nprove their boliorn line. Roseburg's products ore ovoiloble ot over 2500 o{ North Americo's lorgesl ond nrost respected wholesole cncl pro yord disiribuiior.r locotions.

TF 800-245-il

Vinyl Institute Now Certifying Polypropylene Siding

After more than a decade of certifying vinyl siding, the Vinyl Siding Institute is now certifying qualified polypropylene siding.

The VSI Product Certification Program has been expanded to confirm polypropylene siding will:

. Weather the elements over time without cracking, chipping, flaking, pitting or peeling.

Meet impact resistance requirements.

. Withstand wind pressures equivalent to I l0 mph or more.

Demonstrate flame spread performance equivalent to or better than wood materials commonly used in building construction.

The program uses an independent agency, ATI, to conduct a series of rigorous tests, unannounced inspections of siding plants, and quality control plan reviews.

Inteplast Expands PVC Decking Production

Inteplast Group, Livingston, N.J. has licensed the exclusive rights to make and market the CEVN brand decking using Inteplast's proprietary cellular PVC manufacturing process.

Inteplast has also launched the industry's first dual-color, dual-sided cellular PVC deck board.

assist by creating awareness of these options, and helping to collect quantities sufficient for recycling.

Send your comments to Fax 949-852023 I or dkoenig@ buiLding-products.com.

DBBpnn INTo GREEN

I read with interest "Green Your Operations" in the August issue. The author outlines several worthwhile green business practices for the office. However, there is an additional step builders and remodelers can take: recycling of building materials.

Many municipalities or transfer stations accept construction and demolition waste for recycling. Asphalt shingles, metal, wood and in some cases plastics can be recycled. The key is separation-if you can keep the material clean and separated, for example in the case of shingles by separating out flashings and wood, it makes recycling much more practical.

Intact cabinets, doors, appliances and the like can often be donated for resale or reuse. A listing of locations accepting materials for resale can be found at bmra.org. Wholesalers can

Asphalt shingles in particular are widely recycled for use in asphalt pavement and in some cases can actually improve the properties of roads. Shingle recycling locations can be found at www.shinglerecycling.org.

Martin Grohman

Director of Sustainability

GAF Materials Corp.

(2O7) 423-8260

mgrohman@gaf.com

Wu,rr rHE READER WlNrs

Kudos for the September issue of The Merchanf. I have not yet read all the articles, but I think the issue is the best ever. Alan Oakes' "Totally Random" article is very good, as is "Olsen on Sales" and "Over the Counter" by Mike Dandridge.

Excellent reading and valid points. Keep up the improvement. It looks to me like you have really nailed "what the customer wants" in this issue.

Lynn Bethurum

Product Manager, Structural Panels

Ganahl Lumber, Anaheim, Ca

(714) 239-2222

lynnbethurum @ ganahl.com

By Don Hutson

The price of negotiaphobia

f\oes rHE pRospEcr of negotiating make you tense? Do Llyou find yourself avoiding negotiations whenever you can? You may have "negotiaphobia."

Research and experience combine to show there is a good chance the "negotiaphobes" in America have left enough money on the table to pay off our national debt!

Why is it that today so many people are reluctant to engage in negotiations? The symptoms of this infliction are due to three things: a desire to avoid confrontation, a lack of skill in the negotiation process, and a victimlike willingness to simply live with the status quo.

Negotiaphobia is a disease that can be treated. Treatment is simple and involves learning the various negotiation strategies and the skills to deploy them. There is an E-A-S-Y three-step process, which will get you on the road to being prepared and mentally ready to engage and succeed in negotiating for your desired outcomes in your professional and personal lives.

The "E" in E-A-S-Y stands for engage. Ask yourself, "Is this an encounter where a negotiation is possible?" Many people miss these opportunities, as those they deal with mask them by saying things like, "Of course, there is

a $50 dollar set up fee."

Once there appears to be the opportunity to negotiate. the second aspect of this step is to quickly review the four viable negotiation strategies: avoidance (reactive and low cooperation), accommodation (reactive and high cooperation), competition (proactive and low cooperation), and

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collaboration, sometimes-called win-win (proactive and high cooperation). Each of these four strategies have their place in the various negotiations we face.

The proactive strategies on the top of the matrix tend to help us reap the greatest results, but we need to possess the capability and adaptability to go to whichever quadrant serves us best in any negotiation situation.

The second step, represented by the "A" in E-A-S-Y' prompts negotiators to cJJess their natural tendencies to use each of the four strategies, as well as the probable tendencies of the party they are negotiating with to follow one of the paths. Remember that the best predictor of future behavior is past behavior, and that goes for you and the person(s) you are negotiating with. Most people are onetrick ponies, as they use the same approach every time.

For people with whom we have not negotiated before, one of the best reads on negotiation tendencies is their behavioral style.

"Drivers" tend to come out in a competitive stance, but do not overlook the possibility of winning them over to a collaborative approach.

"Amiable" style people will predictably be accommodators, or, on occasion, avoiders, as they attempt to ascertain how everybody in the loop feels about the issues on the table.

The "Expressive" styles prefer collaboration, and the "Analyticals" tend to initially avoid, seemingly in response to their need to study the facts and data before full engagement.

Strategize is the third-step in the E-A-S-Y treatment process. Based on the significance of the situation, one's own tendencies, and the expected strategy to be deployed

by the other side or sides, a person carefully selects his or her opening and fall-back strategies. The fallback strategy is a lot like having an umbrella with you. If you have it with you, it seems it rarely rains. But if you leave it in your car, you will often get drenched.

On the issue of significance, people should notjust look at this one encounter, but look for long-term potential. Some negotiations, like buying a Qar, are usually one-offs that push you to competition. There are other instances where a small opportunity today, if handled collaboratively, could lead to a much larger, recurring relationship in the future. The important thing is to become a skilled strategist, using the approaches that will net you the best result.

Engage, Assess, and Strategize combine to form the "Y" in their acronym : your one-minute drill. This is where you regularly and automatically cycle through the first three steps as you face any negotiation. This one-minute action should become a powerful, reflexive tool to make you a more effective negotiator.

We all know that negotiations customarily take longer than a minute. Some take hours, months, years or even decades. The EASY process, however, will be your guide to get your head in the game for each negotiation encounter. Most negotiations are won or lost before the first words of communication between parties even take place.

- Don Hutson is a speaker, co-author of The One Minute Negotiator: Simple Steps to Reach Better Agreements," and c.e.o. of IJ. S. Learning, Memphis, Tn. Reach him at (901) 767-0000 or via www.donhutson.com.

Sale: 80G531-5558

Support 8OGTEC-WOOD (832-9663)

Ssminarc: www. lEamaboutfrtrv.oom

Web: www.FRTW.com

Research Flowers for Green Composites

Forest products companies are teaming with university researchers to develop environmentally friendlier wood adhesives and wood-based composites at a new facility in Oregon.

The National Science Foundation has chosen Oregon State University, Corvallis, Or., and Virginia Tech, Blacksburg, Va., to lead a new IndustrylUniversity Cooperative Research Center focused on renewable products.

"Composite products allow for more efficient, sophisticated and competitive uses of wood, and they're the

Quolity Western

future of the wood products industry," said Fred Kamke, professor of wood science and engineering in OSU's College of Forestry and site director of the new center.

The $2.2 million, five-year research initiative will facilitate the work of six faculty members and three graduate students per year at OSU, similar research initiatives at Virginia Tech, and collaborative work with eight private companies: Weyerhaeuser, JeldWen, Willamette Valley Co., Georgia Pacific Chemicals, Hexion Specialty

Chemical, Ashland. Arclin and Henkel.

"These companies want to work with us, in part, to speed fundamental research related to their business," said Kamke. "But they also see the value in supporting the research and education of graduate students and young scientists who will be their future employees."

Each of the eight companies will contribute $30,000 per year to support the program. NSF will contribute $130,000 per year in a five-year, renewable grant, and Oregon BEST (Built Environment & Sustainable Technologies) will provide 975O00 in matching funds.

Most of the research will be completed at OSU or Virginia Tech, but some projects will be subcontracted to other partner universities, including the University of British Columbia and the University of Maine.

4,5,6,7,9,9 ond l0'lengths

SAMUEL AUTOMATTC BAR CODTNC OF GREEN, KD OR TREATED PRODUCTS WITH STAPTES OR ADHESIVE

Samuel pioneered automatic application of bar codes to individual boards'in 1990.

Further developments:

r Installations of countless sysrems across North America

Hot melt, non-contact application for KD and some green products

Staple-on application for treated and very green products

. Systems to apply bar codes to each board in a completed package.

SAMUEL BAR CODING SYSTTM PROVIDES SUSSTNNTIAT SAVINCS

Manual label .application is a very expensive process. stapling a label to every board in a load of 200 to 300 boaids ii a big jdb. tn addition, i6e label must be of substantial strength to be held in place with a staple. Samuel Automatic Bar Coding Systems eliminate labor costs and, in many cases, label costs.

800-667-1 264 www.sam uel systems.com

TRADER'S MARKET BOOTH # 404 -

"Wood products are now a global, intensely competitive industry, and we believe that advanced research will help keep the U.S. at the forefront of that industry," said Kamke, who holds the Jeld-Wen chair of wood-based composites science at OSU. "This will help both existing and new companies stay competitive while they create innovative new products andjobs."

Wilsonart Dumps Floor Line

Wilsonart International is getting out of the high pressure laminate flooring business.

The manufacturer is discontinuing its Wilsonart Flooring product line, as of Oct. 29, and shutting down rhe plant in Temple, Tx., that manufactures flooring, as well as cast sinks, Dec.3.

Wilsonart Flooring is the only flooring of its type still made in the U.S.-and one of the most expensive.

The company is reportedly attempting to sell the laminate flooring business and factory.

Lowe's Makes Recycling Easy

Lowe's has installed permanent recycling bins in its stores for customers to dispose of plastic shopping bags, rechargeable batteries up to ll lbs., old cell phones, and unbroken compact fluorescent lamps. The chain will then haul the items to recycling centers to reclaim usable materials.

"The recycling centers make it easier for customers to make a difference," said Michael Chenard, Lowe's director of environmental affairs. "Recycling is a simple way to help

Cedor Producls lx4 B0ARDS in 4, 5 ond 6'lengths

2x4 Ml6 in 8-.|0'both rough ond surfoced

Cedor 4x4 P0STS in

4418 NE Keller Rd., Roseburg, 0R97470 . F1il,541-572-5676 Oon Keller, SolesMonoger . (541) 672-6528

LOWE'S store entrances are addlng new recyclinq bins for customers to drop off rechargeabld batteries, CFLs, cell phones, and plastic shopping bags in one centralized location.

rcduee unnceessary weste in ()ur eommunities."

Since 2004, the chain has Provided in-store battery recycling stations that have diverted more than I million lbs' of rechargeable batteries from local landfills. This sprin-e, an appliancerecycling program that includes free haul-away was expanded to all stores.

Lowe's began recycling of shipping and packaging materials five ycars ago. In 2009, the chain recycled more than 166,000 tons of wood Pallets, 147.000 tons of cardboard. and nearly 400 tons of shrinkwraP. Last fall. Lowe's installed smart controllcrs on its own landscape-irri-eation systems to rcduce witler con\umPti()n b) a\ much as 50%. To reduce energy consumption. more than 3 million new high-efficiency fluorescent lamps have been installed in 812 stores'

flN Memoriam

Kenneth "Gordon" Marson Sr.' 79, co-founder of Marson & Marson Lumber, Leavenworth, Wa., died Aug' 22 in Leavenworth.

He started the business with his parents in 1955. In 1969. he bought his parents' interest in the business. His son, Ken Jr., joined the business in the mid-1970s and runs it todaY.

Mr. Marson also served with the Western Building Materials Association. on the board of directors ancl as a member of the Pension and insurance trust commlttee.

Gayle V. Morrison, 89. founder and former president of Sunset Moulding. Live Oak, Ca., died Aug. 2l in Yuba City.

After graduatin-e from Placer Community College, he served as a B24 pilot cluring World War Il' Afier the war, he and his wif'e started Yuba Building-

City Planing Mill.ln l9'18. he cofbunded and was prcsiclcnt of Sunset Moulclin-tl. He bccame solc owner o1' the busincss in 1974 arld founcled Morrison Building Matcrials in 1980.

Frorri 1964-1966, Mr. Morrison was president of the Western Wtlod Moulding & Millwork Producers Association.

Mark Lambert, 79. advcrtisin,q executive who created ShortY and Cheap Chicken. thc famed cartoon mascots o1' Southcrn Calil'ornia's defunct National Lumber & Supply'.

died Aug. 20 aftcr a lengthY battlc with colon ciincer.

In thc 1970s. he designed the characters for the Fountain Valley, Ca.based chain. which operated 21 stores when it filed fbr bankruptcy and liquidated its assets-includin-c the mascots-in 1990.

Larry Frank Buelna. 78. former owncr of Ridgewood Fclrest Products and Mill Dircct Sales, Wilsonville, Or.. died Aug. l2 in Wilsonville.

Hc rvorkcd in thc wholesale PIYwoocl industry fbr 40 Ycars.

GEO. M. HUFF LUMBER COMPANY;

o premier distributor of wholesole building products; hos teomsd with Roseburg Engineered wood Producls in the southern Colifornio morket' Huff Lumber offers the compleie line of Roseburg EWP coupled wilh full technicol copobilities including toke-off, conversion, plocemeni drowings ond engineering services. EWP moteriols ore ovoiloble in mill direct bulk shipments, locol units ond cul piece iob pockoges'

ROSEBURG FRAMING SYSTEM@

The Roseburg Froming System'!' consisis of: RFPI@ Joisls used in {loor ond roof construciion; Rigidlom@ LVL which is used for heoders, beoms' studs ond columns; ond RigidRim@ Rimboord' All o{ the componenls ore engineered to the industry's highest siondords to help conlroclors build solid, duroble, ond betier performing froming systems compored io ordinory dimension lumber.

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By Mike Dandridge

Busting the myths of counter sales

f'\ usroven EXeEcTATIoNS coNTTNUE to escalate and the \-,traditional perceptions of good customer service are becoming obsolete, as are the dealers and wholesalers that cling to outdated business models. Some of the beliefs of the past need to be held up to scrutiny. We may find that what once passed for truth is nothing more than a myth.

Myth #l: The customer knows best.

This isn't the same thing as ..the customer is always right." This is about letting the customer know when there may be a better alternative than the conventional wisdom.

The late_st technology isn't always the best fit in every situation. When it comes to something as fast paced ani layered as construction industry, most customers don't have access to or the awareness of resources available to the building material supplier. The customer is dependent upon the expertise of the wholesaler to offer suggestions and to provide the most effective way of achiwing the desired results.

Truth: Customers rely on distributors to provide them with the knowledge to enable them to make iiformed decisions.

- Myth #22 We don't need no stinkin' marketing plan.

Froln my days as a salesman, I remember unopened boxes full of expensive marketing promotional brochures getting tossed into the trash because they were out of date. Why were they unopened? Because the salesmen wouldn't use them.

I'm not sure where the marketing and sales rivalry began, but a dialogue needs to open up between the mar_ keting department and the sales team. If the marketins department isn't providing relevant and useful materialsl then the sales team needs to communicate that. By combin_ ing their efforts, the marketing department can arm the sales team with some powerful tools of persuasion.

Truth: Marketing is essential to growth.

Myth #3: Nlcustomers buy on price.

It only seems that way because ,.price customers" are the most vocal. There are two types of buyers: transaction_ al and relational. The transactional buyer, as implied by the

name, is focused only on the transaction. What's the cheapest, the best, the fastest for the money? If a dealer wins one transaction, he earns no loyalty from the transactional customer, only an opportunity to compete again in the next transaction.

A relational customer, on the other hand, is focused on finding a distributor he can trust and depend upon. Money is a factor, but the relational customer believes that if he builds a relationship with a trustworthy supplier, he'll be treated fairly on the price. Smart suppliers seek out and focus on the relational customer.

Truth: Some customers value a trustworthy supplier more than a cheap price.

Myth #4:lt you just keep selling, growth is inevitable.

Many dealers and distributors seem to believe that they deserve an increase in revenues with each passing year. That's like saying you deserve a raise because it's your birthday.

Growth requires strategy. Retaining customers, prospecting for new clients, and gaining market share are a few of the elements in the growth strategy. Start by having a clear awareness of your daily cost of operation. Growth comes from knowing that number and exceeding it on a regular basis. Research the market potential for the communities in which you work. Uncover the fastest growing markets in these communities and determine if you can leverage the strengths of your firm to take advantage of these new developments. Growth doesn't just happen.

Truth: Growth is a choice and it requires deliberate planning.

Myth #5: A satisfied customer is a loyal customer.

Think of it this way: A customer can be "satisfied" with your company and your competitor at the same time. "Customer satisfaction" means you met the bare minimum of the customer's expectations and is no guarantee of customer loyalty.

Loyalty is earned by actions. Are your deliveries to customers accurate and on time? Can your customer get a live voice when calling your branch? Are your projects on schedule and problem-free?

Truth: Customer loyalty is earned by the actions you take.

Myth #6: Wholesale is different from retail.

Admit it. Part of you still wants to believe the customers in wholesale are somehow different from the ones that shop in the mall. You still believe that the wholesale industry exists in a separate realm from retail.

Maybe so, but the contractor at your counter buys from retail businesses, too. He takes his five-year-old son for ice cream where the server turns a double-dip cone into performance art. He takes his truck for an oil change and is served cookies and coffee while he waits. He eats donuts at

a bakery that offers free WiFi. These vendors and others like them have raised the standards for service-everywhere.

Truth: There are no borders in business anymore.

Myth #7: lf it ain't broke, don't fix it.

Wholesale distribution will continue to thrive, but only by moving into new territory. There are wholesalers who are doing business today the same way they did in 1970. Success can be an obstacle to continued success. Past glories and achievements can lull a business into a sense of complacency.

Unfortunately, the old business model is failing fast and successful growth means leaving something behind. D-i-y centers and big box merchants will continue to be a threat. Fortunately, for the wholesale supplier, these behemoths belong to mega corporations that are unwieldy and slow to respond to changes in the business landscape.

Truth: If it ain't broke, break it. It's probably out of date anyway.

Myth Busting

No wholesaler can afford to maintain a casual businessas-usual attitude. With new competitors coming in, multiple channels vying for a share of your customers' minds, and roller-coaster-like market swings, it's quite the challenge to stay ahead.

Knowledge of the construction industry, awareness of competitors' competencies, and a critical assessment of the company's strengths and flaws are essential elements in meeting customers' expectations. Companies that achieve this will find a more rewardins. less competitive marketplace.

Mike Dandridge High Voltage Performance highvoltageperforrnance.com

(254 624-6299

mikedan@mac.com

Steel Beam Software

LSB Selector Software simplifies designing with LiteSteel beams. The free software allows users to input beam spans and loads, then receive recommendations for specific LSB products.

A text report shows all inputs, beam dimensions, and properties, as well as design checks that can be attached to building permits.

I LITESTEELBEAM.COM

(800) 877) 285-2601

One Tough Grip

Irwin Groovelock vise-grip pliers now come in smooth jaw and straight jaw designs.

A patented press-and-slide button allows faster adjustment on the job, while right-angle teeth grip in all directions for maximum bite.

I IRWIN.COM

(80u 464-',1946

Studly Plastic Furring

Superior Polymer Product now offers Ecostud recycledplastic products for furring out block or poured concrete walls. The flanged furring channel can be used with all insulation types to form a continuous moisture barrier.

The Z Fur channel. an alternative to steel Z, can be used with extruded polystyrene foam or cellulose wall panels.

T SUPERIORPOLYMER.COM

(877], 586-5543

Look of Old Barns

Reclaimed American Oak is the newest addition to HomerWood's premium hardwood flooring.

Reclaimed from barns, the distinctive flooring has authentic nail holes, cracks, mineral streaks, and saw kerfs.

Boards are 3.5" or 8.5" wide. Also offered are custom wider widths and distressed finishes.

T HoMERwooD.CoM

(814) 827-3855

Perfect Angle Guts

The ProSite 505P protractor from Starrett is designed for carpenters and builders who need to measure and transfer angles.

The durable plastic tool can be used for mitering or making single-butt joint cuts. Just adjust its 7" legs to the work surface, read the angle on the dial face, and set a miter saw to the readins for an accurate cut.

T STARRETT.COM

(800) 541-8887

See in the Dark

The touch-activated Beamii light solves the problem of finding the right key and door lock in the dark. Each water-resistant unit has a reolaceable 3.4volt lithium battery and a LED bulb good for 10000 hours of use. .-

colors inctucle white, black, brown, fr#=*-F gold, and silver.

A l2-piece counter display or 48-piece floor display are also available.

I BEAMII.CoM

(800) 60s-708r

Safe Work Sight

Lightweight Starlite FOAM safety glasses keep out dirt and debris and absorb perspiration.

Scratch-resistant polycarbonate lenses resist fogging, fight glare, and block most UV light. The glasses meet or exceed the ANSI287.1 standard.

T GATEWAYSAFETY.COM

(800\ 822-5341

I T&G Flooring I Adhesive

DriTac 8100 adhesive is formulated for all types of tongue-&-groove flooring.

Offered in 16-oz. containers, it is nontoxic, non-flammable, water resistant, and VOC-compliant.

T DRITAC.COM

(800) 394-93r0

Bosed in Anncpolis, MD, Fletcher Wood Solutions@ is the lorgest monufocturer of defect-free, oppeoronce grode rodioto pine products in New Zeolond. Distributing our cleor boords, mouldings, LIFESPANo treoted wood, ond lumber to the North Americon mcrket through our proven ond completely integroted supply choin, Fletcher Wood Solutionso mointoins direct occess to one of ihe lorgest FSC certified@ oine olontotion forests in the world.

Loaders Make Tracks

Kubota's ne\\' compact track loaders are designed for maximum liftrn-s and dumping capability.

The 75-hp SVL75 has a 6.204-lb. bucket-breakout force and a.1.881-lb. liftin-q capacity. The 90-hp SVL90 has a buckct-breakout force of 7.96 I lbs. and a lifiing capaciti' o1--5.t369 lbs.

Both are porvered b1' a fbur-cylinder. direct injcetion. turbo-chargecl diesel ensinc. and of'fbr a vuricty of bucket anci tirrk olltions.

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Nail That Roof

A fuel-por.i'eled corclless rclofing nailer from DuoFast Construction is cornpact ancl lightweight. It can clrir c tu o nails per second and holcls I 20 nails per coil. Other f'eaturcs arc an ad.justable depth of drive. a single-cloor nrlsazir.tc lirr casy loading of coil nails. skid guarcls. ancl a bclt hook.

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Engineered Brazilians

Cikel Arnerica has a ncw' collectictn of engineered Brazilian hrtrtlu oorl lloot'ittt.

Cabo comes in five FSC-ccrtified exotic species that arc protcctccl with ci-'rht lat,ers of oxide finish and can bc f'loatccl or gluccl clown directll'. on or bclow gracle. Facc wiclth is 7". with lengths ranging l}om l' to 6.6'.

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Really Hip Gonnector

Simpson StrongTie's AHEP connector is designed firr wood and colcl-fbrmcd steel truss applications. Dcsigned lirr stcp-dou'n hip trusses. the connector can be used as a latcral restraint to safell'space and support thc llat section of the top chord.

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(800) 999-s099

For confi dence underfoot - and overheadbu i lders tr usl Ai nsworth En gi n ee red. For flooring systems that lay flat and true. For stairs that won't cup, sag or squeak. For cost-com petitive, susta inably sourced products, reliably supplied, choose quality. Choose Ainsworth.

B.C. WOOD'S Global Buyers Mission drew more than 650 buyers, dealers, and manufacturers to Whistler, B.C., Sept. 9-1 1. 11l Lenni6 Watkins, Steve Horvath, Gerry & Joan Feaver. [2] Natalie & Jake VanSchothorst, Ingrid Boys. [3] Sam Bath. [4] Craig Combs, Mike Pidlisecky, Mike Booth, David Jeffers. [5] Steve Power, Jake Power, Dustin Elliott, Michael Ren. [6] Stewart Clark, Loni & Curtis Walker. [7] Archie Rafter, Chris Beveridge. [8] Ron Sagara, Rob Bengough. [9] Kirk Nagy, John

Brissette. [10] Ben Meachen, Jeff Derby, Ted Dergousoff. [11] Dave Chueng. [12] Scott Lindsay, Alan Lazauskas, Kent Beveridge, Chris Beveridge. [13] Griffin Augustin, Corey Scott. [14] Chris Pistilli, Doug Carl. [15] Perry Lee, Sang Lee, Brian Go, Sean Choi. [16] Gary Gill, Jason Zimmerman, Don Slack. [17] Denn Wight, lan Wight, [18] Wayne Gamborski, Hans Plechinger. [19] Tony Bonura. [20] Peter Grant.

WESTERN RED Cedar Lumber Association held its annual meeting in conjunction with BC Wood's Global Buyers Mission.

[1] Chris Lynch, Janet Wheeler, Steve Power. [2] Danny & Kim Bachman. [3] Jack Heavenor, Dick Jones, Rob Marusic, Harold Mischke. [4] John Harris, Ben Meachen, Doug Nelson, Steve Mynick. [5] Harry Erskine. Shane Hartsch. Mark Woofinden, David Hughes. [6] Alan Lazauskas, Chris Beveridge, Scott Lindsay. [7] Danen Duchi, Jeff Robinson. [8] Monis Douglas, Jack Alley. [9] Robert Sandve, Paul Mackie. [10] Joe Petree, Craig Fleischalker. [11]

Cal Dyck, Patt & Michael Woods. [12] Jack Draper, Mark Rutledge. [13] Dammy Evertse, Al Fortune. [14] Jim Gillis, Brian Hawrysh. [15] John Brissette, Steve Boyd, Brian Boyd. [16] Shane Robinson, Carlos Furtado.

GO BLUE: Sierra Pacif c lndustries, Redding, Ca., hosted its annual open house Sept 16 [1] Red Emmerson, Dave Meurer. [2] George Emmerson, Hal Fay. [3] Darren Duchi, Charlie Moss, Neil Rasmussen, Joe Allotta. [4] Hans Ward, Kip Burns, Kathy Spoon [5] Kevin Paldino, Jay Francis, Dan l\4clntire, [6] Rob n & Mark Medearis [7] Christina Roggenkamp, John Ospital [8] Brad R x, Daniel George, [9] Chip Brittain, Dan Mandevllle, Jim Frank, [10] Jason Faulkner, Harvey

Hetfeld. [11] Bll Carroll, Danny Osborn, Robert West, Greg Thom [12] Mike Mackrn, Matt Carlton [13] Mark Miller, Jon Hagen. [14] Josh Dean. Thom Wright. [15] John Diederch, Rafael Sandoval, Charlie Schweitzer. [16] Bob Burger, Rocky & Jeanne Mullen, Mark Young. [17] Eric Shelby. Rob Crummett [18] Jack Chase, lMargaret & Bob Bretz [19] Harold Dodero, Jim Talley, Kev n Binam. Terry Johnson.

(More phatos on next page)

EYE ON SPI (continued from previous page). l'll Ken Laughlin, Ralph Morris, Robert West, Dick Jackson. [2] Marty Fox, Scott Mackechnre [3] Rick Vaughn, Greg S nclair. [4] Tom & Dianne Franklin, Dee Sanders. [5] M ke Thompson, Lori Col ins [6] John Tum no. [7] Millard Meeks, Dan Wolter [8] Edward Halsey, Stepl'en Srirr. Heane' Hampton, Anne Erickson. [9] Greg Srnclair, J m Miller, Steve Passe, Brian Kelly, [10] Ke th

Blackburn, Jerry Mosier, Andrew Cross [11] Gregory Hexberg, James Danielson. [12] Tim Livingston, Dan Fisher [13] Barry Schre de'. Lo'era \4a'odi [14] Tom Liberator, Bob Shepherd [15] Greg Kruse, Mike Thelen ['16] Paul Cheatham, Aaron Sulzer. [17] Dave Durst, Padam Malepati, John Reader. [18] Eric Ford, Mark Emmerson. [19] Terry Kuehl, Bob Long For free downloadable photos fromthis and other industry events, visit

DECK EXPO & Remodelino Show took over Baltimore Convention Center, Baltimore, Md., Septi 15-17 [1] Steve Klotz, Gary Maulin. [2] Jim Miller, Dave Martel. [3] John Junod, Marilyn Greene, Joe Junod. [4] Erica Biser, John Leisenheimer. [5] Kim Drew, Tom Diem, Chris Webb. [6] Richard Kleiner, Russell Richardson. [7] Matt Cullen, Rich Kapres, Brian May. [8] Glenn Eberle, George Eberle. [9] Dick Benson, Jon Bailey. [10]Chuck Casey, Brian Orchard, Phil Lail, Eric Sigmon. [11]

r Ihe l,lednnt l,hsazine r Odoberz0l0

Ralph Leyh, Kristin Zommer, Rick Wearne. [12] Brian LaFave, Scott Schmidt. [13] Penny Hanis, David Palmer, Caylon Huckabay. [14] Arden Fuller, Peter Krihak, Frank Butterfield. [15] Jay Flom, Michael Grant, Daniel Gaxiola. [16] Arne Zenneck, Michael Sloop. [17] Scot Jeffus, Brent Gwatney. [18] Carey Garst, Erin Canosa. [19] Kevin Friday, Deby Jones, David Finkenbinder. [20] Peter Staal, Joe Holt. (More photos on next two pages)

DECKS, DECKS, DECKS (continued from previous page): l1l Frank Peterson, Kim Pohl. [2] Laurie Coleman. [3] Stephanie DePalma, Daniel Franklin. Mark Liosius. Shawn Holland. Ed Reed. [4] Blake Aubtin, Buddy Gault. [5]

W.C. Litzinger, Jim Boyd. [6] Tom Faber, Jackson Chen. [7] Ed Burke. [8] Kevin Gothard, Cindy & Patrick Doyle. [9] Ted Davis, Vickie Brawlev. (Moie photos on next page)

r The Medant lrhgazine r 0dober2010

MORE DECK EXPO (continued from previous two pages)attendees: [1] Leda Johnson, Richard Lane. [2] Ron Long, Scott Rutley. [3] Steve Lewis, Jom Grinestuff. [4] Jacquie Maranville, Henry Croteau. [5] Carol Kelly, Phillip Hutt. [6] Bronwyn Matthis, Alan Oakes, Jade Fridell. [7] Steve Shyda, Alex Hines, Mark Kalady. [8] Chris Duncan, Chris McGroarty, Tim Thornton. [9] Tom Horvat. [10] Teny Brady, James Thompson, Chuck Hotze. [11] Joe Heltsley. [12] Darby Darbyshire, q2

Crystal Wicker, Bob Edwards. [13] Otto Kinzel, Scott Cathcart, Kaylynn Poplawski. [14] Kyle Loveland, Jamie Kreiser. [15] Mark Bverke, Phillip Cooke, David Ellenbaum, Bruce Schneider, Rick Pocock, Art Thomm. ['16] Kevin Brennan, Bill Georgelis. [17] Geoffrey McKeon, Chris Johnson. [18] Ken Panitt, Edward Cusck, Huck DeVenzio. [19] Christian Lepage, Keith Bishop.

BIG PRIZE: Over 100 golfers participated in the Los Angeles Hardwood Lumberman's Club's annual Alan Bohnhoff Memorial Golf Tournament Sept. 23 at the Costa Mesa Country Club, Costa Mesa, Ca., where [11 Michael Bohnhoff awarded the perpetual prize-Gerry, a carved wooden girafte. [2] Dan Bohannon, Jim Gaither, Charley James, Charley Fiala. [3] Alan Arbiso, Bob Goin. [4] Jason Brettigan, Craig Jordon, Roger Reyes, Marty Fox. [5] Charley Bohnhoff, Walter Ralston, Pete Peterman. [6] Danny Clark, Don Reel, Don Clark.

Celebrating 43 years of tine hardwood manulacture and distribution

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

Hardwood Lumber/S4S

Hardwood Plywood

Custom Hardwood Moulding

Custom Hardwood Flooring

CTASSIFIED

Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy or headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished "camera-ready" (advertiser sets the type), $65 if we set the type.

Send ad to Fax 949-852-0231 or dkoenig@ building-products.com. For more info, call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: 'l8th of previous month.

TURNKEY CONTRACTOR lumberyard for lease in Stockton, California. l0+ acres.

18,000-sq. ft. covered storage and fully operational mill. 3900-sq. ft. fully furnished office space, wireless Internet enabled. BNSF rail served. Rolling stock (i.e., forklifts, semis & flatbed trailers) included if needed. Contact Randall Richards, ('7 l4) 231-4'705:' rrichards@rwli.net.

OFFICE & WAREHOUSE FOR LEASE:

Northern California Sacramento region. Approximately 2,000-sq. ft. office attached to 30,000-sq. ft. warehouse. Warehouse clear span height 20 ft. Office & restrooms ADA accessible. Warehouse includes three-man doors with large 20-ft. roll-up door. 220V power available. Fire sprinkler system throughout. Truck shop facilities provided. including minor repair work, oil changes, steam cleaning, etc., at favorable rates. Ample truck parking space in back of facility. If additional space is needed, an option on additional 30,000-sq. ft. warehouse will be available soon. Office & 30000sq. ft. front warehouse available at .290 per sq. ft. Option for rear warehouse .25 per sq. ft. If interested, please call Tom Williams, (530) 742-2l68,between 8 a.m. and 5 p.m.

LA.-BASED custom mill/reman have secured warehouse space available for custom reload of hardwood lumber & panel products. Full logistics services offered. Containter and flatbed unloading, custom delivery services available, full custom mill services. Excellent location in Ontario, Ca., in high-end industrial park, close access to four major freeways. For information, please contact Carl Henoch/ Winnie at (909) 974-0180. or send inquiries to creatuswood@aol.com.

SNAVELY FOREST PRODUCTS

SFP is a 10O+ year old, multi-location wholesale distributor of specialty building products. Our Phoenix DC has an opening for an outside sales representative. The successful candidate will have a demonstrated track record of building material sales to retail lumber dealers and industrial accounts. If you are accomplished at product differentiation, value selling, and customer relations, we would like to hear from you. Please apply by emailed resume only to bbuchanan@sfpusa.com. All correspondence will be held strictly confidential.

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.

DATE Book

Llsflngs are often submitted months in advance. Always verify dates and locations wrlh sponsor before making plans to aftend.

Builders Hardware Manufacturers Assn. - Oct. 11-13, fall meeting, Palm Desert, Ca.; (212) 297 -2109; www.buildershardware.com.

Pacific Goast Wholesale Hardwood Distributors AssociationOct. 12, pre-NHLA reception and dinner, Fairmont Hotel, Vancouver, B.C. ; www.pcwhda.com.

National Hardwood Lumber Association - Oct. 13-16, annual convention, Hyaft Regency, Vancouver, B.C.; (800) 933-0318; www.nhla.com.

Los Angeles Hardwood Lumberman's Club - Oct. 14, meeting, Belmont Brewing Co., Long Beach, Ca.; (626) 445-8556.

Fellowship of Christian Lumbermen - Oct. 15, meeting, Vancouver, B.C.; www.christianlumbermen.wordpress.com.

Western Hardwood Association - Oct. 15, annual business meef ing, Hyatt Regency, Vancouver, B.C.; (360) 835-1600; www. westernhardwood.com.

APA-The Engineered Wood Association - Oct. 17-19, annual meeting, Westin La Paloma, Tucson, Az.; (253) 565-6600; www. apawood.org.

Western Wood Preservers Institute - Oct. 17-20, annual meeting, Westin La Paloma Resort, Tucson, Az.; (800) 729-9663; www. wwpinstitute.org.

Alaska Forest Assn. - Oct. 20-21, annual convention, Captain Cook Hotel, Anchorage, Ak.; (907)225-6114; www. aKorest.org.

Lumber Association of California & Nevada - Oct. 21-22, annual convention, Fisherman's Wharf Maniott, San Francisco, Ca.; (800) 266-a3aa; www.lumberassociation.org,

Remodeling & Decorating Show - Oct.23-24, Orange County Fairgrounds, Costa Mesa, Ca.; www.thehomeshow.com.

Green Industry & Equipment Expo - Oct. 28-30, Kentucky Fair & Expo Center, Louisville, Ky.; (800) 558-8767; www.gie-expo.com.

Ace Hardware - 0ct. 28-31, fall market, Orange County Convention Center, Orlando, Fl.; (630) 990-7662; www.acehardware.com.

Willamette Valley Hoo-Hoo - Oct. 30, member appreciation night, Shadow Hills Country Club, Junction City, Or.; (541)485-5979.

Pacific Logging Congress - Nov.2-4, annual convention, La Quinta Resort, La Quinta, Ca.; (425) 413-2808; www.pacificloggingcongress.org.

North American Wholesale Lumber Assn. - Nov. 4-6, Traders Market, Hyatt Regency, Chicago, ll.; (800) 527-8258; nawla.org.

Los Angeles Hardwood Lumberman's Club - Nov. 7, annual tennis tournament, Anaheim Tennis Center, Anaheim, Ca.; Nov. 1'1, meeting, Rib Trader, Orange, Ca.; (626)445-8556.

Specialty Tools & Fasteners Distributors Assn. - Nov. 8-10, annual show, Atlanta, Ga.; (800) 352-2981; www.stafda.org.

Spruce Computer Systems - Nov. 8-12, annual online user conference; (800) 777 -8235: www.spruc€computer.com.

North American Building Material Distribution AssociationNov. 16-18, annual convention & tabletop show, The Broadmoor, Colorado Springs, Co.; (888) 7 47 -7 862; www.nbmda.org.

U.S. Green Building Council - Nov. 16-19, Greenbuild conference, Chicago, ll. ; (800) 7 95-17 47 ; www. greenbuildexpo.org.

Southern Galifornia Hoo-Hoo Club - Nov. 17, dinner meeting, Pomona Valley Mining Co., Pomona, Ca.; (760) 324-0842.

Building Industry Show - Nov. 18-19, Convention Center, Long Beach, Ca.; (909) 396-9993; www.buildingindustryshow.com.

ADVERTISERS fndex r

For morc infurmation on advertisers. call them dircctly or visit thcir websilcs lin brackets].

Bring in lhe Moms

A 106-year-old lumber dealer has discovered a new way to attract female shoppers and boost paint sales: free family-focused seminars. For the past two years, Ring's End Lumber's yard in Wilton, Ct., has hosted a monthly "Morning for Moms."

This year's series kicked off last month, just after kids started the new school year. Michelle Sperry, director of a local private school, discussed how to teach children good manners and etiquefte. Color consultant Rita T-who works at the paint center-then shared table setting ideas and decorating tips for fami ly-friendly dining rooms. Attendees also received a coupon for a free gallon of Benjamin Moore's new zero-VOC paint.

"I enjoy showing how to create a beautiful dining room for families to use every day," said Rita. "Eating in the dining room encourages children to learn and practice good manners at a young age."

Earlier this month. environmentalist Jeff Cordulack of Greenwich Audubon spoke about safely exploring the outdoors with children and reducing exposure to toxins. Rita T followed up with how to use paint to bring nature's colors and patterns indoors.

"Using color beautifully has become so much easier and safer," said Rita. "For families, knowing their children and pets won't be exposed to potentially harmful toxic fumes and the room can be used right away is a real plus."

Next month. the former owner of a local children's bookstore will share how to read to and with children, highlighting the best in children's literature and discussing how to work with kids who have learning disabilities. Rita will talk about creating an inviting reading area for kids.

In December, a kids' products reviewer for Consumer Reports will discuss holiday safety, tips for safe decorating, and which toys are safe to purchase. Then Rita will share holiday decorating ideas for families.

Roseburg Forest Products [www.rfpco.coml ..,.,........,,................TM 28

RoyOMartin [www.royomartin.com] ............,...,,.....,,......Cover ll, TM 13

Samuel Strapping Systems [www.samuelstrapping.com].,........,,,,..28

Selkirk [www.selkirkcedar.com] ..........................TM 25

Simpson Strong-Tie [www.strongtie.com] .........,.................,.........,,,...7

Sun Mountain Lumber [www.sunmtnlumber.com].......................TM 26

Swaner Hardwood Co. [www.swanerhardwood.coml ...........,,..........43

Swanson Group Sales [www.swansongroupinc.com]............Cover lll

Taiga Building Products Inc.

Thunderbolt Wood Treating [www.thunderboltwoodtreating.com] .32

Van Arsdale.Harris Lumber Co.

Viance [www,treatedwood.com]

[www.vanarsdaleharris.net]...........37 ..........5

Western Red Cedar LumberAssn. [wrcla.org].....3, TM 9, TM 13, TM 25

Westervelt Lumber [www.westerveltlumber.com],,,,............. .......TM 22

Wynndel Lumber [www.wynndellumber.com]...........................,,.TM 19

Yakama Forest Products [www.yakama-forest.com] ...................TM 25

Swanson operates under some of the most stringent forest harvesting practices on the planet. For verification, our SFI Certification ensures that our timber resources are managed for sustainability and environmental responsibility, protecting species, habitat, and waler resources.

RENEWABLE ENERGY COMMITMENT

Three of Swanson's five mills are working with Pacific Powe/s Blue Sky program to purchase energy from renewable sources. Over the course of a year, this commitment by Swanson avoids putting 1,108 tons of carbon dioxide into the atmosphere.

CUTTURE OF GREEN

We are focusing on the future by creating a sustainable culture that permeates ihe entire company. Swanson is located in a very green part of the world. We plan to keep it that way. After all, ihs our way of life.

wanson Group Sales