Merchant Magazine - November 2013

Allweather Wood...lt's not just a name. ffitrum ffi WffiffiM$ffiffim.

Appearance-grade decking. fencing, sturdy substructure and terrnite-f ighting framing and sill plate.

Pressu.e rreatcd lurnber i-pregnated deep with fire retardant to provrde permanent proiectton.

Structural timL:ers and drmensional lurnber treated and stamped or tagged for ground contact use.

Structural timbers and drmensional lumller lreated for fresh and salt water rrarine applications.

No matter what your customers are building, it's going to have to face the natural elements - air, fire, earlh and water. lt's a non-stop battle and it takes a special kind of wood to stand up to the onslaught and win. lt takes Allweather Wood pressure treated lumber, ready for whatever nature brings on.

When it comes to premium profile products, give your customers an edge-with UFP-Edge.

UFP-Edge is made from the highest-grade lumber available, free of wane and with only small, tight knots that highlight the warm characteristics of natural wood. Hand-selected. Carefully cut with blades we sharpen and maintain ourselves. Manufactured near customer locations to eliminate the damage associated with storage and multiple transports. With UFP-Edge, you can offer the finest pattern, fascia and trim products on the market todav.

BnrnxrNc lruousrnv Nrws, Evrlr PHoros, & Dlctrnl EolnoN

Burror Nc- PnoDUcrs.coM

Follow on Twlrrrn

Twrrren. cov,/B r-oc Pnoo ucrs

CHANGE 0F ADDRESS Send address label from recent issue, new address, and g{igit zip to address below.

POSTiTASTER Send address changes to The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca.92660-1872.

The Merchant Magazine (ISSN 7399723) (USPS 796560) is published monthly at 4500 Campus Dr., Ste. t180, Ne*port Beach, Ca. 92660-1872 by Cutler Publishing, lnc. Periodicals Postage paid at Newprl Beach, Ca., and additional post offces. lt is an independently-owned publication for the retail, wholesale and distribution levels of the lumber and building products markets in 13 western states. Copyright@2ol3 by Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Riohts Reserved. lt reserves the riqht to accept or reiect an! editorial or advertising matter, and assume6 no liability for materials fumished to it.

By Alan Oakes

Exciting news from The Merchant and NAWLA-the North American Wholesale Lumber Association

CTSBER HAS BEEN an exciting month at The Merchant MagaZine and sister Llpublication Building Products Digest as we see the industry evolving and regenerating after one of the longest downturns in history. capping what has clJarly been a better year for all of us, our last issue-ramping up to the NAWLA Tradeis Market-was our largest in five years, as companies began promoting themselves again in a very different marketplace than at the start of the downturn in 200612OOi. All businesses will continue to face challenges as it will not be smooth sailing and there will be speed bumps along the way'

We have noticed over the last five years that the thirst for industry news has intensified and education has come to the forefront. Knowledge has always been powerful and one of our longtime association partners, NAWLA-the North American Wholesale Lumber Association, whose wholesaler and manufacturer members account for a large part of our readership, has taken a lead in education of its members and partners. For many yeafs, we have supported The NAWLA Traders Market with a special issue each October. A few years ago we launched a special section centered on NAWLA in our May issues. Based on that success, I am now pleased to say that we have made a mutual decision to take our long-term partnership a logical one step further.

I am excited to announce that Cutler Publishing and NAWLA have signed a joint publishing agreement for The Merchant Magazine and BPD to become oIIi' cial publications for NAWLA and a voice to NAWLA members-an extension to the community we have served since 1922.

To that end, in the future you will see articles and news direct from NAWLA that will be timely, interesting, authoritative and educational, targeted to both members and non-members, wholesalers, manufacturers and retailers.

We are also determined that every NAWLA member receives one or both publications, so please let us know if we have missed you.

Our goal has always been to inform and educate our readership. To that end we work with many fine industry associations. We are delighted that this new relationship with NAWLA will support the channel that supports their members, as well.

As we celebrate Thanksgiving in a few weeks, this new relationship is perhaps timely to recognize, finally, the industry upturn. Yes, not where we would all want it, but we have seen the turn of a very deep "U" shape depression curve and

are positioned to start the growth that we all have been waiting for. It's good to once again see smiling faces and people getting out to meetings.

Next year looks to be heading even further north. While the industry will still have its ups and downs and growth will bring its own issues, a much better place. But-shhhhh-let's enjoy it again regardless' We, as a leader in the industry, will continue to bring you the most news, latest product announcements, and some of the best editorial in the business, all to help you and your companies become even more successful.

Happy Thanksgiving to you and your families.

Alan Oakes, Publisher aioakes@aol.com

www.building-products.com

A publication of Cutler Publishing 4500 Campus Dr., Ste. 480, Newporl Beach, CA 92660

Publisher Alan Oakes ajoakes@aol.com

Publisher Emeritus David Cutler

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

Editor Karen Debats kdebats@building-products.com

Contributing Editors Dwight Curran James Olsen Carla Waldemar

Advertising Sales Manager Chuck Casey ccasey@building-products.com

Administration Director/Secretary Marie Oakes mfpoakes@aol.com

Circulation Manager Heather Kelly hkelly@building-products.com

How to Advertise

Ghuck Casey

Phone (949) 852-1990 Fax 949-852-0231 ccasey@bu ilding-products.com

Alan Oakes www.building-products.com

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

CLASSIFIED

David Koenig

Phone (949) 852-1 990 Fax 949-852-0231 dkoenig@building-products.com

How to Subscribe

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

or send a check to 4500 Campus Dr., Ste.480, Newport Beach, CA 92660

U.S.A.: One year (12 issues), $22 Two years, $36

Three years, $50

FOREIGN (Per year, paid in advance in US funds):

Surface-Canada or Mexico, $48 Other countries, $60 Air rates also available.

SINGLE COPIES $4 + shipping

BACK ISSUES $5 + shipping

More Satisfied Customers.

r Preserve is an industry proven copper based preservative

o AWPA Standardized and Building Code Approved lncluded in AWPA Book of StandardsCompliant with IBC and lRC.

o Lifetime Limited Warranty against decay and termites.

r Preserve is a Certified Green Approved Product of the NAHB Home Innovations Laboratories and is eligible to earn points towards Green Certification under the National Green Building Standard".

D-BLAZE

HnC Er,rANOANT TNEATED WOOD

For interior applications where fire retardant construction materials are specified or reguired by building codes.

Product Features

r Classified by Underwriters Laboratories@

. UL@ Class A (Class 1) with FR-S Rating

r SO'Year Limited Warranty

r Low-corrosivity & Low-hygroscopicity

r No VOC's or Formaldehyde

,-6r,

Meets Stringent lndustry Standards

Set by the American Wood Protection Association

Proud Sponsor

(E;)

ESR-2645

Testing and Approvals

California Department of Forestry and Fire Protection

.

CSFM BML Listings: Plywood:2580-2080-0100

. CSFM BML Listings: Lumber:2580-2080'0101

City of Los Angeles' Research Report: RR 24502

Building Code Compliant (lBC & IRC)

. ICC-ES: ESR * 2645 and AWPA Standardized (UCFA)

. AWPA: Interior Type A High Temperature (HT) FRTW

National Fire Protection Association (NFPA 255)

fuoucH rHE YEAR has yet to come I to a close, the next spring selling season is closer than you think. And along with warmer temps will come homeowners looking to get back outdoors-dining and entertaining on a new deck.

But making the sale-whether to builders or d-i-yers-requires more than just warm weather. The wide array of materials, components and accessories available in today's deck market requires that dealers have sharp selling skills and the ability to navigate broadening inventories and constant price pressures.

Here are strategies to help sell decking more effectively and efficiently:

Create an inspiring display. Sample boards can help buyers select a color, but nothing beats a partial- or full-size deck on site to draw homeowners in and help them visualize how they'll feel after their own deck is installed. Dealers with a deck display tend to sell more, so the cost of materials to build it can be recouped quickly. Your distributor may even provide assistance with materials and labor. Building-Products.com

Diversify your offerings. Don't just bring in a SKU or two you think might sell. Successful deck dealers create more sales by carrying a full anay of deck lines and, most importantly, offering a complete solution.

Don't neglect details. If you have the deck boards, make sure you also carry the coordinating accessories, matching railings, matching face fasteners, and the manufacturer's approved hidden fastening system.

. Understand your products. The growth of composite decking has added thousands of new SKUs to the market. Help customers wade through the offerings by developing a deep understanding of your lines. Know the differences not only between wood and composite, but classic composites vs. capstocks. Understand installation best practices, fastener compatibility, and long-term maintenance strategies. Consult with your distributor reps; they can help bolster the sales staff via product knowledge sessions and assist during open houses, how-to workshops, deck fairs, and trade shows.

Communicate the value. Part of the sale is quantifying to buyers what the entire deck will cost and what the advantages are of up-selling the project. For example, while a composite deck might cost more than lumber, it has more color options with no need for stain and is lower maintenance. Similarly, cedar decking costs more than pressure-treated, but offers a look homeowners love. Some materials carry longer warranties or distinctive guarantees that also differentiate them from other brands and price points.

Keep an eye on the competition. Take note of what your competitors stock and be prepared to explain how your offerings are different and deliver more ROL The same goes for pricing. Know how much your decking costs in relation to theirs so you aren't blindsided by a competitor's lowball. Ensure you're taking advantage of the boom in outdoor living by offering complete solutions, inspiring displays, and deep product knowledge.

COMFY OUTDOOR entertainment areas, such as the Tamko EverGrain deck shown here, are in high demand as consumers push their living space boundaries to the exterior.

- Tim Reed is a dealer sales representative for Weyerhaeuser Distribution (www.woodbywy.com).

A green lo composite deck

fN enorrtoN To MAKING composlte

Idecking products that look beautiful and are extremely durable, leading composite decking manufacturers have made significant investments into sustainable environmental practices. Cutting-edge processes start with the sourcing of raw material through delivering products that last long past their warranties.

Today's composite decking products are demonstrably green. Here are a few of the environmentally friendly highlights you can pass on to inquiring customers.

Recycled Materials

This is the most intuitive component of composite decking's "green" story. Most composite materials are made from a combination of Plastic and wood fiber-roughly half wood, half plastic, give or take lOVo Leading composite manufacturers are using massive amounts of recycled materials in their products. In some instances,

up to 957o of recycled material is used in composites. This recycled material originates mostly from post-consumer plastic and pre-consumer recycled wood.

Post-consumer content consists of recycled containers discarded by consumers, usually collected curbside, or at a recycle canter or collection bin. Post-consumer plastics come in two varieties: high-density polyethylene (HDPE) and low-density polyethylene (LDPE). Both are used by manufacturers of composite decking products. HDPE includes recycled plastics made of thicker materials such as milk cartons, laundry detergent and shampoo bottles. LDPE comes from thinner materials such as dry cleaning bags and plastic grocery bags.

Pre-consumer or post-industrial content are manufacturer ovemrns of product not sold, or scrap materials used in the manufacture of goods that are resold to other manufacturers. Preconsumer wood used in composites

are sourced from shavings and scraps from cabinet, door and window manufacturers.

Reclaimed content is manufacturing scrap that can be Put back in the manufacturing process. Most composite manufacturers are able to Plow l00%a of their manufacturing excess back into production. These are practices used by most manufacturers. Technically, reclaimed content is not considered recycled content.

Manufacturers have become verY proactive in sourcing recycled materials. Some have set up drop-off centers at convenient locations around the country to turn discarded consumer plastics into long-lasting outdoor living products-from composite decking to park benches. ComPanies adhere to strict policies governing the sourcing of recycled content, obtaining materials within a predetermined distance from their manufacturing facilities and only choosing raw materials that have a proven chain of custody to ensure quality and source of the materials. Raw materials have to be specified and are meticulouslY inspected to ensure consistencY.

As a whole, the composite decking manufacturing industry diverts millions of pounds of plastic and wood scrap from landfills. Keeping reusable materials out of a landfill is a win for everyone.

Manufacturi ng Efficiencies & Sustainability

Modern techniques for manufacturing composite decking are second to none. The industry has develoPed state-of-the-art processes that minimize energy usage, lower plant emissions, and eliminate the discharge of

RECLAIMED wood flbers and recycled plastic pellets are key ingredieto .t

waste water into the environment. Advanced green technologies and a sincere desire to deliver truly environmentally friendly products have made the composite decking industry a leader in sustainable practices.

Shipment of Product

As both a cost- and energy-saving strategy, two top composite decking and railing manufacturers have invested in manufacturing facilities on both coasts. This investment reduces the hidden waste-time, energy and vehicle emissions-of shipping composite decking across the country.

In addition, shipping product by rail whenever feasible reduces fuel costs and carbon emissions. In fact, according to the U.S. Energy Information Administration and its Annual Energy Outlook 2013 reporr, shipping freight via rail saves 92Vo in carbon emissions (converted from petroleum consumption) compared to shipping via truck.

A Sustainable Replacement

While obvious. it is important to remind customers that building with composite decking materials saves trees. Wood decks deteriorate in l0 to 12 years if not properly maintained.

Boards will twist, splinter, split and rot over time and will require replacement even when maintained properly. And for wood to achieve any longevity, it requires regular staining or painting to withstand Mother Nature's harsh conditions.

On the other hand, composite decks are made to last 30, 40 or 50 years or more without splintering, twisting or rotting. Decks made from composite materials don't require chemical stains or sealers. Bottom line. composites are designed to last for decades, while wood degrades much more quickly, necessitating more frequent replacement and use of resources.

For both residential and commercial builders, composite decking provides the added benefit of contributing points to green buildings. Points are awarded for post-consumer recycled material used, amount of sourced materials within a 500-mile proximity of the jobsite, and other resource efficiencies, such as termite-resistant materials.

The U.S. Green Building Council LEED program and the NAHB Green Building Program provide guidelines for sustainable construction that incorporate environmental considerations and resource efficiencies into every

step of residential or commercial construction to minimize environmental impact. Plus, there are many other regional green building programs around the country that focus on providing homeowners with high-performance homes.

Over the past two decades, composite decking materials have become more beautiful and more natural looking. Consumers have demanded realistic-looking deck boards that are stainand fade-resistant, durable and easier to maintain than wood. Even exotic hardwoods turn gray within a year or two and require effort to maintain their beauty. Composites provide a beautiful solution that does not require staining or painting.

Builders and consumers can compare the long-term costs of wood versus composites by using the EPA's Greenscapes workbook (www.epa. gov/waste s/conserve/tools/greenscapes/tools/). This workbook allows users to input current costs in local areas, comparing composites with PVC decking, pressure treated lumber, and hardwoods.

- Edie Kello Wilson is director of marketing communications for Fiberon, New London, N.C. She can be reached at (704) 463-297 1 or ediek@fiberondecking.com.

FINISHED PRODUcr is beautiful and durable, in addition lo environmentally friendly.

The off-season is Prime time to sell outdoor proiects

Haislip, "pressure treated wood will dry and stabilize more evenly in the winter due to reduced humidity."

Michael Reeder, owner of the Archadeck franchise in Columbus, Oh., calls it the "give and take" of the project. "The give refers to the wood's expansion and the take refers to the wood's contraction, which is caused by the effects of varying outdoor temperatures on the wood itself," he says.

Conversely, Reeder says, "a summer deck construction exPoses the pressure treated wood to higher humidity conditions. When drying in the hot sun, treated wood will undergo expansion and contraction that can cause cracking, warping and other damage to the wood itself. Due to the orientation of the sun during the winter months, the sun doesn't beat down on your deck, and the treated wood that holds the key to your project's structural integrity will not undergo these negative effects."

filHene's No rlME like the Present. I Lit<e Archadeck Outdoor Living. a nationwide network of outdoor living contractors, dealers should encourage their customers not to hold off until next spring to construct an outdoor project, citing a number of advantages of a fall or winter build.

With over 100,000 projects built worldwide since 1980, Archadeck is no stranger to the typical building cycle. And. energized by an upturn in home improvement sPending, the company sees homeowners continuing to add decks and other outdoor structures through the cooler months, where historically there has been a decline.

"The fall and winter months can bring many advantages to the outdoor

building process," says Rob Haislip, Archadeck vice president. "Not only are contractors typically more available during the winter months, but the cooler conditions can minimize damage to the surrounding landscape as most plants and grasses are dormant in the winter."

A winter project will also cause less lifestyle interruption, because homeowners typically spend less time outdoors and less time participating in outdoor activities during the colder months of the year.

The nature of the materials also makes the "off season" the prime time to build a deck. Although the deck boards may be wood, PVC or composite, the foundations are almost always pressure treated wood. And, saYs

Archadeck has seen huge growth in the hardscapes project category, with outdoor kitchen projects, patios and fire pits gaining in popularity. "People are finding new ways to enhance the use of their outdoor spaces, and we're seeing fire pits and retaining walls being incorporated into deck and patio designs more often," says Haislip.

"Adding a fire pit is the perfect way to extend enjoyment of the outdoors as the weather gets cooler."

The Archadeck team believes that one of the biggest benefits of a fall or winter project is the immediate enjoyment it will bring the following spring. Rather than pursuing a contractor and building a project, the homeowner's outdoor living space is ready to enjoy when they are.

ATRADTTTON OF qUALTTY

Why you should be selling knotty cedar decking

fN a cnowmc remodeling lmarket dominated by materials with large marketing budgets, it's understandable why many consumers may be under the misconception that there are only a few popular decking choices availablethose being primarily of the composite variety.

That being said, there's one material that maY come as a surprise to consumers (and some retailers) that's quietly growing in popularity, and for all the right reasons: knotty western red cedar'

The green, sustainable characteristics of western red cedar are a well-known story, so we won't repeat ourselves. But here are seven top reasons why you may want to stock up on knotty western red cedar decking.

1. Lower price point

Comparatively speaking, even clear cedar is an affordable product, but knotty western red cedar, which is milled from younger trees and is more readily available than other grades, is available at an even lower price point, making it very cost effective to build with. A quick square-footage cost comparison between knotty and other decking materials is often all it takes for most consumers to choose knotty.

2. High performance

Knotty western red cedar, or thuja plicata, is probably the ideal building material for outdoor R&R projects, and even more so in high-moisture conditions. Naturally occurring phenols in the species prevent decay, rot and insects. Cedar's dense cell structure (about a million cells per cubic inch) minimizes shrinking and swelling, so it stays flat and is structurally solid. Also worth noting is the misconception that the knots will fall out over time. Knots are from live branches and are inter-grown into the deck board, so they will remain sound and tight through the life of the deck.

3, Different grades, different looks

The condition or character of the knots in the wood determines the grade of knotty western red cedar, and ultimately gives the consumer a wide range of looks from which to choose: from urbane and elegant to rustic and charming. Grades such as Architect Knotty and Custom Knotty, which have sound, tight knots and are popular

choices with homebuilders, are proprietary grades to Western Red Cedar Lumber Association members.

4.

Hard-to-beat versatility

Knotty cedar is light and easy to work with, but the variety of looks and finishes that can be created is what really make its versatility unparalleled. Cedar (knotty or otherwise) is pitch- and resinfree and perfectly suited to take virtually any stain, finish or bleaching oil, giving the homeowner or builder myriad choices on the final look. Knotty cedar is also available in a variety of dimensions (although 2x4 and 2x6 are most common for decks).

5. lt's the rising star of deck materials

Although cedar has been around for a long time (First Nations and Native Americans have been building with it for centuries), knotty western red cedar as a decking material is making a comeback in a composite dominated market. Growing environmental awareness has certainly pushed its popularity, as has a trend to extend outdoor living spaces to blend in with and complement outdoor areas and natural landscaping. Louder calls for a possible land-fill tax to be added to the sale of composite materials may be helping as well.

6. Great for grilling burgers, not your feet

Whereas composite materials can heat up and actually burn bare feet in the summer, western red cedar stays cool under foot, even in the hottest weather, so it's always comfortable to walk on. Additionally, there's no risk of the surface softening due to heat, nor being marked from moving patio furniture or the like.

7. Knotty cedar just looks great

Despite the other reasons for choosing knotty western red cedar, the fact that it looks so good is likely the single biggest factor in its growing popularity. With natural colors ranging from honey-yellow to cinnamon-red to deep-sienna, and its rich, deep lustre, the natural warmth and beauty found in real cedar is matchless.

- For more on knotty u)estern red cedar, visit realcedar.com.

;J--EIHfTLH

:or interior applications where fire retardant construction materials are specified or required by luilding codes. D-Blaze@ treated lumber and plywood is highly effective at controllinq the spread lf flame and reducing smoke development as a result of fire.

Classified by Underwriters Laboratorieso

. UL i' Class A (Class 1) with FR-S Rating

. ASTM E84: Flame spread and smoke developed index of 25 or less California Department of Forestry and Fire protection

. CSFM BML Listing for D-Btaze Treated ptywood:2580-2080-0100

. CSFM BML Listing for D-Blaze Treated Lumber: Z5BO-2O8O-O101

City of Los Angeles - Research Report: RR 24502

Model Building Code Comptiant (tBC & IRC)

. ICC Evaluation Service Report: ESR-2645

. AWPA Standards (P5O, Ul, UCFA)

Interior Type A High-Temperature (HT) FRTW

National Fire Protection Association (NFpA 255)

50-Year Limited Warranty Low-corrosivity & Low-hygroscopicity

Historic timbers offer unique beauty, history of Montana

The story of the unique wood began at the tum of the century, when workers floated cut logs down the Flathead River to the Somers Mill on Flathead Lake. The DeVoe familY began operating the mill in 1901. Over the years, thousands of old-growth larch and pine logs sank to the bottom of the lake, where they were protected from exposure to the elements and saturated with minerals that streaked them with a rainbow of colors.

When the DeVoe family asked NMI to recover the timbers, it took seven years to obtain salvage permits. Once that was accomplished, local divers were hired and recovery operations began. According to NMI, the enviro-friendly process has improved Flathead Lake's ecological habitat and maintained its pristine water quality.

"Currently, we have a recovery Permit for six years, which is renewable for another l0 years," says Corrao. "From sonar data and our divers, we've estimated sustainable market supply for the remainder of our permits."

Prospective customers can visit Flathead Lake's website and Facebook page to view product and project photos, watch informative videos, and read user comments.

fJlsrontc TIMBER from northwest llMontana is now available for use in a variety of interior applications, courtesy of the DeVoe family and Northwest Management Inc. (NMI), a natural resource and consulting forestry firm based in Moscow,Id.

The new line of unique wood products is called Flathead Lake Historic Timber. Manufacturing takes place at Hunts Timbers, St. Ignatius, Mt., and a specialty mill in Idaho.

"Our customers are a diverse group of people with a common interest in the history of the timbers," explains Mark Corrao, NMI's hydrologist, who assisted with reclamation of the 1O0-year-old timbers. "They appreciate the sheer beauty and patina of the wood, which is something you won't

find anywhere else."

Anyone looking to own a Piece of Montana logging history can choose from a mix of several varieties of pine-ponderosa, western white, and lodgepole-as well as western larch. Standard planks are 4" and 6", with wider planks available. Also available are slabs for bars, counters, and tabletops, boards for furniture, wood for music instruments, rustic mantels, and one-of-a-kind gift boxes.

"The gift boxes are made to customer dimension, by hand, so no two are alike." says Corrao. "Each one is branded for authenticity and comes with a numbered certificate that lists how old the log was and where it was recovered, as well as the wood species."

"samples are also available," he says. "These can be something as simple as a box of pine and larch pieces varying in dimensions and thickness, to something as intricate as a custom gift box made by our carpenters."

HISTORIC LOGS salvaged from Flathead Lake, Mt., wait to be milledd for a variety of interior applications.AII photos couftesy Northwest Management lnc'

WIDE-PLANK PINE flooring showcases unique coloration of historic timber from Montana.

SIDING AND TRIM SPECIFICATIONS AND COVERAGE

For more informolion on Truwood Siding ond Trlm, worronty ond insfollolion inslrucfions visif:

rivals exotic hardwoods New bamboo decking

gle-grooved profiles are also available.

The company also offers residential deck tiles that click together for easy installation on any flat, level surface. Other divisions produce siding, lumber, veneer and panels, and flooringall constructed of fused bamboo.

"We just had our first head-to-head with ip6 on a specification and came out on top," says Kelly. "The project is replacement of the deck of the village band shell in Lake Placid, N.Y."

In Atlanta, Ga., 1,800 sq. ft. of the decking was installed at the new residence/office/studio of TAC Studioswhich helped the project earn the LEED silver rating for environmental sustainability. The project was also featured in the city's annual Parade of Homes, for two years in a row.

A NEw cArEcony of decking comla,bines the sustainability of bamboo with the beauty and durability of exotic hardwoods.

Dasso XTR is manufactured with strand woven technology-a patented process in China, Australia and Russia, and patent-pending in the U.S.-that fuses carbonized bamboo to make it suitable for exterior use.

"Unlike the process used to create strand-woven bamboo flooring, our process incorporates several proprietary steps that make our product exterior grade," says president Brett Kelly, who is based in Pennsauken, N.J.

Another difference is that Dasso XTR is 877o bamboo and l3%o phenolic resin, not a composite of reclaimed bamboo fibers and recycled plastics, as can be the case with other brands.

The reversible boards can be installed smooth side up or reeded side up-or a combination of the two, for unique designs. Each 6-ft. board is side-grooved for hidden fastening and end-matched for installation on joists, 12" or 16" on center. Double- and sin-

According to Kelly, Dasso XTR is a unique product that looks and acts like premium tropical hardwood decking, but:

o is more stable is Class A fire-rated is environmentally friendly . is available prefinished with a natural oil or can be stained onsite

The product is also very durable. In China, where the company is based, Dasso XTR was used to construct a two-mile walkway in the Houtan Park Expo in Shanghai. "The expo saw traffic of more than 70 million people during the fair," says Kelly. "Yet three years later, all original boards are still down and there have been no notable issues with the product."

For the Wuxi Theater in Jiangsu, China-which was designed by Finnish architect Pekka Salminen to rival Australia's Sydney Opera House-Dasso supplied 802,000 sq. ft. of its bamboo products: exterior decking and architectural-grade bamboo panels specially constructed for the entire interior.

HIGH PERFORMANCE BAMBOO decking is an integral part of TAC Studio's new office/residence in Atlanta, Ga. photos couftesv Dasso XIR

DECK TILES add drama to recreation areas.

By Carla Waldemar

Maine reason for success? Diversify.

ALK ABour rss American dream! In 1937, Wolf Eldredge, a gentleman of southern Maine, took it in his head to peddle the lumber he planned to salvage from a massive l9th Century summer resort. Today, Wolf's grandson, Scott, runs Eldredge Lumber & Hardware, consisting of three locations, a couple of design showrooms, and a whole lot more.

Wolf, the enterprising founder, expanded his York Beach sawmill to include fabrication of custom millwork. After a fire in 1957, he moved the operation to Cape Neddick, where it quickly morphed into a lumberyard and

hardware operation.

Scott, on board since a kid, took the helm in the '80s and transplanted the operation to York, headquarters today-the company's mothership, which boasts a full-service lumberyard with plenty of bells and whistles. For folks in southern Maine, it's become a destination. As has the hardware store in Kittery, l0 miles way, launched in 2000, and the newest lumber-cum-everything outpost 45 miles north in urban Portland, which debuted in 2011.

"York is very much a retail store, with a large homeowner clientele," says general manager Dan Remick, an

Eldredge vet of 22 years and counting. "We also have a large contractor base," he's quick to add-pros who are served in their own sales area by a dedicated staff. Oh, and there's the commercial business, too, garnered by an outside salesperson, snagging accounts that range from an auto repair shop to a mall site to a dentist's office and more.

Marketing is pretty low-tech, the way folks operate in Maine. "We've been here a long time, we're well known," says Dan, "so it's mostly word of mouth." And what are those mouths endorsing? "A really good, experienced staff and a product selection that's second to none." And the competition? "They can't do what we do-personal service. We take care of customers the old-fashioned way. Because we're family-owned, we don't have to 'check with corporate.' No fancy rules to follow. It's all hands-on. Scott Eldredge trolls the floors seven days a week," reports his G.M. "We collaborate really well."

Both agree that the customer is boss. Contractors can count on free delivery with no minimum (forklift services when necessary, too). "We don't argue with them, we just take care of them. Customer service is Number One." It's delivered by a staff cherry-picked for their ability to understand retail and who enjoy being around people. When Dan signed on 22 years ago, the personnel count numbered l5; today, it's nudging 120.

Dan and Scott subscribe to the 'Just get the customer in the door" school of marketing. Once lured, they'll look around and like what they see. And what they see is a complete one-stop shopping opp: Come in for a screwdriver, walk out with trendy Mrs. Meyer's cleaning products. Stop by for some coffee filters and leave with a plan for remodeling the kitchen.

That's the reasoning behind-what's this?-animal feed. What's pet food doing next to the 2x4s? Drawing clientele, that's what. "Lots of people have animals around here," Dan explains. "It's a good market and a great customer base. They need feed; we've got stuff. So we sell them as much other stuff as we can. People thought we were crazy to sell $3 chicks-'You can't make any money on those!' -Well, you can if you also sell them the coops and the feed. The store is busy, and that's what matters."

That's also why there's an Eldredge Bros. Fly Shop at a smaller Cape Neddick location. "It opened 20 years ago in a small, little yard where the manager was asking, 'How can I get customers in my store?' His fishing buddy had the answer. "It opened up the yard to a whole lot more people," Dan testifies.

So does the Atlantic Design Center, a 5,000-sq.-ft. showroom launched on the York site eight years ago that serves as a mega-arena for kitchen, bath and flooring, displayed in complete, full-room vignettes. "It's big," Dan attests. "There's nothing like it around. Formerly, we didn't have a good place to display kitchens for our customers; they deserved better. Now it's become a destination."

The design center is served by close to a dozen design consultants who add value to their services by hosting a "huge variety" of free seminars, ranging from landscaping to contemporary gilding to replacing windows. "But they're not always design-focused," Dan adds. "We hosted the Antiques Road Show and drew 150 people." Eldredge also offers accredited AIA classes, led by vendors, for local architects. It also offers free cookouts for passersby in summer months.

Atlantic has proven so successful that, when Marvin Corporation approached the company to launch a similar gallery in Portland, it was a no-brainer. "There's nothing like it around," swears Dan, "over 50 displays. You leave with no questions unanswered."

Well, why Portland, anyway-and why, during the doldrums of 201l, enter a major city market? "We don't have a growth plan," Dan allows. "We just seized the opportunity. There was an old, vacated wholesale lumberyard, so when Marvin approached us, we decided within minutes."

And came though the recession relatively unbloodied. "Sure, things slowed up, but we managed because of diversity of product selection; we didn't rely on new building alone. We kept the shelves full, the store staffed, and smiles on our faces. Now," he's happy to report, "conditions are definitely improving. South Maine is very fortunate-lots of homes, and second homes, along the coast. Commercial, too. We cater to the builders who specialize in that."

So, thanks to a "wonderful staff and great group of customers," looks like Dan is stuck here for another 22 years, selling everything from baby chicks to coffee filters to custom homes.

Carla Waldemar cwaldemar@comcast.net

TfiUsT NOT RUST

PrimeGuard MAX@ 1000/0 stainless steel fasteners are backed by a lifetime guarantee against rust. They're a must for all outdoor applications.

To learn mole or to become a stocking dealer, caf f 800-676-7777 or visit grip-rite.com.

By fames Olsen

Hard work?

'll

rTosr oF us were raised on work hard. IYIBut pushing a button that doesn't produce is frustrating. It can kill a salesperson or an organization. Below are three areas to work on that will produce sales results.

Account Management

No matter our skill level as a salesperson, we are not going to squeeze an A+ sales life out of a B- account box. Working hard, calling the same accounts more often, will not bring better results.

Some sellers hang on to C- accounts because "they aren't that much work." The problem with this strategy is that we wake up one day with a whole account box of Crelationships. C- accounts cloud our vision and time much more than we realize. They keep us from developing more B+ and A+ relationships.

Our accounts must be viewed as a whole. We don't just look at our top three accounts and say, "I'm a master seller. A, B and C love me and do a lot of business with me, so I must be great." This analysis is a false friend that creates false confidence and results.

Take our revenue for the last 12 months. Divide that number by our total number of business relationships (all customers and suppliers). Divide by 12. That will give us the total value of each of our relationships-the value they bring to us and the value we bring to them on a monthly basis. Master sellers do not waste time on C- relationships.

Rapport Building

Popeye the cartoon sailor says, "I y'am what I y'am and that's all that I y'aml" I call this the Popeye Syndrome. We are not a cartoon. We do not have the luxury of just "being ourselves." We must work on our "personal charisma." We must work hard at being charming.

About 95Vo of the time in B-to-B sales, the customer knows as much or more than we do, so:

. Slow down on the product knowledge and get to know the customer.

Be charming.

Smile-master sellers do and most sellers don't! I am shocked at the number of salespeople who do not "whistle while they work." No one wants to jump off a cliff with you, so cheer up.

. Listen. Ask interested and interesting follow-up questions.

Laugh at people's jokes. Joke.

. Ask about their hometown.

. Ask about their kids. Give a darn in general.

. Read How to Win Friends And Influence People by Dale Carnegie. Charm is learnable, Popeye!

Bold ls Gold

Master sellers are bold. Timid sellers do not sell. The common misconception is that bold is loud or pushy. This is not the case.

Bold expects an answer. Our first moment of truth with our potential account is the first time they side-step one of our questions. I call it a "non-answer answer."

Seller: How much of that do you use per month?

Potential customeri We use a fair amount'

Most sellers let this go. This is a mistake. This communicates to the customer that it is okay not to answer our questions, and it is not okay.If we let customers off the hook on the simple questions, we train them to side-step us, and they will, right up to the moment they give the order to someone else. When a customer obfuscates on even the simplest questions, we must work hard, circle back, and ask our question again. We can do it in a nice way, but we must do it.

Bold is assumptive. Master sellers work hard at speaking and carrying themselves as if they expect others to buy from them. Do they lose business? Yes. But their demeanor does not change in the face of rejection. They also go into the next call assuming they will sell. This is the "virtuous cycle" of the bold seller that stops slumps and builds momentum.

Bold is forthright. Just ask for the order already! I have worked with sellers who have doubled their sales in less than a year without changing anything, except asking for the order!

Our time, our energy, and our focus are finite. We cannot waste them on deadends. Working hard at account management, rapport building, and being a bit bolder will help us achieve our sales goals.

James Olsen

Sales Training

By Wayne Rivers

Spider-Man and the fiamily business

IIJIIT! Wunr? Spider-Man is

V

Y going into the superhero business with his long-lost sister? Marvel Comics has announced a new graPhic novel set to debut in 2Ol4 in which a mysterious woman claiming to be Spidey's long-lost sister shows up, helps get him out of a tight spot, and drives them off at breakneck sPeed, thereby saving the day. It's called "spider-Man: Family Business."

Family and family business themes are fairly common in the comics. Think Batman and the ever-prospering Wayne Enterprises, X-Men and the artificial family created bY Professor X and his band of mutants, or the intense sibling rivalry between Thor and his adoptive brother Loki. It's uncertain whether Spider-Man's sister will become a permanent fixture or if this is just a one-off graphic novel, but the appeal of the connection and drama inherent in family and family business is universal and apparent.

If Spider-Man was real, based on our knowledge of family businesses it would be easy to imagine some of the thoughts going through his mind as his sister reveals her identity and they embark on adventures together.

Trust: Does he trust that she is who she says she is? If she is his sister, why did she wait to reveal herself? What's her angle? Or is she the real thing to be loved and cherished? She helped save the day in their initial meeting, but does he have a genuine basis for developing bonds of trust with a woman about whom he knows very little?

Threat: Is she somehow a threat

to Spidey? Does she have capabilities similar to his own, and what might that mean for him? Will she stand for the same values he alwaYs has, or does she have a different code? Will her appearance make him less needed, important, and diminish his standing in the community? Will she somehow replace him? Or will she become a tremendous asset?

Ownership: What will her appearance mean for the Spider-Man "brand?" Will she dilute his "ownership" somehow? He has Put manY years and a great deal of personal risk into his career; will she have to PaY the same kind of dues? Will she automatically be catapulted to hero status by piggybacking on his accomplishments, and, if so, where's the fairness in that?

Legacy of Departed Parents: What would their deceased Parents have wanted? Who did they think more capable, ultimately, of managing the family superhero business? How would they have advised and guided their offspring, and what potential difficulties would they have seen coming and helped to ward off? Whether superhero or average mortal, a family business is a complicated place to be. Unmanaged fears and negatives like doubt, frustration, mistrust, worry about position, concerns about prestige, and anxiety over power and control can often overwhelm the love, connection, shared memories, and shared successes of a family business. Perhaps Marvel will take this opportunity to paint family business in a favorable light, and Spider-Man and his newly discovered sister will highlight a positive path for the rest of us in the family business world.

- Wayne Rivers is President of the Family Business Institute, Raleigh, N.C. Reach him at wayne.rivers@familybusi' nessinstitute.com or ( 877 ) 326-2493.

Reprinted with permission of the Family Business Institute. No portion of this article may be reproduced without its permission.

Heirs Liquidate Newhall Lumber

Newhall Lumber, Newhall, Ca., was liquidated during an Oct. 20 auction, following the death of owner William "Bill" Kellerman.

Kellerman died Sept. 3 after a battle with cancer, three weeks shy of his 70th birthday. Since he was not married and had no children, proceeds from the auction will be divided among his siblings.

Kellerman started the business with his father, William Kellerman Sr., in the 1970s.

"It survived the big boxes," said Kellerman's brother, Patrick Kellerman. "We have to change with the times. If someone decides to tear it down,I'm fine with that."

Weyco Relocating Stockton DC

By the end of the year, Weyerhaeuser Distribution will relocate its Stockton, Ca., operations to a new site seven miles away.

The move will consolidate two existing facilities, boosting efficiencies and expanding capacity. The new facility also is convenient to major north-south transportation lanes and accommodates up to five box railcars-three more than previously allowed.

"At present, our Northern California operations are split between inside and outside inventory, about a mile apart within the Port of Stockton. Merging into one site will significantly streamline internal operations," said region manager George Perrault.

The new location will provide 150,000 sq. ft. of operational space and 14 acres of storage. It is currently undergoing renovation, including repaving, a new roof, a new rail spur, and a new fire system.

BMC is adding a second, 43,500 sq. ft. branch in Colorado Springs, Co., for a retail showroom of doors, windows and millwork.

Weaver Lumber, Redding, Ca., held a grand opening celebration Oct. 11 to mark the company's 50th anniversay and the unveiling of its remodeled 11,000-sq. tt. True Value Hardware store.

Weaver moved into the former Moss Lumber facility last year and recently signed on with True Value.

Sender's Market & Hardware opened a new location in Valley Springs, Ca., on the former site of Valley Springs Home Center.

Shuttered Riffenburgh Lumber, Big Bear Lake, Ca., lost two storage buildings in a Sept. 29 fire.

The business closed last year and the property is for sale'

Center for ReSource Conservation is closing its ReSource reclaimed building materials yard in Fort Collins, Co., later this month after seven years.

Ace Hardware opened a new store in Rio Rancho, N.M., Nov. 1 (Sharon Alire, mgr.).

McGoy's Building Supply, San Marcos, Tx., is now selling Pefla windows and doors at its 85 locations.

RFPIo Joists

LVL Flonge

Solid Sown Flonge Multiple Series & Depfhs

RigidRimo OSB limboord

v Sove time ond money

v RFPI6 Joists ore consislent, stroight ond lrue

v RFPI@ Joists provide o betfer lorgel for noiling...

no shiners

v No "up-chorge" for longer lengths

v Build high quolity homes

Rigidlomo LVL

Heoders & Beoms

Studs & Columns

Stoir Stringers

Rimboord

FSC Cerfified LVL Avoiloble

v Floors ore level, stiff ond lrue... no squeoks

v Build open {loor plons

v Environmentolly friendly products

v Monufoclured lo the industries highesl stondords

v Producl & performonce worronty

The California Redwood Company manufactures and distributes high-quality redwood and Douglas-frr lumber products for use in outdoor living.

PWP Holds on to Bakersfield, Sells Rest of Plants to Stella-Jones

Pacific Wood Preserving Cos., Bakersfield, Ca., has agreed to sell its wood preserving plants in Arizona, Nevada and Oregon to Quebec-based Stella-Jones for $57 million.

The deal, which was expected to close by the end of November, includes the Arizona Pacific Wood Preserving, Nevada Wood Preserving, and Pacific Wood Preserving of Oregon treating plants, a concentration yard in Texas, and the Pacific Wood Preserving name.

The sale does not include the Plant in Bakersfield. Ca.. which will be renamed West Coast Wood Preserving LLC. Executive v.p.-sales Ken Laughlin will stay on, still based in Arizona. As part of the deal, the Bakersfield facility will not treat utility poles or railway ties, and any poles or ties it sells must be purchased from Stella-Jones.

Stella-Jones c.e.o. Brian McManus said the purchase will help expand its utility pole and rail tie capacity and enhance its offerings, but did not indicate if the newly acquired facilities would continue using any waterborne

preservatives.

"While I am confident the sale of the company was the right decision for the shareholders of PWP, I, of course, have mixed feelings since I've enjoyed getting to know and work with our employees and customers, and I will miss them all," said PWP president/c.e.o. Elaina Jackson. "I do think that Stella-Jones, being a large public company, will have the resources to invest back into the business, and in the long haul this will be very good for our customers and employees. I wish Stella-Jones and their employees and customers great success."

She added, "In some ways, I have the best of both worlds, as I am able to keep my Bakersfield facility, and this will continue to allow me to be involved in industry trade organizations and events, which I still enjoy. My only regret is that my late husband is not here with me to enjoy what the future will bring."

Her husband, PWP founder Dick Jackson, diedin20l2.

TMI Forest Products, Morton, Wa., restarted its Crane Creek fencing mill near Amanda Park, Wa., with one shift. John O'Brien was rehired as plant manager.

Southport Lumber is installing USNR's MillTrak 3D log gap control to the log infeed at its North Bend, Or., oDerati0n.

The system is designed to maximize the efficiency of loading logs into a conveyor during primary breakdown processing.

Fruit Growers Supply Co. is considering building a $30-million, smallloq mill in Yreka, Ca., on the former sii6 of Hi-Ridge Lumber. Lumber produced will be used primarily for pallets.

Sierra Pacific Industries' Lincoln, Ca., mill sustained about $75,000 in damage to a kiln in an Oct. 27 fire.

Boise Cascade, Boise, ld., completed its acquisition of Wood Resources' Southeast operations, includinq Moncure Plvwood, Moncure.-N.C.. and Chestrir Wood Produits, chester, S.c.

Delta Cedat, Delta, B.c., recen! ly installed a headrigger at its "A" mill.

Jones Wholesale Lumber Co., Lynwood, Ca., is now distributing Roseburg engineered wood products.

J.M. Thomas Forest Products' Boise, ld., and Ogden, Ut., DCs are now distributing Fiberon products.

Huttig Building Products' DCs in Auburn, Wa., and Medford and Tigard, Or., are now distributing National Nail Gorp.'s cAMo hidden deck fastening system and CAMO exterior screws.

Weiland Sliding Doors & Windows, Oceanside, Ca., agreed to be acquired oy Andersen CorP.

Whiteman Lumber, cataldo, ld., was recently named ldaho Small Business of the Month bv U.S. Senator Jim Risch.

EASY TO FUIID IN.DECK STORAGE.

You have two more wishes left.

ln-Deck Storage Kit* - just one of the many AZEK Building Products inspired by you. Our In-Deck Storage Kit allows you to maximize your customers' deck are'a with minimum effort. ln fact, the assembly is so intuitive, it's like you designed it yourself. To learn more about this and other innovative AZEK Deck produ cts, visit AZEK.com

Patrick McCauley has been named c.e.o. of Bridgewell Resources, Tigard, Or.

Mark Davis, ex-Weyerhaeuser/TrusJoist, has joined Jones Wholesale Lumber, Lynwood, Ca., sPecializing in sales of Roseburg engineered wood products.

Gayle Lovell, Big Creek Lumber, Watsonville, Ca., has retired after 37 years in the industry.

Bob Banchero, ex-Stimson Lumber, has been named general mgr. at Columbia Vista Corp., Vancouver, Wa. Scott Stormoen has been Promoted to v.p.-marketing & administrative services.

Rick Flores is new to Roseburg Forest Products, Dillard, Or., as softwood plywood sales mgr.

Edward Harty has been aPPointed operations mgr. at CaPital Lumber, Portland, Or. Eric Lairson and Nickolas Wilkinson are new to the operations staff. Lisa Kratochvil is business mgr. Dean Hanna, Rand Henrichs, Erik Jacobs, and John Polinsky are new account managers.

Doug Fenn, ex-Beacon Roofing Supply, has been appointed regional operations mgr. for Bloedorn Lumber Co., Torrington, WY.

Denise Bough, ex-Ganahl Lumber, is now Southern California engineered wood products territory mgr. for Boise Cascade.

Paul Stumbaugh has rejoined the contractor sales team at Angeles Millwork, Port Angeles, Wa.

Wayne Billmark is new to contractor sales at Hartnagel Building Supply, Port Angeles, Wa.

Cart Christoferson, ex-Disdero Lumber, is a new territory mgr. at Woodtone Building Products, Bend, Or.

Dan Zeamer has been named general mgr. and chief financial officer for Banks Lumber Co., Banks, Or.

Gabriel Gonzalez, ex-Southern Shingles, is new to outside sales at Allied Building Products, Los Angeles, Ca.

Mike Erickson, ex-ProBuild, has been appointed controller at Orepac Building Products, Wilsonville, Or.

Gary M. Freedman, ex-Walnut Creek Hardware, has been hired through the end of the Year as director of liquidation for soon-torelocate Oakley Hardware, OakleY, Ca. (see p.38).

Joshua Heitman has joined ProBuild, Henderson, Co., as oPerations supervisor.

Kim Caldwell, ex-Bluelinx, is new to inside sales at PrimeSource Building Products, Tualatin, Or.

Cathy Debes is now San Diego, Ca., area account mgr. for Atrium and Superior Windows.

Bob Leffler has retired after 39 years with Taiga Forest Products, Burnaby, B.C. Dave Clutterham is new to sales. TammY Fuentes was promoted to lumber sales mgr. at the DC in Langley, B.c. Miles Sagen, ex-Quanex Building Products, is now director of corPorate sales at Cascade Windows, Spokane, Wa.

Andrew Hampe, ex-Amarr Garage Doors, has been named director of sales-West U.S. for Nyloboard, Covington, Ga.

Shari Bell has been named marketins mgr. for USP Structural Connecl tors. Burnsville. Mn.

Alex Mason is now sales and marketing mgr. at Newpro, Vancouver, B.C.

Dave Beeken has been named president of the Silver Line division of Andersen Corp., Bayport, Mn.

Thomas A. Burke, c.e.o. and president, Modine Manufacturing Co., has been elected to the board of USG Corp., Chicago,Il.

Rick J. Mills has been elected to the board of Masonite International, Tampa, Fl.

Tim Valters has been named president of Weston Premium Woods, Brampton, Ont.

Carmen Backs, ex-Vancouver Specialty Cedar, is new to sales administration at Western Forest Products, Vancouver, B.C.

Jim Hannan, c.e.o. and president of Georgia-Pacific, Atlanta, Ga., has been elected to the Sustainable Forestry Initiative board, along with Bob Matters, Steelworkers Wood Council, and Jonathan Haufler, The Wildlife Society.

Mike Ter Molen has been promoted to divisional mgr.-building products & home decor at Do it Best Corp., Fort Wayne, In.

Justin Towne has joined the outside sales team at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Stronger than ever.

For over 100 years, our experts have been providing property and casualty insurance products and services to the lumber, woodworking and building material industries.

JrnS*rtf

fohn K. Smith, CPCU President ond Chief Executive Officer

Expect quality and value from your insurance provider. Contact us direct or have your broker or t call us at

Fire Claims Yard's Historic Buildings

Investigators are searching for the cause of a fire that destroyed two buildings and severely damaged a third at Padula Lumber Co., San Jose, Ca.

The Oct. 8 blaze decimated the main lumberyard office, as well as an 1860s era bunk house on the property. An adjacent 1850s former Union Pacific railway depot also caught fire, but was saved by fire crews. Both vintage structures are on the Santa Clara County Historic Buildings Registry.

Two vehicles at the yard were also destroyed.

New Owner for Oregon Dealer

McNair True Value Hardware, Port Orford, Or', has been sold to Ryan Ringer, owner of Gold Beach Lumber Yard, Gold Beach, Or.

"This will be a win-win for Port Orford, providing a variety of new product lines for local residents to choose from," said Bill McNair, whose family has owned hardware stores here since 1914. "Gold Beach Lumber currently has outlets in Gold Beach and Brookings, and will now have all three corners of Curry CountY."

The new owner will expand the business into a full-service lumberyard and a hardware store affiliated with Do It Best.

Roseburg Modernizing Dillard Plant

Roseburg Forest Products will upgrade its Dillard, Or.' sawmill to allow it to utilize a broader range of fiber in its manufacturing process. Small-diameter logs commonly referred to in the business as "whips and tops" will be the

target raw material for this project.

"We see this as an opportunity to strengthen our commitment to adding value to the raw material source in our area," said Grady Mulbery. v.p.-operations.

In addition to the small-log processor, the project will also include an upgrade to the log merchandising systems.

Ainsworth Offers Longer OSB

Ainsworth Engineered, Vancouver, B.C., has reintroduced longer length OSB panels: OSB XL 9-ft. and OSB XL lO-ft. panels.

The longer length panels are available in multiple thicknesses, and even custom length, just like the company's 8foot OSB product line.

"With the recovering housing market and the trend toward higher ceilings in building designs, the demand for longer OSB boards is very clear, and we are thrilled to offer our customers a more complete OSB product line," said v.p.-sales Bart Bender. "With longer boards, we see a unique opportunity to offer our customers cost-avoidance on labor, since there is less cutting and installation labor required when sheathing with longer OSB boards."

The launch of OSB XL follows Ainsworth's re-opening of its OSB mill in High Level, Alb., after an extensive equipment upgrade and hiring of 135 new employees.

New Trader Works for Flat Fee

Woodbrowser Inc., New London, N.H., has launched what it describes as the first flat-fee based lumber-trading firm to offer the advantages of a buying group to the general lumber market without the upfront costs.

Similar to the current buying process, Woodbrowser

frurrfur oLryogiT+@,

handles the transaction from determining lumber availability, purchase, credit, payment to the mill, and logistics. Yet the service removes commission-based influence and adds price transparency to every purchase. Instead ofbeing provided only a delivered cost, Woodbrowser shows the price of the lumber, freight and flat service fee-which starts as low as $10 per 1,000 bd. ft.

Using its True Price Finder tradins tool via the phone or web, mills coml pete for the order and offer pricing directly to the buyer. Woodbrowser's staff communicates with its mills daily to provide real time information, as well.

Woodbrowser also offers a listins and marketing section where mills cai offer products for sale directly to the buyer. Buyers can sign up for Woodbrowser Email X, which markets inventories that mills are looking to move.

"We studied past companies that ventured into lumber sales with a web component, and learned from their results," said Matthew Haggerty, chief operating officer. "We do not view ourselves as a web company, more as a transparent lumber trader with online capabilities for those buyers and sellers that are ready to move in that direction."

Woodbrowser currently offers products from 29 mills across the country. Because the company is based in the Northeast and led by president Chuck Gaede, formerly a sales and operations executive for eastern white pine manufacturer Durgin & Crowell, New London, eastern white pine has so far been the most heavily traded species. Sellers also offer SpF, southern yellow pine, and Douglas fir. Products are boards, dimension and plywood.

The initial 39 buying accounts include East Coast retail lumbervards. manufactured building, developers, manufacturers and exporters, spanning from Florida to Maine, although the majority of the business has so far been in Pennsylvania and north.

Wholesalers can use Woodbrowser, but, according to Haggerty, its "process really works for direct transactions, with the mill shipping direct to the end user. Our position is that if the buyers and mills wish to have more transparent transactionswith the buyer and seller being the main beneficiaries ofthe transaction, not the trader-our process will work."

N<rtionwide Distribution - Products Where you Need Them

When conlrociors reduce rheir number of suppliers ond rely on rhe knowledge ond experience of Roseburg ond its suppry choin portners, lhey con simplify their business ond improve their bottom line.

Conslruclion Producls

Soflwood Plywood

RigidFloor@ Sonded Sheothing

PourMor Concrete Forming

Engineered Wood Producls RFPI@ Joisl

RigidLom@ LVL

RigidRim@ Rimboqrd

ROSEBURG

TF 800-245-1 I t5 www.Roseburg.com

Decorolive I Construcfion I Industriol

RFPli, Rigidlomi, RigidRimn, ond RigidFtoore ore rsgisre.ed irod€morks ot Ro€burg For*r produ*, Ros€bu.g, Or€gon

'.

At the North American whotesate Lumber Association (Nfrtryri$l we've been serving the lumber industry since 1ggg, supporting I growth, building networks and spurring innovation. Recentty, ti have been tough for those of us working with lumber and products. But it is a new day. As an industry we are reinventing the way we do things and especially the way we serve our customers. we are networking and helping each other. we are learning to innovate from expefis in every part of the business.

At NAWI-A, we've been creating better forums for teaching each other and offering these services to the entire industry. These include:

NAWLA Leadership summit - Education, workshops, and networking opportunities abound at this world class thought leadership event.

NAWLA Regional Meetings - Local area meetings create the ideal venue to network with supply chain paftners and customers.

NEF (NAWLA Education Foundation)- collaborating with universities, NEF invests in the next generation by offering coursework, field experiences, and internships.

Wood Basics Course - Taught by industry experts, this 4-day immersion class covers the entire spectrum of the forest products industry, perfect for new employees.

As you take the next steps into growth and profitability, NAWIA is ready to serve you. I invite you to visit us at wrvw.nawla.org. we're on this journey together.

Gary Vitale PresidenVCEO, NAWLA

Strav Railcars Wreak Havoc at Alaska LumberYard

Two delivery vans owned bY Spenard Builders SuPPIY in Fairbanks. Ak., were crushed when nine railcars broke free from an Alaska Railroad train on SePt. 16.

The cars separated from the locomotive in the middle of a trackswitching operation.

According to a release, "The loaded cars hit a small trailer loaded with Sheetrock, rolled over a stack of plywood, and shoved into two box delivery trucks."

No one was hurt in the incident

and the cars stopped short of the Spenard's building.

According to Alaska Railroad, human error caused the rail cars to disconnect from the train and damage is estimated at less than $100,000.

SPI Upgrading Quincy Mill

Sierra Pacific Industries, Anderson, Ca., will rebuild its large-log sawmill in Quincy, Ca., beginning in early 2014. A small-log mill on the same site will continue to operate, as will a planer and cogeneration plant.

"The improvements we are making in the mill will enhance its ability to

AT INTERFOR, WE'RE EUILDING VALUE AT EVERY STEP

lnterfor is one of the world's largest lumber producers Wtth annual capacity of more than two billion board feet, that means more choice, more supply and all backed by our promise to build value for our customers every step of the way Find out more at Interfor.com

compete in today's marketplace and help assure its future," said SPI spokesman Mark Pawlicki.

According to SPI, the large-log mill will close when the existing log supply runs out, sometime in February. It will take about eight to l0 months to update the facility with modern milling machinery and a better layout.

Wood Resources Revives Omak Sawmill

Wood Resources LLC, Shelton, Wa.. has restarted the former Colville Indian Plywood & Veneer mill in Omak, Wa., operating it as Omak Wood Products LLC.

Shuttered since 2009, the facilitY employs 87, but the number could grow to 200.

EPD lssued for Redwood

The American Wood Council and California Redwood Association have released an environmental product declaration (EPD) for redwood decking.

"The California Redwood Association is glad to join the list of other North American wood products for which EPDs are available," said CRA president Charles Jourdain. "This EPD is different, since it is based on a cradle-to-grave (C2G) life cycle assessment report. The findings represent the value of carbon sequestered by the product throughout its useful life and eventual end-of-life scenarios."

EPDs are standardized tools that provide information about the environmental footprint of the products they cover. The North American wood products industry has taken its EPDs one step further bY obtaining third-party verification from UL Environment, a business unit of Underwriters Laboratories and an independent certifier of products and their sustainable attributes.

Based on international standards (ISO 14025 and ISO 21930), EPDs have worldwide apPlicabilitY and include information about product environmental impacts such as use of resources, global warming potential, emissions to air, soil and water, and waste generation.

LP Debuts New l-Joist on West Coast

LP Building Products has launched its new LP SolidStart LPI 530 I-Joist in West Coast markets.

Reliable, quality fiber supply

Rigorous The broadest safety and range environmental of products standards anywhere

Unmatched customer servtce and logistics

The perfect lumoer product for every proJect

Equipped with an LP SolidStart LVL flange, the new I-joist provides the load bearing capacity, consistency and performance builders have come to expect from LP Engineered Wood Products.

"By adding the LPI 530, we've provided an LVl-flanged I-Joist solution for the West Coast residential market," said Kim Rogers, EWP product manager for LP Building Products. "Because of its light weight and long lengths, the LPI 530 insralls quickly, helping save time and money as well as allowing for more open floor plans. The new LVL flange also has Douglas fir nailing equivalency for attaching the floor sheathing."

LP SolidStart I-Joists are less likely than solid sawn lumber to sptit. shrink. twist, warp or bow, helping reduce floor squeaks. The I-joists allow for HVAC and plumbing to be run through the web as needed. The LpI 530 has a l-5/16"x2-l/16" (53mm) wide flange and is available in depths from9-112" up to 16".

Manufactured at the LP Buildins Products engineered wood producti mill in Red Bluff, Ca., the new joisr is backed by a lifetime limited warranty.

Vaagen Gets Colvile Contract

Vaagen Brothers Lumber, Colville, Wa., was recently awarded a lO-year stewardship contract to manage about 54,000 acres in the Colville National Forest.

Vice president Russ Vaagen believes the pilot program will build a working collaborative model and get more out of the area's resources, with better supplies to area mills and improved forest management.

He said that the program's goal is to help make up for a lack of U.S. Forest Service personnel and funding. The industry has requested an annual harvest of 80 million bd. ft. from the Colville National Forest, but the Forest Service can handle about 40 million bd. ft.

Vaagen expects there will be a series ofprojects over the course of l0 years, likely with negotiated points set along the way for the timber. He estimated the cost would be about $l million before the company has the opportunity to bid on the timber coming off the land.

"We're not even guaranteed it won't be appealed and litigated, but because of our collaborative work, we feel confident we can address those concerns going forward," he said.

Two Coat Exterior Prime

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

Superior Wood

Made of quatity, ctear, finger-jointed Western Red Cedar or Redwood, these products are naturatty deslgned for exterior use-both species are ideaI for endurinq extreme weather.

Surfacing + Sizes + Lengths

RESERVE products come in a wide range of sizes, [engths and finishes. Whether the project catts for 51S2E or S4S, we offer Lengths ranging from 16'to 20'. Pattern stock is atso avaitabte.

tx4 - l-x12 s/ay{ - s/ax!)

2x4 - 2x!2

The Finest Stock, The Best Coating

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

By Dave Kahle

Gan you make inside saleipeople more Proactive?

salespeople to use some of their time to shift into the Proactive mode to make outbound Phone contact to existing and new business, onlY to discover it is hard for them to do this regularly.

I wish I had $5 for everY time I came across this question. I would have retired years ago. Let me answer it in two ways.

First, how do you get inside sales to be proactive? Answer: You don't.

It is far easier to refloat the Titanic than it is to get a group of essentially reactive customer-service-type personalities to change their mode of operation and make proactive phone calls. That's because of the personality of the typical inside/customer service person. GenerallY, the PeoPle who fill these positions are very reactively oriented. By that I mean that if a customer comes to them with a problem, they will knock down walls to fix the problem and helP the customer. They are great helPers and problem-fixers. That personality characteristic is one of their strengths, and one of the reasons theY are good in that job.

However, if you ask them to make 10 phone calls to peoPle who are not expecting the call-proactive calls, in other words-they will lose sleep the night before, worrying about it. And tomorrow, when theY are suPPosed to do this proactive calling, they will

discover that the amount of other work they have to do has swelled up and crowded out the time that they had dedicated to proactive phone calls. They rarely get to it because "other stuff'gets in the way.

So, the first answer is "Don't bother trying."

Now, it may be that the circumstances of your situation will not allow you to hire a new person and create a new position. If that is the case, then you need to consider my second answer.

Second: How do you get inside sales to be proactive? If you must, you follow these guidelines:

1. MaXe the task extremely specific. It is not, "Proactively call l0 people and see if they need anything." Instead, the task should be, "From 3:00 to 4:00 every Tuesday afternoon, call the l0 people on rhe list I give you and make this 50-word presentation that I have written out for you, word for word."

The more specific is the task, the more likely it is to happen.

2. Train them in the task. Don't expect that they automatically know how to do what you want them to do. One of the reasons that they are uncomfortable mrking proactive outbound calls is that they have little experience and virtually no confidence. You have to inject some confidence into them. Confidence only comes from one of two places: experlence or practlce.

So, provide them some practice.

3. M"uru.e and publish their progress. Keep track of how many calls each person makes, and how successful each call is. Share those numbers with everyone in the group.

4. Reward all success. When someone has a successful call, oraise that person in fronl of everyone. Lavishly reward them for doing what you asked them to do.

As you can see, this is a lot of work and requires high-touch involvement on management's part. It may be that the cost, in time and effort, is more than the potential reward. Back to my answer number one.

- Dave Ktthle is a sales trainer. oresenter. and a free weekll. ezirtc und ,tutltor of l0 books, includinp his latest How to Sell Anything to Anyone Anytime. Reach him at dave@ davekahle.com. Building-Products.com

Superior Wood Treating otfers the best in naturally beautiful, pressure{reated Douglasjir and Hem{ir wood for a full range of building needs, including:

New! D-Blazeo Fire Retardant Wood for framing and interiors

Preserve@ ACQo wood tor proyen, long-term p.oiection against decay and termites, even in the harhesl environmenb

limbersaveP PT Borale pressure-Tteated Wood for traming, doo$ and morc

SupaTimbeP Pressure-Treated wood for industial and commercial uss

STRONG TURNOUT showed for the Los Anoeles Hardwood Lumberman's Club's Oct. l0ineeting in Orange, Ca. (Front row, seated, lr) Jim Gaither, Dan Bohannon, Bill Fitzgerald, Charlie Fiala. (2nd row) Kevin Tranter, Phillip Sarris, Mark Michie, Alan Arbiso, Randy Porter, John Banks, Kevin Trussell, Dennis Johnston. (3rd row]r Garrison Cox, Tom Escherich' bnartey Jbmes, Marty Fox, Charley Bohnhoff, Richard Phillips. (4th row) Matt Banass, Steve Ondich, Dale Bohannon, Randy Wilson.

Hardware Store Cuts Off from Ace Until Move

Oakley Ace Hardware, OakleY, Ca., has temporarily droPPed the "Ace" from its name, as it prepares to relocate to a new home at OakleY Plazain the spring.

Starting Oct. 15, the existing store began a liquidation sale and during the months-long clearance will not be affiliated with its long-time co-op.

Tribe to Refurbish ldle Mill

A sawmill in Whiterivet, Az., closed since 2010, will be re-opened through a partnership of U.S. Bank, CEI Capital Management, and the White Mountain Apache Nation.

A $10 million loan will be used in part to repair and replace equipment, and rebuild the log deck at the Fort Apache Timber Co. facilitY.

Tribal chairman Ronnie LuPe Predicts that the tribally owned mill will create 185 jobs. "This is exciting news for the White Mountain APache Tribe," Lupe said. "The reopening of FATCO is a critical piece of economic development in our communitY and throughout the region."

RSG Blankets Corners of LA

Roofing Supply GrouP, Dallas, Tx., has opened a new location in Hawthorne, Ca., headed bY branch manager Frank Paour.

The branch ioins Santa Ana and

Industry, Ca., as RSG's third in the Los Angeles market and seventeenth in the West region.

"By setting up shop in West L.A., we have created a triangle around Los Angeles that allows us to service most areas with an RSG branch within 30 to 40 miles," said West region senior v.p. Richard Oliva.

Association Looks Ahead to EPD for Gypsum Board

The Gypsum Association has completed a product category rules (PCR) document for North American gypsum boards.

The PRC provides requirements and guidelines for developing ISO 14025 conformance Type III environmental product declarations (EpDs) for North American-produced gypsum board products and sets forth the underlying requirements of a compatible life cycle assessment.

Next, the association will develop a generic EPD for gypsum board.

Probyn Glosing Raintree Mill

Probyn Group, New Westminster, B.C., will permanently close Raintree Lumber Specialities Ltd., Surrey, B.C.. at the end of February 2014.

Raintree is a custom remanufacturing facility specializing in western red cedar.

Probyn made the decision to close after a "thorough review" concluded that it was no longer economically viable to continue Raintree's operations.

USG Plant Adding Sotar

.a?-_oG rsr trtlA |,3':[i,',ffi[..I.ii,1

With Coscodio decking, the unsurpossed noF urol beouty of We$ern Red Cedor is motched with Ierminol Fore$ Products' renowneo monufocturing quolity. Ihis aeotes o product thot is beoutiful, functionol, ond eco*iendly. Coscodio decking is mode from o I 000/o renewoble ond sustoinoble North Americon resource unlike PVC ond composite decking, which is lorgely mode from non-renewoble petroleum products. Third-porty life cyde onolysis deorly shows WRC decking os the best environmentol choice for decking: WRC significontly outperforms sustitute products in every environmenlol meosure.

USG

Corp., Chicago, Il.,

is installing a solar facility at its gypsum wallboard manufacturing plant in Plaster City, Ca.

The one megawatt photovoltaic system will provide USG with predictable cost for the portion of electricity supplied by the PV sysrem for the next 20 years.

Installation of solar cells on eisht acres of site should be completed-by December.

Bluelinx Nears Naming CEO

Bluelinx, Atlanta, Ga., expects to bring a new c.e.o. on board by January. according to chairman Howard Cohen. Former c.e.o. Georse Judd left the company in May.

The distributor's search team has interviewed five candidates for the post and will announce the new chief executive by the end of the year.

There's more to Reat Cedar branded products than their rich, naturaI good looks: TheY're atso an assurance of quality, best practices, service and suPPort. And retaiters see reaI benef its from this high-profite brand. Benefits tike assured supply Lines, deater support, and dedicated marketing driving customers to our deater network. Join the Western Red Cedar Lumber Association today, and see how we can hetp buitd Your bottom [ine.

By Kelly Kennedy, MP Global Products

How to upsell floor underlayment

HE MoRE You know about the products you sell and what differentiates one within a catego-

ry from another, the more likelY You will add value to a sale and to Your bottom line. Everyone will benefit:

Customers are more likely to get what they really need and you are more likely to sell a premium product.

Talking up the attributes of a product can be especially rewarding when selling a product such as quality floor underlayment, which has performance features not evident at first glance.

The specifications and characteristics of an underlayment can affect ability to minimize sound transmission between floors, walking comfort, the perceived warmth or coldness of the floor underfoot, the ability of the underlayment to handle moisture emanating from the subfloor, and the smoothness of the finished surface. Imperfections in any of these qualities can lead homeowners to call back the contractor or installer. or can lead renters in multi-family housing to complain to the landlord.

If you are selling wood, laminate, tile, or luxury vinyl tile flooring, it pays to become familiar with the standards that apply to underlayment for different types of flooring and what the product labeling on underlayment packaging stands for.

For example, to meet building codes, acoustical underlayment, which is designed to minimize noise transmission, has to be tested in a flooring assembly to make sure the assembly conforms to impact insulation and sound transmission levels. Acoustical underlayment can dampen ambient sound, quiet impact sound, and inhibit noise from travelins into the room below. important feitures that owners, management and tenants would all appreciate.

For example, if you are selling engineered wood and laminate floors to owners and contractors of new and renovated condos and rental units, you should recommend acoustical floor underlayment that meets or exceeds local building department acoustical standards. The best way to make sure an underlayment for engineered wood and laminate floors meets applicable standards is to look for documentation that the product has been laboratory tested as part of an assembly, because that is what the code looks for.

Manufacturers that test their products typically label them to indicate the standards to which they conform. There are two tests that are recosnized by the International Buildin'g Code for sound that travels from one living area down to another beneath. Both are performed in a controlled

laboratory environment. One is the test for Impact Insulation Class (IIC) and the other is the test for the Sound Transmission Class (STC).

IIC evaluates the ability to block impact sound by measuring the resistance to transmission of impact noise or structure-borne noise. STC tests the ability of a specific construction assembly (e.g., floor, window or door) to reduce airborne sounds, such as stereo systems, voices, and TV. The higher the number, the better the resistance.

In addition to minimizing sound transmission, acoustical underlayment with an appropriate compression resistance can help smooth out minor imperfections in the subfloor while properly supporting the floor, enabling the top finish surface to lay flat. It can also add thermal insulation that contributes to keeping the floors cool in the summer and warm in the winter.

Other features that may matter to buyers include cushioning and moisture control. Cushioning offered by quality underlayment can lessen the strain of each footfall on knee and hip joints, resulting in more comfortable walking. And some underlayments are engineered to wick away sub-floor or incidental perimeter moisture, helping protect engineered wood and laminate flooring from subfloor moisture that could otherwise adversely affect the finished floor.

For customers who are buying environmentally friendly flooring, there are fiber acoustical underlayments that are third-party certified for sustainable attributes and may be made from primarily, or even entirely, clean recycled textile fibers.

Regardless of which type of floor the underlayment is slated for, the customer should understand that installing high-performing underlayment beneath the finished surface will add performance value that will last the length of the installation.

- Kelly Kennedy is national sales manager for MP Global Products, Norfulk, Ne., a manufacturer of acoustic fiber floor underlayment products for hard surface flooring. He can be reached at kke nne dy @ mp g lobalproduc t s .c om or (414) 33r-8248.

NEW MEMBERS

Bakerview Forest Products

Ceda rso u rce

CentraI Cedar

LesUe Forest Products

Lignum Forest Products

Rielty Lumber

Vancouver Specialty Cedar Products

MEMBERS

Gilbert Smith Forest Products

Haida Forest Products

ldaho Forest Group

I nterfor

Mid Vatley Lumber Speciatties Ltd.

North Enderby Timber

Power Wood Corp.

Quadra Wood Products

Sawarne Lumber

Shakertown

Skana Forest Products

West Bay Forest Products & Manufacturing

Western Forest Products

DISTRIBUTION MEMBERS

0rePac Buitding Products

Reid & Wright Inc.

AFFILIATE MANUFACTURERS

BW Creative Wood Industries

Cedarshed Industries

0utdoor Living Today

Synergy Pacif ic Engineered Timber Woodway&Arboria/LWO www.realcedar.com

The Western Red Cedar Lumber Association we[comes its new members producing and distributing Reat Cedar.

Gable Rail Fittings

Feeney's Quick-Connect fittings are designed to simplify assembly of CableRail custom cables.

The fittings are constructed of 316-grade stainless steel, with a tumbled satin finish for durability.

Features include a patented automatic-locking jaw design, fixed jaw ends, jaw turnbuckle, threaded terminals, and tension-adjustment fittings.

I FEENEYINC.COM

(800) 888-2418

PST is locoted in Weed, CA, the historicol heort of the West's timber counfry, ideally situoted on lnterstote 5 ta service oll of Colifornia ond the Western U,S.

U nder-Geram ic WaterProofi ng

Kemperol 022 from Kemper is a solvent-free, reinforced, liquid-membrane waterproofing system for protection under ceramic tile.

The two-component resin system bonds fully with the substrate, reliably sealing into corners, around pipes, and other penetrations-including irregular shapes. It can be used in both new construction and renovations, in bathrooms, kitchens, pool decks, and other tiled areas.

I KEMPERSYSTEM.NET

(800) 541-s455

N^@w,,,t

I NAHB I RESEARCH I tgt' GREEN

PRSSERVEO \/vOOD PROOUCTS

APPROVEO

. NolureWood' brond ACO lreoled producfs

: ;:? [T$[iffilT,:]t]l;1'#l;

Producls Inspection AgencY (TP) nrnltiull*y-m*,i"t

Drywall Screws

Screw Products now offers drywall screws in six sizes, from #6xl-118" to #8x3", with both fine and coarse heads.

The fasteners can also be used with wallboard, plasterboard, and gypsum board. Quantities range from 1lb. jars to 50-lb. boxes.

T SCREW-PRODUCTS.COM

(877) 844-8880

SILENC

Gedar-Look Gomposite

Duralife MVP Decking from Integrity Composites is now available in Spanish cedar, in a variegated, non-repeating grain pattern.

Manufactured from polypropylene and hardwood composite, the decking is lighter in weight but maintains a 16" on-center rating forjoist span.

Other colors include Greenwich gray and Saratoga brown.

I DURALIFEDECKING.COM

(20'7) 57 r-O77s

Solar Roof Vents

Master-Flow Green Machine solar roof vents from GAF are easy to install.

The solar-powered model has a 2}-watt integral solar panel and an adjustable thermostat/humidistat, to reduce attic-cooling costs.

The dual-powered model switches automatically between solar and house power for cooling at night and during cloudy weather.

I GAF.COM

(800) 766-341 I

BORATE TR,EATED \^/OOD

Hi-boro brand treated wood is a borate treated oduct desimed for interior house framing in Ha -bor' trealed wood resists attack by Formosan termit€s and numerous hbusehold

American Shingles

CertainTeed's Patriot asphalt roofing shingles come in six colors: shadow black, weathered wood, driftwood, colonial blue, graystone, and prairie wood. Each shingle measures l3-114"x39-3l8" with 55/8" exposure, for both residential and commercial steep-slope applications.

I CERTAINTEED.COM

(800) 233-8990

brand interior fire ret rdail is lhe conshrction industrds neruest and nost advanced fire protection sJ61€fit $ forwuid. The unigue Fireho dlemisty is apalent pendi+g formulation that coritains no phosphomushased cnmpouruls' .

New Porch Boards

Nyloboard is introducing a wood-alternative deck board named NyloPorch.

Made from recycled carpet fiber, the tongue-andgroove boards have a natural-looking woodgrain. The product is also resistant to moisture, mold and insects.

I NYLOBOARD.COM

(8',77) 69s-6909

Profiding Customer

Sati,sfaction in All W'e Do

P.O. Box 75 . McMinnville, OR 97128

Phone: 503-434-5450' FAX: 888-TSO-WOOD (888-876-9663)

Catltoday atd seeJust wbat Roltal Pac-tfic Industrles

Stains for Doors & Millwork

PureColor developed EvenGrain stain for door and millwork manufacturers.

The collection consists of three products-for solid and veneered wood doors, hardwood composite doors, and millwork and door trim packages' Each ships and stores dry, contains zero VOCs, and can be applied with either manual or automated equipment. T PURECOLORINC.COM

(9ss) 729-1873

Rustic PVG Fencing

Enduris' Endwood cellular PVC fencins has a hand-stained look. rough-sawn texture-. and vuriegated woodgrain pattern.

It has an outer HardCover capstock shell, a stabililizing rail system, and contains l00o/c inorganic material that won't support molcl.

Styles include California, privacy straightedge or dog-ear, and shadowbox straightedge or dog-ear.

I ENDURIS.COM

(888) 329-7428

Wood Shearwalls

Strong-Wal I SB pre-fabricated wood shearwall from Simpson Strong-Tie ol'fers cnhanced design flexibility and -qreater lateral-force resistance.

The wall is designed for residential. multifamily, and lightframe commerciul construction, including garage portals and other large openings. Dimensions of l2"xl' to 24"x20' are offered.

I STRONGTIE.COM

(800) 999-5099

GEO. M. HUFF LUMBER COMPANY;

o premier distributor of wholesole building products; hos teomed with Roseburg Engineered Wood Products in the Southern Colifornio morket. Huff Lumber offers lhe complete line of Roseburg EWp coupled with full technical copobilities including loke-off, conversion, plocemenl drowings ond engineering services. EWP moteriols ore ovoiloble in miil direct bulk shipmenls, locol units ond cut piece iob pockoges.

ROSEBURG FRAMING SYSTEM@

The Roseburg Froming Syslem@ consists o{: RFPI@ Joisls used in floor ond roof consiruction; Rigidlom@ LVL which is used for heoders, beoms, studs ond columns; ond RigidRim@ Rimboord. All of the components ore engineered to the industry's highest stondords to help conlroclors build solid, duroble, ond befter performing froming sysiems compored io ordinory dimension lumber.

il;;;;;;-"= lff

Warmer Underlay

MP Global Products desiened Qu ietWurmth electric rad]ant heat underlayment for new floating wood, laminate and ceramic and porcelain tile flooring.

Made from at least 77o/o recycled textile fibers, it puts generated warmth where it works most efficiently. Controlled by individual programmable room thermostats. it is clean and quiet.

I QUTETWALK.COM

(888) 379-969s

RigidRimo Rimboord

NAWLA TRADERS MARKET stormed Las Vegas' Mirage Resort & Casino Oct. 23-25.111Wade Mosby, Cami Waner' [2] Julie & Dillon Forbes. [3] Joe Buttb6, Rob Atchley, Jim Vandegrift, J Bo Maiuri [4] Brvan Lundstrom, Al Fortune. [5] Karen Stephens, James Robbins, Cliudia & Hank Mullins. t6l Biil Artigliere, Curtis Walker. [7] Shawn Church, Rick Palmiter, Mlke Gruenke, Regina Minish, Michael Pratt, James Lambert. [8] John Branstetter, John Walcott. [9] Mac MacDonald,

Theo Vallas. [10] Bob Bratton, Suzanne Hearn, Lillian & Rick Ekstein. t11l Chuck G'aede, Tonia Tibbetts, Alex Darrah, Jeff Haley. [12] Chris Widcnmann, Alan Oakes. Marv Askey. [13] Steve Killgore. Su-san Fitzsimmons, Mike Mordell, [14] Brett Anderson, Doug Chiasson. [1.5] Tom Tavlor, Jessica Navascues. [16] Ron Hanson' Tod Kintz, Jim Maloney. [17] Steven Hudson, Jim Tittle, Matt Pedrone. (More Photos on next seven Pages)

NAWLA lN^VEGAS (conlinued f rom previaus page) [1] Leslie Southwrck Chuck Casey Kris Lewis. l?l Barry Schnelder jim HanO L nda Scftnerder, lJusty Hammack. [3] Kevin paldino, Erol Deren [4] pat lhorp. Kathy Klassen. Tony & Darlene Wiens [5] Chrs Boyd,-Jason

Mann, Todd Kion, Rod McKay [[] Max & Janne Jones. [7] John Murphy Jr. Paul Odomirok J m Enriqht, Tim Lewrs [8] Kevin He-nl'ey Amy Viie( Bob Handegard (More photos on next srx pages)

MORE TRADERS MARKET (continued from previous two pages): [1] Steve Anderson, Kip Andersbn, Stuart Ralston, Lewis Santmyer. [2] Chris Hedlund, Johh Pace, Rick Kapres. [3] Pat Mawhinney, Gwen Webster, Alan Mawhinney. [4] Joshua Ty1er, Kathy Saito, [5] Mark Pickerinq, John Pasqualeito,- Rob Marusic. [6] Mark Challinor, Kevin Demars,-Bob Gibson. [7] Scott Janett, Larry Boyts. [8] Ken Caylor. [9] Dave Durst, Martin Oake-s. [10] Chris Hedlund, John Pace' Rick Kapres.

tl1l Dan Blenk. Ken Tennefoss. 112l Keith Mullins, Shane Elder. [13] iohh Georqelis, Greq Haupt, Matt-Weaber. [14] Chris Retherford, Todd Fox. Tonv Maben. llh JefiEasterling, Chuck Gaede. [16] Tom Franklin, Dannv Olborne, Dianne Franklin. [17] Hunter McShan, Dina Fuller, Bob Bell. [18] Kathi Orlowski, Mark Erickson.

(More Photos on nextfive Pages)

TRADERS MARKET

(continued from previous three pages): l1l Marshall Lauch. James O'Gradv, Scoti Gascho, Pete Henningfeld, Mark Mitchell. 12l Betsv Ben d ix. ili Ma rk Tittler, Konial Titfler.

[4] Eric Schooler, Grant Phillios, Cami

!V1er, Josh Dean, Phil Hawkins, Kevin Dodds, Max Jones, Joe LaBerge. [5] Michaet Pompeo. [6] Tim Gabriet, Bob Loew.

t4 bh;ri

Roberts,.Kevin_Smith, Gary Pittman,.pat Lynch, Ed Langley, John Assman, Marty Thomson. (More photos on next f6ui pages)

TRADERS MARKET lN VEGAS (continued from previous four pages): [1] Blake Hutchison, Buck Hutchison. [2] Richard Merqel, Chris Merqel, Rick Palmiter. [3] Beth gan-ks, Kris Lamke, Kristie McCurdy. [4] James Robbins, Alden Robbins, Tonia Tibbetts, Kaycee Hallstrom, Karl Hallstrom. [5]

Patrick Taleqhani. [6] Adam Russin, David Jaffee. [7] John Smith, Steve Firko. t9l T"try Baker,-Rbn Cluster, Rick Kitch. t9] :Jtn Coooer, Joe Albert. [10] Ken Smith. [11] Tim Hunimel, Brendan H-exberg, Doug Willis. [12] Mark Thomas, May Forsyth, Andy Williams. [13] Jouni Hakkardinen, Olli Mannisto, Chris

MacFarlane. [14] Jeff Haley, Liz Ritz, Alex Darrah. t15l Jason Niemi, Anthony Muck. [16] nobin Dudiey, Kim Pohl, Billie Hesselgrave, Lisa Martin.'[17] Christoper Webb, Mark Corso. [18] Ru-ssell Coulter, Jack Bowen. (More photos on next three Pages)

MORE TRADERS MARKET (qgyttinued from previous five pages): l1l {.{. .S..anggra_,-parlos Furtado. [2] Kris Owen, Taryn Otivieri, i oin Kyiei, J.R. Virnich. [3] Brian Oberg, Micheile Burbank. 141 t_arry Ciosstey, biry Maulin, Scotf Nowatzki. tsiLarry Scnmeooing, 56ue Sprenger,'bfiuik Dotson. [6] John.Murphy Lr., jerry Lgng, ft p;trici'p;\i;i: C;;i Bunoughs, David Jeffers, Craig Com6s, pa[rick Hanulak. tAI Corev Scot(

Building-Products.com

Mike_Phillips,l(en Kalesnikoff. [9] Mick Vaagen, paul Waldon, Chris _S9nofe1 [10]Bobby &^Lori Byrd, Wayne Miilei. [11] Ctint Darneil. [12] fl!91 3qn.q4, Doug Coutson, Tony Saad, toOO LinOsey, Chad Milter. [3] Cristen C_hambers, Thomas Mende, Ray Barbee. [14iLarry Stonum, Ray Barbee, Dan. Kepon, Peter Stuart, Jim Haas. t15l ken Muriyon, Sani Howard, Brian Johnson. (More phdtod on nexttwo paglsl

*stern Fa

NAWLA fN LAS VEGAS (continued from previous five pages): [1] Bruce Jones, Greg Carter, Jim Walsh, David Smith. [2] Tony Fleischman, Josh Fleischman. [3] Sam Satosono, Archie Rafter. [4] Rick Ekstein, Michelle Ekstein, Sandy Mills. [5] Jeff Cook, Dave Cochenour. [6] Mary & Mike Mclnnes.

l7l Josh Storm, Chuck Smith. [8] Brad Flitton' Mlttnew Burke, Patrick Miller, Ben Meachen. l9l Greq Bates, Blair Magnuson, Chris Wiichma-nn. [10] Jim Brady, Mike Boone. [11] John Burqesser, Jeff Miller. [12] Leo Colantuono, Shana Gonda, Ali Jojo. [13] Mike Gerstenberger, Bob Hafner. [14] Dennis

Wioht. Tvson Palmer. [15] Natalie Macias, nta"n Oakes. [16] Bryan Lundstrom, Al Fortune. 117l Brad Shaiqec, Roxanne Poggemoeller. itgi Oouq O'Rourke, Craig Little, [19] Rob iam, nobert Sandve. [20] Todd Nodine, Mark Richardson. (More photos on next Page)

TRADERS MARKET (continued from previous seyen pages)r [1] Gary Vitale, Alan Oakes. [2] Bill Sullivair,-Jeff Wotgemutfr. 1S1 [2] Jacoues Vr Jacques Vaillancourt, Lula Chande. {agqugq Vaillancourt, Chance. [4] Brad Schneider, Karin Warren. [5] Mark-Grube, Joe Honochick. [6] Mike Leimier, Bill Griffith. [7] Rick & Susan Benton. [8] David Whitlow, Kevin Simard. [9] Ryan Kline, Gunnar Brinck. [10] Rick Rokoczy, Geoff Berwick, Duane Schantz. [11] Gerry Gluscic, Carl Lamb. [12] Rick Renshaw, Bob Owens, Clark Spitzer. [13] Mike Moran, J.D. Dombek,.

Tawn Simons, Dan Semsak. [14] Matt Kelly, Bill Nocerino, [6] Michael Harris, Paul McRae, Jennifer Raworth, Jim Chambers, Donna Whitaker,

uomDeK, tawn Srmons, [14] Kellv, Nocerino Barbara Hart, Bob Mai, Mike Ftynn. [15] Fiank Stewdrt, Russ Tayior

WEST COAST Lumber & Building Material Association held its annual convention Oct. 17-18 in San Dieqo, Ca. [1] Melinda Ganahl, Sean Fooartv, State Assemblv member Dlane Harkey, Mark Ganahl. [2] Tim Dic-kis6n. Martv O'Hara.-[3] Tom Couch, Chris Wischmann, Greg Bates. I4l Paul Vanddrford, Kati6 Eleamer. [5] Denise Bough, Peter Fleming. [6] iohn Neel, Natalie Allen, Steve Prado, [7] Marv Askey, Tom Angel. [8]

Michael Caouto. Thom Wriqht. [9] Danny Sosa, Rick & Valerie Deen, John Allen.'[10f Brian Hurd-le. [1fl Earl Downing, new NLBMDA chair brrris Venriir-i121 Jerry Dunn, Chuck & Jen Wert, Cry-stal8 Chris Swanson. [13] tiusiell Eli, Will Becker. [14] Mke Russell, Rick Roberts' RicharO MiArinur. [15]Alex Uniack, Thomas Stremlau- [16]Jim & Teri Turrentine. (More photos on next page)

Send

us your news!

Promote your recent expansion, new hires, product introductions, or other company changes on the news pages of the next issue of fhe Merchant Magazine. Just email to kdebats @ building-products.com.

(a frce service)

HISTORIC U.S. Grant Hotel was the site of WCLBMA's recent convention bontinued from previous page): l1l Barbara & Peter Ganahl, Matthew Blair. [2] Jean Henning, Charmaine Jennings. [3] Silvia & Troy Allen. [4] Auqie Venezio, Jim Taft. [5] Eric Ziedrich,-Jam-es Cedarholm. f9l Luls Vila, Vince Lauricella. [7] tom Ktder, Newell Lavov, Julie & Kellv Lvon. [8] Charlie & Debbie Cain. [9] Andrea Mirnti, Cory Cunningham. [10] Jrihir pasqualetto, Mikd Carev.

DECK EXPO took over Lakeside Center at McCormick Place, Chicago, ll., Oct. 16-18. [1] John Junod, Mike Madden, Glenn Tebo. [2] Tess Lindsey, Brett Kelly. [3] Jon Hanson, Kurt Hoqard. JeflMorlock. [4] Micah Ganison, Tom Hofuat. t5l Jim Millerl iaclyn Stevenson. [6] Andrew Hampe, Craig Jacks. Darren Kennedy.

I7l Phil Lail, Jav Lattanzio, Brian Orchard. [8] Travis Jungers,-Kelli Bergen, Cathy Schaefer, Junqers,'Kelli Scott Tober. [9] Craiq Hyatt, Kevin Brennan, Roger Greenhiget. ltOi Jay Brooks. Chris Smith. 111l Shellie Sellards, Edie Kello Wilson.

Ganqemi, Amy O'Hara, David Hughes. [14] AlariOakes, Erin Canosa. [15] Matt Klone' Neil Rasmusson. [16] Chris Johnson, Jacek Romanski. [17] PeferCorr, Kaylynn Poplawski.

(More photos on next two Pages) [11]

112l Mbhael Rodenhaus, Jon Fletcher, Dan ivaircic, Vanessa Carrano. [13] Adam

DECK_SHOW (continued): [1] Loren Graber, Larry Boyts, Scott Jarrett, Riit fietOs, Larrv Burkholder, Tom Gerard, Rich peterson, Steve Cripe. [2] Marc Maniaci. [3] Brian Lotz, pike Severance. [4] Shawn Enoch, Chris Cusack. J5l Wayne Hilton, Ashlyn Kirk, Troy Case. [6] N-eil Robinson, Stephen McNallv, Mark Shanei. lZl Josh Miley, Erin Canosa j John paulin, Kirli Hammond. [8] Charles Lien, Tom Faber, Brent Hilton, Thomas Lee, Craig Miles, Jackson Chen. [9] Kristen Kleinsonge, Stephanie Leigh Rose. fl01 Charlie Jourdain, Jessica Hewitt, Erica Savage, Phil Herman. [11] Lisa Martin, Chuck gqsqy,.Jamie Kreiser. [12] Stuart Dimery, Valerie Misa. (More-phittos on next page)

MORE DECK EXPO in Chicago (continued from previous two pages): [1] Brett McCutcheon, Keith Pabich. Dean Andreakish, Michael Thacker, Chad Giese, Dustin Schroeder. [2] Darrell Hungerford, Shervl Grimm. [3] Roqer Kasper, Chuck Klopp' Bill Schiffer, Chri3 ilorri, Lynn Flanagan. [4] Scott Sester, Scot Peters. [5] John McLister, Kevin Lawrence. [6] Richard Lam, Joel Cone. [7] Natalie Smith, Steve & Robin Wllson. [8] Greg Rubin, Mike

Nuclo. [9] John Green, Morgan Raganyi, Jef Butterfield. [10] Amanda Campos, Matt West, Jessica Olmsted. [11] Tammie Conn, Kathy€oyts. 112l Daniel Franklin, Jack Delaney, Dan Toboz, iohir Cook. [13] Ryan Schaefer, Darwin Waite, Jefi Bloch. [14lSebn Gallagher, Shari Bell. [15] Bob Richard-s, Rob Mitchell. [16] Larry Stonum, Andrew Romano, Tom Czlapinski. [17] Jim Poulin, Mike Descoteaux.

West Coast Lumber & Buitding Material Association elected Mark Ganahl, Ganahl Lumber, as its new president during its recent convention in San Diego, Ca. (see photos on pages 54-55).

Other new officers are 1st v.p. Sean Fogerty, Osborne Lumber; 2nd v.p. Victor Fresca, ProBuild; treasurer Bobby Senften, Friedman's Home Improvement, and past president Augie Venezia, Fairfax Lumber & Hardware. Jay McArthur, Ojai Lumber, is president of Second Growth.

Dealer directors are Matt Petersen, Mead Clark Lumber; Jeff Pardini, Hills Flat Lumber; Rick Deen, Nichols Lumber, and Mark Boone, Champion Lumber.

Associate directors are Tom Knippen, Diabo Timber; Dale Verseput, Select Equipment Sales; Vic Hausmaninger, HBLA CpA's; Seamus O-Reilly, LP Building Products, and Chris Swanson, Swanson Group Sales.

Mountain States Lumber & Building Material Dealers Association has adopted a one-day format and new location for its annual products expo, March 14, 2014, at the Crowne Plaza, Denver, Co.

Western Building Material Association has scheduled its annual convention for Feb. 12-14 at Tulalip Resort, Marysville, Wa.

Western Pallet Association has scheduled its annual meeting for Jan. 17-21 at Rancho Las Palmas Resort. Rancho Mirage, Ca.

California Forestry Association will host its annual meeting Jan.2930 at the Marriott, Napa, Ca.

Boland Maloney Lumber, Louisville, Ky.; treasurer Linda Nussbaum, Kleet Lumber, Huntington, N.Y., and manufacturers & services council chair Roger Dankel, Simpson Strong-Tie, McKinney, Tx.

Composite Panel Association selected a new board of directors for 2Ol4 at its recent fall meetins in Baltimore, Md.

Current vice chair Kelly Shotbolt, Flakeboard, will move up to chairman on Jan. l. Grady Mulbery, Roseburg Forest Products, becomes vice chair.

Steve Stoler succeeds Mulbery as secretary and treasurer. Bryan Wilson, Georgia-Pacific Wood Products, will remain on the board for another year as immediate past chairman.

North American Insulation Manufacturers Association celebrated its 80th anniversary last month.

"Moving forward, NAIMA will continue to provide the leadership, information and expertise to drive continual innovation in the buildine insulation arena and work as a chaml pion of energy efficiency and sustainability promoting the use of fiberglass, rock and slag wool insulation," said NAIMA president Kate Offringa.

National

Lumber & Building Material Dealers Association

installed Chris Yenrick, Smith Phillips Building Supply, WinstonSalem, N.C., as its new chairman during its recent Industry Summit, succeeding Chuck Bankston, Bankston Lumber, Barnesville, Ga.

Also welcomed were new chairelect J.D. Saunders, Economy Lumber, Campbell, Ca.; I st vice chair Scott Yates, Denver Lumber. Denver. Co.; 2nd vice chair Davis Boland.

Atlison I. "Al" Caldwell, 78' retired Santa Rosa, Ca., lumberman, died Sept. 28 after a seven-year battle with Alzheimer's disease.

He began his industry career in the 1950s at ABC Lumber in Massachusetts, then worked for Masonite, Preston Lumber, and LouisianaPacific, before opening his own brokerage for sawdust and shavings, AC Wood Products.

Gary Ray Foster, 62, long-time Reno. Nv.. lumberman, died Oct. 14. He served in the Air Force Reserves before beginning his 30plus-year lumber career, starting at Sequoia Supply, Fairfield, Ca. After relocating to Reno, he worked for Logan Lumber, BMC West, and Kents Supply.

Christopher John "Chris" Carless, 86, former buYer for San

Lorenzo Lumber, Santa Cruz, Ca., died Oct. 19.

A native of England, he served in the Royal Air Force just after World War II, then moved to California. He worked for Freeway Lumber, Pacific Lumber, and for 22 Years at San Lorenzo.

Rex Clifford Freckleton, 87, retired Idaho lumberman, died Oct. I I in Boise,Id.

He served in the U.S. ArmY during World War II.

He assisted his father and brothers in managing Bannock Lumber, Pocatello, and Falls Lumber, American Falls.

Donald George Furu, 88, retired Pacific Northwest lumber salesman, died Sept. 20 in Hoquiam, Wa.

A veteran of the ArmY Air CorPs, he worked for Stouffer Lumber,

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

ALLWEATHER WOOD is seeking a sales associate in Washougal, Wa., to provide customer service and sales support to its distribution center. Position serves as key point of contact and resource for the sales team. acting as a liaison between customers, sales team, and other depanments to ensure complete customer satisfaction. Duties include communicating pricing and order status; preparing and presenting quarterly and year-end data with program customers; investigating and resolving customer issues; maintaining current, accurate customer files and data; receiving, preparing and processing orders; reviewing and resolving customer quality and shipment issues; coordinating with the distribution center to expedite orders' and assisting with pre- and post-sales tasks. Requirements include valid driver license, bachelor's degree from four-year college or minimum of three years experience in lumber sales/distribution, strong knowledge of Microsoft Office Suite (including Word, Excel, Outlook and Power Point), and local travel up to 25Vo of the time. Submit a letter of interest and current resume with salary history to jadams@hrcllc.com or email to request an employment application.

Equal Opportuniry EmPloYer / ADA / Drug-Free WorkPlace

Aberdeen, Wa., and BaYview Lumber, Olympia, Wa.

Gerald Lopopolo, 82, retired Fresno, Ca., salesman, died Oct. l. He was a salesman for General Box Co., American Forest Products, and Georgia Pacific.

Bobby Lee Gordon, 37, lumber sales associate at Home DePot, Colorado Springs, Co., died Oct. 3 in Colorado Springs.

Clarence Cecil Cain, 86, retired 40-year employee at Wheelwright Lumber Co., Ogden, Ut., died Oct.4.

Douglas Wellington Brown, 86' Anchorage building supply veteran, died Oct. 16 in Anchorage, Ak. A Navy veteran, he worked for Concrete Products of Alaska, Allstate Builders, Bear Run Building Materials. United Lumber, Noble Craft Kitchens, and Eagle Hardware.

Send ad to Fax 949-852'0231 or dkoenig@building-products.c0m. For more info, call(949)852-1990. Make checks payable to Cutler Publishing, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660. Deadline: 18th of previous month.

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

DATE Book

.fisflngs. are often submifted months in advance. Always verify dates and locations wlh sponsor before making ptans to aft6nd.

Specialty Tools & Fasteners Distributors Association - Nov. 11. 13, annual convention & show, Mandalay Bay Resort & Casino, Las Vegas, Nv.; (800) 352-2981, www.sta'fda.6rg.

North American Building Material Distribution AssociationNov. 12-14, annual convention in coniunction with North American Association of Floor Covering Djstributors, Sheraton, Chicago, ll.; (800) 888) 7 47 -7862; www.nbmda.org.

Black Bart Hoo-Hoo Club -^Nov.13, new member meeting, La Hacienda, Cloverdale, Ca.; (707) 62,1-0485; www.biackbathoohoo't81.org.

Distribution America/PRO Group - Nov. 13.15, executive planning conference, Marco lsland M'arriott Resort, Marco lslind. Fl-: www.daonline.com.

Mountain States Lumber & Building Material Dealers Assn.Nov. 13.15, estimating workshdp, Ramada plaza Denver Central, Denver, Co. ; (800) 365-091 9; www.mslbmda.org.

Los A1g.1.r Hardwood Lumberman,s Club - Nov. 14, meeting, Rib Trader, Orange, Ca.; (626)445-8556; www.lahlc.net.

U.S. Green Building Council - Nov. 20-22, Greenbuild conference & expo, Philadelphia, Pa.; (800) 795-1747; www.usgbc.com.

Tacoma.Olympia Hoo.Hoo Club - Dec. 3, holiday party, Oakbrook Golf Course, Lakewood, Wa.; (253)531-1834. ' '

Mountain States Lumber & Building Material Dealers Assn.Dec. 5, WOOD Council holiday p'arty, Mile Hioh Stadium at Invesco Field, Denver, Co.; (800)-365-0919; www.hslbmda.org.

West Coast Lumber & Building Material Association - Dec. 5, 2nd Growth holiday meeting, Brea, Ca.; (800) 266-4344; www.lumberassociation.org.

Portland Wholesale Lumber As_sociation - Dec. 6, holiday lunch, Embassy Suites Airport, Poriland, Or.; (503) 203-6463; www.portlandwholesalelumberassociation.org.

Southern California Hoo.Hoo Club - Dec. 11, meeting, Anaheim Hills Gotf Crurse, Anaheim, Ca.; izO0) 5Z+_oAtZ., www.hoohool 17.org.

Oregon liloodinnovation Center- Dec. 16.17, annual wood products manufactuli.ng-quality control workshop, Oregon State University, Corvallis, Or.; oregonstate.edu/confeirences.

Portland Build, Remodel & Land_scape Show - Jan. 3-5, Oregon Convention Center, Portland, Or.; '(800) 374-6463; wrr,'w.nofteshowcenter.com.

Seattle Remodeling_Expo - Jan. 3.5, Washington State Convention Center, Seatfle, Wa.; (800) 374-6463; www.nomeshowcenter.com.

Colorado Springs Home Building & Remodelinq Show - Jan. 1012, Norris-Penrose Event Center, Colorado S-prings, Co,; (g00) 374-6463; www.homeshowcenrer.com.

San_Diego- Home Show - Jan, 10.12, Convention Center, San Diego, Ca.; (888) 433-3976; www.acshomeshow.com.

National Retail Federation-- Jan. 12.15, convention & expo, New York, N.Y.; (800) 673-4692; www.nrf.com.

Humboldt Hoo-Hoo Club - Jan. 16, crab feed, Elks Lodge, Eureka, Ca.; (707) 601-9128.

Western Pallet Association - Jan, 1T-21, annual meeting, Rancho Las Palmas Resort, Rancho Mirage, Ca.; (360) 315-020g; www.westernpal let.org.

Oo,ll QqsJ Corp. - Jan. 20.22, winter conference, Watt Disney World Swan Resort, Orlando, Fl.; (260) 748-5300;doitbestcorp. '

Portland Renovation & Landscaping Show - Jan, 24.26, poriland Veterans Memorial Coliseuni, poriland, Or., (g00) fiq-A+AU www. homeshowcenter. com.

Building-Products.com

De_ck Tile Connectors Hidden Deck lra$eners

Coupons on the Run

ADVERTISERS fndex I

For more information on

call them directly or visit their websites [in brackets].

Endeck [www.endeck.com]

Fasco America [www.fascoamerica.coml..'....""......'."'....."""'.'43

An 88-year-old dealer in Northern California has found a new way to atftact cu$tqryers: coupons sent directly to smartphone, ^t6 ta$lsts;':. ,:,r , 'tustomers come into the store ttnsd withr:'r8ore information than ever before, so mobile counoning is just a natural extension of them getting know-ledgethey can now also get savings," says Linda Roark, owner of Pete's Ace Hardware, Casffo Valley, Ca.

A local vendor, FunMobility, Inc., Pleasanton, Ca., developed the mobile cou,pon campaign. Retailers can send cbupons-which ,&utomatically adjust to fit the size of tire receiving device's screen-as links in emails, text mTsagel, or through mobile apps or web sites.

The fun started in July, Customers who responded to text messages with the Word "Petes" were then asked to opt-in to tf,e mobile coupon club and begin receiving texted links to four coupons.

Since each coupon has a unique code, Roark could monitor store-related metrics-redemptions and aver' age order values-through her own point-of-sale system. She discovered that 49Vo of customers who received coupons redeemed them, for an average of $?2 of merchandise. All in all, the store gained 190

new customers,

Because of the positive results, the progp$,rwas expanded with more in-store promotions and lage:tiqketitems. "I can now update coupons to tie in with community events, holidays, or even an unexpected heat wave by offering coupons for fans," says Roark.

At the request of Ace's corporate headquarters, she has helped set up sirnilar mobile coupon programs at 11 other Ace dealerg. Aaother 20 have signed up to start programs in January.

Accordi4g to FunMobility, the mobile coupon program costs sevel-q! hqndred dollars per month, per retail Iocation, with discounts for large numbers of stores. Roark declines to say ,how much she spent, but does note that it generated revenue equal to 13 times the cost of the campaign.

Fontana Wholesale Lumber [fontanawholesalelumber.com]'...,..4

Hoover Treated Wood Products fwww.frtw.coml "."'.......".......'.28

Huff Lumber Co .".."'.....".........."'45

ldaho Forest Group [www.idahoforestgroup.com] "'......'..........'.'7

lnteplast Group [www.tufboards'com]'........'.........."."................21

lnterfor [www.interfor.com]..,... "...'.'."".....'.........34

J.H. Baxter [www.jhbaxter.com],'........"'.. .."....'.'26

Jones Wholesale Lumber [wwwjoneswholesale'com] "'......'..'.24

Keller Lumber ..'..."...."'...'...""'...57

Norman Distribution Inc. [www.normandist'com]....'..."'.........'.'39

NyloBoard [www.nyloboard.com]..............'...".."'.."."."..........".'23

Osmose [www.osmosewood.com]........ ..."Gover I

Pacific States Treating [www.pacificstatestreating'com] """'.."42

Pennsylvania Lumbermens Mutual Insurance [plmins.com] ....'29

PrimeSource Building Products [www.primesourcebp'com] "'.19

Quali$ Borate Co. [www.qualityborate.com] ..."'..',.....""'.....'.'.'47

Railing Dynamics Inc. [www.rdirail'com] ......."'.36

Redwood Empire [www.redwoodemp.com] .'.".."'...'.""'...Gover ll

Roseburg Forest Products [www'roseburg.com] ."'......""...'....'31

Royal Pacific Industries.....,,' '.'....."."....'...........".44

Simpson Strong-Tie [www.strongtie'com]',..,.'...,,.'.........'Cover lV

Siskiyou Forest Products lsiskiyouforestproducts'coml..""'.'..35

Stimson Lumber Co, [www,stimsonlumber.com] ..'........."'........1 3

Superior Wood Treating [www.superiorwoodtreating'comt.......37

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

Taiga Building Products [www'taigabuilding.com]'................'..1 5

Thunderbolt Wood Treating [thunderboltwoodtreating.com] ".'30

TruWood-Collins [www.truwoodsiding.com] "......'.....'...'.1 6A'1 6B

Universal Forest Products [www'ufpedge,com],'..'..',.'."......"...'..3

Utah Wood Preserving Co.................... .'..."",..'..59

Viance [www.treatedwood,coml ."'.........".'....",....'.,',',"....""'.8, 15

Wahoo Decks [www.wahoodecks.coml ...'..'...."49

Western Red Cedar Lumber Association [www'wrcla'org].'.40'41

Your Market Demands... Swanson Responds. lntrod

A customer approached us with a problem.. he needed a radiant barrier panel... but the job spec called for veneer plywood and not OSB. After consulting with mill management and our overlay supplier - sales had an answer. Yes, we can do this.

The result is TruBlock, a radiant barrier veneer panel that reduces attic temperatures and saves on energy :osts. lt also has the superior strength, stiffness and cerformance of Douglas{ir plywood. Our customers ask - and Swanson responds.

Swanson Group Sales is now producing 2x4 and 2x6 Premium at their Glendale OR sawmill. The grade follows the light to no wane spec that is favored by discriminating buyers everywhere. When appearance is critical try Swanson Group's 2x4 and 2x6 premium.

When the market calls for a better product... Swanson delivers.

We reoovwn*ewd a tcst drLve

Structural Screws: theAnatomy

of Performance

N\a4ewag{or a stwooth{twLsh

is like no other. lts patented tip ensures

imi s pre-drilling.The bold thread design whilq the large, low-profile head eliminates washers. Code

Listed: *