Merchant Magazine - November 2006

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Rosboro BigBeam. Another High Strength Option.

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BigBeam is the idealbeam for

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wood 30F beam is among the strongest and most cost-effective glulams on the market today. With BigBeam, builders now have another choice besides high-strength resin beams and headers.

This hybrid beam gets its extraordinary strength from top and bottom layers made from LVL. Made in standard I-joist depths and sized to match common framing widths. BigBeam continues to be the choice for today's builder.

The Glulam Experts

Rosboro's family of glulam products offers a complete line of beams for almost any project. Whether you need an exposed beam, an l-joist compatible beam, or a deck beam. we have a glulam to meet your needs. Increasingly high design values, ease of use and convenient installation are just a few reasons why our glulams are commonly used in structural applications, such as EWP floor systems, framing. ridges and rafters, and garage door headers.

Always In Stock

By expanding our facilities and using the latest manufacturing technology. we are more equipped than ever to meet our customers' glulam needs. Once a product is ordered. we offer same-day or next-day delivery. depending on when the order is received.

A Commitment to Technologv

Our commitment to keepin-s on top of emerging technologies and innovations allows us to continually improve upon our family of glulam products. Every product that leaves our yard is backed by our technical support staff.

Glulam Sales: I -888-393-2304

Technical Support Hotline: l-877 -457 -4139

Email: info@rosboro.com

Web: www.rosboro.com

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Thinking of choosing comPos':" ?: plastic decking? See how k comPares i"'W"tt"tn Red Cedar in these key areas:

r r 'Real ComPosite Cedar Decking * dd d '' d

Mold and mildew resistant

UnsurPassed natural beaut/

F'lade from renewatle resources

Naturally resistant p decay and insects

Contains no petroleum based products

Best value for the dollar

Allows for easy cleanup af accidental spills

ls lightweight and easy to work with

Stays cool to the touch in the summer heat

Centuries of Proven Performance

Rising price of .oppel plogues treoted wood

Rising cost of preservotives begins fo filter down the distribution choin.

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Seruing building products retailers and wholesale distributors in 13 Western states-Sin@ 1922

ALAN OAKES publisher ajoakes@aol.com

Life was not always a bowl of cherries

Last weekend my wife and I were out driving back from an industry event, when I was whining (as I tend to do) that it looked like home building might be slowing more abruptly than we had hoped.

My wife said, "Alan, it's been a good run, and it could not go on for ever." Why not? I protested, it means the dynamics of the industry may change. Yes, she said, but as of this minute, has it? I said no, but, but. but... Then as always. sizing me up as she can do quite easily, she said, "Alan. live for the moment. You have never been capable of that." And, I guess she is right, although I have gotten a lot better at it.

Since a very early age my life revolved around my crueer. In truth, in the early years, I could not find a job or company that made me happy, and moved around quite a bit. I found myself fighting for the good jobs with many other candidates who I knew were far better educated than me. and I think it was then that I started to put great personal pressure on myself to achieve more and more.

When I went into sales, I quickly learned that the more sales I achieved. the more money I would earn and the more promotion opportunities would come my way. Within a couple of years and with additional mouths now to feed, it was in my own hands. I was

"Amazing Grace" ln Great Need

Mike Webster, Siskiyou Forest Products, Anderson, Ca., is seeking industry support for his ailing young granddaughter, who has been stricken with a brain tumor.

Grace Katherine Webster. who turns 3 next month, was diagnosed

last year with hypothalamic hamartoma (HH). Symptoms include seizures, cognitive decline. behavioral and emotional problems, brain damage, and hormonal disturbances. She was prescribed a regimen of injections and other medications. but her condition has not improved and new symptoms have developed.

This winter. Grace is scheduled to undergo one of two brain surgeries at Barrows Neurological Institute in Phoenix, Az.. to remove the tumor. "Other HH kids have undergone the procedure and thrived," notes her father, Perry Webster. "Now is Grace Katherine's turn. With the new technology at BNI. her chances are better than ever of resuming a normal and happy life once again."

Those who would like to help the family with medical-related expenses not covered by insurance, please send contributions to Amazing Grace Webster Fund, P.O. Box f 590. Anderson. Ca. 9ffi07.

More information is available at www.webstersdesign.com.

always thinking, how I could do it better. and, and, and ...1 fought to win every sale and every sales contest, even sometimes for trifle rewards.

Over the next 30 years that panern did not change. I zigzagged around the world-six countries in six days, 20 hours a day meant nothing. My trouble was that I never found the time to smell the coffee. When there was a success. I never gave myself permission and time to enjoy it. As one thing finished I was already onto the next project.

Five years ago, by chance, luck and perhaps fate, I had the opportunity to join some lumber and building products magazines. With my sales, publishing and educational/training background. it seemed a good fit.

From my first week. I met good, honest, helpful, down-to-earth people who seemed to care more about my success than theirs. They would call me to find out how I and my family were doing, or would give me advice. In return. I learned about their issues and their concerns both in and out of the office. At events. I would find myself talking to two or three people who were in competition with each other, but who were great friends (verboten in my other industries), and started to enjoy what I was doing again for the first time in many years.

Today. I have more fun in this industry than in any I have ever worked in, and I enjoy more than anything the people and the many friendships made throughout the country and internationally.

Now celebrating over 40 years of working. I realize that while business life was not always sweet. it prepared me to face the challenges we all face on a daily basis. While I have had both good and bad times. I only wish that. in particular in the middle part of my career. I could have enjoyed more what I was doing.

Today. I give great thanks for the -eood things you have given me and my family in the last few years. Perhaps the moral is to give thanks for what we have. to savor each and every success. and. as my wife said. to enjoy each moment for it can be quickly taken away. karn that today is a good day. I would like to wish all our readers and families a truly Happy Thanksgivin_e.

P.S. For a x'onderfitl opportunin' rc send your holiday greetings to friends in the industry x'hile supporti,tg our troops, turn to page 9l

copper prices are I-rforcing up the price of pressure treated wood, since the primary preservatives used in decking, fencing and other residential applications are copper-based.

With global markets-particularly China-consuming more and more building materials and resources, the price of copper skyrocketed 1507o over l8 months to reach an all-time high in May 2006. Prices have softened slightly in the months since, but were still up more than 507o since January.

For much of 2006, the three major suppliers of ACQ and copper azole have absorbed the increased cost of copper, but this fall they have begun passing it on to treaters. CSI, for example, will implement an ACQ price increase in the range of 2OVo to 25Vo effective December 1,2006.

"Price increases in CCA, CA-B, ACQ and ACZA are prevalent," said Darrell Smith, Conrad Forest Products, North Bend, Or. "The increases are not enough to change the decking market, as in reality the cost of the preservative is limited to the price of the wood and the overhead contained in the total costs. It does affect the price. but in percentage points, whereas EPA and local measures are far ahead of copper."

The price of treated wood is also affected by other factors, including transportation (influenced by high fuel costs), competition (construction activity), labor, and the price of lumber. Depressed lumber prices, mired in a five-year low, have helped to mask the other rising costs associated with producing treated wood, at least at retail.

"In general, preservative-treated wood remains the most economical choice for decking and other outdoor applications," said Huck DeVenzio, Arch Wood Protection.

Yet even if lumber prices rebound and copper prices continue to climb, DeVenzio does not expect an exodus away from treated wood. "Anything that pushes the price of treated wood closer to the price of artificial wood could turn more wavering homeowners toward composite or plastic decking," he said. "But, those products face their own financial issues. Some of the artificial wood products are more dependent on fuel for production and transportation than is treated wood. I do not see a lessening of the price gap. Preserved wood is consider-

Price of copper weighs down treated wood

ably less expensive than composites, plastics, and tropical hardwoods, and it has environmental advantages."

He also does not expect chemical companies to abandon copper. Smart Sense, the latest new product from Osmose, for example, is also copperbased, as is that of PhibroTech.

Merichem Chemicals & Refinery Services just received AWPA approval for waterborne copper naphthenate, which offers low corrosion, similar pricing to ACQ and CA, and can treat West Coast refractory species without ammonia.

That said. Arch. Osmose and CSl-through its planned merger (see page 32)-all intend to introduce new organic-based preservatives next year.

"The search for new. better. and more economical treatments has been an ongoing effort," DeVenzio said. "It is possible that the price of copper will spur the effort somewhat, but further

research would happen in any case. Our competitive climate sees to that. Arch Wood Protection wants to provide an advantage to the treating companies that buy from us."

With CCA now prohibited from residential applications, experts do not expect the return of a single preservative that dominates a broad range of applications. "Instead," suggests Dick Jackson, Pacific Wood Preserving Cos., Bakersfield, Ca., "there will be several products available for different applications. The products that contain the least amount of metal-or none at all-and other potentially environmentally challenging preservative components will be looked upon more favorably. However, cost, corrosion attributes and efficacy also play big roles, so it is unclear just which preservatives will be chosen by producers, retailers and/or consumers as the'next generation."'

Theated fuatning options offer opportunities for dealers

By Huck DeVenzio Arch Wood Protection

f UMBER dealers may soon find .|-./profit in operating a framing shop - not framing for photographs or artwork, but wood framing for residential and commercial buildings. Like at a picture gallery, this type of framing has options, materials, colors, and characteristics for customers to consider, and the number of choices is growing.

The framing market is huge. The National Association of Home Builders says that new single-family homes average 2400 sq. ft., which translates to about 19000 bd. ft. of lumber and

7O00 sq. ft. of panels per home. For the most part, studs continue to be made from pre-cut spruce/pine/fir material. They are textbook commodity products. typically very price-sensitive with little margin.

Over recent years there have been innovations in framing. These include wood I-beams. Structural Insulated Panels, different truss configurations. finger-jointed studs, and steel studs. These choices provide value-added sales opportunities. Now a new group of framing options-treated woods with differing properties- is entering

the market. They. too. provide dealers with the chance to move away from commodity offerings.

Termite & decay resistance

The granddaddy of treated framing options is probably borate pressuretreated wood. which has existed for many years although it has not been widely used. Borates are effective preservatives. recognized in American Wood-Preservers' Association standards and accepted by model building codes for interior applications. They provide resistance to damage from ter-

WHILE fire retardant treated wood such as Dricon was formulated to limit the spread of fire and reduce smoke generation, some brands also provide resistance to termites and fungal decay.

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RAINBOW FRAMING: Manufacturers are adding coorant to dentify different treated wood prodrcts At this fantasy constrJCtron srte. lhe bluisl' ,rood represens bo"ate-treated studs and sill p'ate (SillBor). the pink studs are "e'eta'oa't redted rD'rco'rr. a1d the green studs and panels are coated with mold inhibitor (FrameGuardl. These brands are censed by Arch Wood Protection.

Tieated Framing Options

(Continued from previous page) by spray or dip at central locations where the coverage can be controlled and quality monitored, rather than being applied at each jobsite.

This presents an opportunity for building materials suppliers. Typical applicators are truss plants, pressuretreating plants, fabrication facilities, and stain operations. A lumber dealer can purchase mold-resistant wood from them, or, if demand justifies it and space allows, install his own application operation.

As with borate treatment, moldresistant coatings usually contain a dye, either green or blue, for identification during construction.

The ultimate stud?

The ultimate wood stud may be lumber that is pressure treated with a fire retardant and then coated with an anti-mold solution. In a recent survey

conducted by Good Housekeeping, nearly a quarter of I 200 respondents said they would "definitely" pay 4Vc to 7Vc more for a house with framing that resists fire, produces less smoke. and fights termites and mold. Another 6O7c answered by saying they "probably" would.

A demonstration house in Baton Rouge. the Louisiana House. includes three of the above options: borate pressure-treated lumber for framing. fire retardant treated plywood around a fireplace, and SIPs with OSB skins coated with an anti-mold product. The house also features "optimum engineered framing," designed to handle high wind loads. More information is available at www.louisianahouse.org.

Yet another framing option has generated attention for the time it saves in erecting steel stud systems. Wood backing is often required in such buildings to support cabinets. handrails. and wall fixtures. A modular wood backing system has been introduced that anaches to studs. precluding the need for custom-cutting each piece of blocking.

These options can enable lumber dealers to benefit from profitable sales of a previously low-margin product. Now there's an opportunity that is suitable for framing.

MOLIIRESISTANT wood such as FrameGuard help minimize mold growth and the likelihood of liability claims.

- Huck DeVen1io is manager of marketing communications at Arch Wood Protection, developer of Wolmani:ed u'ood produc t s ( n'nll.x'olmani:ed*'ood.com ).

Treated glulam makes big gains

rI'IHERE are a lot of products on the I market that can be called treated wood. But as of this writing there is only one treated glulam on the market endorsed by a laminated beam manufacturer and stocked in inventory at the plant.

Rosboro, Inc., one of the country's most innovative glulam manufacturers, released Rosboro Treated Glulam last year and since then has seen increased interest in the product.

Their manufacturer-endorsed treated glulam beam is made from 24F, l.SE southern pine and is treated with an approved chemical that resists rot and decay. The product is then delivered directly to distributors.

The product is available in lengths of up to 48 ft.; widths of 3-112" and 5J l16" , and depths of 9-112" , ll-718" , 14",16" and 18".

"Builders can always buy glulam off the shelf, take it to a treater and get it treated with a variety of treatments," said Rosboro's general sales manager Jim Enright. "The problem with this is that the manufacturer will not stand behind the then-treated beam. Rosboro stands behind its treated beam."

Treating beams isn't merely treating a beam then calling it treated either. According to Enright, "Choosing a specific treatment depends on the species of wood and the type of treatment to get the proper American Wood-Preservers' Association certification. Choosing a wrong treatment could affect the design values and actually make a beam weaker or even destroy it."

As far as what wood in stock they use, Rosboro uses a pre-existing supply of southern yellow pine-it's the same species used for Rosboro BigBeam thoush not manufactured for the

high strength needed for the BigBeam.

The decision to produce a pre-treated beam was simple: to fill a need in the marketplace for a manufacturerendorsed treated glulam beam. After that decision, it was time for researching the different treatments available.

"We did extensive research on an approved treatment that wouldn't affect the design values of the glulam. We contacted the Forest Products Lab in Madison, Wi., and eventually found a treatment that would not harm the design values," said Enright.

Rosboro eventually went with a treatment process by Permapost, Hillsboro, Or., which has partnered with Rosboro on other products.

Now Rosboro is heavily marketing the Rosboro Treated Beam as a solution for builders, reducing callbacks against rotting and mildewing on exterior projects such as decks, porches, balconies and other applications where the beam is exposed to the elements.

Rosboro is counting on the treated beam being used in outdoor projects where strength and durability are factors, along with a longer lifespan.

"Our treated process helps extend the life of a glulam beam by 20 to 25 years," added Enright.

A typical untreated glulam can be left out exposed with no maintenance, no sealant, and no paint. It eventually checks and cups and then ultimately rots. Worse, it can start to develop moisture where the hardware or fasteners are attached, eventually leading to rot in those areas.

According to Rosboro, the product is doing very well in areas of the country with lots of water exposureplaces in the West like Puget Sound and Lake Tahoe, and the mid-Atlantic and Gulf states.

"It's a truly sellable product and is doing great within those core selling areas," Enright said. "Those that do know it is available are discovering that it's a perfect solution to exposed conditions, especially in the wet, moist geographic areas."

Consumer demand for functional outdoor spaces will translate into larger decks with longer spans. Rosboro thinks the trend will help fuel treated glulam beam usage since the beams eliminate the need for view-blocking posts while providing a sturdier, longer-lasting under-carriage for decks. "We're definitely riding the wave of the outdoor livins movement," added Enright.

TREATING glulams extends the life of the beams by 20 to 25 years.

Tupes of Cladding

Etfs

Exterior Insulation and Finish Systems are multi-layered exterior wall systems. EIFS consist of insulation board secured to the exterior wall surface, a water-rcsistant base coat applied on top of the insulation and reinforced with fiberglass mesh, and a durable finish to hold its color and resist cracks.

Continuous exterior insulation provides significant energy savings and interior climate control. Exterior air and moisture infiltration at the foundation and wall joints, wall outlets, and vents is reduced by as much as 55% compared to typical constnrction.

barriers to the rescue

By Lisa Petsko Sto Corp.

r[tHERE are many choices for I cladding available today. Some are more energy efficient than others and it's important for your builder customers, no matter what siding they choose, to protect their investment.

A waterproofing/air barrier is an important component to any job whether you are using stucco, EIFS, brick, stone or other siding options. A waterproofing/air barrier, simply put, helps solve envelope problems, no matter what cladding is used.

In all types of construction, the uncontrolled entry of water into the building envelope can result in deterioration of elements within the envelope. Proper integration of the air barrier/waterproofing membrane with other components and proper water management techniques, like the "3D" approach (Deflect, Drain, Dry). will effectively stop water penetration.

Deflect

Effective strategies for keeping water out of wall assemblies use the outermost face of the cladding and other exposed components of the wall assembly (e.g., windows) as the principal barriers against water penetration. This is the main water-shedding surface. Secondary barriers behind the cladding should be redundant layers of protection, in the engineering sense. In a properly designed and constructed wall assembly, the secondary protective layers should never

get wet. Installing an airtight. waterproof membrane behind the wall cladding is an important component in the "3-D" defense strategy. The cladding itself, with an effective air barrier behind it. will deflect water from penetrations. This is the most important concept in stopping leaks.

Drain

Draining is less important than deflection, but if there is the assumption that some water might penetrate the cladding, for whatever reason, then provision can be made for gravity to direct it to a flashing and out of the wall.

Dru

Drying is the least important of the three functions. In the event that some penetration and drainage may occur. some water will be retained in the drainage cavity simply by surface tension. This water should be allowed to dry by diffusion through the cladding to the exterior, through the wall assembly to the interior. or by ventilation.

By using a waterproofing/air barrier and the cladding of your choice. you should rest easily that the completed project will be energy-efficient and long lasting.

- Lisa Petsko is product manager for Sto Corp., Atlanta, Ga., producer of a broad range of cladding and coating sysIents ; www.stocorp.cutr.

Heat loss through the walls, which accounts for up to 4O% of heat loss in non-EIFS construction, is also greatly reduced. EIFS dd to a building's R-value.

$ucco

Stucco, in most cases, is a blend of Portland cement, sand and lime that produces a durable, cost-effective cladding. It has many advantages, including low maintenance, and is easier to install with some new machine technology.

Using an elastomeric finish with a stucco product helps to maintain its beauty and durability. Stucco is available in thousands of color options and with many different coatings and finishes. An elastomeric finish can accommodate thermal movement caused by extreme tempeEture changes.

Brhlg Etc

Contrary to popular belief, brick does absorb moisture and needs an air barrier to be energy efficient and combat mold and moisture. Clay brick has a S,O(X)-year track record of providing sbelter that is durable, comfortable, safe and attractive. It doesn't rot or dent, resists termites, and is virtually maintenance free.

Water can migrate into brickwork, which handles moisture by either having a cavity or separation befween itself and the wall behind it or by being so thick that it acts as a barrier to the water. The best solution is to install an air banier.

Stone, wood, fiber cement, and vinyl sidings also can benefit from a waterproofi nglair barrier.

fN THE world of construction. the Ioverall value of iiberglass insulation is often taken for granted. Contractors often request the lowestpriced batt or roll insulation by its Rvalue, rather than requesting the best product for the job.

But newer, more advanced insulations can help keep walls free of moisture and mold and dampen noise. Although these products cost a little more than conventional insulation, they pay for themselves by reducing structural damage, limiting callbacks, and avoiding liability issues.

A closer look at their added benefits shows the collective importance of new forms of insulation and how easy they are to market.

Energy Efficiency

Obviously, fiberglass insulation is designed to resist the flow of heat. As heat is a form of energy, it always seeks a cooler area, flowing outward in the winter and inward in the summer. With properly installed insulation, a home has less heat flow and uses less energy for heating in the winter and cooling in the summer.

Because of this, fiberglass insulation is one of the most vital ingredients in an energy efficient home. Many of the other energy-efficient components will not function correctly without it. Installing quality fiberglass insulation in key parts of the home is One of the most affordable ways to conserve energy and help bring down heating and cooling bills. The insulation practically pays for itself in the long run.

According to the North American Insulation Manufacturers Association, for every etu invested in the manufacturing of thermal insulation, 12 nrus in energy savings are realized in the first year of service. On the whole, insulation saves more than 400 trillion BTUS a year.

Moisture Control

While energy conservation is a clear benefit of a properly insulated home or building, some newer insulation products can also help control moisture in wall cavities.

Water vapor is a guaranteed product of everyday life, coming both from human activities inside the house and humidity on the outside. It is naturally drawn through interior construction materials to cooler surfaces, where it can condense into liquid.

,, Water vapor moves from the exteri-

Fbefsllss rnsulatlon

or to the interior of the home in the summer months-from the interior to the exterior during the winter months-often becoming trapped in the wall cavities and condensing. Prolonged condensation in wall cavities can cause harmful mildew and mold growth, reducing the life of wall studs and other building materials on the interior and exterior of the wall cavity. Mold can also cause health problems for those who live or work in the building.

With the help of a breathable vapor retarder facing, fiberglass insulation is a powerful weapon against moisture and the damage it causes in homes and buildings. A standard vapor barrier's job is to resist the movement of water vapor to cold surfaces. A breathable vapor barrier, though, will change its permeability with the fluctuation of humidity levels from season to season. This "smart" facing enables insulation to evacuate moisture from walls in the extreme humidity of summer and winter dryness, helping to keep a home's wall cavities dry year-round. Breathable vapor barriers are available either separately or pre-attached to fiberglass batt and roll insulation.

Because of its ability to keep moisture out of walls and help prevent the growth of mold and mildew, fiberglass insulation with breathable vapor barrier facings enhances the sustainability of a building, making it a popular item on green construction specification sheets.

Acoustic Control

Putting fiberglass insulation in the wall cavity is the easiest and most cost-effective way to combat unwanted noise in residential and commercial buildings, as it absorbs sound waves and reduces sound transmission. An insulated floor, wall or ceiling will

have an improved Sound Transmission Class (STC) rating when compared to a similar building section with no insulation. For example, 3l12" of acoustic fiberglass insulation teamed with wood studs and gypsum board directly fastened or mounted to a resilient channel can improve the STC from four to I I points, depending upon construction details.

Looking at the facts, it's plain to understand that fiberglass insulation earns its keep in the home and office. If building products retailers and distributors understand the performance benefits of fiberglass insulation, it can become a more profitable product for them and their contractor customers.

UPSELL contractors and homeowners to value-added fiberglass insulation.

Sell the value of western red eedar

QTAYING up-to-date with the latest L)product trends is vital when establishing credibility and long-term relationships with your customers. However, with the overwhelming number of available materials these days, it can be tough to decipher fact from fiction when it comes to product features, performance and value.

Despite its popularity, many salespeople may not fully understand how best to promote a quality material like western red cedar to improve profitability and customer satisfaction. Below are some key things to remember in steering your customers toward value-added building materials :

Extracting Value

According to the latest annual survey by Remodeling Magazine, incorporating upscale exterior features pro-

vides the best financial return on investment. Inserting stylistic, all-natural materials adds to the overall appeal of the home or outdoor living space thus differentiating it-and the home-from the competition. Including these upgrades increases profitability for builders or remodelers. and ultimately material dealers and distributors.

"There are many opportunities for dealers to show builders how cedar siding and outdoor living spaces can be easy upgrade offerings," says Peter Lang, general manager for the Western Red Cedar Lumber Association.

"For example, a standard-model concrete patio slab can be upgraded by offering an all-natural western red cedar deck, including additional upgrades like matching furniture and built-in seating. And these simple

decoration-enhancing projects .un bJ outsourced to subcontracton to maxij mize time and profitability."

Ilurabiltty

All the advances in technology have not been able to duplicatt wood's unique characteristics and pegformance capabilities. Western red cedar has a natural resistance to decay and insects, meaning projects made with cedar will perform outdoors without the need for chemical treatments. And when you consider the wide range of styles and grades available, cedar allows pricing flexibilirf unmatched by alternative products.

One dealer remaining committed (i a product that has withstood the test t time is Oregon-based Lakesid0 Lumber. with facilities in Bend adil Tualatin. "We've always hung our hlt

ALL-NATURAL materials like western red cedar don't have complex manufacturer wananties; rather they rely on past performance as an excellerl predictor of expected luture performance.

on providing customers quality products and services," says Jim McCluskey, general manager for Lakeside Lumber. "And cedar is one product that has continued to prove itself over time."

Environmentally Friendly

These days, many consumers are concerned with incorporating materials that are safer for the environment, and are willing to pay extra towards this ideal. Knowledge about this trend and how western red cedar is one of the most environmentally friendly building products is paramount when discussing material choices with your customers.

Grown within natural forests to preserve native ecosystems, western red cedar trees are a renewable resource and provide habitat for many species. In addition, using cedar trees as a substitute for non-renewable materials such as steel, concrete and plastic composites provides the added benefit of helping offset greenhouse gas emissions by pulling carbon dioxide out of the atmosphere.

Manufaeturing Advances

Today, many manufacturers offer western red cedar siding prefinished

on all sides. This finishing technology is important as it ensures the highest level of quality-finished product, greatly increasing consistent coating. reducing on-site costs, and maximizing overall resistance to moisture.

Rather than offering a limited number of stock colors, builders or homeowners can now choose the desired finish color and simply install-helping to reduce labor costs and on-site waste

Recent advancements in UV blockers/inhibitors utilizing "nano" technology have significantly improved some cedar coatings. WRCLA affiliates such as Weiss Coatings are on the leading edge of this technology and have developed a product called Solar Shield. A combination of UV blockers, wood stabilizers, and high-performance resins have recently come into the market. helping cedar remain more "low maintenance" than ever before. The UV blockers break down much slower, allowing for increased protection against the sun. More-effective wood stabilizers help the wood retain its all-natural appearance, and the high-performance resin holds the finishing system together for increased protection. The end result deters the natural weathering process, protecting

the cedar up to l0 times longer.

Beauty and Versatility

A range of natural hues, tight-grain patterns, and soft textures lend cedar natural beauty that can't be duplicated by synthetic materials. And with cedar, customers aren't limited to the styles or material shapes set at the factory. From decking to siding, fencing to landscape structures, cedar is easy to work with, shape and finish. The wide variety of grades and styles means cedar can provide a building material solution when other product choices fall short.

This all-natural beauty has also made cedar the focus of one of the hottest trends in residential construction: incorporating materials and designs embracing the natural environment. The ability of real cedar to blend seamlessly with surrounding stone, woodwork or landscape features has made cedar increasingly popular with architects and builders looking to create homes of distinction.

- To highlight the virtues of cedar, WRCLA has developed a collection of brochures about a variety of applications. To learn more, call (866) 788-9096 or visit www.wrcla.org.

BY COMBINING materials like western red cedar decking and siding with stone rockwork, this home blends nicely with its sunoundings.

etitive ligenGe

Saved by the Deck

By Carla Waldemar

DEAR with me: This time, the IJstorv's travelins in a little different direltion. We risually spotlight a white-hatted hero who's galloped in to save a family business, turned it on a dime in a daring new direction, and taken it to new heights-which may leave the hordes of you, without a superhero at your elbow to sneer, "Yeah, right.... Get real, will ya?"

Well, Lona Lamson, heading a fourth-generation family business in the hard-hit Northeast. is the headliner in a reality show, not a feel-good chick flick. And she didn't even plan to be here.

Her great-grandfather started R. S. Lamson & Sons as an ice-delivery business back in 1887. But the name he chose was wishful thinking, not what played out. "He had four children, but only one grandchild-my father-who had three daughters," laughs one of those daughters on the other end of the phone.

"I never expected to be here," much less president, she insists. "I got a Master's degree in educational psychology and moved to Montreal to

teach. I came back home" to Hudson. Ma., "to get married. but that didn't happen. When my unemployment money ran out, I stopped in at the yard. Thirty years later." she laughs again, "l'm still here."

So's the rest of the Lamson clan, it seems. Talk about a family business! Lona's sister, Lynn, a retired teacher, is v.p., sister Leah has been recruited as a clerk. Their mother serves as treasurer, and dad, the c.e.o., still works a couple of hours a week.

Think that's one for the book of records? Then figure this in. Lamson's staff of 30 includes two fellows who are brothers; a father-and-son team: three pairs of spouses (including Lona and her hubby); several brothers-inlaw; and three more employees who are cousins. Clearly, it's considered a great place to work. "There's no turnover," Lona allows. "People like it here because it's family-run and they're treated like family. Our books are open. We pay l0OVc of health insurance. We promote from within and offer training opportunities through the NRLA (Northeastern

Retail Lumber Association)."

There's only one labor problem. but it's a key one and she knows it: "Only three people here are under 40." To pump in new blood, Lona is exploring a partnership with the local vocational school.

The biggest factor she can point to for the yard's continued survival are the roundtables organized by the NRLA. "When I took over. I had no business training." she admits. "This group of fellow dealers-non-competitors-function like a board of directors for me. asking. 'How come?' if you're not making the kind of money you'd like to. They're very critical but very supportive. We share each other's successes" as well as the brave new experiments that failed to fly and even the "What was I thinking?" episodes. valuable as learning tools. "Since I've been attending. we've got our margins up close to 5Vc-a big deal," she underlines the message.

Serving builders is Lamson's forte. always has been. "getting things out fast. same-day delivery. We were way ahead of everybody Iin service innovationsl for a while. but now, they're catching on and catching up. So we need to push the envelope even farther. We've invested in new trucks. and even our office staff will jump in one to deliver something ASAP for our better contractors." the boss reports with quiet, Northeastern pride. Revenues these days run about $12 million. an achievement made more difficult because, she says, "We're off the beaten path-about 25 miles west of Boston."

Could be better. could be worse. "East of us, the housing prices are outrageous, and to the west, it's entrylevel tracts. We're right in the middle"-a market that's suited Lamson just fine until the long-floating building bubble burst. "We serve the small, high-end builders, but their business is down. Our contractors used to be building houses in the $80O,000 to $2 million range. Now people have scaled back to $600,000 to $700,000.

To counteract the flattening of the growth curve that many a dealer is similarly experiencing, Lamson is ramping up its niche specialties, including a kitchen showroom, staffed by two salespeople (brothers-in-law. wouldn't you know?). The service. advertised in a highly professional 9" by I 2" brochure supported by vendors, is doing "very well," she reports.

PREMIER high-end composite decking and railing helped Massachusetls dealer regain its footing.

Another niche she's unearthed is rehabbing old apartments. "Very easy," she notes, "and very lucrative."

Decking represents another niche that's just getting launched, Lona notes: the high-end railings and condo projects that sales manager Mark Saario takes on. It's his baby. Mark is one of those treasured under-40 assets of the company, and his enthusiasm for his job just about melts the phone wires. "The deck business," he jubilates. "is booming. Decks are our main selling factor, and they're doing absolutely wonderful. Every day I'm sending deck material out."

Mark is a big-time booster of Premier, a high-end composite decking. "We're the leading single-yard seller of Premier handrails in the country," he has earned the right to boast. "We stock so much that I can buy it by the truckload, which cuts our costs-and which savings I pass on to the contractor. We sell tons and tons of it. Already today"-this is 9 a.m."I've sent out th-ree truckloads."

This passionate salesman has landed the deck accounts for three new condo projects, and counting. His next statement almost goes without saying: "I take great pride in what I do. I don't make a million dollars, but I'm more concerned that the customer gets a wonderful product rather than just sell them something cheap and run away. If they come in for pressure-treated wood, I say, 'Okay. But I've got something to show you....' Pressure treated decks run $800 to $900, while Premier costs $2,000 to $2,400, but, says Mark, the customer is assured of a quality, no-maintenance investment that pays off (and Lamson, in turn, is assured of lovely margins.)

Working with Premier, Mark has hosted its Certified Premier Railing Institute, which provides contractors with hands-on, real-world installing experience. At the end of the session, they receive a certificate to back this knowledge. "At the first event, there were five contractors, here for the hot dogs," Mark guesses. "At yesterday's event, there were almost 30-and only half bothered to eat. They listened to the Premier rep talk for about 45 minutes, and not a peep. My boss"-that's Lona-"looked out her window and almost jumped out of her skin."

Those extra-mile services make the crucial difference between black and red ink in today's market, where the competition's beyond fierce. "At any one project, you'll see salesmen from five different yards," Lona reports, "so

you've got to keep out there with service." (That, and hand out those popular logo t-shirts and Red Sox tickets. Both have proved successful loyalty builders, especially with a Depot, and soon a Lowe's, just down the road.)

Will the boxes affect Lamson's ways of doing business? Not much. But, swears Lona, "when they come in, I'll stop being open Saturday mornings," a service to the walk-in trade that's a carryover from her father's reign she won't miss one bit.

To curb rising costs, she shopped around for new insurance and pondered - but ultimately rejectedadding a fuel surcharge. "I overheard a

contractor complaining that another business had started doing that. He was saying that he'd never trade there again. I don't want that."

So what. then. is the sure-fire answer to future success? As we stated at the outset, this is a true-life story, not a fairy tale. Realistically, Lona foresees a flat year for the lumber industry in general, "and for smaller businesses like us, I just don't know. We've been approached [for a buyoutl, but when three daughters are involved...." And kids. And brothersin-law and cousins. don't bet on it.

- A frequent writer on LBM, contact Carla at cwaldemar@ mn.rr.com.

Selling the builder your installation service

By Roy Burleson

about their product's features and benefits that they can become a little lackadaisical. And this can be tnre especially when the salesperson has a good relationship with the builder.

Why? Many times the salesperson didn't focus on the customer's business. He or she was so excited about his company's product or service, the entire focus of the presentation was inward. Sharing a plethora of features and benefits without knowing if they are relevant is very easy to do but is usually a mistake. Your offering's features and benefits should always take a back seat to the customer's real business needs. The sales process should always focus on the builder's business. Remember, your installed service should help the builder solve a business problem or achieve a goal.

T HE mission to sell builders installation services is freI quently conducted without the desired outcome. Has one of your salespeople ever provided a bid only to lose the business to a competitor? Of course they have.

How frustrating is it to see the competitor delivering material and/or installing products for a builder after spending valuable time and resources performing take-offs and providing estimates for him? When questioned, the builder simply indicates your salesperson's pencil wasn't sharp enough. This response is used to let the salesperson down easily without hurting his feelings while the real reason remains a mystery. Of course, the salesperson is eager to tell his manager that prices are too high.

This ugly scenario plays out way too often. The problem is not that this situation happened, but why. And what was the real reason for losing the job?

The reality is the builder was in need of the installation service, but didn't see the value of your company's offering. In his mind, there was little difference between what your company had to offer and what he ultimately bought from your competitor. When any buyer doesn't see a substantial difference between two or more similar products or service offerings, frequently he will ultimately make his buying decision based upon his experience with the salesperson. In this case, the salesperson did little to differentiate his service from the competitor's offering.

Unfortunately, many salespeople are so knowledgeable

When the salesperson fails to show the builder how your company's offering helps him solve problems, satisfy needs or achieve goals, in his eyes, the offering lacks value or he questions whether it really addresses a business issue. The builder doesn't really care that the product has the latest bells and whistles unless he can visualize how the feature is going to help him with his business. When a presentation doesn't convince him that the offering isn't faster, more efficient, or less costly than the guy down the street, it's unlikely he will switch from a proven partner to give you a try. He may perceive that your offering is not worth making any changes and lacks any potential gain.

Frequently, salespeople get so wrapped up in sharing details of their offerings, they get sidetracked and lose sight of their real objective, which is to discover a way to solve a builder's problem or help him achieve a goal. The single best way to stay on track is by asking relevant questions. Answers to properly worded questions provide salespeople with meaningful paths to follow. One that will stay focused on the builder's business issues and not on one that boasts about the superiority of your products and services.

Think about it. Almost every company that offers installed sales, whether it is a contractor or full service building material dealers says they provide bener service. Don't be another me-too.

To increase sales and improve closing rates, salespeople need to determine the builder's real needs, as perceived b;the builder, then offer meaningful, cost effective solutions.

- Rot' Burleson is director of Builder Solutions for Guardian Building Products, Greer, S.C. Contact him at (248) 760-5791 or roy b ur le son@ bp.guar dian.com.

Rlrrrt:ls

ABC Supply opened a I J00-sq. ft. showroom with 7,500-sq. ft. warehouse Sept. 15 in Salem, Or. (Scott Redding, mgr.) ...

Ace Hardware opened a 20,000sq. ft. store early last month in South Salem, Or.; the business, which incorporates Ace's Vision 2l design, occupies aformer Fred Meyer store

Best Windows & Doors, El Cajon, Ca., has doubled the size of its showroom to 4,102 sq. ft. and extended its lease by five years

Camp Verde Ace Lumber & Hardware, Camp Verde, Az., ev acuated Sept. 30 due to a propane leak caused by a broken copper line between a 50O-gallon tank and the regulator ....

Lowe's Cos. opened new stores Nov. 3 in Los Banos and Ontario. Ca., and Lake Havasu City, Az.; Oct. 31 in Casa Grande, Az.; Oct. 29 in Riverton,IJt., and Oct. 19 in Redding, Ca. (Kyla Oswald, store mgr.).'.

Lowe's is building a new store on 32 acres in Lafayette, Co.; broke ground last month in Lincoln, Ca., for a May 2007 opening; wants to build a 157,000sq. ft. store on a vacated Yardbirds site in Santa Rosa, Ca.; will add a third store in Chino, Ca.; will construct a 139,000-sq. ft. store with 32,000-sq. ft. garden center in Kenai, Ak., and may have abandoned plans for a site in west Eugene, Or., in favor of a new location in NE Springfield, Or.

Home Depot opened new stores Oct. 5 in Newark and Crescent City, Or. (Mark Decker, mgr.)

Home Depot will anchor a new 400,000-sq. ft. center in Palm Springs, Ca., to open next year; received approval to replace a closed Kmart in Huntinston

Beach, Ca., with a 130J36-sq. ft. store; is considering adding a third store in San Bernardino, Ca., on 17 acres slated for redevelopment, and began construction on a 140,000-sq. ft. store in Corvallis, Or., to open early next year

Home Depot has set a Jan. I I opening for a new store in Richland, Wa., which will replace a smaller, T-year-old unit in the city; is seeking to build a 103,000-sq. ft. store with 28,100-sq. ft. garden center in Redmond, Wa.; will coanchor the planned Skyline Ranch Marketplace in the Santan area of Pinal County, Az., and proposed replacing a vacant Secrs building in Mountain View, Ca., with a 129,000-sq. ft. home center

Wrortsn:rs/trrutrcurrrs

Product Sales Co. has closed its yard in Orange, Ca., consolidating operations with Anfinson Lumber Sc/es in Fontana, Ca.

Louisiana- Pacific C orp. has temporarily shuttered its composite decking plants in Meridian, Id., and Selma, Al., due to excess inventories; the company hopes to restart the facilities Feb. I

Jensen Distribution Services is building a $5-million, 120,000-sq. ft. addition to its Spokane, Wa., complex; the facility, expected to be completed by the end of February, will expand total warehouse space to 500,000 sq.ft. ...

Oregon-Canadian Forest Products of Califurnia, Orange, Ca., has closed with the death of owner Dennis Richardson (see p. 89) ...

Stora Enso Timber is closing its office in Portland, Or., by the end of the year and consolidating sales operations in Atlanta, Ga.; Kurt Schrammel, market area director; Brent Saunders, sales director; Pat Rains, sales assistant

Hampton Lumber has idled the fingerjoint stud plant at its Willamina, Or., sawmill complex until market conditions improve ...

Anerican Moulding & Millwork Co.'s former 60-acre millwork operation in Stoclton, Ca., is currently being demolished to make room for a residential neighborhood; the manufacturer declared bankruptcy and shuttered the plant last summer, selling it at auction six months ago for $8 million

Fox Lumber, Hamilton, Mt., is starting up a pallet cut stock facility this month in Midway, B.C.

Stimson Lumber is indefinitely shutting down its stud mill in St. Helens, Or.

Umpqua Lumber, Dillard, Or., and Southport Forest Products, Coos Bay, Or., have eliminated their second shifu

Potlatch Corp., Spokane, Wa., is withdrawing the listing of its common stock from NYSE Arca, Inc. (formerly Pacific Exchange) to streamline operations; its common stock will continue to be listed on the New York Stock Exchange

Goldenwest Plywood & Lumber, Bellflower, Ca., is now carrying Braided Accents millwork products ...

Anniversaries: Angeles Millwork & btmber Co.,Port Angeles, Wa., l00th ... Sine Hardware, Glendale, Ca., 95th ..- HPM Building Supply, Hilo, Hi.,85th ... Builders Supply, Palm Springs, Ca.. 80th ... Pete's Hardware. Castro Valley, Ca.,8oth ... Western Wood Preserving Co., Sumner, Wa.,35th ...

Housing starts rebounded in Sept., increasing 5.9% to a seasonally adjusted annual rate of 1.772 (Please turn to page 75)

PRODUCT SRL€S, CO. and Arun

The new Anfinson Lumber now provides the best of both companies. Down to earth values PLUS selection, quality & service.

. Stronger Inventory Position

. Faster Response Time

. Less Red Tape

Anfinson Lumber - not your ordinary lumber company

Redlands, CA 0ffice: Nelson Sembach (909) 815-7789 San Diego, CA 0ffice: Bob Baxbr (619) 46&5017

Listings are ofien submitted months in advance. Al*,ats verifi' dates and locations with sponsor before making plans to attend.

llou:mrrn

Lumber Association of California & Nevada - Nov. 9-ll, lOth annual convention, Hyatt Grand Champions Resort & Spa. Indian Wells, Ca.; (800) 266-43M.

North American Wholesale Lumber Association - Nov. 9.11, traders market, Wyndham Anatole Hotel, Dallas, Tx.: (800) s27-82s8.

Distribution America - Nov. 12-14, executive planning conference, co-sponsored by PRO Group, La Costa Resort & Spa, Carlsbad, Ca.; (847) 294-1540.

Specialty Tool & Fasteners Distributors Association - Nov. 13-15, show, Las Vegas, Nv.; (800) 352-2981

Western Forestry & Conservation Association - Nov. 14-15, "Forest Roads on Indian Lands" seminar. Red Lion HotelJantzen Beach, Portland, Or.; (503) 226-4562.

International Wood Products Association - Nov. 14. regional business networking meeting, Hyatt Newporter. Newport Beach, Ca.; Nov. 16, World Forestry Center. Portland, Or.: (703\ 820-6696.

Black Bart Hoo.Hoo Club - Nov. 15, initiation. Ukiah Garden Caf6, Ukiah, Ca.; (707) 462-3700.

Hardwood Plywood & Veneer Association - Nov. 16, hardwood plywood grading & sales workshop, Doubletree Hotel Seattle Airport, Seattle, Wa.; (703) 435-29OO.

Building Industry Show - Nov. 16-17, Anaheim Convention Center. Anaheim. Ca.: (909) 396-9993.

Cowichan Valley Hoo-Hoo Club - Nov. 20, initiation,

Chemainus Gardens. Chemainus. B.C.: (250) 746-1515.

Western Forestry & Conservation Association - Nov. 2t-29. "Keeping Working Forests" seminar. Bend. Or.: (503) 2264562.

D:crn*r

Portland Wholesale Lumber Association - Dec. I, Christmas luncheon. Red Lion Inn. Portland. Or.: (503) 648'+156.

American Fence Association - Dec. l-2. California chapter quarterly meeting. Disney's Paradise Pier Hotel. Anaheim. Ca.: (800) 822-1312.

Oregon State University - Dec. 4-7. lumber drying seminar. Corvallis. Or.: (800) 678-63l l

Tacoma-Olympia Hoo-Hoo Club - Dec.5. Christmas parry. Tacoma Club. Tacoma. Wa.: tbilski6l4@aol.com

Mountain States Lumber & Building Material Dealers Association - Dec.5-6. estimating workshop: Dec.7. margin management workshop. Hampton Inn Cherry Creek. Denver. Co.; Dec.7, WOOD Council year-end celebration. Mile High Stadium at Invesco Field. Denver: (800) 3654919.

Western Forestry & Conservation Association - Dec. 6-7. annual western forestry conference. Hilton Vancouver, Vancouver. Wa.: (50-3) 226-4562.

Cowichan Valley Hoo-Hoo Club - Dec.7, holiday social. Silver Bridge Inn. Duncan. B.C.: (250) 746-1515.

Lumber Association of California & Nevada - Dec. 7, 2nd Growth holiday meeting. Sheraton Cerritos. Cerritos. Ca.: (800) 266-4344.

Los Angeles Hardwood Lurnberman's Club - Dec. 9, holiday party. Balboa Bay Club & Reson. Newport Beach. Ca.: (323) 723-9856.

Portland Hoo-Hoo Club - Dec. 14. Christmas party. World Forestry Center. Portland. Or.: (503) 283-05m.

Washington Hardwoods Commission - Dec. 13. meeting. Olympia. Wa.: (360) 835-17m.

Wcstern Wood besenting Company fus ilelf in c*+ying tbo right Jrwntoty ndx olptwo treated andftre retarfunt beatad lumber and ply*odfor rorr tret tn thrcn ,pGds.

A lnme can now be constructed wilb built-in prctection agairct termites andfungal deca1, uring Advance Guard' Borate Pressure Treared Vood Products. Adaance euanl * safe-foi ppb and pts but deadfi to tennites, many otlm wood-deshoying insects andfungal dxal.

Adznce Guard borate prusure reated lumber can be used for ioi*s, $rds, mof ur$ses, refters, b€ans, and ottrer interior haming and sill plate applications.

Adlance Guard borate feated plywood can be used for nall sheathing and ubflmrs.

Adrance Guard producs have been issd ICGES l€gafl Report ITR 643 and are hrilding code corryliarn

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()smosec FlrePRO' - FiTPRO is the mo$ advanced fire proteoion soern alailable for wmd We mamfrrnre and stock a complete line of comnon use items including dimension lumber, phrwood and timben. Treating service only (IS0) is also available.

Osmoseo pressare treated CC,A - We manufacture and stock a limited inventon of CCA (Cihromated Copper Anlnae) treated p$ood and large timben for approved commercial and'industrial applicarions. Call us to discuss vour needs.

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You could be making yourself more profitable with LP TechSnield Radiant Barrrer, an energy-savrng upgrade that homebuyers are willing to pay for. TechShield sheathirrg, with lts thin laminated aluminum layer, prevents up to 97% of the radiant heat transfer frorn the panel into ihe aitic. So rf you're not using TechShield sheathing, stop wastrng your energy. Ask for it by name For more rntormatton visit www.techshield.lpcorp.com, e-marl marketrrrg.cenier@lpcorp.com or call us at 1-888-B2O-0325. BUILD WITH US;"

otion news

Mountain States Lumber & Building Material Dealers Association holds its end-of-the-year celebration Dec. 7 at the Mile High Stadium Club,Invesco Field, Denver, Co.

An estimating workshop hosted by Mike Butts is Dec. 5-6 at the Hampton Inn-Cherry Creek, Denver, Co. On Dec. 7. he will lead a seminar on margin management at the same location.

Lumber Association of California & Nevada is welcoming new president Rick Roberts, Sunnyvale Lumber, Sunnyvale, Ca., during its annual convention Nov. 9-l I at the Hyatt Grand Champions Resort in Indian Wells, Ca.

LACN's 2nd Growth group will hold its holiday meeting Dec. 7 at the Sheraton Cerritos, Cerritos, Ca. Attendees will honor outgoing president Jim Nicodemus, Weyerhaeuser iLevel. and welcome incoming president Grant Pearsall, Capital Lumber.

After other new officers are elected. attendees will celebrate with dinner and a casino night.

Portland Wholesale Lumber Association will hold its holiday luncheon Dec. I at the Red Lion Inn. Portland, Or. Guest speaker will be Major General Raymond F. Rees of the Oreson National Guard.

Portland Hoo-Hoo Club will hold its annual Christmas party at 6:00 p.m. Dec. 14 at the World Forestry Center. Portland. Or.

Santa Claus, clowns, face painter, music. food and drinks will be on hand. The event, which last year attracted about 200 attendees. will benefit a homeless shelter, the Open House Ministries in Vancouver Wa.

Los Angeles Hardwood Lumberman's Club convenes a general meeting Jan. I I at the L.A. Athletic Club, Los Angeles, Ca. Speaker will be David Callwell of the National Hardwood Lumber Association.

PAST PRESIDENTS of LACN's 2nd GroMh gathered at the group's recent conference in Valley Center, Ca.: (l-0 Jin Taft, Patrick Hawthorne, Drew Sasser, BillSullivan, Jim Nbodemus, Todd Pollard, Peter Ganahl, Mike Mische, Judy Grinder, John Neel, Al Reed, David Abbott, Rex Klopfer.

$1,248.1

Western Mills Meet Record Demand

The fourth straight record year for lumber demand in the U.S. helped western sawmills elevate lumber production to the highest volume since 1990, according to final 2005 production figures from Western Wood Products Association.

Paced by increased output at mills in Oregon, Washington and ldaho, western lumber production reached 19.3 billion bd. ft. last year, up 3Vo from 2fi)4. Lower prices during the year reduced the estimated wholesale value of the lumber to $7.7 billion. down 3.3Vc

Washington led the state gains, rising 57o to 5.7 billion bd. ft., the best production year since 1929. Oregon remained the largest lumber producing state in the nation, climbing 4.3Vc to 7.4 billon ft.Idaho mills increased output by 3Vo and surpassed 2 billion ft. for the first time in 15 years. Montana and Wyoming posted increases as well. Production in California slipped 2.7Vc to 2.69 billion M. ft. South Dakota. The Four Corner states of Arizona, Colorado, New Mexico and Utah also posted declines in 2005.

The best housing market in more than three decades generated record demand for lumber. Some 64.3 billion M. ft. of lumber was used in the U.S. last year, up 457c from 2004.

An all-time high of 27.6 billion M. ft. of lumber was used in residential construction. framing some 2.07 million housing starts recorded for the year. Lumber used in repair and remodeling surpassed 20 billion bd. ft. for the first time in history. Together, the two markets accounted for 75Vo of the lumber consumed. Production in the southem U.S. posted solid gains in 2005, ising 5.2Vc to 18.99 billion ft. Total U.S. lumber production hit 40 billion ft.. the best year in modern history.

Higher demand also brought record lumber imports into the U.S. market. The volume of lumber imports topped nearly 25 billion M. ft. Canada supplied 21.5 billion M. ft. to the U.S., up 2.5Vc and the eighth consecutive annual increase. European shipments reached nearly 2 billion M. ft. in 2005, up 45Vo.Imports from Latin America and New T.ealand finished the year lower.

CSI Merging With High-TechPartner

Wood chemical producer Chemical Specialties, Inc. has agreed to merge its wood protection chemicals business with parts of Rohm & Haas' Biocides business into a new company based at CSI's headquarters in Charlotte, N.C.

The new joint venture-equally owned by CSI and Rohm & Haas-is designed to strengthen the companies' new product development programs, marketing, sales and services to the wood treatment industry.

"CSI and Rohm & Haas are a perfect fit," said CSI president Steve Ainscough, who will serve as president and c.e.o. of the combined business. "With more than $200 million in annual sales, we will be in a unique position to combine our technologies and expertise to provide advanced products and services."

The merger will result in the introduction in 2OO7 of multiple "next generation preservatives which have been through more than l0 years of field performance testing," Ainscough said. "This will enable our customers to deliver wood products that provide long-lasting protection and improved

long-term appearance at cost competitive levels required by retailers and the end consumer."

The merger combines CSI's experience in the wood treating market with Rohm & Haas' expertise in microbial control technologies, regulatory issues, and access to global manufacturing and research facilities.

The joint venture will begin operations under a new, yet-to-beannounced name January l,2OO7.

As part of the deal, Rohm & Haas will pay CSI $75 million. Rohm & Haas' microbial control business for paints, coatings and other building products, metalworking, water treatment, mineral processing, as well as household and personal care preservatives, are not included in the deal.

Adobe Buys Fairfield Site

Adobe Lumber, American Canyon. Ca., has acquired a 130,000-sq. ft. manufacturing and distribution building on 9.8 acres in Fairfield, Ca.

Adobe, which paid $7 million for the site, will occupy the surrounding yard and about 30,000 sq. ft. of the facility and lease the remaining

100,000 sq. ft.

The plant had been vacated late this summer by fireplace accessory manufacturer Pilgrim Home & Hearth LLC.

PlyGem Buys Alcoa Exteriors

PlyGem Industries. a U.S. manufacturer of new-construction and do-ityourself renovation products, has agreed to pay 5305 million in cash for Alcoa Home Exteriors. which makes vinyl and aluminum siding.

Alcoa Exteriors has I,400 employees. posted 5600 million in revenue for 2005. and has manufacturing plants in Atlanta, Ga.: Denison. Tx.: Gaffney, S.C.: Sidney, Oh., and Stuarts Draft. Va. Products include vinyl and aluminum windows and siding, injection molded shutters. and vinyl, aluminum and injection molded accessories.

Based in Kearney, Mo., Ply Gem is majority-owned by Caxton-lseman Capital. "We expect the addition of Alcoa Home Exteriors to enable us to capitalize on attractive market opportunities and provide a strong platform to fully serve all channels of the vinyl siding market." said c.e.o. and president Lee Meyer. The sale is expected to close by the end of the year.

Utah County Threatens Depot

A Home Depot that opened in late 2003 outside Salt Lake City, Ut., must meet all conditions of its conditional use permit-or the county will close the store.

"This is obviously an extreme measure, but it's the only measure that appears to be getting their attention," said Jeff Daughtery, county planning director.

Despite site inspections, notices of violations, and correction notices, the store was still in violation of nine provisions of the permit, including having an improper storage unit in the parking lot, failing to install metal deflectors on parking lot lights to minimize the effect of lighting on an adjacent neighborhood, and not replacing dead trees and shrubs.

When county officials recently threatened to close the store, light shields were installed in the parking lot, construction debris was removed from landscaping areas, and dead plants and shrubs were replaced. But officials said more work needs to be done-and the store must stay in full compliance.

"We are not going to play games," said county councilwoman Jenny

Wilson. "Just because they have a large amount of revenue coming in doesn't mean they can skirt the rules."

Home Depot officials insist that the problems will be fixed and the store will remain open. "We have satisfied many of these conditions and continue to work with the county on resolution of this matter," said spokesperson Kathryn Gallagher.

G-P Sells Mills To Roseburg

Roseburg Forest Products Co., Roseburg, Or., has agreed to acquire seven industrial wood products plants from Georgia-Pacific Corp., Atlanta, Ga., making Roseburg one of the largest particleboard manufacturers in the nation.

G-P initially agreed to sell particleboard mills in Eupora, Louisville, Oxford and Taylorsville, Ms.; Russellville, S.C., and Vienna, Ga. Oxford and Eupora also produce related products, such as thermally fused melamine and cut-to-size panels. Weeks later, the two parties also came to terms on G-P's MDF facility in Holly Hill, S.C., which supplies the Oxford thermally fused melamine plant.

The sales do not include other G-P businesses at complexes where some of the particleboard plants are located. Both transactions are set to close by Dec. l.

L-P Wins Class Action

[,ouisiana-Pacific Corp. has won a class-action lawsuit concerning the durability of its Nature Guard fibercement roofing, which LP produced and sold between 1995 and 1998.

The case was brought by seven homeowners from California, Oregon and Washington in January 2001 on behalf of approximately 5300 homeowners. According to the plaintiffs, L-P's advertising for the shingles misled homeowners and the shingles failed well before their warranted 25year life. They hoped to recover the cost of roof replacement, estimated to be approximately $l0O million, plus punitive damages.

During the trial, most of the class claims were dismissed by the Stanislaus County Superior Court in Modesto, Ca., and the case proceeded to trial on the individual claims of the seven plaintiffs-which were denied by the jury.

iLevel Rolls Out Site Solutions

ilevel by Weyerhaeuser has introduced a range of products, proprietary software, and services that allow builders to walk into dealer locations with architectural plans and walk out with an integrated framing solution.

ilevel NextPhase site solutions offer dealers and fabricators proprietary design and fabrication software tools that are compatible with industry-leading specialized saws, material handling, and component fabrication equipment. The services also include consultation on a dealer's equipment layout, installation plans, and operations.

NextPhase is based on three levels of services. all dependent on dealers' requirements:

JobPack: ilevel software and equipment are utilized to provide streamlined production of precision-cut floor materials, allowing builders to lower cycle time and waste while improving on-site safety. Dealers can import optimized design solutions directly into component fabrication equipment, then framing components are labeled, marked and ananged for delivery, ready to be assembled at the job site.

. Component: proprietary fabrication software is customized to integrate with equipment for fabricating panelized floor components. Having pre-assembled components reduces construction time, waste, the risk of material theft, and the need for skilled labor on the job site.

TurnKey: Fully incorporated design, manufacturing, delivery and site assembly is enabled using specialized software, equipment and processes for a total integrated structure. It provides a whole house solution for optimal oerformance of all framins materials.

"Weyerhaeuser created the il-evel business as a way to work more closely with our customers to simplify home construction," said Kurt Liebich. v.p. of marketing for ilevel. "Services under il-evel NextPhase deliver on that promise by enabling dealers to provide builders with more efficient and cost-effective structural framing. In the tightening housing market. better construction and operating practices are going to be critical for builder and dealer profitability."

ilevel products and brands include Trus Joist Parallam parallel strand lumber, Trus Joist TimberStrand laminated strand lumber. TJI joists. Structurwood Edge and Structurwood Edge Gold floor panels, and Weyerhaeuser Premium Joists.

Whole House Software From ilevel

Whereas most fuaming soltware packages primarily focus on floor, wall or roof systems individually, il-evel by Weyerhaeuser has introduced a whole house solution for stnrctural framing.

Javelin design software allows dealers to specify optimized combinations of framing materials for floors, walls and roofs-all in a single file. Its 3-D modeling and computer-aided drafting capabilities pre' vide all of the power needed to track vertical loads from a home's ridge to the sill plate.

Using the system, dealen can provide homebuilden with a complete package of framing malerials desiped to work together.

Builders can accurately specify the amounts and types of materials needed, reducing jobsite waste and construction time.

"When designed and built correctly, the structural frame truly works as a whole unit, rather than as separate floor, wall or roof sections," said Ken Wiley, v.p. of strategic services for ilevel. "rilith Javelin software, dealers have a tool they can use to crcate a truly integrated framing solution for the entire home."

The software, powered by OptiFrame, combines ilevel's expertise in structural framing with MiTek Industries' expertise in metal plate-connected wood trusses, wall panel component desigr, and component manufacturing.

Other software tools from ilevel help dealers quickly and accurately input and analyze fuaming, as well as develop sizing solutions, marerial lists, framing plans and installation details.

JAVEUN SOFTWARE dils dealers to specily Ste besl otntt'r* tions of framing materials lor floors, walls and roofs, in a single database.

U.S. Settles Tariff Fight With Canada

The long-running U.S-Canadian trade feud came to an end Oct. 12, after both sides agreed on a new softwood lumber trade agreement that replaces U.S.-imposed import duties with Canadian-collected export taxes.

"This agreement will move beyond the uncertainties created by the intense litigation that has extended over two decades, benefit consumers, and create opportunities for the U.S. and Canadian industries," said U.S. trade representative Susan Schwab.

She explained that the new system of managed trade should "end a large portion of the litigation over trade in softwood lumber, and unrestricted trade will occur in favorable market conditions."

"Through flexibility, understanding and cooperation, both countries have successfully met all the requirements necessary to implement the softwood lumber agreement," said Canadian trade minister David Emerson.

Under the deal, Canadian producers will be taxed at rates based on the U.S. price of lumber-from nothing when lumber prices exceed $355 per I O00 bd. ft. up to I 5Vo when prices fall

below $315/M.

In return. Canadian lumber manufacturers agreed to drop the 30 lawsuits they had filed against the U.S. govemment.

The U.S. also dropped its claim that Canada had subsidized lumber exports being dumped on the U.S. market. The U.S. also agreed to halt duties on lumber imports from Canada and refund $4.3 billion of the estimated $5 billion in duties collected by the U.S. since 2m2.

Some $500 million will go to a U.S. industry group, the Coalition for Fair Lumber Imports, and $50 million will go to a U.S.-Canadian industry council. Another 5450 million is earmarked for charities dealing with housing and forestry, including $l0O million to Habitat for Humanity International. $200 million to the U.S. Endowment for Forestry and Communities, and $150 million to the American Forest Foundation.

"I am pleased that, in consultation with the Canadian government. we were able to fund worthy causes that will meet fundamental needs in the forestry sector to the benefit of both

countries." said Schwab.

She said that the initiative will strengthen the lumber industry in North America by promoting sustainable forest practices in wood production communities. as well as the use of lumber in building low-income housing and rebuilding after disasters.

Ace Expanding Arizona DC

Ace Hardware Corp. will break ground early next year on a 275.000sq. ft. warehouse addition to its retail support center in Prescott Valley. Az. Due to the growing number of Ace stores in the region, the center has been operating at maximum capacity "for quite some time." By enlarging the DC to nearly 900,000 sq. ft., it will be able to support the more than 300 Ace retailers in Arizona. as well as stores in California. Nevada and Utah.

"Ace Hardware prides itself on delivering orders quickly and efficiently to our independent retailers around the country," said Bill Bauman. v.p.-retail support. "The Prescott Valley expansion is a testament to the ever-growing number of Ace retailers and has positioned Ace for even greater growth potential in the Pacific resion."

SERVICES'OUTSIDE THE BOX"

PRODUCTS

Raul

- Dick

- Renee

- Brad

PHOENIX

- Scott

- Tom

Scheduled Truck Runs, VMI Programs, Monthly, Quarterly, Yeady Pricing Programs, Cut-To-Size, Just-ln-Time Delivery One-Stop-Shopping, Experienced Sales Staff, Warehouse, Direct and Reload Sales.

SPECIALTIES

Long Length Plywood and OSB - Thick PanelsAlternative ltems: Radiata Pine, Okume, Elliotis Pine, Low Grade Plywood and OSB - Salvage / Closeout Buys

Simpson Timber Sells California Mills

Green Dianrond Resoltrcc Co.. Scattle. Wa.. ri ill acquir.' Sinrpson Tirnbcr's lumbcr nranufacturittg itnrl sales opcrittions in \olthct'n Calitirrnia earlr ncxt r car.

"As a rcsult o1'Ci.rlilirrnia'\ t'c-gulltorl' clinrittc cor ct'ing tlic nrttr.trltl nrngc uhcrc rcduoocls gros. rrc trtcc a constrainccl sLrpplr o1' t'ctlriootl." saicl Jinr Bron n. prcsidcnt o1' Grcctt Dilrrttontl. "Thr'()tt !lt tlt i' it. tltt i.it iott. ll'c'll bc positionccl to ltror itlc a :lts tainable. rclithle supplr ol clLralitr lumber ploclucts to thc clistrrtet cLlstomer basc Sinrpsort has cstrrblishc-cl over the )cars.

Includcd in the dctl are Srntpsttn's Korbel ancl Orick sau mills. Korbcl and Brainard rentanufactuling facilities. and Santoa remanufacturinq facilitl'and chip dock. Grecn Diamond ri ill operatc t\\ o separatc businessc-s in Californilr: tirttbc-rlantls and uood proclucts.

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:u bs itliulic s ot' S r rlpson Irtr c't tttc rtt. Tuctrr.rtu. \\'a. -\l'tcl tltc:ulc i' crrtttplcte S irnpson Tirtttrcr rr ill rr trrk tronr rts oll'ict. irt Shclton. \\ rr.. r.tttti ()l)criltc t\\ () si.l\\ rtlills in Sltcltorl litlri rllrc in Tltconrit.

Thc cornpanr i' ul:rr e r rrlLrlrtirts thc

-l-i ue rcs it bouclrt curlicr thi: r cut lirr 5l.l nrillitri l't'ottt thc [)ort ()l Longr icrr. \\'a.. us il potcntiril 'itc lirr lu sasnrill. Thc contprinr hlr. thc riSht t() bu\ un r.ttl.jaccnt l5 rictc: 1ot' \(r].{ }{ ){ ) l,Ct' tr.t'e Sittt1t.,'11 . L(rltlr t\'I rc'tluircs it to sell thc lrintl blck to thc poil if l nrill is not built br l(Xts

.\ccoril ing to \pokc\pcr\on Bc-rcrlr J. Hollund. thc c()rttprrt) "clor-sn't hltr c- ltnr thing uoinr rrt thcrc riglrt rto$ " bL-call\c tltc lunrtre I ntlirkc't is tlos n

Longview Shuttering Sawmill

\l0r ing t() Sct ()r-rt ol tltc lrtnttrcr' btt sincss. Lottgr ics lril.r'c ('o.. l-ortgr ics. \\'1t.. tr ill .lorc it. .olc slrrt nrill trq-tcrr.ttiott. ltrulLtctl ttcut'

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BLrilt in It)(l I thc .url ntill .trrrcrrl l\ cllirl()\ ubottt ll l( ) pctrplc. \'e .trlr Protlttctitrn LirIlclt\ l'tlt' ur crlt!ctl 65 ttr -(l ntillion b.l. 1t. trl ltttttbcr IttrriLte t'. Thc rctttrirtittg ltrg tttr cntorr s tll bg Ivqrgq'..g11 inttr tlturl'elublc ltrrrtbcr ;.i. tltc. ntrll 1.r|1;1'g' t()\\ i.rlri lirll clL,.trrc. ln Jtrlr. thc' eonlllll\ itllllr)ullac!l

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ItinrLnec (irouI l-[-('and the ('rittt|lrcll (ilrrLrI l.[-('.

GeoDeck, First choite for long-lasting beauty,

..> h&l& S '. z:5.5".s , i4-4--N -1411 \\'

lqnst performance, and overall value.

That's because CeoDeck is made r.'rth Brodac- . a unrque patented ingredient that makes it rrrtuall; fad! resistant. \\'hether it s Cedar. Drifhrood, or I\lahogany. \our customers nrll enloy the rich color lear after year and contractors nill enjot fener callbacks \!ith CeoDeck s Tongue & Croove board and hollon profile. rt s lighter and much easter to handle and install than other composite boards Thel 1l get a beautiful deck nith a fastener-free look that nas rnstalled rn hall the tlme \1,'tth

.\NWr'4, inestnu€ z h&l& <'

CeoDecl.1ou lt hare e\erlole looh.nq Rood

A counter offer they can't refuse - Part 3

By Mike Dandridge

aITUSTOMERS were always waitlUins in line for Tom Boudreaux.

"Wiat's your secret, Boudreaux?" I managed to ask him between sales. He grinned like a 3-year old at a birthday party. Looking around to see if anyone else was listening, he motioned for me to lean closer. Cupping his hand, he whispered into my ear his two-syllable secret: "Lan-yap." Then he straightened up to his full height and nodded his head with complete reverence, as if he'd just explained to me one of the mysteries of the universe.

It was a word I'd never heard before, if it was a word at all. But, as I watched Tom with the next customer, I understood completely its meaning. Amazed by his candor and ingenuity, it struck me that Tom had stumbled across the third building block of Customer Experience Architecture, after Appearance and Performance.

The third element will be the hardest lor most companies to accePt. That's good news for dealers who build on this foundation, because it means their competitors will be less likely to try it. Properly implemented, it will improve margins, establish loyalties, and trigger word-of-mouth marketing. But this third building block isn't about what you receive. It's about what you're willing to give away.It's Generosity.

I "Lagniappe!" was the word Tom Boudreaux whispered that daY, and here's the rest of his secret. With each commission check, he would buy

No More Boring Counter Days

Instead of offering the obligatory and genenc "Counter Day," try incor' porating a theme into Your event.

For instance, throw a SuPer Bowl Countdown Day a few daYs Prior to the game. Use football paraphernalia as door orizes. Recruit vendors to offer "Super Specials" and turn it into a marketing campaign. Some other suggested themes: March Madness, NASCAR, holidays, seasons.

a bag of 500 wire nuts, a couple of boxes of tape, and a carton of assorted batteries. He'd tear open the wire nuts, repackage them into little Ziploc bags of 10, and, along with the batteries and the rolls of tape, dump them into a bin under the counter. As he was finishing an order, he'd pull one of the items out of his bin and hold it up ceremoniously in front of the customer. Then Tom would smile and say, "Lagniappe!" before dropping his gift in with the rest of the order.

The word came from Tom's Cajun heritage. In Louisiana, it means to add "a little something extra" to a customer's order. Tom didn't do it every time, so customers never knew when it was their turn to receive lagniappe. The practice made him quite popular. Spending his money on the gifts earned him extra commission that offset his out-of-pocket expenses.

Frankly, the idea of spending one's own money is tough for most peoPle to accept who work for someone else. The thinking seems to be, "Well, the company should provide that." And maybe they should. But, Tom didn't blame the company. He simply made the best of his situation and his customers loved him for it.

What are some inexpensive extras your customers would enjoy? Starting the practice of randomly adding lagniappe to your customers' orders will quickly move you far ahead of your competitors.

2 nudg"t for it. I dreaded the day those caps with our company name embroidered across the crown would arrive. There never seemed to be enough. Then a customer would get mad because someone heard someone got a cap and he didn't get one, and the next thing you know it's "Don't I spend enough money here to get a stinking cap?"

Looking back, I see the problem resulted from never buying enough. As far as giveaways go, caps are expensive. Though, if it's a good-

looking cap, from a marketing standpoint it's a bargain, because a customer will wear it like a billboard promoting your company all over town. That's cheap advertising.

If you offer a giveaway, budget enough money so you don't run out. Ever. If you can't afford to do that, don't do it at all. There are other ways to be generous without having to give something away as costly as a caP.

3. If you feed them, they will come. I stole the idea of serving cookies baked in a convection oven from my friend Tony. He told me the fan in the oven would blow the smell of fresh-baked cookies through a showroom. Soon the musty odor of our sales counter succumbed to the fragrance of warm chocolate and sugar. The oven cost $99. The cookie dough came from a wholesale supplier. Again, it was cheap advertising. New customers and "old" ones we hadn't seen in years started frequenting our counter. The resulting new business more than offset the hard costs.

Of course. it doesn't have to be cookies. Plenty of inexpensive treats have universal appeal. Many dealers have popcorn machines creating apPetizing aromas at their sales counters. We had other successes with Tootsie Pops, doughnuts. and bubble gum. Find something unique that customers will identify with you. Many businesses set out a bowl of peppermints, but a jar filled with Atomic Fire Balls is unexpected. Use your imagination. Try different approaches. until you find something that b€comes your signature. Word will spread. Feed your customers and they will feed you.

Appearance. performance and generosity are the bricks, mortar and cement of Customer ExPerience Architecture. The need to influence customers at the counter has never been more important. The differentiation of channels is disappearing. Contractors have multiple choices of where to buy. It's vital to grab their attention and offer proof of value.

It takes a certain amount of faith to give something away with no guafimtee of return. But, the law of generosity is as real as gravity. When you've sown enough, you'll reap an abundant harvest that will yield profits and loyal customers.

- Mike Dandridge is founder of High Voltage Performance and author ofThe One Year Business Turnaround. He can be reached at (254) 624-6299 or via wt+,w.hi g hyo I t a gepe rformanc e .com.

OSHA Revisits Fox Lumber

A Sept. 7 machinery accident at Fox Lumber Sales, Hamilton Mt., caused severe scalp injuries to a female employee and is being investigated by OSHA.

According to the company, Brandy Banks, 23, was operating a fingerjointing machine and had to clear jammed material. When she restarted the machine, some strands of her hair caught on a protruding hex screw and wrapped around a shaft-pulling her hair and scalp from her head.

According to Fox, Banks' hair was pulled back in a ponytail at the time of the accident. He said that first aid personnel at the plant covered her wounds to control bleeding from her injury. Although she has now been released from the hospital, she is receiving outpatient care and won't return to work for several months.

During an OSHA investigation last fall, Fox received I I serious citations with proposed penalties of $33,200 and 12 repeat citations with $86,800 in proposed penalties-which the company is contesting.

Company officials said they have taken several steps to improve safety. A retired OSHA inspector was

recruited to help spot potential hazards. while a committee of l0 employees meets regularly to discuss ways to improve safety. In addition, employees are paid a safety incentive of 50 cents an hour. "We don't want to see anyone get hurt here," said Tim Shroeder, who oversees safety coordination at Fox Lumber.

Extraordinary Ace In Arizona

A new Ace Hardware in Chandler. Az., is more than an ordinary hardware store.

"We're redefining what Ace should be," said Robert Vasquez, who co-owns the store with Brian Freeland. "We want this to be the new flagship of the nation, more than just nuts and bolts but also unique and cool items," said Vasquez.

A barbecue and patio showroom includes a working barbecue island. complete with granite countertops and a waterproof TV, that will often feature cooking demonstrations and free samples to promote top-of-the-line Viking and Capital grills. "We will install it, whether you want a prefab island or built into your home," said Freeland.

The store will also offer a line of

"We tell our employees, leave your problems at the door when you come in to work. I will walk up to employees and say. 'Hey. go and do some stocking in the back if you can't smile while you're talking to a customer."'

- Dean Harrison, manager, Builders Supplt, Palm Springs, Ca.

custom, handmade, wrought iron furniture, while a "boutique" in the middle of the store sells gift items such as sandstone coasters and fragrant handcrafted candles. plus various soaps. "They're something you find at a spa or a boutique, but they're better priced," said Vasquez. For children. the store offers toys hand-painted in Europe. "They're great for kids because they stimulate creative play." he said.

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WRCLA Helps Design Decks

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tourec BC \'/o;c -e-ce's

What do you get when you combine 55 yearc Sawmill Production witlt 80 years Wholesals $alss Expbrience?

Answer: The EE$f & n|}SI comprehensiue sales and service in the fcr.cst products industry.

Featuring the $mntm Group ...for 55 years a leading manufacturer of quality wood pnducts, Operating mills in Onegon that produce 2x4 thru 2xl0 Green Doug Fir dimension; 2x4 & 2x6 suds in KD Hem Fir, KD White Fir, KD Doug Fir plus Green Doug Fir; 2x4 & 4x4 Cedar and Softwmd Plywood. Swanson produces over E(X) million feet ayear,

Co-starring Bt*m lumlor...a wholesale distributor who has provided quality sales and service to dealers for more than 80 years. Bums buys and sells another 500 million feet a year of wood products and keeps inventories close to major markets.

onols

Sam Dickey has been named manager of Weyerhaeuser Co.'s Bauman and Santiam ilevel sawmills in Lebanon, Or. He replaces Don Lenhart, who recently retired.

Bryan Craig has been promoted to assistant general mgr. of Snavely Forest Products' sales and distribution division in Denver, Co. Sharmin Evans, ex-Capital Lumber, will handle inside sales and customer suppon.

Ahren Spilker, ex-Interfor, is now a sales representative at Plum Creek, Columbia Falls, Mt.

Pierce Baymiller, ex-lnternational Paper, has joined Pacific Lumber Co., Scotia, Ca., as v.p. of human resources. Andrea Arnot, formerly a weekly columnist for The Eureka Reporter, is the new director of corporate communications.

Andy Johnson is the regional mgr. of Lowe's new DC in Lebanon, Or.

Del Moon has retired from Manke Lumber. Sumner. Wa.. after 4l years as a foreman, outside salesman, and general mgr.

Chris Madrid, ex-JM Thomas Forest Products, is a new service rep for Capital Lumber, Albuquerque. N.M. Andy Middleton is a new marketing specialist in Chino, Ca. Carlos Fierro. ex-San Lorenzo Lumber, is an account mgr. in Stockton. Ca.

Kurt Vestman, ex-J&H Forest Products, is now sales mgr. of Regulus Stud Mills, St. Maries,ld.

Rick Bernheisel has been promoted to chief financial officer of Swanson Group, Glendale, Or., replacing Chuck Wert, who was promoted to executive v.p.

John Venhuizen has been promoted to v.p.-business development for Ace Hardware Corp., Oak Brook, Il.

Thad Hehn has been promoted to general mgr. of Bozarth Sales. Chehalis. Wa., taking over for Dave Haggett, who retires Nov. 30 after 32 years with the company.

Henry Tintzman is new to sales at Montana Lumber. Hamilton. Mt. David Checketts is a new sales executive at All-Coast Forest Products. Salt Lake City, Ut.

Martin Hodgett, ex-Accenture, has joined Orchard Supply Hardware, San Jose. Ca.. as chief information officer. Mike Racer is new as v.p. of supply chain.

Tom Reed has been named v.p. and general mgr. of the Southern Resources Unit for Plum Creek. Seattle. Wa.

Rob Davidson has been appointed v.p. of marketing for BuildDirect. Vancouver. B.C.

Chad Nordhagen has been appointed finish product mgr. at BonaKemi USA, Aurora. Co. Jared Hall is now project mgr.

Kevin O'Meara has been promoted to president of Builders FirstSource, Dallas. Tx. He succeeds Floyd Sherman. who remains c.e.o. and a director.

Roy Anderson, ex-Montana State University Extension Service and faculty associate at the University of Montana's College of Forestry and Conservation, will work on timber and procurement planning systems and benchmarking studies for The Beck Group, Portland, Or.

Jon P. Vrabely has been named president and c.e.o. of Huttig Building Products, St. Louis, Mo., effective Jan. I ,2001 He will succeed Michael A. Lupo, who will continue as a director and executive committee member.

Norman Walker, PricewaterhouseCoopers, has been elected to the board of directors at BMC West parent Building Materials Holding Corp., San Francisco, Ca.

Mike Jacobs is now mgr. of eastern marketing at Idaho Timber, Boise, Id.

Rick Olszewski has been named executive v.p. of specialty products-sales & marketing for Louisiana-Pacific, Nashville, Tn. He succeeds Harold Stanton, who will serve as special assistant to the c.e.o. until he retires in February.

Jeff Richards has been hired as marketing mgr. for CSI, Charlotte N.C. Roger Adams was promoted to senior v.p. and chief marketing officer for Home Depot, Atlanta, Ga. Frank Blake, executive v.p.business development & corporate operations, was elected vice chairman and a non-voting member of the board. Bill Lennie, senior v.p.merchandising, and Carl Liebert, executive v.p., have resigned. Jim Summers is now director of tool rental.

John G. Morikis has been appointed president and chief operating officer of Sherwin-Williams Co.

Heather Windsor, Matt Waverly and Ryan Hadley, Sierra-Pacific Industries, Redding, Ca., recently passed the Registered Professional Forester licencing exam.

Pete Grogan, recycling market development mgr., Weyerhaeuser Co., Federal Way, Wa., was presented the Lifetime Achievement Award and 2006 Recycler of the Year Award from the National Recyclins Coalition.

Ida Noh is now manning the information desk at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Freddy Fungus and Hugh Mungus.

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and othcr fi-ar cting mistakcs in a shanging economy

55feN Years of Competitive I Helll"

That was the title on the seminar brochure I received recently. As I survey some of the forces flowing through our economy, and witness the way in which they effect my clients, I have to agree. The Information Age is certainly one of the most turbulent

times business people have ever seen.

And the force causing the greatest turbulence is rapid, unrelenting change. Consider this. In 1900, the total amount of knowledge that mankind had was doubling about every 500 years. Today, it doubles about every two years. And the pace continues to increase. One futurist

"Nr Seasoned Fencing"

Dave Kahle predicts that today's high school seniors will have to absorb more information in their final year alone than their grandparents did in their entire life.

At the same time that things are changing rapidly. competition is

( Please turn to pag,e 52 )

Manufacturers of High Quality Incense Ceda-r and White Wood

Sierra Cedar Products, LLC is located in Marysville, California. Our location is excellent for quick shipment via truck, pig van or rail to all locations nationwide and world wide.

o Air seasoning creates stability in our products.

o Current total production in excess of 40 million bd. ft. per year.

. Gradin€ in accordance with WCLIB and WWPA.

. Delivered prices available upon request.

. Full load volumes only.

Bv

Popcorn

(Continuedfrom page 50) ,;r

increasing in almost e ry. kernel exp

Foreign competitors have markets, the wave of

nof displaced executives into f€l ant That's my

grows, one and rockets

and energy in short term "good ideas."

Like kernels of popcorn, they frantically chase los of good ideas hoping that one will be the answer to the mar-

i$eas rarely have any rela-

popper. As the heat kernels explodes inst the side of the popper. A fewlater, another d shoots off in another direcl :'qpffu long, the canister is full g kernels bouncing in ev€ry

to the way entrepreneurs, and the know which many busis attempt explosion continues to evidence i s't''increase their the in new technologies that often prov tue created plishing some task.

The result? Bu .",'sbmething. Then along comes a tion in almost e idea and, pop, like a kernel of explod_ing popcorn, they lunge at the good 'ilea.

sizins has transformed yet to meet an "I have fewer I did three ye growing num seems to be a c economy that we

The company' diverted tow

ff;ffi

an advertisement in a may be a superficial a company that does not

ly ,, 7 | ne gooq loea can oe anymlr ::..J0{aybe it's a media representati S.r r ave to live with for the

industry. I ago." Conti competi rapid change andggopv,ifig competi-

tion have brought a cloud of confusion to c.e.o.'s and sales executives trying to grow their businesses.

One common response to this cloud of confusion is what I call "Popcorn." Imagine kernels of popcorn simmerins in hot oil in the bot-

atcncy sutgesting a new brochure. That also sounds good, and "pop," like kernels of corn exploding in every direction, they expend money

fied prospects. And a new brochure may be a superficial response for an organization that doesn't have feedback mechanism in place to adequatelv understand its customers.

The unfortunate consequences are often more pressure, more confusion, and more energy expended in the wrong places.

Is there a better way? Sure. A far more effective response is to create a powerful sales and marketing system. A sales and marketing system pro-

(Please rurn rc page 54)

Performance you can measure.

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Popcorn

(Continued from page 52 )

vides an interconnected, measurable set of processes and tools that ultimately result in increased sales. Where would McDonald's be today without a system to consistently produce hot hamburgers? Where would Ford be if it had no system to design and build new automobiles? The keys to success for these businesses has been their ability to create and manage effective systems to accomplish their goals.

Sales and marketing can be treated in exactly the same way. The pr(rcess of acquiring customers and then expanding the business with thern can be systematized. If you're successful in creating a working system, you'll be investing your resources in the most effective way, and producing predictable, regular sales results.

Your sales and marketing system should start with a thorough understanding of the needs and interests of the pmspecfs. Fold into that an honest awareness of the unique value your company brings to the market, and you have the beginning framework

for your system. Your system should focus on the highest potential market segments, and &velop segment-specific processes and tools to help you reach your market h the most costeffective way.

When your systcrn is designed. you'll also have a set of criteria in place to help yo adequately assess the potential in srch things as advertisements, brochltres, computer prograrBs, etc.

A well-desfcd system allows you to moy€ out of the desperate reactive mode characterized by "Popcorn" and into a confident pro-active mode.

Here are seven quedlbns to drprmine whcthel y{6e"tlii:rdtin! fiorn the "Systerns" pe*pective or thc "Popcorn" mid set.

Do you tpve specific, realistic objectives for yc sales and market-, ing efforts?

Have yoo pirwipely iatnfifreC your highest pofqr,rligl markets s6gments?

. Have you identified the sequence of decisions that a typical prospect goes through to come to a decision to buy your product or service?

. Have you identified the key activities and processes that must take place on a monthly basis in order for you to reach your sales objectives?

Do you have a monthly measurement of the quantity and quality of your key marketing activities?

Arc you able to track exactly how much it costs to create a customer?

Do all of your marketing collateral (brochures, ads, etc.) directly support the purposes and processes of your system?

Obviously. a positive answer to those questions indicates that you have a well-defined sales and marketing system in place. That means that you have gone from reactive to proactive marketing, and that you're well on your way to regular, predictable sales. Negative answers mean that you have some work to do to bring your sales and marketing efforts into a proactive mode to allow you to successfully compete in the turbulent 2lst Century.

- Dave Kahle, "The Growth Coach," is a sales consultant, trainer and author of sLr books, including Ten Secrets of Time Management for Salespeople. Reach him at ( 800) 3 3 I - I 287 : www.davekahle.com.

Seneca Sells Wholesale Unit

Seneca Sawmill Co. has sold its wholesale division to staffers Bob Brass. Dave Brewer. Chris Re and Bob Spagnolo, who have returned the Eugene, Or., office to its original name, Maywood-Anderson Forest Products, effective October l.

Traders include Pat Meyers, Rob Parks. Dick Barnes. Don Wood and Peter Gibney.

Maywood-Anderson was founded in l9'16 by Bill Anderson, who sold it to Jim Weeks, Bob Brass and Mike Phelan in the early 1990s. In 1996, the business was purchased by Crown Pacific and renamed Crown Pacific Wholesale. They sold out to Seneca in 2003. By that time, the Seneca Wholeale operation included six satellite offices-in California, Arizona, Utah, Kansas and Iowa, which have all since been closed "in an orderly fashion," according to Brass.

Lewis Gounty Ready To Build

Lewis County Forest Products begins construction this month on a new random length dimension mill behind its stud mill in Winlock, Wa.

The new facility, slated to start up in late June 2OO7 will have an annual capacity of 22O million bd. ft. Products will include sreen and kiln-

dried Douglas fir and hemlock, random width 2x4s and 2xl2s, up to 20 feet in length.

In addition, Random Lengths reported that sister company Mason County Forest Products, Shelton, Wa., has cut back to a single shift at its cuttings mill. Normal operations continue at the on-site stud mill.

Vaagen Bros. Buys Top Rival

Vaagen Bros. Lumber, Colville, Wa., has purchased a sawmill in Usk, Wa.. from a chief competitor. Ponderay Valley Fibre. County records listed the sale of the mill and additional acreage at $20.4 million.

"It adds stability to both work forces," said v.p. Russ Vaagen. "The purchase of logs is the most difficult component of running a sawmill these days. This will allow us to get the right logs to the right mill. Both mills will be stronger."

Both mills compete for timber from nearby Colville National Forest, where thinning operations are reducing fire danger and returning the forest to a more natural balance.

Due to declining prices and demand for lumber, according to Vaagen, "it would have been very painful for both operations to still be going individually."

Started in 1989 by Steve Hartmann. Ponderay initially turned logs into chips for the pulp and paper industry. A sawmill was added to produce rough, green lumber.

"I found myself at a crossroads," said Hartmann. The company had grown so much that it either needed to buy its own planer and dry kiln to produce finished lumber, or sell to a bigger company. Vaagen was the logical buyer, he said, because it had recently added its own planer and dry kiln, although some green lumber will still be sent to Merrin Bros. Lumber. Athol,Id., for drying.

Depot Store Scammed Twice

Home Depot. Delano, Ca., recently sustained two incidents of theft-one outside and one inside the store.

Antonio Acosta, 18, pleaded guilty to possession of stolen property after he and a co-defendant tried to sell wooden pallets they took from the store. He was sentenced to 180 days in jail and three years on probation.

Not long after, cashier James Patrick Nolen. 47, was arrested for allegedly embezzling more than $4,500. According to the Delano Record, Nolen was charged with making four or five fraudulent claims for payment of returned merchandise.

DISTRIBUTED BY (Your Name Here)

The Only Thing Faster Than lnstalling Tropics ls Watching Your Profits Grow.

g the leaks

5 hidden elements may be draining your bottom line

By Marsha Lindquist

Itr/HETHER you're a business

Y Y owner. an executive, a manager. or even an entry level employee, you know that the bottom line is important to your company's future. After all, if the company doesn't have a healthy enough bottom line, you probably won't have a job with that organization for very long.

Unfortunately, some people believe that in the business world "profit" is a dirty word. Realize, though, that profit is a good thing for any business, and is the reason why that company exists. Even if you're a consumer, you want the companies you do business with to make a healthy profit, because that means they're going to be around when you need them.

While most people know the simple equation of "sales - expenses = profit," few people realize that creating a healthy bottom line for an organization actually goes way beyond this. In fact, true profitability for any company requires that you focus on five key elements. Failure to adequately monitor any one item could quickly eat away at your company's bottom line, causing you and your staff to work harder than necessary just to stay afloat.

5 Keys to Profitability

l. Revenue (Sales)

One of the most important aspects of revenue is knowing which products or services are the most profitable, and then focusing your efforts on those items to increase your company's revenue.

Obviously, the more sales you bring in, the better your bottom line will look. But simply selling more may not be the only solution. Depending on the market you're in, it may be wiser to raise your prices. even if it means you'll sell fewer products or services. For example, if you're too busy and can't keep up with customer demand, that may be an indication that you need to raise your prices. While you could continue to sell lots of products or services for the less expensive price, if you can't adequately service those customers, then they may get fed up and leave you for a company that can, even if it means paying a bit more.

On the flip side, in order to increase revenue, you may need to lower your prices, especially if you're trying to enter a new market or attract a new type of client. Another option is to "bundle" products or services together into one new item to give consumers a deal they simply can't refuse.

2. E.penses

When it comes to showing more profit, cutting expenses is usually the first thing business people try to do. Unfortunately, when it comes to cutting costs, most business people don't consider the cost itself. They don't analyze whether the cost is an essential cost or a discretionary cost.

Essential costs are those things that don't fluctuate and that you can't change, such as the cost of rent, the cost ofthe furniture you bought, or the cost of payroll for key personnel. Discretionary costs are those things

that can fluctuate and that you have some control over, such as the cost for payroll for temporary staff, the cost of non-essential office services, or the cost of marketing initiatives.

Typically, when it comes to cutting expenses, sales and marketing expenses are the first to go. But this is a huge mistake. Cutting the one thing thar will ultimately bring in more revenue simply doesn't make sense. Rather, go after those expenses that are discretionary and that don't impact the future.

3. lnvestments (Gapltal for Major Expendltures)

Any money you put back into the company, or money you get from other people (banks or investors), is what fuels your future. In fact, if you don't infuse money into your operations somehow, you're not going to be able to grow as a company. At best, you'll be stagnant; at worst you'll be out of business.

Investments could mean buying new equipment, a bigger building, or new technology. Or, depending on your industry. it could mean investing the time to creating a new product or service. Think of investments as anything with a longer-term impact. Failing to invest in your company may not impact your bonom line today or even this year, but it definitely will impact it down the road.

4. Losses

The real losses to be looking for are those subtle losses that silently erode the bonom line. This could include the

wasting of resources or raw materials, people not being productive during work time, and merchandise mysteriously "walking out the door." A major loss that many people overlook is turnover. Not only do you lose the talent, but you also lose time and money as you recruit and train a replacement.

Perhaps the worst loss of all is the loss of customers. When you lose customers, you lose the immediate revenue-as well as future revenue-that person would have brought in. Additionally, you lose revenue from any referrals that customer could have given you.

5. nist

When taking on new work or projects, most companies don't assess the risk associated with the new project properly. Likewise, when they get ideas for a new product or service. they get involved in the emotional aspect of the idea and don't do a risk analysis. They don't understand the potential losses, the required capital investment, or the real expenses. They get enamored with the revenue and fail to pay attention to the other parts of the equation.

In order to know if any new venture. project. product. or service is a

good risk for your company, you must ask some key questions:

. Does this new endeavor have a high market potential?

. Does this new endeavor enable us to work with people who know our capabilities?

. Does this new endeavor have low competition?

. Do we have the financial resources to handle this new endeavor?

. Do we have the necessary staff to properly deliver this new endeavor?

. Does this new endeavor work within our existing timelines?

The more "yes" answers you can honestly give, the lower your company's risk and the better it is for your bottom line.

Focus on the Real Keys to Profitability

When you're talking about improving your bottom line, you need to go beyond just income and expenses. While focusing only on income and expenses may give you some short-term gains, simply selling more or cutting costs will not enable you to remain competitive for the long term.

In order get a true idea of your company's profitability, you must

look at the whole picture on a consistent basis. By focusing on all five key elements-revenue, expenses, investments, losses, and risk-you have the needed opportunities to make Your bottom line the best it can be.

- Marslta Lindquist is a successful business strutegist, author, speaker and c.e.o. of The Management Link, Inc. She can be reached at marsha@ntarshalindauist.com.

Owens Corning To Exit Bankruptcy

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Durastrand Expands From West

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;\insrr olth i\ cLlrrcntl\ cr,|1111,1i11" it. (ir';rntle I'r'rLilic.

Alb.. elrPueitr Lrr eon:trLr.till-! ir \ae()ltLl ntill.l,r Ir'orlLric both OSB lntl OSL. ulonq:itlc tltc cristrn-r rrnc. \\ ltcn conrl)lctc(l cilfl\ nc\t rcur. (illrntj I)r'lrilic t ill lrc tlre lrLrr..,t OSB lnrtntrllre tunng contltlcr, in tltc u olltl.

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A BRIDGE TO THE COI',ll'lUNlTY

AZEK TRIMBOARDS, Moosic, Pa., sponsored a strikeout board during major league games and raised $33,000.f0r five major league tdams'charities that fund research-on ALS 1t-6u Gbhrig's disease), children's cancer research, and other good causes.

Home Builders Seek More Lumber

price increases, officials from the National Association of Home Builders went looking for new import

sources in Sweden and Russia.

"As this agreement became more and more a reality, our members told us to be active in terms of what we could do," said NAHB c.e.o. Jerry Howard. He said that the recent drop in prices illustrates the need for homebuilders to preparc for potential price increases in the future. Since America today does not have the domestic capacify to meets its demand for lumber, he said, increasing imports from Europe could be one solution.

"Lumber imports from Europe account for only a small share of the U.S. market, but these imports nearly doubled in 2005, reaching 2.1 million board feet. We want to build on that momentum," he added.

First stop for NAHB ofFrcials was Sweden, where they contacted producers and discussed import barriers. According to Howard, the Swedish Investment Agency expressed interest in importing American building systems and log-home technology.

Next stop was Russia, which has more than one-fifth of the world's forested land. Along with past president David Wilson. Howard met with government and industry officials to provide an overview of the U.S. housing industry and discuss ways to increase U.S. imports of Russian lumber. Russia already exports lumber to Japan, China and Europe.

NAHB is also researching ways to use other construction materials, such as cement. and petitioning to open up more U.S. forestland for logging.

LBM Co-ops Keep Growing

The top seven hardware and lumber cooperatives last year earned $10.8 billion, up ll%a or nearly $5fi) million over 2004, according to NCB's annual list of the nation's l(X) highest revenue-earning co-ops.

Making the NCB Co.op 100 were:

. #7 Ace Hardware Corp., which increased revenues from $3.29 to $3.47 billion;

#9 Do it Best Corp.($2.90 billion in 2005)

#17 True Value Corp. ($2.04 billion):

#44 ENAP,Inc. ($990 million);

. #79 Allied Building Stores, Inc. ($542 million);

. #87 Progressive Affiliated Lumbermen ($492 million), and #100 Johnstone Supply ($362 million).

The entire NCB Co-op 100 is available at www.co-opl00.coop.

Concerned that attempts to manage the lumber trade between the U.S. and Canada might lead to shortages and

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DROVIDING opportunities for

I family members to achieve leadership positions in the family business is often an important motivator. By embodying the identity, culture and values of the owning family, family leadership represents a substantial asset to the company. The mutually reinforcing benefits of family and business are factors that contribute greatly to a family business' competitive advantage.

Business leaders, however, are typically chosen for their abilities. Most family businesses take pains to inform potential successors that they will only achieve top leadership positions if they are best for the position. In practice, however, the competition takes place on a playing field that is far from level. Despite protests to the contrary, top jobs are more often the family member's to lose than an equal contest to win.

It is often the case that the next generation simply would not have reached the same level of achievement without the family name, relationship and other qualities. Arthur Ochs Sulzberger. the fifth consecutive member of his family to serve as chairman and publisher of the New York Times, describes his position as "a womb with a view," acknowledging that without his lineage, he would not hold his position.

Family members in leadership positions do not have to be perceived as achieving their status on merit alone. Ownership rights are recognized to include favoring family for leadership positions, as long as that favoritism does not extend to harming the business and its non-family constituencies.

Must family successorst'the best"?

By Craig E. Arnoff. Ph.D.

Families who favor their own for leadership roles, however, should take care to avoid certain potential difficulties.

The behavior of successor leaders can have a tremendous impact on their acceptance by constituencies both inside and outside of the business. Being respectful. appreciative. open to listening, and willing to work hard are key factors in gaining credibility. In many family businesses that we know of, early, rigorous hands-on work experience has created empathy and fostered ease of relationships with employees.

Another critical attribute is that successors recognize their own limitations, understand that they don't "know it all," and grasp the critical contributions of non-family executives. The strengths of others can compensate for weaknesses in the family leader. Recognizing this truism is important, but equally important is recognizing the dependency. vulnerability, and risk of poor human resource decisions that this circumstance creates.

Having a solid, experienced, wellmanaged board of directors can help insure against problems that can arise due to shortcomings in experience, education or judgment. The board should devise methods to both support and evaluate executive performance.

As a c.e.o. in a family business recently observed, "You're only as good as the people who work for you." Given this dependency. it is critical that non-family executives are properly rewarded to ensure proper motivation relative to performance and longevity.

Family members can and often

should be favored for leadership positions in a family business if the following conditions are met:

. Potential leaders work hard to demonstrate their ability. preparation and capacity to add value through their leadership.

. Potential leaders' personality and conduct inspire respect and confidence.

Potential leaders understand their limitations and accept input designed to improve their performance and decisions.

. Owners hold family leadership opportunities as a goal of ownership and perceive the process of choosing successors to be fair in terms of access and selection.

. Systems are in place to ensure family and non-family leadership accountability.

. The business has the capacity to attract. motivate and retain outstanding non-family executives.

"My genius is the ability to employ men more capable than I am," Andrew Carnegie famously said.

You don't have to be "the best" to lead your family's business-but you should be very good, and very good at working with those who help you to move the business forward.

- Dr. Craig E. Aronoff is a co-founder and principal x'ith The Family Business Consulting Group Inc., Marietta, Ga.: (800) 551-0633. He can be reached at a ronoff@ efam i Iy bu s i ne s s.com. Reprint ed rtith pernrission from the Family Business Advisor, a coptrighted publication of Familr Enterprise Publishers. No portion of this article nay be reproduced x.ithout pernrission of Familr Enterprise Publishers.

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Background screening eliminates bad hires

By Kim Kerr

L.TEARLY all executives have a difI \ ferent opinion as to what keeps their organization in a leadership position. These answers can range from innovative products and services to competitive pricing and advertising.

But, the most important factor in the success of any organization are the people who show up to work everyday. These employees not only interact with key customers, media and executives, but also serve as the public face for the business.

Finding the right people to employ for any organization is usually one of the most frustrating and costliest elements of running a successful business. As the employment market continues to tighten, discontinuing background checks is a common response among employers who are not looking at the "big picture."

When considering the expenses associated with recruiting, hiring and training-typically $7,000 to $10,000 per candidate-turnover becomes a bottom-line problem many organizations cannot afford to ignore. Simply stated, employee turnover will be drastically reduced if the proper screening is implemented at the begin-

ning stages of the interview process.

Company executives and human resources professionals also have to address employees who lie about their backgrounds during the interview process. According to the Wall Street Journal,34Vo of all job applications contain lies regarding experience, education, and the ability to perform essential functions of the job-proving that a resume is only as good as the paper it is written on.

Additionally, the latest statistics released by the U.S. Department of Commerce state that internal employee-related thefts occur 15 times more often than external theft. Employee fraud costs companies more than $400 billion annually, proving the importance of hiring the right person for any business, regardless of size. It can be a frightening reality to think that one wrong hire could be so detrimental to a company, but it is even more frightening to know that this could have been prevented with one simple stepscreening applicants prior to offering employment.

For years, employers have searched to find a fast, inexpensive and reliable wav to verifv a candidate's back-

ground and credentials during the interview process-especially during times of explosive market growth, when multiple employees need to be hired at once. In the past, businesses would spend days or weeks and a great deal of money to determine a candidate's past employment and criminal history. But times have changed, and so has the process.

Today. it is even more important to get the right information at an affordable price. Speed and efficiency can make or break an important hire, meaning there is no time to waste on unqualified candidates or employees who misrepresent themselves during the interview process. Every employee who is excused following the initial probation period puts a strain on profit margins, and could also pose as a threat to the overall reputation of the organization.

New technologies, such as online background screening. are increasingly being used to help employers identify and weed out undesirable candidates. These applications offer faster, more affordable background checks since they leverage breakthrough data management technologies and massive data repositories that contain billions of existing public records documents. Employers can identify unacceptable job candidates before investing valuable time and money.

Like any other acquisition or major transaction that a business would face. staffing is heavily reliant on innovative tools and resources that enable speed and efficiency and increase profit margins and productivity. Today's online screening technologies not only help employers be more confident with their hiring decisions, but also help to increase the profitability and image of an organization.

- Kim Kerr is vice president/general manager of LexisNexis Ris& & Information Analytics Group, (800) 590-8535.

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Pony Lumber Closes Down

Pony Lumber, Tacoma, Wa., shuttered its stud mill in late September due to market conditions.

President Walt Wirfs informed the local newspaper that he has no plans to restart production.

Wirfs and Veber Partners, a Portland, Or.-based merchant bank, purchased the facility two years ago from Louisiana-Pacific.

More Hawaiians Select Steel

Three powerful forces are making steel framing more popular in Hawaii: rising costs, Formosan termites, and earthquakes like the one that hit the islands October 15.

Builders here reported little or no damage to their steel-frame structures after the earthquake, according to Mardie Torres, executive director of the Honolulu-based Hawaii Pacific Steel Framing Alliance. "Most developers here realize the cost-effectiveness of steel as well as the many attributes it has," said Torres.

At least TOVo of Hawaii's new homes are built with steel frames-far more than any other state. "Steel lends itself well to production housing. It's lighter and very efficient,"

said Adam Sutton, v.p., Haseko Construction. Oahu. His company is building 5,000 new, upscale homes with steel, mostly because of cost savings. He said that the frames are partially assembled off-site, then put together on the lot in five or six days.

Although homes in Hawaii are often framed in steel, most builders

continue to use wood roof trusses. The reason, said Torres, is that the labor force still hasn't evolved enough to accommodate widespread steel-frame roofrng. He predicts that will change as more consumers request steel. "The perception now is, 'I would like to have a whole home made of steel."' said Torres.

Oregon ExpertMarkets Hurricane Plne

A timber industry consultant based in Corvallis, Or., has been hired by the U.S. Forest Service to find creative ways to market Gulf Coast timber infected by blue stain fungus.

Dubbed "hurricane pine," the infected southern pine logs are sound but they do have ribbons of blue running through the normally clear, white grain of the wood. "I think it has a very elegant look," said consultant Catherine Mater. "It's not just blue stain-it's blue stain with quite a story behind it."

Her firm, Mater Engineering, finds new markets for wood products that were once discarded as

waste. When the same fungus atteked pine fuests in Canada scveral years ago, snrdies corylcted by Mater's company led to fqmation of the Denim Pine Association. "We've expanded our marketing focus to always look at the unique and unusual ad crhat we call custom grades for wood," she said.

In the Gulf C@st, she is soliciting firms that have a large prcscooc in the area and are contributing to recovery efforts tbat night srypdt the wood product. She said,'I believe we can sell that to them, and in doing so, frankly, give tbem higher visibility in t€rms of providing financing for tbe cleanrry."

At Britt Lumber, we specialize in redwood fence posts, boards, rails, decking and balusters fi made directly from the logs in our modem sawmill. Wefre large enough to meet your customerci needs, yet small enough to care and provide the personal seruice you need.

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Deck, that will be coming soon," said founder and president Heath Van Eaton. "Our product names indicate that the product is made of wheat straw from the prairie."

Van Eaton said the product he developed is stronger, retains color better, is more sustainable, and looks better than wood composites or vinyl products. "We have testing data to prove that our product fades less and is stronger," he said. "As far as appearance, you can eyeball the product and see that it mirrors the wood-like appearance, but it doesn't fall apart like wood does through the aging and environmental exposure process."

In addition to performance advantages, claimed Van Eaton, "in most cases, our product sells for less than our competitors' [products]."

Coperion Corp., Ramsey, N.J., helped refine the new products. "They are one of the equipment suppliers, and process and engineering groups for us," said John Mitchell, Heartland's v.p. A number of investors, plus grants from the state of Wyoming, provided funding.

Van Eaton said he picked Wyoming because of low taxes, a good quality workforce, and locally available raw materials. "We have an abundant supply of straw in the region, and next year we have people listed to supply us as we grow," he said. "It's all regional from western Nebraska to southeast Wyoming."

Van Eaton said that the future appears bright for the new company. "We are finalizing product distribution with some of the biggest distributors in the U.S.," he said. "I want the product to be available everywhere. We are getting inquiries from all over the U.S., Mexico, Europe and Australia. We are also receiving inquiries from people who want to license our technologv."

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Getting your emails read every time

By Jim Domanski

THE key to getting your emails read and acted on is

I makins sure thev catch vour clients' eyes and draw the reader into th" ."rrug.. Foilow these tact-ics to make your e-mails clutter-free, quick to read, and precise. Your message will be more appealing and more likely to be read with the attention you deserve.

Email can be a very effective and efficient means of communication. It's inexpensive and can produce immediate results. But here's the problem with email, especially in the prospecting and selling process: your prospects and clients get dozens of emails every day.

So the challenge is this: How do you get your email read and acted on?

The key to getting your emails read and acted on is winning "eye share." Eye share refers to how well emails catch your clients' attention amid all the other emails they receive, and how often you draw clients into the text of the message.

Because most prospects and clients get such a large volume of email, their attention span is limited. Generally speaking, they'll scan your message and make a quick determination of whether they should read it now, defer it until later, or hit the dreaded Delete key. Your objective is to get the client to read your message, and read it NOW because if it is deferred, it's pretty likely to get lost or forgotten.

The trick to increasing eye share is making your email easy to read and attractive to the eye. If it's easy to read and attractive to look at, chances are better that your reader will get into the text. Mission accomplished.

Here are eight ways to create email messages that attract and retain eye share.

a I. The Greeting: Formal vs. casual tone...

Sometimes it is subtle and sometimes it is not, but your greeting can influence eye share.

. The "dear" salutation: Compare "Hi, Tracie" to "Dear Tracie;" two different tones are immediately established: one is more informal and one is more formal. What tone do you want to set? There is no right or wrong answer but be aware that at a conscious or subconscious level you are conveying the mood, feel and flow of your message.

Surname or first name: Whether you use a first name or a surname also influences the tone of your email and can impact eye-share. "Mr. Maynard" gives an entirely different feel than "Mark." When you use a surname it is formal and tends to work better with newer prospects, but it also is

very traditional and some readers will put it aside for the moment because it lacks familiarity. Personally. I use the first name regardless of the situation. I am trying to make the email feel more light and personal: I want to influence the reader to see this as an easy going message and not something starchy and formal.

.l

/.The Opening Line: Make o goodfint impression...

The opening line is probably the most important part of the email because this is what your client tends to read first. If the message is compelling. then the reader's eye is drawn further into the text. If it is long. convoluted and confusing, you lose the anention. The eye gets weary and you may lose your reader. Here are some key tips:

. Skip the royal "we." "We at TPD Limited take pride..." Borniiiing! Who cares? What's your point?

. Please, please don't use the old clich6s: "Brandi. further to our conversation today please find attached..." Not only is this old fashioned and stilted, it is what every other vendor uses; you don't stand out from the herd of others who send the same types of messages. Instead, say "Janice, here's the report you requested." This approach cuts to the quick, uses fewer words. and makes it easy to digest.

Another powerful type of opening is called the "direct approach." Tell your reader the precise reason for the email. For instance: "Bob, the reason for my email is..." Readers find this refreshing and it helps them determine if they should spend more time here or skip onto something else.

. Here's another really, really powerful way to get the gist of your message across to your reader: If you have two or three key points you want to make or reasons for the email, then tell the reader. For example, "Matt, there are 3 reasons for my email today." Or "Derek, I know you are busy. I have 2 quick reasons for my email today." This works because a numerical list tends to make the average person curious; they wonder, "What are the three points?"

And because they are itemized, it makes it simple for the eye to follow and quickly check out the key points. Rich in psychology, this is a BIG tip. (I also recommend using this approach in the subject line to catch your client's attention.) Use numerals (e.g., 2,3,4) rather than written words (one, two, three) because the numeric catches the eye since it is different from the text.

. Make your opening only one line long. That's it. One line is easy on the eye. It's not an intimidating, long winded paragraph. One line tends to lure the reader in-a snack instead of a meal. Here's a really neat idea: Put your opening in bold face print to suggest importance and add an extra punch. It stands out, draws the eye to the text, creates curiosity and suggests importance.

3. fn" Paragraphs: Short and sweet are best,..

The paragraphs contain the meat of your message. The rule of thumb: the shorter the better.

First, double-space the greeting line from the first paragraph. This creates "white space;" i.e., it opens up the email and makes it friendlier to the eye.

Always double-space between paragraphs for the same

reason.

Never make your paragraphs more than three or possibly four lines. Anything longer than that can turn the client off simply because it "looks" long. They say to themselves, "I'll get to that when I have more time."

Use the same technique I mentioned in the "opening;" i.e., put your first line in bold print. Again, it draws the eye and more importantly, it gets the first line read. If it is crafted well enough it can pull the reader into the rest of the paragraph.

If you have two or three reasons for the email, start your first paragraph with "The first reason for my email is..." Or, alternatively, number the points: "1. The report..."

. Use indents to highlight key points. The use of white space and the uneven edges continue to play with the roaming eye of your client. It naturally tugs the eye to the indented words. It's a great way to emphasize benefits, etc.

. Similarly, you can change the font to emphasize a key point. Notice that I have switched to italics. Because there is a change in font, the reader is drawn yet again to a dif' ference in the text.lt creates curiosity because it is dffirent.

. Use bullet points to shorten your message or list items. Have you noticed? I have been using them throughout the article. Ifyou made it this far chances are I have influenced your decision by making it look like a quicker read than it really is.

. Try not to go beyond three paragraphs. I know that is not always easy and in fact, it is sometimes necessary to go longer. It will depend on the objective of the email. Generally speaking however, more than three paragraphs can be subconsciously perceived as burdensome to the mind. If you need more length, use an attachment.

4. rn" Last Paragraph

The last paragraph gets read often. Reader's eye often scan or skip the paragraphs and zip down to the last line or two to see if something needs to be done. You can leverage this natural process.

The last paragraph should be one line, maybe two.

. Use it as an "action" line. Tell the reader what you

(Please turn to next page)

Dictributr.rn : Johsite packagrrrg Crrstonr l"'hlling

(Continued from previous page)

will be doing, what actions will be taking place, or what they should be doing. Use bold print.

5. rn. ctosing

Like the opening, how you close the email can have a subtle influence on your reader's subconscious.

. Standard closings such as "regards," "all the best," "yours," "yours truly" will vary depending on the nature of your relationship with the client.

. The more you know them, the less formal you need to be; in fact, you can even skip the closing and just leave your name.

O. The Postscript: P.S....

In direct mail, the P.S. is one of the most important components of a good letter. Next to the opening line, the P.S. is the most read line in a letter. Why not the same for the email?

. Use the P.S. when you have something important that should be noted and you want to make sure the client sees it. When you want to build the relationship and show the personal side of you, e.g., "P.S. - Eric, trust the surprise party was a hit."

sl/. The Signature File

If you don't have a signature file, make one... today... right now. If you don't know what a signature file is find out... today... right now.

A sig file should have your name and your contact information (phone,

email, fax, Web site, and mailing

address).

Why? Because it makes it easier if the client suddenly decides to call or respond in some way. They don't have to fumble around and look for numbers. etc.

8. fuiscellaneous Tips: Looking good...

Here are a few other tips culled from direct marketing gurus.

Font: For the most part, use a Serif font, such as Times (the type you are reading now) because fonts with "little feet" have been shown to be easier on the eye (and it's all about eye-share). If you use Sans Serif font (without the little feet), use Arial or Verdana because they are more common (but are considered a little harder to read than Serif).

Size: Use l2 pt. size because it's standardized and sized to read without being garish; anything smaller could be challenging and not appeal to the eye.

. Backgrounds: I have mixed feelings about backgrounds, but tend to be conservative here. For the most part, play it safe and go with a regular white background.

. Color: Black or blue print. Blue is used less often so it can have a positive impact on eye-share.

. Smiley things: Please don't put in happy face symbols, sad faces, or any of those characters (unless you are REALLY close to this client). We are talking about a business email and not a love letter or a chat service.

Acronyms: BTW (By The Way).

TTFN (Ta Ta For Now). Don't use acronyms that people use when chatting on MSN; these are clients and not your pals who may not know what you mean.

Attachments: Use attachments as necessary for quotes and proposals. Make sure to reference them in vour email.

If you want to give yourself an edge in the selling process, create emails that are easy on the eye. Eliminating clutter makes your message more appealing and thus more readable. If your message is read sooner (rather than later), your sales cycle will increase. This can mean your customer or prospect taking some sort of action sooner. It means increasing your leads or sales in less time.

- Jim Domanski is a speaker, author and president of Teleconcepts Consulting, helping businesses and individuals use the telephone more effectivelt to generate leads and sell more product. He can be reached at (613) 591-1998 or yia n'rt'rt'.t e I e c oncept s cons u I t i n g.com.

Gas Stations Pump Up llepot

Home Depot has opened a pro totype Home Depot Fuel store, which includes a 2,7fl)-sq. ft. convenience store, filling station and car wash.

"The Home Depot Fuel strategy complements our recently announced plans to reinvest $350 million in our retail stores in the second half of 2(X)6," said senior v.p. Jim Stoddart. "It's another way for us to continue to grow store revenue by delivering innovation, great value, and one-stopshop convenience to our customers. Plus, it's no secrct that the same contracton who spend a lot of time in our stores are also heavy custorners of convenience stores."

The chain is testing the new concept before deciding whetber to expand to new markets. The new facility sits in front of its home improvement center in Acworth, Ga. The company selected Acworttr because of its location along a major corridor and the success of the existing Home Depot store.

Depot opened fircI locations earlier this year in Brentwood and Hermitage, Tn. Each surtion is projected to generate $5 to $7 million annually.

llews Briefs

(Continued from page 24 ) million single-family starts rose 4.3Va to a | .426-million pace regionally, starts fell 2.2Vo in the West permits dropped 6.37o

Weyerhaeuser will shut down its sawmill in Carrot River. Sask.. and a plywood mill in Hudson Bay, Sask., in early January

CSl has made an accredited presentation on D-Blaze available on AEC Daily, a continuing education Web site for architects and design professionals ...

Marvin Windows & Doors, Warroad. Mn.. was voted best national manufacturer and JeldWen Window & Door, Klamath Falls, Or., best remodeling contractor manufacturer for wood and wood clad windows in Market Resource Associates, 1nc.'s Best In Class Awards ...

SelectBuild Construction, a subsidiary of Building Materials Holding Corp., San Francisco, Ca., has agreed to acquire M//ls Roof Consulting Inc., Las Vegas, Nv.; the deal is set to close by the end ofthe year

Kelleher Corp., San Rafael, Ca., won the Mobile Enterprise Alliance's 2006 Mobile Impact Award in the sales force enablement category ...

Canfor will close its fingerjoint sawmill in Grande Praire Nov. 13: operations at the lumber mill next door won't be affected

Do it Best Corp., Fort Wayne, In., ranked 248th on Information Week's list of the 500 companies with at least $500 million in annual revenue that use leading-edge technology ...

Lloyd Lumber, Nampa, Id., received an Integrity Counts! award from the Better Business Bureau...

Cascade Capital, Tacoma, Wa., a division of Capital Lumber Co.,

Tacoma, Wa., recently joined with Rivers Wood Products and Terminal Forest Products on an Extreme Makeover project in North Pole, Ak.

CanWel Building Materials

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- Please contact (8O0) 223-4185 o r v i s i t rrrrrl pnssands ermour.com

A Convenient Lift

Cat Lift Trucks has new diesel. pneumatic-tire lifts designed for operator convenience in demanding applications.

Groovy Decking

Plastic decking is now available from Trimax Building Products in a solid groove and groove design. The new deck board works with Trimax's hidden clip system to ensure perfect spacing and alignment.

Made of recycled high-density polyethelene, the product reportedly won't dent, mold, rot or splinter, and never needs painting.

- Please contact (866) 987-4629 or v i s i t tt'tt'tv .t r i marbp.c otrt

The beaded inset option highlights the doors and drawer fronts and works well with traditional designs.

- V i s t wtetr .ce tl v- orlc re e k.c om

Sinks Of Steel

Briggs' new line of stainless steel kitchen sinks includes six styles in polished and bright satin finishes.

Two top-mount and four undercounter models are available in sinele bowl, offset and double bowl styl-es. Rounded corners and contoured walls

Six different capacities range from 17500 to 33.000 lbs.

Other improvements include a new turbocharged engine, hydraulic fingertip control system. and ergonomic styling.

- P I ea se visit rlwrr'.cat - I ift .c om

Tough Miniatures

Beaded Cabinets

Canyon Creek Cabinet Co. has added the option of a beaded inset to its Cornerstone line.

Inspired by handcrafted furniture, the line features flush-fitting doors and drawers. dovetail construction, and full-extension undermount slides.

facilitate better cleaning.

All models are undercoated to prevent condensation.

- Please go online at wrr'rt'. briggsindustries.com

Klein Tools' four-piece set of miniature screwdrivers includes two cabinet tips. plus one each of Phillips and keystone tips.

Each driver has a heat-treated. chrome plated shaft, Tip-Ident handles, and cushion grips for comfort.

- Please contact (800) 553-4676 or visit www.kleintool s.com

New Composite Decking

Composite decking from Elevon Inc. is made of virgin PVC foam, using no wood filler.

Backed by a 25-year warranty, the product is available in both contemporary woodgrain and exotic tropical woodsrain colors.

Installation can be accomplished with traditional wood screws or invisible quick clips.

- Please contact (905) 567-5688

Instant Concrete

Garon's Hy-Speed 500 is instant concrete in a can.

Just add water, mix and pour like syrup for emergency-repair cement that dries in one hour.

The product needs no priming,lev-

eling, or troweling, and comes in 5gallon pails.

Each patch reportedly is three times stronger than ordinary concrete.

- Please contact (800) 631-5380 or visit www.garonproducts.com

New Wood Treatments

Two new treatments from Lanxess were developed to protect wood and wood composites from termites and other wood-boring insects.

Preventol TX-CT 50 and Preventol TX-CE 12 contain thiacloprid, a new class of insecticides. Both can be applied in stationary treatments plants

by dipping, spraying, flow coating, vacuum and pressure treatment, or by brushing by contractors or d-i-ers.

- Please go online at www.protectedbypreventol.com

Scanners With Range

Long-range bar code scanners from Glacier Computer are designed for tough industrial applications.

The Kodiak series was built to withstand 6.5 ft. drops onto concrete, as well as rigorous vibration and humidity.

- Please go online at www.glaciercomputer.com

Versatile Railing

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Doors With Heart

Limited-edition Jeld-Weld doors with unique heart carvings are available through February 2007.

Warm At Work

Propane forced-air heaters from DESA reportedly are portable, rugged and quiet, to keep workers warm in the coldest weather.

A high-capacity fan quickly circulates directional heat, while an adjustable footing allows spot heating..A top-mounted handle makes movlng easler.

Three styles offer sru outputs from 55.000 to 170.000 with a built-in thermostat.

- Please visit www.desaint.com

Less Dust?

Sheetrock joint compound from USG is formulated to reduce the dust associated with the installation of drywall.

The product binds dust particles together so they fall straight to the floor during sanding, for less mess and quicker cleanup.

Packaged in a 3.5-gallon pail, the product reportedly bonds like a taping

product and covers metal surfaces such as corner beads and fasteners with just two coats.

- Please visit www.usp.com

For each door sold, the company will donate $100 to the American Heart Association to combat heart disease in women.

Two designs are available preprimed, constructed of solid MDF sheets with a polystyrene core to reduce noise.

- Please contact (877) 535-3462 or visit www.ield-wen.com

Sales- Greg Chase

Phone: (541) 874-2236 FAX 541-874-2123 P.O, Box 7 Riddle, Oregon 97469

Nailer On The Go

DeWalt's cordless finish nailer eliminates the need for gas cartridges or hoses and a compressor.

ed and non-sanded grouts, to inhibit the growth of mold and mildew.

According to the company, the additive has low water solubility so it won't wash away-even in high moisture environments like showers.

- Please contact (800) 738-1621 or visit tvww.bonsal.cottt

Tape lt Anywhere

Magnet tape from Dowling Magnet sticks to photos, paper and other lightweight materials and can be removed without causing damage.

sive backed tape can be used around the home and office. for organization. hobbies. and crafts.

Each 25-ft. roll is packaged in a snail-shell dispenser with a built-in serated edge for clean tear-off without scissors or other tools.

- Please go online at \'rr'rr'.dortlirtgnrugnet.com

Snap and Slice

Aluminist heavy-duty. snap-blade knives from Tajima are available in metallic silver. blue or red colors and come preloaded with three blades.

The DC628K is powered by a flywheel mechanism that can reportedly fire up to five nails per second with time delay between shots. The driver on the flywheel was designed to easily drive up to 2" nails into hardwoods and up to 2-112" nails in soft woods.

A metal top cap allows the tool to withstand jobsite abuse, hot and cold environments, and dusty conditions.

The 18v battery pack permits the firing of approximately 700 nails per cnarge.

- Please visit www.dewalt.com

Wonder Grout

Bonsal American has added an antimicrobial asent to its line of sand-

Ultra-thin and 314" wide. the adhe-

The die-cast aluminum handles are resistant to chemicals found at the jobsite. Blades are heavy-gauge stainless steel for safety and control. Removable end caps double :rs a segment snap-off tool.

- Please contact (888) 482-5462 o r v i s i t rr'rr:,r' .taj imat ool .com

Cabinet Enhancements

Three new mullion doors and three new semi-transDarent colors have been created fbf Merillat's Masteroiece collections. ^

The new doors are named lterra, Prestise and Mavfair.

Pef,percorn -is dark brown with

black overtones for oak and cherry door styles. Praline is a golden with yellow overtones for maple door styles, and Irish Cream is off-white

with a medium brown corner and profile glaze for maple door styles.

- Please visit www.merillat.com

Double Hung Vinyl

Two new double-hung vinyl windows from Milgard Windows & Doors reportedly off'er the style and beauty of wood windows without the maintenance headaches.

Both the Tuscany replacement and the Montecito new construction windows have SunCoat Iow-E insulating slass and a mechanism that automatiially locks when closed.

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Todoy's Response To fomorrow's Demonds

Preserveo Pressule Ilecled Wood

Borole-Treofed Wood

TimberSayef PT

D.BLAZE

tire Relordonl Treoled Wood

Presure Treoted Wood Products

Cu$om lreoting - Heot Treoting Service

Roil Service (BNSF)

I 5500 Volencio Ave. - Fontono, Co 92335

Fox909-350-9623 E-moilfwl-fwp@pocbell.net

nlwv.fontono wholesolelumber.com

Coll Croig or Chris

PARR LUMBER C0., Chino Ca ce ebrated 1s 30lh annrversa'v Sept 30 wrth cocktai s. d nner and dancino at the Balboa Bav Cluc. Nericort Beach, Ca (1) Pete & Ev Parrella lZ; trl cnae 8 Brenda Parre a (3) Janet & Nestor Prmentel (4) Rosario Chicas. Tony lr,,lartrrez (5) Flanr & Patty Hornsveld. (6) Sandy Dembrnski. Ke y Srsen (7) An ta & Lvnr Betherum (8) Me inda Taylor. Mary Jane Krrha (9) Deco'a & Ern e

MORE CELEBRATING at wholesaler Parr Lumber Co.'s 30th anniversary parly (continued from previous page): (11 Leslee Livrano, Lou Bischara. (2) Heidi Robinson, Ed Butz. (3) Kipp Anderson, Condace Juhnke, Vince Galloway, Margie & Ken Jenkins. (4) Yolanda & Oscar Pedillo. (5) Marco & Claudia Acevedo. (6) Sandy & Pat Bennett. (7) Pam Winters, Chris & Mary Hexburg. (8) Marcie Wiens, Dana Faasen, Janette Mastrogany, Dara Silvestri.

Quolity Western Cedqr Products

ASSOCIATION of Millwork Distributors held its annual convention Oct. 14-19 at the Gaylord Texan Resort & Convention Centei in Grapevine, Tx. (1) Joey Fambro, Lainea Ashley, Jefl Nichols. (2) Ted Smith, Mark Setzer, Bryan Hoyle, Jim Murk, Bill Munoz, Mike Trantham. (3) Ken Stubert, Barbara Gahan, Pat Gannon. (4) Brian Lasenyik, Jim Cervi, Debora Tucker, Robert Updegraff. (5) Mark Westlake, Jim Lovell. (6) Rodrigo Monreal, Felipe Montes, Roberto De Vidts,

Gonzalo Aparicio. (f Tom Meier, Randy Roedl, Justin Norman. (8) Harry Hoffman, Chris Tenels, Carol Lyn Groce, Jay Penney. (9) Greg Sinclair, Matt Carlton, Terry Stephenson. (10) Al Delbridge, Neal Grubbs, Dave Cady, Terry Livengood, Debbie Anderson, Scott Kilby. (11) Michelle Frannicola, Bill Simon. (8) Joel Adamson, Gamett Douglas. (9) Jim Snodgrass, Duane Roth. (10) Ed Sturdivant, Tim Ellis, John Hanvell. (14) Dave Burke, Jack lsom. (More photos on next page)

AMD event (continued from prevtous page) began with a golf tournament at the Cowboys Golf Course and concluded with a "Diamonds & Denim" dinner that featured entertainment by country western performers Crystal Gayle and Lee Greenwood (1) Sim Chapman, Tom Jappert, Dallas Stovall. Neil Calilck, (2) Jim Houser, Scott Green, Ca German. (3) Tom Lapinski. Guy Boulanger, Alexis Boulanger. (4)

Alberto Valenzuela, Ramon Vergara, Car os lt4onroy, Richard Smallrdge, (5) J F Gullo, Alex Schvartsberg (6) Teresa Luze, Mike Owens, Cherry Williams (7) Craig Young, Jim Schmidt, Dan Beaty. (8) Pete Delaney, Melissa Lea , Les Baker. Kellie Schroeder. (9) Lonnie Bamev, Jason Calareo. Dave Nickodemus.

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PETERMAN'S guests (contlnued from prevrous page) enjoyed a weslern-style BBQ, plus vendor specials and discounts (1) Ann Raymond Oscar Chavez. (21 Gary Hernandez, Phil Feifinger, Doug Furman. (3) John Jones. (4) Jeff Seeveres, Mike Kachurak, (5) John Kr gbaum, Julia Rummerfield. (6) Abe Hilker lsaac Hilker. (7) Deac Wagner, Krista Tecumseh (8) Go an Levy, Craig Deveraux (9) Danie Pe letier Pierre Lefeller. (10) Joe Gomez. (11) Bryce Mulvey. Terry Garner. (12) Bryan Plyes.

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The Powered Truck Tarping System ha5 been developed for the shipping and receiving industries.

Designed to ease the handling of truck tarps, this proven system is operator friendly, labor efticient and safe.

This system <u be installed in most existing building

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Siding Installation To Watch

The updated CertainTeed Professional Guide to Siding Installation is now available in both DVD and VHS from CertainTeed Corp., (610) 341-7328; www.certainteed.com.

Demonstration Home Tour

A video tour of the "Louisiana House" project at Louisiana State University. demonstrating building and landscaping techniques appropriate for modern residences, is available through project cosponsor Arch Wood Protection, (770) 805-2576; ptwinfo@ archchemicals.com.

Outdoor Living Options

A 2007 Brite Manufacturing product catalog, featuring cedar and pressure treated wood lattice, moulding and deck accessories, as well as composite decking and railing, is free from 2 Manchester Ct., Bolton. Ont. Canada LiE2J3; (800) 265602 l ; www.britemfg.com.

Woodworking Machinery

The 2007 edition of the Wood Machinery Manufacturers of America's

biennial directory for U.S. woodworking industry buyers and manufacturers, including furniture. cabinet. sawmill, millwork and plywood plants. is free from WMMA. l0O N. 20th Street,4th Floor, Philadelphia, Pa. 19103: (215) 5@-348r'.: wmma@ fernley.com: www.wmma.org.

High Wind Download

Simpson Strong-Tie's new "High Wind Framing Connection Guide" can be downloaded free from www.stronstie. com/hw.

Dennis Richardson, 62, owner of Oregon-Canadian Forest Products of California, Orange, Ca., died of a heart attack Sept. 30 in Fontana, Ca.

A highly decorated Marine Corps veteran of the Vietnam War, he joined Ward & Harrington Lumber in 1968. He moved to Crown Plywood & Cedar, before joining South Bay Forest Products, Orange, in 1975. In January 1986, he launched his own wholesale office as Oregon-Canadian.

William H. "Bill" Farmer,60, long-time Mendocino County lumberyard manager, died Oct. 17 after a lengthy battle with cancer.

A native of Broken Bow. Ne.. he entered the lumber business in the mid-1960s, working in the Lakeport, Ca., yard of Diamond Lumber. After two years in the Army, he returned to Diamond's Lakeport yard.

He moved to Ukiah, Ca., in the late 1970s and joined Wardway Lumber, before returning to Diamond as assistant manager of their Ukiah yard and later as manager of their Orland and then Colusa, Ca., yards. He then returned to manage Diamond's Ukiah yard until its closure. He then managed Mendo Mill's Willits, Ca., yard.

Ernie Selmeczki, 89, former owner of Pete's Hardware, Castro Valley, Ca., died Oct. 11.

Founded in 1926, the store recently celebrated its 80th anniversary. Mr. Selmeczki and his brother, Frank, took over the business in 1952 when their father, Pete, died. They joined the Ace Hardware chain in 1968, and in 1974 built a new 7,200-sq. ft. store.

Mr. Selmeczki worked at the store until his early 80s. His daughter, Linda Roark, and her family started running the business 15 years ago and have since expanded the store to 12,000 sq. ft.

Depot Arsonist Pleads Guilty

A former employee of the Home Depot, Chandler, Az., pleaded guilty to arson of an occupied structure and endangennent.

A court-appointed psychiatrist determined that Ali Warrayat, 25, who worked as a paint stocker, was suffering from schizoaffective disorder. According to police reports. he was angry over not getting a proper raise.

He was ordered to serve a five-year prison term and pay almost $900,000 in restitution to Home Depot.

Ace To Give Away The Store

Ace Hardware is searching for the nation's top entrepreneur, who will receive a new, fully stocked and staffed Ace Hardware store located in Dallas, Tx., and valued at $l million.

The lucky winner will be announced at the co-op's spring convention next March in Las Vegas, Nv. "We can shout out loud and proud to our customers from coast to coast that Ace is growing, we're thriving, and we're moving full steam ahead in spite of the big boxes," said Paula Erickson, the co-op's new director of advertising and brand development.

"This idea breaks down the barriers and brings Ace to the people-a recipe for success," said The Apprentice's

Bill Ranic, who will team with spokesman Lou Manfredini and Ace retailers to choose the winner.

In addition, said chairman Tom Glenn, the company has begun working on a new store model that will further differentiate Ace stores from the big boxes.

President and c.e.o. Ray Griffith said that the co-op is on track to post a fourth consecutive year of profits in excess of $100 million. "If we can finish the year at this pace, we will deliver the largest sales increase in a decade," he said.

Fred C. Holmes Lumber Co.

OU R, REDW OOD SPECI ALISfS'

We offer on extensive inventory of fine redwood products including Fencing, Decking, Siding, ond Premium Tinbers. Whethei your oider is by the piece or trucklood, our gool is fo ensure the highest quolily ond service.

CLEAR ALL HEART A/R SEASONED HRT BEE KIIN DR/ED CLEARAYE GREEN BEE ROUGH &S4S

SEIECI HRI CON HRI

CUSTOM M/IUNG AVAILABLE

Wholesale lumber products

coN coMMoN stzEs FROM tx4To l2xl2

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

P.O. Box 8OO, Fort Bragg, Ca. 95437 Fax 707-961-0935 (8OO) 849-0523

Sudoku Solution

( Putzle on page 62)

ploce

Rates: $l per word (25 word minimum). Phone number counts as I word. address as 6. Head-line or centered copy, $8 per line. Private box or border, $8 each. Column inch rate: $50 camera-ready. 560 if we set type. Send ad copy to Merchant Magazine,4500 Campus Dr.. Ste.480. Newport Beach, Ca. 92660, F ax 949-852-02-3 I dkoenig @ building-prod-

ucts.com. or call (9-19) 852-1990. Make checks payable to Cutler Publishing. Deadline: l8th ofprevious month.

To reply to ads $ith private box numbers. send correspondence ro The Merchant Magazine. cio the box number sho*n. Names of adlenisers using a box number cannot be released.

INVENTORY CONTROL SPECIALIST

Universal Forest Products is seeking an inventory control specialist for their Riverside. Ca., facility. Successful candidate will act as liaison between plant and purchasing office located in Windsor. Co. Administer inventory control policies and procedures. Maintain inventory forecasting to ensure proper stocking levels of products. Duties include coordinating with purchasing, local plant and sales staff to ensure balanced inventory. Building and maintaining o[ spreadsheets and other reporting systems to analyze and expedite the flow of inventory. Creating other reports as required. High computer literacy a must. If you are interested in joining a winning team, please email your resume to Tim Gaffney at tgaffney@ufpi.com or Fax to 95 I -826-30 I 3. All replies will be kept strictlv confidential. EOE

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

INDUSTRIAL WOOD PRODUCTS SALES

Salary+Bonus+Stock

Technology Teamwork. Growth Freedom

Email your resume to jobs@ilvaris.com

Complete confi dentiality assured

Wmd Products & Building Materials TEding Grcup USA' Canada flerico' lnl.malional

EXPERIEiICED LUilIBER TRADERS WAMIED.

We are Hardwood and Softwood log and lumber wholesalers with offices in the United States and Canada. We're seeking sincere, experienced lumber traders who have a view towards the long term. Work INDEPENDENTLY from your paft of rhe country. OR from our offices in the Toronto area. This is an excellent opponunity with a well€stabtished company. We enjoy an OUTSTANDING Rnanc,al and marketing reputation. For compfete deta,ls of our interesting and r€rrard,ng prqram please phone Bob Wilson lN STRICT CONFTDENCE. We'il atso Invrte you to speak with one of our current trading panners.

Univenal Forest hoducts is seeking an experienced industrial salesperson for the compan1 's Riverside. Ca.. facilitl . Candidates must have comprehensive knouledge of industrial sales processes. We are looking for a highll motivated self-starler. u'illing to do uhat it takes to land ner.r' business in a fast paced competitive environment. Generous salary and benefit packaee commensurate uith knouledge. experience and abilitl. lf you are interested in joining *hat Forbes magazine calls "One of America's besi managed companies." please email your resume to Tim Gaffnel at tgaffnel@ufpi.com or Fax to 951-826--1013. All replies uill be kept strictll confidential. Universal is an equal opponunitl emploler.

EAGON USA CORP.. shich represents various South American and Chinese plr'*ood mills in N. America. is seeking candidates for the position of pl1'*ood trader/salesman. Salesbased commission. compensation and benefits are ne,sotiable. Send your resume to ja1-park@ eagonusa.com or Fax .125-.15.1-2-168.

LAS PLUNTAS LUMBER & TRUSS CO..

LLC. Are 1ou looking to find a career *ith a compan) that has excellent benefits including Medical. Dental and Vision coverage'l Available positions include. but are not limited to. Accounting. Credit. Design. Dispatch. General Office. Operations. and Sales. Fax resume to 951-6E5J195. THINKING

Feature your Business Card in Tbe Mercbant

Soy Hoppy l{ew Year and help build new liaes fo, wound,ed,soldiers

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

Your business card-reduced slightly to 2318" x l-318" -will appear in a special section in our January issue. The cost for each ad is just $100, $25 of which is tax deductible and will be matched by us-for a total donation of $50 to Homes For Our Tfoops.

Founded by contractor John Gonsalves in 2004,Homes For Our T[oops uses donations of money, building materials, and professional

labor to build new houses or adapt existing homes for soldiers who return home with serious injuries and disabilities.

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

Doing Your Part Is Easy: Just send us your business card and a check for $100 per card before Dec. 15. Please specify which publication you'd like to appear in-The Merchant Magazine or its eastern counterpart, BPDBuilding Products Digest-and mail to Cutler Publishing,4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

Any Questions?

Calf Alan at (949\ 852-1990

Sounrm Cntronul

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

U.S. 80rax.,.........,,.. ......(661) 287-5400

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

ORANGE COUNW & INLAND EMPIRE

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

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

Bear Forest Products..........(877) 369-2327 (951) 727-1767

BMD (Vernon) .,,...,.. ......(877) 5874137

BMD (Onrario)......... ......(800) 4354020

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

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

Building-Products.com..................................(949) 852-1990

California Lumber Inspection Service............(714) 962-9994

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

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

creatuswood Producrs......(866) 974-0180 (909) 974-0180

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

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

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

lnland Timber C0,.,.. ......(909) 783{470

International Forest Produc1s........................{909) 627-7301

Kelleher C0rp.......... ......(909) 360-1880

Kelly-Wrighl

llonn & Grrmr Crurcnrn

LAS VEGAS

Lumber Prodw1s.... .......r/02) 79S866

Weyerhaeuser Building Materials..................@m &ffi73

RENO / CARSON CITY AREA Capitol P[^rood..... .......fr/s) 329-4494

Nevada Wood PreseMm.............................m51 5n -M

SienaPreFinish...........-......... ....ie66iz4+5536

Weyerhaeus€r BuildirE Materiab... ...... lSzn 245'6873

NEW ilEXICO

ALEUOUEROUE &ise Dbtrihrtbn (800) 889{m (505) 8z€150

Caoital LumberCo.. ......(*18n-7m

Lumber Produc1s..... .'..(*$n+270

orePac Euildino Pr0ducts.............................(505) 34$8135

Thomas Forest?roduds. J.M..........,............(8m) 54$5180

Westem Woods. Inc......................................{800) 6.|7-2331

ARIZOttA

ELOY Arizona Pacllc Wood Preservir€..................(520)

WASHINGTON

PmUg Jontnwr

.(800) 637-0992

Lewis Countv Forest Products.............,..,,..,.(866) 336-9345

Louisiana-Pacific Corp....,..,..,..,...,..,,..,,..,,....(503) 221-0800

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

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

0rePac Building Products..,.,..,,..,...,,............(503) 682-5050

Pacific Wood Preserving.,..,.,...,..,,..,...,...,...,.(503) 287-9874

Stimson Lumber...,. .......(800) 445-9758

Thunderbolt Wood Treating...........................(503) 936-9976

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

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

Weyerhaeuser Building Materia|s..................(877)

OREGON

Rosboro Lumber.,,... ......(541) 746-8411

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

Weyerhaeuser Building Materia|s,..,..............(877) 235.6873

MEDFORD/GRANTS PASS

Allweather Wood Trea1ers.............................(800) 759-5909

Lumber Products..... ......(541)23.3696

Norman Lumber Co. ......(541) 535-3465

Pacific Wood 1aminates...,.........,...,...,......,...(541) 469-41 77

Swanson Group Inc...,,..,.........,,..,...,..,,..,...,..(541 ) 935-3010

Waldron Forest Pr0ducts...............................(541) 474-3080

McMINNVILLE / CORVALLIS / SALEM

Capital lumber.,..,.......,......(541) 223-0020 (866) 898.1 128

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

RoyalPacificIndustries.................................(503)434-5450

Weyerhaeuser Co. (Albany).,........................154\ 926-7771

GREATER PORTLAND AREA

Adams Lumber, |nc.............(800) 298 -4222 1503\ 245-17 96

Bodyguard............... ......(503) 643-8800

Caffall Bros. Forest Products........................(800) 547-2011

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

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

"'" "- "edil'BinIEn nn FAq 422:701t' ' "''' Fzx'W4*FAg***" "'

For more information from advertisers, use the Web sile in brackets.

Adams Lumber ......................

Ainsworth Lumber [www.ainsworthca] I

Allweather Wood Treaters Iwww-allweatherwood.com] ..............M

Anfinson Lumber Sales Iwww-anfinsoncom] ............................6, 25

Arch Wood Protection [www.wolmanizedwood.com]..................53

Bear Forest Products Iwww.bearfp.com] ......................................3E

Berkot Manufacturing............ .....,,.....,....................90

Bodyguard [www.bodyguardwoodcom]..

Boise Cascade Distribution [www.bccom]

Britt Lumber Co...................

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

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

Capital Lumber Co. Iwww.capital-lumber.com]

Cascade Structural Laminators [wwwcascadeslcom] .............,.2E

Colville Indian Precision Pine [www.cippine.com]........................93

Coos Head Forest Products Iwww.cooshead,com].........-.............37

CSI [www.treatedwood.com]

El & El Wood Products Iwwwelandelwoodproducts.com]

Fiber Composites Iwwwfiberondeckingrom] ....................-........57

Fontana Wholesale Lumber Iwww Jontanawholesalelumbercom] .............--...---..............E1

Forest Products Research Laboratory [www.fprlcom].................3

Fred C. Holmes Lumber Co................... ................4!)

Gemini Forest Products Iwwwgeminiforestrom]........................45

Geodeck Iwwwgeodeckcoml

GRK Fasteners [wwwgrkfastenersrom]

Hampton Lumber Iwwwlramptonalliliatesrom].........................32

Herbert Lumber Co. IwwwJrerbertlumberrom].............,............79

Hoover Treated Wood [wn'w-frtrruom] ................63

HuffLumber Co................... .......-..52

Ipe Clip Co., The Iwww jpecliprom] .................-------..............E2

J.M. Thomas Forest Products..................... .74,79,%

Keller Lumber Co.

Klausner [www]lausner-groupcoml

Krauter Storage Systems

Iwww Jrrauter-storage com ] l7A. Cover III

Lanxess GMBH Iwww.protectedbypreventolcom]......................51

Lewis County Forest Products [www.titanstudscoml ......Cover IV

LP Building Products [wwwJpcorprom]..............-................27 ,69

Lumber Buddy IwwwJumberbuddyrom] .......-----...................43

McKenzie Forest Products Iwww-rnckenziefpcom]......................71

Norman Lumber Co. Iwww.normanlbrrom] ..........................-.....75

OrePac Building Products Iwwworepac.com]........................31, 70

Osborne Lumber Iwwwosbornelumbercom] ................-.............73

Osmose [wwwosmosecom]

Pacific Wood Preserving Cm. Iwww.pacificwoodcoml...............3O

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

Penofin-Performance Coatings Iwww.penofinrom] ....................36

PostSaver USA Iwww.postsaverusa.coml ......................................54

PrimeSource Building Products [www.primesourcebproml ......51

Quality Borate Co. Iwww4ualityboraterom]...............................JO

Railing Dynamics Inc. Iwwwrdirailcoml .....................................39

Redwood Empire Iwww-redwoodemprom].....................................9

Rio Tinto Minerals Iwww-riotintomineralsrom]...........................43

Rosboro [www-rmbororom]

Roseburg Forest Products Iwww-rfpcorom] ................................35

Sierra Cedar Products [wwwsierracedarproductsllccom].........50

Simpson Strong-Tie Iwwwstrongtierom].....................................56

Siskiyou Forest Products Iwwwsiskiyouforestproductsrom]......49

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

Stepstone Inc. [www.dekstonecom]....... ...............41

Sunbelt [wwwsunbeltracksrom] ...........................45

Superior Wood Treating [wwwsuperiorwoodtreatingrom]........14

Swan Secure Products Iwwwswansecurerom] ......................t0, t7

Swanson Group Iwww swansongroupinccom] A7

T,urxo Roofi ng Products Iwwwelementsdeckingrom]................10

Tlrt-Rail by T*txo [www.tam-railrom]

Tenon USA [www.tenonusacom]

Thunderbolt Wood Treating Iwww.thunderized.net] ..................34

Universal Fastener Outsourcing [www.9l l-nailsroml ................7t

US. Metal Works Iwwrr'.usmetalworksrom].................................E7

Utah Wood Preserving Co................... ....................92

Vaagen Bros. Lumber Inc. Iwww.vaagenbroscom].....................59

Van Arsdale-Harris Lumber Co. ..-t6

Waldron Forest Products..................... ...................40

Western Red Cedar Lumber Association [www.wrclaorg] ..........5

Western Wood Preserving Co. Iwww.westernwoodpreservingrom]...........................Cover I, 26

Western Woods Inc. Iwww.westernwoodsinc.com] ....................../E

WoodSmart Solutions Iwww.bluwood.net] ...................................33