Merchant Magazine - December 2003

"Stif}. Strong. Stablc.'l-har's whv I specih' Doug Fir. It's provcn performancc mrrkes a clLlalitv procluct. Srvanson Group offers a varietv of panel tvpcs that q'ork ir.r multiple applications.'l'hev'll clclivcr what vott treecl on spec, on market and on tin're."

Call to order dimension, str,rds or plywoocl. Alr yor.rr building needs at one place.

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

S€?vlig 13UertHl Sart*, Irch*E AL*r.nd lLw.ll

(Siistef publicalbn guildir€ Prcducb Dig€stsen€6 tre E6$)

PUBIISHER AlanOakes (ajoakes@aol.com)

PUBLISHER EMERITUS David Cutler

EDITOB David Koenig (dkoenig@building-products.com)

COMFIBUilNG EDITOR Dwight Cunan

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

CIRCULATION HeatherKelly (hkelly@buihing-products.com)

Posible

Survey

Detoch

ADMINISTRATIOITI DIRECTOREECBETARY Marie Oakes (mfpoakes@aol.com)

How to Advertise

Contactouradvedbingofficestor ntesl

WEST & SOUT}I: Chuck Casey, Newport Beach, Ca.; (949) 852-1990; Fax 949-852-0231; Email ctasey@ building-products.com

NOFTTIEAST: Paul Mummolo, Brick, N.J.; (732) 8998102; Fax 732-899-2758; Email pmummolo @aol.com

MIDI{EST: Al Gravenhorst, Lake Bluff, ll.; (847) 615-9272; Fax 847-615-9274; Email albx@ mymailstation.com

How to Subscribe

Gontact Heather at(949) 852-1990

U.S.: 1 year (12 issues), $15; I years, $24; 3years, $30

FOREIGN (Per year paidin advance in US funds):$35; Air ratesalsoavailable.

SINGLE COPIES: $3+shipping; Back issues (when available), $4.50+shipping www.building-products.com

ALAN OAKES publisher ajoakes@aol.com

The cost of celebrating

As I sat down to write my last col- effects of the Oakland, Ca., fire, when umn for the year, I had hoped to write one of my senior managers lost her something pithy and witty, but I home, as did nearly 3,000 others. found that difficult to do, due to recent events.

Watching tv over many days, one had to be touched by the heroic

Looking back, I've been pleased efforts of firefighters, who toiled in with our year at The Merchant intolerable conditions, with little or no Magazine. July marked us becoming rest, to try to save homes and lives. both a regional and national publica- In particular, the death of Steven L. tion for the first time, when we Rucker from Novato, Ca., made me expanded sister publication Building think about those people who try to Products Digest's reach to over 9,000 do what is right with no concerns for new readers in the Midwest and themselves. Steven was the firefightNortheast. We are pleased to see the er who lost his life when the blaze positive response from both advertis- turned on him in San Diego County. ers and readers. We thank everyone He was one of the ones who did not who has supported us, in particular have to be there. He was one of I I our advertisers, who allow us to pub- firefighters from Marin County who lish our magazines each and every drove more than 400 miles overnight month. Please see our Buyers Guide to join the battle. "He died loving on pages 48-49 for a listing. what he did," his sister said. He

Although the year started slowly, leaves behind a wife and two young with confusion about whether or not children. there would be a war. we saw that Steven. and the 11.000 other fireonce the decision was made to go fighters who fought the fires, are not ahead, business started to take an alone in putting their lives on the line upturn with only a few exceptions. for the rest of us. Our police and For many of our contacts. by the mid- emergency agencies do that all the dle of the year, it became positively time. But, at this time of year, I giddy. Business conditions appear to would like you to think about our serhave been the best in several years. vice men and women around the

So for now, I am quite bullish globe, especially in Iraq and about the direction of our economy Afghanistan fighting terrorism. and our industry. I believe it will Consider our troops in Iraq, who canagain be one of the stars of the econo- not be at home with their families and my in2004. loved ones this season. Instead. thev

Yet, I find it difficult to be too walk or ride the streets under constant happy at this time. A couple of weeks threat of being assassinated. ago, the fires in our area were all but While we rightly celebrate with extinguished, leaving behind a trail of our families and enjoy this holiday devastation and homelessness. Sadly, season, think of those who allow us to for those who lost their homes, this is do so by putting their lives on the only the first shock, as they go line. Let us place value on the one through the rebuilding phase. I saw thing that is truly priceless-human that clearly when working and living life itself. From our family to yours, in the San Francisco Bay area 10 we thank you all for your continued years ago, experiencing the chilling support and friendship.

The Largest Forest Producfs Terminal in $outhern Ealifornia

FFGC terminal division ofl'ers full service break bulk forest products/ building materials handling & storagc at Berths T-122 & T- l2-5 pon of Long Beach. Ca.

. l6 acres offully paved outside storage and three covered warehouses.

600 feet of berth face r,vith 40' or l2 mete r draftaccommodates vesscls to 750 f'eet or 229 meters.

. Nerv t30'x300' fully cnclosed storage building.

. Barge discharge notch fbr ocean going barges for easy pass to storage.

Rail service and UP-PlusOne Reload Program.

Container dryage and stripping services within the overrveight corridor.

Computerized inventory tracking of mixed products

Bonded cargo area movements to Mexico and oflshore destinations.

Bay area dealer moves up

Hill, Ca., to a renovated and upgraded 6,000-sq. ft. facility in Concord, Ca.

After battling for two years with the county, the company moved from the county-owned land to make way for a bike trail being built adjacent to the store. It took owners Jeff Hogan, Peter Brown and Kathy Hogan-Brown the full two years to find the desired parcel of land that had freeway access.

An old RV Center was converted into the new store from the ground up, which was led by Hogan-Brown, who planned the design of the store and worked 18 hour days for three months, and Rick Kelly, who was the project manager responsible for coordinating and developing the new site.

Jeff Hogan said he, sister HoganBrown, and Kelly spent about a year getting permits and working with subcontractors to get the store ready fbr merchandise.

Hogan said general manager Dan Easley was the driving force behind the expansion, as well as the upgrades to the state-of-the-art facility. The l5year-old Pleasant Hill location had been assembled piecemeal as needs arose.

Project manager Kelly transferred all the existing stock and trucks in one weekend. The business was closed for only one day.

Kelly has also worked for the company as an assistant manager, sales rep and trucking dispatcher.

The facility's design was thought

out carefully with a focus on an "efficient flow for the workforce and customers."

The management team knew the most important thing they needed was enough space for the volume of products they now carry.

"We did it on our own," HoganBrown said when asked how she went about designing the layout.

"In many ways, we were babes in the wood," she added. Some of the so-called expert advice they received turned out to be misleading.

"Combined we have 75 years of experience, so if one of us didn't think

They also separated traffic flow by creating individual aisles for incoming and outgoing trucks to accommodate the business' 50 to 60 deliveries per day.

Inside the store is a state-of-the-art door and window showroom. Complete with glossy, marbleized, and stained concrete floors. and 22-ft.high ceilings, the showroom utilizes some of the newest technology in the industry, Hogan-Brown said.

They hung lights lower than usual for a home-like feel and used lO-ft. high soffit ledges for moulding displays.

"We're excited to know we, as a fourth-generation, family-owned company, can expand and grow a facility," Hogan said.

of experience, So if one of us didn'tthink of what was needed, or how to get past an obsiacle. another one did."

of what was needed, or how to get past an obstacle, another one did," said Hogan-Brown.

She said they made a list of every SKU number and plotted out a space for it "after making list after list."

There are much wider aisles in the store and separate loading aisles for stock in high demand. By using Krauter Storage Systems, the owners say the inventory is more orderly and easier to access.

Since its grand opening June 2, sales have gone up l5%o.

"Along with having an expanded facility, we are now in the sweet spot," said Hogan. "We hope we can grow it beyond even where it is at now."

Coupled with Ashby Lumber's facility in Berkeley, Ca., the new location gives shoppers access to the company in both Alameda and Contra Costa counties.

Since the move, they have hired three additional employees, and all existing employees and management transfened to the new location.

"My father believed in the saying, 'I'd rather serve one customer 1.000 times than 1,000 customers only once,"' said Hogan. "We strive to uphold his vision."

INDIVIDUAL lanes for incoming and outgoing trucks handle 50 to 60 deliveries per day.

CUSTOMERS seem to appreciatethe dealer's roomier new ouarters.

SEPABATE wide aisles provide easv access to stock high in demand.

3*: i,, fi 3,o"I"k",T T:"3x:

"Combined we have 75 years

shal rst

Leverage rising lumber prices by oo revising your inventory management

By William J. Horst, CPA, CMA and Aaron D. Swiggum, CPA, CFE

THE l2 months leadin_e up to I December 3l. 2002. showed significant reductions in Random Lengths' Framing Lumber Composite Price. During this same period, Random Lengths' Structural Panel Composite Price has been relatively consistent. However. in the third quarter of 2003 both of these prices have increased sharply.

With the price

increase in the forest products market, the 2003 year-end may be an ideal opportunity for businesses to make the "LlF0" election

These price increases have brought forest products prices to levels that have not been experienced in recent times. The increases have set the stage for businesses that hold substantial amounts of forest products materials in their inventory to elect the last in first out (LIFO) inventory method at the end of the year, thus realizing a substantial tax savings.

LIFO is an inventory valuation method that assumes a company

expenses its lastly acquired raw materials first. As a valuation method. raw materials are not actually used first, however. In reality, the physical inventory is a blend of product purchased at different prices throughout the year. Many businesses today use the fir.st in first oal (FIFO) inventory method, which means the inventories are always retaining the costs that are incurred at the end of the fiscal year in their ending inventory. The LIFO method assumes the opposite and retains in inventory costs from the beginning of the year.

The LIFO inventory method is best utilized in situations like our current economy, where prices are on the rise, not when prices have started to decline or can reasonably be expected to decline more in the years subsequent to the election. With the price increase in the forest products market, the 2003 year end may be an ideal opportunity for businesses that retain a heavy component of forest products in their inventories to make the LIFO election.

There are several advantages to a LIFO election, including the income tax savings that is available to companies electing LIFO, particularly in times of rising prices. Instead of inventories reflecting year after year of price inflation, those higher prices result in larger cost of goods sold and

smaller profitability for both book and tax reporting. Depending on the amount of inventory and the price increases associated with it, these benefits can be substantial. They do not result in a permanent avoidance of income tax, but could result in the deferral of income tax, unless prices drop dramatically in the near future.

Consider, for example, a small lumberyard with $l million of inventory. This company is not currently using LIFO; however, if it would make this election at December 31, 2003. it would receive 2003 tax deductions totaling approximately $700,000, which would result in 2003 tax savings of $350,000. If the company then experienced reasonable growth in the amount of inventory held at year-end and experienced a reasonable increase in forest product prices, it can expect by the year 2005 to have achieved cumulative tax deductions of approximately $1,060,000 with a tax savings of $530,000. This presumes that both the price and volume of inventory will increase 57o in 2004 and 2005. If the inventory grows faster or the prices go up more quickly, these benefits will be substantially greater than this projection shows.

Another advantage of LIFO is that (Please turn to page 24)

Roseburg Froming System'" AND Stochton Wholesale Lumber

Quality engineered wood products for today's builder'"

Service-oriented Distribution Specialists from our own vard

r RFPI-Joisls r Rigidlom LVI r RigidRim Rimboqrd r

I Roseburg's legocy of delivering quolity wood producfs ossures you one of the most complele froming pockoges ovoiloble...

I Combine this wilh our repufolion lor excellenl cuslomer service ond compefilive prices... And you hove o porlnership of vision ond opportunily.

)ther products fron our distrtbution yard:

I Moxi-Plonk Fiber Cemenf Siding o ABICO Hordboord Hordboord Siding

I Mirolec Composile Trim I Douglos Fir o Hem-Firt Redwood o Cedor I Pine Commons I Permo-Choice Siding Trim

WHOLESALE a.,t/a.

P.O. Box 8006,Stockton, CA 95208 Lee Turner Matt Stanley Orville Chedester Ed Gale .Randy Roget .Ted Brackett (209) 946-0282 .Fax 209-946-0165 (800],647-7447

Panel buyers size up their suppliers

D)RICE is by far the most important |. factor in purchasing engineered panels, according to Market Resource Associates' 7th survey of OSB and softwood plywood buyers.

Next most important were consistent product quality, availability, lead time and experience with brand. Coincidentally, all trade groupsretailers, wholesalers and office wholesalers-ranked the five attributes in the same order.

Interestingly, online purchases of engineered wood panels appear to be decreasing. More than 98Vo of respondents said they bought no plywood or OSB online last year; in 2001, just over 957o did not make any online purchases. Approximately l7o said online purchases accounted for more than l07o of their overall panel purchases in 2002, down from 1.57o

Online purchases of

engineered wood panels appear to be decreasing. the year before.

Similarly, only 23.77o expected their online purchases to increase. down from 42.9% in last year's survey. Of those anticipating an increase, just over a third forecast the increase would be by l-l07o,less than a third said ll-25%o, and less than a quarter by 26-507o. More than threequarters predicted their online sales would remain the same, and only 0.2Vo thought it would decrease.

Honest negotiations with supplier

was cited by all three trade groups as the most important of 13 performance attributes. Overall, Shipment arrives as specified, On-time shipment, and Panel structural integrity (no delamination) ranked next. The three trade groups ranked, in the same descending order, Contact is easy to reach by phone, Knowledgeable sales personnel, General appearance of unit, and Unit contents clearly marked as the least important attributes in their decision-making process.

The study also asked the 703 buyers to rate their specific suppliers. Manufacturers faring particularly well included:

. Langboard, Inc., received the highest composite mark among all manufacturers, including the highest (Please turn to page 30)

What Panel Buyers Want

Buyers were asked to distribute 100 points among five overall attributes regarding the purchasing of engineered panels. They were instructred to give the most points to the attribute they felt to be most important, and so on, to total 100 points.

SIAIGLE SOURCE

EWP PRODUCER

/ Oneof the most complete froming systems

/ Hleets or exceeds industry ond APA quolity stondords

/ Committed to delivering on time, every time

/ fuly integroted monufocturing

/ fficient cost-effective prooucer

/ Dependoble long-term supplier

/ Sotes ond Morketing progroms toilored to meet your needs

/ Experienced soles, technicol, engineering & customer service osistonce

your mers Team up with

By Brian Tracy

IX/HAT is the purpose of a busiY Y ness? Every time I ask this question during a 6usiness seminar. the immediate answer I get back is, "To make a profit."

Wrong. The purpose of a business is to create and keep a customer. If a business successfully creates and keeps customers in a cost-effective way, it will make a profit while continuing to survive and thrive. If, for any reason, a business fails to attract or sustain a sufficient number of customers, it will experience losses.

No matter what your official title is, you are a salesperson fbr yourself and your company. And the best way to increase your value as a salesperson is to build your customer base. The most important factors for developing a successful customer base are po.sit ioning and dffi re ntiat iott.

Positioning refers to the way your customers think and talk about you and your company when you are not there. Your position determines whether they buy, whether they buy again, and whether they refer others.

Differentiation refers to your ability to separate yourself and your product or service from your competitors'. It is the key to building and maintaining a competitive advantage-the unique and special benefits that no one else can give your customer.

Here are three keys to keeping customers for life:

Relationship selling is the core of all modern selling strategies. Your ability to develop and maintain longterm customer relationships is the foundation for your success as a salesperson and your success in business.

For your customer, a buying decision usually means a decision to enter into a long-term relationship with you and your company. It is very much like a "business marriage." Before the customer decides to buy, he can take you or leave you. He doesn't need you or your company. He has a variety of options and choices open to him, including not buying anything at

all. But when your customer makes a decision to buy from you, he becomes dependent on you. And since he has probably had bad buying experiences in the past, he is very uneasy and uncertain about getting into this kind of dependency relationshi p.

What if you let this customer down? What if your product does not work as you promised? What if you don't support it as you promised? What if it breaks down and he can't get it replaced? These are real dilemmas that go through the mind of every customer when it comes time to make the critical buying decision.

The relationship is actually more important than the product. The customer may not know the ingredients or components of your product, or how your company functions, or how he will be treated after he has given you his money, but he can make an assessment about you and about the relationship that has developed between the two of you over the course of the selling process. So in reality, the customer's decision is based on the fact that he has come to trust you.

The second key to keeping customers for life is partnering for profit. When you deal with a business person. you can be sure of one thing: that person thinks about his business day and night. And if you talk to them and ask them questions about their business, looking for ways to help them run their business better. they are going to warm up to you and want to be associated with you and your company.

As a partner, you should always be looking to help your customers cut costs and improve results in their area of responsibility. Look for ways to

help in non-business areas as well. Position yourself as someone who cares more about the success of your customer than anything else, even more than you care about selling your product or service.

The principle of reciprocity in business is extremely powerful. If you do something nice for someone else, they will feel obligated to do something nice for you. Look for opportunities to go the extra mile, to do more than you are paid for, to put in more than you take out. By extending yourself, you improve your position and increasingly differentiate yourself and your company from your competitors.

The third part of keeping customers for life is consultative selling. When you position yourself as a consultant, you are really positioning yourself to serve your customer as a problemsolver. Instead of trying to sell something to your customer, you concentrate all your efforts on helping your customer solve his problems, achieve his goals, or satisfy his needs. You ask questions that help customers think through their situation in greater depth. And you listen to the answers, knowing that listening builds trust.

When asked why they decided to buy from a particular salesperson or company, people invariably point to: the company's reputation, the level of service and support offered, the reliability of the company and the salesperson, the responsiveness of the organization to complaints and requests, and the quality of the individual salesperson with whom they have been dealing. Price ranks at number seven or eight. Yet it's amazing how many salespeople get sidetracked into negotiating on price and then can't understand why they failed to get the sale.

- Brian Tracy addresses more than 250,000 salespeople and managers each lear. He has produced more than 300 audio/video prog,rams and written 36 books, includlng Change Your Thinking, Change Your Life. He can be reached al www.briantracv.com.

Capitol Plywood, Inc.

Product - Performance - Personal Service

Alder

Aromatic Cedar

Birch-Natural, Red & White

Cedar

Cherry

Mahogany-Philippine

Maole

oak-Red. white. Rift Red & white

Pecan/Hickorv

Poplar

Sugar Pine-#2 & #3 Common

Clear Radiata Pine

Teak

Walnut

* Other specles auailable by special order

Hardwood Plywood

Ash

Apple Ply

Aromatic Cedar

Baltic Birch

Bending-Mahogany & Poplar

Birch-Natural, Red & White

Cherry

Mahogany-Philippine

Maple-Natural & White

Mersawa

Oak-Red. White. Rift Red & White Obeche

Pecan/Hickory

Pine-l{notty & Clear

Teak

Walnut

V.G. Fir

Exterior Sidings

Breckenridge

DuraTemp

Fir-Select. Premium & Clear

Western Red Cedar

+Molding & millwork items bg special order

Plywoods

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 Items

Sound Board

Asphalt Impregnated Board

White Building Board

Chopping Blocks

Veneers. NBL & 10 Mil

Concrete & FRP Board

Prefinished Paneling

R-Max, Formula R-I50

White Insulfoam

Hardboards, Pegboards

White & Almond Pegboard

Temoered Duron

Medi:x. Medite FR. Extira

MDF-Formaldehyde Free

Liteweight MDF, Medite 3D

MDF, Particleboard

Underlayment & IndusLrial

Melamine, Vinyl

PB & Melamine ShelvinA

Slatwall, Redi-shelf

Melamine

Edgebanding Tape

Combination Panels

Green Ping-Pong Table Tops

WESTERN Building Material Association recently held its annual convention in Seattle, Wa: (1) Melissa & Curtis Jack. (2)John Hedges, Gary Maulin, Phil Schumock, Rob Mueller.(3) Joost Douwes, Tammy Kirkelie, Eric Fritch. (4) Tom Stumpf, Wendy, Bill & Jean Mackie. (5) Clilf Anderson, Sharon Wheat, Jeff Mancheni. (6) Steve Dolan, Cecil Cleveland, Alice Murphy, Heidi Meany. (7) Rob Anderson, Mike Maxwell, Bob Berwick. (8) Rick Essel, Kyle Conway. (9) Dave Baxter, Jennifer Rose, Daryl Holmes. (10)Jerry Gaukroger, Wes Just. (11) Norm Fahselt,

TuB Mpnculxr Macnzrne Decemeen 2003

Nigel Hanison. (12) Mark Weidner, Rob Rheaume, Ted Stamper. (13) Stu Stewart, Jodee Wolfe, Scott Becker. (14) Travis Kissner, Jon Clearwater. (15) Bill Collins, Brian Healow. (16) Bill Goudge, Mark Dodd, Jason Staley.(17) Jim Duncan, Jeff Swan, Jim Pruitt,Leonard Bolton. (18) Gayle Denman, Buck Wheat. (19) Chuck Stout, BruceAbel.-(20)

Betty Brish,RickSage, Bob Bush,Mick Bush. (21) Lisa Connor, Chris Perrin. (22\ Tina Krulich, Stephanie Masters. (More photos on next page, convention coverage on page 22)

fl ffi

WMBA'S c0nvention (continued from previous page) received a visit from National Lumber & Building Material Deaers Associalion head (1) Shawn Conrad (1eft), wlth B llStewart (2) Ken DiLoreto, JelfWarren (3) Jason Kunz, Deby Kohlwes, Mark Schaa. (4) Boger Fouts, Bichard & Sharon Stemper r5r Steve Bapnoch.Stacey Barer. Tom Borgen. Bob Vandewal (6) John Burrow, Pam Roberts. (7) Dean Kruckenberg, Christina Buttz. Scott Jacobsen, Joey S ms. Michele Pritchard. Cameron Adams. (8) Edd Lamar. Brett Lamar. Randy Stemper. (9) Doug Budell,

F.rt trt^

Wn,rtEsAt-E Lunour* ttc

F.rtt^.r

W...ro

Porrtot rNc; INC.

CCA Pressure-Treated Wood :mm:

suPA'lilrBER _ Borate-Treated Wood TimberSavef PT t-

I'honc (909) 350-1214 I;ax 909 350-9623

l-5-5(X) \'ulcrrcra ,\r c.. I-orltillta. (lA 92335

I- rrrail tts ut lrr l-fu1t(< ltacbcll.nct

Boger Little. Jason Johnson. Jim Turner. (10) Mike Jones. GaryHearne. Greg Sinclair (1 1)Tom Westbrook. Casey Voorhees (12)Ray Duncan. Danny Harper. (13) Korey Kier, Gary Smith, Dennis McWhirter. Jim Sakai. (14) J m Mattson, Kevin Bourn. (15) Brll Staley, Jeff Peterson.

Rrrnr:ns

Chintimini Forest Products. Albany, Or., and Modesto, Ca., is liquidating by year's end after a potential sale of the Z7-year-old, company fell through

Pine Tree Lumber, Escondido, Ca., has been sold bvMichael Wexler and Mark Wylind to Jack Brouwer, owner of Superior Ready Mix, endine 58 years of family ownership; operations include yards in Escondido and Fallbrook and sales offices in San Diego and Vista...

Kelseyville Lurnber will relocate from downtown Kelseyville, Ca., after receiving planning commission approval tobuild a larger facility on 17 acres on the edge of town

A.C. Houston Lumber Co.. Las Vegas, Nv., expects its new Indio, Ca., truss plant to be fully operational by Jan. 1 and will open a prefabricated wall paneling/truss facility in Indioby September 2004...

Adobe Lumber, Petaluma, Ca., is preparing to relocate within the coming months to a new site in American Canyon, Ca.

Parkro se Hardware. Portland. Or., will open a 30,000-sq. ft. store early next month in east Vancouver. Wa.

G&G Hardware, Temescal, Ca., lost its lease and is closing after 57 years; Mike Ghiorso is retiring, but his partners, Annabell and Sharon Graziano, are considering new locations in town ...

Lowe's Cos. recently opened new locations in Eastlake and Visalia, Ca., and Grand Junction. Co. ...

Lowe'snextmonth opens a $16.5 million, 160,000-sq. ft. unit

in Kailua-Kona, Hi. (Dan Stephenson, store mgr.); proposed building on 25.6 acres in Huntington Beach, Ca.; is roughly a year away from completion in Nampa, Id., and is considering sites in Cotati and Petaluma,Ca.

Home Depot this month opens new home centers in Kenai, Ak. (Terry Rahlfs, store mgr.; Holly Palmer, operations mgr.); Hercules and Mira Loma, Ca., and Wenatchee" Wa. ...

Home Depot will move into a shuttered Super Kmart in Oakland, Ca., and expects a second quarter 2004 opening in Nampa,Id. ...

Cole Hardware, San Francisco, Ca., has selected a former Walgreen's location to open its fourth store in the city

Grover Electric & Plumbing Supply, Walla Walla, Wa., is closing its doors ...

lf[norrslr:ns/illrutlcrunrns

Reliable Wholesale Lumber Inc. has opened a ZD-acre, rail-served contractor/wholesale vard in Stockton, Ca. (Eric Clouse, Northern Division sales mgr.)

Pno Group, Inc. bas relocated from Englewood, Co., to larger quarters in Centennial, Co. ...

Mendocino Wood Specialties Co., LLC, Ukiah, Ca., has been renamed TrueGuard, LLC; neither ownership nor location have changed...

MontanaWest Lumber. Missoula, Mt., sustained at least $500,000 in damage, including the loss of machinery and a 12,000-sq. ft. warehouse, in a Nov. 22 fire of undetermined origin ...

Canfor Corp., Vancouver, 8.C., agreed to acquire Slocan Forest Products...

D.R. Johnson Luntber Co..

Riddle, Or., was high bidder for a 586-acre commercial timber sale on Oregon's Little Canyon Mountain ...

Swanson Group, Glendale, Or., is now maintaining an inventory of green Douglas fir dimension at Delta Reload, Stockton, Ca.

North American Reload. Cloverdale, B.C., has launched a unique online, real-time inventory system for its customers

Correct Building Products, ILC will introduce fascia and newly designed post caps and post skirti in2004...

Capital Lumber Co., Phoenix, Az., and Building Material Distributors, Inc. (BMD), Galt, Ca., are now distributing TimberTbch composite decking products

Boise Building Solutions

Engineered Wood Products has joined the American Institute of Timber Construction ...

Anniversaries: Potlatch Corp., Spokane, Wa., 100th ... Pno Group, Centennial, Co.,50th ...

Housing starts in October (latest figs.) rose 2.9Vo to a seasonally adjusted annual rate of 1.960 million single-family starts climbed 6.2Vo to an annual rate of 1.617 million; multi-family (5+ units) were at 319,000 ... building permits jumped 5.2Vo to a 1.973 million annual pace.

FAX us your news!

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

Just FAX your news to 949-852-0231. (a free service)

Listings are often submitted months in advance. Alway-s verif dutes arul locafions v,itl't sponsor be.fore making plans tu attend.

DrcrilsrR

APA-Engineered Wood Association - Dec. 11, EWP design solutions seminars, Salt Lake City, Ut.l Dec. 16, Vancouver, B.C.; Dec. 18, Sacramento, Ca.; (253) 565-6600.

Portland Wholesale Lumber Association - Dec. 12. Christmas lunch, Doubletree Hotel, Portland, Or.; (503) 648-4156.

fnrunnv

Winema Hoo-Hoo Club - Jan. 9, meeting & past president's raffle, Klamath County Fairgrounds, Klamath Falls, Or.; (541) 882-7559.

Mountain States Lumber & Building Material Dealers Association - Jan. 12-15, estimating courses, Casper, Wy.; Jan. 19-22, Denver, Co.; (303) 793-0859.

Seattle Hoo-Hoo Club - Jan. 13, crab feed & past president's meeting, Crab Pot Restaurant & Bar, Bellevue, Wa.; (253) 796-7 155.

Black Bart Hoo-Hoo Club - Jan. 14, industry night, Broiler Steakhouse, Redrvood Valley, Ca; ('707) 462-3700.

Humboldt Hoo-Hoo Club - Jan. 15, annual crab feed, Eureka Inn, Eureka, Ca.: (707) 445-3521,

Western Pallet Association - Jan. l6-21, annual meeting, Rancho Mirage. Ca.: (305) 427-0938.

International Builders Show - Jan, 19-22, sponsored by National Association of Home Builders, Las Vegas Convention Center. Las Vegas, Nv.; (800) 368-5242.

iation news

Western Building Material Association recognized Rand Thomas, Thomas Building Center, Sequim, Wa., as Distinguished Dealer of the Year during its recent l00th annual convention and building products showcase in Seattle, Wa. (see photos, p. I6-17).

Jeff Mancheni, Central PreMix/ Oldcastle, Spokane, Wa., was named Supplier of the Year.

New officers were also installed during the meeting, including president Jeff Swan, Evergreen Lumber, Inc., Port Orchard, Wa., and v.p. Rick McCartney, Valley Best-Way, Spokane.

Lumber Association of California & Nevada installed Margo Conner, Pacific Home Do it Center, San Luis Obispo. Ca.. as president at its recent convention in Rancho Mirage, Ca. (see photos, p.44-46).

New lst v.p. is Greg Moss, Moss Lumber Co., Redding; 2nd v.p. Jim Taft, Ganahl Lumber Co., Anaheim; associates v.p. Debbie Donnell, Western Woods, Inc., Chico; treasurer Milton Johnson, Home Lumber Co., San Bernardino, and immediate past president David Jones, Foster Lumber Yards, Vallejo. New directors are Donnell, Scott Kassahn, Meeks Building Center, Sacramento, and Jim Cadwell, Reel Lumber Service, Anaheim.

Associates council chair is Tom Von Moos. Western Woods: events coordinator Rick Hermanson, GeorgiaPacific. Sacramento: insurance trust committee chair Eric Ziedrich. Healdsburg Lumber, Healdsburg; trustees Breeze Cross, Truckee-Tahoe Lumber Co., Truckee, and Dan Cerri, Mill Valley Lumber Co., Mill Valley, and NLBMDA rep Matt Petersen,

Mead Clark Lumber. Santa Rosa.

Rex Klopfer, Ganahl Lumber, is the new president of 2nd Growth, replacing Lisa Randel, Barr Lumber. David Abbott. Jones Wholesale Lumber, is now v.p.; Jim Nicodemus, Weyerhaeuser, secretary; Grant Pearsall, Capital Lumber, treasurer, and Chris Parker, Barr Lumber, director.

The first Lifetime Achievement Awards were presented to Bill Corvling, Dixieline Lumber Co., San Diego, and Frank Solinsky, Payless Building Supply, Chico. Mead Clark's Petersen won the President's Award, G-P's Hermanson was named Associate of the Year, and Weyerhaeuser's retiring Martyn Temple was honored fbr his years of service.

Mountain States Lumber & Building Material Dealers Association has enlisted Bill Darling to present blueprint reading and residential framing lumber estimating courses Jan. 1215 in Casper, Wy., Ian. 19-22 in Denver, Co., and Ian. 2'7-29 in Albuquerque, N.M.

Western Pallet Association will hold its annual meeting Jan. l6-20 at the Rancho Las Palmas Marriott. Rancho Mirase. Ca.

U.S. Rejects lmmediate GGA Ban

The Consumer Product Safety Commission rejected environmentalist organizations' request for an immediate ban on CCA treated lumber.

The federal regulators unanimously voted to uphold its staff's determination and recommendation that a ban was unneccessary, primarily because CCA was already being phased out for residential uses by year's end.

Since the phase out applies only to new products, the commission and the EPA are investigating options for coating existing CCA structures.

Belter, Eqsier, Lower Cost

We won't moke you woit. You'll know when we ore comingmoving your lumber shipment from origin to destinofion on lime. Our l-5 service is vour solution.

For the lost severol yeors, Union Pocific hos delivered relioble ond consistent service in our l-5 Corridor. Our l-5 service olfers cuslomers:

occess to oll lumber mill origins lorgest cenlerbeom tleet in the roil industry consistenl tronsit schedules (on overage of 5 days to N. California, 7 doys to S. Colifornia ond 9 days to Phoenix ond Las Vegas)

- cost sovings over lruck

- four times the loding copocity of trucks

- more flexibility for your unlooding crews

No occess lo roil service of your origin or destinotion? No problem. We hove relood centers throughout the service oreo to lood shipments between roilond truck - ollowing you to toke odvontoge of our l-5 service.

Coll us ot 800-544-4129 or visit us of ww.up.com to leorn more oboul this fost, economicol ond relioble service.

approaching Rim Forest Lumber Co., Rimforest, Ca., Oct. 28. Little and fellow Harwood forester Tom SmytheTom Smythe were among members of Strike Team 28004 assigned to protect Rim Forest the night belore, slafling an Ollice of Emergency Services Engine from Laytonville, Ca. Along withfour other engines from Eureka, Fort Bragg, Santa Rosa and Lake County, Ca,, they helped keepthe wildfire lrom the vard.

FIRE MOUNTAIN: Harwood Products resource manaoer Jim Little orovided the above photograph ol the Southern Caliiornia "Old Fire"

New Inventory Management

(Continued from page l0)

company managers are more inclined to work to match current selling prices with current costs because the cost accounting practices are geared to provide those matches automatically. When sales contracts are negotiated or selling prices set, heavy reliance on the most current cost is an absolute necessity because that will be the benchmark used by the accountant to determine profitability. As a result, revenue and expenses match, providing a clearer picture of financial performance.

Matching current revenues with current costs on the income statement is also an advantage. Since every dollar of inventory is a dollar of profit, by valuing inventory at the higher price, the company actually adds to the bottom line. By using LIFO, a company is expensing the most recent costs of acquisition of inventory against the revenues generated by those acquisitions. Thus. the company is retaining in inventory the beginning year costs so that the LIFO election favors accurate reporting of income on the income statement.

requires that both the financial statements and tax returns of the company be on the LIFO basis. Therefore, publicly traded companies or others depending on financial performance and the significant influence earnings may have on stock prices, may want to carefully consider the disadvantages associated with reporting lower profits and thereby reducing stock prices. This same point needs consideration with lending officers or creditors who use financial performance data to evaluate a company's credit standings.

Financial managers also need to consider that for income tax reporting the LIFO election will not allow any reductions on inventory valuation for obsolescence, market values or any other reduction of inventory value. The standard for LIFO for tax return reporting purposes is cost. Generally speaking. however. the company is allowed to have obsolescence. market value or other reserves for financial statement reporting purposes.

LIFO election does result in slighr ly higher administrative costs. However, this disadvantage is potentially offset by the tax savings this election could provide compared to the current inventory valuation methods.

The LIFO election is made bv fil-

ing Form 970 along with the company's income tax return. Using the maximum number of extensions allowed by the IRS, the latest filing date for these forms is nine-and-a-half months after the close of the company's fiscal year.

There are numerous decisions to be made related to the filing of Form 970 that are best made with a qualified advisor who is familiar with both the company's inventory and the LIFO tax and accounting rules. To avoid violating the conformity requirement imposed by the IRS. it is important not to issue any 12-month year-end financial statements without at least an estimate of LIFO impact on those financial statements.

Therefore, the striking advantages to electing the LIFO valuation method far outweigh any potential disadvantages. And, with lumber prices elevated to current levels, consulting with your tax advisor regarding the LIFO election for the 2003 year-end could enable your company to realize a substantial tax savings.

- Mr. Horst is the managing partner and Mr. Swiggum a manager at CPA firm William Vaughan Co., Toledo, Oh.

y'Ournew state of the art radio frequency kilns will dry your timbers in days instead of weeks.

y'rn"only process that dries uniformly to the core, significantly reduces checking, cupping/ twisting and warping. y' nvailaU e S4S, Full Sawn, or with our patented PNRIffi^ o, W textures in lengths up to 40 ft.

Keep in mind, however, the IRS

DMSi software ptovides the technologr toolsyou need to run your building material distribution business more profitably. You'll benefit from industry specific features for:

Customer Service

. OrderProcessing

.

Purchasing

.

InventoryControl

Warehouse &Shop/Production Management

E-Commerce & Electronic Catalogs

Sales Analysis & Business Intelligence

FinancialAccounting & much more

Don't miss your chance to jump on the flast lane with nearly 300 building product companiescruising into the future with DMSi.

Callorvisit us online today!

402.330.6620

Confused?

As we approach the 2004 transition deadline, rely on us to provide you with fast and accurate information regarding your treated lumber needs.

Distributors View Latest Software

Fascination with new electronic commerce, warehouse management, and wireless Windows technology make these favorite topics the hot-buttons for efficiency in 2003 among distributors of lumber, millwork, laminate, roofing, siding and building materials. Distributors attending the recent DMSi Partner Conference in Omaha, Ne., inquired about these avenues more than any other throughout the two-day meeting as they experienced and discussed the newest software innovations.

DMSi c.e.o. Jim Hassenstab opened the conference with remarks to an enthusiastic and generally optimistic group of building product distributors coming off a season of higher than average business revenues.

Several distributors then shared their exoeriences and strategies with the latest technologicil advances. Millsource, Montevallo, Al., is running real-time Warchouse Management Systems (WMS) in three locations, with plans to implement the same system over the next year in its six other locations.

According to Millsource's Rick Pearson, "Order accuracy is one of the key benefits of running a real-time WMS. We have a system-generated tally sheet showing us exactly what was pulled for each order. The items the customer ordered now match the items they receive, in the right quantity. I know that sounds simple, but in the millwork business that wasn't always the case."

Pearson added that since WMS has been running at Millsource, 99.9Vo of the time the right material is on the right truck. "Reaching higher than 997o accuracy makes for very happy customers," he noted.

Other wholesalers are adopting e-commerce solutions, such as EDI, online catalogs, and online ordering capabilities. Chris Cramer, Boise Building Solutions, Boise, Id., said, "We believe in StockNet, DMSi's online catalog. It's a platform we can use to provide business-to-business system integrations for our customers and our suppliers."

Grand Rapids Sash & Door, Grand Rapids, Mi., has had success with the EntryNet online ordering solution. "Our customers find value in EntryNet when they see how easy it is to order products online," said Dawn Hemond. "They immediately realize online ordering can save them time and increase productivity. It's a win-win situation for building product distributors, our vendors and our customers."

The conference, titled "One Source, Endless Solutions," also featured educational classes. exhibits. demonstrations and discussion forums for each industry sector.

NNSO@oOSOooO-OO @N@ONOOrOrOOoo@ @N@OO6rO@O@@tsO@ FrA99';q';cY9oP?99?o?

OOOTONN@n@OF@6N o*o@ooro@@oo$sr ooo@@Noon@N@@oo

OOts@NOFOO@OOOON OOSO*OOOhOOts-ON

<OOOO@OO-OO NOO@ F€ONNTNONOF tOOO FSON6On--NO N-On l{,cIE'?9o?\'Frc?oP9 |{)T?c?

O@NSr@NTOOO @ONN o@@o$NN*@@@ @NNO N@@ON@OON@O O6@O oNoNoNoo*60 00No OFC-ONO-OOO OOOO q+Eqq999c+9

EE*: ii!SHA i=: :€' TEBE

+ONOts@oOo-oo++oSoNON o@ @oo@@or o oo@@@ o$ aocD o$o@tN@o@oo@ts@o@N@o a? |i =fT T 9 ? c? I + |ro o N o + @ o N o@@ o@s os ooo6+ + 6 + +.Ao5ob toNos@NN@N@o@@otNNb@ ooNoo@tsN@NoN600NNo<N OOOOO*OO-O-NbOOO@OOO @OO@OOOO+O$@--OOOO@O

@oNOtF@ON @@tsoo@Noo oooF@o€NN cyc?\'9g,oPt?cy09 @@@FON-+@ o@o€a@oNN rNgo*+NN@ soFN@$ooo ooNoNo+oo @@@@6@666 -1-1-1:-1-1-1-1-1

SSOOTts osoNN@ @rooo< ONO@-N octo-o* ro@@@o @ooro6 rO@OOO oooN@o O@NNN6

ooo@o@ O@NF*@@oo@o SS-O@O NNOO$@ gooooN +o@o@o O@NOoF o@$ooo

OrrN@rNO o@@@oooo N@-@NONO 9FiP\oP99f ONTNNONO oNo$NNOO NOON6ONN NO@@ONOO soo@oooo

i; i9,:c : !€ i:E€ i : s ie.F's

E; -.9 < oii.9 € P bo "'! b'66 SEEE€Efi8 aF!r ax;EJ.=J& fn€?€F.8; EE gE'E= =E uloh=Pe=od

tr = cr =.-.aQ);\O ts [ *I x 6.. $tI=L/ ; = ;iA o'>\ A f XiX -.E q C) S5 ZE b € ^T cq! € -ri-:. sq f - EAsE E$ ga FE!d ni--Li^-a iE B.€ €g.E$ ! a E l, ,'l 9 oo= S -z,I 3 F ;.1 E :* E*EEq"E.F c.r6 tr F€ Ei!u =$ 3fi F€;:r si--i g_i:io'==t €',j. :?gqA;5lEv]!F-.lr?9 o{E.9?:o =:\id E3; H 5 Ei trF.=4<ho-ocg geEs';Eg=? c.r 3 H'!;l'l b r H F2EE;€fr€t

L-P Selling Tacoma Sawmill

Louisiana-Pacific Corp., Portland, Or., agreed to sell its Tacoma Tideflats mill to Pony Lumber Co. LLC, a newly established partnership headed by Walt Wirfs, a former v.P. of LP's lumber and plywood division.

PonyLumber is a partnershiP between Portland-based Veber Partners merchant bank, headed by Gayle Veber, and Wirfs, who will serve as majority owner and mill manager.

The Tacoma, Wa., facility, which produces various lengths of 2x4 and 4x4 hemlock lumber, was built by Cheney Lumber in 196'7 and sold to L-P in 1974.

The deal is set to close by the end of the year.

L-P has said it's on track to complete its divestiture of non-core assets by year's end. Of nine sawmills Put up for sale in 2002, L-P has struck deals for eight; it has yet to reach an agreement for a facility in Michigan.

Yard Mainstay ls Moving On

There was no fancy send-off or gold watch presentation when the hardest working employee at Main Buiding Supply, Rogue River, Or., recently retired.

Instead, the retiree-a poPular red delivery truck-was donated to a family member. "We finally decided that the truck had done its duty long enough that it deserved to be retired," said Darren Jahn. "lt became increasingly expensive to keep it in service."

During the last 32 years, the Ford F-250 Sport Custom truck has made innumerable deliveries and carried local Little League teams in countless parades.

A new Ford F-350 SuperdutY has been named its successor.

BVC Doweled

Lodgepole pine post, poles & rails

l-112" to 12" Diameter in Stock Doweled Rail Fencing .

2" BVC Tree Stakes

3" BVC Tree Posts

. Light Posts

. Standard and Fancy Bollards

Special Milling: Split, Quartered, Slabbed, Sanded, Smooth Peeled & Hand Peeled

. Available Textures Natural (No Bark) Barky (call for quotes)

Dan Furlong has been promoted to millwork area mgr. for Spenard Builders Supply, overseeing the Kenai and Anchorage, Ak., millwork shops.

Martyn Temple is retiring after 38 years with Weyerhaeuser Co., Long Beach, Ca. Dick Foshage, Leo Powers and Don Walker are retiring Dec. 3l from Weyerhaeuser's Western Sales Center in Federal Way, Wa., representing a combined 116 years with the company.

Charlie Cain has been named general mgr. of lumber sales for Fairfax Lumber & Hardware Co., Fairfax. Ca.

Marietta Dodson, ex-All-Coast Forest Products, is a new account mgr. at Capital Lumber Co., Denver, Co.

Ruth Ann M. Gillis, Exelon Corp., has been elected to the board of directors of Potlatch Corp., Spokane, Wa.

James Branham has resigned from Pacific Lumber Co., Scotia, Ca., after four years as government affairs director to become undersecretary for the state's Environmental Protection Agency. Mary Bullwinkel, mgr. of public affairs, has also left Palco after 14 years. Erin Dunn is the new public affairs mgr.

Nancy Bloch, daughter of Bloch Lumber founder Ted Bloch. has joined Progressive Solutions Inc., Richmond, 8.C., as senior account mgr., based in Corte Madera, Ca. Eric Peterson, president of Home Depot's Northwest Division, Seattle, Wa., has been promoted to president of strategic markets. Kent Chapman is store mgr. of the recently relocated Home Depot in Clackamas. Or.

Marina Mont 'Ros is the new office mgr. at LJB Lumber Sales, Tigard, Or.

Michael O'Neil has started a Tucson. Az., office for Shamrock Buildine Materials. Eugene. Or.

Craig Lampe, v.p. of sales & marketing, Wanke Cascade, Portland, Or., has retired after 33 years in the flooring industry.

Al Fortune, ex-Davron Forest Products, has joined Twin Rivers Products, a division of The Waldun Group, as cedar lumber sales mgr.

Kenneth R. Farrish. ex-RSI Home Products, has been named president of Atlas Roofing Corp., Atlanta, Ga., succeeding Ronald R. Fredin, who has retired after more than 20 years.

Michele Bickel has been appointed marketing director for Royal Crown Ltd., replacing Deron Manwaring, who is now national marketing & sales mgr.

Robert Phillips has joined Solatube International Inc., Vista, Ca., as marketins director.

Timbers, all species Standards pattems

. Redwood Fingerjoint

o Westem Red Cedar

Fingerjoint Douglas Fir

Fingerjoint

.ln-House Milling l-'/,Acre Enclosed Warehouse

.6-Acre Faciliry

DeliveryAvailable

Rail Service

WHOLESALE

Bert Silva is now in sales at Pacific Lumber Co., Scotia, Ca.

Chris Tritschler and Noal Kraft, Forest Grove Lumber Co., McMinnville. Or.. vacationed in Cancun over Thanksgiving.

William "Bill" Bolton was appointed board advisor to Ace Hardware Corp.'s board of directors.

Jon Hansonhas joined GRK Fasteners as national sales & marketing mgr.

Ruth DeNault, president, DeNault's True Value Hardware, San Clemente, Ca., was honored with Concordia University's Faithfulness & Excellence Award.

Shirley U. Geste is analyzing executive compensation for MungusFungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Lanoga Funds Green StudY

Claiming green certification makes good business sense, Lanoga Corp. is donating $35,000 to help two organizations assess Washington state trust lands for cerlification.

This marks the first time a wood company has helped pay for certifica-

tion on state land, according to the Pinchot Institute, a non-profit conservation group that studies certification.

"This is the first time any retailer has stepped to the Plate," said Catherine Mater, Pinchot Institute. "This is such a benchmark."

"We think it's the right thing to do," said George Finkenstaedt, v.p. of market development for Lanoga.

Although state officials are not sure if certification will pay off in the long run, they want to learn more about how it will work in Washington forests. The state's Department of Natural Resources oversees about 2 million acres of forest trust land, including the 1.2 million acres west of the Cascades that will be evaluated for certification.

The evaluation, conducted bY scientists working for both groups could lead to SFI or FSC cenification. The scientists could also set conditions the state would have to meet to get certified, such as fewer clear cuts or more environmental reviews.

Although certified wood is onlY a small percentage of Lanoga's business, in the future the company hopes builders and consumers will look for the sreen certified label.

Panel Buyers Rate Suppliers

(Continued from page I 2 )

rating for Knowledgeable sales personnel, Easy to order from, On-time shipment, Handles claims well, Structural integrity, Panels remain flat, and Overall satisfaction with brand, plus the best mark among OSB producers for Shipment arrives as specified.

Boise Cascade/Voyageur Panel Ltd. earned the highest rating overall for Arrives undamaged, General appearance of unit, Unit contents clearly marked, Contact is easy to reach by phone, and Consistency from sheet to sheet.

. Grant Forest Products earned the highest mark for Honest negotiations.

. International Paper earned the highest mark for Arrives as specified among all manufacturers and the top ranking overall among plywood producers, including for General appearance of unit, Contents clearly marked, Knowledgeable sales personnel, and

Hffi

Easy to order from.

. Boise Cascade received the highest mark among softwood plywood producers for On-time shipment, Consistency, Remain flat, and Overall satisfaction with brand.

. Roseburg Forest Products Co. received the highest rating among softwood plywood for providers for Arrives undamaged, Honest negotiations, Handles claims well, and Structural integrity.

. LP Engineered Wood Products received the highest mark in plywood for Easy to reach by phone.

Nonetheless, in the majority of categories, the highest rankings-and lowest-went to companies rated by fewer than 50 respondents, resulting in a larger margin of error.

Complete results of the survey are available from Market Resource Associates, l5 s. 5rh sr., 8th Floor, Minneapolis, Mn. 55402; (800) 79530561 www. mraonline.com.

SPEAKER of the House Dennis Hastert recently spoke at the home ol (1) Rick & pattv Anfinson, Anfinson Lumber Sales, Fontana. Cd. (2) Hastert, Carol & Creighton Anfinson. (3)

The lund raiser benefited U.S. Reoresentative Ed Royce. (a) Lt. Col. Russell Barber, the last living chaplain from D-Day.

I Irrr.rcio .\nd r,t.lL'

5tt'r t B.rtick

l'aLrl Illevins

( ht'to Chicas

Iose ( ltic.t,s

K,rrt'n Lll ltc

\ ir'k I:r'r'gtt'ttu

t t'L ili.r (,.rllc,qos

\ ine t' (,,r Ilorlat

lLrlian (iornt'z Stevr- Goodnrrrr

Iirrss Hiue: llruer Kcith

liol.rlto Lattrlt'rLtt

Iu,rrt I.rt'et1o

l('l f\ I ()l1g

IirL,br' \l,rlorrc

r\grtsLirr \'lorcuo

lir.rtl \lorterrrt'tr

llud Olrr ciL,r

Ii.rl.rr,l [rantoj.r

(,el)fgf i)art1t-ll

\lieh.rtl P.rnell;r

I'eft'r I',r'rclla

l,rnct l'inrcutel

Nt'stor l'i t.ttetrtt'l

()scrr l)or'ljllrr

\ olmd,t Roclligr,rcz (,,rbrie I St-gura

Bill Sh.rrp

l.ois I.rvcrtner

l\lclinda Trvlor

\l.rurieio Iottr

I'ett'r'Llltr,r

fl1'f i111 \ ,rstlrtez

Ilrbr'rl \\ illi,rms ['anrc]a \\'intcrs

WESTERN WOOD Preservers Insttute held rts annua meetino Nov. g12 at the Fatrmont Princess Resorl. Scottsdale, Az. 11) Newireasurer Dave Perry. Extenor Wood Washougal, Wa., secretary Ted Hodgkiss. Allweather Wood Treaters, Washougal: v,p. Georqia Baiter, J.H. Bixter S.an Mateo Ca.t pres dent John Ferlin Brooks Mfd. Beitinqham Wa.. exoflcio Alan Jackson, Pacf cWoodPreservng. Bakersfield'. Ca. (2) Scott

lvlcNarr. Kenn Brooks. Joe Passadore. (3) Donna & Corry McFarland. 14) Paul Goydan Steve Feeder. (5) Janis & Dan Kristiansen. (6) Jerry Parks Ted LaDoux, Mark Crawford (7) Joan & Ted Hodqkrss. Kevin & Rob n Comerford (8) LloydDocter, Kevin & Laura Royal (9) Joyce & Ben Lucas. (10) Dick Jackson Chris Simonian. (11) John & Mimi Ferlin (12) Stephen Smith. Jeff Parrett. (13) Brian Delbrueck. Denn s Hayward. (14) Bill Ba dw n, Tom Peterson WWPI honored i{' u Peterson. who s ret ring lrom McFariand

Cascade, Tacoma, Wa., at the end of the year Also a[pointed durlng the meetrngwere utility pole committee chair Randv Ba evs. J.H Baxter, Eugene Or : lumber & plywood committee chair Mtke Von pinnion. Royal Pac fic ndustries. lVcMinnvi le. Or., aquatic applications committee chair Ben Lucas. Stel a-Jones.New Westminster, 8.C.. and reoulatorv affa rs comrn ttee cha r A an Wade, Allweather Wood Treaters '

products

Dimpled Foundation Wrap

A heavy-duty, leak-proof moisture barrier that bridges foundation seams

and cracks of any size is now offered from Cosella-Dorken.

Delta-MS Foundation Wrap's 5/16" dimples provide an airgap to allow concrete walls to breathe and dry, even iftorn.

Any water that enters flows down its surface to the drainage bed. It can be used underneath f6undations to prevent upward movement of moisture through the concrete slab.

Its airspace is said to prevent cracking and shifting caused by freeze-thaw cycles and accommodates settling that occurs from aging.

It comes in 65.5' rolls that are wrapped around foundations, overlapped, and sealed at the joints for protection against groundwater.

- Please contect (888) 435-8224 or visit www.deltams.com

Straight Finish Nailer

A cordless straight finish nailer that can drive two to three nails per second is available from Paslode.

and a 60-hertz electric motor. it is said to produce low noise levels-under 70 decibels.

- Please contact (877) 344-4375 or vi s it www. gene ral equ ip.com

Quartet Of Tubing Cutters

A new line of professional tubing cutters has been introduced by Lenox.

The Impulse IM250 II, weighing 5.3 lbs., is ideal for applications such as crown mouldings, chair rails, baseboards, paneling, window casings, door jambs and cabinetry.

It drives l6-gauge, smooth galvanized straight nails ranging from 314" to 2-112." The tool features adjustable depth of drive and no-mar work contact tips that purportedly make nail placement easy and reduce damage to wood trim.

- Please contact (800) 837-7123 o r v s it www.pas lode.com

Floor Scraper With Power

An electric floor covering scraper is new from the General Equipment Co.

Designed for removing materials such as carpet, ceramic tile, linoleum and mastics, the Rip-R-Stripper is ergonomic and has multiple removal accessones.

Builr wirh a 314-hp. il5/230 VAC

Engineered for plumbing, electrical and HVAC contractors. the tools reportedly ensure a clean, accurate cuts and feature innovations that address common contractor complaints about productivity and down time.

The line includes a I-3l8" capacity tubing cutter, a l-314" tubing cutter, a 2-518" tubing cutter, and a large capacity mini-tubing cutter with a l /8" to | - l /8" cutting capacity.

All four feature on-board wheel storage with one extra wheel that is

easily removed from the case and attached with a screwdriver. A fullstop system keeps the wheel and roller from colliding after cutting, keeping the wheel sharper longer.

- Please contact (413) 525-9646 or visit www.lenoxsaw.com

Suck lt Up

Reportedly the first cordless/corded portable two-gallon wet-dry vacuum designed specifically for contractors has been introduced by DeWalt.

The DC500 runs off 12-,14.4- and I 8-volt battery packs, or it can be plugged into a 120-volt AC electrical outlet.

Its portable, compact design with on-board storage keeps the hose, cord, wide nozzle, and crevice tool together for easy transport.

A drain port on the front of the vacuum allows users to empty any Iiquid in the tank by simply unscrewing the cap instead of removing the entire canister lid.

- Please contacr (717) 431-0481 or visit www.dewalt.com

Two-Headed Drill

Conquest Industries is now offering a horizontal construction drill with two independent axis heads. One head is for vertical drillins and the other for horizontal drillins. -

Not having to switch the -heads is said to increase precision and tolerance, because the user doesn't need to adjust the head during use.

- Please contact (562) 906-1111 or v i s it www.c onq ue stind.com

Tie-Down That's A Cinch

A unique tie-down and bundling system for safely securing and transporting equipment or construction materials has been introduced by Perhacs Design.

The Rope Clincher can be applied anywhere on a single line of rope already tied in place, or used to join two loose ends of a rope

Rope is threaded through the device, pulled tight and held firmly by a V-locking wedge. The sturdy onepiece unit accommodates solid braided rope from 3116" to 112".

- Please contact (800) 343-3275

Porcelain Tile Blade

A narrow width diamond blade designed for fast cutting of porcelain tile, granite, quarry tile, glass and dense floor tile is new from Felker.

Because of its thinner 60mm rim, the TM-7 porcelain tile blade reportedly cuts quicker with less risk of chipping the material.

- Please contact (800) 365-4003 or v s it www.fe lke r s aw s.c o m

Sticks Fast To The Roof

Fastac, a fast-acting two-Part oolvurethane adhesive for use on a wide variety of substrates, has been developed by Atlas Roofing Corp.

The low viscosity, water-blown spray adhesive is said to offer exceptionally high bonding strength and a wide temperature application range.

The adhesive bonds to polyiso, fiberboard, concrete, gypsum board, wood, painted or galvanized steel, smooth or prepared gravel BUR, caPsheets, smooth or granulated modified bitumen, polyurethane foam and other related clean and dry surfaces.

- Please contact (770) 933-4479 or v i s it www.at las r o oJtn g.c o m

Cover your projects before the roof goes on.

For virtually any project, residential orcommercial, for virtually any application and all major building codes, LP is proud to be there with an l-joist specifically designed for the job. Engineered to bestraighter and stiffer than traditional lumber, LPI Joists reduce the problems that naturally occur as solid sawn lumber dries - like shrinking,warping,splitting and crowning. That means floors and ceilings that are more true, solid and uniform than ever before. lt also means stronger andmore efficient, because pound for pound LPI Joists have a greater load-bearing capacity than traditional lumber, so floors and ceilings can be designedwith less material, not less quality. Add a great warranty and environmental efficiency and LPI Joists become the smart choice for today's builder. For information contact 1.800.999.9105 or visit the LP web site at www'lpcorp.com.

Steel Fencing Fasteners

A new line of stainless steel fasteners for the fencing industry has been developed by Alloy Fasteners, Inc. The tek screws. tapping screws.

and thread cutting screws are available with a variety of specialized coatings to provide high corrosion protectron.

The fasteners can be painted to color match any application. A UV additive in the paint helps prevent fading.

The fencing connectors come in 410, l8-8, and 316 stainless steel.

- Pleese conrect (617) 367-0100

o r vi s it www.al ktyJ'aste ne rs.com

Get Ready For lmpact

A new 14.4-volt cordless impact driver from Makita USA features hish torque in a compact. lightweig-ht oeslgn.

Designed for a wide variety of fas-

Quolity Weslern Cedor Products

tening applications, the 6932FDWDE comes equipped with a two-piece D28 motor with dual ball bearinss and replaceable brushes.

TfianR {ou,

Increased control and feedback are made possible with a total control trigger with true variable speed, ensuring consistent fastening with no large jumps in RPM.

- Please contact (800) 462-5482 or v i s it www. makitatoo ls.com

Customize Your Cabinets

Timberlake Cabinet Co. has introduced new accessories to complement its Portfolio Select, Portfolio and Value-Built cabinetry collections.

New options include: hardwood veneered plywood sides, 6"-wide reversible decorative fillers, crown and ogee pilaster decorative mouldings, plinth blocks, pyramid blocks, and appliqu6s.

- Please contact (540) 665-9245 or v s it www.timbe rlake.com

Upqraded Sander

MEtabo Corp. is now offering a sander with a rubbercoated top and a two-position side handle.

The SR356 is a 173-sheet orbital finishing sander that reportedly deadens vibration and increases operator control.

The tool features a die-cast aluminum base plate with a sandpaper clamping system that incorporates rubberized pressure pads.

- Contact (800) 638-2264 or visit www.metabousa-com

VinvlFloorinq Additions

Do'mco Tarkett Cimmercial has added natural slate and porcelain designs to its PermaStone Flooring Collection. Part of a l6"xl6" format vinyl tile collection, the tiles are l/8" thick with a Tritonite wearlayer, backed by a 20year warranty.

- Contact (800) 877-8453 or visit www.naJco.com

Whenyou think of Quality Pressure Treated Wood...

CCA

CHEftIOII]IE I

CA-B

Brian Keefer, Mike Griffin and Terry Coon are focused. We do one thing and we do it well. We are a leam of engineered lumber professionals with over 70 years of combined industry experience. At North Pacific Lumber, you get expert technical assistance and a full line of engineered wood products for residential and commercial construction.

Rail siding, drying and storage availnble. 3400 Patterson Rd. (P.O. Box 890), Riverbank, Ca.95367

www.thunderized.com' thunderbolt@ bigvalley.net

(800) 826'8709' Fax 209-869-4663

Bob Palacioz, Regirtnal Sales Manag,er

(9 16) 402-3248' bobpalacioz@ sbcglobal.net

Flexible Window Components

A bendable window component dystem made from custom-blended PVC to minimize expansion and contraction and elimin_ate rotting is new from tioyal Mouldings.

Using the Round Top Window Quick-trim system, custom round tops, ovals, ellipticals, octagons and-circles can be created without the need for laminating once the Drocess is completed in one-third of the fabricatidn time of a wood window.

^ The-system has available a convection heat system for fast and easy bending of profiles.

Grille options include interior grilles, exterior grilles and grille-between-glass. Interior giilles are availablE with stainable Clearwood; exterior grilles have Reacli Finish for UV and weather resistance.

- Please contact (276) 783-Sll or go online at www. royalmouldings.com

uones

Donald Joseph Derbes, 81, lumber trader for Product Sales Co., Orange, Ca., died of an aortic aneurysm Nov. 6 in Riverside. Ca.

Born in Addis. La.. Mr. Derbes served as a U.S. Air Force fighter pilot in the European Theater in World War II. He began his lumber career in 1947 as general manager of Palm Springs Builders Supply Co., Palm Springs. In 1960 he became manager of Valley Lumber & Supply Co., Indio; in 1962 sales manager and director of operations at Inland Lumber Co., Colton; in 1976 general manager of Rolando Lumber Co., Etirvanda; in 1982 sales manager and purchasing agent for H&M Wholesale Lumber, Etiwanda, and in 1986 a lumber trader at Whittaker Forest Products, Santa Ana. A year later, he joined Product Sales.

Mr. Derbes was 1977-78 president of the Lumber Association of Southern California (now Lumber Association of California & Nevada).

Rene6 Bates, 46, salesperson with Fontana Wholesale Lumber, Fontana, Ca., died ofbreast cancer Nov. 23 in Fontana.

A 25-year industry veteran, she worked for Robbins Lumber, Fontana; Foothill Builders. Fontana; Chandler Lumber, Fontana. and Ole's Builders Mart, Fontana, before joining FWL in 1991.

Charles Lewis Spence, 86, long-time operator of Pacific Lumber & Shipping, Seattle, Wa., died Nov. 4.

Mr. Spence joined his father's timber business after serving in Navy intelligence during World War II. He took over Pacific Lumber & Shipping a few years later, after his father's death, and helped launch new Far East markets for Pacific Northwest logs.

The company has since sold off its three Washington mills, but continues to export logs.

Kenneth C. "Abe" Willis, 85, longtime California lumber and fencing veteran, died Aug. 1 in Glendora, Ca.

A World War II Army veteran, he got

his start in 1955 when he and his wife, Leona, acquired Charley's Fence Co., Baldwin Park. Ca. He gradually transitioned the firm from an installer/retailer into a remanufacturer/wholesaler.

He also co-founded Mission Fence, Pomona, Ca., later buying out his partner and moving the business to Eureka, and in 1978 acquired wholesaler T&R Lumber, Rancho Cucamonga, from retiring Joe Terrell.

Mr. Willis retired in 1989, closing Charley's Fence, selling T&R Lumber to his grandson-in-law, Philip Guardia, and selling Mission Fence to Bob Britt.

He was a founding member of the International Fence Industry Association (now American Fence Association), served as its first president in 1963, again was president in 1972, and was an inaugural inductee into its Hall of Fame in 1984.

Edward Lanctot, 84, retired longtime general merchandise mgr. of Cotter & Co., which later became TruServ, died Oct. 30 of complications from a stroke.

Mr. Lanctot began in the hardware business after high school in 1936 at Kelley How Thompson, a hardlines distributor in Duluth. Mn. He was the first person hired when co-worker John Cotter launched his own wholesale co-op in 1947.

He reviewed credit reports and created a list of 3.000 dealers in the local area that fit the profile they were looking for.

As its first head of buying, merchandising and advertising, he created the company's first direct mail piece, a 32-page, twocolor catalog in 1948.

By the time he retired in 1989, he had helped the co-op grow to 7,000 True Value stores.

A PETERMAN LuvtBER,r*..

HARDwooD sPEctAllsrs.

HepPvHor;;I $

The Soun cE oF Quaurv for your manufacturing needs:

. Hardwood lumber & hardwood plywood products

Panel products - melamine sheet goods; particleboard & fiberboard

. Domestic & exotic veneers

. High pressure laminates

. Architectural millwork products - produced on our site to ensure the highest standards of qualitY

PErEnvaN LuMsn& INc.

CaIl today: (800) 244-'l'696' (909) 357-7730

10330 Elm Ave., Fontana, Ca. 92337 'Fax909-357-7743 www.petermanlumber.com

. A SOLID CORE OF LUMBER GUARANTEED FOR 20 YIARS AGAINST: TER|f,ITES, DRY ROT, CRACKING, CHIPPINGT PEELING AND FADII{G

- BUTLDS LIKE STALDARD LUTIBER, NO SPECIAL TOOLS REQUIRED

- THE IDEAL IIAINTEIIIAilGE-FREE TIATERIAL

Please call JOEL (800) 521-3633 ext. 205 or email us JOEL@WOOD-GUARD.COM

NORTH AMERICAN Wholesale Lumber Association held its gth annual Traders Market Nov. 13-15 in Dallas, Tx. (continued from previous gage): (1) P-at 7_an, Tim Todd, Bich Miils. (2)Andy Richardbon, Jay Ross.(3) Bill Griffith, JohnMcGiil, Ned Trautman. (4i Joe Galvin. ierrv Ku_ehl. (5) Jeff Howard, Andy Can. Carl Shelley. (6)'Cam Cook, David il{l.q,. Sllt Reedy, Sam Sanregret. (7) Jim Daniels, Eric Canron. (8) Kellylt/cCloskey, Dr. Patrick Moo1e. (9)lKristi Elsemore, Jeff Logue. (i0) Dan Baillargeon, RickTrottier, Marty Grohman, Michael Oafr[ letirev

True, Jake Can. (11) Kerlin Drake, Kristi Miller. (12)Joe Tardiff, Jef{ Hardy. (13) Alain Dubois, Ava Chapman. (14) Harry Lund, Daniel Kane, Brad Monow. (15) Mark Bichardson, Kirk Hammond, Jeff Wilson, pam Mitchell, Larry_Wagner. (16) Jolene Dishion, T.J. LaRose. (17) Rick McQuinn, Neil Billows. Sam Moran, (18) Jim Sargent, Wade Mosby, Lee B.ichardson. (19) Jeff Hardy. Dan Hanison. Joe T-ardilf. (20) Tom M',ande, Michael Almberoer.

(More photos on next three pages)

= TRADERS came face to face with theirsuppliers atthe NAWLA Traders Market (continued Irom previous page): (1) Jim Hassenstab- Angie Wallert, MonteJensen. (2) Brian Hoschek, Jeff Baumgartner (3) Gene Secco, Lee Roy Jordan, Eddie Smalling Leonard Maurice, Sid Smith Jack Bernard, Ronda McDonald (4) Doug Ainsworth. Dino Zanni (5) Winfard Freeman, Charles Andrus. (6) Dave Gambell. Larry Weinste n (7) Mark Junkins. T.R. Cauthorn. CharlieQuarles. (8) Robert Green, Gerry Gluscic. (9) Dick Hessick. Linda Buford, Jrm G lleran Don Archer' (10)

John Reger, Nolan Schweikl, Troy Turner (11) Heather Vidrine, Kim Twiqqs, denise Underwood. Sheri Eldrdge Julre Hogg (12) Janet Pimen tel. "trlrchael Parrella, Nestor Pimente (13) Greg Trail' Allan Hurd (14) Nancv Danie s, Bob Maurer, Jim Hunt, Josh Dean, Dixie Tibbets (15) Rudy Mambndol, John Boss. Weslev Li. David Jordan (16) Elaine Nelson, RalphAyers, Carla Dahlen. (17) Brian Hqlvrylh Krrk Nagy. Tom Faris. Curtrs W'alker. Jon Erickson, Al Fortune t18) Ken Strnson, Gary Pittman, Mark Mclean. Bob Berch Kevin Rooney (N4ore photos on next two pages)

Drcrvern 2OO3 'l'ttt,: NIt':tt'u.rvt Nl rr;tztrt:

ALWAYS HEAVY attendance packed the show floor at the recent NAWLA Traders Market(continued from previous pages): (1) Joseph Haggerty lV. John Hagqerty lll, George Riley. (2) Geof-frey Oouglas, tim Elbeis l{ancy Btoch (3) Doug Nit<ta"sun. S'.oii'fnrtso.iG;;; T;yi;. P_gth Thomas, Dave Schiavi, Chris Rubin. (4) Mike McKanna, Biil Mailoy. (!) GerVBrucia, Davefiupp !6)^Dan Bereht, Matr Berent. (7i Doug Dai Melinda Davis. Dan Seid. (8) Scott Stubbington. Bob Mackiei Sam Chambers (9) MattWeaber. Greg Haupt. (10j Bob Bretz, Billy Gunn.

(11) Donrie Opy, Jill Snider Parr. (12) Connie Valtier. (13) Mark Carls-on, Kevin Daugherty, Ray Barbee. (14) Pat Duchien, Kris'Lewis, Lee G.reene Jr. (15)Dennis Connelly, Eric Churchill, John Smarl. (16j Dave Kepon, Julie Wright, John Helela, Giff Dunn (17) Mike Webdter: D.arren Duchi. (18) Jeff Moore, Scott Gascho, Lea Eistman, Marcus Mueller. (19) Ron Wise, Joe Heltslev. (20) Jim Enriqht, Bill Anderson.

(21) Terri Adair, Donna Goeken. (22) Biik Stout, Chudk Casey. (23) Bart Swan, Dave Duncan. (More photos on nexr page)

9th

slaied for Chicago,

FAREWELL, DALLAS: This yeafs NAWLA Traders Market (continued from previous three pages) marked the last for a while in Dallas, with next vear's

annual

ll. (1) Bob Bootay, Marcy Parridh, Steve Killgore. (2) Prisco DiPrizio, Anthony Baroni, Scott Brown. (3) Cees DeJager, Peter Lang, Carlos Furtado. (4) Letisha Peterson'

Charles John, Sheldon Howell. (5) Kevin Paldino' Marty HufJ' John lvester. (6) George Kelly, Dick Fitzgerald, ^Tim Myers (7) Dennis Reinwald, Les Sjo-holn, Vince Mast. (g) Rob Cook,Steve Power,.Ray Sitter. (9i Gary iitus, John Hathcoat, Lany Boyts. (10) Tess Lindsey' Sean Burch.

HOT STUFF: "Spice Up Your Business with LACN,' was the theme ol Lumber Association of California & Nevada,s recent convenlion in Bancho Mirage,. Ca:.(1) Dick & ElainaJackson, Steve Mobley. (2) Donna Bares, Pat Leed! (3) C[eryt & Jim Taft, Barbara & peter Ganalil.'(4) Bob Maurer, MikeCharles, Greg Johnson. (5) BobShepherd, phil Dbdson. (6) Kevin Cash, John Percin (7) Caria Waldemai. Juli Broyles, Jan Hansen. (8) Nus_s Primrose, Tammy & Tim Kennedy. (9) Lindi & barry Schneider. (10)Bill Reavety, Heath-Stai. (.|1) Joann'e Drirmmond, Douo

Tnn MpncnlNr M,lcazrNo DEceMaen 2003

Willis, Lisa Perry. (12) Jean Brunton, Bruce Keith, Vicki Bunnell, Mike Peery, Lisa Randel. (13) Don Johnson, Matt Peterson. (14) Chervl & Tom Von Moos, Jennie & Todd Murphy. (15) Clark Taylor, Kathi & Bob DiMeco. (16) Bich Geary, Jerry Parks. (17) At Reed,'Larry ChriStensen. (18) Jqcf Conner, John Taylor. (19) Brian Delbrueck. (20) 'Date Burgdorf, Dave Stinson. Matt Kolar, Brent Johnson.(21) Scott a V'etissa Kas"sahn.

(22) JetI Howard, Kelly Lyon, Grant Pearsail, Todd peterson.

(More photos on next hvo pages, convenlion coverage on page 22)

SEVENTH ANNUAL convention for LACN (continued from previous pages): (1)John & Rena Saunders, Joel Gelb. (2) Sally& Arlan Woodward. (3) Alicha Brown, Ken Womack. (4)Roger Redden, Steve Russell, Mike Martin. (5) Stacey, Laura & David Jones. (6) Charlie Cain, Stephen Patterson. (7) Tom Tiberi,

Rob

Rick Robeits. (8) Chris Dunk, Brad Barnes. (9) Jerry Pugmire, Terry Garrett, Mike Bland. (10) Lee Greene, Gregg Peterson (11) Blair Simmons, (12) Tom Whalen. TomTragesser. Jim Dulresne.

(More photos on next page. coverage on p.22\

Michevl Barnett. Jerrv Best,

Roberts,

MORE^LACN (cofiinued lrom previous pages): (1) Chris Thoman, Bill & Jodie Shaw.(2) Bruce Huewe, JohnAssman. (3) Charmaine Jenninos. Stuart Marino,.Tom Qzlapinski. (4) Heather Bruc(s, Jerry Dunn. (5) Rin Dunn, Tim Phillips. (6) TimCouch,Richard Coate. lZ) 'gttt Wattir3Corf.

18) Pat Kellerman, Rick Hermanson. (9) Phil Brune, Bob Love, Mark Tarkett. (10) Donn Zea. (11) TomAngel. (12) Ed Brown,Don Peters, Rex Klopler, Mike Shumakei, Pete Gdnahi. 1ia; Curtis B'ateson, Sean Hudson, Mike Leonelly, Jeff Barnes, Bill Finnetti.

D-l-Yers Prefer Ad Inserts

When deciding what to buy and where to shop, do-ityourselfers are most influenced by ad inserts (327o), followed by tv and newspaper ads (187o), according to a new study by Vertis.

"Ad inserts have been around for over 30 years, and they've always been influential," said Th6rdse Mulvey, v.p. of marketing research at Vertis.

However, she added, "consumers are increasingly drawn to this medium. With less time on their hands and less money in their wallets, a growing number of home improvement shoppers are seeking out the best deals before they leave the house to go shopping."

Other findings include:

ploce

Rates: 25 words for $25, additional words 701 ea. Phone number counts as one word, address as six words. Headline or centered copy, $6 per line.

. 87Vo of home improvement shoppers who hire a pro read ad inserts.

D-i-yers are 67o more likely to use ad inserts to decide where to shop compared with total adults.

. Men aged 35-49 are most likely to use ad inserts to decide where to shop for home improvement items.

Women aged 35-49 are most likely to make lists or plan their home improvement shopping trips based on items they've seen advertised in ad inserts (517o), whlle men aged 25-34 are least likely (44Vo).

J37o of total adults read all home improvement ad inserts and then decide where to shop.

Border or private box, $6 ea. Column inch rate: $45 camera-ready, $55 if we set the type. Mail copy to above address, Fax to 949-852-0231 or call (949) 852- 1990. Deadline for copy is the 25th of the month.

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

To reply to ads with private box numbers, send correspondence to box number shown, in care of The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872. Names of advertisers using a box number cannot be released.

DREAMING OF ESCAPE?

Would you like to work with people who arepositive, self-motivated, innovative and creative? We area highly regarded wood products wholesalecompany looking for a few quality people. Openings available for EXPERIENCED

LUMBER WHOLE.

SALERS in beautiful Bend and Eugene, Or./ Kelseville, Ca. Excellent commissions, benefits and retirement package. Sound like you? For a confidential conversation, call James at Lumber Country ,(541) 343-3511

EXPERIENCED LUMBER TRADER WANTED

Great opportunity for experienced trader with steady acsounts. 60% commissionsplit for trader. Any product line. Relocation not necessary. Excellent office support, great credit, and financial strength. Call John at Lakeside Lumber Products, (623) 566-7100, for confi dential discussion.

RESIDENTIAL AND COMMERCIAL LUMBER SALES

Jones Lumber Company seeks anaccomplished salesperson in the Southern California area. Must have comprehensive knowledge of lumber and building materials, be highly motivated, and have a minimum of 4 years sales experience in the industry. Strong customer service background. excellent communication skills and local travel are required. Excellent compensation package with medical, dental and 401K. If you are qualified and interestedin joining an industry leader, please send your resume, with salary history, directly to john.pasqualetto@joneslumber.net or Fax to 323-564-5827, attn. John Pasqualetto. All replies areconfidential andcurrent employers will not be notified.

Pole Buildings

www.poleframebuildings.com

San Antonio Construction Co. Contractors license 291

Use this low cost opportunity to deliver New Year's greetings to friends, customers and suppliers. Your business card w'ill appear in a Special Section in our January issue, exposing your message at an extralous prtce. Cards will be reduced slightly, to 2-3/8" x 1-3l8".

Celebrate the New Year by communicating with the trade. And at a price that can't be beat!

IT'S THIS EASY: Just send your business card and a check for $60 by Dec. 18 to Cutler Publishing, 45OO Campus Dr.,

480, Newport Beach,

92660. At this low price, your check will be your receipt.

uide

SoururnrCrurronrn

LOS ANGELES AREA

Baxter & Co., J.H.... .......(800) 780-7073

Berkot Manufacturing Co................................(323) 875-t 163

BMD (Norhridge) ...-.............................. .......(aooi ssz-zOsr

Califomia Pre-Stain.

Chozen Trucking Co

Conrad Wood Preserving...............................(877) 381-2314

Cramer Lumber Co., W.[,,1. .............................i020i +qs-asss

Fremont Foresl Group....................................(562) 945-291 1 Gemini Forest Products..................................(562) 594-8948

Hutf Lumber C0..................(800) 347-HUFF (562) 921.1 331

fnland Timber Co....

Jones Wholesale lumber...............................(323) 567-1 301

Product Sales Co.

Swaner Hardwood..

Toal Lumber Co......

U.S. 8orax..............

Weyerhaeuser Building Materia|s...................(8I/) 235-6873

ORANGE COUNW & INLAND EMPIRE

AlFooast Forest Products ..............................(909) 627-8551

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

Anfinson Lumber Sa|es..................................(909i 681-4707

BMD (Vernon) ........ .,...18n\587-4j37

BMD (O-ntario)........ .......(800) 435.4020

Boise (o.c.)............ .......(714i 255-1949

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

Burns Lumber Co. .. .......(949) 454-0010

Calitornia Lumber Inspection Service.............(714i 962-9994

C&E Lumber Co. ............................................i909i Oz+-zzog

Capilal LumberCo. .......(909i 591-4s61

Fontana Wholesale Lumber, Inc. ...................(909i 350.1214

NEVADA

llonn & Cnrmr Cnronln

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

great Western Transport.....(800) 347-5561 (909) 484-1250 Hampton Distribution .....(949) 752.5910

Hardrvoods Unlimited ....(909) 272-1000

Highland Lumber Sa|es.....................,.,.,.. ......(714\ 778-2293

lnland Timber C0..... ......(90S) 783-0470

International Forest Products.........................(909) 627-730j

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

Kelly-Wright Hardwoods.................................(71 4) 632-9930

North Pacific Lumber ...........(800) 554-8904 (909) 587.6887

Oregon-Canadian Forest Producis ................(l fi\ Ag -ZlZl Pacific Wood Preserving................................171 41 701 -9742

Pan Lumber C0...........-.................................is0si ozz-0g53

Peterman Lumber Co. ....................................(909) 357.230

Product Sales C0.................(800) 660-8680 (zr+) SSa-eOaO

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

Reel Lumber Service (Anaheim)...,................(800) 675-7335 {714) 632-1988

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

Regal Custom MillwoiK........(7 1 41 776-1673 (71 41 632-2488

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

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

Taiga Forest Products........................... ....,..(800) 348.1400

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

Weyerhaeuser

Souruw:sr

LAS VEGAS

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

RENO / CARSON CITY AREA

Capitol Plywood...... ..,.1775\929-4494

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

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

ALBUOUEROUE

NEW MEXICO

Boise Distribution.................(800) 889-€06 (505) 877-0150

Capital Lumber Co. .......(sos\ An-tzzz

Thomas Forest Products, J.M........................(800) 545.5180

Western Woods, Inc. .................................,....(800) 61 7-2391

ELOY

ABIZONA

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

PHOENIX AREA

Boise Dstribution.................(800) 289-9663 (602) 269-6145

Capital Lumber Co.

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

Superior Hardwoods Inc................,.,..............(800) 651 -2337

Universal Forest Products..............................(,l80) 961-0893

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

HONOLULU / MAUI

HAWAII

Conrad Wood Preserving..............,.,..............(800) 356-7146

P.O. Box 673* 3150 Taylor Dr. Ukiah, California 95482

0o7) 468-0141

Fax(7oz) 468-0660

E-Mail - www.calcoast @pacifi c.net * Forest Products * Custom Treating

* Grape Stakes * Posts & Poles

* Cathy Sanders, Sales/Purchasing Coast Wood Presendng, Inc.

WASHINGTON

PlcrRc llonrrwrsr

Gemini Forest Pr0ducts..................,.,.............(541 ),85-7578

Jasper Wood Pr0ducts......................... ......(541) 988-1 127

FERNDALE

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

VANCOUVER

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

Boise Distribution .....,.,.,(360) 693-0057

Exterior Wood, Inc...............,............,..,.....,...,(360) 835-8561

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

BEND

OREGON

Bright Wood Corp. (i,ladras) ..........................1541) 475-2234

universal Forest Products..............................{541) 389-8000

COOS BAY / NORTH BEND

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

Coos Head Forest Products...........................(800) 872-3388

EUGENE / SPRINGFIELD

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

Burns Lumber Co. ... ......(866) 686-3009

Coos Head Forest Products...........................(800) 343-3388

lllcFarland Cascade. .....(800) 426-8430

McKenzie Forest Products.............................(800) 773-9329

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

Seneca Sawmill Co.. .....(541) 689-7950

Western Woods, Inc. ......................,.....,....,....(888) 557-91 99

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

MEDFORO / GRANTS PASS

Allweather Wood Treaters.........,....................(800) 759-5909

Bums Lumber Co. ......(800) 331 -0831

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

Swanson-Superior Forest Products,...,..........(541 ) 935-3010

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

McMINNVILLE / CORVALLIS / SALEM

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

Weyerhaeuser Co. (Albany)...,.,.,.........,.........(541) 926-7771

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

GREATER PORTLAND AREA

Adams Lumber, 1nc............., (800) 298-4222 (503) 245-1796

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

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

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

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

Kayu International .........(503) 557-7296

LJB Lumber Sales ...............(800) 552-s627 (5031 620-5Wl

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

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

MCD Mechanical Services.,.(800) 523-5287 (503) 229-1100

Pacific Wood Preservin9......................,..,......(503) 287-9874

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

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

FAX to 949-852-0231

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

Name (P/ease print)

Position Company Address

Want to Subscribe? Check rhe appropriare boxes to begin receiving your monthly issues. tr I Year ($15) tr 2 Years ($24) tr 3 Years ($30) tr Bill Me tr Mv Check Is Enclosed

News or Comments? We welcome commenrs on articles, the magazine, or news of your company such as new hires, expansions or acquisitions ray'ea serwce). Email dkoenig@building-products.com, or Fax this form:

For more information from advertisers, use FAX Responsa numbers in brackcts, Anfinson Lumber Sales [www.anfinson.corn] ................................28

APA-Engineered Wood Assn. [www.apawood.org]..........catendar 22

Arch Wood Protection [www.wolmanizedwood.com]....8, Carendar 4 Atessco, Inc. Iwww.atesscoinc.com].,.....,..,...,...-,-..-.-.--...."-.-..49

Bean Lumber Co., Curt [www.curtbeanlumber.com] ..--.Calendar 8

Beaver Lumber Co..................... .............................26

Cal Coast Wholesale Lumber. ...............................48

C&E Lumber Co..

DMSi Iwww.dmsi.com]........................

FontanaWholesaleLumber

QB Corp. [www.qbcorp.com]

Redwood Empire Iwww.redwoodernp.com]...........,...,......catendar 14

Reel Lumber ServiceIwww.reellumber.com] ................................11

Regal Custom Millwork

Reliable Wholesale Lumber [www.rwli.net]