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TECH TRENDS IN LBM GREEN BUILDING FORECAST SIDING & INSULATION

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Special Features 9 INDUSTRY TRENDS GREEN BUILDING PRODUCTS FORECAST

10 FEATURE STORY SMARTEN UP ON SMART TAGS

12 PRODUCT SPOTLIGHT SHEEP TRICK: NATURAL WOOL INSULATION

13 MARGIN BUILDERS PUSHING PREMIUM VINYL SIDING

14 PRODUCT SPOTLIGHT ROOFING UNDERLAYMENT

22 GREEN RETAILING SELL MORE IN A WORLD THAT WANTS LESS

59 PHOTO RECAP: NAWLA ANNUAL

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In Every Issue 6 TOTALLY RANDOM 16 OLSEN ON SALES 20 COMPETITIVE INTELLIGENCE 28 MOVERS & SHAKERS 32 FAMILY BUSINESS 34 ASSOCIATION UPDATE 37 IN MEMORIAM 38 NEW PRODUCTS 48 CLASSIFIED MARKETPLACE 49 DATE BOOK 50 IDEA FILE 50 ADVERTISERS INDEX

June 2011

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TOTALLY Random By Alan Oakes

Does home ownership still make sense?

of depression in our industry, I must admit I am beginning to wonder what is going on in the housing market. Are we seeing a fundamental shift by the next generation away from the long-held mantra that you have to own your own house? For decades, politicians of both persuasions have made it a feature of their policy that home ownership is a fundamental right, a sound investment, a sign of stability, a necessity to build community. Many of late have learned the hard way that this simply is not true and are now taking a different path. And, in light of a growing chorus to eliminate the mortgage tax deduction, I am concerned what these trends might mean for our industry. Like many of you, when I got married, it was my first dream to own my own house. We bought our first house in the U.K. at the age of 22. In the next five years, we bought and sold two more times. I was taught not to throw money away on rent (especially since interest was deductible) to maximize the mortgage to save taxes, and to move over and over again as things got better financially. That worked each time in the U.K. I have to say, as I now look back over the last 25 years and seven moves here in the U.S., I think that philosophy has not held true unless you sold at the peak of the market, did not buy elsewhere, and got out while the going was good. In the last three to four years, few areas have been spared at least a 40% cut and most likely 50% or more. The notion that everyone is entitled to their own house (interpreted by some as two or three when they could not afford even one) has caused many of the issues we face today. I am truly sorry for those people who lost their homes through no fault of their own. But it is the pain I see on television and in newspapers day in and day out that makes me wonder if there has been a paradigm shift in home ownership. As examples, both my children have stayed in their homes for eight to nine years already and have no thought of relocation. At their age, I had moved 10 times—admittedly, mostly corporate moves. Yet, according to a recent report, today only 64% think that home ownership is a good or safe investment, compared to 83% in 2003 and 86% in 1996. Of course, I hope I’m wrong. I know that when oil prices rise, auto sales move to smaller cars. Then when oil prices fall, everyone returns to buying bigger cars. It is possible we are going through a similar process in home ownership. Knowing that the national collective memory can be short, things could change in a couple of years. But I see signs that a change of thinking may be under way, perhaps caused by this prolonged recession, that might not change even when things get better. Owning a house was where we built wealth, an asset we could pull money out of to improve it and increase its value. That certainly has not been true for the past few years and a return to that in the near future is unlikely. Indeed, an estimated 25% of all homes are underwater. Along with homeowners who are in foreclosure and those who want to get out but can’t, there is an estimated “shadow” inventory of 8 million+ homes. And, here is the crux of the matter: Most of us are not good savers, but home ownership was a coercion if you will, to save money. We put our kids through college with it and hopefully in the end retain enough equity in it to retire with. Today it is estimated that one-third of us have less than $25K to retire with, excepting Social Security. Not good news. History has shown that the system works when home values increase. But when they fall, well, we all know now what that means! Also consider that often homes are purchased with little or no money down. That leverage has contributed to the mess we are in today. I think that home ownership, if you are financially secure, pay a price you can afford, and have longevity in a property, still makes sense. On the other hand, short-term ownership driven by the need to be mobile for career purposes likely will decrease. Consider that other countries seem to have stronger economies than us with lower home ownership (e.g., France 57%, Switzerland 37%, and Germany 46%, compared to 67% here). Few would argue that their communities look worse than ours. So if I am right, the rental business should continue to grow, remodeling will continue to climb, but home sales may be stagnant for a long time to come. As I read the other day, “our goal should be to put families not in the houses of their dreams, but rather in a house they can afford.” FTER ABOUT FOUR YEARS

Alan Oakes, Publisher ajoakes@aol.com

The Merchant Magazine June 2011

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INDUSTRY Trends Green Building Products

Green building products on target to become a $70-billion market

EMAND FOR GREEN building materials is forecast to grow 13% a year to $71.1 billion in 2015, slightly outpacing the overall growth of LBM, according to a new Freedonia Group study. The most important driver for demand will be the expected rebound in the construction market from low 2010 levels. Several green building products are expected to post annual gains in demand of more than 20%, benefiting from greater availability, continuing environmental concerns, more stringent regulatory or building code standards, and the rebound in construction market. Through 2015, the largest value gains will be from concrete products featuring recycled content (e.g., fly

ash, blast furnace slag), which will increase nearly $11 billion from low 2010 levels. In addition to the recovery in construction, green concrete products are expected to continue to gain market share because the use of recycled materials in concrete not only reduces the volume of waste sent to landfills, but often enhances the performance of the concrete. Other high-percentage-growth products are water-efficient plumbing fixtures and fittings, energy-efficient lighting fixtures, and permeable pavement. However, the market for these materials is fairly small and the additional demand will be relatively modest in value terms. Green floor coverings, which include Green Label Plus-certified carpets and products made from

U.S Green Building Materials Demand

Product

Floor Covering Roofing

Concrete

Windows Doors

Insulation & Other All Green Building Materials

Building-Products.com

(Billions of Dollars)

% Annual Growth 始05-始10 始10-始15

2005

2010

2015

10.4

5.5

16.2

-12.1

18.3

-3.6

13.0 5.2

4.9 4.6

11.4

$49.5

9.2 6.2 5.1 3.2 9.5

$38.7

15.9 7.5 7.4 5.8

$71.1

-6.8

11.7

0.7

8.0

3.4

-6.9

-4.8%

4.1

24.3 12.4 14.0

13.0%

ENVIRO-FRIENDLY FLOOR COVERINGS, including bamboo, hold the largest share of the market for green construction products.

rapidly renewable resources (e.g., bamboo and cork flooring), are the largest source of green building materials demand, accounting for nearly one-quarter of the total market in 2010. Demand for green floor coverings is projected to rise 11.7% annually through 2015. However, gains will not match the pace of the rest of the green building materials market, primarily because such a large percentage of floor coverings (including essentially all carpeting products) are already marketed as green, limiting opportunities for greater market penetration. June 2011 The Merchant Magazine

FEATURE Story 2D Barcodes

Smarten up on smart tags

Y NOW,

you’ve probably noticed these Rorschach-like squares popping up in ads throughout magazines, including the one you’re holding in your hands right now. They’re two-dimensional barcodes, called QR (Quick Response) codes or smart tags, that hold significantly

more data than traditional one-dimensional barcodes and can be scanned by smartphones to forward the user to more information on the Web. All that’s needed is a smartphone with Internet access and an app that reads either QR Codes or Mobi Tags. Many building product manufac-

SIGNAGE at Lowe’s stores instructs shoppers how to use their smartphones to quickly access more information on products throughout their garden centers.

The Merchant Magazine June 2011

turers are already using QR codes, not just for marketing, but also printing codes on product packaging and signage to direct consumers in the store or contractors on the jobsite to installation videos, safety instructions, or other needed information. Mister Landscaper, for one, has begun placing QR codes on its products, sales sheets, displays and shelfstickers at Lowe’s stores. “We developed a way for customers to engage in store to promote purchase confidence and, after they’ve left the store, to help them install the product and drive interest in additional products,” said David Apple, chief marketing officer for Augme Technologies, which designed the mobile platform. “Mister Landscaper’s mobile strategy helps them stand out in the store and adds true value to the cusotmer experience away from it.” CertainTeed began rolling out its mobile strategy last summer. “QR codes serve as a useful tool for contractors in the field who typically only carry mobile devices,” said Eric Nilsson, vice president of corporate marketing. “The technology provides them, our distributors, and consumers with quick and easy paperless access to installation manuals, FAQs, videos, safety sheets, technical information, and additional resources via their smartphones.” Dealers can also create and use their own codes. The creation part is simple. Free code generators are available at Snappr.net, Icandy, SnapMaze, and other sites. Next, figure out where you want to put the codes and what you want to direct customers to. Codes can be printed on: Building-Products.com

• Ads • Business cards • Product sales sheets • Promotional items (t-shirts, mugs, etc.) • In-store signage • Product packaging • Trade show name tags • Trade show booths • Surveys The codes can direct customers to your general website, but experts suggest sending them instead to a special landing page unique to each code. Think it through. Remember that the customers are mobile. Where do they

come in contact with your code? What do they need at that moment? They can: • Watch a video (demo, installation, sales-oriented). • Complete a form to get more information. • Download a coupon. • Schedule an appointment. • Participate in a contest or game. • Access a store map.

• View sample projects. • Submit questions or reviews. • Link to a tool, such as a board foot calculator • Check inventory. • Initiate a sale. • Join you on Facebook, Twitter or other social media platform. • Receive bilingual translation. “The possibilities,” Certainteed’s Nilsson noted, “are endless.”

Big Boxes Stake Out Smart Tags

Lowe’s and Home Depot have begun placing “smart tags” throughout their garden centers to provide shoppers with instant access to product reviews, planting instructions, and videos. Lowe’s has created a mobile version of its website, better suited to consumers who visit on their smartphones. The chain has also placed the coded tags on plastic markers on plants and trees, to take shoppers to videos on planting, including what soil to buy. “Those little plastic tags on plants always had minimal information,” said one consumer. “Now, with the bar codes, you can scan them and figure out immediately what is going to grow in the sun, when to plant, and how far apart to place plants. Home Depot has tagged its outdoor patio sets with the codes and is promoting the codes nationwide with a 30-second commercial.

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PRODUCT Spotlight Natural Wool Insulation

New insulation shear genius

S INTEREST IN green building continues to grow, use of natural wool insulation is also on the rise. The product is sustainable, renewable and readily available because sheep are sheared once a year. Naturally insulating, it does its job without the addition of potentially harmful chemicals. Now, two new companies are working to expand the use of wool insulation in the U.S.: Black Mountain USA and Oregon Shepherd. Black Mountain USA, Adamstown, Pa., opened in first quarter 2010 as a strategic partner with Black Mountain UK, which manufactures SheepRoll and SheepBatt insulation from a stateof-the-art facility in Wales. The new company also sells loose wool insulation produced in the U.S., which must be blown into place. “Our ultimate goal is to make our own products in the U.S., once the market improves,” says c.e.o. Brooks Moore. “As interest builds, that may become a viable option for us.”

In the meantime, the company is seeking a West Coast distributor with its own warehouse to accept container shipments directly from the factory in Wales. Such an arrangement would eliminate the cost of shipping inventory from Black Mountain’s warehouse in Adamstown. Oregon Shepherd processes American wool into loose, blown-in insulation at its new office, manufacturing, and distribution space in Rainier, Or., occupied since late 2010. “Our natural PermaLoft insulation is ideal for remodeling or retrofit projects because it’s safe and easy to handle, requiring no protective equipment typically used during traditional fiberglass insulation,” says general manager Bob Workman. “Homeowners looking for ways to save money and help the environment have found sheep wool insulation to be an economical and eco-friendly way to keep their home warm in the winter and cool in the summer.”

BLACK MOUNTAIN USA imports and distributes SheepRoll and SheepBatt from its strategic partner’s facility in Wales.

The Merchant Magazine June 2011

OREGON SHEPHERD specializes in loose, blown-in wool insulation.

In the beginning, Workman says, marketing was mostly by word of mouth. In New Hampshire, five shipments went to separate addresses on a single street. Even so, the company is actively working to expand its network of installers and sign up vendors and distributors across the country. “Even though this is a niche within the insulation industry, it is really poised for growth, especially as remodeling and new home sales continue to improve,” says Kelly Donnelly, who recently joined the company to handle sales and marketing. A current vendor is Green Hammer, a green building company based in Portland, Or. Owner Stephen Aiguier became a big fan of wool insulation after investigating its widespread use in Northern Europe. “It’s already fire retardant, it already has antimicrobial properties, it lends itself to a more natural building process,” he says. “The unfortunate side effect is that it’s a bit expensive.” As an example, he says that it costs about $1,500 to insulate a three-bedroom house with cellulose, versus about $3,000 for blown-in wool—but wool is about 24% more insulating. He also believes that natural wool insulation is a better choice for chemically sensitive or asthmatic customers, because it doesn’t contain dangerous chemicals or create dust that lowers air quality. Building-Products.com

MARGIN Builders Upgraded Vinyl Siding

Vinyl producers promote higher quality siding

1. The thickness of the vinyl siding is an important indicator of quality. This product is made from chemical combinations that vary vastly. The thicker ones will be more durable, while thinner ones may sag or warp. Building codes require vinyl siding to be at least .035 inches thick. There are premium choices available, which are .044 to .055 inches thick.

2. Low quality options are more susceptible to fading over the years. It is important to look for products with UV protection and to check if the product can withstand direct sunlight. Fading is less apparent on lighter shades of color.

3. The way the product withstands wind is key. Check that the wind resistance level can handle up to 150 mph. Some high-quality companies offer options that have warranties for winds up to 180 mph. Depending on where the house is located, there are different wind codes that homeowners should check into.

HIGHER QUALITY vinyl siding is being introduced to reverse loss of market share to alternative materials. (Photos by CertainTeed)

continues to hold the greatest share of the siding market, fiber cement and other sturdier options are making inroads. The problem, claim vinyl siding manufacturers, is that lower-grade products have given their category a bad name. Cheap vinyl siding is likelier to fade, sag and warp over time, negating any cost savings. Vinyl manufacturers have responded by pushing higher quality products, which still carry a price tag well below that of competing materials. Here are four areas to check to ensure you’re stocking high-quality vinyl siding: LTHOUGH VINYL

4. The rain resistance of vinyl siding is clearly important. This type of siding is designed to “hang” on a structure for optimal air ventilation, so the air can flow behind each panel. Additionally, there are tiny holes in the bottom of the panels to release water. If not installed correctly, moisture can be trapped or water can leak into the structure. Proper flashings, builder’s wrap, or house felt must be installed to avoid these issues. When getting vinyl siding estimates, homeowners should ask about the installation process.

PRODUCT Spotlight By Ralph Bruno, Propex

Promote underlayments to stand out in the roofing market

T’S NEVER BEEN MORE important for pro dealers and their customers to differentiate themselves in the marketplace, with cutting edge materials that can add value and extend the life of any job. For roofing, the selling of quality underlayments not only ensures better, long-term performance, it can also return good margins for the dealer and their contractor customer. Most importantly, it greatly reduces callbacks resulting from moisture and wind damage. Since roofing materials alone are not waterproof, the underlayment acts as a secondary layer to prevent leaks. The homeowner ultimately benefits from the added layer of protection, especially with the wild weather we’ve seen recently all over the country. When selling a roofing job, advise contractors that if they’re using inferior roofing underlayments or none at all, they put the job at risk for moisture infiltration, leaks and interior damage from winds blowing off the roof shingles. Through feedback from inspectors and contractors who do insurance remediation, we’ve heard

The Merchant Magazine June 2011

tales of woe about compromised underlayment causing tens of thousands of dollars in interior damage— which could have been easily prevented with a quality underlayment. Damage includes mold proliferation from leaks in hidden areas, such as attics. Doing it right the first time is critical, because water damage is permanent and insidious. The only option after a bad leak is to rip the roof off and start again, replacing everything that has been damaged. In areas that get tornados, hurricanes and wet weather, the selling points for roofing underlayments become even more compelling. In cases where a hurricane has blown off the entire roof and the homeowner is waiting for the inspector to assess the damage, the underlayment may be the only protection the home has for weeks or even months. And, the lower the slope of the roof, the more likely it is for water and wind-driven rain to make their way under the roofing materials and cause leaks. Among the features and characteristics to look for in an underlayment,

domestic manufacturing seems to be your safest bet. Imported underlayment products, including their vertical cousins, housewraps, may be subject to less quality control. With a made in the U.S.A. product, you have the confidence that the quality is going to be held to certain standards with stricter quality guidelines. When checking out manufacturing quality standards, look for products that have facilities in compliance with ISO 9001-2008 and an R&D department dedicated to a continuous quality platform. Their in-house R&D should regularly be developing new and better features for the underlayment product. Building code listings are another assurance for your customers, so be certain the underlayment products are listed by a recognized agency such as the International Code Council Services with an Evaluation Services code report. Also look for fire ratings and extended warranties (which should match that of the roofing materials) and product damage guarantees. The underlayment should be versatile enough to be used with any roofing product—asphalt shingle, steel, tile or metal. Other key considerations when choosing a roofing underlayment are superior walking traction, for worker safety and better productivity; tear-free assurance, and long-term UV resistance. This added layer of protection with built-in features can make or break a roofing job. There is no better opportunity for an upgraded underlayment that a reroofing jobs. In re-roofing, it is likely that an incident happened—shingles blew off or there was a leak, creating a Building-Products.com

captive audience and a way for the roofer to stand out. The homeowner can be assured that the water infiltration won’t happen again by upgrading to a better underlayment. The evolution of using fabric barriers when installing roofing started decades ago with tar paper or felt paper, which is plentiful and cheap, but traditionally has had problems with leaks and tearing. Felt paper is slippery and subject to tearing when walked on, dirty to handle, and if leaks run through it, can damage the interior with oily black residue. These materials made resource management and juggling roofing jobs difficult, because they had to be covered rather quickly. As an alternative, synthetic plastic sheeting came along in the late 1990s—but had even more severe problems with slipping, was not convenient to work with, and does not hold a chalk line very well. Morning dew or debris collected on the plastic material could wreak havoc, jeopardizing worker safety and slowing productivity. Today’s market finds advances in product development over synthetic plastic sheet and felt. Highly engineered blanket technology, for example, has excellent traction, extended UV resistance, tear resistance, better fastener retention, and improved strength. These benefits, which contribute to a speedier installation and peace of mind for the roofer and their customer, far outweigh any nominal costs added to the job. In fact, our recent pricing elasticity studies found that roofing contractors are willing to pay more for a quality underlayment. The upgraded underlayment also gives you and your customer a way to stand out in the market. Roofing contractors can separate themselves from lowerend roofers by offering added protection. With resistance to UV degradation and moisture, the more highly engineered materials will allow your customers to improve operational and crew efficiencies since they can start another job and go back days or weeks later to finish. This makes juggling several projects much easier, especially if one job gets stalled for any reason. LBM dealers who do some investigation on new, higher traction and moisture-impermeable underlayment technology can steer their customers to better roofing jobs. Not only do these new technologies protect the roof from damaging

WITH NEWLY engineered technologies in roofing underlayments, dealers can help their customers stand out as the better roofers, who add extra protection to every job. (Photos by Propex)

leaks, but also protect the dealer and roofing contractor from take-backs and callbacks. It’s a winning formula when everyone does it right the first time.

– Ralph Bruno is executive vice president of Opus Roof Blanket manufacturer Propex Operating Co., Chattanooga, Tn. Contact him at (423) 892-8080 or via www.propexinc.com.

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June 2011 The Merchant Magazine

OLSEN On Sales By James Olsen

Are you listening?

toady?” and they will now be ready and willing to listen to us. Weird, huh?

Prepare

talk and no one is listening. Listening is a lost art. Poor listeners used to steal a look over a person’s shoulder while they were talking to them. Today they are looking at their Blackberries while they talk at each other. That makes listening a rare and valuable commodity that people will pay for. Listening is the secret weapon of sales. When was the last time you were really listened to? How did it feel? Fantastic, right? In a way, relaxing. Professional psychologists, psychotherapists, teachers, men and women of the clergy and sometimes our mothers and fathers are great listeners (or should be), and when they are they leave us with a feeling of calm, of feeling better. VERYBODY IS DYING TO

Listen!? – I can’t get them to talk!

We ask our customer a question about themselves, their business, their family or the weather (it works) and while they are responding, we listen and then ask a follow up question. The follow-up question is the key to great listening. Within the emotional skill set that is listening, the use of the follow-up question is a technical skill that is useful. We actively listen while our customer is talking. Active listening is thinking about what the customer is saying, while he is saying it. Since we think eight times faster than we talk, thinking of an interested and interesting follow-up question will be (should be!) easy. Think about the last time you brought up something you were excited about and the person listening to you changed the subject after your first sentence. Doesn’t feel that great, right? That’s how we make our customers feel when we say, “Yeah that’s great, and so what do you need today?” What they need is to be listened to! Don’t be in such a hurry to get to the business part of the call, especially when the customer is talking. When a customer is listened to thoroughly, they will say, “So what have you got for me

The Merchant Magazine June 2011

To be great listeners we need to clear our minds. Many sellers are so concerned about what they are going to say that they can barely hear, much less understand, and even fewer pick up the nuance of their customer’s communication—and the nuance is where the closing information is. Salespeople try to help customers make buying decisions by talking about logical things (the specs), but talking about the specifications of anything does not get the business. What gets the business is knowing the emotional impact the specifications have on the customer and which one, out of all the specs, is emotionally most important. This information—the nuanced, emotional, closing information—can only be garnered through active, no, intensely active listening. In fact, customers won’t share key information with someone they don’t think is listening to them.

Smart Dogs, Smarter Humans

The dumbest dog in the world knows what we are feeling. For argument’s sake, let’s say the dumbest human being is smarter than the smartest dog in the world. Consequently, all human beings know what we are thinking. They can feel it. If we’re thinking about what we’re going to say next, the customer will feel it. When they do, their communication with us will be stifled and incomplete.

Quieting Our Minds

When we have our own thoughts—for example, “What am I going to say?” clanging around in our heads—it is difficult to hear our customers. We must prepare our strategy and what we are going to say, before the call. Prepared is relaxed. Relaxed is the state of the great listener. When we are relaxed, our customers will want to share information with us and buy from us. Try this: Before you talk to your customer, take a deep breath and blow it out. Relaaaaax, review your strategy, and then think about your customer and what your customer wants to talk about. Write down three questions. Then make the call. Communication will be stronger and you will close more. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com

Building-Products.com

BMC Opens Big in Denver

BMC has opened a new lumberyard/distribution center in Denver, Co., serving Colorado’s Front Range, as well as Summit County and Southern Wyoming. “The location of this new distribution center and lumberyard is critical to the re-emergence of the residential housing market in the Denver Metro and Colorado markets,” said c.e.o. Peter Alexander. Chris Jones, manager, will oversee the lumber and distribution center. It sits on a leased, 10-acre site served by the Rio Grande railroad. Products carried at the facility include I-joists, engineered wood products, dimensional framing lumber, panel products, and job-site construction supplies. BMC, formerly BMC West, is based in Boise, Id.

Big Bear Grabs DIY Center

Jess Ruf has opened a second DIY Home Center in Big Bear Lake, Ca., after debuting the new format last summer in S. Lake Tahoe, Ca. Ruf had been trying to open a store for do-it-yourselfers in Big Bear for nine years, hoping to “keep more dollars on the mountain,” according to Mike Mauck, v.p. of operations. Because local yards Butcher’s Block and Riffenburgh Lumber cater to pros, many locals had been driving down to the big box stores in San Bernardino and Victorville, said v.p. of marketing Laura Shanders. Renee Cirrone has transferred to manage the new location, while her former assistant, Jordan Haun, succeeds her as store manager in S. Lake Tahoe. Ruf also owns seven California Do it Centers; Virgil’s Hardware, Glendale, Ca.; wholesaler Neiman

Reed Lumber, Panorama City, Ca., and Patioworld showrooms throughout the state.

Explosion Kills Millworker

One worker was killed and two others were injured in an explosion at Stimson Lumber’s mill in Gaston, Or. On May 11, the men were dismantling a hydraulic accumulator, a 6-foot steel pipe holding hydraulic fluid under pressure by compressed gas— unaware that the pressure had not been released. “The cap exploded from the end of the canister, striking two of the workers and injuring a third,” said fire district spokesman Ken Bilderback. Steve Allen, 60, was airlifted to a Portland, Or., hospital, where he was pronounced dead. He had worked for Stimson for 30 years and was weeks away from retirement. Co-worker Raymond “Butch” Perdew Jr., 58, was taken by ambulance to the trauma unit after being struck in the leg. William Elliott, 40, suffered a less severe shoulder injury.

Trex Buys Steel Deck Substructure Manufacturer

Trex Co., Winchester, Va, acquired the assets of steel deck framing manufacturer Iron Deck Corp., Denver, Co. Using the newly acquired technology, Trex’s plants in Winchester and Fernley, Nv., will manufacture new Trex Elevations Steel Deck Framing. “This product line extension will allow us to continue gaining market share in the rapidly growing ultra low-maintenance category, while positioning our brand for strategic expansion into the $1.9 billion deck substructure market,” said Ron Kaplan, Trex chairman, president and c.e.o. TREATERS

DEALER Briefs

Central Valley Builders Supply, St. Helena, Ca., added a new garden center (Ali DeVoid, garden center mgr.).

Spenard Builders Supply , Wasilla, Ak., reported the theft of over $2,600 worth of power tools May 20.

Ace Hardware is considering a

site in Kamas, Ut.

Ridley’s last month opened a 14,000-sq. ft. Ace Hardware store in Orem, Ut.

Rocky Mountain Ace Hardware stores unveiled their new, inter-

active website at www.myhelpfulace. com/rockymountain, including links to 81 locations in Colorado, New Mexico, Utah, and Wyoming.

Ace Hardware ranks highest in buyer satisfaction of customers at home improvement stores, according to a recent study conducted by J.D. Power & Associates.

Lowe’s is ready to break ground on a new store in Colorado Springs, Co. In all, the chain plans to add about 25 new stores this year, bringing its total to 1,774 locations in the U.S., Canada and Mexico. Fortuna Ace Hardware & Garden Center, Fortuna, Ca., was

named Business of the Year by the local Chamber of Commerce.

Southgate Hardware, Payson, Ut., celebrating its 20th anniversary, was named Business of the Month by the local Chamber of Commerce.

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June 2011 The Merchant Magazine

SUPPLIER Briefs

Freres Lumber Co. indefinitely trimmed plywood production by one third at its facility in Mill City, Or., laying off 45 workers. Seneca Sawmill Co. has built a new biomass energy

plant in Eugene, Or.

Stimson Lumber is installing a new USNR primary breakdown line at its mill in Tillamook, Or. The line will process Douglas fir, hemlock and spruce logs of 5" diameter x 8' long, to a maximum 26” diameter x 10’ long, at speeds up to 600 ft. per minute. The supply will feature a reciprocating quad roll log turner and centering sharp chain system. Optimization will include the Smart TriCam scanning system with MillExpert operating platform. Hall Forest Products, Puyallup, Wa., is now carrying Genova Products’ Genovations PVC decking.

iLevel by Weyerhaeuser now distributes James Hardie fiber cement siding and trim products through its Pacific Northwest service centers.

Building Green Inc. , through its website at www.buildinggreen.com, is offering Pharos, an independent

research and selection tool that enables commercial buyers to evaluate product content, certifications, and other relevant data about building materials.

Krauter Merges with Auto-Stak

Krauter Solutions, Indianapolis, In., and Auto-Stak, Westwood, N.J., have merged, forming Krauter Auto-Stak. The new company, a division of Krauter, will be based in Indianapolis, with field offices in Westwood and Burlington, Ontario, Canada. Chris Krauter will serve as c.e.o., and Mark Ritz will remain in Westwood as coowner, executive v.p., and director of the lumber storage division. The automated, high-density Auto-Stak System will be incorporated into the full line of Krauter racks, rack-supported structures, steel frame retail/warehouse buildings, yard planning, design, engineering, and general construction capabilities. “We’re very excited to have the two originators of the most accepted lumber storage techniques coming together under one roof,” Chris Krauter said. “They are complementary products, so our companies have worked together in the past.” “Most of the time, when dealers need help in metal storage products, they choose an Auto-Stak or a cantilevered rack system,” Ritz added. “Now we have one company that has expertise in both.”

Roseburg Trims Plywood Output

Roseburg Forest Products cut back production in late May at its plywood mills in Coquille, Dillard and Riddle, Or., due to market conditions. The mid-May layoffs included 50 workers at Coquille, 40+ at Dillard, and 130+ at Riddle. “The market is so bad, it might be a while before we can hire them back,” said v.p. of human resources Hank Snow, who predicted it could take as long as the end of the year before the mills could begin re-hiring.

Jeld-Wen Parts with Minority Stake

Celebrating 44 years of fine hardwood manufacture and distribution For the finest service in the industry, call on Swaner for a steady, reliable source of quality hardwood products at competitive prices.

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(800) 368-1108 18

The Merchant Magazine June 2011

Jeld-Wen, Klamath Falls, Or., agreed to sell a 39% stake in the company to Toronto-based private-equity investment firm Onex Corp. for $675 million. The privately held window and door maker will keep its existing management and give Onex two seats on its board. Separately, Jeld-Wen plans to sell nearly 50,000 acres of property in Southern Oregon. On the block are eight parcels, which all include timberlands, worth a combined $25 million.

Activant, Epcor Merger Finalized

Apax Partners has completed its purchase of Activant Solutions, Livermore, Ca., and is merging it into recently acquired Epicor Software Corp., Irvine, Ca. Pervez Qureshi, Activant president and c.e.o. since 2006, has been promoted to president and c.e.o. of Epicor, succeeding George Klaus, who remains chairman. Kathy Crusco is now executive v.p. and chief financial officer.

Mt. Taylor Ready for Comeback

One year after shutting down its moulding plant, Mt. Taylor Millwork is resuming operation of the facility near Milan, N.M., as a sawmill and wood pellet plant. Pellet production is expected to begin at just over 25,000 tons per year, gradually ramping up to a maximum capacity of 70,000 tons. The sawmill will cut cants, beams and other products up to 32’ long and can handle logs up to 42” in diameter. Building-Products.com

COMPETITIVE Intelligence By Carla Waldemar

Change we can believe in

KAY, YOU’RE 65 and blessed with four daughters, who aren’t interested in taking over the business. If you’re George Senkler, second-generation owner of Concord Lumber Corp., Littleton, Ma., you’ve got some choices. Sure, you can parlay with a competitor. But if you sell, instead, to your own staff, you can create a win-win situation that reaps you the important tax benefits of such a sale

DISPLAY of Plato cabinetry at the Kitchen Works showroom helps spark ideas for homeowners contemplating a remodel.

The Merchant Magazine June 2011

while assuring them they’ll still keep the jobs they love. It gets even better. Under Concord’s ESOP (Employee Stock Ownership Plan), employees’ retirement benefits are 100% funded by the company (meaning, no need to pitch in to a 401(k). And their shares of stock are likely to increase in value: After an ESOP was initiated, Concord experienced a “long, strong boom” of double-digit growth in years following its inception in 2001. “Nice,” agrees president Rick McCrobie, who started out here in counter sales 30 years ago, “but long-term.” To underscore a more immediate pay-off, the ESOP fully funds Concord’s health insurance program, a benefit that translates to $13,000 per family per year. Run by a board of directors (Rick and his v.p., retired owner Senkler, the former c.f.o., and an attorney specializing in ESOP law), the plan is a boon to management, too. “We’re able to retain good employees—make them want to work here, and work a lot harder—whereas, in private companies, the owner takes the risks and also all the profits. If employees own the company, they share in its success—and that empowers people to look beyond their job description and think about how they can improve the business. “In turn, we offer a very transparent operation. Employees all receive the financial statements and have access to all company records. Plus, at company meetings, we put out our current position, a three-year plan, a five-year plan—and how those may have changed,” he demonstrates. And changed they have, both positively and, like any lumberyard alive today, by undergoing some “corrections.” Whereas Concord formerly supplied builders’ entire subdivisions and custom McMansions, today the focus is more scaled to single home builders and remodelers. Due to sound fiscal policies and astute expansions of market share, the books are still written in black ink and next year’s outlook is beginning to brighten, Rick notes. To supplement its yards in Concord and Littleton, the company has spawned several divisions aimed at capturing a larger slice of the building pie. The Concord store had always offered a couple of kitchen vignettes in spare corners of its lumberyard, which satisfied contractors—but the Building-Products.com

lady of the house, not so much. “So we decided to take it to the next level and launch Kitchen Works, a separate showroom,” Rick explains. “It’s a matter of perception: People view a showroom as a more professional presentation. We’re known locally, so folks have a comfort level with us, like ‘They do things right.’ We’ve been around—which is far different (in establishing confidence) from searching the Internet or Yellow Pages.” To capture another segment of the package, Concord launched Forester Millwork, a whole-house, trim-to-baseboard, stairs-to-cabinets operation geared to serving middle-of-the-road to high-end homes. Likewise, the purchase of Forester Moulding four years ago, Rick says, “made sense for us. We launched the Concord Collection—chair rails to crown moulding—to drive business not only for us but for our builders. It offers them an opportunity to set themselves apart from the guy down the street—to offer a bit more ‘bling.’ We manufacture in quantity to keep the cost down, so they can add that extra pizzazz for just a little more money.” Making customers’ lives even easier, Concord hosts its own in-house architecture department, employing a staff architect and two assistants, who can provide “relatively inexpensive plans to homeowners and builders—even subdivisions,” says Rick. “We also do beam calculations, the engineering aspect.” And then—voila!—they also install. Windows and doors and kitchens, at least, with more on the horizon. This service, added in 2007, calls on a corps of chosen contractors who have completed a training program. “Sure, we’re competing with contractors, but not our contractors,” Rick explains—“rather, the Renewal Windows of the world. And the advantage for the pros we use is, we take over all the headaches of the install business—advertising and marketing, measuring, ordering, scheduling. We offer a fiveyear warranty. Now they don’t need to work nights and weekends doing quotes and chasing business. And we pay them every Friday. And, if, by accident, one of our contractors is bidding on the same job, we back off.” Teamwork in aggressively following up leads is vital to Concord’s effective operation, and is another obvious winwin scheme in an organization whose employees all benefit monetarily from any one person’s success. Thus, the architecture department passes on leads to Concord’s team of 13 framing salespeople, each boasting a loyal customer base built upon years of service. The framing guys, who notify the moulding, millwork and kitchen departments, receive an incentive bonus when that additional work is snared. Keeping ahead of the curve keeps Concord a major player. “The business is changing. It’s more and more service-oriented,” Rick takes note. And acts upon it. Counter to popular wisdom generated by the recession, Concord has not slashed inventory nor compromised on customer service by trimming to a bare-bones staff. “We didn’t want to be bogged down in that downward spiral,” attests marketing manager Kristen Koehler. “Instead, we’re seeing new customers coming to us because they can’t get served at other local lumberyards. We’ve actually added more sale staff during the downturn to capitalize on the problems some of our competitors are having.” In another proactive move, Concord has established an education series that, says Kristen, “has brought a lot of new customers through our doors. For virtually every event, we’ve had an existing customer say, ‘I know another Building-Products.com

guy who’d be interested. Can I bring him along?’ So now our online registration includes a line to add a guest—and we capture that info. Contractors are busy and don’t always have time for a sales pitch, but if you offer something they need, and can benefit from, you can get your message across at the same time.” This is just part of the robust marketing initiative launched in 2008 to improve outreach within the constraints of depressed market conditions—which translates to looking beyond simply selling products to adding concrete value for customers. By increasing its presence in the downturn, Concord is positioned to emerge even stronger when business picks up. So, to continue the dialogue with its contractors—even those who are not yet back in a buying mode—the company converted part of a warehouse into a seminar room to offer classes. These go beyond the been-there, done-that product training to business practices, such as a recent session called “Websites that Work,” another on the importance of contracts and use of liens, and yet another coaching remodelers on selling to homeowners—even installation clinics to prep crews for spring. And during lunch breaks, builders can walk through the moulding and millwork operations to spark the “Geez! I never knew…” fever. “Our sales force also can use these training sessions as a value-added offering when approaching new costumers, so it’s less of a cold call,” Kristen adds. “Because we realize that architects are important influencers for our window and moulding businesses, we organized a CEU event that put our Forester Moulding profile binder into the hands of 40 new architecture firms, which has driven an increase in their specifying it,” she reports. “Similarly, our three kitchen-planning events—open houses for homeowners with wine and cheese—each generated at least two new kitchen sales, to say nothing of cross-sales of windows installation.” Concord Lumber, under Kristen’s lead, has revamped its weekly email newsletters to reach beyond the blah feel of an insert flier to cover such topics as the new EPA ruling on lead paint. “We were the first in our area to bring EPA certification in-house and had builders from our competitors calling to get into the class.” Result: an over 50% increase in newsletter subscribers, who now have come to count on Concord as the go-to folks for vital current information. (Homeowners and architects each receive their own focused newsletters, too.) What’s ahead? Whatever develops, Concord’s renewed focus on relationship-building by adding valued services is destined to pay off. And, who knows? Acquisition of another yard may be more than likely— made all the easier by its ESOP profile. “The owner gets the tax benefit, and it also relieves him because his employees won’t have to undergo the stress of layoffs. Instead, they’ll become owners, which makes him more likely to sell to us than to our competitors,” Rick is convinced. “We’re set to grow. To diversify.” Carla Waldemar cwaldemar@comcast.net June 2011 The Merchant Magazine

GREEN Retailing By Jay Tompt

Selling more in a world that wants less

HE GREAT RECESSION, combined with growing awareness of how “consumerism” contributes to climate change, has led to a surging movement of people simplifying their lifestyles and sharing more of the things they need—rather than blindly acquiring more stuff. In other words, more people are becoming conscientious consumers or disavowing the consumer label entirely. This is disaster for retailers, right? Not necessarily. For retailers committed to green business practices, it’s just another opportunity to serve their community. There are several ways that less consumption can be good for your bottom line, as well as for the planet. It’s clear there is a broad spectrum of negative environmental impacts associated with manufactured products, which a short Internet video, The Story of Stuff (www.thestoryofstuff.com), does a good job explaining. It takes energy to make things and move them from one side of the planet to the other. Then there’s disposal and the potential for toxic leachates to pollute groundwater. The more we consume, the greater the impacts, so obviously, the less we consume, the fewer the impacts. That’s the 30,000 foot view. Understanding this system is the first step in developing green business models that replace inherent negative impacts with profitable, regenerative outcomes. All well and good, but how can merchants make money by selling less stuff? One strategy is rethinking goods in terms of services: selling fewer goods, but selling more of the services those goods provide. This idea’s been around for a long time in our industry, in the form of tool and carpet shampoo rental. It makes

The Merchant Magazine June 2011

sense to rent something that won’t get used very often. Growing household preference for just that kind of economic conservatism is reshaping the kinds of relationships people are having with their stuff. A well-known example is Zipcar. For decades, no product/consumer relationship was as intimate (and Freudian) as the one between people and their cars. But today, some people are leaving that paradigm behind for the planetfriendly and economical choice of car sharing. It is, perhaps, a new kind of consumer status symbol, but it is emblematic of a deeper movement that is redefining the role of manufactured goods in people’s lives and what it means to “consume.” People are looking to share almost everything: cars, bikes, tools, and even skills. The rise of neighborhood work groups—neighbors organizing themselves to help one another tackle home projects—recalls the days when communities came together for barn raisings. Meanwhile, professional tradespeople are branching out into new kinds of projects and are looking for short-term rentals of specific tools, rather than having to invest in “retooling.” If customers want and need less stuff, then retailers must adapt. Begin marketing your rental department’s green virtues. For those not yet renting tools and equipment, now’s the time to start. Talk to your pro customers and ask them what they need. Facilitate neighborhood work groups in your area and help create local tool lending libraries. Rent space in your parking lot for Zipcar or other car-sharing. Think outside the box, too. Rent electric cargo bikes (www. cargocycling.org) or portable solar power generators (www.portablesolarpower.net) for off-the-grid construction projects. Getting into the shareable mindset will not only lead to more innovation, but it will unlock new income streams and forge new customer relationships. Jay Tompt Managing Partner William Verde & Associates (415) 321-0848 info@williamverde.com

Building-Products.com

PRODUCT Spotlight By Tim Croll, FXI Building Products

Carve out a niche in gutter protection

as just a simple commodity, sales of gutter filtration systems have increased dramatically over the past few years given the product’s added value in improving stormwater management, enhancing structures’ durability, and controlling pest problems in homes and commercial buildings. Unfortunately, many dealers and both their consumer and pro customers may not be fully acquainted with all the systems’ advantages. They can virtually eliminate: • sags and related damage caused by the build-up of clogged water and other debris; • overflows that cause landscaping erosion, foundation cracking, and other structural failures to homes and all NCE VIEWED

(Please turn to page 26)

GUTTER PROTECTION systems such as FXI’s Leaf Defier prevent debris from clogging channels to keep water draining freely.

The Merchant Magazine June 2011

Building-Products.com

Drive Us

anywhere and everywhere

Fasten your tool belts. Simpson Strong-Tie has hit the accelerator with its offering of high-performance fasteners. Our new and extensive line of premium stainless-steel screws and nails offer corrosion resistance and a long life span from frame to ﬁnish. Our Quik Drive® collated screws are designed for many different applications, including roofs, subﬂoors and decks. And our selection of structural fasteners continues to increase with our new Strong-Drive® SD structural-connector screws and stainless-steel SDS screws. For the most complete line of fasteners that you can quickly drive anywhere and everywhere, make sure you stock Simpson Strong-Tie. To see all of our innovative fastener solutions, visit www.strongtie.com/fasten or call 800-999-5099.

Strong-Tie Company Inc. FASTEN10-D

Big Boxes Warm Up to Solar

Lowe’s, Mooresville, N.C., purchased a minority stake in Sungevity Inc., Oakland, Ca., and will offer the company’s solar leasing program in some of its California stores. “Our goal is to take this solar offering to the masses,” said Sungevity founder Danny Kennedy. “We’re gearing up for the demand, and that’s part of the reason for the Lowe’s investment.” Lowe’s will provide in-store quotes for installation of solar panels

that are owned by Sungevity and leased to consumers for a monthly fee. The chain will eventually offer the program at other stores throughout California and in other states where Sungevity operates—Colorado, Arizona, Delaware, Massachusetts, Maryland, New Jersey, and New York. Home Depot, Atlanta, Ga., has a similar partnership with SolarCity Inc., San Mateo, Ca., which installs systems in California and Arizona.

Old World Craftsmanship In Today’s Designs

Tru-Dry Timbers Geo. M. Huff Lumber Co. has teamed up with Forest Grove Lumber to become the exclusive Southern California stocking distributor of Tru-Dry Timbers.

e g r La

n i y r o t n e v n I

k c o St

All FGL Tru-Dry timbers are dried in “HeatWave USA’s RFV” kilns, which use clean, renewable energy and have zero emissions. Tru-Dry timbers are dried completely and evenly throughout so you won’t experience the sticky problems often encountered with beams that are not dried to the core. 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.

HUFF LUMBER COMPANY SANTA FE SPRINGS, CALIFORNIA

800-347-4833

The Merchant Magazine June 2011

The chain also partners with SunRun Inc., San Francisco, Ca., in Hawaii, Massachusetts, New Jersey, and Pennsylvania.

Gutter Protection (Continued from page 24)

forms of buildings; • accumulation of biological pollutants, such as mold and mildew, in crawlspaces, drywall, subfloors, carpets and basements, and • all types of pests and insects from entering, nesting and feeding within gutter channels. Even if cleaned regularly, unprotected gutters can become clogged with twigs, leaves, pine needles, seeds, acorns and animal remains. Reliable and tested gutter protection products have been proven to direct the free-flow of water and particulates through gutter valleys, while eliminating the numerous problems created by these obstructions. In addition, these systems can also help eliminate threats to indoor air quality. This is because clogged gutters can cause seepage, which can lead to the growth of mold in drywall, subfloors, carpets and rooftops. As a result, quality gutter filtration systems can improve the interior environmental quality of structures by consistently funneling water away from rooftops and reducing the opportunity for moisture to penetrate building envelopes. Furthermore, research within the pest management field has also confirmed the potential benefits of gutter filtration systems, which if used properly can change conducive conditions away from pests, critters and insects, and toward building and facility managers. Devices can keep gutter pathways clear of potential food sources, while helping to prevent all forms of pests from entering the gutter cavity, including breeding insects such as mosquitoes and carpenter ants. A little knowledge can be a dealer’s best ally for selling certified gutter filtration systems. They can not only be easily installed by builder customers at appreciable profit margins, but also last for years without the need for additional maintenance or ongoing call backs.

– Tim Croll is manager of business development for gutter filtration system manufacturer FXI Building Products Corp. Reach him at (866) 795-4770 or tcroll@fxi.com. Building-Products.com

WEATHER FADE WINE STAIN

COFFEE STAIN BBQ SAUCE STAIN

SUNTAN LOTION STAIN

SUN FADE CRAYON STAIN

It’s easy to miss the benefits of our stain and fade warranty. Take a closer look at any Fiberon Horizon deck with PermaTech, and you’ll see the decking industry’s first stain and fade warranty, now covering your client’s deck for an incredible 25 years. It’s an innovation which means virtually no resulting callbacks. You’ll also see a whole host of other industry firsts. Like the first multichromatic, technologically streaked surfaces that provide the appearance of fine hardwoods. In fact, with six great colors to choose from, it’s not surprising more customers are asking for Fiberon. Find a retailer near you at fiberondecking.com.

VIEW DEMO

MOVERS & Shakers Kenny Fagundes, ex-International Wood Products, has joined the sales team at Redwood Empire Wholesale, working from San Jose and Morgan Hill, Ca. Robert Keyes Jr. has been named sales mgr. of PrimeSource Building Products, Santa Fe Springs, Ca. Bob Marks has retired after 52 years in the industry, the last eight as a product mgr. and salesman with Boise Cascade, Riverside, Ca. Craig O’Rourke, ex-Louisiana Pacific, is new to the sales staff at Sun Mountain Lumber, Deer Lodge, Mt. Wes White has been promoted to president and c.e.o. of Hambro Forest Products, Crescent City, Ca. He succeeds Dwayne Reichlin, who retired May 2 after 43 years with the company, but will remain on the board of directors. Robin Soehl has been appointed v.p.strategy & channel development for HD Supply Facilities Maintenance, San Diego, Ca.

Steve Mahurin has been named executive v.p. and chief merchandising officer for Orchard Supply Hardware, San Jose, Ca. He replaces Steve Olsen, who is now senior v.p. and chief strategy officer. Doug Fenwick, Osmose, Griffin, Ga., has been promoted to v.p.-customer services for the U.S. Wood Preserving Group. Alistair Cook has been promoted to senior v.p.-wood products operations-Canada for Canfor Corp., Vancouver, B.C. Mark Feldinger is now senior v.p.-forestry/environment & energy; Wayne Guthrie, senior v.p.-sales & marketing; Alan Nicholl, senior v.p.finance and chief financial officer, and Douglas Warstler, presidentU.S. operations. Bob Schneider has been appointed OSB sales mgr. for LouisianaPacific, Nashville, Tn. Michael Gorey has been named c.e.o. and president of Propex Operating Co.

Wholesale Industrial Lumber

REEL

LUMBER SERVICE

1321 N. Kraemer Blvd. (Box 879), Anaheim, Ca. 92806 Fax 714-630-3190 (714) 632-1988 • (800) 675-REEL 3518 Chicago Ave., Riverside, Ca. 92507

(951) 781-0564

www.reellumber.com 28

The Merchant Magazine June 2011

Jason Fraler is heading the new debt advisory & placement practice formed by Building Industry Partners, Dallas, Tx. Kyle Williams is overseeing BMC’s new lumberyard in Houston, Tx. Jordan Hollis has joined the sales staff at Finnforest USA. Thomas L. Saeli was named c.e.o. of Duro-Last Roofing. Mark Knurek has been promoted to director of marketing & product development for Moen’s commercial business unit. Kurt Lanwehr, Hardwood Industries, Seattle, Wa., was appointed to the board of directors of the Western Hardwood Association. Rick R. Holley, president and c.e.o., Plum Creek Timber Co., Seattle, Wa., was elected to the board of utility concern Avista Corp., Spokane, Wa. Rhoda Ledder is the new secretary at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

t Reel Lumber Service, we supply domestic and foreign hardwoods. Our products and services include: • Hardwood Lumber & Pine • Hardwood Plywood & Veneers • Melamine Plywood • Hardwood Moulding (alder, cherry, mahogany, MDF, maple, red oak, paint grade, pecan hickory, white oak, walnut, beech) • Milling (moulding profiles, S2S, SLR1E, SLR2E, & resawn lumber) • Woodworking Accessories (appliques, ornaments, butcher blocks, corbels, etc.) • Woodworking Supplies (deft finishes, color putty, adhesives, etc.)

ur products are widely used in interior finish carpentry, furniture, cabinetry and hundreds of industrial and manufacturing applications. We stock a complete line of complementary products to complete virtually any woodworking or millwork project.

Building-Products.com

SPECIAL Focus By Southeastern Lumber Manufacturers Association

Do you know treated wood? Take the quiz!

HETHER IT’S FRAMING, paneling or decking, wood has been the top selection of builders for decades. But let’s talk about pressure treated wood for a minute: this old familiar still holds the number one spot when it comes to decking material of choice. This durable, beautiful, tried-and-true product has grown and adapted with the marketplace over the last decade— but how much do you really know about it? Test yourself and see!

True or False? • Real pressure treated wood decking has one of the lowest environmental impacts overall among decking materials. TRUE. Wood requires less energy to manufacture and releases substantially less greenhouse gases than alternative decking products.

• Pressure treated wood is safe for residential use around people or pets. TRUE. Pressure-treated wood is safe for the home and garden. • Pressure treated wood decking contains arsenic or other toxins. FALSE. Pressure treated wood products intended for residential and

recreational use are manufactured with waterborne preservatives. The U.S. Environmental Protection Agency, which evaluates and registers preservatives for specific treated wood applications, has never found any unreasonable risk to human health and the environment from the preservatives used in pressure treated wood. In fact, approved preservatives used in the marketplace right now are not even required to be registered with the EPA.

• Pressure treated wood is the strongest decking material on the market. TRUE. Real pressure treated wood is the only material strong enough to support itself.

• Choosing wood decking is bad for the environment. FALSE. Wood is 100% renewable, recyclable, reusable and biodegradable. Each year, more trees are planted than are harvested, resulting in healthy, thriving forests. Sustainable forests in the U.S. are in better shape—and more plentiful!—than they were a century ago. Scientists know that young trees use less oxygen and are better at carbon sequestration. Bottom line: young, vibrant, well-managed forests = a healthier breathing environment for all of us.

Next time a customer asks for a decking material opinion, stop and think. Maybe even do a little research yourself online. Then go with the environmentally friendly, renewable resource that’s strong, durable, beautiful and affordable—choose real wood.

The Merchant Magazine June 2011

Building-Products.com

FAMILY Business By Mark Green

Confidentiality in the information age

of always-on information, the line between public and private is becoming increasingly blurred. News programs and articles are filled with unnamed sources divulging corporate secrets and leaking policy decisions. Armies of paparazzi follow celebrities’ every move, turning the most intimate details of their lives into fodder for tabloid magazines. The information on MySpace and Facebook pages spreads across the Internet, turning private information public without the original author’s knowledge or consent. In short, nothN THE AGE

ing is confidential. Only a generation ago, people valued confidentiality and privacy, equating it with loyalty. Today, however, the notion of confidentiality hardly exists. People rarely keep secrets; individuals share their private thoughts with total strangers in blogs and online forums. Therefore, it is reasonable to be concerned that many in your family-owned business will treat non-personal and confidential business information at least as nonchalantly. Even if a strong sense of privacy has eroded in our broader culture,

businesses still need ways to handle confidential information. This can be particularly challenging in a family business, where the additional distinction between business and family can add complexity to notions of confidentiality. Based on my experience

YOU CAN’T STOP THE RAIN. YOU CAN, HOWEVER, OUT-ENGINEER IT.

Cost more? No. Work better? Yes. End of story.

working with family businesses, I offer the following tips on handling confidential information in an age where confidentiality and privacy are increasingly undervalued.

Assume That There Will Be a Breach of Confidentiality

First, assume that most information will not be kept confidential. Many people do not understand confidentiality. The younger generation, in particular, has been raised in an environment where people rarely keep secrets. Assume that whatever you say, even behind closed doors or in a private meeting, can and will be shared with others. For those decision makers with whom you must share confidential information, be explicit in your explanations of what you mean by “confidential.” Remind them that part of earning the full trust of leadership means demonstrating an ability to reliably keep necessary confidences. In addition, assume that all electronic files will be shared. Documents, spreadsheets, and especially emails tend to have a life of their own, reaching far beyond their intended audience. Never use email when you need to communicate

something privately, since emails can be forwarded with a simple click. Confidential information is most safely shared through face-to-face communication.

Close the Doors

Trust is often one of the greatest assets of the family business, so enterprising families have a lot to lose if they don’t safeguard trust effectively. For any family business to succeed, the family must agree that what happens behind closed doors stays there. As a consultant, I often teach family business owners that conflict and disagreements are fine, as long as they are worked through behind closed doors. When the stakeholders in a family business have a closeddoor conversation, no matter what type of conflicts or heated discussions may occur, they need to be able to present a united front as soon as the doors are reopened. Doing anything less violates trust and invites others to second-guess the business’ leadership. Family businesses cannot risk appearing divided when they are in front of their employees. Adopting a formal code of conduct that touches on these types of issues can be beneficial, because it sets rules and guide-

lines for working through confidential matters while establishing clear consequences for violating those rules.

Seek a Common Definition of Confidentiality

In a multigenerational workplace, employees have very different understandings, assumptions, and expectations of confidentiality, even when they come from a single family. Generations X and Y (people born between the mid-1960s and the early 1990s) have grown up in a culture that does not strive to maintain confidentiality. In general, they do not understand or respect privacy. This is not a criticism; it is merely a fact. This is different from the world in which the older generations were raised, when privacy and confidentiality were respected and highly valued. Because of these different assumptions and understanding, we must be more careful with our language. Stock phrases like “keep this under your hat” and “you didn’t hear it from me” have lost their meaning. Today, we might be more likely to use these phrases to get others’ attention and practically guarantee that the (Please turn to page 36)

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ASSOCIATION Update

Western Building Material Association will gather July 20-22 for its mid-year meeting at Coeur d’Alene Resort, Coeur d’Alene. Id. The event will begin with a golf tournament, and tennis, hiking, boating, and swimming are also available. A highlight will be a family dinner cruise.

Mountain States Lumber & Building Materials Dealers Association has set its annual Colorado WOOD Council golf tournament for July 19 at The Ranch Golf & Country Club, Westminster, Co. The group’s Western Slope golf tournament will be Sept. 9 at Rifle Creek Golf Course, Rifle, Co. MSLBMDA has slated its annual fall conference for Oct. 6-8 at Ameristar Casino, Resort & Spa, Black Hawk, Co. Lumber Association of California & Nevada’s 2nd Growth group will host its annual summer conference July 21-22 at Rancho Las Palmas Resort & Spa, Rancho Mirage, Ca. The first day will start with a golf tournament and end with an opening reception, dinner, and program featuring Kurt Swann, with a hilarious economic forecast for the LBM industry. The second day will kick off with Gordon Culbertson, Forest2Market, speaking on “The China Syndrome: How Will Historical Trends Affecting Timber Resources and Growth in Developing Countries Shape Future U.S. Markets?”

EIGHT MARINES played in the 4th annual Don Gregson Memorial Golf Tournament hosted May 20 by the Southern California Hoo-Hoo Club at San Dimas Canyon Golf Course, San

The Merchant Magazine June 2011

Later that day, a panel of industry professionals will discuss “Industry Mentoring: Our Past, Present and Future.”

Southern Oregon Lumberman’s Association will play golf July 28 at Rogue River Country Club, Medford.

Hoo-Hoo International is preparing for its 119th annual convention Sept. 9-13 at Harbour Towers Hotel, Victoria, B.C., hosted by the local Cowichan Valley Hoo-Hoo Club. The agenda includes meetings, business sessions, receptions, and tours of Buchart Gardens, the Forest Museum, and Chemainus Murals.

Contractor Supply Reopens

Steve Amaral and Gabe Gookin, who closed The Yard Lumber & Fence Supply, Modesto, Ca., in 2009, have reopened the facility, minus the lumber and fencing. Now called simply The Yard, the business sells dry-stack mortarless blocks made by Cal-Lok, Basalite interlocking paving stones, landscape walls, and sacked concrete products. It also installs fence walls for residential and commercial properties.

Fire Damages Montana Mill

Authorities are investigating a fire at Gebhardt’s Post Plant & Sawmill, Roundup, Mt., that destroyed two buildings, damaged a third, and injured one firefighter. Co-owner Kelly Gebhardt estimated damages of at least $200,000. Lost

Dimas, Ca., which benefited the Wounded Warrior Project, City of Hope, and the Pacific Northwest Teacher Forestry Tour. (See pages 46-47 for more photos.) Building-Products.com

in the May 15 blaze were more than 10 tons of bolts, tires, radiators, oil filters, electric motors, truck parts, welders, and air compressors. While battling the blaze, one firefighter suffered a shoulder injury. The business was back open the following morning, though “barely,” according to Gebhardt.

Oregon Manufacturer Moves to Veneer-Wrapped Aluminum

Going green by veneer-wrapping aluminum for ceiling panels, soffits and window casings has helped Contact Industries, Clackamas, Or., weather the collapse of the housing market and the trend to manufacturing overseas. Bob Horton, v.p. of manufacturing, said Contact has invested substantially in new technology to create a line of veneer-wrapped aluminum products. It has also learned how to conduct flame-spread testing to meet fire-safety specifications. “I think having an intense focus on developing new green products that meet the current safety requirements and architectural design specifications are the main reasons we are still here

in Prineville,” said Horton. The company is also developing woodgrain photos of veneers, to be used in place of real wood veneers. “With the photo veneer you can have a great-looking product with no maintenance, and you don’t have to worry about the sun fading it, like you do with real wood,” he said.

Depot Dials in Smarter Phones

Home Depot is arming employees with a new kind of smartphone that promises to speed checkouts, better answer consumer questions, and improve overall customer service. The hand-held First Phone functions as phone, walkie-talkie, mobile cash register, and inventory management/business analytics tool. “It’s more efficient; there’s more time for helping the customer,” said Mike Guhl, v.p. of store & credit systems. “They have all the information at their fingertips.” The chain invested $64 million to develop the technology and purchase about 30,000 devices, about 15 in each of its U.S. stores. According to executives, the device’s biggest benefit is the ability

to check out customers away from the register. “This has been a tremendous benefit in speeding up checkout,” said executive v.p. Marvin Ellison. “We’re going to continue to put a big emphasis on it this year,” he said, noting that a camera will be added so store associates can read the QR codes increasingly included on product labels.

Mill Site Cleanup Runs Afoul

A developer who wanted to build homes on Willamette Industries’ former mill site in Sweet Home, Or., faces up to five years in prison and a fine of up to $250,000 for violations of the Clear Air Act. Dan Desler, 67, managing partner of Western States Land Reliance Trust, is charged with hiring an unlicensed contractor to perform demolition and renovation at the site, failing to conduct a proper survey, not providing nearby residents with proper notice, plus six counts of work practice violations. In 2009, the EPA supervised clean up of more than four million lbs. of asbestos-containing materials, which were discovered after a mill fire five years earlier.

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June 2011 The Merchant Magazine

Home Depot Drafts New Social Media Stars from the Ranks

Home Depot’s new team of social-media store associates spend two days a week managing social media content at the chain’s regional offices in Orange County, Ca., and Chicago, Il., as well as its headquarters in Atlanta, Ga. On the other three days, they don orange aprons and help store customers. “Finding all of the qualities we wanted in one person took some doing. We literally went market to market meeting these people,” said Brad Shaw, vice president of corporate communications. “The way to stay fresh and current is to stay in the aisle with vendors and customers. We also wanted to be able to market them as real store associates. WHOLESALE ONLY • MILL DIRECT & LCL

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These are not call-center people or marketers or merchants or my communications team.” Once the 25-member team was assembled, they attended a two-day training session at headquarters and received a Flip video camera to upload video responses or demonstrations. The associates were also asked to keep their two roles as separate as possible. “Anywhere someone wants a how-to video shot, they’re coming to us,” said Shaw. “We knew our associates would be good, but it’s just incredible to us just how great they are on the content front.”

Family Business: Confidentiality (Continued from page 33)

information will be spread around, rather than be held in confidence. Family businesses have to make concerted efforts to establish clearer boundaries for handling private information. Some families with whom we have worked meet this challenge by prefacing confidential information, reminding each other: “You’ll be told things here that you shouldn’t even tell your significant other.” While that may sound extreme or even inappropriate, it does make explicit where the boundaries lie. In addition, I recommend that families invest time and energy in educating their younger generation about what confidentiality means, why it is important, and how they can ensure they are not inadvertently violating an important confidence of the business. There certainly is an argument to be made for open and honest communication, but there is also a need to respect privacy and prevent leaks that could be hurtful to the family or the business. As it is virtually impossible to keep a secret in the information age, the most viable long-term strategy is for a family business to confront this challenge with education and caution. Don’t assume that the younger generation understands confidentiality in the same way you might. Only share truly sensitive information once a person has consistently demonstrated he or she can appropriately handle confidential information. – Mark Green is an associate of the Family Business Consulting Group, Marietta, Ga. He can be reached at green@efamilybusiness.com or (800) 551-0633.

Reprinted with permission from The Family Business Advisor, a copyrighted publication of Family Enterprise Publishers. No portion of this article may be reproduced without permission of Family Enterprise Publishers.

Cal Coast Wholesale Lumber, Inc. Pressure Treated Forest Products Alkaline Copper Quat (ACQ) Custom Treating Selected Inventory Available

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The Merchant Magazine June 2011

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IN Memoriam

Floyd Vike, 76, former executive vice president of the building materials group at Willamette Industries, Albany, Or., died April 30 in Lake Oswego, Or. After graduating from the University of Oregon in 1961, he joined Willamette as a plywood salesman. He retired in 1997.

Richard C. “Dick” Nelson, 87, retired owner of Nelson Lumber Co., Spokane, Wa., died May 3 in Spokane. During World War II, he served with the Navy during the Okinawa invasion. After graduating from Stanford University and the University of California, he and his brother, Sherb, started Western Pacific Lumber Dealers, Spokane. In 1955, he started his own lumber brokerage firm and operated it for 30 years.

Henry M. Bailey, 93, former owner of Green Valley Lumber Co., Roseburg, Or., died April 15 in Roseburg. During World War II, Mr. Bailey served as a tail gunner in the 8th Air Force Liberator unit. In 1950, he partnered with Lloyd Crenshaw and Jack Kerr to form

Green Valley Lumber. They moved the business to Myrtle Beach, Or., in the late 1950s and added A.B. McGuire as a partner in 1961. After the business was sold to Fibreboard Corp. in 1969, he stayed on as Northwest regional manager until his retirement in 1977.

Lester Daws Jones, 85, retired Pacific Northwest lumber trader, died May 7 after a battle with Alzheimer’s disease.

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Dan Weisenberger, 65, former owner of Weisenberger’s Ace Hardware, Porterville, Ca., died of a heart attack May 19. He joined his father’s hardware store after serving in the Army in Vietnam. He bought the business in 1973.

3370 Rippey Rd., Loomis, CA 95650 • www.lausmannlumber.com

FSC Certified Western Red Cedar & Hemlock

NAWLA SERVICE AWARD was presented to Buck Hutchison (left), Hutchison Lumber & Building Products, Adams City, Co., by Mark Junkins, McShan Lumber, Tuscaloosa, Al., during the North American Wholesale Lumber Association’s recent annual meeting in Portland, Or. (See pages 44-45 for more NAWLA photos.)

A U.S. Marine veteran of World War II, he began his lumber career with Weyerhaeuser Co., before joining Buckeye Pacific, Portland, Or.

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June 2011 The Merchant Magazine

NEW Products

Cavity Protection

The Cav-Air-Ator from Keene Building Products is a full-wall drainage and ventilation mat for brick or stone masonry walls. Light and flexible, the mat is made up of an extruded polymer matrix of entangled monofilaments that form block-shaped channels. It prevents mortar from entering the cavity, clinging to wall ties, and blocking weep holes.

KEENEBUILDING.COM (877) 514-5336

Roof Barrier

Storm-Stopper roofing underlayment from MF Building Products provides a barrier against blowing rain, ice dams, and the buildup of excessive water. A liner protects the product until installation. Each roll is 67’ long by 36” wide, packed in 200sq. ft. cartons.

SOLUTIONS.MFMBP.COM (800) 882-7663

All-in-One Protection

StoEnergy Guard from Sto Corp. bonds directly to a variety of sheathing types, to reduce energy consumption and protect against air, water, and fire. The product integrates a fluidapplied, waterproof air and water barrier, sheathing joint and rough-opening protection, and continuous insulation to prevent thermal bridging.

STOCORP.COM (800) 221-2397

Self-Adhesive Underlayments

MP Global Products offers two, new self-adhesive underlayments for tile and natural stone. UltraLayer Peel & Stick is an acoustic and protective membrane for use under stone and tile. TileQuick can be used as a backing for wall tile. Both products reduce the need for thinset mortar, decreasing cleanup and drytime.

QUIETWALK.COM (888) 379-9695

The Merchant Magazine June 2011

Glassy Tiles

Crossville’s Ebb & Flow mosaic wall tiles combine the natural beauty of stone and glass. Nine color blends have a three-dimensional look, but are actually smooth for easy cleaning and maintenance. Sizes include 1/2”x1/2” mosaics, 1/2”x3” stacked mosaics, and 1/2”x2”, 1/2”x4”, and 1/2”x6” linear mosaics.

CROSSVILLEINC.COM (800) 221-9093

Fire Resistant Coat

Fomo’s Handi-Foam Ignition Barrier provides fire protection for low-pressure spray polyurethane foam. Non-toxic and low-VOC, the product creates a carbon layer that prohibits ignition of a fire or delays its progress so a structure can be vacated.

FOMO.COM

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Sliding Pocket Doors

The 4780 sliding pocket door by Ply Gem Windows is designed to maximize the use of outdoor space. Choices include 2’6”, 3’, and 4’ widths in 6’8” and 8’ heights, which can be configured into one, two, or three panel groupings. Custom sizing is also available. The doors come in three colors—white, bronze, and adobe gray—and can be further customized with eight grille patterns and energy-efficient glass.

PLYGEMWINDOWS.COM (888) 975-9436

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Slim Bricks

Hanson’s VersaThin brick is crafted from the company’s line of full-face bricks, allowing good matching for upgrades, retrofits, and expansions. More than 200 colors, 10 textures, 12 coatings, and a variety of custom-cut profiles are available.

HANSONBRICK.COM (866) 259-6263

June 2011 The Merchant Magazine

Stone-Look Columns

Deckorators Cast Stone Postcovers mimic the look and feel of real stone columns, but are constructed of glass-fiber reinforced concrete. The 8”x8” covers come in heights of 42” and 53” that can be attached to posts with shims and tied into rails with connectors. Coordinating postcaps are also available.

DECKORATORS.COM (800) 332-5724

Spray-Foam Formula

GacoFireStop has a single-application formula that combines open-cell, spray-foam insulation with an ignition barrier. The product can be applied to attics or crawl spaces, cures within an hour, and can be left exposed.

GACO.COM

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Aluminum-Reinforced Insulation

Winco International now offers two new reflective insulations with 90% recycled content. Breathable and waterproof, Skytech has an R-value of 13.7. Nest reflects up to 97% of the sun’s radiant heat for a R-value of 12.5. Both feature an aluminum-reinforced mat surrounding a highdensity insulation blanket.

WINCO-TECH.COM (713) 822-2979

The Merchant Magazine June 2011

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WHAT YOU WANT. WHEN YOU NEED IT. Dimension Lumber Treated Products Domestic

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Instant Import

Two new multi-vendor XML import functions enable dealers to reduce errors and increase productivity by importing large orders in a matter of seconds. WTS Paradigm Base Camp works with window and door manufacturers who use WTS Paradigm fenestration software, while Saberis Xpress POS works with kitchen and window and door manufacturers.

SPRUCECOMPUTER.COM (800) 777-8235

Keeps Heat at Bay

Henry’s LiquidFoil radiant heat barrier for attics can reduce energy demand and improve home-comfort year round. The product can be applied with spray application equipment, roller, or brush to drywall, masonry, concrete, plaster, and previously painted surfaces. It allows vapor to escape, preventing condensation and moisture accumulation, and will not interfere with cellphone signals or antenna reception.

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Manke Lumber Company is familyowned and has been serving the needs of the lumber industry since 1953. We take pride in milling and stocking quality lumber in a full range of commodity sizes and larger dimension timbers. We also answer your market needs for a wide variety of treated lumber products. Our forest products are milled from carefully harvested Northwest trees ready for distribution to you—on time and at the right price. Located in the Port of Tacoma, we have ready access to deep water shipping, rail heads or trucking terminals for longer haul loads. Manke operates its own fleet of trucks and is at your service for straight or mixed loads by truck, rail or sea. We manufacture primarily Douglas fir and western hemlock, including • 2x4 thru 2x12, Lengths 8-20’ • 3x4 thru 3x12, Lengths 8-26’ • 4x4 and wider, Lengths 8-26’ • 6x6 and wider, Lengths 8-26’ • 8x8 and wider, Lengths 8-26’ • Timber sizes up to 12x12

Manke Lumber Company Call 1-800-426-8488 1717 Marine View Dr., Tacoma, WA 98422

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www.mankelumber.com June 2011 The Merchant Magazine

EL & EL OPEN HOUSE Photos by The Merchant Magazine

PEACE, LOVE & MILLWORK: El & El Wood Products, Chino, Ca., held a Woodstock-themed open house. [1] Aaron Nelson, Gerry Stout, Dave Johnson. [2] Lisa Johnson, Michelle Levotch, Susan Schwartz. [3] Doug Gillmore, Jeff Osburn, Mike Bailey. [4] Mark Mahoney, Lou Plourde, Bill Johns. [5] Lila Weaver, Alex Guillen, Richard Enriquez. [6] Hope McPherson, Art Davtyan, Ella Sfaryan. [7] Kirk Rathbun, Jeff Bailey, Marvin Oaks, David Wymss. [8] Alex Martinez, David Dean. [9] Chris Freeman, Richard McArthur, Jay McArthur. [10] Johnny Zodiacal, Farrell Burt. [11] Deonn DeFord, Russ Jordan. [12] Paul Packer, Randy Dodson. [13] Kurt Williams, Scott DeAngelo, Gary Roknick. [14] Dan Marshall, Noel Varela. [15] Chris Hawks, Tim Munroe. [16] Jim Giehl, David Abbott, Greg Scott. [17] Spencer Smith, Jesse

The Merchant Magazine June 2011

Veen. [18] Pete Fleming, John Moss. [19] Joe Morin, Ross Murray. [20] Carl Christoferson, Dave Miller. [21] Alberto Robles, John Eagleton. [22] Eric Baynes, Peini Spinazzola, Carl Thompson. [23] Damien Simpson, Jessica Skillern. [24] Zach Crouch, Juan Chavez. [25] Ernesto Bonilla, Dave Iblings, Brenda Flores, Hector Ramirez. Building-Products.com

LAHC LADIES NIGHT

Three Oregon mills have received grants through the state’s Forest Products Energy Project, a joint effort of Oregon’s Department of Energy, Business Oregon, Oregon Department of Forestry, and the Energy Trust of Oregon. Ochoco Lumber received $20,000 to boost the efficiency of its boiler system and increase the amount of biomass used at its Malheur Lumber mill in John Day. Prineville Sawmill Co., Prineville, received $16,900 for similar studies, while $52,000 went to Blue Mountain Lumber Products, Pendleton, for possible expansion of thermal energy production. “These projects will promote efficient use of biomass while strengthening business, promoting forest health, and creating jobs,” said Governor John Kitzhaber. “Our forest products industry is well positioned to support the increased use of biomass, creating additional renewable energy market opportunities.”

ferent locations in Arizona, Oregon, Washington, and California for gift cards totaling about $130,000. Altor and Larsell Hollingsworth were arrested. Two additional suspects—a son and another brother of Altor—remain at large.

LOS ANGELES Hardwood Lumberman’s Club held its annual Ladies Night May 12 at the Orange County Mining Company, Orange, Ca. [1] Dennis & Diana Johnston, Karen & Jim Sparke. [2] Lynne & Nathan Osborne, Cassie & Sergio Korn. [3] Jim & Tracy Gaither, Kit Rohm, Dan Bohannon. [4] Randy & Marti Porter. [5] Bill & Kathy Fitzgerald, Joyce & Walter Ralston

Brothers Swindle Loweʼs

Two brothers have been arrested on suspicion of stealing $130,000 in merchandise from Lowe’s stores in four western states. Authorities allege that since late 2007, the men have removed toilets or sinks from their boxes and replaced them with high-end faucets and other pricier items. They then checked out, paying the price of the toilet or sink, then returned the stolen items at difBuilding-Products.com

June 2011 The Merchant Magazine

Photos by Walter Ralston

Oregon Sawmills Earn Energy Grants

NAWLA ANNUAL Photos by The Merchant Magazine

NORTH AMERICAN Wholesale Lumber Association hosted its annual meeting in conjunction with its Pacific Northwest regional meeting May 5 at The Benson Hotel, Portland, Or. [1] Kevin Ketchum, Gary Vitale. [2] Mark Mitchell, Ken Tennefoss. [3] Pete Hall, Sondra & Ray Barbee, Dana Jansen. [4] Frank Stewart, Kevin Binan, Craig Larsen. [5] Grant Phillips, Janet & Mike Phillips. [6] Buck Hutchison, Mike Mordell. [7] Russ & Linda Hobbs, Jen & Ron Gorman. [8] Dave Smith, Jim Patrick, Jerry Lawson,

The Merchant Magazine June 2011

Mike Holm. [9] Thomas & Ethel Rice, Jacques Vaillancourt. [10] Tom LeVere, Dan Semsak, Steve Schmitt. [11] Mark Donovan, Phyllis Junkins. [12] Chuck Casey, Marcus Mueller, T.R. Cauthorn, Steve Cole. [13] Barry Schneider, John Stockhausen, Jim Hassenstab. [14] Bill Anderson, Judy & Greg Ryback. [15] Greg Bell, Stacey Woldt. [16] Eddie Smalling, Jim Adams. [17] Mark Junkins, Susan Fitzsimmons. (More photos on next page.) Building-Products.com

NAWLA ANNUAL Photos by The Merchant Magazine

Natalie Macias, Chris Knowles. [8] Janie Hutchison, Linda Schneider, Karen Vitale. [9] Ian McClean, Ted Roberts. [10] Brad Morrow, Harvey Hetfeld, Pat Colgan. [11] Dave

Anderson. [12] Bruce & Peggy Johnson. [13] Dave Visse, Rabel Roberts. [14] John Mitchell. [15] Lillian & Rick Ekstein. [16] Jim Talley, Craig Johnston. [17] Dave Cornell.

MORE NAWLA (continued from previous page): [1] Jack Chase, Jon Anderson, Jim Rodway. [2] Amy & Rob Latham. [3] Chris & Marnie Beveridge, Dawn Holm. [4] Scott Elson, Mary Lou Carlson, Bryan Payne. [5] Holly Chase, Jeff & Kathleen Norman. [6] Aaron Babcock, Omar Lavelle. [7] Paul Owen, Building-Products.com

June 2011 The Merchant Magazine

HOO-HOO GOLF Photos by The Merchant Magazine

SOUTHERN CALIFORNIA HOO-HOO Club presided over its 4th annual Don Gregson Memorial Golf Tournament at San Dimas Canyon Golf Course, San Dimas, Ca., which benefited the Wounded Warrior Project, City of Hope, and Pacific Northwest Teacher Forestry Tour. [1] Mike Nicholson, Pat McCumber, Dan Vagnino, Larry Saathoff. [2] Jim Williamson, Mike Ruehle. [3] Lucky Luciano, Mitch Callaway, Kevin Witt. [4] Bob Scanzoni, Arden Clements. [5] Carl Henoch, Joe McCormick, Rich Geary, Rob Keyes. [6] Bob Mackay, Michaeline Thomson, Bryan Callaway, Terry Russo. [7] Tom Ederer, Matt Perine, Tom Barclay, Terry Seamons.

The Merchant Magazine June 2011

[8] Tim Kennedy, David Abbott. [9] Tony Cambell, Donn Gunvalson, Joe McGuire. [10] Phil Dodson, Rex Klopfer. [11] Kip Gregson, Jim Gregson, Brett Gregson, Todd Gregson. [12] James Gordon, Mark McDermott, David Tait, Rick Deen. [13] Danny Andrea, John Gilfillan, Junior Munro, Andy Mairs. [14] Ryan Lauterborn, Jack Butler. [15] Craig Larson, Dan Croker, Mike Garrity. [16] John Allen, Carlton Jennings. [17] Chad Wilson Darrell Bustamante, Dave Clifton, Chris Garcia. [18] Hank Dickey, Logan Graves, Eric Amundson, Jeff Brown. [19] Matt Manke, John Pasqualetto. (More photos on next page) Building-Products.com

HOO-HOO GOLF Photos by The Merchant Magazine

MORE HOO-HOO GOLF (continued): [1] Sebastian Sturdevant, Mike Wisener, Gary Estrella, David DeBoe. [2] Fred Garcia, Bill Ferguson. [3] Andrew Shin, Dwight Miley, Alex Shin. [4] Russ Primrose, Robyn Ueberroth. [5] Ralph Mohutsky, Greg Krakar, Patrick Franco, Rudy Russ. [6] James Patterson, Francisco Mata. [7] Lee Souza, Clay Hutton. [8] Larry Christensen, Neil Wierenga, Larry Holguin, Richard Butala. [9] Erik Linquist, David Ugihara. [10] Steve Nicholson, John Penland. [11] Scott Whitman, Terry Rasmussen. [12] Ken McEneany, Tom Summers. [13] Wyatt Hutton, Steven Falcone. [14] Jim Giehl, Natalie Allen. [15] Mike Caputo, Dave Miller. [16] Danny Sosa, Gino Garcia, Troy Huff, Mark Huff. [17] Fernando Verdugo, Arnulfo Moreno, Albert Verdugo, Hector Gonzalez. [18] Kevin McLernon, Al Reed, Hex Hexberg, Bret Marchael. [19] Bart Weber, Richard Coale, Kurt Robbins, Jeff Norihiro. [20] Mike Foulds, Greg Grover, Dave Fink, Joel Lindquist. Building-Products.com

June 2011 The Merchant Magazine

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HELP WANTED

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OFFICE & WAREHOUSE FOR LEASE: Northern California Sacramento region. Approximately 2,000-sq. ft. office attached to 30,000-sq. ft. warehouse. Warehouse clear span height 20 ft. Office & restrooms ADA accessible. Warehouse includes three-man doors with large 20-ft. roll-up door. 220V power available. Fire sprinkler system throughout. Truck shop facilities provided, including minor repair work, oil changes, steam cleaning, etc., at favorable rates. Ample truck parking space in back of facility. Office & 30,000-sq. ft. front warehouse available at .29¢ per sq. ft. If interested, please call Tom Williams, (530) 7422168, between 8 a.m. and 5 p.m.

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DATE Book

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

National Retail Federation – June 13-15, loss prevention conference & expo, Gaylord Texan Resort & Conference Center, Dallas, Tx.; (800) 673-4692; www.nrf.com.

National Lawn & Garden Show –June 14-16, Crowne Plaza Hotel & Conference Center, Rosemont, Il.; (888) 316-0226; www.nlgshow.com.

Washington Hardwoods Commission – June 15-16, annual meeting, Chehalis, Wa.; www.wahardwoodscomm.com.

Northwest Natural Resource Group – June 17, sustainable forest products seminar, Port Hadlock, Wa.; June 22, “The Small Woodland Entrepreneur” workshop, Chimacum, Wa.; (360) 3799421; nnrg.org. Forest Products Society – June 19-21, international convention, Doubletree Hotel, Portland, Or.; (608) 231-1361; www.forestprod. org.

Builders Hardware Manufacturers Association – June 21-23, summer meeting, Providence, R.I.; (212) 297-2122; www. buildershardware.com. Society of Wood Science & Technology – June 22, international convention, Portland, Or.; (608) 577-1342; www.swst.org.

PCBC – June 22-24, Moscone Center, San Francisco, Ca.; (800) 956-7469; www.pcbc.com. Outdoor Power Equipment Institute – June 23-25, annual meeting, The Greenbrier, White Sulphur Springs, W.V.; (703) 5497600; www.opei.org.

Remodeling & Decorating Show – June 25-26, Los Angeles Convention Center, Los Angeles, Ca.; (818) 557-2950; www.thehomeshow.com.

Western Wood Preservers Institute – June 26-29, summer meeting, Inn & Spa at Loretto, Santa Fe, N.M.; (800) 729-9663; www.wwpinstitute.com. Northwest Natural Resource Group – July 9, “Logs to Lumber” workshop & field tour, Port Angeles, Wa.; (360) 379-9421; nnrg.org.

Mountain States Lumber & Building Material Dealers Association – July 19, Colorado WOOD Council golf tournament, Ranch Golf & Country Club, Westminster, Co.; (800) 365-0919; www.mslbmda.org. Western Building Material Association – July 20-22, mid-year meetings, Coeur d’Alene Resort, Coeur d’Alene, Id.; (360) 9433054; www.wbma.org.

AWFS Fair – July 20–23, woodworking fair, Las Vegas Convention Center, Las Vegas, Nv.; awfsfair.org.

Lumber Association of California & Nevada – July 21-23, 2nd Growth summer conference, Rancho Las Palmas Resort & Spa, Rancho Mirage, Ca.; (800) 266-4344; lumberassociation.org.

Southern Oregon Lumberman’s Association – July 28, golf tournament, Rogue Valley Country Club, Medford, Or.; (800) 6335554.

Old Time Lumbermen’s Barbecue – July 30, Sturgeon’s Mill, Sebastopol, Ca.; (707) 575-4272. Southern California Hoo-Hoo Club – Aug. 17, dinner & meeting, Pomona Valley Mining Co., Pomona, Ca.; (760) 324-0842.

Orgill Inc. – Aug. 18-20, dealer market, Boston, Ma.; (800) 3472860; www.orgill.com.

Remodeling & Decorating Show – Aug. 26-28, South Town Expo Center, Sandy, Ut.; (818) 571-9012; www.thehomeshow.com.

Remodeling & Decorating Show – Aug. 27-28, Orange County Fairgrounds, Costa Mesa, Ca.; (818) 557-2950; www.thehomeshow.com.

Building-Products.com

June 2011 The Merchant Magazine

IDEA File

A new hardware store has opened in west Omaha, Ne., with a distinctly feminine side. Home & Garden True Value is stocked with a typical hardware store’s building supplies, along with sections catering to women shoppers. At the entrance to one such female-friendly area sits an antique armoire stocked with scented candles. “I wanted our customers, when they stepped in there, to know they were stepping into a different area,” says coowner Laura Castro, who designed specific areas for home decor, children’s birthdays, and kitchenware. The store began with a conversation between Castro and Kevin Parks, who owns a True Value store in North Platte, Ne. Parks complained of the difficulty in drawing women into his store. Not if it’s designed properly, replied Castro. The two teamed with longtime hardware store manager Paul Gapinski to create the new location. They toured numerous competitors, looking for ideas on how to craft a business that’s attractive to women, but still provides the basics of a traditional hardware store. Among the results: attractively colored walls; Oprah-approved aprons, dish towels, bright dishes, and seasonal touches, not far from the barbecues; a larger canning section; an area for children’s toys, and a ladies’ bathroom furnished with fresh daisies and strategically placed purse hooks. There’s also plenty of free popcorn—a sure way to buy more shopping time for moms with fussy children. “We know who buys and makes decisions in the household,” grins Parks. The Feminine Mystique

ADVERTISERS Index For more information on advertisers, call them directly or visit their websites [in brackets].

Advantage Trim & Lumber [www.advantagelumber.com]..........43

Ainsworth [www.ainsworthengineered.com] .........................32-33

Anfinson Lumber [www.anfinson.com]........................................36 Austin Hardwoods & Hardware.....................................................50

Cabot [www.cabotfactoryfinish.com] .............................................5 Cal Coast Wholesale Lumber ........................................................36

California Redwood Co. [www.californiaredwoodco.com]...........3

California Timberline [www.caltimberline.com] ............................4 C&E Lumber [www.lodgepolepine.com] ......................................11 Capital [www.capital-lumber.com]..........................................30, 34

Collins Companies [www.collinsco.com] ....................................19

Fiberon LLC [www.fiberondecking.com] .....................................27 Fontana Wholesale Lumber [fontanawholesalelumber.com].....17 Huff Lumber. ...................................................................................26

Idaho Forest Group [www.idahoforestgroup.com]. ......................7 Keller Lumber .................................................................................45

Krauter Auto-Stak [www.krautersolutions.com] .........................39

Lausmann Lumber [www.lausmannlumber.com]. ......................37

LP Building Products [www.lpcorp.com]............................Cover II Manke Lumber [www.mankelumber.com]....................................41

McFarland Cascade [www.mcfarlandcascade.com] ...................29 Norman Distribution [www.normandist.com] ..............................15

Plycem USA [www.plycemtrim.com] ..............................................8

Redwood Empire [www.redwoodemp.com].................................31

Reel Lumber Service [www.reellumber.com] ..............................28 Regal Custom Millwork ..................................................................28

Roseburg Forest Products [www.rfpco.com]....................Cover IV

Royal Pacific Industries .................................................................49

Simpson Strong-Tie [www.strongtie.com]...................................25 Serving the Woodworking Professional Since 1981

Southern Californiaʼs Largest Selection of Domestic and Exotic Hardwoods Including Plywoods, Sheet Goods, Mouldings and Veneers

Santa Ana (714) 953-4000 • San Diego (858) 536-1800

The Merchant Magazine June 2011

Snider Industries [www.sniderindustries.com] ...........................40 Swaner Hardwood Co. [www.swanerhardwood.com].................18

Swanson Group Sales [www.swansongroupinc.com]................23 Taiga Building Products [www.taigabuilding.com].....................11

Terminal Forest Products [www.terminalforest.com].................24

Thunderbolt Wood Treating [thunderboltwoodtreating.com] ....35

TruWood-Collins [www.truwoodsiding.com].....................Cover III Van Arsdale-Harris Lumber Co. [www.vanarsdaleharris.net] ....35

Western Woods [www.westernwoodsinc.com]...................Cover I Building-Products.com

Siding : CRAFTSMEN STAGGERED , Reversible Trim : SMOOTH 4"

MOST BUYERS DON’T ASK FOR SIDING BY BRAND.

TO THEM, SIDING IS SIDING. UNLESS, OF COURSE, THEY HAPPEN TO BE LOOKING AT A HOME WITH

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AND THE HOUSE DOWN THE STREET. IN WHICH CASE, SIDING IS THEN MORE THAN JUST SIDING.

IT’S A SELLING POINT. TRUWOOD. THEY’RE ASKING FOR IT, EVEN IF THEY DON’T KNOW IT BY NAME.

www.TruWoodSiding.com | ASK US ABOUT OUR FSC PRODUCTS. The TruWood Collection, manufactured by Collins Products LLC | phone 1.800.417.3674

TruWood’s material content is backed by third-party certifier Scientific Certification Systems. SCS-MC-01178 | www.scscertified.com