Merchant Magazine - November 2004

Sierra Cedar Fence Products are noted for their beautiful light

color and superior resistance to decay.

The Professional Floor Choice

\Teyerhaeuser Structurwood Edge Goldo panels are available throughout North America and have become the new industry standard for improved performance at a good price. And we have a 25 Year Limited ri/arranry to back it up.

ugh At The Elements

Designed in 1997 with the harsh-weather environments of the Pacific Northwest in mind, Structurwood Edge Gold@ panels combine a proprietary wood-resin combination to provide superior resistance to edge swell. They stand up to weather - keeping the work flowing and the jobsite going.

The PeffeCt Fit Each structurwood Edge Gold@ panel is engineered to be the same as the next. Our tongue and groove is designed to make installation a snap. That means faster installation, fewer callbacks, and increased customer satisfaction.

Serving building products retailers and wholesale distributors in 13 Western states-Since 1922

S.nlng l3 U.bm

(Sistet Wbilcatidr Buildhtg Pnducts Deast seves the East)

PUBLISHER Alan 0akes (ajoakes@aol.com)

PUBLISHER EMERIIUS David Cutler

EDITOR David Koenio (dkoenig@duilding-products.com)

ASSOCIATE EDIT0R Lisa Maresca (lmaresca@building-producls,com)

CONTRIBUTING EDITORS

Dwight Curan, Carla Waldemar

AD SALES IIANAGER Chuck Casey (ccasey@building-products.com)

CIRCULATION Heather Kelly (hkelly@building-pioducts.com)

ADMINISTRATION DIBECTOR/SECRETARY Marie Oakes (mf poakes@aol.c'om)

How to Advertise

Conlact oul adveriiging offlc€ fol ratssi WEST, ltlDWEST, 90UTHEA$T; Chuck Casey, Newport Beach, Ca.; (949) 85?'1990; Fax 949852-0231 ; Email ccasey@building-products.com

NOFTHEAST: Paul Mummolo, Brick, N,J.; (732) 899-8102; Fax 732-899-2758; Email pmummolo @aol.com

How to Subscribe

Contacl Heather at (949) 852-1990

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The front cover is a paid advertisemert, this month sponsored by Calitornia Cascade Industries, producer of Naturewood

Chances are you may not have heard of Riley Creek, yet. But we have quietly grown to be one of the top 50 lumber manufacturers in North America. How? By having the best people make the best product possible. We use the latest Technology, the finest Timber and the top Talent to make the most out of every log.

Our reputation for the highest quality lumber begins with a timber supply with tighter grain and smaller knots. But the real difference is in the milling process that consistently produces smoother, straighter lumber.

When you order Riley Creek products you'll find out why we're the preferred supplier to our customers. The output of our high-tech lumber mill allows us the flexibilitv to fill mixed load orders quickly and conveniently.

ALAN OAKES publisher ajoakes@aol.com

WhatcJazv ideas is management thinking about now?

Have you ever sat in a management or staff meeting and listened to the latest and greatest initiative, then rolled your eyes and wondered, what the heck were they thinking?

Did you recently hear about the large airline that was considering charging callers for talking to a live human being-and if the one you spoke with was in India, it would cost less than if you talked to an agent here in the U.S.? Can you imagine the voicemail tree? If you really must speak to someone and bother us, press I for India, fee $2. Press 2 for the U.5., fee $20. I would have loved to have been a fly on the wall when that one was presented. I can just see it now-the PowerPoint presentation, fl ip charts up the wazoo, the cost versus benefits study, and no doubt everyone applauding! No wonder that airline is going down the tubes, and no wonder the upstarts are gaining market share.

In any company today of any size, they will talk about their mission statement, their slogans and buzz words, and goals that some highly paid con-

sulting firm has done study after study on. Yet when this bill of goods has been sold, you wander into their stores or you deal with their telemarketing group or customer service. and you wait on hold for hours. Or you cannot find a salesperson and when you do, the service does not seem to go with the image portrayed of Service Leaders and Caring for Customers.

Why? The truth of the matter is that 807o of all spending on training is wasted. Today there is a mental gap of what goes on in the boardroom and what happens on the floor, and I suspect the gap is getting wider each year. There is no doubt that if you can get everyone on the same page, great things can happen in an organization. But the reality is that perhaps two out of three do not understand what is expected of them, have no clue, or do not identify with the goals of their company.

The main reason for this is a disconnect between the company's goals and how the business actually operates day to day. You can have all the buzz-

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words, slogans, button days and crafted presentations you want, but unless the average worker understands how those goals and targets impact his or her job, the initiatives go down the proverbial chute. Even great ideas are given short shrift if the company fails to practice what it preaches, communicate the mission, set goals all the way down the hierarchy, offer rewards both financial and non-financial for achieving pigeon steps, recruit and train the right people to implement the mission, and get rid of the wrong people. The goal must be to find the talent to both implement and build on the plan, and match the behavior with the expectation.

There are companies that have been extraordinary successful in creating an environment of genuine customer appreciation. It always amazes me, for example, how some hotel personnel remember your name and how genuinely pleased they seem to be to see you or welcome you back. I had one harrowing experience at a hotel a few months ago, which was dealt with by inviting me back as a guest and giving me instant gratification of an expensive brunch on the house for eight of us. But that treatment seems a rare exception today.

Unless your company daily practices and, more importantly, reinforces the goals and mission, you cannot be successful. A tree of goals should be built from the top down, layer by layer, based on the goals immediately above your layer. Every employee should have not only a set of company, division, department and supervisor goals, they should have a set of personal goals that tie in with the overall objectives.

The problem in corporate life is that in today's stop/start environment, initiatives come and go and become meaningless. But if you can get employees to identify with the mission, they are vastly more likely to outperform expectations not only internally, but with your customers. Now patch me throush to Delhi!

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EMAND A HIGHER LEVEL OF LUMBER". GET A HIGHER LEVEL OF PROFIT.

When you buy Canfor lumber you'll see results in more ways than one. Because from forest to mill to lumber yard, Canfor is doing everything possible to deliver straighter lumber and consistency from piece to piece. Which means your customers have less culling, more usable wood, and fewer returns. So they can build quality homes while you build your profits. lt all starts when you

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Uleslern woods persIectiue Becoming a true enuirunmcntalist

By Nicole Mashore

A RE YOU an environmentalist? I'm not asking whether llyou are a spokesman for the Siena Club, just whether you consider yourself someone who cares about the environment.

Chances are the answer is yes. A recent Nature Conservancy poll found that nearly 757o of the American public consider themselves environmentalists in this sense. Unfortunately, you may also be a lot like I was before I learned more about the measures needed to protect our world environment.

I embraced an ideal vision; one that does not fit the reality of our impact upon the world. As a child, I always bought the "Save the Rainforest" chocolate bars from the natural foods store my parents would take me to. I cultivated an organic garden, and cut up plastic soda can holders so birds wouldn't be strangled.

But in college, I took my caring a step further; I became a forestry and natural resources major. And after four years of education I have found that saving forests is a lot more complex than buying chocolate bars. It means accepting that humans have altered the environment by their presence and will continue to do so. It means realizing that our population and resource consumption are ever increasing.

I also came to realize something equally important-that too many well-intentioned people have been swayed by emotional, but scientifically unsound, arguments from activist groups crafting clever sound-bites and raising money. In truth, one of our biggest environmental problems is our lack of environmental education and our lack of appreciation for where the wood products we use come from. This contributes to the degradation of forests on a global level.

Californians have for decades restricted nearly all harvesting of timber from California forestlands, both public and private. The California Forest Products Commission reports that overall timber harvesting in our state is down 60Vo in the last 15 years. While this may seem like we're preserving the environment, in fact, Califomians have one of the highest wood consumption rates in the world. In other words, we are isolating our own state's forests while devastating those elsewhere. California now imports about 80Vo of the wood products it uses, from places with environmental regulations that are far less stringent than our own.

According to University of California-Berkeley forestry professor emeritus William J. Libby, for every acre of forestland not harvested for timber here. at least two acres

must be harvested in tropical forests. Do you think the forestry and harvesting practices in places like Brazil, Chile and other emerging international timber players come anywhere near California's environmental standards? Think again.

So what is the answer to protecting the world's forests? Education, and harvesting more of our own wood in a sustainable way from California's well-managed forests.

California has among the most stringent forest practice laws in the world. When wood is harvested on private lands in California, comprehensive plans must be prepared by licensed, registered professional foresters (RPFs) and approved by the state. RPF plans address water quality, erosion, wildlife impact, and nearly any other environmental issue you can imagine.

But no matter how strict our environmental laws are, we will keep devastating the world's environment as long as we refuse to harvest in our own back yard. Doing so in a responsible, sustainable way will not devastate our forests. An incredible 97Vo of California's old-growth forests are protected in parks and federal ownerships, and is always off limits. Clearcuts, as most people think of them, have been illegal for decades. Reforestation is required by law, and private foresters plant about seven trees for every one they harvest.

As John Muir put it, "Forests, like perennial fountains, may be made to yield a sure harvest of timber while at the same time all their far-reaching beneficent uses may be maintained unimpaired. "

As educated environmentalists we must stop opposing responsible harvesting on Califomia forestlands. As consumers, we should buy wood products from sustainable forests, like California-grown wood.

People value forests for wood products-from lumber and paper to camera film and crayons-as well as for wildlife, watersheds, and recreation. Responsible use of these global resources means recognizing misinformation when you hear it, and engaging the natural resource management debate with your voice and your choices.

And if enough Californians educate themselves, our leaders will stop being swayed by misinformation and begin taking the necessary steps toward worldwide environmental responsibility.

- Nicole Mashore, a forestry student at Cal Poly State University-San Luis Obispo, served as an intern at the California Forest Products Commission, www.calforests.org, during the summer of 2404.

Decking it out 4" aims for a comeback against 6"

l-i HANCES are the vast majority of decking you sell is 6 \-,inches wide. Most deck builders seem content with the relative ease of installation and comparative cost of 6" boards.

Yet there are several reasons to consider lx4 or 514x4 over lx6 or 514x6, particularly when using fine woods.

"Wood deck boards shrink and expand as they lose and take on moisture, and 6" boards are 50Vo wider than 4" boards-5-112" vs. 3-l12'," pointed out Steve Getsiv, Oregon-Canadian Forest Products, North Plains, Or. "In close-to-ground applications, the deck boards will absorb moisture off the ground, and they will dry out from the top. This creates cupping, and 4" boards will always perform better than 6" boards in this application."

He explained that with 4" deck boards fastened with two screws per joist, the screws are spaced approximately 1l/2" closer together than with 6" boards. The movement when 4" deck boards expand and shrink will put less sideto-side stress on the deck boards, and therefore 4" decking is less likely to break fasteners. "While it is true that more fasteners are required to install 4" boards than 6" boards," Getsiv said, "4" boards have the advantage of superior long-term performance. "

He also claimed 4"-wide deck boards are easier to install in terms of alignment. "They are more flexible and it is easier to achieve the ideal spacing between boards," Getsiv noted. "More importantly, because they move less, 4" boards are less likely to close up during wet weather, and they are less likely to show large gaps during dry weather."

One would think that dealers would gladly stock more 4", anxious to increase the amount ofdecking and fasteners sold per project while ensuring their customers get a longer lasting deck. Yet Getsiv's recommendation may not be something the average deck builder-fixated on short-term costs-wants to hear. In a survey of 18 deck contractors across the country, 15 use 6"-wide boards exclusively or almost exclusively.

Most choose 6" due to cost and availability. "We have installed both [6" and 4"]," said contractor A.J. Shirely, Anthony & Co. Construction, Youngsville, N.C. "We usually use 6" as it's most cost effective and most supply houses stock this material."

Similarly, Ken Matthiesen, I Build Decks, St. George, Ks., builds decks exclusively with 6"-wide boards, due to appearance, the need for fewer boards, strength, and the fact that most composites come only in 6".

Don Weaver, Deck City, Richmond, Va., said, "We primarily use 6"-wide decking boards because of availability-composite decking doesn't come in 4" widths-as well as labor savings, since a deck can be installed quicker using the 6" boards."

For Edward Wittlinger, Deck Tech, Bedford, Oh., it comes down to simple math. "You get more for the money [with 6"]," he said. "How much is a 16' 2x4 and a 16' 2x6? One is going to give you 3.5" of coverage while the other 5.5. If you put this through a test and build a deck on paper (say l2xl6) and do a material list, you will see thatthe2x4 decking would cost the builder a lot more."

"Personally," said David Langley, Space-By-Design, Carlsbad, Ca., "I like 6" because it is quicker to install. 4" is often bowed or twisted, making it tough to lay. Too many gaps make it difficult to keep clean, and it tends to look too busy. My customers tend to go along with me."

Doug Morgan, Dixie Decks, Brandon, Ms., has "no real preference," but uses 5/4x6 decking "most of the time because it is readily available."

"I never offer to use anything but 6"-wide decking," shared Charlie Neal, Prairie Rose Custom Decks, Coppell, Tx. "I have only built two or three decks with 2x4 deck boards. One, because I was just starting and didn't know any better, and the others because I was adding on to existing decks which already had 2x4 deck boards. I see no advantage for 2x4 deck boards. It takes more time and more screws, and with treated pine the 2x4s warp just as badly, maybe more than 2x6s. My potential customers never seem to request 2x4 deck boards on their own."

Rick Parish, Decks Appeal, Plano, Tx., uses 6" boards for appearance reasons. "We never get asked for 4" deck-

HARDWOOD decking, including 1x4 Brazilian redwood from Oregon Canadian Forest Products, has the market reconsidering 4-inch-wide deck boards.

ing and all we really sell is 6"," he said. "The reason is that 4" decking looks really busy with all the lines, and the screws are just so close together. With 4" decking. screws are no more than2" apart."

Looks are also a big factor for Shawn Miller, Class Designs Inc., Centennial, Co. "My belief has always been fewer boards make for a cleaner look-fewer seams and gaps," he said. "We are currently working with one of the composite companies to have them produce an 8" decking board for the same reason. On the production side, the fewer boards to lay, the quicker you can complete the flooring. So, not only does a wider board look nicer, it is quicker to install and uses fewer screws. Our customers have always been very happy with the results and in our market 6" boards are now the norm."

Steve A. Mcl-emore, Outdoor Renovations, Inc., Dallas, Tx., agreed: "Most of our customers-917o-opt for 6" wide decking boards in lieu of 4" simply because it is considerably less expensive. On a 14-ft. wide deck it takes approximately 50Vo more 4" deck boards to cover the area than 6". The end result is that not only is the labor cost more, but the material cost is more even though a 4" board costs less than a 6" board."

"I prefer a wider deck board as long as it won't cup or warp," said Jason Russell, Dr. Decks, Tacoma, Wa. "Composites mostly only offer a 6" wide board anyways and that is 90% of the decks we build. 6" wide boards are quicker to install and protect the joist a little bit better. Sometimes a 4" board looks nicer for architectural purposes and can sometimes cost less per square foot for material. Most of my customers have asked for a wider board, but not many for a narrower one."

Some deck builders do use 4" in limited applications. Although Outdoor Environments, Overland Park, Ks., has never had a request to place 2x4 decking, Dick DeVuyst

Some contractors are building

more and more decks with 4', depending on the material. said, "We have used 2x4 in small accent areas to change the look of the deck or to outline a small area of the deck. While 2x6 decking is the norm, 2x4 decking would be more labor intensive due to the number of deck boards handled, and the increased number of screws or nails needed. If the decking is placed at 45' angles, then cutting each one would take more time also."

"It's all a matter of the design of the deck and the customer's wishes," noted Bill Gilbert, Gilbert Exteriors, Milford, Ct. "I have found that if it's a small deck construction some prefer 4". I usually recommend 514x6 for better footing and overall apperance regardless of the size of the deck. I prefer to go with my customers' wishes, though. Makes the project go smoother. They get what they want, I get the job, and we're both happy in the long run. If I leave an unhappy customer I'll never get a recomendation from them. That's important for any business you're involved in."

"Most [customers] express no preference and accept the 6" decking board," said George Drummond, Casa Decks, Virginia Beach, Va. "However, when we work in some of

the 'period' neighborhoods, we try to match style and period. That leads us to a 4" board. We have had request for 1x4 T&G, but unless we are under a covered porch and have a slight drainage slope, we will have Grade | 2x4s milled with a beveled edge to provide the T&G look. With the 514x4, we automatically bring joist spacing to 12" and that is actually not narrow enough for support with diagonal decking. Cost is slightly higher-labor and fasteners, but 4" decking looks better on a smaller deck."

He continued, "Because our deck market is really price sensitive, the tendency is to go with decking that is normally stocked. But, when trying to complement a period house, customers preference is normally 4" if that option is presented by the builder."

Now, there wasn't always a preponderence of 6" widths. "Twenty years ago you'd be hard pressed to find a 6" deck board," recalled Randy Varga, Decking Northwest, Lake Oswego, Or. "Then about 12 years ago,2x6 started taking hold. Then when the composites began arriving about six or so years ago, that's really all there was (6"). In the wood industry, the 2x6 lumber cups, because the top dries faster than the bottom. They always want to put the bark side up, but nowadays we can't get any of that [for decking]; it all goes for cedar siding. We get the top third of the tree. So they started putting kerfs in the back of the boards to release tension, so it cups less."

The recent surge in imported hardwood decking has rejuvenated the 4" widths. "There are so many exotic hardwoods, I can't even pronouce all the names," Varga said. "They are usually lx4 or 514x4 because the [species] tend to cup more. All hardwoods I install are lx4 or 514x4. lf the customer insists on 6" boards. I tell them. 'I can walk or you can sign a waiver.' I can't stand behind something I've experienced problems with. If I go to a clear cedar deck, I go to a 4" board."

Some other contractors are also building more and more decks with 4", depending on the material. "It depends on the type of wood or material used for the decking," agreed Mike St. Antoine, Cedar Decks Construction, Kirkland, Wa. "If a customer wants a composite, their main choice is 6". If they want cedar, and 85Vo do, they go with the 514x4 decking (4"). 2x6 cedar is so costly, that the 5/4x4 wins out 98Vo of the time."

So, dealers take note. In the future,4" could present an increasingly popular option for deck builders more concerned about long-term performance than short-term costs. "Most customers don't have a preference, but I would say 4" would be less likely to cup than the 6"," said Tommy Hollis, Lone Star Decks, Dallas, Tx. "Only composite decking is guaranteed not to cup, so wood products I use are 4" if available."

MOST COMPOSITE deck boards. includino TimberTech's 2x6 olank. come only in 6-inch widths.

Treated wood transition adone deal Switch easier f"r some than others

By Huck DeVenzio Arch Wood Protection

ALTHOUGH some dealers still la,question the need for the preservative transition and others are wrestling with customer concerns over proper hardware, nearly all lumber dealers have now settled into providing "next generation" preserved wood. The difficulty of their transitions seems to have depended on their customer bases and on when they switched.

Interviews with three far-flung managers-a dealer in North Carolina, a wholesaler from Texas. and a California dealer-point out some of the issues they had to handle. All agree that now it is essentially busi-

ness as usual.

The last day for production of CCA-treated wood for non-industrial uses was December 30, 2003. Some dealers carried CCA-treated wood for as long as they could, stretching their inventories through the spring of 2004. Others, especially those with customers who built playground equipment or who faced concerns about CCA, switched to copper azole or alkaline copper quaternary products well before the production deadline.

Mark Schwartz is president of Brooks Building Products, a centuryold contractor-oriented dealer with yards in Greensboro and Raleigh, N.C.

He said he did not over-inventory CCA-treated wood as the deadline approached, nor did he attempt to create demand for next-generation preserved wood. Instead, he tried to keep his customers informed about the changes that were coming by means of seminars and meetings, and let the transition happen naturally.

"As we depleted our SKUs of wood treated with CCA," Schwartz said, "we replaced them with wood treated with copper azole." There were early objections to the higher price of the new product, especially among production builders who were locked into prices with their customers. But, Schwartz said, he worked with those customers and the price issue was short-lived.

Customer education was an objective of Ron Hilliard, president of Fry Wholesale near Dallas, but he reported that most customers had little interest until CCA-treated wood was gone.

"We first offered next-generation material in early 2003, but we couldn't give it away," Hilliard remembered. "Our customers were happy with CCA and wanted to stay with it." So, at the end of 2003, he stocked as much CCA-treated wood as he could afford. When the CCA was gone, previously apathetic customers became very interested, expressing concerns about both the performance and price of the new preserved lumber. However, the warranty on the new product calmed fears of reduced longevity, and price objections faded away.

The introduction was different for Truitt & White in California's Bay Area. Judi Ettlinger said that her company made the switch in January of

CONVERSION to "next generation" of treated wood seemed to like Truitt & White that trv to stav "ahead of the curve."

go easier for aggressive dealers

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l'rLritt & Whitc harl bccn llrorrrotinr: Srccn builtlins prorlr-rcts. ancl lclt thlrt thc e o1-rltcr-basecl prcsclvativcs I'it u cll rr illr tlr.' Ittlr't'cntcs ()l il\ tu\l()nt\'l\. l ho urc kcu-trll awarc of chernicll issLLcs. 'l'hc ncrr' procluct ri,'as launchcrl rvitli u ll'ont pagc stor)' in the ccln-rpanr ncnslcttcr. 1r contnrctol' brcakfast. ancl ru l)cck l)rotluct Dar. This was fol-

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WIrcn lrskcrl alrout harcln ale uscd in contile t rr ith nc-rt gL'ncftrtiolt tt'eatcd rroocl. ull thfcc lrote(l ongoins conlir siort trrnons tltcit errstontcrs ancl thc rrccrl lirl intirrrrrinr: tltcnt.

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WHOLESALER Ron Hil iard, Fry Wholesale, Just n, Tx., noted in t a customer re uctance to 1e\ \4OOd p'eSer\,arives has passed.

( ( \-tr'.':rlcrl \\ ooLl \\ ll\ e ()tilnl()n iI brriltlinu nlLtcrial outlcts fbr'30 1'cars: thc coyrpcl blscrl ploclucts have becrr ln lrilublc llonr rrrarrv clcalcrs fclr less thun onc rcur. It is not sr-rrprising that sornc pcoltlc urc unclcur about sLritable lllLslrirrs or rlillL'rcnt rctcnlion lcrcls or lucec;rlublc lpplicaliorrs. but trcutcrs. clcllcrs. lln(l contrrctors sce ll to Itave rtlrr i-Llrlr'tl lltr' lr'.'rt'r'r lrlir r' ltlrnritit'n w ith littlc br.uising. \orr tltcr alc fircusing orr trirrlitionul conecrns. likc hiring rcliablc cnrplorccs unrl bclting thc conrl-rctitiorr.

Bring on the balloons

By Carla Waldemar

lalAPE Cod Lumber Co. started out \-,in the '50s as a salvage yardpulling nails from boards. In those days, the Abington, Ma., outfit commanded the only road to Cape Cod. So, thanks to that real estate jackpot, the business prospered, and it didn't take long to become a full-service yard.

By the mid-'90s, driven by the robust building climate and attrition among the competition, the company had doubled revenue and multiplied staff like breeding rabbits. When Tom McManus came on board in 1996 as Grossman's, where he'd worked, went out of business, Cape Cod had 46 employees. It now boasts 164. Business had grown to $64 million in 2003 and a projected $75 million this year, and a second location in Mansfield had been launched.

So was an outside sales force, for the first time in the company's history,

boosted by six of Tom's colleagues who also made the switch from Grossman's-"people," he says, "who brought a lot of business in their pockets."

But phenomenal business growth can create its own set of challenges. So CCL found itself needing to salvage something far more precious than used lumber: its employees.

"Adding outside sales was our biggest challenge," says Tom, who started out in sales and now serves as v.p. of operations. "It meant doing business a little differently as they became the core. It meant a whole new compensation plan. It created a major cultural change, and it wasn't all balloons and confetti."

"With that huge increase in business, it's efficiency you strive for," he explains. "But, on the people side, 1997 and'98 were a period of turmoil. We grew so quickly that we had a line

out the human resources door filling out applications. Our standards dropped. We took on a lot of unfit people-new faces that weren't qualified. Yet. we were too busy getting trucks out to handle trainins and education."

Morale inevitably suffered. Second-generation owner Harvey Hurvitz got the message and called for a time out to take stock. "We did a big evaluation on the right way to structure the company," says Tom, "and a heavy weeding process of the people we shouldn't have hired. We then used the remaining employees as examples and hired people like them."

Soon after, opening the Mansfield store created another unforeseen cultural change. "The people there were used to seeing the owner and upper management on a daily basis, no longer possible. So we had to develop new people to take those roles. Lots of growing pains," Tom acknowledges. "But the biggest gain was our new people perspective.

"Four years ago, I went to a Vision Planning lecture. I thought, 'Here we go again, another run-of-the-mill motivational speaker.' But I sat through it, and what he said made common sense. So we signed up all the management team for the program, called 'Customer Service to Customer Excellence.' It lasts eight weeks and ends with a graduation at which each person gets up and shares thoughts about the impact the course has had on them. Since then. we've had all our employees go through the program.

"It's taken our standard of quality customer service to a culture of excellence," he explains. "It teaches the importance of common courtesy and an upbeat attitude, and how they color how CCL is viewed by prospective and current customers as well as current and potential employees."

The payoff: "It taught us to listen. In management, that's a lost skill," Tom offers. "Now, when you're talking to me, I listen to the undercurent, the message of what's really going on."

Business as usual became a thing of the past. Now, Tom declares, "If it isn't broke-break itl And, no news is not good news. Dig in and find the problems. The whole idea is, open conversation."

Hold off on the balloons and confetti for a while, though. The program brought another new set of challenges with it. "After evervbodY went

CAPE COD'S latest project is among its most aggressive-creating the largest door, window and kitchen showroom in the area.

through the sessions, it revved up expectations, so we had to think, 'Okay. How can we keep this up?' We decided to have annual Customer Excellence reunions to reinforce relations internally and with our customers.

"It does cost money, but it's well spent. It keeps our business perpetuating and creates top-of-mind awareness. Now, employees like coming to work. Well, they don't cry when they have to go home at night"-but, short of that, "it's like working in a bar room where everybody has fun, instead of technically well-trained curmudgeons who hate people.

"Employees learned that our competition is any establishment that's a service provider- the gas station. Dunkin' Donuts. If customers get excellent service [anywhere], it creates the expectation of excellent service. That was a big eye-opener here, and now everybody talks about it-like reporting about a service encounter elsewhere, 'That was not Customer Excellence!"'

Tom has reinvented his own attitude, too. "After 15 years in the business, I've learned that contractors aren't always the funnest people," he says, "so I practice 'psychological reciprocity.' If you initiate a smile, you can transfer your attitude [to them]."

The cultural changes show up on the bottom line. "Another improvement: We no longer call our people 'drivers;' they're'ambassadors.' We teach them to perpetuate our business so that our customers choose us because we're easier to do business with," Tom says. "For instance. a contractor had a question about his own house, next door to his project. The driver got out and measured things, then reported back to a salesperson, who got the business. He could have just dropped the load and run."

The current flows two ways. Tom continues, "When the contractor found out that the driver had a son who lost everything in the Florida storm, he sent him a $500 check. They have that kind of relationship." Training money well-spent.

The cost of some important training innovations is tallied in time rather than dollars. CCL now gives its phone sales staff an opportunity to get into the field on a regular basis by riding along in a delivery truck. Two benefits: "They get to know both the internal and the external customers."

"Often, too, a builder customer will invite a new salesperson to his jobsite for a day or two to watch a house go up. Now he's got a better understanding when he's on the other end of the phone.

"We lean heavily on our vendors to educate our employees, too. When we hire a new guy, a vendor will come in and walk him through. And the best part of it is," Tom declares, "it's free! It helps us grow, and if we continue to grow. from a vendor's perspective. he'll want to continue to have our account."

CCL offers programs for contractors supported by vendors, too-cookouts that double as product education opportunities. It also sponsors seminars led by a building inspector or OSHA personnel. "We locked arms with the Greater Boston Builders Association to see what's the hot button, and they said, 'safety,"'Tom notes.

CCL's customers include a healthy share of remodelers, "and they have to be educated, too. They love coming in, seeing the same faces, getting to know them," Tom reports.

To cater to those pros' needs, CCL recently (now's the time for the balloons and confetti) invested in some forklifts. "Our part of the country is famous for being the last to change anything," Tom laughs. "But when others got forklifts, we had to follow suit-but the others charge for that delivery service and we don't. Now

we have seven in the field and two booms, and our customers absolutely Iove it. Yet (sound of balloons popping) it puts an added strain on the drivers."

CCL's new kitchen showroom, also born of customer demand, created initial stress as well. "The staff shied away because they thought it would take a whole different sales approach, dealing with retail customers along with pros, but it's not that different," he says. "And already it's grown from $2 million to $8 million, with great margin opportunities.

"The competition runs a great ship; they keep us on our toes, and we need that kind of challenge to stay on top. They are relatively less expensive, but we offer more. So we cold-call and say, 'Give us as try,' and once people do, it's a no-brainer."

In CCL's recent evaluation of where to spend its payroll dollars, the company considered adding more salespeople. "But we decided instead to put the money into good support people-yard men, drivers-because, be careful what you ask for. If you create expectations, you'd better be able to deliver," Tom advises.

The support crew is encouraged to attend vendors' PK training, too. And if people in the warehouse or yard show aptitude and attitude, they may have the chance to move into roles in sales, engineering and estimating.

The way Cape Cod looks at it, education is an investment in people, and it's money well spent.

Tom shares.

ADDITION of kitchen vignettes was born of customer demand.

iil,Lrd rq. Jild bsrrdl'5[0,] r, r

!ffi$lK

ASSOCIATION of Millwork Dstrbutors staged ts annua convention Oct.9-13 in Salt Lake City, Ut (1) Kevin Finch lvl ke Vadez Stanlee Kitts, Cal German. (2) Mark Lewis, Justin Norman Roger Pellow. Randy Boedl (3) Warren Brown, Jeff Baker, Rick Grimm (4) Ben Johnson Bob Bichards John Hunt. Bruce Adkins. lVark Garner. (5) Arden Fullen. Bi Boss. (6) Alen Dyer, Jim Trce, Neal Grubbs. (7) Jim Schmidt, Crag Young, Dan Beaty. (8) Kristy Jensen, Larry Moore, Lena Jensen. (9) Jlm Ridge. Teny Bumgarner. Derr ck Johnson Marshall Quina, Ron Talley. (10) Bob Hootselle Neal Heflin. Omar Pabst Rodrigo Winther. (11) Jim Owens, Becky

Nll;nc rr rr'r NI,rt;,rz.ntt,: Nove veea 2OO4

Plemmons, Annette Heath, Brenda lVaxey (12) Stephani Johnson, Dana Jansen. (13) Tamara Boman, Clarissa Fenstersefer (14) Ken Stubert, Barbara Gahan. (15) Gerry & Judy Wille, Kathy Saito. Bob Reyno ds. (16) Gene DeFraties, Priscilla Belitiki, Leindro Mazzoccato. (17) X mena Zava u, Pedro Monroy, Carmen Lopetegui. (18) Larry B agrave. Mark Westlake. (19) Scott Bowers, Scott Becker, Bill Bowers. (20) Tom Jappeit Catherine Towers. (21) Carl Lindgren, Dan Wolter (22) Kellie Schroeder, Kim Lister (231 B Laughlin Rafe Hagel, Kamr Consford, Brett Powe's. S(oll Ao^ ns r241 D-dley Scl-aefer Jr. {25) Bob Green.

Rrrlrrrns

Hale Kauai Ltd., Koloa, Hi., closed its Kapaa, Hi., store Oct. 15 and sold the property to Aloha Lumber Co., which is building a 20,000-sq. ft. dry storage and container loading/unloading facility on the site ...

Kings Ace Hardware, Billings, Mt., built a 10,000-sq. ft. replacement store next to its State St, location (Jim Lee, new mgr.)

Minton's Lumber & Supply, Mountain View. Ca.. closed its 39year-old store in Cupertino, Ca., Sept. 25 due to big box competition...

Builders FirstSource, Dallas, Tx., reportedly has been put up for sale by equity house Jll Partners, New York, N.Y.

Gust Family Enterprises Inc., owner of Ace Hardware stores in Longmont and Johnstown, Co., anticipates an April opening of a 13,000-sq. ft. Ace with attached greenhouse and garden center in south Boulder, Co. ...

Home Depot opened new stores Oct. 28 in Delano and Watsonville, Ca. (Kevin Okestad, mgr.); Oct. 14 in The Dalles, Or. (Dave Fackler, mgr.); Sept. 30 in W. Vancouver (Park Royal), B.C.; Sept. 23 in Lompoc, Ca. (Tim Rothanzl, mgr.), and Sept. 2 in Aberdeen, Wa.; N. Phoenix and Kingman, 42....

Home Depot received approval to build a larger replacement store in La Mirada, Ca.; anticipates a January opening of its new unit on 42 acres in Port Angeles, Wa.; will start building by the end of the year in former Kmarts in Newark and Capitola, Ca., and has filed site plans to build two more stores in Anchorage, Ak.

Home Depot expanded its deal with installer USA Deck and with

U.S. Remodelers to offer kitchen refacing products in four additional markets

Lowe's Cos. unveiled new 116,000-sq. ft. stores Oct. 29 in W. Summerlin. Nv.. and Hemet and Lodi, Ca.

Lowe 's got the go-ahead to build a I69,793-sq. ft. store on 20 acres in Twin Falls, Id., for a third quarter 2005 completion; expects an early 2005 opening in Fairbanks, Ak., and will open in 2006 in Lake Havasu, Az.

Lowe 's presented the area's Boys Clubs and Girls Clubs with a check for $1,000 at the recent grand opening of a 134,000-sq. ft. store in Bend, Or.

Wxorrslr:ns/Mlrurlcrunrns

GLC Millworfts is the new name of Buena Vista Custom Milling, Fontana, Ca.; there has been no change in ownership

Do it Best Corp. has broken ground on a 525,000-sq. ft. DC in Mesquite, Nv., to service stores in Nevada, Utah, Arizona, portions of California, New Mexico, and Colorado, and Hawaii, through the Port of Los Angeles; the DC-the co-op's eighth-is scheduled to begin shipping in January 2006

Longview Fibre Co., Longview, Wa., is leasing from the Port of Longview half of the historic "White Houseo" the 7O-year-old former Hq. of Long-Bell Lumber Co....

FAX us your news!

Have a notice of your recent expansion, promotions or other company changes published in the next issue of The Merchant Magazine.

Just FAX your news to 949-852-0231.

la free seruice)

Simp son Strong-Tie, Dublin, Ca., has completed its acquisition of Quik Drive U.S.A., Inc., and Quik Drive Canada, Inc. Simpson won the Steel Framing Alliance's President's Award, recognizing its long-time support of the cold-formed steel industry

Window & Door Manufacturers Association and American Architectural Manufacturers Association formed a joint task force to oversee a proposed merger of the two organizations

Potlatch Corp., Spokane, Wa., will use the $455 million it received from the sale of its three OSB mills in Minnesota t0 Ainsworth Lumber Co.. Vancouver,8.C., to pay down debt and contribute to its retirement program...

Tembec is modernizing its Elko, B.C., sawmill through next year, upgrading both primary saw lines and the secondary processing equipment

M o ni e r Life ti le, kv ine, Ca., secured a superior industry hail rating for its roof tile products from the Factory Mutual Research Center ...

Owens Corning is investing $3 I million to expand capacity for its Cultured Stone stone veneer by TOVo by the end of 2005, including line and equipment upgrades at its plant in Napa, Ca.

The Stanley Works agreed to sell its Home Decor division to N.Y. investment firm Wellspring Capital Management LLC

Progressive Solutions Inc.o Richmond, B.C., was selected for the 2005 edition of Canada's Top 100 Employers published by Mediacorp Canada

Silver Falls Timber Co., Silverton, Or., was immortalized in a 100-by-40-ft. mural featuring

two mill workers painted by David McDonald; the mural is located near the long-defunct sawmill's former site ...

Parr Lumber, Aloha, Or., now carries the WindsorOne mouldings collection Sierra Point Lumber & Plywood Co. now stocks WindsorOne products in Brisbane and Leesburg, Ca. ...

Epoch Composite Products has joined The Builder's Circle customer reward program

Anniversaries: Home Depot, Atlanta, Ga., 25th Kayu International, West Linn, Or., 10th ...

Housing starts in Sept. (latest figures) fell 6Va to a seasonally adjusted annual rate of 1,898,000 units single family starts were down 8.2Va to 1.54 million, while multi-family climbed 4.lVo ... starts in the West fell nearly 8Va.

Columbia Vista Moves Mills

Columbia Vista Corp. is consolidating its two Oregon production plants at a new 50,000-sq. ft. facility

in Vancouver, Or.

The new location will give the company better rail access to ship its cross arms and other specialty wood products to customers.

The move from the sites in Portland and Boring to Vancouver will cost $2 million. including moving equipment. upgrading the existing building and machinery, and buying more dry kilns.

Company president Bob Lewis believes the new location will bring Columbia's products to market faster and help it expand its presence in the Midwest and on the East Coast.

The plant will employ about 35.

Hawaii LVL Mill Inches Along

After eight years of work, an Oregon company is one step closer to harvesting eucalyptus trees on the Big Island of Hawaii and processing them into LVL.

Tradewinds Forest Products LLC's recent testing proved the LVL is at least equal to the top available grades of eucalyptus, according to Don Bryan. He has convinced the Board of Land & Natural Resources to extend the company's deadline until January to complete preliminary testing and line up $30 million in financing for the

"What next? Will we have to stock the shelves ourselves? And will this spread? Will my dentist charge me to pull my own tooth'/"

- Lee, a customer 0t a Los Angeles area Home Depot, commenting on the new automated checkout stands proposed mill.

However, Tradewinds- already two years behind schedule-would need another two years for mill construction and additional testing.

Lowe's Gonquers The U.S.

By the end of 2005, Lowe's will have stores in each of the 50 states, with the opening next year of its first stores in Minnesota. Wisconsin and Maine.

The company will spend $3.6 billion adding 150 stores in 2005 and $3.7 billion building 150 to 160 in fiscal 2006.

. Various grades and widths

. Prompt, on-time delivery

Consistent in grade

. Mixed truckloads

Listings are oJten submitted months in udvante. Always veriJv" dates and locatirns with sponsor be.fore making plans to attend.

llov:mrrn

Black Bart Hoo-Hoo Club - Nov. 10, initiation meeting, Ukiah, Ca.; (707) 462-3700

U.S. Green Building Council - Nov. 10-12, international green building conference & expo, Portland, Or.; (202) 828-7422.

Western Building Material Association - Nov. 1l-12, 101st annual convention & building products showcase, Hilton Hotel, Portland, Or.; (360) 943-3054.

National Association of Home Builders - Nov. 12, custom builder symposium, Indian Wells, Ca.; (800) 368-5242.

Intermodal Association of North America - Nov. 13-16, intermodal expo, San Antonio, Tx.; (866) 438-3976.

USDA Forest Service - Nov. 13, kiln dried lumber seminar, Fort Bragg, Ca.; (707) 964-9328.

Best Practices Inventory Management Seminar - Nov. 15-16, sponsored by Acumen Pacific and Infor Global Solutions (formerly NxTrend Technology), Beach House, Hermosa Beach, Ca.; (310) 632-9901.

Japan Home & Building Show - Nov. 16-19, Tokyo, Japan; (8r3) 3434-0998.

USDA Forest Service - Nov. 17, sudden oak death & forestry workshop, Oregon State University, Eugene, Or.; (541) 73'72329.

EPDM Roofing Association - Nov. 17, roofing technology conference. J.W. Marriott, Washington, D.C.; (703) 684-5020.

Home Builders Expo - Nov. 25-27, Osaka, Japan; 8l-3-3434I 988.

International Congress on Plantation Solid Wood ProductsNov. 28-Dec. l. Curitiba. Brazi I : 554 I -37 22-3344

Drcrmsrn

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

UC Integrated Hardwoods Range Management - Dec. 2, conservation planning fbr California's oak woodlands program, Riverside, Ca.; (530) 224-4902.

Cowichan Valley Hoo-Hoo Club - Dec. 4 Christmas social, Chemainus Gardens RV Resort, Chemainus, B.C.; (250) 3861321.

Western Hardwood Association - Dec. 6-9, lumber drying program. Oregon State University, Corvallis, Or.; (360) 835I 600.

Lumber Association of California & Nevada - Dec. 7. forklift safety training seminar, Weyerhaeuser, Sacramento, Ca.; (800) 266-4344.

International Wood Products Association - Dec. 7, regional netrvorking luncheons. Hyatt Newporter, Newport Beach, Ca.; Dec. 9, The Riverplace Hotel, Portland, Or.; (703) 820-6696.

Softwood Export Council - Dec. 7, winter meeting, Portland, Or.: (503) 248-0406.

Mountain States Lumber & Building Material Dealers Association - Dec. 9, Colorado W.O.O.D. council year-end celebration. Mile High Stadium Club at Invesco Field, Denver, Co.; (303) 793-0859.

Portland Wholesale Lumber Association - Dec. 10, Christmas lunch, Portland, Or.; (503) 648-4156.

International Tropical Timber Council - Dec. 13-18, 37th session. Yokohama, Japan; 8145 -223 - 1 1 lO.

Los Angeles Hardwood Lumberman's Club - Dec. 18, holiday party, Balboa Bay Club, Newport Beach, Ca.; (714) 239-2101.

For your Western Red Cedar fence boards and dimension lumber needs, Adams Lumber will take care of you.

this much"

SmortSide siding performs - no motter what Mother Noture pounds you with

Around here, noture ccn unleosh c lot of rcin. Thct's why SmcrtSide siding is the smcrl choice for where we live - ond the perfect clterncrtive to fiber cement.

SmortSide siding is unlike ony siding cnd exterior trim product you hove ever seen before. lt's engineered using odvonced siding technology for ncturol becuty- with built-in toughness - encbling it to perform in the worst hect ond humidity. Plus, SmortSide siding is treoted to resist termites, fungcl deccy cnd moisture, cnd it's bocked by on outstonding 7-yeor, 100% lobor cnd moteriol replocement fecture in its 30-yeor limited worronty. Coll

otion ws

Lumber Association of California & Nevada's Second Growth group will celebrate the season at its annual holiday meeting Dec. 2 at the Sheraton, Cerritos, Ca.

On Dec. 7, LACN is sponsoring a "Train-the-Trainer Forklift Safety" program at Weyerhaeuser in West Sacramento, Ca.

New Second Growth officers for 2005 are president David Abbott, Jones Wholesale Lumber, Lynwood, Ca.; v.p. Jim Nicodemus, Weyerhaeuser, Anaheim, Ca.; secretary Grant Pearsall, Capital, Chino, Ca.; treasurer Chris Parker. Barr Lumber Co.. Rosemead. Ca.: board memberat-large Barret Burt, Ganahl Lumber Co., Anaheim, and outgoing president Rex Klopfer, Ganahl Lumber Co., Anaheim.

Western Building Material Association stages its l0lst annual convention Nov. 10-13 at the Hilton Hotel, Portland. Or.

The event will feature building products showcase, roundtable discussions, president's banquet, and several keynote speakers.

Bob Janet of Sales Growth Now will address "Aggressive Selling" and "Dare to be Different;" Steve LeFever. chairman and founder of Business Resource Services, will discuss "Practical Tools to Maximize Performance in a Good or Shifting Economy," and Dr. Lynn Michaelis, v.p.-markets and economic research for Weyerhaeuser, will give a luncheon address on the current economic position and trends affecting the future of the industry.

International Wood Products Association is holding regional business networking luncheons Dec. 7 at the Hyatt Newporter, Newport Beach, Ca., and Dec. 9 at The Riverplace Hotel, Portland, Or.

Western Hardwood Association is participating in a "How to Dry Lumber for Quality & Profit" workshop Dec. 6-9 at Oregon State University, Corvallis, Or.

National Association of Home Builders has organized a Custom Builder Symposium for Nov. l2-14 at the Renaissance Esmeralda Resort & Spa, Indian Wells, Ca.

"Beyond the Tool Belf' will feature educational seminars, networking opportunities and activities including a golf tournament. Conference topics include building a custom home, building materials, business & strategic planning, business management tools, computer & information technology, custom home builder committee, customer service, forecasts & economic impact, sales & marketing, plus much more.

Keynote speaker Bruce Siegel, Ritz-Carlton, will address "Creating a Culture of Service Excellence."

For the first time, NAHB is offering certified graduate builder designation courses.

FASTER, EASIER, STRONGER THAN 1/z,,LAGS

Introducing the first fastener engineered to attach deck ledger boards to a house structure with no predillling.

The design features of this FastenMaster product include: Stronger design shear values than 1/z" lags.

. No predrilling!Using a low rpm/high torque drill, the Ledgerlok will drive right through a deck ledger board and then cut into the rim joist of the house.

. Large washer head design for increased holding power.

. Highly corrosion resistant. Proprietary three step coating process protects against corrosion, even in ACQ pressure treated lumber. lt's guaranteed.

r Free 5/'l6"driver bit in every package.

"1+1ir+"t"tq!{ilewxtrc r, !

sensible ronmenlqlist

By Dr. Patrick Moore

Dear Dr. Moore:

My son thinks steel is environmentally friendlier than wood because it's recyclable, but I think wood is better because it grows back. Who's right?

You've touched on a pet peeve of mine-the fact that many environmental groups support the use of steel or cement over wood, even though wood is the most renewable and sustainable of all the major building materials. Wood also has the least impact in terms of total energy use, greenhouse gases, air and water pollution, and solid waste.

These groups demand that wood be certified as coming from sustainably managed forestswhich is as it should be. In North America alone.

there are now three independent certification programs, all requiring thirdparty audits of forestry activities and the number of acres certified has risen dramatically. This can only be good for the environment.

But where's the green steel and concrete? Why isn't the environmental movement demanding that these industries submit to their own independent audits for sustainability? Steel and concrete are both nonrenewable, require vast amounts of energy to manufacture and recycle, and are major contributors of carbon dioxide and other greenhouse gas emissions. At the very least, they should not be given preference.

I've ruffled more than a few feathers by pointing this out, but it makes sense to me that using wood is good

for the environment. When we use wood, we create demand in the market, which gives landowners around the world incentive to plant more trees and keep lands forested. As an added benefit, growing forests take carbon dioxide out of the atmosphere, which helps to offset emissions released through industrial processes.

There are those who claim that each time we use wood we cause a little more forest to be lost. This cannot possibly be true when you consider that North Americans consume more wood per capita than anyone else in the world and yet our forests cover about the same area of land as they did 100 years ago. Does this not stand as proof that our forests are being renewed?

We have the tools at our disposal to achieve real environmental progress. As a sensible environmentalist, I believe that one answer is to choose renewable, energy-efficient materials such as wood.

- Dr. Moore has been a leader of the environmental movement for more than 30 1,ears. A co-.fbunder and Jormer president oJ Greenpeace, he holds a PhD in ecoktgy and a BSt' in ftsrest biology. Send your q tte sti on s to pat r i c k@ se nsib le e nv ironme ntalist.tttm.

binuti6n for success.

lmn[rYo

pr0 su re

dee k

siding

vide o

ll of your lumber ond ncluding:

posts poles shokes

shing le s

lominoted beoms

green Douglos Fir lumber

DURAWOOD

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(itclrtcr. u\e l)cr' \llLl!lLlr'a irr(l upgr-urlcs rrl irr:ulrrtion lrrr- cristinl l)uilrlinss l ill airl insrrlrLtiorr lr-or Ih. Llrttr cr cr'. l \\ clLk hoLr:irrr crtr ilorr nrcnt. chlllretcr'r./c(l 1r\ tlcelirrcs in sirr glc lunrilr stults untl cristirrg sirr!lc lurnilr lrorlc salcs. rr ill lcrttrin insrr]ution rlcrranrl irr tlrc lc:iclcrrtiul rnalkct.

Arlvunccs nill bc clrircn br lr rcboLln(l in thc norrrcsidcntiul cotr structiolr l)rarkct us thc Ll.S. L-c()n()nr\ cxpancls follou inll thc l(X)I rcccssion ancl veal ancl a hall'o1'f itlirl sro\\ tlr.

Anron-e insulation proclucts. rcflcctive insr-rlation ancl racliirnt barricrs ri ill see the fastest gro[th in ralLrc tcrnrs through l(X)S. albeit frunr a re-r\ snull basc. Such protlLrcts shoLrlrl benefit fronr a qcncral shortlqc of fi[]e-r,'lass insLrlation rcl)ortc(l br thc Rcllcctir c I nsLr I at ion lVl arr r,r l'uctr,rrer" s Assoc iution. ''As oil l)rices !lo Lrp uncl shorta-Llcs ol'r'ari nlrtcriuls lirr thc builtlirrs inrltrstlr. such as libclgluss. loonr or cr thc insulution nlrrkct. l* c l crpcct tlrc tusc ol' rcl'lcctir c insrr]ltron lrnrl nrlilnt

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birrrier: to Iill llrrrl tlerurrrrl.":iritl llill l.rppr. r.p. ol I:i I:oil. \rrbrrlrrrllrlc. I l. "\llrrrr btriltler'\ (iolt l lr'illl/r lllrl llrrlr .itll Ilt'.rl ,r\\(rillll\ 1r,l .rr lllltLl .r. tl l', ()l tllc t()tlrl lrr'lrt 1r'lrn:lt'r'rt'tl lltrr,rrllr .r rool s,\ stcrn. 'l ltc usc ol l llttlilrnl blrr' rict' cln silrtiliturttl,r rcrlrrec tlri: tr-lurs lcr-ltntl lotcr lrttit lcnrl)cnrlLrc\ lr\ irs rnrreh ls -10 tlcglccs."

lrr l tlpicll lcsirlcntiul instlrlllrtron. rcl'lcct ilc insulution costs con:irlcnrbl-r lcss thuu l'illclgluss. is clsicr 1o irr:tirll lrnrl tlkcs ul) lcss spucc in thc rl ull clrvitt. Witlr nrorc bLr ilclcrs trr irrs rcl'lcctivc insr.rlution antl lacliarrt barri crs lirl thc tilst tinrc. Lippr lrclic'r e-s the positivc c\llcricncc anrl pcrlirrnlance of the proclr.rcts Nill anror-rnt t() a higher level of repcrrt salcs.

"We expect tlrc use- ol' rcl'lcctir c insr.rlati0n anrl rudiant blrrri!-fs t() be-corlc lcss o1'un option in thc futurc lr.trl rt.torc ol thc insulution ol ehoict. lirr' [-rolh contrlclciul. lrnrl rcsirlcntiul Irc\\ conslrllcti0n lrnrl |cn()\'lltion l)f()- jccts." Lippy,slirl. "Builtlcls urc f in(lin! orrt tlrat this yrrorlrrct clul r)lcct lhcir' crlc|gy cll'icicncy stunclurrls untl kcclr thcir-plo.jccts on-tinrc urrrl orr butlsct."

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RADIANT BABBIERS are leading t g"Owth i- insulatio" p.Oducts

n clk ncn hor,rsinlt crtvirortrncltt. rcl'lccti\ c insuliLtiort iuld rircliant barri crs till continue to penetrate the nrarkct. particulalll in the Scluth. Easc of i tt.tlrl lrrl ion. I'i hct - l t'cc c,rtttPosit i,rtt. lisht\\cisht clcsign. corrpatibilit)' \\'ith othcr tr pcs of insulation ancl lo\\ lll(ri \t Llt \' l l illl \ l'r'l stl t.tt t Ut t' ! i t r': rcllt-etirc irtsullrtion iln(l fu(lilnt hitfri L l\ \, rnte lrtlr trnlll!r.s r)\ e l \'()nlltt'lint insLrlation nrutcrials. particularlv in eonstnrction ul)l)licutions.

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Doors Swing Open To Tech Center

Therma-Tru Doors has opened a 38,000-sq. ft. advanced technology center in Edgerton, Oh., to test and create leading edge products for residential and commercial entries.

The center. located less than l0 miles from ThermaTru's flagship manufacturing facility in Butler, In., is a research and development lab that employs engineers, technicians, designers, project managers and operations personnel working toward making entry doors safer and more innovative.

The facility, which opened last November, has three innovation components: knowledge capture, including customer insight, trend analysis, trade group engagement, technology monitoring, and competitive benchmarking; rapid development, including virtual design review, on-site prototyping, and comprehensive testing capability, and pilot operations ("beta-site"), including manufacturing, IT systems and safety processes.

Engineers run various tests on the doors to gauge safety and durability. The facility's analytical lab runs fire, UV, heat and humidity tests, while the physical properties lab runs slam tests and missile impact tests.

Technicians conduct infrared detection analysis for internal components, air leakages and core voids, in which differences less than 0.2oF can be detected.

Prototypes and new designs are made at the pilot production facility. Engineers and product managers develop new manufacturing techniques and refine production processes prior to transferring technology to Therma-Tru's eight U.S. and international facilities.

Durability and safety aren't the only issues with which Therma-Tru is concerned. "Therma-Tru sells a complete warranted full system," said Carl Hedlund, c.e.o. This system includes sills, hinges and glass.

The aesthetics of the doors is just as important as the technology, says Lany Jones, product manager for residential door systems.

Therma-Tru, which 20 years ago pioneered the fiberglass entry door market, has the technology to mimic any wood species to fit anyone's taste, and houses one of the world's largest SMC lines, which produces different types of SMC for each product line.

In Butler, the almost 600,000-sq. ft. manufacturing plant runs l8 presses and over 120 moulds are used in the process at $200,000 to $250,000 per moulding.

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Capital Adding Spokane DC

Capital Lumber Co., Phoenix, Az., is opening a new distribution facility this month in Spokane Valley, Wa.

The 6-acre yard with fully enclosed warehouse will service eastern Washington, northern Idaho and western Montana. It will inventory various specialty products, cedar, redwood, spruce, pine, fir, primed spruce, plywood, fiber cement siding, particleboard, hardwood decking, treated wood, timbers, engineered wood, and composite lumber.

The DC, Capital's twelfth, is headed by Carlos Ripley, with sales personnel Doug LaCelle, Aaron Linerud and Gary Bottler, and marketing specialist Wayne Brock.

Stock Arsonist Pleads Guilty

The man who alledgedly set Stock Building Supply, West Jordan, Ut., on fire pleaded guilty Oct. 1 to charges of destruction of property by fire (see July, p.30).

Justus A. Ireland, 23, admitted to starting the June 14 fire by placing a lighted flare under a pallet loaded with cardboard and wood, and another on the seat of a delivery truck.

He spray painted the initials "ELF"

throughout the site, claiming responsibility on behalf of the Earth Liberation Front.

Ireland is scheduled to be sentenced Jan. 2O and could face five to 20 years in prison.

Mill Buys Reman Operation

Hambleton Lumber Co., Washougal, Wa., has acquired Washington Forest Products' Washougal remanufacturing facility.

Hambleton bought the operation and its 10.25-acre site for $1.6 million and intends to operate the business as Hambleton Lumber Sales. The site includes 2,000 sq. ft. of offices, a 45,000-sq. ft. manufacturing building, 7,600 sq. ft. of dry kilns, and 8,000 sq. ft. of storage.

Larry Phelan, Hambleton Lumber controller. said the new operation "allows Hambleton Lumber Co. into markets that we previously didn't have, and provides increased production capacity."

Washington Forest Products' former employees are now working for Hambleton.

Hambleton Lumber Co. will continue to sell its own products, servicing companies in Washington and

Oregon, and the former Washington Forest Products operation will provide manufacturing services to lumber companies.

Phelan said the company's goal is for the new operation to service retail distributors and wholesalers from Canada to California and Arizona.

Manager Charged With Theft

The manager of 84 Lumber Co., Auburn, Ca., reportedly has been arrested and charged with grand theft and obtaining property through false pretenses.

Eric Michael King, 43, was arrested in late October on suspicion of making false reports to vendors about incoming merchandise, then pocketing over $150,000 in bonuses when the items were sold.

According to Sheriff's Detective Jim Hudson, King had been fraudulently reporting to vendors since January 2003 that some merchandise delivered to the store was either damaged. incomplete or missing. causing the vendors to credit the store. The products were then sold at their regular prices, boosting profits and earning King bonuses.

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True Value Re-entering LBM

New merchandise and a new name dominated the talk at TruServ's fall market in October.

Most significantly, the co-op announced it is planning on re-entering the lumber and building materials business. While plans are still in the development stage, TruServ has already hired commodity traders and is currently searching for suppliers to drop-ship directly to members.

TruServ will also be re-evaluating its product categories and merchandise. The co-op has conducted line reviews of 25 different product categories representing more than $80 million in co-op purchases. The reviews and upcoming resets will result in more than $17 million in

Fairfield Yardbirds To Close

Yardbirds is shuttering its Fairfield, Ca., location after 13 years in business.

The store is scheduled to close Nov. 30, reducing its number of stores in Northern California from I I to 10.

The company will try to sell or lease the property.

cash and product cost savings for the co-op and members.

TruServ plans to review another 10 categories by year's end, 50 more in 2005 and complete a review in all categories by 2O07.

The company is looking to get more of its members to upgrade and modernize their stores, rather than just putting new products in old stores.

TruServ is also revamping its corporate identity by changing its name to True Value Company, effective Jan. l,2005.

"The True Value brand is readily recognized, understood and respected because it stands for quality and value and expertise," said c.e.o. Pamela Forbes Lieberman.

General manager Jim Headley said the closing is an isolated incident, and that the company as a whole has been successful. The Fairfield store failed to meet sales expectations.

"The store was holding us down a little bit, so we decided to cut the anchor and move on," Headley said.

Store owners are currentlv trvins

to locate jobs for the 29 employees who will lose their jobs as a result of the closing.

This Yardbird's first closing since the chain was founded in 1975.

Residents Protest Sawmill

Residents of Dry Creek, Wa., have banded together to form a property development company in the hopes of buying a I l3-acre site that was to be the new home for a Washington Alder sawmill.

Washington Alder hopes to build a new $23 million alder sawmill.

According to Dry Creek Coalition spokesman Herman Laugallies, the proposed Dry Creek Development LLC would buy the Critchfield property for recreation and business purposes that would better serve area homeowners.

The coalition members are concerned that the sawmill would be too close to schools, and would cause traffic, pollution and noise.

Washington Alder reportedly is also currently in negotiations with another landowner for another site away from the homeowners and school.

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Stimson Buys Hauser Lake

Stimson Lumber Co.. Portland. Or.. is in final negotiations to buy Hauser Lake Lumber Operations, Post Falls, Id., which produces fingerjointed lumber and wood components.

According to Jeff Webber, v.p. of operations, Stimson plans to use the mill as an outlet for lumber culled from its other operations and for its shorter lengths of wood. It would be Stimson's third mill in Kootenai County.

Although efforts are currently underway to relocate Stimson's DeArmond Mill, Coeur d'Alene, Id., the purchase of the Hauser mill is unrelated.

The sale is expected to close this month.

lnjured Shopper Sues Depot

A man who was injured when a spool of wire fell on him while he was shopping at Home Depot, Park City, Ut., is suing the company for negligence.

David Ettin filed a civil lawsuit seeking damages for injuries he claims he suffered when shopping at Depot Sept. 4, 2003. The spool of wire reportedly knocked Ettin to the floor,

causlng cuts, scrapes, contuslons, cracked ribs, a bruised leg bone, and torn ligaments in his knee.

Ettin said no one came to his aid and he remained pinned on the floor, bleeding for nearly a minute.

"In his bleeding, injured and disoriented state, and in shock, he struggled to the front of the store and was eventually helped by two managers at the Park City Home Depot," states Ettin's complaint.

Ettin claimed the employees looked at the wire spool and were surprised that it was left out in public and unattended. Ettin also claimed that the employees lifted the spool, and while they were dismantling the stand, which was not supposed to have been left on the store floor, a manager reportedly referred to the situation as an "accident waiting to happen."

Ettin is scheduled to have reconstructive knee surgery this month.

AHMA Cancels 2005 Show

The American Hardware Manufacturers Association's board unanimously voted to kill the 2005 AHMA Hardware Show in Chicago, I1.

AHMA had sponsored the National Hardware Show since 1974. but last

year split with show owner/promoter Reed Exhibitions. Both had agreed to move the event from summer to spring, but Reed also wanted to relocate it to Las Vegas, Nv. AHMA, which is based in Chicago, instead decided to hold its own competing event. Its Chicago show in April, however, attracted far fewer exhibitors and attendees than did Reed's show in Las Vegas.

According to the association, it will now "proactively focus on creating alternative, optimally valuable and relevant events for its members and its industry."

"It's a tough decision because the Hardware Show has been such an important event to our members and our industry, and our association for such a long time, but that doesn't change the fact that it's the right decision," said Timothy S. Farrell, AHMA president and c.e.o. "We've always made decisions in the best interests of our members and our industry, and this is one more example. We're excited about pursuing what's most valuable to our members and our industry now and in the future, not holding on to something that was valuable to them in the past."

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PRO ECTION

Hetpingbuilders make the green decision

By Larry Percivalle EarthSource Forest Products

I\TEXT to energy efficiency, greenI \ friendly materials are a major component to residential green building. Whether it's low-VOC paints, fiber cement siding, or FSC-certified wood, many builders are differentiating themselves by jumping on board the green ship. But, it isn't always smooth sailing.

Choosing a material that's untested, never been used, and without a track record is risky business in the building industry. "You want to be sure that the materials are proven," said Jeff Jacobs. Centex Homes. "We're building something that's supposed to last a long time. We don't want to include a product in our home that we're not personally 1007o confident in."

Joyce Mason, Pardee Homes, agreed. "When you're putting your reputation on the line and asking someone to put out money for the most important investment in their life, you're really have to know if a product is going to work," she said.

That said, many builders are getting help in choosing materials and educating customers through strategic partnerships with local green building groups. One organization, Bay Area Build It Green (BABIG) in the San Francisco Bay Area, encourages the use of green products and techniques while offering builders guidelines, and a powerful weapon-a Web-based green building materials database.

One of the first questions asked by a builder new to green building is usually, "Where do I get my materials from?" In green's early years. it was a challenge connecting builders to green materials. Wendy Sommer, the senior program manager at Green Building in Alameda County, a public program that works with BABIG in promoting

green products, recalled, "Early on we made the mistake of encouraging the use of green materials, some of which weren't always readily locally available. It was frustrating to us and the builder. Now, we really make an effort to ensure that the products are at builder's fingertips."

BayArea Build lt Greeri

Smart Soluttons FromThe Ground Up SAN FRANCISCO Bay Area group provides builders with a Web-based database for oreen building materials.

Builders wanting to connect to a green product supplier or manufacturer can now mine BABIG's database. which cross-references which type of project relates to a specific green building guideline measure-a green indicator, if you will.

Think you're green enough to be included in the database? Manufacturers and suppliers wanting to partner with BABIG must first go through a stringent review process. A technical review committee, comprised of nonmanufacturer organizations, independent public agencies, non-profit groups, and green building experts oversee the database. The group ultimately determines what gets included. All products must be related to the county's green building guidelines, which are currently being reviewed

and adopted by various local jurisdictions in the region.

Some of the many partners include manufacturers such as Andersen, James Hardie, Trex, Tyvek, Johns Manville, Benjamin Moore, and distributors like EarthSource Forest Products, Truitt & White, and BMD.

Builders often turn to BABIG to seek products that their normal supply chain can't provide. "If it gets down to one of our suppliers telling us they can't find the right product, we'll go to BABIG to find, say, the right adhesive." said Jacobs. BABIG will then work with the supplier and increase the availability ofthe product, he said.

Mason said, "One of the biggest advantages when you partner with some of the public agencies is in the education process. One of the things we're finding-and we've been doing this for a while-is the need to educate our buyers. People need to understand how it's going to benefit them and why it's good for society at large."

Don Babbitt, Passport Homes, a custom builder in the Bay Area that builds a dozen homes a year, said partnering with green organizations has been a huge benefit. "The exchange of information with BABIG has been helpful," he said.

Mason said working with public agencies like Green Building in Alameda County gives them the opportunity to not only educate buyers but also some of the municipalities. "Often we find there are issues with inspectors who don't really understand some of these new products. When you partner with public agencies you can get that support with the inspectors at the municipality level and the

(Continued on page 46)

INTnoDUCING NEw TnEx /ccE /Ts

Fealuring the nalural beauty of *ooJ grain.

Is the green movement anti-rilood?

By David Johnston

jects originate from a certified, sustainable source, be recycled and/or salvaged.

While there are a few sustainable wood certification programs in the marketplace, most of these green programs, like the U.S. Green Building Council's LEED program only recognize the Forest Stewardship Council's certification as being truly creditable."

ll /TORE and more builders and IYldesigners are coming to the understanding that the Green Movement isn't just a bunch of "tree huggers" in tie-dyed shirts out to save the forest. It's about science. economics, sustainability, and long-term impact on the planet and our ability to manage and use its natural assets. When viewed through the lenses of science and long-term impact, wood is actually preferable by some to other building and design alternatives like steel, plastic and even concrete.

"The people who manage our forests are truly environmentalists," said Victor Vandenberg, Building Materials Distributors, Galt, Ca. "It's their livelihood to ensure forests remain healthy and strong. People are assuming they're cutting down old

growth forests-that's just not happening anymore."

"The green movement is definitely not anti-wood," said Larry Percivalle, sales and marketing director for Oakland. Ca.-based EarthSource Forest Products. a wholesale distributor of Forest Stewardship Councilcertified and salvaged wood.

"On the contrary, most people recognize that unique qualities such as being rapidly renewable, non-toxic and bio-degradable, make wood inherently green," he adds.

Whether your standard is certification, post-consumer recycled content or environmental impact, Percivalle believes wood has all the bases covered because most green building programs have high standards that recommend wood used in building pro-

Calling itself "the nation's foremost coalition of leaders from across the building industry working to promote buildings that are environmentally responsible, profitable and healthy places to live and work," the USGBC has established a common standard of measurement to define "green building." One of LEED's primary goals is to "promote integrated, whole-building design practices." It is under the banner of "wholebuilding," looking at the impact of materials over a building's entire life cycle, where we see how "green" trees really are.

"Most of the projects that I see coming out of the green design community incorporate significant amounts of wood," Percivalle added. "In fact, the green building phenomenon constitutes a particularly significant demand for our products."

In fact, a new report by the nonprofit Consortium for Research on Renewable Industrial Materials claims wood is one of the most environmentally sensitive building materials for home construction. The repofi claims wood uses less overall energy than other products, causes fewer air and water impacts, and does a better job of the carbon "sequestration" than can help address global warming.

ENGINEERED WOOD oroducts like OSB and wood l-ioists make more efficient use of todav's available resource.

APA's Web site calls wood "the most constructive choice for the environment," but what of the engineered wood APA promotes?

There's no doubt that in green building circles engineered wood is looked at as more affordable than solid timber cut from larger trees, but is it "green?" More and more people are finding engineered wood to be the greenest wood of them all. APA's position is clear: wood is good, and engineered wood is even better.

Again, from APA: "As the world's only truly renewable building material resource, wood is a naturally superior choice from an environmental perspective."

"You're basically taking a lot of waste material and manufacturing a better, stronger product out of it," said Vandenberg. "It makes perfect sense."

Engineered wood products like plywood, OSB, glulams, I-joists, fingerjointed studs and LVL, make more efficient use of the available resource. According to APA, "Engineered wood can be manufactured from fast growing, underutilized and less expensive wood species grown in privately managed tbrests. That helps safeguard older forests that as a society we have chosen to preserve." Engineered wood also eliminates many of the defects found naturally in wood, "thereby improving upon many of the material's inherent structural advantages."

Not only is engineered wood made from wood chips and flakes from smaller, faster-growing trees. it uses less volume of wood to the same job.

Engineered wood is a perfect example of the green building industry more efficiently using our resources to create products that extend the resource supply and create less waste.

Currently LEED has only established guidelines for commercial and

high-rise buildings with residential guidelines expected to come on board in the next few years. In the meantime, local organizations have been filling the gap for national green guidelines by offering builders education, technical and marketing assistance, and programs using checklists with points for using green methods and products. Most of these programs are voluntary, but a few jurisdictions require participation.

As the building industry continues to create Droducts from available

resources, and guidelines encourage builders to use "good wood," this will no doubt show that certified wood and engineered wood offer green building some of its greenest pastures.

- David Johnston is president and Jbunder of What's Working, a green building consulting firm. He presents his expertise across the coltntr,y and internationeilly to groups including real estate professionals, builders, developers, city/state officials, civic organizations, utilities, and universities. He can be r

Sell green and

rncrease your margrns

By Greg Stine

A

S

THE building industry grows la.more and more standardized. many products slide more and more into becoming commodities. With a commodity comes more competition. lower prices, and eventually pathetically slim margins. As a marketing professional, one of the challenges I face on behalf of my clients is to help them avoid selling at commodity prices. If you are an independent distributor or retailer and must compete with the big box retailers on price. you are eventually going to lose.

One of the best ways to break from the commodity world is to specialize in something and sell expertise along with your products. One niche that we see emerging as a great specialty niche is green. Around the U.S. to various degrees, green building practices and green products are finding their way into the mainstream.

Here are three examples of building materials manufacturers that have successfully produced a better alternative to products on the market by offering sustainable and durable products that also fit in the green niche.

Trex'l-he recycled route

Trex is manufacturer of the leading brand of alternative deckins lumber in

North America. Made from a unique combination of reclaimed wood and plastic, Trex offers a high-quality lumber alternative to the environmentally conscious consumer, because its product is made primarily with recycled plastic grocery bags, reclaimed pallet

wrap and waste wood.

Each year Trex buys about 300 million lbs. of used polyethylene-that's about 5OVo of the recycled grocery bags available on the market. They also purchase an equal amount of hardwood sawdust. Then, utilizing

BY UTILIZING materials that would normally end up in landfills, Trex produces composite decking that's a green alternative to lumber and doesn't have to be sold at commodity prices.

materials that would normally just end up in landfills, Trex avoids selling at commodity prices by producing a green alternative to lumber that embodies the best of both materials.

Because the plastic protects the wood from moisture and insect damage, there's no rotting or splintering. The wood in turn, protects the plastic from UV damage, giving decks made from Trex a solid, natural feel.

By going green, Trex has created a specialized, value-added product for residential or commercial decking that is the only decking of its kind to be code-listed by the nation's three major building code agencies. How successful are they? Trex decking is available at more than 3,300 pro-oriented lumberyards in the U.S. and Canada.

James Hardie * Ilurable siding

For years, homeowners wanted a siding that emulated wood, but didn't want the hassles of the upkeep and the rotting and cracking that come with being exposed to the elements.

Hardie saw the need and introduced Hardiplank, fiber cement siding that looks good and lasts longer. Their formulation includes Portland cement, ground sand, cellulose fiber, safe additives and water. It also reduces the necd for old-growth forest products.

In addition to offering the look of wood, Hardie products also resist damage from fire, termites, rain, hail, snow, salt air and hurricane force winds. Unlike vinyl, it can be painted any color and holds paint three to four times longer than wood.

The response to fiber cement siding has been tremendous. The fiber cement category in siding has jumped from zero to l3%o of all siding placed on homes in the U.S. in the past two decades. Hardie has come out as the leader- manufacturing 90-95Vo of that fiber-cement siding, which now covers more than 3 million homes in the U.S.

Andersen - Reducing waste

Andersen isn't just the largest manufacturer of windows in the U.S.: thev also lead the industry in responsibll manufacturing by building some of the most energy-efficient windows and patio doors available on the market.

Since 1988, Andersen has made dramatic reductions in emissions. It trimmed toxic release inventory emissions by more than 95Vo and reduced releases of volatile organic compounds by 42Vo. In addition, the company slashed landfill deposits by 98Vo.

Their cutting-edge research and

production of energy-efficient products helped make Andersen the first manufacturer in the industry to receive certification from Green Seal, the independent environmental labeling organization. Andersen is also one of the first such manufacturers in alliance with the Energy Star program, a public/private initiative spearheaded by the EPA and Department of Energy.

How has going green affected Andersen's profits? Did I mention they're the largest manufacturer of windows in the U.S.?

I believe that the green building trend is just that-not a fad or a flash in the pan. Green building has the potential to stir up markets like nothing else I see today. Some market leaders will lose market share, and other small firms will gain-because of green building trends.

In many western regions, the future is already here. Green building is a viable, industry niche. In other places (like the Midwest), industry change comes more slowly. But it's coming, nonetheless.

I've given you just three examples of how offering an alternative product, while going green, has allowed three very different companies to keep ahead of their competition and avoid

lasting longer.

selling at low, commodity prices.

The reality of it is, we're just at the beginning of the green movement, so the opportunities for businesses and consumers have never been better.

If you're still unsure about what to do, that light up ahead is green.

- Greg, Stine is founder and president of Polaris, Inc., a branding and marketing firm in Oakridge, Or. Contact Greg at greg@polaris-inc.com or visit www. oolaris-inc.com.

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Indoor air quandry

Consumers

more savtrythan ever on choosing healthier products

By Marc Richmond

II/ITH green building hitting a fever pitch in the Y Y national media, including everything from daily newspapers to 24-hour broadcasts of home improvement shows pushing green, consumers are also becoming more aware of what types of building materials can provide more sustainability while making their home more comfortable and less toxic.

One issue that has risen to the top of the green list is indoor air quality (IAQ) It's an important health issue. With more and more homes being built more tightly, and with many materials used to build a home containing dangerous chemicals, it's crucial that homes use building materials that contain fewer toxins that could permeate the interior. It is also important that homes provide adequate fresh air ventilation to dilute possible contaminants.

How vital is IAQ to homeowners? According to a survey by Professional Builder, STVo of homeowners rate IAQ as "extremely or very important." With volatile organic compounds (VOCs) causing such ailments as headaches and skin, nose and throat irritation, it's no wonder IAQ plays a major role in green building practices.

Through the supply chain, the response to consumer concerns by offering low/no VOCs and formaldehyde-free building products has been enormous. Needless to say, builders are increasingly interested in buying chemical-free or lower chemical-based materials. Some of the popular items include low/no-added formaldehyde insulation, no VOC paints, formaldehyde-free MDF doors, and cabinetry.

Dennis McCullah is one of many builders in the San Francisco Bay Area who offers a better, healthier home. "If a client is going to make a smart choice between a green product and a non-green product, and if it's going to affect the IAQ and what their kids and grandkids are breathing," he said, "it just makes sense to use, say, a formaldehydefree product."

One product he recommends to his clients is an insulation material by Johns Manville that doesn't use formaldehyde-based binders. "It's a product you can easily substitute in as your standard specification," he said. "It doesn't cost any more, and it's healthier."

D.BLAZE

Johns Manville's Sandi Black agrees that concerns over indoor air pollution are growing, which is one of the main reasons they changed to an acrylic binder without formaldehyde a few years ago. "We started out by making a few SKUs formaldehyde-free, and pushed the product to hospitals, schools, and places where the elderly or sick people were," she said. "The response was so good that we moved to use that binder in all of our building insulation products."

Fox

They now get the word out about the product by working with architects to get the products specified. She also recognizes that consumers and, secondarily, architects are a big part of the rapidly increasing demand for IAQ-sensitive products. Builders are a bit of a harder nut to crack. "Many builders know about it, but it's not really a price concern with them," she said. "They might have a longterm relationship with an insulation contractor, and they're going to go with them no matter what product they use'" She said that educating the homeowner is extremely important since the homeowner is often the one making the recommendation.

Paints are another major indoor pollutant with the potential to release VOCs into a home. Bob Guerin, a Benjamin Moore distributor in Vacaville, Ca., who sells directly to

Fire Relordonl lreoted Wood

retailers, has seen an upswing of customers, from builders to homeowners, asking for low/no-VOC products. "Demand is increasing," he said, while admitting it's slow, but steady. "Though it's typically only sold when it's requested, which is more these days, every one of my dealers carries the Eco Spec no-VOC line."

Consumers wanting a healthy home are also concerned about the effects of weather on their IAQ. A big concern is using the proper housewrap and flashing against moisture intrusion that could lead to mold and mildew. "If a homeowner gets mold in their walls, they have trouble breathing. That's an IAQ issue," said Marc Silveira, Dupont Tyvek/Orepac Building Products.

Silveira said he gets numerous calls from customers inquiring about housewrap because of allergies or those concerned about VOCs. (Manv housewraps. including Tyvek. contain no VOCs or formaldehydes.) "People have breathing problems or have kids with allergies, who are very susceptible to those kinds of building products," he said.

Silveira noted, "You've got to get fresh air throughout a house and you have to keep the water out of the wall,

keep the air from going wind washing through the wall, and keep the mold out. That's a major secret for IAQ."

Issues of healthier IAQ are becoming of high importance to homeowners. Although many builders, architects, manufacturers and suppliers are paying attention, many are still behind in their product and service offerings and missing a growing market reality.

In a recent report, The International

Agency for Research on Cancer concluded that formaldehyde can cause nose and throat cancer. Merely offering formaldehyde-free products as a niche might not be an option-in the near future it could be a necessity.

- Marc Richmond, a former green builder, is director of green programs for What's Working, a nationally recogniTed green building consulting firm. He can be re ac hed at marc @ w hat sw or kin R.c om.

WITH INDOOR air quality a big concern among consumers, Johns Manville has changed to an acrylic binder without formaldehyde.

Helping Builders Go Green

(Continuetl .fntn paga 381

plan-check level," she said.

Builders acknowledge the challenges of trying an unproven product. Naturally, the home building industry is slow to change-for good reason. "Because of litigation, especially in California. builders are afraid of trying something nerv in their homes," said Babbitt. "It's one more thing that needs to have a warranty...it's one more thing that can go wrong...it's one more thing someone can sue us over. We're a behemoth industry, and like a giant luxury liner, rvhen you get a big boat in certain directions. making changes is challenging."

It's also a challenge convincing subs and trades to switch over to a green product. "He might be concerned about the perfbrmance," Jacobs said. "If I use another product, and it doesn't work. the sub doesn't want to have to come back. Thcy really don't want to change."

Builders who are buildins thou-

sands of homes a year and have to comply rvith a niche product available through only a small manufacturer is hopefully a thing of the past. These days. having a major brand backing a new product is necessary. "lf a product fails. you've got a major company behind it," Jacobs said. "If it's manufactured in Joe's garage and it fails, Joe will not be-as much as he'd like to-able help you out."

Babbitt said he has already "gone green" with framing and painting materials. "Making the choice for more environmentally friendly materials was easy," he said. "The real issue is getting your trades to gain a comfort level with the materials you're now requesting them to use."

"As a small homebuilder, I'm really looking to grasp this-as a niche and to build better, healthier homes," Babbitt said. "I might start doing 50 to 100 units ayear. That's why I want to embrace this stuff as fast as I can. When we stafi to grow I want to start putting this stuff into my houses."

- Mr. Percivalla is sales & murketing director for EarthSource Foresl Pnxlucts, a wholesale distributor ol FSC-ce rtified wood produt:ts. Reuch him ut :;clluv'otnl@ tahoo.t'om or wtvtt.e u r I h so u rc e vt xtd.t' ottt.

Let the Capital decking spscialists help select the best materials for your needs.

REWARDING FASCIA, FOR DEMANDING BUILDERS.

What generally sets a good builder apart from a grcat builder? The skill and craftsmanshlp of thc work and the quality of the buildlng matcrials used. Whlch ls why when lt comes to leaving a natural, lasting flrst impresslon, demanding builders use SilvaStarrM to trim thcir houses, Our kiln-dried SpF fascla ls made from Canfor's highest quality fibre, no defects, straight and square and then it is factory primed and sealed with premlum Olympico latex prlmer. So make sure you supply SilvaStarrM fascia, and reward your customers with a great product that will leave a lasting impression.

FASCIA DECKING PAITERNS tOG CABIN SIDING

products

PowerFit Comfort System, which uses zoned insoles and flex grooves to allow greater range of motion, suppon and cushioning.

- Please visit www.timberland.com

Rain Delay Housewrap

A woven housewrap with water drainage channels that move bulk water down to the base of the exterior wall has been introduced by Pactiv.

Outdoor Gel Stain

Tarp The Truck

A powerized truck tarping system from U.S. Metal Works reportedly reduces the exoosure to incidents and claims due to driver falls and accidents resulting from hand tarping loads.

The tarping system minimizes the time it takes to lay tarps on top of loads by allowing a single user to tarp a load and never leave the ground.

The system lifts and spreads up to 60 ft. of tarp in one operation, and comes with bridge, drive rails, support frame, corrugated sheet metal roof and siding. In some cases, the device can be installed in an existing building.

- Please contact (800) 523-5287 or visit www.usmetalworks.com

Boots Of Steel

To meet the demands of craftsmen and professionals, Timberland PRO has created the Titan Oxford work boot with titanium alloy toe.

GreenGuard RainDrop housewrap features vertical cords every few centimeters along the face of the housewrap, creating drainage channels that divert water straight down. Once the water has been drained away, the drainage planes air dry. It breathes to allow moisture vapor to release, comes in 9'x100'and 9'x150' rolls, and can be used with most common exterior finishes.

- Plectse contact (800) 241-4402 or visit www. gre en- guard.com

Nail Something

Collated brads and finish nails in 500 count job packs are new from Swan Secure Products, Inc. The fasteners are ideal for trim, finish work, and coastal construction.

Thomoson's new Water Seal No Drip Gei Stain delivers the control and ease-of-application associated with interior gel stains in a formula designed to stand up to the elements. Reportedly the first gel stain specifically for outdoor wood, it delivers fade-resistant color, superior waterproofing protection, and mildew resistance. Its latex formula allows easy clean up, while the thicker consistency and pad applicator ease control while applying, including placement and transparency of the stain. It comes in cedartone. redwood. sierra brown, and pure white.

- Please contact (800) 367-6297 or v isit www.t homp sons online.c om

lnstant Insulation

CertainTeed's EZR Fiber Glass Insulation is reportedly easier to cut, install and use than other traditional kraft-faced products.

The boot features waterproof leathers, titanium steel toes, Outlast Adaptive Comfort regulated temperature, nylon diffusion shank for torsional rigidity, and Timberland's

They are premium grade 316 stainless steel, and are available in 15, 16 and 18 gauges and in lengths from 314" to 2-112".

- Please contact (800) 966-2801 or v isit www. sw ans e c ur e.c om

The insulation friction-fits into a wall cavity, eliminating the need to staple. It can be installed as a roll or a batt, comes in a 3l' long by 12-114" wide roll, and is perforated every 93" to easily separate to install as a batt.

- Please contact (800) 233-8990 or v i s it www.c ertainte ed.com

**W A -q,h^tuf,'Pnl f,"1 lo'ftig far

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Look no further.

Introducins new TimberTech

Tongue-And-Groove Deck Plonks.

A iostener {ree surfoce with the look of premium lumber. Thot's whcrt customers will see when they look ot their beoutiful deck mode with new TimberTech Floorizon Plonks wlth VertiGroin {inish. You'il see crn insto}lotron mode simple by the tongue-ond-groove design ond more imporlontly hcrppy customers. Ask lor new TimberTech Floorizon Plcrnl<s

To become on Eiite Contrcrctor or lor more informotion, visit www.tinrbertech.com or coll I 800-307 7780

Dependable Decking

A new composite decking system from Correct Building Products provides professionals with a labor-saving installation method that will consistently deliver a great looking and high-performance deck.

The CorrectDeck System is reportedly the strongest decking system available because its components are made from Uv-stabilized polypropylene and reclaimed hardwood fiber. Components include RapidRail, fascia, post caps and skirts.

The Sienature Series deck boards work in c6njunction with the Correct TY hidden fastener system.

It is available in coastal gray, cedar, Acadia and mahogany.

- Please contact (877) 332-5877 or visit www.corcectdeck.com

Walk The Plank

The new TwinFinish 5/4 plank from TimberTech creates a fine detail and bold shadow lines from either side, since each features an entirely different surface texture.

One side of the plank features TimberTech's brushed surface. while

staining is required. The planks are available in 12-, 16- and 20-ft. lengths and are 5-1/2" wide by 1" thick.

- Please contact (800) 307-7780 or vi sit www.timberte c h.com

Airtight Paint Tray

A resealable paint tray with a plastic lid that locks on the tray to form an airtisht seal is new from Prazi USA.

SialPro's non-stick polypropylene paint tray holds as much as a gallon of paint and can be sealed airtight with an much as a l12 gallon inside.

the other side is a new woodgrain surface, providing the look of top-quality vertical grain lumber, and ensuring that no repetitive patterns are seen on the deck.

The planks are made from pure olastic resins and wood flour. Each board is straight, has no knots, splinters or curves, won't rot or warp, and comes in cedar, gray and redwood.

No sanding. sealing. painting or re-

A magnet in its sidewall secures a brush when it's not being used, and a tow feature helps move the tray around the work area.

The lid, when not covering the tray, provides the painter with a place to rest other accessories such as rags, pad-edgers and mini rollers. The lid's pocket system displaces 957o of the air in the sealed area, keeping paint and rollers fresh for months.

- Please contact (800) 262-0211 or vi sit www.praziusa.com

Formidable Forms

Durand Forms' new Classic Series oroduct line offers aluminum forms ior pouring concrete walls, which require less hardware and labor than wood forms, decreasing the amount of time spent on each project.

The forms are easily stripped and can be used for smooth and architectural finishes.

Desisned with the builder and contractor in mind, the forms are available in several models and are constructed by certified welders to ensure years of performance.

- Please contact (800) 545-6342 or v i s it www.dur andfo r ms.c om

All-Purpose PVC Railing

L.B. Plastics' new Sheerline PVC railings offer an alternative to traditional railing products that reduces

installation times and minimizes maintenance.

The Sheerline 3000 railine series is designed for porches. balconies. decks and other applications. The series is extruded from IOOVo UV stabilized.

Reversible Decking

Latitudes, a new line of reversible composite decking boards, reportedly offers^greater design flexibility and ease oI use.

Designed by Universal Forest Products, Latitudes has a richly textured embossed woodsrain on one side and a smooth bruih surface on the other. It reportedly won't splinter or warp, can be installed with standard tools, and comes in 8-, l2-. 16and 20-ft. lengths.

The boards come with two matching rail systems. The co-extruded rail-

high impact rigid PVC. It is available in beige and white.

The molded newel post is designed to complement Plantation porch posts and Colonial spindles. Railing comes in lengths of 38" and 54" in white.

The ready-to-assemble PVC gates are fully adjustable during installation. They feature rigid reinforced aluminum corners for maximum strength and durability.

- Please contact (800) 752-7739

ings feature a composite base with a PVC cap stock, and comes in a kit which includes brackets, insert rails, trim rings and hardware.

- Please contact (877) 463-8379 or visit www.ufpi.com

"$tar Drive" Wood $crews

* Yellow Zinc 1u - 14"

* 214" - 12' Lag Screws

* Composite Deck Screws

* Stainless Steel 1-114. - 4'

* Ceramic Coated (Exterior) 1-114. - 6"

* Trim Head Stainless Steel 1-5/B'- 4-

* Self Counter-sinking, no stripping of head, reduced splitting, and twistoff virtually eliminated.

DEALERS wELcoME {:r:rrrra

Stud Center Solution

Electronic stud finders that pinpoint the exact center of a stud in one Dass are new from Zircon.

The TriScanner OneStep and MultiScanner OneStep take the guesswork out of locating the best place to drill or nail into a stud.

The scanners use CenterVision technology to locate the center of studs up to 4" wide, and feature an ergonomic design, non-slip grip, and high-impact case. They see through surfaces up to l-ll2" thick for studs, metal such as water pipes, and electrical wires. They can scan up to 3" of concrete and locate rebar.

- Please contact (800) 245-9265

o r v i s it www.zirc on.c om

Decking Goes The Distance

Vinyl decking from Edge Building Products offcrs the fade, stain and scratch resistance of vinyl and the weisht and workabilitv of cedar.

DurationDeck is made of fiberreinforced cellular vinyl, reportedly making it lighter, stronger and easier to install than other composite decking. It is half the weight and stiffer than solid composites.

It does not contain any harmful chemicals, is highly mold, mildew and insect resistant, flame resistant, and the "DuraSkin" is stain, wear and scratch resistant. The lower density and moisture resistant fiber combine to make a very stable decking.

- Please contact (717) 567-2311

o r v s it www.duratio nde ck.c om

Tolko Wins Battle For Riverside

International Forest Products has thrown in the towel in the battle for Riverside Forest Products, Kelowna, B.C. (see Sept., p. 52).

Representatives for Vancouver, B.C.-based Interfor said they decided to abandon their bid for Riverside after a sharply upgraded, $323 million counter offer from Tolko Industries.

Tolko initially offered $270 million in a hostile takeover. Interfor followed with a $290 million offer rhar was more warmly received by Riverside.

To fend off Tolko's first bid. Riverside adopted a limited duraton shareholder rights "poison-pi11" plan, which reduced the number of shares that would be issued to all stockholders except Tolko. The plan has been revised since the B.C. Supreme Court voided the previous one for technical reasons.

Riverside said the purpose of the limited-duration plan was to give its shareholders the benefits afforded by the original rights plan.

"Tolko is extending its bid in order to further evaluate its options, especially in light of the unprecedented

new tactical poison pill adopted by Riverside's board," said Trevor Jahnig, Tolko's chief financial officer.

Riverside's board of directors said it was impressed with this "superior proposal." At the time, Gordon Steele. Riverside's chairman. president and c.e.o., responded, "With Tolko now having come forward, we will wait to see what Interfor does and will communicate further with shareholders in due course. As has been the case from day one, we will continue to be guided in this process by what is in the best interests of all Riverside shareholders."

Interfor had five business days to match or beat Tolko's offer, but ended up walking away.

"We have concluded that increasing our offer or significantly revising the form of consideration offered to Riverside shareholders would be inconsistent with our financial discipline and not in the best interests of our existing shareholders," said Interfor president and c.e.o. Duncan Davies. "We have a great deal of respect for the Riverside organization and its people, and we believe the two

companies together would have been a very good fit."

Interfor terminated the lock-up agreements with Riverside executives, who had agreed to tender their shares to the Interfor offer. Under the terms of the terminations. Interfor has received a break fee of $l I million from Riverside.

Weyerhaeuser Makes Waves

Approximately 150 Weyerhaeuser employees recently earned $7,500 for five schools and nonprofit organizations in Lane County, Or. The workers were part of the Making WAVEs program (Weyerhaeuser Active Volunteer Employees).

The nonprofits received donated labor and qualified for grants ranging from $1,000 to $5,000.

"We created Making Waves to foster volunteerism and support employees' good works," said Liz Crossman, president of Weyerhaeuser Company Foundation. "The program provides an invaluable opportunity for employees working with community groups and schools to donate their time, energy and skills."

Over the last 20 years, the foundation has awarded over $2 million.

Redwood

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San Diego, C,AOffice: Bob Baxter (619) 460-5017

Steven Hofer has joined Interfor Pacific, Portland, Or., as general mgr.-sales & marketing. Darrel Hanson is new as sales mgr. of the Washington division.

Denny McEntire has been promoted to sales & marketing mgr. for Harwood Products, Branscomb, Ca.

David Fuhriman, ex-Crown Pacific, has joined Boise Cascade, Lake Oswego, Or., purchasing boards and hemlock dimension. Scott Sunday has transferred from Denver, Co., to Billerica, Ma., managing OSB and the procurement department.

Darrel Garoutte has been promoted to v.p./general mgr.-western operations at U.S. Timber, Eagle, Id.

Bill Koll, formerly with Cameron Ashley and Tree Source, has joined Epoch Composite Products, Inc. as Northwest region territory mgr., overseeing EverGrain Decking sales in Oregon, Washington, Idaho and Alaska.

Jeff Baumgartner, ex-Jerry G. Williams & Sons, is a new account mgr.-OEM division for Capital Lumber Co., Phoenix, Az. Nathan Hokenson, ex-Humphrey Lumber, is a new account mgr. in Denver, Co., and Sean Stewart, ex-IWP, is a new account mgr. in Tacoma, Wa.

Greg Olsen has been named marketing mgr. for Murphy Plywood, Sutherlin, Or.

Mike Towne is a new mgr. trainee at 84 Lumber Co., Auburn, Ca.

Ernesta Ballard, commissioner of the Alaska state Department of E,nvironmental Conservation. has been named senior v.p.-corporate affairs for Weyerhaeuser Co., Federal Way, Wa. She replaces Mack L. Hogans, who has retired after 25 years with the company. Charles R. Williamson, Unocal Corp., and D. Michael Steuert, Fluor Corp., have been appointed to Weyco's board of directors.

Chad Ziegler, Riverside Forest Products, Kelowna, B.C., was promoted to stud coordinator.

Ryan Lucchetti, ex-Pacific Supply, has joined the N. California/ N. Nevada sales force for Pabco Roofing Products, Tacoma, Wa.

Gary O'Hearn has been appointed general mgr. of Minnesota distribution division of Reid & Wright, Bend. Or.

Lee Freeman. ex-Liaison Technologies, will replace retiring Bob Legg Jan. I as president and c.e.o. of the Temperate Forest Foundation. Beaverton. Or.

J. Johnson, The Hardware Store, Maple Valley, Wa., has been elected to the Do it Best Cory. board.

Chris Sentman has been promoted to plant mgr.-assembly for Canyon Creek Cabinet Co., Monroe, Wa. Subramanyam "Subutt Pamidimukkala is now plant mgr.-finish dept.; Ivan Neilsen, plant mgr.components, and Roberta Mackie, plant mgr.-product fulfillment.

Kendall Hoyd, co-owner and president, Idaho Truss & Component Co.. Boise. Id.. has been elected president of the Wood Truss Council of America.

Kenneth D. Kuehn has joined Huttig Building Products as v.p.-national accounts division. Donald L. Glass, former president and c.e.o. of Timber Co.. was elected to Huttig's board of directors.

Richard Matzke, ex-TruServ, has been named v.p.-merchandising & advertising at Distribution America, replacing Paul Michalowski, who left the company in July.

Vijay Singh, top-ranked pro golfer, inked a sponsorship agreement with 84 Lumber Co. John Daly has extended his deal with the chain.

William "Bill" Bolton, Leo J. Shapiro & Associates, was named to the board of Ace Hardware Coro.

Keith Ellard has been named Far West regional mgr. for Federated Insurance, Sacramento, Ca. He succeeds Jerry Hartmanno who relocated to Owatonna, Mn., to become director of field services.

Steven Ai and sister Carol Ai May, City Mill Home Improvement Centers, Honolulu, Hi., were named Retailers of the Year by Retail Merchants of Hawaii.

Francis Engle, owner, chairman & founder, Starfire Lumber Co., Cottage Grove, Or., and Dan Keller, sales mgr. & owner, Keller Lumber Co., Roseburg, Or., were awarded prestigious Tough Tree Awards by the Douglas Timber Operators for their "working hard, struggling and sacrificing for their communities."

Curt N. Rod has been hired to redecorate the offices at Mungus-Fungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus.

Pnlco Ordered To Pay

Pacific Lumber Co., Eureka, Ca., was ordered to pay $6 million in an environmental lawsuit involving documents submitted in the Headwaters Forest agreement.

The judge's decision to make Pelco pay follows a ruling last year that struck down the state's plan, the Sustained Yield Plan.

The Sustained Yield Plan, which instructed PlLco on how to carry out its logging on more than 200,000 acres of forestland.

Weyerhaeuser Earnings Soar

Weyerhaeuser Co., Federal Way, Wa., reports that, due in part to good marketing conditions for its wood and paper products, its third-quarter earnings have increased more than seven times from last year's levels. Stock shares went up $1.11 to $62.25 in early trading Ocl22 on the New York Stock Exchange.

Steven Rogel, chairman, president and c.e.o., said Weyerhaeuser benefited from ongoing efforts to be more cost-effective.

"We have created meaningful, per-

manent changes that have made us more efficient," he said.

In the current fourth quarter, Weyerhaeuser executives are expecting normal seasonal downturns, and said that lumber and structural panel prices were expected to decline from third-quarter levels. Nonetheless, Weyerhaeuser is expecting its fourth-

quarter earnings to improve over the fourth quarter of last year, but to be down from the third quarter of this year.

Weyco's revenue for the third quarter was $5.85 billion, up nearly l3vo from $5.18 billion in third quarter of last year.

FfnO-EAtnn is a fire-retardant treatment for lumber and plywood for interior applications and is recommended for structural applications such as roof sheathing, trusses, rafters, floorjoists, sheathing, loadbearing walls, partition walls, shelving, mezzanines, and many other interior applications.

FfA0-gAnn8 has a proven track record and maintains a National Evaluation Report (NER-457) with span ratings, strength adjustments, and ongoing 3rd party certification to assure quality and performance.

E(wR@F?RE-X" lumber and plywood are frequently used in combination with other materials for applications requiring fire resistive or noncombustible construction in weather exposed environments. Installations include roofing systems, trusses, exterior trim, decking, canopies, balconies, and heavy timber construction

DffEnofrnREX, and FtlO-EInAD. have 3rd party monitoring of the kiln drying process and Underwriters Lab Follow-Up Service to assure conformance and performance as required by building codes for FRTW.

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LOS ANGELES Hardwood Lumberman s

Club raised a0Drox rnatelv S10,000 for the educational efforts of the'Hardwood Forest Foundatron at its 5th annua char tv oo f tournament Oct. '4 at t^e Coyote Hil's-Count'y

C ub. Fullenon. Ca. Par ciparing ^ t^e rorrnament were (1) Bob |\litche L Walter Balston. (2r C"arlie Borrnof'. Dave Hogu r. Alan Bohnhoff , Wa t Maas. (3) Bob L nnert. Scoop Jackson. (4) J m Cates, Louis Escobedo. Bob De'ha"r (5t Paul

Pendergast. Je'ry Lap n. Cra'les G enr 161

Todd Purce I Ph I Sarr s. (7) Pau Jukes. Holly Brady. (8) Alan Arbiso Deonn DeFord (9) Ernie lvontano, Luke Wo stenholme. (10) Marvrn Chase, Nathan Osborne (11) Brll Ord nq. Car Henock, Mike Bronson. Mike

Rhodes. (12) Jim Gardner, Ray Romero. (13) Andrew Barker, Eric Domanic. (l4) Mark tVichie, Christa Bohnhoff. Victor Hernandez. Amy Foster, Jim Burns. Craig Deveraux. (l5) Craig Jordan.

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Jim Roberts, Dary e Covey.

Marty Fox. (16) George Caucas, Chuck Linnert (17) Pete Lang, Bill Fitzgerald, John Baberack (18) Trm Barnes. Paul Davis, Jim Gaither. Mark Two Good.

SIERRA PACIFIC recently held its 26th annual open house at company Hq. in Anderson, Ca. (1)Bob Palacioz, Gene Pietila, Ben Leany. (2) Tim Maxwell, Doug Heppedon, Jim Haney. (3) Daryl Turner, Larry Holguin, Greg Gormon, Orville Chedester. (4) Gordon Roby, Mike Mackin, John Ferguson. John Jacino. (5) Kevin Murray, Don Pofier, (6) Elaine & Dick Jackson (7) Kellie Schroeder, Kim Lister. (8) Dean Winters, Charlie Schweitzer, J.R. Righthowar. (9) Rick Parken, Don Bratcher, Brian Simmen. (10) Scott Mackechnie, John Grove, Greg

Mitchell, Marty Fox. (11)Wade Gregory, Pat Gilbert, Jack Martin. (12) John Robertson, Steve Schultens. (13) Terry Johnson, Dale Martell. (14) Barry Schneider, Lorena Marodi, Daniel Hines. (15) Jim Skinner, Mike Bleck, Bill Black. (16)John Spaulding, Steve Hagen. (17)John Morrison, Cecil Welsel. (18) Neslor & Janet Pimentel, Mike Luza. (19) Tiger Michiels, Mark Jantzer, Wait Schneider. (20) Jeff Squires, Mike Croxton, Chris Lang. (21) Greg Chase, Lynn Herbert. (22) Kendall

Pierson, Josh Tyler (More photos on next page)

HUNDREDS attended SPI's open house (conflnued from p.5B): (1) Bob Bretz, Sean Burch. Doug Radestock. (2) Mike Carey, Red Emmerson, Tom Gilstrap. (3) Scott Beery, Dixie Tibbets, Bob Crews, Eric Ford. (4) Greg Thom, Troy Ingolia. Terry Sperling, Pete Reyneke, Mark Pavlak. (5) Tod Holmes. (6) Penny Scott. Sharon Small. (7) Tommy & Judy Davis, Tom Von Moos, (8) Jeff Linden, Tim DeCoito, Lee Nelms, (9) Steve Crane. Laura &Joe Derrah. (10) Rich Stolz, Bob Pressano. (11) Ralph Cardwell. Bill Weber, Scott Cardwell. (12) Paul Harlan. Jay Francis, Mike

Backes. (13) George Kallas, Todd Pollard, Tim Mclndoo. (14) Mark Young, Richard Smallridge, lan Firth, Jose Padilla, Humberto Benedetlo. (15) Greg Simpson, Joe Hoglund, Darryl Linke, Larry Moss, Danny Osborne. (16) Steve Stevenson, Monte Acquistarpace, Darren Duchi. (17) John Diederich, Mike Carter. Guy Packer. (18) Andy Fairclolh, George Emmerson. (19) Ed Soler Tess Hutton-Lindsey, Humphry Wildeboer. (20)

Dale McCormick, John Stembridge (21) Greg & Carole Moss, (22) Bob Shepherd, Ted Roberts, (23) Vince Vierra, Kristi & Michael Ross.

2ND GROWTH group oi the Lumber Association of California & Nevada met Oct. 7 n Long Beach. Ca.. for an engineered wood seminar (1)Grant Pearsall. Steve Iawrence. (2) N/att Swanson, Rene Vargas, Matt Latendresse, Lance Devol (3) Boger Roatch, APA presenter Jenni{er Cover (4) Chris Hunt ngton Barrett Burt (5) Kyle Bader, Mike Shumaker, Bay Med na. (6) Mike Garrty, John Hollsteln, Doug Willis. (7) Krislin Bucy, Victoria Mako. (8) Brand Lyon. Kristen Maahs, Deonn DeFord. (9) Marc Spitz, Daniel Hines. (10) Judy Grinder, Rick Deen. (1 1) Johnny Springer, Scott Derham. (12) Kerr & R ck Anfrnson. (13) Chris Freeman, Dave Dumoulin, Nick Larr, (14) John Lopez, Johnny Pringle (15) William Wora, Chris Parker, Mike Born. (16) Randy Jackson. Bill Humphrey, (17) Shawn Knight, Jason Schulze, Jermaine Burton. (18) John Neel, Rex Klopfer, (19) Chrls Upton, Howard Parker

BOISE Building Solutions, Riverside, Ca., held its 1st open house Oct,6, (1) Mike Bland, Ed Kliem, Jerry Pugmire. (2) Michael Gagnier, Frank Elfering, Bob Ogletree. (3) Raymond Tones, Kristin Bucy, Adam Scott. (4) Frank Demarinis, Terry Garrett. (5) Ralph Garcia, Dong Hinh. (6) Jason Beverly, Scott McMurtrey, Thys DeVries, Dan Hagedorn. (7) Tom Zweygardt, Tom Byron. (8) Michael Seeds, Steve Hollingworth. (9) Gary Barnes, Chris Thoman, Kent Hammond. (10) Ron Hillman, Bev Can. (11) Mike Taylor, Craig Christiansen. (12) Ray Miller, Ryan Potter, Anthony Culberson, Rick Leon. (13) Oliver Barnes, Richard Stamsek. (14) Steve & Kathy Thurgood. (15) Bob Thompson, Jim Enright, Greg Green.

FNNE GRAXN DOUGTAS FXR

Sales- Rich Stratton

Greg Chase

Phone: (541') 874-2236

FAX 541-874-2123

P.O, Box 7

Riddle, Oregon 97469

www. HerbertLu mber.com

SPECIFIED: DENSE #1 & BTR. FOHC EXPOSED, Up to L4x24

Export & Clear

Since 1947

YEAH, BABY! Boise Buildinq Solutions Distribution, Phoenix, Az., held its 13th annual ooen houselhemed "Disco Fevei'-Seot. 24th followed by a golf tournament Sept. 25. (1) Debbie & Dave Hilton, Nancy & Jeff VanWell, Austin Powers. (2) Cindy Hengstler. (3) Mando Mendoza. (4) Tom Hogg, Frank Elfering, Gary Martz. (5) Joe Espich.

(6) Barbara Phillips, lldi Schmidt. (7) Nick Stokes, Hal Webster. (8) David Reynolds, Mark Argenbright, Chris Glen, Alex Cabanillas. (9) Dave Sturgeon, Chad Eades, George Ruiz. (10) Tavis Lager, Lianne Carr, Scott "Gator" Gates, Bill Reavely, Andy Crall, John Kiley. (11)Jacob Tenney. (12) Kevin King. (More photos on next page)

house (continued from previous page) allracted 200

customers and

PerlormancG Products That Uf0rlr !

PHOENfX open

Boise

35+ vendors. (1) Chris Jensen, Mini Me, Bill Swanson. (2) Trish Wernette, Tiffany Wernette, Julie Wernette, Debbie Delgado. (3) Nancy & Mike Schwindt. (a) Jelf Dracup, David

Diamond Blades

Wandschneider, Tim Saunders, Gordon Bird. (5) Diane Hillis, Matt & Marti Nuzzo. (6) Robert Boyd, Mary Cook. (7) Bob Little. (8) Richard South, Tina Buchanan. (9) Jeanne & Jeff Brightman. (10) Bryan Vandenheuvel, Brandon Hufl.

BMD, Galt, Ca., held its 21st annual golf tournament Oct. 11. (1) Karen Colonias, Bob O'Connor, Edgar Massoletti, Garry Tabor. (2) Ron Dewell, Jeff Fournere, Tanka Chase, John Kime. (3) Kent Mulkins, Marc MacDonald, Brian Olson, Paul Johnson. (4) Doy Fields, Shawn Kelleher, Bill Sullivan, Don Koch. (5) Dave Simpkins, Jeff Fullerton, Ben

Wallace, Lonnie Gun, Bruce Disney, Dan Timmons. (9) Charlie Graham, Dave Zancanero, Kevjn Kelly. (More photos on next p-age)

Moore, Dan Lawson. (6) Fred Ochoa, Jack Bell, Bob Williams, Warren Sizemore. (7) Steve Slanier, Andy Gallager, Paul Kim, Mike Valentine. (8) Frank

and suppliers joined BMD's golf tourney at the Woodbridge Country Club, Woodbridge, Ca. (continued from previous page). (11 Frank Guzman, Mark Mattzinger, Robert Casali, Tim Hutton. (2) Jeff Pelgrey, Glen Zweigle, Andy McMahon, John Tallman. (3) Marc Solis, Don Habib. (4) Sam Diaz, Glen Robertson. (5) Roy Cobble,

Your source for

El Louise George \Valdlon Ilammann

lValdron Foresl, Products {227 Surtlist: l}lvtl.. Stt. 100 |luir' Oaks, (lr. !)5(i2u lfax f) I (i-t)6(i- | 57lt (916) 966-0676

Bill Norman, Robert Rodriguez, Mike Gregory. (6) Mark Borghesani. Zachary Pellham, Bill Morse, Matt Remington. (7) Mack Simmons, David Mantach, Drew Williams, Don Alfaro. (8) Trygve Mikkelsen, Brett Wiley, Walt Mathay, Steve Michaud. (9) Charles McKerras, Mike Jones, Chuck Quast, Buddy Hatlield,

ploce

Rates: 25 words for $25, additional words 70( ea. Phone number counts as one word, address as six words. Headline or centered copy, $6 per line. Border

LUMBERMAN 35 years experience as owner of wholesale brokerage and remanufacturing plant seeking position as buyer, mill sales or general adminisffation assisting with sales and product development. Presently located in Eugene, Oregon. Contact Fred Spiekerman, (800) 523-3042, Fax 541-687 -0362, email fspiekerman @ vahoo.com.

or private box, $6 ea. Column inch rate: $45 camera-ready, $55 if we set the type. Mail copy to the address below, Fax to 949-852-0231 or call (949) 8521990. Deadline for copy is the 25th of the monrh. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

To reply to ads with private box numbers, send conespondence to box number shown, in care of The Merchant Magazine, 45fi) Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872. Names of advertisers using a box number cannot be released.

EWP SOFTWARE SPECIALIST

Software developer Tartus, Inc. is seeking an Engineered Wood Products (EWP) Software Specialist to join our Product Management Team. This individual will be the technical day-to-day liaison to our clients, provide application and engineering software testing and validation, and be a member of the Design Team. He or she will share responsibility for the delivery of quality software products that meet our customers' expectations and support Tartus' business objectives.

READY TO OPEN YOUR OWN BUSINESS? TURNKEY OFFICE AVAILABLE

l3'xl4' furnished office suite in a business complex, with phone(s) and private phone lines, Fax, copier and computer with printer(s) in place, working and available. DSL, Intemet and email. Administrative assistance, including reception and accounting services on site. Excellent turnkey opportunity for someone wanting to open their own sales or needing a business office. Contact in confidence. Sharon ^t (7 14) 637 -1826, Orange, Ca.

INDUSTRIAL WOOD PRODUCTS SALES

Universal Forest Products is seeking an experienced industrial salesperson for the company's Riverside, Ca., facility. Candidates musr have comprehensive knowledge of industrial sales processes. We need a highly motivated, self-starter, willing to do what it takes to land new business in a fast-paced competitive environment. Generous salary and benefit package commensurate with knowledge, experience and ability. If you are interested in joining what Forbes magazine calls "One of America's best managed companies," please e-mail your resume to Tim Gaffney at tgaffney@ufpi.com or Fax to 909-826-301 3. All replies will be kept strictly confidential. Universal is an equal opportunity employer.

EXPERIENCED HARDWOOD LUMBER

Salesperson wanted. Progressive lumber company seeking outside salesperson. Generous commission schedule & medical benefits. Please send resumes to: Summit Hardwoods, Attn: Terie Lorentzen, l4l5 E. Grand Ave., Pomona, Ca. 91766, Fax to 909-469-1659, or call Mark Michie. (310) 638-0468.

Candidates must have 4 years experience with framing and engineering EWP software such as BC FRAMER@, BC CALC@, or similar applications. This is a great opportunity for the right individual who understands the software requirements of the Engineered Wood Products industry, and would like to transition to an exciting career in the software industry. Tanus' development team and this position are located in San Rafael, California.

Tartus, Inc. provides an excellent benefits package including generous vacation time and an employer match 40lK plan. Relocation assistance will be considered for the ideal candidate. Principals only, No Agencies, No Recruiters. No phone calls please. Email your resume to jobs@tartus.com or visit the Jobs section of our website, www.tartus.com, for more information.

Building

Sub Killed On Prlco Land

A man working for a Pacific Lumber Co. contractor was killed Oct. 13 when he was struck by a log that fell from a helicopter on Pnlco property near Carlotta, Ca.

Kelly Blake, 30, was pronounced dead on the way to the hospital. He worked for Columbia Helicopter Co., Portland, Or. Deputy Humboldt County Coroner Roy Horton said Blake was on the ground preparing logs on the helicopter when one came loose and spun. Blake tried to run away, but was struck in the back, and died almost instantly. He had been on the job for about a week.

OSHA is investigating the accident.

Protestor's Trial Begins

The trial for a man accused of disorderly conduct during the 2002 protest of the 160-acre Solo timber sale in Oregon started Oct. 20.

Michael B. McMullin. 30. an environmental activist, was part of a 2002 group protesting logging in the Mount Hood National Forest. Prosecutors argued that McMullin was the leader of the group and that his actions incited the crowd.

Jurors viewed videotapes of the July 30, 2002, protest, which included approximately 100 protestors banging drums, chanting, dancing and giving speeches.

After Brent Walker, the auction winner, walked to his truck in the parking lot of the U.S. Forest Service office, where the protest took place, protestors swarmed him and said, "You buy Solo, you buy us."

The prosecutor said that McMullin laid on the ground in front of Walker's car and screamed, "Don't let him leave." McMullin stayed there, preventing Walker from leaving, until the police moved him.

McMullin's attorney, Bart Herron, said McMullin's intent that day was not to cause a public annoyance but to make a statement: "I will lay down my life for these trees."

Milling Accident Claims Life

An employee at Hammond Cedar Mill, Maple Ridge, B.C., was killed Oct. 4 after being crushed in a conveyor belt.

Emergency crews tried to save the worker, but were unsuccessful.

"They have a big spool at the end,"

said a janitorial worker at the mill. "Sometimes when you're putting stuff in there, it'll catch it and maybe pull your arrn in there. Once your arm is caught in that conveyor, it has so much strength it'll rip you right aparl"

The mill was shut down overnight. The Workers' Compensation Board is investigating the accident.

George Pete Mickelsen, 52, former co-owner of Mickelsen Lumber Co., Rexburg, Id., died Oct. 22 in Idaho Falls, Id.

Mr. Mickelsen worked his way up to part ownership in the family business and remained active with the company until his death

Richard L. "Dick" Hertz.7l. former employee for Plum Creek Lumber Co.. Polson. Mt.. died of heart failure Oct. 14 in Polson.

Mr. Hertz worked for Plum Creek for 25 years, retiring in 1988.

He was a Navy Reserve veteran.

Sourrrnr Cmrrontn

Product Sales C0.................(800) 660-8680 (714) 998-8680

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

ReerLumberservice(Anaheim).. . .. l9?llBl!:1313

Reel Lumber Service (Riverside) ...,..,............(909) 781-0564

Regal Custom Millwork..,,..,,(714) 776-1673 (7 1 41 632-2488

Reliable Wholesale Lumber, Inc.....................(800) 649-8859

Simpson Strong-Tie Co. ......(800) 999-5099 (714) 871-8373

TaigaForestProducts....................................(800)348-1400

Universal Forest Pr0ducts.........................,.,..(909) 826-3000

Weyerhaeuser Building Materials, (877) 235-6873

SAN DIEGO AHEA

Anfinson Lumber Sa|es...................,...,..........(619)

......(661) 287.5400

Weyerhaeuser Building Materia|s...............,..,(877) 235-6873 ORANGE COUNTY & INLAND EMPIHE

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

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

Anfinson Lumber Sales ...............................,..{951 ) 681 -4707

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

Bear Foresl Products,........., (877) 369-2327 \9091 7 27 - 1 7 67

BMD (Vernon) ................1877\587-4137

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

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

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

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

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

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

Fontana Wholesale Lumber, Inc. ........,...,..,...(909) 350-1 214

Golding Sullivan Lumber Sa|es......................(714) 557-5551

Great Western Transport. ....(800) 347-5561 (909) 484-1 250

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

Hardwoods Unlimited .....................................{909) 272-1 000

Highland Lumber Sa|es..................................(7

778-2293

Inland Timber C0..... ,,....{909) 783-0470

International Forest Products .........................{909) 627-7301

BMD.................,. Britt Lumber Co..

BAKERSFIELD Pacific Wood Preserving of Bakersfield

CLOVERDALE All-Coast Forest Pr0ducts Redwood Empire....

FOBT BRAGG Holmes Lumber Co., Fred C. .......,............

FRESNO

DMK-Pacific............ ......1559\ 225-4727

orePac Building Products............................(559) 291.9075

Weyerhaeuser Building l\.4ateria|s............,,,...,(877)

BEND

guide

Pncrnc llonrnwrsr

OREGON

Bright Wood Corp. (l/adras)................. .......(541) 475-2234

COOS BAY / NORTH BEND

Conrad Forest Products....(800) 356-7146 (541) 756-2595

Coos Head Forest Products.....-...................1800) 872-3388

EUGENE / SPRINGFIELD

Baxter, J.H.

Burns Lumber Co.... .......,..:,,.

Cascade Structural 1aminators...................

Coos Head Forest Products.......

Gemini Forest Products ..............................

l\rcFarland Cascade

lvlcKenzie Forest Products..........................

Rosboro Lumber.....

Western Woods, Inc........................ ........

Weyerhaeuser Building Materia1s

MEDFORD/GRANTS PASS

Allweather Wood Treaters..,,,............,

Norman Lumoeico--.-.-....................:....:..

Pacif ic Wood Laminates.,...,,,......................

South Coast Lumber C0....................

Swanson-Superior Forest Products.............

Waldron Forest Products ..,,.........................

McMINNVILLE / CORVALLIS / SALEM

Forest Grove Lumber C0. ............................

Royal Pacific 1ndustries................................

Weyerhaeuser Co. (Albany).........................

GREATER PORTLAND AHEA

Adams Lumber, lnc. ..........(800\ 298-4222

Caffall Bros. Forest Products....,,

Collins Pine C0..................(800) 758-4566

Hampton Lumber Sales C0..........................

LJB Lumber Sales.............(800) 552-5627

Lewis County Forest Products .....................

Louisiana-Pacific C0r0. Lumber

SEATTLE / TACOMA AREA Boise Distribution (Woodinville) Capital Lumber Co..

Chemical Inc.........................,..,............ Goldinq Sullivan Lumber Sa|es....................

.........

OrePac Buildino Products.................. Faiirii-Lumiieilrisbeiii.; il;;il : .: :: :: .: Screw Products 1nc. Simpson Timber Co Wedtern Wood preservino C0..................... Weverhaeuser Buildino Materia|s ...............

Weierhaeuser Structuiwood.......................

SPOKANE

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

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

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

coos Head Forest Products...... .................../€77\ 922-2213

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

OrePac Buildinq Products............................(509) 892-5555

WeyerhaeuserCo... .....(sos) sza-t+t+

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

VANCOUVER

Allweather Wood Treaters (Washouqal) ......(800) 777-81 34 Boise Distribution ............................-...........13601 693-0057

All-Coast Forest Products,,(877) 263-7848 (801

Boise Distributi0n.,,,.,,.,,...,,...,,....,,,..,,..,,,..,,.(801

B[4D ,....,.,,...,,...,,...,...,.,,...................,...,,...,..(801

Capital Lumber Co...,,.,,...,,....,....,,...,,..,,...,,.(801

Forest Products Sales.......(800) 666-2467 (801

Lumber Pr0ducts..........................,...,...........(800

Messmels....................,.........,...,.................(800

Thomas Forest Products, J.l\,,|......,...,........,..(800

Utah Wood Preservinq ......(800) 666-2467 (801

Weyerhaeuser Buildin-g l\,|ateriais ...,...,,...,...(8ZZ

[ascade Structural Laminaton is a new company with a lot of experience. The managementftales team has many years of success in the forest products industry, including producing engineered wood products. 0ur first commitment is to the customer, delivering the highest quality glulam products and a full selection of stock headers and beams in standard widths, depths and lengths. We produce custom glulams to customer specified requirements in engineered curves, architectural appearance finishes, and a variety of species, including Douglas-fir, Western Hemlock and Alaskan Yellow Cedar.

Glulam beams and headers remain the preferred beam products because of their ease of handling, superior workability, excellent stability, and unmatched beauty when used in exposed applications. Cascade glulams meet 0r exceed all APA/EWS Standards under all quality control inspections and tes$. We are approved by JAI for manufacturing and exporting to Japan.

To learn more about the advantages of the full line of Cascade Structural Laminators'glulam products, call us at 541-725-9835 or visit us at www.CascadeSl.com.

Photo: APA-The Engineered Wood Association.

FAX to 949-852-0231

or call (949) 852-1990 or mail to Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660-1872.

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Fred C. HolmesLumber Co.

'Y

We offer on extensive inventory of fine redwood products including tencing, Decking, Siding, ond Premium Timbers. Whether your order is by the piece or trucklood, our gool is lo ensure the highest quolily ond service.

CLEAR ALL HEART AIR SEASONED

HRT BEE KIIN DRIED

CLEAR AYE GREEN BEE ROUGH & S4S

Wholesale lumber producte

SELECT HRT CON HRI CUSTOM MILIING AVAILABLE M5.'w

CON COMMON SIZES FROM 4X4 TO I2XI2

Fred Holmes, Steve Holmes, Phyllis Hautala, Steve Hautala, Tod Holmes, Tom Catlow, John Gould

P.O. Box 80O, Fort Bragg, Ca. 95437 Fax 707-961-0935

(7071964-6377

EarthSource Forest Products [www.earthsourcewood.com]...43

Elk Group Inc. [www.elkcorp.com]

Fontana Wholesale Lumber Iwww.fontanawholesalelumber.com]....................................44

Gemini Forest Products [www.geminiforest.com]........,,.....,,,..42

GeoDeck [www.geodeck.com] A<

GRK Fasteners [www.grkfasteners.com] L7

Hampton Lumber Sales Iwww.hamptonlumber.com] .............13

Herbert Lumber Co. [www.herbertlumber.com]......,.......,......61

Holmes Lumber Co., Fred C.................... ...........70

Hoover Treated Wood Products [www.frtw.com]..............56, 62 HuffLumber Co.

Keller Lumber Co......--...-. ...........6

Krauter Storage Systems [www.krauter-storage.com],,...,,,,,,,29

Landmark Products [www.landmarkproducts.com] ...............52

Lewis County Forest Products [www.titanstuds.com] .Cover IV

LP Specialty Products [www.lpcorp.com]...............21, Cover III

McKenzie Forest Products [www.mckenziefp.com].................24

Nexwood [www.nexwood.com]........... ................28

Norman Lumber Co. [www.normanlbr.com] ...-....,.,...............52

OrePac Building Products [www.orepac.com]..........................39

Osmose [www.osmose.com]............. ..........Cover I

Pacific Steel & Supply Co. [www.pacsteelandsupply.com]......23

Pacific Wood Preserving Co. Inc. [www.pacificwood.com].....22

Product Sales Co.

Protecto Wrap [www.protectowrap.com]

Redwood Empire [www.redwoodemp.com]..............................33

Riley Creek [www.rileycreek.com].......... ..............5

Screw Products Inc. [www.screw-products.com] ................,,,..51

Swan Secure Products [www.swansecure.com] ..................20, 67

Swanson Group Iwww.swansongroupinc.com].........................35

Tamlyn & Sons [www.tamlyn.com]...........................................63

Thunderbolt Wood Treating [www.thunderized.com] ............55

TimberTech [www.timbertech.com]...,,... ..,,,.,....49

Trex [www.trex.com].......... ..........39

Universal Fasteners [www.911-nails.com].................................46

U.S. Borax [www.borax.com]..............,. ,......36,37

Utah Wood Preserving.... .............68

Van Arsdale-Harris Lumber Co. ...............,.-..-...........-...........64

Waldron Forest Products................-... ................65

platf orm believes is and is We ask you to cast your vote this year for Vote for Titan"' and Regal"'Studs for quality ar-rd strength. Studs good enough to support your business's bottom line.