Merchant Magazine - January 2010

Seeing is be+tov+ng buying

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The ilerchant ilagazine (USPS 796-560) is published monthly at 451)0 Campus Dr., Ste. i080, Newport Beach, Ca.92660,|872 by Cutler Publishing, Inc. Periodicals Postage paid at Newport Beach, Ca., and additional posl offices. lt is an indepen-

dently{wned publication for the retail, wholesale and distribution levels of the lumber and building products ma*ets in 13 westem states. Copyright@2009 by Cutler Publishing, Inc. Cover and entire contents are fully patected and must not be reproduced in any manner wilhout written permission. All Rights Reseryed. lt reserves the right to accept or rejecl any editorial or advertising matter. and assumes no liabilitv for materials fumished to it.

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TOTATIY Random

*IIITRGHAIIT,,O-"

By Alan Oakes www.building-products.com

Nothing in life is free [lnsr, A BELATED Hnppv New Ysen. I hope that you had time to enjoy the holidays .a' with your families and are ready for the challenges of a new year. In my native England we have a custom of opening the front and back door to let the old air out and the new air in. As of midnight December 31 , that door should be open for a long, long time!

There doesn't seem to be any industry that has not had challenging business results in 2009, but I have been encouraged in the last few weeks at the small signs of optimism in our industry. The truth is, without optimism and belief, what are we left with? A negative environment only breeds further negativity. The challenge this country faces is that the negative barometer is set too high! We must find a way to turn the switch that will start us all getting back to how it was-or at least somewhere in the middle of then and now.

We often debate in our office what we can do better or more of to help our readers and advertisers. I am sure that is a debate held in every company at some time or another. One of the comments that invariably comes up-mostly from the sales force-is let's offer free this and free that. Now, nothing gets me more excited than trying to benefit our customers, but I have learned over many years that giving something for nothing is just not a good idea. In fact, it's the worst business decision you can make. It is tempting when times are tough, but once you start down that road, you can never get anyone to pay for today's freebies in the future. Yes, we all see our competitors do stupid things (I hear from you on desperate pricing all the time), but I have yet to see a company succeed with such a strategy in the long term.

I remember being trained that you can always go up, but you can't come down. When you offer something today, it wil/ be remembered and you will negotiate it every time.

The salespeople who suggest giving something away don't get hit in the pocket, so for them it's an easy suggestion to make. What does gets hit are your margins. And they never recover!

To me, there are three issues that you need to deal with. First, teach your sales team to sell.There are too many people in this industry out there selling who have not been adequately trained to sell. The goal of sales is to get the order-not at all costs, but to make sure both parties are happy signing on the dotted line and will be happy to do business together in the future. Nothing comes or should come easy. So buyers need to be sold, objections overcome. You can talk all you want about your last golf game or vacation, but unless you walk out with an order or have moved the potential sale further up the funnel, you have failed. I just sense that the current economic mess gives power to negativity. to accept that it's okay not to have the order. Following every customer contact, salespeople must be self-critical, strategically analyzing what they did or did not do and holding themselves accountable. Don't be content with a no! We can blame our troubles on the economy or our stupid competitors or..., but how about we blame ourselves?

Second, years ago I heard the saying that when you offer something for nothing you entice cheap customers. And we all know what they are like, right? They are the ones that nitpick on everything, negotiate every cent, and are never happy. A free lunch isn't free; it just cuts your profits and makes you negotiate every order.

Third, think through your unique selling advantages. And if you don't have any, you have a much bigger problem than this column can solve. Differentiate, differentiate, differentiatel If you already possess distinct advantages, let your customers know what they are-or do you assume they know already?

Don't take anything for granted. Value-add your products. Offer services that no one else offers. But don't give them away. Just remember: charging more requires a higher level of sales and marketing skills, and, frankly, you might not have the right people in place today to do this.

I have spent my time in every business I have run breaking down numbers and understanding how every line on my P & L has been derived. But at the end of the day, the top line, the gross profit line, and the bottom line will tell you all you want to know. When the comparative percentages change for the worse, you know you have issues.

This year will again be challenging, but I think we are at the start of the long road up. Make sure your company is prepared for the turnaround and get back to doing business the right way !

A publication of Cutler Publishing 4500 Campus Dr., Ste.480, Newport Beach, CA 92660

Publisher Alan 0akes ajoakes@aol.com

Publisher Emeritus David Cutler

Editor David Koenig dkoenig@building-products.com

Associate Editor Karen Debats kdebats@building-products.com

Contributing Editors Dwight Curran, Carla Waldemar, James Olsen, Jay Tompt

Adverlising Sales Manager Chuck Casey ccasey@building-products.com

Administration Director/Secretary Marie Oakes mfpoakes@aol.com

Circulation Manager Heather Kelly hkelly@building-products.com

How to Advertise WEST, MIDWEST, SOUTHEAST Chuck Casey Phone (949) 852-1990 Fax 949-852-0231 ccasey@building-prod ucts.com NORTHEAST Paul Mummolo 404 Princeton Ave., Brick, N.J. 08724 Phone (732) 899-8102 Fax 732-899-2758 mummolop@comcast.net

0NLINE Alan Oakes www,building-products.com Phone (949) 852-1990 Fax 949-852-0231 ajoakes@aol.com

CLASSIFIED David Koenig Phone (949) 852-1990 Fax 949-852-0231 dkoenig@building-products.com

How to Subscribe SUBSCRIPTIONS Heather Kelly Phone (949) 852-1990 Fax 949-852-0231 hkelly@building-products.com or send a check to 4500 Campus Dr., Ste.

480, Newport Beach, CA 92660 U.S.A.: One yeat (12 issues), $22 Two years, $36 Three years, $50 FOREIGN (Per year, paid in advance in US funds): Surface-Canada or Mexico. $48 Other counhies, $60 Air rates also available.

SINGLE COPIES $4 + shipping

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Alan 0akes Publisher ajoakes@aol.com

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January 2010

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Buildinghodudscorn

FEATURE S

Goihgr goingr gonerrr

Lumberyard auctions dispose of invento ryt properties The next round of Stock auctions will be held the middle of this month, disposing of properties in Bakersfield and Hidden Valley Lake, Ca.; Boise, Pocatello, and Preston,Id.; Orem, Ut.; Kemmer, Wy., as well as in Texas, Ohio, Michigan, Minnesota, Wisconsin, Pennsylvania, and Florida.

Also this month, on Jan. 12, lumber and equipment from Simmen Wholesale Lumber, Sacramento, Ca., will be offered by Murphy Auctions. Gary Simmen started the business in 1974 as a brokerage and wholesale operation, but added a distribution yard and remanufacturing facility

in 1980.

Last month saw a flurry of LBM auctions. On Dec. 22, Rosen Systems conducted an online auction of the invento-

f, ucrroNs oF sHUTTERED FACTLTTTES and surplus inventola,ry have become a sure sign of the economy's effect on lumber and building material dealers and distributors.

"This is a buying opportunity and very indicative of a major trend in the market today," said Joshua Olshin, president of auctioneer Tranzon Integrated Property Group.

"Banks are not the only ones selling properties in what might be refened to as the current buyer's market."

In mid-December, Tranzon started auctioning off the

ry of United Building Products' final location in Dallas, Tx. The roofing products firm started 20 years ago and was based in Albuquerque, N.M.

In the preceding weeks, Monticello Lumber,

Monticello, In., auctioned off its building and property; King City Lumber, King City, In., auctioned off excess

inventory and equipment from two locations, and Newmeyer Lumber, Rahway, N.J., auctioned off its inventory, yard and office equipment and warehouse supplies.

first of25 surplus properties in 14 states as part ofthe postbankruptcy liquidation plan for Stock Building Supply.

"On behalf of our client. we have chosen the auctionprocess as the most efficient method to market and sell a large portfolio of properties in order to maximize proceeds in a timely manner," said Ken Zakin, senior managing director of Newmark Knight Frank, an international real estate advisory firm. "Tranzon is a leading auctioneer and we expect these auctions to allow our client an acceptable exit given a difficult climate."

The Gores Group, a private equity firm based in Los Angeles, Ca., bought 5l%o of Stock, while parent Wolseley kept a 49Vo interest in the company. Of the chain's more than 200 locations, only 100 in 19 markets were kept open.

The Stock auctions consist of shuttered facilities, as well as several lots that were acquired for expansion but never used. The first set of auctions, held Dec. 15 and 16, included properties in Salisbury, Md.; Acworth, Ga.; Sanford, Durham and Hendersonville, N.C., and

Timmonsville, S.C. Building-Roductsom

OUT 0F STOCK: Downsized Stock Building Supply is going the auction route to find quick buyers for 25 closed or excess properties in 14 states, including (upper left)a 50,000-sq. ft. facility in N. Durham, N.C., and (above)a 210,000-sq. ft. warehouse/manufacturing plant in Acworth, Ga. ,lanuary 2010

r lhe lledunt lhgazine r 9

By Loren Krebs

rhe $Tl;fiJitl.'ses to howwe do business f, s we sloc ouR wnv through the fa.recession of 2008-2009, hoping for an end some time in 2010, there's no question that the downturn has changed the way most of us do business. We have reduced inventories to the bone, cut staff to bare minimums,

squeezed efficiencies from thin air, and worked harder than most of us are accustomed to. Staying profitable has taken a lot of blood, sweat and tears.

of favorable conditions in the lumber business. New construction and remodeling had rebounded nicely and the material pipeline remained full. In the late '80s, we began to see newspaper accounts about the plight of the spotted owl-a plight that was increasingly being played up by environmental activists.

In 1991, District Court Judge

William Dwyer cancelled l57o of

The truth is, though, the lumber business has gone through many changes in the last 25 years and we have been forced to adapt or fail.

Lions are always waiting to thin the

Forest Service timber sales, a move

herd by taking down the slow and the weak. Our industry is littered with the carcasses of producers, distributors and retail suppliers who failed to react to change.

Some change is positive and helps us do business more efficiently. Some change is threatening and forces us to

raw material and those that could not

question how we do business. And

some change is benign-you can watch it and react appropriately when the time is right. Identifying change after the fact is usually pretty easy.

Recognizing and reacting to change early in the process is more difficult.

The following list of changes have taken place in the past 25 years and each has changed the way we do busiNESS.

I . th" spotted Owl.

When

the

recession of the

early 1980s finally burned itself out, we enjoyed a decade

10 r lhe ttledtant [t@zine r hnuary 2010

that would constrain or eliminate much of the timber supply our industry was dependant upon. Many mills were forced to find new sources of closed their doors. We continue to feel the repercussions some 20 years later.

now be found in nearly every market.

The one-stop-shopping model for the do-it-yourselfer was embraced by many customers and it wasn't clear how this would affect the traditional lumberyard. Many retailers were forced to find ways to compete, and those

that could not are

no longer in business.

Wholesale suppliers, too, had to learn how to deal with a new breed

of hard-nosed buying and supplier policies they were unfamiliar with.

Many wholesalers were forced to make a decision: do business with the

The first commercially viable fax machines began to dribble into the

big boxes or do business around them?

Companies came up with a variety of strategies to survive and thrive in the big box era.

big, slow and

41. Cell Phones.

Like the fax machine, we lumber-

noisy, and they smelled like a small electrical fire as they labo-

as it was small enough to slip comfortably into a pocket. Many of us remember the days of circling the block and

at

Z.The FaxMachine. market in the early '80s. They were

A

men embraced the cell phone as soon

riously cranked out

looking for a parking spot near a

text-covered pages

phone booth in order to call the office.

that came mysteriously through the wires. The print quality was horrible, but even a bunch of lumber guys could recognize this new machine as gamechanging technology. Our industry, to its credit, was an early adopter of fax

Todav. if four lumbermen are travel-

ing together in a car, it is not unusual for

all four to be on their phones.

We often buy

machines and the efficiencies they

material we have

brought to communication.

never seen and we often sell it to someone we have never met. Our business is truly a business of communication and the

at

J. BigBoxStores.

Lowe's and Home Depot began to rapidly expand in the 1980s and can

&rilHirtgiProdudson

fl

il ll

cell phone has allowed us to commu-

ber to your "shopping cart."

However, most of us have company websites, and this is another great way

nicate better. ?

C. Email.

7'

/ . Shrinking Producer Base.

recent downturn. Companies have

One of the biggest changes affecting the way we do business is the con-

curmudgeonly

closed their doors in record numbers, and many of the survivors have circled the wagons, hoping for a 2010 recovery. There will tremendous opportunity for the survivors.

tinuing shrinkage of our producer base. As mills grapple with environ-

holdouts who

prefer to com-

mental constraints, lack of harvestable

municate on the

timber, and the current lackluster economy, many

phone.)

For many things, though, email is the best tool available. Suppose you have a truckload of very expensive clear cedar arrive in your yard and you discover that the side of one unit has been raked and pillaged by an errant forklift driver. You can take a digital picture and immediately send it to your supplier with a note that says, "What's up with this?"

few cutting edge, spike-haired, tattoocovered geeks, we lumbermen have

Although no group has escaped entirely, retailers and contractors have been hit especially hard during the

tion.

ever, know of some

Generally speaking, other than a

9. ffr" 2OOB-2OO9 Recession.

to communicate and share informa-

Most of us use email today and recognize it as another communication tool that has changed the way we do business. (I do. how-

6. rnu Internet.

change-our business.

So, get ready for the next 25

have been forced

to curtail or

years. You can look forward to changing tech-

close indefinite-

nology, changing

ly. Traditional

supplier bases,

changing customer

supply chains have been disrupted, and many suppliers ilre gone forever. This change is ongoing, and we all need to navigate through this minefield.

bases, and a constantly changing economy. You'll see competitors go out of

business and new companies take their

place. New products will come. Old products will go. Personnel changesyour own as well as those of your cus-

B. Youngeeople.

For many years we had few young people coming into our industry, but this trend has changed.

tomers and suppliers-will affect your business.

Don't be caught like a deer in the

Internet as a way to put deals together.

You need only attend a show such as the NAWLA

One reason for

Traders Market

began his career in

this is there are a

to see the change.

the lumber business

been slow to adopt the

lot of moving parts in most

make decisions.

- Loren Krebs

in 1969 and recently retired as purchas-

Some of us older

guys are slowing

lumber transactions. Putting

down or calling it a day, and we have a new generation of lumbermen join-

together a good deal for

ing our fraternity. This group is bright, ambitious, aggressive, technologically savvy, and not afraid to work. They have chansed-and will continue to

buyer and seller works better when both parties are fully engaged. It's pretty hard to add a truckload of lum-

headlights. When change happens,

DUR'TS]RAN='FLOORINC

ing department man-

ager after 25 years wtih Disdero Lumber, Clackamas, Or. He can be reached

at krebs@oregoncoast.com.

ROSbOTO $*ru,cwoodtaminates,lnc.

.//F TFP NO,n.]}TAN P.O. Box 1802, Medford, OR97501 . Fax 541-535-3288

(s41) 535-3465 . www.normandist.com

Bnlldhrgrhodudsom

hnrnry2010 r

Ihelrledranttvlagazine

r

11

MANAGEMENT

By Patricia Fripp

Hold your next meeting over the Internet These slides need to communicate: . when the session will begin, . the conference dial-in number, . a photo, name and title of the presenter,

ITH TEcHNoLoGY RISING but travel budgets shrinking, more companies are turning to the Internet to stage their customer and employee presentations, meetings and seminars.

Yet running a successful webinar has different requirements than delivering

. what the audience is going to

learn, and

. what to do in case of problems.

You may also have quotes about

an in-person presentation.

Here are tips to catch and keep a

the content they will be learning.

webinar audience:

BEFORE YOU START,

BE MORE VISUAL

USE LOOPING SLIDES Once your audience tunes in, how do you make sure they are entertained and feel involved even before the event starts? The best way is with a

Be creative. Think Hollywood! Tell stories and give examples as you go through your program, the same way

you would in person. However, your webinar needs more visuals to help

series of looping slides. Looping slides are a great way to convey important information and to keep

engage the audience. Use more slides

than with an in-person presentation.

Add bullet points one at a time as you "build." Don't present a list of all your points before you discuss them. Keep

attendees entertained while waiting for

your presentation to begin.

fn f

ffi$ :i..,,:.4,..

r+

PLAN YOUR STRUCTURE Outline your presentation on paper or flip chart and then build the PowerPoint. You have to get "messy" before you get tidy! It is better to have fewer points and illustrate them well.

Be sure you: . Introduce your objective. . Sell the benefits. . Explain the agenda and timing of your session. . Add any logistics and how they will interact with you.

OPEN WITH A GRABBER After a "grabber" slide, it's up to you to engage your audience immediately with a powerful, relevant opening that includes the word "you." Your grabber opening might be:

t{ '

it simple, keep it moving, and interact often.

. tt:'::j

. A catchy fact: "lt may interest you to know Ferraris hold their value more than polo poniesl I first learned this lesson when..." . A startling statistic: "Did you know that if you had spent $1 million a day, every day since Jesus was born,

you would not have spent a trillion dollars? Please keep that in mind as we strategize how to increase sales by only 5Vo..."

. An intriguing challenge: "Ten

years ago we were the market leaders.

This year we are l3th. You are now in

an exciting position to turn that around..."

Grabber openings get the attention

of your audience. Then it is up to you to keep it. Never start by saying, "Good morning." Instead, say something like, "Welcome! You are in for a

REGIONAL associations have been at the forefront of the lumber industry's entry into webinars, hosting sessions on topics such as OSHA regulations, forklift safety, customer service, sales, collec-

tions and certification. Northeastern Retail Lumber Association even maintains an online archive of past webinars.

12 r The ltlerdnnt ttlagazine r January 2010

treat! You are about to learn how to..." As you introduce the session, sell the listeners on how they are going to benefit. Keep them glued.

Remember, they can't see you, so it is all too easy for them to answer their Bufldiqrhodnctsom

email or go get a cup of coffee.

INTRODUCE YOURSELF Once you have sold the session,

What's a webinar?

A webinar, or "Web-based

seminar," is an interactive conference, meeting or presentation that is

you can introduce yourself if someone else is not doing it. Do not do it first.

Just as with an in-person session. say something the listeners care about, and then they care about who you are.

conducted on the lnternet.

FORGE A CONNECTION

. Sales meetings

The most powerful communication combines both intellectual and emotional connections. Intellectual means

appealing to educated self-interest

with data and reasoned arguments.

Emotion comes from engaging the listeners' imaginations, involving them in

your illustrative stories by frequent

use of the word "you" and from answering their unspoken question, "What's in this for me?" Use a high

How can webinars be used in the LBM industry? . Product knowledge classes

. Employee haining . Virtual roundtable discussions

. New producUpromotion announcements . Sales pitches . Association board/member

rIiiiillillfi

meetings . Association-sponsored seminars

you/I ratio.

For example, don't say, "I'm going

to talk to you about webinars."

Instead, say something like, "In the next 56 minutes, you will learn the six secrets of making a webinar work, the four benefits of using webinars as part of your client interaction, and the three mistakes your competitors are making when they use them."

BUILD IN INTERACTION Depending on the technology you

are using. make sure you interact whenever logical. For example, stop and ask, "Based on what you have heard so far, what are your questions?"

USE MEMORABLE STORIES People rarely remember your exact words. Instead, they remember the mental images that your words inspire.

Support your key points with vivid, relevant stories. Help them "make the movie" in their heads by using memorable characters, exciting situations, dialogue, and humor. With a combination of your examples and visuals, it

will be a memorable presentation.

USE EFFECTIVB PAUSES Good music and good communication both contain changes of pace, pauses, and full rests. This is where your listeners think about what they have just heard. If you rush on at full speed to crowd in as much information as possible, chances are you've left your listeners back at the station.

It's okay to talk quickly, but whenever

you say something profound or proac-

tive or ask a rhetorical question, pause.

BuiHing-hoductsom

AVOID NON-WORDS

Hmm-ah-er-you know what I mean-. On a webinar, this habit will only be emphasized. Are you doing it?

Why not have a run-through and record yourself. As with in-person presentations, as Michael Caine says, "Rehearsal is the work, performance is the relaxation."

REVIEW As with an in-person presentation, always review your key ideas. Then say, "Before my closing remarks, what are your questions?"

STRESS THEIR NEXT STEPS

Be clear what their next logical steps should be. Send them off energized and focused.

CLOSE ON A HIGH Your last words linger. Make sure they are yours (don't quote anyone else) and make sure they are powerful.

HAVE BACKUP COMPUTERS! Here is a practical suggestion that will pay off for you. Have two computers tuned in to the webinar. This way, if one computer freezes, you can

quickly get your second computer to the place where the first had frozen. It will already be tuned in to the webinar, so it only takes a few moments to get on with the show. With technology, you never know!

- Patricia Fripp is an executive speech coach, sales presentation ffainer, and author of Get What You Wantt Reach her at (415) 753-6556 or pfripp@fripp.com.

January20lO

r TheMedrantlhguine r

13

By Carla Waldemar

After five generatiohsr itts time to grow fN rnvlNc rrMES LrKE THESE,"Aa little lhistory lesson can help.

hun-

dred-year-old company flike ours] has

seen downturns before-the Great

Depression and two world wars," says

David Marling, millwork manager of

Wisconsin-based Marling Lumber.

The business was launched by his great-great-grandfather in 1904 and his father. Kurt. now serves as c.e.o.

David calls himself "a rookie"-a young, l0-year employee in the firm he grew up in-a company that's seen it all and survived. No, scratch that: Make it "grown and prospered." And this round is no different. "We're get-

ting ready for the rebound-we're building for that. Good times," he's sure, "are coming back. "We're differ-

ent! No way are we hunkered down.

We're looking to the future."

Not just a pretty metaphor, Marling has seized the opportunity to expand.

It recently completed a $2-million, 17,000-sq.-ft. HomeWorks showroom

in Janesville. Wi.. and relocated company headquarters to the site.

"Our former headquarters in Madison," half-an-hour distant, he notes, "was an 80-year-old building: worn out, inefficient. We'd run out of room. The new location gives us opportunity for growth, plus the ability to consolidate our operations under one roof-manufacturing, human

launched in 1996, and satellite

partners. Marling's new building

February in Waukesha and Green Bay,

adjoins a grain elevator, so to expand into lawn and garden products, the

Marling also has operated a lumberyard in Janesville (and a second one in Madison) and a door plant in nearby Edgerton in addition to the original Madison HomeWorks,

Wi. The manufacturing plant, which was the first in the region to produce hollow metal doors, turns out wall panels and more to add to the company's offerings and profits.

-

But HomeWorks-a showroom we'll visit in more detail in just a minute-was the big motivator in looking for a longterm anchor as Marling planned ahead, a habit it's fostered for five generations and ment was the wave of the future, the way the market is going," affirms David. "The traditional lumberyard of 50 years ago is a thing of the past.

You've got to diversify to stay ahead, and Iall-inclusive, one-stop-shopping]

r hruafy 2010

handles plants and landscaping materials. "We've also partnered with a local flooring company," David adds. "We choose partners that are like us-fami-

ly-owned. three or four generations.

And it's been very successful for everybody involved," he testifies.

Marling also partners with its contractor customers, whom it refers to homeowners seeking installation.

Monitoring consumer trends is vital, David maintains. So, picking up on the growing popularity of staycations, HomeWorks has pumped up its patio and deck capabilities, as well as indoor amenities such as fancy fire-

showrooms are the way to go.

places.

That's in line with what Marling has decided is most important for future viability, and that's dealing directly with homeowners. "In the past, our business was almost 1007o pro, and we still offer contractors special staff, services, pricing and credit terms," he adds. But the new show-

rent recession will result in a

lhe ]rlerdrant ltbgatue

new site displays gondolas, gazebos and barbecues, while their neighbor

People-especially women, the decision-makers-have done research on the Internet. Now, they want to touch and feel the products."

Furthermore, he predicts, "the cur-

14 I

with kitchen, bath, and decking

HomeWorks showrooms opened in

resources, managers and such."

"We decided that home improve-

Brandon Marling, commercial manager.

designers who can turn out complete home blueprints; others who can assist remodeling projects; and several who are uniquely schooled in demands likely to mushroom in the near future: handicap-access and aging-in-place specialists, who can advise commercial and home builders alike in matters from elevators and stairlifts to wheelchair-width aisles, knobs and grab bars. "You've got to diversify," David seconds his own motion.

And that can mean finding new

counting.

FOURTH & FIFTH GENERATIONS: Marling Lumber is led by (/efi to right) David Marling, millwork & Janesville operations manager; Tom Marling, purchasing manager & Madison operations manager; Kurt Marling, c.e.o., and

employees, Marling has hired certified

reiurangement: a sorting-out of manufacturers and suppliers. Some will drop out. So you've got to anticipate that in planning your showroom."

Thus, among its 100-plus Janesville

room was expressly designed to entice

homeowners directly with elaborate

displays, including a functioning BtrlHtrg-hodncts.on

Remanufacturing and Wholesale Distribution of High Quality North American Softwoods

SHOWROOM DISPLAY features windows in a soinner, each trimmed out with different orofiles and different species, including purpleheart (center) and zebrawood (far right)

Superior* Brand. siding rco% usesble

STKSidings &Trim kitchen. closet. bath and office cabinets, and energy-efficient productsanother huge growth area.

Marling has also fingered the pulse

just sell the product," David underscores.

Competitors? Sure. Menards and

Depot reside just down the road-

of the region's demographic, and

"and they have their purpose," David allows. "But our prices are the same

company has become a leader in new

and sometimes even cheaper, because, with our various locations, we have buying power. Even more important is our knowledgeable customer service.

it's-duh!-growing older. So the services, such as those handicapaccess and aging-in-place features.

To get the word to consumers that they're welcome here, the company buys "all sorts of advertising, from print to TV." But maybe the best ad was the new building itself, whose progress people noted daily as they

passed it on the busy highway.

Thinking ahead once again, Marling is wooing the younger, tech-savvy audience of today and tomorrow with use of Facebook and Twitter.

Many of our employees are contractors who've hung up their hats, or former city inspectors. We'll not only sell you something, but tell you how to install it. maintain it. and clean it. And if ever there's a problem, we don't

sion-making. "We ask for their input because they're the ones who deal with things, hands on. Many have

solidly in the black. "Looking ahead,

been here 20, 30 years."

it's been our focus for the past few years; today, it's 80Eo of our busi-

That's David's life plan, too. "My mom and dad never said I had to go into the business; I'm here because I Iove it. I'm a nostalgia guy. very sentimental. I like being part of history.

Very few businesses can boast a fifth

When the company undertook its

new building, it expressly added a seminar room to conduct classes-not only for its own employees, but also for its customers. Contractors can gain education credits in classes like coding

changes and the stimulus package.

Then these same pros are tapped as

generation. That's neat to be a part of

&riHing-hodudson

-:,rsilJ":: e Now distributing PanelCrafters Cedar Knottv Plywood

aswood illll

t Lun$or,Inc.

#Stocking Distributor of Quality Redwood produced by Agwood

tI."

And the story doesn't end here...

instructors in seminars for homeowners in everything from decking to energy-efficiency, which goes beyond window replacement to features they may not have considered, like re-insulation. "We're out to inform them. not

,/H.. PI.NET,CRAFTERS

,/4_Jt

hide. We say, 'Come back to us."'

Marling treats those employees like family, giving them their say in deci-

Right now, while others falter, remodeling has kept the company

ness," David says.

Exclusively Produced and Distributed by Lausmann Lumber

Carla

WRC.SPF.Pine/ESLP

. [p6 . Redwood . WRC FI . Specialty Sidings 3370 Rippey Rd., Loomis, CA 95650

Waldemar

1-800-625-1233

cwaldemar@ comcast.net

www.lausmannlumber.com ,lanuary 2010

I

lhe llerdrant lrhgazine

r

15

slope alternative. The lifespan is shorter, but the price point is signifi-

PRODUCT Low-Slope Roofing by Dan Thomas, CenTite

cantly lower.

2. Is the roof subject to a significant amount of foot traffic?

Most roofs are not expected to have heavy foot traffic. If the roof will have a lot of traffic, there are two options: installing a thicker membrane

Repair or replace?

or placing a deck over the roof. A thicker membrane better resists punctures, the most common cause of roof leaks. Commercial-grade EPDM and

TPO membranes are available in thicknesses of 45 or 60 mil for the best resistance to punctures.

A better option is to install a deck over the roof. The roofing material itself will protect against freezing, thawing and the sun, while the deck will protect the roofing material.

3. Has the homeowner established a maintenance routine?

Proper maintenance is critical to getting the longest life from the roof.

Always reference the manufacturer's recommendations and wananty infor-

mation for specific maintenance guidelines. Following them will keep

and wind. These conditions can damage more than our morale. They can do quite a number on roofs, too. As

sider the recurrence of the problem and ask if other solutions have been tried. The key to a successful repair is using similar materials to those already on the roof. Using a product

we begin to look forward to spring, it's not too early to start preparing for

that is drastically different from the existing material won't provide a per-

those spring roof repairs.

manent fix, as the solvents and chemi-

Even though steep-slope roofs are most common in residential architecture, many homes have flat sections

cal makeup of the products will work against each other. A mineral surface

HE wTNTER MoNTHS snrNc cold

I temperatures, freezelthaw cycles,

over porches, dormers, carports or garages. There are distinct differences in how to address low-slope (flat) roof issues and extend the life and performance of a homeowner's investment.

Help contractors and homeowners care for their flat roofs by asking three basic questions:

1. Should the roof be repaired or replaced?

A primary factor is the age of the roof. The lifespan of a low-slope roof varies significantly based on the components of the roof assembly. A wellinstalled roof should perform as stated by the manufacturer, so refer to the

warranty for the best indication of how long it should last. Most warranties are good for l0 years, but some products offer no warranty, while some new commercial-grade products come with a lifetime warranty.

Along with the age of the roof, con-

16 r lhettledantlbgadne r hxnry2010

roll or torch down roof should be repaired with asphalt-based products.

Roofs with single-ply membranes such as TPO or EPDM require thermoplastic or rubber products, respectively, for repairs.

If the homeowner has attempted to repair the roof several times, in the appropriate way, and still has a prob-

lem, it may be necessary to reroof.

the roof's warranty intact.

Every year, the homeowner should

visually inspect the roof for black or discolored streaks, which indicate mold, algae or fungus. Spots should be cleaned with a household cleaner to stop them from spreading and to prevent roof damage.

Inspect all membrane seams, pay-

ing particular attention to flashings around curbs and penetrations.

Finally, trim overhanging limbs to prevent branches from sweeping against the roof, gutter, soffit and/or

flashing. This will minimize leaf debris and increase the roof's ability to withstand severe weather.

- Dan Thomas, business development

manager for GenTite Residential Roofing Systems. Reach him via www.gentite.com.

The common options are:

. EPDM is a rubber-based single-

ply membrane roofing material. It's available in a commercial grade and is easy to install.

. TPO (thermoplastic polyolefin) is

a single-ply product ideal for warmer climates, as the white surface reflects the sun to reduce energy costs. . Asphalt-based torch down roofing can create a weather-tight roof surface.

Add-On Sales to Roof Inspectors . Safety Barrier or harness to prevent falling

. Safety Boots to deter slipping and prevent foot injury from dropped items . Gloves to protect skin from chemicals and sharp objects

Safety precautions are critical, as

. Knee Pads

installation involves open flame. . A mineral surface roll is a low-

. Safety Glasses

tulHlngrhodndsom

Foxworth-Galbraith Pu lls Back in Arizona, Golorado

court-appointed receiver, requires approval by the judge. In the mean-

Foxworth-Galbraith Lumber Co. is pulling out of the Tucson, Az., market, closing its local Arizona Sash & Door

time, if another bidder makes a higher offer, Mulphy would receive a kill fee.

Murphy reportedly plans to restart

unit by the end of the month.

On Dec. 3, FoxGal shut down lumberyards in Payson and Lakeside, Az.,

the mill this month.

and Pueblo, Co. The Pueblo store's inventory was transferred to other

locations, as the chain considers whether to lease or sell the site, which it acquired in 1999 from Brookhart's

Building Centers.

Weyerhaeuser Converting to Real Estate lnvestment Trust

Panel Products, Milwaukie, Or., purchased the 164000-sq. ft. plant on 5l acres from Louisiana-Pacific at the end of 2003, then spent millions converting the veneer drying operation into a plywood plant. The high-quality equipment made the facility particularly attractive to competitors, after it fell into receivership in May. Panel Products' other facility, a veneer plant in White City, Or., was sold in November to Bob Jonas and Daniel Lavenbarg for $522,500.

Weyerhaeuser, Federal Way, Wa., announced it will convert to a real estate investment trust (REIT) in the near future, to increase profitability.

"This conversion will position us to be more competitive in our timberlands business," said president and

Weyerhaeuser Co., Federal Way, Wa., has agreed to sell its Warrenton,

c.e.o. Dan Fulton.

Or., sawmill to Hampton Affiliates,

Although a date has not been set, chairman Chuck Williamson predicted "the most likely date would be 2010."

Factors under consideration include the state of the economic recovery, the

distribution of earnings and profits required under tax laws for REIT election, and changes in tax policy, includ-

ing shareholder tax rates.

Conversion to a REIT would result in a special dividend of undistributed profits, most of it in the form of stock.

By the beginning of 2010, the company expects earnings and profits to total

slightly less than $6 billion.

Murphy Adding Plywood Mill Murphy Co., Eugene, Or., has agreed to acquire Panel Products' idled plywood mill in Rogue River, Or.-hours before it was supposed to be auctioned off.

The $3.6-million deal, made with a

BttlHlng.hodu<lson

passers may have started the fire. The

owners ofthe 50-year-old business say people have jumped the fence at night in the past to steal building materials.

No one was injured in the blaze, and the business will remain open.

nearly twice the size of the previous buihing destroyed by fire in Oct. 2008.

Owner Ben Pforsich said the larger size accommodates more merchandise and new departments, including lumber and building materials.

from Steve Campodonico.

Campodonico will stay on to become sales mgr. for Healdsburg.

Home Depot broke ground on a

Hampton plans to idle the mill for nine to l2 months for extensive

yard. Authorities suspect that tres-

Orland Ace Hardw?tg, Ortand, Ca., opened Jan. 2 at 21,8000 sq.ft.-

Warehouso, Corte Madera, Ca.,

and land.

Building Supplies, Artesia, Ca., was consumed by fire Dec. 10.

Flammable materials such as wood and propane tanks were stored in the

Petaluma, Ca.

window retailer The Window

The deal, expected to close later this month, includes both the facility

The outdoor supply yard of Artesia

20,000-sq. ft. garden center in

Healdsburg, Ca., has acquired door/

Portland, Or.

Southland Yard Battles Blaze

opening for a proposed 80,000-sq. ft. store with drive-thru lumberyard and

Healdsburg Lumber Co.,

Weyerhaeuser Selling Oregon Millto Hamptbn

machinery upgrades. The facility currently employs 94, after 46 were laid off indefinitely last March.

Friedman's Home lmprove. ment is targeting an August 1,2011

465,000-sq. ft. distribution center in Salem, 0r., for a spring 2011 opening.

The comoanv has discontinued

Ralph Lauien paint and now stocks paint, cleaning products, and closet organization products from Martha

Stewart Living.

The chain also presenteO Makita USA with the Marketing Innovation

Award at its annual supplier partner meeting in Atlanta, Ga.

Lowe's opened a new home center Dec. 4 in central San Jose, Ca.; received planning commission approval

to buld a 111,348-sq. ft. store on the site of a former Home Depot in Covina, Ca., and is seeking approval to build in Carlsbad and Santa Rosa. Ca.

hnnary 2010

r The lyledtant ihgazne t

17

OTSEN On Sales By lames Olsen

So youtre telling me therets a chancerrr "He only buys from...

"He always buys from the other guy."

"They're always too cheap."

"I never sell this guy."

"They'll hang up if I say that."

fu rHe MovtE Dumb and Dumber, Jim Carrey plays

ll-loyd, a kind-hearted yet obtuse limo driver who falls

instantly, madly in love with a passenger he drops off at the airport. Lloyd drives across country to reunite with Mary.

She is confused by his attention and behavior, and wants to let him down easily, but-really-there's no way.

Lloyd: I like you, Mary. 1 like you a lot.I want to ask you a question, straight out, flat out, and I want you to give me an honest answer. What do you think the chances are of a guy like you and a girl like me, ending up together?

Mary: Well, Lloyd, that's difficult to say,I... we really don't...

Lloyd: Hit me with it! Just give it to me straight. I came a long way just to see you, Mary. The least you can do is level with me. What are my chances?

Mary: Not good.

Lloyd: You mean like not good like one out of a hundred?

Mary: I'd say more like one in a million.

Lloyd: (Pause) So you're telling me there's a chance.

(Pause) Yeah! (Pause, giving Mary a conspiratorial look) I read ya.

When we talk with customers there will be objections.

We must maintain Lloyd's innocence and sense of the possible; too many of us are so tied to our perceived reality that we get in our own way.

When I traded lumber, we would sometimes get offers that seemed ridiculous. Buyers would often say, "I can't take that to my mill. They won't take that number." Our response was, "Don't say no for the sawmill." More often than not, the deal was made.

Similar negative conversations can play out in our heads as salespeople:

"This guy hates me."

lt

r The f{edunt ltlagadn€ r hnrary 2010

"He'll never pay that price."

We don't live in reality as salespeople,we create it. We cannot let our own negative attitudes or those of others affect how we sell. We are always positive, even in the face of what can seem to be insurmountable odds.

When I traded at Forest City, we had Silver and Gold Circle traders. I remember like yesterday the first year I made Silver. Ray Haroldson, my boss, called me into his office. I was expecting a pat on the back and warm congratulations. Instead, Ray said, "You know, James, if you had put a couple more bucks a thousand (+$2/MBF) on everything you sold this year you would have gone Gold instead of Silver."

I left Ray's office feeling he was the most unappreciative SOB I had ever met in my life. I was mad at him for weeks. My thought was, "You have no idea how hard I work just to get the prices I am getting !"

I started thinking about what he had told me. I started to add a couple bucks over our list price to everything I promoted. And surprise of surprises, I started to get higher prices! (Unappreciative? Ray was just a great motivator!)

My reality was tied to Cascade Empire's list price (reality), when I should have made my own list price (reality).

Is selling tough? Yes. Thank goodness! If it weren't tough, we wouldn't get paid great money to do it. lt would also be deathly boring. Can selling make us crazy? If the great salespeople I know are any indication, yes. Embrace the insanityl We've already got enough reality. lt's even on TV now-ushl What we need is more imagination, innocence and perseverance. Like our friend Lloyd. So the next time someone (especially usl) begins to fill our heads with (supposed and negative) reality, let's shout the battle cry of great sales-

people: So you're telling me there's a chance!

James Olsen Reality Sales Training (so3) s44-3572 james@

reality-salestraining.com &rilding,Products.com

Colorado Lumberyard's Fundraiser Feeds Locals The fifth annual Bread 'n' Boards fundraiser at Sears Trostel Lumber &

Weverhaeuser Co. wiltclose its iLevef oc in W. Sacramento, Ca., by

Millwork took place Dec. 5 at rhe company's location in Riverside, Co.,

mid-February and expand its Stockton, Ca., DC to serve the added territory.

and raised more than $17,000 for a local fbod bank.

"This year, there was some real gravity to doing it and doing it well," said store manager Matt Chavez. Due to the bad economy, the food bank expected to distribute 7.5 million lbs. of fbod in 2009 up from 6 million lbs. in 2008.

More than 500 cutting boards in four different shapes were auctioned off during the event. Each one came with a bottle of finishing oil, plus a coupon for a free loaf of bread from a local bakery. Top price was $200, for a "signature" board made by a crafts-

MJ Forest Products, Linden, Ca., a wholesale trading office with lumber and plywood remanufacturing, was started by Max Jones, Janne Jones, and Mike Mackin.

Steve Selev, owner of mothballed

Pacific Logi & Lumber, Ketchikan, Ak., is seeking federal assistance EMPLOYEES and volunteers create boards during the fundraising event.

to convert to young-growth and fuel wood. USDA will decide on his proposal by spring.

Burton Saw & Supply,

man who's also a customer of the store. "We wanted to involve more

Eugene, Or., agreed to buy the assets

of fellow mill equipment manufacturer

people and wanted to add more variety to the signature boards," said Chavez

Sequoia Saw & Supply, Eureka, Ca. The deal is set to close Feb. 1.

Simpson Door Co., McCteary, Wa., extended the wananty on its interior wood doors to 10 years.

Norman Distributior, Medford, Or., is now distributino Ains-

worth's Durastrand.

EVENT raised $'17 000+ for a local food bank.

of the boards created by local crafts-

Snavelv Forest Products is now stocking Georgia-Pacific's Broadspan l-joist, LVL and Rim Board engineered wood products.

people.

Every board sold at the event was made from hardwood scraps collected at the company's millwork facility and glued into blanks. These were then routed and shaped by employees and customer-volunteers at the Riverside location-half before the event and half during, so attendees could witness TOP BOARD at fundraiser fetched $200.

CertainTeed's Decoustics Quadrillo, Solo and Solo M ceilinq products were FSC certified ov Railiforest All iance's SmartWood program.

Simpson Strong.Tie's steel Strong-Wall structural shearwall is now

code listed for use in two-storv constructions applications.

the process.

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rnterior

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Wholorrta Lunborlac" TREATERS WITH INTERITY, TAKING CARE OF TOMORROI'Y'S

NEEDS TODAY FSC Supplier 1,

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Buildinghodudsom

January 2010

r lhe fvlerdnnt lhgazne r

19

The Home Depot rolled out its EcoOptions program in 2007 with

fy faV Tompt

g stock of yrur reen stock |TlHene's AN oLD BIr oF BUSINESS

rics tracking sales, velocity, inventory, etc. Assuming staff is trained and products are merchandised well, these metrics can be useful for identifying the poorest performing SKUs to eliminate and which categories to strengthen. But to address the needs and

|- wtsoov that goes something like,

desires of the growing number of

time to assess where we are, resolve to

"green" customers, these metrics fall short. How many of your products would contribute to LEED credits?

What percentage is Energy Star-rated or would qualify for rebates? Which

make improvements, and chart a course for the rest of the year. For

products are heavy energy consumers or contain the most toxic chemicals?

"You can't improve what you don't measure." It seems appropriate to spend a little time thinking about that.

For one thing, it's January, a natural

another, it's a fundamental principle

underlying every serious sustainable business initiative.

It's a simple formula: identify the right things to measure, create benchmarks, set goals for improvement, monitor performance, and adjust as necessary. Whether the economy in 20 l0 comes roaring back or stays about the same, it's clear that there are revenue-boosting and cost-saving benefits for companies that get serious about sustainability.

For dealers, the core business is all about the product mix, with basic met-

And where are they manufactured: locally or the other side of the planet?

Some "big box" retailers and major mainstream product manufacturers have benchmarking programs in place

and are mobilizing their marketing

teams around them. For example,

WalMart introduced its Supplier Scorecard a couple of years ago and last year announced its Sustainability Index Consortium, an effort to define standards for a variety of product categories. They've also announced goals

to reduce packaging and increase the number ofgreen products on shelves.

Quolity Western lx4 B0ARDS in 4,5 ond 6'lengths

3,000 products and announced a goal of increasing that number to 6,000 by 2009. Their website claims to have sold over one billion such products since the program's inception.

Proctor & Gamble also announced an initiative to benchmark chemicals used in their products with a goal of reducing toxics. All of these efforts have garnered positive press and "greened" their respective reputations.

The basis of these kinds of goals and marketing claims are the assessments, but these kinds of programs, and their benefits, are not exclusive to

big companies. My firm recently helped a group of much smaller com-

panies create green product criteria against which we characterized about 250,000 individual SKUs. The result is a starting point from which these

companies can create meaningful business goals, merchandising programs. and marketing campaigns.

More importantly, they now have a new set of metrics that will help them measure performance and progress toward their goals.

Imagine a dealer or distributor who wants to become the energy efficiency leader in their market, but they have

no idea how many Energy Star or other energy-saving products they already sell. They're literally in the dark with a meaningless, maybe even dubious, goal unless and until they know their starting point. Only after assessing their product mix, can this imaginary dealer resolve to double the number of Energy Star products, prop-

erly train and incentivize staff, and begin to make the marketing claims that would lead them to their goal.

For real-world dealers and distributors, the benefits of such benchmarking could lead to greater sales, deeper

organizational knowledge, and competitive advan-

tages. By any

2x4 MllS in 8-]0' both

measure, that's not

rough ond surfoced

a bad way to approach the new

Cedor 4x4 P0STS in

year.

4,5,6,7 ,8,9

2x2 cleor cedor

ond l0'lengths

BALU$ERS in 36,

Jay Tompt Managing Partner

Wm. Verde Associates 4418 NE Keller Rd., Roseburg,0R 97470 Don Keller, SolesMonoger

20 I

lrcMedrantMagazine r

hnnry2OlO

'

tAX 541-672-5676

' (541) 672'6528

(415) 321

info@williamverde.com &rildingFPrcdndson

BMHC Okayed To Emerge BMC West parent Building

keep it afloat in a bad economy.

After the Andersons returned home

Materials Holding Corp., Boise, Id.,

from Utah, Vicky Andersen had to

received bankruptcy court approval to

take a break because of stress and high blood pressure. Her husband believes the stress caused her health problems.

"A legitimate profitable business

complete financial restructuring in hopes of emerging from Chapter I I on

Ian.4.

"As a result of this process, we will be in a much stronger financial position, having reduced our outstanding indebtedness to $135 million upon

can't do business because of the screw-ups of the banks," he said.

Bloch Put on Auction Block All assets of Bloch Lumber, a 50year-old distributor based in Chicago, Il., were seized by its primary lender and set to be auctioned off Dec. 29.

The Chicago, Il.-based wholesaler operated 26 facilities in l7 states, including sales offices in Portland, Or.. and Denver. Co.

emergence," said chairman and c.e.o.

Robert Mellor, who under the plan would step down. "We have streamlined our cost structure significantly

o Montreal

and have secured exit financing of $90 million to support our ongoing operations and future growth."

Reckt Racks Systems

Golorado Ace Owner Stricken A series of business setbacks may have contributed to the brain aneurysm that put an Ace Hardware owner in Colorado into intensive care.

Vicky Anderson, who co-owns the store in Wellington with her husband

Doug, was stricken on Oct. 2S-just days after the couple tried to renegotiate their business loans with a Utah bank. The loans had been sold to the bank after the FDIC took over their

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original bank, First National of Arizona, just one week before the store opened.

"I have hit the perfect storm," said Doug Anderson. "Our survival is based on the ability to be as resourceful as we possibly can in an economy that has flat-lined."

Even though the couple traveled to

Utah to meet with bank officials, no new loans were offered. As a result, the Andersons had to invest nearly a million of their own money to launch the store, plus another $220,000 to

DOMESTIC SALES: Jerry Long, Michael Parrella, Janet Pimentel, Pete Ulloa, George Parden, Vince Galloway, Steve Batick, Chris Hexburg, Matt Wright, Brad Applegate, Scott Crutchfield.

INTERNATIONAL SALES: Nestor Pimentel.

PORTLAND WHOLESALE Lumber Association honored Bill Hallstrom (ight, with son Karl Hallstrom), Zip-O-Log Mills, Eugene, Or., as Lumberman of the Year at its recent holidav luncheon. (See next month for more photos of

LUMBERCOMPAI\NT Ramona 14023

) P.O. Box 989 l

Chino, Ca.97710

the event.)

BuiHiltg-hodudsom

hnuary 2010

r lhe lyledant ihgazine I 2l

Rick Palmiter. ex-Idaho Veneer, has .joincd Idaho Forest Group LLC,

Ca. Chad Griffith. cx-Lumber Products. is now handling outside sales in Wa.. Or., Id., Mt.. Wy., Co.. ancl Ok.. fronr his basc in

Dixie Tibbets has retired after 26 years in the industry, the last 13 with Swanson Group Sales.

Glendale. Or.

Spclkanc, Wa.

Justin Norman has been promoted to v.p.-sales & marketing at Woodfold

Bob Lackey. veneer sales. Idaho Vcnccr. Post Falls. Id.. added the

Mfg., Forest Grove, Or.

Redwood Co., Arcata, Ca., cover-

title of salcs nrgr.-lumber products.

John Parr. ex-Certified Forest Products. has been promoted to

ing So. Ca., Az., Ut., N.M., and Tx.. from his office in Temccula,

president of McKillican American.

Inc. He will be based in Orinda. Ca.

Tom Czlapinski, ex-TimberTech, is new to outside sales at Califbrnia

Old World Crafumanship In Today's Designs

Tru-Dry Timbers Geo. M. Huff Lumber Company

Simpson. v.p./store mgr., Randle, Wa.. and Chris Peterson, v.p./ store mgr., Port Orchard, Wa. Cadian Hendricks will serve as v.p./store mgr. of a planned ti,000sq. ft. facility that is awaiting a building pern.rit.

Todd Perry is now tbcusing or.t lutrber and pancl sales in thc westcrn U.S. for Taiga Building Products.

Kevin Rradshau is nou cxce utire

All FGL Tru-Dry timbers are dried in "HeatWave USA's RFV' kilns. which use clean. renewable energy and have zero emissions.

tu-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.

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r

prcsident at Arrow Lumber & Hardwarc. Eatonville, Wa. Jeff Wertenberger is now v.p./chief l'inancial officer; Lloyd GentrY. r p./direet()r-store operati()ns.

Orting. Wa.; Steve Putney, v.p./ storc mgr., Eatonville; Greg

becomc president and c.c.o. APril l, fbllowing thc retiremcnt of Jim Bradshaw. who joins thc bttard.

Lumber to become the exclusive Southern California stocking distributor of Tru-Dry Timbers.

The lVedrant Magazine

Hobbs. N.M. John Steward. ex-Plum Creek. is new to the sales stal'l'at Silver City Lumbcr. Thrcc Forks. Mt. Shawn Roehr has been promoted to

Burnaby. B.C. Cam White will

has teamed up with Forest Grove

22 I

Cocur d'Alene. Id. Erol Deren has been named v.p.-sales & markcting. and Jim Scharnhorst is now v.p.-market devcloprnent. ftrcusing on export. ncw markcts. and sPccialty products.

Chris Graham has rejoincd McCoy's Builcling Strppll i.r\ \l()rc ttt!:t. in

January 2010

v.p.-supply managementl Trent Bal0g. cxecutivc \ .p.-()pcri.ttions. und Grant Sali. exee utive r.P.allied products & treated wood.

Marc Brinkmeyer, Idaho Forest Group. Cocur d'Alene, Id., was narned chairman of the ncw American Wood Council. Immediatc past chair is Ray Tennison, Sirnpson Investment, Tacoma, Wa.: lst vice chair Joe Patton, Wester-

velt: 2nd vice chair Brian Luoma, L-P: lumber rep Adrian l|locker, West Fraser; EWP rep Rob Taylor.

Weyerhaeuser: panels rep Fritz Mason, G-P: other products reP Andrew Miller. Stimson Lumber, Portland. Or.. and Canadian Wood Council rep Diana Blenkhorn.

Larry Greene has bcclt named dircc-

tor of salcs for Calibre Dottr Closers. Orrtntc. Cit.

Kevin Surace. Serious Materials.

Sunnyvale. Ca.. was nerrned E,ntreprcncur o1'thc Ycar by Ittr: Rich Returns is now investment mgr. at Mungus-Fungus Forest Products.

Clinrax, Nv., report owners Hugh Mungus and Freddy Fungus. .

Building-Produ6.com

Two Coat Exterior Prime GOOD JOB: Gary Spliethof, Boise Cascade, Woodinville, Wa., was presented Vendor of the Year Award from Hadlock Building Supply, Port Hadlock, Wa., by Bill Kraut and Monis James.

Gertifiers Ul and ICC Unite Underwriters Laboratories and ICC Evaluation Service have teamed up to streamline evaluations that ensure building products are compliant with appropriate codes and product safety standards.

The new dual evaluation and certi-

fication program will simplify the testing and evaluation, conduct testing to

UL safety standards, show code compliance via an ICC-ES evaluation report, and get simultaneous postings of compliant products in UL's online certifications directory and code conelation database.

"This partnership brings two industry leaders together to create a onestop-shop for building materials testing and evaluation needs in the built environment," said Chris Hasbrook, an UL v.p. and general manager.

He added that the "dual evaluation and certification program will provide manufacturers faster turnaround times

and speed to market, while giving

their customers two more reasons to trust the quality, safety and efficiency of their products."

UL has also enhanced the usability

of its product certification information. Its code correlation database con-

nects product certifications directly with specific applicable model installation code sections to help code authorities and other industry professionals find ICC-ES code-compliant

0ur two-coat process starts with an atkyd seater to btock tannin migration, foltowed by a high-performance acrytic primer.

The result: RESERVE quatity, inside and out.

Superior Wood Made of quality, ctear, finger-jointed Western Red Cedar or Redwood, these products are natural.ty designed for exterior use-both species are ideat for endurinq extreme weather.

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products.

"This is just one of the many bene-

fits of working with a trusted partner in safety like UL," said Mark Johnson, president of ICC-ES. "We continue to look for new opportunities to expand this partnership to better serve our

SIS

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customers and members."

BuildinglRodudrom

hnuary 2010

r The lyledant ttbgazine t 23

ru

:,;,,rjji;ii.i i ril.r. t : i,iir:r

:,111

Radiata pine makes its mark in exterior trim A Lt'ttoLc;lr coor). or-D \\'(x)D con-fa.tinues to holcl thc lion's sharc ot' thc cxterior-trim rnarket. sturcl icr altcrnative nraterials havc bcen rnakin-s inroacls.

l-here arc fast-s.rou ing cellular

PVC proclucts. such as ,\zek N4ouldings. Rovll Moulclings' QLrrck

Tlin'r. Konra Trintboards. and ('crtainTcccl Rcstoration Millu ork.

Thcre arc enc.ineercrl products. including LP SniartSirlc. ancl hard-

board trim. including Collins'

'l'ruWoocl. Ancl l'iber cL-ntcltt. such

as

ll'oln Jlnrcs Harclie anrl Plvccnt. also r-crlains lrot.

Thltt rloesn't rr-tean vu'ood has sut Lilt \l)uit r\lrt it)r triDt ttttl ridirtq ltlto!o ltt I Utrtt

24 I

The l4erchant Magalne

I

January 2010

idly by. Stronger. nrore r crsatilc

uood ploducts hurc lrlrirecl. purticr.r lurlr 1l'orn thc racliatu pine lirrcsts of Ncr" Zc:rland irrrd Chile To justil'v tlrc long-disturrcc shilr l,rrrS. tlr.'fir'.t lrrtlilrtlr Irirre t,' rrllire irr the ti.S. t*o dccaclcs back ucrc highgraclc. clear products. Duc to thcir natural good looks. thev initially' tar getcd inter.ior. nrilluolk applications.

Ovcr the llst hall'ckrzcn ycars. houevcr-. radilta pinc procluccrs havc attcnrpted to cxpancl ancl clirersilr bv .

lookin-g outdours.

Si

ncc. once outdoor-s. it r', i l l

incr"itablv cnd up prirnccl arrcl paintccl. radiuta pinc crtclior trinr is now,t()Llting selling points bcr,ontl rrppeurrrnce.

Among thc aclvantagcs:

Building- Produds.com

. Sourced from sustainably managed plantations. (Several, in fact, are FSC certified.)

. Pressure treated for durability,

insect resistance, and moisture protec-

tion.

. Covered by decades-long war-

ranties again rot, fungal decay, and termites.

. Treated with organic. non-corro-

sive preservatives.

. Machine finished with primer

and/or paint.

. Require no special tools, cutting

equipment, or fixing methods. . Kiln-dried and defects removed prior to fingerjointing for a smooth

finish.

. Can also be used indoors.

"It's a perfect product-and it's proven," said John Barry, sales manager for ITI Americas, which produces DesignPine radiata pine from a state-of-the-art facility in Chile. "It's been used extensively in Australia, New Zealand, and Indonesia, so due to its popularity we needed a larger source of supply and went to Chile."

Radiata Pine Exterior Tri m Producers Bodyguard Bodyguard trimboard www.bodyguardwood.com www.kelleher.com

Boston Cedar TiO2 Titanium White trimboard www.bostoncedar.com

Glaymark USA Centurion himboard www.claymark.com

CMPC Maderas Selex kimboard www.cm0c-usa.c0m

coMMco KlearChoice trimboard www.commcoklearchoice.com

Fletcher Wood Solutions Lifespan, Fletcher Select, and Fletcher Prime trimboard www.fl etcherwoodsolutions.com

lTlAmericas DesignPine trimboard www.itiamericas.com

WindsorONE WindsoroNE trimboard www.windsorone.com

BuildingrPrcdudsom

lanuary20ro

. ***yi,:_

WESTERN WOODS

Historic downturn sets the stage for slow lumber recovery ,,Nil;,i;l:l:

" "Historic." "Unprecedenred."

These and many other adjectives have been used to describe lumber markets this past year. While the worst may be over, the depth of the downturn in U.S. lumber demand and production has created new challenges and will likely hold back the pace of recovery in the future, according to a lumber market outlook from Western Wood Products Association.

Demand for softwood lumber in 2009 plummeted to the lowest point in more than three decades. The collapse of the housing market, fueled by a U.S. economy roiled by financial crisis, has impacted the lumber business dramati-

cally. As demand for lumber evaporated, lumber prices declined, in some cases by 60Vo or more from levels of four years earlier.

Housing long has been a key market for lumber, accounting for 45Vo of annual consumption. After peaking at 2.068 million in 2005, housing starts declined steadily before tumbling in 2009 to post-World War II lows.

Just 55 1,000 houses are expected to be built in 2009, down 39Vo from the previous year, predicts WWPA. That total is the lowest since 1945, when 326,000 homes were

built.

As a result, just 7.2 billion bd. ft. of lumber will be used in new construction in 2009, compared to the 27.6 billion

C&D Lumber Company:

More than 100,Vears of L,iving in & Embracing Orqgon

.ii,'

,li;ll

_oA,.._L^._

-lll C&D Lumber -_has -,_ been part of Oregon and its communities for decades. Our success hinges on a tradition of commitment

to

a '-,: '

' :i:':':l;r

,,ril"

.u

the people and stewardship of the forests that make our wqk pdssi ble. From responsi ble forestry to com munity ph i anthr:rop\4,,,,,,,, we're proud to be here-after all these years.

I

Spectalizing in Aauglas Fir, tncense Cedar and port Orford Cedar.

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Call 541-874-2241or find us ontine at CDLUMBER.COM

26 r Th€ lvledtant lr,lagazirrc r hnuary 2010

fi$ffiR,o

Great Peoph. crcit prodrcb. Creat Cgstom€ri

Bnilding-Rodudsom

bd. ft. used in housingjust four years earlier.

Overall demand for lumber is expected to total just 31 billion bd. ft. in 2009-less than half of what was used in 2005. That would be the lowest annual volume of lumber

bility, the gains in lumber demand and production will be modest.

WWPA is forecasting lumber demand to rise llVo in

used since 1975.

Repair and remodeling uses, the second largest market for lumber, has fared slightly better than home building' but is still weak. An estimated 11 billion bd. ft. of lumber will be used in repair and remodeling in 2009, down26.6Vo from the previous year.

The unprecedented decline in demand has taken its toll on lumber producers. Western lumber production in 2009 is forecast to decrease 2l%o.The 10.2 billion bd. ft. produced by western mills is the lowest since the 1930s and represents a little more than half the volume the same mills produced five years earlier.

Sawmills in the South have reduced production as well, decreasing to I 1.6 billion bd. ft. in 2009. In all, U.S. lumber production will total 21.8 billion bd. ft. for the year, down2l%o from 2008.

Canada and other foreign lumber suppliers have fallen on even harder times in selling to U.S' markets. Lumber imports from Canada are predicted to total 7.9 billion bd. ft. in 2009, a decrease of 32Vo from the previous year.

Other imports, including lumber from Europe and Latin

America, should decline by double-digit percentages for the fourth straight year and lose more market share to domestic producers.

Looking ahead to 2010, lumber markets are expected to show some recovery as home construction activity picks up. But given the weak economy, continued high home foreclosure rates, and a financial system struggling for sta-

RESIDENTIAL CONSTRUCTION should begin the long, slow road to recovery this year.

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Rosboro Rosboro also manuJLrctures a complete line of dry DF and HF studs.

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Email: info@rosboro.com Web: www.rosboro.com

&rilding-Produdsom

fanuary 2010

r Ihe lrlerdrant ltihgazine t 27

2010 to 34.5 billion bd. ft. Housing

starts will increase 2l%o to 668,000.

While that is an improvement, the number of homes built in 2010 will be just half the total of what was constructed in2007.

U.S. lumber production should move higher to meet the slow growing demand. Western mills are expected to produce I I billion bd. ft. of lumber in 2010, up 8Vo. Sawmills in the South will match that srowth and increase production to 12.6 bil-

lion bd. ft.

Canada may begin to regain some of the market share lost over the past

Iew years.

Softwood lumber imports from Canada are expecred to riie I 8.8Vo in 2010 to 9.4 billion bd. fr.

Volumes from Europe and Latin

those recorded in 2005.

As recovery takes hold, hopefully the industry will find more positive adjectives to describe the lumber business.

America will also increase to iust over

I billion bd. ft.

Beyond 20 10, both lumber demand and production are expected to follow an upward trend as economic activity and housing construction continues to

rise. Housing starts, though, are not forecast to move above I million units

until 2012. Lumber demand will follow those gains, but it may be some time before volumes come close to

'ii: kl 9:a9f":'9!r-

Fd.-{r{*.*r6*EtF' l@b'b*e,&

Flilritqide't

Find Sawmills, Products with Online Utility

l'**

Historic declines in the western lumber industry have caused many changes in the supply chain, with distributors looking for new sources for lumber and services. An online

locator can give wholesalers and retailers a head start on finding new lumber suppliers.

Available at www.wwpa.org, the Online Lumber Buyers Guide can be used to generate a list of western mills based on species, product, ser-

vice, even transportation mode.

Once the criteria is selected, mill listings can be generated showing the

sales contacts, phone and email addresses.

Product selections range from dimension lumber to boards to specialty products such as fingerjointed

lumber or pattern stock. All major western species can be sourced,

Flr Up i!) 'lu'15 Sim

mills are sFl

including Douglas fir-larch, white fir, and ponderosa pine.

Retailers selling product to green building projects can use the guide to find western mills making FSC or SFI certified lumber. Mills cutting for export markets can also be identified.

Product services that can be selected range from heat treated (HT) stock, end waxing, double end

stamping and long lengths.

Transportation selections cover the major railroads-direct and reloadas well as truck or barge.

28 r fte tr,ledtant tr,lagazitre r hnrary 2Ol0

Building-Produdsorn

-'&.'-**'"*-*-

;*--:;a;i3s"*-

,.\ U

.,.'l,i::tiir

hris Swanson is the third generation Swanson to run the Glendale, Oregon .,,,;,1i sawmill. Chris looks to the future and is committed to Swanson's legacy of superior products, unsurpassed sales supPort, innovative manufacturing, and

i'

resource sustai nabil ity.

After all, Swanson was one of the first mills in the Northwest to convert to -.-*':'-* fast-growing, small log production back in the '60's.

Call Swanson Group Sales at l'800'33l'083l. www.swansongrou pi nc.com

SUSTAINABTE FORESTRY

INITIATIVE

&

Swanson Group Sales

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r(r fN6r!aa4aD wooD a550Lralo!

Phone 54 1 -832-1 121

Fax54l-832-1215

WESTERN WOODS

Sawmills preparing for 33new normalu [rvencrNc FROM rHE DEEPEST downturn in the industry's

I-rhistory, lumber sales professionals at western sawmills are preparing for a "new normal" in selling and serving their distributor customers as markets recover.

Both mills and distributors have seen dramatic changes in the past few years. Demand for lumber plummeted by more than 5OVo from 2005 to 2009. Mills cut outDut as prices crashed, with some product such as framing lumber selling for 60Vo less than four years ago.

On the distribution side, scores of lumberyards and wholesalers closed or filed for bankruptcy. The pace of consolidation accelerated, while economic conditions put stress on financing and credit for lumber purchases.

Relationships between mills and customers-long a key part of the lumber business-will take on even greater importance as sales start to recover. Many mill sales executives said fortifying those relationships are a priority.

Steve Schmitt, vice president of marketing at Stimson Lumber Co., Portland, Or., said his sales staff has been traveling more to meet with dealers. "We pride ourselves in standing behind our products. Going out to meet with our customers is the best way to demonstrate that commit-

WESTERN MILLS are tweaking their capabilities and product lines to remain competitive in a tough market.

ment," he said.

Other mills are becoming more involved with their customers' businesses. Mark Porter, mill sales manager with Hampton Lumber Sales, Portland, said his company has spent more time evaluating what their customers need,

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' Crout's Lumber & Panel News Seruice - a comprehensive & reliable daily news service covering the latest lumber news & wood products industry developments.

' R/SI'$ Lumber & Panel Outlook - a weekly analysis of wood products markets by RISI's economists * the most trusted source of forecastine

in the North American industrv.

30 r 1lre ltrlerdunt lhgazine r hnuary 2010

&tildlttg'hoduds.dn

terms. At the same time. mills have tried to become more flexible with

from product offerings to training.

"We've been doing this with many of our key buyers and have been successful," said Porter. "Even with the down markets. we've been able to increase our business to these customers."

Mills are changing how they sup-

honest about their financial conditions

Pacific Industries lumber sales manager Bob Shepherd said his mills are

develop long-term relationships with mills that can benefit both parties.

ply lumber to customers. Sierra

Iong-standing customers.

As one sales executive noted, "We are working with people who have been working with us."

Many said that buyers who are

will have a better opportunity to

selling more specified tallies and

With lumber inventories low

mixed cars than before, reflecting the changing buying patterns of their cus-

throughout the market, the prospect of increasing sales will test mills' ability to deliver lumber to all customers when they need it. Since 2005, west-

tomers.

J.D. Deisher of Georgia-Pacific

ern lumber production has shrank by some 47Vo, or 9 billion bd. ft.

Should markets come to life, mills

will be hard pressed to push production up quickly.

Lumber buyers who have stuck with mills through the tough times will have a leg up in getting the supply they need once markets heat up.

"Our best customers are those who

understand that we rise and fall together," said one sales manager.

"Those are the people we want to do business with, in good times as well as bad."

West is finding ways to get more variety of lengths in smaller shipments for customers.

Simpson Lumber Co. installed double trim saws at its mills to cut shorter lengths. "We now have more flexibility in cutting to 8-, l0- and 12foot products that our customers want," noted Laurie Creech, Simpson

'!

tu

sales manager.

Other mills have expanded their product offerings. John Stembridge at

Swanson Group Manufacturing, Glendale, Or., said their mills are now

cutting wider widths, up to 2x12, instead of the 2x4 and 2x6 products they cut predominately in the past.

Jim Scharnhorst, Idaho Forest Group, Coeur d'Alene, Id., said his mills are expanding in cedar products in addition to their framing and pine board offerings.

SPI has added 4x4 and 4x6 white fir to its product line.

Enhancing lumber quality and

appearance is a priority for many

mills in the West. Shepherd said SPI has focused on "doing a better job at

the mill" to not only manufacture those products that are most in demand, but to ensure the quality the customer expects is there as well.

Simpson has introduced a "Gold

Label" premium line for lumber, which Creech says has been popular.

The emphasis on quality goes

beyond the cutting better lumber.

Stimson's Schmitt said they have changed to heavier paper wrap on lumber to better protect open car ship-

ments in transit. A number of mills said they will be antistain treating both green and kiln-dried lumber to keep the products bright and clean when they reach the yard.

The difficult market condition over the past year have forced mills to

review the credit they offer to buyers and be more selective in extendins BuiHingrhoductsom

January2010

r ftelledantnbgazine r 31

WESTERN WOODS

Lumber industry returns to Portland for annual confab sawmill in the region, built by Dr.

on Monday night for $100.

John Mcloughlin in 1821 .The special

Complimentary passes to the exhibition floor of the Wood Technology Show also will be available for registered attendees. From the Embassy

one-day session features business meetings. networking opportunities. and a lumber forecast presentation.

Also, the meeting will be held the day before the Wood Technology Clinic & Show, which runs March 9I I at the Portland Convention Center.

Morning sessions include meetings

of WWPA standing committees, followed by the industry luncheon. The WWPA RETURNS its annual meeting to its hometown of Portland, Or., this year,

afternoon features a forecast conference, with the association's newest outlook for lumber markets and guest speakers. The day will close with the

tTt"u wESTERN LUMBER INDUSTRY I will return to its roots with the

chairman's reception, which offers many opportunities to network with

Western Wood Products Association's

other industry professionals.

2010 meeting this spring in Portland, Or.

Registration is $290 for WWPA members, $350 for WWPA grading service and associates, and $425 for all others. For those who would like to

The annual gathering of lumber industry professionals will be held March 8 at the Embassy Suites Hotel in downtown Portland-just a few miles away from the site of the first

just network with industry folks,

WWPA is offering a special registration for the chairman's reception only

Suites, attendees can take Portland's light rail to the show for free.

Registration and hotel reservations for the meeting can now be completed online, using links on www.wwpa.org.

The association has secured a smaller block of rooms at the Embassy Suites, so those needing overnight accommodations are urged to make hotel reservations early.

Link Up with the Best in the West Retailers and wholesalers who want

to get connected with the top companies in the western lumber industryand keep up on industry activity--+an

join as Western Wood Products Association distributor associates.

WWPA distributor associate mem-

bership provides wholesalers and retailers access to a variety of services

and opportunities delivered by the region's largest lumber organization.

Benefits include use of the WWPA dis-

tributor associate logo on company advertising and materials, listing on the

popular WWPA website, discounted fees to WWPA's annual meeting, and rights to sponsor various annual meet-

guelrrY PoNoER

ing events.

Associates also receive free subscriptions to Plumb Line, a monthly

Proud Produeer,of and 6/4 Prod a

newsletter; Lumber Track, a monthly review of industry statistics, and Barometer, a weekly report of western industry performance.

lig-,.,,l',

,.;,r.r:

Annual dues for distributor associate membership is $750. For a membership kit, contact WWPA's Butch Bernhardt at (503) 306-3488 or info@wwpa.org.

32 r The lvledtant lr4agazine I

lanuary 2010

&rildlngrhodnctsom

StimPro Inland Red Cedar The Quality Choice Contractors, architects, and designers, as well as homeowners are discovering the many advantages of StimPro Inland Red Cedar from Stimson Lumber Company.

StimPro cedar products are graded and sorted to assure that they conform to the highest standards of quality, with a wide range of patterns, tallys and packaging. Our boards are kiln-dried to assure dimensional stability.

Products Available:

r Decking o Siding and patterns

r Boards and dimension r Fence rails Crading Beyond the Standard StimPro provides you with the highest possible quality by limiting the WWPA allowable defects in all grades. Our V4E pattern stock is specially selected to assure a select tight-knot product.

Superior Surfacing StimPro cedar products are surfaced using high-speed planers with the latest technology. We use a rougher-head planer process to provide a clean, uniform rough face to our 51 52E boards.

Special Packaging StimPro cedar products are available in a variety of packaging options. Our 5152E boards are available in single length half-pack units.

Our pattern stock is sub-bundled and end-capped for merchandisi ng value. ^t\ t

tl

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ATRADITION OF QUALITY

800-445-975B

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WESTERN WOODS

Software tools ease lumber selection, specification will be seeking help in identifying the right western lumber product for a

s coNSTRUCrloN ACTIVITY slowly recovers, more lumber customers

construction project. Two software

design tools can make that job easier and aid wholesalers and retailers in

helping customers make the right selections.

The Western Lumber Design Suite

and the Lumber DesignEasy software utilities deliver information on western lumber grades, spans and other technical information with just a few

clicks. The design utilities, which work in concert with Microsoft Excel, are available free of charge from Western Wood Products Association.

The Western Lumber Design Suite

is a full-featured design tool that provides calculations for horizontal framing (beams and joists), vertical fram-

ing (posts and studs), and wood-towood shear connections.

Calculations are available for the

major sizes and grades of western lumber products available in the market today. All calculations follow the 2005 National Design Specification for Wood Construction (NDS).

The Design Suite features three

ONLY THE FIxEST .A FSC

Columbia Vista speciali'zes in kiln-dried Douglas frr 4 x 4s... high quality, yet affordable dternatives to pine and cedar posts.

modes: Beam/Joist Design, Post/Stud

Design, and Wood-to-Wood Single Shear Connections. The Beam/Joist mode is for horizontal framing and calculates reactions, shear, stresses, moments and deflections based on the

specified loads. Users select the design parameters and the program

Available in 8-, 10- and l2-foot lengths, our 4 x 4s are produced by skilled, dedicated people during a single shift for maximum consistency.

assigns appropriate adjustment factors

and determines whether the specified Our commitment to the 6ncst extends beyond the mill.

Wc're prcud to bc cenificcl to ISO 14001 standards and by thc EPA for cnvironment-fricndly practiccs,

. Mills are consistcntly upgradcd with state-of-the-art 3-D scanning systcms, mechaniad lumbcr-handling systems, and more.

including the usc ofnon-polluting sourccs ofclectricity. ' Employee-fricndlyworkplace means our people take pride in thcir work end products' columbia vista ensures qudity in many weys... . Posts are carefully kiln-dried for immcdiatc usc.

To get the 6nest in Douglas lir 4 x 4s, just call rhcrc's no addition'r drying to causc t*istinr and warping down the road'

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member size is adequate.

Also displayed are diagrams, bend-

ing moments, horizontal shear and deflection per the specified loads, all on one screen.

For vertical framing, the PosVStud Design mode calculates compressive stress, bending stress, and combined stress ratio based on the specified loads for posts or studs. Users select the design parameters and the program tuildinfRodudson

determines whether the specified member size is adequate.

Adjustment factors for load duration, size, wet use,

bearing area, repetitive member, stability, incising, high temperature, column stability, flat use and form can be specified.

The Connections mode calculates the single shear capacity of a nail, bolt, wood screw or lag screw connecting two wood members. Load duration, connector penetration, and wood member end grain conditions are considered. The calculations are only for simple connections.

While created for professional engineers and designers, the Design Salte allows distributors to better serve their customers by providing product recommendations based on the structural requirements in the plans. Retailers using the Design Suite can identify the right species, size and grade of western lumber for a project that they can supply from inventory.

The Lumber DesignEa.sy utilities offer a quick and easy way to determine spans for Western lumber joists, rafters and beams. The Lumber DesignEasy-Joisr.s utility quickly calculates simple joist and rafter spans for western lumber structural grades from 2x4 up to 3x16. Select the species and size, then enter the loading conditions, and DesignEasy generates a table of spans for each of the appropriate structural grades for four different on-center spacings.

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LUMBER DEALERS and wholesalers can use sofh4/are design tools to help their customers select the proper grades, spans and more.

A second utility, Lumber DesignEasy-Beams, allows users to calculate spans for Douglas fir and hem-fir beams

and headers. Spans are available for solid-sawn beams in sizes from 6x6 to 14x24. The utility also calculates spans for builtup beams constructed from up to four 2" dimension lumber members in widths of 4" to 18", as well as 4x4 to 4x18 beams.

All Lumber DesignEasy utilities are optimized for use on portable hand-held devices or smartphones that can run mobile versions of Excel.

WWPA is also developing a Lumber DesignEasy-Joist application that will run on iPhones. The app will be available on the iTunes store this spring.

Both the Lumber Design Suite and Lumber DesignEasy utilities can be downloaded at no charge from the WWPA Online Lumber Technical Guide at www.wwpa.org. Free registration is required to access the site.

Additionally, both software programs are included in the WWPA Digital Library, a compact disc containing a full complement of western lumber digital publications.

Building.Prcductsom

lanuary 2010

r The llerdnnt tt4agazine r 35

WESTERN WOODS

Group documents history of western lumber HE RICH HISToRy of the western lumber industry features a host of stories about unique personalities and

companies. A group of veteran lumber industry professionals is now capturing these stories in annual monographs to

keep this history alive for the next generation of lumbermen and women.

The Lumber Pioneers, with a membership of wood products professionals with at least 20 years ofexperience in the industry, has published five monographs so far. The first monograph detailed the history of Pope & Talbot's Port Gamble mill, which operated for 140 years, making it the

longest operating sawmill in North America before it

closed in 1995.

Other monographs offer overviews of Gilchrist Timber Co., Paul Bunyan Lumber Co., Ochoco Lumber Co., and

Bespecting the forest, honoring the past, huilding the future.

A nation's pride Uou can build on.

Producing 2,000,000 bd. ft. monthly of 5/+ &.6/4 Ponderosa Pine Shop/lndustrials

lx4 thru lxl2 Ponderosa Pine Commons lx4 thru lxl2 Premium Halfpack Commons 5/4 Radius Edge Decking Programs Stateof-theArt Hewmill & Headrig Mill Contact Sheldon Howe

Yakama Forest Products 3191 Wesley Fd., White Swan, WA 98952 rel. 15091 874-1163 Fax 5O9-874-1162 . www.Uakama-forest.com

36 r

lhe lhdtant i,lagazine I

lanrary 2Ol0

Bohemia, Inc. Each monograph is $5 from the Literature Store at www.wwpa.org.

Lumber Pioneers chair Sherman Kirchmeier said while the members are documenting the past, they are also focusing on the future. The group became a tax-exempt organization in 2009 and has established a scholarship program to support the next generation of industry professionals.

"We would like to give back something to an industry that has given us so much," said Kirchmeier. "Providing scholarships is one of the best ways we can do that."

The Lumber Pioneers are providing scholarship contributions to the Oregon State University Wood Science & Engineering fund and the Temperate Forest Foundation Teachers Tour program.

Kirchmeier said the group is making a renewed effort to bring those still working in the industry into the Lumber Pioneer ranks. Individuals with 20 years or more experience working in the industry, from mills and lumber companies to wholesalers, retailers and others, are eligible for membership. Annual dues are $20 a year.

For more information on the Lumber Pioneers and to download a membership packet, go to www.wwpa.org and select Lumber Pioneers under the About WWPA tab. You may also contact the group at pioneers@wwpa.org.

Bnildfuig-Rodn<lson

Strips on the Deck ProFekt wood-look strips from

United Plastics Corp. quickly beautify aging decks without power-washing or rebuilding,

The strips are unrolled and installed with an adhesive over existing decks. The surface contains natural minerals to eliminate slipping and splinters, an ultravio-

Gomposite Siding Offers More and Less A new composite siding from Tech-Wood is constructed of 75Vo long-strand pine fibers and 25Vo virgin polypropylene, reportedly to provide greater strength but lower weight and cost than fiber cement.

let stabilizer to minimize fading, and an antifungal treatment to

Tech-Plank has a distinctive woodgrain and can be worked

prevent mold and mildew.

like wood, with no special tools.

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PHONE - WOODS CROSS: (801)295-949 FAX (801) 295-9440 pHoNE - SALI LAKE (8ol) 262-&28 FAX (801) 262-9822 WATS (800) 666-2467

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hnuary 2010

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Fred C. Holmes Lumber Co. ,YOUR REDWOOD

SPECIALISTS'

Deeper l-Joists We offer on exlensive inventory of fine redwood products i ncl ud.i ng F enci ng, Decki ng, Sii! i ng, o nd P remi u m' T i mber s.

Whether your order is by the piece or trucklood, our oool is to ensure the highest quolity ond service.

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Two new lines of deep I-joists from Boise Cascade are designed for environmentally friendly light commercial construction. The BCI 90s series and AllJoist AJS-30 series reportedly have higher design values to handle higher loads and longer spans, upto 44' .

Both are available in depths of 18", 20",22", and 24", with l-ll2 deep and 3-112" wide Versa-Lam

LVL flanges in lengths up to 48'.

T BC.COM

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CON COMMON SIZES FROM IX4 TO I2XI2 Fred Holmes, Steve Holmes, Phyllis Hautala, Steve Hautala, John Gould P.O. Box 8OO, Fort Bragg, Ca. 95437 . Fd 70Z-961-0935

(8OO) 849-0523

WHERE OUALIW IS AGELESS

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Basement Moisture Barrier The new Delta footing barrier from Cosella-

Aro*.o"€* 4t

LUMBER SAlrS, t]{C.

WHOLESALE ONLY . M|LL DTRECT & LCL

Anfinson Lumber is the clear choice

for Quality Redwood and Western Red Cedar Dimension,

Boards, Patterns and Timbers

Dorken Products helps prevent moisture problems in full-height, insulated basements.

The three-ply impermeable membrane is placed on

top of freshly poured footings before foundations are poured. It creates a capillary break between footer and

foundation to keep ground water from wicking up, entering, and accumulating in basement walls.

I COSELLA-DORKEN.COM (888) 433-5824

GALL SAIES AT

(800) 400-8383 . {951} 681.1707 Rick Anfinson . Hay MacDonald

outside Sales Darin Curran (949) 412-1894 Eddie Howdershelt (90S) 993-2701

Slate-Look Shingles StormMaster asphalt shin-

gles from Atlas Roofing are now offered with the look of slate.

visit our websire: WWW.anfinSOn.GOm Fontana, CA 0ffrce and Mill: 1

3041 union Avenue Fontana. CA 92i87

Fan (951) 681-3566 E-mail: sales@antinson.com

Available in a full range of designer colors, the shingles

reportedly resist cracking, splitting, warping and shrinking in hot and cold climares.

T ATLAS ROOFING.COM

:18 r

lhe Medrant lhgazine

r hnuary 2010

&rilding-Ptoduds.qn

tin-c in tight spaces.

Small and lightweight. the tool can cut shect metal up to ll3-gauge th ickncss.

Four-sided cutting blades handle

both stfaight and curved cuts with precision.

A l2v Max Litheon battery platI'orm offers fast charges and extencled run timc and battery Iif'e.

Tough Metal Shears The cordless Bosch PS70 metal shcur offels eontr()llcd. precise cut-

I BOSCHTOOLS.COM (811) 261-2499

Triple Glazed Glass Milgard has added a triplc glazing option to its Tuscany line

of vinyl re placement windows and patio tloors. The option reportedly meets or cxceeds qualifications for both EnergyStar and Energy Tax Stimulus programs.

Other options include dual SunCoatMAX Low-E glass and an argon blend ftrr improved -qas insulation and cnergl sar ing:.

NATU RE'S DES IG N

TECHNOLOGY'S ASSURANCE www. I i{espo noutdoorcom

I MILGARD.COM (800) 645-.1273

Bosed in Annopolis, MD, Fletcher Wood Solutions6i is the lorgest monu{octurer of

defect-free, oppeoronce grcde rcdioto

. FIETCHER. MOULDINGS'

pine products in New Zeclond. Distributing

our cleor boords, mouldings, LIFESPANo

treoted wood, ond lumber to the North Americon morket through our proven ond completely integroted supply choin,

Gomposite Windows Andcrsen's new I 00 Scries windows are built o1'Fibrex, a structural composite blend of

Fletcher Wood Solutionse mcintoins direct occess to one of the lorgest FSC certified'u'

pine plontotion forests in the world.

sawdust and polymer.

The products earnecl SCS cer-

tification for recycled content and indoor air quality.

Styles include sinele-hung. casement. awning. picture and gliding.

. F1EICHER. w00D soluTtoNs'

T ANDERSONWINDowS.CoM (80o) 426-4261

Building-Produds.com

January2010 I

lheMerdlantMagazjne I

39

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[6] Mike Carey, Beth Bollen. [7] Doug Willis, Bob Golding. [8] John Pasqualetto, Mike

Ganity. [9] David Abbott, Rick Deen. [10] Endy Flores, Marcos Andrade. [11] Ron Reed, Shelly Merchain. [12] Roseanne & Darrel

Bustamonte. [13] Alan Oakes, Melinda

Ganahl. [14] Kevin Flickerman, Grey Scott.

[15] Mike & Karin Caputo. [16] Eduardo

Aguilar, Maggie Cabot, David Tait. [17] Scott &

GOOD CHEER: Lumber Association of California & Nevada's 2nd Growth group held

its annual holiday meeting Dec. 3 at the Sheraton, Cerritos, Ca. [1] Jean Henning,

40 r The lvledtant l,hgazine r hnrary 2010

Danny Sosa, Charlene Valine. [2] Pete

Ganahl, Terry Rasmussen. I3l Neil

Rasmussen, Joe Allotta. [4] Diana & Mike Shumaker. [5] Aphai Ellison, Bill Humphries.

Lori Whitman. [18] George Kallas, Richard Coale. [19] Seamus O'Reilly, Shannon Mott, Tom Angel, [20] Rick Ponce, Karen Lewis, Dan Croker. [21] John Neel, Al Reed. [22] Chris Freeman, Jason Sumpter. [23] Gerry Perez, Janeece Lowder, Dan Sweeney. [24] Barrett Burt, Pete Meichtry, Tony Campbell.

&dldinghodnctsom

LOS ANGELES Hardwood Lumbermans Club's Christmas oartv Dec. '12 at the Hyatt Regency, Huntlngton Beach, Ca., was the setting ad 1t1 pres-

ident Steve Ondich (/eft,) presented the 2009 Lumberman of the Year

Award to Alan Arbiso. [2] Allison DeFord, Walter Ralston, Deonn DeFord.

[3] Cassia & Sergio Korn. [4] Steve & Heidi Ondich, Janndee Evans,

Brent Heppner. [5] Randy & Marty Porter, Kathy & Bruce Jauman. [6]

Charles Bohnhoff, Judy Daugherty. [7] Todd Purcell, Gina Lupu, Linda & Joe Purcell. [8] Mike & Brooke Bohnhoff, Christa Bohnhoff, Nolan Torrez.

[9] Charlotte Etheridge, Don Reel, Gale Daugherty.

W turn natural re$ources into natural advantages.

Get the right lumberfor the right job.

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

Coating Service: PG-SLO8 Marine Grade Spray Polyurea Coating Central California Location: 3400 Patterson Rd., Riverbank ,Ca.95367 WWW.T H U N D E R B O LTW O O DT R E AT I N G.C O M Sacramento. CA Marine & Industrial Sales Bob Palacioz, Sales/Marketing Mgr. Miguel Gutierrez (9t6) 402-3248 . Fax (916) 339-2477 (209)747-7773. Fax (209) 367-1917 bob@thunderboltwoodtreating.com miguel@ thunderboltwoodtreating.com

"We Tbeat Wood Right"...Quality Wood Tfeating Services Since 1977 Building-hoductrcon

hnuary A)10

r The Merdrant ltrhgazine r 41

Happy New Year IPWP ffi

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lanuary 2010

Po.Boxtos!

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Cell (91 6) 81 2 9238 Fax (916) 789-9262 lstonum@calredco com

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CALIFORNIA Larrvstonum

Arcata, CA 95518 1089 (707) 268'3081 l80O) 637-707) Fax (707) 268-3089

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hotel, sightseeing, and wine and olive oil tasting.

Western Building Material Association's young

During the conference, attendees can visit the Monterey Bay Aquarium, Cannery Row shops and restaurants, and golf at local courses.

Westerner Group will hold its annual conference Feb.4-j at the Downtown Hilton, Eugene, Or. Seminars will cover product knowledge, yard utilization, innovation, partnership, inventory management, and reducing expenses.

Portland, Or.

Lumber Association of California & Nevada will cohost the annual Government Affairs Conference with

Ca.

California Forestry Association in Sacramento, Ca.

Prado Golf Course, Chino, Ca.

Its 2nd Growth 40-and-under group installed Mike Carey, Sierra Pacific Industries, as its new president. Chris Freeman, Ganahl Lumber, is v.p.; Terry Rasmussen, Jones Wholesale Lumber, secretary; Danny Rosa, Pacific Wood

Preserving, treasurer; Johnny Pringle, iLevel by Weyerhaeuser, member at large, and Mike Shumaker, Ganahl, immediate past president.

The group will hold its first meering of the year March 4 in Buena Park, Ca.

Mountain States Lumber & Building Materials Dealers Association has scheduled its annual Buildins Materials Expo for March 11-12 at Denver Merchandisi

Western Wood Preservers Institute will host its winter meeting March l-2 at the Embassy Suites Downtown, Los Angeles Hardwood Lumberman's Club will host its annual pool tournament Feb. I 1 at Danny K's, Orange,

A golf tournament is scheduled for March 1 I at El Western Wood Products Association holds its annual meeting March 8 at Embassy Suites Downtown, Portland, Or.

APA-The Engineered Wood Association installed Jeff Wagner, LP Building Products, as its new chairman at its recent annual meeting. Mary Jo Nyblad, Boise Cascade, was elected vice chair.

Thomas G. Williamson, who recently retired from APA after a 42-year career in the engineering and wood products industries, received the Bronson J. Lewis Award.

Safety awards went to Anthony Forest Products, Georgia-Pacific, LP Building Products, Roseburg Forest

Mart. Denver. Co.

Wood Moulding & Millwork Producers Association

will come together for a winter business meeting March 23-27 at the Monterey Plaza Hotel, Monterey, Ca.

A two-day, pre-meeting getaway to Napa and Sonoma will include accommodations at a luxurious wine country

Products, Norbord, and RoyOMartin.

Tim Fisher, Grenzebach Corp., Gladstone, Or., was elected vice chair of the Engineered Wood Technology Association Advisory Committee, succeeding Tim Ayers, who retired from Willamette Valley Co., Eugene, Or. EWTA is APA's nonprofit organization for suppliers.

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CASCADE

ANDREW L. ERSEK

STFUCTURAL LAMIXATOR3 Steven H. Killgore

President

plet LGation:

BUSINESS CONSULTANT

195 fubelin Road

25 Years Serving the lndustry

Chehalis, WA 98532

Cell:541-22&1348

-726-9836 Fu:541-726-96| | stevek@CredeSL.com Office: 54 l

Mailing Addres:

2284 N. O6sdlSt.

PO. Box 7t218

Suil,e

B

Orsnlp, CA

Eugene, OR9740t

92865

714-(y.19s4

Fs tla"d!7"@44

Alics Ch€vez Sales

G,15) 771-6500 Far t!|151 771-e552 olics@soltuibing.com

Alan J. O.kes

Sol Buildino

Materials'

Corporation

tuildingftodudscom

P6ident and Publisher

74!O Stitcs Rrl. Btdg. tga El tuso. BrcB 79915

4500 Campus Or., Suit6 r8o, N€wpod 8oach, Cs. 92m. €,€) 852{S .

FAX 949352{231 . ww.buabin!tsproduds@m

ajetsead.M

lanuary 2010

r lhe lvledail ltlagazine r 43

CIASSIFIED Mar'

LBM Dealers Push forTax Credits for Customers The Obama Administration has consulted with both Lowe's and Home Depot on a new government program that would encourage energy-efficient home improvements.

"If this can drive sales at Lowe's stores and put contractors and subcontractors back to work, that could have

a very positive effect," said Scott

Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy or headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished "cameraready" (advertiser sets the type), $65 if we set the type.

Send ad to Fax 949-852-0231 or dkoenig@ building-products.com. For more info, call (949) 8521990. Make checks payable to Cutler Publishing.

Deadline: 18th of previous month.

Mason, vice president of government

affairs at Lowe's. "We have seen home values decline around the country, and there are things that can be done with energy efficiency that can help drive home values up again."

Home Depot expressed support for "any program that provides incentives to consumers to make their homes more energy-efficient."

LUMBERTRADER We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation. ffi%o split for trader. Call John at Lakeside

The proposed program, named Homestar, would cost $23 billion over two years. Of that amount, $6 billion would be used as incentives to people who complete at least two significant weatherization projects from a pro-

posed list of l0 such projects.

Homeowners who complete at least two eligible projects would receive up to $2,000, while up to four eligible projects would net up to $3,500-but government money could not pay for more than half of any project.

Another $12 billion would reward homeowners who complete a weather-

ization project that reduces energy consumption by at least 20Vo, which would qualify for a $4,000 subsidy.

Each additional 57o reduction would bring another $1,500, but government money could not pay for more than

half of any project. Spot audits of completed improvements would be funded by another $2 billion.

The remaining $3 billion would pay for incentives to contractors and home-improvement retailers.

U.S. Powers Tool Rebound Global demand for power tools will climb 47o a year to surpass $28 billion

by 2013, according to a recent Freedonia Group forecast.

Despite the recession, the U.S. market will provide the best opportunities, accounting for over one-third of the

growth from 2008 to 2013. Recovery in U.S. demand will reflect a turn-

around in housing and continued enthusiasm for d-i-y projects.

U.S. power tool sales will also benefit from the introduction of improved products, especially cordless electric

Lumber at (623\ 566-7100 or email lakesidelumber@cox.net.

Dl$over whofs up Eotl of fhe

lochs. Subscribe to

BPII

Building Products lligest Coll Heother ot (949) 852-1990

Kenneth Vern Byers,75, owner of Dependable Lumber Co., Paonia, Co., died Dec. 19 in Delta, Co. A veteran of the U.S. Navy during the Korean War, he bought the 1l5-year-old lumberyard in 1985.

Leroy '(Lee" E. Iledlund, 85,

former owner of two yards, died

Dec.17 in Yuma, Az. Mr. Hedlund served in the U.S.

GROWTH.ORIENTED COMPANY IN PORTLAND AREA SEEKS V.P. OF SALES This new role will have significant responsibil-

ity for developing and achieving company growth goals. You'll manage, optimize and provide leadership for all aspects of company sales and customer service. You'll also coordinate the integrated sales activities with sister companies.

You'll work collaboratively with Sales, Opera-

tions and Administrative teammates to organize the sales teams to provide a high level of customer service across all locations; provide exemplary service to existing customers while developing creative ways to help them to significantly grow sales and earnings; work closely with sales managers to implement strategies that are developed, and maintain an organization structure that has a deep "bench" to support and facilitate revenue growth and geographic expansion.

Successful candidates MUST HAVE four-year

degree from an accredited college/university and burlding materials industry knowledge and 8+ years of sales management experience; working knowledge of Microsoft Office; excellent interpersonal and communication skills; strong strategic skills as well as tactical expertise. Must be able to pass drug screening and background check for employment consideration.

Send resume to recruiter@reoptimizeinc.com

including at Louisiana-Pacific and Merritt Forest Products. Since January 20O9, he had worked as a lumber trader at Buckeve Pacific, Portland, Or.

Arvo M. Matis, 102, former coowner of Herb Williams Lumber Co., Durango, Co., died Dec. 10 in Durango.

During World War II, he served with the anti-aircraft artillery in

Navy during lWorld War II. In

Gen. Douglas MacArthur's ArmY headquarters in the South Pacific,

1946,he retumed to Sandpoint,Id.,

earning a Bronze Star.

and began logging.

He worked at Durango Lumber Co., Durango, before partnering to buy Herb Williams Lumber, which he later sold to Boker Lumber Co. He continued working as a salesman at Boker for many years.

In 1955, he purchased Balch Lumber and renamed it Hedlund Lumber. The business grew to five sawmills-in Sandpoint, Id., and Chilco, Priest River, Ione, and Cusik. Wa.-before it was sold in 1970 to Louisiana-Pacific. He and his wife then moved to Gardnerville, Nv., and purchased Lakeside Lumber, which he sold in 1977.

Terry Simpson, 56, longtime Portland-area lumber trader, died Dec. 12 in West Linn, Or. He spent more than 30 years in

the western lumber industrY,

Jimmy Joseph Fraser, 44, former owner of Western Air Nail, Bellevue, Wa., died after a brief illness Oct. 31 in Wenatchee, Wa.

After working in construction with his father and brother, he started Western Air Nail. He later sold

the company to Eastside Staple & Nail, Bellevue, Wa., and remained

on as an employee until his death.

models.

44 r fhe illedunt Magazine I

lanrary 2010

BulditqrRodndscan

DATE Book

Willamette Valley Hoo.Hoo Club - Feb. 5, crab feed, Shadow Hills Country Club, Junction City, 0r.; (541)688-6675.

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

Galifornia Industrial Woodworking Expo - Feb. 5.6, Los Angeles County Fairplex, Pomona, Ca.; (828) 459-9894.

Do it Best - Jan. 13-15, winter conference, Orlando, Fl.; (260) 748-

Los Angeles Hardwood Lumberman's Club - Feb. 11, pool tournament, Danny K's, Orange, Ca.; (626) 445-8556.

5300: www.doitbest.com.

Seattle Remodeling Expo - Jan. 15.17, Washington State

Remodeling & Decorating Show - Feb. 13.14, Los Angeles

Western Pallet Assn. - Jan, 16.19, annual meetinq, Rancho Las Palmas Resort & Spa, Rancho Mirage, Ca.; (360) 335-0208;

Southern California Hoo.Hoo Club - Feb. 17, dinner & meeting,

Convention Center, Los Angeles, Ca.; (818) 557-2950,

Convenlion Center, Seattle, Wa.; (800) 374-6463.

www.westernpallet.org.

Pomona Valley Mining Co., Pomona, Ca.; (760) 324-0U2.

National Frame Building Association - Feb. 17-18, frame building expo, Louisville, Ky.; (800) 557-6957; www.nfba.org.

Budma 2010 - Jan. 19.21, Poznan, Poland; (317) 293-0406.

fnternational Builders Show

-

Jan.19.22, sponsored by National Association of Home Builders, Las Vegas Convention Center,

American Fence Association - Feb. 17.19, FenceTech & DeckTech, Orange County Convention Center, Orlando, Fl.;

(800) 822-a342; www.americanfenceassociation.com.

Las Vegas, Nv.; (800) 368-5242; www.buildersshow.com.

Black Bart Hoo-Hoo Club - Jan. 20, industry night, Broiler Steakhouse, Redwood Valley, Ca. ; (7 07 ) 621 -4852.

Humboldt Hoo.Hoo Club - Jan. 21, crab freed, Elks Lodge, Eureka, Ca.; (707) 832-9039 or (707) 443-7024.

Guardian Building Products - Jan. 24.26, market, Caesar's Palace, Las Vegas, Nv.; (800) 569-a262; www.guardianbp.com.

Tacoma.Olympia Hoo.Hoo Club - Feb. 2, crab feed, High Cedars Golf Course, Orting, Wa.; (253) 531-1834.

Surfaces - Feb. 24, Sands Expo & Convention Center, Las Vegas,

National Wooden Pallet & Container Association - Feb, 20.23, annual leadership conference, Loews Portofino Bay Hotel, Orlando, Fl.; (703) 519-6104; www.nwpca.com.

Lumber Association of California & Nevada - Feb. 24, annual government affairs conference, Sacramento, Ca.; (800) 2664344 ; www. lumberassociation.org.

Cafifornia Forestry Assn. - Feb.24.26, annual meeting, Sheraton, Sacra mento, Ca. ; (9 1 6) 444-6592: www.foresthealth. org.

Oregon Logging Conference - Feb.25-27, Lane County Fairgrounds and Eugene Hilton, Eugene, Or.; (541) 686-9191;

Nv.; (972) 536-6358; www.surfaces.com.

www.oregonloggingconference. com.

Panel & Engineered Lumber Expo - Feb, 4.6, Omni Hotel at CNN

Orgiflfnc, -Feb.25-27, spring market, Orange County Convention

Center, Atlanta, Ga.; (334) 834-1170; pelice-expo.com.

Center, Orlando, Fl.; (901) 754-8850; www.orgill.com.

Western Building Material Assn. - Feb. 4.7, Young Westerners Conference, Eugene, Or.; (800) 956-7469; www.wbma.org.

Colorado Springs Home & Landscape Show - Feb. 26.28, NorrisPenrose Event Center, Colorado Springs, Co.; (800) 374-6463.

fffi Um AnsoA[E.HARRls LuugER C0,

snce,B.s

W595Tunne|Ave.'San'ffi:?..'*l3H1;fl]l.f:1f'11.Fax415-467-8144

Specialisls in upper grades of clear, dry softwolds Douglas Fir C & Better V/G & F/G Kiln Dried FullSawn Rough ,1",514",2',3',4u,6"& 8x8.3x6 DF Select Dex Double T&G Decking

SugarPine,4l4-1614C&Btr.,5l4&8l4DSelect.614&8l4Mldg..5/4#1Shop.5l4x12#2Common.4x4#2Oommon Ponderosa Pine . 4/4 Clears, Moulding, #3 Clear, Commons , 2x4,2x6,2x12 Std. & Btr. Dimension Western Red Cedar Clear V/G & F/G Full Sawn Rough , 1",514",2' Kiln Dried . 3", 4", 6" Air Dried Timbers Alaskan Yellow Cedar C & Btr. Kiln Dried Rough , 414,814 Poplar. FAS , 414, 514,614,814, 1214 Sitka Spruce B & Btr. V/G Kiln Dried Rough , 414,814 Honduras Mahogany, FAS Pattern Grade , 414,514,614,814, 1014, 1214, 1614

Cal Coast lVholesale Lumber, fnc.

Pressure Treated Forest Products Alkaline Copper Quat (ACg) and Borates

,.,..,!lili#"liii'i?gu.on P.O. Box 67g ,3150 Taylor Orru. . Ukiah, Ca.95482 Phone 7O7 -468-0141 . Fax 7O7 -468-0660 Gene Pietila

Sales Jor Coast Wood Preseruing &rlldlqrPnductsom

hnuary 2010

r lhe lvledant trlaSaztne r 4!i

ADVERTISERS Index t For more information on adverlisers, call lhcrn direcily or visit their websitcs [in brackets].

Making Beautiful Music

Although the typical consumer might assume that they'd find the biggest selection at their local big box, retailer Elliott's Hardware insists its three Dallas area stores actually carry twice the number of items-and if they don't have what you're looking for, they'll find a way to get it.

Anfinson Lumber Sales [www.anfinson.coml ...................................,.,.....38 Bear Forest Products [www.bearfp.com] ..................... .................Cover lll ...24

Bodyguard [www.bodyguardwood.com] Cal Coast Wholesale Lumber

.................................45

In fact, customer service has really been what's separated the imaginative independent from the supersized chains. Elliott's spreads the word through a torrent of unique promotions aimed at building local ties.

After the holidays, they accept discarded Christmas trees and string lights to be recycled. They recently staged a Green Lifestyles Fair. And, most famously, in a stunt that made national headlines, the chain followed up a visit to the store last spring by George W. Bush by publicly offering the outgoing president a job as a greeter. Perks included a flexible part-time schedule, a seven-mile commute to his ranch, an opportunity to keep

up on his people skills, ample parking for his security detail, employee discount, and company name tag with a big red W on it. (He graciously declined.)

An ongoing success story has been partnering with the Dallas Wind Symphony. Elliott's sponsored the symphony's CD, Strictly Sousa, on the local classical radio station, which played one selection from the album each morning as its "March of the Day." The chain was named on-air as sponsor and given the exclusive right to sell the CD in its stores for the length of the promotion.

Elliott's also sponsored the symphony's Christmas, Fourth of July, and "Summer Evenings" concerts. The chain's logo was printed on all promotional materials, and the company name was included in all radio ads. To help the symphony promote its season ticket sales drive, the chain hosted an on-site live broadcast in one of its stores. During the promotion, banners were displayed in the store, symphony volunteers handed out brochures, and small groups of musicians performed for shoppers.

Elliott's increased foot traffic, sales and name recognition in the community. In addition to selling 3,000 copies of Strictly Sousa in two weeks, the symphony received higher attendance at perfor-

......20

Keller Lumber Co

Lausmann Lumber [www.lausmanlumber.com]. ..............,.......................'15 LP Building Products [www.1pcorp.c0ml.....................................................5 Malheur Lumber

Go......................,.

.................................32

Mafthews Marking Products [www.mafthewsmarking.com]......................8 Norman Distribution Inc. [www.normandist.com].....................................11 Nu Forest Products [www.nuforestproducts.com]..........................Cover

ll

Parr Lumber Pennsylvania Lumbermens Mutual [www.plmins.com] .................Cover lll ................................31 . [www.redwoodemp.com] ...................7

Potlatch [www.potlatchcorp.com] Redwood Empire

[www,risiinfo.com/crowsl....... ................................30 Rosboro [www.rosboro.com]......... ...........,....................27

RlSl

Simpson Shong-Tie [www.strongtie.coml ...,,,..,,,.,.....................,,.,,.C0ver I Simpson Timber [www.simpson.com] .................................................,....28

Siskiyou Forest Products lwww.siskiyouforestproducts.com] ...............23 Snider Industries [www.sniderindustries.com].........................................17

Stimson Lumber Co. [www.stimsonlumber.com] .....................................33 Sunbelt

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

Swanson Group Sales Co. [www.swansongroupinc.coml...,,,.,...............29

mances, new business sponsors, and a

Thunderbolt Wood Treating [www.thunderboltwoodtreating.com].........41

jump in season ticket sales.

"Support of the arts is important to build customer loyalty," said owner Charlie Bond. "It drives traffic into our

Ultimate Escapes [www.ultimateescapes,com/merchantl.............Cover lV

stores and keeps loyal customers coming back again and again."

Utah Wood Preserving

Co.......................

.......................37

Van Arsdale'Harris Lumber Go. [www.vanarsdalehanis.net]..................45 Viance [www.treatedwood.com] ...........

Wynndel Lumber [www.wynnde|Iumber,comI.,..................,..,.,..,,.............25 Yakama Forest Products [www.yakama-forest.com].....,..........................36

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Philadelphia, PA 19103 SERVING CONTINENTAL UNITED STATES

&riHing.hodudsom

January 2010

r The ltledtant [rhgadne t 47

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