Merchant Magazine - March 2008

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Seruing 13 Westcrn States, Including Alaska and l{awall

(Sist8r publication Euilding Products Dilest seNes the East)

PUBtISHER Alan 0akes (ajoakes@aol.com)

PUBtISHER EMERITUS David Cutler

EDIT0R David Koenig (dkoenig@building-products.com)

ASS0CIATE EDITOR Karen Debats (kdebats@building-products.com)

C()IITRIBUTING EDITORS Dwight Cunan, Carla Waldemar, Roy Burleson

AD SALE$ MANAGEB Chuck Casev (ccasey@building-prodLicts.com)

CIRCULATION HeatherKellv (hkelly@building:products.com)

ADMIT{ISTRATlOI\| DIBECT()BAECRETARY Marie Oakes (mfpoakes@aol.com)

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ANER TODAY

cAsqaDE

ALAN OAKES publisher ajoakes@aol.com

The price is right!

I must admit that I enjoy a good glass of wine, but I have never been able to wrap my head around both the pricing and the rating systems for wine. For example. I see a wine with a price of $15 per bottle with a rating of 91. I see another bottle of wine of the same type for $100 that is also rated a 91(different vintner from the same region and rated by the same person). So my dilemma has always been why buy the $100 bottle (not that I would anyway) if the $15 is rated the same and clearly of far superior value. And yet people do.

Similarly, I often see a $15 wine jump over a short period to $30 when a wine rating comes out and customers go out hunting for it. In this example, one can easily argue that this is supply and

demand kicking in. No problem with that, and yet, I also see people buying unrated $40 bottles because advertising and/or well-placed PR told them that these wines have great value.

A recent blind survey showed that people preferred a particular wine when they tasted it at higher and higher price points. They liked the wine when it was priced at $20, and even more when it was priced at $50. Therefore, our expectations determine what we think something is worth. Tell someone it is an expensive wine, and they will believe and taste it as an expensive wine.

That same idea affects the perceived value of everything we buy and helps us determine what we are willing to pay, from the designer-label shirt to the brand-

ed can of soup. If we are told that something is better, whether it is or not, we think it is worth more and we think it is better for us. For example, many will not buy generic food products-they prefer the branded cereal product at 20Vo more because they say the taste is better. Yet often they are the same product, made in the same factory, but with perhaps fewer nuts.

So the question we all must answer is: how do we affect people's expectations of our products and companies? So many of us are caught up in the commodity game where we can never convince anyone our product is worth more, so we fight daily over price. Yet, I see many clever marketers out there who have convinced customers that their product is worth more. Perhaps they have a fancy logo and memorable brand name, they might have clever and consistent advertising, or they use eye catching point-of-sale packaging, along with added great levels of service and end-user support etc., etc., with the end result they can sell at 30-507o more than their commodity counterparts. More costs, mind you, but their field of competition is much, much less.

It just beats me up at times when I see companies say they want to sell highermargin products, yet they are not prepared to invest in what is necessary to make this happen. They sound like our current crop of presidential candidates, who all now claim to want to make change, as if they could will it to happen.

The reality is that by sticking that new price point on, along with the new label and fancy name, you have to market the product and realize that re-branding just does not happen overnight. Again, too many are content just to stick the word "luxury" on everything until the word has no meaning. Can your cat really tell you that luxury brand of cat food is worth the 3OVo more that those ads promise? Indeed after seeing "luxury" stamped on just about everything, I am not sure I trust the word anymore. If you have a product that is worth more and you are going to price it high, you also need to deliver high value if you are to succeed in the longterm. Give your customers a good experience, get their feedback, then announce it to all that will listen, and keep repeating. The only way to succeed long term is to have an all-encompassing marketing and promotion plan. There is no mystery to why some companies succeed over others; they have a reasoned marketing plan and then go out to execute it.

This industry, while still under-marketed, has made great strides over the last five years. So many more companies get it. I am seeing higher levels of creativity than ever before, along with frequency and consistency. In fact. in some cases better reasoned out than most of those horrible Super Bowl ads I watched last night-Go Roclq!

Stabi lized Weather-Resistant Wood \_-/

IhG Gan it gelanywotse for Mllland mnicbboaril uoduoersfl

fF EVER there were a perfect storm. Irecent developments faced by North American particleboard and medium density fiberboard producers would come close to meeting the definition.

Plummeting demand, limited fiber availability. soaring resin costs. new environmental standards. and a strengthening Canadian dollar, among other things, make for an extremely harsh business environment. and we fear the worst is yet to come.

Falling demand for lumber, plywood, oriented strand board (OSB), particleboard (PB), and medium density fiberboard (MDF) has kept market prices at or below break-even levels for all but the lowest-cost producers. As a result, production of wood products has dropped precipitously in the last few months and a rebound is not expected until 2009 (Figure I ).

For mills that utilize residual shavings and sawdust from lumber, plywood and OSB to manufacture composite products like PB and MDF, there is added cause for concern. Due to recent production curtailments, lumber, plywood and OSB mills are not generating enough sawdust and shavings to supply the wood fiber needs of many PB and MDF producers. It has been reported that some sawmills are even putting their PB and

tm

By Jesse Neese RISI

MDF customers on fiber allocation. To make matters worse, demand for wood-based pelletized fuel continues to increase, putting even more pressure on the already tight fiber supplv.

Although more expensive than shavings and sawdust, wood chips are generally available and, in some regions, even plentiful. However, research published in RISI's North American Particleboard & North American Medium Density Fiberboard

Cost Benchmarking studies show that only a handful of PB and MDF mills can use chips as part of their fiber mix due to process constraints. The few producers lucky enough to be able to utilize chips in their production process face higher raw material costs, but at least have sufficient fiber to continue operating.

As if the threat of running out of fiber were not enough, prices for urea (Please turn to page 42)

trIgue I

N.A. TYood Pro&rcts Demand M|llon C:ublc Meten (MMCM)

RedwffiTop 5

HE California Redwood association provides answers to the five questions it receives most often.

l. L it safe to use redwood in fire-prone areas?

Many areas, including the state of Califomia. are issuing new standards or guidelines for materials and construction practices that can and cannot be used in what is known as the WUI, or Wildland-Urban Interface. The goal of the new standards is to prevent structures from igniting during wildfires. Since wildfires behave differently from structure fires, the standards are aimed at protecting buildings or decks from particularly hot, fast-moving fires.

In California, a new chapter has been introduced to the state's building code. For decking materials, California sets high standards for ignition resistance and heat release rates. In independent testing, untreated redwood grades construction common and better were found to perform well within the limits set by the new building code. The molecular make-up that gives redwood its natural resistance to insects and decay also provide a natural resistance to fire.

In general, using redwood grades construction common or better complies with WUI fire-safe standards, though you should always check with local ordinances before building with any material in fire-prone areas.

2. nlchoose redwood, will I be responsible for cutting the last redwood?

The most persistent myth about redwood is that redwood forests are disappearing and we are running out of redwood. This is simply not true. There is just about the same amount of redwood forests today as there was 100 years ago, and those redwood forests that are being managed to

produce redwood lumber are being managed more productively than ever. There are more than 1.7 million acres of redwood forestland in California, roughly 957o of oldgrowth redwoods are protected in parks and preserves, and all redwood products come from sustainably managed forests.

While all commercial redwood forests comply with perhaps the most stringent environmental regulations in the world, about 807o of redwood forests are further certified as well managed and sustainable under independent certification programs.

3. Ho* does redwood fit in with green building?

Redwood is perhaps the greenest building material available. Renewable, recyclable and energy efficient, redwood can help reduce greenhouse gas emissions and address global warming concerns. Redwood is a particularly fastgrowing species, so it excels at removing carbon dioxide from the atmosphere.

When trees grow, they absorb carbon dioxide-a primary greenhouse gas-from the air, and through photosynthesis, store the carbon and release oxygen. The faster they grow, the more carbon dioxide they remove. Harvesting trees stores the carbon they have absorbed in wood products like decking and siding. Replanting and regeneration continues the cycle ofcarbon absorption in the forest.

And since the energy to grow trees comes from the sun (whereas the energy to produce non-renewable materials like plastics and concrete comes from burning fossil fuels, which emit greenhouse gases), using redwood is a great way to lower one's carbon footprint.

4. Ho* much maintenance is involved with redwood decking?

Redwood can be as low-maintenance as anyone could want, or you could choose to refinish your deck every year or two. If you prefer a "no maintenance" option, you should still sweep leaves and debris off your deck and make a reasonable effort to keep it clean. Left unfinished, redwood will take on a distinctive gray look over time and retain all its structural integrity.

Redwood heartwood is particularly resistant to decay and insects. If you prefer to finish your redwood deck to keep it looking like new, there are several quality finishes available-those with a mildewcide and UV protection are generally most effective. Finishing your redwood deck is as easy as brushing or rolling the product of your choice on to a clean surface.

How often you refinish the deck is a matter of choice, and may depend on the severity of the elements to which the deck is exposed. Even so, most decks can be refinished

"DON'T WORRY,'you can assure your customers, there's roughly the same amount of redwood forests today as there was 100 years ago.

Boost sales knowledgeBoost redwood sales

IuzNOWLEDGEABLE sales help

.S'.un increase sales and customer satisfaction.

Yet retaining a sales force well versed on the attributes of all the lumber products you sell is not easy.

The California Redwood Association (CRA) has developed an awardwinning correspondence course that can help. Born out of collaboration with redwood distributors and proven in the field for more than a dozen years, Redwood Basics for Sales & Marketing is a detailed correspondence course that provides valuable training on all aspects related to selling redwood.

The training course addresses topics ranging from what grades are appropriate for what applications to details on redwood chemistry and redwood forest management practices. Sales representatives who complete the course will be well prepared to answer customer questions on installing and finishing redwood, sustainable forestry certification, stain removal and more.

"The course is constantly being refined to help sales associates address emerging issues," says Charlie Jourdain, CRA president. "Today, for example, we can help sales people address how using redwood relates to green building and global warming."

"The technical training the CRA correspondence course provides is critical to bringing new sales people up to speed," says Mike White, general sales manager for Big Creek Lumber. "It takes students step-by-

in a day or two with minimal effort.

step through a great deal of information in a succinct way. When you take the course you come away with a broad base of knowledge. The course is a great value to us because it helps us provide better service to our customers."

The idea is to help your sales force talk knowledgeably about redwood to architects, builders, contractors and do-it-yourself consumers. By understanding the underlying properties that make redwood different from other products, sales people can direct

5. Holo does redwood quatity today compare to the old days?

Thanks to a rigorous and unchanging grading system, you can rest assured that the construction heart or any other grade you choose meets the same standards today that were in place 20,30 or 50 years ago. Heartwood is

customers interested in deck, fencing and other outdoor projects to the appropriate redwood products available.

The course is divided into eight parts and is flexible enough that students can complete the training as their schedule allows. Students can enroll in the $200 course directly thought the CRA.

_ For more info or to sign up for the course, contact Anita MacKusick at (925) 93 5 - 1 499 or anita@ calredwood.or p.

still heartwood, and redwood's natural durability hasn't changed in centuries.

Redwood Inspection Service maintains criteria relative to the appearance of knots, knotholes, heartwood and other characteristics so that the performance of each grade is a known commodity. California Redwood Association can help you choose the right grade for just about any project. Visit www.calredwood.ors for details.

WITH CRA conespondence course, students receive an in-depth education on how to sell redwood right from the comfort and convenience of their own offices.

PALco unveils ing mill

SCOTfA. Ca.. has been home to \)continuous sawmill operations since 1869. And while the building that houses the newest mill in town has historic ties to the heart of redwood country, the mill itself is nothing short of futuristic.

Inside what once served as a redwood storage facility, laser beams scan logs, three-dimensional images appear on constantly monitored screens, and computers re-set saw blades every few seconds. Bark, sawdust, and wood scraps are turned into encrgy to run the mill. Every part of every log is put to use.

"I've been in this business for more than 40 years," says Huey Long, Pacific Lumber's vice president of operations. "This is truly a state-ofthe-art operation-as efficient as they come and uniquely designed to handle redwood. The computer automation helps us maximize volume and value."

The new fence plant, part of Pacific Lumber's "value-added" department and home to Britt Lumber's fencing products line, is adjacent to another of the company's high-tech operations. The new production facility has allowed Pacific Lumber to lower its maintenance and handling costs while increasing its thru-put and improving worker safety.

"Speed is king when you're dealing with smaller logs and generating fencing material," Long says. "We've lowered our operating costs and we're able to produce quality products with good trim and edges. You always

LOGS are scanned as they enter Pnlco's Scotia mill facility. From the operato/s control booth, saws are re-set to maximize the fence products that can be made from each log depending on its exact shape and size. Computers guide the movement of logs and wood products through the entire mill.

FINISHED WOOD oroducts move throuoh the Scotia mill's automated facilitv

want to minimize wane, and we have to be sensitive to redwood's grading requirements. This new facility lets us do it all remarkably efficiently."

The new operation allows Pacific Lumber to consolidate and increase its fence production capabilities. The new mill can process up to 45,000 ft. of redwood lumber per hour-enough to construct a 6-ft. fence about a mile and a half long. The mill includes separate production lines for large and small logs, with most of the production derived from logs 5 to 17 inches in diameter.

The facility also includes a re-saw capability to fulfill special orders. The mill employs about 85 people and runs a single eight-hour shift per day.

The mill is driven by leading-edge computer technology and features a brand new planer. It also incorporates a head rig, sorting systems, and other components from Pacific Lumber's former operations in Carlotta and Fortuna, Ca.

"Redwood is going to continue to be the premium choice for fences for the foreseeable future because of its beauty and the way it stands up to the elements," says Kevin Paldino, Pacific Lumber's director of sales and marketing. "This new mill reflects our commitment to quality and innovation. It helps us better serve our customers. We're delivering quality products more efficiently than ever."

While Pacific Lumber and Britt Lumber products are available nationwide, the vast majority of the fencing materials produced at the new mill stay in the West.

AUTOMATION speeds up the sorting of the many different redwood products produced at the mill and can expedite nationwide shipping.

OVERVIEW of the production floor at the Scotia mill, which every hour produces enough redwood materials to construcl a 6-ft. fence about a mile and a half lonq.

Redwood fencesh the fix

double hot-dipped galvanized fasteners. Inferior hardware, including common iron or steel fasteners or those galvanized by other than the hotdipped process, is likely to corrode and cause unsightly stains when it comes into contact with moisture. As a guide, select l6-penny common nails for the frame, 8- or l0-penny box nails for the fenceboards, and 6or 8-penny finish nails for the fine trim.

rt.

If IINTER storms across the West Y Y have caused extensive damage-not only to power lines, but to backyard fences, too. With do-it-yourselfers increasingly taking on fence repairs, you can expect customers to turn to you for advice for doing the job right the first time.

While redwood is legendary for its ease of workmanship, there are a few tips that can help anyone repair storm damage to their fence.

I I. Know your grades

Redwood looks great for any outdoor project, but not every grade of redwood is appropriate for every project. For example, anywhere that wood will be close to or in contact with the ground, heartwood provides termite- and rot-resistance that make it an excellent choice.

Construction Heart, has some smaller knots-perfect for posts, rails, kickboards and fence boards.

Merchantable Heart can contain larger knotholes and the same durable, decay resistant qualities as Construction Heart. It is great for posts and rails in low fence projects.

. Construction Common is similar to Construction Heart except that it contains sapwood, which can be visually dramatic on large fences. It is great for above-ground applications like fence boards, trellises or gates.

. Merchantable redwood is an economical option for fence boards, and with its larger knots and knotholes can add a rough or rustic look to you fence.

+t 4. Repairing posts

Even the most durable fence may need repairs if a tree is blown over in a storm. When replacing posts destroyed by blown-down trees, remember to use heartwood and to account for the significant loads fence posts can sometimes bear. Most fence posts will be 4x4s or 6x6s, which provide a fence the proper strength. When setting posts, one-third of the above-ground height should be below ground and set in concrete.

a 5. Nails and fasteners

When repairing a damaged redwood fence, it's important to use only aluminum alloy, stainless steel, or

Blending new boards and old Redwood fences can be finished to just about look a consumer chooses. When storm damage causes fenceboards to be replaced, how the original boards were finished and the length of time the fence has been exposed to the elements (and the severity of the weather over time) will determine how best to blend the new boards with the old.

If the original fence was left unfinished and allowed to weather to a distinctive gray look, treating the new boards with bleaching oils or weathering stains can help the new boards match the original boards faster. You may also choose to restore the weathered boards to their original appearance by using trisodium phosphate and oxalic acid treatments. Once the weathered fence has been restored, the entire fence can be finished with clear water repellents to keep the redwood color and grain showing through.

California Redwood Association recommends using finishes that contain a mildewcide and avoiding varnishes, clear film finishes, and oil treatments.

- For more details on repairing and maintaining redwood fences, visit www.calredwood.org.

Stewards of the land

ll-\ REEN Diamond Resource Co. has a proud tradition \Iof caring for some of the most beautiful of California's redwood forestlands. It manages those lands in accordance with perhaps the highest environmental standards in the world, while providing quality redwood decking, fencing and siding products.

"Managing our forestland is about far more than providing quality redwood products," said Neal Ewald, vice president and general manager of Green Diamond's Califomia timberlands. "We have a responsibility to sustain ecosystems, and that in turn leads to healthy forests, great growing conditions, and high-quality redwood products."

Evidence of Green Diamond's commitment to resource conservation can be found in its daily operations and in the company's latest Habitat Conservation Plan. The company recently finalized its second Habitat Conservation Plan with federal agencies, this one focusing on aquatic species across more than 415,000 acres in Northern California. The agreement encompasses a 5O-year plan to conserve habitat and help aquatic species thrive.

Officially known as an Aquatic Habitat Conservation Plan/Candidate Conservation Agreement with Assurances, the plan recently was approved by the National Oceanic & Atmospheric Research Association's National Marine Fisheries Services (NOAA Fisheries Service) and the U.S. Fish & Wildlife Service.

"NOAA is very pleased to approve Green Diamond's habitat conservation plan," said NOAA Fisheries Service regional administrator Rod Mclnnis. "The plan provides significant habitat protection and restoration for salmon."

The agreement details Green Diamond's 50-year plan to assess and monitor the populations of seven aquatic

species on company lands: Coho salmon, steelhead, Chinook salmon, coastal cutthroat trout, rainbow trout, the southern torrent salamander, and the tailed frog.

"This plan demonstrates our commitment to manage our lands sustainably," Ewald says. "It highlights something that many people do not realize-that forest management can enhance water quality and wildlife habitat, while providing wood products for our everyday lives."

The plan identifies four specific conservation goals: Maintain cool water temperatures consistent with the (Please turn to page 6l)

AGREEMENT reached between Green Diamond Resources Co. and federal agencies will conserve and improve habitat for several aquatic species, while providing a new level of predictability for the company's timber harvest olans.

Redwood decking meets wildland fire standards

By Charles J. Jourdain President, California Redwood Association

THE superior performance of redI. wood lumber under fire exposure has been known for decades. Recent testing by numerous laboratories, in response to new standards for decks in California's wildland-urban inter-

face, has reaffirmed redwood's reputation as a fire-safe decking product.

On September 21, 2005, the California Building Standards Commission unanimously approved the State Fire Marshal's "Wildland-

Keep the Gode

Newly adopted fire regulations in California will impact the use of wood products used in exteriors, and a new Tech Note from Western Wood Products Association can help identify what lumber products can be used for siding, decking and soffits.

WWPA's new Tech Note,"California Fire Standards & Exterior Wood Products," provides an overview of building standards that went into effect Jan. I for new construction in state Wildland-Urban Interface areas. The new product requirements, initiated by the State Fire Marshal's Office, are now in

A number of wood products organizations, including WWPA, have worked with state officials in reviewing available fire test data to meet the new regulations and defining preliminary product acceptance. A

number of wood product fire tests have been successfully completed by companies producing products for the California market.

The Office of the State Fire Marshal of California also has granted approval for some wood products and species.

The Tech Nore lists the products that are covered by the generic approval and those that have successfully passed fire tests. It also shows required installation methods and specifications for siding, decking and soffits.

Some siding patterns in redwood, western cedars, and pon-

7A of the California Building Code. Also meeting the new rules is 2" and thicker decking in western cedars and redwood as well as one pattern in ponderosa pine for soffits.

Download the Tech Note from www.wwpa.org.

Urban Interface Fire Areas Building Standards." The new Chapter 7A of the California Building Code went into effect January 1,2008, for State Responsibility Areas and become effective July I ,2008, for Local Responsibility Areas.

The development of these standards was the culmination of two years of effort by representatives of building material manufacturers, home builders, fire-fighting agencies, and numerous other industry and state organizations in response to conflagrations such as the 2003 Cedar Fire in San Diego County. Development of testing protocols referenced in the new standard originated with a FEMA grant to the University of California Forest Products Laboratory after the Tunnel Fire in 1991. The newly adopted standard allows Construction Common or better grades of redwood decking to be used without restriction throughout California's fire-prone wildlands.

Section 704A.4.1

Decking of the new code states that if a decking material has a net peak heat release rate of 25 kWsq. ft. or less when tested in accordance with SFM Standard l2-l A-4 "Deck Test Standard" (Part A) and conforms to ASTM E-84 Class B flame spread it can be used in alf fire hazard severity zones without restriction. Construction Common or better grades of redwood meet both of these criteria without the need for fire retardant treatment. Decking materials not meeting both of these criteria will not be allowed unless the exterior wall covering to which the deck is attached is constructed of non-combustible or ignition resistant material.

Non-combustible decking (masonry and steel) or ignition resistant decking (fire retardant treated wood) are other optrons.

Tests on redwood decking conducted by the University of California Forest Products Laboratory, in addition to the more recent California Redwood Association-sponsored tests conducted by Underwriters Laboratories, Inc. and the Western Fire Center, indicate that the net peak heat release rate for redwood is in the 12l5 kWsq. ft. range. Both heartwoodand sapwood-containing grades of redwood successfully passed the modified Part B of SFM-4 using a class "B" burning brand as requested by the County of San Diego.

Previous tests on l-inch nominal thickness redwood heartwood resulted in the current Class B flame-spread rating. New tests conducted by the Southwest Research Institute Department of Fire Technology, verified the Class B flame-spread rating for 2-inch nominal Construction Common and Construction Heart grades of redwood decking.

Redwood's remarkable properties combined with coordinated, up-todate material performance testing has

resulted in suppliers, builders, homeowners, and fire and building officials being assured that redwood decking

can be used safely tion throushout all and without restricareas of California.

Ourdoor living builds on cedcrr

1f\NE of the hottest trends among \-lhomeowners is to extend a home's living space to the outdoorsand time-tested western red cedar remains a top choice for making it happen.

The trend makes sense. Homes are more crowded than ever, and many homeowners want a refuge from the hectic pace of daily life. Decks can provide a place to relax and enjoy the outdoor setting.

And using westem red cedar adds an all-natural look, aroma and character. "Western red cedar comes in a variety of hues and grades that can add a mark of distinction to a home," said Paul Mackie, the Western Red Cedar Lumber Association's "Mr. Cedar."

The different grades of western red cedar-from knotty to clear - can be combined to create artistic patterns in a space. Combining different grades can also lessen the cost of materials.

"Western red cedar offers endless

choices to fit the style of any house," agrees Loren Sinner, LS Cedar, Seattle, Wa.

WRC's outstanding performance and ease of maintenance are added advantages. "The durability of fwestern red cedar] is outstanding," said Mike Woods, Sound Cedar, Mount Vernon, Wa.

WRC is one of the world's most durable woods because it contains natural preservatives that resist moisture, decay and insect damage. It is free from pitch and resin, making it ideal for a wide range of finishes. Toned finishes can be used to enhance the natural hues of the wood. Clear finishes can also be applied to add an extra level of protection without altering the naturally elegant appearance of the wood.

"When properly installed and maintained, western red cedar can provide a lifetime of service," related Sinner.

It is also easy to build with and

maintain. The even grain and relatively consistent density make WRC less likely to swell, warp, cup or twist than any other soft or hardwood. As a result, it retains a distinguished appearance that lends a mark of quality to any home. Low density and consistency make it an ideal wood to cut, saw, nail and glue-even a handsaw can easily go through the wood.

Building with western red cedar can also lessen a home's environmental footprint, or total impact on the environment. That's especially true when it's compared with synthetic or mineral building products like metal, cement, stucco or plastic that must be extracted from the ground and are not renewable or manufactured.

"Western red cedar is one of the most environmentally friendly building products you can use," said Mackie. In addition, "no man-made material can duplicate the depth of western red cedar's natural luster or aroma."

Western red cedar is recyclable, biodegradable and even reusable. It also has a sustainable lifecycle, unlike other products that must be mined or chemically manufactured. Such materials do not decompose naturally and potentially spend hundreds of years in landfills. As a wood product, WRC decomposes naturally.

Western red cedar's natural preservatives also mean that it needs minimal chemical treatments, unlike the preservatives used in pressure-treated woods.

WRC provides unmatched elegance, durability and versatilityqualities that make it one of the most valued of the woods for backyard amenities.

- For more information on creating outdoor living spaces from western red cedar, go to www.realcedar.org.

DECKING made of western cedar provides aesthetic, performance and environmental advantages

ligen ce Playing fast ball

Bv Carla Waldemar

nON'T underestimate Rhode I-flsland. In a state so small you could walk across it before lunch, there are at least seven feisty lumberyards. (And that's only the independents.) So when, from that number, Coventry Lumber's Bruce "Buzz" Gielow is hailed as the state's Lumberperson of the Year, you sit up and listen-that is, if you want to learn a thing or two about how to succeed amidst fiery competition.

Funny thing is, until Buzz joined the company as operations manager six years ago, he didn't know a Doug fir from a Christmas tree. But he did know how to run a forward-looking business, the very skill set its owner, high-school friend Michael Durand, was looking for. And Buzzin tulx was drawn by its steding reputation in the community.

In those six years, business has blossomed by 3OTo,thanks to a host of new protocols and practices, staff development (it's grown from 32 to 80 in those six years), and by focusing

attention on the formerly forgotten retail trade. Two years ago, Coventry opened a new facility, with a state-ofthe-art showroom to draw those homeowners, and more recently launched the first, and only, drive-through in the state.

Leaning on technology was the first step. "There was only one PC when I came on boardl now there are 60, between the two locations," says Buzz as an intro to the job cut out for him. "This industry uses only a small percent of the technological tools available to it, and only rarely does an outsider come into the business," importing the know-how.

"When I started here, there was no formalized purchasing system, for instance-so I basically created a purchasing department. a receiving department, and formalized inside sales to support outside sales. Better sourcing, too," he continues, beginning by scrapping old-fangled stationary telephones in favor of cordless models that freed staff to supply

quicker, better service. "We also developed a website (www.coventrylumber.com) that acts as a virtual showroom." he notes.

Sure. there was some staff resistance to entering the electronic agethere always is-but Btzz, a consummate communicator, talked them through it. "And once they'd hit a couple of home runs," says the coach, "they moved right up and started batting."

And, thanks to intensive training sessions-the company firmly believes in spending time and money on its employees' education-they started selling more, too. "They'll sell things if they're confident and don't feel they'll look like fools. The way to sell is to have confidence in yourself," he believes. "So, we changed Ithe mindsetl from taking orders to actually selling, through lots of sessions on product knowledge-(We encourage architects to use our conference room for AIA accreditation courses. so we surround ourselves with knowledge from the outside. too.)-but also business knowledge. from accounts receivable to shipping to accounts payable. Their own piece will be more accurate if they understand the business flow. And when you expand the horizons of an individual like this, you build more of a team effort: Everybody becomes skin in the game."

Taking a cue from Henry Ford, quotes Buzz, "We hire character, then teach skills. When someone leaves. we replace him with a better person, better level of service. When times allow, we'll create a job for a good candidate rather than let him slip away. We look

for good communications skills, good organizational skills-things like the ability to take special orders correctly."

Enhanced both by new computer and people skills, loyalty is ferocious and turnover has dropped dramatically. And by creating efficiencies in every department,Buzz has been able to free up his own time to create job descriptions and a handbook-both company firsts and high on his list of essentials. "You've got to define people's responsibilities and teach them to do their jobs efficiently. It's the manager's responsibility to explain what's expected of you and define it, let you know what our goals are. People want to make money and a future for themselves, so give them the tools, and it's profitable both for them and for the company. We promote from within, farm-style, and a Succession in Management program spells out the steps on the ladder."

Those are not just pretty words. Coventry's sales manager came up through the ranks-and he's only 40 years old, another trademark of the company. "The oldest person on the executive team is only 52," says Buzz. "Most of our people are in their mid20s, so they don't bring a lot of baggage. Because we're a younger company, with younger people, we're not stuck in the established track of catering to tract builders."

And that's no accident, because Coventry was quick to realize that that's not where the future lies. "We saw the writing on the wall. With that growth slowing down, we're courting the retail and remodeling business. With the economy slowing, people are sitting home, staying where they arebut they want something. a signature piece, something distinctive that makes them stand out from the Joneses-like, maybe a feature window. Or they'll put in the room they've always wanted, or add a deck. Outdoors is big. Decks used to be a $3,500 sale; now they're approaching $20,000. Same with exotic flooring systems, moulding, cabinetry and high-end countertops. Formica?"

Don't make him laugh: "Nevermorel"

To service this new market, Coventry's showroom staff has mushroomed from. well. zero to five seriously service-oriented people, adept at selling special orders, designing takeoffs, and suggesting specialty items.

Buzz brings his marketing savvy to those display areas, explaining,

"Stagnation is bad for sales. We change it around a lot, mix it up so it looks different. There's constant flux, just like at an auto dealership, where they move the cars around to create interest. We have displays on wheels so they can be rearranged, create new dynamics.

"We create an actual shopping experience fostering impulse buying, like at a mall, rather than contractors here for one specific item." To serve these shoppers, Coventry wisely has extended its hours, because, as Btzz knows, "They like to kick the tires. And they need to shop when they want to, not when you want them to."

Advertising plays a new role, too. "We feature products of the month through fliers, mass mailings, and our website to get the word out. We get discounts from our suppliers and pass them along to the consumer."

And, because everybody's after a bigger slice of pie-or, at least, not going hungry-Coventry considers not only those seven active independents as competitors, but also specialized sales rooms. So, another innovation: "We now advertise in the Yellow Pages under more than one headingnot only 'Lumberyards,' for instance, but also 'Kitchens' and 'Decks."'

Speaking of competition, what's the word on the nearby boxes?

"Home Depot is one of our best friends," Buzz guffaws. "Because it's

open longer hours, people go there to browse and decide on what they want, then say, 'Okay, now let's go to Coventry.' The Depot's staff even directs them to us!"

Nice work if you can get it.... Yet, especially when swimming in these chilly economic waters, it's no time to coast along. "Our biggest challenge is financial growth," Buzz realizes, "the cash-flow crunch. You've got to watch that you don't get caught up through receivables, and remember, cash is best. Try to get more cash orders, like money for special orders upfront,"-which calls for a bit of diplomacy -"tweaking without being insulting. And for contractors, we're being more stringent in awarding accounts.

"Financially, there are three things you can control: receivables, inventory and expenses. and of these. inventory is the easiest to control." It took some re-educating, he notes. "They had been in the habit of looking at price rather than cost."

Coventry Lumber has run a successful operation since 1969 BG (Before Gielow). Under his watch over the last six years, it's moved into the big leagues. Keep your eye on the pennant.

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

COVENTRY Lumber's Buzz Gielow was recentlv named Rhode lsland's Lumberoerson of the Year,

Rnlrrrls

Ace Hardware is remodeling a 16,000-sq. ft. facility in Burien, Wa., for a late summer opening (Bob Mitchell, owner) ...

N ewhall Hardware. Newhall. Ca., is liquidating after 60 years

Clark's Ace Hardware is the new name of the Lincoln Avenue Ace Hardware in Napa, Ca., with its sale after 32 years from Lyle Schafer to Dick Clark, owner of Zeller's Ace Hardware, Napa

Ace Hardware is closing its 21month-old location in north Modesto, Ca.; employees may transfer to sister stores in Modesto, Ceres and Tracy ...

Parr Lumber, Hillsboro, Or., opened a 10,000-sq. ft. Parr Cabinet Outlet in Peoria. Az.: Mike Harris, mgr. ...

Pacffica Lumber, Pacifica, Ca., is now offering tool and equipment rentals ...

Lowe's Cos. opened new stores March 4 in S. San Francisco, Ca., and Feb. 19 in Porterville. Ca.. and expects to unveil a new location in E. Aurora, Co., late this year

Lowe's is awaiting approval to build a 111,196-sq. ft. store on 10.7 acres in Sonora, Ca.; has applied to build on property in Eugene, Or., it acquired from Safeway for $6 milion; has broken ground for a 170O00-sq. ft store in San Bernardino, Ca.; applied to build a 156,000-sq. ft. store on 11.4 acres in Santa Rosa, Ca., formerly studied by Home Depot, and dropped plans to build in a proposed mall in Elk Grove, outside Sacramento, Ca.

Home Depot's plan to build in Dixon, Ca., was opposed by the local Chamber of Commerce; is still deciding whether to build a

day laborers center at its store in Baldwin Park, Ca., and has finalized an agreement to lease a store on land owned by the Coquille Indian Tribe in North Bend. Or.

Home Depot is cutting 500 jobs-about IIVo of its workforce-at its headquarters in Atlanta, Ga.; affected departments include human resources and information technology ...

Wrorrsnns/trrurlcrunrns

RY Timber, Livingston, Mt., has restarted its mill after two weeks of market-related down time ...

Eagle Roofing Products, Rialto, Ca., has added Great Plains and Midwest sales regions, respectively headed by Colorado rep Gary Manlove and St. Louis. Mo.-based Jeff Ohley

Timber Products, Springfield, Or., is producing domestically sourced poplar-core plywood at its recently upgraded plant in Corinth, Ms....

Opware Solutions, Beaverton, Or., is supplying business optimization software to GeorgiaPacific's 19 southern pine lumber mills...

CorrectDeck maker C orrect Building Products is now exclusive distributor of the RainEscape deck drainage system ...

Postsaver USA barrier protective system has been listed as BP-1 in the American Wood Protection Association's Book of Standards" recognizing the products' ability to protect wood used in ground contact; the company also earned the listing ESR-1834 from the International Code Council ...

Arch Treatment Technolo gie s' Wolmanized L3 Outdoor wood has been been accepted by the American Wood Protection Asso-

ciation for listing in the 2008 AWPA Book of Standards; it will be shown as PTI, referring to its three carbon-based ingredients: propiconazole, tebuconazole, and imidacloprid...

C e r t ainTeed's ToughGard-R duct liner has been GreenGuard certified...

Southeastern Forest Products, Cordele, Ga., a division of U.S. Timber, Eagle, Id., has won the company's #l division award for the second year in a row ...

Krauter Solutions, Indianapolis, In.. has re-launched its website at www.krauter-storage.com ...

BuildDirect, Vancouver, B.C., is now exclusive distributor of Formosa Stone Veneer from Vietnam's Vnh-Cuu

Anniversaries: National Hardwood Lumber Association 110th CJ Redwood Lumber Co.. Escondido, Ca., 50th

Housing starts in January inched up 0.8Vo to a seasonally adjusted annual rate of 1.01 million ... single-family starts fell 5.2Vo, while multi-family jumped 22.3Vo regionally, starts dropped 6.2Vo in the West ... permits slid 3.07o to a 1 .08-million annual pace, the lowest level since November 1991. Send

Have your recent expansion, promotions or other company changes published in the next issue of The Merchant Magazine.

Just Fax your news to 949{52-0231 or send by email to kdebats@buildingproducls.com.

hfrce sevice)

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

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Wood Moulding & Millwork Producers Association - March 10-15, winter meeting, Palm Desert, Ca.; (800) 550-7889.

California Forestry Assn. - March 1l, joint legislative reception with LACN, Sutter Club, Sacramento, Ca.; (916) 444-6592.

North American Wholesale Lumber Association - March 11, regional meeting, Portland, Or.; (800) 527-8258.

Wood Products Council - March 11, green building seminars, San Diego, Ca.; March 12, Costa Mesa, Ca.; March L3, Los Angeles, Ca.; www.woodworks.org.

Wood Technology Clinic & Show - March 12-14, Oregon Convention Center, Portland, Or.: (770) 291-5432.

Los Angeles Hardwood Lumberman's Club - March 13, golf, Black Gold Golf Club, Yorba Linda, Ca.; (626) 445-8556.

Greenprints - March 13-14, Atlanta, Ga.; (404) 8'72-3549.

True Value Co. - March 14-16, spring market, Orange County Convention Center, Orlando, Fl.: (773) 695-5000.

International Home & Housewares Show - March 16-18. McCormick Place, Chicago, Il.; (847) 292-4200.

Western Building Material Association - March 18-19, estimating seminar, Bozeman, Mt.; (360) 943-3054.

Wood Products Council - March l9,"Wood Works for Building Design" seminars,Sacramento, Ca.; March 20, San Francisco, Ca.; www.woodworks.org.

Redwood Region Logging Conference - March 20-22, fairgrounds, Ukiah, Ca.; (707) 443-4091.

North Cascade Hoo-Hoo Club - March 25, past presidents'

night, Cranberry Tree Restaurant, Mount Vernon, Wa.; (360) 391-1860.

Phoenix Home & Garden Show - March 28-30, Phoenix Convention Center, Phoenix, Az; (877) 663-6186.

National Lumber & Bldg. Material Dealers Assn. - March 31Aprif 2, legislative confab, Washington, D.C.; (800) 634-8645.

Apntr

Tacoma-Olympia Hoo-Hoo Club - April 1, old-timers night, Tacoma Elks Club, Tacoma, Wa.; (253) 688- I 834.

American Architectural Manufacturers Association - April l2, western region spring meeting, Marriott Ontario Airport Hotel, Ontario, Ca.; (847 ) 303-5664.

Remodeling & Decorating Show - April 11-13, Pasadena Conference Center, Pasadena, Ca.; (818) 557-2950.

Western Red Cedar Lumber Assn. - April 14-17, cedar school, Pacific Palisades Hotel, Vancouver, B.C.; (604) 684-0266.

Lumber Association of California & Nevada - April 17, PAC golf tournament, Black Gold Golf Club, Yorba Linda, Ca.; (9 l 6) 369-750 l

Inland Empire Hoo-Hoo Club - April 18, lst annual Don Gregson Memorial Golf Tournament, San Dimas Canyon Golf Course, San Dimas, Ca.; (714) 526-4496.

North American Wholesale Lumber Association - April20-22, executive conference, Loews Ventan Canyon, Tucson, Az.; (800) 527-8258.

Pacific Coast Wholesale Hardwood Distributors AssociationApril 2O-22, annual meeting, Princeville Resort, Princeville, Hi.; (925\ 245-4320.

Transload Distribution Association - April 21-23, conference, Green Valley Ranch, Henderson, Nv.; (503) 656-4282.

American Hardware Manufacturers Association - April 2124, technology forum, Memphis, Tn; (847) 605-1025.

Wood Machinery Manufacturers of America - April 23-26, conference, Palm Desert, Ca.; (215) 564-3484.

Fred C. Holmes Lumber Co.

Lumber Association of California & Nevada's 2nd Growth group recently elected Barrett Burt, Ganahl Lumber, Laguna Beach, Ca., as its new president.

New v.p. is Mike Shumacher, Ganahl Lumber, Anaheim, Ca., and secretary Mike Carey, Sierra Pacific,

Anderson. Ca..

New to the board are Chris Freeman, Ganahl Lumber, Anaheim, and Terry Rasmussen, Jones Wholesale Lumber, Lynwood, Ca.

The group holds its next meeting May I at Embassy Suites, Brea, Ca.

LACN's annual Pacific Northwest

ruffi "1 [ Lr, ell

A growing number of deck failures have emphasized the need to build decks to meet code requirements just like any other structure. To help your customers build safe, code compliant decks, Simpson Strong-Tie@ introduces our new Deck Framing Connection Guide. The guide recommends structural connectors and provides besl practice guidance based upon specific building codes.

Understanding the critical connections on a deck has never been easier.

To request a copy of the Deck Framing Connection Guide call (800) 999-5099 or visit www.strongtie.com/codeguides.

mill tour goes through Eugene and Roseburg May 18-20.

California Redwood Association has set the next meeting of the Redwood Quality Standards Committee for April 11 at Mendocino Forest Products. Ukiah. Ca.

North American Wholesale Lumber Association will hold its annual executive conference April 2022 at Loews Ventana Canyon Resort & Spa, Tuscon, Az.

A past-chairman's reception and dinner will open the event. New this year is an exhibitor's showcase, in addition to group meetings.

Inland Empire Hoo-Hoo Club is sponsoring its lst annual Don Gregson Memorial Golf Tournament April 18 at the San Dimas Canyon Golf Club. San Dimas. Ca.

The four-man scramble event benefits The City of Hope and Rim of the World High School.

Los Angeles Hardwood Lumber. man's Club will hold its annual Ladies Night and Member of the Year presentation May 8 at Summit House Restaurant. Fullerton. Ca.

Western Wood Preservers Institute plans its summer retreat and meeting for June 15-17 at Sun Valley Resort, Id.

Hardwood Plywood & Veneer Association will offer a grading and specifying workshop April 8 at the Holiday Inn, Sacramento, Ca.

Instructors are Bill Altman, HPVA; Burt Burton, Roseburg Forest Products; Bud Dietrich, Dietrich Veneer Sales Co., and Mike Knapp, Columbia Forest Products.

North American Building

Material Distribution Association convenes its annual executive management conference May 7-8 at The Homestead, Hot Springs, Va.

Networking and educational ses-

(Please turn to pag,e 60)

O2008 Srmpson Strong-Tie Compaly,nc DDRO/

One Fewer Hayward Lumber

Hayward Lumber, Monterey, Ca., closed its Paso Robles, Ca., yard March l. due to a slowing construction market.

"We were already heavy in the Central Coast market," said spokeswoman Suzanne Scattini. "Closing a branch is difficult; it's not something we take lightly."

The family-owned company has l5 locations, including nearby yards in San Luis Obispo and Santa Maria that have been recently remodeled. "We were maxed out in our space in Paso Robles." said Scattini.

Hayward, which owns the 3,500sq. ft. building in Paso Robles, has not decided what will become of the space.

UFPI Buys Industrial Producer

Universal Forest Products' Western Division has acquired industrial wood products manufacturer International Wood Industries, Inc., Turlock, Ca., for $14 million.

IWI manufactures and distributes boxes, crating, packaging and skids from facilities in Alaska and Hawaii. Last year, the company had sales of $40 million.

Universal formally launched its industrial business in 2000 with the formation of a dedicated sales force and internal structure focusing solely on that market. The divrsion now sells more $450 million a year.

Harbert Hangs On In Aspen

Harbert Lumber will probably remain at its current leased location in Aspen, Co., for the foreseeable future while local officihls reconsider redevelopment plans for the property (see December 2007, p9.22).

The city recently purchased the 4.64-acre site for $18.25 million from Building Materials Holding Corp., the parent company of BMC West, and had hoped to build aflbrdable housing there. However, the nearby airport's master-planning plans may affect that plan.

"An extension of three years may not be outside the realm of planning considerations," said assistant city manager Bentley Henderson.

Weyco Rethinks Commercial Weyerhaeuser Co., Federal Way, Wa., is exploring its options for its commercial construction division.

The unit-which has been serving commercial builders for 45 yearscould be sold, merged or retained, due to the "desire and need to focus on our core strategies in the residential structural frame market."

The commercial business includes three manufacturing units and l3 design and sales offices, with 320 employees, primarily in the Northwest, Southwest, and East.

BMHC Gets Credit Waiver

Building Materials Holding Corp., San Francisco, Ca., has obtained a temporary waiver of certain conditions on its credit line.

The waiver allows the company to borrow up to $75 million through the end of February, while it works toward a permanent amendment to its credit arrangements. BMHC-which currently has a revolving line ofcredit of $500 million, a term loan of $350 million, and an option to increase the credit facility by $250 million-wants to preserve its access to capital under the facility.

As of Dec. 31, BMHC had $346 million outstanding under the term loan and nothing under the revolving credit facility.

I-Jorsrs "to en 66(% \MTDER THAN YOUR TYPICAL LUMBER JOISTS. THAT MEANS MORE STAB],8 FLOORS WITH LESS BOUNCE AND FEWER HEADACHES FOR BU]LDERS, Trrar's wHAT wE Do. Wr rltexn rHE PRODUCTS THAT BUILD THE HOMES, SIMPLY BETTER,

TEcHSHTELo' l suanrsro:'l Sor.rosranr'l toetrtorcx" l Crarexef l wrrrxrnB:sr' Poa uonn INfoRMATToN oN orrrER LP pnonuc'rs, vrslT LpcoRp.coM.

CnTTFoRNIA PLUSRrnwooo DEcKTNG

California Plus redwood delivers the rich natural beauty and long-lasting performance your customers want. And it costs less than you think.

You'll love its light weight and workability, too. lt is generally superior to Construction Common grade redwood. And because its air-seasoned, California Plus redwood is less likely to twist, warp or cup than other woods. lt goes down straight and stays flat after installation.

Available in dimensions S4S EE: 2x4 - 2xl2 and 4x4 pulled to lengths of 8'-20'

Gaf l 1-8OO- A37 -7 O77 for distributor details and product specifications.

Q2008 Califomia Redwood Company, Use of the SFlr label indicatBs that California Redwood Company is a participant in the SFI program and that our operalions and facilities have been certified by an independent auditor to be in compliance, in all material respects, with the SFI Standard and SFI label guidelines. For more information on the SFI program, visit www.aboutsti.org.

P&T Seeks Extension

Pope & Talbot, Portland, Or., has requested that its $89 million bankruptcy loan be extended to April 4, so sales of its lumber and pulp mills can be completed. Although the sales have been approved by the U.S. Bankruptcy Court in Wilmington, De., they cannot close until regulatory approval is received.

The first sale was to International Forest Products, which won court permission in early January to buy three of Pope's lumber mills and related assets for $69 million.

On Feb. 12,the court approved the $105 million purchase of Pope's paper business by PT Pindo Deli Pulp & Paper Mills, an affiliate of the Sinar Mas Group in Indonesia. The sale includes the Fort Saint James mill in British Columbia. Another B.C. mill. in Midway, will be sold to Fox Lumber Sales, Hamilton, Mt.

Mill Adds Co-Gen Plant

Rough & Ready Lumber, Cave Junction, Or., unveiled its $6 million, 1.5-megawatt cogeneration plant in mid-February.

"We have a need for this: the main goal is to dry more high-quality lumber," said Jennifer Krauss Phillippi, who manages the family-owned sawmill with her husband, Link Phillippi. "This will secure the 85 jobs we have here. It will keep us competitive."

At least half of the fuel for the new plant will come from sawmill waste. The rest will come from logging debris and forest stewardship projects aimed at thinning stands of overstocked forests. "We are hoping this will make more sense than slash burning to industrial forest landowners," she said.

Joel King, who is in charge of the Wild Rivers Ranger District, said there are plenty of over-stocked stands in the Rogue River-Siskiyou National Forest that could provide fuel. "This plant is a great statement about faith in future, in the community, and demonstrating good stewardship," he said. "If we can have selfsupporting power from restoring the forests. whv not?"

Montana Mill Adds 30 Jobs

While depressed lumber prices have forced other sawmills to cut back production, Pyramid Mountain Lumber Co., Missoula, Mt., is adding 30 jobs, by focusing on applications unrelated to residential construction.

Increasingly, Pyramid has been more narrowly targeting its production toward niche markets that demand smaller, high-end boards for remodeling projects, bookcases and cabinets.

M"We're flowing against the current, because we are adding shifts and adding people and producing a product that is not reliant on a robust housing market," said controller Loren Rose.

Prison For Weed Eater Thief

A man in Sacramento. Ca.. was sentenced to 28 years in prison for stealing two Weed Eaters from a Home Depot there.

Reginald Whitfield, 42, was sentenced under the state's "three strikes ruIe." In 1991, he wrapped his hand to look like a gun during a robbery. In 1993, he struggled with security officers after he was caught taking food from a market. However, he also has numerous arrests for drugs, thefts, parole violations, and failures to appear in court.

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Norton Pulls Out Of Oregon

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\lanufacturcrs of Hidden Dcck

Fasteners &,{ccessories

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Deuler Inquiries Welcome

Premium Grade Stainless Steel Reinforced For Kiln Dried Decking or Composite Materials

PRESIDENT Sam Sanregret iiefl) feted chairman John Gaskrn dL,r ng Cap ta s 60th ann versary ce ebrat on.

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Radiata Trimboard Producers Defend LOSP

In an effort to stem misconceptions preservatives can be used in the LOSP in the marketplace about LOSP (Light process, which has resulted in comOrganic Solvent Preservatives), the mentators confusing the market by leading manufacturers of LOSP-treat- referring to the LOSP process as the ed radiata pine trimboard are issuing cause of health concerns in New advisories to stress the safety of their Zealand rather than focusing on the products.

Fletcher Wood Solutions. ITI and active preservative chemical itself.

"The health concerns raised across

Bodyguard all say that their preserva- the New Zealand timber industry are tives and their practices are far differ- also associated with short cuts made ent than those that have come under by manufacturers in the LOSP delivscrutiny in New Zealand ery method and also with the use of Fletcher's statement, for example, TBTN (tributyltin napthenate) comnotes, "The LOSP process caries the pounds, which are on the EPA's active chemical into the wood, which 'severely restricted' list and are known then evaporates, leaving only the potent skin and eye irritants. FWS' chemical behind. But a wide range of products do not contain TBTN com-

pounds. FWS only uses an EPA registered organic azole formulation in our products, which consists of chemicals commonly used in the horticultural and agricu ltural industries.

"To suggest that all products treated using an LOSP process are the same is like saying all water-borne treatments are the same. ACQ, CCA and boron preservatives are all waterborne treatments and are all very different from one another. In the same way. LOSP-borne treatments using the EPA approved organic azoles such as those used by FWS are completely different to the more chemically potent TBTN products implicated in the recent health concerns in New Zealand. Arch Wood Protection, a manufacturer of both chemicals, announced in November 2O01 that they would no longer promote the use of LOSP-borne tin-based products, but would instead promote the use of LOSP-borne azole treatments.

A$.-efmsT Tr:mTffimffiffi

All-Coast Forest Products has upper-grade qirality redwood, ready to mill and ship.

Some of redwood's unique advantages: Unmatched beauty LongJasting prerforrnance o Resistance to warping, splitting, checking, and cupping . Strength combined with light weight Easy workability . Natural resistance to pests and decay . Exceptional stain retention and bondability Made in tlle U.S.A. California Grown

All-Coast mills to order, using California Redwood Association (CM) and Western Wood Products Association (WWPA) patterns. Custom designed patterns are also available. Our dedicated fleet of trucks ensures complete, on-time delivery.

GET GENUINE. NATURAL REDWOOD FOR YOUR UPCOMINC PROJECTS.,N'S THE NATURAL CHOICE. CALL ALL€OAST FOR MORE INFORMATION.

"Our LOSP procedures are also designed to ensure that our workers are not exposed to health concerns during the LOSP treatment process. Key to minimizing any health risks is allowing sufficient time for the solvent used in the treatment to evaporate (called 'flashing off') before any handling takes place. The current industry-recommended flash-ofT period is a minimum of three to four days. In New Zealand there have been instances publicized where other manufacturers have allowed structural timber to be handled while still wet with treatment, a practice FWS does not condone. Before being physically handled, FWS' wood is exposed to airdrying for a minimum of three to six weeks, depending on the thickness of the material and air temperature. In addition, our process involves the individual 'filleting' of each piece of wood to allow circulation of air around all of the product pieces. Our product is then painted with two coats of primer. Quite aparl from the need to ensure the health of workers is not compromised, the primer will not adhere if there is residual solvent present in the wood.

"We follow all New Zealand wood processing safety standards, and use a tried and tested EPA registered treatment for our products. We are committed to producing non-hazardous, environmentally responsible, and durable products for our customers."

Bodyguard and ITI issued similar statements.

Tom Rietow, ex-Hardware Hawaii, has joined HPM Building Supply as lumber and building materials sales mgr. for Kauai, Maui and Oahu, Hi., overseeing the chain's expansion beyond the Big Island.

Brad Campbell, ex-Ochoco Lumber, has formed LongHorn Lumber Co., Powell Butte, Or., wholesaling pine patterns, moulding, millwork, reclaimed lumber, and imported commons, boards, patterns and 2x6 European spruce T&G decking.

Susan Wensley has joined Standard Structures. Inc.. Windsor. Ca.. as Certa sales representative and inhouse LEED expert. Also new are technical sales rep Denise Bough and sales rep Leigh-Anne Magin, both focusing on commercial sales, and John Saggiani, ex-ilevel by Weyerhauser, as market development mgr., focusing on architects and designers.

Mark Donovan has moved from c.o.o. of Forest City Trading Group, Portland, Or., to president of affiliate Western International Forest Products, Beaverton, Or. He replaces Greg Lebeck, who retired Jan. 31 after 34 years with the company. Scott Elston, ex-Weyerhaeuser, is now v.p.-sales & marketing.

Gerry Pankratz has been named president of Olympic Industries, North Vancouver, B.C. He succeeds Steve Granger, who will manage special projects. New traders include cedar specialist Tyler Moore, exports expert Nori Matsunuma, and Nils Edstrand, handling North American trading. Stanley M. Wilson has been promoted to president and chief operating officer of BMC West parent Building Materials Holding Corp., San Francisco, Ca.

Scott Maidrand, ex-Harwood Products, is new to sales at Cal Coast Wholesale Lumber Inc., Ukiah, Ca.

Jerome Huerta is now in EWP design at Huttig Building Products, Phoenix, Az.

Richard James has been promoted to v.p.-operations for the wood products division of Casey Industrial, Broomfield, Co.

Carol Kelly, Golden, Co., has joined Fiber Composites, New London, N.C.. as director of national builder accounts and specialists.

Lane Cox, ex-James Hardie Building Products, has joined SierraPine, Roseville. Ca.. as Texas-based sales mgr, of the South-Central region.

Ralph Lodewick has been elected to the board of directors at JewettCameron Trading Co., North Plains, Or., replacing Richard Cheong, whose term expired.

Travis Campbell. Mad River Lumber, Arcata. Ca.. has been elected chairman of the board for the California Redwood Association.

John Russell, Mendocino Forest Products, Ukiah, Ca.. was named vice chairman.

Chad Hossack, ex-Select Build, is a new account mgr. at Capital Lumber, Phoenix, Az.

Raul Garcia. ex-Mid-Willamette Precut, has joined the sales team at D Stake Mill, McMinnville, Or.

Brian C. Cornell, c.e.o., Michaels Stores, has been appointed to the board of dircctors for Home Depot.

David t,uck, president, ABC Supply Co.. Bcloit. Wi.. has aclded the title of c.e.o

Peter V. Anania has been nermed president and c.e.o. of Correct Building Products.

Darrell Corbitt has bccn appointed information technology support mgr. for wood treatrncnt products at PhibroWood.

F. Timothy Reese, ex-Dupont, was appointed lo v.p.-operltions at Trex Co.

Steve Fancher, CMI, Chicago, Il.. hls been promoted to managing director of CMI-Europe & Asia.

Angelo Gangone has been named chicf staff of AWFS staff. succeeding Dale Silverman, who has retired afier 14 years at AWFS to fircus on her management consulting busincss, Mystic Mountain Ranch Corp., Coulterville, Ca.

John V. Faraci. chairrnan and c.e.o.. International Paper. has been elected chairman of the board of the American Forest & Paper Association, Washington. D.C.

Mark Savan, president. Simonton Windows. has been named to the board of directors of the non-profit Homes for Our Troops.

Dave Lucchetti, president and c.e.o., Pacilic Coast Building Products, Rancho Cordova, Ca., was named Sacramentan of the Year by the Sacramento Metropolitan Chamber of Commerce.

Mike Howell, Parr Lumber Co., Eugene, Or., is now on the Home Builders Association of Lane County's board. Perry Larson, Copcland Lumber Yards, Florence. Or., is the president of the group's Florencc chapter.

Rex Holmes is now head of the remodeling department at MungusFungus Forest Products. Climax, Nv., repclrt co-owners Freddy Fungus and Hugh Mungus.

Who says siding has to be all about straight lines and uniform colorl HAIDA SKIRL wavy edge:cedar siding adds personality and individuality to your home.And that's something no cement or plastic siding can do."Western Red Cedar gives you natural durability, long lasting srreet appeal and surprisingly little maintenance. Which leaves more time for the fun things in life.

To learn more or to place an order, contact us at 604-437 -3434 or info@haidaforest.com.

PefiectStorm

(Continuedfrom page I I)

formaldehyde (UF) and melamine urea formaldehyde (MUF) resins used as binders for PB and MDF have been screaming upwards for the last year. UF resin prices increased an average of 30Vo in fourth quarter 2007 alone. These price increases stem from shortfalls in methanol supply and an increase in the demand for urea, two of the primary feedstock chemicals used to produce PB and MDF resins.

For Canadian producers, the situation is even worse. Recent rate cuts by the U.S. Federal Reserve will likely keep the U.S. and Canadian dollars at or near parity for the foreseeable future. Worst case for Canadian producers is that the loonie continues to strengthen against the greenback. Over the last year, the loonie's assent has essentially tacked on an additional l57o to 2O7o to bottom-line production costs for Canadian PB and MDF mills (Table 1).

As incredible as it might seem, another major storm on the horizon will fuel this already desperate situa-

tion into a full-blown conflagration.

On April 26,2007, the California Air Resources Board (CARB) approved wide-sweeping restrictions on formaldehyde emissions from woodbased panels, including hardwood plywood, PB and MDF. In order to meet the new standards, producers who have not already done so will be required to either install equipment to control air emissions or cgase operating altogether. According to a source at one mill, a capital outlay of approximately $3 million will be required to

modify their process. Due to the high cost of compliance, it is rumored that several prominent mills are slated for closure.

- Jesse Neese is product manaqer, wood products cost benchmarking, Jbr RISI, the leading information provider for the global forest products industry and publisher of Crow's Weekly Market Report, the longest-running source oJ prices in the North American lumber and panel industry. He can be reached at ( 503 ) 364-397 I or jneese@ risiinfo.com.

Economy Driver Crushed

Brian Adkins, a 43-year-old delivery driver for Economy Lumber, Oakland, Ca., was killed Feb. l4 when a load of lumber fell on top of him while unloading at a residential construction site.

Police said the truck was parked on a steep grade. When the driver started to unload the boards, the three-ton shipment shifted and fell on top of him. CaI-OSHA was notified and is expected to investigate the incident.

Lausmann Grows Specialties

Lausmann Lumber. Loomis, Ca., has added several new products to its

family of appearance grade specialty lumber.

Lausmann is now stocking and distributing steamed garapa hardwood decking, Wynndel Specialty Products' full line of WynnWood ESLP l" boards and lx6 and lx8 end-matched pattern stock, and specialty wood products from Bitterroot Valley Forest Products.

"With the ever-changing, down economy, we need not only to continue to grow, but to offer 'like' items of specialty appearance grade to our customers," said Chuck Luzader.

The distributor took on Wynndel end-matched ESLP as an alternative to

Keep your cool with Thermastrand

AinswotthEngineeledo Thermastrand'" eliminates all kinds oftemperature-raising hassles. It

radiant heat that hits a roof-Thermastrand's unique one-step in-line manufacturing process also provideg far superior breathability, and foil adhesion guaranteed against delamination. Easyto install with a great finished appearance, Thermastrand's the natural choice ofcooler heads everYwhere.

ponderosa pine and steamed garapa due to the ever-increasing price levels of ip6. In addition to being less expensive than ip6, the new decking is kiln dried. It continues to sell ipd decking and components.

New Bitterroot products include hand-hewn beveled siding and circle sawn siding and flooring, all with Real Grain texture finishes.

"In the Sierra Nevada Mountain areas. customers want something new or different than some of the same old cedar lap siding," Luzader said. "While this is a great product, some want their home to stand out and have a curb appeal much different than anything in their neighborhood. We have found that in Bitterroot Valley Forest Products' hand-hewn and specialty finishes on any siding that a person can think of."

Weyco Closing Kamloops

Weyerhaeuser will shut its Kamloops sawmill in British Columbia and sell the three related timber tenures to West Fraser Timber, which will re-sell one to International Forest.

"We understand that the wood supply currently associated with the Kamloops sawmill will be directed to sawmills in Adams Lake and the south Cariboo, where future fiber supply is questionable as a result of the mountain pine beetle infestation," said Bob Taylor, general manager of Weyco's B.C. operations.

Weyerhaeuser had tried to sell the mill for more than a year and did not want to spend an estimated $10 million-plus to upgrade it. "Unfortunately, the factors forcing this closure are beyond our control," said Taylor.

Although the mill is scheduled to close May 12, it will likely shut down before that. "We are essentially going to be running out the wood supply we have in the yard," said spokesperson Lawrence Pillon.

Transfer of the timber tenures should be complete by late April, said Wayne Clogg, West Fraser's senior vice president of woodlands. He said that timber will go to West Fraser's sawmills in Chasm and 100-Mile House, and to its plywood mill in Williams Lake.

Interfor's share will be go the company's Adams Lake sawmill, which is cuffently undergoing a total rebuild. The extra timber will reduce the mill's dependency on logs purchased on the open market, said v.p. Ric Slaco, and provide half of the mill's timber needs.

C,{LIFORNIA RED\TOOD ASSOCIANON

Att Open Letter to Our Valued Redwood Customers:

Every sector of the business has been hit hard by market conditions - redwood is no exception.

Yet rredwood remains an exceptional product. No other wood delivers redwood's natural resistance to insects and decay, nor can any other wood match the look and durability that is uniquely redwood.

We appreciate your support through good times and bad, and remain comrnitted to providing your customers with the prernium product for landscape architecture, fencing, decking, and highend interior and exterior design.

we're growing perhaps the greenest building material on earth and investing in the infrastructure to deliver quality products quickly and efficiently.

lAlhen your customers are ready to turn to you to enhance the value of their homes, redwood will be there to enhance the value of your business.

Sincerely, tu

Charlie Jouffain Presidenl California Redwood Association

Nail giant proudly manufactures in the Lr.S., but sells around the world

ll ['AZE Nails. a division of W.H. Maze, produces the IVlworld's largest variety of specialty nails, in Peru, Il', using domestic recycled steel. The company was started in the late 1880s, when Walter Maze went looking for a better nail that would secure cedar roof shingles no matter how hard the wind blew-and decided to make his own.

"Our commitment and pledge to customers and the environment is to continue providing top-quality nails that we are proud to use in our own homes," said Roelif Loveland, who is the fifth generation president of W.H' Maze. "We grew from a small lumberyard into a major nail maker by really focusing on the nails that builders needed-nails that would insure a quality application and no callbacks."

It all started in 1848, when the Illinois-Michigan canal opened and Samuel Maze opened a lumberyard. His single barge took local wheat to Chicago and returned with white pine from Wisconsin that helped build homes and farms in Peru and surrounding communities.

By the time his son Walter took over the yard in the late 1880s, cedar shingles were a big seller but existing nails were not reliable. Walter bought a used nail machine to make higher-quality nails and shingle sales soared. Soon, other lumberyards wanted to sell Maze's nails, so more machines were ordered and a new business was born.

Another early innovation was packing nails into 5-lb. and 50-lb. boxes, instead of traditional kegs. "A competitor ridiculed us for abandoning the traditional keg, advertising that 'You sure can't roll a box of nails down the aisle the way you can a keg,"' said Loveland. However, customers loved the convenience of smaller boxes, which soon became the norm.

By the early 1920s, the nail business had outgrown a small shed at the yard and moved to a newly constructed factory one mile away. Today, the Maze Nail factory is

managed by one of Roelif's brothers, Jim Loveland. Another brother, Pete Loveland, manages the lumberyard, which still operates at its original location beside the Illinois River.

Over the years, Maze Nails has followed the development of new roofing, siding, and trim products very carefully and responded by inventing the highest quality, most economical nails to install them. "Maze has always labeled itself as a specialty nail maker," said Roelif. "We don't make commodity nails-commons or sinkers-but instead focus on value-added details, such as a hot-dipped, galvanized ring-shank nail painted to match pre-finished siding."

According to Roelif, imported nails are the biggest challenge faced by America's few remaining nail mills. "Until the playing field is leveled, even more smaller U.S. mills may be in peril of closing their doors," he said. "Nails from China have in recent years accounted for close to 9O7o of the nails used in this country, putting dozens of U.S. nail mills out of business."

He said that manufacturers in China are not subject to the same laws as American nail makers, especially in regard to human rights of their workers, pollution control, and even workplace hazards. "To really make things tough for U.S. makers, the Chinese government has heavily subsidized their nail industry, adding to the unfair trade advantage."

For these reasons, Maze Nails and four other U.S. nail manufacturers petitioned the Department of Commerce to investigate the situation. As a result, the department recently announced the imposition of anti-dumping duties on certain steel nails from China and the United Arab Emirates.

What's ahead for Maze Nails? "Our future lies with those who design new building material products," said Roelif. "From those very first solid-zinc nails, Maze engineers have been developing and improving Maze Nails for over 100 years."

MAZE NAILS produces environmentally friendly, LEED-certified nails in a factorv located beside the lllinois river in Peru, ll.

DELIVERY TRUCK. ourchased in 1925 for $423, was Maze's first.

California WUI Building Standards, Chapter

7 A

Decking Materials Compliance

Rnnwooo Fnsr Ftcrs

Chapter 7A states:

If a decking material has a net peak heat release rate of 25 kWsq-ft or less when tested in accordance with SFM-4 "Deck Test Standard" (Part A) and conforms to the ASTM E-84 Class B flame spread it can be used in all fire hazard severity zones without restriction.

Redwood, grades Construction Common or bettern has been found to have a net peak heat release rate in the 12-15 kWsq-ft range in tests conducted on redwood decking materials by the University of California Forest Products Laboratory, Underwriters Laboratories, Inc., and the Western Fire Center. Redwood grades Construction Common or better comply with California WUIBS Chapter 7A requirements.

In addition, San Diego County has set requirements pertaining to flame-spread ratings:

In laboratory tests, heartwood grades of redwood demonstrated class "B" rating performance and have been shown to comply with the requirements set forth by San Diego County. Tests were done on one-inch nominal thickness redwood heartwood and two-inch nominal and Construction Heart grades of redwood decking.

Bottom Line

Redwood grades Construction Common or better comply with Chapter 7A of the California Building Code and the state's Wildland Urban Interface Building Standards for use without restriction as a decking material. Construction Heart and other heartwood grades of redwood meet the additional requirements of San Diego County.

For more information, visit www.calredwood.org or call 1-888-CALREDWOOD.

the Wholesalerc grcw sales thrcugh

enln$ ehaln chai n-of-custody ceftfication

NXIOUS to differentiate themselves in a depressed commodity market, lumber wholesalers have begun turning a darker shade of green.

Some distributors are adding green products as a sideline to their standard offerings. Others are completely remaking their companies-or founding new ones. Some are jumping on the bandwagon now that environmental friendliness is starting to sell; others have been at it for years.

A mix of wholesalers share their stories of becoming chain-of-custody certified and figuring out how to track down supply and stir up demand among dealers.

The ilew l$d in Town

Blake Ridgway

Natural Forest Distribution, Santa Rosa, Ca.

L. Wtry did you decide to pursue a "green" image?

Mead Clark Lumber is a retailer in a perfect market, the San Francisco Bay Area. It started into FSC about two-anda-half years ago. We had been trying to get FSC products for about 10 years. Sourcing was a total pain, pricing was

ridiculous, everything you'd heard. Retailers were forced to buy an entire truckload, by special order, and then wait 30 days for it. So the family that owns Mead Clark realized there was a great opportunity to help other yards locate FSC products and seven months ago formed a separate wholesale company, Natural Forest Di stribution.

2.Wttutwere your firsr steps toward making yourself known as a green wholesaler?

We became FSC chain-of-custody certified and began a_egressively looking for suppliers. We started with Potlatch, which has an ongoing supply of quality products, and then Roseburg. But after that, the options slowly eroded. So we went to the land ownership and forest management level, and then solicited manufacturers to produce FSC-certified lines. We said, "You get ceftified. You make it. We'll buy it-and we'll pay you more." We kept after Ainsworth for about a year and finally convinced them to run three (certified) OSB products. A producer in Idaho is now making FSC-certified glulams. In a time of mill closures, plants see it as an opportunity for growth.

We've launched a website (www. fscsales.com), joined the Green Building Council and Build It Green, educated our sales and yard staffs, and are rolling out a marketing campaign.

3. tto* did your third-party, chainof-custody certification process go?

Very smoothly. Everything was real simple. because we were starting from scratch. We didn't have to worry about mingling inventories. Everything we stock is FSC certified. The representative from (third-party certifier) SmartWood said we'd already been certified, with Mead Clark. But we said we wanted another certification. We want Natural Forest Distribution to be completely autonomous.

4. wnut types of green products are you now offering?

K.D. Douglas fir dimension and pre-cuts, green DF and K.D. timbers, borate treated DF, DF and SYP plywood, OSB sheathing, radiant barrier and subfloor, glue-laminated beams, and K.D. inland red cedar boards, dimension, siding, pattern stock, and decking.

5. Have customers been receptive?

We're off to a great start. We've sold to 28 different lumbervards in

five states, including fellow wholesalers. We have to stress to Mead Clark's competitors that we're not attcmpting to steal their eustomers. We're here to help dealers source FSC-certif ied products.

With certified wood. there have always been three big disconnects: availability, credibility and price. We've pretty much hurdled the first two; we have just under 3 million bd. ft., all of it FSC certified, in our yard right now. The hardest part is price. But we're bringing that down. When we first started, FSC-certified products were 3oc/c Io 40c/c more. Now. some

products, Iike glulams, are just 5% more.

We're really trying to concentrate on quality. If people are going to pay more for it, it has to be better, not just certifed.

f'?:e,:: {*t*i r,i*i:: }'

Larrr- Perc'ivalle

EcrrlhSottrce I:orcst I)rorlut'ts, Oaklund, Ca.

1. Wtry did you decide to pursue a "greent'image?

Bcsed in Annopolis, MD, Fletcher Wood Solutions is the lorgest monufocturer o{ defect-free, oppeoronce grode rodioto pine products in New Zeolcnd. Distributing our cleor boords, mouldings, LIFESPAN treoted wood, ond lumber to the North Americon morket through our proven ond completely integroted supply choin, Fletcher Wood Solutions mointoins direct occess to one of the lorgest FSC certified pine plontotion forests in the world.

We began as a traditional wholesaler, Plywood And Lumber Sales. The owner, Jeff Hunt, has always been somewhat of an environmentalist-he's an old hippieand we're in Northern California, so we were always envi-

***w #*'*** ffi *ii#ill* S.lxr:*:{xerci

The National Association of Home Builders promises its new National Green Building Standard will maintain the flexibility of green building practices, while providing a common national benchmark for builders and remodelers.

Called the first true consensus-based standard for residential green building, it is awaiting final comments and expected to be approved by ANSI and published by NAHB and ICC this spring.

The standard is based on the three-year-old NAHB Model Green Home Building Guidelines, but enhanced to include residential remodeling, multifamily building, and lot and site development. It requires builders to include features in seven categories-energy, water and resource efficiency, lot and site development, indoor environmental quality, and homeowner educationand adds a fourlh higher certification level to the guidelines' existing levels.

The standard will, said developer Miles Haber, "make it easier for builders to build green. Having this information available in an ANSI standard means that it's in the language that builders don't need a special consultant to understand."

ronmentally conscious. But it was in about 1996 that we started to get involved with certification. We were looking for ways to distinguish ourselves. In 1991 , we became one of the first to be FSC chain-of-custody certified. Our original C-O-C number was 26.

EarthSource started as a way to distinguish the certified products from the non-certified. It evolved into a division of PALS. What we're moving toward this year, because so many of our products are green now. is concentrating on EarthSource and letting the PALS name fade into the background.

2. Sin"" you were one of the early ones, was the thirdparty, chain-of-custody certification process difficult?

No, the process was not difficult. Back in the early days, the difficulties were in finding FSC-certified stock and in overcoming the misconceptions that the quality was not as good and that the price was 4O7o higher.

There was very little stock. We used to tell customers, "You can have any lumber you want-as long as it's cherry or maple." Once in a while, we'd get a little poplar. What we did was start to encourage our manufacturers to get certified. Columbia Forest Products became certified, that helped. Then States Industries, then Mount Baker Plywood. Columbia, States and Mount Baker would have become certified without our encouragement, but I think it helped them to know that they had a distributor that was willing to take a stocking position with FSC-certified product.

On the other side, we worked with designers and architects to specify FSC-certified materials. The manufacturers began to take notice when FSC started being spec'ed into big projects. When LEED hit, it really took off.

3. Wtrat types of green products do you offer?

We carry a whole line of FSC-certified hardwood lumber and hardwood plywood. The majority of our plywoods are using non-urea-based (NAUF) binders. We also offer certified particleboard, melamine, oak, cherry, poplar and tropical hardwoods.

4. Have customers been receptive to the new you and your green offerings?

It was an evolution. There was a certain core clientele that, given the choice, would always take the certified. Another group was slower to react; they held on to those misconceptions about quality and price.

But there was a time when virtually anybody who wanted FSC came to us. We were the only game in town. We blazed the trail for everyone else.

The Sideline Player

Patti Wells

Royal Plywood Co.,ln Mirada, Ca.

1. Wt y did you decide to pursue a ttgreentt image?

Royal Plywood has always been an industry leader, partnering with customers and vendors to create a successful, full-service relationship meeting both the supply and the demand of the wood products indus-

Wr'' TgESTENN wooD$

What do yott need today?

try. Becoming chain-of-custody certified in September of 2005 seemed like the next "right step." Green building had started to surface in Southern California, and our customers started asking those "green" questions. We were making an effort to get in front of the green product push, mostly to aid our customers with the challenges they were facing with the new product demands for green building.

1-. Wtren did you decide to pursue a ttgreentt image?

In 1999. I wanted to leave a legacy of improving forest management.

2.Wnatwere your first steps toward making yourself known as a green wholesaler?

Phone calls and magazine advertismg.

3. Wtrat types of changes did you make?

I sold my millwork company and incorporated Certified Wood Products.

4. Wttat types of green products do you offer?

FSC-certified hem-fir 2x4 throueh 2x12, SPF pre-cut studs, western iir plywod, OSB, particleboard, ACQtreated KDAT, Dricon fire-retardanttreated KDAT, red pine and Douglas fir boards, southern yellow pine S4S, western red cedar, hardwood pywood, and white birch, poplar and hard maple lumber.

5. Have customers been receptive to the new you and your offerings?

Not in the early days, but now they are coming around.

We Stake Our Reputation on Our Products

Since 1971, Western Woods has built its reputation on supplying our customers with a full line of modern in-demand products. Our remanufacturing facility is equipped with moulders, resaws, stud machines, trimlines, and primelines. From stocking parterns and trims to specially run items. 'Western lifoods can make it for you,

FSC Certification\7e're in it Together

Protecting the environmenr is a choice we can all make. By offering our customers Forest Stewardship Council (FSC) Certified Collins$food@, you can be assured that the wood you use has been approved under the strictest standards in the world. These products qualify for the following LEED credits:

. LEED certified wood credit (SCS-COC-00933)

. LEED Factory primed, low VOC credit

. LEED exterior siding credit FSC

LEED decking credit FSC

LEED innouation credit

LEED local sources credit

NAHB Model Green Buildins Guidelines

Convenient shipping... Truck, van, or rail Guaranteed...

I Clean 6c bright stock

r Prompt 6c efficient delivery

.Western Woods product line also includes...

r Softwood lumber

r Hardwood lumber

I Engineered lfood

r Pressure Treated

r Evergrain Composite Decking

r Plywood

Dan Haugen Certified Wood Products, Maple lnke, Mn.

2.Wlratwere your first steps toward making yourself known as a green wholesaler?

Royal Plywood made a financial commitment to stock FSC items, which allowed customers the opportunity to use these (now mainstream) in-stock items. Having the product available has made some of those initial challenges of lead times and special-order costs a thing of the past.

3. Whut types of green products are you now offering?

FSC-certified underlayment, concrete form, plywood, sign board, fire-retardant-treated plywood and lumber, siding, panels, hardwoods, and dimensional lumber, as well as NAUF panels: particleboard, wheatboard, MDF, hardwood plywood, sorgum board, and bamboo.

4. Uolo did certification go?

We are chain-of-custody certified through SmartWood (Rainforest Alli-ance). The process went well for us; we were lucky to have someone with FSC experience get us up and running. The documentation can be confusing if you are starting from scratch.

5. Haoe customers been receptive to the new you and your offerings?

Yes, they have been receptive. Royal Plywood did not launch a green campaign. We lead with our best foot forward, which has always been great customer service and quality products. Our sustainable products have really been a second-tier strength. We have been successful with our green program because we have handled it like any other product line.

Scott Thomas Pqrksite , Apex, N .C

L. Wtty did you decide to pursue a "green" image?

A primary focus for Parksite is industry education. We started investigating green building corporately about two years ago! mainly to ensure that our associates would become educated on the topic and be able to pass along credible information to our customers and the trades. It was more about knowledge than image.

2.Wnutwere your first steps toward making yourself known as a green wholesaler?

Parksite wrote a 20-page "Green Paper" based on our research and a made a version available to our customers about this time last year. We also gathered information from our suppliers who have products with sustainable features and created a Green Products Flyer for our customers' reference. I don't consider Parksite a "green wholesaler." Until someone defines what that is, I'd rather not use the term. We sell many products that may or may not be green depending upon perception of green definitions.

3. Wttut types of changes did you make? We have not made extensive changes to our business operations per se, but we are conscious of waste, recycling, and our impact on the environment.

4. Wttat types of green products are you now offering?

We have products that satisfy many areas of the green building guidelines: energy efficiency (Tyvek), noise control (QuietRock), recycled content (Weatherbest, Tendura, Groundscape, XPotential), GreenGuard certfied products (Corian and Zodiaq), water conservation (Envylawn),

durability (Nichiboard), renewable resource (cedar, pine).

5. Have you undergone C-O-C certification?

We just received FSC certification in six Parksite facilities. The process went very well, and we are excited about our new ability to be a resource to our customers as demand for FSC-certified lumber grows.

6. Have customers been receptive to the new you and your green offerings?

To be clear, there is no "New Parksite." We have simply

addressed and understood the need for change toward better building practices that will make buildings less impactful on the environment. Customers have been grateful that we have identified products that may help them achieve their green goals for their businesses. The green nature of a product has certainly moved up the list in terms of importance when customers evaluate a product. We have found that that products first need to deliver on the quality they promise at a price point that is line with the added value, regardless of environmental impact.

noturolforesl

At nolurolforest oll we do is FSC@ STUDS o TIMBERS . PTYWOOD OSBoGLU-IAMS.CEDAR

We con help you find the right product mix to ochieve LEED6 certificotion points. The lodership in Energy ond Enviomtol Design (IEED] Gren Building Roring Systemil

The Merchant welcomes letters to the editor. Please direct comments to dko eni g @ buildin g - pr oduc t s .c om, F ax 949-852-023I , or Ediror, Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660.

MnnrrNcs oF THE MINnr,nss

I am nearing 70 years of age and have been working for the last six months for one of my former employees from the late 1970s, early 1980s, helping to coordinate an expansion to his existing hardware and building supply.

I read your editorial ("No More Red Tape, Please," Feb., page 8) with much pleasure on the problem of what I use to call "The Process becoming more important that the Product." This problem in business is not new. I was raising cane in the company where I was employed as v.p. of sales in the late 1970s and '80s about this same kind of attitude. So much valuable time is wasted in over-scheduling

of meetings, etc., that the customer takes a back seat to the process.

Your editorial was right on. I guess things have gotten worse since I left the business. Keep up the good work. You may help some stupid c.e.o. and management personnel wake uP to success by cutting out some of the wasted yak time.

Thank goodness that my old friend, for whom I am working now, remembers my hate for all the meetings.

In those days, my motto became, "Tell me what you want done, get out of my way, and let me do it. If I don't do what you want or expect, fire me." But please don't keep me sitting in meetings all day when the customers are needing my attention and services.

Bob Brown Eagle Building Center, Inc. Clover, S.C. eaglebobbrown @ bellsouth.net

ANrcB Plr on rHE BACK

I have subscribed to your publication for the last 20 years. I remember when Mr. Cutler came into Hedlund Lumber in Sacramento back in 1988

looking for us to advertise in the magazine-which we did. I was just a young kid who had worked up through the mill into counter sales at the time.

Since that time, one of the constants that I have found is The Merchant. You have the ability to keep us advised of market trends and changes. sales and managemenl tips. and the personal sides of people being promoted or moving throughout our industry.

For what it is worth, in all my travels to clients' offices, I always notice your magazine lying on everyone's desk, so you must be doing something right. Sometimes we hear the negatives and not the positives, so all I can say is keep up the good work.

Robert "Chip" McHenry Greenfield Ca. redwoodchip@aol.com

Avtnntcl's Or,nnsr Lulrnnnvlno?

Smick Lumber dates back to 1896, when Alvin W. Davis founded his retail lumberyard in the small town of Quinton, N.J. My grandfather, Isaac

Phoeniy

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Staln rcsistant Fade lesistant

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Hidden f,astener system

.6 Colors - 5/4'

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.

wananty

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Matclring rail

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r 32" - 68" High

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High qualiUr low prices

S. Snrick. pult llrsctl tltc brrsincss on Nor cnrbcr lli. 1906.

As ltust e huirnurn (I()()5) ol thc \ational Luntbcr' & Flrrililing NlrrtcriaI L)ealc-rs .\ssocnrtion. I lrrr lrlu u,t's intr-rcstccl in tlte succcss stol-ics ol ollrcr- rlclrlers, \'oLtr coluntnisl. ('urltr \\'rLltlcnlu'. docs a supcrb.job ll thcsc lrr.tielcs. \\ic thank )'oLt so r.cr\ rluclt Ior'prontotillg oLlr indLrstrv in this \\ il\

You nur\ be interestc(l in rtnc o1 nrr !rolrls trt tlrc nutionlrl lcvel. Bcinc intclcstecl in ltislort. ancl cluLirperson ol thc lllrstcrn Lrr ntbr.r Dcaicrs

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li. Ilarold Snrick Jr.

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DW'S PICK: Brad ey J Boy e c.e.o.. Krosswood Doors, Satl 131s C l" l,t r^r.on-s lhe 2OOi Supp eio' ". y;.1 A;r;:;5; Nalhan Potle'. exec-tive v.p. ol qa aq *d.1ering & sourci.q. DW Drs'r but or. DeSoro -i

AMONG the many issues that conlA.front familv businesses in times of generationai transition, strategic direction can be crucial.

The strategy that has Provided direction for the business during the incumbent generation's watch may be faltering or tired or largely completed. Strategic modilications. reinvigoration. or even a reinvention of the business may be required when the aging current leadership is unmotivated, unwilling, or unable to lead the process of change. Strategic stagnation may set in, with sometimes disastrous consequences if the business

loses its ability to compete.

Next-generation managers may recognize the problem but be in a Poor position to do much about it. Their elders, still in control, may resist change and the risks that change implies. They simply may not wish to challenge established practices. Or they may fear being seen as lacking answers and the power to lead-but are still not ready to let go.

Next-generation managers also can have their own difficulties. With heavy operational responsibilities, they may be focused on the present with no time to consider the future.

By Craig E. Arnoff

When you are fighting off alligators, it is easy to forget that the job was to figure out how to drain the swamp. The next generation may be lulled into talse confidence by accepting the status quo or by their respect for their elders. Or perhaps they've fought for change and lost their battles. Or maybe the strategic differences among members of the next generation have not been addressed.

The result of any of these problems may be a lack of strategic leadership that can leave a business. its mrnagement, and employees adrift. We recommend that the next generation of

family business owners come together early in the process of generational transition, in order to achieve consensus on strategic direction. Once that consensus is achieved, it should be communicated to top management, which has responsibility for developing the business' strategic plan for approval by the board ofdirectors.

When the next generation convenes to discuss strategic direction, we suggest that the conversation be guided by a number of questions. Indeed, individual members of the group should spend time in advance thinking about these questions so that each will be prepared to make effective progress toward the goal of being able to articulate strategic direction.

Are we committed to continuing our family business together? This is the most basic and fundamental question confronting each successive generation of family owners. Different family members may have different answers. Some may wish to cash out. Others' participation may be conditional ("I'm in, but only if I have a top management job.") Some may dream of their own children inheriting the business. Others may not have children. Motivations that were homogeneous in the previous generation can differ markedly among members of the next generation. These matters and the liquidity issues that may ensue should be worked through.

Are we satisfied with our cunent strategy? This is actually a very complicated question. To answer it. participants in the discussion must know and understand the current strategy and must be able to assess its effectiveness. That knowledge usually requires some rather in-depth discussions with the business' leadership and board of directors. Sometimes the conclusion is that the strategy is not clear, that it is inadequately effective or that the strategy is good but poorly executed. Such conclusions require that many more questions be asked.

Are we satisfted with our rate of growth? To answer this question, next- generation leaders should understand the positives and negatives associated with growth-which vary by industry. Sometimes, growth is required to remain a viable competitor. Sometimes, more growth means increasing risk or reducing quality. These issues must be carefully examined.

How does the availability of capital constrain our strategic choices?

The willingness of owners to provide capital to the business and to reinvest profits in the business has significant impacts on growth, diversification, and other strategic options.

What is our orientation toward risk? The next generation should consider the financial structure of the business and their willingness to use leverage (borrow money) to pursue the strategies adopted.

How patient sre we with our capital? Are the owners looking for current or quick returns, or are they willing to wait for the strategies to come to fruition? Reaching consensus on this question has a significant impact on stratesv selection.

What are our expectations about liquidity? The group should reach consensus on their desires for distributions and the ability to sell shares.

What are our business' strategic strengths qnd weuknesses? What opportunities and threats confront zs? These questions are the basis of a widely used strategic planning tool called S.W.O.T. analysis (Strengths, Weaknesses, Opportunities, Threats). The exercise is one that owners should go through to sensitize themselves to the strategic planning process and to improve their ability to offer strategic direction and feedback.

(Please turn to page 59)

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( trtit 1.. \t,,rtr,ll is r,, lrtrrtrrltt ,tttLl t't il' il)t!i ,,1 l it, I Lttttilt lirirlrtr'rr ( rttrtrrllitr,,: (;)t)lt). \lttiitlltr. (irr.. r\l)t)t .:.; / r/4-i-,' //i I ttn ltr, t.t'ttr'ltt,rl ttj tti t)iit)ll((! t ltttttil'ittt:ittr \\.( .,///. r'i,,,rr,i,,t Liti/ /rrirlr\\r, t ,, ti I t I l lir,'r'., \; r ' ,i ,i,l,,i,ii, , tl ,tl /, 'r,i', l'Lti,ittii' i \ \', r),ril,'ir , i 'lri\

. Consistent Chestnut/Teak Color

.5 Times Harder Than Redwood & Cedar | 0 Times Stronger Than Composite Decking l\laterial

. Meets Class A Fire Rating Requirements

. Rated ln The Most Durablc Category Of AII Wood Species Worldwide According To The United States Forest Service

Cumaru Is Resistant To l\{arine Borerso Making It The Ideal \\'ood For Docks. il{ost Other Hardnood Species. Like Ipe, Are Not Resistant To Marine Borers According To USFS Labs

uofleg

Brnest L. "Ernie" Wales. 96. long-time Spokane, Wa., lumberman, died Feb. 14 in Spokane Valley.

The second-generation owner of Wales Lumber, Spokane, he had also owned C.G. Bennet Lumber, St. Regis, Wa., and Waleswood, Darby, Mt.

From 1939-1940, he was president of Spokane Hoo-Hoo Club #16. He was international president (Snark of the Universe) of Hoo-Hoo International from 1951-1958, and later became Seer of the House of Ancients (oldest living past president).

He was alse active in the timber products bureau of the Spokane Chamber of Commerce, the North American Wholesale Lumber Association, and Western Wood Products Association.

David Roy Hansen, 60, retired Oregon lumber and commodities trader, died of a heart attack Feb. 16 in Eagle Point, Or.

A long-time resident of Eugene,

Or., he entered the lumber industry in the 1970s, working for such companies as Champion International and Crown Pacific. He recently retired and moved to Eagle Point.

C.C. "Smokey" Pittman, 82, who spent more than 40 years in the Pacific Northwest lumber industry, died Feb. l3 in Auburn, Wa.

Mr. Pittman started at Bohemia Inc.'s Elkside mill in 1960 and moved to the Culp Creek operation two years later. In 1968, he joined Publishers Paper Co., Portland, Or., as marketing manager. He joined Mitsui USA in l9l7 as v.p., then served as president of the company's Portac mill, Tacoma, Wa., until retiring in 1992.

Donal L. O'Connor. 77. former group manager for the plywood division of North Pacific, Portland, Or., died in Charbonneau, Or.

He served as plywood group manager for 20 years before retiring in 1978 to start an Arabian horse business with his wife.

Patricia D. Anderson. 82. who with her husband opened a small lumberyard that grew into Pacific Coast Building Products, Sacramento, Ca.,

died Jan.2l.

Mrs. Anderson, whose father, George Fuller, started Fuller Lumber, married Fred Anderson in 1944. After he graduated from Stanford University, she helped him open a small yard in Sacramento.

Associqtion News

( Continued from page 28 )

sions are designed for senior management from both distributor and manufacturing firms. Day one is golf.

American Wood Preservers holds its 104th annual meeting May 18-20 at the Portland Downtown Marriott, Portland, Or.

American Architectural Manufacturers Association will present its western region spring meeting April I-2 at the Marriott Ontario Airport Hotel. Ontario. Ca.

Composite Panel Association set its spring meeting for May 3l-June 3 at the Hilton in Cancun, Mexico. Featured are committee meetings, kevnote luncheons. and exhibits.

During our almost 60 years in the redwood business, Big Creek has developed a reputation for being a reliable supplier of high quality lumber. We produce a wide range of grades and dimensions, custom cut timbers, pattern stock and fencing. Order full, mixed or paftialtruckloads.

Big Crcek Lumber Co. has a long history of practicing superior fiorcst steuraldship - gtowing, selestively haruesffng and milling high quality California rcdwood.

For

highly experienced and personalized seMce contact Frank

"Lud" McCrary, Janet McCrary Webb or Jim Busick

Azek Buying Composatron

Composite decking manufacturer

AZEK Building Products, Scranton, Pa., is entering the composite railing market. after agreeing to acquire Composatron Manufacturing, Toronto.

AZEK will continue producing Premier railings at Composatron's Tornoto-area facilities, in white as well as four colors that match AZEK Deck.

The railings are co-extruded with a wood composite core and vinyl capstock, providing the subtle texture of painted wood and the quality assurance of an ICC code listing.

"These railings have set a new standard of quality and aesthetics, becoming one of the fastest growing in the industry," said AZEK president Ralph Bruno. "They are a perfect complement to AZEK Deck."

"The addition of the railing was something our channel partners strongly requested," Bruno noted.

Composatron reportedly will phase out production of Premier composite decking, which it manufactured using licensed Strandex technolosv.

Stewards of the land

(Continued from page I 7)

requirements of the individual species

Minimize and mitisate humancaused sediment inputs

. Improve stream conditions through in-stream recruitment of large wood debris

Monitor conditions and adapt elements of the plan to benefit the species covered under the plan.

The agreement with federal agencies will also provide Green Diamond

with more certainty in planning timberland management activities. For distributors and retailers, that means a reliable supply of redwood products.

Much of the plan focuses on preventing sediments from reaching streams and adversely affecting fish. Ewald notes that while newer roads are built to mitigate erosion effectively and prevent sediments from reaching streams, "legacy" roads pose the primary threat to aquatic species.

"Legacy roads are those present on our lands prior to our ownership or that were constructed under require-

ments that have since been updated and improved," he says. "The plan will accelerate repairs and decommissioning efforts in the next 15 years. Upgrading these roads will result in water quality improvements early in the life of the plan, thus helping to provide the cool, clear water aquatic species need to thrive."

Green Diamond Resource Co. is privately held and headquartered in Seattle, Wa. The company owns and manages timberland in California, Oregon and Washington. It also owns the California Redwood Co.

bobpalacioz@ sbcglobal.net

DOMESTIC SALES:

Jerry Long, Michael Parrella, Janet Pimentel, Pete Ulloa, George Parden, Vince Galloway, Steve Batick, Chris Hexburg.

INTERNATIONAL SALES:

Nestor Pimentel, Oscar Portillo.

Portland.0R

Jerry Farley, Sales (503) 936-99'7 6. Fax (503) 492-1355

thunderboltnw @ verizon.net

producls

Greener Shield

Greenstone's GreenShield is formulated to protect building materials such as lumber, plywood, and drywall from water, moisture and fire. The thin, clear liquid reportedly penetrates and encapsulates the material at the molecular leve1.

Engineered WindowTrim

A new TruWood eneineered-wood trim from Collins Proiucts has two 1/16" channels to fit around windows and doors.

Braces For Disaster

Ilevel's shear brace is a pre-built, engineered panel designed to provide critical lateral bracing in earthquakes and high winds.

The product can also be used in multi-story applications and provides a way to build narrow walls in homes with many window and door openings. It comes in 72" and 18" widths and various stock and custom heights.

- Please visit www .ilevel.com

Heat-Treated Decklng

PureWood decking from Bay Tree technologies is an altemative to composite and treated wood decks.

Produced with Stellac technology, the product is treated with heat and steam in specially designed kilns to convert wood susars into a natural substance that reportedly cannot be

Totally organic, it quickly crystallizes without changing the material's color and resists UV rays.

- Please visit www.greenstone.com or call (212) 946-4734

digested by insects or eaten by fungus and mold. The patented process also distributes the wood's natural protective agents throughout the wood.

Two styles are offered. Linea has a different linear design on each side, while Sahara has a traditional style.

- Plectse call (888) 575-4180 or visit www.purewoodproducts.com

Engineered to be free from knots and other naturals flaws, the product is available in a smooth or woodsrain texture in 4" and 6" widths and thicknesses of 414" and 514" to coordinate with siding.

- Please call (800) 417-3674 or v i s it www.collinswood.com

WallTexture

Texturglas textured wall finishes from Roos International control mold and mildew and cover up problem surfaces.

The finishes reportedly strengthen, stabilize and protect new and existing walls with a textured surface woven from glass textile yarns.

For sound absorption, five of the most popular textures can be ordered with acoustical backins. All can be painted and are reusabli. recyclable. and emit no VOCs.

- Please call (800) 888-2776 or vis it www.roos int l.com

Faux Stone Veneers

StoneCraft manufactured stone veneer from Tapco looks like natural stone, but is easier to install and more affordable.

Two Coat Exterior Prime

Our two-coat process starts with an atkyd sealer to block tannin migration, foltowed by a high-performance acrytic primer. The resutt: RESERVE quatity, inside and out.

Superior Wood

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

Surfacing

+

Sizes + Lengths

Used indoors or out, stone veneer's nine styles and a variety of colors can increase a home's rustic charm.

- Please call (888) 580-6448 or v s it www .stone c raft .c om

Interior Wood Protection

Zinsser's Bulls Eye Polyurethane interior wood finishes are designed to beautify and protect all interior wood sunaces.

RESERVE products come in a wide range of sizes, lengths and finishes. Whether the project ca[[s for 51S2E or S4S. we of fer tengths ranging from 16' to 20'. Pattern stock is atso available.

1x4 - Ix12

s/axQ - /ax!2

2x4 - 2x12

The oil-based formula provides an all-purpose, scratch resistant, ambertone finish that protects against abrasion, alcohol, water, high traffic, and sunlight, and can be sanded and recoated in four to six hours.

The water-based formula has a low-odor, crystal-clear, non-yellowing finish that dries in just one to two hours. Clean-up is as easy as soap and water.

- Please visit www.zinsser.com

The Finest Stock, The Best Coating

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

" FOREST, P RODUCTS

Low Maintenance Decking

Quolity Weslern

Made with a minimum of 3OVo post-consumer recycled content and 607o post-industrial recycled content,

for decking. Its deep woodgrain texture is water resistant, durable, and does not need staining, painting, or sealing to maintain its natural beauty.

- Please call (866) 729-2378 or v s it www .mo i s tur e s hie ld.c om

Cabinets For The Milennia

Canyon Creek's line of Millennia frameless cabinetry includes new options.

Sleek foil doors are available in a variety of profiles in high-gloss solids and glossy and satin wood tones.

Vertical bi-fold doors, vertical door lifts, aluminum-look appliance

garages, plus wire, chrome, and stainless-steel pull-outs, create a clean, uncluttered look.

Stainless-steel floating shelves mount to walls with concealed supports for a modern look.

New wood choices are rift white oak and quarter-sawn bamboo.

- Visit www.canyoncreek.com

Paint Saver

The Hyde PaintMiser captures up to jEo more paint from every can and makes cleanup a breeze.

Designed with a durable metal core and easy-to-clean surface, the multifunctional tool also opens and closes

MoistureShield composite decking from A.E.R.T. is now available nationwide in seven colors.

the decking exceeds LEED standards

B0ARDS in 4,5 ond 6'lengths

2x2 cleor cedor BALUSTERS in 36,

4418 NE Keller Rd., Roseburg,0R 9/470 . FAX54I-677-5676

Don Keller, SolesMonoger . (541) 672-6528

cans, mixes paint or drywall mud, and can be used to clean drips from the outside of the can during use.

- Call (800) 872-4933 or visit www.hydetools.com

Panelized Cedar Shingles

Cedar Valley has introduced a new 7-118" exposure to its line of shingle panels.

Each panel is handcrafted with l/2" thick-butt, mixedgrain western red cedar shingles, to install six times faster than hand-applied single shingles. Factory finishing in a range ofcolor and stain options is available.

The siding system includes panels, corners, decorators, column wraps, and radius flares, all handcrafted for the look of classic shingles.

- Call (800) 521-9523 or visit www.cedar-valley.com

Composite Posts and Caps

Timbertech has added a 5-ll4"x5-l/4" self'-supporting post and post caps to its line of FenceScape composite fencins.

Professional contractors who know quality, know Woodway. Built for professionals by professionals, Woodway's six quality product lines are built tough, made of top-quality solid wood and are carefully crafted. Call or email Woodway for complete infclrmation about EZ Rail, Architectural Deckrail, Quick Clad post sleeves, post caps, plankingand durable lattice panels.

9onderosa & Sugu. Stt*

9rr"*n** &orr . SGmlock

Oouglas e.tErrite frr

S*o*ood . 9ywood

/ 1 1\-/ aLotorL

EI Louise Waldron - Pat Hunter Waldron Forest Products 4227 Sunrise Blvd.. Ste. 100 Fair Oaks. Ca. 95628 Fax 916-966-1573 $16)966-0676

['oGlt .-Pp{re

Mike Palmer - Grants Pass. Or. Fax 541-474-69'15 t .t (s41) 474-3080

The post is 9' long, serrated to match the rails, and has 112" thick walls for additional strength.

Post caps are available in decorative and internal designs that fit the 5- l/4" post.

- Call (800) 307-7780 or visit www.timbertech.com

Drywall Router

Rotozip's DRI drywall router provides enhanced cutting capabilities and control. yet minimizes user fatigue.

The tool weighs just 2.8 lbs., is 2OVo shorter than other routers, and features a smaller grip diameter.

dust away from eyes, and a hardened steel lock pin.

- Please visit www.rotozip.com

Momentous Measuring

A l50th anniversary edition of Klein Tools' power-return ruler weighs less than a lb. and can be extended to 25 ft.

Other features include a self-lock, oversized numbers. and a dual-end hook for easy attachment.

- Please contact (847) 821-5500 or visit www.kleintools.com

Grander Entrances

Grand Entrances transoms and sidelites from AWSCO feature srid designs suitable for a range of arinitectural styles.

Wirh 33,000 RPMs and 6 amps of power, it is reportedly the fastest spinning drywall tool on the market.

Other improvements include onboard wrench storage, vents to keep

One-piece, high-density urethane construction provides long-term durability, while the simulated mahogany woodgrain can be stained to match woodgrain fiberglass doors.

- Please call (888) 472-9726 or visit www.awsco.com

Mortar Home

Stone veneer mortar from Sakrete can be used to professionally set and grout artificial stone on horizontal or vertical concrete or concrete masonry substrates.

Polymers are added to improve adhesion, especially in vertical applications. The product is reportedly highly consistent from bag to bag, eliminating the potential for waste, uneven proportions of mix components, and other problems associated with on-site mixing.

- Please contact (800) 738-1621 or visit www.sakrete.com

Bamboo On The Floor

EcoTimber woven-bamboo floorins is manufactured from bamboo that grows to maturity in-five years without pesticides, herbicides, or chemical fertilizers.

The flooring is made without urea-formaldehyde so it meets El environmental standards for indoor air quality.

- Please visit www.ecotimber.com

Heavy-Duty Holdown

The HDU14 high capacity holdown from Simpson StrongTie reportedly can handle more than 14,000 lbs. of allowable load.

The fastener can be installed flush with the sill plate or raised off the plate.

Its pre-deflected geometry virtually eliminates deflection due to material stretch and installs with SDS screws.

- Please visit www.stronstiefitm

GUABDIAN BUILDING PRODUCTS held its spring buying show Jan. 27-29 al Paris Las Vegas Hotel, Las Vegas, Nv. (1) Jeff Kern, Ben Lawless. (2) Patrick Dowd, Linda Priddy. (3)John Beers lll, Dan Wood. (a) Gerald Gonzales, Gary Fallin. (5) Jody Solesbee, Kristen Pickens, Fred Cook, Bob Branano. (6) Scott Copeland, Dave Gothard, Roger Hockett. (7) Tim Devine, Chris Hall, Dan Williams. (8) Rodney Hardison, Roy Jewell. (9) Hal Bumby, Joseph Zadorozny. (10) Pete

Tno MnnculNr MlcnzrNn MnncH 2008

Bloomer, Bob Hixson. (11) Joe Sider, Todd Hopman, Frank Sider. (12)Tyler Pope, Tracy Pope, Paige Pope. (13) UliWalther, Nancy & Bill Bevacco. (14) Michael Melz, Coudney Plyler, Roy Burleson. (15) Jason Mitchell, Bruce Brushwood. (16) Brian Lauffer, Mattie Mattox. (17) Cyndy & Jeffrey Warring, Debbie Austin. (18) Harold Baalmann, Thomas Baalmann.

(More photos on next page)

Manufacturers of 20 million bd. ft. monthly of 2x4 thru 2xl2 in lengths 6' thru 20' in White Fir . Douglas Firu SPF-S ' PP

ON GUARDIAN (continued fron previous page): (1) Lendell Benefield, Kerry Hale, JonMcClain. (2) Paul & Sandy Brisley, Robert & Marilyn Archer. (3) Kurt Krauter, John Holmes, Rick Hogue. (4) Alan Elliott,

Joe Roy. (5) Delores & Shawn Boutin-Farley. (6) Andy Crocker. (7) Jeff Richards, Jim Dudley, Chris Shadday. (8)Scott & Michelle Jeffrey. (9)Mark Vetter. (10) Leif Lindbo. (11) Ronald Tussin. (12) Brad Terry.

INTERNATIONAL BUILDEFS SHOW filled the Oranqe Countv Convention Center, Orlando, Fl., Feb. 13-16. (1) Patrice Dyikes, Larry Hawkins. (2) Jerry Stone, Heather Crunchie, Robert Foquet, Brends Collons. (3) Greg Bangert, Duffy Waters. (4) Dan Beaty, Chuck Casey. (5) Mike Baker, Don Schwabe, Katie Bassani, Tim Debelius. (6) Jim Sanders, Drew Koppus, Marv Askey. (7) Huck DeVenzio, Kirk Hammond. (8) Albert Renaud, Jean-Marc Dubois, Andrew Dingman. (9) Dan Kukol, Terry Davies. (10) Chris Hedlund, Carol Kelly. (11)

70 THn MnRcunNr Mac;azrnn MnncH 2008

David & Ellen Bernstein. (12) Floyd Ferris, Janna Clark, Jon Whorley, Mark Stade. (13) Eric Hansen, Randy Roedl, Christopher Knowles. (14) Richard Wallace, Digges Morgan. (15) Jim Berry, Kelli Bergen, Travis Jungers. Lauren Litwen, Mark Beum. (16) David Smith, Shelby Lentz, Bryahn Wert. (17) Drew Knox, Jennifer McAvoy. (18) Geoffrey McKeon, Rod Sienkiewiez. (19) Glenn Ebede, Bill Tucker. (20) Harald Unterieser, Patrick Shabal, Patrick Slarko, Melanie Strachan. (More photos on next Iwo pages)

fBS 2008 (continued from previous pagel brought together customers and vendors in Orlando, Fl. (1) Scol Jeffus, Brent Gwatney, Theresa Adams, Shawn Cole. (2) Mikee Johnson, Scott Hoffman, Matt Yaun. (3) Bryan Humpert, Brian Holland, W.C. Litzinger, Jim Boyd. (4) Chris Shadday, Jeff Richards, Darby Darbyshire. (5) Clil Jones, Richard Kleiner, Mark Blattie. (6) Garnett Douglass, Reid Abercrombie, Monte Elwinger, Joel Adamson, Steve Drayer. (7) David Brennan, Tom Silva,

Michael Sessinger, Kyle McEnroe. (8) Jamie McFadden, Mike Pidlisecky, Trent Gofers. (9) Donnie Vickers. (10) Steve From, Peter Lang, Paul Mackie, Ed Burke. (1 1) Kevin Morgan, Bill Schluttman. (12)David Bond, Gene Secco. (13)PhilLail, Ted Gething. (14)Jerry Crews, Jennifer Allanach. (15) Mark Gagnon, Ron Long.

(More photos on next page)

BUILDERS SHOW also

drew manufaturers, distributors and dealers (continued from previous two pages): (1) Matt Sherstad, Larry Kaelin. (2) Rick Caron, Brad Elder, Bob East.

(3) Steve Tolnai, Bob Sloper. (4) Bill Venable, Steve Cripe, Larry Boyts. (5) jay McCarthy, John Junod, Darrell Hungerford, Fred Miller, Sheryl Grimm, Ted Mick. (6) Chris Foreman, Dan lvancic, Betty & Robert Pelc. (7) Rick Oblak, Mike McFarland, Mark Walkenbach. (8) Tom Polasky, Len Kasperski, Frank

Peterson. (9) Keith Bishop, Sam Sturkie, John Burkhart, Joe Belden. (10) Jim Van Pelt, Bill Bell, Pem Jenkins, John Millea. (11) Jay Penney, Chris Terrels, Don Piscipio. (12) Steve Oslerman, Joey Reedy, Len Adamo. (13) C.W. Macomber, Kevin Hayes. (14) Darin Kuchaes, Alex Hines, Mark Shaner.

AMERICAN FENCE Association held its annual conventron and dual shows-FenceTech and DeckTech-Feb. 5-7 al the Mandalay Bay Convention Center & Resort in Las Vegas, Nv. (1) John Allen, Jack Butler, Mike Wolk, Jennifer Allanach. (2) Keith Weathers, Vern Vincent. (3) Mark Romano, Jim Miller. (4) Jim Solic, Jim Precht, William Barr, Doug Brooks. (5) Larry Lichtman, Doug Niklason. (6) Richard Kleiner. (7) Michael Miller, Bob McGrath, Richard Jones, Chris Childs, Steele Hunter. (8) Will Scott, Ralph Stevens. (9) Frank Butterfield, John Green. (10) Jed Dawson, George Jelic, Faith Keskula. (11) Heath Van Eaton, Ashley Harpstreith. (12) Darrell Hungerford, Shawn Mick. (13) Rick Betchley, Don Olsen. (14) Bill Nezbeth, Neil Woychik. (15) Gareth Manthorpe, Dave Laiberte, (16) Tom Horvat.

Rates: $1.20 per word or $55 per column inch. For more info. call (949) 852-1990.

NORTHERN CALIFORNIA distribution center is looking for Lumber Product Manager/ Lumber Trader. Candidate must have experience purchasing and selling West Coast species of dimension lumber in the California market. Competitive compensation and benefit package. Send resume to Box 7l I, c/o The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660; Fax 949-852-0231, or dkoenig@building-products.com.

LUMBERTRADER

We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation.6OVo split for trader. Call John at Lakeside Lumber ^t (623) 566-7100 or email lakesidelumber@cox.net.

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

SALES MANAGER

Shamrock Building Materials is seriously looking for the right individual to head up the sales staff at our Sacramento distribution and reman facility. If you know the California and Nevada markets, and are willing to lead by example, this could be a financially rewarding position. We offer health and retirement benefits, and are anxious to make this venture successful. If this sounds interesting, give me a call or send your resume. Dave Gambee, president, (888) 742-6763: Shamrock Materials, P.O. Box 80 I 28, Portland ,Or.97280.

Disfibution IVanagemenl Syslems, Inc. -DMSI DW Disribution, lnc. Elder Wood Preserving Co., Inc. Empire Building l\raterials, Inc. Empire Lumber Company Epperson lumber Sales, Inc.

F.J. Newmeyer Lumber Co. Florida Wood Council

Resources Association {FRA) Glenn l. Eanks - Personal

& Dodie Kinq - Personal Hancock Lumber Company Holbrook Lumber

ldaho llmber Corporation

Lake Slates LumbeL Inc.

Lawrence R. McCoy & Co., Inc.

Legget & Plat

Lloyd Lumber

Lone Rock Imber Management Co.

Longview Fibre Paper and Packaqing, Inc.

Lumber Products

Lunbermen Associates, Inc. {PA)

l\I & R Seruices

l\,4ark & lVary Donovan ' Personal

l\rike & Traci IVlordell - Personal

I\troynihan Lumber Co.

Nonh Americ6n Forest Products, Inc.

0regon-Canadian Forest Products Inc.

Parksite PlunkenWebsler

Pod Elakely Tree Farms

Prendiville Industies

Rawles-Aden Buildinq Products

Resource Management Seruices, LLC

Robbins [umber, Inc

Sietra Forest Prodocts

Skana Foresl Products Ltd.

Society of Wood Science and Technoloqy

Steve Sprenger - Personal

Stewa( Lumber Comp6ny

Tammy & Jett Parnell Personal

Timber Products ManuJacturers Assn

Tom & Ethel Rice - Personal

Tom & Lon Deegan - Personal

Tom & Mary Tomjack Personal

Tom Kohlmeier

Tumac Lumber Co. Fund ol The 0CF

U'C Coatings Corporation

Wagner Forest I\ranaqement, Ltd.

West Fork llmber Company, LLC

Western Building l\,4arerial Association

Wisconsin Betail Lumber Association, Inc.

Wood Moulding & [.4illwork Products Assn.

FRIEND OFTHE FOUNDATION lup ro gs00]

Connor Sporc Flooring Corporation County Line Lumber

Finntorest USA

Greal Nodhern Lumber

Green Crow

Harold & Marilyn Brusad - Personal

John Emmer Family Memorial

Karamu Corporation

Low Country Forest Products, lnc.

Mike Charpentier Family lVemoial

Nonhwestern Lumber Association

Pella Corporation ' Pella Windows & Doors

Peter Angus Forest Prod!cts Limited

Pon Susan Forest Management

0uanex Foundation - Honeshield Mounds View

Reid & Wright, Inc.

Robe( D. Edwards - Personal

Sawarne Lumber Companl Ltd.

Search Nonh America, Inc.

Shelly Enterprises, Inc.

Stihl No(hwest of Stahl lnc.

The McGinnis Lumber Co., lnc.

Three Rivers llmbei Inc.

'llgercat Indusries, Inc.

Tolko Industies, Ltd.

Tricon llmbe[ ILC

guide

Sournrnn Clulonnn

LOS ANGELES AREA

Weyerhaeuser Building l\ilateria|s.............,....(877) 235'6873

ORANGE COUNTY & INLAND EMPIRE

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

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

Austin Hardwoods & Hardware. (714) 953-4000

Bear Forest Products.......... (877) 369-2327

BMD (Riverside)..... .......(951) 341'0708

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

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

Building-Products.com ................................,.(949) 852'1 990

California Timberline, 1nc...............,..,....,.,.....(909) 591 -481 1

C&E Lumber Co.

Capital

creatus

624-2709

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

Hampton Distribution .....(949) 752-5910

lnland Timber Co,.... ......(909) 783'0470

Kelleher Corp. (Ontario)...,....,.......................(909) 635-1 560

Kelleher Corp, (Bancho Cucamonga),..........(909) 476-4040

Kelly-Wright Hardwo0ds.........................,......(714) 632-9930

North Pacific-So. Ca. Distribution............,...,.(800) 647-6747

0rePac Building Products...,...,.,...,...............(909) 627-4043

Pacific Wood Preservin9............,.........,........(7 1 41 701-97 42

Pan Lumber C0....... ......(909) 627-0953

Peterman Lumber C0............,..,.....,..............(909) 357-7730

Redwood Empire..... ..,...(909) 296-961 1

Reel Lumber (Anaheim)......(800) 675-7335 (714) 632-1988

Reel Lumber Service (Riverside) ..................(951 ) 781-0564

Regal Custom Millwork.......(71 4) 776-1 673 (71 4) 632-2488

Reliable Wholesale Lumber, Inc....................(800) 649-8859

Simpson Strong-Tie Co. ...,.(800) 999-5099 (714) 871-8373

Stone Castle TradinS......................,..,......,....(909) 466-6300

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

Weber Plywood & 1umber...,...............,.........(714) 259-1 100 Weyerhaeuser Building Materia|s............,.....(877) 235-6873

SAN DIEGO AREA

Anfinson Lumber Sa|es..................,..,...........(619) 460-5017

Austin Hardwoods & Hardware..........,..,.......(858) 536-1800

BMD (Visalia)......... .......(559) 625-3050

Dixieline Lumber Co. ..........(800) 823-2533 (951 ) 786-91 77 Weyerhaeuser Building Materia|s..................(877) 235-6873

Nonrn & Crrrmt Clutontn

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

REDDING / RED BLUFF

Gemini Forest Products...............,......,..,...,...(5301 223-7 440

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

Shasta Cascade Forest Industries, 1nc.........(530) 243-0500

Shasta Green Inc. ............................,..........,.(530) 335-4924

Siena-Pacific Industries ................................(530) 378-8000

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

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

SACRAMENTO / STOCKTON AREA

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

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

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

MODESTO

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

WASHINGTON

guide Plcrrc Jlonrtwrsr

Disdero Lumber Co. .....(800) 547.4209

C&D Lumber

......(877) 235-6873

Rocxv illouullns

OrePac

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

Weyerhaeuser Co, ......,(509) 928-1 41 4

Yakama Forest Produc1s...............................(509) 874-1 1 63 (509) 874-8884

VANCOUVEH

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

Boise Distribution... .......(360) 693-0057

Columbia Vista C0rp. ..,............................,.,..(360) 892-0770

Hardel lVutual Plywood Corp, (Chehalis).....(800) 562-6344

BEND

OREGON

Malheur Lumber Co. (John Day)...................(541) 575-1 148

COOS BAY i NORTH BEND

EUGENE / SPRINGFIELD

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

Cascade Structural laminators....................,(541 ) 726-9836

Coos Head Forest Products,.....................,...(800) 382-3388

Gemini Forest Products.................................(541 ) 485-7578

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

Lumber Products..,. .......(541) 687-041 1

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

Rosboro Lumber..... .......(541) 746-841 1

Western Woods, Inc...................................,..(800) 822.8157

Weyerhaeuser Building Materials.-.............,.,(877) 235-6873

MEDFORD / GRANTS PASS

Allweather Wood Trea1ers.,.....,.....................(800) 759-5909

Eagle Plywood Specia|ties...........................(800) 547-5991

Lumber Products.... .....,.(541) 773.3696

Malheur Lumber Co .,....(541 ) 575-1 1 48

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

Pacific Wood 1aminates......,......................,..(541 ) 469-4i77

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

Waldron Forest Products.........................,..,.,(541 ) 474-3080

McMINNVILLE / CORVALLIS / SALEM

Capital 1umber........,.,.,......(541) 223-0020 (866) 898-1128

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

Mary's River lumber.....................................(800) 523.2052

Royal Pacilic Industries..........,......................(503) 434-5450

Weyerhaeuser Co, (Albany)..........................(541) 926.7771

GREATER PORTLAND AFEA

FAX to 949-852-0231

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

Name (P/ease print)

Want to Subscribe? check the appropriate boxes to begin receiving your monthly issues.

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News or Comments? we welcome comments on articles, the magazine, or news of your company such as new hires, expansions or acquisitions (a free service). Email dkoenig@building-products.com, or Fax this form:

California Redwood Association [wwwcalredwoodorg] ..............45' 47 California Redwood Co. Iwwwcaliforniaredwoodco.com].................31 California Timberline Iwwwraltimber.com].........""...........................64

Canfor [www.canfor.com]

Capital Lumber Co. [wwwcapital-lumtrer.com] .................".....Cover I

Cascade Structural Larninators Iwwwcascadeskom] ..'....................'7

Cedar Vafley [www.cedar-valley.com] ........................42

Colville Indian Precision Pine [www.cippinecom] "....'.......................77

Fiber Composites LLC [wwwfiberondeckingrom] -....-...-.-..."".'..25

Fletcher Wood Solutions [www,tenonusacom] ..........49

Fontana Wholesale Lumber Iwww.fontanawholesalelumbercom] ..'..3

Forest Grove Lumber [wwwJglcocom] ............"'....'...........................29

Forest Products Sales [www,forest-product-salescom] ........'.'...........66

Fred C. Holmes Lumber Co. .......................26

Gemini Forest Products Iwww.geminiforestcom] ...................'............48

Haida Forest Products Ltd. [www.haidaforestrom].'................."""...41

HuffLumber Co. ........................30

Ipe Clip Co., The Iwww jpeclip,com] ................".......................'.........36

Keller Lumber Co. ....,.............. .-.........64

Krauter Storage Systems IwwwJ<rauter-storagerom] .......................57

Lausrnann Lumber Iwww.lausmanlumbercom]. ...-'-.-.*..--....'..'...32

LWO Corp. [www,lwocorp.com]................ .......".........65

Mary's River Lumber [www.marysriverlumberroml ..........'.........."53

Maze Nails fwww.mazenails.com]............. ..-.-..........'.43

Norrnan Distribution Inc. [www.normandist.com] ....'.....'................."15

Natural Forest Distribution Iwwwforestproductscom] ..............""'..53

Pacific Wood Laminates [www.pwlonlinerom]................-..--...........21

Parr Lumber ...............61

Redwood Empire Iwww.redwoodemp.com]..............'...'..'...........""".....4

Roseburg Forest Products [www.rfpcorom] ..............'...... --.......'......27

Roy O. Martin [www.royomartincom] .......................4

Setzer Forest Products [wwwsetzerforest.com] '-..--.-.-..--...........52

Sirnpson Strong-Tie Iwwwstrongtiecom] ........"""'..'.'........................28

Siskiyou Forest Products [wwwsiskiyouforestproductscom] ..."".....63

SkuttleTight Inc.[wwwskuttle-tight.com] ..................66

Summit Imex [wwwcumarudeckcom].......... '...'........59

Sunbelt [wwwsunbeltracks,com] .....................'.......'.33

Swan Secure Products Iwwwswansecurecom]'........................"...........8

Swanson Group Sales Co. Iwwwswansongroupinccom] .......'Cover III

TAM-Rail by TAMKO [www,tam-rail.com]......'.......................Cover II

Temperate Forest Foundation Iwww.forestinfo.org]............'.'.............75

Thunderbolt Wood Treating [www.thunderized.net] ...'....'..........."....61

TMI Forest Products [www.tubafor.com]

TruWood-Collins [www.truwoodsidingcom] '..........35

Vaagen Bros. Lumber Inc. [www.vaagenbros.com] .--..-..--'...........56

Van Arsdale-Harris Lumber Co......

Viance [www.treatedwoodcoml ......."....'9

Waldron Forest Products.....................'. ......................65

Weaber Lumber [www.weaberlumber.com] .........'...S0

Weatherbest Decking & Railing Iwww.weatherbestcom]'..............'.39

Western Red Cedar Lumber Association [www.wrcla.org] ................10

Western Woods Inc. [www.westernwoodsinc.com] --.-.-..--....."......51

World Forestry Center Iwww.worldforestrycenter'org]..........""'......34

Wynndel Lumber [www.wynndellumber.com] .........55

Yakama Forest Products [www.yakama-forest.com] '..'......................69

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