Direct lmporters of Hardwood Decking, lumber, & Flooring

Boise Gascade Engineered Wood Products

w.Bcewp.com capsulize the benefit statements you prepared. Then, meet with your customer, lay the sheet down in front of him/her, and talk down through it, explaining each point as you go.

Treat it like you would any other well-done presentation. Be sensitive to your customer's reaction, and ask for feedback as you work down through the list. Say, "How does that sound?" or "Does that make sense to you?" and emphasize those things that seem to be more important to your customer. Then, leave that sheet with your customer.

I'm always amazed at the number of salespeople who are confounded over the customer's perception that their product is just like the other guy's, when those salespeople have done nothing to show the customer how it is different.

As always, if you have done a good job of analyzing, preparing, and communicating, your customer's perception should be altered and you gain the business.

If you haven't done well at this, then your customer will continue to see no difference between buying from you and buying from the next guy. And, if you haven't shown him/her sufficient reason to buy it from you, then he shouldn't.

From the customer's point of view, if your offering is just like the competitor's, then the customer is absolutely correct in buying from the cheaper source. However, if there is any difference between your offering and your competitors', then the responsibility is totally yours to show the customer that difference. Follow the process described here, and you'll have far fewer customers treating you like a commodity.

- Dave Kahle is a leading sales educator and author ofnine books, including his latest, How to Sell Anything to Anyone Anytime. He can be reached at (800) 33 1I287 or via www .davekahle .com.

Kentucky and Youngstown State University.

After serving as a group v.p. for International Paper, he headed Roseburg from 1982 to 1991.

James Brandon Sweeney, 73, owner of Alki Lumber, Seattle, Wa., died of cardiac arrest Feb. 5 in Seattle.

He attended the University of Washington, but left after two years in 1959 to take over the family business after his father had a heart attack.

Gary R. Leeper, 67, former manager for Timber Products, Springfield, Or., died of cancer Jan. 26 in Springfield.

After graduating from the University of Oregon, he spent 30 years with Timber Products, including opening a starting and managing a branch in Mexico. He retired in 2001.

Andrew Stephen "Andy" Artzer, 87, longtime Northern California lumber grader, died Feb. 15 in Tuolumne, Ca.

John Morrison Headley,17, former owner of Yardbirds. Santa Rosa. Ca., died Feb. 17 in Santa Rosa.

In 1961, he opened Home Center Store in Seattle, Wa. After a merger with Pay N' Pak Stores, he became president of the 67-store chain. He resigned in 1975 and moved to Northern California to establish Yardbirds, which he would expand to l0 Bay Area locations.

In 2005, he sold the chain to Home Depot, which closed several locations and remodeled others into co-branded, small-format stores. Four years later, Depot closed the five remaining Yardbird locations.

Donald Robert Moreland. 75. retired president and partner at Lane Stanton Vance Lumber, City of Industry, Ca., died Feb. l9 in Pasadena, Ca.

After graduating from the University of Washington, he began his lumber career with Weyerhaeuser. He then became a partner in Lane Stanton, retiring in 2000 when the company was sold to Hampton Affiliates, Or.

John J. Stephens, 83, retired president and c.e.o. of Roseburg Forest Products, Roseburg, Or., died Feb. 6 in Bronxville, N.Y.

After serving with the Army, he earned degrees at the University of

A seaman first class in the U.S. Navy from 1943 to l946,he worked as a certified lumber grader at West Side Lumber Co., Tuolumne, and Pickering Lumber Mill, Standard, Ca., from 1946 until his retirement in 1986.

Willard Curtis, 91, retired logging engineer, died Feb. l9 in Springfield, Or.

Mr. Curtis served with the U.S. Army during World War II, as a technical sergeant with the 247th combat engineers.

He worked for Booth-Kelly Lumber and Georgia Pacific for 35 years, as chief logging engineer in the Springfield-Eugene division.

Tribal Branded Wood Proposed

Consumers looking for environmentally friendly wood products may soon encounter a new brand: SpiritWood.

The brand is one of several under consideration by the Inter-Tribal Timber Council, Portland, Or., which was established in 1976 to improve management of natural resources belonging to Native American communities.

Such brands would help "differentiate tribal products in the marketplace" and generate "higher revenues critical to (continuing ecologically superior) management practices," according to Tina Hagedorn, a consultant who worked with ITC on a year-long marketing study.

Hagedorn says, "A compelling element of the SpiritWood marketing strategy is that tribes are the only group in America that can sell substantial, sustained volumes of tribal forest products from permanent land bases. The brand would allow tribes to jointly supply timber products to the marketplace."

More than 200 reservations in the continental U.S. are forested, containing more than 7.7 million acres of timberland and another 10.2 million acres of woodlands. In addition, there are 44 million acres of Alaska native lands. Of these, just four tribes-located in Hoopa Valley, Ca.; Menominee, Wi., and Coquille and Warm Springs, Or.have earned FSC certification.

r TAIK Back

We welcome your letters to the editor. Send comments to Fax 949-852-023 I, dkoenig@ building-products.com, or The Merchant Magazine,4500 Campus Dr. #480, Newport Beach. Ca.92660.

HrrrrNc Horvrc

I thought Alan Oakes' article ("Here's Hoping") in the January issue of The Merchant Magazine was one of the best articles I have read in a long time.

Arrow Lumber & Hardware operates six locations in western Washington, and every topic you discussed in your article hit home. I made copies of the article and sent it to all our managers. Also, I gave some of our suppliers a copy. Our suppliers, many of whom we have been partners with for 35 years, have really worked with our company.

I am very close with our 66 personnel and work from the philosophy of "positive affirmation." I send each one a birthday card on their birthday with a hand-written message and usually call them on their birthday, as well.

We have a customer appreciation day for each store with a huge response from our dedicated and loyal customers.

Sheldon

Bob

Arrow Lumber & Hardware turned a profit last year, and in this economic environment, was a testament to the points you stressed in your article.

Again, very fine article.

Barney Wagner

Founder and c.e.o. Arrow Lumber & Hardware, LLC barney @ anowlumber.com

Redwood Planters

The California Redwood Company now offers artisandesigned planter boxes constructed of premium redwood.

Measuring 23 -3 I 4" x20 -3 I 8" x 20-318", the planters can be customized with 6"x6" decorative copper panels.

A removable GeoPot minimizes contact between soil, water and the wood. while increasing airflow for better plant health.

I CALIFORNIAREDWOODCO.COM

(866) 791-7474

Protective Shingles

Atlas Roofing's Pristine roofing shingles are Scotchgard protected to eliminate black stains and streaks caused by algae.

The treated shingles come in l3 colors, with a limited lifetime warranty against algae damage and wind damage up to 130 mph.

I ATLASROOFING.COM

(800) 388-6134

Pro OSB Flooring

T-GRADE PRO professionalgrade OSB flooring fiom Tolko Industries is designed to meet the challenges of extended construction delays and exposure to wet weather.

Each panel is fully sanded on both sides for a uniform appearance and a tighter thickness tolerance. A tongue-and-groove panel edge ensures a smooth surface for floor coverings.

T ToLKo.CoM

(250\ 545-4411

Natural Beauty and Exceptional Quality.

Bonded Gomposite

EverGrain Envision bonded composite decking is TAMKO's latest offering.

The new bonded outer layer is formulated for a low-sheen appearance with a deep woodgrain texture, in four multi-shaded colors (grey wood, rustic walnut, shaded auburn, spiced teak).

r TAMKO,COM

(800) 641-4691

With Coscodio decking, the unsurpossed noturol beouty of Western Red Cedor is motched with Terminol Forest Products' reflowne0 monufocturing quolity. This creotes o product thot is beoutiful, functionol. ond ecojriendly. Coscodio decklng is mode from o 100% renewoble ond sustoinoble North Americon resource unlike PVI ond composite decking, which is lorgely mode from non-renewoble peiroleum products. Third-porty life cycle onolysis deorly shows WRC decking os the be$ environmentol choice for decking: WRC signifirontly outperforms sustitute products in every environmentol meosure.

Framing Fasteners

New framing fasteners from Simpson Strong-Tie simplify installation of framing products.

The LRU rafter hanger is designed for rafter-toridge connections and can accommodate solid-sawn rafters 2x6 to2xl2 in size.

A single-screw solution for truss and rafter uplift and lateral loads is the SDWC truss and rafter screw. It requires no pre-drilling, so it can be installed before or after exterior sheathing is applied.

SDWS and SDWH structural wood screws are high-strength alternatives to through-bolting and traditional lags screws for various fastening applications.

T STRONGTIE.COM

(800) 999-5099

Dazzling Trimboards

Claymark's Solid Gold radiata pine trimboards from New Zealand are treated for both interior and exterior use.

Free of fingerjoints, the solid boards are protected by the Tru Core process against decay, rot, and termites and certified to Forest Stewardship Council standards.

T CLAYMARK.COM

(871) 287 -4406

Golorful Gedar Shingles

Bardobec's B-Chroma cedar shingles are Olympic pre-stained in opaque or semi-transparent colors. Naturally durable, their acoustic and insulating properties keep buildings comfortable and quiet.

T B-CHROMA.COM

(514\ 2'73-2221

Perennially Beautiful Decking

Eastman Chemical's Trulast Technology protects Perennial Wood decking against rot, decay, shrinking, swelling, cracking, cupping, and warping.

Deck boards, rails, balusters, posts, stair treads, and fascia are factory-finished in a choice offour colors.

I PERENNIALWOOD.COM

(800) 530-7495

The use of Screw Products, lnc. Star Drive Bronze Star Wood Screws can cause side effects such as significant time and cost savings, decreased effort and fatigue

1lb, slb and bulk pails FREE drive bits. Droo now and visit our web site to mofe before you start your next

Big Creek Lumber Co. has a long

Superior Forest Stewardship

haruesting and milling high quality California redwood.

During our 63 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 partial truckloads.

This beauty is a beast.

Armadillo's super tough skin is permanently fused to a composite core made of 100010 post-c0nsumer recycled content. Its deeper, richer color, is more realistic and more durable. Armadillo easily shrugs off scuffs, stains and resists fading and will provide years of great looking, low

Gordless Nailer

The Paslode CF325L| nailer is cordless for easier installation of drywall.

Its lithium-ion battery drives up to 6,000 nails per charge, while a depth-of-drive function allows easy adjustments. Included are a rugged carrying case, charger and safety glasses.

T PASLODE.COM

(80u 222-6990

Gurvy Golumn Gover

Fulcrum Composites' curved column covers are a durable, lightweight way to cover poles. The covers can be installed like conventional drywall, with depth-set screws, taping, and mudding. Each half has tapered edges to hide the taped joint. Standard lengths are 8' and l0', with 72",15", and 20" diameters -plus custom sizes.

T FULCRUMCOMPOS

ITES.COM o89\ 636-102s

Zippy Door Govering

Made of 4-mil plastic sheeting. heavy-duty. glued-in zippers. and double-sided tape, ZipWall quickly covers door openings to create a complete dust barrier. Fire retardant, it fits doors up to 4'x8'.

I ZIPWALL.COM

(800) 718-22ss

End-Gut Protection

TimberTech has developed a latex-based paint to cover endcuts of its decking boards.

Each 8-oz. can covers approximately 250 end cuts when applied with foam or bristle brushes. Colors include cedar, grey, rosewood, teak and walnut.

T TIMBERTECH.COM

(800) 307-7780

Glubby Decking & Railing

Clubhouse decking and railing from Deceuninck North America is formulated to be up to 25Vo lighter than most wood and composites.

Constructed of lOO7o PVC, the products feature a natural wood appearance with deep grain embossing. SunShield protective capstock resists fading, cracking, brittleness, and surface degradation.

The Hardwood line offers four variegated grains, while EarthTone offers four solid colors.

Also offered are Clubhouse Elite and Clubhouse Plus vinyl railing products.

T DECEUNUNCK-AMERICAS.COM

(877\ 563-42s1

Non-Gombustible I nsulations

Winco International has developed two new noncombustible insulations with up to 13.7 R-Value.

Skytech seals with an airtight but vapor-permeable envelope, while Nest reflects up to 977o of radiant cold or heat.

Both use continuous filaments of E-glass fiber to create a high-density blanket without glue or binder, which is then encapsulated in an aluminum membrane.

T WINCO-TECH.COM

(832) 516-8125 all

From window and door flashings like DuPont* FlexWrap*, Flashing Tape and t,1

StraightFlash* to superior wraps like Tyvek@ HomeWrapo and Tyvek@ StuccoWrapo you can be assured you are using the brand leader in weather resistant barriers.

Palace, Las Vegas, Nv. [1] David Ellis, Anthony DiSanto. [2] David Emanuel, Roger Probasco, Ron Welch. [3] Bill Spencer, Gary Dean, Scott Jennings. [4] Sheri Schon, Jay Johnson. [5] Rick & Lori Hullinger. [6] Tim McDermott, Dan Summers, Ron Knudsen. [7] Michael Hock, Phlllip Bryson, Gary Price. [8] Sarah Dix, Darryl Little. [9] Scott Nowatzki, Rod Dennison, Larry Crossley, Jon Booth. [10] Don Adams. [11] Wanen White, Chris Brown. (More photos on next page)

Not All Suppliers Are Creoted tqucl Buy your Western Red Cedar from these quality producers.

WRCLA MEIVBEBS

Downie Tirnber/Selkirk Specialty

Enyearl Cedar Products ldaho Forest Group

Gilbert Smith Forest Products Ltd.

Haida Forest Prociucts Ltd.

Intertor

Mary s River Lumber Co.

Mid Valley Lurnber Specialties

North Enderby Timber Ltd

OrePac Building Products

Power Wood Corp.

Ouadra Wood Products

Sawarne Lumber Corrrpany Ltd.

Slrakertown

Skana Forest Products Ltd

Twin Rtvers Cedar

West Bay Forest Products

Western Forest Products, Inc.

AFFi LiATE IVlANU FACTU R E RS

BW Creatrve Wooo Inclust.ies

Cedarshed lndr-rstries

Outdoor Living Today

Synergy Pacif iclOuattro Timber www,reolcedor.org

1.866.778.9096

BuiHing-Products.com

INTERNATIONAL BUILDERS Show attracted a big crowd Feb. 8-11 at Orange County Convention Center, Orlando, Fl. Ill Len & Tina Kasoerski. I2l Jim O'Neill, Dan Gibson. l3l kvte Loveland, Kim Pohl, b-avid Pool. [4] Doug Reid, Chris Shope. [5] Roger Farnand, Dale Robley, Marion Bailey. [6] Ricli Sanders, Craig Young, Dan Beaty, Chuck niqoni. i7i Mesan Garrity, Caiol Kelly. [8] Chris Kollwitz, Da"n Danki, Brian Delbrueck. [9] Shayien-e Adam, Maureen MurraV, Troy Sinks, Michael Gori [10] Phil Jackson, Deborlh Baum Crain, Jim Flickinger. [11] Barry Lyons, Carol LVn Groce. [12] John Niedzwiecki. [13] Sharon Loitus. Pam C6rn. Camille Sciullo. 114l Brian Mav, Bill Naumann, Ri C6rn, Camille [14] Brian May, Bill Rick Kapres, Josh Pace. [15] Steve Kearns, tony DiRienzo,-David KenworthY.[1jl Jon Nesbit tlTlJrin 6ailey, Wayne Hiltori. [18]Audrey Ordenes, Randy Engh, Jeanine

IBS (continued): [1] Pete l4zo, Hallie Cunigan, Justin George. [2] Carey 9reenway, Richard Hicks. [3] Peter Krihak, Brent Gwatney. 141 Rel Scoti, Mac MacDonald. [5] Clark Allen, Rick Oblak, Bryan Rychlik, Ryan Kaelin. [6] Tracy Wilson, Patrick Hanulak. [7] Barbara Stewart, Leda Jotinson. [8] Gly Palumbo, Leon Desrocher, Bob Flute. [9] Phil Lail, Brian Orchard. [101 Brandy L-owery. [11] Dan Kukol, Brad Finck. [12] Steve Kelly, Scott vori 9onte_n, Shawn Herrington. [13] Jeff Sturdivan, Mik-e Moran, Sebn Seymour. [14] Courtney Watkins. [15] Chuck Casey, Kevin Guthard. [16] Melissa Morine-lli, Joel Adamson, Tom Hall, Garnett Douglass. [17] Michael Griffiths, Tony Saad, Dave Varallo, Jean-Marc Dubois. [18] Tom Diavis, Dave Nixon, B_e-rt Falcone, Uli Walther, Chris Johnson, Kurt Hogard. [19] Colin McCown. [20] Jack Delaney, Lance Humphrey. [21] Jonathan Santiago, Dan lvancic. [22] Brett McCutcheon, Christian Beck. [23] Joel Cone.