Merchant Magazine - November 2008

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www.treatedwood.comlmm3

llrm:.1'! A.,ratiil ina is loni.tntt

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

87, NO.5

S€wing 13 Wertem Slat !, lnclrdlng Al.a.l(' rnd llawrll

(Sist6r pubilcatbn Euiaing Pnducts oig$ sflnfsteEe6,t)

PUBIISHEB Alan0akes (ai0akes@aol.c0m)

Wecilem lunhr produdlon lolk m I l.yeor low

Speclol heofnrent

Preserved wood offers the be$ both nolure ond technology hove to offer.

De*droles

Rising ip6 prices spur hordwood decking sellers to pu6ue new species.

Dechng debce

Composite monufocturen use solid ond voided cores to monipulote performonce chorocteristics. Trcotod

PUBI-lStlEREillERlTUS David0utler

EDIT0B David Koenig (dkoenig@building-pr0ducts.c0m)

ASS0CIATI EDITOR Karen Debals (kdebats@building-products.com)

GOilINEUTITIG EDITORS

Dwight Cunan, James 0lsen, Carla Waldemar

AD SALES llAllAGER Chuck Cassy (ecasey@building-products.com)

ClFCUtAIl0tl Heather Kelly {hkelly@building-products,c0m)

ADTIIIIIISTRATI|)II DIRECIORAECRSTARY Marie 0akes {mf poakes@aol.com)

How to Advertise

Conhct ow ady0dlshg olllcEs lor ntot:

WEST, ltlDWEST, S0UTHIAST: Chuck Casey, Newport Beach, Ca.; {949) 852-10911; Fu 949'852' 0231 ; Email ccasey@building-products.com

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Roseburg has done it again, introducihg...

FSC Certified Rigidl.am@ LVL

FSC Supplier 5CS-COC-000300

For the first time, architects, structural engineers ond builders con now specify on FSC certified engineered wood product thot con contribute fo ochieving additionol [EED@ credits for your project.

Roseburg, o member of USGBC ond one of the norion's lorgest producers

of no odded urea formaldehyde (NAUF) snd FSC certified wood products, produces the FSC certified Rigidlom LVL at its 750,000 sq. ft engineered wood product plont locofed in Riddle, OR.

FSC cerfified Rigidlom [Vl is ovoiloble through Roseburg's nationwide network of wholesole disfributors und Pro Yords.

For more informotion go fo Roseburg.com

ls it safe yet? Was it iust a bad dream?

The one drawback of writing a monthly column is that you have to complete it three to four weeks before people read it. And, as we have all seen, things can change drastically in a matter of days. So I would like to say at the outset that I would be overjoyed for this column to be out of date and totally irrelevant by the time you read it, and for the sun to be shining again-although I doubt this will happen, as the current business conditions are unlikely to change rapidly for some time.

So what can one say? I never thought that what has happened in the financial sector in the last two weeks was possible. Not only was it possible, but the rest of the world has caught the same cold. Misery sure loves company. Today was black Monday, following a black Friday, and black every other day for the past two weeks' Your bank may suddenly have a new name over the door, assuming that door is still open. When have you ever had to consider that under your mattress may be a safer place than your bank?

The stock market gyrates 1,000 points in a day' and perhaps you've been brave enough to calculate how much

you've lost in your 401/k (at this stage, I have not)' I hope many of you were quicker than me and got out in time, but I know most did not. In our lifetime, we've developed an inherent trust that while the market goes up and down, the system basically works. Few of us, including our knownothing politicians, could have anticipated what has happened. It surely is a testing time as a business owner and manager-and as an individual.

I would like to think that I am a brave investor and do not panic, but in this recent onslaught I had to fight myself not to-as did anyone who buys stocks or holds investments in the market. I don't recall a more tumultuous time during my 30 years here in the U.S. There actually may have been, but for those of us close to retirement, it sure doesn't seem like it. I try to remind myself that I have lost nothing until I sell, but I also know it could take five years or more before we get back to where we were only 12 months ago. Was the market really at 14,000 then? Seeing it at 8,400 leaves little room for doubt that we are in a recession. Major drops in overseas markets set a deep concern that most of the world is heading in the same direction'

I've never understood how some on Wall Street could be paying themselves compensation packages that equal the wealth of small nations. So, if anything positive comes of this, I hope that those responsible for this financial crisis end up in a court of law. The gentleman who earned a $15 million bonus for three weeks of work is probably smiling his head off-but surely something is wrong.

So, too, regular readers of my column know that I have no love for any politicians. I want to know how it could become as serious as it has with nothing being done. The underpinning of this economy is the housing market, and we have known that this sector was in deep trouble for twoand-a-half years. Where were all our leaders of both parties? What fiddle were they playing while Wall Street burned? The credit market failure has pushed the entire economy to the edge. The final passing of the bailout bill, equal to about 7Vo of gross domestic product, had to be done, and failure to do so would have cost far more.

Now to the good news! This is not the end, but perhaps only the beginning of government intervention-although we do need the government out of the banking business as soon as possible. This plan, designed to stop the bleeding and ease restrictions on credit, must be followed by a number of other government actions, all of which hopefully will strengthen home demand and prices by the middle of next year. This economy cannot turn around until the foreclosure issue and the housing market is dealt with.

And maybe that is the one ray of light. This torturous, long-winded election of the past two years is now ending, and maybe, just maybe, they are now getting it. It will be a wild ride for sure, but get ready. It will get better, slowly.

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Western output falls to 1l-year

ITH the housing market on the ropes, lumber production at western sawmills in 2OO7 slipped for the second straight year to the lowest annual volume in more than a decade, according to final production figures prepared by Western Wood Products Association. (See page 38 for WWPA's forecast for 2009.)

Mills in the l2 western states produced 16.32 billion bd. ft. of softwood lumber in 2007 , down 9.37o from the previous year. The estimated wholesale value of the lumber was $6.1 billion, compared to $6.8 billion in 2006. The volume was the lowest since 1996, when western mills produced just 15.8 billion bd. ft.

WWPA compiled the final industry rotals for 2OO7 following its annual survey of some 199 mills operating in the continental West.

While Oregon retained its title as the largest lumber producing state in the country, mills in the state were hammered much more by the nearly 257o downtrtrn in housing starts compared to other Western states. Oregon sawmills cut 6.18 billion bd. ft. of lumber in 2001, down 12.27o. Only Montana fared worse during the year, with production falling 13.8Vo to 790 million bd. ft.

The estimated wholesale value of Oregon lumber production was $2.19 billion, while Montana's production was valued at $28 l million.

Western Lumber Production

Production at mills in Washington state declined'l .2Vo to 4.76 billion bd. ft. The estimated wholesale value of the state's production was $ 1 .75 billion.

California lumber output fell to 2.31 billion bd. ft. valued at $1.04 billion in 2001, a 10.87a decrease from the volume a year earlier.

At other western states, Idaho lumber production totaled 1.75 billion bd. ft., down 5.lVa.Production in South Dakota and Wyoming in 2O07 was 291 million bd. ft., and mills in the Four Corner states of Arizona, Colorado, New Mexico, and Utah produced 234 million bd. ft. Volumes in these states were combined to maintain the confidentiality of individual mill data.

U.S. lumber consumption fellby l47o to 52.2 billion bd. ft. from 2006 totals. Since reaching an all-time record of 64.3 billion bd. fi. in 2005, lumber demand has dropped by 12 billion bd. ft.-equivalent to the annual production in Oregon, Washington and California.

Housing starts totaled just 1.36 million for 2007 , far Iower than the 2.07 million starts recorded two years earlier. The decline has been unwelcome news for lumber mills, as new home construction and repair/remodeling accounts for nearly three-fourths of the lumber used each year.

Production in the southern U.S. decreased 9.2Vo to 16.99 billion bd. ft. Lumber imports declined more steeply, falling 79.4Vo to 18.39 billion bd. ft. Canada, the largest lumber supplier to the U.S. market, shipped l77o less lumber to the U.S. in 2OO7. Non-Canadian lumber imports from Europe, South America and New Zealand plummeted 35.5Vo.

Western Wood Products Association represents lumber manufacturers in l2 western states. Based in Portland, Or., WWPA compiles lumber industry statistics and provides business information services to mills. The association also delivers quality standards, technical and product support services to the industry.

- Western Wood Prodacts Associatian

llature & technology keep wood avaluable building material

By Huck DeVenzio

demands on forests and transportation. The species of trees used for treated wood are common, plentiful, rapidly replenished, and grown on managed timberlands.

Presewative Treatments

Preservative-treated wood has been used for decades in homes-for decks, walkways, retaining walls, docks, fences, gazebos, benches, sill plate, and many other applications.

Wood treated with either copper azole or alkaline copper quaternary is used for common dimension lumber. These are the types of treated wood found in lumberyards and home centers.

Borates are effective and economical in applications not exposed to water, such as sill plate. Borate-treated wood is not suitable for outdoor use.

IOES a product that was used in l-fprehistoric shelters have a place in laser-protected, voice-activated, wifi, high-def, low-flush residences?

In the case of wood, it not only has a place but it provides aesthetic, environmental, and economic advantages. And, through modern treatment technology, wood offers additional features to homeowners while opening new applications for builders.

People like the natural appearance of wood, it is readily available, it can be installed and modified with common tools and skills, and it is often less expensive than other materials.

From an environmental perspective, you don't get much greener than wood. Besides its obvious renewability, wood requires less energy to produce than is needed for comparable building products. As a fan of wood

explained, "It's produced by solar energy." Wood products sequester carbon and growing forests absorb carbon dioxide, so wood reduces greenhouse gases. It also has exemplary insulation value - thermal, electrical and acoustic.

"Interest in green building products is increasing among our members," said Angie Maxwell, department manager at ENAP, Inc., a co-op of pro dealers that recently formed a green committee to pull together information on building products. "Wood has long been recognized as a sustainable product."

Treatment processes - pressuretreatments and surface coatings-add to wood's sustainability. By enabling it to withstand wood-destroying organisms, proper treatment extends the service life of wood and reduces

Copper azole, alkaline copper quaternary, and borates are likely to remain practical preservatives for years to come, but new options are being introduced. Most notable are non-metallic preservatives that do not rely on copper but on carbon-based ingredients.

According to Jesse Peterson, Peterson Wood Treating, Superior, Wi., "Our customers are excited about a new non-metallic product called Wolmanized Lr Outdoor wood for out-of-ground applications, such as decking, rails, fence boards, and exterior trim. The absence of copper eliminates galvanic corrosion of steel hardware and aluminum flashing, and it allows for painting without conflict from the color of the preservative."

Some preserved wood contains builrin water repellent, a feature that is expected to become more common because it minimizes warping and

PRESSURE.TREATED wood is an environmentally sound building material which, when used in boardwalks, helps people experience natural environments.

dimensional change that occur in typical wood products.

Despite current economic conditions and the introduction of artificial wood products, Beth Taylor, a lumber trader at Ace Hardware's corporate office, reported that treated wood sales to Ace stores have increased. "We're up about 97o over last year. Our members have become more comfortable with the new preservatives, but they want wood that is associated with a beneficial program."

Fire Retardance

Fire retardant treated (FRT) wood has been used for decades, mandated by many building codes attempting to limit the spread of fire and reduce smoke generation in commercial buildings and multi-family housing. It is also appropriate for single-family homes. Typical applications include framing, trusses, roof sheathing, blocking, and shelving.

Some FRT wood boasts other sales points. Ken Panitt, Cox Industries, Orangeburg, S.C., said, "On top of its fire retardance, the Dricon brand of FRT wood has protection against termites and fungal decay. With this framing, building owners get a benefit even if a fire never occurs, as they hope will be the case."

The majority of sales of FRT wood are for interior, weather-protected uses, but there are exterior types that perform successfully in exposed applications, such as decks, balconies, covered walkways, and stairways.

Building codes are drawing attention to these products as more homes are built in crowded urban areas and in wildland areas remote from fire protection services.

Itlold Resistance

Of high current interest is mold prevention. Building occupants have health concems about mold, and contractors worry about mold liability. "Mold is a major issue in my area, Mississippi," according to Bryan Johnson, regional manager at Nationwide Custom Homes. "We need

more products that prevent mold."

With such concerns in mind, manufacturers of wood treatments have introduced mold-inhibiting coatings for framing lumber, trusses, and engineered wood products. The best of these are applied at central locations where the coverage can be controlled and quality monitored, rather than being applied at eachjobsite.

Buyers should look for brands that are reliably certified for low chemical emissions; it does not make sense to trade a potential mold problem for a potential air quality problem.

Future for Treated Wood

Treated wood will remain a significant building product for the foreseeable future-the attributes of treated wood are too compelling to be ignored by builders and owners-although the portfolio of treatments will likely change, and probably grow.

Scientists may find a treatment able to protect wood against termttes and fungal decay and fire and mold, both indoors and out, but immediate attention is focused on treatments that are more convenient or less expensive for specific niches. The development of carbon-based preservatives and moldresistant coatings are recent examples.

- Huck DeVenzio is manager of product information at Arch Wood Protection, manufacturer of wood treatments and licensor of the Wolmanized brand of pressure-treated wood. He has written numerous published articles on wood preservation and enthusiastically promotes the environmental benefits of wood.

AN EMERGING APPLICATION for treated wood is mold-resistant framino. such as and OSB, which were factory-sprayed with FrameGuard coating.

GROWING CONCERNS about fire are causing homeowners and code writers to consider more applications for fire retardant treated wood, including framing.

this lumber

Dealers weigh lowercost substitutes for ip6

By Joshua Kaye American Lumber Co.

fN THE past decade. the popularity Iof tropical hardwood decking has soared.

Not only do exotic hardwoods make stunning decks, but many species are very strong and resistant to insects and rot. They do not require pressure treating, and compared to pressure treated pine or composites, they can have a very long useful life during which they remain attractive year after year. And even at recordhigh prices, they may be a value compared to plastic-based substitutes.

One species has consistently led the pack. Ip6, or Brazilian walnut, remains the top-selling hardwood for decking. The species has benefited from an extended marketing push from a number of sources, but it also lives up to the hype. It is strong, resistant to rot and insects, and weathers very well. When finished, it is a classic dark brown, and when allowed to gray, it

tends not to splinter excessively.

At the same time, the price of ip6 has reached historic highs. According to Mike Holm, Oregon-Canadian Forest Products, North Plains, Or., ip6 has roughly tripled in price from 2000 to 2008.

The reason, he explains, is straightforward: diminished available supply. Brazil has sharply throttled back government approval for new timber projects. And a major national crackdown on forest management practices has frozen a good chunk of land that was previously approved for logging.

Global trade factors have also played a role. The dollar, compared to Brazilian currency, has halved in value since 2004. Meanwhile, the Euro surged against the dollar at the same time as Europe really embraced the use of tropical hardwoods. More goes there-and to Japan, China and elsewhere-and less comes here.

Fortunately, a number of other species of tropical hardwood make excellent decks. Though not as ubiquitously marketed as ip6, they are increasingly available-and at significantly lower cost. Landowners want to make better use of their logging rights, and certification systems such as FSC require forest management to utilize additional species.

Top mainstream alternatives include:

macaranduba (Brazilian redwood)

cumaru (Brazilian teak)

garapa (Brazilian ash)

red balau (Batu mahogany)

Garapa and cumaru are generally lighter in color and remain so when finished. This may diminish their appeal in some markets. Macaranduba and red balau (which is a hard and durable Philippine mahogany, not to be confused with softer, less durable mahoganies like cambara or meranti) are typically a darker red or brown.

Next in line are a number of upand-coming contenders. These species are usually attractive pricewise and may have distinctive selling points. There are too many to mention here, but here are three species that ought to be somewhere on your radar:

Purpleheart is roughly as hard and durable as ip6. Despite its name and signature purple color, it can also be chocolate brown, which is perfect for decking.

Resak offers durability similar to ip6, although it is not as hard. But it also has appearance going for it. In a lineup, it would be easily mistaken for ip6.

Wallaba (red ironwood) is highly durable, with a copper-brown color and some refined streaking. One importer is offering it pre-kerfed and pre-finished at prices that compare (Please turn to page 46)

RED BALAU is one of several beautiful hardwoods that dealers are turning to as an affordable alternative to ip6 decking.

Composite decking debate Solid vs. Hollow

was designed using a hidden fastener system for a clean look when finished, a unique TimberTech feature at the time that is taken for granted today."

A LL composite decking is not crell,ated alike. Most noticeably, some manufacturers produce solid boards, while others craft hollow or "voided" profiles. Visually, solid profile decking better simulates the shape of real wood, while hollow profile decking often has an engineered look. But are there deeper differences?

The main advantages of hollow profiles are lighter weight, lower raw material consumption, and consequently lower material costs. (Although final production costs aren't necessarily lower since voided decking is often considerably slower to produce.) Several manufacturers contend that their voided boards are up to 30Eo lighter than competitors' solid profiles.

In addition, with less mass than solid boards, composite decking will have fewer expansion and contraction properties. But they may also experience "differential thermal expansion," in which one side of the board expands more than the other. The upper surface of the board is exposed to heat from sunlight during the day, while the lower, shaded surface remains cooler. Differential swelling and contracting of top surface relative to the bottom surface reportedly can result in cracking.

Hollow profiles also may be less impact resistant and more susceptible to yard or jobsite damage. Solid boards generally have better fastener holding power.

Bill Ross, v.p. of sales & marketing for Fiber Composites, says solid decking's greater mass permits it to hold more additives needed to protect the plastic molecules in each board.

"Solid profiles are more readily accepted by deck builders and building professionals because it's a more traditional profile," Ross says. "Solid boards also are easier to work with; they require a minimal learning curve. Solid profiles do not need special end treatments, plugs, picture framing, etc., to hide the hollow cavities."

Whether solid or voided makes for a stronger board is up for debate. GAF/Elk maintains that speciallyengineered arched voids in its CrossTimbers decking result not only in a board thatis 3OVo lighter, but also stronger and stiffer than many solid boards. Instead of polyethylene, they use polypropylene to achieve a greater strength-to-weight ratio, eliminating bounce or sag, so boards feel more solid under foot.

Contractors should just be sure that, from a strength perspective, they check to see how the decking is rated, to ensure correct spacing ofjoists.

TimberTech offers both a traditional solid 5/4 profile and a hollow profile-Floorizon-which it developed over 10 years ago to replace then-popular 2x6 decking. "It requires less framing and in many cases could be used on a deck with 24" on center joist spacing due to its l-1l2" height," said Tom Day, senior product manager. "It

Although the 5/4-style has since become the standard of today's decking industry, the hollow profile remains popular with certain customers, said Day, "because it is costeffective in installation and still gives a 6" wide profile look to a deck. It also spans 24" on center due to its design versus the 16'-20' of a typical TimberTech 5/4 plank."

Since both solid and hollow profiles can do the job, one wonders why solid is so much more prevalent in North America. while hollow boards dominate Europe and Asia. The experts at BuildDirect think it comes down to nothing more than "perception. Wood decks are solid, and the first composite deck boards on the market were all solid. This seems to have created an image in the minds of many consumers that that is what composite decking is."

FIBER COMPOSITES produces onlv solid profile composite decking, due to advahtages in workability, performande and aesthetics. -

HoLLow profiles, such as TimberTech's Floorizon, are lighter and often more cost effective.

Photo by Fiber Composites

Trested IWPs solve " Golle" framing thullenge

By Cleon Pilon iLcrel b1 Weycrltaeuser

A S PR( ) delrlt'r'' knrrrr. l'irlul'ittu oul Athe liglrt nrix ol plotluels l() stock is critical lirr business sttccess. It's oftcn a gut-level dccision about which ones arc worth occupying valuable spacc in your yarcl.

I1' 1'ou alreadl" carry crt-gineercd wood products, whitt are thc bencfits of also carrying tr(utctl EWPs? Dtles the potential lbr nrot'c customers olttweigh the costs of using lirnited space and nranasing additional SKUs'l

By'helpin-e buildcrs solve the impoftant challenge ol' structural fratning clLralitf ancl liabilitl'. treatcd EWPs can bc a valLrable aclclition to your offerings. A lcw kcy pclints on hou thcy'bcncfit bLrilders can hclp you clecide what's bcst for your yarcl.

Trenlment Ben*fits

Damage to hotnes frorn insccts and l'ungus crcates potential liiibilitics for builders. Many horreowncrs suc them or,cr this issue. Do a wcb search of "inscct clarna-ue" or "1'trngal dccay" ancl von'll f'ind numerous attorneys eagcf to tukc them to cotlrt. Evcll fbr conrplaints that don't cnd up in a cost1v larvsuit. buildcls risk losing business duc to an-sry honteovn'ncrs.

Thc problem is far-reachin-e. By sonre cstimutes, Llp Io 45a/a of ncw homes in thc U.S. arc built in tertl.titc and dccay zones. Holl'eve r, treatcd EWPs can hclp protcct agninst thcse threiits. Somc products alstt prolicle other slfe-guarcls, such as withstanding saltwatcr splash.

In sornc cases. builclers can surfacc trcat structural framing rnembcrs aficr tlrcy rrrc instrlled. Horieter. trsinr pl'etlcated EWPs tirr ke1' componcnts provicles molc thorough protection.

For cxamplc. the unique cornposi-

tion of parallel stfancl lumbcr (PSL) allolvs thc treatntcnt to pctlctratc to thc curc. Manufacturers trcal the ntatcrial in the sarne \\'av as dintcnsional lr-rmbcr. but thc treatntcnt gocs all thc wav thnlugh thc l'raming mentber ets chcmicals flow into tiny voicls bctween inclividual wood strands. As a rcsult.

16 Trr.: Mr:n<'H'INT NI'\(;,\zlNtt NoveH,rern 2008

-- ,J.

builclcrs clon't nccd to rctreat PSL menbcrs thcv cut to length. t"totch or drill saving time and hasslc.

Different types of treated EWps are offered for a range of applicationsboth interior and exterior. Builders can also use them in post-frame buildings where direct ground contact is common.

lnlerior lpplirotions

Builders often select EWps for structural framing due to their strength, consistency, straightness and availability in long lengths. These traits help speed construction, provide a quality home, and reduce the risk of call-backs due to defective framins members.

For interior framing applications, treated LSL protects against wooddestroying insects and fungus. The material is suitable for above ground uses where it is not exposed to the weather. One example is ilevel StrandGuard TimberStrand LSL.

A common application for treated LSL is the sill plare. As the part of the frame in direct contact with the foundation, the sill plate is a critical first line ofdefense against insects.

Another typical use is framing around windows and doors-another key entry point for bugs. It can also be used for columns and studs in cases where more comprehensive protection of the frame is required by code, or desired by the builder or homeowner.

With LSL products using StrandGuard, the treatment is zinc borate, an EPA-registered biocide. Unlike other common wood treatments, zinc borate does not increase corrosion of fasteners and connectors. It also does not require special handling or disposal.

lxterior Applicctions

In unprotected exterior or wet-service applications, builders can select from other treated EWP options. For example, like treated LSL, treated pSL protects against insects and decay. It is available for various uses, including headers. beams, columns and postsl The material can be left as is, or painted or stained with an oil-based finish.

A key structural benefit of pSL is its high strength. Thick section beams eliminate field assembly and allow connections using common hardware-making installation quick and easy. PSL can span large distances, reducing the need for intervening columns or posts.

Typical applications for treated PSL are decking supports, carports, cantilevered roofs, and shelters. Some EWPs also resist saltwater splash. As

such, builders can use the material for added longevity in decks built on the coast.

Post-Jrame Buildings

Treated EWPs also work well in post-frame buildings. While some building owners have been skeptical about post-frame-believing it is limited to barns and semi-permanent agricultural structures-it is emerging for more uses.

Post-frame construction can provide an economical way to create wide-open indoor spaces with high structural integrity. More builders and designers are using the technique for retail, offices, warehouses, churches, and other public buildings.

PSL is a natural fit for many postframe buildings given its ability to span long distances and its high loadcarrying strength for columns. With treatment, it is also suitable for the buried posts required in some postframe applications. It also works well

for beams that extend outside the finished walls in cantilevered roofs or other design features.

In essence, treated PSL can provide the long-term durability that has typically limited the widespread acceptance of post-frame.

As technology grows, there are an increasing number of wood buildine products available to builders and dealers. Understanding the advantages of each can help you decide which ones to carry, and how best to market them to your customers.

EWPs continue to grow in popularity for structural framing, and where insect and decay resistance are critical, treated products provide builders with peace of mind. Stocking them can help set yourself apart f,rom competitors and grow your business.

- Cleon Pilon is iLevel by Weyerhaeuser's product manager for the parallam PSL product line. Reach her at (888) 4538358 or via www.ilevel.com.

get added support and protection from EWPs, like Wotmanized paralam pSL, rnar restsl sattwater splash.

Going for the gold by going green

IfZELLIE Suplicki has to stoP and -[\think for a moment when Pressed for her official title at Chace Building Supply of Connecticut.

With a peek at her business card for affirmation, she confirms that she's the firm's kitchen & bath consultant. But "our green guru" is what everybody actuallY calls her-a moniker that better reflects both her on-the-job role and her personal passion.

When she was hired a Year ago, she came with a master's degree in interior design enriched with sustainability courses. "Those really opened my eyes-changed mY life," she

By Carla Waldemar

attests. "I came to realize how important it was going to be to conserve more and design properlY."

Six months into the job, after raising the topic of "green" at every opportunity, her boss, Ron Tetranult, v.p.-sales, marketing & new business development, a firm believer, too, said, "Go for it."

"We formed a green committee to look at how to Practice what we preach and make Chace a green company," Kellie recounts. "We want to find better ways to Promote green products. We included a couple of our contractor customers on the committee because their input is very impor-

tant, and they were very interested in learning more. EventuallY, we'll include community representatives. too," she says.

The biggest challenge, she believes, is one that's part and parcel of the building trade-the waste created by construction and demolition, which overwhelms landfills, "so we were looking at more resPonsible ways to sell and dispose of products."

(The dumpster is her Personal enemy.) FortunatelY, "We found a local trash company that recycles, and we refer him to our contractors, too."

However, screening green Products is like aiming at a moving target. "Evaluating claims is a work in progress for us," Kellie states, "with so many new products, new fads. We need to research items thoroughly so as not to fall for greenwashing, and we're working toward it, toward being comprehensive in our offerings before we go after a widesPread change in our image."

To market Chace as a green company is the goal, for both sociallYconscious and business reasons. But truth in advertising must come first' "Right now, the Paint dePartment is our most green dePartment," she explains. "We carry Benjamin Moore's Mythic, with zero VOC, and Aura, their low-VOC brand, and we're the only ones in 40 miles to do so. People are driving over an hour to buy them. so the message is getting out.

"Paint," she declares, "is a cheaP [green] fix." With new home con-

COLOR ME GREEN: Chace Building Supply considers the paint department, with its vast number of environmentally friendly options, to be an ideal starting point for going green.

struction taking a hit, as it has across the nation, Chace has positioned itself as the remodeler's choice-and paint plays a big role.

So does Kellie's domain, the kitchen & bath department-"and those customers are very interested in going green-everything from cabinets and countertops to plumbing and energy-efficient appliances," she finds.

Founder Scott Chace also owns a nearby appliance store to which she refers customers for items she promotes as "really sustainable, with the least impact on the environment."

The company's window & door showrooms provide solutions for the many folks eager to cut energy costs (though Kellie, eyes open, remains fully aware of the tradeoffs on the wood vs. vinyl issue). When it comes to siding, however, "we're lollygagging," she allows. "It's a big challenge." And the price for asphalt shingles has (excuse us) gone through the roof.

Kitchen and bath renovations, Kellie's specialty, are a much easier sell. "Kitchen and bath remodelins provides the best return for thi remodeling dollar for consumers, and they can earn tax credits for green choices, so I instruct our employees who do bids and estimates to point that out," she says.

Chace itself earned tax credits for installing solar heating panels in its main Woodstock location and will follow up in the Willington and Plainfield stores as soon as budgeting allows.

Homeowners are welcome to wander through Chace's K&B showrooms. "I'm here as the point person if they want to go green," Kellie adds. As well as energy-efficient appliances, she strives to interest consumers in everything from green flooring and cabinetry to countertops, including her personal favorite line, Ice Store, a product composed of concrete and recycled glass. "Absolutely gorgeous!" she declares. "And it's one of our 'cradle-to-cradle' products, meaning it's made green, and then at the end of its life it can be recycled."

Even better, Kellie believes, is having homeowners explore the showrooms in tandem with their contractors "for the collaborative effect; two heads are better than one." Chace's Contractor College is another avenue in which to retrain builders to

use less material. (Classes for homeowners, too, are in the pipeline.)

Plus, says Kellie, "my boss, Ron, is a a huge networker, and he plugs the pros on this aspect. In fact, one of our contractors is building an entire small development with geothermal heating and the greenest products. It's fabulous, and so is the domino effect !"

The company's employees (whose numbers have mushroomed from four when the firm debuted in 1992 to close to 90 presently) receive green education, too. "Ron and I are attending classes to become green-certified professionals; I'm also taking a class in sustainable design. Plus, to become a certified green dealer-an accreditation we want to use in our marketing and advertising-757o of staff needs to complete green course work."

Internally, Chace makes it a priority to walk the talk. An easy first step was becoming paper-free. (Waste baskets are being removed to drive home the message.) Departmental meetings involving the three locations have become electronic or telephonic, too, to save on both gas and travel time. And outside salespeople now drive cars rather than trucks, a savings of about 20 mpg. Kellie herself confers with remodeling clients via telephone "if a single measurement is all they need, rather than drive over and do it myself.

"We've even found a PVC piping firm that will take back and recycle product," she announces proudly. Employees' food scraps also find

their way to the recycling bin, to serve as compost for the community garden that Chace is installing on two acres bordering the Woodstock store. "This part of northern Connecticut is still one of the prettiest and most pristine places around, and people living here are passionate about keeping it that way, so we make ourselves available to them," she explains. "We'll run classes [on green remodeling] for them during winter and spring."

Was establishing Chace as the goto store for living green a wise choice? "It's going to happen anyway sooner or later [regarding regulationsl. The process has been slower here than I'd hoped," she concedes to life in real time, "because we wanr ro do it right, do it best-not just market it and then get shot in the foot."

Not only was it the right thing to do "because Chace cares about the people working for them and their community, so this shows we care, but it was a good business decision, too, and will benefit us in the end," she's convinced. "This is a highly profitable area, the wave of the future. If we can get there first, we'll be known for that."

Bottom line: "It'll give us a great competitive advantage"-otherwise known as win-win.

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

DEALER'S window and door showrooms are a primary focus for its green efforts, targeting homeowners anxious t0 cut energy costs.

Check the box

By James Olsen

HEN we, for the first time, saw that cute girl in school, and wanted to know, without really knowing why, if she liked us or not, we used the oldest form of grade school courtship-the direct note. "Do you like me, yes or no? Check the box!"

Through the years we have Picked up a level of sophistication (read: fear of rejection) that precludes us from using this direct approach. This is a sales mistake. Waiting for subtle signs from our customers before asking for the order will give us subtle results.

Not to Sell Isn't a Sales Strategy

Contrary to what some sales books will tell us, our customers want to be sold. Books that tell us, "The best

Getting to No

Master sellers get said no to l0 times more often than struggling sellers. Master sellers embrace no. Master sellers expect the nos and prepare for them.

Struggling sellers think master sellers are saying special words to get orders. In most cases this is not true. Yes, there are charismatic sellers who seem to make the selling Process almost magical. But most master sellers ere just asking for the order more often. All else being equal, the salesperson who asks l0 times will sell 10 times as much as the Person asking one time!

We are all in the rejection business. The master seller can have the same rejection rate (or higher) than the struggling seller, but will sell more because they cycle through the nos faster than struggling sellers.

We cannot overcome our customer's unspoken objections' There are three key places to push for the no in the sales process, so we can begin to sell.

The Prospect Call

way to sell is not to sell at all," are written by people who are ashamed of being salespeople or more likely don't like salespeople and have never sold themselves. Customers want to be sold. Customers want us to want the order. Customers don't mind if we sweat (read: hustle) If we don't ask for the order, we have sent the message that we don't want it.

At the end of the ProsPect callespecially if there has been anY warmth in the call-we saY, "Mr. Customer, with your permission, can I continue to call on you?" This question is very hard to say no to. It creates our first yes from the customer.

Another, more direct waY is to ask, "Mr. Customer, after talking with you I'm sure we will be able to do business together. Do you think You can do business with me?" Both approaches will force the customer to think of us as a supplier, notjust shuttle us off after the initial call.

If the answer is no, we can sell

against the objection right awaY instead of doing months of work for the customer while they are thinking (without telling us because we didn't ask) that we are not really a supplier option for them.

After Giving the Price

When we give the price, it is time to close. When the customer saYS, "Okay, let me check for other numbers," we say, "I understand you have to check for other numbers, but what do you think of what I am offering you." Waiting for customers to shop our number is a loser for us. Don't do it. We must make our customers talk about our deal and close them.

After Buvins from Someone ElSe

"If you stop shooting when You miss, you'll never be a scorer" goes the basketball adage. And it is true. A player with a conscience maY be a great point guard, but he will never be a scorer.

The same is true for sales. "I just bought that from your competitor." This is not the end of the sales call! Our customers are not going out of business after their last purchase. We simply say, "How long will that last you?" and follow up with, "If I can get you one of those for extended shipment, will you Put one on the books with me?"

We can only get to Yes through no. Remember the battle crY of grade school romantics and salespeople the world over: "Will you buY from me, yes or no? Check the box!"

- James Olsen, Reality Sales Training, specializes in sales training for the lumber industry. Reach him at james@reali' tysalestraining.com or ( 503 ) 544-3572.

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We understand that your customers count on you to seek out the most distinctive and retiabte new products. That's whywe've Led the industry in devetoping innovative timber products, like Accuruff', our rough-sawn product with a uniformty apptied rustic f inish, and Tru-Dry', the most consistently and eventy dried Douglas fir product avaiLabte. We are committed to providing you with outstanding forest products that remain strong and beautif uI for generations.

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Central Home SnPPIY moved to a new 6,000-sq. ft. location on a leased 4-acre site in Scotts Valley, Ca....

Friday Harbor Ace Hardware, Friday Harbor, Wa., has filed for bankruptcy protection ...

Kelseyville Lumber, KelseYville, Ca., will convert to Progressive Solutions' bisTrack software when it opens its 120,000-sq. ft. replacement store later this Year

Sierra Vsta Ace Hardware and Benson Ace Hardware ownet Les Orchekowsky received rezoning approval to add a store in Bisbee, Ca....

Lowe's Cos. oPened new 117,000-sq. ft. stores Nov. 1 in Hanford, Ca.; Oct. 18 in Menifee, Ca., and Oct. 16 in E. Vancouver, Wa., and will build on 11 acres in Klamath Falls. Or.

Home Depot oPened a 126900sq. ft. store with 25,000-sq. ft. garden center Oct. 30 in Huntington Beach, Ca.; is reconsidering its plan to build a second location in Vallejo, Ca., and continues trying to buy 15.5 acres in Grants Pass, Or., from Timber Products Co., Springfield, Or., to build a 102,513-sq. ft. store with 28086sq. ft. garden center...

Broadway Hardware, Sacramento, Ca., is closing late next month after 70 years, with the retirement of owners Dave and Gisela Haskins

Grainger added a new branch in Fremont, Ca. ...

Parker Lumber,Bremerton, Wa., completely redesigned its website, wwwparkerlumber.com

Bruce Bauer Lumber & Supply, Mountain View, Ca., has begun closing on Sundays, to better serve

the increasing weekdaY business with the same worKorce ...

Parr Lumber, Hillsboro, Or., won a Reader's Choice award from the Forest Grove Nerrys in the category of "Best Place to BuY Building Supplies"

Wrotrslr:ns/trturrcrur:rs

H amp t o n Affiliate s, Portland, Or., permanently reduced the annual capacity of Willamina Lumber Co., Willamina, Or., from 500+ million bd. ft. to under 350 million ft., effective Nov. 1

Georgia-Pacific reduced oPerations at its Philomath, Or., sawmill from two shifts to one, eliminating 30jobs...

Banks Lumber, Banks, Or., has temporarily curtailed production, effective Oct. 17. due to market conditions ...

Sun Mountain Lumber cut 23 jobs at its fingerjoint and Planer operations in Deer Lodge, Mt.

Stimson Lumber Co. gave 60days notice to emPloYees that it wiil close its Arden, Wa., sawmill by early December, but hoPes to continue reduced production at the facility...

DR Johnsol? temporarilY idled \ts Prairie Wood Producls sawmill in Prairie City, Or., Sept. 30 and its planer mill Oct.3

Tricon Timber, Regis, Mt., has cut back to a single shift ...

Lebanon Hardboard's mill in Lebanon, Or., suffered extensive damage from an Oct.7 fire; the facility has not manufactured wood products since its purchase in Jan. 2006...

Universal Forest Products has earned Forest Stewardship Council chain-of-custody certification at eight of its plants, including

Chandler, Az.; Thornton and Riverside, Ca.; Windsor, Co., and Woodburn, Or. ...

Potlatch Corp., Spokane, Wa., earned Forest Stewardship Council certification for its particleboard facility in Post Falls, Id.

Timber Products Co., SPringfield, Or., won mixed sources chain-of-custody certification from FSC for its manufacturing plants in Yreka, Ca., and White CitY, Or. ...

Arauco permanently closed its Red Hills sawmill in Chile SePt. 30, due to lower demand for its products in the U.S. ...

Simpson Strong-Tie's Titen HD screw anchor is now code listed for use in both cracked and uncracked concrete and meets 2006 code requirements ...

Azek Porch was added to a code compliance research rePort bY Architectural Testing Inc.

Capital Lumber, Phoenix, Az., now distributes CertainTeed's ColorMax fiber cement siding and WeatherBoards decking in Az.,Id., N.M.,IJt., Nv., Wa., and Ca.

Housing starts in SePtember declined 6.3Vo to a seasonallY adiusted annual rate of 817,000 un-its ... single-family starts fell l2vo to a rate of 544,000 unitsthe slowest pace since 1982, while multifamily starts rose 7 .SVo regionally, starts in the West dropped 16.8%o permits weredown 8.3Vo to an annual rate of 786000.

Gorrection

The Hardwood Store, not The Hardware Store, is the correct name of the new outlet oPened last month in Coeur d' Alene, ld., bY Kevin Triphahn and Clint Bower.

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Listings are often submitted months in advance. Always ver-fu dates aid locations with sponsor before making plans to attend.

Jlovnrrrn

Black Bart Hoo-Hoo Club - Nov. 12, initiation, Ukiah Garden Caf6, Ukiah, Ca.; (707) 462-3700.

North American Buitding Material Distribution AssociationNov. 12-13, annual convention & show, National Harbor, Md.; (888) 74'7-7862.

Los Angeles Harwood Lumberman's Club - Nov. 12-14' hardwood lumber grading course, Ganahl Lumber, Anaheim, Ca.; (7 14\-6'7 r-3079

Southwest Sustainable Forests Partnership - Nov. 12-14' fall conference, Flagstaff, Az.; (928) 524-6063.

Western Building Material Association - Nov. 12-14, annual convention, Red Lion on 5th Avenue, Seattle, Wa.; (360) 9433054.

JLC Live Show - Nov. 12-15, Washington State Convention & Trade Center, Seattle, Wa.; (800) 261-7769.

Mountain States Lumber & Building Material Dealers Association - Nov. 13, Bill Lee sales seminar, Denver, Co.; (303) 292-9500.

Building Industry Show - Nov. 13'14, Long Beach Convention Center, Long Beach, Ca.; (909) 396-9993.

Northwest Industrial Woodworking Expo - Nov. 13'14, Greater Tacoma Convention & Trade Center, Tacoma, Wa'; (828) 4s9-9894.

American Lumber Standards Committee - Nov. 14, annual meeting, San Diego, Ca.; (301) 972-l7OO.

Wood Processing Machinery Fair - Nov. 15-19, Istanbul' Turkey; www.woodmachineryistanbul.com.

International Congress on Solid Wood Products from Plantation Forests - Nov. 19-21, Curitiba, Braz\l: www.congressoflorestaplantada.com.

U.S. Green Building Council - Nov' 19-21' green building conference. Boston, Ma.; (202) 828-1144.

Drcrnrrn

North American Wholesale Lumber Association - Dec. 2-5, university of industrial distribution, University Place Conference Center & Hotel, Indianapolis,In.; (800) 52'7-8258'

Construct Canada/National Green Building Festival - Dec. 35, Toronto, Ont.; www.constructcanada.com.

Portland Wholesale Lumber Association - Dec.4' holiday luncheon. Portland, Or.; (503) 648-4156.

Mountain States Lumber & Building Material Dealers Association - Dec. 3-4, estimating workshop; Dec. 4, year-end party; Dec. 5, operations management seminar, Holiday Inn Denver Central. Denver, Co.; (303) 292-9500.

Lumber Association of California & Nevada - Dec. 4,2nd Growth holiday meeting, Sheraton, Cerritos, Ca.; (800) 2664344.

Kahle Way Sales Management Seminar - Dec.4-5, Dallas' Tx.; (800) 331-1287.

Colrunx '08 - Dec. 4-7, construction machinery & material expo, Hyderabad, India; www.commex.confairs.com.

Ecobuild - Dec. 8-11, green building conference & expo' Washington, Washington, D.C.; www.ecobuildfall.com'

Colorado Truss Manufacturers Association - Dec.9, chapter meeting, Denver, Co.; (303) 307-1441

Western Hardwood Association - Dec. 10, board meeting' Red Lion Inn at the Quay, Vancouver, Wa.; (360) 835-1600.

Structural Building Cornponents Association - Dec. 16-17' leadership workshop, Phoenix, Az.; (608) 274-4849.

Los Angeles Harwood Lumberman's Club - Dec. 19, holiday party, Queen Mary, Long Beach, Ca.; (714)-671-3079.

Los Angeles Hardwood Lumber' man's Club will gather Dec. 19 for a holiday party at the Queen MarY, Long Beach, Ca.

The first meetings of 2009 are Jan. 8 at Stevens Steakhouse, CitY of Commerce, Ca., and bowling night Feb. 12 at Anaheim Gardenwalk, Anaheim, Ca.

Portland Wholesale Lumber Association has scheduled its annual holiday luncheon for Dec. 5 at the Embassy Suites Hotel PortlandAirport, Portland, Or.

Andrew Miller, c.e.o. of Stimson Lumber, Portland, Or., will be the

guest speaker. He currently serves on the board of the American Forest & Paper Association and as an officer and director of the Western Wood Products Association.

Lumber Association of California & Nevada's 2nd Growth will host its annual holiday meeting and casino night Dec. 4 at the Sheraton, Cerritos, Ca.

APA-Engineered Wood Associa' tion presented a number of awards during its Sept. 2O-23 annual meeting in Henderson, Nv.

The fourth annual Bronson J. Lewis

award was presented to Fred Fields, former owner of Coe Manufacturing Co. Winners of the mill safety competition are Boise Cascade's veneer mill in Willamina. Or.; Timber Product's veneer plant in Yreka, Ca.; GeorgiaPacific's plywood mills in Conigon, Tx., Fordyce, Ar., Gloster, Mi., and Madison. Ga.. and Louisiana Pacific's OSB plant in Athens, Ga., and Ijoist/LVl plant in Wilmington, N.C.

North American Wholesale Lumber Association will conduct its annual university of industrial distribution Dec. 2-5 at University Place Conference Center & Hotel, Indianapolis,In.

National Lumber & Building Material Dealers Association installed ProBuild's Paul Hylbert as chairman during its recent industry summit in Chantilly, Va.

Hylbert succeeds outgoing chair Harold Baalmann, B&B Lumber Co., Wichita, Ks.

Joining them on the executive committee are chair-elect Dan Fesler, Lamperts, St. Paul, Mn.; vice chair Joe Collings, Ferguson Lumber CorP., Rockville. In.: treasurer Linda Nussbaum, Kleet Lumber Co., Huntington, N.Y.; manufacturers & services council chair John Somerville, Dow Chemical Co., Marietta, Ga.; federated association executives chair Rick Seely, Michigan Lumber & Building Materials Association, and president Michael O'Brien, NLBMDA.

The outstanding leadershiP award went to Jesse Brand, Brand's Inc., Columbus,In.

John Somerville, Dow Chemical, Marietta. Ga.. won the chairman's award for outstanding manufacturing & services council member.

Curtis Lumber, Plattsburgh, N'Y., and Sanford & HawleY, Unionville, Ct., won the 2007 national industrY leader in safety awards.

ilevel by Weyerhaeuser, Dow Chemical, and ITW Building ComPonents were honored as NLBMDA Institute partnership program sponSOTS.

Green collar jobs

By Jay Tompt

HILE the scramble is on to bail out our nation's banks and financial institutions, most of the rest of us are wondering what's next.

The economy may well be headed for a nasty recession with rising unemployment and sinking consumer confidence. Is this the beginning of a structural economic adjustment analogous to the industrial restructuring of the 1980s, which shifted thousands of manufacturing jobs overseas?

Many longer-term economic trends point in that direction: rising shipping costs, higher manufacturing costs in China. greater emphasis on green house gas reduction and local sourcing, huge venture capital investments in "green tech," and government policy promoting green building and clean energy, to name but a few.

But what about the short term? Will the bank bailout keep peoPle in their homes, bring mortgage rates down, and provide a small boost for our industry? Will another stimulus package from Congress do the trick? It just may be that the

eventual economic recovery will be based, at least in part, on a grassroots movement that is gaining traction with both local and national policymakers: "green collar" jobs.

From Oakland to Los Angeles, from the South Bronx to Chicago, New Orleans to Newark, local green collar jobs programs are revitalizing neighborhoods and giving people a chance to participate in the still growing green economy. A national organization, Green For All (www.greenforall.org), founded by Van Jones and Majora Carter serves as a clearinghouse and resource center for local nonprofit-led programs, as well as municipalities seeking to develop their own program. These programs train workers for the clean energy economy and many include weatherization and retrofitting programs for existing homes and commercial buildinss.

This is where it gets interesting for home improvement retailers. Getting involved in your local program could provide some immediate

tangible benefits-you could be supplying the necessary products for these programs: weather stripping, insulation, lighting, roof coatings, and more.

There are also opportunities to provide local leadership and expertise, gain community recognition, free publicity, find trained and motivated new workers, forge links with potential new customers, and more. And with federal green collar jobs programs coming soon, there may even be more opportunity.

On the national stage, it aPpears that plans to stimulate the growth of green collar jobs are already underway. Thanks in part to the efforts of Green For All and other grassroots organizations, Congress passed the Green Jobs Act as part of the 2007 Energy Bill, calling for $125 million to create the Energy Efficiency and Renewable Energy Worker Training Program. It's a pilot program that would-if funded in the next appropriations bill-jumpstart green collar job programs across the country. The House is currently discussing another stimulus package that would include investment in green collar jobs.

Both presidential candidates have expressed their support for growing green collar jobs. In any case, it appears that the green collar job issue is here to stay and that should be good news for hardware and home improvement retailers.

- Jay Tompt is vice president of Sreen product development at Plan-lt Hard' ware, San Francisco, Ca., which distributes green products for hardware and home improvement stores throughout Californio, and a leading expert in sustainable business and supply chain issues' He can be reached at info@plan-ithardware.com or (415) 359-9914.

Fire drills for the family business

By Mark Green

family business failed to show up at work, thus triggering the alarm bell. As morbid as this might sound, the purpose of the drill is to see if the family and the business are ready to handle this crisis in the absence of the leader. The focus of the fire drill is on understanding how the family, management and ownership systems respond to this change and learning the strengths and weaknesses of your succession plan.

In conducting a fire drill, we focus on three key areas: the technical aspects of succession planning, communication and continuous learning.

Technical Aspects of Planning

ownership and leadership fronts) require more information or experience'to fulfill their roles. The drill should also help to identify changes in policy or structure that need to be made to ensure that the business can be managed well in a crisis.

Good planning requires a team of professionals that can work together and is willing to revisit the plan on a regular interval in order to keep the plan current. Everyone who is part of the succession plan should be aware of, and prepared for, the roles they will be asked to play, which leads to the importance of communication.

Communication

DEMEMBER your school days l\when vou were sittine in the classroom and all of a sudien you heard the loud sound of an alarm bell?

At first you were startled, but after some quick instructions from your teacher, you lined up and exited the room. You walked across the schoolyard and away from the building and stood outside for the next l0 minutes or so waiting to be told that it was safe for you to head back to your classroom. In the meantime, your teachers did a systematic check to make sure that everyone was out of the building.

From your perspective, this little interruption offered welcome relief from time in class. Fortunately, it was just a fire drill and was not a real emergency. Each year you would practice a few fire drills, and over time it would become a routine for you that someday might end up saving your life in a real emergency situation.

The fire drill serves as an excellent metaphor for the family business when looking at the process of succession planning. In a family business fire drill, we pretend that the leader of the

At the core of any disaster plan is the process of planning. Planning requires us to assess and map out our current environment and then develop a process to achieve our goals. In a family business, it is essential for effective succession planning that we know the details of ownership and organizational structures to know how decisions are made and who can make them.

From an ownership perspective, we must understand our estate plans and buy/sell agreements. In the business, we must understand reporting relationships and decision-making responsibilities as described by the organizational chart. The purpose of reviewing these documents is to determine how ownership and management decisions will be made in the absence of the leader.

In the planning process, we must also make sure that these technical structures not only match our goals, but also result in a manageable business. We need to make sure that the people who will step into new decision-making roles are prepared for the responsibilities they will take on. The fire drill should help us identify areas where future decision makers (on the

At the very core of family business is the importance of open and honest communication. While this is difficult enough to ensure when someone is alive, it is almost impossible if there is no written plan for succession. But putting plans on paper in a family business is not enough; all who are affected by it must understand the plan and how it works.

It is surprising how often we find that, in the process of conducting a fire drill, mature family members who are experienced and working in the family business do not clearly understand the plan. Outside of the family, it is also surprising that many nonfamily executives who have worked closely with the founder for many years have never considered that they might someday report to a family member who has not been active in the business.

By conducting a fire drill on a regular basis, these assumptions can be addressed, and over time, any lingering unknowns can be clarified.

Continuous l.earning

Just as with the fire drills in school, there must be opportunities to practice so that we can improve our perfor-

mance as well as learn more about the subject. ln conductine a familv business fire drill. w,e sontctimes break dor'"'n the drill into thrcc components: the first hours. the first week. ancl the first month withor.rt the leader.

By tircusing on these time fran.tcs. we can practice the types of decisions and who can ntake thent fronr the managentent. ownership and farrily pcr\pe( ti\ es. Dcvelopins I pr,te cr: and repeating it builds our confidcnce in case thcre is a real entcrsency. At each step of the wuy, wc spend tirne reviewing and learning what u'orks and wh:rt nceds to bc improvcd.

This is esscntial , cspecially when a real disaster strikes. since practical leirrrting !tr itles ur dulinr: ir erisis. espccially thc emotional loss o1'a family nrembcr. For this reason. we suggest that a farnilv business conduct a fire drill perhaps as ol'tcn ils once ir year to make sure that evcrl,one understands the process and is comfbrtablc with it.

Thc family business fire drill is a simplc tool thiit can be a key elentcnt of your risk mana-eentent plan. While the thought of bcing out of the picture ot.your lamily business is a bit unscttling. facing the cventualiry is thc hest wav to dcal with the diff-icult issuc of succession planning.

By conducting a drill on a regular basis. yctu will learn more abitut your falnily busincss ancl begin to see hou, you can lmprove thc odds ol'survival of the family busincss by activcly planning fbr the future . To assist vou in your quc\t lilr irnpror inu r,rul tltlds of surl'ival as a family business. regu, larly check in with your prof'cssional advisors. learn fiom othcr farnily businesses. and spend tirne working on your fnrnily business.

Howcver. thc nrosl irnportlrrrt clernent is to lav out your goals ancl discuss thcm with your fanrily.

Hopcfully. you will never have ir real emergency'. In that case, thc real benefit ot'the firc drill is that mcnrbers of the business and family are talkin-c about plans tbr thc futurc and ensuring that proccsses ancl structurcs arc in place to suppofi a smooth transition.

- Mctrk T. Green, Ph.D., ts eu usso(.rera w i t lt t h e I.' u tn i I y B u s i rt e.s.s (.- t n.r u I t i rt.q

Gntup, Muricttu. Gu. Rauch ltinr ut (E00)

5 5 I -06 -1 3 t t r,q r c e n @ a.f t t rt i I y - b t t,t i r e.s.s.t o rr r.

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Jerry Farley, ex-Thunderbolt Wood Treating, has joined J.H. Baxter & Co., handling sales and marketing for Baxter's Eugene, Or., wood preserving facility. He is based in Portland, Or.

Doug Smith, Hartnagel Building Supply, Port Angeles, Wa., has been named president and c.e.o. of parent Lumber Traders, succeeding Arnold Schouten, who has retired.

Doug Hart, ex-OrePac, has been named v.p. of market develoPment for International Wood Products, Clackamas, Or. StaceY Baker, Joanna Campy, and Dick Salvino are new to the Tumwater, Wa., branch.

Henry S. ttHueytt Long, Jr., exPelco, has formed a new consulting and training company, Mountain Creek Group LLC, Chattanooga, Tn., to evaluate mill oPerations, with an emphasis on operational metrics and management performance.

Deber Dodd, ex-Harwood Products, is now trading Douglas fir timbers for Hillsboro Forest Products, Springfield, Or., from his home in Laytonville, Ca.

Wes Taylor, ex-Gray Lumber, is now an account mgr. at CaPital, Tacoma, Wa.

Roger Rutan has been Promoted to v.p.-sales & marketing at Timber Products Co., Springfield, Or.

Alyson Kingsley, Collins Cos., Portland, Or., has been promoted to sales for Collins' new UPPer Columbia Sawmill in Boardman, Or.

Daniel Mergil is store mgr. of the new Lowe's Home ImProvement Center in S. Chino Hills, Ca.

Pat Webster has been named President and chief operating officer of Universal Forest Products Inc., Grand Rapids, Mi., effective January 1,2009. He will be succeeded as president of UFPI's western division by Dick Frazier.

Kelly Lewis has joined the new Private equity division of Building Industry Partners, Los Angeles, Ca. Jason Fraler is new to the mergers & acquisitions firm's New York office.

Stuart Smythe has retired from Simpson Door Co., McCleary, Wa., after 33 years with the company, including 23 years as a lumber buyer.

Jerry Winnady has been appointed interim executive v.p. of the Forest Products Society.

Ken Dunham, executive director, Lumber Association of California & Nevada, Sacramento, Ca., has been appointed to the board of directors of the California Forest Products Commission.

Paul Salsgiver has joined Activant, Livermore, Ca., as executive v.P.. heading up hardlines & lumber. Kevin Roach has joined its wholesale distribution group in Yardley, Pa.

Recogffi

Betsy Seaton has been appointed v.p.strategic planning for Weyerhaeuser Co., Federal Way, Wa. Anne Giardini has been promoted to president of Canadian subsidiary Weyerhaeuser Co. Ltd., succeeding Craig Neeser, who has retired.

Chris Kollwitz, ex-ELF Wood Products, has been named director of marketing for Viance LLC.

Christine Krisko has been promoted to marketing communications mgr. of Bostik's Construction & Distribution Division. Richard Zeuli is new as marketing communications coordinator, and Wade Hagan, Texas territory mgr. for hardwood installation systems.

Hitoshi Matsuoka has been promoted to executive v.p. of treasury, coordination & strategic planning for Toyota Material Handling, Irvine, Ca. Alan Cseresznyak is now senior v.p. of administration; Terry Rains, v.p. of aftermarket sales; Adam Hughes, national account sales mgr.; John Schmitt, national dealer sales mgr., and Payman Shabbak, national strategic planning mgr.

Jeff Mulder has been promoted to president and chief operating officer of ODL Inc.

Gil Seco has been promoted to senior v.p. and general manager of Bonsal American's construction products division. Andy Brinkmeier is now v.p. of business development; Daniel Benigni, v.p. of finance, and Bill Ashton, chief operating officer of the dry mix division.

David Crowe has been named chief economist for the National Association of Home Builders. He succeeds David Seiders, who has retired after more than 20 years.

Bill Lee was promoted to managing director of North American Retail Hardware Association. He succeeds John Hammond, who has retired after 38 years with NRHA.

Jake Olsen was promoted to v.p.-global business development and will direct Power Fasteners' new office in Shanghai, China. Herman He, product sourcing mgr., and Paul Goudron, product development director, will manage the office.

Lloyd and Beth Olson, owners, Crenshaw Lumber, Gardena, Ca., donated $500,000 to the GardenaCarson Family YMCA.

Dee Coy is the new secret shopper for Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

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Stock Closes 3Oo/" Of lts Yards

Stock Building Supply is closing 86 branches and pulling entirely out of l6 markets and six states-Arizona, Alaska, Alabama, Ohio. Louisiana, and Kentucky.

In the West, specific locations closing includc Bakcrsfield. Santa Barbara and San Bernardino, Ca.; Phoenix and Kingman, Az., and Reno, Nv.

Coupled with 3,000 more layoffs, the closures leavc Stock with approximately 8,700 employees at 209 locations in 27 states.

Thc 86 branches to be closed represent about 25% of Stock's revenue and 28c;/r, of its headcount.

Over the last two years, Stock had cut headcount bY :10% and closed 70 branches, but continued to rack uP hundreds of millions of dollars in quafterly losses.

Over the past six months, its board had considered four options: selling the company, finding a joint venture partner. shuttering the entire business. or reorganizing. It chose the Iattcr.

Old World Crafumanship In Today's Designs

Tru-Dry Timbers

Geo. M. Huff Lumber Company has teamed up with Forest Grove Lumber to become the exclusive Southern California stocking distributor of Tru-Dry Timbers.

All FGL Tru-Dry timbers are dried in "HeatWave USA's RFV" kilns, which use clean, renewable energy and have zero emissions.

Tru-Dry timbers are dried completely and evenly throughout so you won't experience the sticky problems often encountered with beams that are not dried to the core. Combine our selection of Douglas fir timbers along with our skilled milling staff and you've got one of the best resources in Southern California.

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convinced "that there remains significant potential to create long-term value in the business."

Fiberon In, WeatherBest Out Fiber Composites

LLC, New London. N.C.. is phasing out the WeatherBest name and will focus all of its product development and mzrrketing efforts on the Fiberon brand of decking. railing and fencing products.

The company acquired thc WeatherBest brand and manuf'acturing facility from LP Building Products one year ago, but LP recentlY announced a product advisory warning of premature deterioration in a small percentage of old WeatherBest decks. WeatherBest products produced bY Fibcr Composites were not included in the advisoly. since they used the proven Fiberon formulation, yet evidently there would be room for confusion on the part of customers.

"Fiberon has achieved an unblemished reputation for quality and has strong preferencc among deck builders throughout the marketplace," said Doug Mancosh, owner and c.e.o. of Fiber Composites. "After a careful examination of our brand strategy going forward, it became clear that the Fiberon brand was our choice to cary the mantle of our extensive array of composite decking, railing and fencing products."

WeatherBest branded materials will now be offered under thc Fiberon Premium Grain name.

Other decking lines include Fiberon Prof-essional, Fiberon Tropics, Sanctuary PVC, and the new Fiberon Horizon with PermaTech Innovation. combining superior surface resiliency with stain. scratch und mold resistance.

Logging Museum Planned

A dedicated group of volunteers are working to open a new logging museum in the Antique Powerland Museum complex in Brooks. Or.

Dubbed the Pacific Northwest Logging Museum, the project is the brainchild of Don Boman, formerly of Boman Industries. and Paul Skirvan, a partner in ESSI Logging. Quinn J. Murk is president and board members include Fred Heller, Bob Luoto, Mike Miller. Fritz Skirvin, Paul Skirvin, Kevin Smith, and Roy Zimbrick.

Powerland has set aside three acres for the new museum. Donations of equipment, artifacts, and building materials have already been pledged to help get the museum established.

Weyco Selling TJ Division

Weyerhaeuser Co., Federal WaY, Wa., has agreed to sell its Boise, Id.based Trus Joist commercial division to Atlas Holdings, Greenwich, Ct.

The deal includes manufacturing plants in Chino, Ca.; Hillsboro and Stayton, Or., and Delaware, Oh., and 13 sales and engineering offices across the U.S. It has 428 employees employees, primarily in the Northwest. Southwest and East.

"Our goal is to ensure that the commercial business is optimized for long-term growth," said Carlos Guilherme, ilevel v.p. of sales, noting the sale will "allow Weyerhaeuser to narrow its focus on core strategies in the residential structural frame market."

The transaction, subject to final negotiations and board approval, is expected to close in fourth quarter 2008.

Tom Denig is chairman and Bill Walter vice chairman of the commercial division, which will remain headquartered in Boise.

Depot Plans DC In Redlands

Home Depot will open a distribution center in Redlands, Ca., in first

quarter 2009-its second in the Inland Empire, joining a five-year-old DC in Mira Loma.

At 658,000 sq. ft., "this is one of the bigger buildings you'll see out there," said Pat Maloney, a first vice president in the Los Angeles regional office of Prologis, which is based in Denver. Co.. and will oversee the center for Depot.

Kathryn Gallagher, a regional spokesperson for Home DePot, said that the Redlands DC is Part of a nationwide restructuring of the company's distribution systems that is scheduled for completion by 2010.

Blaze Strikes Foster Lumber

An Oct. 20 blaze at Foster Lumber yard, Vallejo, Ca., destroyed a large storage structure with an estimated 100,000 ft. of lumber and damaged another building.

"It was tremendous. The flames were probably 30-40 feet," said assistant fire chief Ray Dandridge.

At a nearby restaurant, intense heat from the blaze cracked windows and damaged a car. There were no reported injuries, however, and the business opened as usual the next day.

Store manager Jack Hart said he

realized the magnitude of the blaze when fire crews bulldozed piles of wood to get to the flames underneath. He added that some structures were damaged by smoke and water, but the main store was untouched.

The cause of the four-alarm fire is "potentially suspicious," according to fire chief Russell Sherman, because there was "no obvious ignition source."

Menards Moves Into WYoming

Midwestern

big box chain

Menards has opened its westernmost location, with the Sept. 16 unveiling of a 204.000-sq. ft. superstore in Casper, Wy.

Matt Toulouse is store manager.

Sources say the chain maY next expand into Montana.

Based in Eau Claire, Wi., Menards is the nation's third largest home improvement center operator, with more than 240 stores in 12 states.

Dunn Expands To Be Seen

Dunn Lumber hopes that adding 80,000 sq. ft. to its store in MarYsville, Wa., will make the store more noticeable to potential customers.

"We'll have a lot more visibilitv,

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Financial Crisis To Delay Lumber Recovery

The historic downturn in lumber ping to 13.6 billion bd. ft. in 2009. demand will likely extend another That would be the lowest annual volyear until the American financial sys- ume since 1982. Since 2005. output at tem and housing market can be western mills has declined some28Vo, repaired, according to a new lumber supply and demand forecast from Westem Wood Products Association.

According to WWPA, lumber demand is expected to droP l5%o to 44.3 billion bd. ft. this year, then fall another 3Vo to 43 billion bd. ft. in 2009. In just three years, demand for lumber has plummeted by some 20 billion bd. ft. -more than what western mills produced in all of 2005.

Housing starts are forecast to reach just 993,000 in 2008 and decline again to 933900 next year. Since new housing typically accounts for more than 40Vo of annual lumber demand, the more than 507o decline in starts from 2005 has been a body blow to lumber mills.

The volume of lumber used in new home construction is expected to total ll.8 billion bd. ft. in 2008-less than half of the 23.3 billion bd. ft. used just two years earlier.

Production in the West should total almost l4 billion bd. ft. this year, slip-

or more than 5 billion bd. ft.

Lumber production in the South is predicted to decline 9Vo to 15.2 billion ft. this year, then fall 2Vo next year.

The demand decline, coupled with unfriendly currency exchange rates and higher transportation costs, is taking its toll on lumber import volumes. Following a l97a decline in 2007, total imports this year are forecast to decrease 21Vo to 14.5 billion bd. ft. A 3.6Vo drop is predicted for 2009.

Harwood Mill To Liquidate

Family-owned Harwood Products, Branscomb. Ca.. has abandoned its four-month search for financing to restart its bankrupt sawmill and will liquidate its assets.

"We're really caught up in the financial times. We couldn't get financing," said Art Harwood, the third generation of his family to run the 58-year-old business.

The mill will be auctioned off to

Canadian imports, which represent more than 9O7o of the volume of imported lumber, are expected to lose market share. Imports from north of the border should total l3.l billion bd. ft. this year, then fall 37o in2OO9.

Non-Canadian lumber imports, mostly from Europe and Latin America, have also plummeted. Just 1.4 billion bd. ft. is forecast to be imported from non-Canadian destinations in 2008, compared to 3.2 billion bd. ft. shipped to the U.S. in 2005.

The WWPA forecast calls for housing markets and lumber demand to grow in 20 10, but cautions that any recovery will be slow.

pay Harwood's primary secured creditor. Wells Fargo. which is owed $2.9 million.

Harwood owes another $2.3 million to its 20 largest unsecured creditors.

Crushed by falling demand and stagnant lumber prices, the mill shut down in January and laid off 200 workers, intending to restart when market conditions improved. When thev did not. Harwood filed for

Chapter I I bankruptcy protection in May, hoping to restructure its debt.

Decades ago, a market downturn forced the Harwoods to sell their mill in Willits, Ca., and thousands of acres of timberland. The company had also invested millions in expanding the Branscomb facility's capacity and installing machinery to process smaller logs.

Art Harwood.55. will remain in the industry, as director of the nonprofit foundation he helped found 12 years ago. The Redwood Forest Foundation owns and sustainably harvests 50,000 acres of redwood forest in the region.

TimberTech Expands In West

TimberTech has expanded distribution of its composite decking, railing and fencing in the West through new deals with wholesalers OrePac Building Products, Wilsonville, Or., and International Wood Products, LLC, Clackamas, Or.

OrePac DCs in Denver. Co.. and Salt Lake City, Ut., have distribured TimberTech products in Colorado, Utah and Wyoming. The company will now carry the products in nine DCs, expanding coverage to Alaska, California, Idaho, Oregon and

Washington.

International Wood Products, which has distributed for TimberTech in Oregon and Hawaii since 1997, will now distribute the products in western Washington.

84 Breaks Into Commercial

Looking to expand beyond residential housing, 84 Lumber Co. is diving into the light commercial construction market.

The chain recently bid on several commercial jobs, including an 890unit condominium develonment in Lake Austin. Fl., for which ii will furnish steel studs, insulation, sheathing, drywall, trim and metal trusses.

FSC Certifies Roseburg LVL

Roseburg Forest Products Co.'s engineered wood products plant in Riddle, Or., has been approved to produce Forest Stewardship Council-certified Rigidlam LVL.

Bob Berch, Roseburg's EWP national sales manager, said, "certifying our Rigidlam LVL has been a high priority. Our timberlands in California have been certified since 2000, and we have offered FSC-certified plywood products since that time.

FSC-certified Rigidlam LVL is an important addition to our green product line, which is the largest and most diverse offered in North America today".

As certified by Scientific Certification Systems under registration code SCS-COC-000300, the products are recognized as coming from well-managed forests, which adhere to strict environmental and socioeconomic standards in accordance with FSC principles and criteria.

Rigidlam LVL FSC-certified products are manufactured under the "mixed credit" system. They are used for headers, beams, studs and columns.

Tenon Gets All Of Southwest

Majority owner Tenon is acquiring the remaining 245Vo share of Southwest Moulding Co., Dallas, Tx., for $8.6 million.

New Zealand-based Tenon bought half of the outstanding minority interest from two senior managers on October I , with the balance to be picked up on January I and April 1.

Tenon acquired Sl%o of Southwest in 2005, then bought 24.5Vo in 2OO7

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84 Keeps Piling Up Closures

84 Lumber has closed another 29 locations, bringing its total closures to more than 150 over the last 18 months.

Spokesman Jeff Nobers described most of the closings as "market consolidations" in areas where the chain would continue to operate-sometimes in newer, larger stores.

Twenty locations closed Oct. 20, including Dublin, Ca., as well as yards in Missouri, Pennsylvania, New Jersey, Michigan, Kentucky, Indiana, Alabama, Georgia, Maryland, New York, and South Carolina.

Two week earlier. nine locations closed, including stores in Alabama, Oklahom, Illinois, Louisiana, and a component plant in Indiana.

The closures leave the chain with 5,500 employees at 335 stores and 1l component plants.

ProBuild Buys Centrex Yards

ProBuild Holdings, Denver, Co., has entered Arizona by purchasing the assets of component manufacturer/ lumber distributor CTX Builders Supply from Centex Homes, Dallas, Tx.

CTX Builders Supply operates six distribution and manufacturing plants

producing wall panels and roof/floor trusses, primarily serving Centex's operations.

The plants are in Albermarle, N.C.; Plant City, Fl.; Buda and Carrollton, Tx.; Visalia, Ca., and Phoenix, Az.which becomes ProBuild's first in the market.

ProBuild has counted Centex as a major, long-time customer, last year earning the builder's Vendor of the Year Award.

Burned-Out Ace To Rebuild

Orland Ace Hardware, Orland, Ca., was destroyed by an Oct. 13 fire, but the lO0-year-old business will reopen in a temporary location this month.

Owner Ben Pforsick, a former Ace corporate employee, said that corporate officials offered assistance within hours of the $ I .5-million blaze, which destroyed all of the store's merchandise and displays. He bought the business four years ago and plans to rebuild at the same location.

Ironically, the store adjoins the local volunteer fire station. The allvolunteer fire crew battled the flames, which were "rolling heavily inside and out." accordins to assistant fire

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chief Jerry Kramer. That meant it was "too well involved inside and out back to risk sending firefighters in," he said. Residents from nearby homes were also evacuated.

After the fire, police officers instituted "preventive patrols" of the area, to prevent looting. "It is very dangerous right now," said police chief Bob Pasero. The cause of the fire remains under investigation.

BMHC Stock Departs NYSE

BMC West parent Building Materials Holding Corp., San Francisco, Ca., is moving trading of its common stock from the New York Stock Exchange to the OTC Bulletin Board.

The company was not in compliance with NYSE's continued listing standards after its common stock's 30-trading-day average dipped below $1 per share.

Closed Bonner Mill Sold

A real estate developer has Purchased most of the assets of Stimson Lumber's shuttered sawmill in Bonner, Mt., with the eventual goal of buying the entire 155-acre property. Scott Cooney and several unnamed

investors made the purchases during a two-day auction held by Stimson, which is based in Portland, Or.

"We bought the sawmill building and a significant part of what's inside it," said Cooney. "We bought all the conveyors and feeds to the boiler; he hog-fuel storage and feeds," he said. "We bought the mechanic shop and the kiln out-feed building. We bought

the machine shop and a significant amount of everything inside of it."

The developer said he wants to buy the rest of the property-which is listed for sale at $16 million-to keep the buildings on site to attract industrial tenants. The I 25-year-old mill processed its last logs in May and has been listed for sale since August.

"It's in really good shape and it

would be a crime to tear it down. You can't afford to build something like this today," said Mark Medley, who traveled to the two-day auction from Santa, Id., hoping to purchase frontend loaders for his cedar products company.

"It was a good mill. I'm sorry to see it go," said Jeff Webber, v.p. of manufacturing for Stimson.

Decks Take The Prize ln Redwood Gontest

California Redwood Association has selected the winners of its "Build a Deck, Win a Deck" contest (see Sept., page 14).

"We are thrilled by the response we've gotten," said Bob Mion, CRA marketing director. "This was a pilot program and an effort that we hope to build on. We partnered with eight Northern California retailers to start with, and have learned a few things along the way to make the program even better going forward. Retailer and contractor enthusiasm was great, and we've seen some beautiful decks as a result."

The contest, which ran through the summer and was open to contractors and homeowners in Northern California, was promoted primarily online and through in-store efforts.

"Having independent retailer support was critical," said Mion, "and contractors found the online entry process simple. It took just a few seconds to enter."

WINNING living space constructed by lsreal Cervantes and supplied by Ashby Lumber, Concord, Ca.

Entries were revicwccl by a CRA panel of experts who considered o\crall aesthetic appcal, workmanship. techr.rical/builcling code issues. ancl ploduct qualit1,. Winning contfactofs from each participuting retailer loch tion rece ivc a Si.000 store crccl it toward thc lirtirlc purchase of rcclr',oocl products.

"The responsc wc'vc gottcn lcaffirms reclwoocl 's position as u prefetrcd rttlrlt'r'ilrl lirl eontrlrt'l()r'\ in ()uldoor urchitcctural pro.jccts." said Mion. "Rcrlri'ood's overall valLrc and ctl\t()rilr:I rlrli:l-ucli()r'l l('nlilirr tlLrite high. Sornc of the entrics u,c rcccircd also highlighted how reclwoocl allows contractors to perfbrnr as artisans and shori' ol'l' their skills."

Contest u,inncrs inclucled Isreal (lcrvantes. Concorcl : Jc l'1' ( ioLr I d. .lef f 's Clustonr Building. N,lagalia: Weston Lcavens, Sebastopol: Bonnl' Weil. Berkclcyl Paul F'ostcr. San Francisco. rnd Deck Envy Constntction, Tnlckcc.

HONORED decks and railrnos submitted bv (upper photo) Jeff's Custom e"uitOing, supplied by Valley Redwood, Sacramento, and (lower) Paul Foster, supplied by Beronio Lumber. San Francisco.

(See next page for nare winning deck photos)

LF T[tltSHtEto Raotnur BARRTER FotL alocxs *atlANT HEAT FnoM ENTEntNG TH€ &YTtC, !i\rHtCH MEANS LESS WORK FON AIN CONOIT'ONER3 ailD uF To 200a sAvlNcs oN MONTHLY ENERGY gILL5.

PRfZED decks (conflnued from previous page,) built by (/eft) contractor Bonny Weil, customer of Truitt & White, Berkeley, Ca., and constructed by (nghf) Weston Leavens, customer of Mead Clark Lumber, Santa Clara.

Gresn Building Book Club Laumehsd

The U.S. Circcn Br-rilclin-e Ciouncil hus tcamecl ri ith lsluncl Press to launclt Grce-n\Vorks. rr book club that lvill oft'er -crcen bLrililinc books at cliscotrnt ccl priccs to LIS(illC nrcmbcrs.

"This book club is about :turlirrg rr conversirtion." slrid Peter Tcntltlcton. USGBC's scnior Iice pr.csirlcnl. "USCi B(' nrcnrbcrs are f'Lr ll ol irlcls antl solutions. Thr- book clLrb rvill ollcr' prottssionuls u ltlacc to cortncct u,itl-r othcrs irr thc I'iclcl. shurc thcir.thoLrgltts on \ ilrror.ls books. iclcas lrnd lrrthors. as wcll us lcarn morL- itbout ull things grccn buildin-u."

Islancl Prcss has becn ltublishinu rcsoLlrccs on thc built crrvinrnntcnt litr alnrost l-5 r'eat's. uccoldinq 1o plesi rlcnt uncl publishcr'('hlrlcs S. Savitt. "B1 ri olkin-u * ith L:S(lIlC'. onc of rhc prinrary soLlrccs lirr- ltlurtncrs. archi lects. and othcr prolL'ssionals. nc u ill bc ablc to o1'lcr u wiclc range of itlcris luncl solutions to thosc lookin-9 lur crpcrtise on tltcsc cIitical issues."

Books u ill bc sclcctcd on u rnonthlv basis bv l llincl ol lcading c\l)cr.ts in the ficlcl. und t.rc availablc lirr' pLrr' chase front Islaltrl l)rcss. Thc l'ilst iirur' offerings ar.c:

EttttrtrItl \r'cltiter'Itu c. lt7 (irr'enSoLrlcc \llrguzinc. li collcction of'2-1 in tlep(lt cusc stuclies ol Lrccn buildings thut lrlc both sustairriLblc rrnd attrilctl Vc.

. 'l lrc (.irt't'tt Ilrrildirt,q Rcyolrttiotr. l-rr .lcrlr Yuclclson. l chrorriclc o1' grc-cn [rLrilcl irrg that sltous lvlty and horr r-ctrclct's ncccl to stlrlt tltinking luboLrt tlcsr Sn in g. bLli ld itr !. lrntl opcratiug LF.lrD-ccrtificcl hLriltlin!\ on convcnt ionlrl buclgcts.

.,\ t r.s I t t i t t u lt I c (' t t t t.s I r t t t l i r t tt - ) rt tl l',tlitirtrt. br Churlcs .l . Kibcrt. rrhich !trrrlcs constluctiorr lrnrl rlcsitn plof'es sionrrls through tltc Prrccss ol'clcvel opr n ! cor.r.rn'rclc i u I lr ntl i nstitr-rtionuI hith pcrfornralrcc grccn builclinss ln toclav's rlalketltllrec.

. 'l'ltc Nacc.s.sttt-.t' llt't oltrtiort; Hot' I rttliridttuls & Or,qtttri,.ution\ t\t-(, \l'ot'kittq 'l o,qL,tlttr to ()rcata rr .!rr.r'ttrirtublt l|rtrltl. b\ Pcter M. Scngc ri ith Brrun Sntitlt. Ninu Kruschu'i12. .loc Luur antl Sunr Schlcl Thc lrLrthors rcveal hou colnpanics ire boltllr lcucl ing the changc fl'ont businr-:s lrs usrrul tactics to tlarrslirlnratir.'e stnttc!ics thut ale eritrcll lirl cr-cuting a lloLlrishing. sustainlrblc u orlcl.

fr.nii?4€

DealersWeighLower-Cost Substitutes For Ip6

ized. Confidence in the expertise of the manufacturer/importer is key.

For any tropical hardwood, including ip6, the source may be as imPortant as the species. Not all tropical hardwoods are suitable for decking, and of those that are, the drYing method and schedule, with appropriate quality control, may be critical to ensuring proper performance. Different types of tropical hardwood present different challenges in the drying process, so expert manufacturing

ls Key.

(Continued from page I 4 ) favorably with most of the unfinished mainstream species.

Moreover, within a given trade name, multiple species may be sold. Several individual species make up what we collectively call "ip6." Some suppliers have even from time to time shipped cumaru as ip6, although the wood is very dissimilar. Some 120 distinct species are sold as Philippine mahogany, only a few of which are suitable to be sold as red balau. The upshot is that the market for tropical hardwoods is not entirely standard-

Bill Christou, Nelson International, Vancouver. B.C.. notes that in addition to aesthetics, price, and availability, the educated customer should consider, in order of importance:

I . Natural durability-fungal, insect, and rot resistance

2. Stability when dry-tendency to check or warp

3. Mechanical properties-hardness and bending strength

Many reverse these priorities and put hardness near the top of the list, "probably due to ip6's leadership and the fact that Ipe happens to be a superhard wood," says Christou. Still, at some level hardness is a factor, and all of the alternatives mentioned here have at least twice the hardness of cambara, meranti, or treated pine.

It's not very likely that we'll see any single species overtake ip6 in terms of volume in the near future. But dealers who are willing to promote high quality alternatives alongside ip6 may find that they capture more business as a result.

- Joshua Kaye is product manager at American Lumber Co., Walden, N.Y. He also teaches seminars on green building and certiJication to retailers through the NRLA and offers NA seminars throughout the Northeast. He can be reached al jknye@ lumbernet.net or ( 845 ) 778- l 1 1 1

such as purpleheart are becoming more attractive to decking buyers, as the price of ip6 escalates.

Feature your Business Card in Tbe Merchant Soy Hoppy l{ew Year and,help find, cures to sdr)e children's lirses

Use this low-cost opportunity to deliver New Year's greetings to customers, friends and suppliersand help St. Jude Children's Research Hospital, which for 46 years has been relentlessly pursuing cures for children with cancer and other catastrophic diseases through research and treatment.

The center was founded by entertainer Danny Thomas and has become a pediatric treatment and researchfacility unlike any other. Discoveries made at St. Jude have completely changed how the world treats children with cancer and other catastrophic diseases. With research and patient care under one roof, it is where some of today's most gifted researchers are able to do science more quickly.

St. Jude is a place where many doctors send some oftheir sickest patients and toughest cases. Aplace where cutting-edge research and revolutionary discoveries happen every day.

All patients acceptedfor treatment at St. Jude are treated without regard to the family's ability to pay.

Doing Your Part Is Easy: Just send us your business card(s) before December 10, along with and a check for $100 per card-or

$200 per card to appear in both The Merchant MagaTine and its eastern counterpart, BPD-Building Products Digest -to Cutler Publishing, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

Questions?

Call Alan at $49', 852- 1990

St. Jude's cancer Pailent Carson Higgins, age 4

5 fatal burin?s mirtaker you dontt know youtl? making

USINESS is tougher today than it was a year ago.

Recently, a mid-sized company evaluated its situation: It faced a quickly shrinking market, and people just weren't buying as much. Competition was cutting prices in spite of higher costs. Salespeople were losing business all over the country. What options did they have to improve the business? They stated by asking themselves two questions: First, what were they currently doing? Second, what had they not done in the past?

Five specific areas tend to stand out in examinations like this. Individually, each is a problem. Collectively, they can spell disaster for your business. Luckily, it isn't impossible to eliminate these mistakes, as long as you have the discipline and desire.

Here are the five fatal business mistakes you could be making:

l. llo lla*cting Plrn

The marketing plan is the starting point, as it allows the entire company to know the tactics required to achieve the goals.

There's only one cure for this mistake-write a plan. The format is simple:

Goals: Establish your goals. These need to be hard-edged goals; avoid marshmallow marketing, such as soft sales targets, undefined goals, weak market data, ineffective advertising, and vague promotion schedules. Marshmallows kill!

Problems: Identify the major problems that stand in the way of reaching your goals.

Opportunities: Spell out the opponunities that offset the problems. For example, you may not be wellknown, but there is an opportunity because those who do know you like your company and your products/services.

Strategy: Define a longer-term strategy-this is the "what?" statement. What do we want to be four or five years down the road?

Tactics: Define your tactics very specifically. This section of the plan,

By John Haskell

accompanied by a marketing calendar and at least an adequate budget, provides the road map for execution, which leads to sales success.

This simple prescription for constructing a marketing and sales plan makes it easy. You just write to the outline. Take your time and fill in the blanks. Start with opportunities. Then anange the opportunities in order of priority.

l. No (ompetitive ilatdx

Every company has a position in the market based on specific attributes. For example, a cookie company judges its position by the taste, price, size and location compared to nearby competitors who are making a similar product.

These facts provide many opportunities to get insight into your position in the market. Nanowing them dswn to black and white, analyzing the vital differences, and planning how to respond to the competitive environment is the prescription for success.

l. No Undrrtrnding of Your (ultomer'r leal luying llotivation

The psychology of the customer is vital to marketing and sales success. Small businesses may not be able to afford extensive marketing research, but simple questionnaires and lowcost focus groups can deliver the vital data that allows a company to build marketing, merchandising, advertising and sales promotion tactics that work.

The prescription has three parts: do the research, listen very carefully, and, most importantly, act decisively

for the long term.

[. No Salel forecaltr

Planning for the business begins with a sales forecast. If the management team does not look forward, they will get constant surprises. Forecasting in most smaller and mid-sized businesses can be confined to customers who contribute a significant percent of sales.

Building a forecast for a customer involves a careful, in-depth analysis of the customer's business, the customer's relationship with your company, and the customer's marketing plan for the next year.

The only person who should do the sales forecast is the salesperson who is closest to that customer

Each salesperson must forecast for his or her major customers with a flll-in-the-blanks, paint-by-numbers approach. There arc no excuses. The forecast must be completed by a speciflc date and the salesperson must be prepared to discuss the rationale behind the fbrecast.

Let the chips fall where they will. The difference between the sales group's forecast and the management's goal for the year is called the "planning gap." Filling that gap is what marketing and management are all about. The marketing team's job is Io eliminate excuses b1t sctlespeople.

5. No Saler Syrtem

Sales management is key to success. Effective selling is the result of a complete system. Eft'ective salespeople are "self-managed professionals." Self-managed professionals know that phone calls must be organized beforehand, records must be kept, and selling is a disciplined process.

E,ffective, prof'essional selling is based on utilizing the company's marketing program to create a working marketing and sales plan for each significant customer. The self-managed professional salesperson has a game plan fbr every 30-day period. He or she works the plan every day. Every phone call and every visit is designed to further the plan.

Becoming a self-managed professional salesperson starts with this statement. "I know my customer, I know my company's products, and I know my company!s marketing plan. My job is to bring these three elements together into a short- and long-term plan for each of my best or potentially best customers. I sell products that

will not come back to customers who will."

Eliminating these mistakcs allows a business to solidify its position in the market and move forward regardless of the economy. Very few companies have large market shares. Therefore, if your company has eliminated these mistakes and is moving fbrward, you are positioned to take a little business from each of your competitors who have not eliminated the mistakes.

A little here, a little there. and you are doing more than holding your own-you are growing your share of market. When the economy bounces

back, you will reap tremendous beneflts.

- John Haskell, aka Dr. Revenue, is u professional speaker, seminar leader, marketing and sales cottsultttnt, artd author ot' Profit Rx. He c'an be reuched ot tlrret,enue@ drrevenue .cont -

'TIETCHER. BOARDS

Bcsed in Annopolis, MD, Fletcher Wood Solutions is the lorgest monufocturer of detect-free, oppeoronce srode rodioto'FIETCHER' pine products in New Zeolond. Dis- MOULDINGS tributing our cleor boords, mouldings, LIFESPAN treoted wood, ond lumber to the North Americon mcrket through fft€:rj our proven ond completely integroted K1_ I:€ forests in the world .

]j,l'J",1i",..!1":'..:,-.'J::T il: f,i' i-.=iw IIETCHER. lorgest FSC certified pine olontction o=egi|d

producls

Lock Onto ExteriorTrim

The TrimBonder adhesive kit from Devcon Construction Products reportedly contains everything needed to permanently bond, laminate, and fill gaps or nail holes in cellular PVC or natural boards and trims.

The product is manufactured with high percentages of recycled fiber and a resin alternative that contains no urea formaldehyde. Available thicknesses range from 3/16" to l-5/16", widths up to 5', and lengths to 16'.

- Please call (800) 424-2311 or vi sit www .t emp le inland.c om

Stoned Look

Yizcaya glazed porcelain tiles from Mediterranea offers a stone look for commercial or residential spaces.

Top Brass

Richelieu now produces three collections of solid brass hardware that contribute toward recycled content credits under LEED.

Formulated for exterior use, the kit contains two cartridges of adhesive, an applicator gun, four static nozzles that mix and dispense the two-Part adhesive, plus instructions.

- Please call (800) 933-8266 or visit www.devcon.com

Greener MDF

UltraStock-Free MDF from Temple-Inland can contribute credits for LEED, NAHB green building, Green Globe, and CARB recognition.

Large-format sizes of 24"x24", 18"x18", and l3"xl3" are offered, olus 6-1l2"x6-112" and mesh-backed mosaics on 13"x13" sheets. Four unique colors plus two surface textures are also available.

- Please call (305) 718-5091 or v is it www .me dit e r rane a- us a.c om

Green Removers

Zinsser now offers three environmentally friendly paint and finish removers for do-it-vourselfers.

The first has a soy-based formula that reportedly can remove more than five layers without harsh chemicals. A citrus-action gel has low odor for indoor use, while the paint and var-

The products are manufactured from I 00Vo recycled brass in a process that recovers 98Vo of the waste metal generated.

Hardware is available in a variety of styles and designs.

- Please call (866) 832-4010 or visit www.riche lie u.com

Unique Fasteners

Scrail collated fasteners from Fasco America can be used in place of ordinary screws.

Job-specific fasteners, such as the double-threaded BeckDeck for decking, railing and fencing, reportedly speed installations.

Options include four head types, a variety of finishes, and the ability to use with a range of nailers.

- Please call (800) 2398665 or go online at 'n)ww. fascoamerica.com

nish remover is formulated to safely remove more than seven layers in one step.

- Please visit www.zinsser.com

TallWall Software

New ilevel software enables accurate design of walls over l0 ft. tall.

Look Before You Lift

New laser and camera attachments for Hyster reach trucks can limit product and rack damage, while increasing operator safety and productivity.

Aluminum Flashings

Pre-formed aluminum flashine components f,rom Rollex are designed to simplify and ensure the proper installation of fiber-cement sidins.

Tall Wall Calculator provides individual member sizing and connection designs for each wall-framing member. Builders can print out the designs to demonstrate code compliance.

- Please www.ilevel.com

Get Into Windows

Visions 1500 all-vinyl windows have an integral brickmould and builtin J-channel for easier installation and a finished look.

Extruded 2-314" frames have hishimpact acrylic modifiers and UV s-tabilizers for strength and to protect against color fading.

A roof-to-wall flashing ['elps installers maintain the required 2" minimum clearance. A drip cap fits on top of trim placed above windows, doors, and decorative band-boards. The Z wall flashing is used between upper and lower panels of 4'x8' siding, typically in two-story applications.

All flashings are doubled coated, front and back, with an Environ acrylic finish in seven colors that resists scuffing and fading.

- Please call (800) 251-3300 or visit www.rollex.com

The laser can be disolaved as either a dot or line beam, arid ii useful in environments with low visibility. The camera is mounted to the fork carriage to allow operators to retrieve and replace product more efficiently.

- Please visit www.hyster.com

Multiple hollow chambers inside the frame provide insulation, while integral nailing fins help ensure a plumb and level installation.

- Please contact (800) 584-7680 or visit www.visionswindows.com

Fred C. Holmes Lumber Co.

Recvcled Glass Tiles

Tiv6li mosaic tiles from Hakatai now contain 7O7o recycled glass.

The mesh-mounted tile can create a striking focal point or combine with metal, wood or stone for an organic design.

The two iridescent colors-indigo black and black gold-can be used for walls, light-use residential floors, countertops, backsplashes, shower and tub surrounds, spas and fountains.

- Please contact (541) 552-0855 or go online at www.hakatai.com

On The Level

Level Best is a 4-in-1 tool that levels, plumbs, squares and measures at the same time.

Exactly ll2" wide, the tool can be used to allow proper spacing for insulation and sheetrock installation around doors and windows.

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

CLEAR ALL HEART AIR SEASONED

HRT BEE K/I.N DRIED CLEARAYE GREEN BEE ROUGH & S4S

SEIECI HRI CON HRI CUSTOM MILLING AVAILABLE

Wholesale lumber products

CON COMMON SIZES FROM IX4TO I2XI2

Fred Holmes. Steve Holmes.

Phyllis Hautala, Steve Hautala, John Gould

P.O. Box 8OO, Fort Bragg, Ca. 95437 Fax 707-96r-0935 (8OO) 849-0523

Stair construction is reportedly easier with built-in minimum and maximum tread and rise measurements.

The tool also has a pencil slot for convenient and accurate marking.

- Please contact (866) 930-5203 or go online at www.levelbest2.com

Multitaskino Lift

The Combi-CB-from Combilift reportedly is more compact than a traditional counterbalance forklift, but has the added advantage of multi-directional operation.

i-boi

BOR.ATE TREATED WOOD

,

Ili-boro brand treated wood is a borate treated

product designed for interior house framine in Ha Hi-boro treated wood resists attack bv Foimosan zubterrurean termites and numerous hbusehold in,

FirePROo brand interior fire retardant is the construction ;i[ industry's newes and most adranced fire protection q6tem il for wood. fte unique tirePro drunistry is a Eatart pendr4g formulation thacorimins no phoqphom#has& mriinunOsl I

The new lift has a 6,000 lb. capacity is available in Lp gas, diesel and electric, with lift heights up to 25 ft. A fully enclosed cabin with heater offers protectiron in harsh environments.

The 55" wide fork-carriage offers support for palletized goods and long-length products.

- Please visit www.combilift.com

Fluid Tile

Wave porcelain tile from Level comes in four throushbody colors for both floors and walls.

All four colors are available in 2O"x20". 13"x13". 10"x20", 6-ll2"x6-112" , 3-tl2x6-tl2 field tiles, and a 3" x73" bullnose. Mosaic tiles measurin s. 3 -I I4,' x3-l / 4,, are mesh-mounted for quick installation.

- Please call (972) 232-3804 or visit www.level-usa.com

F

BC W00D hosted ils annual Global Buvers Mission Sept. 1 1- 13 at the Whistler Conference Cenier, Whistler, B.C. (1) Tomie Neubauer, Ash Appadurai, lrwin Sidana. (2) Brent Bradshaw, John Gillis, Jun Yan, (3) Lorne Stoneman, Tom Kukuda, Wayne Brown. (a) Jody Boates. Paul Saini (5) Michael Ren, Shan Wu. (6)

Shin Nakasone, Ken Friesen, Cathy Kuo, Dave McCloskey. (7) KasPer KoPP, Charlene Ellickson, Deborah Cruks, John Kuch. (8) lan McLean, Greg Schellenburg. (9) Paul Bazeley, Mike Wilson. (10) lan Wiqht, Dennis Wight. (11) Ron McDougall. Taia Primeau, Ted Hall. (12) Monique & Frank Wijnhoven.

LOS ANGELES HARDWOOD Lumberman's Ctub met Seot. 18 fpr golf at the Costa Mesa Country Club, Costa tr,lesa, C'a. (1) Craig LeFebvre,_Brent Heppner, Angelo DiMario. (2) Jim Stewart, Walter Ralston. (3) Jim Mixa, Alan Arbiso,'Junior Lucatero. (4) Christy Fuller, Jamie Sullivan, Nicole Sullivan. (5) Blandford.Bolte, Mike-Long, Jim VonTellrop. (6) Pete Lang, Mhtt Grube. (7) Kameron Shannon, Kevin Hewitt. ' '

FOR FREE PHOTO DOWNLOADS FROfuI TH6 E OTHER INDU STRY EVENTS, OO IO WWW,g UILuNI-PRODUnIS.nOIII AI,ID CIICK THE UNK AI THE EOTIOII4 IEFT

Quolity Western Cedor Products

lx4

2x2

cleor cedol BALU$ERS in 36,

acisnr@r 'n d€ U5 aod s (hliw MDry ro inv cu$fier'5 |@d

s, $,4

44TH ANNUAL CONVENTION of the Association ol Millwork Distributors was Oct. 11-16 at Gaylord Palms Resort & Convention Center, Kissimmee, Fl. (1)Glen Ames, Pete Delaney, Barry Stein. (2) Jim Murk, Mark Setzei, Bryan Hoyle. (3) Joel Adamson, Garnett Douolass. (4) Joseph Emnions, John Dunkin, Hian Yount, Frank Worliman. (5)'tvtary Lou & Ken Stubert, Pat Gannon. (6) Randy Roedl. (7) Ed Del'Vecchio, Roger Taylor, Kerry Hansen. (8) Dave Dursl, kdtny saito, Bobby Reyn-olds. 151 fettie Sbhroeder, Melissa Leal. (10)

Gonzalo Aparicio, Sebastian Fernandez, Sebastian Mandiola, Missy Ard, Mike Vincent, Francisco Figueroa. (11) Russell Evans, Randy Luebe. (12) Teresa Luze, Nick Carter. Steve Sutton, Cherry Williams' (13) Milie Potthoff, Cal German. (14) Carl Lindgren, Lonnie Ramey. itsi fom Randolph, Bob Randolph, Dave Bandolph. (16) Laurie & Dan Coleman. (17) Bill Carroll, Charlie Risinger, Brent Mangum. (More photos on next Page)

JOBBER SHOW /contlnued from previous page): (11Eric Sailors, Gregg Killel'ea, Sam Steves, Doug Gartner, Mike Wamsley, Jim Parker, Ben Goswick, Matt Garrinqer, Steve McOullough, Jimmy Stewart. (2) Sciott'Dunst, Steve Vercauteren, Mike Moe. (3) Marcel Chehade, Joe Morin, Bo Sink. (4) Ed Grause. (5) Gerald Grider, Charlie Meyer, Ted Reiter,

THE INDUSTRIAL SPECIALIST cus

INCISING . HEAT STERILIZ.ATION

ACO.B&D CHEMONITE@ACZA

CLEAN CREOSOTE

50. 50 CREOSOTE PETROLEUM

PENTACHLOROPHENOL TYPE A

Kevin Fox. (6) Espo Ariganello, Mark & Paige Dan Beaty. (8) Alan Lechem, Dave Gambell, westlake, Paige_westlake. (7) craig Young, Mauricio Bravo, (9) Miguel Rivera, Bill simon. Damaris Haire, Randy Fortune, Jim Schmidt, (10) PhilTachiki, Wade Hickson.

Rates: $1.20 per word (25 word minimum) or, if contains artwork or oversized type, rate is by the column inch (2-ll8 inches wide): $65 if we

ploce California Timberline,Inc.

CALIFORNIA TIMBERLINE, INC., ANd HERITAGE HARDWOODS INC., are well established wholesale distributors of hardwoods, softwoods, plywood, and custom millwork. We have serviced California, Arizona and Mexico for over 30 years. We are pursuing experienced sales executives for Los Angeles, the Inland Empire, and San Diego. This is an opportunity to have your own tenitory. Please contact Chris Skibba, (909) 591-4811. Resume can be sent confidentially to cskibba@caltimberline.com.

LUMBER TRADER

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

WELL ESTABLISHED Southern California wholesale distribution company is looking for a sales management trainee. Candidate must have a minimum of 5 years experience in wholesale distribution of lumber and panel products. Solid communication skills and product knowledge are a must. Salary is commensurate with experience. We also offer medical and 40l/k retirement packages. If you are a salesperson who wants to make the move up to management, or are currently in management and want to make a change, contact us at Box 708, c/o The Merchant,4500 Campus Dr., #480, Newport Beach, Ca. 9266O ; dkoenig@building-products.com.

set the type, $55 if ad is fumished "camera-ready" (advertiser sets type). Phone number counts as I word, address as 6 words. Headline or centered copy, $9 per line. Border, $9. Private box, $15. Send ad copy to 4500 Campus Dr., Ste.480, Newport Beach, Ca. 92660,Fax949-852-0231, dkoenig@building-products.com, or call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: 18th of previous month.

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

TAKE OVER LEASE. Two lumber delivery trucks. Southern California area. 2OO4 Peterbilt Model 385. 24' bed.80000# G.V.W., 178,000 miles. 2008 Freightliner Model#CL12064ST, 24' bed,80,000# G.V.M., 50 miles. For more details, contact Mario at (800) 660-8660.

John Aloysius Campbell, 67, former president and c.e.o. of Pacific Lumber Co., Scotia, Ca., died Oct. 19 after a months-long battle with cancer.

A native of Australia, he joined Pelco in 1969 as a laborer in the rail yard and by 1985 had worked his way up to executive v.p. of forest products. In 1989, after Pelco was taken over by Charles Hurwitz and Maxxam Co.p., Mr. Campbell was named president and in 1993 c.e.o. In 2001, he was replaced by Robert Manne, although he remained chairman of the board.

He was elected mayor of Fortuna, Ca., in 2006, and attended city council meetings until last August.

Roger Wendland Braniger, 83, longtime Southern California lumber wholesaler, died Oct. 20 in Orange, Ca.

Mr. Braniger started his lumber career at Inland Lumber, Riverside, Ca., in the early 1970s. From the late 1970s to 1985, he worked at South Bay Forest Products, Orange, Ca. In 1985, he and Dennis Richardson launched Oregon Canadian Forest Products of California, Orange. He left the company in the early 1990s, to work for Product Sales Co., Orange.

In the mid-1990s, he boughr a screening business that he operated until his retirement in 2000.

Raymond DeMotte Wineinger, 93, venerable Los Angeles lumberman, died Oct.9 in Smith River, Ca.

He entered the lumber business in 1932 with Amaline Lumber Co., La Crescenta, leaving near the end of the decade for Hughes Aircraft. After serving in Japan during WWII, he joined Fox Woodsum, Glendale, until the firm dissolved nearly 15 years Iater. He then joined Fleming Hightower Lumber, Los Angeles, as superintendent, becoming general manager and finally v.p. as the yard evolved into Fleming Lumber and Fleming Industries.

He retired in 1974, before the location was acquired by Terry Cos.

John Rosenberry, 57, sales manager at Alpine Cedar Co., Sandpoint, Id., died Sept.27

In the late 1980s, his family cofounded Spokane Cedar, Spokane, Wa., in which he sold his interest in the 1990s. He joined Alpine in 1996.

George Wilson, 86, former managing owner of Ray Hill Lumber, Los Angeles, Ca., died Sept. 28 in Huntington Beach, Ca., from complications of congestive heart disease.

In the 1940s, he worked at Middleton Lumber, Los Angeles. He joined Ray Hill in the late 1940s, and purchased the business in 1976. Ten years later, he sold the business and retired.

He also helped his two sons, Brian and Glen, establish their firm, Katella Plywood & Lumber, Stanton, Ca.

Thurman Harris. J2. former owner of Horsehead Lumber & Hardware, Monticello, Ut., died Sept. 28.

He and his wife, Marie, opened the yard in 1983 and closed it in 1986.

UWP'#ff:r,

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guide

Souurnt Clulonul

Kelleher Corp. (ontario).....,............,.,.,.,..,....(909) 635-1560

Kelleher Corp. (Rancho Cucamonga)...........(909) 476-4040

North Pacific-So. Ca. Distributron..........,.,.....(800) 647-6747

OrePac Building Products...............,.,...........(909) 627-4043

Pacitic Wood Preservin9......,...,....................(7 1 4\ 701 -97 42

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

Peterman Lumber C0................,.............,.....(909) 357-7730

Redwood Empire..... ......(909) 296-9611

Reel Lumber (Anaheim)......(800) 675-7335 (71 4) 632-1 988 Reel Lumber Service (Riverside) ..................(951 ) 781-0564 Regal Custom Millwo tk.......(7 1 4) 77 6'1 673 (71 4) 632-2488

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

Simpson Strong-fie

Sournwrsr

Nonru & Clnrmt Cmltonnn

SACBAMENTO / STOCKTON AREA

Arch Wood Protection ................,.,................(530) 533'7814

BMD ............,....,...... ......(800) 356-3001

California Cascade Industries............,..........(91 6) 736'3353

Calilomia Lumber Inspection Service......,.....(209) 334-6956

Capital lumber...................(209) 946-1200 (866) 946'2280

Capitol Plywood....... ......(916) 922-8861

Hoimes Lumber Co., Fred C. (Marysville).....(530) 743'3269

Kelleher Corp. (Roseville) ....................,.,......(916) 788-0900

Lausmann Lumber.. ......(800) 626-1233

Lumber Assn. of California & Nevada.,.........(916) 369-7501

M&M Builders Supp|y..................,.................(209) 835'4172

OrePac Building Pr0ducts................,............(916) 381-8051

siskiyou Lumber Products..(800) 695-0210 (530) 666-1991

Taiga Forest Products........(800) 348-1400 (916) 624-4525

Western Wood Treating, Inc................,.........(530) 666-1261

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

SALINAS

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

Bi6 Creek Lumber Co. (Paso hobles)....,......(800) 479-7922

Bid Creek Lumber Co. (Santa Cruz) ........,....(831 ) 476-3800

223-7 440

Pacific Wood Preservin9.......................,.......(530) 824"9400

Shasta Cascade Forest Induslries, Inc. ........(530) 243-0500

shasta Green Inc. ..(530) 335-4924

Sierra-Pacific Industries ............,.............,...,.(530) 378-8000

Siskiyou Forest Products ..,(800) 374-0210 (530) 938-2771

Western Woods, Inc,,....,.............,.................(800) 822-81 57

Bi[ Creek Lumber Co. (Watsonville)....,.. ......{.8001 U2-277 0 cedar valley (Holliste4 .................................(866) 202-9809

SAN FRANCISCO BAY AREA

Beaver Lumber Co.. ......(831) 636-3399

Biq Creek Lumber Co. (Half l\iloon Bay)........(650) 560-9749

BMD Forest Products (Walnut Creek)...........(866)-288'8325

California Forest Pr0ducts.............................(831) 634-01 00

Plcrrc llonrnwrsr

Distribution Inc.,................,..............(800)

(s41) 53s-3465

Pacific Wood 1aminates................................(541) 469.412

South Coast Lumber C0........,....,..................(541) 469-4177

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

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

MCMINNVILLE / CORVALLIS / SALEM

Capital lumber.................,.(541) 223-0020 (866) 898-1128

Forest Grove Lumber C0....(888) 201-3754 (503) 472-3195

Mary's River Lumber ....................................(800) 523-2052

Hoyal Pacific Industries..........,......................(888) 876-9663 (503) 434-5450

GREATEF PORTLAND AREA

Adams Lumber, nc.............(800) 298 -4222 (5031 245-1796

B0dyguard.............. ......(503) 643-8800

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

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

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

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

Rocrv tlounnrus

cotoRADo

DENVEH Allweather Wood Products....................,..,....(800) 621 -0991

All-Coast Forest Products..........,...,....,..,..,...(800) 332-8977 BMD (Colorado Springs)...............................(917) 528-6000

FAX to 949-852-0231

or call (949) 852-1990 or mail to BPD, 4500 Campus Dr., Ste.480, Newport Beach,Ca.9266O.

Name (Please print)

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Phone

Want to Subscribe?

News or Comments? we welcome comments on articles or news of your company such as new hires or expansions. Just email dkoenig@building-products.com or Fax this form to 949-852-0231:

For more informtion from advertisers, use the Web site in brackets.

Adams Lumber..............,....... ...........4

Ainsworth [www.ainsworth.ca] ..........'.'..16A

Anfinson Lumber Sales Iwww-anfinsoncom] ........,......................38

Azek [www.azekcom]........... ..........23

Bear Forest Products Iwww.bearfpcom] .......................................41

Boise [www.bc.com] ,............. .....,................Cover III

Building Material Distributors Iwww,bmdusacom] ....................32

Cal Coast Wholesale Lumber .........46 California Timberline..... ,...................6

Capital [www.capital-lumbercom] .........,........45,61

Colville Indian Precision Pine [www.cippine.com]....-..--...........51

Coos Head Forest Products [www.cooshead.com]........................25

Fasco America [www.fascoamerica.com] ,,............39

Fletcher Wood Solutions [www.tenonusacom] .............................49

Fontana Wholesale Lumber [www.fontanawholesalelumber.com] AI

Forest Grove Lumber [wwwJglco.com] ...................-.-.--.-........21

Fred C. Holmes Lumber Co................... -.-............52

Gemini Forest Products [www.geminiforestcom].........................60

GRK Fasteners [www.grkfasteners.com]

Hampton Affiliates Iwww.hamptonafliliates.com] .......................37 HuffLumber Co.................... ...'......34

Keller Lumber Co. -..............55

Krauter Storage Systems [www.krauter-storage.com] ....,...........24

Kubinec Strapping Solutions [www.kubinecstrappingcom]........40

Lanxess GMBH [www.protectedbypreventolcom] ..........'............10

Lumber Country [www.lumbercountry.net].................'.'.'Cover IV Norman Distribution Inc. [www.normandistcom].......................59

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

Pacific Wood Laminates [www.pwlonlinecom]..............-..'.'.......27

Pacific Wood Preserving Cos. [www.paciflrcwoodcom]..........'....35

Quality Borate Company [www.qualityborate.com]....................36

Redwood Empire [wwwredwoodempcom] Cover II

Roseburg Forest Products [wwwrfpcocom]

Roy O. Martin [www.royomartincom]

Royal Pacific Industries....... ...........53

Simpson Strong-Tie Iwwwstrongtiecom].....................................29

Siskiyou Forest Products [wwwsiskiyouforestproducts.com].....33

SkuttleTight Inc. Iwwwskuttle-tightcom]

Summit Imex Iwww.cumarudeck.com] ...............,.........................55

Superior Wood Treating [wwwsuperiorwoodtreating.com].......26

Swan Secure Products [wwwswansecure.com] ............,................45

Swanson Group Sales Co. Iwwwswansongroupinc.com] ..............3

Taiga Building Products Inc.

Thunderbolt Wood Treating [www.thunderboldwoodtreatingcom] ,.............42

Utah Wood Preserving Co, .....,,...,....., ....................59

Vaagen Bros. Lumber Inc. [www.vaagenbrosrcom] ......................44

Van Arsdale-Harris Lumber Co.........,....,.... .........52

Viance [www.treatedwoodcom].................... ............4

Western Red Cedar Lumber Association [www.wrcla.org] ..........5

Wynndel Lumber Iwww.wynndellumbercom]........................'....31

STR[lNG ER, 0u ET

Albuquerque, NM

s05/877-81 50

Fax 505/877-7916

Billings, MT

406t652-3250

Fax 4Q6/656-9969

Boise, lD

2081384-7700

Fax 2081345-1517

Denver, CO

303/289-3271

Fax 3031288-0476

Boise Distribution

Grand Junction, CO

970t244-8301

Fax 9701244-8316

ldaho Falls, lD

208t522-6564

Fax 208/524-0308

Latrhop, CA

209t983-4114

Fax 209/983-41'19

Locations

Phoenix, AZ

602t269-6145

Fax 5021272-6484

Riverside, CA 95 1 /343-3000

Fax9511352-0652

Salt Lake City, UT 801t973-3943

Fax 8011972-1937

Spokane, WA

509/928-7650

Fax 509/922-0599

Vancouver, WA 360/693-00s7

Fax 360/693-1 049

Woodinville, WA

4251486-7477

Fax 4251402-1291

Yakima, WA

509/453-0305

Fax509/453-5629

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