Merchant Magazine - December 2008

ffiW$Wmig, 'W$r,b

iliiti,, i11.i ;r,rr, l,rrii r.L :

Lllk lq for a treilteil ,iiroo(l f)lodurt t't -sel ,tncl instai I'ith i-onlrdelce? Chocse Ptesetve pfesstlle tteaIet] i'rOi.,fl ,ltl i|li,|Ot]n.lentii1tlr1t'atlcedCOl]l].j|.trli1i1Llatr,ttl.t,,.iii''

iliia'i dItl lef mrles

' .,lt l.ti rl r tln ,'trll I

, irirrl lll i5el r"1,ll i'i

I f,ll lIslillrl

' A\Ai['A .':,nrl,rr'

,llll-r ri ill L rll', ll

lirpe t [rrntt ' '1' '.t ':i ]l' , r lllrr , ,.,:l_1.,:l l-.,, t iti ,l t;',--l tl., r I ..1 il t r".' ,r[t r'.r Ir ' 1,,"",111: .1

l I l:ll lrlllr|lrl l',1 '''. '.1 t.' l'

r" r li,t" ,1 ,r; i lr llilr !lr','!r,r'.llll

.:l /..it,,: lr',:ri lli, I l ,l I, i, ti llii

UUith expanded capabilities, Rosboro will begin offering glulam in custom sizes. Our capabilities will include fabrication, widths to l4ll4",depths to 53" and lengths up to 100'.

Customers can now combine custom orders with : Rosboro's other popular stock products:

Rosboro BigBeam@

. Rosboro l.8E-IJC

Stock Glulam

Tall Wall Columns and Headers

Rosboro Treated Glulam

Technical Support

Our technical support team is here to help architects, distributors and builders. We will quickly and accurately answer questions about specification or installation. Call our Technical Support Hotline: t-877 -457 -4139.

For Glulam Sales: David Smith l-541-136-2158. Cindi H engstler l -541 -7 36-21 14. Toll-Free: 1 -888-393-2304

Roshoro

We're the Glulam Experts. Rosboro,

Serulng 13 Woltcrn Slaier, lneludlno /Ala3k rnd H.wrll

(Sister publication Euildkg Ptoduds Digest seiles the East)

PUBLISHER Alan 0akes (ajoakes@aol.com)

PUBLISHER EIIIERITUS 0avid Cutler

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

ASSOCIATE EDIT0R KarenDebats (kdebats@building-products.com)

COI{TRBUNilG EDII()RS

Dwight Curran, James 0lsen, CarlaWddemar,Jay Tompt

ADSALES ftlAlllGER ChuckCasev (ccasey@building-proddcts.com)

CIRCULAI|0ll Heather Kelly (hkelly@building-products.com)

ADITIIIIISTRATIOII DIRECT()R/SECRETARY MarieOakes(mfpoakes@aol.com)

How to Advertise

Contacl or adrcnislngolficos for lale3: WEST, illDWEST, $0UTHEAST: Chuck Casey, Newport Beach, Ca.; (919) 852-1990; Fu 949-8520231; Email ccasey@building-products.com

I{0RTHEAST: Paul Mummolo (N.J.); {732) 8998102; Fax 732-899-2758; Email mummolop@ comcast.net

How to Subscribe

Gonlacl Hoather al {949) 852-1990

U.S.: 1 year (12 issues), $22; 2years,$36; 3 years, $50

F0BElGtl (Peryear paid in advance in US funds): $48 for Canada and Mexico, $60 tor all other countries: Air rates alsoavailable.

SlllGLE C0PIES:$4 + shipping; Backissues (when available),$5 + shipping www.building-produoh.Gom

And now, the end is near...

I am sure there are very few of us who cannot wait to see the end of this year. It started bad and will end even worse.

At a recent industry dinner, we were asked around the table to answer what kept us up at nights. For me, the answer is seeing the pain racking our industry and its people. And yet, I also see determination to survive, along with humor and grace under fire. My colleagues and I have noted a suprisingly positive mood at recent association events.

Herein I must insert a plug in for the many associations we work with: For those of you not attending your association events or supporting your associations, I have to say that you are missing something. At this time you need to be informed more than ever about what is happening in our industry. Coupled with, hopefully, our publication's editorial and advertising (outlining new business opportunities) are association programs that will help you face the myriad challenges of running your business in this economic climate. I sense today that they realize

that they have to offer value and not boondoggles. I have been hearing from a number of you about superb presentations al recent events that might just help your company survive.

But as we get to the end of the year, what can we expect in '09? Unfortunately, I expect much the same, and I have heard comments from others that we will see the disappearance of many companies of all shapes and sizes by the end of spring. I hope not, because as I said in last month's column, it will get better-the only question is when. My belief is that it will start third quarter 2009, although that is ahead of most economic forecasts that predict mid 20 l0. It is clear the landscape will be dramatically different by the time the market goes on an uptick.

Thankfully, the longest election in history is now over, and all the banking issues have come to a head (or so I hope). Whomever you voted for, the hope for us business owners is that government will support changes that will help us survive-and thrive again. That cannot be done by over-regulation and increases in taxation. either at

the business or personal level. I do believe that in large corporations there are too many tax breaks and tax avoidance loopholes that need to be fixed, and the underground economy has to be stopped. I think investors to date have made it quite clear with day- byday losses ever since the election that plans to hike capital gains would stifle growth and job creation and will cause further sell off and push this fragile economy into an even worse state.

I also hope that doing business will not become a dirty word. The banking fiasco of late should not taint how we all think about business. We need this governmenl to help us improve competitiveness in the global economy, help retrain workers for new careers, invest in rebuilding the infrastructure of this great country, and develop new sources of energy, thereby creating millions of new jobs.

From a personal perspective, I hope there can be an affordable healthcare system for all that will not be burdensome and the cost of which will not increase our company costs even further. Even reducing our plan this year, our costs are up over 207o again. And until you have serious illness in your family, you do not see how broken and unfair the current system is.

And, lastly, I also strongly believe that the cure for all is resolving the foreclosure issues. Until the housing market is stabilized, the economy cannot improve. I hope to see positive change that works for the betterment of all our lives.

Buddy, Can You Spare a Dime?

It has been a difficult year as we all know, and I realize it is tough to ask you to take money out of an already picked pocket. But if you enjoy our publication, I ask you to help me support The St Jude Children's Research Hospital in our annual New Year appeal. Please see the details on page 42, and act quickly. Send us your business cards for publication in the January issue and not only help find cures for children, but also wish your industry fiiends a Happy New Year.

Lastly, I wish all our readers a Merry Christmas and a happy holiday season. I get to meet many thousands of you during the year and, along with our advertisers, I cannot find the ways to say enough thanks for your loyalty, as well as your friendship. You have given me great strength this year, I cannot imagine a better industry to be in, and it deserves better than it is getting now. It will. Keep strong.

fRUCK and engine manufacturers

I have introduced numerous innovations in new truck models in response to ever-changing environmental regulations and the need to reduce the greenhouse gases that contribute to global warming. And with the price of diesel fuel at record levels, they're working to provide new technologies that maximize driver productivity and luel economy.

The complexities of choosing and servicing these new truck technologies-balancing them with the company's transportation needs-can be challenging. Truck leasing can be a crucial strategy in accomplishing your company's transportation needs particularly if you want to take advantage of emerging technology that is rapidly advancing in trucks in shorter and shorter cycles.

But before making the decision about whether to lease or buy a new piece of equipment, there are five questions you should ask yourself:

Question L: What is the best use of your company's capital?

Every company is different. Depending on whether your company is privately or publicly held, how it's capitalized, and how it measures the success of business activities will determine the best use of its capital. Companies finance their business activities through equity and debt.

Financial decision-makers (c.f.o.s, v.p.s of finance, etc.) spend much of their time ensuring that their compa-

nies leverage borrowing power (debt) and equity (retained earnings/stockholders equity) in a balanced manner to get the highest return possible.

When buying new equipment that depreciateslike trucks -most organizations seek to gain a maximum amount of retum on their investment. That's why their financial decisionmakers will evaluate whether the investment in equipment offers their companies a return higher than their "hurdle rate." That rate is usually defined as the company's weighted average cost of capital plus a nominal premium. If they determine the equipment does not offer a return that's higher than the hurdle rate, then leasing may offer them a great alternative. Additionally, many financial decision makers will perform a net present value analysis of the lease or loan payment stream, which allows them to review the payments in today's dollar value.

If you find yourself in similar circumstances when considering a lease or purchase decision, it's important to conduct an ROI (return on investment) calculation to determine whether your company should use equity or debt to finance the equipment. Lease accounting treatment, which falls into two main categories (on-balance sheet and off-balance sheet), can improve a company's key financial ratios such as ROA (return on assets) and ROI. If your company is measured on a key financial ratio favorably impacted by Iease accounting treatment, you should

take this into consideration.

Most leasing companies can assist you if you would like to analyze the ROI your company would experience if it leases or purchases equipment.

Question 2: Is transportation your core competency?

Companies must ask themselves, "Are we a trucking outfit or are we in another line of business?"

Many organizations have determined that by leasing their trucks and assigning their maintenance, roadside service, fuel tax reporting, and other administrative headaches to leasing companies, they can focus their employees' and managers' energies on activities central to their business. When employees and managers concentrate on delivering products, they can provide top-notch service and ontime performance to their customers. They also have time for activities that help the company gain new business.

For many companies, investing time and resources in trucking-related activity can be a slippery slope. Specifying the right equipment for trucks and handling maintenance requires the right knowledge. Transportation managers must keep up with the latest developments in trucking technology. Maintenance facilities must be properly equipped and staffed with welltrained technicians.

By outsourcing non-core functions through a full-service lease, companies can fill the driver seats with their own people, while taking advantage of

their leasing provider's equipment know-how plus equipment buying power and expertise.

Leasing companies, due to their sheer size, can negotiate the best pricing on equipment. maintenance items, and expendables, and pass those economies of scale unto their lease customers. Without that benefit, a smaller fleet with fewer than 50 units can expect to pay a sizeable premium on parts, tires, outside repairs, and other truck-related expenses due to economies of scale.

Leasing companies, which can customize trucks with specialized equipment to meet clients' individual needs, can help you realize operational efficiencies such as better fuel economy, greater productivity, and improved driver satisfaction. Plus. the trucks. trailers and van bodies can be painted and illustrated with graphics to create or perpetuate a brand awareness among customers.

Question 3: Do you know what the true cost of ownership represents?

More specifically, do you know what your equipment's maintenance costs are?

Most organizations have a good handle on their financing costs. Typically, equipment financing is a fixed known quantity. Unfortunately, the cost of maintenance is often not well known or understood. But it should be.

Large fleetsthatrun a tight accounting ship can tell you down to the penny, on a unit-by-unit basis, how much they spend on labor, parts, tires and outside repairs. They can also tell vou how those exDenses are trend-

ing compared to their annual budgets. Think of this as a profit-and-loss statement on each truck. Those companies can also track trends that indicate poorly running units and units that experience repeat repairs. These types of trends influence future component purchasing and maintenance practices. Trends also help guide organizations to make trade cycle and replacement cycle decisions. By having a handle on these type of trends. organizations can fine-tune their trade cycles and optimize their operating costs.

For small fleets, many lump all of their transportation expenses into general accounts. So, they have no real way of identifying costs on a per-unit basis.

Unsure how to capture true maintenance costs for your trucks? You can purchase off-the-shelf software to help calculate this data. But the software usually can't take into account your parts and labor pricing. Plus, off-theshelf software that track expenses doesn't usually take into account the administrative costs associated with managing a fleet. The time it takes to process repair orders, payables and receivables, plus track warranty work, licensing, permitting and compliance with Department of Transportation regulations, can all add up to major costs for companies. Those expenses may or may not be captured at the fleet or unit level. These items, traditionally thought of as overhead, contribute to the overall cost of ownership and must be considered when deciding whether to lease or buy trucks.

Full-service lease providers can help you understand what your true maintenance costs are. Most have soft-

ware they use for predicting and budgeting future maintenance costs.

Question 4: What data do you need to make a lease/own comparison?

There are 12 basic items or costsseven for ownership and five for leasing, you need to identify to perform an accurate comparison:

Ownership

Initial cost of equipment-the original purchase price, including taxes, and additional equipment such as van bodies, tool boxes, headache racks, and auxiliary power units;

. Interest rate if considering a bank loan, length of loan, and down payment;

Length of asset life-how long you will utilize the equipment; Corporate tax rate-used to determine your company's net, after-tax benefits of depreciation write-off; Maintenance costs over the equipment's life;

. Administrative costs for licensing and tracking DOT compliance, plus general and administrative costs associated with managing fleet maintenance;

Net present value calculation of the monthly payments, finance cost, and maintenance cost over the equipment's lifetime.

Lease

Lease rate; Variable cost (mileage rate) if a full-service lease;

Length of lease;

. Net present value calculation of the lease payments over the equipment's lifetime;

. Residual responsibility-isit yours or does it belong to the lessor?

Again, it's vital to tally all associated administrative expenses under ownership and lease before you make comparisons. Once you have gathered this data, you can perform a net present value calculation on the lease payment, the finance cost, and the maintenance cost over the equipment's lifetime.

It's also important to look at the net after-tax cash flows under ownership and leasing. This will give you the true picture of how depreciation impacts ownership and leasing cash flows. The net present value calculation will estimate the future cash flows of ownership and leasing in today's dollars so you can make an informed

financial decision. Need help with the calculations? Most leasing companies have lease/buy tools that you can use to load with your fleet's data to perform these calculations.

Question 5: What are the perceived benefits of ownership and leasing?

The benefits of leasing trucks are financial and operational. Financially, a company can preserve capital for other parts of its business that generate a higher return. Operationally, it allows a company to focus on core functions of its business.

Truck ownership has been perceived to provide better control, which may or may not be the case. In many situations, there is inherent risk associated with owning trucks. Some of these risks include the value of the equipment at trade-in time. unpredictable maintenance costs over the equipment life, obsolete or stranded assets due to improper replacement cycle, and increased costs caused by hiring, training and tooling technicians to keep up with ever-changing truck technology. Those risks make it difficult, if not impossible, for a company to maintain a stable cash flow. Equipment failures, even when they're covered under warranty, can create delivery delays and adversely affect your company's income.

Often, leasing can provide considerable flexibility to meet short-term and long-term equipment needs by custom tailoring a lease and maintenance package that matches the truck's useful life. Leasing results in more stable cash flow as fleets make one monthly fixed payment for their trucks and their maintenance. A leasing company can, in many cases, offer a lower monthly payment than what you would pay to finance a truck since it uses the truck's residual value in determining the lease payment. Some leasing companies offer substitute vehicle programs that can provide comparably equipped replacement units while your trucks are being serviced or in the event they require additional time in the shop.

In the long run, the lease and maintenance package allows your company to maximize uptime and productivity, so that your drivers continue making their deliveries and earning your company money.

- Olen Hunter is director of sales for P.cccen Leasing Co., Bellevue, Wa. He can be reached at (425) 468-7400.

Hauler ups senrices througih leasin€

The last thing Pronto Delivery, Courier & Logistics president Gerry Witt and his crew of 200 employee and independent contract drivers want to do is handle the maintenance of its delivery trucks.

"We already have our hands full with the many other daily responsibilities that go with moving large amounts of time-sensitive freight," Witt said.

Every day, the Arlington, Tx.based courier and warehouse services company's trucks make hundreds of deliveries for all types of industries. including home improvement centers, construction firms, and paint and flooring supply stores in and around the Dallas/Fort Worth and Houston areas. Its diverse fleet allows it to deliver all types of materials from an envelope to a tractor-trailer load, which is how Pronto differentiates itself from other delivery companies.

To accomplish those deliveries, the company operates a variety of trailers and about 200 vehicles, including pick-ups, rack trucks, and cargo vans. It rents and leases up to 45 Class 6 Peterbilt Model 330 and Class 7 Peterbilt Model 335 trucks from PaccrR Leasing (Paclease). The trucks are equipped with 250or 260-hp engines and 6-speed automatic or lO-speed manual transmissions. The leased and rented units serve a variety of transportation requests, from daily deliveries on

scheduled routes to immediate deliveries on non-stop routes.

"Paclease keeps our regular fleet of trucks running by scheduling regular maintenance during offhours and weekends so that delivery schedules are not intemrpted," said Tiffany McClure, Pronto's manager of marketing and acquired business. "And Paclease provides us rental trucks so that we can respond rapidly by increasing or decreasing the number of units in our fleet according to our customers' hot-shot delivery needs."

Trucks are spec'ed to offer drivers a comfortable work environment, to handle stop-and-go traffic, and to maneuver in tight areas-all critical to driver productivity as well as driver retention.

To maximize flexibility in scheduling, Pronto encourages all of its drivers, both employees and independent contractors, to become Transportation Security Administration-certified. Certification allows them to pick up and deliver packages at all DFW and Houston area airports. The company provides training and picks up the cost of that certification, which drivers retain even if they leave the company.

McClure said, "We want our drivers to be happy and productive with the equipment we provide them because we commit a lot of resources to finding, hiring, training and retaining good drivers."

LBM HAULER Pronto leases and rents vehicles to provide flexibilitv and more servicesand to concentrate on its core business, according to president GerryWitt.

Who's who in

slructurql composite lumber

If IHAT'S not to love about strucV Y tural composite lumber (SCLX This hardworking group of engineered wood products helps builders meet design challenges, reduces waste and construction time on-site, and allows manufacturers to cut costs by utilizing non-traditional wood resources.

The four types of SCL are oriented strand lumber (OSL), laminated strand lumber (LSL), parallel strand lumber (PSL), and laminated veneer lumber (LVL).

The products are manufactured to

dimensions that correspond to conventional lumber dimensions. According to APA-The Engineered Wood Association, SCLs out-perform conventional lumber and can be easily worked with conventional construction tools. Consequently, because of their strength, uniformity, and straightness, they are increasingly replacing structural lumber as wall studs, rafters, and floor and ceiling support beams.

Another important benefit is environmental. SCL manufacturing pro-

cesses allow large timbers to be constructed from wood scraps, relatively small trees of many species, and species such as birch, poplar and aspen-all of which were previously considered unsuitable for heavy-duty construction use.

The main differences between the various types of SCL are primarily the type and size of the substrates and the manufacturing processes used to make the finished products.

OSL is manufactured using a process similar to that used for OSB, but the flaked wood strands are much longer and have a high length-tothickness ratio. Combined with an adhesive, the strands are oriented and formed into a large mat or billet and pressed. Common uses for OSL are studs and millwork components.

LSZ is so similar to OSL that many in the industry use the terms interchangeably. LSL, however. is produced with a steam injection press; OSL with a hot paten press. In addition, LSL's strands have twice the length-tothickness ratio of OSL, providing slightly higher strength and stiffness values. Applications for LSLS include headers. beams. wall studs, roof beams and rafters, truss chords. rim boards, and stair stringers

PSZ consists of long, thin wood strands laid in parallel formation and bonded together with an adhesive to form the finished structural section. Since the grain of each layer of veneer runs in the same direction, the resulting product is highly predictable and can be fashioned into headers, beams and load-bearing columns. Other common uses for PSL include exposed applications and those requiring high bending strengths.

LVL,which is similar to PSL, is the most widely used of the structural composite lumber products. After thin, parallel wood veneers are bonded together in a large billet, they are sawn to desired dimensions for headers and beams, hip and valley rafters, scaffold planking, and the flange material for prefabricated wood I-joists. Compared to conventional lumber, LVL is stronger, straighter, and more uniform. It is also much less likely to warp, twist, bow, or shrink.

What's ahead for SCL? As the market keeps asking for products that conserve natural resources and as manufacturers seek to produce better products at lower prices, their importance is sure to grow.

Iollout fromthe Foll of foger?

Desoite the closure of Canada's largest EWP manufacturer, competing LVL and l-joist producers don't exoect a sudden windfall of demand to come their way.

Four years ago, Jager Building Systems' six plants produced more LVL and l-joists than anyone in the country. But a sharp downturn in residential construction led Jager to shutter two mills, reduce shifts at the rest, and finally, in September, file bankruptcy and close the remaining facilities.

APA's Kevin Hayes expects that U.S. housing starts, which were 2.07 million in 2005, will plummet 56% this year to 910,000, and then keep sliding next year to 780,000 starts. Meanwhile, over the last two years, LVL production has dropped 38% from 88.2 million cu. ft. to 55 million cu. ft. annually, while l-joist output has fallen 37% trom 1.17 billion lineal ft. in 2008 to a projected 675 million ft. this year.

"l think the stats say it all-too much capacity for too little demand," Hayes noted. "So, there is enough engineered wood capacity to serve the markets, at least in the short term."

Currently, Jager's bankruptcy trustee is determining whether the facilities should be sold or eventually restarted when the market picks up.

Their largest competitors, who would likely be on the short list of

How independents can use down market conditions to win customers back from the big boxes

Main Street's bis chance t- ^,D -,'-r..r.=

A CCORDING to a May 2008 con-la.sumer research study. 3OVo ot American consumers are experiencing severe anxiety about the economy and their personal financial situations.

It is no surprise, then, that consumer spending is expected to decline as a result. However, there is a silver lining in the data. Stacy Janiak, U.S. retail leader at Deloitte LLP. notes. "In the current economic envfuonment, consumers are looking for value. Heading into the holiday season, retailers will be well-positioned by emphasizing their unique value propositions, whether that means price, customer service ... or some other metric important to their customer base."

For specialty hardware retailers and lumberyards, consumers' economic concerns and evolving shopping preferences have created a once-in-a-lifetime opportunity to attract new customers to Main Street and win back those who were lured away by the promise of big box stores.

So how can LBM dealers capitalize on this opportunity? It is clear that today's consumers demand a level of convenience, service and quality that local, independent retailers are uniquely qualified to deliver. In fact, given current market conditions, there has never been a better time for independents in the building products industry to differentiate themselves in the marketplace by offering compelling value, which will boost their bottom lines.

Convenience & connection

What do customers really want?

The answer is not surprising: today's customers wish for more time-even during challenging economic times. In fact, an October 2008 trendwatching.com briefing says that "7OVo of Americans 16 years and older say they don't have enough time to do all the things they need to do. Half of U.S.

consumers now say that a lack of time is a bigger problem in their lives than a lack of money." This is why timeconstrained shoppers are drawn to the convenience of Main Street, a significant advantage for those doing business in this now-coveted location.

In addition to convenience, Main Street gives consumers a feeling of connection-to their neighborhoods and communities. As an integral part of the community themselves, specialty hardware retailers and lumberyards understand the importance of making a personal connection with their customers and how that directly impacts the success of their businesses. They are uniquely positioned to forge relationships with their customers, which is, in turn, reflected in the high level of service they can provide.

To understand a customer's needs, an independent retailer can ask-then listen-every time a customer walks through the door. While formalized market research may provide a retailer with valuable data, an informal conversation delivers immediate results. And, whether information is gathered through formal or informal methods, an independent retailer has the flexibility to implement changes immediately. This level of responsiveness equates to superior service.

Taken together, strong retailer-customer relationships, clear customer insight, and excellent service create a retail experience that is completely personalized- a key differentiator that distinguishes the specialty building products retailer from a big box store.

Quality & focus count

Today's customers expect value for their money, and real value means high-quality products. Without the pressure to offer the perceived lowest prices, specialty hardware dealers and lumberyards can maintain a strategic

focus on delivering value to their customers. As a result, they can study the product lines available and then offer only the very best. Discerning customers, such as those who want professional-caliber products, will appreciate a local resource that is able to provide them.

A commitment to quality also means that independents can, and should, play to their strengths by focusing on what they do well: offering customized product assortments and exceptional service. Big box stores, however, are typically forced to offer lesser quality products and more cookie-cutter assortments in order to meet their margin goal and appeal to a more general consumer audience.

Specialty hardware dealers can give themselves a significant competitive advantage and lure customers away from general merchants by building a business around what they do best: understanding market trends and delivering the specialized, high-quality products customers expect. For example, energy-efficient products are more than a trend in today's market, and retailers that specialize in these offerings can cater to a market that is more concerned with value than price.

Thlented teams sell

Successful retailers understand that engaged, knowledgeable and highly trained staff form the vital front line of their businesses. Without a high-caliber staff to serve customers, convenience, service and quality mean little.

This makes attracting and retaining a talented team of employees essential-while posing a significant challenge. In all industries, there is a scramble to hire the best and brightest young workers as baby boomers retire. While these new employees are looking for competitive salaries and benefits, they also place value on meaning-

#jj:;;"Lril1",:

ful work, a structured growth path, and the ability to make a difference.

With a willingness to invest in workers and foster an environment that encourages employee involvement, growth and development, specialty hardware stores and lumberyards can provide such an opportunity-and win employees from big boxes. In tum, highly trained, knowledgeable employees can help independents better provide customers with information about innovative products and trends, which will result in winning and retaining new customers.

New economic realities and shifts in consumer attitudes have provided independent retailers with a unique opportunity-Main Street's big chance. To make the most of it, however, specialty retailers in the building products industry must have a compelling competitive advantage. Only by offering customers greater convenience, high-quality products, and superior service will they win. even in the most favorable environment.

- Steve Frawley is president and c.e.o. of Emery-Waterhouse, Portland, Me., which has been distributing hardlines for over 165 years. Reach him at sfrawley@ emeryonLine.com or (800) 283-0236.

onlv from SFl-certified chain-ofcustody wood fiber. They're uniform, with consistent sizes and stronger than dimension lumber so only about half as many trees are cut. Boise, always a leader in renewable resources, also provides green, paperless design processes to make home plans more efficient and reduce material waste. For more information contact Norman Distribution todav

etitive ligen ce Anew man in the White House

By Carla Waldemar

real trouble." Another reason for the launch was to forestall anticipated competition: "If we built it," he figured, "it would keep Lowe's and Home Depot out."

It's working. "Once people find us and come in, they're loyal. If we can get 'em in, show 'em what we do, then they come back." And although the town itself is miniscule-6,000 households-the store serves half a dozen neighboring communities, which adds up to 230,000 potential customers. The only problem was, who knew?

White House doesn't anchor a major interstate, so to make the destination memorable, Jeff designed the new store to mirror the White House in Washington, D.C., from the curved facade with a balcony on the mezzanine to a flag fluttering on top.

Next, he rethought the company's ad campaign-or, to get real, its lack thereof. "We'd spent $400 a year," he has to laugh. "Last year, I spent $10,000-mostly on cable tv and lots of print. And it was money wellspent," he reports. (Now that people can find the store, he's been able to cut back to $7.500.)

f OOKED like a great idea at the I-ltime: On a spur-of-the-moment impulse, Jeff Christian bought the aging lumberyard in White House, Tn., when its owner died in an accident.

"I didn't know a whole lot about the business," admits Jeff, himself a builder, "but with my marketing and sales background, I figured I knew how to sell, no matter what the product, and," back then in 2004, "there was a lotof building going on. " Things were humming in the area,2o miles north of Nashville.

That was then. This is the recession. But Jeff thinks he's got that covered, too. Right at the outset, however, he was boomeranged with a painful learning curve. "Business was good; I had no difficulty getting people in the door," reports this able businessman. "But the worst part-the most difficult thing-was learning who to sell to and who not to. Collections in arrears were out of hand," he recites with lingering horror. By October 2007, bad debts had mounted to $700,000-"so the first thins I did was to cut half of our

customer base-'You can't shop here anymore.' I had to! They'd pulled us into the red, and I had to stop the bleeding." So those good ol' boys were history.

"I looked for new customers who were more professional and could weather the storm" now gathering on the horizon. Another way to counteract its potential havoc was to work toward a more balanced mix. "Formerly our customers were 98% contractors; now, my aim is 70130. Today," he can report, "we're at 72t28;'

That's in great part a result of another of Jeff's bold initiatives. He gave potential customers a whole new reason to check him out-in fact, a whole new store that debuted in 2001 with a new name that spells out its new purpose. No longer known for lumber alone, it's now the White House Home Center, expanded from 6,800 sq. ft. on two acres to 6l,000 sq. ft. on an eight-acre site.

"That saved us!" he declares. "If we had not had that new building and the d-i-y trade to go after, we'd be in

And what a find: White House has morphed from lumber and windows and such into a complete home center, including lighting and plumbing, lots more hardware, flooring, cabinets, appliances, you name it, all showcased with improved displays and spot-on signage.

White House staff, which has grown to 22, also has a leg up on the competition, benefiting from Jeff's background as a builder: "You get a lot more accurate assistance here than at the boxes," the boss maintains.

And you get lower prices, too. "We're 5 to l57o lower than the boxes," Jeff indicates, adding, "and that'sfairly easy to accomplish. What's hard," he underscores, "is to overcome the mentality that the boxes are cheaper-that because they're larger, they have better buying power. In reality," he says, "they also have larger overhead. But we can't just tell that to people, we have to show them. Then, after they've checked out the box store, they come to us. Slowly but surely, we win 'em over."

To help drive that traffic, Jeff has come up with a few new niches, leading off with a surplus business-"not a flea market," he's quick to emphasize, "but wood, lighting, things like that, because today, especially, people are looking for a chance to save

money. Adding a surplus department is an effort to get people that wouldn't otherwise come here. It gives them a reason to drive by the others to get to us.

Still more reasons: a new rental department, "the only one in town," and an installation program, launched in September and carried out by vetted, trusted subs. "We need to do 20 installs a month for this to fly," he figures. "We've got 15 so far and are working on it. Ar $1,000 an install, it generates decent revenue. Plus," he adds, "people tend to buy more if it's to be installed, as in 'While you're here...."' Customers are also offered free in-home design service for fixtures such as lights and plumbing.

Contractors still get free delivery, including White House's core base of remodelers. "We take good care of our smaller customers," he notes, especially as the bigger builders are falling by the wayside.

Yes, they are-White House isn't immune to what's hitting the fan around the country. Jeff's dress code doesn't go in for rose-colored glasses, and he levels with his staff. "When I first opened, they knew I'd invested all my money-and I made them aware of the stuff we couldn't collect, how difficult it was. That scared some away," he says, "but those who stayed on, well, they're the ones really behind you: good, solid, loyal, hardworking people. I believe that employers should share the good times, but they need to share the bad times, too."

"In fact," he says, "this has actually boosted morale. They know, and fully appreciate, what we're going through. No one wants to shut the door."

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

OWNER Jeff Christian attributes his comoany's good fortune in tough times to paring out bad pays, reaching out to d-i-yers, expanding its facilities, and adding new niches.

Two Coat Exterior Prime

Our two-coat process starts with an atkyd seater to bl.ock tannin migration, fotlowed by a high-performance acrylic primer. The result: RESERVE quatity, inside and out.

Superior Wood

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

Surfacing + Sizes + Lengths

RESERVE Droducts come in a wide range of sizes, lengths and finishes. Whether the project catls for 51S2E or S4S, we offer tengths ranging from l6'to 20'. Pattern stock is also avaitable, Lx4 - tx12 s/a1aQ - s/axt)

2x4 - 2xt2

The Finest Stock, The Best Coating

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

Bring your warrior to work

By James Olsen

lnf ENGHfS Khan and his descen\Idants ruled much of the known world for over 100 years. The Mongols' swift domination was felt from China to Western Europe from 1206 to 1300. The Bubonic Plague of the early l4th Century did what no army had been able to do-stoP the Golden Horde.

We, as salespeople, are warriors for our families, companies, customers and selves. What made the Mongols so superior to the other fighting forces of their time?

An all-cavalry army, which reduced the need for supply trains, making them the swifter by many-fold than its enemies;

. A leadership formation based on "circles of tens," in which the transfer of power was immediate without inner squabbling that paralyzes a fighting force;

The use of retreat and terror as battle tactics, and

. Adaptation of ideas of the new cultures conquered.

In addition, the combined use of fireworks, catapult, ballista and trebuchet revolutionized siege warfare and brought an end to the castle as a "wait 'em out" battle tactic that had worked for centuries.

Fascinating. but what will most help us more as modern salespeople is the Monsol warrior's attitude towards death and failure. It was taboo for the Mongol warrior to discuss injury, failure,

death or even mention the name of a fallen comrade.

Our Inner Child

In working with many of my students I find they have definitions of themselves that stunt their growth. Many have developed definitions of themselves over the years that are negative. They have played these tapes in their heads so many times since childhood that they have become a reality.

I work with adult salespeople who somehow work these unnecessary statements into their sales calls: "I'm lazy,fat, dumb, not a conversationalist, not a good salesperson, not good at this product, or generally not good at this that or the other." These are definitions that may have been hoisted on them as children by insecure or unknowing parents.

Many let their Inner Child accept the definition of what others may think salespeople are: pushy, lying, greedy, etc. Some salespeople do not like salespeople and want to differentiate themselves by apologizing for being one. These salespeople are still living with definitions that are holding them back in their sales careers on a call-by-call basis!

The Right'I'ime & Place

There is a time for self reflection.

Chapter Three of Selling Lumber: Sales Secrets of a Lumber Broker is titled "Denial, the Career Killer." Those who cannot or will not self analyze will have a difficult time achieving their sales dreams.

But there is a time and place for everything. The battlefield is not the place to invite our Inner Child, nor the time to self analyze. The battlefield is a place where we invite our Mongol warTlor.

If we are not convinced, our customers will not be

convinced. If we have poor definitions of ourselves (and share them out loud!?), our customers will share those definitions. We must be hyper-diligent not to say negative things about ourselves. (Desk poster: "I won't saY negataive things about myself. I will say positive things about myself, the market, etc.)

Below are some examples of what to say and what not to say in some common sales situations:

Prospect Call

Inner Child: "I know you probably have many great suppliers, and I might not be able to help you, but..."

Warrior: "I have helped many customers just like you..."

"Let me tell you what seParates me from all the rest..."

"You are going to love doing business with me..."

Inquiry

Inner Child: "Wow. I don't know much about that. I'11 have to check with my buyers and see what we can come up with..."

Warrior: "Let me do some research with my partners, and I will come back with a solution that works for us..."

Closing

Inner Child: "I know this isn't exactly what we talked about, but..." (Because I'm terrible at what I do I haven't been able to find your imposslble specifications.)

Warrior: "I've come with some great options that are working for customers just like you..."

Let's leave our Inner Child at home and get in touch with our Mongol Warrior before we get in front of customers.

- James Olsen, Reality Sales Training, specialiTes in sales training for the lumber industry. Reach him at james@reali' tysalestraining.com or ( 503 ) 544-3 572.

Sustainable cho

Attention Dealers

Pre-fa bricate stair system s using SteadiTred stair treads and Durastrand Rimboard as stringers-create a new revenue stream in installed sales, with no additional inventory.

Du rastra ndn Ri m board and Stead iTred' from Ain sworth

Builders and dealers are finding that smart, sustainable building practices deliver real bottom-line benefits. Multipurpose products like 0.8E Durastrand OSL Rimboard are manufactured from renewable resources-and in the sizes you need -so you can save time and labor, reduce waste and disposalfees, and minimize inventory.

Multipurpose strength

1-%" 0.8E Durastrand OSL Rimboard

> as rim board, short-span headers and stair stringers

> ICC-ES code evaluated for flexural a pplications (ESR-1053)

> better utilization means less jobsite waste

For strong, consistent stair treads versus particleboard & solid sawn

> greater span capability (up to 45 in)

> always flat and straight: save on defects and call-backs

> APA exposure r rated: eliminate the waste and cost of temporary stairs

> bull-nosed or square-edged

> primarily made of aspen, a fastgrowing, renewa ble species

Rrrrrr:rs

Dolan's Lumber is closing Sacramento, Ca., yard after ve:us...

its 87

Pruett Lumber & Supply, Homedale, Id., opened on the site of Snake River Lumber. which closed in August ...

Meek's Lumber has closed its retail yard in Elk Grove, Ca., but continues operating its adjacent 2A-acreDC...

Gold Beach Lumber Yard, Gold Beach, Or., added a 3-acre yard in Harbor (Brookings), Or. (Ryan Ringer, general mgr.)

Bronson Lumber is rebuilding its store in La Grande, Or.o which was destroyed by fire Sept. 14

Keith Brown Building Materials last month closed its yard in Visalia. Ca.

84 Lumber is downsizing its Hesperia, Ca., yard into a satellite office, eliminating its showroom and shipping product from its yard in Beaumont. Ca.

Lowe's Cos. opened new stores Nov. 28 in Silverdale, Wa.; Nov. 22 inKenal Ak. (Rob Richmond, store mgr.), and Highland, Ca., and Oct. 16 in Moses Lake, Wa. (Brian Bruley, mgr.)

Lowe's has postponed constuction in Hollister, Ca., until July; won't build in Dinuba, Ca., for at

Send us your news!

Have your recent expansion, Promotions or other company changes published in the next issue of Ihe Merchant. Just Fax your news to 949-852.0231 or send by email to kdebats@buildingproducts.com.

h free seNice)

least another two years; is seeking approval to build a 155,00-sq. ft. store on 11.8 acres in Santa Rosa, Ca.; will build a 162,000-sq. ft. store in Paso Robles, Ca., and has selected a site in Murrieta, Ca.

HomeDepot won planning commission approval to build a 102,513-sq. ft. store with 28086sq. ft. garden center in Grants Pass, Or., and is on track for a February opening of a 103,000-sq. ft. store with 25000-sq. ft. garden center in Auburn, Ca.

Habitat for Humanity opened a ReStore discount LBM outlet in St. George, Ut. (Russ Hansen, mgr.) ...

Wro*slrrnl/tmutlcrur:rs

Castle Rock Induslries, Spokane, Wa., agreed to sell its lumber millingfacilityto MRS Metal Roofing & Siding Supply, Mead, Wa.; Castle Rock owner William Gilcrist will focus on his safety gear business,Western Glove

Empire Lumber, Weippe, Id., lost its large log mill in a Nov. 4 fire; the small log mill and log decks were spared ..

Stimson Lumber Co., Portland, Or., will cut one 70-worker shift at its Gaston, Or., sawmill Jan. 11

Three Rivers Timber. Kamiah. Id., temporarily idled its 80-worker mill early this month ...

RY Timber Co.,Livingston, Mt., temporarily shuttered its sawmill and planer mill late last month for up to two weeks

Georgia-Pacific Corp. cut one 30-man shift at its sawmill in Coos Bav. Or.

South Coast Lumber Co. temporarily reduced operations at its facility in Brookings, Or.

Weyerhauser's Canyon Country, Ca., DC lost a shed and a pile of lumber in a Nov. 2fire

Ply Gem Industries is closing its door and window plant in Phoenix, 42....

Reid & Wright 1nc., Broomfield, Co., isnow distributing Fiber Composites' Fiberon decking and railing in 10central Midwest states, including Colorado, northern and central New Mexico, and Wyoming...

Huttig Building Products wlll distribute Fiber Composites' Fiberon decking and railing in Washington, Oregon, California, New Mexico and Texas ...

Building Material Distributors, Inc.,Galt, Ca., is now distributing lnuisiana-Pacific's full line of LP brand engineered wood products throughout Southern California from its DC in Riverside, Ca. ...

Steel Stud Manufacturers Association will launch a code compliance certification program ...

Railing Dynamics ftzc. received a registered trademark for Titan Pro Rail ...

Simpson Strong-Tie received a Category I anchor rating for its Strong-Bolt wedge anchors in ll2" and 5/8" diameters ...

Andersen received FSC chainof-custody certification for its Andersen and Renewal by Andersen brand windows and doors

Viance's Ecolife stabilized weather-resistant wood has been standardized by the American Wood Protection Association

Nova USAWood Products LLC, Portland, Or., has received Forest Stewardship Council chain-of-custodv certification

Housing starts in October fell 4.5Vo to a seasonally adjusted annual rate of 791,000 singlefamily starts dropped 3.37o to a 531 ,000-unit pace ... permits plummeted l27o to 708,000 units.

Roseburg has done it again, introduciog...

FSC Certified Rigidl.am@ LVL

FSC

FSC Supplier scs-coc-000300

For the first time, orchitects, structural engineers ond builders con now specify an FSC certified engineere d wood product thot can contribute fo ochieving additionql LEED@ credils {or your proiect.

Roseburg, o member of USGBC ond one of the nationt lorgest producers o{ no added ureo formaldehyde (NAUF) ond FSC cerfified wood products, produces the FSC Cerlified Rigidlom LVL ot its 750,0A0 sq. ft engineered wood product plont locofed in Riddle, OR.

FSC certified Rigidlom LVL is svoiloble through Roseburg's nstionwide network of wholessle disfribufors and Pro Yords.

For more informotion go to Roseb urg.com

Dreaming of a green Christmas

rnHE events of the last few months

I have been monumental, stimulating concerned thought and conversation about economic recovery, government changes, and the sacrifices we may all have to make in the coming year. However, I have to admit that my thoughts this time of year naturally turn to the cool stuff I want. In this case, the products on my wish list are both innovative and green.

First on my list is Element Four's WaterMill, which produces clean, fresh drinking water from the air. Fitted to the outside of a home, this nifty little device condenses the water vapor in the air by drawing it through an air filter and over a cooling element. The droplets of water collect, up to 13 quarts a day, then pass through a carbon block filter and an ultraviolet sterilizer, before going on to a dispensing point inside the home.

Performance will vary with local air conditions-very humid air yields more water and dry air less. Aside

from an obvious appliance for any offthe-grid shelter, imagine the usefulness of the WaterMill in a drought or post-disaster situation. After a hurricane or earthquake, solar-powered WaterMill stations could provide some relief.

Continuing on the theme of selfreliance, the second product on my wish list provides free heat from the Sun. The SolarSheat from Your Solar Home is a thermal solar-heating solution for a single room. It's well designed, and simple, so that virtually anyone can perform the installation and get itright-a first, or near first, for a renewable energy product. In colder climates, space heating comprises a large part of a family's energy budget, which means that the SolarSheat can save money, too.

There's another product on my list that will also save on home heating bills. ThermaProof Windows from Serious Materials are super insulated and exceed EnergyStar requirements

By Jay Tompt

by 4OOVo. Energy efficiency will be a hot issue across a range ofproduct categories in the coming year, but these windows have already staked out a significant performance lead over their nearest competitors. It's a result of Silicon Valley innovation-the products are produced in Sunnyvale, Ca.getting together with green building know-how.

And they didn't stop with windows, as they also produce ThermaRock, an energy-saving alternative to drywall, and will soon launch EcoRock, another drywall alternative made with 85% recycled content and manufactured with 807o less energy.

Last on my list is a nifty little water-saving device that can turn virtually any residential toilet into a highefficiency dual flush. It's called Perfect Flush from Brondell, and it seems like a perfect solution for generating big water savings without having to tear apart the bathroom. The retail price is significantly less than buying and installing a new toilet, and there likely will be rebates available in the near future. It's well designed and easy for just about anyone to install correctly. Finally, it's customizable so the user can dial in the most appropriate water flow for each flush.

These innovations are cool and functional, and they represent some important new steps toward water and energy conservation. However, they are only the tip of the iceberg, so to speak, because hundreds more cool, new innovations are in the pipeline. It promises to be an exciting new year.

* Jay Tompt is vice president of Sreen product development at Plan-lt Hardware, San Francisco, Ca., which distributes green products for hardware and home improvement stores throughout California, and a leading experr in sustainable business and supply chain issues. He can be reached at info@plan-ithardware.com or (415) 359-9914.

Jerry's PlansExpansion In Oregon

Jerry's Home Improvement Center, Springfield, Or., plans to stay competitive by adding more than 70,000 sq. ft. of sales and warehouse space.

"The better we can be, the better to protect our position with customers when new competition comes into the market," said president Dennis Orem.

The city has already approved plans to build a 42,OO0sq. ft. covered, drive-through warehouse and sales building, and remodel 29,000 sq. ft. of a former Kmart store for a receiving and warehousing facility. The remodeling is expected to be complete before the end of the year, while the new building could be complete by next spring.

Orem said the expansion would ease congestion for customers and improve storage and product selection.

BMC West Parent Keeps Cutting

BMC West parent Building Materials Holding Corp., San Francisco, Ca., is continuing its efforts to offset losses and preserve liquidity.

In addition to negotiating a permanent amendment to its credit facility, BMHC has already sold $4.2 million in excess vehicles, equipment, and properties, according to chairman and c.e.o. Robert Mellor.

Closings and consolidations in several California cities will also help to trim costs. A concrete services facility in Dixon is closing, and BMHC is negotiating to sell another in Colton. If the sale falls through, the operation will close. A reload center in Mira Loma will close and be put up for sale.

In Colorado, a door shop and millwork facility in Fort Collins and a wall panel plant in Greeley will be moved to other BMHC facilities. A Puget Sound, Wa., distribution center is being relocated.

The sale of these and other surplus properties is expected to generate $45 million in the next 24 months, said Mellor. Some of these closings represent restructuring of two former divisions, SelectBuild and BMC West, into one organization.

Blue Book FillsCredit Check Void

Blue Book Services plans to offer its credit-rating services to the LBM industry-filling a void left by the demise last year of Lumbermens Credit Association and its venerable Red Book.

Blue Book has been providing credit and marketing services to the wholesale fresh produce industry since 1901. The new LBM program will based near Chicago, I1., and should be operational by the first half of next year via a web interface: www.lumberbluebook.com. A printed edition is also in the works.

Initial offerings will include company contact information and pay history, along with licensed credit information. As participation by member companies rises, the company plans to add more details about companies' ownership, background, and finances.

Alaska Hardware Landmark Moving

Samson Hardware, which has been doing business in Fairbanks, Ak., since 1903, will close Dec. 15.

Owned by the Janovich family, the business was informed last October that it would have to move by midJanuary to make way for an upcoming bridge project. The family hopes to open in another location next spring.

from everyone at

Ecc cEEcEEcCeccecEeccEccEccseEeeccsEgsscEEggSesgg

sESgFE$F$$FEdFs;F}EN++EE$NNFFSSHHFqFFfi

fi }f ESHEE

s*Eessdes$*dAHHscqs=ssHHI;HgEdrEilgeee$esssEsRFRd

= cEsEEecccscceEccccceccecscssEesscgEEEECgggesE g5

Parr SupportsChildren's Charity

Helping kids is the aim of Parr Lumber's annual holiday charity program. This year, the Hillsboro, Or.-based chain will sell products labeled with the Ronald McDonald House logo and donate a portion of the proceeds.

"I am very proud of the holiday spirit shown each year by our customers," said c.e.o. David Hamill. "Their purchases and continued support of Parr Lumber make this program possible."

Green Building Continues To Grow

The U.S. green building market continues to grow at an increasing rate, according to a new report by McGraw-Hill Construction.

Green Outlook 2009 estimates that the value of the U.S. green building market could reach $96 to $140 billion by 20 I 3 Over the past three years, green building construction starts have risen from $10 billion to between $36 and $49 billion due to growing public awareness, an increase in government regulations, and recognition of bottom-line advantages.

"Green growth is phenomenal across the globe," said Harvey Bernstein, v.p.- industry analytics, alliances and strategic initiatives at McGraw-Hill Construction. "The business opportunities afforded by green building, even in the midst of a global economic crisis, are real and recognized by industry players. Furthermore, green building has great potential to help tackle unemployment through green jobs, and can address other societal issues, such as creating healthier places where we live and work."

U.S. Green Building Council members report green building to be less affected by the down market compared to non-green building, and homebuyers are willing to pay more for a green home. Perceived economic benefits are driving green building, including higher revenues, lower lifecycle costs, and lower operating costs, but builders and buyers are also motivated by health benefits, new govemment regulation, and pressure from global competition.

"Green building creates green jobs that save energy and money," said Rick Fedrizzi, president, c.e.o., and founding chairman of the USGBC. "Our community can help solve climate change and the economic crisis, while building a new energy economy by putting the greening of existing buildings at the top of our agenda."

PARR LUMBER manager Scott Misso (left) and counter salesperson Damian Alvarado display products with Ronald McDonald House logo.

onq ls

Itill Stotl. :rtlr's rttLt.. ( lt lilolrrilr lletlt,rotl ( o.. \reltllt. ( 1r.. i: r'etir' inl I.il,. lS.l(X),). rrltcr iO rcrirs itt tlre intlLr:llr. lneltr,lirrg 15 ri itlt Sirrlr',,n lirrlrt'r'( Ii( IIc rrill bc l.l,.l .rl l.rt II r.lir.lr.tll l):tll\ irr l:Ltrckrr. ( lL.

.folrn Slillorek lrlrr .itiirt.'tl []tril.lrrtl \lrrtelirrl I)istribLrtor.. lrte (irrlt. ( 1r.. lrr (lircet()l o1 :Ltpplr eltrtirr .\ ptrlt lltrittL. I:ol B\II )'. rLlr i. Lt ItLtt :rI plotlrret. tlir r'ion. l.ltrt'r ('hrislt'rrsen is rtos !e nct-lrl nt.Lt rttrtl | -irrtltr Kcller ri rtert yrr-otltttl s|ett:ilist.

I)uittre \lcl)oug:rll- lotttte l l)l!'\rrle lll luntl e .c.o. ol \\ illlrrrt.'tle lttrlLt:lliu:.

hlL: bectr rlirrllr'(l . ltltil tttlttt lttltl

e .L'.(). ol liili:e ('ltsLlttlt'. l:]oi.e ltl.

IIc te Illr.c: 'l'onr Slcplrctls. rr lttr

Ilr: Ielirctl.

\\:rtle (irtgort u ill iortt lltt' \\c\tal ll

[ .S.. ( lrttlrrllt. lLtttl \lt'rieo ll'orll lris SlLr'lttttrtltrt. ( lr.- olIitc ltt itttlttslt-i lrl .lrle ' tttlr'. lot llLrrttlroltlt l:llrke

lrolLrtl J'lLttelr. \t!ittiL. ( lL.

\likc'l'helerl t'\ l)e:t'll l-Ltrttber'. ltrtt .joinetl lltr'.rrlc: lr'iLlll lrl Sit'llir l'rrt ilit lnilLtrllter. Ilttltlirts. ('1r..

llLrrtl ]in! rl r\ (l rrlerr\r()11 ..\ttrtlrl Sttlzer'. tr, llre Ilrrttrt (ctltct. i. rrou scllinr: l,rri lltrl.' rlitttLtttiott. rlcctt lttttl tlr-r . lLttrl ltiglte t stlttlc: ll tirr tlitttetrsiotr.

l)irr irl \l:trrkt' t. tltr' tt.'\\ tr: t . ' \llrrl.t I-tilrhct 'r c\l)()l l \tl\\ llllll lll SLtnrttct. \\ rt.

(,ertrtr llecl'uilh. cr (icolSirr-Pae ilie lllLrtl.in.,. i\ n()\\ nlittlltgiltg (-lLPitlrl I.Lrnrhrr-': Irrn!ctt1. Or.. lrre ililt. Ilriirrr \\ lrit:tker. c., Cl l). is rt tteri ir!!()Unt tr-lr'. irl Slloklrrtc Vlrllcr. \\ rr \lark R0mrtre I is rtcu lo in:itl.' rltlc. Lrt C'ltirto. ('li.

Ke r irr \l()nettc i\ lt()\\ lrt Itllrlrir -l-inrlrcr. Boi.c. Irl .. \l)c! irrli,/ill:' ill pirtc ltrttl sg1{.11 1r1r11111s.

(ieot'ge .frrtlrl ulL: ltttrtttoletl t() e.c.(r. ol lJlLrr'l.inr Ilrrlrlirr.lr. \tr(!tc(llll! inturinr elrir'l llttlarrl ('oltett. uIlir tctlrtitts r'\cr'Lt1i\ t' r'ltltt t'tItlttl.

Thomas J. Temple, ex-Canfor, was appointed v.p. of wood products for Potlatch, Spokane, Wa. He replaces Richard K. Kelly, who is retiring at the end of the year.

Janel Rinehart is general mgr. of the new Lowe's Home Improvement Center in E. Vancouver, Wa.

David Proctor has been named chief operating officer at Friedman's Home Improvement, Santa Rosa, Ca.

Reynold Hert has resigned as c.e.o. and president of Western Forest Products. Duncan. B.C. Director Dominic Gammiero will serve as interim president and c.e.o. during the search for a permanent replacement.

Robert E. Westfall Jr. has been promoted to president of Solatube International, Vista. Ca. Howard Holko is now v.p.-sales; Cynthia Sener, v.p.-marketing; Susan Rillie, v.p.-operations; Paul Jaster, v.p.-research & development; Neall Digert, v.p.-international market development, and Jackie Kohn, v.p.-human resources.

Arden Fullen has joined Gossen Corp., as national sales mgr. for the WeatherReady Decking & Railing Group.

Noah Taft was promoted to senior v.p. of marketing & sales for California Faucets, Huntington Beach, Ca. Frederick Desborough is v.p.-commercial business.

Ben Hershey, Alliance TruTrus, Tolleson, Az., was elected president of the Wood Truss Council of America.

Jeff Robinson is new to sales at Mid Valley Lumber Specialties, Aldergrove, B.C.

J.R. Brian Hanna has been named c.f.o. of Advanced Environmental Recycling Techologies (AERT).

Dave Heffley has been promoted to education services coordinator for Do it Best Corp., Fort Wayne,In.

Chris Perrin, Capital Lumber Co., Boise, Id., was elected president of Western Building Association during its recent convention (see photos, p. 30-31.) New v.p.s are Eric Fritch, Chinook Lumber, Snohomish, Wa., and Ed Waite, Spenard Builders Supply, Anchorage, Ak., who was also won the Distinguished Dealer Award.

Steve Patterson, Central Valley Builders Supply, Woodland, Ca., was elected president of Lumber Association of California & Nevada during its recent conference (see photos, p.32-33.)

Laurie Vance, The Mill Yard, Arcata, is lst v.p.; J.D. Saunders, Economy Lumber, Campbell,2nd v.p.; Eric Ziedrich, Healdsburg Lumber, Healdsburg, past president, and Mike Shumaker, Ganahl Lumber, Anaheim,2nd Growth president.

Bill Miller, Alpine Lumber, Denver, Co., was named 20082010 Industry All Star by Mountain States Lumber & Building Materials Dealers Association. New officers and directors are president Bryan Hutchinson, Hutchinson Lumber, Pine, Co.; president-elect and treasurer Dena Cordova, Foxworth-Galbraith Lumber. Colorado Springs, Co.; secretary Dennis Gardner, Butterfield Lumber-ProBuild, Midvale, Ut.; national director Scott Yates, Denver Lumber, Denver: national alternate Walter Foxworth, Foxworth-Galbraith Lumber, Dallas, Tx., and immediate past president Max Guetz.

Peter Templeton, U.S. Green Building Council, was named Green Building Certification Institute president.

Ron Saxton, Jeld-Wen, Klamath Falls. Or.. was elected to the Window & Door Manufacturers Association board.

Gary Malfatti, owner of Morgan Creek Forest Products, Healdsburg, Ca., fulfilled his dream of driving a Formula car Oct. l7 at Infineon Raceway, Sonoma. Ca.

Downe Marquette has taken over for Rosie Prosspex as investment analyst at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

producls

Custom Color Additives

Amerchem's new nGrain custom additive offers realistic woodgrain and color that reportedly won't delaminate, crack, or be nicked or cut. The coating works with a range of resins, wood or cellulosic compounds.

- Please call (800) 228-3476 or visit www.americhem.com

All Decked Out

Gossen's Passport cellular PVC decking is available in both London grey and Tuscan cherry.

Each board weighs just 1.5 lbs. per foot and is grooved for hidden fasteners with no pre-drilling.

The decking reportedly also resists stains, scratching, mold and insects.

- Please call (800) 558-8984 or visit www .gossencorp.com

Colorful Composite Decking

from Omak, Wa.

422-7550

Sensibuilt cellular PVC decking is available in four Chromalast colorsmocha, driftwood, redwood, and cedar-that are formulated to resist fading and chalking.

Producerc of high quality Plywood & Dry Veneer from Omak, Wa.

Call Billy &unn (509) 422-7089 or Terry Johnson(509) 422-7023

Fax 509-422-7034

It resists stains, scratches, mold and mildew. Its infrared reflective surface stays cooler underfoot.

- Please call (888) 860-8009 or visit www .sensibuilt.com

Lr wooD EATIN

Treating Services Only (TSO)

ACQ BORATES D-BLAZE' ACZA(CHEMONITE) CCA

Heat Treating Drying Services (KD, KDAT) Staining Service Rail Siding (BNSF)

Coating Service: PG-SLO8 Marine Grade Spray Polyurea Coating Central California Location: 3400 Patterson Rd., Riverbank' Ca. 95367

Sacramento. CA

Bob Palacioz, Sales/Marketing Mgr. (916) 402-3248 Fax (916) 339-247"1 bob@ thunderboltwoodtreati n g.com

Jeff Locke (909) 393-7 r}i ' Fax (909) 393-5047 jeff @ thunderboltwoodtreating.com

Marine & Industrial Sales Misuel Gutierrez (209) 7 47 -777 3. Fax (209) 367 -l9l'l miguel @ thunderboltwoodtreatin g.com

New Deck On The Horizon

Fiber Composites is rolling out its newest line of con'rposite decking, Fiberon Horizon with PermaTech Innovation, a new technology that chemically bonds HDPE and wood fiber with a resilient surface material for stain. scratch and mold resistance.

Reversible woodgrain boards come in 12', 16' and 20 lengths that are grooved for hidden fastencrs or square edge fbr traditional installation. Four colors require no painting or staining.

- Call (800) 573-881 I or visit tt'yt v, J'ibercontposites,c'ont

New Coats For Wood

Greenwood International has introduced two new coatings for a wide range of imported wood products.

SumGuard is formulated for interior use: Sumcuard E,X

There's Lumber. And Then, There's Better,

was designed for exterior applications. Both reportedly provide the same grcat smooth finish as gesso without bubbling, cracking and pealing.

- Plect.se cull (800) 547-6814 or so ottlina at rr'rr'rr:

nat ional.com

Tradesberrv

The Tradesb&ry Multi-Tool from Phillips Screw Innovation was made for convenience and poftability.

The device f'eatures eight useful tools: di-eital calculator, digital clock, compass. LED flashlight. Phill ips screwdriver, stainless knife, tape measure, and spirit level with laser. -

LP@ SolidStart@ Engineered ldVood Products are designed to outperform traditional lumber. They offer superior strength, durabilityand consistency -with no knots, splits or voids. They're availabie in longer lengths than lumber as well. That means more design flexibility, faster installation and no need for culling. PIus, all are backed by a Lifetime Limited ' Warranty. LP SolidStart Engineered Wood Products. Better than lumber.

WESTERN BUILDING Material Association's 105th annual convention was Nov. 12-14 at the Red Lion, Seattle, Wa. (1) Kelly Fox, Jason Sackman. (2) Tom Boyd, Travis Sandberg. (3) Jeff & Cindy Hupp (4) Doug Watsbn, Tom K6enig. (5) Jim Walsh, Bill Gardner, Stu Crist. (6) nyai t<tine, Larry Kline, Anhie Hansen, Dan Waggoner. (7) Jason C6leman, Aaron Newhouse, Blake Montgomery. (8) Christina Buttz, Jon Clearwater, Amber Dickson, Mike Hamor. (9) Dan Peterson,

Andrew Roise, Nancy Bloch. (10) Matt Wittschiebe, Tom Weber, Phil Shumock. (11) Jeff Swan, Joost Douwes. (12) Jim Sakai, Erica Watson, Dennis McWhirter. (13) Dick Salvino, Joanna Campy, Stacey Baker (14) Chris Henderson. Doug Walls. (15)Todd Davis, Rich Sage. (16)

Pam Schwenkfelder, Chiis & Lisa Perrin, (17) Don Dye, Scoit Remlinqer. Jim Bichler.

(More photos on next Page)

SoLlDSrnRT'

MORE WBMA (continued from previous page): (1) Rick Hogue, Scott Jacobsen, (2) Frank Guarino, Tim Nolan, Rick & Vivian Jensen, Brad !art. (9) Steve Firko, Karen Bruhn. (4) Brian Pinch, Richard Sundene, Brett Hammond. (5) Stephanie Masters, Melissa Page, Tina Champion. (6) Jeff

Peterson, Mike Reimer. (7) Tom & Sandy Stumpl. (8) Jon Hanson, R.W. Titchen. (9) Casey Voorhees, Barbara Douglas. (10) Carl Bouchee, Gayle Denham. (11) Jack Russo. (12) Kenr Mercer, Mike lsaman. (13) Kevin Frasen, Hien Bui.

WINING: Lumber Association of California & Nevada headed for the Wine Country for a series ol sobering pre_sentattons during its 12th annual convention Nov.6-7 in Napa, Ca. (1) Shannon & J.D. Saunders. (2) Todd Murphy, Laurie & Steve Fleiner. (3) Chuck Griffin, Kathleen Phderson, Petbr Ganahl. (4) Steve Page, Tom Couch, Marv Askey, Randy Jones. (5) Sam Macroux, Mike Wright. (5) Sam Abduhziz, Ch'arlene Valine. (7) John Allen, Tim Dickison. (8) Greg

Tnn Mnnculrt MlcazlNr DrcrMeen 2008

Meeker, Barbara St. Pierre, Warren Schuckies. (9) Duane Day' Jean Henninq. (10) David Cruz, Eric Bolduc. (11) Richard Langton, Tom Kuzmich, aitti<unn. (12) Augie Venezia, Greg Guilfoil. (13)Everardo & Sharon Rodriquez,'Lorenzo & Ruth Casia. (14) John Neel, Pete Ganahl. (15)Jim Decker, Stephen Fischer, Becky Scariatt. (16) Caren & Ed Rounthwaite. (17) Larry Stonum, Bob Mion. (More Photos on next Page)

NOT WHINING: California dealers remained upbeat at LACN's recent conference (continued from previous pagel, despite difficult economic times. (1) Eric & Janet Ziedrich. (2) Ken Dunham, Janelle Fallan. (3) Jack Butler, Barrett Burt. (4) Jack & Arlene Peter's6n. (5) Tanka Chase, Laurie & Chris Vance, Bob Maurer. (6i Ken Womack, Chervl & Jim Taft. (7) Bob Lilvenoren. Bob Shepherd. (8) Connie & Franli Stewart. (S) ToOO

Hopman, Jim Turrentine. (10) Karen & Chuck Erwin. (11) David & Stacy Jones. (12) Karsten Vardas, Mike Croxton, Danny Sosa. (13) Owen Taylor, Michevl Barnett. (14) John & Julia Mensingei. (15) Bruc'e Merrifield. (16) Don & Sylvia Johnson. (17) Scott & Vickie Piercey. (18) Nannette McDonough, Richard McArthur, Mike McDonough. (19) Pam & Matt Petersen.

NAWLA Traders Market returned to Chicago Nov. 6-8. (1) Thom Wriqht, Tess Lindsev. (2) Rick Inqram, Joe Petree. (3) Larry Petree' Pau'i Zartman, Todd Fbl. (a) Greg Ciampa, Peter Anania. (5) Jim Honeysefl, Mike Ghosn. (6) Scott Lewis, Harrs Gant. (4 Chris Pelser, Scott'Driskill, John Grove, Mike Holm. (8) Jeff Wilson, Peter Osborne, Barry Haugen, Kris Owen.(9) Rick Ekstein, Alice Fisher, Steve Boyd.

(10) Carl Henoch, Anellina Manelli. (11) Todd Kion, Kyle Jones, Justin Witson. 1lZ) Mike Carey, Lori Collins, Harold Dodero. (13)Jim Hand' Greo Noiman. (14) E.J. Lanqlev, Donna Allen, Chris Webb, Tom Diem, Rob"Latham. (15i Mike ltlorObtt, Brad Johansen. (16) Tim & M1ss1t Elbers, Steve'Blackadder. (17) Jud Dehart, Tim Myers. (18) Bob Dewald, Janna Clark, Scott Hilliaid. (More photos on next six pages)

9f lglggs Hyatt.Regency on the Rivenvatk was the site of the recent NAWLA I raders Market (conllnued from previous page). (1) Jill Lackey, Alan Oakes, Robin grlgf,gr, (2)feter'Howe, Cnuc[ Cas'e1i. 1Sy Kris Lewis, Leslie Southwick. (4) Matt'Cloyd, Matt Swanson. (5)'Obri

Arunruso

WHOLESALE ONLY. M|LL DTBECT&LCL

HAPPY HOLIDAYS fTom Allof us to All of you!

Anfinson Lumber is the clear choice for Quality Redwood and Western Red Cedar Dimension, Boards, Patterns and Timbers

GAtt SATES AT (800) 400-8383 . (951) 681-4207

Bick Anfinson

Ray MacDonald

Steve Lawrence

0utside Sales

Darin Curran (949) 41 2-1 994

Eddie Howdershett (909) 993-2201

visit our website: UUWW.anf inSOn.GOm

Fontana, CA office and Mill: 1304'l Union Avenue, Fontana, CA g2337

Fax: (951) 681-3566 o E-mail: sales@anfinson.com

Slack, Gary Gill. (6) Troy Turner, Sean Burch, Kevin Henlev. (il Ron Lamaitre, Gary Arthur. (8) Terry Johnson, Christian Ow6ni,'Vit<e Mischke, Lorena Stevens, Sheldon Howey. (9) Gearoid Hogan. (t0) Jamie Doyle, Bart Swan. (Mord pioios on next tivE pagbsj'

UNEXPECTED OPTIMISM

on display at

'rn !{cd Cedar tkn sprrr(€ F€

was

recent NAWLA Traders Market (continued from previous two pages)' (1) Burt Davis, Jamie freetovd, Bill Anderson, Amy McCabe. (2f Quing Shui, Don Bo Chen. (3iLarry Miller, Steve Killgore. (a) Pete Pereda, Will Scott, Greg

Ciamoa. Dale Strnad. (5) Clifford Thompson, Daniel DeWitt, Rodrigo varieiite. (6) Matt relly, Allen Gaylord, John Vavrosky, Bob Mai. (7) Jason Mann, Dan Blackburn, Todd Xion. (More Photos on nertbur Pages)

fiwm

&n fre& Jrr.-

q6r*3,f,(i*rgr*

1 5500 Ualzrcin &te 9.0. fuoa. 1 07 0 . gontana, ea 9 09 -350 -l 21 4. fion 9 09 -350-9 625 '.lfilllU,lmtnnaunoka olchmfre,r.con

Bespecting the forest, honoring the past,building the future. A nation's pride you can build on.

Manufacturers of l5 miilion bd. ft. monthly of 2x4 thru 2xl2 in fengths 6'thru 20' inWhite Fir . Douglas Fir . SpF-S , pp

Producing 2,000,000 bd. ft. monthty of 5/4 & 6/4 Pondero.sa pine Shop

4/4 Pine Board programs and 5/4 Radius Edge Decking programs

Stateof-theArt Hewmiil & Headrig Mitf

Contact Sheldon Howell

Yakama Forest Products

3191 Wesley Rd., Whire Swan, WA gBgS2 rel. 15091 874-1163

Fax 5O9-874-1162 . www.yakama-forest.com

MORE TRADERS Market (continued from previous three paoed: fil John Branstetter, Barry Schneider, Russ Vaagen. (2) Ma'tt -aefmbrl Mark Porter, Tom Ots'en, Wynn Vu. (3) RogEr liliG, ferrl.-doine,

Seamus. O'Reilly. (4) Kevrn Grindy, Gene Secco, Mike Boone, Steve Love. (5) Scott Stockton, Mark Piclering, Rob Marusic, Doug Tracey, Al Lazauskas. (6) Gary Zauner, Ken Tennefoss. (More photos on next three pages)

erctV ane at lioatana..l0futsata

Cedqr Producls

Andvik. K m Haven (7) Danny Osborne, Dianne & Tom Franklin (8) Chris Schofer, Rob Chlmko Brad Taylor, Dirk Kunze. (9) Ed Clessas, Dave Hutson. Anne Kremke, Tom Mende Steve Steere. (10) Darren Zwicker. Douq Chiasson. (11) Carol Kelly (12) Matt McC"oun, Steve Fetrow, Peter McCracken, Jorge Doctsch (front).

(More

on next twc

NAWLA TRADERS Market lconllnued from Drevrcus four paqesJ. (1) Ero Deren Ardy 'Dunhar, J,r Scl'arro'sr (2) Pat Maher'

Patrick Healy. (3) Don Dye Rick Ingram (4) Craio Hvatt,'Kevin Brennan. Tom Gramllch (5) Ratptr Schmidt, Dave Duncan. (6) Anna

photos

Pagesand onlrne at www.building-products con)

Ml6 in B-10 bofh rough ond surfoced

TBADERS MARKETEERS (continued from pre. vtous five pages). (1) Fya" Kr,ne. Roo Burnett. Pat Colgan Par Sranoshec<. Sreve Hollingswort'r. l/ike Colqar^. Fanov l\l er (2) Randy Hotlinger. Jol^r^ Green, (3) Matt Deorore. Johnnie Elliott, Jim Tttle, John Smart. (4) Jason Faulkner, Dan Blenk, Trisha Aubin. (5)'Carlos Furtado, Pete Lalrdsen Ryar Fulaoo. (6) San Sanregret, Ker Cay o' Bbd Nrcnors, (7i Tom

F.aber Erick Sun (8) Jackson Chen (9) Michael Kirkelie, David Smith, J m Walsh (i0) Bert Campbell, Bobby Byrd, Terry Secrbst.

(11) Ted Ellis, Dennrs Badesheim. (12) Mark Setzer, Jrm Murk (13) Todd Wright. (More photos on next page)

Dunham, Jim Vandegrift. (4) Mike Johnson, Jacquie Hess, Terry Neal. (5) Sal Jiwa, Bart Bender. (6) Greg iohnson, Todd Kintz. (7) Bob Bretz. (8) Rick Stout, KellY Russell. (9) D6nnis Badesheim, Terry Johnson, (10) Kent Duysen, Doug Hanson. itti Garv Pittman, Mark Carlson. it zt aiti Davis, Peter Howe, Monioue Bauer, Shannon Sullivan,

NAWLA bontinued from previous six pages): (1) Doug Willis' Gary. Reid' iil eill l-iurst, Rick Fischer, Susan 2ick, Darrell Hungerford. (3) Ron

Charles Whitaker. (13) Mark Ritz. (14) Tracv Troqden, Aimee Voie, (15) Gary Weinstein, Mark Alden, ion'athan LaPoinite. (16) Mike Luza, CamiWarner, Mike Holm.

TSIOE'

BIS: Building Industry Show took place Nov. 13-14 in Long Beach, Ca. (1) Ron Feed. Richard Coale, Mike Boone, Jim Sonderqaard. (2) Heath Slai. Bilt Feavely. l\l ke Btand (3) Bi Hendricks. (4) Bruce Ao< ns. Harold Schur, Lisa Johnson, Joe Morin. (5) Kim Dickens, Geoff Watts. (6) Nate Johnson, Marlene Grove. S_teve Zanco. Damian Crespo, Jason Rutledge. (7) Stephani Jarvis, Patt Wells (8) Steve Klotz, Steve Milte., (9) Mark lVahoney. iim Freeborn. (10) Brlan Stuk (1 1) Gary Davey. Larry Christensen, (12) Bryan Muidock (i3) Matt Lapp, Shannon Mott, Tom Anqel,

Gco. M. Huff Lumber Company is now offcring Hand Hewn Distressed Timbers in a variety of sizes, shapes and lengths.

All our distressed beams are WCLIB grade stamped and will meet structural and architectural applications. All are hand tooled and can be ordered with custom stains and Old \Vorld finishes.

We can supply timbers to any specification, whether it is Dense, Free of Heart Center, #l/Btr, Select Structural, Green or RFV Kiln Dried.

When a plan calls for exposed posts and timbers, counr on us to provide you with a product that will last a lifetime.

Combine our selection of Douglas fir timbers along with our skilled milling staff and you've got one of the best resources in Southern California.

ploce

Rates: $1.20 per word (25 word minimum) or, if contains artwork or oversized type, rate is by the column inch (2-l18 inches wide): $65 if we

California Timberline.Inc.

CALIFORNIA TIMBERLINE, INC., and HERITAGE HARDWOODS INC.' are well established wholesale distributors of hardwoods, softwoods, plywood, and custom millwork. We have serviced California, Arizona and Mexico for over 30 years. We are pursuing experienced sales executives for Los Angeles, the Inland Empire, and San Diego. This is an opportunit! to have your own territory, Please contact Chris Skibba, (909) 591-4811. Resume can be sent confidentially to cskibba@caltimberline.com.

STRATA FOREST PRODUCTS, INC., an Orange County-based hardwood lumber, plywood, and millwork distribution co., is looking for salespeople with different degrees of experience and backgrounds. Experienced hardwood plywood person, inside/outside sales, order desk, retail w/c sales, to sales trainees. Bilingual a plus. Medical and 401/k retirement packages provided. Resumes can be faxed to'714-4329610, or emailed to info@strataforest.com

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,4500 Campus Dr., #480, Newport Beach, Ca. 92660 dkoenig @building-products.com.

LUMBER TRADER

We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation. 607o split for trader. Call John at Lakeside Lumber at (623) 566-7100 or email lakesidelumber@cox.net.

Pole Buildings

www.poleframebuildings.com

San Antonio Construction Co. Contractors license 291 259 Bl

Toll Free l-(877) 737-2303

Mike Esposito

set the type, $55 if ad is furnished "camera-ready" (advertiser sets type). Phone number counts as 1 word, address as 6 words. Headline or centered copy, $9 per line. Border, $9. Private box, $15. Send ad copy to 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 9266O,Fax 949-852-0231' dkoenig@building-products.com, or call (949) 852-1990- Make checks payable to Cutler Publishing. Deadline: 1 8th of previous month.

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

Feature your Business Card in The Merchant Say Happy New Year ind belp find cures to sa,ue cbildren's liaes

Use this low+ost opportunity to deliver New Yea/s greetings to customers, friends and suppliers-and help St. Jude Children's Research Hospital, which for 46 years has been relentlessly pursuing cures tor children with cancer and other catastrophic dis' eases through research and treatment.

Your business carhreprinted in cotor aNrduud slig$lyta?.SlE'x

il8"-tttill appearin a speclal saction in our January issue. The co$t filr each ad is just$1N, $25 of which istu deductible and will be matched by u* for a total donation of $50 to St. Jude.

Founded by Danny Thomas, the center has become a pediatric ireatment and research facility unlike any other. Discoveries made at St. Jude have changed how the world treats children with catastrophic diseases. lt's a place where dochr send their sick' est patients and toughest cases. A plaqe where cuttingFedge research ard revdutionary discoveries happen every day. All patients accepted for treatment at St. Jude are treated without regard to the family's ability to pay.

Doing Your Part ls EasY: Just send us your business card(s) before Dec.22,along with a check tor $100 per carHr $200 Per card to apPear in both The Merchant and its eostem

Donald Harry Stanton, 84, co-founder of StantonCudahy Lumber, Hillsboro, Ca., died Oct.23 due to complications from lymphoma.

Mr. Stanton attended the University of Oregon, where he co-captained the 1949 Cotton Bowl team. During World War II, he was an officer and flight instructor with the U.S. Naval Air Corps.

After the war, he passed up an opportunity to play professional football and started his lumber career. He woiked for a number of regional lumber companies before forming Stanton-Cudahy with partner Dan Cudahy. He retired from the company in 1979.

Gary Stuart Kieland, 70, retired vice president of sales at Summit Timber, Darrington, Wa., died Oct.25 of cancer.

Mr. Kieland graduated from Pacific Lutheran University and then served as a combat engineer in the U.S. Marine Corps for six years. After working briefly for Aetna Life Insurance, he joined Summit Timber-retiring in 2003.

Daryl E. Wulff, 67, Colorado lumberman, died Nov. 3 in Fort Collins, Co.

He attended Midland Lutheran College and served with the U.S. Army at White Sands Missile Range in New Mexico. Afterwards, he managed the Everitt Lumber yard in Colorado Springs, Co. In 1916,he went to work in the wholesale division of Gittings Lumber and retired after 40 years in the industry.

Dick Denner, 83, retired panel trader at Buckeye Pacific, died Oct. 30 in Portland, Or.

He enlisted in the U.S. Marine Corps. during World War II and served as a radio operator in the Fifth Marine Division. After the war, he used his G.I. Bill benefits to attend Portland State Collese.

He started his lumber ca-reer at Timber Structures, where he started as a laborer and worked his way to a buying position. From l96l until his retirement in 1991 , he was a wholesale plywood representative.

Paul Martin Anderson, 71, former operator of Fishlake Lumber, Beaver, Ut., died from heart complications Nov. 24 inBeaver.

He operated the sawmill and lumberyard with his son, Lynn.

Donald M. Schultz, 86,lumber buyer for Edward Hines Lumber Co., Portland, Or., died Nov. l7 in Madison, Wi.

He worked for Hines after moving to portland in 1949, until returning to his home state of Wisconsin in 1956.

G-P Resin Subsidiary Fined

Georgia-Pacific Chemicals, which produces a variety of wood adhesives and industrial resins at a plant in Elk Grove, Ca., has agreed to pay $2.4 million to Sacramento County for treating and disposing of hazardous waste without state or county approval.

The settlement requires G-P to complete several corrective actions at the plant, which is located in a Sacramento suburb. The fine is believed to be the largest ever paid to a U.S. city or county for an environmental violation.

Nonrn & Ctnrmr Clulonun

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

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

OrePac Buildino Products..................... (916) 381-8051

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

Taiqi Forest Products ........(800) 348'1 400 (91 6) 624-4525

Weitern Wood Treatrng, Inc..........,...............(530) 666-1 261

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

SALINAS

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

Bi6 Creek Lumber Co. (Paso Robles),.... ......\800) 479-7922

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

Bid Creek Lumber Co. (Watsonville).............(800) 342-2770

C;darvalley (Hollister) .................................(866) 202-9809

SAN FRANCISCO BAY ABEA

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

Biq Creek Lumber Co. (Hall Moon Bay)........(650) 560-9749

BMD Forest Products (Walnut Creek)...........(866)-288-8325

calitornia Forest Products......,......................(831) 634'0100

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

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

Kelleher Corp, (San Rafael) (41 5) 454-8861

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

Pacific Wood Preserving.......,.............,.........(800) 538-4616

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

Simoson Strono-Tie Co. .....(800) 999'5099 (51 0) 562-7775

Van Arsdale-Hirris Lumber Co. .(41 5) 467-871 1

SANTA ROSA AREA

Atessco, 1nc. ............(877\

Sourtwrsr

Lumber. ......(800) 626-1233

Sournrm Clutontll

LOS ANGELES AREA

Antinson Lumber Sa|es................................ (800) 660-8680

Berkot Manufacturing C0.,........,.............. .....(9?9) q1q-119q California Pre-Stain...........,..........,... ....(562) 633-5420

Chozen Trucking C0.........,.............,..............(56?l !?7'r97? Gemini ForestPi0ducts.........,.............. ......(562) 594-8948

Hutf Lumber C0.......,...,.,...(800) 347-HUFF (562) 921-1331 Jones Wholesale 1umber.....,............ .(323) 567-1301

Swaner Hardwood.. (818) 953'5350

Toal Lumber Co,.... .......(562) 945-3889 ORANGE COUNTY & INLAND EMPIRE

All-Coast Forest Products...........,............... (909) 627-8551

Anfinson Lumber Sa|es.,.,...............,.............(951) 681 -4707

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

Bear Forest Products..,....... (877) 369-2327 (951 ) 7 27 -1 7 67

BMD (Riverside).,.... ......(951) 341-0708

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

Boise (Riveiside)................(800)

Rocxv tlounnlts

COOS BAY / NORTH BEND Warm Spring Forest Products (Bend) EUGENE

Plcrnc l{onrtwrsr

Lewis County Forest Products

Lumber Produc1s....................

l\4anke Lumber Co..

Mason Countv Forest Products......

McFarland Cdscade.......................

OrePac Buildinq Producls...............

Srmpson ttmber Uo

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

SPOKANE

NATU RE'S DESIGN TECHNOTOGY,S ASSURANCE

www.litesponoutdoor_com

.

......(800) 677-6967 ...(800) 426-8488 ........(866) 336-9345 ........(800) 426-8430 .(253) 582-9500 .....(206) 224-5000 .....$40) 472-7714

Bt/D.. .... ......{s09)s35-3808

Boise Drstributi0n rSp0karer.........................(509) 929.7650

Boise Distributron (yak ma)...........................(sos) +sS-osOS

Capital Lumber Co. .......isogj egz-gOzO

Colville Indran Power & Veneer.....................{509) 422-7033

Colville Indtan precisrol p ne Co. {Orak) ....(509) 826.5927

Lumber Products.... .......iS00j 926-8231

0rePac Building Producrs. ........(509) 892-5555

Vaagen Bros. 1umber ...................................{509) 684-5071

Yakama Forest Products.....(509) 874-1 163 (509) 87a-8994

VANCOUVER

Allweather,Wood Treaters (Washougat).......(800) 777-8134

BojseDistrjbutjon... ....- .......isooiogs.oosz

BEND

OREGON

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

.ll[TcHIR.

I FAXto 949-852-0231 or call (949) 852-1990 or mail to BPD' 4500 Campus Dr., Ste.480, Newport Beach, Ca.92660. Name (Please print)

Want to Subscribe?

tl 1 Year ($22) E 2 Years ($36) E 3 Years ($50) tr Bill Me tr MY Check Is Enclosed

News or Comments? w" welcome comments on articles or news of your company such as new hires or expansions. Just email dkoenig@building-products.com or Fax this form to 949-852-0231:

Formore information from adverlisers,usetheWeb site in bracketsAinsworth [www.ainsworth.ca]

Custom Millwork - Patterns in Softwoods & Hardwoods - Custom Runs of Paint Grade

Poplar Mouldings a SPecialtY

Mouldings - Siding - Trim Pieces

Wholesale Lumber - Redwood - Uppers

Douelas Fir - Pine - Hardwoods - Western Red Cedar

BEAVER LUMBER COMPANY

1400 Orchard. Hollister, CA95023 (S31) 636-3399 ' Fax 831-636-3335

Colville Indian Precision Pine [wwwcippine.com]...................,,"28 Fletcher Wood Solutions [www.tenonusa'com] ............................'45

Fontana Wholesale Lumber [fontanawholesalelumber.com]

Great Southern Wood [www.yellawoodcom]..............-....calenrtar 10

Lumber Co.................... ............'tl

Huttig Building Products [www.huttigcom]........-......................'29

Ipe Clip Co., The [www.ipeclip.com] -.--....-..-.'.........................'33

Jones Wholesale Lumber .....,,.""""24

Kelleher Corp. [wwwJtellehercom]... ...........Cover I Keller Lumber Co..........-..-. ...........38

Krauter Storage [www.krauter-storagerom]...-....-'.-.calendar 8, 43 Lumber Country [www.lumbercountry.net]'.'...................Cover IV M&M Builders Supp|y......... ........."36

Manke Lumber Co. [www.rnankelumber.com]....-............,..........,27 Matthews Marking [www.matthewsmarking.com]..-...-.".catendar 4 Norman Distribution Inc. [www.normandist.com]...........'......"""15 North Pacific [www'northpacific.com]

Pacific Wood Laminates [www.pwlonline.com]............'..............."'7

Parr Lumber ............15

Redwood Empire [wwwredwoodempcom]...........-..........catendar 18

Reel Lumber [www.reellumber.com].........'. ......""'25

Regal Custom Millwork ................'25

Rosboro [wwwrosboro.com] .............'.......3

Roseburg Forest Products [www.rfpcorom] ..........-....................,21

Roy O. Martin [wwwroyomartin.com]...................'............calendar 6

Siskiyou Forest Products [wwwsiskiyouforestproducts.com]...."17

SkuttleTight Inc. [wwwskuttle-tight.com] ............36

Sunbelt [wwwsunbeltracks.com] .............................8

Swan Secure Products [wwwswansecurecom] ....................'....""26

Swanson Group Sales Co. [wwwswansongroupinccom] ............"5

Taiga Building Products Inc.................. -.........',.""22

Thunderbolt Wood Treating [thunderboltwoodtreatingrom]'."'28

Van Arsdale-Harris Lumber Co................... ......."'40

Viance [www.treatedwoodrcom] .........................Cover II, catendar 14

Western Woods Inc. [www.westernwoodsinc.com]...........catenaar 22

Wynndel Lumber Iwww.wynndellumber.com]..........................."'13

Yakarna Forest Products [www.yakama-forest.com]................."37

ASh

Alder

Aromatic Cedar

Birch-Natural, Red & White

Cedar

Cherry

Mahogany

Maple

Oak-Red, White , Rift Red & White

Pecan/Hickory

Poplar

Steamed Beech

Sugar Pine-#2 & #3 Common

Clear Radiata Pine

Teak

Walnut

* Other species auailable by speclal order

HqT4wood Plywood

AIder

Ash

Apple Ply

Aromatic Cedar

Ba]tic Birch

Beech

Bending-Mahogany & poplar

Birch-lVatural,"nea t Wdite

Cherry

Mahogany

Maple-Natural & White

Oak-Red, White, Rift Red & White

Quartered Red & White Oak

Obeche

Pecan/Hickory

Pine-I{notty & Clear

Teak

Wa]nut

V.G. Fir

Exle4or gldings

brecKenndge

DuraTemp-

Fir-Select, Premium & Clear

'Molding & millwork ttems bg speclal order

Plvwoods

ABX, AB Superply

ACX. AC Superply

BBOES. BC, CCX P&TS. CDX

St l, T&G's CCX

Shop Grades

Long Lengghs & Wide Widths

MDO's & HDO's

SkidGuard, Tuf-Tred

Fire-Retard Treated

Pressure Treated for Rot

Medium & High Densitv Form

Sturdi-Floor

Marine-AB Fir & Mahogany

Soecialtv Items

Sound Board

Asphalt Impregnated Board

White Building noard

Chopping Blodks

Veneers, NBL & l0 Mil

Concrete & FRP Board

Preflnished Paneling-States. Trimac, Canfor

R-Max, Blue Dow B6ard

White Insulfoam

Hardboards, Pegboards

White & Almonil Pesboard

Medex. Medite FR, Extira

MDF-Formaldehyde Free

furies MDF

Liteweight MDF, Medite 3D

MDF, Particleboard

Underla5rment & Industrial

Melamine. Vinvl

PB & Melamini: Shelving

Slatwall, Redi-shelf

Yelamine Edgebanding Tape

CombinationPanels "

.,."rrr."rtry

A Good Neighbor BudgerFriendly and for...

Eiving the gift that keePs nn giving - Woodruff stabilized Kiln-Dried Doug-Fir Fenced Backyards.

Woodrufffence components are rated Gl and costup to 35% less than Western Red Cedar. Woodruff delivers equal or better qualitY.

If you want to increase your fence sales and profit margins, call us - after all, itwill soon be the season for deliveringbaclqyards with better value at less cost.

H.ppy Holidays from your Good Neighbors at Lumber Country' ...H[,