Merchant Magazine - December 2001

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

PK|. Ahak and lLwall

Serving 13 Western states

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Happy Holidays and thank you!

By the time you read this column, Thanksgiving and Hanukkah will have passed, and Christmas will be soon upon us. It is the time of year when we start to think back on what we are grateful for, what has happened that has gone well, and what we can plan and look forward to in the New Year.

After recent events, it may be hard to identify what we should be thankful for, but it is not until we face challenges both in our businesses and personal lives that we can perhaps appreciate what we do have, the more so when we do not have them anymore.

This year has been a great learning lesson for me personally, and I hope everyone could be so lucky. This year having had to deal with family illness very close to home, watching and dealing with the turn of world events, and working in an increasingly tougher business environment. it would be only too easy to forget all the good of the year. I have come totruly understand the value of good health and that many people are not as fortunate. That you never know what is going on in someone's life when you see or call them. That there are many more good people than bad people. That we often lose sight of what is trulyimportant. And that we take too many things and too many people for granted. The value of having conscientious, hard working people supporting you was never so clearly

shown to me as this year.

A year ago in December, I was sitting a few thousand miles away contemplating moving to Southern California and thinking of entering a new industry-the lumber and building industry-a radical departure from what I had been doing for the last few years. With a great deal of trepidation, as we all go through when contemplating major changes in our lives, I went ahead after a calculated decision process, never contemplating the number of new friends I would make in this industry in such a short time. Never could I imagine so many people caring about my success or the success of our magazines. It has been refreshing and rejuvenating to be supported by so many people in this industry. This is an industry of honest-to-goodness values that we should all be proud of. Long may it stay this way-in fact, let's make sure it does.

My colleagues and I would like to thank you for your support and friendship over many years, as well as your loyalty. We would especially like to thank our advertising partners, who put trust in us each and every month. We wish you, your colleagues and your family's happy holidays and a very successful and prosperous new year in 2002. We remain committed to supporting this industry and making your company successful in any way we can. Once again, thank you!

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Monthly

ln recent years, the lumber and building material industry has been flooded with e-commerce solutions, yet they appear to be slow in catching on. New technology companies continue to target the market, while others fall by the wayside. Some LBM firms quickly jumped in, fearful of being left hopelessly behind. Others remain hesitant, not wishing to invest time and money on unproven ways of business.

We asked the experts: How widespread will e-commerce become in the lumber and building material industry in the coming years?

Customer seruice keu to success

By Rob Vomund E-Business Marketing Manager CCITnreo www.triad.com

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L-commerce is still in its infancy. In the three years since it was introduced to our industry we have seen a rush of new companies come into the market set on "revolutionizing" the way we all do business. Backed by millions in venture capital funding, their plans were grand. According to their vision statements, e-commerce was going to make everyone rich! However, as we all know, most of these companies are now gone.

Why did they fail? For starters, they didn't know the industry, and they tried to do too much too fast. They didn't understand the challenges within our industry, including our lack of product identification standards and varying in-store system technologies. They wanted data to flow "seamlessly" from one end of the chain to the other. While this isstill a desirable goal, it was not a practical "12-to-24 month business plan" on which to base a new company.

So, where are we today? For the most part, we are left with the same industry players who led the industry before the dot-com boom! On the technology provider side, CCI-

Tnta,o is still here, and on the supplier side the independents, the co-ops, and the big box retailers are still here, too.

It turns out that the traditional industry players learned from the successes and failures of the newcomers we saw during the dot-com boom, and all of us are now adopting solutions that work. E-commerce today-older and wiser-is alive and well within our industry.

The term "e-commerce" has, however, been replaced in our industry by the term "e-business." The former term generally defined "selling merchandise electronically," while the latter today means a broader term that includes providing both sales and non-sales customer services using the Internet.

The industry has now learned that the key role of the Internet within our marketplace is not in attracting and doing business with unknown customers fromfar away places. Instead, we have learned that the Internet is best used to service existing customers. In this role, e-business is not so much revolutionary as it is evolutionary. Dealers are now taking what they do best and are doing it in even better ways using the Web.

A recent study by Jupiter Media Metrix reveals some interesting points. Their study shows that traditional retailers have focused on sales and profits to calculate Web site Return On Investment, instead of examining broader benefits that a Web site can add. "Brick and mortar" sales can be influenced by the Web site, as can improved payroll productivity. The Jupiter study concludes that a traditional retailer with a successful website should find that up to two-thirds of the benefits from their online efforts will result from services other than directly selling products online to customers.

Jupiter advises traditional retailers to act quickly to integrate their online and offline systems so they can offer features such as offline store inventory on their Web sites, as well as non-sales customer services.

When Federal Express introduced online package tracking they greatly increased customer satisfaction, while at the same time saving millions of dollars by reducing their own staff needed to answer phones. Service oriented solutions similar to this FedEx example are gaining traction in

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Customer-oriented e-business

( Continued from previous page ) our industry, too.

Within the past 12 months Lowe's has enabled its commercial accounts to view monthly statements and invoices on its Web site. Home Depot offers contractors online access to build their own quotes and place will-call orders.

CCITnno now has hundreds of dealer locations using its iNet programs to allow pro and commercial customers to check their accounts, reprint invoices, build quotes and submit orders online. Nearly all of these dealers implemented their new on-line services to strengthen their relationships with existing customers.

Our industry is starting to prove the Jupiter Media Metrix discovery that Web-based customer services are likely to become the most exciting new advancements using the Internet. Just think, if a contractor can get a copy of a lost invoice online, the customer is better served while the dealer sees a productivity gain. The same holds true when a customer can view his or her customized pricing after a dealer has closed for the night.

The ease of connectivity to their existing in-store system is an additional factor that is now allowing hundreds of dealers to start implementing e-business solutions right away. During the "terrible two's" of the Internet boom, dealers had to export their data to a separate web database and then maintain that database. Today, the top e-business solutions are fully integrated to the dealer's existing instore technology. This advancement means that dealers simply continue to update their existing data, which is then automatically updated on the Web site. The in-store system has. in a sense. become the data server for the Web site.

Solutions have also just recently become "plug-n-play" in nature, making e-business a lot less mysteiious tdan it was just two years ago for both dealers and their customers. Dealers can now implement full-scale e-business programs in less than a month, some in just two weeks.

The standard for e-business in our industry has become clearer. Dealers are rapidly implementing full-time Web connections within their businesses. Those who have not made this fundamental upgrade will not be able to implement even the most basic e-business services.

Now that the dot-com dust is beginning to settle, we who have survived are focusing on the basics of doing business. This includes online customer services to further strengthen an area that is of key importance to nearly all dealers. This significant trend towards better servicing customers online is likely to continue for some time, if not indefinitely.

Time to qet lnternet:friendlU

By Gregory Cuke Vice President Advantage Business Computer Systems

*ww.abcsinc.com

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I

It should be clear to everyone that the Internet is not a passing phase that will go away any timesoon. It has very

rapidly become a major part of our day to day lives, both personal and professional. E-commerce in the building materials industry is going to play a greater role in the future, but the definition of e-commerce for this industry may change.

We have already seen the collapse of some e-commerce companies that promised to revolutionize the way that builders interact with dealers. Their demise is probably as a result of this industry's reluctance generally to use new technology along with the lack of significant perceived benefits to be derived by the dealers themselves.

I don't believe that e-commerce will play a major part in the actual transaction for a 2x4 any time soon. Where I do believe that e-commerce will have some benefits will be in the simple communication between contractors and dealers. I believe that more open platforms are going to be a requirement as we move forward. Customers are going to want to get on the Internet to look at their accounts, product pricing and availability and be able to at least let the dealer know that they want something, if not create their own order.

Today we can get online to do our banking, pay bills, trade stocks, etc. We are going to have to give customers access to their data, or they will simply deal with someone else who will. I believe that this will define e-commerce far more than the actual purchase and delivery of a product.

Those dealers who are caught with a computer system that cannot accommodate the needs of their customers via the Internet are going tosuffer. While this isn't a major issue for anyone right now, I do believe that anyone that has a system that isn't Internet friendly needs to make the change now so that when the demands are made by their customers, they can simply say, "We can do that!"

False starts don't mean end of race

By Len Williams President Progressive Solutions Inc. www.progressive-solutions.com

llf hen I was approached to offer my views on the future of e-commerce in thewood products industry, I was delighted. Despite some highly publicized industry failures, I still believe that e-commerce will become an increasingly vital tool for wood product companies to reach customers and improve businesses. But before ecommerce can be successful, we must understand why it has failed in our industry and shore up our business practices to ensure we're truly ready to put it to use.

Nowhere have the shortcomings of e-commerce been so visible as in the wood products industry. I believe this is because many e-commerce providers who moved into this industry didn't understand the unique nature of the wood products industry. Time and again, I witnessed technology experts make grand proclamations like "e-commerce will revolutionize how you do business." A myriad of Web sites and Web portals, auction houses and exchanges were set up with promises of spectacular benefits. At one time,

there were 32 companies offering e-commerce-type solutions to the wood products industry. I know of only a handful that remain today.

The problem was, few understood the challenges of introducing e-commerce to an industry that traditionally has made limited investment in business information technology. In many ways, the wood products industry just wasn't ready for the leap to Internet-based transactions. With automation of day-to-day transactions (purchase orders, invoicing, shipping, inventory, etc.) still not pervasive, and little standardization of business practices and terminology across the industry, it was (and continues to be) very difficult to implement business-to-business ecommerce. In most cases, those who tried were set up for disaster.

To learn from the failures associated with the first wave of e-commerce, we must recognize that in an industry with already tight margins and items that are near commodity pricing, real savings come from automating and streamlining processes, not from selling items over the Internet. Those who have the clarity of vision to see the big picture and adopt a step-by-step approach to a practical business model will succeed.

In my view, the revolution is not e-commerce. The real revolution will be the standardization and automation of business processes throughout the industry. Out of this ecommerce will grow.

Right now, e-commerce technologies are best used to improve how information is distributed, to other businesses and consumers. Providing better customer service and faster information turnaround are currently the most practical and realistic applications of Internet technology.

At Progressive Solutions, we see this taking place in three forms: Electronic Data Interchange (EDI), Webbased interfaces to a company's operations, and net exchanges. The key to the success in any of these applications is effective business software, such as Progressive Solutions' Lumber Track, running in the background.

The demand for EDI is higher now than ever before. Major companies throughout the supply chain-primary producers, wholesalers and retailers-are demanding that suppliers interact with theirEDI systems for purchase orders, shipping documents, receipts and invoices. To do business with these companies, wood products suppliers are going to have to adapt.

Legacy EDI systems use private networks and communications protocols to transmit electronic transactions from one business to another. Newer EDI systems use XML (Extensible Markup Language) so that secure transactions can take place over the Internet, saving the costs of transaction and private network leasing. At Progressive Solutions, we have developed numerous custom Application Program Interfaces (APIs) for legacy EDI systems. Progressive Solutions is also developing an XML interface as part of its business-to-business (B2B) e-commerce capabilities.

Web-based interfaces allow a company to set up a website where customers can use standard Web browsers like Microsoft's Internet Explorer or Netscape to get inventory information, place or change orders, and check delivery status. Customers can easily find basic information themselves, freeing up sales personnel for more in-depth customer inquiries. Norbord's Onbord online customer access Web site is one example of a PSI customer using a Webbased interface to Lumber Track to improve efficiency and

customer service.

Network exchanges are interactive trading sites where members buy and sell lumber and building products through bid/ask or auction mechanisms. Despite a bumpy start in the industry, PSI recognizes this emerging business opportunity. We are working closely with industry-led consortiums, such as ForestExpress, whose industry knowhow and drive for efficiency will provide the impetus for success.

Moving into the future, I believe that electronic information-exchange technologies will continue to expand, particularly as a way to "free up" sales people and other resources. And, based on the gradual standardization of our industry, the volume of Internet-based sales and transactions will also expand, but will represent only a portion of sales, say for repeat or pre-negotiated orders. That said, the foundation for the second generation of e-commerce in the wood products industry must be user education, industry standardization and automation of processes and procedures. Companies who begin this process now will be in the best position to take advantage of the second wave of e-commerce.

Remember, it's not who is out of the gate first, but who is movins fastest in the rieht direction.

Ouercoming the obstacles

By Steve Tonissen President - Enterorise Solutions Telpx Inc. www.talpx.com

TI I he Internet is a business tool. Ecommerce is a service and a business process. In order to be successful, ecommerce providers must "show their customers the money." We have moved from the heady days of Internet commerce to the tried and true business proposition: value.

The gradual adoption of e-commerce solutions in the industry has picked up since the B2B shakeout early in the year. E-commerce companies that are still in business have sharpened their focus to deliver value in the business process. These companies have done so, not by throwing out the old ways of doing business, but by making the technology and tools made possible the Internet work with existing systems.

Short-term success is heavily dependent on overcoming the obstacles to successful implementation. Extensive research conducted by Telrx has identified the following obstacles:

Limited Role Support - The systems available in the market today are not specifically designed to support the tasks that individuals must complete in their assigned role (i.e. buyer/trader role).

Disconnected Systems - Systems in use today are not connected to each other or the e-marketplaces where companies conduct business.

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0uercoming the obstacles

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Systems Constraints - Current systems are not built on open, expandable architecture to allow them to grow with your business.

These obstacles stand in the way of establishing a trading system of record (TSOR)-the system of record capable of capturing trading related data across the entire company and within the supply chain for the purpose of continuous improvement. A TSOR built to integrate with current processes offers both users and management visibility into the supply chain. That visibility combined with ease of use directly address the last, often most difficult obstacle:

Cultural Barriers to Change - The change management hurdles associated with adopting new technology and modifying business processes.

Successful e-commerce firms will leverage industry knowledge and partnerships to deliver the TSOR that leverages existing IT infrastructure, integrates existing business practices and is easy to use. Companies that cannot overcome these obstacles will be victims of the shakeout.

Short-term, adoption rates will increase dramatically, driven by large players in the industry adopting collaborative commerce systems then demanding that their supply chain partners connect to those systems. During this period, we will see the ascension of the Marketplace Service Provider, the company that can provide both breadth and depth in e-commerce related services, the infrastructure to support those services and the expertise to integrate those services with present methods of operation. The MSP will emerge as the dominant business model for the long term.

In the long-term, I foresee that the shakeout we are experiencing will slow, eliminating the last of the weak ecommerce companies. The remaining companies will grow through acquisition and partnerships with industry players.

We anticipate that the next major obstacle to implementation will be the European rail dilemma; that is where many companies are operating their own branded solutions. To address the concern, the MSP must offer a solution flexible enough to allow companies to operate their own branded solution and integrate that with other branded solutions and public e-marketplaces. The future is linked solutions that allow companies to project and protect their brand while providing for smooth information flow up and down the supply chain. The goal is the ability to move seamlessly between e-marketplaces from the individual user's desktop. The critical components to success in this environment are the right architecture (flexibility), the right technology (integration), and flexible rules that give companies and users the ability to define how they want to operate and interact in the marketplace and allow them to leverage their existing IT infrastructure and business processes.

In summary, the key to short-term success is providing value in the business process. The key to long-term success is the ability of the solution to function with multiple e-marketplaces, whether they are branded solutions or public markets.

The need for standards

By John LeFors Vice President, BMG Sales Willamette Industries

TIln most industries. including our own. e-commerce was a hot topic several months ago. Customers seemed just as anxious as suppliers to test the waters using this new technology. In fact, Willamette had several customers insisting that we define an e-commerce strategy very quickly so that they could begin moving in the same direction. Many companies thought they had to be "partnering" with technology organizations to not be left behind in the rush to revolutionize their business.

At one time in the not too distant past, there were more than 50 organizations dedicated to e-commerce for the forest products industry. But then the dot-com bubble burst. Many of those organizations are no longer in operation. Large financial investments were lost. The technology often proved to be not cost-effective. Customers dropped their requirements for suppliers to be e-enabled as a conditionfor receiving their orders. The promises of reduced costs gave way to the realization that there could be significant expenses associated with implementing e-commerce.

So was the e-commerce phenomenon just an illusion? Will e-commerce really revolutionize the way we do business? While acceptance of this technology may be taking longer than originally expected, I believe that e-commerce is forreal. Wild enthusiasm for the new concept is being replaced with the understanding that some amount of expense and hard work will be required to obtain the anticipated benefits.

Historically, Electronic Data Interchange was the way business partners traded documents with each other electronically. Purchase orders, order acknowledgements, invoices and shipping documents are the most common types of documents exchanged in this manner. Some companies have integrated these transactions with their back office systems, while others sent and received them using a third party, often re-keying them into their internal systems. The cost of these transactions was low and the timeliness was much better than mail or even fax. Companies with a large investment in EDI have been reluctant to replace this with a more costly solution, though there are more potential benefits. Few EDI customers seem to be excited about implementing the B2B processes offered by e-commerce vendors.

Companies that did not make large investments in EDI technology seem to be the most interested in using the Internet for B2B transactions. These are usually the medium to small sized companies, although some larger companies now upgrading back office systems are also expressing interest. Although more sophisticated and costly, integrating e-commerce directlyinto a company's systems offers significant benefits over the EDI approach. Users can obtain information from their business partners on a real-time basis, 24 hours a day and in a format that can be consistent across multiple organizations. Human support activities (such as re-keying data, providing status updates, etc.) are minimized. thus reducins costs.

Willamette reached a major milestone this summer-we received more customer requests to set up B2B e-commerce transactions than EDI transactions. This seems to be a turning point and the trend is continuing. So while the business world seems to be moving slower than we might have thought a few months ago, it is definitely progressing.

Although the building materials industry is moving, it is unfortunately going in several different directions. There uue many third-party organizations offering a variety of ecommerce solutions. Several different business models are being tested, such as vertical marketplaces, horizontal marketplaces, auctions, industry consortiums, etc. Each is evolving with different standards and cost methodologies. Further shakeout is likely to occur.

The potential benefits of e-commerce are too great to ignore. A few of the models being tried will eventually succeed. Some of the organizations being set up to support e-commerce will probably become financially viable. In the meantime, one of the most critical tasks facing our industry is to develop common standards to define our products so that we can communicate clearly and consistently with each other. At Willamette, we encourage our industry associations and others to focus on these developing standards as a near-term priority.

Technoloou's wake-uildall

By Thomas J. Westbrook President/c.e.o. World Wide Wood Network. Ltd. www.wwwood.net

ith the advancement of Internel technologies over the past couple of vears. the lumber and buildine materials industry was besieged by e-commerce companies promising how their solutions would change the industry forever. The mantra was that those who did not embrace ecommerce immediately would die a certain death. Today, most of those companies have vanished in the same Internet time they were going to deliver, yet others are thriving. So, what does the future hold for e-commerce?

To understand the future, one must understand the present. Responses to a study of the Home Center, Retail and Pro Dealer segment of our industry, conducted in 2000, by World Wide Wood Network, Ltd. and Louisiana State University, indicate that in 1999 only l3Vo of the industry was conducting any kind of business on the Internet. Even so, 56Vo of the industry had Web sites, and TlVo of the companies had plans to develop or improve their Web site within the next 12 months. At the same time, 4l7o was willing to transact business on the Internet in the future. These figures show the willingness of the LBM industry to embrace e-commerce in their daily business processes and into the future.

How soon e-commerce adoption occurs, however, is as uncertain as predicting the price of dimension lumber in the future. Today, companies are conducting transaction-based e-commerce through third party exchanges in a very limited manner; typically as a fall back option when they are not finding successful business through traditional channels.

However, where the e-commerce solutions and tools go beyond a purely transactional platform, such as integrating with a company's existing business process while providing supply chain and information management options, companies are very willing to adopt e-commerce.

In the short-term (one to five years), as long as the ecommerce providers supply the functionality needed by the industry, e-commerce adoption will increase dramatically. Acceptance today is much higher than last year. We meet and talk with customers daily. We know what they want from e-commerce. Integrating disparate back office systems, transforming, translating and transmitting data and information electronically between trusted trading partners, and providing inventory management, shipping and forecasting capabilities are services presently being requested by the Industry. Initially, these solutions will be provided via a private network of vendors or customers at the request of a particular supplier or customer.

In the long-term (after five years), e-commerce will not even be a term used in the business process; it will be the standard way of doing business. More and more companies are investing in Internet related software and infrastructure. Customers are beginning to demand the ease and efficiency of electronic process throughout the supply chain. Suppliers that want to continue or grow their business are not going to be able to ignore those demands. And, there will be a shift from private networks to the third party exchange format that is struggling today. Customers will not be willing to log in to l0 or 20 different suppliers' private networks to do business each day; they will force consolidation of information to a few industry-accepted exchanges.

The dot-com era may be dead, but e-commerce is not. Those companies that believe they can ignore the opportunities that Internet technologies can deliver will wake up one day to find that their competitors have gained a significant market advantage over them. The only question will be whether they will recover.

Time to take the first steps

By Hank Matthy Sr. Vice President-Sales Vensvss Commercial Systems www.versyss.com

will

This is a question that challenges all of us who must look into the future of our industry so we can formulate our business plans that will provide the products and services to manage your businesses more profitably. The youthful enthusiasm for e-commerce and all of its promise has evolved to a more conservative approach. One fact is certain. E-commerce is here to stay because it will be the most effective way to meet the new challenges that we face every year in processing our information in a timely and accurate manner. We must continue to find better ways to make it easier to use while improving the bottom line.

VnRsyss Commercial Systems provides computer-based

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I I ow widespread

e-commerce become in the lumber and building material industry in the coming years?

(Continued from previous page

solutions to the lumber and building material industry, and therefore it is necessary for us to provide solutions that have a justifiable return on investment. This is immediately apparent in two key services that are available now:

Electronic Data Interchange - EDI gives your company the ability to transmit electronic purchase orders to their various suppliers and to receive electronic acknowledgements, packing slips, and invoices for automatic integration with accounts payable and inventory. The accuracy and time saved in processing the information provides the user with an immediate payback for these contracted services.

Web-Based Buying and Information Services - E-commerce is an area that continues to grow. Allowing contractors and/or other customers to access critical data across the Internet provides an advanced level of service. Customers can review balances, make payments, request quotes, check delivery status, review product offerings, and order materials in a convenient and user-friendly environment.

The first place to start is to build a Web site for yourself. Select a company that not only builds Web sites, but also understands your industry. It is the first step to "getting wired" for all the e-commerce services that will come along down the road. A Web site is nice to have, however, it can become a "billboard in the middle of nowhere" if customers don't have a reason to come back. Providing them services and information will retain the loyalty of current and future clients and give them the tools they need so they consider you a valuable business partner.

Prudent businesses rarely jump into something without doing their homework. E-commerce is here to stay, and there is and will be much you can capitalize on. Start learning now in order to be better prepared to make the proper decision when the time comes.

Let the electrons do tuhat electrons do well

By John Dervin and Donna Brown Vice President, Building Materials Director, E-Business ForestExpress Weyerhaeuser Co. www.forestexpress.com www.weyerhaeuser.com

TI I he term "e-commerce" may have as many definitions as pro dealers have types of nails! Fundamentally, it's the exchange of information (about products, services), over communications networks (Internet. intranet. extranet. VANs)to facilitate business/trade (shop, buy, advertise, sell). Typically, "e-commerce" activities are described as business-to-business (or, B2B where dealers and their suppliers exchange purchase orders, invoices, inventories) and business-to-consumer (B2C, where builders purchase consumer items from a pro dealer's Web site).

In early 2000 "dot-com fever" was rampant-multiple start-ups with unlimited venture capital were determined to use the Internet technologies to revolutionize the industry. As the dot-com bubble burst, industry-backed consortia have moved front and center. Examples include Covisint in the auto industry; ChemConnect in chemicals; Transora in retail, and ForestExpress in forest products. In general, consortia have had more stable fundins and "bricks-and-

mortar" business plans. Individual companies that have participated in creating and/or using industry exchanges cite many advantages: sharing the costs of developing an e-commerce engine; leveraging a common technology platform with others in the industry, and establishing one connection through the integration hub to access multiple trading partners.

In spite of the near-term economic downturn, predictions are still optimistic for e-business. According to AMR Research, the value of goods and services to be sold through e-commerce in the U.S. will reach $4.7 trillion by 2005. Adoption in the forest products industry alone should grow from 27o in 2000 to 2O7o by 2005.

Why would a pro dealer choose to transact business electronically? First, there is no standard, cookie-cutter answer. Some, who take the "if it ain't broke, don't fix it" position, may not see a need to change. "Talking on the phone to my supplier, getting quotes and product information by fax, trading voice mails to check order status-no need to change!"

Others, however, see e-commerce as a way to reduce "non-value generating" activities, such as telephone tag, errors that lead to numerous order changes, invoice inaccuracies, etc. For them, it's obvious that key people, freed from administrative details, could devote more time to serving customers, prospecting new business and growing sales-and to working with their suppliers to better manage inventories and improve purchasing processes.

Having made the decision that B2B is in their future, what options does a dealer have? Currently, they include:

Using e-mail to communicate directly with a supplierplacing an order, inquiring about pricing, order status, etc.

Using a Web browser to click into a supplier's Web site, getting information about products and services (an possibly placing an order, checking order status, etc).

Using a Web browser to click into an e-marketplace and, using the marketplace tools (e.g., order entry, RFQ, etc), transact business with their suppliers.

System-to-system integration through a common industry hub is probably one of the most value-added B2B options. Advantages include one single point of connection to multiple trading partners, elimination of "double-entry" since documents flow to and from supplier's system through the hub to and from the dealer's system.

What does it take to get ready to do B2B? Ask yourself: Do I have an e-business strategy that enables and supports my business strategy? What's my system capability? Is it current? Do I have sufficient technology support? Are there significant business process improvements that can be achieved through e-commerce? (Examples include redeploying key people to value-added, revenue-generating activities, reducing errors, and improving information flow.) Do I have a solid relationship with a supplier with whom I would want to engage in an e-business initiative?

For the future, most believe that B2B e-commerce is here to stay and will continue to be led by exchanges. It's no longer r/business will be transacted electronically, it's how, when, with whom, how much will it cost, and how much benefit will be gained. Success will come to those who understand the value of integration,commit the resources, provide education, and lead business process change. Value will be captured when, as Weyerhaeuser's David Still says, "We allow the electrons to do what the electrons do well-routine administrative processes-and allow our people to do what people do well-provide outstandinp service to our customers."

Sell panelized builders a better header

hEALERS and wholesalers that I-f sell to panelized builders realize that the most important consideration in the panelized construction industry is time. From the time it takes to frame a building inside their facility, to the time it takes to have a completed building on the job site-time is key.

"The whole heart-throb of panelization is cost reduction, not only at the job site but within the plant," confirms Phil Barkey of panelized builder LRC. Suppliers, therefore, should find attentive listeners when pitching timesaving new framing products, such as the new breed of engineered headers and beams.

Many of these products are lighter than solid sawn lumber, making them

much easier to maneuver in the shop, and consequently the completed wall islighter and easier to erect in the field. They may cost more than green timber, butdon't ignore the hidden cost savings.

Bob Sargent, Advanced Building Components in Nebraska, says that weight is probably the number one issue in the panelized industry when dealing with larger materials for headers and such. "Material handling, whether it's on the shop floor trying to get it built and out the door, or being out on the job site and standing it up. You want products that will meet the criteria of the engineered specifications and you want them lightweight and user friendly."

Rosboro Manufactured Timber, or RMT, is said to be thelightest engineered product on the market. Rosboro claims that the only lighter option is Douglas firlarch timber that has been kiln dried to a moisture content of l5%o or less-nearly impossible to find nowadays. One reason that RMT is so light is because the individual lams are kiln dried before assembly. Bonding agents are the only reason it isslightly heavier than dimensional lumber of the same moisture content.

For example, a typical garage header cut form solid Douglas fir with industry standard 507o moisture content can weigh almost 260 lbs. A RMT of the same size would weigh just over 200 lbs., for a savings of almost 60 lbs. An average wall with a door and a window in it would have a total header weieht of over 150

lbs. using solid lumber, and total header weight of just over 120 lbs. using RMT. With a 30-lb. saving on just one wall, adding up all the headers that are part of a typical residence could realize a total savings in excess of 300 lbs.

This drying process prior to manufacture ensures that the product will not twist, split, cup or warp.

RMT is manufactured from dimension lumber that is end-joined to produce an endless piece, and then layered and bonded with multiple layers of the same. Because it is so much like a regular solid sawn timber, it is less dense than other products made from smaller pieces of lumber that are then pressed together and saturated in a hard epoxy.

reduction, not only at the job site but within the plant,"

According to Sargent, "Almost all other EWP products on the market are heavier and denser. Because of that high density, most are more difficult to nail." Removing and replacing bent nails is definitely not a time saver in anyone's book. Even having to finish driving a nail takes time-and costs money.

Because it is an EWP, you can get lengths up to 60 ft., cutting down on waste. Pratt's Jaime Ziparo says they like the 60-footers: "Whatever the longest length we can get."

Another benefit to EWP is that most are shipped wrapped in protective material. RMT is shipped with a protective layer called Liquid Wrap that retards moisture transfer and protects it from uv rays. If the product is exposed to moisture while in transit or storage, this slows the absorption and evaporation process, increasing stability.

In hot, dry climates, keeping a board straight can be a tough fight. According to Ziparo, "The main reason why we pick (RMT) is because it's hard to keep a 7 or 8-ft. piece of Douglas fir timber straight and clean when it's down in the climates we work in-Arizona and Nevada. We don't have to throw any away. We can leave it out in the elements for years."

ENGINEERED timbers help save lime in the plant for panel. ized builders.

"The whole heaft-throb of panelization is cost

You're always working haril to makethe purchasing experience easy for your customers. And you rely on yout computer systems to be easy-to-use, so yout new employees can focus on helping your customers, rather than figuring out howyour software works,

helpoWith our Triad Eagld'and Triad Falcon* software, even your newer employees will be able to focus on helping your customers. Thati because these systems use "point and click" Windows@ based software, resulting in tools your employees will learn to use in a snap.

In addition to more attentive employees, you can also help by offering new services, like the ability to display item photos right from your point-of-sale software.

People have been using Triad solutions to help run their business for nearly 30 years. To learn more about upgrading your current technology, look us up on the web atwww.triad.com, or call us at888-463-4700.

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SqmreDeal la@er, Silverton, Or., has been closed and put up for sale by Gene Pfeifer, whose father started *te businesg,in 1953 ...

Dixieline Lumber, San Diego, Ca., relocated its La Mesa, Ca., certral DC to a larger, 30,000-sq. ft. facilily in Powsy, Ca.

Keith BrownLumber Yard. unable to secure an agreement for pur,ehase or long-term lease extension, has vacated the former Copeland Lufitber'"'''.',:'Y&rd in Hollywood {Portland}, Or., nino ryonths before its lease expired

Hardwc're H awaii, Honolulu, Hi., is switching its three stores,i.to ,Ace Hardware affiliatron after 28 years with True Value ...

Lumbermen's Building Centers closed its Clarkston, Wa., store, reducing the chain to 52 units ...

Pacffic Lumber Co. completed moving its Sherwood, Or., lo*ation to an 8-acre site with 35,000-sq. ft. warehouse in Hillsboro, Or. ...

Thurman Industries, a l2-unit hardware chain based in Bothell, Wa., will close its Pendleton, Or., PuyN Pak atmonth's end...

Home Depot opens a rtew home center this month in Newhall (Santa Clarita), Ca., and began building a,154,903-sq. ft. home center in S*ersfield;,rrCa., antisl,119t a sryine 2002opening ... ,,,,

Home Depot received word that two Ingle'wood, ea., men have been arrested on,1l0 counts,.of armed robbery for a crime spree that included the Dec. 14, 2000 hold-up ofits Canoga Park, Ca., home center ...

Lowe's Cos. opens a store in midi$oc. in Elk Grove, Ca. (Sean Park, mgr.), andunveiled a new location Nov. 16 in N. Rosenille, Ca. (Tom Wilson, mgr.)

Lawe's has begun construction on new stores in Livermore, Uniron City, Hercules and Antioch, Ca., and has resumed constnrction on a 150,000-sq. ft. store in South Anchorage, Ak.

Lowe's will open 123 stores in 2002 that are l7-l8%o larger than its current projects *nd 130 stores in 2003 rhat are 16-1?9rrbigg€r,,.,.,

House2Home, Irvine, Ca., successor to HomeBase, filed for Chapter 1l bankruprcy Nov. 7 and began liqurdating all 42 stores ...

Hilwar Lumber, Hilmar, Ca., sponsored the7th annual Hospice of Emrnanuel's Love Light Festival of Ttees in Turlock, (X, ...

Simkins -Hallin Lumbe r. Bozeman, Mt., wag'named one of the 2S1 Montana Familv Businesses of the Year by the-College of Business at Montana State University, Bozeman ...

Crenshaw Lumber Co., Gar. dena, Ca., hasbecome the first business in the city to bring recycled water to its facility ..

Wrol'rg*:rs/trrurrtrurrrg

Conrad Fore st Praducts/C onrad Wood Preserving lnc.,North Bend, Or., relocated their inventory'',,9641 Mello Reload, Woodland, Ca., to their own new facility in Arbuckle, Ca.; the 30-acre location with 7-car rail spur is supplied by Conrad'e treatingplants in North Berrd and Rainigr, Or.; constnrction sf a new srr.qito treating,,facility will begin in Jan. and is expected.,fo begin processing lumber in Aug.; it will supply Natural Select and Silbor trera.tod westernspecies plus Dricon fire retardant lumber and plywood...

Key Technology, Walla Walla, Wa., agreed to sellforest machinery subsidiary Ventek. Eugene,0r., to Veneer Technology, headed by four current Ventek mgrs. includ* ing RodgerVan Voor{ris, pres. .,.

Harwood P roducts, Branscomb, Ca., has installed an anti-stain immersion treatment system

Skookum Lumber Co. relocated its administrative offices from Olympia,,1ila., to Shelton, Wa., to be closer to its mill

Harnpton Lumber Soles, Port1un4 $f;;:donated $1S,000 war*r of wood to frame a new Banks, Or., youth wrestling fetility after,,Ban&s Lamber, Banks, was un*bilo to nresf::its specific geeds ..

Wis-Cal Sales, Redding, Ca., hasimported 2 million bd. ft. of radiata pine logs fromCarter Holt Ha;ney in New7*aland; shop and m*ulding lutrl r are arrailabtre ...

Boise Caseade had 300,000 acre* iallF Ql Sastainable Forestry Ini. tiaiive certilid Weyerhneuser's 0r. and Wb; timberland,operadons were SFf certified .., Roseburg, Forest Products was Foresi Stewardsliiip Council certified for its Ca. forestland management and particleboard mfg. practices ...

Willarnette Industries is providing all the glulams for Bob Vila's DotCom Dream Home, Las Vegas, Nv.; construction can be vieied via the Web ... Willamette also is donatins materials for a Texas home to be built on the w show Michaet Holiganb Yoar New Houte:,,,;;

NxTre nd Te chno lo gy, Colorado Springs, Co.,, is integrating its Sx. enterprise disffibution,,$:oftware with lar,px's e-marketpl& r,

West Coast Hardwoods, Arcata, Ca., is nowi.stockingCa.and 0r. myrtlewood for flooring ... ,r,,

Capitat Lumber is distributing Wcoffi'* Azek Trimboards from Healdsburg and Chino, Ca. ...

New Web site; Westerft Haidwood Association, Camas, 'Wa., www,westcrnhardwood.com

Anniversari es: CaI C oas{'',Wpsd Preseming, Ukiah, Ca., 30th Fonta:na Wood Preserving, Fontana, Ca., z0th

Housing sterts in Oct.' {latest figs.) fell Iclo to an annual rate of 1.552 million units perrnits slid 4% to 1.473 million.

Product - Performance - Personal Service

Alder

Aromatic Cedar

Birch-Natural, Red & White

Cedar

Cherry

Mahogany-Philippine & Honduras

Maple

Oak-Red. White. Rift Red & White Pecan/Hickory

Poplar

Sugar Pine-#2 & #3 Common

Clear Radiata Pine

Teak

WaInut

* Other specles auallable by speclalorder

Hardwood Plywood

Ash

Apple Ply

Aromatic Cedar

Baltic Birch

Bending-Mahogany & Poplar

Birch-Natural, Red & White

Cherry

Mahogany-Philippine & Honduras

Maple-Natural & White

Mersawa

Oak-Red. White. Rift Red & White Obeche

Pecan/Hickory

Pine-ltuotty & Clear Teak

Walnut

V.G. Fir

Exterior Sidlnss

Breckenridge

DuraTemp

Fir-Select, Premium & Clear

Western Red Cedar *Moldtng & millwork items bgspectal order

Phmoods

ABl, ABX, AB Superply ACX, AC Superply

BBOES, BC, CCX P&TS, CDX St I, T&G's CCX

Shop Grades

Long Lengths & Wide Widths

MDO's & HDO's

SkidGuard, Tuf-Tred

Fire-Retard Treated

Pressure Treated for Rot

Medium & High Density Form

Sturdi-Floor

Marine-AB Fir & Mahogany

Specialty ltems

Sound Board

Asphalt Impregnated Board

White Building Board

Chopping Blocks

Veneers, NBL &l0 Mil

Concrete & FRP Board

Prefinished Paneling

R-Max, Formula R-150

White Insulfoam

Hardboards, Pegboards

White & Almond Pegboard

Tempered Duron

Medex, Medite FR

MDF-Formaldehyde Free

Liteweight MDF, Medite 3D

MDF, Particleboard

Melamine, Mnyl, Kortron

PB & Melamine Shelving

Slatwall, Redi-shelf

Melamine & Realwood

Edgebanding Tape

Combination Panels

Korpine 45#

Red Oak Mouldings

Green Ping-Pong Table Tops

Listings are often submitted months in advance. Always verify dcttes and locations with sponsor before making plans to attend.

Drcsnrrn

International Wood Products Association - Dec. 11, regional luncheon and business meeting, Hyatt Regency, Long Beach, Ca.; (703) 820-6696.

Portland Wholesale Lumber Association - Dec. 13, Christmas funch, Doubletree Hotel, Portland, Or.; (503) 648-4156.

Roof Coatings Manufacturers Association - Dec. 13-14, roof coatings technology seminar, Henry Co., Huntington Park, Ca; (202)'785-3232.

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Mountain States Lumber & Building Material Dealers Association - Jan. 7-10, Bill Darling estimating courses, Casper, Wy.;Jan. 14-17, Denver, Co.; (800) 365-0919.

Los Angeles Hardwood Lumberman's Club - Jan. 10, meeting, Steven's Steakhouse, City of Commerce, Ca; (323) 7239856.

National Hardwood Lumber Association - Jan. 10-12, national convention/exposition, Memphis, Tn.; (800) 933-03 18.

International Housewares Show - Jan. 13-15, McCormick Pf ace, Chicago ,ll.; (847) 292-4200.

Budma 2002 - Jan. 15-18, trade fair, Exhibition Fairgrounds, Poznan, Poland; (31'7) 293-0406.

Black Bart Hoo-Hoo Club - Jan. 16, industry night, Redwood Valley, Ca.: (1Oi) 462-3700.

California Forestry Association - Jan. 16-19, annual meeting, Hyatt Fishermen's Wharf, San Francisco, Ca.: (916) 4446592.

Humboldt Hoo-Hoo Club - Jan. 17. crab feed, Eureka Inn, Eureka. Ca.: (f07) 268-3085.

Shasta Cascade Hoo-Hoo Club - Jan. 18, initiation, Best Western, Redding, Ca.; (530) 824-ll18.

Western Pallet Association - Jan. 18-22, annual meeting, Puerta Vallarta, Mexico; (520) 625-6267.

Roof Coatings Manufacturers Association - Jan. 19-22, annual conference and expo, Omni Tucson National Golf Resort & Spa,Tucson, Az.; (202)785-3232.

American Hardware Manufacturers Association - Jan. 20-22, manufacturing excellence conf'erence, Loews Ventana Canyon Resort, Tuscon, Az; (841') 605- 1025.

DIY & Home Improvement Show - Jan.20-22, ExCel Exhibition Center, London, England; (01 l) 44-181-462-0721.

International Mass Retail Association - Jan.20-22, leadership forum, Scottsdale, Az.; (703) 841-2300.

Western Building Material Association - Jan. 24-25, annual convention, Doubletree Lloyd Center, Portland, Or.; (888) 55r-9262.

American Architectural Manufacturers Association - Jan. 27-30, annual meeting, Marriott Rancho Las Palmas, Palm Springs, Ca.; (847) 303-5664.

National Association of Wholesaler-Distributors - Jan. 28-30, annual meeting, Washington, D.C.: (202) 872-0885.

Paint & Decorating Retailers Association - Jan. 29-30, Western Decorating Show, Riviera Hotel & Casino, Las Vegas, Nv.; (800) 737-0107.

Mountain States Lumber & BuildingMaterial Dealers Association - Jan. 29-31, Bill Darling estimating courses, Albuquerque, N.M.; (800) 365-09 19.

Western Hardwood Association - Jan. 31, OSU forestry summit, Corvallis, Or.; (360) 835-1600.

Do it Best Corp. - Jan. 31- Feb. I, winter market, Opryland Hotel. Kissimmee. Fl.: (219) 748-5300.

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iation news

Lumber Association of California & Nevada is hosting a pair of Know Your Lumber seminars, Feb. 12 in Northern California and Feb. 13 in Southern California.

Presented by Rich Geary and Frank Stewart, Western Wood Products Association, the product knowledge seminars will cover standards and grading, characteristics and identification, seasoning, structural lumber, design values, special structural lumber, non-structural lumber, storage and handling, and environmental update.

LACN's Second Growth group held its final meeting of the year Dec. 6 in Cerritos, presided over by outgoing president Pete Ganahl, Ganahl Lumber Co. Nominated as next year's officers are incoming president Bob Baxter, Barr Lumber Co.; v.p. Lisa Randel, Barr Lumber; secretary Rex Klopfer, Ganahl Lumber; treasurer David Abbott, Hampton Distribu-

tion Co., and member-at-large Jim Nicodemus, Weyerhaeuser Co.

For coverage of LACN's recent fall conference, see p.44-45.

Mountain States Lumber & Building Material Dealers Association is sponsoring Bill Darling estimating courses throughout January.

Blueprint reading classes will be held Jan. 7 in Casper, Wy., and Jan. 14 in Denver, Co. Residential framing lumber estimating seminars are set for Jan. 8-10 in Casper, Jan. 15-17 in Denver, andJan. 29-31 in Albuquerque, N.M.

Western Building Material Association has rescheduled its annual convention and buying show to Jan. 24-25 at the Doubletree Lloyd Center, Portland, Or. The event, originally planned for November in Bellevue, Wa., was postponed due to a drop-off in registrations.

Council Touts Treated Safety

A new Treated Wood Council has been formed to unify the resources of the treated wood and wood products manufacturing industries in developing a constructive, fact-based dialog about the safety of preservative treated wood products.

The group will promote the use of sound science as CCA treated wood is evaluated at every level of government and in the press, and work to foster broad implementation of the enhanced Consumer Awareness Program. It has already enlisted a communications firm to conduct a poll and focus group study.

William Currie, Universal Forest Products, is chairman of the council's executive committee, which also includes David Fowlie. CSI: Brian Greber, Weyerhaeuser; Bert Jones, Mid States Wood; Art McGowen, International Paper; Jimmy Rane, Great Southern Wood; John Taylor, Osmose, and Steve Wisnewski, Arch Wood Protection.

Parker Brugge newly appointed president of American Wood Preservers Institute, will also serve as executive director of the Treated Wood Council.

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Wa., and Highlands Ranch, Co.

The stores feature products bundled by project type rather than product category, in departments such as "Home Safe Home" for home security, "Organize Your Life" for organizing systems, and "Solutions Place" for di-y projects.

"Research shows that the big box approach to home improvement overwhelms many customers," said executive v.p.-retail Ray Griffith. "Which is why we have developed the Home Solutions Concept Stores."

Ace chose Houston and Denver based on U.S. Census Bureau figures showing sharp increases in the number of homeowners in those metropolitan areas.

ACE HARDWARE'S HomeSolutions Conceot Stores feature deoartments organized by project type, not product type; below is the "Organizing Your Life" department.

COLORADO PIONEER: Ace's Highlands Ranch,Co., store (above) is oneofonly lwo Home Solutions Concept Stores;nine more prototypes are olanned.

New Store Concepts For Ace

Ace Hardware Corp. plans to open nine new prototype Home Solutions Concept Stores during the next l8 months.

The stores are what Ace calls their "solutions-based approach to home improvement," with more than 34,000 products featuring color-coded aisles organized by project themes to assist customers.

Five new stores are expected to open in the Houston, Tx., area and four more in the Denver, Co., area. Cunently, there are only two prototypes in the country: Longview,

PACO Wood.Sted Beamfu Qaruge Door Head,crs comhhws the strength and &lrrability of steel aith dle ease anilfamilliwitt sf Wrfr wrd sfrong and" i*tallntinn is fast ard easy. Our,,;H,ff nAcs patented stc.el Contqated l-Bewt teeluwlogy with flalwes. T,link af it as 't$teel NdmforceilWood"

Ex-Trinity Worker Charged

A former controller of Trinity River Lumber Co., Weaverville, Ca., has been arrested by federal agents on suspicion of embezzling more than $7 million.

Thomas Edward Van Luven. 45. is

Doug Fir Logs Take A Dip

Douglas fir logs owned by Harwood Products, Branscomb, Ca., spilled into the Pacific Ocean as rough seas toppled a barge 30 miles off the Oregon coast.

The log barge, owned by Pacific Link, Vancouver, British Columbia, originated in Vancouver and was car-

accused of 46 counts of wire fraud and four counts of money laundering over a five-year period. He allegedly wired money to personal accounts and to a rare-coin dealer.

Van Luven started at Trinity in 1996 and worked until Julv 2001.

rying 13,000 cubic meters of logs Nov. l3 when it was hit by what Pacific Link officials called "a rosue wave."

Harwood Products resource mgr. Jim Little said no recovery operations have been planned yet, although there have been reports of logs washing ashore in Washington.

when he was subsequently fired on suspicion of stealing.

If convicted. Van Luven could face up to 270 years in prison.

Pacific Settles Out Of Court

Pacific Lumber Co.. Scotia. Ca.. has settled a lawsuit out of court with the family of an activist killed on its land by a felled tree.

David Nathan Cain was killed on Sept. 17, 1998 as he protested logging operations on Palco's property near California's Gnzzly Creek State Park. That day, after an argument with Cain and EarthFirst activists, Palco employee A.E. Ammons cut a 135-ft. tree that

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fell on Cain, killing him

No criminal charges were ever filed against Ammons.

As part of the settlement, Palco agreed to leave the tree where it fell, with a 100-ft. no-logging buffer surrounding it. Additionally, a memorial will be erected on company property and a community roundtable will be formed to address logging practices.

The financial terms of the asreement were not released.

Supply Partners At Odds

Both manufacturers and distributors admit a lack of commitment and trust between them is the greatest barrier to improved sales performance and profitability, reports a new study.

The survey by Industrial Performance Group survey found that34%o of

both manufacturers and distributors have "low" expectations for improved relations in the next two years. Only 2O7o of respondents felt there was a "high" chance of cementing better relationships in the future, whereas 45Vo chose "moderate" to describe the likelihood of improved relationships.

Survey respondents also cited other concerns, including insufficient investment in people and technology, short-term financial performance pressure, and failure to understand and respond to changes in the industry.

The survey was conducted between August and October of this year, and included more than 500 manufacturers and distributors.

A summary can be found online at www. indusperfgrp. com.

Depot Eyes Web Shoppers

Home Depot recently launched its Home Depot Outlet and Online Holiday Gift Center, two e-commerce programs designed to test the viability of building product sales on the Internet.

The Online Holiday Gift Center, which is linked to the main Depot site, features 200 items that range in price from $5 to $500, including small appliances, power tools, grills and other items.

"Our gift center is designed to complement our regular online sales retail store," said v.p.-e-business Rebecca W. Bass. "For the (gift center) we've selected items that will make thoughtful gifts."

The gift center will be taken down Dec. 26 and thenre-activated for Valentines Day.

The Home Depot Outlet is a pilot program that was launched in partnership with online bidding site eBay.

According to Home Depot's Don Harrison, a select inventory of products, including power tools, has been put up for bidding on eBay's Web site. Customers also have the option of buying the items directly at Depot's

own Web site.

"We'll evaluate this pilot later this winter," said Harrison, adding that "both programs are being looked at as potentially new channels to help drive sales up."

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Developing An E-Business Strategy

The dust from the shakeout in the Internet world hasn't quite settled and despite all the news about the demise of the new economy, businesses are still finding ways to use the Internet to drive profits, according to Linda Mayer, senior vice president-marketing for Moen.

"Originally, everyone thought that the (Internet's) Holy Grail was going to be selling, but it really has to do with streamlining business procedures. The number one priority of all companies' e-business initiatives is improving customer satisfaction-selling is at the bottom end," Mayer said in a National Hardware Show presentation.

Mayer went on to point out that most executives who are not satisfied with their companies' e-business success should look more closely at their e-business strategies. "The main barrier to success for most companies has been a weak e-business strategy in the first place," she said.

Mayer then walked attendees through the e-business planning process, which starts with a company identifying its e--J

cR

ROI expectation: proceeds on too prioritizing opportunities in a more formal action plan; developing a framework to apply the plan, and then measuring the plan's benefits and pitfalls.

By following a logical step-by-step e-business plan and determining how a company's e-strategy can be integrated throughout the organization, business are more likely to find success on the Internet, Mayer added. Without a comprehensive, actionable and measurable plan, however, most companies are destined to face e-failure.

Mayer supported this point with statistics that show only 387o ofall e-business initiatives have been successful in accomplishing their objectives. A fact that Mayer blames at least in part on poor execution, design and evaluation of business models.

On the other side, businesses list a commitment from executives and a thorough understanding of customer needs as the two biggest factors contributing to the success of an e-business strategy. Companies that have built a successful e-strategy around their strong commitment to a plan and comprehensive understanding of what customers want, have been among the many winners in the new economy, according to co-presenter Don Belt, GMT Consulting.

"There is a lot more success in e-business than people might think," Belt said; the success stories just haven't been as highly publicized as the monumental failures.

Belt says a successful e-business strategy should start by getting a realistic viewof your company's internal and external positioning. Internally, a company will want to examine its capabilities, goals and past e-business successes and failures. Externally, a company will have to take into consideration its market needs, its supplier needs, opportunities for growth, and its competitive position.

Once this initial analysis has been made, a strategy begins to take place. The second step is to massage this strategy into a clear action plan that includes objectives and priorities. Finally, only after a strategy has gone through the first two steps should a company move on to implementation, where a site is designed, content developed, and a marketing and advertising campaign launched.

Dwight Hayes, ex-All Coast, is the new sales mgr. at Capital Lumber Co.'s Chino, Ca., facility. Al Reed, exCalifornia Cascade, is now accounts mgr., assisted by Fred Schwartz. Debra Lowry is the new marketing assistant in Phoenix, Az.

Neal Dykeman is the new director of sales and marketing at Exterior Wood, Washougal, Wa.

Russ Primrose, ex-All Coast, has joined the sales staff at California Cascade Industries' Fontana, Ca., office.

Tim Nacrelli is the new regional sales mgr. at Vycom Corp.'s West Linn, Or., office. Herman Lopez is now West Coast technical sales representative for Azek Trimboards.

Mike Long has formed Granada Hardwoods, Granada Hills, Ca.

Kevin Hemborg and Nancy Moses are new to industrial sales at Landmark Building Products, Rancho Cucamonga, Ca.

Michael Caputo, ex-L-P, has joined AllCoast Forest Products, Chino Ca., as product mgr. Larry Christensen has been promoted to outside sales.

John Enerva, ex-HomeBase, has rejoined Dixieline Lumber Co., San Diego, Ca., as corporate lumber merchandiser. Steve Brink, ex-Home Depot Expo Division, has rejoined Dixieline as millwork division mgr.

Craig Anthony has been promoted to v.p.resources at Pacific Lumber Co., Scotia, Ca. Dennis Wood has been promoted to v.p.-production.

George Rogers, ex-Sierra Pacific, has joined Boston Pacific, Redding, Ca.

Dan Dallas is new to sales at Evergreen Lumber & Molding, Orange, Ca.

Dave Bethea has been named western regional sales mgr. for PrimeSource Building Products. In Fairfield, Ca., Brad Strosahl is serving as interim branch mgr. until a replacement can be found for Ken Womack, who is now in sales. Bill Carr is the new sales mgr. for Fairfield, succeeding Steve Lengyel, who relocated to Dallas, Tx., as Gulf regional sales mgr.

Nate Brooks is assistant mgr. at Home Depot's new Longview, Wa., location.

J. Carro is mgr. at the new Vacaville, Ca., store.

Tim Peifley has been promoted to DC mgr. of Ace Hardware's Sacramento, Ca., retail support center.

Robert Nardelli has been named chairman of Home Depot, succeeding cofounder Bernie Marcus, who will retire at the end of this month. Ron Griffin has resigned as chief information officer.

John Maly, Trus Joist, has been named president of OptiFrame Software, Denver, Co., a joint venture between Trus Joist and MiTek. Robert Baynit is executive v.p.

Kathy Crowe has joined JohnsonMadison Lumber Co., Great Falls, Mt., as a design specialist in the kitchens department.

Lou-Ann, Larry and Lou Maurer have sold Maurer Enterprises, Grants Pass, Or., and retired after 30 years in the industry.

Michael Brown has been named senior v.p. of Lowe's western operations. replacing William Pelon, who has retired after 31years with the company.

Pamela Forbes Lieberman has been named c.e.o of TruServ Corp.

C. Wes Smith, executive v.p., International Paper, retires Jan. 31 after 43 years in the industry.

Morgan Daniels is the new Zero International sales representative for Northern California, Northern Nevada and Hawaii.

Russ Maximuik is now senior acct. mgr. for the western region at Progressive Solutions. Richmond. B.C.

Chris Grilfin was named general mgr. of the Fiberock business unit at United States Gypsum Co. Phil Ciesiulka is now director of sales-Fiberock panels, and Ron Bruggeman, mgr. of marketing-Fiberock panels.

Keith Kofoed is thenew Southern California regional mgr. for Tasman Roofing Products, Corona, Ca.

John Ferguson, Wis-Cal Sales, Redding, Ca., and his wife, Barbara, vacationed last month in Tallahassee, Fl.

Gary Malfatti, president, Morgan Creek Forest Products, Windsor, Ca., and his wife, June, attended Mick Jagger's record release party Nov. 15 at the El Ray Theater in Los Angeles, Ca.

Melton Yourmouth is now in charge of the annual holiday bake sale at Mungus-Fungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus.

Palco Starts Logging"Hole"

Pacific Lumber Co., Scotia Ca., has begun logging a Northern California redwood forest that has long been the focal point of pitched battles between the state and local environmentalists.

The so-called "Hole in the Headwaters" parcel near the Elk River was part of the 1999 Headwaters agreement that transferred five Palco groves of old growth redwoods to the state for $480 million.

As part of the deal, Palco received permission to log the 750-acre Hole, which was transferred from Elk River Timber Co. to Palco.

Palco spokesperson Mary Bullwinkel, said 559 acres will be selectively cut, with the remaining 110 to be left unharvested.

Although the Hole doesn't contain old growth, environmentalists have criticized Palco's logging plans, calling the parcel an important buffer.

Palco has agreed to haul logs out by helicopter as opposed to building logging roads. Additionally, the company will repair environmental damage from roads built by Elk River Timber Co.

ldaho Sinker Logs May Rise

One hundred-year-old logs lying at the bottom of Idaho's Lake Coeur d'Alene may see the light again if a Washington timber company can make its case to state and local environmental officials.

Underwater Timber Salvage Corp., Naches, Wa., is seeking permission

from the Idaho Department of Lands to remove and test 100 logs from Blue Creek and Squaw Bay. If the logs prove salvageable, the company would like to target alarger cache of lost logs in Lake Coeur d'Alene.

The logs date back to logging operations around the turn-of-the century. It is believed the cold water and lack of sunlight have preserved the timber.

Company officials see this as a way to utilize a lost resource and save live trees from the sawmills. "The idea is to make a few bucks and do sood for

the environment," said v.p. Ross Bennett. Environmentalist groups have been critical of theproject, saying the recovery would disturb aquatic habitats and stir up heavy metals embedded in the soil, possibly threatening area drinking water.

The state is currently evaluating the company's application.

"Sinker" or "deadhead" logs have been in demand recently for their fine grain texture and the high prices they can command.

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FractionalCuttings PACIFIC

Dead Trees Mined For Profit

Faced with dwindling access to old growth trees and increasing pressure from environmentalists, one Washington man has managed to find a profitable alternative to traditional logging: downed and dead trees.

John Hunt, president of Re-Tech Wood Products, Fork, Wa., has made a name for himself by finding dead trees from which he produces a clear, tight grain timber favored by many contractors and architects.

Using low-level aerial reconnaissance of Washington's Olympic Mountains, in addition to a network of loggers who spot for Re-Tech Wood, the company is able to zero in on potentially profitably "buckskins."

Although the surface of these trees may be rotting, Hunt notes that their sheer size often guarantees thousands ofbd. ft. of clear wood near the center.

Last year Hunt claims his company had more than $400,000 in sales.

Hunt sees himself as a responsible lumber producer, explaining, "I don't cut any green timber, it's all stuff that's salvaged." Yet some forest biologists argue that buckskins are often home to insects, birds, lichens, and fungus.

Hunt admits his methods may soon come under more fire from environmentalists, so he has begun moving into a different salvaging arena: reclaimed timber from old bridges and warehouses.

BigBox Defense Strategies

Do it Best Corp. is now arming its members with an information kit outlining strategies for battling warehouse retailers.

The Big Box Competition Kit provides information on big boxes compiled from industry data, market trends, Do it Best members and interviews with former big box employees.

The kits contains a manual with ideas to strengthen one's business along with big box tactics and strategies to combat them. Additionally, the kit comes with a planning worksheet and video featuring interviews with Do it Best members who have competed with big box retailers.

Do it Best's v.p. of marketing Bill Zielke said, "Our members compete with and win against the big boxes every day." He added that independents have many advantages over big box retailers:

. they are entrepreneurs in the community;

. possess the ability to respond to market conditions quickly; are able to develop a personal relationship with customers ;

. can join with other independents to increase buying power, and

. own a piece of the market big boxes can't get access to.

Do it Best Corp. also featured an information seminar and panel discussion on competing with big boxes at its recent fall market in Indianapolis.

Agents for Fontana Wood Preserving, lnc.

APPYmouDAYs

Wi.t irrg the warmest of Season's Greetlngs and a prosperous 2002 to all our customers. rla I hank you for a successful 2001!

Total Commitment...All Year Long. Milling. . .Priming. . . Inventof]. . .

Nu Forest Products is a full line lumber distribution yard that, unlike many, has a wide range of milling equipment that enables us to handle all your speclalized needs. NFP can mill lenglhs of 8o to 38'* your stock or ours.

Hus, let Nu Forest Products prime your stock through our Palnt-o-Matic and dryrng oven. Protected qith up to two coats of top quality primer to rrinimize moisture problems, NFP Prirned Froducts perform better.

Our inventory includes Redwood (KD & Green). Douglas Fir {KD Clears & Dimension, Timbers), Pine KD (Commons & Clears), Western Red Cedar (Select Ituotty, Clears, Tlmbers), Hem-Fir {Fascia), Fhgerjoint (DF, Redrryood,l#8Cl;:Pte$$ure Treated DF, and RMT Engineered Timbers,

Happy Holidays!

Sawmill Dismantled In ldaho

Crown Pacific, Portland Or., auctioned off equipment as part of the dismantling process at its Coeur d'Alene, Id., sawmill.

The auction at the 80-year-old mill drew close to 1,000 people who bid on chain saws, forklifts, grinders, hoists and other equipment during the twoday event.

The mill. which closed down on Oct. I l, was part of a Crown Pacific pull out of North Idaho that included the selling of its Bonners Ferry mill to Louisiana-Pacifi c this past summer.

"In a depressed economy, mills are under a lot of pressure to be profitable," said Crown Pacific spokesman John Mangan.

The 100-acre property on the banks of the Spokane River is listed at $6.5 million. Stimson Lumber Co., Portland, Or., has looked at the property, but is unlikely to buy, according to Stimson officials. It is expected that most of the land will end up as residential property.

Quolity Western Cedor Products

The mill was built in 1922 by the Ohio Match Co. and acquired by Crown Pacific in 1993.

Olympic Plywood Reductions

Simpson Timber Co., Shelton, Wa., eliminated 75 positions at Olympic Plywood, Shelton, last month due to poor market conditions.

According to v.p. and general mgr. John Walker, the Nov. 26 reduction was a result of "the economic downturn in our key building and industrial markets, which has accelerated significantly in the past two months."

These cutbacks comes on the heels of the recent closures of Simpson Timber's Sawmill #5 in Dayton, Wa., and Sawmill #3 in Shelton (see Nov., p. 28).

New Roles For NW Loggers

Unemployed Northwest loggers have been taking advantage of a program that gets them back in the mills and woods, albeit in a more "green" capacity, according to a local nonprofit group.

Portland, Or.-based Sustainable Northwest points to the March reopening of Joseph Timber Co.'s Joseph, Or., sawmill as one successful example of this new federally funded program.

The mill, which had been idle for six months, was refitted with new machinery to cut the thin, clustered trees that Forest Service officials often see as potential fire hazards. The timber from these new-growth trees has then been sold to a Bend. Or.. home developer under the label Healthy Forests, Healthy Communities. The mill now employs 47 people.

Unemployed woodsmen like 5l-

year-old Del Stanley have also gone back to work-he now enforces the Endangered Species Act of 1973 by counting lynxes in the Oregon's Wallowa-Whitman National Forest.

The group admits, however, that "eco-friendly" jobs are not as well paying or as numerous as the timber

,; .,.

,

,;,;:''; ,, .'.,..',,ill:i

Teaming For Grcen Honres

Lumbermen's Building CenGr, Bend, 0r.l.Joseph Timber Co., Enterprise., Or., and Built-e, Seattle, Wa., have begun collaboration on a program to devClop sustai*able home communi$edrrir-r il Oregon.

The first homes, to be built in Bend, Or., will utilize eco-friendly framing lumber and building materials.

fn" ftu*ing lumber will come

jobs that were lost.

The logging economy of Wallowa County has never rebounded from legislation in 1993 that limited logging to protect the Chinook salmon. After the measure passed, three county mills shut down and unemployment rose to a high of l1%o-the highest in the state.

from small :d-iarneter trees, which are haryeted.to.reduce f,re danger during forqsc,: ie$tqfdon,pojafi$1'.,,',, Access te..this kirdr of' ;tiirits$:f:.:ril,.rl allowed Jrxeph ?inrber Ca;,':tiii:lriii,,. 0pensix, s ago and hi$,brck laid-off wor.kers.

Oregmr Solutims is a collaborative pro-iect involving buisnesses, government, agaencies. :and nonprofit organizations:that:t$Fh$r!, qeqmmiS.developmenf, a*d:riiidt,,';,,' rcnnpntal protection.

Sales Team! (909) 484-5840

Kevin Letson Randy Nelson Bill Townley

Our Manufactured Housing Sales Team! (800) 647-6747

Rick Hovick. Steve King Cap Strano

Sash & door iobbers in Reno

NATIONALSASH& Door Jobbers Association convention exhibitors Oct.

27-31 n Reno. Nv. ncluded (1)[-r] Ron Stowe, Cam Lowe, Eric Mix, Jim Carro Karen Pown ng Joel Adamson. Geri Grommett. Tom Hall,Me ssa Mor nel , Ray McGuffey. AnnWhite, Jim Callaghan Karen Sanders

Garnett Douglass. Rick Mil er Joel Dah gren (2) Tom E ias, Howard Simons (3) Ken Stubert Barbara Gahan. (4) B Munoz. Brad R x. Charlie Risinger. (5) M ke Or,vens Fran & Bon Taylor. N ck Carter. (6) Geol{ Hal , Trent Tucker (71 Pete H mes Duane Both, (8) Tom McKiernan. Jeff Meyer Dave lvleyer(9)Bob Green, Andy Chatman. (10)

James Carter, Todd Meade, James Simpson. (11) Gary Rogers, Doug LaDue. (12) Joe Wolfinger, Clint Darnell, MathisChappell Bill Re f (13) Joe Lumadue, Bryan Hoyle, Mark Setzer. John Rainey. (14) Rod Nichols, Barry Makinson, Ken Caylor, (15) Neal Heflin, Raul Perez, Dean Charles. ('f 6) Adrienne Kazarian, Vince Long,Becky Lindsey. (17) Scott Marlow, Mike Kutches. (18) Mitch Morrs, Glen Tpton, John Lunday. (19)Guy & Alexis Boulanger. (20) JrmFoster.Jeff Baker.Scott Kipp, Tracy Moore, Bill Carol. Mark Herbert (21)Joshua Tyer Larry White, Kathy Saito, Bob Feynolds, (22) Craig Young, Dan Beaty. (More photos on next page)

DOOR HISTORY on display at NSDJA (continued from previous page) (1) Scott Adkins, Kami Consford, Brit Blair, Rafe Hagel, Michael Kunk. (2)William Parsons, George Emmerson, Allen

Dyer. (3) Randy Roedl, Mark Lewis, Brad Rodakowski. (4) DaveSchmucker. Bill Boone, Debby Langston, Bruce & Errin Norlie, Mike Bevens. (5) Steve Mueller, Allison Hale. (6) Nick Georgelis, Greg Haupt. (7) Kellie Schroeder. Jim Costello. (8) Steve Jalovee, Sandy Zierden. (9) Mark Palmer, Robert

Williams, Don Stevenson, Kelly King, Joe Todd. (10)Kevin Fisher, Pat Harper, DanClose. (11) Dana Wiertzema, Alan Torrance. (12) Todd Braid, Carl Oberg, Chad Braid, Fred Braid, Glen Dilley. (13) Mario Aub6, Lonnie Ramey, Tom Jappert. (14) Cliff Asay, Jim Dahl, Shaun Kunz. (15) Kevin Hughes, Cal German, Randy Luebe.

Circle No. 136onp.54

roducls

Have Pine WillTravel

A medium-density pine that reportedly results in sawn lumber with excellent working properties is now available from Kimberly Bay Pine.

The pine, from South Africa, is said to have a consistent color that is knot and wane free and dried to a l0l27o moisture content.

Circle No. 403

Wood Panel Artistry

Carved panels for covering walls, doors, ceilings and furniture are new from Marotte.

Protection Waits Below

A ceiling system that attaches underneath a deck to prevent water drainage is new from UnderDeck.

Web Openings

Georgia-Pacific has added pre-cut web openings to its wide flange wood joists to allow for faster, easier installation for most mechanical services.

Wide Open Wood I-Beam joists feature two ll-3/4" pre-cut round holes and one large 1l-3/4"x16" precut hole per piece, with an indexed end for hole alignment.

They weigh 3.5 lbs. per ft. and feature a 2-1/2" wide solid lumber flange.

Circle No. 401

Think lt's Ceramic?

Sheet vinyl flooring that replicates the texture of ceramic and stone is new from Domco.

Trends is made of the same ceramic material that space shuttles use during reentry and reported- ly is five times better than other wear layers at resisting scratches and scuffs.

Circle No.402

Thalweg is offered in a traditional or Ml fire protection varnish with a satin, matte or gloss finishing; natural or stained wood with a rough finish, and white ceruse on brushed or sun blasted woods.

Circle No.404

Empowering Women D-l-Yers

A z-lb. spiral saw designed specifically for women is new from Roto Zip Power Tools.

The system is made up of allweather, exterior-grade vinyl gutters that divert water and debris from the gaps in a deck.

The system requires no deck reconstruction and snaps in and out for cleaning.

Circle No.406

A Fan Of The Outdoors

Two outdoor ceilins fan floor mounting systems are aviilable from Hunter Fan Co.

The Cascade and Nomad feature galvanized tubular steel construction and powder-coated painted finishes that reportedly prevent corrosion.

They also feature an aluminum WeatherSheild hood protecting the fan components from the elements.

Circle No.407

Solaris is smaller and more compact than traditional power tools and features a 3.0-amp motor with 30,000 RPMs.

Circle No. 405

Drywall Commandos

PAM Fastening Technology has introduced a new auto-feed screw system that reportedly reduces drywall hanging timeby 50Vo.

The SS2K is designed for drywallto-wood and drywall-to-steel applications and features a Milwaukee 4,000RPM drive.

Circle No. 408

Entry Level Wood Position

Willamette Industries has introduced an entry-level joist that features a l-112" flange configuration in depths of 9-112" andll-'718".

apart, allowing tag space for the EPA's requirement, company logo, bar code, product description, etc.

The tag is .875"x2.75" and is reportedly durable enough to withstand the wood treating process as well as outdoor exposure.

Circle No. 410

The lnside Take On Panel

A lightweight panel with Kraft liner board overlay and corrugated panel in the core is now available from SierraPine, Ltd.

In some cases, PlyCorr can substitute for heavier materials such as particleboard and MDF. It can be laminated with foils, melamine topcoat, veneers, and high pressure laminates.

Circle No. 411

Christmas Window Shopping

MW Manufacturers has introduced an all-vinyl window featuring an inter', r::1g gral brick mould rI with nailing fin and siding channel to ease installation.

Twinseal features a 3" frame and a nailing fin and sash made with extruded PVC construction welded at each corner.

Circle N0.412

AC/DC Al Fresco

A new portable emergency power system from Xantrex can supply up to 1,500 watts of household power.

Maxx Foundation Wrap with Delta-MS air gap technology has a dimpled plastic membrane that serves as an air gap between foundation and surrounding soil. It features no adhesives, allowing installation during hot and cold seasons and around most corners and angles.

Circle No.414

Surface To Air Niches

High-density polyurethane, surface-mounted niches are available from Architectural Products.

The niches consist of two key hole recesses embedded in their backs. Primed in soft white, they can also be painted, glazed orfaux finished.

Circle N0.415

Zen & The Art of Saw Silence

Charles G.G. Schmidt & Co. has introduced a laser cut saw blade that reportedly produces 10-157o less noise than conventional blades. The 1O"-diameter Low Noise Blades are available with nine different tooth configurations.

Circle No,416

The SJ-120 is part of Willamette's E-ZFrame system.

Circle No. 409

Let's Play Lumber Tag!

A lumbertag designed to help wood preservers meet new EPA labeling guidelines is new from Weber Marking Systems.

Tag-Mate features a tag-on-tag construction designed to be peeled

ThexPower 1,500 converts 12 volts from its battery pack into household power. It also has a AC power panel with two standard outlets and a DC panel that is used to runl2-volt products for recharging.

Circle N0.413

Foundation Wrap Group

A see-through plastic foundation wrap that is said to provide faster, more efficient installation is new from Arxx Building Products.

is ovoiloble by circling the corresponding Reoder Service number opposite the inside bock cover ond sending the form to New Products Iditor, FAX to 949-852-0231, by E-moil to rfoy@ioc.net, by moil to 4500 Compus Dr., Suite 480, Newport Beoch, Co. 92660, or bycolling (e4e) 852-r 9e0.

TREATED WOOD

Introducing the Newest and Most Technically Aduanced Fire Protection $ystem for Wood.

FirePRO' brand interior fire retardant is the constmction industry's ne\i'est gencration and most advanced fire protection sy'stem fbr wood. The uniquc F'ircPro chemistry developed by Osmose*, is a patcr.rt pendrng lbrmulation. FirePro brand fire retardant trcated wood ollcrs the best *,arranty in the busincss - 50 years for BOTH llwl'*:,er ancl plyu'ood. FirePrct brand firc retardant treated luruber and ply.rvood can be spccified rvith fonfidence and offcrs thc'follolving key prociuct valucs and performance featurcs:

UL C'lassified{FR-S Rated)

Independentll Tested to Latest Industry Standards

Supcrior, High Tempcraturc Strength Durability

Exccptional Smoke Devckrprncrrt Values

. 50-Ycar Lirlited Pcrforrrance Warrantv

' ( ()l 11'\i(tll Rc:i\tilI)t

. L('\\ | lr,: ti 'se t'lrre it)

QLralitl \lonitoled b1'Third Party

. Conrplics u ith National Building Codes

Good To Grow

.\ lrurrrl lrt'lLl li-lltt nt!'it\U|r'nl.nl t()|l 111 11 !lLl!c\ IrllU)t ltrltt rt'clLrir'.'nrr'nl\ \ur'lt it\ \urlt\ :lt;t,lr lrrrtl plillilrl slrlrtlc l\ n!'\\ 1t'()lll I.rr:1.'r I.tltl l)ttrtltLit:.

I lt. SLrrr .\rtrLlrztt i' rlc:igrrcti to 1i1,,1 ,1,.. eollcel lr]lr.i l,'r, .l..il:. 1,i,1,1 1.'1,'r, 1rl;r1i1i11-

Circle No 422

Shelter From The Storm

('t esllttte \\'iltrlori r,! I )oor. ltu: r-t .'rrlint'!'le(l ils \ ilt\ l e il\crlrf nl lLntl t irtr I lrtr nint ri inrlol:.

\ irrr l( lc\[ \\l',,1,,,rrrt,rrsi.t ul lrlLrllr rrcltlctl. oncl,ic..' IlLnrc thltt lcIor'tutl lr lr,ltlrrllcrtrtli irr lrrltlition lo e \llallt(' \\ aiitilcl' t-c\l\litl)ec.

C rcle No 121

fl.1$ t* * 6 * *** il..$r,.,,=3 La t* I ri ;]{***.

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RWALPrcIFIC INDUSIP'ES

(503) 131-5J50 t'itr (888) TSO-lyOOl) PO. Box 75 . llt.llinnville, OR 97128

'I lre l;r oli e Lrllce ti0rr 0l l I :iltlrll .e lrlc llril.r'n\ le illurc\ rt r lrlie lr ol t olof rchcrrtrts trnrl lcrlrrtc:.

'l-hree ol thc nerv llllinlrtr: lrr-c ('csiurn I:\ . Krr Pton H!' lrrrtl (ioltl l:\'

Circ e No 420 .\ rrLrlti Irurl)()\c \ul)llolt tool lo ltclP irrstiLll kite ltcrr e rLl-r tttct:. rlt) rrlill ecrlirrgs. tkror- lntl ri intlori ltelclcr'.. e |o\ n tttrrLtlrlirtg lLtttl ltth srrrlotrn(ls i\ lt.\\ Ilr)ll SPotnltil:.

L sin.c its rlLtiek rclcure knolr. 'l .lrLl' .litlc: fi'orl -i.1" lrr fi-1" to suppor-l olrit'e t: s e iuhins Lrp to 1(X) lb:.

Crrc e No 423

Tool Box In Your Hand

A compact, multi-function tool that includes everything from a knife blade and wire cutters to springloaded oliers has been introduced bv Geiber.

The Multi-Plier 700 Urban Legend also features replaceable tungsten carbide wire cutter inserts that are reportedly much harder than stainless steel.

Circle No. 424

Nomadic Saw Stand ,iiu!

A miter saw stand that is said to support boards up to l6-ft. long and can be carried to and from the work site is new from DeWalt.

Weighing 35 lbs., the DW723 features legs thatlock into place, enabling the stand to support loads of up to 400 lbs. The saw stand folds down to 5-ll2 ft. and has a built-in carrying handle for transport and storage.

Circle No. 425

Specializing in Exotic Hardwoods

TATA EXOTIC HARDWOODS

Kempas o Keruing o Meranti o Merbau o Ulin

o Clear Grade Only

. K/D Fumigated o Excellent Stability

o S4S Eased Edges

o Proven Performance for over 25 Years

o Strong o Dense

o Hard o Beautiful

o HeaWHardwood Quality at Light Wood Prices

o All sizes and lengths available

o Wholesale Only!

o Delivery Available Nationwide

Manufacturers of high Quality: Ponderosa pine boards &. .industrials; fine textured 'fir/larch boards; dimension & ihdUstrials fiomo.mak''.we1,'

Lumber, plywood, round stock, poles, pilings. Agency stamped, preseruative treated, fire retardant wood products,

Can You Lift this Truck?

Caterpillar has upgraded its 8,000-l1,000 lb. capacity lift trucks.

Stone Grout Float features a SoftGrip handle made of thermoplastic rubber and is designed for general grouting, harder-to-spread grouts and epoxy, or other textured surfaces.

Circle No. 418

No Border D:sputes Here

Vinyl garden borders that reportedly resist denting and never need painting or staining rue new from Presidio.

The Cat now features open-step frame for easier entry, a tilt steering column adjustable within a 12' range of motion and a new hydrostatic steering system, among other cnanges.

Circle N0.417

Just The Float Facts

Custom Building Products has introduced a float with a soft edge that is said to minimize grout residue on stone or other textured surfaces.

Garden Borders come in 2'x4' sections. Line. end and corner posts are sold separately. They come with a limited lifetime warranty.

Circle N0.419

There are a lot of good reasons for carrying L-P Solid Start' products: wide variety, a limited lifetime warranty and the fact that they build great homes.

Full line now available in stock:

. LPI'20 and 32 series l-joists (solid sawn flanged)

. LPI 200, 225 and 300 series l-joists (Gang-Lam' LVL flanged)

. LPI 36 and 56 series l-joists (Gang-Lam LVL flanged)

r Gang-Lam 2650 Fb and 2950 Fb beams in standard andbillet thicknesses (1-314" to 7" thick)

. Solid Startrim board

For moreinformation, including a copy of our warranty,contact Huff Lumber.

Galifornia dealers' conference

IX/ITH SUNNY San Diego as the V V backdrop, Lumber Association of Califbrnia & Nevada stased its 5th

annual conference Nov. l0-13. During the event, Matt Petersen, Mead Clark Lumber Co.. was

installed as LACN president, succeeding Erik Jorgensborg, Fisher Lumber Co. David Jones. Foster Lumber

LUMBEB Association of California & Nevada conventioneers(1) David Jones, Tom Whalen, Dan Williams, Tom Tragesser, Erik Jorgensborg. (2) Alisha Brown, Alison Kahl. (3) Larry&Candy Christensen, Tammy Kennedy. (4) Bob & Donna Rossi. (5) Charlie Cain, Augie Venezia. (6) Cheryl Von Moos,Carole

Charmaine Robinson, Doug Willis. (16) Cvnthia Whalls. Darlene & Tom Whalen. (17) Jdn Hansen, Mike Fritz. (18) Bob Palacioz. (19) Jeannie Palacioz, Miya Croxton, Kathy Laughlin, Nolene Kelly. (20) Jeff Howard, John Ken, Kelly Lyon, Al Reed. (21) Tom Von Moos, Todd Murphy.

Moss, Christina Hudson. (7) Scott & Melissa Kassahn, Juli Broyles, Eric Bolduc. (8) John & Molly Allen. (9) Tim Kennedy. (10) Richard Geary, Duane Daly. (11) Jeff Maughan, Judy Grinder, Buck Byers. (12) Sean & Darlene Burch. (13) Sharon Taylor, Jerry McMillan. (14) Milton & Dellana Johnson, Randy Smith. (15)

Yard, was welcomed as lst v.p.; Margo Conner, Pacific Home Do it Center, 2nd v.p.; Milton Johnson, Home Lumber Co., treasurer; John Saunders, Economy Lumber, national legislative representative.

Eric Ziedrich, Healdsburg Lumber, will chair the insurance trust, which includes newly reelected trustees Bill Norman, Frank R. Close & Son; Phil

Larios, Payless Building Supply, and immediate past chairBob Jessell, Central Valley Builders Supply.

New directors include Charlie Cain, Mill Valley Lumber; Rick Roberts, Sunnyvale Lumber Co.; Steve Patterson, Central Valley Builders Supply, and Norbert Lado, Terry Cos.

Greg Moss, Moss Lumber, and

Drew Sasser, Buena Park Lumber, are members-at-large.

The associates council includes chair Ken Womack, PrimeSource; vice chair Debbie Donnell, LouisianaPacific, and associates v.p. Kelly Lyon, Capital Lumber Co. Tom Von Moos. Western Woods. will serve as events coordinator.

ONDISPLAYat LACN confab: (1) Bill Reavely, Tom Couch, Mary Blair, Chris Wilson, Tony Campbell, (2) Ted & Rosemary Gilbert. (3) Tess Lindsey, Lee Greene. (4) Ray Magallanes, Chris Thoman. (5) Michelle &Jerry Best, Kim & Tom Tiberi, ShirleyCaldwell. (6)DanKepon, Keith Kersell.

(7) Ren Reinke, Tony Martinez, Mike Martin. (8)Jelf Clave, Randy Jackson, Tom Lopez, Ray Romero, (9) Jim & Eunice Volivitch, Bill Finetti. (10) Debbie Donnell. (11) Linda & Matt Beckman. (12) BillScott, Larry Stonum. (13) Robert Lockhart, Michael Cook, Stuart Merino. (14) Bruce Kelly, Ken Lauqhlin.

(15) Bill Carr, Nick Kowaiter. (iO)'frank Yourigman. (17)-Al & Wanda Bennett. (18) Dinny Waters, Chuck Casey.

The Merchant Maga1ine welcomes Letters to the Editor. Please send to Editor, 4500 Campus Dr., Suite 480,

Newport Beach, Ca.92660; Fax 949-852023 l, or by e-mail to dkoenig@ioc.net.

84'S PRIOR GAMBLES IN NEVADA

For your information, you have reported that 84 Lumber plans to make its first move into Nevada (see Nov. p. 34). This is incorrect.

FRDD C.

84 Lumber had a location in 1978 on "D" Street in Las Vegas, where I was hired, and which subsequently closed in the early '80s.

They had a yard in Henderson which operated for several years in the early '80s. They also had their regional office in Reno where I worked from 1980-1987. and also two yards: one in Sparks and another next to the regional office.

This would be their second attempt in a very unfamiliar market for them.

Michael Philippi

Hope Lumber Co.

12215E.6Ist St. Broken Arrow, Ok.74012

Tech Nabs Lumber Crooks

A little investment in technology paid offbigfor BMC West Building Materials Center, Hazel Dell, Wa., as four old-time crooks tried to make off with $20,000 in lumber and building materials.

Two company flatbed trucks, which had been fitted with Global Positioning System technology, were recovered shortly after their theft as a result of employees tracking them through the @Road system that monitors GPS signals.

Four men apparently entered the lumber yard before sunrise Nov. 6, knocked down a gate and a fence, and then loaded up the two trucks with a company forklift.

Soon after the trucks' signals were located, police pursued the assailants before one truck stopped and another crashed intoautility pole in Washougal, Wa.

All four men fled on foot from the scene of the accident. One of the men, David Allen Nelson, 38, of Portland, Or., was caught by a police dog in some nearby bushes.

Nelson has been charged with second-degree burglary, first-degreetheft and possession of stolen property. The other three men are still at large.

BMC assistant mgr. Michael Johnson said all the lumber and building materials were recovered, although some of them were damaged in the truck crash.

U.S. Lumber Output To Drop

An uncertain economy, shaky consumer confidence and continuing U.S. actions overseas will most likely reduce U.S. lumber demand next year.

Western Wood Products Association expects demand to decline 2.8Vo to around 51.7 billion bd. ft. of lum-

ber in 2002.

New home starts, which performed better than expected in 2001, are expected to dip to 1.52 million next year. As a result, lumber used in residential construction will likely fallto 19.9 billion bd. ft. Lumber usage in the repair/remodeling market is expected to decline 2.57o to 15.8 billion bd. ft.

"Although demand will be lower, we expect production at western mills to remain steady next year," said WWPA president Michael O'Halloran.

In response to the lower demand, U.S. lumber manufacturers are expected to curtail production l.4%o to 34.4 billion bd. ft. in 2002

Western production levels are projected to dip |.6%o next year to 16.5 billion bd. ft., compared to an expected 2.67o deuease this year.

Western lumber production was down 2.57o through the first nine months of 2001. Production at coast mills was up 2.4Vo, whereas output at inland mills was down 6.9Vo.

Imports from Europe and New Zealand are forecast to increase in2O02, but will still only represent a small share of the overall lumber suoolv.

William F. "Bill" Scharpf, 82, retired owner, Scharpf's Twin Oaks Builders' Supply Co., Albany, Or., died Sept. 4 from cancer.

Scharpf founded Scharpf's Supply Co. in 1946 with his brother George. ln 1952, after their father's death, they bought out his partner's share in Twin Oaks Builders Supply Co., Eugene, Or. They combined the companies forming Scharpf's Twin Oaks Builders Supply.

He was a past president of the Timber Carnival.

Everit Paul Sliter, 32, manager, Sliter's Ace Lumber & Building Supply, Bigfork, Mt., died in car accident Aug. 15 near Helena, Mt.

He was the house majority leader in the Montana House of Representatives. At the time of his death, he was serving his fourth term.

John W. "Jack" Shoemaker, 69, retired executive v.p. of the National Wood Window & Door Association (now the Window & Door Manufacturers Association). died Oct. 22 in St. Petersburg, Fl.

A native of Chicago, Shoemaker joined the NWWDA in 1968 when it was known as the National Woodwork Manufacturers Association. He retired in 1994.

Cathy Baldwin Dunn, 54, v.p.-communications, Willamette Industries, Portland Or., died of cancer Nov. 6. Dunn joined Willamette in 1978 as a corporate communications mgr. She was promoted to v.p. in 199-l

IWe don't make a lot of noise about NASCOR* engineered floor joists. Let's just say they're stronger, straighter, lighter and dimensionally truer than any conventional 2x10 joist you've ever seen. They're also alot ouieter. Which makes NASCOR- the strongest, quietest floor joists you've ever heard.

place

Rates: 25 words for $25, additional words 709 ea. Phone number counts as one word, address as six words. Headline or centered copy, $6 per line.

Privatebox or special border, $6 ea. Column inch rate: $45 cameraready, $55 if we set the type. Names of advertisers using a box number cannot be released. Mail copy to 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, FAX to 949-852-0231 or call (949) 852-1990. Deadline for copy is the 25th of the month.

PAYMENT MUST ACCOMPANY COPY unless vou have established credit with us.

MANAGEMENT POSITIONS TREATING PLANT. We are a successful, established and expanding wood treating company on the West Coast. We are presently seeking to fill thefollowing positions at several facilities: Assistant Plant Manager, Treating Supervisor andOffice Manager. Benefits include health & dental insurance, 401K plan, and an excellent bonus program. Salary packages are based on qualifications. If you believe you have the necessary qualifications and/or experiences to fulfill our requirements, please send resume to P.O. Box 968. Elov. A2.85231.

PINE PROFESSIONAL: PatagoniaInternational Forest Products Importers in the San Francisco BayArea seeks a self-motivated, professional salesperson, knowledgeable in all aspects of buying and selling pine products. Your relationships with your customers are most important, and any experience in importing and foreign markets is a plus. Weare looking for solid career experience, a high level of personal integrity, and strong personal skills for developing and implementing marketing and sales programs. Achievementof growth and sales objectives will be highly rewarded. Contact us by Fax 510-482-6094 or email bbushpatagonia@ aol.com.

TREATED LUMBER SALES: Fremont Forest Group Corporation - Marubeni is seeking an individual with extensive lumber sales experience to develop and implement a business plan in Southern California, knowledge of the area and industry is important. Please forward resumeand references to: R. Lynn Forsberg, Chief Operating Officer, Fremont Forest Group Corporation - Marubeni, 13215 East Penn St., Suite #319, Whiuier, Ca. 90602-1772|. Fax 562696-857 4: e-mail beizai@ aol.com.

CONTROLLER: Are you more competent than the demand/challenges of your current job? Can you produce financials which provide business direction not just documentation history? Do you need the opportunity to exercise independence, control & to bring strategic innovation tothis exceptional career challenge? Then we need you!

MEEK'S, The Builder's Choice, a long-time industry icon with an appetite for cutting-edge newness, needs a high integrity leader who has 3+ years min.of corporate finance & supervisory experience, a BS in Accounting/Finance/ Business, & can effectively report to our president. Success keys: accuracy, innovation, PC expertise, UNIX environment a plus & effective supervision of 3direct reports (Accounting, PC & POS networks-total team of 25 people). We offer exceptional benefits & a professional corporate headquarters environment based in Sacramento. If you understand openness & results by consensus, please apply! Submit resume with salary historyto dina@meeks.com or Fax 916-576-3059.

MEEK'S is a drug-free workplace & EOE.

SALESPERSONHARDWOOD LUMBER & PLYWOOD

Heritage Hardwoods, Inc. is seeking experienced, motivated outside salespeople. Candidate will take over existing accounts as well as developing new ones. Excellent guarantee, plus commissions, medical benefits, and 40lk plan. Please contact Mike Rhoades at Heritage Hardwoods, Inc., (909) 591-4841. You may also Faxyour resume to 909-591-2199.

SALES: Specialty forest productswholesaler looking for a commission salesperson, experienced with a following. Generous split. Softwoods andhardwoods, your specialty or ours. Small. fun. flexible positive environmenr in Southern California. Call Dennis at OregonCanadian Forest Products of California. (714) 637-2121.

SALESPERSON-HARDWOOD LUMBER & plywood-needed by Weber Plywood & Lumber. Please send resumes to 15501 Mosher St.. Tustin. Ca. 92680.

OUTSIDE SALES: Nickerson Lumber & Plywood has anopening for an outside sales consultant. If you have experience with lumber and plywood sales to the Industrial and Manufacturing industries, areself-motivated and a team player, come work for the Nickerson Team. Excellent benefits with open territory, superior support from management andinside sales team. Please send resume by e-mail to Bob Lopez at blopez@nickersonlbr.com or Fax to Bob Lopez at661-250-8114. All resumes will be handled with confidence.

EXPERIENCED HARDWOOD LUMBER

Salesperson wanted. Progressive lumber company seeking outside salesperson. Generous commission schedule & medical benefits. Please sendresumes to: Summit Hardwoods, Attn: Terie Lorentzen, l4l5 E. Grand Ave., Pomona, Ca.91766, or Fax to 909-469-1659.

SALES PEOPLE: MILLDIRECT TRADERS /PRODUCT MANAGERS

We are a long established manufacturer and distributor of lumber andbuilding materials in the western states. We arepresently seeking salespeople with established customer relations to join our aggressively expanding company, product manager/salespeople tohelp us expand the mix of products offered, and mill direct traders with a history of success. We are presently seeking industry experienced salespeople in the 1 1 western states, Redwood product manager, and mill direct traders with established customer bases. We have an excellent benefit and retirement plan and we will provide compensation equal toyour experience and success. All replies will be held in the strictest confidence and our employees are aware of this ad. Please reply to Box 688, c/o The Merchant Magazine, 4500 Campus Dr., Suite 480, Newoort Beach. Ca. 92660.

INVESTMENT OPPORTUNITY

Manufacturing and distribution of redwood and cedar garden products. We have specialized equipment capable of large number production andpatents covering our designs. For more information, call Bud Griffith at (559) 34150'72; Fax 831-'726-9068; P.O. Box 144'1, San Juan Bautista, Ca. 95045.

www.poleframebuildings.com

San Antonio Construction Co. Contractors license 291 259 81

Toll Free (877) U-BLD-KIT

Mike Esposito

WEATHERED, TWISTED OR USED LUMBER. Plywood blows, used or trims. Carl Hanson, (619) 661-2510, Fax 619-6615547, San Diego, Ca.

hern Gal building show

METAL MODEL: Annual Building Industry

Show Nov. 8-9 at the Long Beach Convention Center, Long Beach, Ca., featured Michaelangelo's David recreated in Simpson Strong-Tie conneclors and flanked by (1) Varche Chamrain, Lance Doalson, Chris McDonough, Steve Maher. (2) Jim Cates. Janeece Vader, Craig Little. (3) Julie Hogg, Denise Underwood, Paul Herlig. (4) Herman Lopez, Tim Nacrelli. (5) Richard Castillo, Margarita Pla, Sharlene Rulfino, John Pla, Lillian Hidalgo (6) Tom Couch, Mary Blair (7) Larry Foley, Craig Huendorf (8) Todd Antonelli, Mark Davis, Curt Nierman. (9) Tracy Allen, Alan Oakes. (10) Mike Croxton, Don

Mgndocino Forgst Products

- Tn" rishr choice in engineered wood proclucts

BCI l-Joists. Versalam . Versa-Strand'Versa-Rim Plus

. Full tirnc Technical Rep on staff

. Please call one ofour expericnced salespeople for assistancc

. Ask about the Joist Rewards program!

9+ -frffiffi

Danka. (11) Stephen Naples, Michael Caputo, (12) David Crandall, Skip Brown. Duane

Engard (13) David Abbott, Mike Fried, Mike Bland. Chris Loqan.

Ace Customer Wins Big

A customer at Schemper's Ace Hardware, Ripon, Ca., was honored as the two millionth member to enroll in Ace's Hardware Club.

Customer Bogdan Zarczynski of Ripon won two million Helpful Reward points, equivalent to $4,000

ffiDilSSilHHffiffiffiffiffiDilffiffiH

good for future purchases at the store.

Zarczynski said he plans to buy an outdoor grill, garden tools and home improvement supplies.

Ace's Helpful Hardware Club is a customer loyalty program launched in 1998.

Doug Fir Holiday Road Trip

A small, yet very tall piece of Oregon came to Kansas City, Mo., as Willamette Industries, Portland Or., delivered its annual charity Christmas

The 100-ft. Douglas fir, cut from company forestlands in Lebanon, Or., arrived Nov. I in downtown Kansas City after a six-day drivefrom the Northwest.

The tree took two weeks to decorate and featured 1.000 ornaments and 7,000 lights. The project was part of a 17-year partnership between Hallmark Cards and Willamette.

After the holidays the tree will be milled into commemorative ornaments with proceeds benefiting the Kansas City Mayor's Christmas Tree Fund.

MASSIVE bridge constructed of glulam beams supplied by QB Corp., Salmon, ld., was centerpiece of huge display al recent Green BuildingMood Construction Fair in Taiwan.

STORE owner Ward Schemper (left) congratulatescustomer Bogdan Zarizynbfi hs m6 tnvo millionth member ol Ace's Hardware Club.

SANTAWOULDBE PROUD: Workers unload Willamette's 100Jt. Douo fir that now stands decorated in Kansas City, Mo.

FAREWELL: Universal Forest Products. Riverside. Ca., feted retiring (1) Ralph Cardwell (at right), with hiswife Jerri, Nov. 3 in Fullerton, Ca. During his 50 years in the lumber business. his employers included Dant & Russell, Koppers, Oregon-Pacific and, for thelast 14 years, Universal. (2)Petter Svenkerud. Harry Selling. JohnWestonandJack Secoy, the original partners of Far West Fir Sales, Huntington Beach, which Unversal acquired to launch its western division. (3) Bobby & Joanie Hill.(4) Colleen & Jerry Higman.(5) Pat & Laurie Webster. (6) Shannon & Joe McGuire. (7) Marli & David Cutler. (8) Janet & Ed Lehman. (9) Jim

Frey,Steve & Brenda Mitchell (10) Greg & Pgggy Wogds (11)-Mary Filifpelli, KimberlyFanell. (12) Michael & Kim Gomez, (13)April & Carl Suderman, RickiSvenkerud 04) Ginny&Ken Hopper. (15) Lori & Ttm Galfney. (16) Chandler Cardwell, Cam Cardwell-Woodward & Phil Wooddard. (17) John & Joan Hodge. (18) John Fuelling, Sue & Joe Garafolo.(19) Eric & Stephanie Waterman. (20) Niki & Mark Rushlow, (21) Laura & Dennis Watkins. (22) Denny Gilchrist. (23) Marge W_eston (24) Karen & Vaughn Hoskins,Dennis Schroeder. (25) Scott & Donna Cardwell. (26) Rick Hilliard, Don Derbes. (27) Sherry Hilliard. DecrMern2O0l'l'ttt..Nlt,:ttt'tt,rN't'Nl.r<;.rzl:.ttl

ARCATA / EUREKA / FORTUNA

Britt Lumber Co. ......(7071 822-1779

Pacitic Lumber Co. (Scotia)...........,................(707) 764-8888

Redwood Forest Products.......................... ....(707\ 443-4054

Redwood lnspection Service..................... .....(707\ 444-9024

Redwoodf, egion togging Conference ......1707) 443-4091

Simpson Timber Co .......(7071822-0371

West Coast Hardwood, Inc....................,........(707) 825.81 13

BAKERSFIELD

Pacitic Wood Preserving of Eakersfield .........(661 ) 833"0429

CLOVERDALE

All-Coast Forest Products ..................,...........(707

Redwood Empire..................,.........................(zOz

FORT BRAGG

Holmes Lumber Co,, Fred C. .......,.................(707) 964-6377

FRESNO

DMK-Pacific............ .......659\ 225-4727

Georgia-Pacific Warehouse ...........................(gOoi aso-zgzO

Huttig Building Producls.................................(559) 251 -S031

Weyerhaeuser C0......,.........(800) 292-0704 (559) 486-6221

MOOESTO

Conrad Wood Preserving Co. ........,.,...,.........(800) 499-2662

Thunderbolt Wood Treating C0.,....................(800) 826-8709 (209) 869-4561

REDDING / RED BLUFF

Boston Pacific LLC.. ......(888) 748-21 1 1

Keller Lumber Sales ,...........(800) 233.7888 (530) 246-0405

Gemini Forest Pr0ducts....,..,...........,.,...... ......i530\ 229-7440

Pacific Wood PreseNing.......,..............,...,.,...(530) 824-9400

Shasta Cascade Forest-lndustries, lnc. .........iS0Si Z+g-OSOO

Siskiyou Forest Products ....(800) 374.0210 (530i 938-2771

Trinity River Lumber Co. ...............................,(530) 623-5561

Westem Woods...Ca.:

Wis-Cal

SSACBAMENTO

Sounrnr Cnltonln

Blue Ox Timber Co.. ......(91 6) 989.5031

Calilomia Cascade Industdes ........................(916) 736-3953

Califomia Lumber Inspection Service.............(209) 334-6956

Capitol Plywood....... ......(916) 922-8S61

Conrad Wood Preserving............................,..(900) 499-2662

Georgia-Pacitic (Sacram-ento)...,....................(aoO) eSo-zszo

Dorns Lumber & Moulding C0.......,..,.............(800) 827-5S23 (916) 452-7531

Holmes Lumber Co., Fred C. (Marysville)......(530i 743-3269

Huttig Building Products...............-................(StOi Ser-+Z+Z

Hydra Re-Load Center (Warehouse) .............(530) 668-4034

Kelleher Corp. ...............(916i 929-1792

Lolsiana-Pacific (Rocklin) ..(800) 348-1400 (916) 624-4525

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

Mello Rel0ad......................'(9Nl s72-721 1 (590i 662-146S

Mid-Pacific Trading Co. ..................................(91 6) 631 -9663

Mokelumne River Forest Products.................(209) 367-1265

Pacific MDF Products.....................,..,...... ......(800\ 472-2874

Polywood Products.. ......(530) 626-4221

SienaPine, Limited ...........,.............................(888i 633-7477

Siskiyou Forest Products.....(800) 695-0210 (530) 666-1991

Stockton Wholesale. ......(209i 946.02S2

Unity Forest Products.......,..(800) 248-4940 (SA0) 671-7152

Universal Forest Products...........,....,........,....(209) 982-0025

Waldron Forest Products..,.......................,.....(916i 966-0676 Western Woods, Inc. ................,.,.,..,..............(800) 21 6.9503

weyerhaeuser C9 ........,....(800) 9s2-S61 6 (91 6) 971.i 000

Wood Moulding & Millwork Producers Assn...(800) 550-7889 (530) 661.9591

SANTA ROSA AREA

Atessco,

Gnurun Sm Inmcsco Bnv An:l

LAS VEGAS

Souruwrsr NEVADA

Las Plumas Lumber & Truss Co. ...................002) 739-9061

Weyerhaeuser Co. ...,....(702) 651-0755

RENO / CARSON CITY AREA

Capitol Plywood...... .,'...(775\329-4494

Nevada Wood Preserving .,..,.........................1775]| 577-2000

Unity Forest Products................,.,.,.............,.,(775) 888.9288

Weyerhaeuser C0................(800) 521-1374 (775) 355-6868

ELOY

ARIZONA

Arizona Pacific Wood Preservin9...................(520) 466-7801

PHOENIX AREA

Boise Cascade BMDD.........(800) 289-9663 (602) 269-6145

Capital Building Materia|s............,..................(602) 824-5660

Capital Lumber Co. .......(602) 269-6225

Georgia-Pacific Corp .,...(800) 830-7370

Huttig BuildingProducts......(800) 524.6255 (602) 415-6200

Intermountain Orient, Inc.........................,......(888) 325-01 69

Neiman-Reed Lumber C0. .............................(623) 572-6085

PrimeSource Building Products...........,..,.......(602) 278-2603

Spellman Hardwoods...........(800) 624-5401 (602) 272-2313

universal Forest Products..............................(480) 961-0933

Weyerhaeuser C0.....,..........(800) 283-5678 (602) 269-3541

ALBUOUEROUE

NEWMEXICO

Boise Cascade BMDD .........(800) 889-4306 (505) 877-81 50

Capital Lumberoo. .......(505\877-7222

EverGreen Wood C0mposites.,...,............ ......(877\ 57i-2200 (505) 858-2200

Georgia-Pacific Corp ......(800) 830-7370

WASHINGTON

uide

P4gUg_llomrrur

FERNDALE Allweather Wood Treaters......,..,...,..,.,.,.........(800) 637-0992

SEATTLE / TACOMA AREA

Boise Cascade BMDD (Woodinville)..,.,.........1425) 486.7477

Capital Lumberoo.

,.,.,.(206) 224-5000

Welco Lumber C0... .......(360) 651.1500

Western Wood Preserving Co........................(800\ 472-77 1 4

Weyerhaeuser (Tacoma).....(800) 346-9253 (253) 474-8888

SPOKANE

Boise Cascade BIVIDD (Spokane)..,..,............(509) 928-7650

Boise Cascade BMDD (Yakima)....................(509) 453-0305

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

Georgia-Pacific Corp .,.,..(800) 830-7370

Weyerhaeuser Co. ........(509) 928-1414

VANCOUVER

Allweather Wood Treaters (Washougal) ........(800) 777-8134

Boise Cascade 8MDD.........,..,...,..,.........,.,...,(360) 693-0057

Western Wood Preservers Institute................(800) 729-9663

BEND

OREGON

Bright Wood Corp. (Madras) .,........................\541) 475-2234

Deschutes Pine Sa|es,....,....(800) 547-5660 (541) 389-5000

Universal Forest Products......................,...,.,.(541 ) 389-8000

COOS BAY / NOBTH BEND

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

EUGENE / SPRINGFIELD

Baxter, J.H............... ......(541) 689-3020

Gemini Forest Pr0ducts...,....................,.....,.,.(541 ) 485-7578

Georgia-Pacific Corp ,.,.,.(800) 830-7370

McFarland Cascade ,.....(800) 426-8430

McMINNVILLE / CORVALLIS / SALEM

Royal Pacific Industries..,.........,...,.,.,........,....(503) 434-5450

Willamette Industries (Albany)........................1541) 926-777 1

Universal Forest Products (Woodburn)..........(503) 226-6240

GREATER PORTLAND AREA

Adams Lumber, |nc.............. (800) 298-4222 (503) 245-17 96

Cascade Forest Group...................................(503) 636-8633

Cascade Warehouse...........(888) 292-2687 (503) 363-2483

C1adw00d.,.,.,.,.....................(800) 547-6633 (503) 650-4274

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

CMI Norlhwest.....................(800) 998-2174 (503) 220-0600

Disdero Lumber Co.. .....(800) 547-4209

FinnForest USA....... ......(800) 622-5850

Friesen Lumber Co, .,..,..,.,.., (503) 397-1 700 1503) 224-7 317

Fullmer Forest Products ......(800) 547-0984 (503) 570-0100

Georgia-Pacilic Corp .....(800) 830-7370

Georgia-Pacific (hardwood)............................(800) 285-4393

Georgia-Pacific (millworUmoulding)...,......,.,..(800) 261-6030

Georgia-Pacific (redwood, H-F, DF)..........,.,..(503) 248-7104

Haase Industries..................(800) 547-7033 (503) 223-7571

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

Huttig Building Products.................................(503) 620-141 1

UB Lumber Sales ..............,(800) 552-5627 (503) 620-5847

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

Pacilic Wood Preservin9................................(503) 287-9874

Pearce Construction & Supply, Herb 1...........(877) 880-4572

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

United Pacific Forest Products.......,.,.,.,.........(503) 397-4469

Western Wood Products Association.,......,....(503) 224-3920

Weyerhaeuser Co, ,..,..,..,.,...(800) 522-881 1 (503) 646-061 1

ROSEBUFG

Douglas County Forest Products

Herbert Lumber Co. (Riddle)...................

Johnson Lumber Co., D.R.

Keller Lumber Co.

Rocxv lhounnrs

..(541) 957-0206 ..(541) 874.2236 ,.(541], 874-2231 ,.(541) 672-6s28

Main

or call (949) 852-1990 or mail to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660-1872.

The Merchant Magazine - December 2001

For more information on products or companies (see list atright), circle

For more inlormation.from advertisers, use

FAX Response numbers in brackets.

Accurate Planing Mill I1521.................,,.......54

Anfi nson Lumber Sales tll3]....................,...22

Anthony ForestProducts [54].........Cover IV

Arch Wood Protection.........-.-..---..Catendar 4

Bean Lumber Co., Curt......,..,..,..,...,,.Catendar 8

Beaver Lumber Co. [25]...........-.-....-........30

Boise Cascade t1531 ....,......................Cover III

Building Products Digest.,................Calendar 26

CalCoast Wholesale Lumber t1551..............27

Capitol Plywood tl 101....................................19

Cascade ForestGroup t1431 .........................43

CCI Triad t1091..............................................17

Chemonite Council t 1081..,............................ l5

Chozen Trucking t l3l 1................................,.34

Colville Indian Precision Pine [39].............41

Cox Wood Preserving .-..-.-.-.-.-...Calendar 12

Crow Publications [ 07] .....................,............8

Crown Planing Mill U331,........-.-...-...........34

Distribution Management Systems, Inc. t I 141 ................23 t1 141.......................

Fontana Whofesale Lumber 11291................32

Fremont ForestGroup Corp. ............ca1endar 6

Freres Lumber Co. [431...............................43

Golding Suflivan Lumber Co. 11211.............27

Hardwoods Unlimited t1151..........................23

Herbert Lumber Co. If35]............-...-.........35

Holmes Lumber Co., Fred C. [144],,...,........46

Huff Lumber Company [1411.......................42

Inland Timber Co. If51]................................53

International Forest Products tl42).............43

International Paper Company |121............21

Jones Wholesale Lumber I l l ].....................20

Kelleher Corp. [101] ...Cover I

Keller Lumber Company t1321....................34

Landmark Building Products [134] .............35

Want to Subscribe? Check the appropriate boxes to begin receiving your monthly issues.

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News or Comments? We welcome your comments on articles, the magazine, or news of your company such as promotions, new hires,expansionsor acquisitions (z/li^r isa.free service).

LJB Lumber Sales [l50]....................,...........50

Louisiana-Pacifi c Corporation t1491.........,..50

Lumbermen's Credit Association.................25

M&M Builders Supply, Inc. 11381................4f

Martin Lumber Co., Roy O. -.-.-..catendar 20

Mendocino ForestProducts [ 148].................49

Merchant Magazine, The.............-..calendar l6

Nascor, Inc. [146] .................47

National Hardware Show.................catendar l4

North American Wholesale Lumber Association...... -.Catendar22

North Pacific Lumber Co, ll24-j.,..,....,.........29

NuForest Products t1301...............................33

Oregon-Canadian Forest Products I1051......,6

Pacific Western Lumber tf 281......................32

Pacific Wood Laminates t1271 ....................if

Pacifi c Wood Preserving t1061........................7

Paco Steel & Engineering Corp. [116] ,...,...,24

Parr Lumber Co. If 17]..,.....................,.........25

Peterman Lumber Inc. [145].........................46

Polywood Products t1231...............................28

Potlatch Corporation [102]............Cover II, 3

Product Sales Company t1031.,..,.4, calendar l8

QB Corporation ........................-.-...calendar 10

Reel Lumber Service [119].........,..,...............26

Regal Custom Millwork U 191.......................26

Roseburg Forest Products tl04l .....................5

Royal Pacific Industries t1371.......................40

Shasta Cascade Forest Industries ll20l.......27

Seneca Sawmill tl36l ................-.-..-............37

Swan Secure Products t1261...............,.....,....30

Tata Enterprises [140] ...................................41

Thunderbolt Wood Treating [147]...............47

Van Arsdale-Harris Lumber Co. 11221.,......28

Woodguard tl 181 ...........................................26

World Wide WoodNetwork...-.-.-.calendar 24

WHATEVER IT TAKES.

A little while back, Dave Collins, a BC Framer operator at Component Structures' subsidiary Forest Products in Piqua, 0hio, received a call for help, A builder was in a bind. He was 150 miles away in Indianapolis, Indiana, and he needed help ASAP.

The foundation for a three-story house had been poured and they were starting to frame the basement walls. but the plans had been tweaked and adjusted into incoherence.

l'lot a problem. Dave hit the road to lndianapolis. Forest Products salesman Slan Vrooman and the builder mel him there. They eyeballed the foundation, pored over what was left of the blueprint, and got busy. 0ave sat on a tailgate, fired up his laptop, and whipped up new plans. After scaling a mammoth dirt pile to get a connection they phoned in a rush order for 15,000 feet of BCI Joist and 2,000 feet of LVL. Forest Products got right on it. They cut the job pack and arranged for the proper hangers and fasteners to be overnighted to the site. The load was in Indianapolis the next morning, building resumed, and life was good.

At Boise Cascade, we'll stop at nothing to help you succeed. We, along with our nationwide network of distributors, are ready to help you any way we can. Whatever it takes.