Merchant Magazine - December 2007

Sanctuary High Performance Decking is available in 5 popular colors and, in addition to the traditionalsquare edge is also available pre-grooved for use with the PhantomrM Fastener. No Decking Installs Fastet No Decking Looks Better. Sanctuary High Performance Decking, a fiberon(" product

As the teading producer of glulam products in the U.S., Rosboro has once again responded to customer demand and is now offering a 24F l.8E Treated Glulam.

A Product You Know and Understand

Rosboro Treated Glulam is a24F glulam beam made from Southern Pine and treated to resist rot and decay. lnstallation is easy because the beam is straight, has no top or bottom, and is manufactured to match standard framing widths.

Treated by Permapost

Permapost manufactures an industrial wood preservative and waterrepellent treatment that provides chemical resistance to insects, decay, mold, mildew and bacterial growths. It is a clean, nonswelling and non-leaching treatment. Although the treatment is known to be non-conosive to metal, Rosboro recommends the use of hangers and fasteners specified for treated wood products.

Easy and Safe to Work With

Treated Glulam not only resists rot and decay, but with simple precautions, it is easy to work with. The ffeatment used is low in toxicity to humans and is the only wood preservative approved by

the U.S. Food and Drug Administration as registered by the EPA for treatment of wood products that come in contact with foodstuffs.

Recommended Applications

Rosboro Treated Glulam is recommended for applications such as decks, porches, trellises, and balconies where the member may be directly exposed to the elements but will not reach the equilibrium moisture content level of l6% (the threshold for wet-use). To learn more about dry vs. wet-use and specific restricted uses, visit the Rosboro website at www.rosboro.com.

Available in Common Sizes

Leneths: 48 feet

Widths: 3 t12" and5 t116" 1-

Depths:9 t12",11 tlB",14", 16" and 18"

Cafl Rosboro Glulam Sales Today to Learn More: 1-888-393-2304

First there was wood, then composites, and finally there's the next generation of decking. Presenting AZEK Deck, a superior decking option that is refining * and redefiningthe very notion of building a deck. Engineered with Procell" Technology, AZEK Deck virtually eliminates the shortfalls associated with wood and composite decking so you can forget the stains and mold problems that are common with the leading composite decks.

Built to withstand a houseful of household objects, homeowners can actuallv live on their AZEK Deck. Spilled wine, fruit punch, even hamburger grease are no match for AZEK Deck's stain resistance. And since it's scratch resistant also, you won't have to worry about scuffing it up during installation and AZFK Deck will keep looking great for years.

AZEK Building Products has more than 20 years of

experience in cellular pvc manufacturins. We make

AZEK Trim, the number one brand ot

AZEK Moulding. And now, we're bringing our

leadership and innovation to AZEK Deck.

To see why AZEK Deck is the solid choice for building a better deck, visit

azek.com or call 877-ASK'AZEK.

Our decks go equally well with red wine, BBQ sauce or ketchup.

tsy going blue we now add long term peece of mind for vour builder.

Itl,t \\OOl) it ii tl PillL'li[r'.1 1l.!]iilrlrrrrrl ili ',\'rrirl ilr rir'l.:n,rt rrl ilrrrl.irli.'. rilr,iii iiir!ri. !r'(]\,, llr Itrt l1111o1it tlt'r'li-\.llll(l \\0o(l 111gq'',1ir'!! iltrt"r'l'r liIr.:1r-'t rrrilt'r tinti ,.:ili)t't]1.'t ,illt\ Srr:llisfitt {,lrrttJl Salcs lrrld lil,tr\\'(X)l) ltltr.c tclttttcti rtp {o 1'r1-ir1 itir' iriir r'. ilii lr pirrnrl-r1 rn\r.!rl( j:\ i)J ir'!. rlirlirr'rl ilt-lr\\'O()[) lrr;rilllblc in ioh lol iitir]ntitr,, ('rrll fi(ttt-.l l i O,\ l l to iiltl lrrl lti)\\ _\o' r',ilt rlr. lr\i.i 't'li"i' ol tttittrl [(l \()ur'r'r.l\t()i]te t\.

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Seruing buitding products retailers and wholesale distrtbutors in 13 Western states-Since 1922

Seruing l3 Woatern State3' lncludlng Ala.ka {nd Hawali

(Sister publication Building Products Digest seves the East)

PUBLISHEB Alan Oakes (ajoakes@aol.com)

PUBLISHER EMERITUS David Cutler

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

ASSOCIATE EDITOH Karen Debats (kdebats@building-products.com)

CONTRIBUTING EDITORS

Dwight Cunan, Carla Waldemar, Roy Burleson

AD SALES MANAGER Chuck Casey (ccasey@building-products.c0m)

CIRCULATIoN Heather Kelly (hkelly@building-products.com)

ADi'INISTRATION DIRECTOR/SECRETARY Marie Oakes (mfpoakes@aol.com)

How to Advertise

Contacl our advertising offices tor rates:

WEST, MIDWEST, SOUTHEAST: Chuck Casey, Newport Beach, Ca.; (949) 852-1990; Fax 949852-0231 ; Emdl ccasey@building-products.com

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How to Subscribe

Contact Heather at (949) 852n990

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SINGLE COPIES: $4 + shipping; Back issues (when available), $5 + shipping www.building-products.com

Another year older and deeper in debt

Or so the song goes, although in my case it should be another 5 lbs. heavier. What is it about this industry that adds on to my waistline each and every year?

I must say that it is hard to imagine that the year is coming to an end. I think most would agree it is one we would like to quickly forget. Perhaps that is the wrong attitude.

No doubt for many, it has been a tough and sobering year. The excesses of what seems an eternity ago (two years back) faded fast. For among even the most senior of us, manY have not seen a market change so fast and so radically. For the newbies, it only highlights that nothing can be taken

for granted. All success has to be earned each and every day. The good news is that it will get better. The bad news is that when is still not clear and there will continue to be casualties. However, as we approach the holiday season, I am reminded that holidays can be viewed on manY levels' One of the things they do best is mark the changes that take Place in Your life. While in business, it normally marks the end and start of a new year, for me the last couple of months have highlighted the fragility of life.

I have been traveling backwards and forwards to Europe and to mY home country, and I have had time to reflect on my family and childhood'

The memories of my upbringing, school, the unpublishable things I used to get up to, familY, and the Christmas and New Year holidaYs, the traditions, and the simplicity of life as it once was or appeared to be. Sometimes, I yearn for the good old days, yet I know in truth theY Probably were not so good.

But in childhood innocence nothing tasted so delicious like that Christmas lunch, or nothing seemed as much fun as on Christmas morning playing with those simple toys that didn't need a hundred page manual. I look at my grandkids, and I just think that they have missed out on the childhood I knew. They have to grow up so much faster today, and are in a time of non stop media blasts, video games, iPods, and cell phones. And, sadly, it has become a time of I wcutt it and I want it now-more so than I can ever remember. And, I have to say it is occuring the world over and the same attitude spills over into our business lives.

I have always lived bY the theorY that you reap what you sow, and that you earn what you are worth. I believe still in the corrlmon courtesies of life and bringing those same manners into how you conduct business. Many of the companies that I personally do business with thankfully still have those same ideals. In a tough year, I would like to thank the over 300 companies that have spent their advertising dollars with us which enable us to continue bringing You our publications.

I would have liked to invite all of you to join me at that Christmas lunch that I remember so vividlY, but as mY wife is asking where we would seat everybody, I would just like to say thank you for your loyalty and friendship, and wish you and Yours a very happy and healthy Christmas and New Year. I look forward to meeting vou on mv travels in 2008.

Tnn MnnculNt Mlclzrnn DeceMeen 2007

A load of l2 plywood is made ready for shipment from Eagle's Hanisburg, 0regon plant.

mes

nESPITE a challenging market, Lf laminated strand lumber (LSL) is receiving increasing attention from major wood-products producers.

Developed by TrusJoist in the mid1990s, LSL is suitable for a wide variety of residential applications: headers and beams, wall stud applications, roof beams and rafters, truss chords, rim board, and stair stringers.

"LSL's excellent performance in strength, stiffness, dimensional stability, and cost-saving attributes make it a viable and competitive alternative to other wood and non-wood products," said Kevin Hayes, publicity manager for APA-The Engineered Wood Association. "It is generally recognized that LSL products have better durability than untreated wood members due to the relatively thorough drying process of wood elements, addition of the exterior-type adhesives, and the hot pressing."

LP Building Products plans to unveil its own version-SolidStart LSl--early next year. Company officials say the new product is easy on the environment and cuts building costs. "In comparison to dimensional lumber, engineered wood products require fewer raw materials yet deliver superior strength and consistency," said Brian Luoma, v.p. and general manager of LP's engineered wood products business. "Our builders have been asking for this product, and it's a logical extension of our current offerings of beams, I-joists, and siding."

Weyerhaeuser's ilevel group produces TimberStrand LSL at its plants in Kenora, Ont.; Chavies, Ky., and Deerwood, Mn. Although the Deerwood plant was recently closed due to market conditions. it could be restart-

ed when the market improves.

Ainsworth's plans to offer LSL also have been affected by the building slowdown. Capital spending to expand its plant in Grande Prairie, Alb.-which was to include a line to produce both LSL and OSL (oriented strand lumber)-has been put on hold. However, start-up of the new line is tentatively scheduled for mid-2008.

The biggest difference with LP's SolidStart is that it will be available in the industry's only 1.75E grade LSL board-which means lengths of up to 64 ft. will be possible.

"With current structural product grades at l.6E for dimensional lumber and l.9E for LVL, our new LSL product provides a solution for builders at a competitive price by offering the industry's only 1.75E board in LSL," said Luoma.

In addition, both the edges and ends will be sealed to reduce the likelihood of moisture absorption and edge swell, for longer shelf life.

SolidStart will be produced at LP's mill in Houlton, Me., which is being

converted from OSB to LSL production. "It was important to launch this endeavor at a site with good wood supply, established capabilities, and an excellent work force," said Melissa Warren, assistant brand manager for LP's EWP business. "Our OSB facility in Houlton met our requirements." Completion of the conversion is scheduled for late 2007.

She explained that SolidStart LSL is manufactured from fast growing, small-dimension, under-utilized northern hardwoods (primarily aspen and maple). The production method is similar to that used for OSB, in which the whole log (excluding the bark) is processed through a stranding machine. But instead of the continuous, conventionally heated press used for OSB, a steam injection press is used for LSL.

"More than SOVo of the log is used in the final product," she said. "The remaining 207o is used as fuel for the production process." The product is also certified under the Sustainable Forestry Initiative.

LP is converting its osB mill in Houlton, Me., to LSL production, using a steam-injection process.

The growth of treated glulam

By Angelita V. Menchaca

rIIREATED glulam beams are not a

new technology and yet the market has experienced unprecedented growth in the last few years. So what sparked this boom in the industry?

While no one can pinpoint one reason, Rosboro, Inc., Anthony Forest Products, and Boozer Laminated Beam Co., three of the largest glulam manufacturers in the U.S., agree there are definitely some strong trends that are responsible for the market shift.

M an ufactu rer-End o rsed Treatment

In the past, when a glulam beam

needed a preservative treatment, many contractors would take their existing glulam stock and treat it themselves with a store-bought preservative. While this may seem perfectly acceptable, especially since many store-bought preservatives are the same or similar to what manufacturers use, treatment isn't as straight forward as it may seem.

"Just because a beam is treated doesn't mean it will perform well," says Jim Walsh, general sales manager for Rosboro, Springfield, Or. "Diff'erent species [of wood] react differently to treatment. Some treatments

can even affect the design values and weaken or destroy the beam."

Builders are becoming much more conscious of durability and codes are being enforced more rigidly, so the demand is stepping up for manufacturer-endorsed treated beams. Rosboro was the first glulam manufacturer to recognize this trend and take action. "A couple years ago we recognized the opportunity in the markel" continues Walsh. "This was a chance for us to get involved and take control of the process so customers wouldn't treat something that wasn't meant to be treated."

TBEATED glulams are popular for exposed applications such as decks, pavilions and columns.

As thc lone,lcng(h. solid slu n Douglas fir irnd southern yelkrrv pine tirnbcr supplies -qct rleplctecl. soliclsavn'rt mcntbcrs alc bccotlinc hardc'1. to corle br.

Explains Kcrlin Drake. r.icc prcsidcnt of nurrkctin-e at Antltony Iiorcst Ploducts. El Dcllado. Ar.: "Ther.c's .lust a shorta.tc clf that mateliul. So thcrefolc. w,e'rc fi lling a rrichc thut thc larqcr. solicl-sawn luntbel can't an)morc... tvith thc -gluliirn prcscrvit tivc trcatecl r', oorl."

Glularn rnanulhctLrrcls arc dcliver inu large. load-bcaring nrentbers maclc from srnallcr tlees that pcrfitrrn rnuch bctter than thc solicl sann tintbels. "So you'rc sal ing rarv ntaterial." continucs [)rake. "You'rc bcing grccn.'

Rosboro's Walsh agrccs: "Ycs. lrrchilccls ltrrtl builtlr.r's llt'c r'\.!()!ni,/ing that b1' using a glularn beam ths can crnplot fi'u'cl colurnns arrrl firunclation sultports. So thcrc's cost slr\ings in labor and rlatclials rvhcn t,ou can pull colurnns olrt of your clcsign. It also makes a niccr looking ltrojcct as n'ell.

"On tl-rc envirotrrr-rcntal sicle. tr.cutecl glulam is environrnerrtallv ft'icncllr. LIrED trrrtl r)lll\'t !l'cen rlrlirrL:1 :lcrrr: value both clurabilitv arrcl efficicnt use ot fcsourccs ancl trcated glularn rlcliv crs on botlr points. 'l-hc beunt is not goirrg t<l rot out in l0 ycars and need to bc rcplaccd. Thc only thin.r voLr can't clo is burn thcnr. otlterrr isc thcrc's r.ro issuc in disltosing ol thcrn."

Irinallr'. in thc al'tcrntath of thc clanrirge causcd by hurrictrne Katrina. the (iul1'Coast r.cgiorr is cre-ating a higlr dernarrcl fol trcatctl glLllurn. 'l'reatccl glLrlarrr's strcngth as rvcll lrs its rcsistance to inscct lttack arrcl frrngirl dcgradation ntakc it hishlv clcsirable lirr stfLlcturcs in arelrs ol'tlrc

coLlntr'\, rr ith lots o1' \\'lttcl cxl)()sLlrc (.;ta lti,glr tttttl .sct'crc lclcrirtrtttiort -.otrc.r itt grttltltit bclotr 1.

Adclitirlrral |\'. cotrsurrer clcntanrl firr' functional or.rtdortr slraccs contin ucs to gfo\\' all oVcr thc countrl [3ucl

On sley. prcsidcrrt of Boozcr. l-aruinatcd [Jearn ('o., Anniston. Al.. Itotcs thut cvcrt * hcn solitl tiinber-s arc lur,ailablc. thcy Ittvc their dlat,blcks. "Solicl tintbcls." Iie cxpiains. "telt(l to rvar'1t antl tt,ist. split antl cult n he n rr secl outdoors, especiullv u, lrcn ther'r'c tre.atccl irnpropcrlt. l'l-realcd bcanrsl can bc usecl in urrv outcloor lbovc glourrcl altplicatiun rvherc a helltr ir rrcetled l()t'\Upl)r'fl lr. irt clccks. porchcs, pavilions. ctc."

Duricl Srnith. accoUnt nLrnagcr lirr [i.osboro. concLrrs ancl strnrs up n Ir-r trcatc(l glulunr is hcre to stuv: "[)ecks arc a rcal nichc it's :.r hLrgc nlrrkcl. Wc'vc becn burcly scratchinc thc sur' face- ancl lc'r'c 1.rositir.,e'it will cro\\, b1' leaps ancl bouncls."

To leurrt ntrtt t' dltot!t trL'utttl gltrlutrt, t t.rrl tltlrr'. ltr.rDo r( t.

Treated glulam is seeing an especially strong growth in high and severe "deterioration zones," as described by the AWPA,

1 0 keys to financing equipment

By Kenneth E. llentsen, Jr, Equipment Leasing & Finance Association

equipment lcase financing, in particular. Some types of leases allorv for seasonal business fluctuations. lorver monthly payments rvhile a project is ramping up and revenuc not yet being generated from the equiprnent. and other specific circumstetnces your business nray cxperience.

5 Up-to-Date Technology.

Thc ability to have the latest equipment is important in today's busincss envinlnment. Many businesses canllot afford to buy outright the equipment they need to be cornpetitivc and thrive.

B1 tunding equipment ncqtr isitittrrs through term financing. they iire oftell ablc to acquire mttre and better equipment that may have been out of their reach if they only cttnsidercd acquiring it through a cash purchasc.

O Equipment Experts.

A StlE from internally generated la.cash florv or credit lines, businesses interested in acquiring ecluiprnent require other choices for flnancing their capital spending. There are several things to consider in searcl'ring for the financing oPtion that best matches your needs. including practicality, cost-cffectiveness, type ar.rd use of equipmcnt. cash flow. and longterm capital and credit demands.

Horv can you deterrnine rvhich is bcst for your comPanY? Factors ttl keep in mind include knorving thc length of timc for rvhich the equipme n t is needcd. you r ta x s it u itt iolt. cash florv, ancl your company's future capitail needs related to future growth.

Some clf the bcnefits of financing equipment include:

1 Flexible Financial Solutions.

The types of financing sttlutions equipment finance companies offerespecially leases are flexiblc and can be tlilorcd to spccil'ic accounting. tax or cash flor'v nceds. They run thc gamut fr"om fair-n.rarket valuc (FMV) lease transactions and capped FMV leases to full payout loans.

Z Capital Preservation.

Preservation of capital is a ctlnsideration that ()l'ten makcs equipmcrtt financing an attractive oPtion.

lnvesting in large capital cxpenditures rcpresents big financial risk, especially fbr srnall companies.

Financing vs. spending cash. and particularly thc type of financing employed (leasc vs. loan), can helP mitigate the unccrtainty of investing in a capital asset that may not yield the desired return or increase efficiency. cost savings, or future sales. For instancc. lease payments can ofien be matched to the productivity the cquipmcnt produces.

al

5 Improved L,xpense Planning.

Mirintaining cash flow ttttd consistent budgctin-e is anothcr consideration in equipment financing. Instead of considerable capital outlays resulting in huge budgct f'luctuatior.rs. financing cnables even expense planning.

Tax considerations also come into play. Full payout leases or equipment loans allow thc borrorver to take depreciation on the asset acquired. rvhile an operatin-e or fair market value lease allor,vs the borrorver tcr takc loner pa)mcnt\ but ncl dcpreciation. A loan allorvs you to lock in your payments firr the expected lif'e of the asset. rvhile a leasc provides ltlwer expense fbr the expccted time of use.

4 B.rsir,"rs Cycle Flexibility.

Flexibility is tnolhcr key aspect ttf

Somc linirncc ctlrnpanies are equipment experts and oller cquipment specialties that other sources of finance dcl not. Equipment finance experts have special relationships ivith Inanufacturers and distributors. ManY cquipment financiers specialize in ccrtain equipment types or industry categury, such as IT. manufacturing or any other equipment.

7 ManagedObsolescence.

The risk of orvning obsolete equipment (such as IT equipment) is eliminated if you use lease financing fbr your acquisition. since many agreements allow fbr easy and fast equipment updates.

Additionally, most equiPment finance companies, in partnership rvith their vendors. rvill rvork rvith the customer to "right size" the equipment, by strucluring eo-terminu\ tr{insactions or facilitating trade-ups to cnsure the cust()mer has the aPProPri:rte equiprnent. Further, most financiers handle the disposal and other ownership burdens of equipment rvhen it is time to upgradc.

8

Dependable Asset Management.

Asset manugemenl ensure: equipment isn't under-utilized or over-utilized. Knorving rvhere your equipment is being used. how much, and r'vhen it is tirne to upgrade, Llpdate or dispose is an important service that manY finarrcing companies offer. A good :l\sct Inanilgement pfoq1111-' trltcks equipment throughout its life cycle.

9 Equipment Disposal.

Equipment disposal is another issue lPltrttt Ittttt ltt l'd.\e 11 l

0twtntel Tir? tipr I nutng

Itr/ITH temperatures continuing to Y V dip and clouds beginning to form, it won't be long 'til Old Man Winter's wrath of rain, sleet and snow begin to pelt roadways. Combine nature's moisture with cold temperatures and your delivery crew has a truckload of things to consider in preparing for winter driving.

Here are tips from Tim Miller, Goodyear's commercial tire marketing communications manager:

(hoore the Right Tread

Having an "aggressive" drive-axle tread pattern is very important for single drive-axle tractors and straight trucks. A pattern with lots of lugs will dig into snow and provide better traction. If you run a tandem-axle rig, you're doubling the drive and traction and, depending upon the severity of weather, can get enough grip with traditional over-the-road drive tires that are designed for good traction and long miles to removal.

The key to better traction is having lots of gripping edges for traction improvement in snowy or slushy conditions. Ice presents its own set of challenges that even the most aggressive tires can't handle. One way to help fight ice and slippery road conditions is to have your tires siped. Many tire dealers in the North have siping machines that cut grooves into your

tires, which helps grip. Studies at Goodyear have shown tires that have been siped have measurable improvement in winter traction. However, some lug tires, when siped, may be prone to tread tearing on dry pavement. Ask your tire dealer for more information prior to siping your tires.

Tread Depth

It's common sense that a tire with lots of tread will have more traction than a tire on its last 32nds. While most fleets remove tires with a worn tread depth value of 4l32nds in rhe spring and summer months, that's not a recommended practice in the winter. In the winter, it's recommended that tread be removed at 8/32nds. Tires that are pulled early can be placed on trailers or put in racks until spring arrive.

fterking Tire Presrure

It's tried and true advice: check your air pressures before the vehicle begins its day at work, when the tires are cold. Because air pressures fall I lb. for every l0' F drop in the ambient temperature, if you check your pressures in the heat of the day they may be 2 or 3 psi lower the next morning after a night of cooler weather.

But what happens when the temperatures are extremely low-like, 20" or 30' below zero? Air-pressure loss is

even greater than normal. In Alaska or parts of Canada when it's 45 below, you might lose 2 psi for every 7" drop in ambient temperature. If you have your truck in the nice, warm shop for six hours and you fill to 70 psi, the inflation pressure may not be adequate for the kind of weight you're hauling. You might need 90 psi or more.

Another challenge: When you take an air-pressure reading, you get moist air coming out of the valve stem and freezing on the spot, which can cause the valve to stick. Ifyou encounter bitter-cold weather and you need to check your air pressures, do it in the shop where it's warmer. When you fill the tires, just remember to compensate for greater pressure drop that happens in extreme cold.

I Word on (hainr

If you do proper chain ups, you'll have no negative impact on tire life. But, if chains are not tight enough or if you run on chains after they're needed, your tires will face early retirement to the scrap pile.

If you have new drivers, training on chaining up should be conducted. Oftentimes you can call on your tire dealer for assistance in putting together a winter driving class that covers best practices for chaining tires.

pallets flaster, cheaper uuith ;3 AC lift truclts

By Bill Hall Ray'mond C'orp.

f ()WF-RINC tlie tnaintcnancc ancl <lpcratittg costs ()l I-./cle,.triu Iift truekr is an irttportallt \\'av for builclilrg nratcriul clealers arrcl clistribtltors to colltrol cxpcl)scs llorrcvcr'. a srurvirtg trcntl tcluattl analvzing tlvcrall ctlst l)cr clISc tnorccl can uivc crttnltltnics a bcttcr l)cl'\|t:ctivc ()ll actiral i nvestttteltt.

A rccluctittn in cttst pcr ca\e tllor cd is lrcllicvetl n itll grcutcr opcratof el'l'icicnc1. illclcasctl accelcrltion ratet. luncl n-tole lil't truck ltptittrc. ,AC Itlottlr tcchnology is tlrrc solr.rtion for making clectlic lift trucks tnorc elicrgr el'l'icicnt. nrctlc prodtrctivc. tnorc rcliablc. atlcl less costlt ttr opcriitc thart tlicir DC llowcrccl coulltcrparts.

-l-hc fir-st stcp in lrtu criltg cost per citsc tlttlr,'ccl is ttl cnsLlrc thc lill trLrck and opcfator arc tlpcrlttillg cfl'ieierrtlr rvith nrinirnal clow'trtinrc. AC'-ptl*clccl lili trtrcks hclll lncct that -sloal bccause thel have lcricr parts ltrtd t'cqttirc lcss ticc1ucn1 rnuintcrtilltce thern thcir [)C poivcrccl countcrl)art\ (.scc t ltttrl ut trpl)cr riglttl. Precision contrctl. illlpnlvctl accelcration. cttttlcr rttnltitr.u. antl nltlle clficient battcry utilization arc bcncf its of AC pou'cr ltttcl illcrcasc thc ovcrall cf'f icicncl ol' the lift lruck. lorvct'ittll costs irl btrilding lllocl Lrcts rlistlibution artd retailirtq.

Fcller parts/less maintenancc. -l'he trsc of AC contlollcrs ancl rucltors has simplificd tttaitltenittlce tbl lifi truck scrvicc techrticiarrs. ACI corttrollers have rto brltshcs. sPrings. conttnulators or ilttlePellclcttt rc-gctleratioll ci reu its. rvl-rich ure in DCI Iltot()rs ancl ctltltribrltc ttl nlait.ttctlatlec nc'etls. With AC t-nrttors. tlterc arc fen'cr lliirts to stock ltllcl repluce. antl routittc Ittilitltenllncc is cluicker alttl less 1l'cclucnt. A('tt-totttt's hitvc Iict brltshcs. clirninatiIlg brtrsh rcplaccme nt and the ttectl to clcan resiclual carborl clttst l ronr thc nrotor colltpltrtlttctit.

Becausc maittte tiarrce is sirrtplif ictl. tcchniciarls f ind A(' lil't tlucks fastcr attcl easicr tct sclvicc. Lcss schcdLr lccl clorvnti lne tot' rttaitttcrtatrce translatcs ttl higher cqtr illrtterlt utilizution. rl'hiclt trtcitt.ts liti trLrck opcrators citt.t bc ttlotc productir c.

(lreater cnerg)' ef'ficiency. An AC lnotor has aboltt a l0(/r sreater opcratirtg cfficicncy tllart a l)C nlottlr- thr-rs cxtendinr battef)' lit'c. This cncfg\ ctficie'ncY is dtrc to thc inlrercnt,\C rlesign ancl strltcriot' rcgettcrittitln techlloltlgl. TIre blLrshcs ancl cornnttttator ott a I)Cl nlotor irllptlse clectr-ical losscs ancl crcate naste hcat. ctltlsr.tllting nlore alnl)hours nithoLrt prrrclLrcing iis Irttcl-t trsefttl l'ork. A('nttltot's tkrn't llrre thesc cotnltoltcr)ts. so tltev clltt bc mttch ttltlrc ctTie icnt.

This extends battery life, so workers spend more productive time on the lift truck and less downtime changing batteries. Because the battery lasts longer, users replace batteries less frequently during a shift, or use smaller, less expensive batteries. Also, there is less reduction in truck performance as the battery discharges. This means that the lift truck maintains optimum performance for longer periods, keeping cross-docking and order-picking applications running smoothly.

Improved precision control and acceleration. Operators of AC-powered lift trucks spend less time ramping up to top speed and making fine control adjustments to get into proper position, making AC lift trucks more productive.

DC motors are not as efficient getting up to full speed. AC motors are more efficient and respond instantly to input commands, making it easier for operators to accelerate quickly and more precisely position the lift truck for storing or retrieving pallets. Operators can have better control when right-angle stacking a load at 15,25 or 30 feet in the air, which is especially useful with applications from high rack systems.

Cooler running. AC motors operate at lower temperatures than DC motors, so heat-related issues with hoses, wiring, bearings and brakes are reduced or eliminated. AC motors don't have "hot spots" like DC motors because there are no brushes or commutators. This makes the work compartment cooler and more comfortable for the operator, increasing productivity.

Easier to troubleshoot. Solid-state imDrovements in AC controllers have provided on-board self-checking, and constant monitoring and regulation of motor performance - improving lift truck reliability. The self-diagnostic

software goes through a number of checks every time the truck is turned on, when the operator steps on the deadman pedal and every time the control handle is moved. This ongoing monitoring makes troubleshooting easier in the event that there is a problem, and lift trucks can spend more time working on the distribution center or store floor.

All these benefits translate into more work done for every hour the operator uses the truck.

- Bill Hall is business development mgr.-national accounts for The Raymond Corp. Reach him via www.raymondcorp.com.

etitive ligenGe

Wherets Jay-K?

By Carla Waldemar

weekly contests for spotting him, with gift certificates as prizes. To compete, people would have to register in the store or on our website, which drives traffic to both. Participation was huge. Last year's winner got a Weber grill. This year we upped the ante and gave a $5,000 store gift certificate.

"We cashed in by cross-coordinating our print and radio ads," he says. And this year, because people were already familiar with the contest, the ramp-up time was shorter; peoPle started playing almost immediately.

"Fun! That's the best thing about it," insists Jonah, "fun for participants and for our staff, too. lt creates a nice little stir. People, even weeks later, told me. 'Oh. I love this!' or 'The kids spotted Jack!' The message is getting to them. The bottom line for the business is, we're saying thank you for noticing."

If IHERE'S Waldo? In Utica, Y V N.Y., the answer is, "Who cares?" "Where's Jack?" is what they want to know.

Jack O'Trades is the star player in J-Kay Lumber's charismatic ad campaign. The upstate New York building center. founded in 1937 to serve a mix of pro and retail trade, has maintained a strong advertising presence from the outset, says vice president Jonas Kelly. But it was transformed dramatically when, five years ago, its inhouse ad manager left and the company decided to outsource the job.

"The company we hired, Romanelli Communications, evaluated our print ads-tightened them up in look and message, creating consistencY and stronger branding," Jonas notes.

Not long after, a local billboard company approached J-Kay with an offer too good to refuse. "Two good Iocations were open-'Want'em?' they asked. lt threw our budget out of whack, but we signed on. Then we went to our ad company, asking what to do with them," Jonas recalls.

Enter Jack. He's the mannequin posted on the billboard, standing on a ladder with a paintbrush. And he's the talk of the town. The fieure and the

message change quarterly. "The campaign really works for two reasons," Jonas reports: "A very concise, tight message-very focused-and the first three-dimensional billboard in upstate New York. It created a pretty big stir. (Some people even thought he was a real person

"So, we decided to run with it all the way. Last year we held a contest: Where's Jack? We moved him around to the roofs of other local businesses (which loved the exposure) and held

One good promo deserves another-like Wood 'n Stock. "It started with our TV ads, six or seven short spots, where we put out a call for local musicians to supply the background music in return for credit on the screen," Jonas says. "We got a gteat response. So last year, we got the idea of holding an event at the store where the bands played on a Saturday afternoon, along with some manufacturers showcasing their products. This year, because Utica takes pride in its local brewery, we decided to partner with them and hold the event there, with food and beer tents, and we added a couple of bands. The purpose was to support the community, create good P.R." Proceeds from the Day of Peace Music went to United Way. (That's called win-win.)

On to Jay-K's recent 70th anniversary: "We tried to make it a big thing,

MANNEQUIN Jack has become the star of Jay-K's marketing program-and the talk of the town'

with a one-day event at the store, offering '/Vo off everything in it, with cake, free face-painting, a kid-oriented day at which we announced this year's Jack O'Trades winner. We built traffic through the store and had great attendance, despite two or three competing local events. We can track feedback," says Jonah. "We hear people talking about [these campaigns] at parties and events."

"It all goes back to advertising-making an impression on people-something that sticks with them. We'd always been committed to advertising-it's figured at l-ll2 to 2go of our budget-but with Romanelli, the idea guys, it's tightened up into a consistent, professional feel to everything we do, from statement stuffers to radio and TV and billboards. It all drives the messase."

So does Jay-K's newsletter, ised as statement stuffers and online, offering both item-and-price info as well as tips on saving energy, for example. The company's website, one of the industry's first, received a '.serious" makeover three years ago. It features an extensive e-showroom in which both product categories and vendors' logos appear as links (but not paid sponsorships).

"It's a service for our customers," explains Jonas. ,,The main gist is to help people as an everyday tool. It also provides our staff of 90 a quick way to access information rather than Google."

Side benefit: Jay-K also can trace how many visits each category-decks, windows, etc.-receives per week, thus an instant survey of what's hot in peoples' minds.

The website also highlights other customer services, such as delivery ("one of the key services that sets us apart"), estimating, custom ordering, and a list of recommended contractors (another win-win set-up). It includes a new "work for us" feature to attract prospective hires and offers to honor competitors' gift cards or coupons. (,,We then just go down to Lowe's and buy a power tool or something we can stock," Jonah explains how the customerfriendly service operates. )

"We're just trying to do what's best fbr our customers, our employees, and the company, by making information available to them: no secrets," he insists.

Yes, there are competitors vying for a bigger slice of the pie. Both Home Depot and Lowe's landed within three miles ten years ago, and a second Lowe's is slated to open almost next door. "They cut in pretty good when they first opened," Jonas allows, "but the last four or five years have been our best years ever; we've earned back all the business, and then some."

Credit goes, in part, to the company's recent focus on doing more for its pros. "We've always had a strong bal-

ance between retail and pros and definitely want to keep it that way, but our biggest change in recent years is a new culture that fosters the contractors' business and an opportunity to build even more business for ourselves. The biggest step was hiring our first outside salesperson.

ff"We've always had a culture of treating every customer the same, whether they're in for 500 2x4s or a gallon of paint. But now we've become a little more savvy with pricing for the pros. While it was one-size-fits-all before-figured by what someone purchased in a single order-now there are some opportunities for the professionals to see better prices," based on long-term loyalty.

"Also," Jonas continues, "we've tinkered with deliverv. prioritizing things. We've gotten better at talking io builders, and we host some special events for them."

Along with the customary summer vendor-underwritten cookouts, Jay-K sponsors a golf league for pros, and this year, when a nearby casino's golf course was made a stop on a PGA tour, the company hosted a hospitality tent on the course-"new to us, and a lot of fun," Jonas attests. Building relationships? "Absolutely !"

Utica, tallying 50,000, "is basically losing population," Jonah notes. "But the worst times are behind us." Nonetheless, "In our neighborhood (if only people didn,t' read the newspaper), the short-term prospects aren't too bad. We haven't been faced with big builders, so we're not buried in housing stock. Yet, things have slowed down a little bit. But it's the double whammy of slowing business and lower prices that's the problem."

"Our industry as a whole doesn't do a good job communicating about prices to customers," he asserts. people will claim they're high, when they actually are low. But people don't understand the cost of materials for a house. Even if they change $5,000 to $8,000, whar's rhat on a $250,000 home? A drop in the bucket! Besides, with the cost of borrowing money so low, it's still pretty cheap. We've got to get the word out."

Still, Utica is a pretty good place ro be. '.Even if things don't look very exciting for next year, we've never seen the big highs of, say, Atlanta. Nor their new lows-nor the bis swings. So there's comfort in that."

So in Utica the big question remains not boom or bust. but...Where's Jack?

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

BUSINESS is overseen by v.p. Jonas Kelly and president Dean Kelly.

MARVIN and Andersen are among the upscale choices on display in Jay-K's expansive door and window showrbom.

i5?iintrrilf

ing 2x4 right now; my cost is out of whack."

And that's exactty why you should buy.oo

By James Olsen

f OFTEN ask my classes. ''What lbusiness are you in?" The sales business, the people business, the relationship business, and often the actual industry they are in, be it lumber, real estate. or car sales.

Admittedly, this is a trick question. I tell them. "Those are all subsets of the business we are in. We (as salespeople) are in the communication business." The guy cutting lumber in the sawmills is in the lumber business. In theory, the better he makes lumber, the more money he makes. For us as salespeople, the same is true for communication. The better we communicate, the more money we will make.

Why do I even make the Point?

Because there are a lot of us out there selling who haven't updated our product (communication) in a long time. What happens to a plant that doesn't update its equipment? It falls behind. The same will haPPen to us if we don't upgrade our communication and keep it fresh. We should learn to enjoy

experimenting with new tYPes of openings, questioning techniques, consultative approaches. aggressive approaches, closes or any step in the sales (read communication) process.

One of my favorite closes is the "and-that' s-exactly-why-you-shouldbuy-it" close, sometimes called the "right-angle" close. Whatever objection our customer makes to our Proposal, we answer by saYing, "And that's exactly why you should buy it." After we say this we need to have a good reason that dovetails with our customer's objection. For example:

Sales Trainer: "My taPes will increase your sales. They're $79.99."

Customer: "I couldn't afford that!"

Sales Trainer: "And that's exactly why you need to buy these taPes; if you were selling more, You could afford them."

Lumber Seller: "We've been selling2x4 l6's at a great level, how many should we put on?"

Lumber Buyer: "We're not mov-

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. Doweled Rail Fencing

Seller: "And that's exactlY whY we need to bring some of these in. Our cost will help you lower You cost, helping you to get more in line with the market and sell more."

This is a fun close to use, but we must be careful. If the reason we give after "And that's exactly why..'" doesn't make good business sense. we will sound flip, argumentative or like someone just trying to get an ordcr. If our reason does make sense, we are on the way to getting an order.

Another reason I like this close is because it's an idea shifter. As salespeople, part of our job is to get our customers to see things in a slightly different way. Their perception of us or our product may be off just enough to keep them from buying from us instead of a competitor. The "And that's exactly why. ." challenges their thought process. ManY sellers are afraid of standing up to customers in any way. If the "And that's exactly why..." is delivered in the right way, it will create respect from the customer. not confrontation.

Yr)u're A llundred 'Ioo ltigh!

We find ourselves in a tough market. Buyers seem to have the dial turned to "automatic no." Sometimes we have to say something to shake them up. I've got a friend in the lumber business that opens a $100 Per 1,000 too high or too low.

Lumber Seller: "John, I've got a fantastic deal on 2xl0 green Doug fir. We can get it to you for $440lmbf."

Lumber Buyer: "$440/MBF? You're off by $100/MBF!"

Seller: "So you're PaYing $330?"

Buyer: "That's about right...

And now my friend finds himself in a sales conversation versus an "automatic no" conversation.

The point is to communicate with our customers in new, more effective ways-upgrade our equipment. If the way we are communicating is not bringing results, we must change individual phrases in our sales lexicon or even our entire approach. Try these examples -or something elselnext week and see how theY oPen communication and increase sales.

- James Olsen is principal of Realit"v Sales Training, Portland, Or., specializing in saLes training for the lwnber industr.v' He cun be reached at james@realitysale straining. c om o r ( 5 0 3 ) 544 - 3 572.

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DESIGN ENGINEER SUPPLY INSTALL

For over 20 years Sunbelt has focused on the Lurnber and Building Supply industries. See how Sunbelt has helped the following lumber yards and how we can help you.

Rrrln:ns

Best Lumber, Mesquite, Nv., held an official grand oPening Nov. 5-10 for the 30,000-sq. ft. home center with yard that began operations in August (Pau I Brisley. general mgr.) ...

Rancho Lumber Co., Westminster, Ca., has closed and its longtime site has been bulldozed ...

Harbert Lumber is seeking a new site for its Aspen, Co., Yard after landlord BMC West agreed to sell the 4.64-acre site to the citY for $18.25 million; Harbert had been leasing the store since September

Rocky Mountain Forest Products, Wheat Ridge, Co., closed Tradewinds Living, its decking showroom in Laguna Hills, Ca., but continues serving the area from its three Colorado yards

Helliesen Lumber is considering moving to a larger 35,000-sq. ft. home in Yakima, Wa., to escape surrounding construction projects that are expected to last for a Year and impede access to its 100-Yearold facility

Johnson's Do it Best Hardware, Kent. Wa.. within the next two years will build a rePlacement store triple the size of its current 20,000-sq. ft. location

Gorder's True Value, ShelbY, Mt., was purchased Nov. 1 bY Kevin and Elaine Mitchell and renamed Main Street True Value; Mike and Linda Gorder, owners since 1975, have retired ...

RFP Lumber & Reload, Oroville, Ca., has expanded into retailing discount cedar fencing

Stock Building SUPPIY }ras acquired the assets of turnkeY framer/wall panel manufacturer KBC Construction, Albuquerque,

N.M., and door/hardware distributor/installer Architectural Building Supply, Salt Lake City, Ut., and Meridian, Id. sister comPanY Ferguson Enterprises has Purchased J.D.'s Wholesale Plumbing & Supply, Pagosa Springs, Co.

Home Depot has set a Dec. 13 opening in Redmond, Or., and opened new stores Nov. 15 in W. Sacramento and ElCajon, Ca.. and Nov. 8 in E. Flagstaff, Az., and S. Chino, Ca.

Home Depot is negotiating for a site in Lodi, Ca.; is awaiting approval to build a second store in Pleasanton, Ca., and began construction of a 107,000-sq. ft. store in Palmdale, Ca., for a summer opening...

Lowe's Cas. oPened new stores Nov. 27 in S. Pueblo, Co., and Monroe, Wa.; Nov. 20 in W. Bountiful, Ut., and Nov. 6 in S. Meridian,Id. ...

Lowe 's expects to oPen this month in E. SPokane ValleY, Wa., and applied to build a 170,680-sq. ft. store in E. Vancouver, Wa.

Wror:slr:rs/illrulrcru nrns

International Forest Products Ltd., Yancouver, B.C., has backed out of its proposed acquistion of Weyerhaeuser's sawmill in Kamloops, B.C. ...

Cncco Trading Timber Holdings has been renamed Timber Holdings International

Re-Con Building Products, Abbotsford, 8.C., ceased oPerations and is liquidating its assets '.

Lignum Forest Products LLP, Vancouver. B.C., has formed a new specialty division, headed bY John Rogers and Jon Sitter; Lignum Specialties specializes in SPF and western red cedar finished products, including tongue

& grove, shiplap and fascia, as weil as unfinished products such as large appearance grade timbers cut up to 50' long

Capital Lumber 's SPokane Valley, Tacoma and Tangent,'Wa., facilities are now distributing Azrr Deck in Oregon, Washington, Alaska, northern Idaho, Hawaii and western Montana

Building Material Distributors, Galt, Ca., has re-launched its website (www.bmdusa.com), featuring pages dedicated to three of the companv's business divisions: building products. forest products, and MarvinWindows & Doors ...

Timber Products Co., SPringfield, Or., had its hardwood PIYwood mills in Grants Pass, Or., and Corinth, Ms., certified bY the Forest Stewardship Council

Smith & Fong PlYboo, San Francisco, Ca., is converting its bamboo and plywood Plants in Taiwan and China to urea formaldehyde-free manufacturing processes; UF-free Plyboo flooring will be available throughout Norttr America by year's end ...

D u raB an Int e rnat io nal received EPA registration of its Mold Shield antimicrobial formula ...

Online sales in the U.S. during the holiday season are exPected to jump 2l7o to $33 billion, according to Forrester Research

Anniversaries: Capitol PIY' wood, Sacramento, Ca., 50th ..' Sonny's Ace Home Center, Cafion City, Co., 40th

Housing starts in October rose 3Vo to an annual rate of 1.229 miIlion ... single-family sliPPed 7.3Vo, while multi-familY jumPed 44.47o... permits droPPed 6.6Vo to a yearly pace of 1.178 million '.. relionatty, starts climbed 5'87o in the West.

Managing fascia and trim in your yard is easy with Canfor SitvaStar. Why? Because we have teamed up with the best US distributors to expedite the delivery ofour primed fascia to you. with product on the ground across America, you can order LTL quantities, mixed loads, and have them delivereo next day or so oner. combine that with the excellent yarding qualities of silvastar* factory primed fascia & trim and you have a cost effective product that keeps your customers happy, and your yards running smoothly.

Ca[[ our distributor hotline t 6o4 264 6ot5

To find your local distributor of Cost Effective Curb AppealrM

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otion news

Western Building Material Association elected new officers and honored members at its l04th annual convention and building products showcase, held Nov. 7-9 in Portland, Or. (See pctges 45-47 for photos.)

WBMA's new president is Eric Gerretsen, Gerretsen Building Supply, Roseburg, Or., and v.p. is Eric Fritch, Chinook Lumber, Snohomish, Wa.

Jeff Swan, Evergreen Lumber, Port Orchard, Wa., received the Distinguished Dealer of the Year Award. LNS Sales, Lacey, Wa., was named Supplier of the Year.

WBMA's 37th annual Young Westerners Conference takes place Feb. 7-9 at the Red Lion on the Quay, Vancouver, Wa.

Lumber Association of California & Nevada elected new officers during its recent annual convention.

New president Eric Ziedrich,

Healdsburg Lumber Co., Healdsburg, Ca., is joined by I st v.P. Steve Patterson, Central Valley Builders Supply, Woodland, Ca.; 2nd v.P. Laurie Vance, The Mill Yard, Arcata, Ca., and treasurer Norbert Lado, Stock Building Supply.

Los Angeles Hardwood Lumberman's Club elected Mark Michie, Tropical & Western Lumber, Long Beach, Ca., as 2007-2008 president.

Past president is Charles Fiala, GMC Hardwoods, Long Beach; secretary/treasurer Steve Ondich, Atlas Lumber, Chino; membership chairman Walter Ralston, W.M. Cramer Lumber, Arcadia; sgts.-at-arms Nathan Osbourne, Osbourne Forest Products, S. Pasadena, and Kevin Trussell, Timber Mountain Hardwoods, Garden Grove, and directors-at-large Deonn Deford, Ganahl Lumber, Anaheim, and Bob Mitchell, Mitchell Forest

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Products, Simi Valley.

The first monthly meeting of the new year is Jan. 10 at Steven's Steakhouse, Commerce, Ca, followed by the annual pool tournament Feb. 8 at Danny K's, Orange, Ca.

Portland Wholesale Lumber Association holsd its first meeting of 2008 on Jan. 3 at the East Bank Saloon, Portland, Or.

California Forestry Association has scheduled its annual meeting Jan. 30-Feb. I at the Hyatt Fisherman's Wharf, San Francisco, Ca.

APA-The Engineered Wood Association held its 70th annual meeting Nov. l0-12 in Indian Wells, Ca.

The new chairman of APA's board of trustees is Richard Huff, Tolko Industries, Vernon, B.C. Vice chairman is Jim Enright, Standard Structures Inc., Windsor, Ca.

Receiving the annual Bronson J. Lewis Award was Thomas MaloneY, director emeritus of the Wood Materials & Engineering Laboratory, Washington State University, and founder of the International Wood Composites Symposium.

tqlled

Targeting repairs and remodels

By Roy Burleson

L.TEW construction sales probably I \ account for most of Your income. However, new construction has slowed for most building material dealers, so let's examine other installed opportunities: home improvements and remodeling.

America's average housing stock is approximately 30 years old and is in need of repairs and remodeling. If the current market downturn in your market is having a negative imPact on your sales and profits, offering installation services for homeowners could provide some relief.

Home improvement contractors are a dime a dozen. That doesn't mean theY are qualified, reputable or skilled at their trade. It just means they are Plentiful. Check with your local Better Business Bureau or contractor licensing authorities and you will more than Iikely discover a need that exists for homeowners in your market. Home improvement contractors are typically creating a large share of consumer complaints.

Today's homeowners are looking for professionals to take care of their home improvement needs. Not onlY are they pressed for time, but they also lack the skills and tools to do most jobs themselves. DePending on how the project is classified, between $200 billion and $300 billion is spent annually on home improvements. Approximately 807o is sPent in the "Pro installed" segment, while only about 20Vo is d-i-y. This opens a tremendous market for the progressive building material dealer that can provide this much-needed service.

Most homeowners have a difficult time finding installers that provide quality projects they truly need. Also'

today's consumers are more demanding. They not only want a quality job' but service quality is also very important to the majoritY of them. TheY want companies that deliver positive experiences. However, frequently that isn't what is being delivered in the marketplace. This service void provides real opportunities for dealers that can fill the need. Today's consumers simply want better services and are attracted to credible businesses that provide it.

The majority of home imProvement contractors are self-employed individ-

opportunities with homeowners.

There is a plethora of opportunities for dealers that want to explore new sales channels and opportunities. Studies have shown that homeowners are far more likely to remodel and update their house during the first three to five years of ownership than at any other time. Public records offer a gold mine full of these potential customers. Also, homeowners that recently moved into a new home have needs as well. Many want to add decks, fences, screened porches, and other projects that are typically undertaken after moving into a new home.

Let's look at this from a homeowner' s persPective. When given a choice, who would they rather emPloY to complete a project, a guY working from a pickuP truck or a building material dealer that has been in business for decades or longer?

Also, it is a whole lot easier to make contact with a dealer that has a retail uals. Most don't stay in business very long, while many get into financial trouble personally, with suppliers and/or with the taxman. In fact, approximately 95Vo fail within five years. The ease of entrY into the remodeling business, the lack of any regulatory or effective licensing controls with teeth, and their volatile nature all combine to increase the homeowner's risk.

In addition, the older, more established remodeling companies typically market their services to the higher-end customer looking for more extensive remodeling projects like room additions and other major remodeling projects. They normally don't serve customers who need core Projects and products that comprise many installed

location open during normal working hours and staffed with PeoPle that actually answer the phone. This type of operation provides buyers with a peace of mind that is of value' And this value proposition generates better margins than new construction.

Customer expectations guarantee a ready market for installation services. If you are looking for sales opportunities, take a few minutes and exPlore this market. Because most homeowners lack the time, skills or tools to complete the projects themselves, it could be just what the "sales doctor" ordered.

- Roy Burleson is director of Builder Solutions for Guardian Building Products, Greer, S.C. Contact him at (248) 760-5791

o r royburle son @ bp. guardian' com.

Riley Creek Exits Wholesale

Riley Creek Lumber Co., Idaho's largest lumber producer, will discontinue wholesale lumber distribution and close its two-year-old distribution center in Denver, Co., bY the end of the year.

"We are refocusing on our core strengths of lumber manufacturing, product develoPment, and customer service," said Marc BrinkmeYer, owner of the Laclede, Id.-based firm.

Erol Deren, formerlY President of Riley Creek's DC, is now vice President of sales & marketing for RileY Creek Lumber. "The relationships, talent, and education gained over the establishment of RileY Creek Distribution will assist in better serving Riley Creek Lumber's core customers and help the company to navigate the current market conditions," Deren said.

Deren will develoP and manage companywide sales and marketing in conjunction with North Idaho staff and three to four emPloYees from the Denver office. "Riley Creek is looking at some new initiatives for potential product lines and services which we believe will be very attractive to our customer base," he explained. "This is

a good opportunity to improve value in a tight market."

EWP Distributor Renamed

Six years after EWP manufacturer Standard Structures Inc. spun off its clistribution division, the wholesale company now has a new name.

Renamed Precision ComPonents Systems, the firm was formerly known as Standard Structures-Northwest, Beaverton, Or., and Standard Structures-Southwest, Scottsdale, Az., leading some customers to believe it was still owned bY Windsor, Ca.based SSI.

Although the wholesaler has always distributed SSI products, it recently signed a formal distribution agreement to help clarify the companies' relationship. Although PCS primarily serves the West, it is moving to become a national plaYer and has salespeople as far east as RYe, N.H.

PCS is particularly well suited to distribute SSI lines, since its senior staff is comprised of manY former employees of Standard Structures. "Our ties to Standard Structures go back many, manY Years," said Anthony Masolini, managing member of PCS. "The recent changes here and

at Standard Structures position both companies well as we increase our market shares and become more successful. We're excited about the future."

Chehalis Yard Gets ComPanY

Palmer Lumber Ace Hardware, Chehalis, Wa., will concentrate primarily on the pro trade, after opening a second hardware store in town.

Palmer Lumber's Parent company' West Coast Mills, Purchased a shuttered grocery store building in June' as well as the remaining inventory from Waldock's Ace Hardware in downtown Chehalis when long-time owner Dave Waldock shut his doors Sept. l.

A few employees transferred from Palmer Lumber to the new store and about 20 were hired and trained over the last few months.

The new Market Street Ace Hardware opened Nov. 2, featuring a full line of paint, hardware, work clothing, and a garden center. The store occupies a freshly remodeled 21,920 sq. ft. of the building, with a smaller adjacent section left to be possibly developed or leased in the future' said Palmer Lumber general manager Jim Pruitt.

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H&E Down To Last Store

Battered by big boxes' expanding presence in Southern California's High Desert, homegrown H&E Do It Yourself Centers has closed all but one of its yards.

H&E shuttered its store in Victorville Nov. 1l; its stores in Palmdale and Lancaster Nov. 5, and its original Barstow location in July. Its newest and most profitable storea l9-year-old location in Hesperiaremains open.

The Barstow facility-opened by Herb and Ed Stein in 1952-was sold to local competitor Anderson's True Value. In time, c.e.o. Phillip Stein intends to sell the other properties and invest in different lines of business.

New Owner For Allweather

Allweather Wood Treaters, Washougal, Wa., has been acquired by investment group Sansome Forest Products, San Francisco, Ca.

Sandy Dean, a principal of Sansome, said Allweather will continue to be operated under its existing management.

Sansome was formed in 1998 to purchase Northern California lumber facilities and timberlands from Loui-

siana-Pacific, which became Mendocino Redwood Co. and Mendocino Forest Products.

Although Mendocino operates a treating plant in Ukiah, Ca., Dean said it will operate independently of Allweather.

The West's largest wood treater, Allweather's plants in Washougal, White City, Or., and Fort Collins, Co., have a combined annual capacity of 250 million bd. ft.

Pro-Build Begins Rebranding

The nation's largest pro dealer, Pro-Build Holdings, Denver, Co., has begun rebranding its locations under the Pro-Build name.

Gone will be such familiar names as Home Lumber, Hope Lumber & Supply, United Building Centers, The Contractor Yard, and Strober.

Pro-Build's three westernmost divisions-Lumbermen's, Dixieline Lumber, and Spenard Builders Supply-will retain their names, but have the Pro-Build name and logo incorporated into their own logos.

The change, designed to strengthen the 500-unit chain's national image and improve its buying power, is the first step of a five-year growth plan to

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double the size of the company.

"Pro-Build was established following a number of large acquisitions," explained Carolyn Atkinson, director of marketing and communications.

"Subsequently, we adopted a modified endorser brand strategy that would allow us to transition over time to one master brand. This strategy recognized the strong brand equity of the divisions within the acquired companies, while also recognizing the power that a master brand with nationwide capabilities could offer."

Atkinson expected the name changes to occur a region at a time, with a large number taking place during 2008. "The timing of the conversion has been determined based on the specific market needs of each individual division," she said.

Land Owner

Aloha

Acquired Private equity group Obsidian Finance Group, Portland, Or., has acquired Aloha Lumber Corp., Olympia, Wa., which owns 3,000 acres of timberland in Washington. Obsidian, which was part of an investment group that attempted to acquire Longview Fibre in 2006, said it may sell some of the Aloha lands.

There are a lot of good reasons for using LP Engineered Wood Products. They're light, they're strong, they're easy to install, and they build the kind of solid houses that 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 information on the full line of LP products, call 1.800.999.9105 or visit www.lpcorp.com'

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Mike Boone, ex-Jasper Wood Products, is new to Forest Grove Lumber, McMinnville, Or., overseeing market develoPment for wholesale distribution.

Richard Flores has been named division mgr. for Capital Lumber, Salt Lake City, Ut. Kerry Jones was promoted to assistant division mgr. Chris Opie is now sales mgr.

Dan Byrne is now a timber sales sPecialist at Mason CountY Forest Products, Shelton, Wa.

John Tumino has joined the sales staff of Sierra-Pacific Industries, Anderson, Ca.

Jerry Short has joined TMI Forest Products, Morton, Wa., as v.p.sales & marketing.

Eric Kelly has been appointed v.p.real estate & store Planning for Orchard Supply Hardware, San Jose, Ca. Roger Smith is now chief leeal counsel.

Rex Burns has returned to CooleY Forest Products, Phoenix, Az., in the purchasing and sales dePartment.

Duane Engard, ex-Cedar ValleY, has joined Teal Jones Group, SurreY, B.C., as western sales mgr. He is based in Paso Robles, Ca. Terri Littlefield. ex-Riley Creek. is new to J.D. Lumber, Priest River, Id.

Wiltiam T. "Bill" Hull has joined PCS VacDry USA, LP, Ridgefield, Wa.. as mgr. of marketing.

Mike Hodges, ex-BonaKemi, is now product mgr. of UFloor SYstems' new machine service and distribution center in Denver, Co. Brad Henske, Hellman & Friedman, San Francisco, Ca., has been elected chairman of the board of Activant Solutions, Livermore, Ca. He replaces David Turnell, who remains a director.

Murray Johnston was named c.f.o. and v.p.-finance for Western Forest Products, Duncan, B.C.

Elizabeth Whalen, director of corporate sustainability, Columbia Forest Products, Portland, Or., was elected to the U.S. Green Building Council board. Paul Davis, Columbia's environmental programs mgr., was named to the Forest StewardshiP Council board.

Mark Jamieson has been named senior v.p. and chief financial officer of HD Supply. TomLazzaro, president of HD's interiors business, has assumed leadership of its construction supPlY business, HD Supply White Cap. He rePlaces Brian Etter, who has resigned.

Reid Goode is head of the literacY program at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

PopTal Moves To Auction

Pope & Talbot's two primary lenders have agreed to provide $89 million more in credit lines, to keep the company's nine mills operating through the holidays. In exchange, the company must sell all its assets by Feb. 15 to repay the lenders.

In late October, Portland, Or.-based P&T filed a Chapter l ltype bankruptcy in Canada because seven of its nine mills are in British Columbia. On Nov. 19, it filed for U.S. Chapter l1 bankruptcy in Delaware, Md.

P&T also reached a preliminary deal to sell its mills in Castlegar and Grand Forks, B.C., and Spearfish, S.D., along with related timber tenures, for $69 million to International Forest Products. Vancouver. B.C. Interfor also agreed to buy an additional $20 million worth of assets if certain inventory conditions are met.

The sale will be handled through a court-supervised auction of its wood business on Dec. 19, with Interfor's offer as an opening bid. P&T must consider other bids in an effort to obtain a higher price for its creditors. The company's pulp business will be auctioned by Jan.22.

"It will be a court-structured and supervised reorganization," said Michael Vermette, senior v.p. for court-appointed monitor PricewaterhouseCoopers. "There will clearly be some assets that will be sold, that is the plan. The methods and mechanics around that will be presented to the court and approved by the court over the next few weeks."

Oregon Mills Cut Back More

As the housing slowdown continues, mills thoughout southern Oregon are paring back operations.

"We're seeing lumber at or below prices we've seen at any time in 50 years, when you factor in inflation," said David Schott, executive director for the Southern Oregon Timber Industries Association. "It's the most ugly pricing I've seen since 1980-81."

Last month Swanson Group, Glendale, indefinitely eliminated shifts at its sawmills and planers in Roseburg, Glendale and Noti, putting 150 employees out of work. Swanson also shut down the boiler and kilns at its former sawmill in Glide.

Timber Products, Springfield, will discontinue a softwood plywood line at its Grants Pass plant-laying off 40

(Please turn to next page)

Two Coat Exterior Prime

0ur two-coat process starts with an alkyd seater to btock tannin migration, fotlowed by a high-performance acrytic primer. The resutt: RESERVE quatity, inside and out.

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Made of quatity, clear, finger-jointed Western Red Cedar or Redwood, these products are natural.l.y 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 calts for 51S2E or S4S, we offer [engths ranging from 16'to 20'. Pattern stock is atso avaitabte.

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The Finest Stock, The Best Coating

Our Siskiyou Forest Products RESERVE line is specially manufactureo 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.

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IOnes WHOLESALE LUMBER

Oregon Mills Cut Back Even More

( C ontinued from p rev ious page ) workers-and focus on hardwood plywood for cabinets, furniture, and milled products.

States Industries, Eugene, laid-off 18 millworkers.

Weyerhaeuser Co. cut 103 jobs at its engineered lumber plants in Eugene and Junction City, beginning Nov. l. The cutbacks will last until at least April l.

Other companies cut operating hours and took longer holiday shutdowns at Thanksgiving, and will do the same at Christmas.

BMC West Invests In Hybrids

BMC West's Issaquah, Wa., yard has become one of the first fleets in North America to operate Kenworth's new medium-duty hybrid-electric trucks.

"With over a thousand trucks in our fleet, Kenworth's medium-duty hybrid design has the potential to conserve a lot of fuel, and save resources and costs, which helps our company, customers and communities," said Brian Gable, Boise, Id.-based fleet manager for the chain. "It's just one more way we can be smarter about how we do the job, and help everyone along the way. Plus, it reduces our carbon footprint, which is valuable to our green building partners."

Gable already reports a significant improvement in fuel economy compared to a similarly spec'ed Kenworth T300, and the fuel savings could go even higher with more in-city routes and less freeway time.

"There is a lot of potential at BMC West for hybrid technology as more and more of our delivery routes are through suburban areas with a lot of stop-and-go activity," said Gable. "That's where the hybrid really shines."

The Class 7 hybrid can calry a payload of up to 16,000 lbs., features a PACCAR PX-6 24O hp engine, integral transmission-mounted motor/generator, frame-mounted 340-volt battery, and dedicated power management system. Above 30 mph, the hybrid operates like a standard diesel vehicle, with all power coming from the engine during steady driving conditions. Below 30 mph, it uses a combination of diesel and electricity, with the system automatically switching between the two modes of operation. Electricity generated through regenerative braking is stored and used for acceleration, assisting the diesel engine.

In addition to the medium-duty hybrid, Kenworth's dedication to the "green fleet" also includes the Kenworth Clean Porver no-idle system, EPA SmartWay program, and Kenworth T800 liquefied natural gas (LNG) trucks.

DURING low speeds, BMC West's new hybrid is powered by a combination of diesel and electricity.

Cut costs. Not corners. Hosted sotutions provide top-tier technology, security, and disaster recovery to buiLding materiaI companies. It's just one of the ways DMSi's Agitity software deLivers more value by eliminating waste and cuttinq costs. ':rmStso*ware

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One-Piece Flange

A new nailing flange has been added to the Royal Wood line of outside corner posts to make installation easier and more exact by eliminating face nailins.

uct can be left uncovered for up to six months. contractors can schedule and start interior work more quicklY.

A lighter gray color results in greater solar reflectivity, which can keep both the roof and attic cooler during construction.

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Textured for Beauty

Eliane's Spectro glass tiles have a textured surface for both residential and commercial walls.

Remote Lift Truck Monitor

A new device from Hyster Co. allows remote monitoring of the use and maintenance of lifts and trucks.

Constructed of maintenance-free composite material, the posts can be installed to grade level and can be put in contact with masonry without anY deterioration.

They are available in pre-painted white, which can be painted any color after installation.

- Please call (866) 899-3320 or v isit www, roy alw o od. c om

Synthetic Underlayment

SynShield from Benjamin Obdyke is a slip-resistant synthetic roof underlayment that is reportedly lighter and stronger than standard roofing felt.

Sizes include 13"x23" and6"x23", plus trim in l"xl3", 2"x13", 3"x13", 4"x13", and 6"x12". Decorative 4" squares with floral or geometric designs are also offered.

- Call (972) 481-7854 or visit www.e lianeusa.com

Super Shingles

Shingles manufactured with recYcled PEP materials have been introduced by NewTech Wood.

The shingles reportedly feature the highest impact rating possible, and can endure harsh weather conditions such as rain, hail or snow. Only a felt underlayment is required; there's no need for an ice or water shield.

Since it is wider and longer than felt, the product can be installed quicker and easier. Because the prod-

- Please call (866) 359-2288 or vis it www.newtechw ood. com

The product is housed in a 3"x5" box that is linked to customizable LiftTraks software. Users can log into the network and check run time and maintenance checks from any computer. The location of fleet trucks can be monitored with an optional GPS add-on.

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Flexible Panels

FlexGreen panels from Kerfkore are free of added formaldehyde and can be used for radius applications.

The face is made from FSC-certified eucalyptus fiber hardboard attached to a particleboard substrate made from IOOTo recovered and recycled fiber.

Weighing just 2.4 lbs. per ft., the oroduct is available 48"x96", 9s" x+s", 48" x120, and 120" x48"

- Please contact (912) 264-6496

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Inventory Services

Turnkey Programming provides fully customizable web-based inventory services to the lumber industry. Real-time status of shipments, plus time and money spent producing and delivering orders, can be tracked. The service includes live customer support.

- Please call (866) 420-8227 or visit www.turnkeyprogramming.com

Prettv As Wood

L.B. Flastic's SheerGrain Decking reportedly looks like a freshly stained wood deck but is nearly maintenance free.

Made of cellular PVC, the tongue-and-groove boards are finished with a protective polymer finish and available in either oak or driftwood colors. Installation with hidden fasteners ensures a clean appearance.

- Call (800) 752-7739 or visit www.lbplastics.com

Kill That Mold

Concrobium Mold Control cleans and eliminates mold without bleach. ammonia, or other harmful chemicals. EPA-registered, the product reportedly can be used to pre-treat building materials to eliminate existing mold and prevent mold damage.

It comes in l- and 5-gallons, with a cold fogger for treating larger and hard-to-reach areas.

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ring, and 18" and 24" single and double towel bars.

- Please contact (800) 289-6636 or visit www.moen.com

Li g htweight Performance

Lightweight mortars from TEC weigh 25-30 lbs. per bag, compared to 50 for conventional mortars.

Sturdilight, Fulllight and IsoLight are said to offer excellent bond performance and superior handling characteristics, and are easier to mix.

The brackets eliminate the need to pre-drill and add strength. Powdercoated to color match solid privacy, spaced.picket, and custom fencing appllcatlons.

- Please contact (800) 307-7780

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Foam For The Cold

CF5 l2 cold weather foam from Hilti reportedly can dispense and cure at low temperatures.

The foam helps save energy by filling gaps and cracks around electrical outlet boxes, HVAC ducts, pipes, and cables. A dispenser prevents waste and loss of pressure.

Bath Gollection

Moen's new Rothbury collection features faucets. showerheads and accessories in chrome, brushed nickel, antique bronze, and oil-rubbed bronze.

Faucets include a two-handle centerset, two-handle widespread. and a Roman tub faucet with three or four hole diverter options. Shower options include tub/shower, shower-only, and valve-only.

Complementary bath accessories include a pivoting paper holder, tank lever, glass shelf, robe hook, towel

Because they remain tacky longer, installers can distribute mortar over a larger surface before setting tile.

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Matching Rail Brackets

Timbertech now offers rail brackets to its composite fencing.

- Please call (800) 363-4458 or vis it www. us. hilti. com

Tough Coating

Garon's Tigershield coating system reportedly can stand up to forklifts and other heavy traffic.

Designed to create a seamless floor that resists dirt, bacteria, chemicals and heavy abrasion, the thick coating's self-leveling formula allows it to be poured out and squeegeed to a smooth surface.

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1

0 xeys to Financing Equipment

(Continued from page I 4)

to consider. Most businesses don't have the resources or knowledge to efficiently manage and sell their old equipment. The convenience of having equipment managed by a third party, such as an equipment Ieasing and financing company, allows businesses to focus on core operations. With lease financing, for instance,

you may essentially outsource the equipment management function so the financing company can handle its disposal or resale when it is time to retire the asset.

10. n"a,r"ed Risk.

Equipment purchases involve risk to the owner-from equipment expertise to capital outlays, from asset management to obsolescencethat become the burden of the equipment owner. Financing removes many unnecessary risks allowing you to focus on your business.

Knowing the options available for a company interested in equiPment acquisition will enable you to obtain the most for your company without hamstringing your budget or your company's future. Remember, You make money by using equipment, not necessarily by owning it.

- Kenneth E. Bentsen, Jr. is president o.f the Equipment Leasing & Finance Association. He can be reached via www.elfaonline.org. This article @ 2007 by Equipment Leasing & Finance Association. Reprinted with permission.

Deceveen 2007 THo MnncHaNr MacazrNr:

WESTERN BUILDING Association took over the Doubletree Llovd Center, Portland, Or., Nov. 7-9 for its 104th annual convention. (1) J6fl Peterson. Tom Stumpf. (2)Jeff Lind. Chris Loucks. (3) Mike Hambi, Jon Clearwater..(4) Karnell _Steele, Chris Hernandez. Randy yost. (5) Tim Nolan, David Shanda, Rich Saqe, Casev Voorhees. (6) Tom kcienlq. Dave Johnson. (7) Mark Christianson. Erlba Watson, Jim'Sakai. (8) Jo;

Hurtt, Hien Bui. (9) Doug_Harrison, Bob Kerr, Denny Taylor. (10) Jack Russi, Jim Bichler. (11) Ray Brown, Dave Schaefei. (t2)Mike jones, {ay Acosta. (tS)_teq Guy, Doug Lumbard, Travis Choquette. (14) Bandy Stemper, Rob Anderson. (15) Tom Peterson, Bob Penin, Duiani Hehr. (16) Scott Jacobsen, Tom Sliter, Tom Simkins. (More WBMA show photos on next two pages)

Lll-\tlr,! l(r 0rr,r v.rdrr( I

SHOWGOERS (continued from previous paqe): (11 Mark Hoenisch, Phil Schumock, Meiis'sa eage, John Hedges. (2) Harold & Jo Baalmann, Rick Hogue, Pal Curran. (3) Chad Feuerborn, Larry Kirk, Jina Adams. (4) Sandy & Morrrs James. (5) Chris & Lisa Perrin,

Bruce

(10) JoJo Hampton. Doug White. Marty Njaa. (11) John Creamer, Eric Gerretsen. Steve Keri, Don Dodroe. (12) John Yencopal, Jon

Ewinq, Eirik Berg. (13) Joe Woodall, Gayle Denrn'an. (14) Blake Montgomery. Audra Bell. (15) A. Tom & Jeannie Klindt. (16) Nancy Bloch, Jim CraMord.

(More WBMA photos on next Page)

Abel. (6) Lester Sjoholm, Titch & Verna Titchen. (7) Ed Waite, Rob Haskin. (8) Zqck Bartruff, Steve Rupea. (9) Joe Hurtt, Hien Bui.

Serving your Southern California

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Hcat Tt'crLtittg I)r'r ing Scrr rccs tKI). KI)AT) Stuirring ([Jrorr ntonc t Rail Sirling tl]NSF) ( cntr.lrl ( lrlitirlnil LLrcirtron .l-l(X) l)rLtte rson llrl.. l{ir e rbank. ('ir. 9-5-l(r7

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lJob I)ullrcirrz. Sulcs'N{urkcl rrL -\ llLnu::er'

(916 ) fOl .rl-1S l:rLr r9 l (r r .r-19 l-177 lrt ilrpa]tteioz trr :bc g loblrl.nt-t

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Treating Services Since 1977

WBMA CONVENTI0NEERS (conttnued from prevtous two pages): (1) Karin Bruhn, Carl Grimes, Steve Frrko. (2) Scott Carver, Luke Swanson, Fyan Loltin. (3) Brent Campbell,

Ken Marson. (4) Kris Gerretsen Chad & Kar Morrow. (5) Jim & Jeanne Pruitt. (6) Tim Doy e (7) Greg Schmitt Bob Berwick. (8) Dave Gilbert

"We Treat Wood Right"...Quality' Wood

T{iAnf n$ l,''laHl.{ [l,,' ] '

,ieri. )t,:. 1.:,1'/;,.rr i 1l Rick Hogue. Bart Slran i!l Rob Cook, David Jordan, Chris

Rethedord r.l: John Boyle W C Litzinger, Er r Frye ,,.11 Greg Carter C nd l'lengstler

J m Walsh ,:;; Kevin Hynes llatt DuPreY

:tr) John Tumino, James Dan e sen

Gerry Gluscic. Ben Satuyo riil Ken Smith

Chuck Luzader r*i Nick Kent. Susan

Skorch l',rlark Pa mer :r', l'"'lonte Jensen. Dane Tay or Jason Bo stad , i: Tomr

17't

Coxe Bob Edrvards Bill O Berry i 12) Dav d Sauers Burke Rice r i 3! David Cordle VaLrghn Corban ['lark Da1y. Steve Hollingllorth , l,1l Chr s Schaf er Scott

Frank, Michae W gen Dtrk Ktlnze i 1 i

Dan Kepon. Teresa Barry. Julie Wr ght. John l-lele a , l{!; Jay [attanzto, Larry Crosslev r;' Patlck Taleghan Tim

E bers iirr Terrli Rasmussen John Pasqua ette. Kev n Chi ds

IAWIA evert attendees (conttnued!. (i) Billy Gunn, Terry Johnson, Bob Bretz. {2) Jamie Freelove. Amy McOabe. (3) Dietrich 'Bondurant, 4ulman Watford (4) Lee Greene, Kris Lewis (5) Matt pedrone, Jim Tittle (6) Terry Clark Rod Nichots, Ken Caytoi {t} Larry & Kathy Boyts. Mel Shields. (8) Len Adamo, Greg Hexberg-(9) Blair

Magnuson, _Sal Jiwa, Chris Wischmann (10) Dave perry, Dennis McWhirter, Ron Liebelt (11) Al Gedroez Michelle patteison, Lee Richardson 112) Larry Mrller James Weber (13) pat Murphy, Donna Goeken. Mark Drppel (14) Mark Rutledge, Mirco Walther. (i5i Jennifer McAvoy, Drew Knox, Anna Andvik. {16) Dave Ramsev.

NAWLA (continued from previous pages): (1) Stev^e Killgore,. Qean Carv. (2) Todd Liebman, Dennis Connelly, Eric Churchill (3) Ed Ctedsab.'(q) Mike Kontz, Jeff Tweten. (5) Mike Rhoads, Doug._Willis' Carol Henb6h, Amy Renzello. (6) Mark Young, Mark Westlake. (7) Ray Miller, Rebecca Johnson. (8) Mike Boone, Jack Burnard, Gene-Secco, Mark Swinth, Steve Love, Ryan Williams. (9) James Moore, Tammy

Bennett. (10) Brett Slaughter, Mark Kelly, Scott Slaughtqr. (11) Rick Fischer, Eiill Hurst. (12) Don Dickey, Sue & Tom Moore. (13) ].odd K!91, Peter Foorascher, Vince Carnovale, Mike Pedersen, Jason Mann. (14) Andv & Maria Freeman, Joel McDonald. (15) David Jeffers, Jason Adahs, Rindy Learn, Patrick Hanulak. (16) Jill _Snider-Parr, David Hanson. (17) Mark Richards, Jennifer Colburn. (More on next page)

MORE NAWLA (continued from previous pages): (1) Sales trainer/workshop presenterl Merchant Maqazine columnist James Olsen, Wayne B-ennet. (2) Bob Keener, Scott Lewis. (3) Major Allred, Jeff Pons, Walter Russell, Jeff Norman. (4) Garey Keltner, Darrell Hungerford. (5) David Bayles,_David Pearsoni. (6) Thoin' Wright.

(7) Bill O'Banion, Jacquie Hess, Terry Neal.

(8) Lisa Martin, Chuck Casey, Kim Pbht. (9) Jamie Garbutt, Brian Helem, Brendan Colyer. (10) Vincent Micale, Bernie Nugent.

(11) Richard Anderson, Jav Ross. Greqq Wilkinson, Ken Root. (12) Chris Roberlsonl Kim Hipps, Chris Andrews. (13) Kevin Miller. (14) lan & Julie Mclean. (15) Mike Mordell, Nancy Bloch, Lee Freeman. (16) Cees Van Santen, Bill Sainsbury. (17) Erol Deren, Robert Nichol. (18) Sidney Walker, Joe Galvin, Steve Rountre'e. (19) Lawrence Newton, Eric Churchill. (20) Buzz Wylie, Carolyn Gaynor. (21) Sydhi & Anthbny Tangaro, Ariana Ahmadzadeh.

(More photos on next page)

EVEN MORE NAWLA (continued): (1) Mark Kasper, Kevin Daugherty, Bob Maurer, (2) Lany Petree, Craig Combs. (3) Joseph Haggerty, Shepard Haqqerty. (4) Bill Adams, David Tucker, Craig Reynolds, Jon Caniitifie, Ediist, Andrew Tucker. (5) Eddie Chalmers, Pdtty Owens. (6) Joe Henley, Bob Mai, John Vavrosky, Joe Angelo. (7) Danny

Osbourne, Dianne & Tom Franklin. (8) Gary Pittman, Ray Barbee, Tim Lewis, Paul Erickson. (9) Rick Weihs. (10) Jeff Shaffer, Rick Stout. (11) Curtis Haugen, Kim Cranford, Kyle Christian, Gary Cartrette. (12) Joe &iggs, Chris Brennan, Bob Berch. (131) Rocky Rochwell, Charlie Quarles, Klaus Mittelberger, Mark Junkins, Hunter McShan. (14) Ben Tripp, Brad Campbell.

ASSOCIATION of Millwork Distributors held its 43rd annual convention !oy. 1-O in Denver. (1) Rick Miller, Nick Teller. (2)Jordan Huber, Ron Erdahl, Jerry Huber. (3) Todd Braid, J.D. Woolm. (4) Duane Shaw, Mike Chong, Chris Boyd, Peter Corr. (5) Jack McNab, Tom Kehoe. (6) Kendal Pierson, Greg Thom, Brad Rix, Greg Sinclair. (7) Jose Padilla, Mark

Barbour. {8) Jay Pqnfey,, Carol Lyn Groce, Chris Terrels. (9) Rosalie Leone, BillSimon. (10)Chuck Casey. Mark Stanek. (11) Johh Green, Robert Simon, Frank Bltterfield. (12)'Cindy Caleris. Bibk Abraham. (13) Garnett Douglass, Gerina Freeman, Cam Lowe. (14) Mark Setzer, Jim Murk, Bryan Hoyle, Bill Munoz. (More photos on next two pages)

AMD CONVENTION (continued from previous paoe) was based at Denver's Adam's Mark Hoiel and the Colorado Convention Center. (1) Dave Toll, Jane Kimmes, L.J. Jones, Bob Sullivan, (2) Gearoid Hogan, Theresa & Dave Burke. (3) Cal German, Jesse Shumker, Mike Potthoff, Jim Rowe, Alyssa Kohler. (4) Randy Roedl. (5) Parrish Stapleton. (6) Stephen Post, Jim McCooey, Pat Gannon, Barbara Gahan, Ken Stubert. (7) Steve Vercauteren, Phil Menzner, Scott Dunst, Mike Moe, (8) Dean Charles, Jim Cervi, Phillip Kleiss. (9) Rick Gallant, Ben Krebs.

(More

on

MORE MfLLWORK (continued lrom previous two pages): (1) PaulWood, Dan Beaty, Craig Young. (2) Linda & Brooks Brown, Rene Smith. (3) Allen Jones, Jon Lambert, Kathy Saito. (4) Mark Westlake, Joe Todd, Larry Blagrave. (5) Mike Vincent, Scott Wiles, Sebastian Mandiola, Tim Pruitt. (6) Kellie Schroeder, Melissa Leal. (71 Mark Schongalla, Lonnie Romey. (8) Daniel Gomez, Paulo Rower.

ploce

Rates: $l per word (25 word minimum) or, if contains artwork or oversized type, $50 per column inch (2-l18 inches wide). Phone number counts as I word, address as 6 words. Headline or centered copy, $8 per line. Private box or border, $8 each.

Send ad copy to Merchant Magazine,4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660, Fax949-852-O231, dkoenig@building-products.com, or call (949) 852-1990. Make checks payable to Cutler Publishing.

Deadline: lSth ofprevious month.

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

Mike Esposito

gcMt'ANy: Seljax Int'l Inc. is a technology leader in 3D design and estimating software for the retail building material industry.

FoEUs: To proactively promote and sell Seljax Software. Regional position$ available.

REeUTREMENTs! Knowledge of construction and the retail lumber business. A proven track record in direct sales.

WELL ESTABLISHED Southern California wholesale distribution company is looking for a sales management trainee. Candidate must have a minimum of 5 years experience in wholesale distribution of lumber and panel products. Solid communication skills and product knowledge are a must. Salary is commensurate with experience. We also offer medical and 401/k retirement packages. If you are a salesperson who wants to make the move up to management, or are currently in management and want to make a change, contact us at Box 708, c/o The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660; dkoenig@ buildins-products.com.

LUMBER TRADER

We are a wholesale lumber company looking fbr an cxperienced trader. Any species. No restrictions on mills or customers. No relocation. 600lr, split for trader. Call John at Lakeside Lumber at (623) 566-7100 or email lakesidelumber@cox.net.

SALES MANAGER

Shamrock Building Materials is seriously looking for the right individual to head up the sales staff at our Sacramento distribution and reman facility. If you know the Califomia and Nevada markets, and are willing to lead by example, this could be a financially rewarding position. We offer health and retirement benefits. and are anxious to make this venture successful. If this sounds interesting, give me a call or send your resume. Dave Gambee, president, (888) 742-6763; Shamrock Materials, P.O. Box 80128. Porlland. Or. 97280.

Cedar Shims

$1.68 per bundle

42lpcs per bundle 16" shims 720lbundles per pallet or bundle to your specs (720) 339-39rr

Say Happy Nela' Yedr dnd help cnd bredst c(mcer

Use this low-cost opportunity to deliver New Year's greetings to your customers, friends and suppliers-and help Susan G. Komen for the Cure, which for 25 years has bcen leading

to end breast

:xen:j:*tmovement

Your business card-reprinted in color and reduced slightly to2-318" x l-3l8" -will appear in a special section in our January issue. The cost for each ad isjust $100, $25 of which is tax deductible and will be matched by us-for a total donation of $50 to Komen for the Cure.

Doing Your Part Is F,asr: Just send us your business card(s) before Dec.20, along with a check for $100 per card-or $200 per card to appear inbothThe Merchant and its eastern counterpart, B P D-B ui lding P roduct s Di Be st -to Cutler Publishing. 4500 Campus Dr.. Ste. 480. J Newoon

FORSALE: HYSTER FORKLIFT RC150. Sideshift & swingshift. New engine. $16,000. Fred Holmes, (53O) 7 43-3269.

William Day "Bill" Sanregret, 48, lumber salesman at Capital Lumber, Healdsburg, Ca., died in his sleep Oct. 30.

After graduating from Utah Technical College and California State University, Chico, he began his lumber career at Lumberjack Building Materials, Auburn, Ca.

He later worked at Central Valley Builders Supply, Napa, Ca.; Yaeger & Kirk. Sonoma. Ca.. and Nu Forest Products, Healdsburg, Ca., before joining Capital 12 years ago.

Kerry King, 58, retired sales manager for Seattle Snohomish Mill, Snohomish, Wa., died Nov. l0 after a seven-year battle with cancer.

Despite his illness, he continued to work until he retired in April, after 2'7 years with the company.

Wild Chase Sinks DrillThief

Police have arrested a man who led them on a high-speed chase in a stolen pickup truck after allegedly pilfering two drills from Home Depot, Clackamas. Or.

On Oct. 22, a sheriff's deputy saw Charles Edwards Henderson, 57, run from the store, jump into a truck. and speed away.

The suspect was pursued into Portland, where he was anested by police and charged with seconddegree theft, possession of a stolen vehicle, attempting to elude police, reckless driving, reckless endangerment, and criminal mischief.

AFCATA / EUREKA / FORTUNA

Bt/D ........................,.,.. California Redwood Co. .,,(707) 444-9666 ...(707) 268-3000

BAKEBSFIELD Pacific Wood Preserving of Bakersfield........(661) 833-0429

CLOVERDALE

All-Coast Forest Products.............................007\ 894-4281

Redwood Empire.... ....,,(707\894-4241

FORT BRAGG

Holmes Lumber Co,, Fred C. .,..,...,.......,,...,,.(800) 849-0523

FRESNO DMK-Pacific............ ....../559\ 225-4727

ilevel by Weyerhaeuser................................(800) 292-0704

North Pacific.....,,..., ....,,(559) 994-1393

OrePac Building Products..................,...,......(559) 291-9075

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

MODESTO

Big Creek Lumber Co, (Atwater/Merced)....,.(209) 356-1433

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

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

REDDING / RED BLUFF

Gemini Forest Products..,,.............................$30\ 223-7 440

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

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

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

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

SACRAMENTO / STOCKTON AREA

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

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

California Cascade Industries............,...,....,,(916) 736-3353

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

Capital 1umber.......,..,.,.,....(209) 946-1200 (866) 946-2280

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

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

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

Lausmann 1umber,....,.,.,..,.,..,..,...,....,..,,..,,..(800) 626-1233

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

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

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

Sierra Cedar Products 1lC...........................(530) 741 -8090

SierraPine 1td......,.....,.,......(916) 379-2260 (877\ 722-6534

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

Stockton Wholesale ......(209) 946-0282

Taiga Forest Products ........(800) 348-l 400 (91 6) 624-4525

Universal Forest Pr0ducts.............................(209) 982-0825

waldron Forest Products...............................(916) 966-0676

Western Wood Treating, Inc..........................(530) 666-1 261

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

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

SALINAS

Big Creek Lumber Co. (Davenport)...............(831) 457-5024

Big Creek Lumber Co. (Paso Robles)..,......,.(800) 479-7922

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

Big Creek Lumber Co. (Watsonville)...... .......1800J 342-2770

Cedar Valley (Hollister) .................................(866) 202-9809

SAN FRANCISCO BAY AREA

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

Big Creek Lumber Co. (Half Moon Bay)........(650) 560-9749

California Forest Products.................,...........(831 ) 634-01 00

California Redwood Association....................(415) 382-0662

Kelleher Corp. (Blackfoot).............................(415) 898-6366

Kelleher Corp. (San Bafael)..........................(415) 454-8861

North Pacific-No. Ca. Distribution..................(800) 505-9757

Osborne Lumber Co ..,.,.(5'10) 793-3838

Pacific Wood Preservin9...............................(800) 538-461 6

Redwood Empire..... ......(800) 800-5609

Simpson Strong-Tie Co. .,,,.(800) 999-5099 (510) 562-7775

Van Arsdale-Harris Lumber C0.....,...............(415) 467-871 1

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

SANTA ROSA AREA

Atessco, |nc........,.,.............(877\ 283-7726 (707) 523-0585

Capital Lumber Co, ..,....(707) 433-7070

Kelleher Corp. (Carneros).............................(707) 938-4001

Morgan Creek Forest Products.....,,........,.,...(800) 464-1601

Nu Forest Products,..,.....,..,(800) 371-0637 (707) 433-3313

UKIAH / WILLITS

Cal Coast Wholesale Lumber, Inc.....,..,........(707) 468-0141

Penofin-Performance Coatings Inc. ..............(800) 736-6346

Western Woods, Inc.,.....,,,..,,,..............,..,.,.,.(800)

Sourrrnr Cluronul

Souuwrsr

BEND

Pnctnc llonurur

OREGON

Malheur Lumber Co. (John Day)........

COOS BAY / NORTH BEND

(541 ) 575-1 148

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

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

Warm Spring Forest Products (Bend) ...........(541 ) 553-1 1 48

EUGENE / SPRINGFIELD

American Laminators (Drain).....,..,....,.....,,..(541 ) 836-2000

Cascade Structural 1aminators.....................(541 ) 726-9836

Coos Head Forest Products...............(800) 382.3388

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

J.H. 8axter............... ......(541) 689-3801

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

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

..,,.(541) 746-8411

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

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

MEDFORD / GRANTS PASS

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

Eagle Plywood Specialties

..(800) 547-5991

Thunderbolt Wood Treatin9...........................(503) 936-9976

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

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

ROSEBURG

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

Hoover Treated Wood Products....................(800) 531 "5558

Johnson Lumber Co., D.R...........,........... ......(541) 87 4-2231

Keller Lumber Co. .........(541) 672-6528

Riddle Laminators .. .....,(541 ) 874-31 51

Roseburg Forest Products............................(800) 347-7260

FEFNDALE

WASHINGTON

Allweather Wood Trea1ers...,..,......................(800) 637-0992

SEATTLE/TACOMA AREA

APA-Engineered Wood Association.............(253) 565-6600

Boise Distribution (Woodinville).....................(4251 486-7 477

Capital Lumber Co.. '...]2531779-5077

Kelleher Corp......... .......(206) 735-5780

Lewis County Forest Products...,,.................(866) 336-9345

Lumber Products.... .......(800) 677-6967

Manke Lumber Co.. .....,.(800) 426-8488

Lumber Products..... ..,...(541) 773-3696

Lumber Pr0ducts.....,,........

Norman Distribution Inc.................................(541 ) 535-3465

Pacific Wood 1aminates.......,...,..,........,.,..,...(541 ) 469-41 77

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

Waldron Forest Products.. (541 ) 474-3080

McMINNVILLE / CORVALLIS / SALEM

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

Forest Grove Lumber C0...............................(503) 472-31 95

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

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

Weyerhaeuser

Mason County Foresl Products.....................(866) 336-9345

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

orePac Building Products.............................(253) 582-9500

Simpson Timber Co ....,..(206) 224-5000

Welco Lumber..,..,.. .......(360) 68'l-7444

Western Wood Preserving C0............

Weyerhaeuser Building Materials...,,..

Weyerhaeuser SlructuMood

SPOKANE

Boise Distribution (Spokane)

523-0824

Boise Distribution (Yakima)..,...,,,.,.............,..(509) 453-0305

FAX to 949-852-0231

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

Name (P/ease print)

For more informalionJrom advertisers, use the Weh site in brackets.

Allweather Wood Treaters [www.allweatherwood.com]........17

Anfinson Lumber Sales Iwww.anfinson.com]......................6, 36 Arauco Wood Products Iwww.arauco.cl]......,..............Cover III

Azek Deck [www.azek.com]................... ...............4 Beaver Lumber......... ...-.,--.,.......44

Bodyguard [www.bodyguard.com]

Cal Coast Wholesale Lumber......... ....................51

Phone

Position Company Address City State _ Zip FAX

Want to Subscribe? Check the appropriate boxes to begin receiving your monthly issues. tr I Year ($18) tr 2 Years ($30) D 3 Years ($40) E Bill Me E My Check Is Enclosed News or Comments? we wetcome comments on articles, the magazine, or news of your company such as new hires, expansions or acquisitions (a free service). Email dkoenig@building-products.com, or Fax this form:

California Timberline Iwww.caltimber.com]............,,.,.,.........44

C&E Lumber Co. Iwww.lodgepolepine.com] ..........................20

Canfor [www.canfor.com] .............. ....................23

Capital Lumber Co. [www.capital-lumber.com].....................13

Capitol Plywood Iwww.capitolplywood.com] ..........................35

Cascade Structural Laminators [www.cascadesl.com],.....,.....7

Cedar Valley [www.cedar-valley.com] .............26

Chozen Trucking....... ...................60

Colville Indian Precision Pine Iwww.cippine.com]..................57

Distribution Management Systems Inc. [www.dmsi.com]......39

Eagle Plywood Specialties Iwww.eagleplywood.com] .............10

Fiber Composites LLC [www.fiberondecking.com] .....Cover II

Fontana Wholesale Lumber [www.fontanawholesalelumber.com] ...........44

Forest Grove Lumber [www.fglco.com]

Ipe Clip Co., The [www.ipeclip.com]

Jones Wholesale Lumber... ..........38

Kelleher Corp. [www.kelleher.com] .........Cover I

Keller Lumber Co

Klausner [www.klausner-group.com]. .................9

Lewis County Forest Products [www.titanstuds.com] Cover IV

M&M Builders Supply...... ...........59

Manke Lumber Co. Iwww.mankelumber.com].......................24

Norman Distribution Inc. [www.normandist.com] .................61

Nu Forest Products [www.nuforestproducts.com] ..................29

Pacific Wood Laminates [www.pwlonline.com].................32-33

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

Reel Lumber [www.reellumber.com] ................42

Rosboro [www.rosboro.com].............. ..................3

Roseburg Forest Products [www.rfpco.com] ...........................25

Setzer Forest Products Iwww.setzerforest.com] ......................39

Siskiyou Forest Products Iwww.siskiyouforestproducts.com]..............-.......-.-..........37

Sunbelt [www.sunbeltracks.com].... ...................21

Swan Secure Products Iwww.swansecure.com] .........................8

Swanson Group Sales Co. [www.swansongroupinc.com].........5

Taiga