Merchant Magazine - December 2006

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Area Roots - Bbckpoiat Facll.i

Re/oool mouUraqs - €octorfict.o^..

Ke(ehcrteket Sacra'rerb bq Star* - Ope'rs trlerl)C

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(oseville)C 0pens - eoatiaued Grootl ia sAC

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GlLrllrrn is olten uscrl as a hcarlcr. cciling beutn ol in *trll ll'arninq slstcnrs.

llosboro's l-1F. kilrr clr-ictl bcaltr is nlrnul'acturcrl firllr nrcchanicallr stresse(l lunrbcr anrl is avuilahle irr iilcliitcclut'al. irtclustrilrl irnd lianrins apl)earanccs.'l'his str.ong bclnt is avail lrblc in conrrn()n lcngths and rr,'irlths. anrl nolks crccptionullr rr'e lI firr rnulti-span antl cantilcrcl applicutions.

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ILosboro's lhrrrilv ol'qlLrlunl plorlucts ollcr-s a contltlctc lirre of beanrs lilr irlmost rrny pro.jcct. \\'lrethcr r ou nectl un cxl.roscd bcanr. an [-.joist contputiblc bcant. ol a clcck bearn. u'e har"c l -glLllanr to lncct \oul neerls. Inclcusingll high clcsign luluc-s. eusc ol usc lrncl conrcnicnt irtstlrlllttion arc just a l'crr rcls()lrs ri lrt our glLrlants alc cornrlottly uscrl irt stluctullrl applications. such as EWP l'lool slstL-nts. liartring. r'irlgcs arrcl raliers. urtcl tlaraec rlool hcaclers.

r\luavs In Stock

Br'cxplntlinu ouf lacrlitics rrr)d usil)q thc lutcst mllnLllirctr-rfing techlolog) \\ c lrc nrorc ccluipl)ccl than c\ cf t() mcct ortr cus tonlcfs' glulartt ncccl\. Oncc a l)11)(luct is olrlerccl. rve offcr' sitrttc-rlur ()r ncxt-rla\ clclivcn'. depcnclint ort w hcrr thc rllclcr is lcccivcrl.

A Cornnritnrcnt to'l'cchnologl

Our comnritrncnt to kccping on tol) ol cmclgilrs tcclinologics antl innor ations llkrn's trs 1o continuallr irrr;llorc ul)on our l'unrilr o1' glulanr pnrclucts. I'.r,cry' prorluct thrrt lc-lrr c-s our r ur-d is backecl bv our technical sLlpl)ort stilll.

(ilulam Salcs: l'888-.l93 130.1

l'eclrnical Support Hotline: l-877--+-i7 + li9

Flmail : i nfir(rr,r'osboro.conr

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EIXIOR David l(oeri1l (d(oer*lOh.*l|gfl odrts.cqn)

ASSO(I IEEf,IOR lormD€0ab (kdebab@hf fi g{rodrt$dn)

O()t.TH8UIilG Ef,I(NS fuUil Ctrrdt, Cath Waldetnat, Roy Buloso.l

AITS I,ESI II GER Chd(Casey (ccassyOh*f Egodrcb"cqtt)

qRCULAnOt{ }lodtor Kofy (l*ery@U*fpfloOnscqn)

AmrflR^r|()ilmglonsEcffir RY l&rie Oekes (tnfpo*eed-qn)

How to Advertise

ConEcrffildbbnb:

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M)RlHEllST: Paul ttltrmolo (NJ.); (tiP) S E102; Fax 732-899-2758; Email mummolopQ corncastnd

How to Subscribe

Contrt ]Ld|r d (910) ts&l$

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Sll{GLE OOPIES: 94+ difiE; Bd( isss (s'tren arailade), S5 + dirtaE ww.bulldngiproductaccn

ALAN OAKES publisher ajoakes@ aol.com

Please help us to help our troops and enioy this holiday season even more

As I was writing last month's column about how I was enjoying my job. I was at the same time researching for a charity to support for our annual business card drive when I came across Homes for Our Troops. a charity that attempts to build new lives for our wounded soldiers and their families. I must admit it made me feel a little bit guilty that here I am enjoying my life and yet there are 130.000+ soldiers serving in Iraq and Afghanistan who daily willingly put their lives on the line to protect our lives. and who often arrive back in the U.S.A. tenibly injured and with serious disabilities.

Whether or not you support the war, you cannot shy away from your television screens where nightly you learn of deaths and injuries to our brave men and women. In August alone over 7O00 of our troops were injured to some degree. Some of the horrific descriptions I have read in my research are bone chillin-e. And yet. while we thank them for their service and move on. these men and women have to face a very uncertain futuremany for the rest of their lives.

Homes for our Troops is a nonpartisan. non-profit organization committed to supporting our military who have selflessly given to our country only to return home with serious injuries and disabilities. It provides our injured soldiers and their immediate families with handicap accessible homes at no cost. The seriousness of their injuries-including loss of multiple limbs, paralysis. and traumatic brain injuries-means these young men and women must struggle with relearning skills that we take for

granted. Not least they need a barrierfree home which will allow them to live more independently.

I cannot think of many better ways that we might thank them for their service than by helping them lead better lives. I cannot think of many better ways for us to enjoy the upcoming holiday season with our families than contributing our support to this cause.

I am asking for your help in our appeal. You can check out the group at www.homesforourtroops.com. and then please send us your and perhaps your colleagues' business cards (see page 66)- For every card that we publish. $50 will go to this charity. Your support is truly appreciated.

Lastly. I would like to thank our readers and especially all our advertising partners, who help us to publish each and every month. for all your support and kindness. Your feedback to us is priceless. and your enjoyment of our publication is our sole reason for being. We are now entering our 85th year and we thank you for your continued loyalty and friendship. From my colleagues here at Cutler Publishing. we wish you and your family a happy holiday season and much success and happiness in 2007.

f)istributor opts for do-it-yo urs elf trucking

QIX years ago, Universal Forest Product's plant in \JSaginaw. Tx., suffered delivery costs that leeched as much as 1Vo of its $140 million in annual sales.

UFP manufactures and engineers wood and wood-alternative products for do-it-yourself retail home centers and the site-built construction market, and specialty wood packages for industrial markets. For years, its Saginaw plant had hired a dedicated carrier to deliver its products to customers.

With runaway operational costs into the millions for UFP and frequent delivery delays for its customers, Saginaw plant manager Paul Shoppell said plant operators knew arrangements for fleet operations had to change. Company officials were also concerned that fleet drivers, who weren't Universal employees, were not dedicated to the needs of the plant's customers.

"We had to constantly juggle our schedules in order to fulfill customer orders. The dedicated service drivers weren't very interested in working a little harder to help us fill our customers' last-minute needs," Shoppell said. "If our customers forgot something when they ordered, and they needed it the next morning for work to continue on their work sites, they had to get those immediate needs met somewhere else. That's not the kind of service we wanted to be known for."

That's when plant operators considered different options, which involved hiring drivers and taking over dayto-day fleet operations, including truck dispatch. But the plant didn't want to take on the responsibility and expense of maintaining a fleet of trucks.

"We had always had some form of dedicated fleet service, but we just didn't have the facilities or resources to establish our own maintenance shop," Shoppell said.

The Paclease location in nearby Fort Worth offered the solution: full-service leasing. Shoppell said by switching to a full-service lease, the plant has reduced its delivery costs from a high of 17o of total annual sales to a more reasonable 4.5Vo to 5Vo of annual sales. That reduction translates to a drop of about $ I .5 million to $3.5 million in expenses each year.

Shoppell said he looks forward to being able to reduce his delivery costs even further through Paclease's new telematics system called PacTrac. PacTrac provides GPS vehicle position reports based on real-time data from the customers' vehicles. The system operates through a network of more than 100 wireless carriers and an Internet connection to an onboard computer.

Shoppell said he plans to use the information gathered through the system to help him counsel drivers on how

they can improve their productivity and fuel efficiency. The system will be particularly helpful, he said, to keep track of the day-cab trucks, since they are all used in slipseat operations.

Through its full-service lease, the Saginaw plant operates 2l Peterbilt tractors. There are 13 tandem-axle Peterbilt 378 daycabs, two tandem-axle Peterbilt 379s with sleepers, and one tandem-axle Peterbilt 385 with a flatbed. The plant recently took delivery of five new units: three tandem-axle Peterbilt 379s with sleepers and two tandemaxle Peterbilt 335 straight trucks with flat beds. Shoppell said running a new, all-Peterbilt fleet contributes significantly to the plant's reputation among its customers.

"They look at the great trucks we're running with Paclease, and that instills more confidence in our products and service," he added.

The leasing service has also helped the plant improve its customer service, Shoppell said.

"Our business is highly seasonal," he said. "When we operated our delivery with a dedicated fleet, it was hard to be ready for that seasonal business because the dedicated fleet's drivers were not very interested in serving our customers. With our own drivers, we can offer much better service, particularly during seasonal peaks, because these are our employees. They're flexible and motivated to fulfill the needs of our customers."

LEASING its own Peterbilt fleet helped Universal Forest Products, Saginaw, Tx., get delivery costs under control.

Custom-lrade material handlin$

By Eamon Devlin Combilift

rnHE trend towards lean manufacturing has produced I productivity gains and cost savings industrywide. The material handling industry is no stranger to this concept and knows that keeping a close eye on dynamics such as customer demand, inventory supply, and customer satisfaction is important to ensure operations remain strong.

Customized solutions have emerged as one of the most effective ways for delivering operations savings. An operational solution customized to your workflow improves efficiency, increases productivity, makes your operations safer, and ultimately helps you make more money.

Forklift trucks are the pivotal point of every material handling operation and are involved at each stage of the operations: offloading raw material when it comes into a premises, storing and/or transferring it to production, and finally loading it again for distribution to customers when the product or load is ready. If you've got the right truck, moving in the right circumstances, you save money and resources. If not, you can waste time with multiple machines, you build a warehouse too big for your needs, and slow down your business getting from one location to another.

But it's not just about buying a truck that's the right size for your premises; it's about making sure that your truck is part of an overall customized solution. And that's the key-when looking to buy a forklift truck you should make sure it's part of an overall solution. Here's what you

should expect of your material handling provider, how customized solutions can benefit your operations, and in most cases reduce cost and save you money.

First Things First

A good forklift provider will hrst of all want to find out what you are handling and understand your needs and your problems. A forklift provider should be your material handling consultant, carrying out a site survey and understanding the flow of materials. Customized material handling means that a machine is designed around the product and operations. The forklift manufacturer should ideally build a machine to your specifications and not just provide a standardized truck with limited options.

Customized material handling solutions also incorPorate making changes to the flow and layout of your operations to best optimize your material handling. Safety, time savings, and efficiency should be at the forefront of your providers thinking and questions. Optimizing your storage, accessibility, safety and efficiency while meeting your prG duction or distribution needs is critical.

Less Handling llleans Less Damage

The market is now moving towards the realization that less handling means less damage. In an attempt to maximize storage capacity, many companies block stack material, resulting time wasted digging for material and an increased possibility of product damage. Certain materials need to be rotated and, in this case, block stacking generally isn't suited. As the variety of inventory or SKU's increase, so does the need to move material unnecessarily, again, resulting in wasted time by the oPerators and increasing the likelihood of product damage.

Adopting a customized solution might mean that you move to a narrow-aisle storage system. With this method, companies can achieve greater product accessibility while maintaining some levels of product density. Nanow-aisle forklift equipment both for palletized loads and long loads is now changing how people organize their operations, store material, and save money.

Moving to a racking system and away from block stacking allows for greater accessibility to products and less chance of inventory having to be double or triple handled or even forgotten about. The forklift provider should not only understand the narrow-aisle equipment, but also the

WIDE LOAD: Combilift C17300 uses its spreadbar to move a long load of engineered wood.

various racking and storage systems available to them. Narrow-aisle forklifts have a variety of options such as guide-rollers and optical guidance systems that enable them to work in the narrowest aisle possible without causing damage to the rack, truck or the material being stored.

A customized material handling solution should focus on optimizing space, ensuring safety, reducing product damage, and increasing productivity, all of which will save money in the long run.

Customized Layouts

Space is a premium, particularly in urban areas, so it's important to build the machine around the product that needs to be lifted. Doing this will result in the correct aisle size for your machine.

To maximize your storage space, a good forklift provider will measure your facility and/or request autocad drawings of your warehouse. They should come back to you with two or three suggestions for how you can get the most out of your existing space. An experienced forklift provider should provide you with a space-saving solution that will also meet your product accessibility requi rements.

More companies are realizing that having a condensed storage area or yard will eliminate unnecessary travel distances that results in lost productivity and a higher cost of operations. Thus, narrow-aisle forklifts and dense storage layouts are providing extra savings over the cost of the land in which they operate.

Moving Sideways

Engineered wood is one of the LBM industry's fastest growing products. In recent years, all major lumber companies and building supply companies have been handling more of this product. Engineered wood is manufactured in various long lengths, the most common being 48 ft. and 52 ft. long. Several products can be produced in excess of 66 ft. long. This size presents significant handling, storage and safety problems for conventional forklifts.

Traditional counterbalance forklifts are not designed to handle long loads, particularly those up to 66 ft. long and certainly not traveling with these loads raised high above the ground. To maneuver these extra-long wood products to storage sites, companies have no alternative but to raise lons loads

over other materials, railcars, trucks and, in some instances, people. Like most companies that cannot afford to have aisles 70 ft. wide, the only alternative is to travel with loads raised high above the inventory on the ground. With high winds or rough terrain conditions, this is not only very dangerous but also inefficient; operators must travel slow as these long loads sway and can be damaged.

Customized forklift providers present solutions such as forklifts that move in every direction to tackle these problems. Multi-directional forklifts mean that long loads of engineered wood can be rested on a platform close to the ground. And with the ability to travel sideways, 66 ft. long materials can be maneuvered safely through doors and aisles as narrow as I I ft. It eliminates the need to have wide aisles or carry products high up in the air. Not only does this save space, it tackles the very serious problem of safety.

Safer handling results in more efficient handling. When handling a product safely, your forklift operator moves more efficiently and productively. Time is money and safer practices add to your bottom line.

Customized Attachments

Adding a customized spreader bar to a multi-directional forklift allows four forks rather than two forks to support long products such as engineered lumber or decking-one of the most difficult product to handle in a yard.

Having a spreader bar provides extra stability and less risk of material hitting the ground when traveling. Added to this, using the spreader bar allows more product to be stored. It means that operators can move more quickly and efficiently throughout your facility, saving time and being safer. A spreader bar can easily attach on and off in seconds so you can handle shorter loads and even pallets. A multi-directional forklift can be customized to handle all products in your yard and, in some cases, reduce the fleet of forklifts needed.

Forklift manufacturers should also offer customized solutions and options such as chainsaw boxes, always working with the customer to better meet and anticipate their needs

The Bottom Line

The changing trend among companies in the market is to take a closer look at operations and overall material handling solutions. The good news is that companies have experienced huge operations savings when they analyze material handling and seek customized solutions to meet their needs. When your facility is well planned, you save time and resources, your operation is safer, and you are more efficient-that means more profits for you. Anybody can sell you a forklift, but very few can sell a customized solution.

- Eamon Devlin is vice president-marketing for Combilift, www.combilift.com. He can be reached via info@combilift.com

VERSATILE Combilift C6000 operates through nanow spaces both indoors and out.

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Engineered Wood Benefits

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' l1lrjlr,',,( i(,.1\( \. [.-ttsirtcclctl r\Lrrrtl'' .lLrr.rl.rlitr nrelrnr thlt it clrt |()tantiitll\ l.e Iett.e.i lttitll\ tilllcs 1()l l(ir ll\\ (rl k. r ]rili let.rittittg It\ \traight n.'': .tlrrl trrtr.lt. l:oI e()ntfriet()f\. tlll\ Itc,rn' lc" rr lr:li trlltl fc(luccrl llca!l l( rl. I elrl.i!elllclll lrtl lllr. 1:,;',,,1 it,,rt,illi( rittti ltr,ltlir::,,' ,(,\.'( r'( r'\. 1:llipcclc.i \\r)()rl aitlt lrJ \\(rlkarl Li\nt,! !ijntnt(rt't lrrrrl.. ittilLt.l

ENGINEERED wood form boards are consistently strong and stratghl

l'rrr.. \lr,.rtt tt \\ I \l \(; \zt\t.- De ce vee n 2006

ing standard saws and hammers. Past challenges such as difficulty in driving nails have been addressed through refinements in material composition and manufacturing. In addition, the materials are excellent at holding fasteners, helping reduce form slippage.

. Environmentally responsible choice: Engineered wood can be produced from logs that are not large or straight enough to be of structural value in conventional products. It also uses fibers from plentiful, fast-growing trees such as aspen and uses a high percentage of each log.

Benefits to Dealen

Engineered wood form boards, as well as other EWP, help dealers differentiate themselves with customers. Instead of selling only commodity products, dealers can offer pro's higher-performance options. The specialized characteristics of engineered wood allow dealers a way to better address the challenges that builders face. For example, as margins become tighter, builders are increasingly looking lor ways to trim construction cycle time and material costs. Engineered wood form boards can help speed the set-up of formwork and reduce costs, especially for contractors working on a high number of projects each year. Contractors value dealers who can work with them to tailor solutions that meet their needs.

In addition, many EWP are offered under strong national brands. Manufacturers often have marketing and advertising campaigns for their brands, which dealers can leverage to strengthen their sales. The result is that many builders will ask for premium-type building products by name.

Finally, a wide range of builders are familiar with engineered wood for use in home and light-commercial framing, but may not have thought of using such products for concrete form work. Dealers can tap into builders' knowledge of EWP in other applications and explain how the products can be used for concrete construction.

Selling builders on the benefits of engineered concrete form boards doesn't have to be hard. The key is offering a range of options and straightforward advice on how such materials can help them improve construction.

- Don Schwabe is the vice president of marketing-engineered wood products for iLevel by Weyerhaeuser, (888) 453-8358; www.ilevel.com.

Two Coat Exterior Prime

0ur two-coat process starts with an aLkyd sealer to btock tannin migration, foltowed by a high-performance acrytic primer. The resutt: RESERVE qual.ity, inside and out.

Superior Wood

Made of quatity, cLear, finger-jointed Western Red Cedar or Redwood, these products are naturatty designed for exterior use-both species are ideal for enduring extreme weather.

Surfacing + Sizes + Lengths

RESERVE products come in a wide range of sizes, [engths and finishes. Whether the project catts for S1S2E or S4S, we offer Lengths ranging from 16'to 20'. Pattern stock is also availabte.

1x4 - 3"xI2 s/oy{ - s/axtl

2x4 - 2x12

The Finest Stock, The Best Coating

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

S IS rcIYOU - FOREST, P RODUCTS

www.siskiyouforestproducts.com

8OO.427.8253 6275 Hwy 273 . Anderson, CA 96007

etitive ligenGe

To market, to market

By Carla Waldemar

A RNOLD Lumber. founded in lA.l9ll in West Kingston. R.1.. has grown from three employees (two of those were Sam Arnold and his wife. Betty, who returned to rejuvenate the family business in 1975) to become a three-location enterprise-the largest independent dealer in the state-with 150 on the payroll. Cheryl Picozzi is among that number, hired in July 2005 by president Bruce Charleson as Arnold's manager of marketing.

The hire merits more than just a passing mention in the "Personals" news column. It means that Arnold considers marketing to its present and potential customers so vital a facet in its continued success that. rather than outsourcing the responsibility. as in the past, the company has committed to securing a fulltime, in-house professional. whose sole job is to promote its

growth.

"They put a high value on marketing services," Cheryl underscores Arnold's commitment.

It's no ivory tower task. She spends her time in the trenches, conducting "a lot of interaction with customers. vendors and employees on my part on a daily basis." That comes as no surprise to anyone who's encountered the company's mission statement. which broadcasts, for all the world to see. a mandate to "develop and sustain successful employees. customers and suppliers"-in that order.

Employees come first around here. For Cheryl, that boils down to taking a hand in the company's concern for the training and well-being of its staff. All new hires participate in a half-day orientation program in which they meet department heads. learn of the compa-

ny's history and receive its P&L stats. as part of Arnold' unabashed belief in an open book. They're each assigned a mentor to guide them through the unfamiliar waters.

And to assure further smooth sailing on their career path. they're awarded opportunities for continuing education via everything from investing in the Northeastern Retail Lumber Association's program fostering young executives to its Certified Building Material Specialist (CBMS) course of advanced training.

Product training goes without saying. So do stints on safety. ergonomics and customer service. At one point. the entire staff participated in an intensive l.egendary Customer Care (LCC) program. which not only enhanced core service skills but brought people from all three locations together to build a true workplace community. The payoff: Productivity is on the rise and sales have soared 207r. Along with increased profits. damage and shrinkage have plummeted to new lows.

Enough already? Not on your GED. Employees are encouraged to enroll in adult-learning classes to bolster everything from basic reading skills to computer literacy in order to move up the ladder. One hard worker was asked why he didn't try for a forklift job. "l can't read English." he confessed. Well. now he can. and he's advancing. Customers. too. are routinely offered active support. with a strong shot of education in the mix. Fueled by Cheryl's planning efforts. Arnold sponsors three contractor appreciation events a year. geared to the clientele in its three locations. which routinely attract up to 400 contractors and 38 vendors. Her strate-ey for success: "l get it on everybody's calendar far-out. so vendors. especially, aren't taken by surprise and can schedule in advance." The door prizes don't hurt. either.

Cheryl assures Arnold's participation in the region's annual Home Show. renting four booths as a partnering gesture. At the show, Arnold takes a back seat and encourages its builders to man the booth and work the crowd. "We act as more of a resource. a go-to person. so the builders can be upfront and garner leads." she explains the strategy.

She also buys time on a local tv home-decorating program. then turns around and offers it to builder customers. "l feature a customer whose project we film. It doesn't cost them

SHOWING off the newly renovated Andersen showroom are (l-r) Don Hamel, Andersen rep from Brockway-Smith Co.; Arnold's marketing manager Cheryl Picozzi, and president Bruce Charleson.

anything, and it gets them out in front of the consumers. They come away with leads."

Arnold's showrooms are in business to help their builders' business, too. Newly remodeled, complete with conference rooms and training centers equipped with multimedia capabilities for presentations, they feature "six or seven brand-new lines-up to date and something for everybody, as a resource for our customers' customers."

Arnold's Door & Millwork Shop merits its own dedicated section of these facilities, alerting consumers to the options of custom work, with its greater margins. These walk-ins-a stronger element at the Wakefield location-also are made welcome, with staff to assist in making choices and offer recommendations of installers. (Arnold prefers to retain loyalty by passing along those leads rather than jump into the installing fray.)

Remodelers are welcome in these

showrooms. too. and that's no accident. Unlike many a company, Arnold actively courts this healthy branch of business. "We treat our smaller customers just like our bigger accounts," claims Cheryl, backed up by her boss.

Bruce Charleson knows the familiar story. "Many remodelers feel like they get second-class treatment, behind builders. This creates an easy inroad for dealers who are willing to provide them with excellent service. Extend them the VIP treatment they deserve," he counsels, "and they'll reward you with their loyalty in an industry that is much less cyclical than the building industry."

Go above and beyond, he exhorts. "Adopt a process for distributing consumer leads to your best remodelers and for tracking their progress. And be willing to run $50 worth of materials to a jobsite. These small acts may not be profitable individually," he knows full well, but keep on truckin' because "the cumulative impact on your reputation makes them worthwhile." Bottom line: "Don't just think 'transactional' with remodelers. think 'relational."'

Cheryl buys into that credo, too. She arranges remodeler-specific events ranging from golf outings and other social gatherings to the company's new Custom Remodeler Program (CRP), a training vehicle leading off with Andersen Windows' cooperation "that's taking off very well," she reports. She has designed a marketing kit for enrollees, enabling them to make professional presentation to homeowners. The program is structured to help these customers learn the latest about products and feel more comfortable about their installation, but also to encourage their participation in home shows that spotlight their work for consumers.

They also receive marketing support from Cheryl-another first. She provides jobsite signs, for which they make a token payment ("as a sign of commitment," she explains) and

designs and sponsor print ads for them (aided by vendor co-op money). She then funnels the leads produced back to the CRP enrollees, based on prospect location and project requirements.

Call her the industry yenta: "I place the ads in the local papers and the d-iyer calls me. Then I pre-qualify remodelers in our database. This takes the frustration away from the homeowner, who's fed up with unanswered calls." Each lead is assigned a job number so she can track its outcome and assure her boss that the process is working, not simply a "feel good" scheme.

During the current economic slowdown our industry is starting to experience, many a dealer may be tempted to tighten the belt by cutting back on marketing dollars. Not Arnold. "That would be fatal," Cheryl knows. "The emphasis is definitely still there."

- A former award-winning LBM trade magafine editor, Carla Waldemar writes frequently on the industrlt. Contact her at cwaldemar@mn.rr.com.

ARNOLD LUMBER subsidized most of the costs for this year's South County Home Show in Kingston, R.1., for its Custom Remodeler program members, who worked in shifts collecting leads. (L-r) Program participant Nick Spolidoro (/eff), Yorkin Associates, with Andersen's Hamel.

CUSTOMERS learn more about vendors such as Azek Trimboards at a contractor appreciation event at Arnold's Bristol yard.

Customer Service Initiative Anatomy of a sales counter

By Mike Dandridge

55fT'S really not your fault." she lsaid. "But this counter looks like a crime scene."

One of Carol's responsibilities was to oversee the sales counters of the different branches. When we remodeled our store, she had designed and merchandised our showroom. It looked fantastic. And now. just six short months later, it looked - well, less than fantastic.

"We've been busy," I explained.

"You know what'anatomy' means?" she asked, ignoring my rationalization.

"Uh, yeah. Sure. I mean...what?"

"Webster defines it as 'dealing with the structure of organisms.' And an organism refers to 'a complex structure of interdependent elements whose relations and properties are largely determined by their function in the whole."'

"Okay?"

"A sales counter is like that. It's made up of interdependent elements-like product, display systems, and sales people - that all function together to make a successful whole. Get all of the elements right, and your counter is right."

"So where do we begin?"

"First, let's take a walk in your customer's shoes. We're going to create a virtual tour, like the home tours on the realtors' Web sites."

Following Carol's instruction, I stood at the customer entrance and with video camera in hand, slowly turned in an arc, filming the counter showroom from left to right. Then, as we hooked the camera up to a monitor, I asked, "Why am I filming what I can plainly see with my own eyes?"

"For two reasons. First, it removes you from the experience. You'll see things on the monitor that you wouldn't notice 'with your own eyes.' Second. it creates a two-dimensional image that allows to you to see the

'focal points' of your sales area." Watching the video. I understood what she meant. In some areas. the merchandise was so crammed together it seemed cluttered. In other places. products were scattered leaving wideopen spaces. Coffee grounds ran down the front of a trashcan. A lamp kiosk was half empty. Yellow wire nuts from a torn bag were loosely scattered across a display. One of the baskets that held rolls of tape doubled as a trash bin filled with crumpled candy wrappers.

preferably before your branch is open. stand at the customer entrance and take in a 360" view of your store. Close your eyes and see what images linger in your mind's eye. This is your customer's first impression of your store. Do the displays seem logical and orderly? Or clunered and chaotic? If you have access to a video camera. create a "virtual tour." Play the video on a monitor for all of the other store personnel. Invite suggestions and critiques. This removes your personal connection and objectifies the process.

/.t

Z. \I'alk - Next. turn to your right and take a few steps. That's exactly what most of your customers will do. What do you see in this area? Is it something of interest to the customer? Ideally. you want the floor layout to encourage customers to walk through your entire sales area. The strategic location for the counter itself is in the center toward the back of the showroom or to the far left of the entrance. Locate the popcorn machine in a different part of the store than the coffee bar and the vending machines.

.l

"You're right. It does look like a crime scene."

"It's hard to read the label when you're stuck inside the bottle." said Carol.

We spent the rest of the day studying the patterns that customers follow. She showed me techniques for leading them through the counter showroom. Whenever I feel I'm "stuck inside the bottle," I pull out the notes from that day and take a walk in my customer's shoes. Here's the six-step procedure to follow.

a I. Blink - Early in the morning.

J. Bronse - Strategies and tactics for displaying merchandise can promote rapid product sales and growth. Take a hands-on approach during the displaying of the merchandising. If a design specialist is responsible for physically putting out the products, offer to help. Later. when it's time to refill the displays, you will better remember how because you've already done it. Pull product to the front of the hook or the edge of the shelf.

Display smaller items slightly above eye level. Display larger items toward the bottom. The exception to this rule applies to all of the popular hand tools. such as side-cuning pliers. needle-nose pliers. and diagonal cut-

ters. Always position these and similar items at eye level. Take digital photographs of finished displays. Print the photos and keep them in a file folder to use as reference tools for maintaining the displays.

A

{. Look up! - Efficient lighting is critical in the counter area, both as a sales tool and as a showcase for your lamp products. Lighting is a major element in creating the atmosphere of your store. Look up. Most distributors still use lay-ins for general lighting. Look for black shadows and replace all burned out lamps. Look at the wall displays from left to right, as you would read a book. Watch for poorly lit, empty or blank spaces. Use track lighting or wall washers to fill in or highlight certain product displays. This can also serve as a representative selection ofthe lighting you sell.

5. Slt - Take a seat at the counter. Consider the items you want to display there. Avoid cluttering with so many impulse items that they get in the way of the sales transaction. A comfortable margin is to leave a three-foot radius for the point of sale. When a customer asks about a prod-

uct displayed on the wall behind the counter, place the product in the customer's hand while answering the question. This gives the customer a feeling of ownership and allows a closer view of the product. Of course, some distributors intentionally don't have stools for their customers, the idea being to discourage loitering. This is a big mistake unless the goal is to decrease counter business. Most electricians work on their feet all day and if they can't find a place to sit down at your counter, they'll go sit at the counter of your competitor.

O. gxit - Finally. on your way out from the sales counter, examine all of your signage. Signs can deliver a message about your product or your company. Overhead signs are useful for showing customers where products are located. Signs with pictures of people using the tools you sell add a human element to your merchandising. Remove any faded, torn, or outof-date signs. Handwritten signs look cheap and unprofessional. Replace them with custom-made signs or reprint them from your computer's printer. Rotate or replace product posters two to three times during year.

Solid. Just like our support.

Nowhere else in a branch is there as much potential for activity as the sales counter. For it to function properly, all of the individual components must work together. Adequate product supply, knowledge of customer preferences, and appropriate marketing mix are key elements in a successful launch. A sales counter that offers a compelling experience can draw in customers and sell more products. It can represent the personality of the company or to use the marketing buzzwords, it can help define the "Brand Image."

Anyone can have a fantastic sales counter when it's brand new or recently remodeled. But, when business is booming, it's easy to become "stuck inside the bottle" and lose sight of the appearance of the store. Of all the keys to maintaining your sales counter, the one most likely to boost product growth, profit margins, and professional image is to make the time for a walk in your customer's shoes.

- Mike Dandridge is founder of High Voltage Performance and author ofThe One Year Business Turnaround. He can be reached at (254) 624-6299 or via www.hi g hv o ha gep erformanc ecom.

BUILD WITH US:"

There are a lot of good reasons for using LP Engineered Wood Products. Thefre light, they're strong, they're easy to install, and they build the kind of solid houses tiat keep homeowners happy. And, no matter which products you choose, you can feel confident LP will back you with a network that resolves problems quickly, so you can focus on building your business. For more informqtion on the full line of LP products, call 1.800.999.9105 or visit www.lpcorp.com.

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Rrrrrr:rs

Hutchinson Lumber Co. held a grand opening of its 12,000-sq. ft. expansion in Pine, Co.; the old building will be renovated as a home d6cor & design center

Dixieline Lumber Co. agreed to lease 77,120 sq. ft. of warehouse space at the National Distribution Center in National City, Ca., and extended the lease on its Z8-acre DC in the same city

Ace Hardware relocated to considerably larger quarters in Escalon, Ca.

Griffin Ace Hardware, San Diego, Ca., opened store #3 in Rancho Bernardo, Ca., and expects to open its 4th location in September at Liberty Station in San Diego ...

Building Materials Holding Corp., San Francisco, Ca., intends to apply for listing of its common stock on the New York Stock Exchange...

Home Depot opened new stores Oct.26 in Martinez, Ca., and in a renovated 100p00-sq. ft. Yardbirds in Santa Rosa, Ca.

Horye pepot received Planning commission approval to build a 137,000-sq. ft. store and garden center in Long Beach, Ca.; will start construction at a former Kmart site in Capitola, Ca., for a summer 2007 opening, and submitted plans to build a 103,000-sq.

Send 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 or email to kdebats@ building-products.com.

(a free service)

ft. store with 28,100-sq. ft. garden center in Redmond. Or. ...

Home Depot's Ceres, Ca., store lost an undetermined amount of cash in a Nov. 3 armed robbery the chain ranked second on G./. Jobs magazine list of top militaryfriendly employers; will carry more consumer electronics in stores and online, and discontinued its fledgling I0 Crescent lane and Paces Trading Co. catalogs

Lowe's Cos. opens a new home center Dec. 15 in Sandy, Ut. ... the chain expects new store openings in fall 2OO7 in Fernley, N. Las Vegas, and NE Las Vegas, Nv.; Carefree, Az., and Tustin, Ca., and in winter 2O07 in Port Orchard. Wa....

lnwe's will build a 129,000-sq. ft. store in Renton. Wa.. and launched a 48-page catalog featuring its Home Accents line of upscale furnishings and accessones ...

Standard Bros. Lumber, Hauser Lake,Id., had a utility trailer worth $2507 stolen Oct.3l ...

Soares Lumber, Gilroy, Ca., escaped damage Nov. I when a two-alarm blaze broke out between its yard and neighboring railroad tracks

Wrorrsrrrrs/trrurrcrurrrs

Nu Forest Products, Healdsburg, Ca., has expanded into the former PRMCO facility in Cloverdale, Ca., increasing its storage capacity by 50,000 sq. ft., and has acquired 14 acres adjacent to the facility for future growth

San Gabriel Valley Lumber & Milling, Rialto, Ca., lost three commercial buildings, six trucks, six truck trailers and eight forklifts in a Nov. 7 fire that spread from an adjacent creek bed ignited by sparks generated by a nearby freeway construction crew ...

ilevel by Weyerhaeuser begins limited production of TJ-Shear panels this month at its new manufacturing plant in Chino, Ca.; the facility is expected to reach planned capacity during first quarrcr2407...

RSG Forest Products has restarted its mills in Mist, Or., and Kalama. Wa.. after seven weeks; facilities in Molalla and Estacada. Or., remain down ...

Kwikset, Lake Forest, Ca., is partnering with Sequiam Corp., Orlando, Fl., to develop residential security products with biometric features

Western Forest Products Inc-, Duncan.8.C.. will shutter is New Westminster, B.C., sawmill Feb.7, roughly the time it will restart its Saltair sawmill on Vancouver Island. B.C.. which has been idled since October 2005 ...

Azex Trimboards parent company Vjcom Corp.has been renamed AZEK Building Products Inc-, reflecting its growth in the building products industry

Do it Best Corp. presented Vendor of the Year awards to Roseburg Forest Products (lumber), Temple-lnland Forest Products (commodities), flurig Building Products (millwork), Ve ntamatic (building materials), Schulte (hardware), Balterio (flooring), Suncast Corp. (building specialties), Channellocft (hand tools) , Rotozip (power tools), Genova (plumbing), and Mi-T-M (paint) ...

Powers Fasteners. Brewster, N.Y., filed a patent infringement lawsuit against lllinois Tool Works for its Powers Wall Dog anchor

Housing starts in October plummetted l4.6vo to a seasonally adjusted annual rate of 1486 mil-

(Please turn to page 67)

BORATE TREATED \,VOOD

Hi-boro brand treated wood is a borat€ treated oduct desiened for interior house framing in Ha -bor" trealed wood rcsists afiack bv Fofoosan termites and numerous hbusehold f-r^.S49y.

Listings are often subnritted ,nonths in advance. Alwa;-s verifi dates and locations n'ith sponsor before making plans to attend.

Drrnrrn

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

National Hardwood Lumber Association - Dec. 13-15. hardwood lumber grading course. Memphis, Tn.; (901) 377-1818.

Portland Hoo-Hoo Club - Dec. 14. Christmas party. World Forestry Center, Portland, Or.: (503) 283-0500.

Seattle Hoo-Hoo Club - Dec. f6. Hopelink event, Seanle, Wa.: (253) 796-7 155.

frrurrv

Arizona State Home Show - Jan. 5-7, Tucson Convention Center, Tucson, Az.: (800) 690-1993.

Home Remodeling & Decorating Show -Jan.5-7, South Town Expo Center, Sandy. Ut.: (8 l8) 557-2950.

South Bay Spring Home & Garden Show - Jan.5-7, Santa Clara Convention Center. Santa Clara, Ca.; (800) 321-1213.

True Value Co. - Jan. 7-9, rental market, Orange County Convention Center, Orlando. Fl.; (773) 695-50m.

Seattle Hoo-Hoo Club - Jan.9, past president's crab feed, Wild Rover Restaurant. Kirkland, Wa.; (253) 7967155.

brand interior fire re{ardant is the constuclion indusrfs nm'eg and mo6t advuced fire pmtecion sldem for wodd- Tte unique lir€Pro dremisrviS a oatmt Dehdns formuluion tha coriuins no plmephorouiitased confromt. ;

Los Angeles Hardwood Lumberman's Club - Jan. ll, general meeting, Steven's Steakhouse. City of Commerce. Ca.: (323) 723-9856.

Rio Rancho Home Show - Jan. 13-14, Santa Ana Star Center, Rio Rancho, N.M.; (877) 237-3419.

Western Pallet Association - Jan. 13-15, annual meeting, Marriott Rancho Las Palmas Resort, Rancho Mirage, Ca.; (360) 335-0208.

Roof Coatings Manufacturers Association - Jan. lll7. annual conference & expo, Hilton Cancun Golf & Spa Resort. Cancun, Mexico; (301) 230-2501.

National Retail Federation - Jan. 14-17, annual convention & expo, Jacob K. Javits Convention Center, New York, N.Y.; (800) 6734692.

Black Bart Hoo-Hoo Club - Jan. 17, industry night, Broiler Steak House, Redwood Valley. Ca.; (707) 462-37m.

Do It Best Corp. - Jan. 17-19, winter expo, Marrion Hotel & Marina, San Diego, Ca.; (260) 748-5300.

Humboldt Hoo-Hoo Club - Jan. lt. annual crab feed, Elks Lodge, Eureka, Ca.; (707) 268-3091.

Budma 2007 - Jan.23-26, international construction fair, Poznan, Poland; (317\ 293-04o,6.

World of Concrete - Jan.23-27, [:s Vegas Convention Center, Las Vegas, Nv.: (972) 536-6359.

Home Remodeling & Decorating Show - Jan.26?t, Orange County Fairgrounds, Costa Mesa, Ca.; (818) 557-2950.

McCoy's Building Supply Centers - Jan. 27, market, Galveston Island Convention Center, Galveston, Tx.; (512) 395-6U4.

P.O. Box 75 . McMinnville, OR 97128

Phone: 503-434-5450 FAX: 8a&TSO-WOOD (88&876-9553)

Northeast Washington Hoo-Hoo Club - Jan.27, annual party, Colville, Wa.; skswim@theoffi cenet.com.

Guardian Building Products - Jan. 27-Feb.2, show, Paris Las Vegas Hotel & Casino, las Vegas. Nv.; (864) 297-3498.

National Association of Wholesale Distributors - Jan. 30-Feb. l, executive summit, The Fairmont, Washingron, D.C.; (202) 872-0885.

American Fence Association - Jan. 3l-Feb. 2. annual convention, Orange County Convention Center, Orlando, Fl.; (800) 822-4342.

California Forestry Association - Jan.3l-Feb.2, annual meeting, Monterey Plaza Hotel & Spa, Monterey, Ca.: (9lO Un6592.

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orion news

Western Building Material Association elected Tom Simkins, Simkins-Hallin Lumber Co.. Bozeman. Mt., as its new president during its l03rd annual meeting Nov. 8-l I at The Red Lion Hotel, Seattle, Wa.

Also elected were vice presidents Eric Gerretsen, Gerretsen Building Supply, Roseburg, Or., and Chris Perrin, Capital Lumber Co., Boise,Id.

National director is Ken Marson, Marson & Marson Lumber Co., Leavenworth. Wa. The officers are joined on the executive committee by Eric Fritch, Chinook Lumber, Snohomish, Wa.; Richard Kruckenberg, OK Lumber Co., Fairbanks, Ak.; Tom Sliter, Sliters Ace Lumber & Building, Somers, Mt.; Randy Stemper, Astoria Builders Supply, Astoria, Or., and Ed Waite, Spenard Builders Supply, Anchorage, Ak.

Directors includee Kruckenberg, Waite, Fritch, Sliter, Stemper; Mike Werner, Builders Alliance, Bellingham, Wa.; Bill Mackie, Madison

Lumber & Hardware, Ketchikan, Ak.; Tom Waggoner, Kingston Lumber, Kingston, Wa.; Rick Sage, Bayview Building Materials, Olympia, Wa.; Morris James, Hadlock Building

Supply, Port Hadlock, Wa.; Scott Munson, Lumbermen's, Tacoma, Wa.; Tom Boyd, Marson & Marson; Dennis Billman, Western Materials, Pasco, Wa.; Robert Myers, Alpine Lumber Supply, Post Falls, Id.; Jim Crawford, Tum-A-Lum Lumber Co., Walla Walla, Wa.; Jim Morse, Pacific Lumber Co., Hillsboro, Or.; Trent

Withers. Withers Lumber Co.. Woodburn, Or.; Dennis Orem, Jerry's Home Improvement Center, Eugene. Or.: Steve Kerr. Kerr Ace Hardware. Brookings, Or.: Robert Hodgins. Ashland Lumber Co.. Ashland. Or.: Charley Miller, Miller Lumber Co., Bend, Or.; Pat Curran, JR Lumber, Middleton, Id., and Paul Thomae.

Thomae Lumber Sales. Laurel. Mt. Members at large are Tom Dunn. Dunn Lumber Co.. Seattle, Wa.; Paul Street. BMC West Corp., Boise. Id.. and David Dittmer. Lumbermen's. Olympia, Wa. Suppliers council chairman is Lester Sjoholm, LNS Sales Inc., Lacey. Wa., and Young Westerners Club president is Kimberly Akre, Pacific Building Center. Blaine, Wa.

Lumber Association of California & Nevada hosted Major League Baseball manager Dusty Baker during its l0th annual convention Nov.9-ll at the Hyatt Grand Champions Resort. (Please turn to page 44)

bobpalacioz@ sbcglobal.net

WARM WELCOIIE (upper left) lo 2007 WBMA presidenl Tom Simkins, Simkins-Hallin Lumber Co., Bozeman, l,ll. (Upper nght) Outgoing WBMA president Jeff Swan presents he Supplier of the Year Award to Christine Meland, Empire Building Materials, Bozeman. (Lower) The Christianson family, owners of Pacific Building Center, Blaine, Wa., accepts the Dislinguished Dealer of the Year Award.

Deliuerinq otemium buildinginabrials b dealercsince 1938.

w"r

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Engineered Wood To Hold Steady

North American production of structural plywood and OSB is expected to finish the year at 43.08 billion sq. ft.. down just 30 million ft. from the record 43.11 billion ft. last year, according to the annual fall forecast of APAThe Engineered Wood Association.

Production next year is forecast to be almost as high. at 43.05 billion ft. The 2(X)7 forecast is based on the expectation that U.S. residential construction. although slowing. will remain relatively strong. with 1.835 million single and multifamily housing starts, compared to 1.95 million this year.

The forecast anticipates that residential construction in the U.S. and Canada will consume 24.2 billion sq. ft.. compared to 25.2 billion sq. ft. this year. Demand in all other domestic markets combined-remodeling. industrial. and nonresidential construction-is expected to remain about the same.

North American structural wood panel imports and exports (excluding U.S.-Canada trade) are forecast to remain about the same next year as this year. with exports at 484 million sq. ft. and imports at about 1.9 billion ft.

Engineered Wood Forccast

Softwood Plywood

osB

All Structural Wood Panels

Glulam Timber

Wood lrloists

LVL Oriented strand board production next year is forecast to rise by about 180 million sq. ft.. to269 billion. while plywood output is expected to decline 206 million ft.. to l6.l billion ft.

The structural wood panel industry as a whole is forecast to operate at X)7c of capacity in 2007. down from 957c this year and 98Vc in 2fi)4 at the peak of the housing market boom. About 2.3 billion sq. ft. of new industry capacity is expected to be added next year. with another 1.9 billion ft. in 2008.

Among other engineered wood products. I-joist production is expected to total about 1.25 million linear ft. in 2007. just slightly higher than this year. Glulam timber production is forecast to total 470 million bd. ft.. down 20 million bd. ft. from this year. And laminated veneer lumber output is expected to total 88.8 million cubic ft.. nearly identical to 2006.

The complete forecast is produced as a planning tool for APA members and is not available to the general public. However, the association also publishes a yearbook of structural wood panel and other engineered wood product historical production and market data that is available for $200. The yearbook can be ordered from the APA Web site at www.apawood.org/publications.

Nu Forest Products has experienced signifieant growth the past 5 years.

Effectlve December 1, 2006, wG have erpanded to the old PRMCO facitlty in Cloverdale, increasing our storage capacity by 5O,OOO sq. ft. Additionally, wG purchased 14 acres adjacent to this facility for future errpansion.

Stock Buys N.M. Truss Firm

Stock Building Supply has acquired Perfection Truss Co., Albuquerque. N.M.

"Perfection Truss Co. is the leading truss manufacturer in central New Mexico," said Fenton Hord. Stock c.e.o. and president. "This acquisition is an excellent complement to our 2005 purchase of Baldridge Lumber."

Founded in the 1950s, Perfection operates from a single location. Sales for fiscal year ending March 2006 were $6.4 million.

The purchase adds 36 associates to the Stock family. All senior management, including company president Jim Stafford, will remain with the company.

Raleigh, N.C.-based Stock now operates 316 locations in 33 states, with reported sales of $5.3 billion for fiscal 2006.

Meek's Closes Stockton Yard

The day before Thanksgiving. Meek's Lumber & Hardware closed its store in Stockton, Ca., and will consolidate operations at its store in Elk Grove.

Both employees and customers were surprised by the sudden closure.

"l don't understand. I really don't understand." said local contractor Terry Cooper. *ho had been a customer at the store for l0 years. "lt's kind of a shocker. We need a store here in the middle of town."

Before the closure. the Springfield. Mo.-based companv operated l-i stores in Northern California. Tu'o more stores are located in Nevada. while 30 are located in Arkansas and Missouri-where the first store opened in 1920.

A lthou gh c ompan y off ic ials refused to comment. others speculated that a weak lumber market and competition from other stores-includin-s two Home Depots. t*'o Lowe's stores. and new competition from Golden State Lumber and Reliable Wholesale-were responsible for the closure.

More PureBond To Come

Columbia Forest Products. Portland. Or.. will be-sin producin-e formaldehyde-free PureBond particleboard in the first quarter of 2007.

The companl, already produces formaldehyde-free hardwood plyu'ood products.

"We are extremely excited to roll out PureBond oarticleboard to meet

the gro*ing market demand for formaldehlde-free materials. " said Brad Thompson. president of Columbia's pl1*ood and veneer dir ision. "Since rre introduced PureBond adhesive technolo-e1 for harduood plruood. our customers have been anriousll auaiting a formaldehrde-free particleboard. We're happi to tL'll them it's on its uar'."

The patented. soy'-based adhesive used in PureBond rras cooperativc'lr' dereloped b1 Columbia. the colle-ee of forestrl at Oregon State Unirersitl and Hercules Inc. Columbia has erclusive use of the patent tbr all of its decorative panel markets in North America. The companl is actit'el1 seeking arran-gements uith other composite panel manufacturers that uish to incorporate the PureBond adhesire s) stem in their processes.

PureBond particleboard s ill be manufactured at Columbia's Hearst. Ont.. facilitl u hich u ill also turn the board into finished harduood plrttcnd and other value-added panels-uhich are used in high-end cabinetrl. fine furniture. architectural milluork. and commercial fixtures. The companl also produces and markets ensineered and solid *ood floorin-e products.

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Software Helps LBM Dispatchers Run Deliveries Smoothly

Dealers typically manage LBM deliveries to jobsites by dispatchers using paper, whiteboard or other manual tracking system. Computerizing deliveries can increase reliability and efficiency, winning new business and improving customer loyalty.

"In today's competitive LBM market, dealers are looking for ways to differentiate themselves and win more business. While it is natural to focus on adding new revenue-generating services, the quality of the dealer's core services is often what keeps customers coming back," said Randy Kwist, v.p. and general manager of Activant's Lumber and Building Materials Group.

New software tools designed for its Falcon and Activant Eagle platforms allow dealers to better plan and track the deliveries. Kwist said, "The Activant Dispatch and Delivery System is an electronic assistant that helps the dispatcher organize daily deliveries, provides accurate management reports, and helps ensure on-time deliveriesone of the most important services that LBM dealers can offer."

The software provides dispatchers with an up-to-date view on the status of delivery resources for any given delivery time-allowing dispatchers and salespeople to commit to specific delivery times with the confidence that the resources will be there to meet that commitment.

It will display order status information to anyone on the network with a proper security clearance, allowing dispatchers to focus their efforts on setting and meeting commitments.

Using the system, sales staff can send new orders or last-minute changes to the order entry system directly to

DISPATCH & Delivery Dashboard module gives yard managers a quick "macro" look at their overall delivery operations.

the dispatcher, reducing the time it takes to process the order and eliminating costly errors.

Managers can track productivity by customer, job, salesperson, driver and truck.

A Dispatch & Delivery Dashboard module displays predefrned key performance indicators as easy-to'read charts and graphs. With a quick glance, yard managers get a big picture perspective of their delivery operations. A GPS Tracker module combines global positioning system, mobile phone, and Internet technologies to show dealers the precise location of delivery trucks at any given time.

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Elk Analyzes lts Options

ElkCorp is reviewing its "strategic alternatives," which could include a possible merger or sale of the company. Subsidiaries include Elk Building Products, which manufactures roofi ng, decking, and other products.

"Several third parties have indicated interest in the company, and our management and the board believe that it is prudent to evaluate all opportunities for maximizing shareholder value," said c.e.o. Thomas D. Karol.

One interested party is Samuel J. Heyman, owner of Building Materials Corp. of America and a 10.367o stake in ElkCorp. In a letter to Elk, he said, "In addition to the extremely difficult operating environment we in the roofing industry now confront-resulting from unprecedented asphalt costs, margin erosion, and excess inventories-the industry faces significant long-term challenges as well. In our view, consolidation is the only logical response to these conditions."

Fire At Payette River Lumber

A fire that started Thanksgiving evening destroyed a drying shed at Payette River Lumber Co., Garden Valley, Ca.

"It was such a hot burn. we mav

never know for sure." owner Alan Ward said of the possible cause.

Jon Devalle. the local fire chief. agreed. "We do have pretty complete consumption of the contents of the building, as well as the building. so it's going to take awhile to determine what may or may not have caused this fire," he said.

Although damages have yet to be calculated. Ward will rebuild once he determines how much insurance will cover. "We're not quitters." he said.

Device Saves Worker's Life

At QB Corp., Salmon, Id.. up-todate first aid training is required for all lead persons. supervisors. maintenance staff. and quality-control inspectors. As a result, long-time employee Wally Raymond is around to celebrate the holidays and a whole new year.

On the morning of September 15. Raymond came to work as usual although he was not feeling well. As he climbed into his forklift to start working. he collapsed and fell to the ground. A radio call for help brought fellow employee James Bird. a trained first responder, running to the scene. Since Wally was tuming blue and not breathing. CPR was started. Shortly after, employees Dave Larson and

Rockie Walker arrived with one of the newer rescue weapons: an automated external defi brillator.

An AED is a portable device that automatically analyzes heart rhythm of a patient in cardiac arrest, advises a rescuer whether a shock is needed to restore a normal heart beat. and then delivers an electric shock that restarts the patient's heart. Experts estimate that 200.000 Americans die of cardiac arrest each year. but up to 50.000 of these deaths could be prevented with immediate use of an AED.

In Raymond's case. CPR alone was not working. After several shocks from the AED. he finally responded. returning to spontaneous heartbeat and respiration before the ambulance arrived.

"Our facility is located l5 miles out of town and even the best emergency response takes up to 20 minutes." said QB safety administrator John Gallogly. "Without James' training and cool head. there is not much doubt that the successful outcome for Wally could have been. instead, a fatal accident."

After the incident. QB purchased a second AED. "The value of this equipment. especially in our 'extended family' of employees. is beyond words." said Gallogly.

Boise Closing Veneer Mill

Boise Cascade will permanently close its 43-year-old veneer mill in Independence, Or., January 25,2007

"The lack of affordable logs and an ample supply of veneer from our other operations in the region are the primary reasons we are closing the Independence mill," said Bruce Cartmel, Western Oregon regional manager. "We regret the impact this closure will have on our employees and their families." The mill's 29 employees will be laid off.

The facility manufactures wood veneer that is sold on the open market and used in plywood and engineered wood products, such as Boise's BCI I-joists and laminated veneer lumber.

The mill equipment and property will be sold following the closure. No timeline has been established for sale of the property.

Huttig Continues Trimming

Huttig Building Products continues to pare back operations following the loss of $13.1 million in third quarter 2006. Most of the loss was attributed to a charge of $17.2 million as part of a restructuring.

During the fourth quarter, Huttig

expects to reduce its work force by 130 positions and close two smaller DC's in the East.

"While no company wants to take these actions," said Jon Vrabely, chief operating officer of the St. Louis. Mo.-based distributor, "we believe they are necessary to improve our cost structure and operating margins, and ensure that Huttig remains focused and operates at maximum efficiency during the current weakness in the housing market."

During the third quarter. Huttig closed three DC's in the Midwest.

Handy Hardware Joins DA

Handy Hardware Wholesale. Houston, Tx., has joined Distribution America, which recently restructured and moved its headquarters to Charlotte, N.C.

"Handy Hardware is one of the largest, most well respected distributors in our industry, and they truly fit with our organization," said Dave Christmas, president of DA. "Handy enhances our value to the vendor community by broadening our retailer base and increasing our purchases giving us greater leverage to promote products through retailers."

Handy Hardware serves more than 1.150 independent hardware stores. home centers. and lumberyards in l0 states. The 45-year-old firm had sales of more than $225 million in 2005. its last year affiliated with Pro Hardware.

SPI Invited On Air Force One

Dan Tomascheski. v.p. of resources for Sierra Pacific Industries, Redding. Ca.. was selected to represent the industry and discuss forestry issues with President Bush aboard Air Force One. The president was stumping in Northern California before the recent elections.

"Throughout the discussion, the president was relaxed, knowledgeable, and a regular kind of guy," said Tomascheski. "He even gave our small group a personal tour of Air Force One." After the meeting, the president talked about his ranch in Texas. where he has planted several thousand acres of native oaks.

Tomascheski said that being invited to the meeting was a tribute to how Sierra Pacific does business. "We are recognized as being knowledgeable, credible. responsible in our business practices and for how we take care of the land and its resources."

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Simpson To Buy Caffall Bros. Mill

Simpson Timber Co., Tacoma, Wa., has agreed to acquire Caffall Brothers Forest Products' Douglas fir stud mill in Longview, Wa. The deal is set to close in mid-December.

"We've been interested in the Longview area for quite some time," said Simpson Timber president Ray Tennison. "Caffall Brothers' recent remodel of its stud mill and its wellqualified management team and workforce are a good fit for Simpson's business strategy."

Caffall Bros., which opened the Longview mill in 1977 , has invested more than $1.5 million over the last four years, adding a new planer building, warehouse and equipment.

The facility produces about 900,000 bd. ft. of lumber a day for customers in California and the Northwest.

Do lt Best Retailers Cash In

Do it Best Corp. has reached a milestone $3 billion in annual sales and during its recent fall market returned a record $122.1 million rebate to its member retailers.

In addition to the mill, Caffall Bros. also owns a log yard business at the mill site that prepares and ships logs to domestic and export markets, including Japan. Doug Caffall, president and third-generation owner, said he will retain the log yard business, but relocate it to a new site, where the company may transition into wholesale lumber sales.

Simpson said the acquisition will not affect whether it builds a new sawmill on 35 acres it acquired one year ago from the Port of Longview for $2.2 million. The contract requires Simpson to sell the land back to the port if it does not begin construction on a sawmill by the end of 2008.

Simpson also holds an option to purchase an adjoining 25 acres from the port.

house purchases per retail sq. ft.);

. All American Home Center, Downey, Ca. (Valspar paint purchases-single store);

. California Do it Center, North Hollywood, Ca. (Valspar purchasesmultiple stores);

. McDaniel Do it Center, Snohomish, Wa. (warehouse purchases-single store), and

. Power Townsend Co.. Helena. Mt. (highest rebate-single store).

Runners-up included:

.C&MLumberCo..New Meadows, Id. (purchases per sq. ft.);

. McDaniel Do it Center (Valspar purchases-single store)l

. Northwest Drywall & Building Supply, Kalispell, Mt. (commodities purchases-single store);

. Power Townsend (warehouse purchases-single store), and

. Johnson's Home & Garden, Maple Valley, Wa. (highest rebatesingle store).

During the event, Member Purchase Awards were presented to first-place finishers:

. Hills Flat Lumber Co., Grass Valley, Ca., and Mountain Hardware, Wrightwood, Ca. (highest total ware-

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Dave Landoch has been named general mgr. of Lane Stanton Vance Lumber Co., CitY of Industry, Ca., a division of Bluelinx CorP.

Ross Muxworthy, ex-Britt Lumber, is the new national sales mgr. for Sierra Cedar Products, LLC, Marysville, Ca.

Larry Petree, ex-Welco Lumber USA, has joined LazY S Lumber/ Columbia Cedar, Beavercreek, Or., as resource mgr. in charge of Purchasing.

Barry Darrow, ex-TriPP Lumber, is new to sales at Bitterroot ValleY Forest Products, Missoula, Mt.

Harold Phenix has been Promoted to sales mgr. for Britt Lumber Co., Arcata, Ca.

Derek Sampson, ex-Boise Cascade, is new to mill sales at HamPton Lumber Sales, Portland, Or', concentrating on marketing for recently acquired Decker Lake Forest Products, Burns Lake, B.C.

Anna Vargas, ex-Western Restoration, and Greg Louden, ex-BlueLinx, are new account mgrs. for Capital Lumber, Denver, Co. Mark Vukobratovich, ex-BlueLinx, is a new account mgr. in Albuquerque, N.M.

Brian Agle, ex-Novell, is the new senior v.p. and chief financial officer at Activant Solutions Inc., Livermore, Ca. Peter DonnellY' ex-Symantec. is new as senior v.P. of operations, and Beth TaYlor as senior v.p. of human resources.

R. Neil Stuart has joined PoPe & Talbot, Portland, Or., as v.P. and c.f.o.. Maria PoPe, who temporarily held the position, will continue to lead the comPanY's Wood Products business.

Tim Jaeger is in charge of buYing western S-P-F random dimension and studs for Boise Building Material Distribution, Lake Oswego, Or.

Al Martin has relaunched Martin Brothers' Wholesale Lumber Co., wholesaling softwoods and hardwoods from Spokane. Wa.

John F. Morgan Sr., owner. Morgan Timber. LLC, has been elected to the board of directors of Plum Creek Timber Co., Seanle, Wa.

Ken Silverman, president and c.e.o. of Silver Line Building Products, which was acquired bY Andersen Corp. earlier this year, is leaving to start a new Private equitY and real estate development businessRandy lles, currentlY executive v.p., will succeed him.

Lizanne C. Gottung, senior v.p. and chief human resources officer' Kimberly-Clark CorP., has been elected to the board of l-ouisianaPacific Corp.

David Besselink has been appointed territory mgr. for the West for the construction finance grouP of GE Capital Solutions.

Eric Locke is store mgr. of the new Lowe's Home Improvement Center in Tulare, Ca.

Stephen Johnson is the new regional sales mgr. for Montana, I"daho. Wyoming, and Utah for Canyon Creek Cabinet Co., Monroe, Wa. Royce Hogue is new as mgr. of dealer education, and Mike Jackson is now engineering mgr.

Thomas Searles has been re-elected president of the American Lumber Standard Committee. Randv Caron, Caron Consulting, is the new chairman.

David J. Morris, c.f.o. and treasurer of Bluelinx, Atlanta, Ga., will leave by the end of the year to pursue other interests, although he will continue on a consultins basis.

Steven Richman has been iamed president of Milwaukee Electric Tool.

Edmund '6Ned" DeJarnette has joined Southern Forest Products Association as director of international markets.

Brian Miller is now corporate operations analyst for door manufacturer Precision Entry. Brian Baughman has joined the company as brand marketing specialist.

Helen Johnson-Leipold, chairman and c.e.o., Johnson Outdoors Inc., has been elected to the board of Home Depot, Atlanta, Ga. Kandy Kane is decorating for the holidays at Mungus-Fungus Forest Products, Climax, Nv., accordins to co-owners Freddy Fungus and Hugh Mungus.

Rumors Drive Up L-P Stock

The stock price of LouisianaPacific Corp. spiked on speculation that the manufacturer of OSB, EWP and specialty products may be the target of a takeover.

Private equity investors were among the possible suitors. "I have heard the speculation that Weyerhaeuser may be looking to acquire them," said one analyst. "There do appear to be several synergies, and Louisiana-Pacific is well off recent highs." Weyerhaeuser would not comment.

On the news, L-P stock quickly jumped $1.32, or 6.77o, per share to $20.96. L-P has a market value of about $2.2 billion, down 24Vo this year as slowing construction cut the price of OSB in half.

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N/fORE than on,-'nrillion ncu IYlimnrigrants cntcr thc United Statcs c\L'r\ \'eilr. Add to that the nearlr 80 nrillion multicultural

Antc-ricans shtt are alrcadr herc'. and r 0tt hitr e ir tfCntCnd()U\ !:f()Up ()t potr--ntial cu\tomcrs and clicnts *ho can positirclt inlpact rour busincs:. But do rou knou hou to reach. idc'ntifi u ith. und sc'll to thcsu- pcoplc'l Tttday . ntan\ conlPanlc\ arc struggling s ith thc' dcnrographic changcunderrr ar in Anterica. Accordinc to the U.S. Ccnsus Burcau. b1 2()-l-5. thc' population oi thc L'nitc'd States s ill gros br 50'i and 9()ri tlf that grclsth rvill conrc front thc llllnorlt\ c()nlllltlnity. That nleuns in ()rdcr to sta\ profitabl!'. conlpaniL-\ \\ ill ncc'd to adupt their rnarkc'ting. their selling str le. and their product ttr serr ice otfcrings in ordcr to appcal to thc enrc'rging dcnltlgraphic groups-all of shonr harc' different prcferr'nc,-'s and bur ing stvlcs.

So s htt c-\actl\ irrc' lhc'sc' nlintlrities.' \amcl1 thcl're At.rican Anrc'ricans. Hi:panics. Asians and \\()men. Thr' ker to conlpanies reaching thesc ntark!'ts in the future is to hirc s isc'h todar That is. if you want t() attract a direrse customer base. then rou necd t() attract a diverse workii,rcc rrho can eftectirell icientit,v uith the c'nterging ntarkc'ts and relate to thenr on their lc'r cl.

As much a\ conlPanv leaders hat.' to adnrit it. thc- l'act is that manv pcot Itlr'tttt' Iurtt lt) lrd!,a 1: )

77 building material companies have cut their IT costs by using DMSi hosted solutions.

Marco Acevedo

Antonio Avina

Steve Batick

Paul Blevins

Edward Butz

Cheto Chicas

Jose Chicas

Rosario Chicas

Karen Currie

Nick Ferguson

Cecilia Gallegos

Vince Galloway

Julian Gomez

Chris Hexberg

Ross Hines

Bruce Keith

fuan Laredo

|erry Long

Bobby Malone

Agustin Moreno

Brad Mortensen

Rafael Pantoja

George Parden

Timoteo Paredes

Michael Parrella

Peter Parrella

fanet Pimentel

Nestor Pimentel

Oscar Portillo

Yolanda Rodriguez

Steve Romero

Bill Sharp

Lois Tavenner

Melinda Taylor

Mauricio Toro

Peter Ulloa

Robert Williams

Pamela Winters

Think MinoritY

(Continued from Page 401

ple are not comfortable dealing with clients of a diverse tackground. Yes. we're all 'just people." but certain cultures have distinct buying styles. If your salespeople and managers can't effectively sell to those people. your company is headed for trouble.

-

Fot example. as a result of not interacting well with a diverse clientele. your managers may not meet their sales or production goals. When people don't meet goals. frustraiion ,.tr in. When too much frustration is present. people leave the company for what they perceive as a better opportunity. Now the company has to do a big hiring initiative to replace those who have left. But if they're not hiring people *ilo .un effectively interact with the emerging markets' they'll quickly find themselves repeating the same cycle of low production. frustration' and ultimately attrition' lt's time to stop the cYcle now.

Hire Smart

So the real question is not "How do we sell to minority communities?": rather. it's "How do we attract minority workers into our company and help them become successful?" After all. continual turnover is expensive. and it hurts the company's brand image and equity in the community' No company wants to spend needlessly or appear to be a company that can't retain qualified staff.

To hilp your company fill the pipeline with a diverse group of workers. consider the following:

. Be hands on

In order to recruit people and make your business a destination where people want to work. you need to be hands on. For example. on a national level your company may sponsor an event put on by an organization such as The Urban League. In addition to the national organization' there are Urban League branches throughout the country' If you don't have a presence in that organization at the local ievel, then that national sponsorship won't help you attract the talent you need. While your company is still sponsoring a great event and/or organization. you're not fully leveraging that sponsorshiP.

-Thereiore. look in your local community and see what minority organizations have a presence. Do more than just write a-cheik to the group-get involved. Sit on the board of directors. participate in fundraisers or events. speak to the group on some relevant topic. etc- To establish your .ornluny as an employer of choice within that demographic. you must build trust by consistently demonstrating your commitment to diversitY.

. Fish where the fish are

Rather than place an employment ad in the Sunday newspaper. consider advertising your job openings with professional -qroups. such as the National Black MBA Association or the Society of Hispanic Professional Engineers. In fact. if you look online. you'll find links to miiority associations for just about every industry. including heaithcare. financial. law. etc. Also. consider recruiting at historically black colleges and universities or in areas that are dense with certain minority populations' Go into neighboring communities where there may be a large minority population and ask the local Chamber of Commerce for assistance. Find out how you can get involved with the local community and share the opportunities your company has for minorities. Look for connectors

within the community who can help spread the word on your behalf. As is often the case, word-of-mouth advertising is the best way to attract what you want.

. Encourage development Research has proven that people who have mentors and have strons professional networks u." rno." ,u"I cessful, make more money, and are more loyal to their firms. For companies to successfully hire and retiin diverse workers, managers must encourage mentoring and professional development.

Mentoring often provides the oneon-one informal coaching and access minorities need to progress through the organization. Additionally, professional development helps people attain confidence and leverage themselves in the marketplace. They can differentiate themselves from their competitors and peers when it is time for promotion and advancement.

Think small

Many companies today fail to keep the diverse employees they hire because they don't think small. That is, they are not thinking of the small, subtle forms of exclusion that occur in offices today that over time create dis-

sension and disengagement. This subtle form of discrimination today is termed "micro-inequities," and can include small things such as leaving a diverse person off of a distribution list or not including them on projects or voicemails. These are small oversishts that. over time, tell the dive-rse employee he or she is not valued.

However, just as there are small oversights that occur, there are small steps you can take to ensure you don,t exclude anyone. For example, simply having empathy for the employee, including him or her on projects, and regularly touching base with everyone in your office regardless of their background sends a message that you're compassionate, engaged, and interested in everyone.

Diversity Sells!

In the future, when the current minority groups become the majority, how will your company be positioned? Will you have the necessary staff who can relate to and sell to the desired demographic? While the shift from minority to majority may seem years away, you need to start planning your company's marketing and staffing requirements now. After all, the sooner you start catering to these key demographics, the more time you'll have to build customer loyalty, which will position you as tomorrow's market leader.

- Phil Wilkins is the author of Own Your Business, Own Your Lifet and c.e.o. of sale s training/diversity consultant Diverse Wealth Systems. Reach him at phil@philwilkins.com or (888) 663-6254.

NEW DESIGN, resembling a massive tool box, highlights Do it Best brands as well as two worthy causes that the co{p supports'

New Truck Design Hits The Road

Do it Best's new fleet-truck design. unveiled at its October market. serves as a mobile billboard for what's new at the co-oP.

"The new disign calls attention to our retail brands and helps us stand out given all the messages competing for the attention of today;s consumer." said Bill Zielke. v'p' of marketing and international development' "It's an eyecatching ind clever way to reinforce who we are and what our members' stores offer to consumers."

Two of Do it Best's corporate causes are also highlighted on the trucks: Habitat for Humanity and Big Brothers/Big Sisters. According to Zielke. the goal was to help spread the word about these worthy organizations and promote their association with Do it Best.

"We're proud to support Habitat and Big Brothers/Big Sisters, and- *e take every opportunity to help them share their stories." he said. "Puning their names on our trucks will remind consumers nationwide of the important work done by these organizations-"

More than 20 trucks in the DIB fleet have been converted to the new design. An additional 157 redesigned trucks will be added in 2007. said John Snider. v-p. of retail logistics. but some trucks with the old design will remain on the road during the next few Years.

"We're fortunate that our old 'open tailgate' truck design was very popular, but many of the products it featured are now ouidated." he said. "We'd love to switch all of our trucks over today. but in being good stewards of our member-owners' dollars. we're timing our redesign efforts to coincide with the renewal of leases."

Western Association News

(Continued from Page 221

Indian Wells. Ca. (See photos on pages 54-55.)

During the event. Rick Roberts. Sunnyvale Lumber' Fremont, Ca.. was installed as president. Eric Ziedrich' Healdsburg Lumber Co.. Healdsburg. Ca'. is lst v'p'; James Cedirholm. Crenshaw Lumber. Gardena, Ca',Znd v.p.; Butch Gunter. Elk Corp.. Martinez, Ca', associates v.p., and Milton Johnson. Stock Building Supply' San Bernardino. Ca.. treasurer.

New directors are Laurie Mark. The Mill Yard' Arcata' Ca.: Steve Fleiner. Reno Lumber. Reno. Ca'' and John Neel. Reliable Wholesale Lumber' Huntington Beach. Ca'

New to the associates council are chair Jeff Howard'

Capital Lumber, Healdsburg, Ca.; vice chair Bob Maurer, Swanson Group, Glendale, Or., and events coordinator Kevin Turner, TimberTech. Lincoln. Ca.

New officers of the association's Political Action Committee are legislative committee chair Steve Patterson, Central Valley Builders Supply, St. Helena, Ca., and insurance committee chair Lynn Strang, Payless Building Supply, Chico, Ca.

Heading the 2nd Growth 40-andunder group are president Grant Pearsall, Capital Lumber; v.p. Chris Parker, Barr Lumber Co., and secretary Banett Burt, Ganahl Lumber Co.

Mountain States Lumber & Building Material Dealers Association installed new officers and directors at its annual conference in Breckenridge, Co.

New president is Bill Miller, Alpine Lumber Co., Denver Co.; president-elect Max Guetz, Home Lumber, Littleton, Co.; treasurer Bryan Hutchinson, Hutchinson Lumber, Pine, Co.; secretary Dena Cordova, Foxworth-Galbraith Lumber Co., Colorado Springs, Co.; national director Scott Yates, Denver Lumber, Denver; Arizona director Walter Foxworth, Foxworth-Galbraith, Dallas. Tx.: Idaho director. Steve Ker.

Max Ker & Son Lumber, Idaho Falls, Id.; New Mexico director Paula Ervin, Randall Lumber & Hardware, Taos, N.M.; Utah director Dennis Gardner, Butterfield Lumber, Midvalle, Ut., and Wyoming director Scott Good, Greybull Building Center, Greybull, Wy.

New associate directors are Craig Pequette, Bluelinx Corp., Englewood, Co., and Keith Simpson, RAM Specialties Inc., Henderson, Co. Scott Yates, Denver Lumber, was named Industry All-Star for his contributions to the association and the industry. Tom Hoffman, Boise Building Materials Distribution, received a special award to recognize his years of industry leadership and support of the association.

Three member companies were recognized for outstanding achievement in safety for 2006: Big John's Building & Home Center, Glenwood Springs, Co.; Chase Lumber Co., Aurora. Co.. and Colorado Forest Industries, Denver.

Los Angeles Hardwood Lumberman's Club has slated its annual pool tournament for Feb. 8 at Danny K's in Orange, Ca.

APA-The Engineered Wood Association vice chairman Harold

Stanton will retire early next year from APA and as v.p.-specialty products and sales at LP, Nashville, Tn. Tom Temple, v.p.-sales and marketing, Canfor Corp., Vancouver, B.C., was elected to succeed him as vice chairman of the association. Jeff Wagner, v.p.-OSB, LP, will assume Stanton's trustee position on the board.

During APA's recent annual meeting, TrusJoist founder Harold Thomas was presented the Bronson J. Lewis Award.

Mill safety awards were given to 16 EWP mills representing eight companies-Georgia-Pacific Corp. (eight awards), Weyerhaeuser Co. (three), Louisiana-Pacific Corp. (two), Hood Industries, International Paper, Anthony Forest Products, Boise Cascade, and PlyVeneer Products.

Window & Door Manufacturers Association will hold its 80th annual meeting Feb.24-28 at the Fairmont Orchid Resort on the Big Island of Hawaii.

Tom Kaiser, president of Cardinal IG Co., Eden Prairie, Mn., was confirmed to the board of directors during the association's recent fall meeting and conference in Las Vegas, Nv.

fomily rness

Letting go is a two-way s$"tggt*"

QUCCESSION problems are usual\)ly characterized as the parental generation's struggle to let go of authority, responsibility, and control and pass the baton to the next genera-

Quolity Western

tion. Certainly, those problems can be dauntingly real and frightening to almost all business-owning parents. We find that a parent's greatest fear is loss of power in the family.

What happens if a family is in conflict or a family member is in need?

Parents often feel that keeping control of the business and its purse strings provides extra strength in addressing potential family problems.

But we believe succession and letting go is a two-way street. One family business successor's insighs clarified the lesson for us. "It was my expectations that made the power struggle so painful for me," he explained. "My parents rightly were upset by my expectations of them. And the longer I held on to those expectations, the more they fought letting go."

He then described several expectations that we find are widespread among next generation members of business-owning families. They include:

. Entitlement: The expectation that the next generation deserves what the parents have.

Fairness: The expectation that parents should treat each sibling clearly equally.

. Perfection: The expectation that the parents should take all the initiative and provide all the wisdom in letting go.

. Responsibility: The expectation that parents should straighten out conflicts among the offspring.

Parents who have these expectations, or who accept them from their children, inevitably face great frustration. Next generation members who cling to these expectations retard their own growth and development.

Even as they complain of inadequate progress toward succession, next generation actions can subvert the process. Each time one sibling complains to parents about another, succession is slowed. Every time sib-' lings need parental help to solve prob'

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lems among themselves, they slow succession. Every time a member of the next generation asks parents for financial resources to help support lifestyle or personal need, succession slows.

Part of succession and personal maturity is letting go of the expectations one has towards one's parents. When successors hold four beliefs, we find that they are able to let go of problematic expectations. Then they can more comfortably negotiate the inevitable trials of generational transition.

Appreciate that their parents are not perfect.

Accept parents for who they are, with respect and love.

Understand that life isn't fair.

Assume personal responsibility for their own life, security, and identity.

We aren't sure which comes first, but we find that parents' ability to let go of power correlates with the next generation's ability to let go of emotional expectations of their parents. As one successor concluded, "When I assume personal responsibility for who I am and for my own success, my parents can't wait to support me. They seem to draw on my strength. It helps them."

Parents let go best when they are economically secure and believe they have a duty to pass the family business to future generations.

Children let go best when they are competent, selfreliant, and eager to assume leadership responsibility.

- Dr. Craig E. Aronoff is a co-founder and principal with The Family Business Consulting Group Inc., Marietta, Ga.; (800) 551-0633. He can be reached at aronoff@efamilybusiness.com. Reprinted with permission from the Family Business Advisor, a copyrighted publication of Family Enterprise Publishers. No portion of this article may be reproduced without permission of Family Enterprise Publishers.

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Cat Lift Trucks has a new series of AC-powered electric end-rider walkie lifts.

Two capacities are available6.000 and 8.000 lbs.-both of which are engineered for long runs and floor-level order-picking.

Stop Those Thieves

A new product from DeWalt helps prevent theft of valuable tools and equipment.

The Mobilet ock GPS locator and anti-theft alarm is a stand-alone. portable, wireless locating and alarm system that can be attached with heavy-duty magnets or screws.

Rechargeable lithium ion batteries power the unit for 30 days.

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lmproved Edgings

Two new contoured edge profiles provide posfformed laminate countertops with the look and feel of granite, natural stone or solid surface.

Glulam Column Threesome

Rosboro has introduced three new glulam columns-the Treated Glulam Column, 1.9E Laminated Column, and Architectural Glulam Column.

All columns reportedly can be specified for most project requirements, are easy to store, handle, nail, bolt and cut, and eliminate the need for "built-up" columns.

Treated Glulam Columns are pretreated at the warehouse and designed to match standard framing widths and available in lengths of up to 48 ft.

Laminated Columns, which fall under the Framing Appearance classification, are intended for applications that demand a straight, tall column hidden from view.

Architectural Glulam Columns are perfect for load-bearing applications where the beam is exposed and appearance is important.

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Amazing Lubricant

Jig-A-Loo silicone-based lubricant contains no oil, grease or wax and reportedly won't stain or drip.

Colorless, nonstick and ideal for use with most wood, metal, plastic, leather and fabric surfaces.

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Three-phase AC technology is said to deliver increased efficiency and longer battery life, while regenerative braking smoothes out directional changes and reduces pad wear.

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Superior Roof Vent

Premier 300 is a low-profile vent from Elk Building Products that is manufactured without filters that can clog and reduce performance.

Manufactured by VT Industries, the new edges are Valencia-a fullwrap ogee profile-and Barcelona-a double-waterfall edge design.

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Flexible Storage

A flexible storage-wall from Lista International combines modular draw-

The product hugs the roof and is designed to withstand dramatic temperature changes, high levels of stress, and extreme structural loads. No connector straps or gasket material are needed, and the product can be attached with a nail gun.

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Storage Wall comes in two different depths that can accommodate all available ceiling heights. Drawers and roll-out trays extend 1007o to allow easy access to stored items.

All three door styles-sliding, hinged and tambour-are lockable.

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The Big Bag

A 15" tool bag from Klein Tools has eight interior pockets and two exterior pockets to hold a wide assortment of tools and supplies.

Made of ballistic nylon and a reinforced steel frame, the bag has two padded handles and an optional shoulder strap.

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Convenient Roof Patch

PlyPatch from Benjamin Obdyke was developed as a quick, easy and relatively inexpensive way to patch roof holes when conveftins attic ventilation systems from ro-of pots to ridge ventilation.

Floor Refreshment

Bonakemi USA has introduced a floor refresher to its line of floor care products.

The product consists of a sheet of plywood with four attached metal drywall clips that can be dropped into the roof pot hole and secured to the roof deck with nails.

Each patch reportedly provides enough structural integrity to withstand a load up to 450 lbs.

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Bona Swedish Formula is a waterborne maintenance polish for use on most hard-surface floors: laminate, vinyl, no-wax linoleum, terrazzo, unglazed tile, stone, and sealed porous marble flooring.

The product contains UV and scratch protectants and reportedly dries quickly and has a clear, highly durable gloss shine.

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Time To Crash

A new survey of claims by Progressive Commercial Auto helps pinpoint common causes among crashes of commercial vehicles. The one-year study analyzed incidents involving "light local" vehicles, such as pickup trucks, SUVs, vans and passenger cars, as well as trucks such as tractor trailers and flatbeds. Findings included:

Beware of Friday

Most crashes involving light local vehicles happened on Fridays, while the least number of crashes occurred Tuesdays and Mondays. Crashes involving heavier trucks were most often on Thursdavs and least often Mondays and Fridays.

Safer Driving in January

For lighter vehicles, December had the highest rate of accidents, followed by November. The months with the lowest rates of accidents were January and April, June had the highest accident rate involving trucks-29Eo greater than the lowest month, January.

Trucks Start, Finish Earlier

Not surprisingly, 66Vo of all crashes were during traditional work hours. Yet most crashes involving heavier trucks occurred between 6 a.m. and 5 p.m., while those with lighter vehicles started one hour later-7 a.m. to 6 p.m.

Light local vehicles were most likely to crash between 12 p.m. and 6 p.m. Most heavier truck crashes were between 1l a.m. and 4 p.m.

Resin Producer Taps Partner

Hexion Specialty Chemicals, Columbus, Oh., producer of resins, adhesives and wax emulsions for manufacturers of engineered wood products, has named ChemPoint its primary North American distributor.

ChemPoint will handle marketing, customer service, sales and order fulfillment for targeted customer bases.

"We selected ChemPoint because they have proven technical expertise, so we know they can work closely with customers to help them find the right solution for their application," said Dave Hemm. "This partnership will give our customers the enhanced sales and technical support they expect, while simplifying transactions for them and for us."

LUMBER Association of California & Nevada held ils 1Oth annual convention Nov. 9-11 in Indian Wells, Ca. (1) Jean Henning, Malor League Baseball manager Dusty Baker, Janelle & Ken,Dunham.. (2) D3ve Wallace, Augie Venezia. (3) Ruth & Lorenzo Casia. (4) D.e9 Dee Graham, Jonithan Edmonds. (5) Greg Baugh, Butch Gunter. (6) Mike Broxton, Tom Couch, Melissa & Scott Kassahn. (7) Michael Learned, Marv Askey. (8) Rick Hogue, Margo Conner. (9) Phillip Walker, Karen

Tnn MrncruNr MlclzrNn DrceN4een 2006

Meredith, David Mobley. (10) Rick Thurston, Chris Banuelos. (11) Jennie & Todd Murphy. (12) Mario Baraias, Richard Coale. (13) Dale & Kathy Burgdorl. (1a) Dwight Hayes, Blair Simmons, Rich Geary. (15) Randy Faiis. (16) Tim & Margo Kennedy, Phil D_odson. (17) Qgug

Rade6tock, Blair Simmons. (18) Tanka & Kelly Chase. (19) Adam

Shenrvood, Banett Burt, Grant Pearsall.

(More photos on nexl Page)

Frank Peterson, John Murphy, Steve Fleiner. (11) Duane Day, Tom Tragesser- (12) Joe Petrella, Mike Reuter, Brian Koontz. (i3) Bill leavely, Mike Bland. (14) Marc Spitz, Tom Cztapinski. (15) Tim Dickison, Mike Cook. (15) Antony Homenock, Ryan t\4itchell. (17) Todd Cornelison, John Assman. (18) Frank Stewart. (i9) Jim McVey. ' (Convention coverage on pages 22, 44-45)

NORTH AMERICAN Wholesale Lumber Associalion returned to Dallas, Tx., after two years in Chkago, ll., for its annualTraders Market Nov.9-11. (1) Jim Livermore, Rick McQuin, Rich Kapres, Joe PelEer. (2) Andy & Maria Freeman. (3) Dusty & Penny Hammack, Harvey Fisher. (4) Mike Pratt, John Murphy, Mike Vidan. (5) Rob Mitchell, Peter Con. (5) Jon Murphy, Carol Kelly, Bill Kubinski, Fred James. (4 Jeff Wilson, Pam Mitchell, Eric Gee, Phil Schneider. (8) Eddie Pearce, Hande Ozer-Buyuknsghin, Kris Owen. (9) Crista Yonker, Anna Mehl. (10) Marty Grohman,

Michael Kennedy, Gary Shudtat. (11) Lou Chance, Jim i,lcGinnis, Jim Riis. (12) Mark Westlake, Denise Robertson. (13) Gary Pittman. (14) John Quast, Charlie Quarles. Mark Junkins, Hunter McShan, Pat Burns. (15) Ken Tennefoss, Gary Zauner, William Penitt. (161 Billy Gunn, Janet Corbett, Lori Courtney. (17) Mike Binkley. (18) Stacy Watson, Alecia Pratl, Abby Shull, Suzanna Gadberry, Courtney Watkins, Queta Trjerina. (19) Emilie Boulay, David Bemstein. (tulore pl:riros m rcxtfwe pages.)

NAWLA Traders Market ll (continued trom previous pagel: ('l) John Grove, Richard Garennie, Monte Acquistapace, Darren Duchi, Randy Armand._(2) Pat Callahan, Tod Kintz, Ryan Stembridge. (3) Clirit Darnell, Greg Pybus, Richard Gray. (4) Bili Anderson, Ai Paik'er. (5) Bob Scarborough, Bob Butch, Dennis Lentz. (6) Mark Heyboer, Fred fodn{<, Tom LeVere, Mike St. John, Jim Enright, Mark Denner. (7) Paul Erickson, Tim Todd, Rich Mills, PatZan. (8-) Rich Danielson, A.J, Kolarsick, Phil Herman, Justin Wilson. (9) Steve Sprenger, Jason

Faulkner. (10) Todd Lindsey, Don Simon, Jean-Marc Dubois, Tim Horkay. (11) Tim Elbers, Nancy Bloch, Patrick Taleghari. (12) Jack Chase, Joe Galvin Jr., Mike Webster. (13) Vince Vieria, Rick Parken, Ross Muxworthy. (14) Rick Ingram, Raymond Luther, Thom Wright, Don Dye. (15) Laurie Creech. (16) Ronald Dunham, Josh Dean. (17)

Terry Neal, Randy Strutin.

(More photos on nert four pages)

NAWLA Traders Market lll (continued from previous pages): (1) Monty Falb, Bob Beeler, Ray Barbee. (2) Lee Roy Jordan, David Jordan. (3) Bob Bretz, Bob Juhl. (4) Tom & Claudia Westbrook. (5) Larry Shively, Reid Schoenfelder, Paul Shadbolt, Mark Boyle, Jim Haas. (6) Rex Scolt, Tom Taylor. (7) Bart Swan, Bill Tucker. (8) Dave & Theresa Burke. (9) Mike Pidlisecky, Kent Middlemiss. (10) Cees DeJager, Cees Van Santen. (11) John Helela, Julie Wright. (12) Alex Lesyk, Monique Bauer, Trevor Clanton. (13) Tim Leyden, Jason Adams, Dave Coleman, 58 Tnn MnncnnNr MlcazrNn Decelreen 2006

Craig Combs. (1{) Angela Candow, Panish Stapleton, Clint Damell, Chelsea Embry. (15) Steve Tolnai, Neil Elshire, Bob Sloper. (16)

Jenniler McAvoy, Drew Knox. (17) Steve Kallberg, Davii Manke. (18) James Moore, Tammy Bennetl. (19) James Olsen, Wayne Bennett. (20) Slephen Holt, Jason Hudson.

(Mwe flntos m nextfi,re€ 0€|g€€.)

lAryLA Traders Market lV (continued from previous pages,): (1)Wate Elegbede, Audrey Mouser, Francis DeSouzA. (2) Bridn -Aelivdaii, leO Whitehouse. (3) Bob Cini. (4) Peter Krihak, Frank Devtin. (5) Jesse Petersex, Sheldon Howell, Guy Peterson, Larena Stevens, (ti) Dave Durst, Dick_Fitzgglald, Rick Miller. (7) James Minlon, Ashtey Allen, fliql'qrg-O'De_! (8) Ray.Sitter, Brian Helem, Rob Cook. (9)-Harvey Hetfeld, Dan Callan, (10) John Page, DeAnn Hobson, Mike Redwine. Drcenleen

(11) Bob King. (12) John Hathcoat, Katy & Larry Boyts. (13) Atden Robbins. {1a) Ray Guy, -Travis Hixon, David Brandenburg, Greg Norman, Jim Hand. (15) Canie Lease, Linda Sabrowski. (16) Jason Mann, Mel Smeder, Todd Kion, John Reed. (17) Mark Dennei, David Smith. (18) Jay Neadle, Joe Briggs.

(More photos on nert tuo pages)

NAWLA Traders Market V (continued from previous pages): (1) Larry Miller, Steve Killgore, Jim Weber. (2) Josh Gibeau, Joe_Andrews. (3) Phil West, Sam Flomewood. (4) John Stonkus, Carolyn Cook. (5) Lee Greene Jr., Kris Lewis, Brad Hatley. (6) Winfred Freeman, Charles Andrus. (7) Chris Bardasian, Pat Maher, Mike Gori. 18) Chad Hammond, Jennifer Collum, Todd Nodine. (9) Gary Fallin, Anne Kremko, Michael Almberger. (10) Ben Meachen, Stewart Clark. (11)

Lynn Goode. (12) Eric Churchill, Bradley Hodgins, Dennis Connelly. (i3) Jamie Trenter, Joe Tardiff, Jeff Hardy. (14) Robin Gardner, Jill Shiopshire. (15) John Vavrosky, Matt Kelly, Allen Gaylord, Philip Starks, Jim Powell. (16) Mark Luby. (14 Roy Masters, Bryan Noel. (18) Russ Vaagen, John Branstetter, Shawn Church. (19) Scott Brown, David Mansfield. (20) Kevin Hynes, Jack Bowen, Matt Duprey. (More photos on next page)

NAWLA Traders Market Vl (continued from previous pages): (1) Tom Parks, Dennis Bright, Dave Broxson. (2) Kathy & Stephen Cgngwall. (3) Mike Foster, Dusty O'Sutiivan. (4) Rick Weihs, Jetf Tweten. (5) Joe Mattov, Bob Lackey, Jack Dalton, Rick Palmiter. (6) John Makuvek, John Norlen, Scott Lawyer.

(J) Calvin Biddix, Bill O'Berry, Tom Coxe, Carl McKenzie. (8) Jason Bolstad, Jim Hassenstab, Susan Fitzsimmons, Monte Jensen. (9) Bobby & Lori Byrd, Ryan Traczewitz. 1i0) aritt'lnman, Uti Wafther. (11) Chuck Gaede, B. Manning, Daniel Carier. (12) Shepard Haggerty, Joe-Haggerty lV. (13)

Dan Reid, Tim Shanafelt. (14) Ashleigh van Gervn, Alan Oakes, Alysda Caddle,'Steve Maneri. (15) Tyrone Konecny, Lela Sales, Johnny Konecny. (16) Jeff Moore, Dave Cunningham. (17) Tom Payne, John Barber. (18) Kim Pohl, Chuck Casey.

LOS ANGELES Hardwood Lumberman's Club held its 7th annual golf tournament Nov. 2 in Costa Mesa, Ca. (1) Charlie James, Walter Ralston, Bob Mitchell. (2) Pete Cooper, Charlie Fiala, Gerry Ganz, Steve Banks. (3) Nathan Osborne, Ted Murray. (4) Mike Bronson, Victor Hernandez, Ralph Mendoza, Brad Applegate. (5) Matt Schulz, Kameron Shannon, Fonest VanWagoner, Jake Brosterhous, Matt Barrass. (6) Lee Souza, Alan Arbiso, Mike Mische' Jim Moss. (7) Craig Jordan, Jim Roberts, Marty Fox, Bick Wheeler. (8) Michael Seeds, Louis Escobedo, Joe Escobedo, Bex Klopfer. (9)Christa Bohnhoff, Bill Fitzgerald, Christy Fuller, Nicole lmerti. (10) Greg Beauregard, Kevin Trussell, Jim Gaither. (11) Johnny Pringle, Luis Roias' Mike Schumaker, Deonn DeFord. (12) Amy Renzello, Mike Rhoades. (13) Jim Burns, John Wiesen, Sal Castillo, Mike Rollheiser. (14) Dennis Johnston, Paul Pendergast, Paul Jukes. (15) Heinz Zaiser, Silvio Pierotti, Peter Cuellar. (16) Bruce Jauman, Todd Purcell, RickVarnum, Joe Purcell

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Ryan, Shawn Allison. (4) Jerry Otto, Bob Dirham. (5) Brent McClendon, Ernie Montano, Ken Peabody. (6) Jeff Lassel, Paige Kaay, Robert Lie. (7) Bunrith Sao, Catherine tr,tittbwney, Abei Reiiila. (Aj ffrit Sarris, Louis Gordillo, Gib Mcllvain. (9) Greg Bowline, Jim Tseko.

INTERNATIONAL WOOD Products Association held a reoional meeting and networking luncheon November 14 at the Hyatt Newporter in Newport Beach, Ca. (1) lncomrng IWPA president Stuart Clarke, Lynn Baker, Bruce Frost. (2) Tom Escherich, Stephen Ondick. (3) Trevor

BUILDING INDUSTRY SHOW sponsored by the Building Industry Association of Southern California was held Nov. 16-17 at the Anaheim Convention Center, Anaheim, Ca. (1) Marshall Howen, Rita Tones, Clifl Welch, Martina Lange, Mark Benson. (2) Terry Hathway, Steve Zanco, Ben Riviera. (3) Todd Cornelison, John Assman. (4) Lance Devol, Bill Reavely. (5) Kortine O'Connor, Art Montesdeoca, Kristy Noel, Pat Webster, Barbie lr4urdock. (6)fieid Richards, Randall Richards, John Gallagher. (7) Chris Merkel, Dave Connair. (8) Jonathan Edmonds, Bob Lowe. ($ Patti Wells, Brian Hurdle, Loii Burns. (10) Austin Bryan, Titch Titchen. (11) Steve Prado, Jami Mendoza, Matt Ryan. (12) Garry Tena, Sid Thompson, Damien Simpson, Al Reed. (13) Lydia Tamora, Bonnie Sutton,

Jennifer Wells, Barbara Pierce, Ashlee Wells. (14) Andrew Lui Kwan, Rich Riley, Doug Hicks. (15) Rich Hegemier, Pete Aguirre, Joe Morin, Carl Thompson, Keith Hitchcock, Darin Myers.

Top Green Products Honored

The 2006 Top-10 Green Building Products have been named by BuildingGreen,Inc.

"The range of product types showing exemplary innovation is amazing," said GreenSpec coeditor Alex Wilson.

Three winning products save energy. Two save water. Three are green in part because they are made from recycled waste; one is a system of salvaging material. Rounding out the list are an innovative way of turning an ordinary material. concrete. into one of the best flooring options for commercial buildings, and a provider of renewable energy credits, an excellent way for any building owner to support renewable energy.

"Most of the Top-10 products this year have multiple environmental attributes," Wilson noted.

This year's winners include:

. Polished concrete system from RetroPlate

Underwater standing timber salvage by Triton Underwater Logging

PaperStone Certified composite surface material from KlipTech Composites,Inc.

Varia and "100 Percent" recy-

cled-content panel products from 3form, Inc.

. Recycled-content interior molding from Timbron International

. SageGlass tintable glazing from Sage Electrochromics

Water-efficient showerhead with H2Okinetic technology from Delta

. WeatherTRAK smart irrigation controls from HydroPoint Data Systems,Inc.

Coolerado Cooler advanced, indirect evaporative air conditioner from Coolerado, LLC

Renewable Energy Credits from Community Energy. Inc.

A big driver in the development of green products continues to be the U.S. Green Building Council's LEED Rating System, which awards points for the use of certain product types or for the energy or water savings that green products can achieve.

"Designers of LEED buildings are looking for green products, and manufacturers are responding," said Wilson.

Vandals Strike Siskiyou Site

Vandals caused $ 100.000 to $500,000 worth of damage to logging equipment being used on 150 acres of

pine and Douglas fir timberlands near Hilt, Ca., just south of the Oregon border.

Although the initials of the Earth Liberation Front were scrawled on some machines, authorities don't believe eco-terrorists were responsible. "We really don't have any reason to be looking in that direction right now," said Dave Amaral, a detective with the Siskiyou County sheriff's office in California, where the vandalism occurred. "It's not real consistent with what we've seen in the past."

According to Steve Avgeris, coowner of Hilltop Logging Inc., Medford, Or., it appeared that the vandals may have had master keys. "They came equipped with the right tools," said Avgeris. "They knew what kind of equipment we had." Nine pieces of equipment were damaged, including bulldozers and a variety of loaders.

The vandalism will probably halt the operation for the rest of the year, affecting the 20 families who depend on the business for their livelihoods. "They didn't just destroy some obscure business," said Cheri Avgeris. "They affected people's lives."

lqce

Rates: $1 per word (25 word minimum). Phone number counts as I word. address as 6. Head-line or centered copy, $8 per line. Private box or border, $8 each. Column inch rate: $50 camera-ready, $60 if we set type. Send ad copy to Merchant Magazine, 4500 Campus Dr.. Ste. 480.

Newport Beach. Ca. 926O. Fax 9.19-852{23 I dkoenig@building-products.com. or call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: l8th of previous month.

To reply to ads with private box numbers, send correspondence to The Merchant Magazine. c/o the box number sho*'n. Names of advertisers usins a box number cannot be released-

LAS PLUMAS LUMBER & TRUSS CO..

SALESPEOPLE WANTED

Redwood Empire is looking for experienced salespeople in wholesale and industrial with backgrounds in commodities, redwood. cedar. plywood, steel, pressure treated, hardwood decking, flooring, and imported lumber (softwoods and hardwoods). Positions available in Eugene, Or., and Northern and Southern California. Please send resume to Sean Burch, Redwood Empire, P.O. Box 1300, Morgan Hill, Ca. 95038, email sburch@redwoodemp.com. www.redwoodemp.com

LLC. Are you looking to find a career with a company that has excellent benefits including Medical. Dental and Vision coverage? Available positions include. but are not limited to. Accounting, Credit. Design. Dispatch. General Office, Operations, and Sales. Fax resume to 951-685-4195.

FFI CAREERS: Functional Fenestration Inc. distributes quality architectural hardware. FFI is growing every year, and has great benefits. lf you're experienced in customer service. inside/outside sales. or purchasing/inventory management of door. window or skylight products. email resume to HR@fenestration.net.

Feature your business card in The Mercbant

Hoppy New Year ,elp build new) lives fo, ubwnded soldiers

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

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

Founded by contractor John Gonsalves in 2004, Homes For Our Troops uses donations of money, building materials, and pro labor to build new houses or adapt existing homes for soldiers who return home with serious injuries and disabilities.

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

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

Any Questions?

Call Alan at (949) 852-1990

INDUSTRHL WOOD PRODUCTS SALES

Universal Forest Producs is seeking an experienced industrial salesperson for the company's Riverside. Ca.. facility. Candidates must have comprehensive knowledge of industrial sales processes. We are looking for a highly motivated self-starler. willing to do what it takes to land new business in a fast paced competitive environment. Generous salary and benefit package commensurate with knowledge. experience and ability. If you are interested in joining what Forbes magazine calls "One of America's best managed companies." please email your resume to Tim Gaffney at tgaffney@ufpi.com or Fax to 951-826-3013. All replies will be kept strictly confidential. Universal is an equal opponunity employer.

orres

Murray Gelleri, 72, manager of Discount Builders Supply, San Francisco, Ca., died after a short battle with brain cancer Nov. 21 in San Rafael, Ca.

After serving in the U.S. Navy, Mr. Gelleri broke into the industry in 1956 with Goodman Lumber, San Francisco. In 196'7, he opened his own yard, Four Star Building Supply, San Lorenzo, Ca., which he operated for 25 years. After closing the business, he rejoined Goodman Lumber as assistant to owner Charles Goodman. He moved to Discount Builders Supply, also owned by Goodman, after Goodman Lumber closed in 2000.

Tom Manex, 80, longtime employee of Empire Lumber Co., Spokane, Wa., died Nov. 2.

He worked at Empire Lumber for 40 years, before retiring in 1991.

llews Briefs

(Continued from page I 8)

lion ... starts dropped 2.l%o in the West ... permits fell6.3Va to an annual pace of 1.535 million

Canyon Creek Cabinet Co., Monroe, Wa., was named as the first cabinet company to be awarded a certificate in the new Kitchen Cabinet Manufacturers Association's Environmental Stewardship Program

Weyerhaeuser Co., Federal Way, Wa., has agreed to sell its Saskatchewan mills in Hudson Bay and Carrot River to C&C Wood Products, Quesnel, B.C.; the two facilities had been marked to close in January ...

Capital Lumber Co., Spokane Valley, Wa., held an employee breakfast to celebrate its second year without an accident.

Sudoku Solution

Purchasing: We provide a listing of more competitive and reliable vendors,

Credit: We empower you with tools that help you make good credit decisions,

Marketing: We supply the requisite information for effective marketing and sales initiatives.

Sournrnx Cnrronrn

LOS ANGELES AREA

Berkot Manulacturing C0..............,.. ... .........(323) 875-1 163

BMD (Northridge)... .......(800) 537-7091

California Panel & Veneer...,....,....................(562) 926-5834

California Pre-Stain. ......(562) 633-5420

Chozen Trucking Co ......1562) 427'5672

Conrad Wood Preserving..............,...............(8r/) 381 -2314

Cramer Lumber Co., W.M. ............................(626) 445-8556

Fremont Forest Group (Whinier) ...................(562) 945-291 1

Gemini Forest Products.................................(562) 594-8948

Huff Lumber C0........,....,..,(800) 347-HUFF (562) 921-1331

lnland Timber C0..... ,...,.(213) 462-1264

Jones Wholesale 1umber...........................,,.(323) 567-1301

North American Plywood....(562) 941 -7575 (800]1 421-1372

Product Sales C0.... .....,(800) 660-8680

Stepstone, Inc...............................................(800) 572-9029

Swaner Hardwood.. .......(818) 953-5350

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

U.S. B0rax............... ......(661) 287-5400

Weyerhaeuser Building Ma1eria|s..................(877) 235-6873 ORANGE COUNTY & INLAND EMPIRE

Anlinson Lumber Sales...........................,.,,..(951 ) 681 -4707

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

Bear Forest Products.......... (877) 369-2327 (951 | 7 27 -17 67

BMD (Vernon)........ .......(8771587-4137

BMD (Ontario)........ .......(800) 435-4020

Boise (O.C.)............ .....,.(714) 255-1949

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

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

California Lumber Inspection Service............(71 4) 962-9994

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

Capital Lumber Co.. ..,...(909)

Creatus

Fontana

Kelly-Wriqht

(714) 632-1988

Reel Lumber Service (Riverside) ..................{909) 7814581

Regal Custom Millwork.......(71 4) 7/SI 673 (71 4) 632-2488

Reliable Wholesale Lumber. Inc....................(800) 649{859

Simpson Strong-Tie Co......(800) 9995099 (714) 871-8373

Taiga Building Producls................................(800) 348-1400

universal Foresl Products.............................(909) 82&3000

BAKERSFIELD Pacific Wood Preserving of Bakersfield ........(661) 8${429

CLOVEBOALE Bedwood Emoire.....

FORT BRAGG

Harwood (Branscomb)........ (707) 984€1 81 (800) 44 1 41 40

Itappy htofr[ays on[

SqtnIE r

uide

Pncrnc llonrnwrsr

orePac Building Products.,.,,........................(503) 682-5050

Pacific Wood Preservin9.........,.....................(503) 843-2122

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

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

U.S. Metal Works............,...(800) s23-5287 (503) 668-8036

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

Weyerhaeuser Building [4a1eria1s,,..,,..,.........(877) 235-6873

BOSEBUHG

C&D Lumber Co. {Riddle)...,..,..................

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

Hoover Treated Wood Products

Johnson Lumber Co., D.R.........

Keller Lumber Co, Roseburg Forest Products

ANCHORAGE

...(s41J 874-2241 ...(541) 874-2236 ...(800) 531-s558 ...1541) 874-2231

ALASKA

Huttig Building Products.....,,..,...,..,,..,,..........(907) 562-2131

Rocrv lUlounrnm

BOISE 80ise..,...................

Boise Distribution (Boise)..............,...,...........(208) 384-7700

Boise Distribution (ldaho Falls).............,..,....(208) 522-6564

Capital Lumber Co.. ......(208)

Cascade Structural laminalors.....................{541) 726.9836

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

Forest Products Research Laboratory..........(866) 444-3775 $41) 484-9477

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

Lumber Products..... ......(541) 687-0411

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

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

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

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

Weyerhaeuser Building l\4ateria|s......,..,........(877) 235-6873

Allweather Wood Treaters...............

Lumber Products....

MEDFORD / GRANTS PASS ,.,..,..(800) 759-5909 ,.,.....(541 ) 773-3696

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

Pacific Wood Laminates................,,..,...........(541 ) 469-41 77

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

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

McMINNVILLE / CORVALLIS / SALEM

Capital Lumber.,,................(541) 223-0020 (866) 898-1 128

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

Royal Pacitic Industries........,..,.....................(503) 434.5450

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

GREATER PORTLAND AHEA

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

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

Caffall Bros. Forest Producls.,......................(800) 547-201 1

Collins Pine C0...................(800) 758-4566 (503) 227.1219

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

KLC International,,..,...,...,...(866) 552-4685 (503) 699-8685

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

OGDEN

UTAH

OrePac Building Products,....................,..,,.,,(801 ) 782-1997

Thomas Forest Products, J.M.......................(800) 962-8780

SALT LAKE CITY

Boise Distribution.... ..,...{801) 973-3943

BMD ....................... .......(801 ) 231_799 1

Capital Lumber Co.. .,,...(801) 484-2007

Forest Products Sa|es........(800) 666-2467 (8011 262-6428

Lumber Products..... ......(800) 888-9618

Thomas Forest Products, J.l\4.,,...,................(800) 962-8780

Utah Wood Preservrng........(800) 666-2467 (801) 295-9449

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

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

tr I Year ($18) tr 2 Years ($30) E 3 Years ($40) E BillMe E My Check Is Enclosed

F'.rr norc inforn.ttitn fnnn udvertisers, ule tha ll'eb sir? in brrckets

Anfi nson Lumber Sales Iwwwanfi nsoncom] .........................,..4' 49

Arauco Wood Products Iwww-araucorU ...........................Cover III

Azek Trimboards [wwwazekrom]............... ........33

Beaver Lumber ,...70

Capitol Plywood [wwwcapitolplyt ood rom]

Cascade Structural Laminators Iwwwcascadeslroml ...............26

Chozen Trucking........

Colville Indian Precision Pine [rr'r'r'u'rippinecom].......................39

Distribution Management Systems Inc. Iwww.dmsirom] .....-......41

DMK Pacific Corp........... ........55

El & El Wood Products [wwwelandelwoodproductsroml ......'..21

Fontana Wholesale Lumber IwwwJontanawholesalelumbercom] ........................................47

Forest Products Research Laboratory IwwwJprl.com]..................E

Herbert Lumber Co. Iwu'wJrerbertlumber.com]..........................63

HuffLumber Co................... ..........34

Inland Timber Co. ............................3E

International Forest Products Iwww jntlforestrom].....................43

Ipe Clip Co., The In'wx'jpecliprom]

Jones Wholesale Lumber .........................44

Kelleher Corp. [wwu'-kellehercom]..... .........Cover I

Douglas Fir - Pine -

Lewis County Forest Products [w\r'$.titanstudsrom] ......Cover lV

L-M Equipment Co. [wwwJmsawsroml...... .........J)

Lumber Buddy Iwu'wJumberbuddl'rom] .....------..............'....53

Lumbermens Credit Assn. IruwwJumbermenscreditcom] .....-....67

M&M Builders Supp|y...................

Manke Lumber Co. Iwww.mankelumber.coml .............................42

McKenzie Forest Products Iwww.mckenziefprom]........................7

Norman Lumber Co. Iwww.normanlbrcom] ...............................53

Nu Forest Products Iwww.nuforestproducts*om] ..................'....25

Osborne Lumber Iwww.osbornelumber.com] ..---.-----............47

Parr Lumber ..........41

Peterman Lumber Inc. Iwu'w.petermanlumberrom]...................47

PrimeSource Building Products [wwu'.primesourcebprom]......13

Redwood Empire Iwww.redwoodemprom] ........................Cover II

Reel Lumber [wwwreellumbercom]

Rio Tinto Minerals Iwwu'riotintomineralsrom]..........................29

Rosboro [wwwrosbororom] .......3

Roseburg Forest Products Iwwwrfpcorom] ................................31

Roval Pacifi c Industries....... tn

Sierra Cedar Products LLC [wwwsierracedarproductsllcrom].32

..6 Custom Millwork - Patterns in Softwoods & Hardwoods - Custom Runs of Paint Grade Poplar Mouldings a Specialty Mouldings - Siding - Trim Pieces Wholesale Lumber - Redwood - Uppers

Simpson Strong-Tie Iwwwstrongtierom]......................................45

Siskiyou Lumber Products......... .............................13

Stockton Wholesale Lumber ........28

Sunbelt [wwwsunbeltracksrom] ------...............27

Swan Secure Products Iwwwswansecure.coml ......................51' 65

Swanson Group Iwwwswansongroupinccom]...............................5

Taiga Building Products Inc.................. ...........17,6E

.--.............22 TruWood Iwww.truwoodsidingcom] .............19 5t Van Arsdale-Harris Lumber Co. Keller Lumber Co.....

"To ensure the best customer service, Arauco ships to more than l8 North American ports, manages warehouses all throughout tfie US and has a dedicated logistics team in its Arauco US office in Atlanta"

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