Merchant Magazine - February 2003

THERE IS N(} ENUAT

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PUBIISHER Alan Oakes (ajoakes@aol.com)

PUBLISHER EIIERITUS David Cdler

EDfTOR David Koenig {dkoenig@ioc.net}

ASSoCIATE EDnOF Robert Fay (rfay@ioc.net)

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AD SATES MANAGER Chuck Gasey (druc*@ioc.ne$

CIRCULATION HeatherKelly (heather@ioc.net)

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Fighting to grow or survive?

Over the last three months during budget season, frustrated sales and marketing managers have asked me for advice on how to win support internally for a broad range of initiatives believed necessary to grow or stabilize their company. This frustration is no surprise, as I have seen it first hand in many companies and in many industries.

Watching a floundering company, no matter the industry or part of the channel, die or barely survive year in and year out is excruciatingly painful. Other companies may have done well by relying on a small number of loyal customers to maintain a status quo, but now find that a changing market requires locating new business. In both situations, management believes they do not have the internal culture or marketing support to do so.

I have been in four turnaround situations in three different industries. In all four, the issues were identical-there was no company identity, no product differentiation, and no noticeable long-term marketing strategy. There was nothing to establish memorable personalities for the company or their products in customers' minds. Subsequently, in a bad market, there was nothing to differentiate them from many of their competitors. Instead of maintaining or gaining market share, the companies slid into a downward spiral. In one case, they succeeded in making themselves a low-cost producer, but still failed to get to market and could not understand why.

In another case, after downsizing by nearly 5O7o to stay in business, the company had to begin growing revenues instead of continuing to cut costs. Production-driven, management thought that the sales force was useless. After all, there was a constant flurry of new products. What more could they do? The trouble was nobody wanted them, or if they did there was never a clear, coherent marketing message as to why they should want them. The same issue. yet in a different industry, was at a company losing 507o of its revenue. Someone coming in who actually wanted to invest in growing the business, and not slash and burn, was shocking and scary to many.

Time was at a premium in both companies, and there was nothing more to cut. It needed out-of-the-box thinking and strategy. Moreover, it needed a change of thinking and culture throughout the company from top to bottom. The focus needed to shift away from internal issues to emphasize that their offerings were not the same "me too" products, but products actually needed, that they would deliver and sell uniquely to the marketplace. It was about fulfilling not only our direct customers' wants and needs, but their customer's wants and needs. It was about repositioning our company away from just product development to investing in branding and marketing to create a new image to give

our sales force a strategic advantage over competition. A very difficult challenge under the financial woes the company was going through, and one not done overnight. In one of these companies, the decision was to produce new products in four months instead of 12, all redesigned, all repackaged, all market tested, all produced in concert with trade and end users, and after reviewing all competitive products already in the market, and from intelligence as to what was on the way. The company was profitable six months later.

In three of the four companies, there was no comprehension of marketing strategy. Those very ideas often seemed offensive to some management and staff. In one case, the company had given up substantial market share to newer, more nimble competitors, slipping from No. I to No. 4-and management just sat by watching.

In moving to a new company, it was only a matter of hours before I'd hear, "This is how we do it in this company or industry-and we have been doing it this way for years." I would rarely hear about the customers, except for all the problems they created. I would hear that we were in business despite our customers not because of our customers. Customers were an irritant, as was the sales force.

These were the times I realized the difference between a marketing-driven company and a production-driven company. While both styles can lead to success, if you're top management is not tied to the market, if you are not reviewing or reinventing yourself from a marketing perspective, but instead are tied to the product, once the tide turns, it is almost impossible to stave off going out of business or becoming a non-player.

If in your management meetings, sales and marketing strategies are not top of the agenda, and instead, it is always about investing in new equipment, investing in new production capabilities, talking about technical prowess, then it's time for change. If top management and internal staff see the sales force as a "necessity to tolerate," if the decision-makers do not have an equilibrium of managers coming from sales and marketing, who are listened to, then in my opinion, the company is doomed for failure. If the whole company is not standing behind the sales and marketing team and driven to build the business and do what it takes to win business, then the outcome is inevitable. That takes a state of mind and investment.

Production/manufacturing-driven companies win in the short-term if they have a product advantage. In today's world those windows of technical advantage last for shorter and shorter lengths of time. Marketing-driven companies win the battle in the lone-term.

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Ji: ',;""1Bili "T'ilf; remodeler customers?

As many as possible, says Walt Hoyt, CertainTeed's Siding Products Group. "It's all about innovation, options and letting the customers decide," he says. "Builders and remodelers want choice without compromising quality." He advises offering pros the widest choice, the highest quality, and the most innovative siding options in multiple materials.

ldlng,,, tc

Each material type offers its own advantages and disadvantages, and it's best to let the customer decide.

Northwest Home Source, a Lake

Traditional favorites

. lmpressive, yet "natural" facade

Extremely durable, imperuious to lermites

Naturally fire resistant

Little maintenance reouired

Traditional lavorite

Relatively low maintenance

Traditional warmth and beauty

Relatively resistant to damage

Lower malerial costs than traditional wood

Faster to apply than traditional wood

Oswego, Or., remodeler that uses multiple materials, uses the information below to match customers' preferences the the right type of siding:

Exoensive materials

Expensive, time-consuming installation

Heavy weight

Expensive to repair or restore

'Higher cost

More easily damaged than brick or stone

Burns easily, susceptible to termites

Can warp, peel, crack or split if improperly maintained

High maintenance, no warranty

Expensive material, expensive installation

Burns easily, susceptible lo termites

Can warp, peel, crack or split if improperly maintained

High mainlenance, no wananty

'Limited number of designs

Unsightly face nailing

Lower material costs than traditional wood

Faster to apply than traditional wood

Closely duplicates wood in initial appearance

Consumer reluctance, due to bad publicity, high profile failures

Susceptible to swelling and buckling, especially around nail heads

Manufaclurers pulling out ol certain markets

General consumer uncertainty about future of the product

Burns easily, susceptible to termites, high maintenance

Can warp, peel, crack, split or rot il improperly mainlainec

Lower malerial cosls than traditional wood

Faster to apply than traditional wood

Closely duplicates wood in initial appeanance

Swelling and delamination are problems ,, r,

Consumer resistance due to high maintenance, reputation

Limited number of profiles

Long-tenn performance is questionable

' Bums easily, susceptible to termites

Can warp, peel, crack, split or rot if improperly maintained

Light weight, fire resistant, long-term warranty

Low maintenance, impervious to termites

Relatively low cost, easy to handle and install

Will not split, chip, peel or rot

Closely duplicates wood in appearance

. Fire*esistant

.

lmpeMous to termites

Will not buckle or warp if properly installed

Long-tem wananty

Closely replicates appearance of wood

New products offer deep, detailed linish

Lowest maintenance requirement

Light weight, easy and less expensive to install

lmpervious lo termites, long{erm warranty

. Will not rusl, rot, peel or blister

. Lowest cost per square of material

lndustry certification program

Susceptible to dents and scratches

Lack of a warm, natural appearance

Heavy and difiicult to handle, requires extensive painting

. Cutting creates considerable dust, and requires diamondtipped saw blades, which must be frequently replaced

Very britUe, even when dry, and lurther weakened if it gets wet

Problems with freezing and thawing cycles

Higher labor, applicalion and finishing costs

Will melt at very high temperalures

Heat and cold atfect impact resistance

"Oil-canning" possible if improperly installed

Gomposite Profiles Trends in composite and plastic decking

FlaHE recent. meteoric rise of composite and plastic deckI ing can be traeed to a convergence of fhctors-consumers' pref'erences for higher quality and lower maintenance, product improvements. the hysteria over pressure treated wood, the growth of the overall deck market.

Now, with the phase-out of CCA treated decking, are plastics and composites braced for an even higher surge? Or, will the arrival of new manufacturers result in oversupply, depressed prices and eventual consolidation'?

We asked some of the largest composite and plastic deck manufacturers where the industry is headed.

Rob Long (LP Corp.lWcutherBest composite)

"Demand has been very strong for composite wclod decking over the last few years. Production has grown commensurately by both additional capacity and increased etficiencies at established manutacturers and the entrance by new manuf-acturers. We see it growing about l5qo per year over the next few years."

Ludwig Furtner (WeyerhaeuserlChoiceDek composite)

"Market demand for Weyerhaeuser ChoiceDek products has grown significantly over the last couple of years. Consumers, d-i-y customers, professional deck builders, and repair and remodel contractors are embracing composite decking products based on increased advertising and on a track record of good performance tbr our products. We expect sales to continue to grow at the same rate as the last couple of years, if not stronger."

Kevin Brennan (T i nbcrTechl contposite )

"You had the explosion in '98, '99, 2000, and then you had 4 zillion competitors get into it. We had a good year. The industry is growing aI l5c/o to 25a/o, and we expect to exceed that rate."

Samantha B. Goes ( Nc.tv'rxttl I ntlu.stries Ltd.l compttsite )

"ln the last year there has been a huge increase in the demand fbr composites. We attribute this partially to the increased exposure of composites in the marketplace, as well as the acceptance of the benefits of composites at all levels of distribution. With this increase in demand, however, has also come an increase in competition. Many new players have entered the market within the last two years.

r How has recent demand and production of composite/plastic decking been? What do you anticipate. particularly in the short term?

"Demand has been excellent. As composite decking has grown so has the consumers expectation for a better looking product and that's where we come in. It's been a lot of fun and hard work. Our business has been very strong and we expect it to get even better. We expect to be able to satisfy the rapidly growing demand."

"We expect demand fbr Evergrain decking to grow dramatically over the next five years, in part because of the success of the category but in a larger sense because of the product's diffbrentiation from other composites. Our compression molding technology allows us to achieve new levels of realism, detail and quality."

John

"Demand is growing dramatically. We began with two extrusion lines in year 2000 and are now installing lines eight and nine. Our lead time in the early spring was extended to l0 weeks. We expect 2003 to be a breakout year and anticipate doubling ow 200.2 revenues."

"In the short term, we expect that the increased demand is going to allow for many new players. States that have not been exposed to composites in great volumes are going to be introduced to many more manufacturers than were in the market even as few as two years ago, with a wide range of product otferings. The huge increase in demand has obvious implications for an increase in production, and many composite manufacturers are feeling the effects of this rapid growth.

"ln the longer term, we expect this already growing demand for alternative products to increase exponentially, triggered by CCA restrictions and the growing concern for the hazards posed by some chemically treated lumber."

Maureen Murray (Trexl composite)

"Demand for Trex decking and railing has been very strong. (Third quarter 2002 revenue rose 66Va to $49.5 million, with net income tp 197o to $6.1 million.) You can extrapolate that the category has done well, largely based on Trex decking and railing having an estimated 55-6OVo market share. The alternative decking market (composites and plastic products) has an estimated 6-8Vo of the entire decking market. Although it is difficult to predict growth

Mark Shaner ( Epochl Et'ergrain t:omposite )

Long ( Kadant CompositeslGeodeck composite)

rates of alternative lumber sale s. it appears the industry will at least continue its 25-30% histurical growth."

Dick Gauthier ( Ll ttit'ersuI F orast ProtluttsI EvcrX contposite )

"Demand for composite decking is estilnated to be $,180 million fbr 2002. The expected growth will bc slightly less than 20% next year about $570 million for 2003. An annual growth rate of about lSolc is expected through 2006. We estimate demand to be $900 million by 2006."

Martin Grohman (Correct Buitdin,q ProtluctslCorret tDeck ctmposite)

"As a small manufacturer, we were warned that the big companies like CertainTeed and LP were goin-e to come in a turn this into a commodity. We haven't seen that at all. The products are getting better. People are looking fbr more bang firr their buck."

John Pruett ( C c r ta i n'I' c e tl I B rn r clv' a I k c o ntp o s i te. Et e rN ev' and Bufttcch vittt'l)

"The overall decking nrarket has been growing slightly; the composite decking market is growing exponentially. Boardwalk's sales doubled in the last year."

Lynn Goode ( M i k t' r t tr I t ul u.s t t' c s I v i n -,I )

"l see that the demand will just continue to skyrocket. From 1997 to 2001. the overall decking industry grew at about 8% per year. During tht: same period, alternative decking grew at 857c to 95c/c a year. There's been a huge shift in marketshare-and that was prior to the CCA issue. Alternative decking now has its foothold. ln 1997, it had Iess than 57c of the overall decking market. Within the next firur to five years, I wouldn't be surprised if it had 4O-50Vo.

"The rnotivator of the growth has been the consumer, who is concerned about maintenance issues. About 637o of decks are rnade from pressure treated southern pine; it's cheap and it's abundant, but it warps and checks."

John Robinson (The Plastic Lumber Co.lptastic')

"Despite a softening economy in the third and fourth quarters, demand was off projections but still strong. Plastic lumber decking boards posted a 157o gain over the past year, as consumers and contractors became more comfortable with the product. We anticipate a surge in demand, barring a war with Iraq. We feel many consumers have been cautious about making significant expenditures for the past two seasons, and there is pent-up demand."

Mike Moseby (RP M ID uraB ord plastic )

"Demand and production have been increasing at a rate of approximately 5OVo per year. Our growth in DuraBord plastic lumber is expected to expand by approximately 15/20 times for 2003 and double that in 2004. We are just getting ready to bring on a second line in 2003. Our emphasis in the past was to sell to local retail lumber yards, deck builders and the general public via the Internet. Our current plan is to sell our plastic lumber products via wholesale distribution in the Western states."

Rick Wier (Kroy Building Productslvinyl)

"Decking in general is expanding about 77o annually; however, alternative products to wood are growing over 25Vo. About 900,000-plus new decks were constructed this year, and almost 3.5 million replacement projects were undertaken in 2002. Replacement decks are 207o larger than the original deck. Composite or alternative deck material is expected to grow well into the double digits as far out as the research projects project. Through 2006, the growth is expected to continue in the 257o range."

"Demand fbr plastic/cornposite decking has been steadily growing. with the marketplace becoming more aware of, and more comfortable with. these materials. Production definitely appears to be increasing, tiom what our competitors have advertised. We anticipate the same growth through 2003 as was in 2002. Market share will continue to be taken by plastics and composites, but the overall decking market will remain steady."

Derek Morin (CPIlEon plastic)

"Our 2001 sales were $14 million, 2002 sales were $20 rnillion, and in 2003 we budseted for $30 million."

=--..,q --'1"'

r How much of an effect has the phase-out of CCA treated products had on plastic/composite decking demand and production, and what do you see happening when the CCA ban hits in 2004?

Goes (Nexwood)

"With the phasing out of CCA, we expect to see a variety of altemative treating methods that may or may not perform as well as CCA. As a result, homeowners are going to be looking tbr decking alternatives that outlast traditional Iumber, and new treating methods. By 2004 we think that dealers and deckbuilders who haven't been exposed to composite decking products are going to find themselves scrambling for an alternative to treated lumber."

Brennan (TimberTec'h)

"The effect it's had is making people investigate other options. A lot of yards are still selling CCA, and it sounds like many will until the last minute. We didn't see much effect in 2002,but expect to in '03 and especially in'04."

Gauthier (UFPI)

"The robust sales growth in composites began long before any perceived safety concerns occured regarding CCA, so we don't see the CCA ban as a significant driver of composite sales. Demand for CCA is still high, and we predict will remain strong for its successor preservatives in 2004. Since the new chemicals will drive up treated lumber costs by anywhere from l5-25%o, however, that may help steer some consumers-for whom price is the primary decision driver-toward composites."

Furtner (W ey er hae us er )

"It is very difficult to quantify the impact of the treated lumber situation on composite decking, especially when ChoiceDek sales growth is as strong as we have seen recently. I feel that the confusion that generally accompanies the phase out of CCA combined with the uncertainty

Dave Stamm en (

about the cost and reliability of alternative treated products will very likely result in additional growth in the sales of composites. The new treated products are more expensive than those being replaced. The cost differential between treated and composites is lessening."

Long(Kadant)

"Certainly the phase-out from a public awareness point of view will give us some additional opportunity, but, keep in mind that all of the treaters are converting to other chemicals, so they will still be around and will continue to hold market share in the deckine arena."

Shaner (Epoch)

"In part, it depends on who you listen to. There is general agreement that, as the price gap closes, more people will switch to composites. Price is important, but it is too simple an excuse for not converting sales from wood to composites. There is another dynamic involved and it's fundamental. Face it, Americans have never been afraid of paying more for quality. But how America defines quality is a question we, as an industry, need to ask. The stakes are higher than a few years ago. Today, low maintenance and high performance is what gets you into the game not price."

Fred Costello ( Fiber Compositesl F iberon composite )

"Difficult to measure. It can only strengthen the trend toward wood substitutes over time."

Long(LP)

"It will have a significant effect. Consumers and municipalities are already concerned about the potential environmental and health effects of CCA treated lumber and are seeking alternatives. And while there are alternative treated wood products they are more expensive than CCA treated wood. This drives the price of the wood products higher and closer to composite wood."

Grohman (CorrectDeck)

"Pressure treated wood is the 800-pound gorilla. Yet, CCA treatment is rot preventive. It doesn't do anything to warping, cupping or checking. In l0 years-or less-it's time for a CorrectDeck."

Murray (Trer)

"Many lumber distributors and dealers have already begun to offer alternatives to CCA-treated lumber, in anticipation of the ban. We think that the phase-out of CCA has caused many contractors and homeowners to consider alternatives. Anecdotally, we've seen more of our TrexPro contractors doing remediation, also known as 'tear-offs."'

Pruett (CertainTeed)

"The ban of CCA has only accelerated the acceptance and growth of wood plastic composite decking. And, it's helped support our price point because ACQ and other alternatives are l07o to 20Vo more expensive."

Morin (CP1)

"Some of the players are making a big deal out of it, but ours is a premium product that's less likely to compete with pressure treated wood. We're another upsell on composite decking. Certainly, the change will positively affect (plastic deckiag) deman4 but treated wood still has to be used for the understructure."

I :, l$f*mmen (Dayton)

this point, we have not seen a dramatic qpqwing

''tolthe CCA ban. [t allows for big poinit,''it:l.'fitt t

is stil being used more than we qq!id.p

Wier (Kroy)

"There are a couple of things going on here. CCA has been very good for composites, particularly in marine applications. Surface deck board is on the rise because of this. Everyone is scrambling right now to come up with a load bearing composite piling and substructure for the remainder of the deck system. Most thought the answer was ACQ, however, ACQ may attack galvanized hangers on docks, requiring the use of expensive stainless steel hangers. Nobody has the perfect answer...yet! Kroy is actively on the hunt for the right combination of products. So are others. When the products are identified the market for marine and other EPA effected areas is so big, I'm not sure we can measure the size of the market."

Goode (Mikron)

"Absolutely it has had an effect, but not a striking effect. It's the perception; building material companies are staking their claim to fame by advertising their eco-friendliness. Dunn Lumber in the Seattle area has done a great job spreading the word and creating a captive market. The CCA ban will add to the momentum."

Robinson (Ptastic Lumber Co.)

"We expected the CCA backlash to hit last season, but it had little effect. We expect to feel it strongly this season, as the media begin to track the story more and awareness grows."

Moseby (DuraBord)

"We feel that this will help the sales of plastic lumber and composite lumber. Treated lumber accounts for 85Vo of the decking market, with cedar/redwood 10Vo and plastic/ composite 5Vo. We expect plastic/composite products will grow 50Vo per year. We also feel that plastic products will grow at a faster growth rate than composites as the endusers becomes more educated to the advantages of plastic."

',].

worked with pressure tr€aters?

Long(Kadant) o'We cufrently distribute Geodeck through four different treating companies in nine different locations, throughout the U.S. Their sales are growing at the $q&e pace as our forest product and building material whole$dg,8t:?,,'.,,,;.,,,,',',';,,,,:,,1.,,,:,,

Gauthier (UFPI)

"Many pressure treaters see m@t,, ',. l oS u*ut ., ,,,,'1t,,t,.,:l,:l:,,,11,::,,::,:llllli:,lll:llllll:ll,llill,llllllll,l..

and have chosen to embrace, rather than fight, the evolution in both alternatives technology and consumer tastes. UFPI treats lumber, distributes several brands of composite decking and manufactures its own brand."

Moseby (DuraBord)

"I have had numerous talks with treaters, and they have shown interest in our products. There is a lot of confusion as more composite manufacturers come on line so it will be a learning process for some of them to understand the differences between the various composite lumber products and plastic lumber products."

Brennan (TimberTechl

"Yes, we have been working with treaters for several years. I think they saw composites eroding into their business and also a way to make more margin than with wood."

Furtner (Weyerhaeuser )

"We supply a lot of lumber products to treaters. It makes complete sense that treaters may want to supply composite decking with their treated lumber products. Remember, composite decking products still use treated or other decay resistant framing forjoists, girders, and posts."

Goes (Nexwood)

"Nexwood has not worked with pressure treating com: panies. We try to focus on a clean distribution channel to dealers/lumberyards through wholesalers/distributors."

Shaner (Epoch)

"No we haven't, though we have had conversations with several over the past few

Murray (fr-exi

"As more and more consumers recognize the benefits of alternatives to wood for their decking needs, it is natural that more businesses will take notice and try to supply that need. Since tlte combination of a pressure treated framing system and alternative decking surface and railing makes an ideal deck, it is not surprising that wood treaters are distributing the complete package. Trex is not currently distributed through any fteaters.

Wier (Kroy)

"Yes, many wood treaters are beginning to stock alternative products to wood. More for their own long-term preservation as wood becomes less desirable over the next l0 years. It will be a huge conversion. Kroy has not worked with pressure treaters, however we have been approached by very IXge deck and dock builders who are the treaters' direct customers."

Long(LP)

"We have not."

lCosteilo (Fiber Composites) ,,:.,,:;,.1:;.,,,1;;. 't'

"New, late entry manufacturers find that traditional lumber and building materials distributors are already carrying at least one composite and are not available to them. Treaters, who are losing market share to composites, are the only viable distribution channel remainiig to these smaller manufacturers beeause of theii ability to topJoad regular deliveries to the retail yards."

do so much business with Home Depot, they like that we are distributed through sonre of the largest pressurg treaters::Sreat Southern, Rocky Top, MacFadand Cascade-because they're at the stores all the time."

Stammen (Dayton)

"We have not worked with pressure treaters; however, we have seen the same with the larger lumber dis,tfibdtors opening their doors to plastic/composites."

Robinson (Plastic Lumber Co.)

"We are a regional decking manufacturer and focusrolt small distributors that can sell the added value of plastic as well as educate homeownerq, and gont S on pioper installation. We have not devel$pd a relationShip with any pressure treaters."

at your company?

Murray (Trey' ,:,,r,:1,,,,,,r, ':rri::t:i:'. r' :r'rl

"Last ye.qr, Trex ,changed its product nar_ae to Trer.'.:,, Decking and Railing, to emphasize its ful Lng,of,railin$,1,;, components. This railing component line continues to expand in20F'3, with sc*er€l new idi g producti:rdr6o*t at the International Buikl$$'Show. A thinner balus-ter pro- ' file will be inroduced in all five Trex colors. And, a beauti: fully crafted. new style of chamfered handrail, along with a pyramid-style post cap and. arFost ski$to:1fitish:O$ttg,'bace,' of the railpost will be o&iM.,,in Zml;,,In'eOOZ, , a deep lan color that lightms only slightly, was added.'ll LoiESraaantl ...,,,,rll;trr::t,rt:'.'.,,

"We are adding several r-q lfup docg{1to the,Geti line, including a decorative pstrlliap and,$,@, as well as a fascia,board and st$ter frim pieee for our T&G deckirr$il , ,'., Grohrnan (CorrectDeck)

"\Me have introduced the CorreglQech.&i!*ure Series, a 'groove-and-groovei,deck badid that f*rfires a hidtlert fastener:gyetenr and a,]guick, easyiastallation method.'l,,,,,:;;:;,,.:

Brennan (TimberTech)

"We just introducqd a deeoraiive rail,lgtsiem, ihe; Ornamental Railing S , in '$ l',and 8-ft. kits, in fow colors-qq{d, gray, ieil.wood and natural."

,Fu*ner (Wiyerhaeuser)

..;.111.1;,.... ,, ',' ll,l.,.

o'We just introduced the new ChoiceDek,lrtrlxorative. Handrail line,,of products Our handrail has been'fully test-

(Please turn to page 28)

A new twist tropical har

D Y NOW. most of us have heard of L)the virtues of tropical hardwood decking-incredibly hard ip6 from Brazil... durable dark red meranti from Southeast Asia... color consistent cambara from Brazil...

The world's tropical forests are full of thousands of different species of trees. There are over 60 different meranti or Philippine mahogany species alone, mostly inthe Shorea genus. In a typical section of Brazilian rainforest, there are over l0 high density

hardwood species, and another 20 low density species, only some of which have commercial value.

Remember that tropical logging is done on a selective basis, as mandated by the governments of Brazll, Bolivia, Paraguay, Indonesia and Malaysia. The trend lately has been to log as many species as possible to minimize the area over which harvesting is done, and to maximize the yield from the forest. Because of the selective harvesting, smaller trees are left standing and mature seed trees are left in place. The same section of forest can then be cut again in the next logging cycle in 40 to 60 years.

One of the latest products on the scene is TigerDeck, a naturally durable wood from Brazil with incredible color and grain characteristics. TigerDeck is available exclusively from Timberlake Trading, Ridgefield, Wa. According to Timberlake president Bob Hafner, "We performed extensive studies for many species from both Africa and South America, and TigerWood proved itself as one of the most weather resistant and beautiful species. The reception in the market has been incredible."

HARDWOOD decks of choice include (clockwise from below) ip6, Brazilian redwood, cambara and kayu batu.

Another recent entry is Brazilian redwood, an extremely dense and naturally durable wood. Brazilian redwood is manufactured at OregonCanadian Forest Products' facility in South Carolina.

One of the hardest and most durable species available, "Brazilian redwood has the look of clear all heart California redwood and the durability of ip6," says v.p. Mike Holm.

Indonesia and Malaysia have shipped numerous varieties of meranti into the U.S. for over 50 years. One of the balau species, marketed as batu or Kayu Batu, has risen to the top as a premier decking species from Southeast Asia.

According to Steve Wilson, Kayu International, West Linn, Or.: "We are still having good success with our dark red meranti bukit, or hill meranti, but clearly batu has the best mix of characteristics of any decking material, including composites. The density and durability of our batu is closer to ip6 than dark red meranti, but the beauty is closer to the mahogany look, dark red and uniform. Maybe best of all, batu is as close to a maintenancefree decking material as there is."

New England has always been the hottest area of the country for both meranti and more recently for cambara. And now the rest of the country is beginning to catch on.

According to Steve Getsiv, hardwood manager for Oregon-Canadian, North Plains, Or.: "Cambara is a beautiful product. [t's got consistent color, good durability, competitive pricing and a strong supply."

BRAZILIAN BOMBSHELL: New TioerDeck.

Bgttei Mepthabitity attows fpr a' f as{Br cycle $mq wh,1ch turnq into bigger , profits forryou, TecfiShield',is the one rddiant bafrier. sheithing thbt f eatuGs tiriy patentbd incisi6ns in th6 ahiminrim ttpt utto* it'e ivooq to fnorir culcklr, re,leas'e moistrire. That means lbssl,

qpportunity for wogd rot an{ fer,ver callbaeks, fndrTechShield sheathing is an energy saving upgrade thatcon3umers are willirl! to,payfor. {n fa'ct, you Won't find any diffbrerrce ' betwben 'stanbard stre'atnirig u'io re.nSl'i.ld shdathlng uritil after it's installed. That's when you'll feel your profits heat up while your customers stay cool - with energy savings for cooling of up to 200/0. All you need is TechShield radiant barrier sheathing. So ask for TechShield sheathing by name, and stop wasting your energy.

THE most successful businesses

I- regularly review the quality of their professional relationships.

"But this is so obvious," people say. "We understand what we have to do to be successful." Even though the basics may be obvious, how many of us are 1007o successful? Are you reviewing the basics to ensure your success?

Let's see if your business is sweating the basics. If you purchase products for your business, it's a good idea to regularly review the quality of the relationships with your suppliers, making certain that they are closely aligned to your needs. In the quest for more business, you need to state the obvious to your vendors, telling them specifically what you expect from them. It doesn't hurt to emphasize how you plan on measuring their performance. This means that you should be having regular conversations with your vendors about the basics-are they meeting your requirements and making you happy?

Here is a basic seven-point measuring tool for evaluating a supplier's performance:

1. Quality products. This is a top priority and is the most important component. "Well, that's obvious," many of you will say. However, are we consistently obtaining this objective? If the goods you've purchased break or don't live up to your expectations, you are likely to disappoint your customers or your co-workers. So, you must review the quality of the merchandise your vendors are shipping to you.

2. Ott-ti-e delivery. Vendors must deliver exactly when you need it

ls there o rn youl ply chqin?

By Merrill Lehrer

or your business will suffer. On-time delivery needs to be clearly spelled out to suppliers. Vendors need to be told precisely when the goods are required: before the date, exactly on that day, or within a window of days afterwards.

Although on-time delivery is basic and obvious, you should periodically review that everyone involved understands these specifications.

3. Competitive prices. We live in a competitive world, and someone is always undercutting the market's prices. Competitive prices don't mean that vendors are always giving you the lowest price (although that would be nice), but they are reasonable. More experienced purchasers understand that price isn't the only determining factor. Cheap is cheap, and quality doesn't come at the lowest price.

4. Co--unication. You need suppliers that communicate with you. If you require parts or products, and have very specific needs, you need a supplier that can understand that.

So many problems in the world today are tied to bad communication. We're all sending out signals, like FM radio stations, expecting others to have the proper equipment to receive our messages. However, sometimes we utilize unclear language or the message gets garbled along the way. There's lots of static in the air. Communication is critical to your success with suppliers.

5. Ne*, cutting edge products. The best suppliers are energizing and reinventing their goods on a regular basis. If you're dealing with a supplier whose goods that are becoming

stale, how long before you'll want to end that relationship? Great suppliers reinvent themselves and their products frequently, letting you know that they are always supplying you goods that are the best design and most current in the marketplace.

Suppliers that are the industry's experts are constantly researching their customer's needs and adapting their products to meet these needs. Buying goods from the best suppliers helps to make your business stronger.

6. Profitability. If you can't make a decent profit because your suppliers are overcharging you, obviously you won't be buying from them forever (unless you want to go out of business). Challenge your vendors to help you stay profitable. The best suppliers have an appreciation for their accounts and negotiate winning deals to keep the business.

Profitability goes both ways, however. If you hammer your suppliers into the ground, demanding lower prices, ultimately they won't be profitable either. Who are we going to buy merchandise from if we kill all our suppliers?

7. Integrity. Yes, that's a critical component, too. Integrity is a wholesome word, implying honesty, honor, truthfulness, and reliability. If you're buying merchandise from a supplier that provides quality goods at reasonable prices; delivers them when you want them; provides quality service; knows how to communicate with you, and creates innovative, new products-that is great. If they do all that and they have integrity, that is outstanding. Then, you have picked a fine business partner.

Hopefully, all seven basics are focal points of your businesses. Yet, there's another factor that creeps into this discussion: reality. We may all understand the basics, but it often requires a superhuman effort to enact them. In the real world, each of us is faced with intense workloads and priorities that shift on a daily, or hourly, basis. However, the best organizations never lose site of the basicsthey're imprinted on their walls, engraved in their minds, and reinforced during every company-wide meeting.

- Merrill Lehrer is the author o/Retail Detailed: Secrets to Selling Retail Chain Stores and a speaker specializing in manufacturing, sales and retail consulting; www. re tail- samur ai- sale s.c om.

l:fftf:ff

Kerr Ace Hardware Building Cente r, Brookings,,,Or., recently completed a $1.5 million store remodeling

Builder's Hardware, Buellton, Ca., is seeking approval from the local planning commission to add a 40,000-sq. ft. building on 6.76 acres; the facility would include 6,000 sq. ft. for offices and 34,000 sq. ft. of warehouse space

Jones Hardware, Buhl, Id., is the new name of Western Auto ...

Lowe's Cos. unveiled new stores Feb. 7 in Citrus Heights (Sacramento), Ca. (Ron Latta, mgr.); Jan. 24 in Mill Creek, Wa. (Tim King, mgr.), and Jan. l0 in C. Tucson, Az. (Andy Fleetwood, mgr.); Hillsboro, Or. (Kurt Martin, mgr.), and Olympia, Wa, (Vernon Grieves,.mgr.)

Lowe's bigan construction last month on a 163,000-sq. ft. store in McMinnville, Or., for a summer opening and has selected a site in Fontana, Ca. ,..

Home Depot this month opens new home centers in Durango and Saddlerock (Aurora), Co., and an Expo Design Center in Scottsdale, Az. last month, Depot began operating a 750,000 sq. ft. distribution center on 43 acres in Lacey, Wa. (Dennis Hilborn, mgr.)

Home Depot has acquired 50 acres in Stockton, Ca., where it plans to build a 756,000-sq. ft. distribution center, and is looking to build in the East Bench area of Salt I'Lake County, Ut.

Home Depot is still attempting to purchase 13 acres in San Juan Capistrano, Ca., for a new home center despite 69Vo of voters rejecting the proposal on a Nov. 5 ballot initiative the chain will open 200 stores this year and spend $250 million remodeling older locations

The City Paint Store, City Heights (San Diego), Ca., has closed after 63 years in business ...

Truitt & White Lumber Co., Berkeley, Ca., and the San Francisco Bay Area Chapter of the National Association of the Remodeling lndustry recently held their "Tools for Success" business seminars for local builders and contractors...

Wnouslr,:rs/trruncrurEns Building Material Distributors, Galt, Ca., is now manufacturing Furring nails for the stucco industry with plans to include bulk and collated fasteners: BMD will also relocate and expand its packaging machinery to the Galt facility

Braided Accents recently opened its new 12,000-sq. ft. warehouse and office buildine in Hayden, Id.

Crown Planing Mill, Wilmington, Ca., has moved and changed its name to Meridian Forest. Santa Fe Springs, Ca.

C.C. Crow Publications Inc., Portland, Or., has been sold by Frank Vetorino to president Ken Tennefoss...

Caffall Bros. Forest Products, Longview, Or., has installed a new optimized trimmer ...

Hampton Affiliates, Portland, Or., plans a March 3 restart of its Darrington,'Wa., sawmill, down since mid-December to renovate and upgrade equipment ,..

Idaho Timber Corp. hasrelocated to new corporate Hq. in Boise, Id. ...

Weyerhaeuser Co. agreed to sell its Nipigon Multiply hardwood plywood underlayment operation, Ontario, Canada, to Columbia Forest Products, Portland, Or.; Weyerhaeuser's Building Materials Distribution Division will continue

selling and disnibuting the line for Columbia...

Vaagen Bros., Colville, Wa., received word thaf rtear{y 500 citizens attended a'rally in late January in support of saving the company's Republic, Wa., mill which eventually closed at the end of the month (see Jan. p.,23)

Western Sash & Door Co.,Oakland, Ca., is now the exclusive No. Ca. distributor of Marvin's Inte* grity window and doors

Universal Forest Products was named to Forbes magazine's Platinum 400, which honors the 400 best performing U.S. firms ...

Brite Manufacturing Inc. was named as one of Canada's 50 Best Managed Privately Owned Companies by the National Post Anniversaries; Pacific Lumber Inspection Bureau, Federal Way, Wa., 100th ... Jones Lumber Co., Los Angeles, Ca., 80th . Denver Lumber Co., Denver, Co., 80th ... Disdero Lumber Co., Clackamas, Or., 50th Kerr Ace Hardware Building Center, Brookings, Or., 50th ... C&L Lumber & Supply, Ruidoso Downs, N.M., 45th ... Performance Coatings Inc., Ukiah, Ca., 25th ... Filler King Co., Homedale.Id.. 15th ...

Lo uisiuna- Pac ific, P ortland, Or., sold 9,000 acres of timberland near Urania, La., for $6.4 million to Barrs & Glawson Investments, which a month earlier bought 33,000 acres near Oakdale, La., from L-P for $30 million

New Web sites: Medford Moulding Co., White City, Or., www.medfordmoulding.com Veneer Profiles,lnc., White City, www.veneerprofiles.com ...

Housing starts in Dec. (latest figures) rose 5%o to a seasonally adjusted annual rate of 1.835 million single-family starts climbed 4.9Vo to 1.473 million; multi-family climbed to a rate cf 321,000 for 5+ units... permits jumped 8.ZVo to a seasonally adjusted annual rate of 1.88 million . for 2002, housing starts rose 6.4Vo to 1, 704,900 units.

ATESSCO Fine Wood Speciafties

Now Offering FSC Certified Wood! a-' PORTORFORDCEDAR

Kiln Dried Porl Orford Cedor. 45% slronger thon redwood ond equolV decoy resisioni. A lough softwood wilh o unique look ond color. Producis: Decking & Accessories, Siding, Poneling, Pottern, Foscio, Trim, ond limben.

IPE' I{ARDWOOD DECKIIUG

lpe' (pronounced 'eelooy'f is on exotic hordwood lhol is nofurolly resislont lo rot ond decoy, 8 limes horder lhon redwood ond os fire resislont os concrete. Fint quolity, oll heorlwood. Guoronfccd for 25 yeor: wffhoul pretcrvollve lrcolmenf. Greot for upscole decks ond unigue frim opplicoiions. Products: Decking & Components, Porch Flooring, Foscio, Trim ond Timben. Ask oboul our "One Deck At A Time" progrom. NOIV OFFEnrilc PRE-FTN,SHTNG WrlH ME S,VERS Uy PI.US FOR HARD}YOODSI

BRAZITAN HARDWOOD DECKIf, G

Mossorondubo (oko Brozilion Redwood), onother exolic hordwood lhot hos mony of the some mechonicol properties os IPE'. This beoutiful reddish-brown wood resembles oll-heort redwood ond is guoronlced for 25 yccn. This kilndried wood is suitoble for ouldoor ond indoor opplicolions. Producis: Decking & Componenls, T&G, Trim boords ond Pottem

Large selection of deck accessories (balusters, handrails, posts, timbers, fascia, etc.) in inventory for all species ready to complete any commercial or residential project.

- By The Ptee, By The Untt, Or ln Votume -

HARDWOOD FLOORING

Now offering species from oround lhe wodd-Kiln dried, cleor grodes of Brollion Cherry, Southem Chestnuf, Sonlos Mohogony ond Brozilion Wolnut---as well os o rustic Auslrolion Cypress ond o pre-finished Kempos. These exofic hordwoods ore exlremely sloble ond substontiolly horder fhon lheir dornestic counterports. Our solid flooring lines provide superior durobility in high troffic residenliol ond commerciol opplicotions. Smoll orden ore our speciolty!

CEDAR FEIUCE BOARDS

The definitive source for consisteni high quolity fencing ond occessories. #l & #2 grodes, onli-sop stoin treoted, end seoled ond poper wropped for superior yord obility. Products: Fence Boords, Roils & Posts.

Visit our website: www.atesscoinc.com

Or caf f toll free 877-283-7726

7 07 -542-1 24 or tax

7 O7 -542-1 243

Coll for thc ovolloblllly ol FSC Cerllficd Wood!

FSC acreditod .A O miicaron

I \ meansthatrhe

- I I ftre€t is managed

Western Wood Preserving Company prides itself in carrying the right inventory mix of pressure treated and fire retardant treated lumber and plywood for your "just in time" needs.

No quantity is too big or too small! We can do multiple truckloads ilr just a f-ew pieces, whatever your needs may be. Don't carrv moie inventorv than Vou need! Rely on us to be yoirr #1 supplier fiir CCA'and fire retirdant treated wood !

Osmose FirePRO

The most advanced fire protection svstem avarlable for wood. ,Ufe minufacnrre and stock a complete line of common r:se items including dimension lumber, plywood and timbers. Treating service only (TSO) is also available.

Osmose pressure treo.ted CCA

The best fungal decay and termite protection available for wood.We manufacture and stock an extensive inventory of lumber, timbers, and plyarood featuring the Osmose and Osmose Sunwood Brand labels.

P.O. Box l25O l3l3 Zehndet Street. Sumner, WA 98390-0250

(253DE63-8r9r

www.westef nwoodpreservlng.com.

Our people are some of the most experienced in the industry. We are prepared to respoid quickly and friendly with hoiesiy and integrity.

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

ftrnumv

North American Wholesale Lumber Assn. - Feb. 11, regional meetings, Seattle, Wa.; Feb. 13, Portland, Or.; (800) 527-8258.

Los Angeles Hardwood Lumberman's Club - Feb. 13, pool, Diamond Pool & Billiards, Brea, Ca.; (714) 255-1800.

Greenprints 2003 - Feb. 13-15, Atlanta, Ga.; (404) 872-3549.

FrameBuilders 2003 - Feb. 14-15, Orlando, Fl.; (800) 557-6957.

North American Wholesale Lumber Association - Feb. 16-19, management school, Downers Grove, Il.; (800) 527-8258.

Builder Marts of America - Feb. 16-19, spring market, Paris Casino Resort, Las Vegas, Nv.; (864) 281-3633.

Wood Moulding & Millwork Producers Association - Feb. 1922,40rh annual meeting, New Orleans, La.; (800) 550-7889.

Oregon Logging Conference - Feh. 20-22, Lane County Convention Center & Fairgrounds, Eugene, Or.; (541) 686-9191.

Inland Empire Hoo-Hoo Club - Feb.22, ladies night, Rockin' Baja Lobster, Old Town San Diego, Ca.; (619) 224-4161.

Window & Door Manufacturers Association -Feb.22-26,76th annual meeting, Sheraton Bal Harbor, Miami, Fl.; (847) 2995200.

North American Wholesale Lumber Association - Feb. 25, regional meetings, Long Beach, Ca.; Feb. 27, Westin Bayshore Hotel, Vancouver, B.C.; (800) 527-8258.

Wood Build China - Feb. 25-28, Shanghai, China; (503) 2480406.

Green Construction & Ecological Design Conference - Feb. 26-27.Sir Francis Drake Hotel, San Francisco, Ca.; (800) 8828684.

lUlmcn

Hardware Distribution Warehouses, Inc. - March l-2, spring trade mart, Jackson, Ms.; (800) 256-852'7.

Western Wood Products Association - March 1-4, annual meeting, Scottsdale, Az.; (503) 224-3930.

California Licensed Foresters Association - March 6, spring workshop, Hi lton, S acramento, Ca. ; (209) 293 -'l 323.

Lumber Association of California & Nevada - March 6, Second Growth meeting, Buena Park,Ca.; (800) 266-4344.

Mountain States Lumber & Building Material Dealers Associ' ation - March 6-7, expo, Denver Merchandise Mart, Denver, Co.; (800) 365-0919.

International Hardware Fair - March 9-12, The Fairgrounds, Cologne, Germany; (212) 97 4-8835.

DeckExpo - March 12-15, Hilton, Atlanta, Ga., (678) 344-6238.

Los Angeles Hardwood Lumberman's Club - March 13, spring golf, Mountain Meadows Golf Course, Pomona, Ca.; (909) 623-3704.

Lumber Association of California & Nevada - March 13-16, owners seminar, Hyatt Regency Kauai Resort and Spa, Kauai, Hi.; (800) 266-4344.

Ace Hardware Corp. - March 13-17, spring show, Las Vegas, Nv.; (630) 990-7662.

Southern California Material Handling Show - March 18-19, Anaheim Convention Center, Anaheim, Ca.; (800) 548-1407.

Western Building Material Association - March 19, estimating seminar, Grantree Inn, Bozeman, Mt.; (360) 943-1219.

Retiable Distributors Inc. - March 19-22, conference, Embassy Suites Phoenix North, Phoenix, Az.; (847) 918-1177.

Redwood Region Logging Conference - March 20-22, Redwood Empire Fairgrounds, Eureka, Ca.; (70'l) 443-4091.

Wood & Wood Products and Custom Woodworking Business - March 2l-22, woodworking expo & conference, Market Hall, Dallas, Tx.; (888) 903-9663.

Western Wood Products Association will hold a special session on eco-terrorism during Viewpoint 2003, its annual meeting in Scottsdale, Az., March 1-4.

"A Report from the Frontlines of Eco-Terrorism" will feature speakers Cary Cahoon, a special agent at the FBI's office in Portland. Or.: William Elliott, a law enforcement official with the Bureau of Land Management, and Kelly Stoner, executive director of Stop Eco-Violence!

Lumber Association of California & Nevada is headed to the Hyatt Regency, Kauai, Hi., March l3-16 for the annual owners seminar.

Professor Hank Pruden, Golden Gate University of Technical Market Analysis, will share analytical insight into successful investing in the stock market, and Jeffrey Hansler, CSP, will address "You Make It Happen."

Activities include an opening

reception, golf and a sunset sail.

LACN's Second Growth group has enlisted California Redwood Association's Chris Grover to discuss "How Retailers Can Benefit from Redwood Promotion" at its next meeting, March 6 at the Radisson Resort-Knott's Berry Farm, Buena Park, Ca.

Mountain States Lumber & Building Material Dealers Association is staging its annual Products Expo & Building Materials Buying Show March 6-7 at the Denver Merchandise Mart, Denver, Co.

Western Building Material Association will sponsor an estimating workshop Feb. 19 at the Grantree Inn, Bozeman, Mt.

Redwood Region Logging Conference is set for March 20-22 in Eureka, Ca.

National Lumber & Building Material Dealers Association is recruiting members to participate in its Legislative Conference March 3lApril 1 in Washington, D.C.

Among the topics to be discussed with lawmakers are litigation and product liability threats to the industry, permanent estate tax repeal, and OSHA regulatory initiatives.

Builder Partners With Chain

BMC West parent company Building Materials Holding Corp., San Francisco, Ca., has formed WBC Construction, Fort Lauderdale, Fl., a joint venture with a local construction company to contract with residential builders in Florida to produce sitebuilt home exteriors.

The new firm is owned 607o by BMHC and 407o by Willard Brothers Construction, which had $100 million in revenues during fiscal year 2002. I

Redwood

Westem Red

Clear

Redwood Fingerjoint

Westem Red Cedar

Fingerjoint

Timbers, all species Standards pattems .ln-House Milling l-t/rAcre Enclosed Warehouse

.6-Acre Facility

. Douglas Fir

Fingerjoint

DeliveryAvailable Rail Service WHOLESALE

Keith Brown Closes A Yard

Keith Brown Building Materials, Salem, Or., has closed its Oregon City, Or., location, citing loss of business due to a road construction project and the May opening of a nearby Home Depot.

The company made its decision Jan. 10 and shuttered the store, without warning, Jan. 14. Store mgr. Patrick Doody didn't get the news until the day before.

The merchandise was transferred to Keith Brown's 10 other stores in the state. The location was one of 15 Keith Brown acquired from Copeland Lumber three years ago. Copeland still owns the property.

Company officials say sales have been consistent the past two years and have no immediate plans to close additional stores.

Ace Chooses Site For Cal DC

Ace Hardware Corp. has selected a site near Sacramento, Ca., for its new regional distribution center.

The 8O-acre Placer County site features a 627,000-sq. ft. former AT&T building and is two miles from Ace's existing DC in Rocklin, Ca.

PRODUCT LINE

Fir Sanded

Hardelply Okoume

(Available in any combination) Panel 32'

Thickness..... ...1 14", 1 1 132", 1 5132" 19t32",23132",31132"

Grade..............AC, AA, AB, BB

5x9,

Full thickness available &f

in any combination)

Thickness..... ...1 I4", 318", 1 12" 418".314". 1" Grade..............AA, AB, BB

Medium Density Overlay

(facility), which opened in 1989, has been operating at maximum capacity for some time," said Ace's Dave Myer. "Building a new and significantly larger facility is critical for Ace to respond to growing sales."

The hardware cooperative plans to retrofit the existing building with a larger space that will encompass I million sq. ft. and represent Ace's second largest DC in size and volume in the country.

The DC will support an estimated 350 stores in California and Nevada. The facility is expected to be operational by 2004.

When completed, the DC is expected to house nearly $40 million in inventory.

Ace currently has 15 regional DCs in the U.S.

Stimson Buys Trask River Mill

TreeSource Industries. Tumwater. Wa., has sold its Trask River stud mill in Tillamook. Or.. to Stimson Lumber Co.. Portland. Or.

The facility, renamed Stimson Lumber Tillamook, began operating under new ownership January 6.

Weeks before, Stimson closed its Libby, Mt., plywood mill. Yet, about

Douglas Fir Siding

3

Structural

300 employees continue trying to purchase the facility. A buyout is estimated at $8 million to $10 million. The mill's future may hinge on its ability to secure timber from the Kootenai National Forest, which is the target of environmentalist lawsuits.

Depot Expands Enviro Policy

Home Depot has vowed to purchase wood products only from suppliers committed to environmentally friendly harvesting practices.

The move expands on the chain's intention, announced in 1999, to stop selling wood from "endangered forests."

Since then, Depot has increased the amount of certified wood it buys and decreased sales of lumber from areas with questionable forestry practices. In 1999, Depot had five Forest Stewardship Council-certified vendors; it now deals with 40.

In addition, nearly all ofthe cedar it now buys comes from second-and third-growth forests and it has reduced its Indonesian lauan purchases by 70Vo.

Each year, Depot sells about $5 billion of wood products-97o of its annual revenues.

Specialty Applications

"Ace's 478,000-sq. ft. Rocklin

CURVED staircases help sell homes faster-and lor a higher price.

Steer Builders To Curved Stairs

How can dealers increase their own profits while helping their builder customers speed up sales, reduce home inventory and increase a home's sales price? According to Staircase & Millwork Co., the solution may be a curved, flared. or spiral staircase.

The company has been concentrating on curved staircases to satisfy dealers, builders and homeowners. According to Les Allegood, v.p. of Staircase & Millwork, "Many of our customers have found that their home value is enhanced by a curved staircase. It brings a new level of luxury to the entrance of the home, the first impression of the most important purchase of most people's lives."

Says Jeff Thomas, co-owner, Profile Signature Homes, Duluth, Ga.: "A curved staircase helps us differentiate our homes in the marketplace."

Ed Levin, president, Design Construction by Craftmaster, Atlanta, Ga., says, "The ambience of a curved staircase raises the perception of market value in the customer's mind. Most of our homes are custom contracts; the client and the architect have designed circular stairs into the plan."

Dealers can enjoy the high margins curved staircases provide by showing builders how the products can improve the profitability of their business. A builder wants to build a home and sell it as quickly as possible. Because of the financing costs, it costs the builder money every day a home is in construction and during its time on the market. By outsourcing the staircase, the builder is able to build the home faster because of our precision manufacturing process.

Builders also discover that homes with a curved staircase sell more rapidly because of the luxury appeal and elegance that high end customers desire. Quick building time combined with a faster selling process adds to the builder's bottom line.

"Reducing our carrying cost is very important," emphasizes Thomas, "and often a curved staircase can help sell a home faster."

Performance you can measure.

LP's Gang-Lam laminated veneer lumber is a vast improvement over solid wood beams. Problems that naturally occur as solid sawn lumber dries - twisting, splitting, checking, crowning and warping - are greatly reduced. And pound for pound, Gang-Lam LVL has more loadcarrying capacity than solid sawn lumber. The result: a building material that is more reliable, more useable and higher-performing than traditional lumber. Plus, unlike anything available with traditional lumber, Gang-Lam LVL is backed by LP's limited lifetime warranty. For more information on LP Gang-Lam LVL, including component design review services for your designs using LP Engineered Wood Products, contact 1.8fi).999.9105 or visit the LP web site at www.lpcorp.com.

Composite And Plastic Deck Trends

(Continued from page I 3 )

ed and will be included in the next release of our National Evaluation Report. The system includes all of the components necessary to build multiple styles of handrails as well as the framing connections to ensure that it is built to meet requirements. We will introduce some very exciting additions to the ChoiceDek line later this year. Colored decking products are in the early stages of field testing. A new line of decking called ChoiceDek Performance Plus is now available in eastern Canada."

Shaner (Epoch)

"We've expanded the sales force to service our growing business. We're adding new sleek railing designs."

Goes (Nexwood)

"We started to manufacture all our products in three new colors in 2001. These colors (sequoia red, sierra brown and driftwood gray) are being introduced slowly throughout the U.S. and by the end of 2003 will be able to be ordered in most of the territories in which Nexwood is sold. In the same manner, Nexwood manufactures a tongue-and-groove profile that is very popular in the East and is slowly being introduced to other parts of the U.S."

Pruett (CertainTeed)

"New in 2003 are a post cap and a post base ring. We'll introduce decorative accessories in March. The post cap will be moulded not milled to bring the cost down and provide consistent aesthetics. We added a new tan color to our decking January 1."

Long(LP)

"ln2002 we introduced decking and railing in three colors: Pacific cedar, western redwood and driftwood gray. Coloring adds cost, but consumers have shown that the premium appearance is well worth the price. We have also introduced WeatherBest Crystal White Railing, a premium wood composite railing system with an integral co-extruded white PVC capstock. The system includes top and bottom rails, stair handrail, balusters and a 4x4 post sleeve."

Morin /CP1)

"We are test-marketing a new fencing product. The main advantage is its light weight."

Wier (Kroy)

"We just completed speqding $4 million on a composite line in our Fair Bluff facility to produce composite deck, rail and other materials. We will have some major product announcements in this arena, the first quarter of 2003."

Robinson (Plastic Lumber Co.)

"This coming season we will market two styles of railing. We are also branding our product 'Leisure Deck' and putting on a bigger marketing push."

Moseby (DuraBord)

"We are working on expanding our sales to wholesale distribution and manufacturers in the future."

Stammen (Dayton)

"Dayton Technologies has developed a new vinyl deck and rail program targeted to the two-step and one-step distributors. This vinyl plank will have two different colors on the same plank, allowing for reduced inventory at the dis-

Fit Most

tributor's site, and installation similar to that of wood products. It will be marketed under the name Dual-Deck. At the same time, we are near completion of releasing a composite profile, which will complement our vinyl program."

Jerry's Opens Sister Store

Jerry's Home Improvement Center, Eugene, Or., has added a 140,000sq. ft. store in Springfield, Or.

The store cost $15 million and features a covered one-acre lumberyard.

Dennis Orem, owner, said that although the Springfield store is smaller than the main Eugene location, it was designed to create more displays for doors, windows, kitchens, bathtubs and other building projects.

"Bigger is not always better," said Orem. "It's providing the best shopping experience for the customer so they have an easier time finding things."

Nate Meyer was promoted from assistant store mgr. in Eugene to store mgr. of the Springfield location.

Founded in 1961, Jerry's had been one of the largest single-store home improvement retailers in the nation.

U.S.o Canada Creep Closer On Softwood Dispute

B.C. forests minister Mike de Jong said the recent U.S. proposal to end the softwood dispute could be a basis to restart negotiations.

The U.S. Commerce Department recently called for a "fundamental change" in the way provinces allocate raw timber to companies.

The U.S. suggested that Canada emulate its more market-driven logauction practices. The proposal also called for putting Canadian timber marketing under U.S. monitoring.

As part of the thaw, B.C. forest industry executives, including Canfor

Corp. president and c.e.o. David Emerson, went to Washington in late January to speak with Commerce Department officials.

"I continue to believe there's the potential for a win-win here," said Emerson. "To deal with both the long-term kind of resolution of the trade issues and the long-term resolution of B.C. forest policy."

Despite their optimism, others in Canada feel the U.S. proposal is completely one-sided.

Forestry consultant Russell Taylor said the U.S. plan is based strictly on

economic theory and has no relation to business reality.

Taylor agreed that, "Canada has a competitive advantage in the way it prices timber," but emphasized that "it's not a subsidy."

As part of a possible prelude to talks, de Jong has proposed that Canada collect a softwood export tax as a temporary replacement for the 2J7o countervailing duties imposed by the U.S. last spring.

Many in the Canadian industry feel that the U.S.'s recent interest in ending the dispute is a direct result of the suffering of U.S. producers.

"The American producers," said de Jong. "Didn't anticipate the way that British Columbia in particular was going to respond."

Also weighing in with a solution was a consortium of American and Canadian labor unions.

Labor has proposed that each Canadian province have the freedom to make changes to its timber policy, so long as there is a mandatory graduated Canadian federal export tax in place of U.S. duties.

Another alternative is to create a voluntary provincial timber fee that would have the effect of a tax.

Labor leaders say these proposals will allow provinces to keep some independence on local timber issues, while still allowing U.S. and Canadian companies to compete fairly on lumber sales.

The final U.S. position is expected to be ready some time this month. Both sides anticipate a period of feedback to follow and then hopefully negotiations.

Depot Scam Trio In Court

Three Irish nationals arrested this summer in San Leandro. Ca.. for allegedly scamming Home Depots across the country (see Aug. p., 32), have pleaded innocent in an Oakland, Ca.. federal court.

John Patrick Hay, 55; Anthony Davenport, 47, and Linda Broderick, 49, are each charged with one count of conspiracy to commit wire fraud. Hay faces six wire-fraud counts.

According to San Leandro police, the trio replaced Depot bar codes with homemade forgeries that rang up items at a significant discount. They then returned the items for the full price, netting themselves a lucrative cash refund.

The accused were scheduled to be back in court in late January.

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Frank A. Stanek, owner and president, R.M. Forest Products, Phase II, Loveland, Co., has retired after 44 years in the industry.

Claude Scott, ex-Wisconsin-California Forest Products, has joined Baskins Forest Products, Redding, Ca.

Amy Lodge, ex-Weyerhaeuser Co., has joined Capital Lumber Co.'s Salt Lake City, Ut., office as account mgr. Dennis Mazorra is a new account mgr. in Healdsburg, Ca.

Cindi Hengstler is the new glulam accounts mgr. at Rosboro Lumber Co., Springfield, Or.

Glen Hamann has been promoted to general mgr. at Huttig Building Products. Phoenix. Az.

John Campbell has retired as chairman of The Pacific Lumber Co., Scotia, Ca.

Tim Hutton, ex-Huttig, is new to the Building Products Division's outside sales staff at Building Material Distributors, Galt, Ca., managing the San Francisco/South Bay sales territory.

Tom F. Gideon has been promoted to v.p.-Western timberlands at Weyerhaeuser Co., Federal Way, Wa. He succeeds Jack P. Taylor Jr., who is retiring after 33 years with the company. Sandy McDade will be the new senior v.p.-Canada, when C. William Gaynor retires later this year. Susan Mersereau is the new v.p.-information technology and chief information officer. She replaces Thomas Ped, who will retire later this year. Paul Perkins has been named v.p.-policy and planning of Canadian operations. Reynold Hert is the new v.p. -Canadian forestlands.

Jeff Squires, ex-Ridgewood Forest Products, is the new sales mgr. for Forest Products Marketing, Oroville. Ca. He will be based out of Woodland. Ca.

Doug Priaulx, ex-Crown Pacific, is new to the trading staff at American International Forest Products, Beaverton. Or.

Dan Dutton, chairman and c.e.o., Stimson Lumber Co., Portland, Or., has been appointed to the board of Universal Forest Products.

Rick Gonzales is store mgr. of the new Home Depot in Hanford, Ca. Markesia Harris is store mgr. of the new Aurora. Co.. location.

George Sleet retired Jan. 31 as v.p. and secretary after 38 with APAThe Engineered Wood Association, Tacoma, Wa. Thomas G. Williamson is now v.p.-quality assurance & technical services.

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Gary Botts and Gina Mikelson, sales, Idaho Cedar Sales, have relocated to Idaho Timber Corp.'s new Boise, Id., Hq. Spencer Lott has been named sales mgr. of sawmill Idaho Timber of Boise, Boise.

Emil Romero is now in mill sales at Rio Grande Forest Products, Espanola, N.M., and Paul Sebesta is in sales at Albuquerque, N.M.

Mark Allred has been named v.p. of finance and corporate controller for Crown Pacific Partners LP, Portland, Or. L. James Weeks is now v.p. of marketing and sales, overseeing the trading and distribution segment and the mill lumber sales department. True Carr has been promoted to v.p., managing the Alliance Lumber segment.

Rosalie Leone, associate director, is overseeing operations of the National Sash & Door Jobbers Association, following the resignation of executive director Linnea Johansson.

Michael Rosen was promoted to senior v.p.-sales & manufacturing for TruServ Corp.

Edward Daly is now v.p.-operations at the Forest Stewardship Council U.S. Dr. Michael Washburn is the new v.p.-forestry and marketing.

Celeste Wiatrak has been promoted to director of audit services at Ace Hardware Corp.

Christle Petrisevac has joined the sales team at Targetti North America, Santa Ana, Ca. Kimberly Nico is a new inside sales associate.

Theresa Tuchman, Roadside Lumber, Agoura Hills, Ca., has been elected to the board of the local Chamber of Commerce.

Marty Graw is now in charge of special events at Mungus Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Crown Pacific Looks For Help

Burdened by its ninth consecutive quarterly loss and $505 million in debt, Crown Pacific Partners LP, Portland, Or., continues seeking a merger partner or buyer for its assets.

Crown Pacific reported a fourthquarter net loss of $12.2 million on revenue of $106.2 million. For the year, the company lost $59.1 million on revenue of $484.2 million. Officials anticipate a $30 million loss in 2003.

Chief financial officer Steven Dietrich confirmed the companv has

discussed the sale of assets with several investors and companies over the last six months. "We are considering a number of things," he said. "Timing is everything. We are not in a position to raise new equity." He called a merger the most likely scenario.

Officials denied local news report suggesting the firm might exit Portland. "Crown Pacific was founded in Portland, we went public while in Portland, and have every intention of maintaining our headquarters in Portland," said Peter W. Stott, president and c.e.o.

Last quarter, Crown Pacific sold its two Inland Tree Farms to pay down $180 million in long-term debt. But the firm doesn't want to sell any more of its 546,000 acres of timberlandparticularly in a low market.

Depot Building No. Ca. DC

Home Depot has acquired 50 acres in Lathrop, Ca., to build a 756,000-sq. ft. distribution center, which will be expandable to 1 million sq. ft.

The new DC will serve 70 Home Depot stores in Northern California.

The site is near a 23-acre.96.000sq.ft. trucking transfer facility recently opened by the chain.

Dealers Use Special Events Sell EWP

Retailers and distributors who want to promote engineered wood to their customers are getting assistance from suppliers who subsidize builder barbecues, golf outings, in-store trade shows, and other special events.

Vendors are often willing to help dealers with a variety of support programs, including engineering assistance, CAD software programs, product knowledge seminars, estimating assistance, special training for framing crews, technical speakers, and other promotions.

Burton Lumber, Salt Lake City, Ut., starts its engineered wood educa-

tion program with product knowledge training sessions for its own staff.

Burton's Hans Noring says they also conduct the "PK" sessions for customers. These are often product breakfasts, with assistance from Boise and Weyerhaeuser.

"'We are converting construction jobs from conventional solid sawn lumber framing to engineered wood by promoting glulams and laminated veneer lumber to our builder customers," Noring explains. "Glulams are especially popular in longer spans, such as garage door headers, because individual pieces of LVL have to be

nailed together at the job site for headers."

Gerretsen Building Supply Co., Roseburg, Or., looks to several suppliers for assistance with engineered wood education events for builder customers.

According to Eric Gerretsen, about 957o of all construction in his area utilizes glulam beams, I-joists, LVL or parallel strand lumber. "It's very rare now to see a builder frame a house with solid sawn 2x10 floor joists or 6xl2 solid timbers," he notes.

Gerretsen says there are several reasons for the growth of the glulam beam market, including ready availability, competitive prices, easier inventory control, and dimensional stability. "We also work with Boise and other suppliers to educate builders on engineered wood," he says. "Boise helps us sponsor contractor lunches and barbecues."

His firm also receives help from Weyerhaeuser Co. and Roseburg Forest Products.

The dealer obtains most of its glulam beams from Riddle Laminators, Drain, Or. "We've seen the glulam market grow from a few per week to 15 to 20 per day," Gerretsen says.

There aren't many who can say they made it through 100 years in this business. At PLIB, we understand that providing a respected and recognized qualig mark gives our members the means t0 compete in the lumber marketplace. By f0cusing on quality c0ntrol and grade stamping, PLIB remains one of the most efficient grading services in North America. For PLIB members, that's what matters most.

We also understand that our members desele all the credit and we extend our deepest thanks to the dozens of large and small lumber producers in the Western U.S. and Canada whose confidence in our services has made this milestone possible. We're looking fonvard t0 the next 100 years.

Coldsheam tumber

Compwood Products ltd.

Davidson lndustries

Douglas County Forest Products

Federated Co-operatives Limited

Fred lebb & Sons

Fritch Forest Products, Inc.

Gilbert Smith Forest Products

Glenn Custom Milling

Great Northern Products, lnc.

Great Western [umber Company

Hearin Forest lndustries

Hy Mark Wood l\lanufacturing

Lakeside Timber Ltd.

Manke [umber Company

ilorth EnderbyTimber Ltd.

Northwest torest Products oregon 0verseas Company

Paulcan Enterprises Ltd.

Pennington Crossarm Company

Pinnacle Wood Products Ltd. Portac, Inc.

RFP Manutacturing, Inc.

RSG Forest Products

Seattle-Snohomish Mill Company

Distributors also look to their vendors for help with special events. Wholesaler J.M. Thomas Forest Products holds a major product expo and golf tournament each spring for over 150 retail lumber buyers, building customer rapport that lasts through the year. The company has facilities in Salt Lake City, Ogden, Ut., and Boise, Id.

Smco torest Products

South Coast Lumber Company

Southcoast l\1illworks

Wadlegger

Working with its vendors, the distributor picks up the tab, including travel and hotel costs, for customers who come to Salt Lake City for the show. Education, fellowship, meals, product specials, and golf give customers an opportunity to interact with J.M. Thomas sales and management and key suppliers.

Weyerhaeuser Company

J.M. Thomas' Lowell Crossley says the gathering is an opportunity to thank customers for past patronage, and build rapport for future business. Last spring marked the tenth year of the J.M. Thomas Customer Expo. Vendor partners were on hand to staff product information booths and answer questions about glulam beams, I-joists, LVL and other engineered products.

"The expo demonstrates our partnership with customers in providing information and sales help as well as

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shipping the product," Crossley notes.

He says the events are given a lot of credit for the growing popularity of engineered wood, which has virtually replaced most solid sawn lumber floor and roof systems in recent years.

"Although the expo is a significant cost item, we continue to believe it is a good investment in our relationship with our customers and vendors," he says. "Many customers start planning in January to attend the May event."

New Cedar Siding Mill in NW International Forest Products Ltd. (Interfor) has opened a new cedar siding mill in Sumas, Wa.

The new mill, which utilizes lowgrade western red cedar, is known as Cedarprime Inc. and is leased from Socco Forest Products.

The new operation exclusively produces finger jointed bevel siding for the U.S. market and was expected to be fully operational this month.

The Sumas location replaces Interfor's previous operation in Fort Langley, B.C.

New site manager Carlos Rodrigues said the move to the U.S. was motivated by a potential savings of $7 million annualy in border duties.

"The move to Sumas means we're bringing low-value lumber across the border instead of the high-value finished product we brought before," said Rodrigues.

As part of the leasing agreement, Socco Forest Products put its lumberplaning operations on hold until it constructs a new facility west of the curTent slte.

Interfor operates 37 logging operations, seven sawmills and six manufacturing plants.

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GLULAMS and other engineereed wood are on the rise as dealers such as Gerretsen Building Supply Co., Roseburg, Or., use special events to increase builders' lamiliaritv with the oroducts.

REDWOOD SERVICE: Paul Johnson (center), Georgia-Pacific, was honored with a lifetime achievement award by the Redwood Inspection Service's Quality Standards Committee. He has served on the committee for over 25 years, is a past chairman, and a 41-year veteran ol G-P. Outgoing chair John Arlich (left), Mendocino Forest Products, and RIS chief inspector Dan Bosler (right) presented the custom laser-engraved redwood plaque Dec. 13 at Simpson Timber Co.'s Arcata, Ca., office.

Landlord Sues Old Hardware Store

A now-defunct Oregon hardware store is being sued by its former landlord for allegedly not paying over $ 100,000 in back rent.

All In One True Value Home Center, a former tenant at a Eugene, Or., strip mall owned by Arlie & Co., was a branch of the former All In One True Value Home Center, Junction City, Or. Four months ago All In One was sold to Springfield, Or.-based B&I True Value, which converted the Junction City store into a B&I outlet.

The Arlie & Co. suit claims that when All In One vacated its Eugene store in the summer of 2001 it violated its lease, which ran through Dec. 3 1, 200l

Arlie & Co. failed to find another tenant to replace All In One, and as a result is seeking $109,330 in back rent and other charges.

The suit targets the former business owners of All In One and not the current B&I owners.

Gourt Upholds Roadless Ban

A federal appeals court has overturned a preliminary injunction by Boise that effectively reinstates the Clintonera ban on new road building in remote U.S. forest areas.

The Dec. 12 decision by a San Francisco, Ca., appeals court overturned an Idaho court ruling in favor of Boise, which needs to build roads for its heavy logging equipment.

In its ruling, the court found that timber removal and road construction in designated remote forests would damage "some of the last unspoiled wilderness in our country."

Idaho Governor Dirk Kempthorne said he will ask the U.S. Justice Department to review the decision "to make

sure this ill-advised roadless rule is not implemented."

The Clinton plan covers 58.5 million acres of federal land and prevents road construction and the removal of timber and oil except for environmental reasons or to reduce wildfire risk.

Wyoming Mill May Reopen

A pair of investors are looking to restart the old Hammer Timber & Lumber Co., mill in Encampment, Wy., which closed four years ago.

The potential buyers, Doug Boykin and Jack Holbrick, got a boost recently when they learned that no state laws prohibit the reopening of the mill despite its older-style tipi wood waste burner. State officials said the burner has been grandfathered in despite its non-compliance with current EPA standards.

The last hurdle for the duo is to obtain a federal air quality permit.

Boykin has been talking with the U.S. Forest Service to see if a longterm source of logs exists in the area. For the meantime, he said he has lined up a source of private timber.

The investors say the most critical factor in considering the site is the number of skilled timber workers in

the area. The pair expect to hire laid off mill employees from LouisianaPacific's recently shuttered sawmill in Saratoga, Wy.

L-P officials had tried to keep the mill afloat, saying they had two potential buyers for the mill, but that ultimately the Forest Service would not

allow enough logging in the nearby Medicine Bow National Forest.

Many warn that a similar log shortage could be the undoing of attempts to get the Encampment mill up and running again. Despite the flurry of activity, Boykin emphasized that the acquisition is far from a done deal.

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LMAN OF THE CENTURY: Long-time California lumberman (1) Joe Tenell (left) was honored on his 100th birthday with a pafty attended by friends and former colleagues and organized by Ralph Cardwell (center). Abe Willis (right). (2) Ted Deacy, Creighton Anfinson, Chuck Lember, Hugo Miller. (3) Scott Cardwell. (4) Bob Halbert, Bud Bach. (5) Carol Anfinson, Margie Jones, Jerri Cardwell. (6) Gene & lrene Burnett. (7) Bernie Halbert, Betty Deacy (8) Audrey Lember, Laurie Burnett, Gerri Bach. The partv was held Dec. 30 at Terrell's home in Downev. Ca.

Arizona Officials Want Sawmill

Northern Arizona officials are recommending three sites in the region for a possible small-diameter sawmill.

The Greater Flagstaff Forest Partnership is hoping to attract investors to locations in Williams, Winslow and Eager, citing the availability of skilled mill workers and existing infrastructure.

The Partnership expects construction of a new sawmill to cost between $10 million and $15 million.

The report also cited possible locations in Camp Navajo and at an additional site in Eager on the old Stone Container Sawmill property.

The Partnership's Fay Fisk said the biggest hurdles to attracting investment is guaranteeing a consistent supply of timber and making sure that transportation costs will remain low. Fisk also noted that, "Forest health is the primary driver here, and if that doesn't get answered, we'll be in a bigger economic problem than not having a mill."

Alaska Firm Cited in lllegal Cut

Alaska officials have accused a state logging firm of harvesting infractions and the illegal removal of trees.

The Alaska Department of Fish and Game claims Afognak Native Corp., Kodiak, Ak., misrepresented the extent of a November logging infraction along a silver salmon stream on Afognak Island, and then removed I 14 logs after being ordered to leave them on the ground.

In November, state officials say the company cut down to the banks of a stream along a 260-ft. stretch of water. Under the Alaska Forest Practices Act, a 66-ft. wide buffer must be maintained on both sides of a stream.

During the investigation in November, company loggers

did not indicate that similar infractions occurred in another harvest unit, measuring 420 ft. along the stream. State officials in the second case say loggers left a buffer of only 12 to 20 ft.

Company officials say they are proud of the company's environmental stewardship and cooperation with state agencies.

In a November letter to Alaska Governor Tony Knowles, Afognak Native Corp. president Roberta Townsend Vennel, accused the Fish and Game Dept. of "working for an agenda" that is anti-timber, in addition to suggesting that the department falsely implied Afognak's contract loggers purposely cut the buffer trees.

Fish and Game's Chip Dennerlein said, "We have no agenda other than to have a healthy, sustainable timber industry and to administer the Forest Practices Act and the fish protection statutes."

If the state pursues charges, fines could be as high as $1.4 million or $10,000 for each tree.

Capital Lumber Turns 55

Capital Lumber Co., Phoenix, Az., this year is celebrating its 55th year of continuous operation.

The company was founded in 1948 by George Gaskin with one truck and one retail lumber yard.

Capital now has 10 regional distribution centers, two reload facilities and a manufacturing division in Northern California, Sonoma Milling Services, that provides kiln drying, planing and moulding services.

The company also has an international trade office in Tacoma, Wa., that serves Europe, the Mediterranean, Australia, South Africa and the Middle East.

roducts

Fastener Your Seat Belts

PrimeSource Building Products has introduced a new line of commercial and residential construction fasteners that are said to resist corrosion and prevent discoloration and stainlng.

PrimeGuard Plus nails and screws are available in BTM Coating, stainless steel for working with cedar or redwood, and aluminum for use with gutters and trim.

- Please contact (972) 417-3701 or vi sit www. prime s ourc ebp. c om

Can't Burn This Breather

Benjamin Obdyke's three-dimensional nylon underlayment for wood roofing has received a Class A fire rating.

Swan Style Deck Fastening

Swan Secure Products has introduced a packaged "invisible" deck fastening system that contains an installation guide and enough fasteners to install 100 sq. ft. ofdecking.

EB TY Square Pack consists of

Substrate Super Product

A bendable substrate said to be a economical substitute for bendins panels is new from Interior Products.-

- Please contrct (800) 966-2801 or so online at www.swansecure.com

Products Ltd.

Rock Cleat is 54" long and reportedly allows for easy full board installation across wall and ceiling studs.

- Please contact (888) 923-8799

One Tough HVAC Hombre

A new fastener tool from PowerFast stands up to the repetitive fastening required in HVAC applications.

Cedar Breather can now be installed with fire treated wood shingles or shakes without compromising its fire rating.

- Please contact (800) 523-5261 o r v is it www. be nj aminobdyke. c om

EconoKore is a 2-ply product for use in radius projects and is installed using traditional fabricating tools.

- Please contact (800) 637-3539 or go online at www.interiorproducts. com

Getting Drywall Up

A new rigid thermoplastic foam mounting fastener for installing drywall has been introduced bv Crane

Outward Clinch Staplegun features a bottom load magazine, staple reload window, and a locking handle that is said to reduce staple waste.

- Please contact (800) 858-8501 or go online at www.desaint.com

Lift This Power Stacker

A power lift stacker for light-duty material handling is new from Multiton MIC Corp.

Model SM l5120, a walk-behind stacker, is available in a single mast for 62" lift or a telescopic mast for lifts up to 130".

- Please contact (804) 737-7400 or po online at www.multiton.com

stainless steel Swaneze deck screws and polypropylene biscuit fasteners for cedar, redwood, ip6, mahogany, PTL and composite deck construction.

Aluminum Accordion Doors

Woodfold-Marco Mfs. has introduced aluminum a""oriion foldins doors that are custom made to order. -

Let's House Wrap lt Up

A new housewrap from Reemay meets Type I air barrier requirements and has a optimal perm rating of 13.9.

Typar HouseWrap reportedly prevents air penetration into the wall cavity and is the equivalent to 5/8" particleboard in stopping air leakage.

- Please contact (800) 284-2780

o r v i s it www. typarhous ew rap. c om

A Hex On You

Bondhus Corp. has introduced a line of hex tools to reach screws in obstructed areas.

Stubby hexes are made of Protanium steel and are said tobe 20%o stronger than similar products.

40 -y ear limited warranty.

Pinnacle Premier Designer

Shingles feature a shadow line to simulate wood shakes, full random cuts to ease installation, and an an algaeresistant option for added protection.

- Please contact (770) 952-1442 or go online at www.atlasroofing.com

Wallboard Ink Maestros

Matthews International has introduced a black ink-jet printing system for wallboard manufacturers that is said to tse TOVo less ink than traditional drop-on-demand ink-jet marking systems.

SCP-610 ink is used with the S.C.L F.I. 3200 small character. ink-iet printing system and is designed-in conjunction with the target printing system.

- Please contact (412) 665-2500 o r vi s it www. matthew smarkins. c om

Alumifold doors come with either solid or decorative perforated panels that incorporate a single solid aluminum extruded body panel in a clear anodized finish.

- Please contact (503) 357-7181 or go online at www.woodfold.com

Fabulous Forklift Facts

A 6,000-lb. capacity industrial pneumatic tire forklift truck that incorporates telescopic boom technology instead of vertical mast design is new from Sellick Equipment Ltd.

- Please contact (800) 3288310 or go online at www.bondhus. com

Keep The Heat In The House

A solid foam core panel for wall insulation that is said to have an Rvalue that outperforms conventional stud construction is new from Insulspan Inc.

Insulspan is made of expanded polystyrene foam sandwiched between two pieces of OSB.

- Please contact (800) 726-3501 or go online at www.insulspan.com

Roofing With Panache

Atlas Roofing Corp. has introduced a laminated fiberslass mat shingle that comes with eithir a 30- or

Talk To The Field Crew

New Web access platform technology that keeps office and field staff in communication is new from Clip Software.

Teletruk can reach over and lift a 3,500-lb. load from the other side of a truck, trailer or rail car. The carriage features lll'oftilt.

- Please contact (519) 738-2255

o r v is it www. s e llic ke quipment. c om

Clip Connect provides real-time information exchange using a Webenabled cellular phone. All information for invoicing a customer is said to be automatically updated.

- Please contact (800) 635-8485 or go online at www.clip.com

on ony Ne\4, Product

Hanging With HVAC Duct

A polvpnrpl'lcnc nronofilatrient webbing for hanging HVAC duct has been introclucecl b1'Nclco Products.

Nelco DuctMaster can be attachcd to the support nrernbeL using a nail and is saicl to be easier to install than convcntional metal strapping.

The procluct conforrns to UL723 requlrements.

Pleu.sc (ontoct (800) -116.l 5 2(t rtr ri.\it'ilww.ne Lcoproducts. ('oDI

Clopay Buildirts I)ro ducts I'ras irtlroduccrl lt rtcu linc ol ri'inclow lcatufcs t() its linc ol stccl gilftlgc (lo()r's.

Strrrlio ('ollcttiort lcu ttrr-cs lour nctl rlcsillns that e lin hc nrircd uncl Inatched to coorrlinate u'ith thc look o1 a lionrc.

Thc ri inclou s have a bcr clcd -ulass krok u ith plati nr.nl-colored caming.

PIcu.sc contlct (800) 225-6729 or gct onlirte ut rlrr'rr'. r'1o7rnlrl o o r. c o nt

Brucc Hardr.rood Floors has introduccd French uhitc oak \\ood 1'loor ing ri ith u ood srairts nrillcd in lrrne. Irnclrr plrttcrn:.

The hardr.r'ood flooling is r, ^-r-^-,^r. h.,,..r .r,,,..rhlc rJ !^LrLrrrrr_\ reslstanl.

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Some people save every nickel. Others use them to buv a Weinig moulder*.

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I)roiim.rt .rrd r,or.r L^an affofd one. too. With Weinig's Plocluction'[Jased Pavrnent Plan IPBITP) - vou can run .rll the protlLrct ),ou \\,ant thror-rgh the machine and pa1' jrrst 5tl per foot. PBPP a tlettef \\,a) to sa\re.

Call or f.rx r.rs.rncl r've'll send vott a speci.rl nickel /,/irs soure gre,tt irtform;ttor Weinig

Stae k,, iE T!:r

L,eck

Che.rr1t1;1L1 Hat'tlurtorl Pt'orlttels hus introdLrccil a clecking line nurrlc llorn South Anrericarr hardu,oorl s .jltoba and rnussarandubu.

Hxccutivc Dcckin-g linc featurcs rlrlius ed-tc plof iles ol'5i-l" or '1l-1" nlLssaranclubu und :1" and (r" widths. Posts arc jatoba. while bulusters arc .ilrlohlt rrf Inlrsrlrtlrntltthl.

l'lettse ( ()rtt(t( t ( 800) 116-8 I 62 1t1 -1' ,'111i111 (/1 il l lt .t lt1tj.1 1,111

Flooring rnirdc ol' 1007c plirntation gro\\'n coconut pulnt lumbe| u'ith a color that ran-ges t'rom mediunr to dark rnahoganv is availablc llour Smith & Fong.

slricl to be virtualll' nraintcnancc ll'e c llnd resistallt 10 insects.

Boardualk has a Class I f ile rating rund comcs u ith a l0-year limitctl \\'arfanty.

-Plense cotttttt't (E00) l-l-l-8990 ot qtt ttrtIitte ut \t t\'t\'.( erlairtIL'L'tl.crtnt

Pre-Cast Concrete Czar

A l'astening svstem 10r pre-cast concrctc aDDlications that is said t<r savc tinre ancl Lrtilize less labur is new frrrr PCE Engineering Oy Ab.

[)urapalrl is sairl to bc as stable as rcd ouk and har.cl nraplc I'looring ancl fcatr-rr.cs n non llrrrttuldehr r-lc finish u itlr n() \'O(' e rni:rirrns. lt i: 3/1"r.1"r72" antl ll'utures tortsuc itnd -qrooYe 0n l'clur sidcs. l)lcu.tc contu( t f ,\66l ,\-i-t-9t-t9 or ,qo ottlittt' al l tr'ir'.7r1t bo o.(ont

The Corn6:msits Hoardwalk

Certain'l'ced Corp. hls introcluccd compositc rlecking arrcl railin-g thlt is

Hleniatic Fustening Mcthod can be uscd with wlrlls, panels. beans. l'cnccs. and l'loorin-g prorlLtcts. Thc svstcnr reportctllv is rcr.rsablc frortt cltst to casi.

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Reservation Sells Timber

For the first time since the 1960s, Arizona's White Mountain Apache Tribe will allow off-reservation firms to harvest logs on tribal land.

California and Mississippi firms will salvage timber charred during the Rodeo-Chediski fires this past summer on 300,000 acres.

The tribe auctioned off the rights to an estimated 240 million bd. ft. of burnt timber.

The tribe explained the unusual move was the result of severe economic hardship on the reservation. With an unemployment rate of 64Vo, reservation officials fear that the fires may have pushed this figure even higher. "We were struggling when the fire hit, so it didn't help anything," said tribe spokesperson Chadeen Palmer. "We are very happy the sales went for such good prices."

Normally the tribe's timber operations harvest approximately 48 million bd. ft. per year.

Treated Wood Here To Stay

A new study finds that even though composite and plastic lumber will continue to eat away at its market share over the next five years, treated wood will retain its dominant position.

Resource Information Systems interviewed nearly 1,500 people in the industry about the future of treated lumber and composite alternatives.

The study found that treated lumber markets reached maturity at the end of the late 1980s. Since then, negative publicity surrounding CCA treated lumber has pushed usage rates lower.

It predicts that this decline will continue even as ACQ/CBA replaces CCA in 2004 because of the higher price of the alternatives and the public's generalized fear of using chemically treated products.

Although composite lumber will be the primary beneficiary of this trend, the numbers indicate that composites and plastics will not seriously threaten treated lumber's market share at any point over the next five years.

By 2006, treated wood is forecast to still account for over 92Vo of the combined treated, composite and plastic market, down from 97Vo in200l.

Palco Backs Off Headwaters

Pacific Lumber Co., Scotia, Ca., has stopped logging on three sites above flood-prone areas in the Headwaters region after a flurry of environmental criticism in the resion.

The late January move came despite the North Coast Water Quality Control Board rejecting a panel's report that Palco's harvests were causing flooding and should be limited.

Palco's Jim Branham emphasized that the scientific panel never considered the company's habitat conservation plan.

The board. which stated that Palco's own initiatives to prevent damage to waterways were sufficient, set off a wave of criticism from state politicians and environmental groups. As a result, the board backed off some, issuing a few logging permits, but also refusing to waive permit requirements in other cases.

The Headwaters, located in Northern California's Humboldt County, has long been a battleground between Palco's redwood harvesting and competing environmental interests.

California state Senator Byron Sher said that erosion from timber cuts has killed a least a dozen old redwoods in the Humboldt Redwoods State Park.

Palco's Robert Manne insists that his company's logging practices are not causing erosion. But, Palco has agreed to stop logging until the water board meets again on Feb.27.

Logging in the waterways has been scrutinized by environmentalists ever since a 1994 Freshwater Creek flood stranded nearbv residents.

BUT IF YOU BT]ILD IT WITH CHEMOI\ITE "/ACZA TREATED WOOD THEY WON'T HANG AROT]ND.

Carpenter ants. Termites. Woodpeckers.

They love wood as much as you do, but for all the wrong reasons.They want to bore into it, chew on it, destroy it. Stop the destruction before it starts with Chemonite/ACZA pressure-treated wood products.

The Chemonite Pest Tests:

. Chemonite-treated wood kills termites and deflects their attack*

. Chemonite-tr€ated wood repels and prevents carpenter ant attacks** In side-by-side tests, Chemonite wood sustained no damage while untreated wood was destroved

The Chemonlte Facts:

The advancedACZA treatment is also an effective deterrent against rot, decay and marine organisms

. The Chemonite process offers long lasting protection, making Chemonite-treated wood ideal for all industrial and commercial projects, including highway and marine projects.

For lumber, timber, marine piling and utility poles, specify Chemonite/ACZ,Abnnd wood preservative as your long-lasting defense against wood degradation.

tsource: Uniwsity of Hawaii studies '*Source: Hansen-Theis labomtory studies

visitWWW.ACZA.COO for the most current information on pressure-treated wood.

Protecting Wood from Pests and Decay for Over 65 Years. Chemonite is the registered tndemtrk of J.H. Bffier & Co. forACZA (Ammoniacal Copp€r Zinc Arsnate)

How good is your internal database?

By Greg Stine President Polaris, Inc. www.polaris-inc.com

I\EPENDING on your business, l-r|ll waser that 75-95Vo of vour business "oil", from past customers or referrals from your past customers. Do you market to your past customers? You should. They are what keep you in business year after year and they are a source of significant

new business as well.

How do you reach them? Through your internal company database, of course. But sadly, one of the most important and

often neglected assets of a company or organization is their database of leads, prospects and clients.

The Keys to a Good Database

Databases are nothing more than lists of data organized so we can manipulate and learn from them. A valuable asset, you should have a plan to protect and maintain your database like a good piece of equipment.

l. Ptan ahead.

Many problems with databases happen because of the way the database was setup when the company was new. When you set up your database, imagine manipulating not 10 times, but 100 or 1000 times the amount of data you have now. Try to predict what information you will need as your company grows, what kinds of reports you'll want, and the database fields you'll need to sort that data. You won't accurately predict everything, but if you try, you will get closer than if you don't.

2. Pix it now, not later!

There's no time like today to fix and clean up your database. Every day that goes by, you are most likely making any current problems more

time consuming to repair. Don't compound the problem by allowing another month or another year to go by without giving it your attention.

3. Control the input.

Once you have clean and accurate data in your database, the best way to protect its integrity is to use the data entry control features of your software. These features force people to

A lot of companies

make a mess of this critical company asset.

correctly and completely fill out their on-screen input forms.

All decent database programs allow you to setup rules for data entry. Date fields must be valid dates; specific fields must have entries in them (no blanks); some fields may be limited to items from a pull-down menu. Don't be afraid to use these tools-if you allow each individual to figure out what to do on their own, five years from now you'll have a

4.lntegrate as much as possible.

This is often the hardest part of all-while 1007o system integration is rarely achieved, it should still be the goal. Get as many people working together from the same database as is reasonably possible, or at least be sure that the formats are interchangeable.

5. Be strong, don't lose control.

Controlling and maintaining a clean, quality database can be very difficult and straight out boring but the results are worth it. When it comes time for that next marketing project and your database no longer holds you back, you'll see the results of all your hard work.

Don't underestimate how difficult it is to set up and maintain a good internal database. I've seen a lot of companies make messes of this critical company asset. So be strong, thoughtful, and diligent. It's well worth it in the long run.

- Mr. Stine is founder, president and director of sales for marketing specialist P olaris Inc. (www.polaris-inc.com), Oakridge, Eugene and Portland, Or.

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Power Tools Meet Coffee

El Granada Hardware. El Granada. Ca., has reopened and customers can now order a cup of gourmet coffee or get a sandwich when they stop in for hardware.

Officially reopened Dec. 21 under Elder Forest Products is introducing what it claims are the first new cypress products to enter the market in 50 years.

new owners Benjie Macapinlac and Jun Bernardo, El Granada now has a full-scale deli counter, a caf6 with 30 gourmet coffees, a landscaped backyard patio along with a quadrupled hardware inventory, tools for rent, and a home repair service.

New Cypress Products Hit The Market

The first new product is a R/L interior paneling/ceiling wainscot item that Elder is marketing under the brand name Fine-Line.

Fine-Line is reversible with a pattern on one side and "v-edges" on the reverse. It is available in 518x4", 5/8x6" and 5/8x8".

Elder is also manufacturing endmatched products to be sold under the Match-Maker name. These items come in several patterns and are available in 1x4", 1x6" and 1x8". A 3/8" product will also be available.

Match-Maker products will be packaged in cardboard cartons and

all shipments will be palletized. "Our packaging methods will assure clean and damage-free products to our distributors and in turn to our retail lumber dealers." said

Asked if the idea of combining hammers and ham sandwiches may be too much, Macapinlac replied, "You have to understand, it's not like someone will be ordering ice cream and staring at nuts and bolts. They are separate areas of the store."

Donald Elder.

As part of the manufacturing process, Elder upgraded its Crowley, La., mill to produce the new products. The plant underwent another renovation two years ago.

it hadn't been for the strong housing market, we would be in trouble. We can thank our lucky stars that 30year mortgage rates are 5.5Vo and hope they stay there."

Looking for a high margin, innovative line of mouldings to sell?

The Vanishing Timber Worker

A new study reveals what actually happened to Oregon timber workers during the industry downturn of the I 990s.

The report reveals that more than half of the 60,000 loggers, sawmill workers and others that were employed in the timber industry at the start of the 1990s, were out of the industry by 1998.

More pointedly, the report found that half of those that left the industry, disappeared from work rolls altogether, either moving to another state, retiring or going unemployed.

Nearly 18,000 of the workers who left the industry found a job in Oregon, but half of those individuals took lower paying jobs in retail and the service sector without the benefits they had previously held.

The figures suggest that Oregon's timber industry did not participate in the general economic boom experienced by many Oregonians in the 1990s.

The data also emboldens claims by logging advocates who have long suggested that policies to reduce logging and protect the spotted owl in the 1990s had serious consequences for the lives of timber workers.

The authors add that in addition to environmental-driven economic changes, increasingly computerized sawmills also accounted for job losses.

The data was collected from the state unemployment insurance program, which allowed researchers to track workers by social security numbers.

The records detailed the individuals'job, location and salary histories from 1989 to 1998. Their names and personal details remained confidential.

Call US! w" are Braided Accents, a fast-growing manufacturer and distributor of an imaginative line of rope mouldings, rope accents and dentil mouldings. They are manufactured from the finest solid hardwoods available for all applications, including crown, base, casing, chair rail, edge banding and more.

Order gour u:all displog tod.ag - rrhord-working oddition to gour salesJorce tho't neuer calls in sick!

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"If

- Bill Nelson, owner, Nelson & Sons Lumber, West Monroe, La.

"Hardwood

Mouldtng

with a Trrlgt"@ (2O8) 76.2-96,63

Structural Panel Output Sets Record

U.S. and Canadian production of structural wood panels reached a record 40.34 billion sq. ft. (3/8" basis) in 2N2, tp 3.5Vo from 2001, according to APA-The Engineered Wood Association. The old record of 40.33 billion ft. was set in 2000.

While the weak economy limited demand in the nonresidential construction market, industry production for the year was able to set the new record largely because of the surprisingly strong housing market and strengthening demand in the remodeling and industrial markets. Residential con-

struction accounts for approximately half of total market demand for structural panels. Housing starts in 2002 totaled 1.7 million, a l6-year high.

APA's latest forecast, issued last fall, is for North American production to rise by another 400 million ft. to 40.7 billion in 2003, based on expectations that housing starts will remain in the 1.6 million range and economic recovery will spur additional demand in the industrial and nonresidential construction markets. Obvious wild cards include the ongoing threat of terrorist attacks and the possibility of war

Manufacturers and Distributors of:

with Iraq. The latter, if it occurs, should not be a major economic factor provided hostilities are successfully and quickly concluded.

Over the longer term, the most recent forecast is for panel production to edge slowly upward, reaching 42.5 billion ft. over the next five years. Demand for housing is expected to continue strong. with starts remaining close to 1.6 million units annually. A long-standing trend toward larger homes, however, could level off, thereby mitigating a major historical structural wood panel demand factor.

U.S. and Canadian OSB production is expected to total 23.5 billion ft. in 2003, or nearly 58Vo of total structural wood panel output. That percentage should continue rising over the next five years, but at a slower rate as OSB sheathing markets become increasingly saturated.

Gall the experts: r Randy Jensen r Jim Duckworth r Gordon Watts r Tom Butterfield

Quolity Wesfern

Plywood demand has been limited over the past several months by lack of capital investment in industrial markets, where plywood manufacturers have become increasingly adept at carving out specialty and niche markets. Although the prospects for continued improvement in those markets are good, total plywood production is expected to remain in the l6-17 billion sq. ft. range through 2005. In addition to competition from OSB, the plywood industry has lost nearly all of its European markets to foreign producers and now also faces rising plywood and OSB imports here at home.

Total softwood plywood and OSB imports into the U.S. and Canada last year totaled 700 million sq. ft., up almost 807o from the year before and 260 percent from 2000. About 607o of that imported volume was plywood.

Exports, meanwhile, continued to decline in 2002. The two countries' combined plywood and OSB exports (excluding again trans-border shipments) felI20Vo to 703 million ft.

Engineered wood framing products now meet about 5Vo of North American structural lumber demand. That share is expected to continue rising, albeit slowly, reaching 67o by 2006.

Glulam production, aided in the coming year by an expected rebound in nonresidential construction, is forecast to rise about 27o to 345 million bd. ft. in 2003. Production of I-joists, which now command about 43Vo of the raised floor market, is expected to exceed I billion linear ft. for the first time, up from 981 million ft. in 2002. And LVL output is forecast to rise 1Vo to 66 million cu. ft.

APA Scales Back Operations

APA-The Engineered Wood Association is closing its international offices in Japan, Mexico and the United Kingdom, effective March 10, and making other organizational changes due to market conditions and budget constraints imposed by membership and dues income declines.

Recent APA member mill closures and withdrawals will reduce the association's income by about l07o this year. The cost-cutting measures, including both staff and program reductions, are "designed to enable us

uqnes

to continue providing the core quality, technical and market support services of greatest value to our members," said APA's David Rogoway.

He said APA foreign market support services in key markets will continue at a reduced level based on priorities established by member advisory committee members.

APA closed offices in Germany and Belgium in 2001 due to rising European production capacity, the long-standing strength of the U.S. dollar, and low-cost foreign imports into the European market. Rogoway said

board member of Oakland Hoo-Hoo Club #39 for 20 years. He was also a member of the Supreme 9 and a past Snark of the Universe.

the historical levels of industry investment in foreign markets can no longer be justified by the declining return, and that APA's resources will focus more aggressively on domestic opportunities and challenges.

Wood Dust Findings Disputed

The National Toxicology Program recently published a study that labeled wood dust as a "known human carcinogen" in cases involving nasal cavities and paranasal sinuses.

The American Forest & Paper Association questioned the Report on Carcinogens' findings, noting that the majority of studies on which it was based have questionable relevancy to current practices in the U.S. industry.

Brent F. Crosby,

76, sales

mgr., Domtar

Gypsum,

Antioch, Ca., died Jan. 17 in Walnut Creek, Ca.

A native of Seattle, Wa., Mr. Crosby worked for Kaiser Gypsum and then Domtar Gypsum after Kaiser was acquired. He was the West Coast and Hawaii sales representative.

Mr. Crosby was a member of the Sacramento Hoo-Hoo Club and a

His uncle was the legendary singer Bing Crosby.

Larry Cirac, 63, retired mgr., Boise Cascade Distribution. Phoenix. Az., died Jan. 1 in ldaho.

A native of Sacramento. Ca.. Mr. Cirac worked for Boise for 35 years at several locations. His last position was managing the Phoenix, Az., DC.

"It is our understanding that this finding is based in large part on European studies that measured exposures which occurred before World War II," said SienaPine Ltd.'s Wade Gregory. "We therefore question how relevant this is to our industry today."

In response, the Association of Woodworking & Furnishing Suppliers will commission a wood dust study at Tulane University to come up with data based on current practices.

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CRAB FEED: Humboldt Hoo-Hoo Club held its annual Crab Feed Jan. 16 in Eureka, Ca. (1) Craig Cameron, Jim Frodsham. (2) Rob Brown, Bob Crews. (3) Tom Miller, Bruce Gravier, Denny McEntire. (4) Robert Spengler, Mike Spengler. (5) Jeff Squires, Suzanne Holt, Randy Huffman. (6) Erik Geiger, Deber Dodd, Chris Johnson. (7) Debbie Danielson, Mike Webster, Brandy Ganfield, Julie Porteous. (8) Lena Barker. (9) Maria Knapek, John Grove. (10) Rich Giacone. (11) Sam Witzel (12)Scott Vigil, John Monison. (13) Ron Sandvik, Dan Cherry. (14)Ted Pollard, Bruce Burton, Todd Pollard. (15) Doug Willis, Lud McCrary, Ted Gilbert. (16) Max Corning, Jim Edwards, Jim McVey, Rick

IffiWffi

Hermanson. (17) Mark Swinth, Lee Green. (18) Dave Runyan, Tom Silva, Sam Bacogiannis. (19) Mike Roach, Loren Krebs. (20) Eric Schneider, Walt Schneider. (21) J.R. Rightnowar, Gina Giacone, Danen Duchi, Stephanie Little, Sarah Caldwell. (22) Jack Prock, Pat Meyers. (23) Gene Pietila, Bob Palacioz. (24) Shane Thomas, Tia Gratz. (25) Mike Cary, Jon Hagen, Orville, Chedester, Brian Kelley. (26) Abe Willis. (27) Mike Wood, Dan Dethlefs. (28) Sean Burch, Steve Hildreth. (29)Jim Brown, Ron Borges.

(More photos on the next page)

MORE CRAB FEEDIN'(conflnued from the previous page): (1) Ken Panish, Rick Rosa, George Albertson. (2) Tod Holmes, Kelley Menill. (3) Laura & Steve Crane. (4) Dean Callahan, Steve Page, Alan Wade, Bill Swaney, Kevin Monette. (5) Sam Sanregret, Don Bratcher. (6) John Helela, Jennifer Sharkey, Ed Bayless. (7) Bryan O'Hagen, Shane Thomas, Charmaine Jennings, Lany Stonum. (8) Gary Gamble, Jim Ramsey, Merl Tanner. (9) Kevin Grindy, Ronda McDonald. (10) Ken Laughlin, Elaina & Dick Jackson. (11) David & MartiCutler. (12) Mark Borghesani, George Hammann, Gary Gundlach. (13) Krisiti Elsemore, Vince Vierra. (14) David Jones, L.R. Douglas. (15) Clyde Jennings, Gary

lsland. (16) John Biord, Ed Gavotto. (17) Tom Von Moos, Gary Mierzwak, Bill Scott, (18) Mario Baraias, Brent Johnson. (19) Larry Bolinger. (20) Curt Wood, Dixie Tibbets, Leonqrd Viale- (21) Ross tUuxwbrthy, Patricia Parkinson, John Russell. (22) Greta Waldsmith, Rod Gasser, Shirley Young. (23) Lucretia Smith, Raymond Chester. (24) Gus Prouty, Mike Cameron. (25) Mike Mackin, Stephanie Tejada, Ardy Fairclirth. (26) Dick Williams. (27\ Jetl Tornai. (28) Perry Larson, Ron Dewell, Danen Tomasini, John Kime, Ren Reinke, Bruce Woodruff. (29)

Claudia Lima, Clyde Jennings, Jess Grijalva.

ploce

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RESIDENTIAL & COMMERCIAL Lumber

Sales: An industry leader seeks accomplished salesperson in the Southern California area. Must have comprehensive knowledge of lumber and building materials, be highly motivated, and have a minimum of4 years outside sales experience. Strong customer service background, excellent communication skills and local travel are required. Excellent compensation package with medical, dental and 401k. Ifyou are quali fied and interested in this position, please send your resume, with salary history, directly to pasqualettoj @earthlink.net. (2 1 3-399 -2423) All replies are confidential and current employers will not be notified.

EXPERIENCED HARDWOOD LUMBER & Plywood Salesperson. Heritage Hardwoods, Inc./Califomia Timberline, Inc. is looking for an aggressive sales rep for the L.A. area. If interested, please Fax or send resume to Michael Rhoades or Joseph Canale at: Heritage Hardwoods, Inc., P.O. Box 1926, Chino, Ca. 91708t Fax 909-591-2199. Or Greg Hexburg, California Timberline, Inc., P.O. Box 149, Chino, Ca. 91708; Fax 909-591-4818. Salary & commission, car allowance, medical benefits, 40t-k plan.

t*r*?ilttmrnilt

Sunol Forest Products is seeking hardworking and energetic traders who want t0 keep MORE of the profits they create. Creative traders are the "stars" of our industry. We negotiate the highest commissions and provide generous pre-tax savings plans for your future. Share our office or work out of your own. We are looking for talented traders in all parls of the country. Reply by letter, phone or Fax. SuNoL FonEsr PRooucrs, P.O. Box 508, Plpnsnruroru, Cn. 94566. TeL. (925) 8462000, (800) 888-6633, Fnx 925-462-3632. All discussions will be treated confidentiallv

we set the type. Mail copy to above address, Fax to 949-852-0231 or call (949) 852-1990. Deadline for copy is the 25th of the month.

PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

To reply to ads with private box numbers, send conespondence to box number shown, in care of The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872. Names of advertisers using a box number cannot be released.

TECHNICAL SALES DIRECTOR

Wood preservative company is seeking a Technical Sales Director to handle the product launch of a new wood preservative with very significant environmental advantages. Product has been thoroughly tested and is nearly ready for market. Applicant must have a technical background in chemistry or chemical engineering with practical experience in the wood treatment industry. Applicant must have an understanding of regulatory requirements and treatment plant requirements. Customer presentations and market development will be a focus. This is a unique opportunity to lead the way for an environmentally attractive altemative for the wood preservation industry from the ground floor. Please send resumes to Box 691, c/o The Merchant Masazine.

EXPERIENCED HARDWOOD LUMBER

Salesperson wanted. Progressive lumber company seeking outside salesperson. Generous commission schedule & medical benefits. Please send resumes to: Summit Hardwoods, Attn: Terie Lorentzen, l415 E. Grand Ave., Pomona, Ca.91766, or Fax to 909-469- 1659.

Pole Buildings

www.poleframebuildings.com

San Antonio Construction Co.

Contractors license 291 259 Bl Toll Free (877) U-BLD-KIT

Mike Esposito

t]LTRA.POR.TABLE TRADE SHOW DISPLAY

Travelite trade show display from Expo-Systems. Ideal for l0'x10' booth space. Shqrp ttack baclqpi,.wjrtir oVerhead lighting. Quickly'and e4*tly,l'reakO down into self+ontained'case;,rveiglu just 50 lbs. and features wheels for easy transport. Excellent condition. $995 or best offer. Call Chuck at The Merchant Magazine, (9 49) I 52- 1990.

LOCAL LUMBER HAULING Southern California roller bed truck & trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach,

The premier forest products job site on the Internet. Owned by Douglas Reiter Company, an executive search firm with over 25 years industry experience. Visit us at www.forestek.com.

FONTANA, CA. Over 5,000 square feet of covered storage and a 500-square foot office building for lease together or separate. Located on the site of a custom planing mill. Call Garrison. (909) 357 -9533.

EXPERIENCED LUMBER T]IADERS WANTED.

We are Hardwood and Softwood log and lumber wholesalers with offices in the United States and Canada. We're seeking sincere, experienced lumber traders who have a view towards the long term. Work INDEPENDENTLY from your part of the country, OR from our offices in the Toronto area. This is an excellent opportunity with a well-established company. We enjoy an OUTSTANDING financial and marketing reputation.

For complete details of our interesting and rewarding program, please phone Bob Wilson lN STRICT CONFIDENCE- We'll also invite you to speak with one of our current trading partners.

INTEBNAT]ONAL Builders Show attracted 92,000 attendees to Las Vegas Jan. 21-24. (1\ Bret Gwatney, John Long, Mark Ghristianson (2) Lisa Aughenbauqh, Tom Koch, Kim Pohl. (3) Ted Temple, Nelson Paik, Paul Se-hrt. (4) David Cambre, Jim Schott. (q fatny Carlson, Natasha Valach, Karen Chessler. (6) John VavRosky, Chris Wischmann, Chris Brown. (7) Tom Latham, Dan Kelly, Lloyd Brown, Mike Binkley. (8) Bill Scott. (9) Stu Heisler, Theo Beutler, Clint Bower, Mike McDaniels. (10) Barry Sanford, Bob Fregia, Marty Hawkins. (11) Dwayne Cody, Amanda Flora, Mark Kennedy, Christina Thompson. (12) Jerry Turk, Paul Walters, Bob Wells, Mark Shaner, Fred James. (13) Larry Stonum, Shelly Jackson, Bob Maurer. (14) Lisa Perry, Joanne Drummond. (15) Gary Titus. (16) Larry Boyts. (17) Skip Brown, Geotl Marshal, Jon Whorley, Duane Engard. (18) Steve Barth, Glen Husenyager. (See next page for more photos)

Redwood

Eliot Wilson

n #sil,5i

MORE Builders Show (conlrnued from previous page): (1) Hien Bui, Bill Tucker. (2) Joe Albert, John Cooper. (3) Chris Rubin, Gavin Taylor. (4) Tom Voorhis, Mike Ellerbrook, Ryan Sauppee. (5) Phillip Hanson, Emina Mila. (6) Ron Canlield, Dwight Strickland, Rale Hagel. (7) Craig Young, Dan Beaty. (8) Mirco Walther, Louis Sarbo. (9) Rollie Mourey, Raul Camejo, P.J. Haberstock, Dewey Evans. (10) Ron Stowe, Joel Adamson, Melissa Morinelli, Garnett Douglass. (11) Jerry Hingle, Richard Kleiner. (12) Ned Trautman, Dan Cardone. (13) Ludwig Furtner,

lan Firth. (14) Dave Rupp, Huck DeVenzio, Darrell Smith, Rodney Hardison. (15) Mike Moran, Phil Burton. (16) Paul Mackie, Arnie Nebelsick. (17) Dennis Moore, Bill Andersen. (18) Wayne Griffin, Rob Dietzel, Ken Pinowar. (19) Marshall Quina, Brenda Maxey. (20) Bob Edwards, Darby Darbyshire. (21) Phil Lail, Ted Gething. (22) Bill Reavely, Mark Rees, Bichard Gray, Bob Quick, Karl Simpkins, Tom Shew, James Dalton, Andy McShane. (23) Elaine Kazakoff, Sheldon Watson, Julia Grant, Marv Askey, Tom Couch. (24) Brad Parsons.

Fiber Gement Options

A new 8-p., full-color catalog of fiber cement products is free from Nichiha USA, 2625 Cumberland Pkwy., Suite 450, Atlanta, Ga. 30339; (770) 805-9466; www.nichiha.com.

Promote Building Products

PR Power: Public Relations for Building Product Manufacturers, a new book by Kathleen Ziprik that teaches manufacturers how to promote their products, is $37.50 from Builderbook.com, (202) 266 -8205 ; www. builderbook.com.

Window Safety 101

A full-color catalog of window safety in the home is free from Simonton Windows. SBR Office Park, Box 1646, Quality

Parkersburg, W.Y. 26102; (800) 5429l I 8: www.simonton.com.

Wood University

Wood Is Today, an educational CD for architectural, engineering and building construction students, has been updated and is $15 from Southern Pine Council, Box 641700, Kenner, La.70064; (504) 443- 4464; www. southerpine.com.

Soururm Cnrronun

Fontana Wholesale Lumber, Inc.,..................(909) 350-1214

Golding Sullivan Lumber Sa|es,.....,...............(714) 557-5551

Great westem Transporrarion................

Hampton Distribution .....(s+S) zSz-SStO

Hardwoods Unlimited .................,.....,.............(909) 272.1 000

Highland Lumber Sa|es,......,..,.......................17141 778-2293

lnland Timber C0..... ......(909) 783-0470

International Forest Products.........................{909) 627-7301

Kelleher Corp. .........,.....(909) 360-1880

Kelly-Wright Hardw0ods.......................,.,.,.,...(71 4) 632-9930

Landmark BIdg.

849-3229

Product Sales Co. .........(800) 660.8680

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

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

Weyerhaeuser Building Materia|s...................(877) 235-6873 ORANGE COUNW & INLAND EMPIRE

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

Anaheim Millr,vorks.. ......(zt+i SeS-gg+S

Anfinson Lumber Sales ..................................(909) 681 4707

BMD (Vemon) ...............(8zi 537-4137

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

Boise (0.C.)............. ......(714) 255-1949

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

Buena Vista Custom Milling ...........................(909) 357-9533

Bums Lumber Co.... ......(949) 454.8010

California Lumber Inspection Service.............(714) 962-9994

C&E Lumber Co. .....

Capital Lumber Co.

624-2709

5914861

FiberTech Polymers, Inc. .......................,.......(888) 262.2070

Sm tmrcsco BAY AREA

North Pacific lumber...........(800) 505-9757 (707) 562-3900

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

Redwood Empire.........-,..,..........,..................(900i S00-5609

Hedwood Inspectjon Service,.........................(415) 382-0662

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

Sunol Forest Products .........(800) 888-6633 (925) 846-2000

Sure Drive USA, Inc. ......................................(888) 219-1700

Tata Enterprises..... .......(510) 705.8588

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

697-2001 Lane Stanton Vance ......(510) 632-9663

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

Sournw6r

LAS VEGAS

Weyerhaeuser Building i/ateria|s..................,(877) 235-6873

RENO / CAFSON CITY AHEA

FERNDALE

guide

Pncrrc llonrnwrsr

WASHINGTON

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

Rocrv Mouulrns

Jasper Wood Products...........................,.......(541 ) 988-1 1 27 [4cFarland Cascade. .....{800) 426-8430

lr4cKenzie Forest Pr0ducts.............................{800) 773-9329

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

Seneca Sawmill Co.. .....(541) 689-7950

Western Woods, lnc. ....................................,.(888) 557-91 99

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

MEDFORD / GRANTS PASS

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

Burns Lumber C0.... ......(800) 331-0831

Swanson-Superior Forest Produc1s...............(541) 935-3010

Waldron Forest Pr0ducts................................(541 ) 471-8891

McMINNVILLE i CORVALLIS i SALEM

Northwest Coating Systems (800) 810-9550 (503) 981-9244

R0ya1Pacific1ndustries..................................(503)434-5450

Weyerhaeuser Co. (Albany).................., ........(541 926-777 1

Universal Forest Products (Woodburn)..........(503) 226-6240

GREATER PORTLAND AREA

Lumber Products........

Weyerhaeuser Co.

VANCOUVER

...(800) 926-8231

...(509) 928-1414

Allweather Wood Trealers (Washougal) .(800) 777-81 34

Boise Distribution

Exterior Wood, Inc,.......................,,.

Western Wood Preservers Institute. OREGON

BEND

Adams Lumber, nc..............(800) 298-4222 (5031 245-1 7 96

Cascade Forest Group.................................,.(503) 636-8633

Cascade Warehouse...........(888) 292-2687 (503) 363-2483

Collins Pine Co. .....,..,..........(800) 758-4566 (503) 227-1 21 I

Friesen Lumber Co. .............(503) 397-1700 (503) 224-7317

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

Kayu International .....,.,.(503) 557-7296

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

Louisiana-Pacific Corp.

EAX to 949-852-0231

or call (949) 852-1990 or mail to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660-1812.

The Merchant Magazine - February 2003

For more information from advertisers, use FAX Response numbers in brackets.

Adams Lumber [152] ................................50

American Forest & Paper Association t1661................ ..CoverIV

Anaheim Millworks t1341 .........................36

Anlinson Lumber Sales [114].......,...........22

Arch Wood Protection 11171..,,,,...,..,........24

Attesco Inc. [110].

Beaver Lumber Co. [151].........................49

Braided Accents t1541 ...................-..........51

Brightwood tl47l .......................................46

Buena Vista Custom Milling I1311...........33

Building Material Distributors t1031.........3

Cal Coast Wholesale Lumber [136].........37

C&E Lumber Co. [162] ............................60

Capital Lumber Co. If 05]...........................5

Chemical Specialties Inc. [109] ................17

Chemonite Council t1481 ................,,.,,.,,,.47

Coastal Lumber Co, ll24l ..........,,,.,,.,,.,.,.29

For

information on products or companies (see list at right), circle the appropriate

Colville Indian Precision Pine [123] ........29

Comercial Corza S.A. t 1391......................39

DMK Pacific tr211.....................................28

Epoch [126] .......................30

Fontana Wholesale Lumber [140] ...........40

Forest Products Sales U56l ......................52

Fremont Forest Group Corp. [107]...........8

Hampton Lumber Sales [145] ..................45

Hardel Mutual Plywood U f 81..................25

Hardwoods Unlimited [115] .....................23

Highland Lumber Sales [134]...................36

Holmes Lumber Co., Fred C. t1641 .,.......62

Hoover Treated Wood Products tll6)....23

Want to Subscribe? Check the appropriate boxes to begin receiving your monthly issues. tr I Year($I5) E 2Years ($24) E 3 Years($30) tr Bill Me tr My Check Is Enclosed

News or Comments? We welcome your comments on artlcles, the magazine, or news of your company such as promotions, new hires, expansions or acquisitionS (rftis is afree service).

Huff Lumber Co. Ff9l.............................26

Hydra Reload tf 6f l ...................................59

Inland Timber [138]

Kayu International [158] ..........................53

Keller Lumber Company I f 57]................52

Krauter Storage Systems [133] ................35

Kubinec Strapping Solutions If35]..........36

Louisiana-Pacifi c-TechShield t1081 .........15

M&M Builders Supply t1301....................33

McKenzie Forest Products [1631..............6f

Montrose Reload [l41]..............................40

Nexwood t1551 ...........................................51

Pacific Lumber Inspection Bureau t1321................ .-...........34

Pacific Wood Preserving Co. [106] ............7

Pofywood Products t1291 ...----..-...........32

Product Sales Company [104] ....................4

Redwood Empire tf 021...................Cover II

Reliable Wholesale Lumber t1601............59

Roseburg Forest Products [127]...............31

Royal Pacific Industries [112] ..................20

Simpson Strong-Tie U01l ................Cover I

Stockton Wholesale Lumber t1371...........37

Sunol Forest Products [159] .....................57

Superior Lumber Co. [1421......................41

SureDrive U.S.A. If 50]..............................49

Swan Secure Products [L221,,,,....,..,...28, 53

Thunderbolt Wood Treating If 53] ..........50

TimberTech t1201...-.....--- ..,,,.,..,,..,.,......27

TruWood [113] 2l

Ultra-Flex Moulding U431.......................41

Universal Forest Products U491...............48

Van Arsdale-Harris Lumber t1251..........29

Weinig, Michael A.G. U44l .......................{4

Western Red Cedar Lumber Association t1651 ............... ...Cover III

Western Woods Inc. t1461 ........................46

West€rn Wood Preserving Co. tl111 .......19

Woodguard t1281.................----.-.-........32

1.7-'^, iie

Steve Holmes, Steve Hautala, Tod Holmes, Tom Cailow P.O. Box 8OO, Fort Bragg, Ca. 95437 (7O7) 96,4-6377 FAX 707-96r-0935

- Mendocino CountylVholesale lumber products Redwood, Fir, Pine

& By-Products

Western Red Cedar Lumber Association Member Companies

CAMCO rNC.

City Lumber Sales and Services Ltd.

Columbia Cedar, Inc.

Delta Cedar Products Ltd.

Downie Timber/Selkirk Speciatty

Fred Tebb & Sons, Inc.

Haida Forest Products Ltd.

International Forest Products Limited

LP Engineered Wood Products

Lazy S Lumber Inc.

Lyle Forest Products Ltd.

North Enderby Timber Ltd.

Northwest Forest Products

Pacific Western Wood Works Ltd.

Pope & Talbot, Inc.

Premier Forest Products Inc.

Sawarne Lumber Company Ltd.

Skana Forest Products Ltd.

Teal Cedar Products Salmon Arm Division

TRI-PRO* Cedar Products

Twin Rivers Cedar Products Ltd.

Tyee Timber Products Ltd.

Welco-Skookum Lumber USA

Weyerhaeuser Company

BUITD SOTTIETHNG REATWITH CEDAR.

Natureb good tastc is timeless.

lf you appreciate the real thing, there's no man-made substitute for Cedar. Timeless Cedar offers a deoth oftexture and color that imitators can only hint at. And with its natural, chemical-free durabitity, Cedar stays beautiful. lmitators may offer "warranties." But with Reat Cedar, your choice is backed by generations of satisfaction. And for the future, the Cedar crop is renewable. Forever.

For information and ideas, visit www.wrcla.org or call r-866-778-9o95 Tolt Free.

There is no substitute.

WESTERN RED CEOAR LUMBEB ASSOCIATION

plonling 1.7 million lrees every doy is o smorl inveslment.

The Sustoinoble Forestry lnitiotiveo progrom is dedicoted to the luture of the notion's forests, os well os the chollenge of preserving rore ond endongered forests oround the world. Respect for noture ond sound business proctices ore integroted to the benefit of the environment, londowners, shoreholders, customers ond the people they serve. And thot ollows us to meet the demond for wood ond poper products, while helping to ensure our forests will be oround forever.

(2 SUSTANABLE FORESTRY INllATlVE@ I

Grcwing fomorrou/sfiorcsfs bdtry.-

www.oboutsfi.org

When foresl products ore your business,