Merchant Magazine - April 2007

flnd notr for the latest weathering report.

For Better Perbrmmce, and Happier Gustomers. tcolife's'' revolutionary organic stabilizer plus preservative treatment offers superior performance from the effects of weathering that can lead to cracking and splintering, while providing the same reliable protection against decav and termites that consumers have come to expect from traditional treated wood. [colife's 100% organic treatment offers consumers additional environmental and fastener performance benefits compared to wood treated with preservatives containing metals.

For more information, call toll free at l-800-421-8661 or visit uruw.trertedwood.com.

^l a7r ecolffe /a

Stabilized Wood, Organical ly preserved

Fight mold. llot Grstomers.

Prutect your customersand your reputatbnwith neu 0uanTllil'- Mold Resistanl llood.

When properly installed in interiot weather-protected applications, the tPA-reoistered. mold-control formulation provides 20 years of protection against discoloration, odor and deterioration caused by comm0n mold growth. Not to mention supplemental protection against wood decay and termite attack. Get all the details about the new purple framing, truss and sheathing products

For more information, call toll free at 1-800-42-8661 or

STR[lNG ER,

The Boise logo is your sign that a home has been built with Boise engineered wood products. Products that are backed by a lifetime guarantee of quality and performance.

Building Materials Distribution

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Locations

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Serving building products retailers and wholesale distributors in 13 Western states-Since 1g22

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(Sistet gkfication Building Ptducts Dicrf't se'yes ll:€ East) PUBIISHER Alan Oakes (ajoakes@aol.com)

PUBLISHER EMERITUS David Cutler EDITOR David Koenig (dkoenig @ building-products.com)

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CONTRIBUTING EDITORS

Dwight Cunan, Carla Waldemar, Roy Burleson

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How to Advertise

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Rosboro BigBeom. Another High Strength 0ption.

@ Rosboro []igBcarrr is thc iclcal bcant filr

KBEAM I-.j.ist llr.r'-'s1'stctts uncl othet' c.nvcntional I ll'anrins applications. This enginccrcd wood 30F bcanr is anrong thc stror)scst ltnd tnost cost-cffective glLrlarns on tlic nrarkct toclal'. With Bi-gBeam. builders now havc unothcr choicc bcsiilcs high-strcngth resin beanls antl hcaclcrs.

'l'his hyhlid bcant gcts its cxtraorcliniir)' strength fitlrll tttll rrntl bottonr laycrs nraclc fhrnr LVL. Macle in stanclarcl I .ioist clcpths uncl sizccl to niatch ctltttmon franting u'itltl'rs. BigBcanr continucs to be thc choice firr todltr''s btrilclcr..

'l'he (llulam Experts

Rosbolo's l'amily of glulam prclclttcts ofltrs a colttlllctc linc of beanrs fil' alnrost any project. Whcthcr ytttt ttcccl an crposecl beam. an I-.joist complrtiblc bcarrr. ol a dcck bcartl. r.',c have a glularn to rneet your ncccls. Incrcasingly high clesign r alucs. ease of usc ancl cottvctticttt irrstrrllatiort at-c .just a f'eu reasc'llts nl-tt'oLtr glrtlatls arc ctttttlttottly rrsccl itt strtlctural applications. sr,tch as EWP l'loor systcttts. ll'lrttitt!J. ridges and raticrs. ancl gltragc tloor hcadcrs.

Ahval's In Stock

B-r' cxplniling oLrr. l'lcilitics rtttcl trsirrg the latcst manufacturing tccl'rnologl'. \\'c urc nrorc c11uil'rltccl thatr ever to meet oul'cLlstomcrs' slLrlanr nccds. Oncc lL proclttct is ordered. we offer' sarnc clay or ncxt clitr clclivclr'. dcpending on v,,hen the ordcr is rccc ii'ccl

A Commitment to Technology'

Our conrrnitnrcnt to kccping on top of ernerging technolttgics antl innovatiuns ltl]orvs us to continuallf improve tlPolt ollr I'anrily o1'glulan'r products. Et'cry procluct that lcar'cs <tttr vltt.cl is blckcd by our technical support staff.

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Grou ing'fodul'. BLtilding l otrorrol.

Being a real manager

February was an interesting month. I found myself flying backwards and forwards across country several times, which may have cured me from flying for good.

On my first of two trips to Las Vegas in the month, I picked up a nice cold and virus, which I might have successfully given to the hundreds I seemed to have shaken hands with this month-sorry!

On a trip to Boston, I found myself arriving for my flight only to be told I should have left rhe day before. I had to swallow a change fee and the hotel deposit for arriving a day late. As in Murphy's Law, the flight got cancelled anyway. By the end of Boston, I had no voice, but have become excellent at sign language.

Then, on the way back from a trip to Montreal, my wife and I had the great pleasure of joining over 5,000 other refugees in sleeping overnight in O'Hare Airport. I must

admit I thought the luggage carousel was indeed for baggage, but it did provide sleeping accommodations for us despite the gale force cold coming through the luggage chute. The fake potted plant was a nice touch, and my thanks to Starbucks for being the only food facilities to stay open in the airport overnight-just what you need to get you to sleep. The joys of travel, and don't get me started on how well our airlines treat us these days!

Now to business! I hear mixed stories as I talk to industry contacts as to the state of business. It would appear most are on the fence so to speak as to what will happen for the rest of the year. As I write this, the uncertainty of the stock market over the last week certainly makes you concerned if you are managing a business, as to whether we will go into a recession or not. The one thing I know is that managing a business at anytime is challenging, but today and in this environment you need to be a real manager and have the fortitude and courage to do the right things.

The readers of The Merchant Magazine are wildly varied in terms of the sizes of company they work for, but in too many companies, large and small, there is an overabundance of managing for the short-term results as opposed to the long-term. But I think a real manager has to manage for both. That is why they have been hired.

Frankly, anyone can manage for the short-term. All you do is squeeze costs out of the business until there is nothing left. And then for the long-term, you can stand up and say you are managing for the long-term and that results will come, but unless the right things are put in place and the right decisions are made at some point you are found out, and new managers are put in place.

The hardest thing to do for the long-term is to invest and have courage in sticking with those line item costs that do not pay off immediately, such as R&D, marketing programs, and training (see my column last month). With one stroke of the pen you can make substantial savings that go straight to the bottom line. For a couple of quarters you may see no impact on results, but what is the hit longterm? I have never come across one business that has not paid a price with market share and their brand image when bad short-sighted decisions are made. I see in this industry some of the largest companies making those types of decisions.

The mark of a leader is one who can balance the needs for quarterly results with the needs to have a profitable future. Not all actions can be immediately profitable, but as managers we have a responsibility to our owners, shareholders, employees and our customers to take care of our future. While easier said then done, history unfortunately shows the industry littered with those who did not.

Reformulat chemical Gompany readies organrG alternatiues

rT!HIS spring, Viance, a joint venture of Rohm and Haas' .a wood biocides business and the wood protection chemicals business of Chemical Specialties Inc., will introduce QuanTIM long-term mold-resistant protection and Ecolife organic preservative plus stabilizer systems as the first in a range of innovative technologies available from the new company.

Continuing a tradition of preservation innovation for which the joint venture's parents have become wellknown, Viance's new products will be the next generation of wood protection technologies that offer builders and homeowners environmental advancements. mold resistance, and improved weathering performance of natural wood products in a wide range of applications.

"The formation of Viance in January of this year was based on combining an exciting pipeline of innovative products and technologies from both parent companies, and taking advantage of an established market and technology support position to introduce these new products to the treated wood industry," explained Dave Fowlie, vice president of business development for Viance. "QuanTIM and Ecolife represent the first in a broad spectrum of innovative products we will introduce to the global wood preservation market. These new technologies will enhance the performance of wood-based building products while adding value to our customer's and building product retailer's businesses."

QuanflM

QuanTIM mold-resistant wood products are protected with a patented, EPA-registered mold resistant formulation that is applied in a factory-controlled environment to pro-

QUANTIM lreatment offers a patented, EPA-registered formulation to produce mold-resistant framing, lruss and wood-based panel products.

Torr 25 Pre-ssrrfle Treaters

Companies are ranked by production of lumber, timbers and specialty products. Firm$ exclusively trealing poles, pilings, raikoad lies, etc., are not included. Abbreviations include NfP (Not tor Publication), NA (Not Available), FRT (Fire Retardant Treatment), and WR Water Bepellent).

All information was provided by the companies themselves. While every effort was made to ensure full accuracy and completeness, several larger treaters elseted not to participale in this survey.

fiThe Edltors

Rank Gompany '06 05

Annual Production (mi[ion$ bd. ft.)

2006 2005 Change 1|

1 Great Southern Wood Preserving NfP NfP NfP Abbeville, Al.

7 plants: Abbeville, Mobile, Muscle Shoals, Al.; Bushnell, Fl.; Conyers, Jesup, Ga.; Columbus, Tx.

Treatments: CCA, ACQ, MCQ, Borates, FRT, WR, Colorant

Products: Lumber, Plywood, Timbers, Specialties, Pilings, Posts 2

2 Universal ForestProducts NfP 1112 NfP

Grand Rapids, Mi.

24 plants: Windsor, Cn.;Auburndale, Fl.; Moultrie, Union City, Ga.; Granger, Westville, In.; Belchertown, Ma.; Lansing, Mi.;Wtte Bear Lake, Mn ; Hanisonville, Mo.; Elizabeth Cig, Salisbury, N.C.; Blarchester, Hamilton, Lodi, Oh.; Gordon, Stockertown, Pa.: New Wavedy, Saginaw, Schertz, Silsbee, Tx.; Hanson, W.V.;Janesville (2), Wi.

Treatmenrs: CCA, ACQ, MCQ, Borates, FRT, WR, Colorant

Pioducts: Lumber, Plywood,'fimbers, Specialties, Po$ls

fb;r 26 Tieaters

Corp.

Atlanla, Ga.

12 plants: Louisville (2), Nauvoo, Athens, Al.; Rockledge, Fl.; Brunswick, Ga.; Rochelle, ll.; Richmond, ln.; Pleasant Hill, Mo.; Middleburg, N.C.; Rock Hill, S.C.; Mineola, Tx.

Treatments: ACQ, WR

Products: Lumber, Plywood, Timbers, Specialties, Posts

Wod

Culpeper, Va.

5 planis: Culpeper, Fredericksburg, Va.; Shelbwille, In.; Columbia,

ccA, Ace, Borares, FRr, wR

Producl$: Lumber, Plywood, Timbers, Specialties, Pilings, Posts

S nomins Manulacturing Co. Nfp

Tampa, Fl.

6 plants: Tampa,Ocala, Orlando, Fl.; Gainesville, Thomaston, Ga.; Rockwell, N.C.

Treatments: CCA, CA, CA-B, Borates, PTl, FRT, WR

Products: Lumber, Plywood, Timbers, Specialties, Pilings, Posts

Orangeburg, S.C.

9 plants: Vance, Al.;AuguSa, Ga.; Orangeburg, Eutawvilb, Norlh, Sumler, S.C.; Cove City, Leland, Ramseur, N.C.

Trealrnents: CCA, CA, Penta, FRT, WH

Emduch: Lumber, Plywmd, Timbers, Specialties, Pilirge, Posts

f B McFarland Cascade NfP NfP

Tacoma, Wa.

4 plants: Tacoma; Eugene, Or.; Electric Mills, Ms.;Galloway, B.C.

Treatments: CCA, CA, Borates, Penta, Creosote, FRT, WR, Colorant

Products: Lumber, Plywood, Timbers, Specialties, Pilings, Posts, Ties

RocfyfopBuildingProducts NfP Nfp

Rocky Mount, Va.

3 plants: Rocty il,lount; Hagerstown, bld.; Rockwell, N.C.; Fombell, Pa.

Treatm€nt$: CCA, CA, WR

Products: Lumber, Plywood, Timbers, Specialtbs, Posts, Pilings

Pageland, S.C.

1 plant: Pageland

Treatments: ACQ, Borates, WR

Products: Lumber, Plywood, Timbers, Specialties, Posts

Washougal, Wa.

4 pfants: Washougal; Fort C,ollins, Loveland, Co.; White City, Or.

Trealments: CCA, AC0, Borale$, FRT, Coloranl

Products: Lumber, Plyuood, Timbers, Specialties, Posts

St. Claire, Mi.

3 planls: Seneca, ll.; Lansing, Mi.; Prentice, Wi.

Treatmenls: ACQ, MCQ, CA, FRT, WR

Products: Lumber, Plywood, Timbers, Specialties

Bakersfield, Ca.

4 plants: Bakers{eld; Eloy, Az.; Silver Springs, Nv.;Sheridan, Or.

Treatments: CCA, ACQ, Borales, Penta, Crssote, Copper

Naphthenate, FRT, Colorant

Products: Lumber, Plywood, Timbers, Specialties, Pilings, Posts, Ties

165 128 +29ok Cortland, N.Y.

5 plants: South Lancaster, Ma.; Cortland, Gouverneur, N.Y.; Stony Point, N.C.; Cresco, Pa.

Treatments: CCA, CA-B, AG, FRT, WR, Colorant

Products: Lumber, Plywood, Timbers, Specialties

WEATHER PROTECTION: Ecolife's organic preservative plus stabilizer syslem provides the same reliable performance against decay and termites homeowners have come lo exoect from traditional treated wood, along with the improved weathering performance desired for outdoor building products.

duce mold resistant framing, truss and wood-based panel products. QuanTIM products resist mold growth in storage, transit and during the construction project and are backed by a 2O-year warranty to resist mold growth when properly installed in weather-protected interior applications.

The QuanTIM formulation includes a purple dye to differentiate it from other treated wood products in the marketplace. This coloration enables retailers, builders, manufacturers and homeowners to identify QuanTIM easily in the distribution channel and at construction sites.

Ecolife

Viance also is introducing Ecolife, a revolutionary, IOOVo organic wood stabilizer plus preservative system that offers consumers the natural beauty of real wood combined with advancements in weathering protection, fastener performance, and environmental attributes. Ecolife's organic preservative plus stabilizer system provides the same reliable performance against decay and termites homeowners have come to expect from traditional treated wood, along with the improved weathering performance they desire from their outdoor building products.

"Ecolife offers consumers the natural look of real wood that they prefer, combined with improved long-term performance against the effects of weathering in outdoor exposed applications," explained Fowlie. "Ecolife's metal

( Please turn to page 4 I )

Top 25 Treaters

Myrtle Beach, S.C.

2 plants: Conway, Camden, S.C.

Treatments: CCA, ACQ, MCQ, Borates, WR

Products: Lumber, Plywood, Timbers, Specialties, Pilings, Posts I C 16 Curt Bean Lumhr Co.

Glenwood, Ar.

3 plants: Glenwood, AmiU, Ar.; Buckner, Mo,

Treatmenl$: CCA, CA, Borates, WH

Products: Lumber, Plywood, Timbers, Speeiahies

+17% Hampton, Va.

'I olant: Hampton

Treatments: ACQ, Borates

Products: Lumber, Plywood, Timbers, Specialties

Sacramenlo, Ca.

2plants: Fontana, Woodland, Ca,

Ireslmenh: ACQ, Borates, FRT, Cobrant

Products: Lumber, Plywood, Timbers, Posts

Treated

-7% Davisville, R.l.

1 plant: North Kingstown, R.l.

Treatments: CCA, ACQ, WR

Products: Lumber, Plywood, Timbers, Specialties, Pilings, Posts

5 plants; llavana, Fl.;Weldon; Hopwood, Oxford, Pa.; Belin$on, W.V.

Treatmenrs: CCA, ACO, MCQ, FBT Products: Lumber, Plywood, Timbers, Specialties, Posts

CA-B Products: Lumber, Plywood, Timbers, Specialties, Posts

4 plants: Elizabeth City, Enfield, Greensboro, Henderson, N.C.

Trealments: CCA, ACQ, MCQ, Borates, FRT

?roduc'ts: Lumhr, Plywood, Timbers, $pecialties

2,zzExteriorWood Inc. 100 Washougal, Wa.

1 plant: Washougal

Treatments: CCA, CA-B, Borates, FRT

Products: Lumber, Plywood,

culmin New preselvative search

By Huck DeVenzio Arch Treatment Technolosies

DECENTLY, Arch Treatment ATechnologies.

Inc. announced the development of a new type of pressure treated wood, named Wolmanized Lr (spoken L-cubed) Outdoor wood. It is protected by a preservative that contains no metals, not even copper, and is thus carbon-based or "organic."

The development of any new preservative that is expected to be commercially successful involves a long series of scientific, marketing, production, and safety considerations. This process is especially tortuous when the product is the first of its type.

In the case of Wolmanized Lr wood, the search began nearly a decade ago with the desire to find an alternative preservative that did not rely on metallic ingredients. Metals such as trivalent chromium, arsenate compounds, and copper are excellent deterrents to termite damage and fungal decay, but market preferences led to a movement away from metal-based preservatives. In the 1990s, preservative formulations were found that do not contain arsenates or chromium. The next step was one that did not need copper.

Finding effective non-metallic fungicides and insecticides is not difficult; there are many already registered with the EPA for applications other than wood treatment. The magic comes in determining a combination of compatible existing pesticides which:

. inhibits the necessary range of wood-destroying organisms, is effective in multiple species of plentiful wood, has no unacceptable properties. can be used and handled safely, . and can be economically manu-

factured and injected into wood.

The combination must also last for decades, a relatively easy criterion for metals but not for carbon-based components, which can be quicker to degrade.

Testing of candidate preservatives is done in laboratories and field sites under extreme conditions to accelerate recognition of any shortcomings. Small-dimension stakes, which are more vulnerable to deterioration than common-sized lumber, are placed in environments known to harbor aggressive fungi and termites. At any time, Arch and its affiliates monitor about 50,000 test stakes in the ground, encompassing different conditions, wood species, preservative compositions, and retention levels. Performance of candidate preservatives is compared with that of proven formulations to predict long-term effectiveness

For Wolmanized Lr wood. results have been accumulated for eight years from demanding test plots in locations including Hilo, Hi., and Gainesville, Fl. The American Wood-Preservers' Association typically requires at least three years of acceptable data before listing a preservative in its standards. An information packet is being prepared for AWPA review. Listing will be sought for southern pine, ponderosa pine, red pine, Douglas fir, hem-fir, and several other species of lumber as well as southern pine and Douglas fir plywood. The wood has been issued an evaluation report from the International Code Council.

^The preservative in Wolmanized LJ wood consists of a precise mixture of three organic ingredients: propiconazole. tebuconazole, and imidacloprid. Together, they provide effective protection for wood in out-of-ground applications, e.g., decking, r4ilings, fence boards, and molding. Lr wood is not recommended for in-ground components such as embedded deck or fence posts; copper-based preservatives like copper azole should be used for these applications.

Without copper, there !s no galvanic reaction between Lr wood and metal hardware. Thus a significant source of fastener corrosion is eliminated. (Nonetheless, fasteners must be appropriate for location and conditions.) Also, the green color imparted

by copper preservatives is not present, so color interference is not a concern when painting the wood.

This lack of color could pose one potential problem-without noticeable difference between treated and untreated wood, there is a risk of mixing inventories and of customers doubting adequate treatment. To avoid this, treaters will add a colorant to the treating solution for identification purposes.

Tests have shown that organic preservatives performed better when a water repellent was present, so built-in water repellent is part of the treatment ofLr wood.

Wood has been treated with propiconazole/tebuconazole/imidacloprid since early 2006 by Everwood Treatment, Spanish Fort, Al., for specialty use as painted molding and trim. The first company to produce Wolmanized Lr wood for general use was Mid-States Wood Preservers, Simsboro, La., in February. By the end of June, there are likely to be several active producers, with others starting up as dictated by consumer acceptance and dealer interest.

Non-metallic preservatives are expected to be introduced by other chemical manufacturers as their testing and verification progresses.

- Huck DeVenzio is manager oJ marketing communications at Arch Chemicals, developer of wood treatments including preservatives, .fire retardants, mold inhibi-tors, and water repellents; www.wolmaniz.edwood .com

AT THE ARCH Technical Center, fence panels containing various chemical rqJention levels and additives were exposed lo weather to find the optimum specs for Wolmanized Lo wood.

WOOD STAKES, treated demanding environments, with diflerent amounts of different preservatives and placed in plots in enable scientists to accelerate tests of new preservatives.

IBC opens new markets for FRTW

By Rich Geary Richard W. Geary & Associates, Inc.

THE California Building StandI ards Commission has completed adoptions of the 2006 edition of the International Building Code (IBC) as the model code for the 2OO7 California Building Standards Code. It is expected to be effective in local code jurisdictions on January l,2008.

This change will provide new opportunities to use fire retardant treated lumber and plywood in lieu of non-combustible materials. This article reviews those changes in the 2006 IBC compared to the 1997 Uniform Building Code (UBC). The UBC is the basis for the building code used in California today.

California is expected to adopt the 2006 International Residential Code (IRC) during the next code cycle; currently there are no applications recognized for fire retardant treated wood in low-rise residential construction under the 1997 UBC.

Section 2303.2 of the 2006 IBC defines fire retardant treated wood as "any wood product which, when impregnated with chemicals by a pressure process or other means during manufacture, shall have, when tested in accordance with ASTM E 84, a lisf ed flame spread index of 25 or less and show no evidence of significant progressive combustion when the test is continued for an additional 20minute period.

"In addition, the flame front shall not progress more than 10.5 feet (3200 mm) beyond the centerline of the burners at any time during the test." This definition was first introduced in the 2003 International Building Code and is already in effect in states that have adopted the 2003 IBC. Spray-on

and paint-on coatings do not meet 2006 IBC requirements for fire retardant treated wood.

IBC Code Changes

The following outlines new market opportunities for Fire Retardant Treated Wood GRTW):

. 402.10 Kiosks. Combustible kiosks or other similar structures (temporary or permanent) shall not be located within the mall unless constructed of any of the fbllowing materials: Fire retardant treated wood meeting the above definition is one of the materials allowed.

. 410.4 Platform construction. "Permanent platforms are permitted to be constructed of fire retardant treated wood for Type I, II (both are noncombustible construction), and Type IV construction where the platforms are not more than 30 inches above the main floor, not more than one-third of the room floor area, and not more than 3,000 square feet in area."

overhang is an example of a projection requiring a one-hour rating if FRTW is not used.

.1405.4.1 Wood Veneers. Where fire retardant treated wood is used, the height of wood veneers on exterior walls of buildings of Type I, II, III and IV construction can be now be increased from three to four stories.

.

603.1.1.1.3 Roof construction. Fire retardant treated wood shall be permitted in roof construction, including girders, trusses, framing, and decking in Type I and Type II construction. These buildings are normally built with non-combustible materials, therefore this is a new market for fire retardant treated wood. The current California Code allows the use of fire retardant treated wood in a fire rated partition of two hours or less.

704.2.3 Combustible projections. Combustible projections located where openings are not permitted or where protection of openings is required now allows fire retardant treated wood as an option. The roof

.14062.2 Architectural trim. In buildings of Type I, II, III, and IV construction that do not exceed three stories or 40 feet in height above grade plane, exterior wall coverings shall be permitted to be constructed of wood of I inch nominal thickness. If the fire separation distance between buildings is 5 feet or less and the combustible exterior wall covering exceeds lOVo of an exterior wall surface, the veneer has to be fire retardant treated wood. 1406.3.1 Balconies and similar projections. "On buildings of Type I and Type II construction, three stories or less in height, fire retardant treated wood shall be permitted for balconies, porches, decks and exterior stairways not used as required exits."

. 1406.4 Bay windows and oriel windows. Fire retardant treated wood shall be permitted in bay and oriel (Gothic style architecture) windows on buildings three stories or less of Type I,II,III and IV construction.

3104.3.2 Pedestrian walkways. Fire retardant treated wood, in accordance with Section 603 I ,l ,l .3 (An errata will be issued to correct the printing error to Note c) shall be permitted for the roof construction of the pedestrian walkway where connected buildings are a minimum of Type I or II construction.

.31053 & .4 Awnings and can-

opies. Awnings can now have frames of fire retardant treated wood and canopies of a covering that meets a flame spread index of 25 or less when tested in accordance with ASTM E 84. R317.2.2 (IRC) Parapets. Although the State of Califomia is not adopting the IRC at this time, this section will allow the elimination of roof parapets in townhomes if fire retardant treated plywood is used 4 feet on either side of the common wall. This is a very popular change with builders and at least one California iurisdiction is allowing its use.

Labeling

Also new to California is the labeling requirement.

. 2303.2.1 Labeling. "Fire retardant treated lumber and structural wood panels shall be labeled. The label shall contain the following items:

l. The identification mark of an approved agency in accordance with Section 1703.5.

2. Identification of the treating manufacturer.

3. The name of the fire retardant treatment.

4. The species of the wood treated.

5. Flame spread and smoke-developed index.

6. Method of drying after treatment.

7. Conformance with appropriate standards.

8. For exterior fire retardant treated wood the label shall include "No increase in the listed classification when subjected to the Standard Rain tesf'(ASTM D 2898)."

See the above label to further aid in identifying interior and exterior fire retardant treated wood.

- For a laminated version of the label' ing requirements and uses offire retardant treated wood contact Hoover at (800) 832' 9663 or tecwood@frtw.com. While every effort has been made to provide accurate

building code information in this article, always check with your local building code jurisdiction for local amendments or interpretations to building codes. Contact the International Code Council (www.iccsafe.org) for information on their downloadable products and services.

The information contained herein is true and rccurate to the best of our knowledge, but is provided without wananty or guarantee. Since the conditions of use are beyond our conftol, Riched w. Geary & Assmiates, Inc. disclaims all liability and assumes no legal responsibility for damages resulting from us or reliance upon the information contained herein.

Portions of this article reproduce sections from the 2006 International Building Code, Intemational Code Council, Inc. Falls Church, Va. Reproduced with pemission. All rights reserued.

Become builders' indispensible sourse for o engineered wood beams

By Chris Degnan iLevel by Weyerhaeuser

\ZEARS ago. if you had a I- headache. aspirin was the only medicine available to relieve the pain. It didn't matter if you had a crushing migraine or a simple ache, you visited the corner drugstore and there were the bottles of aspirin. Some stores offered more than one brand, but they were all pretty much alike.

It was the same situation for homebuilders. At one time, there was only one type of carrying beam available for residential construction: solidsawn timbers. One beam was much like another. With the lack of

options, lumber and building material dealers competed primarily on price.

Over time, technology has greatly expanded the types of beams available, allowing dealers to better market the right beam, for the right application, at the right price. For engineered wood products, many different types of beams are available. A larger selection enables dealers to differentiate themselves and increase sales by offering a variety of beams and by serving as an information resource to builders for choosing the products that meet their specific needs.

TYpes of EWP Beams

EWP beams provide a number of benefits: they are stiff, strong and straight; durable; and resist bowing, twisting and shrinking. In addition, they are available in long lengths, are uniform, and provide predictable performance.

The beams are also an environmentally responsible choice - an issue increasingly important to homebuyers and homebuilders. As with other EWP framing members, beams can be manufactured from logs that are not large or straight enough to be of structural value in conventional wood products. They also utilize fibers from plentiful, fast-growing trees and use a high percentage ofeach log.

Three primary types of EWP beams are laminated strand lumber (LSL), Iaminated veneer lumber (LVL), and parallel strand lumber (PSL). The different composition of each type of material provides a range of benefits, offering flexible solutions for a variety of applications.

LSL

LSL is made from long wood strands that are dried and bound with resin. During manufacturing, the alignment of the strands is carefully controlled to take advantage of the wood's natural strength. For beams, the result is a one-piece member that eliminates the labor needed to build up a multiple-layer beam on the job site.

economical solution.

LSL beams are a good choice for most residential loads and spans and are an economical solution. In manv

LAMINATED STRAND lumber beams are a good choice for most residential loads and spans and are an

cases, a lower-cost LSL beam can be substituted for an LVL beam of the same size, while providing sufficient load carrying capacity.

Improvements to LSL beams are also improving flexibility and ease of use for builders. For example, last year ilevel by Weyerhaeuser introduced a new Trus Joist TimberStrand LSL beam, which can accommodate holes up to 4-518" diameter in a 14" deep beam. The beam also has the capacity for multiple holes. For builders, larger and greater numbers of holes make it easier-and potentially more cost effective-to route pipes, wire and conduits through the beam, instead of around it.

LVI

LVL is made from sheets of veneer that are dried, ultrasonically graded, and evaluated to ensure uniform thickness and moisture content. The sheets are coated with adhesive, layered, and subjected to heat and pressure to achieve a permanent bond.

LVL beams are versatile and work well in applications throughout the house. They are available in deeper depths than many other types of beams and are most economically used in applications where load or span requirements exceed the capacity of an LSL beam.

A key advantage of LVL beams is that they can be easily built up on site to form a larger-size structural member, thereby reducing the heavy lifting associated with other types of beams. As a result, LVL beams, including the popular ilevel Trus Joist Microllam LVL, install quickly.

PSr

PSL is manufactured from long, narrow veneer strips bonded together with adhesives using a microwave process. The result is one of the strongest wood products available.

Ideal for applications requiring large beams or heavy loads, PSL is available in sections up to 60 ft. long. Because of their high strength, PSL beams are often used for large-span, open spaces, such as great rooms, without the need for intermediate supports. They are also frequently used for cantilever and multi-span applications. The thick section. one-piece beams eliminate field assembly. Due to the larger cross-sections and long lengths, they are typically heavy enough to require a crane to safely lift them into olace.

While they are most often used behind finished walls, PSL beams such as ilevel Trus Joist Parallam PSL are also available in an architectural grade, which can be sanded, stained and finished, providing a unique architectural look and feel. For exterior applications, Parallam can be treated to resist decay and insect damage.

Helo Builders Choose theT,ight Beam

While the selection of a beam for specific applications should be made in consultation with a qualified architect or structural engineer, dealers can serve as a valuable resource to builders in highlighting the options available. Dealers play a critical role in describing the benefits of alternate types of beams that builders may not have considered. For example, many builders are accustomed to working with LVL beams and may not be aware of the potential to substitute a similarly sized LSL beam.

By carrying a range of beam types, and understanding the ways they can be used. dealers can set themselves apart from the competition. Offering a range of beam solutions also can help grow market share, and potentially improve profitability, especially when beams are marketed as a system solution with other framing components, such as I-joists and rim board.

It all comes down to selection. Rather than the one-style fits all approach of the past, variety in beam products allows dealers to better serve

LAMINATED VENEER lumber may be appropriate for applications where load or span requirements exceed the capacity of LSL oeams.

builders by providing solutions targeted to their specific needs.

- Chris Degnan is the strategic product marketing manager for Microllam LVL for iLevel by Weyerhaeuser, (888) 453 -8358 ; www.i leve l.com.

PABALLEL STRAND lumber beams are often used for large-span, open spaces because of their high strength.

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EIOR years. glulam has been making inroads in the I-' building industry and has finally established itself as a mainstay in yards and in builder's projects.

There are two reasons for this, according to glulam suppliers and manufacturers. Builders are recognizing glulam's strong traits on the jobsite, while housing starts went through the roof the past few years. This has spread glulam's use to parts of the country that weren't aware of it in the past.

"So far, we're definitely seeing more acceptance in the East," said Jim Enright, general sales manager of Springfield, Or.- based Rosboro, Inc. "l'm anticipating a big push for our products in Northeast states like Connecticut, Delaware, Maine, Massachusetts, New Hampshire, and Vermont"

Other areas of growth expected for Rosboro in 2007 include Midwest states such as Minnesota and Wisconsin, as well as the Kansas City/St. Louis, Mo., area.

Enright also sees more glulam acceptance from different parts of the country since many builders who once wrote off glulam products are now rediscovering its uses. "Many are finding that glulam is more than an attractive exposed architectural beam," he said. "We're seeing the transition from 'pretty glulam' to more of a structural beam and header."

Popular glulam products from Rosboro include their Treated Glulam and the venerable 30F BigBeam, l.8E IJC, and the new l.9E Laminated Columns.

Other glulam powerhouses on the market include high strength (30F) products such as the GL3000 from Calvert Co. and Anthony Forest Products' Power Beam.

Kerlin Drake of El Dorado, Ar.- based Anthony Forest Products agrees with Enright on the idea that glulam's increasing popularity is a result of it spreading to new regions, but also believes that glulam production and acceptance is at an all-time high due to the phenomenal housing starts of the past few years.

"All glulam manufacturers benefited from the housing

LAMINATED COLUMNS are among the glulam products expanding in popularity eastward.

starts," said Drake. "What happened is that we all got our product into the market and into the hands of those who hadn't used it in the past. New customers came from that and have managed to hang in there."

And once builders got their hands on the different glulam products, they discovered its durability, flexibility and ease of installation.

"Now there's a tremendous demand for glulam and we've got a foothold in the market," added Drake.

On the wholesale distribution supply side, glulam has made similar inroads. Bill Sweeney, Coastal Forest Products in New Hampshire, who started carrying Rosboro products last December (and has been carrying other glulam products for more than two years) says glulam is gaining popularity in projects that traditionally used other EWP products in the past.

"When we originally introduced glulam it was as a replacement for LVL," Sweeney said. "But, as builders have become more educated about the benefits of glulam, it's becoming the norm for their projects. And no one is selling single LVL anymore as far as I can tell."

Two popular examples Sweeney gives for glulam benefits include the ease of use in handling while installing one piece - as opposed to many,like LVL-and the flexibility for builders, such as the ability to drill a hole down the middle for wiring.

Specifically, Sweeney noted, Rosboro's Big Beam is stronger than LVL, easier to install and he believes it's the ideal product for structural beams given New England's snow loads. It also makes it easier for builders and designers to keep the design of a roof or floor system simple'

Treated Glulam, the other Rosboro product Sweeney

carries, is ideal for deck projects. "Its sturdiness makes it a perfect solution for decks built with heavier, composite materials, allowing for the extra load," said Sweeney.

These attributes, among others, make the treated glulam popular with deck contractors, especially since homeowner demand for functional outdoor spaces translates into larger decks with longer spans. The treated beams eliminate the need for view-blocking posts while providing a sturdier, longer lasting under-carriage for decks.

Glulam is clearly evolving and gaining market share each season. "It's taking the same path as I-joists. Fifteen years ago you didn't see too many I-joists-now it's a standard item. Engineered wood products in general are getting stronger in the market," said Sweeney.

Drake, who says his business has picked up with the rebuilding of the Gulf States in the wake of Katrina and has recently released a l.6E header for the wall panel and built-up header markets, believes that glulam's flexibility has enabled it to grow and stay strong. "We're making user-friendly products that fit into existing products, such as I-joists. Being compatible helps," said Drake.

And what of the housing market? If you recall, last month the c.e.o. of the nation's largest homebuilder said, "2007 is going to suck."

Neither Enright or Drake buys it. "We're going through a little downturn. We're not going to lose market share. It will eventually improve," said Drake.

Enright added, "I think housing starts will pick up. Housing inventory on the market will decrease and the need for more housing will increase. And glulam will continue to make inroads into new areas and will be increasingly used by a new generation of builders."

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84 Lumber held a grand opening March 27 for a new 6,000-sq. ft. store with 36000-sq. ft. warehouse on 9.1 acres in Yuma. Az. (Ricardo Villa, mgr.)

Rancho Hardware, Los Altos. Ca.. is closing ...

Ace Hardware will open this summer in San Jose, Ca. ...

Lumbermens"T0 stores in Oregon, Arizona, California, Idaho, and Washington have converted to Orgill for their hardlines needs...

Lowe's Cos. will open a 116,000-sq. ft. home improvement center April24 inBuckeye, Az. ... the chain expects new store openings in winter 20A7 in Gilbert and Show Low, Az., and early next year in N. Visalia, Ca. ...

L,owe's received planning commission approval to build in Vernal. Ut.; is ready to start construction in Monroe. Wa., and agreed to purchase a 12 acres in Hollister, Ca., to build a 150,000sq. ft. store with 31,500-sq. ft. garden center

Home Depot opened new stores Feb.22 in Peoria (Happy Valley), Az.; Feb. 15 in Corvallis, Or., and Feb. 1 in Los Banos, Ca., and W. St. George, Ut.

Home Depot allegedly will test a smaller-store concept- ranging from 35,000 to 50,000 sq. ft.*in the San Francisco Bay area bv the end ofthe year

Home Depot purchased 9 acres in Chino, Ca., to build a 106000sq. ft. store with 35,000-sq. ft. garden center; wants to replace a Sears in Mountain View, Ca., with a 129,469-sq. ft. unit; hopes to develop a retail center on 19 acres in Novato, Ca.; was ordered to halt

construction and seek environmental review of its conversion of a vacant Kmart in Sunland, Ca., due to resident complaints, and funded a tree giveaway program in San Diego, Ca. ...

Building Materials Holding Corp., San Francisco, Ca., has completed its purchase of the remaining 27Vo of .Riggs Plumblng, Mesa, Az.; BMHC subsidiary SelectBaild acquired 73Vo of Riggs in 2005

Wrorrslrrrs/tlru rlcrur:rs

Liberty Forest Prod ucts. Tigard, Or., has merged after 90 years into Patrick Lumber Co., Portland, Or.; Mike Foster remains ...

Sierra Pacific Industries, Redding, Ca., has agreed to purchase Centralia Sawmill Co.. Centralia, Wa. ...

Yakama Forest Products, Yakama, Wa., suffered a March 20 fire that heavily damaged the log sorter at its small-log mill; the large-log mill and planer mills continue operations ...

Konecny Brothers Lumber Co., Ogden, Ut., is the new sales agent for Goshen Forest Products, Goshen, Or. ...

Western Lumber Co., Medford, Or., has merged with Michael Jones Lumber, Wilsonville, Or.; all sales contacts are the same ...

Tri-Pro Cedar Products, Oldtown, Id., has been named sales agent for Malloy Lumber, Priest River, Id.; Terry Baker will handle sales

Portac Inc.,Tacama, Wa., cut back to a single shift April 2 due to a tight log supply

Gibraltar Indust ries, Inc., Buffalo, N.Y., agreed to purchase the assets of injection moulder

M&N Plastics, Portland, Or.; sheet metal manufacturer NorWe sCo (Northwest Metal Products Co.), Fife. Wa.. and parent company Noll Manufocturing Co., Stockton, Ca., from The Employee Ownership Holding Co.: the companies produce more than 4,000 products for the building, HVAC, and lawn and garden markets ...

Weyerhaeuser, Federal Way, Wa., completed the sale of its paper-producing operations to Domtar for $1.35 billion in cash and a stake in the new firm ...

Powers Fasteners filed suit against Metallics Inc. and Avanti Screw Inc ., alleging patent infringement on its Powers Wall Dog anchor ...

Hambro Forest Products, Crescent City, Ca., has agreed to buy the Broyhill particleboard plant in Lenoir, N.C., from Furniture Brands InternationaL

Northwe st Machinery Supply Co., Newberg, Or., is providing Claussen All-Mark lumber printing equipmentto Collins Products, Klamath Falls, Or., and Shelton Lam & Deck, Shelton, Or. ...

Kelleher Corp. is now distributing Bodygltard's new exterior wood moulding in Califomia and Hawaii...

BuildDirect, Vancouver, 8.C., is now wholesaling ip6 hardwood decking, Kontiki hardwood deck tiles, Rever reversible composite decking, an:d l"ang aluminum railing systems

Boise Engineered Wood Products, Boise, Id., has become an approved EWP supplier to Pulte Homes

Housing starts in February snapped back 9 .OVo , to a seasonally adjusted annual rate of 1.525 million ... single family starts jumped l0.3Vo to a 1.22-million pace, while the multifamily sector climbed 4.lTo ... regionally, poor weather helped drive starts down 14.4Va in the Midwest and 29.6Vo in the East, while improved weath-

(Please turn to page 44)

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

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National Wood Flooring Association - April 10-13, educational conference & expo, Denver, Co.; (636) 391-5161.

Transload Distribution Assn. - April 10-13, annual conference, Green Valley Ranch Resort, Las Vegas, Nv.; (406) 727-7633.

Home & Garden Shows - April 13-15, San Diego and San Jose, Ca.; (800) 321-1213.

Los Angeles Hardwood Lumberman's Club - April 14, day at the races, Santa Anita, Arcadia, Ca.; (323) 723-9856.

National Lumber & Building Material Dealers Assn. - April 1.6-18, legislative confab, Washington, D.C.; (800) 634-8645.

Lumber Association of California & Nevada - April 19, golf, Black Gold Golf Club, Yorba Linda, Ca.; (800) 266-4344.

Home Remodefing & Decorating Show - April 2l-22,L.A. Convention Center, Los Angeles, Ca.; (818) 557-2950.

American Institute of Timber Construction - April 22-24, annual meeting, La Posada de Santa Fe Resort & Spa, Santa Fe, N.M.; (303)'792-9559.

American Hardware Manufacturers Association - April 2225, technology conference, Orlando, Fl.; (847) 605-1025.

Home Remodeling & Decorating Show - April 27-29, South Town Expo Center, Sandy, Ut.; (818) 557-2950.

Las Vegas Home Improvement & Decorating Show - April 27-29,Las Vegas, Nv.; (866) 883-9665.

Black Bart Hoo.Hoo Club - April 28, poker night, Sonoma County Airport, Windsor, Ca.; (707) 462-3700.

Material Handling Equipment Distributors Assn. - April 28llay 2, annual convention, San Diego, Ca.; (847) 680-3500.

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Home Remodeling & Decorating Show - l lay 4-6, Orange County Fairgrounds, Costa Mesa, Ca.; (818) 557-2950.

American Wood-Preservers' Association - May 6-8, annual meeting, St. Louis, Mo.; (800) 356-1974.

North American Wholesale Lumber Association - May 6-8, executive conference, Desert Springs JW Marriott Resort, Palm Desert, Ca.; (800) 527-8258.

Alternative Building Materials & Design Expo - May 18-19, Santa Monica Air Center, Santa Monica, Ca.; (310) 390-2930.

Structural Insulated Panel Association - May 6-8, annual meeting & conference, Arlington, Ya.: (253) 858-7472.

Forest Leadership - May 8-10, annual sustainability conference, Westin Bayshore Hotel, Vancouver, BC.; (888) 274-4344.

National Hardware Show - May 8-10, Orange County Convention Center, Orlando, F1.; (847) 605-1025.

Paint & Decorating Retailers Association - May 8-L0, show, O.C. Convention Center, Orlando, F1.; (800) 73'7-010'7.

Los Angeles Hardwood Lumberman's Club - May 10, ladies night, Summit House, Fullerton,Ca; (323) 723-9856.

Ecobuild America - May 15.17, Anaheim Convention Center, Anaheim, Ca.; (800) 966-3863.

North American Building Material Distribution Assn. - May 16-17, management conference, Austin, Tx. ; (88 8 ) 7 47 -7 862.

JLC Live Show - May 17-18, Long Beach Convention Convention Center, Long Beach, Ca.; (800) 261-7769.

Honolulu Hoo-Hoo Club - May 18.20, regional mini-conference, Pacific Beach Hotel, Honolulu, Hi.; (253) '796-7155.

National Hoo Hoo Ettes - May 18-20, annual convention, Phoenix Inn, Olympia, Wa.; (253) 383-4603.

Do It Best Corp. - May 19-22, spring market, Indianapolis, In.; (260) 748-5300.

PCBC - May 29-June 1, Moscone Center, San Francisco, Ca.; (916\ 443-7933.

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qtion news

Mountain States Lumber & Building Material Dealers Association attracted nearly 1,300 retailers, contractors, architects and vendors to the Denver Merchandise Mart for its 2007 Products Expo (see photos, p. 8s-87).

Among the 135 booths, top awards went to R/W Specialties, Henderson, Co.; Colorado Forest Industries, Denver, and General Building Materials, Denver,

Earning honorable mention were All-Coast Forest Products, Englewood, Co.; Capital Lumber, Denver, and Stark Lumber Co., Denver.

The 2008 Expo is set for March 6'7 atthe Merchandise Mart.

MSLBMDA is hosting blueprint reading and estimating workshops May 8-9 and May 10 in Albuquerque, N.M., presented by Mike Butts, LBM Solutions.

July 16 is the date for the Colorado

WOOD Council's summer golf tournament at the Ranch Golf & Country Club, Westminster, Co.

Lumber Association of California & Nevada will hold a 2nd Growth meeting May 3 at the Coast Long Beach Hotel, Long Beach, Ca.

The 2nd Growth mill tour May 2023 begins in Seattle, Wa. Highlights include tours of active logging sites, Pacific Woodtech's facility, and computerized cutting equipment at Buse Timber and Sierra Pacific.

LACN has slated its Associates/ Dealers golf tournament for June 7 at Rancho Solano & Paradise Valley Golf Courses, Fairfield, Ca. Fee includes lunch on the course. prizes. and an awards presentation dinner.

Western Wood Products Association honored Master Lumbermen awardees at its recent convention at

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the Hyatt Regency Resort & Spa at Gainey Ranch, Scottsdale, Az. (see photos, p.88-90).

This year's recipients were Larry "Rock" Belden, Sierra Pacific Industries, Redding, Ca.; Roger L. Britt, Grant Western Lumber Co., John Day, Or.; John Kassik, Sierra Pacific Industries, Red Bluff, Ca.; Ronald M. McCoy, Sierra Pacific, Quincy, Ca., and William A. Pearson, Idaho Veneer Co., Post Falls, Id.

Western Building Material Association's mid-year meeting is July l8-20 at the Coeur d'Alene Resort. Coeur d'Alene. Id.

North American Wholesale Lumber Association will hold its annual executive conference May 6-8 at the JW Marriott Resort & Spa,

(Continued on page 6l )

etitive ligence Riding the wave

By Carla Waldemar

VOU all know the three things those realtors say it takes I to sell ,3 house. Well, Seacoast Mills' location, location, locatioh in Brentwood, N.H., was perfect-right off the highway that funneled folks to Manchester, Portland, Portsmouth and Boston. Only one little flaw: You couldn't see it from the road.

So one of the very first things Mark Smith accomplished when he took on the post of general manager a year ago was eye-catching signage. Next came a double-barreled marketing campaign to improve awareness. It was sorely needed-at least something, anythingl-when he stepped in, facing a mandate to increase sluggish sales and grow the business.

The building supply company had come into being l0 years ago, as partner to a nearby mill launched in the early '70s, with which there was a reciprocal arrangement: You mill it, we'll buy it. (Although under the same ownership, the two operate as separate business entities.)

"But the lumberyard wasn't going anywhere," says Smith. "It wasn't being managed properly. It had some decent years, but"-pause-"not profitable years. They were selling wood but making deals, not making money." His job was to "get it back in line, turn it around."

What is this guy, some kind of masochist, looking for punishment? After all, he already had a life. The man from Connecticut had managed the oldest hardware store in the country there, then put in time running another Connecticut yard. He'd also served as marketing manager for hardware

distributor Emery-Waterhouse. So, what gives?

"I saw the opportunity to take my two talents-nine years in distribution sales and 20 years in retail, both sides of the fence-and put them together to run the business: to learn stuff I never did before, like HR, One of the first things I did was to select a health and dental plan, which the company had never had. (Plus, I was married, and we wanted to live in the north," he adds.)

"Friends told me, 'You're nuts!' but I like the challenge. It's fun," he declares with vigor. Smith has been given virtual carte blanche, another carrot. "I saw a lot of opportunities to grow the business-new ways to give customers what they want."

First step was a thorough housecleaning, involving both the facility and its personnel. Regarding staff, "My greeting wasn't too bad; some left, and some I asked to leave. Others were very receptive."

Smith beefed up their skills (and, need we add, their buy-in) by investing heavily in training. "I'm a firm believer in it," he says. "We sign up for anything we can get ahold of, from customer service and contractor-sales service to blueprint readings and collections." (This writer met Smith at a recent NRLA seminar and immediately recognized a live wire.)

Next came a spruce-up and reset of the store, in line with his conviction that Seacoast Mills, which relied almost entirely on its contractor clientele, needed to adjust that mix to attract the homeowner trade, with its readier cash flow, that would get it through the lean times for pros ahead.

First came new signage ("an uphill battle to let folks know we're here"), backed by a yearlong ad campaign on cable TV and the radio station that carries the Red Sox games. To further target homeowners, he took out print ads in the area's high-end shelter magazines.

"People's perception was that we dealt directly, as a supplier; they weren't aware that we were a retailer, so there were multiple hurdles," he recounts.To surmount a few more and gain exposure with the public, he signed on for booths at a local home show in December (where folks allowed, "We'd never heard of you") and in March at a major Boston building show, where his plan was to highlight eastern white pine from the mill. "It's our specialty, so it's the niche I'm going after. We offer up to 20" pine, which is hard to find," he notes.

Seacoast also markets hard-to-find short runs and custom milling, along with the wide-plank flooring and stair treads in demand for those popular barn and colonial restoration projects in his part of the country. To put teeth into its full-service claim. its website (www.seacoast-

ORDERLY FASHION: General manager Mark Smith (inset) completely remodeled and remerchandised his store to appeal to the

mills.com) lists products ranging from rough and planed lumber to pine, cedar, shiplap and vinyl siding; moulding, trim and flooring, and on to shingles, insulation, electrical supplies, and power tools. Talk about one-stop shopping.

That mill, by the way, has furnished L.L. Bean's Freeport, Me., store with its signature "lodge" look. It's also been used in the Mt. Washington Weather Observatory, at the Grand Old Opry, and by the Rockefellers at their New York estate, "so I tap right into that [specialty pine], almost like a broker. We're like a conduit," he says.

Just as important as white pine is the sprucing-up he's accomplished at the yard. "We landscaped the front approach, which was quite grungy," Smith says. "And we reset the store. It had been using Orgill-my competition at Emery-Waterhouse-but I didn't want to just blow things up, so I decided to see how they were. I gave them a chance." But no dice. "So I went back to EmeryWaterhouse and said, 'C'mon down!' We got rid of a lot of old merchandise that wasn't moving and brought in a lot of new products,like paint, tools and 3M products that homeowners live by.

"I added a scan gun at the register"-another Seacoast first-"and put in a showroom, featuring windows and doors, millwork, and a basic kitchen with our pine cabinets, plus high-end architectural hardware, like Baldwin, which had been my fort6 at Emery-Waterhouse. I knew there was a market for it, and a good foundation from which to turn things around."

Smith also went after the female consumer, a.k.a. the decision-maker. "The biggest thing was becoming clean and neat and orderly," he shares. "Also, we trained the staff to be welcoming, so women wouldn't feel intimidated, like you often are in an automotive store. We don't talk down to people. I also put the showroom right in front, so it would be more inviting to them."

These days, he's drawing from the competition. And he has to: "There are three other independents within a 20mile radius, plus a Lowe's and Home Depot hemming us in. The way we try to be better is to treat people with kid gloves."

For contractors, that amounts to same-day delivery ("they love it"), a boom truck, and special contract events ("which keep growing each time we try them") backed by vendors on the spot with info. "It comes right down to relationships, and the staff knows that," Smith reports. "But, contractors are possessive about sources like us, like not telling anyone where's the best fishing hole. Our radio ads say, 'We're the best-kept secret in town,' but it's time to

let that secret out."

It's time to reach out to those weekend warriors, too. "So we've taken on a new outlook. The staff has become more adaptable in dealing with homeowners, which is a whole different ball of wax," Smith concedes. "It takes hand-holding, patience and interviewing to guide them.

"What I've seen with the boxes coming in is that people miss that personal touch, that building of relationships; they're sick and tired of how they're treated there. With [pro] building down a bit, it's these homeowners who can help us with the cash flow. Plus, they're more profitable. It's all about relationships," he reaffirms. "That's what sets you apart."

It's working. His staff tells him, "There are a lot of people coming in that we've never seen before." No magic bullet involved. "In my opinion," Smith allows, "it's a lot of little things."

Ironically, Smith signed on exactly a year ago, "right when the faucet was shutting off. Horrible!" he laughs. "But the owner is aware of the lagging economy and doesn't fault me. We just keep pushing forward with what we should be doing. If independents can ride on this wave, now is the time to be here, to hang on."

Anyone watching that wave will spot Seacoast riding high.

KITCHEN showroom spotlights choice easlern white pine supplied by the dealer's sister sawmill.

- Aformer award-winning LBM trade magazine editor, Carla Waldemar writes frequently on the industry. Contact her at cwaldemar@mn.rr.com.

Why youshould offer installation services

By Roy Burleson

r[tRYING to stay profitable while I builders are demanding better pricing is a daunting task in today's construction environment. What should you do? How can you maintain margins during these ultra-competitive times? Offering installation services may be the answer.

More and more dealers realize that being a supplier means more than delivering a load of building materials. Even when you supply every single piece of material that goes into a house, you still are only capturing a portion of the project's potential revenue. By installing one or more products for your builder customers, and essentially becoming a subcontractor, you will enjoy a larger slice of the home's potential income.

More dealers are adding services to their "supplier offerings" and not limiting themselves to material-only income. If your material sales are down, why not make up the difference by offering and charging for installation services? The builder is going to write a check to someone, why not you?

Put yourself in the builder's shoes for a moment. Two salesmen are vying for your business. One wants a shot at quoting all or part of the housing package. This is a pretty lame (value) approach, but is done every day. This approach also puts the sales-

man in a defensive posture with respect to price. Bidding and quoting tends to scream lower prices.

The second salesperson qualifies the builders and offers a solutionbased installed sales proposal.

David Pelletier, president of Pelletier's Building Supply Co., with locations in Fitchburg and Gardner, Ma., says, "It is dramatically easier to find a builder who is unhappy with a sub these days than it is to find a builder who is unhappy with his last lumber drop. This value proposition takes the focus off price and spotlights value-added services. It's a solutionbased proposal that is superior to the previous salesperson's bidding approach."

Now shift gears for a moment and put yourself in the salesman's shoes. Would you rather compete by matching or beating current prices or by offering builder customers and prospects solutions? The answer is obvious. Good salespeople want to sell meaningful, tangible solutions. And frequently, value-added solutions can help the builder actually lower costs. Using one organization for supply and install is easier for the builder to manage. Top producing salespeople don't want to be limited to simply bidding projects. Not only do installed sales help increase sales and margins, it attracts better salespeople.

Most dealers today offer value propositions that include take-off services, delivery and extended (ugh) terms. In most parts of the country, these are the table stakes just to enter the game. However, if your competition is offering similar or identical services, what is really differentiating you from your competition?

Service olferings are a moving target. Why do you think they now have 10-minute oil changes, services that offer eyeglasses in 60 minutes. prepackaged foods at your local grocery store, liberal return policies at your finer department stores, personal shoppers, etc. Everyone wants to save time, which in the business world translates into money.

A properly executed installed sales program offers you several major business benefits. The service is a great sales tool. Numerous dealers have reported that offering installation services helps them get in thedoor with new prospects. These dealers become subcontractors first and then ultimately end up supplying

housing packages. It also takes the focus off price, which aids in maintaining acceptable margins.

And last, an installed sales program is a good tool for recruiting top salespeople. Three great reasons to offer installed sales or add to your existing program.

- Roy Burleson is director of Builder Solutions for Guardian Building Products, Greer, S.C. Contact him at (248) 760-5791 or roybur I e so n@ bp.gua rd ian.c om.

Now hear this

By Mike Dandridge

the money back that I spent on overnight shipping because I didn't hear or didn't ask customers when they needed a part, I'd be vacationing with my wife in Bermuda instead of writing this article.

decision. You can talk yourself right out of a sale.

Author Roy Chitwood defines listeners as either active or passive. Most people think that listening is simply not talking while someone else is talking. This is passive listening and is not much different from ignoring someone. But even the most passive listener can become active by following these three suggestions.

f ISTEN! It's the sound of a disapl-./pointed customer stalking away from the sales counter empty-handed.

"It's not my fault," the counterperson said in self-defense. "When he told me to order the part, I didn't hear him say he needed it today. He shoulda known it wouldn't get here that soon."

Yes. Shoulda, woulda, coulda. Directing blame is always the easy way out when we stop listening before the customer is through speaking. The problem is that most of us think that we are good listeners, even when our spouses, colleagues and customers tell us otherwise. Communication is an exchange of information. Equally as important as speaking well, but often overlooked, is the ability to listen well. Anyone who has a friend who's a"great listener" appreciates the value of this rare ability.

No wonder businesses are actively seeking good communicators. The U.S. Bureau of Labor says it's the first quality that companies look for in a new hire. That's because poor communication is costly. Most problems and conflicts that occur within a business result from misunderstandings both internally, between workers, and externally, with customers.

Think of your own experiences. How much money and time have you spent trying to fix a problem caused by poor listening skills? If I had all of

A salesperson once said to me, "Well, I didn't tell him how long it would take to get the material because I thought he might get mad." Communication breakdown often occurs when there is a fear of how the listener will respond to bad news. Customers get frustrated when salespeople don't provide options. Here's a three-point guideline for providing a customer with options to a lengthy lead-time. Ask when the customer needs the material on-site. Listen to the answer.

. Give a realistic time of expected delivery. Don't guess. Find out. Then add at least one day as a margin for error. Listen to the response.

. Suggest alternative shipping arrangements along with a cost estimate for premium shipping. Listen to the decision made.

Informed of the options, the customer can decide whether to spend money on overnight service, reschedule the job, or use a different part.

Listen Up

I had a bad habit of anticipating what a customer was going to say and jumping in before the customer finished talking. This is called "stepping on" the other person's sentence. Unfortunately, this form of rude interruption is habitual and overcoming it requires discipline. The fastest way to defeat it is by enlisting family and friends. Offer to pay them a dime every time you intemrpt while they're speaking. And yes, they already know that you do it.

When you are busy talking instead of listening, you will often jump in with more information than your customer needs or wants. Soon, you've created confusion by giving the client too much to think about to make a

Listen respectfully. You listen deeply when something really matters to you. So, use your imagination. Pretend as if understanding what the customer is telling you is a matter of life or death. Actually, it is because your livelihood depends upon it. Leave yourself out of it. Most of us filter what we hear through our own point of view. To avoid this, don't judge what the customer is saying.

Ask questions. Use simple, openended questions. Be easy and approachable. Establish a rapport and keep the conversation alive by removing any barriers to effective listening.

The Peril of Multitasking

Wedging the phone against your ear while tabulating numbers in a calculator or dashing off the reply to an email is a sure-fire recipe for disaster. Besides, customers can hear the tapping sound on the keypad and know they only have a fraction of your attention. So much for the little sign posted over the counter that reads, "The Customer is Number One." Wanting to listen is the most important ingredient in making a great listener. Great listeners maintain eye contact without glancing around to see who else is in the room. They don't use fillers like "uh-huh" and "right, right." They ask intelligent questions to show engagement in the conversation. This is the l4-word secret that all great listeners share. Make the other person feel as if no one else is in the room.

Ultimately, listening well is about hearing your customers tell you what they want. Listening builds trust and loyalty. Listen long enough and you'll hear customers tell you how you can improve business at your sales counter. Did you hear that? It's the sound of loyal customers walking in your door and they have something to say. Are you listening?

- Mike Dandridge is founder of High Voltage Performance and author of The One Year Business Turnaround. He can be reached at (254) 624-6299 ctr via www.highvoltagepe rformancecom.

Iy?i-t'aI ! TREATIN UUC (3r INC.

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. Serving California's treated wood suppliers in the best tradition.

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preservatives.

Dixieline Acquires Sandstone

Dixielinc Lumber Co.. San Die-co, Ca., agreed to acquire l2l-ye ar-old Sandstone Brick Co.. Bakersfield. Ca. Sandstone's truss manufacturing plant and lumber distribution yard scrve the prof'essional contractor retilil rnarkct in Califbrnia's Kcrn County.

"-l'he growing Southern Calilbrnia r.netro rnarkcts have perfbrmcd I'avttrably over thc last fcw years and arc cxpected to rcgain their strength in ycars to comc." said Dixieline prcsident Joe Lawrence. "The acquisition of Sandstonc Brick Cornpany complemcnts ()ur current tlperati0ns in Southern California, expanding and strengthening our ability to servc customcrs in this important market."

At the close of the deal. Sandstone chief operating officer Jim Earnest will stay on as general mana-ger.

Dixieline is a l7-unit division of Pro-Build Holdings.

LP Merges Decking Output

Louisiana-Pacific Corp. is consolidating production strategy of LP WeatherBest composite decking at its plant in Meridian, ld., and curtailin-s production indefinitely in Selma. Al.. beginning April 13.

After Selma ships its remaining inYentory to customers, all WeatherBest orders will be met by Meridian, which recently underwent a S I 4-million expansion.

"Alter lotrking ilt

options to strcngthen our decking business, we dctcrmined that currcnt dcmand does not justify incurrin-{ the ovcrhcad o{' operating two plants at less than full capacity." saicl John Sooker, LP general managcr-outdoor living. "Unfbrtunately. this means curtailing production at our Selma plant, as Meridian has a cost-eff'ectivc infrastructurc. rnore reliable logistics, and a plant sitc that supports our decking manufacturing."

Approximately I l5 Selma jobs will be terminated. Employment for most production employees will end in April; shipping employees will work until the inventory is exhausted. After that time, the Selma plant will be maintained until additional capacity is needed. Employment at the Meridian plant is not affected by the changes.

"We will continue to monitor the situation closely. and regularly recvaluate the need fbr production at the Schna plant, most likely near the end of thc year," Sooker noted.

. Makers of ACQ and CA treated lumber recommend hot-dipped galvanized and/or stainless steel fasteners!

. Maze has true double hot-dipped galvanized and stainless steel fasteners! (Maze Stainless Steel Type 304 & 316 Nails provide the maximum corrosion-protection in treated wood.)

Maze STORMGUARD@ Nails meet & exceedtheASTM-AI53 Spec.

'Warning: Ngne of the other types of coatings on the market has the 90 year Maze track record of dependable corrosion-resistance.

"Hot-galv" lS NOT the same as true hot-dipped galvanized.

INSIST ON GENUINE STONffGUARI,€ DOUBTE HOT-DIPPED GATVANTZED MAZE NAILSI

Stock Expands In New Mexico

Stock Building Supply has acquired Albuquerque Door, Albuquerque, N.M., from Orepac Building Products.

Albuquerque Door assembles prehung exterior and interior doors, distributes vinyl windows, and manufactures specialty architectural millwork items for builders in the Albuquerque and Santa Fe markets. Its single location employs approximately 50.

All senior management, including manager Carolyn Kidd, will remain with the company.

"Through the addition of this millwork operation, we can be the most complete provider of building materials to builders in the Albuquerque market," said Fenton Hord, Stock c.e.o. and president.

Raleigh, N.C.-based Stock now operates 321 locations in 34 states, with sales of $5.3 billion in 2006.

Collins Adding Small Log Mill

The Collins Cos., Portland, Or., has started construction of a small log mill addition adjacent to its Lakeview, Or., sawmill.

The $6.6-million facility, set to begin production in the fall of 2OO7, will process small logs from the

80,000-acre, Forest Stewardship

Council-certified Collins Lakeview Forest, in addition to logs from other timber owners and the U.S. Forest Service. Utilizing a "single-pass machine" from Coe Newnes McGehee, Tigard, Or., the mill will be designed to handle logs less than 10" in diameter.

Responding to the recent Healthy Forest Restoration Act legislation and Governor Ted Kulongoski's commitment to forest health, the small log mill will be part of a program to improve the overall viability of our forests through carefully selected thinning. The program has broad-based support from environmental or ganizations, who view this as one way to manage and sustain forest lands and habitat. This project will play an integral part in reducing fire danger by the removal of the hazardous fuel load on the nearby Fremont National Forest.

"Adding this new small log mill will complement our commitment to carefully manage forest lands for productivity, as well as biodiversity." said senior v.p. Wade Mosby.

This new program of selective thinning is the result of a coalition that includes the governor, U.S. Senators

Ron Wyden and Gordon Smith, U.S. Representative Greg Walden, the Lake County Resources Initiative, and county commissioners.

NAWLA Course Moves West North American Wholesale Lumber Association is moving its annual Wood Basics Course to Corvallis, Or.

Most of the intensive four-day program will be held at the Salbagason Suites Hotel in Corvallis Sept. l0-13. Attendees will view harvesting operations at Starker Forest Lands and tour Rosboro's dimension, engineered wood, and plywood plants in Springfield.

Participants will receive an overall view of the forest products industry, while a new section of the program will discuss wood alternative products. The course was designed for employees who have less than two years experience in the industry. Cost is $1,795 per person for NAWLA members, which includes five nights lodging, all group meals, seminar notebook, field trips, snacks, refreshments, and instruction. Purchase of the optional NAWLA Sales Training Manual is advised.

A chain is only as strong as its weakest link, and a home is clnly as strong as its structure. The LP SolidStart family of products lets you feel confident in the strength of your horne.

LP SolidStart products include a full range of l-Joists, LVL, Rim Board and the LP Floor System. These straighter:, stronger products are more consistent than traditional lumber and provide homes with a solid beginning. And the lifetime limited warrantv assures that LP homes start strong and stay strong.

That's what we do. We make the products that build the homes, simply better.

J.H. Baxter Sells Pole Operations

J.H. Baxter & Co., San Mateo, Ca., has sold its $30 million-a-year wood utility pole business to Stella-Jones Corp., the U.S. subsidiary of Stella-Jones Inc., Montreal, P.Q.

Assets sold include a treating plant located in Arlington, Wa.; pole peeling facility in Juliaetta, Id., as well as all inventories and accounts receivable relating to its wood pole business. Approximately $12 million of the $22.3million sales price was for inventory and receivables.

Baxter also agreed to cease treating utility poles at its remaining facilities in Eugene, Or., and Weed, Ca., which continue treating timbers, pilings, railroad ties, and other products.

The Arlington facility becomes Stella-Jones' tenth treating plant, joining eight facilities in Canada and a Bangor, Wi., crosstie treating plant acquired from Webster Wood Preserving Co. in 2005.

Military Vet Wins $1 Million Ace

Attendees at Ace Hardware's annual convention in Las Vegas, Nv., chose the winner of the Dream Ace Contest, who will receive a store worth $l million.

Gower Talley of Canby, Or., a Desert Storm veteran, will open his new 15,500-sq. ft. store in Spring, Tx., on June 29. "We are thrilled to welcome Gower into our Ace family of entrepreneurs," said president and c.e.o. Ray Griffith.

Talley became a state finalist in the contest just seven days after retiring from the Oregon National Guard, where he served as director of marketing. Before that, he spent 16

years in the U.S. Army, which included service in Operation Desert Storm. In February, finalists traveled to Chicago and New York City to compete in a series of skillbased activities and attend a two-day retail "boot camp."

Valued at $l million, the grand prize includes opening inventory, fixtures, d6cor, and all the technology needed to operate the store. Talley will also receive training and support provided to all new Ace members.

ACE CONTEST winner Gower Talley (right) celebrates on stage with Ace ambassador Bill Rancic (left).

When it gets hot outside, it can get hot inside.

So we added a thin sheet of aluminum to our OSB to create LP TechShield Radiant Barrier. It blocks up to 97o/o of radiant heat in the panel from entering the attic. This keeps homes cooler, Iowers monthly energy bills and saves you money by potentially reducing air conditioner unit sizes and install time.

That's what we do. We make the products that build the homes, simply better.

Des gn Prne'

Guaranteed NOT to Rot!

t0Ttatt

Design Pine* is a nnge ofexterior siding, trim and bil* mould products that come with a 3Gyear guarantee not to r0[

ft,knufactured fiom susainable plantation ping Design Pine* is protected against decay and termite atta* by a full pemtration organic treatment proces and is prc finished with a distindiye blue two-coat primer system that is oven dded and polishd and is guannteed for 1 year before top coating.

Design Pine* is a clear, defed-free, engineercd, dimensionally stable produ{ that is easily handled and has excellent nailiry eharacteristcr

Proven over many years in the harsh climate of lustralia, Oeign Pine* is now readily availablt in the USA.

FJ MillsSwitch Labels

Western Wood Products Association fingerjointed lumber mills will soon be changing grademarks to meet new requirements established by the American Lumber Standard Committee, Inc. for lumber joined with heatresistant adhesives.

Under the new requirements, fingerjointed lumber joined with qualified heat-resistant adhesives will be marked with the designation HRA (Heat-Resistant Adhesive). The HRA mark, which will be incorporated into the gradestamp, indicates the lumber is suitable for wood frame assemblies where a fire rating is required.

U.S. building codes require fire-rated assemblies in multistory/multifamily structures between living units or common party walls in commercial buildings. Detached single-family houses under current codes do not require one-hour fire-rated assemblies.

Fingerjointed lumber made with adhesives that are not heat resistant will be marked as Non-HRA. WWPA mills are expected to add the new marks to all fingerjointed lumber in the coming months. Fingerjointed lumber without the HRA and Non-HRA marks is assumed to be not suitable for use where a fire rating is required.

The new labeling system was established following fire tests conducted by Forintek Canada and the American Forest & Paper Association's American Wood Council.

ALSC formally approved the HRA and Non-HRA labels Feb. 23.

WWPA, which was instrumental in developing the new labeling system, will develop product support materials to help mills explain the new HRA labels on fingerjointed lumber and the appropriate uses for such products. The materials will be posted at www.wwpa.org.

ilew(lrganlc Treatrnerrts

( Continued from page I 2 )

free, organic preservative plus stabilizer also provides improved fastener performance with a wide range of fastener systems, allowing Ecolife to be used in direct contact with aluminum."

Ecolife can be used to protect a variety of wood species, including southern yellow pine, radiata pine, ponderosa pine, red pine, westem hemlock and Douglas fir.

Ecolife treated wood can be painted or stained to match any outdoor color scheme. In addition to being available with a natural wood appearance, Ecolife will also be available with factory-applied colorants that will be marketed under the Ecostyle brand.

Ecolife products offer significant advancements in treated wood performance, are competitively priced compared with other treated wood products, and are significantly less expensive than plastic and wood/plastic composite materials.

"Ecolife's enhanced performance will better position our industry to compete with plastic and wood plastic composite products that have continued to gain market share at the expense of the treated wood industry," Fowlie said.

- For more informntion on Viance, QuanTIM and Ecotife, v i sit www.trea te d wood.c om.

onqls

Stephani Jarvis, Scottsdale, Az., has joined Collins Cos., as Southwest region sales representative for TruWood siding in Arizona, Nevada, and Southem California.

Bill Myrick, ex-84 Lumber, has joined Pro-Build Holdings Inc., Denver, Co., as senior v.p. of strategic initiatives.

Greg Winakur is new to the trading staff at Konecny Brothers Lumber, Ogden, Ut., focusing on green Douglas fir.

Sam Mclntyre and James "Lucky" Hayes, ex-Weyerhaeuser, are new to the sales team at Huttig Building Products, Phoenix, Az.

Gerald L. Zuehlke, chief financial officer, Potlatch Corp., Spokane, Wa., is retiring at the end of 2OO'7 after 36 years with the company.

Kristine Putland, ex-Tembec, has rejoined the sales team at Sunset Moulding Co., Yuba City, Ca.

Victor Vandenberg, ex-BMD Inc., is the new general mgr. of the window & storage division of A-1 Door & Building Solutions, North Highland, Ca.

Eric Sizemore, ex-Conex Forest Products, now markets radiata pine plywood for Eagon USA, Bellevue. Wa.. from his base in Greensboro, N.C.

David Cochenour is now handling imports and exports of engineered wood products for Vanport International, Boring, Or.

Guerry Dean has joined the Temperate Forest Foundation, Bend, Or., as development director, managing the group's fundraising activities.

Butch Abbott has joined the sales force at Dorris Lumber & Moulding Co., Sacramento, Ca.

James Marshall is store mgr. of the new Home Depot in Corvallis, Or.

Stuart Rubin has been named director of sales for Activant Solutions' Lumber & Building Materials Group, Denver, Co. Chris Friede is the new segment marketing mgr.

John Reeder, ex-Snavely International, has joined New Zealand Wood Products, based in the San Francisco, Ca., Bay area.

Steven Walden was named western sales mgr. of Weather Shield Windows & Doors, Medford, Wi.

Rudy Gutierrez, Carlisle SynTec, has been promoted to Southwest regional mgr., overseeing sales in California, Nevada and Arizona.

Hank Fitchett has been promoted to v.p.-infrastructure services for BMC West parent company Building Material Holding Corp., San Francisco, Ca.

Terry Johnson is new to the sales department of Colville Indian Plywood & Veneer, Omak, Wa.

REDWOOD COMMONS. REDWOOD UPPER GRADES REDWOOD TIMBERS. FIR FINISH CEDAR CLEARS. CEDAR TIMBERS REDWOOD AND FIR FINGERIOINT. PAITERN STOCK

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Carol O'Connor / George Badznoch I John Hoktein Steue lawrence /Edward F. Howdershelt Iil Ray MacDonald, Operatiorc Marager Dain Cunan, Outside Sales (%9) 412-1894

(951) 681-4707. (800) 660-8680. Fax (951) 681-4982

E-mail: sales@anfinson.com

Redlands, CAOffice

Nelson Sembach (909) 815-7789

Greg English, ex-Bluelinx, is now director of western national accounts for Snavely Forest Products, Pittsburgh, Pa.

James M. ttMikett Branson has been named senior v.p.-timberlands for Weyerhaeuser Co., Federal Way, Wa., replacing Thomas Gideon, who is now senior v.p.-containerboard packaging & recycling. Tom R. Holmes succeeds Branson as v.p.-Southern Timberlands.

Mike Summers, formerly with Summers Flooring & Design, is now technical director of hardwood for UFloor Systems Inc., Sisters. Or.

Brian Hawrysh was appointed c.e.o. of BC Wood, Langley, B.C., folIowing the departure of Bill Downing, who is now c.e.o. of Stucturlam, Penticon, B.C.

David Luce, ex-Idaho Timber, has joined Idaho Pacific Lumber Co., San Marcos, Tx., as a purchasing agent.

Mark Schlagheck is the new v.p.retail sales for Azer.

Ron Short has retired from Pacific Lumber Co., Pacific, Ms., after 50 years in the industry.

Ed Williams has been promoted to director of sales for the North American division of Chicago Metallic Corp.

Russell Richardson is now director of industrial markets for the Southern Forest Products Association.

Owen Alott is the new accounts payable mgr. at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

More Scrutiny Over lmports

Imports of illegally harvested wood products is undergoing scrutiny

by U.S. lawmakers, who have asked for a review by the International Trade Commission.

"I can't stress how pervasive this problem is," said representative Earl Blumenauer (D-Or.), who is co-sponsoring a bill to ban U.S. imports of wood products made from illegally harvested timber. "Illegal logging is a problem that crosses national boundaries to affect communities. companies, and ecosystems alike."

The cost to U.S. companies alone is as much as $l billion a year in lost exports and reduced prices for timber products, according to the American Forest and Paper Association. The trade group has not endorsed the bill, but has indicated that it welcomes increased Congressional interest in the problem.

According to an ITC study, as much as 3OVo of U.S. hardwood imports are from suspicious or illegal sources. Much of this wood is sent to

China, where it is processed at low cost and then exported to the U.S. and other countries.

Max Baucus (D-Mt.), chairman of the Senate Finance Committee, asked the ITC to investigate Chinese trade practices he thinks are hurting U.S. hardwood plywood manufacturers. His concerns are shared by Dennis Hardman, president of APA-The Engineered Wood Association, who believes that an ITC review would demonstrate that imported Chinese plywood is often improperly and even fraudulently labeled. "This is an especially serious issue in markets where products are used in load-bearing structural applications because it raises life-safety concerns," he said. Both plywood users and specifiers, he cautioned, should beware of imported products that may be misrepresented and that may not meet North American product and performance standards.

Lodgepole pine post, poles & rails

l-112" to 12"

Diameter in Stock

Doweled Rail Fencing 2" BVC Tree Stakes . 3" BVC Tree Posts

Light Posts

Standard and Fancy Bollards

Special Milling: Split, Quartered, Slabbed, Sanded. Smooth Peeled & Hand Peeled

Available Textures

Natural (No Bark)

Showroom Opens In Arcata

The Mill Yard recently opened a door and window showroom at its store in Arcata, Ca., to allow customers to see and touch products before ordering.

Owner Laurie Mark said that the idea came from Southern California lumberyards where customers can come in and look at the different options available. "People don't have any idea there are so many choices," she said.

She also believes that the showroom makes the lumberyard less intimidating. "I think a lot of people are overwhelmed by the thought of going to a lumberyard," said Mark. "We're trying to make it friendly to everybody."

The new showroom, built in what was a storage area, has rows of doors that slide to enable shoppers to compare and contrast different selections.

Window displays are paired with varying trim and door handles. "We picked out a lot of different things that we thought people should see," she said.

Another service is free on-site visits-for both commercial and residential customers-by door and window specialist Laura Montagne. After a discussion of the customer's needs. she presents product samples, measures, explains the process step by step, and offers installation. "We do it all from start to finish-to me, that's the beauty of it," said Mark.

Boise Lowers Greenhouse Gas

Boise Cascade, Boise, Id., has vowed to reduce its greenhouse gas emissions an additional 10Vo by 2O14.

The company plans to reach the goal through energy conservation programs, by converting from fossil fuels to renewable biomass fuels, and by exploring combined heat and power

(cogeneration) opportunities.

In the five years prior to its 2004 baseline, Boise reduced emissions by 5Vo. Currently, more than 607o of the energy used in its manufacturing operations comes from renewable biomass.

Hardware Store Plants A Seed

Hoping to grow its lawn and garden business, Edgewater Ace Hardware, Edgewater, Co., recently held its firsthopefully annual-Rose Seminar.

The March 31 event featured a presentation on "Growing Roses in Colorado" by master rosarian Joan Truby, followed by a question-andanswer session. Also handed out were a list of recommended rose fertilizers and applications for membership in the Denver Rose Society.

Customers attending the free seminar received a pair of pruning shears and a $5 coupon good towards their next visit to our store.

News Briefs

(Continued from page 22)

er drove starts up 78Va in the South and 26.4Va in the West ... permits were down 25Vo

Georgia Pacific Gypsum LLC'r mold-resistant D ens Armor and DensArmor Plus paperless interior drywall were certified by the Greenguard Environmental Institute

Postsaver t/SA's booted posts and SmartPosl protected structural members were deemed ESR-1834 code compliant for ground-contact applications requiring decay and termite resistance by the Evaluation Services of the International Code Council.

Pro-Bui ld Reo rganizes Offices

Pro-Build Holdings Inc. has consolidated management of its 10 divisions into four regions and formed a new gypsum group to supply gypsum, accessories. and steel framing across the new regional structure.

The eompany is basing its corporate headquarters in Denver, Co., and establishing four regional offices: Pro-Build E,ast in Charlotte. N.C.; Pro-Build South in Tulsa, Ok.; ProBuild North in Winona, Mn., and ProBuild West in Olympia, Wa., where administrative and back office functions for each region are to be consol-

idated.

"These changes will simplify the Pro-Build organization, making it easier for our national and regional customers as well as suppliers of all sizes to do business with us." said c.e.o. Paul Hylbert. "They also strengthen our organization because they will facilitate the sharing of best practices and increase our effectiveness and efficiency in providing marketing, financial, administrative, and IT support to the field."

Newly promoted regional presidents are Buddy Ables, Pro-Build

Forget the sanding

East, overseeing The Contractor Yard, Strober Building Supply and U.S. Components; Dave Dittmer, ProBuild West, heading Spenard, Lumbermens and Dixieline: Dale Kukowski, Pro-Build North, F.E. Wheaton and United Building Centers, and Jim Cavanaugh, ProBuild South, Hope Lumber and Home Lumber.

Rich Young is president of the new Pro-Build Gypsum group.

Ed Waite remains president of Spenard Builders Supply in Alaska. Joe Lawrence retains the presidency of Dixieline and Jeff Brown of F.E. Wheaton, but they assume the added responsibilities for growth in large metro markets in their regions. Dave Walstad continues as president of U.S. Components, with responsibility for all the component plants in ProBuild East.

Shoppers Go Undercover

Do it Best has launched a mystery shopping program, offered by ICC/Decision Services. to enhance the retailer's brand, increase sales and profits, increase customer loyalty and retention, improve employee performance, and reduce employee turnover. Both companies are headquartered in Fort Waync, In.

"We want to help members measure their level of customer service objectively-not by a family member or friend, but by someone who has no ties to the store and will give them an unbiased view," said Dustin Kaehr, retail program coordinator, who has already signed up 150 member stores.

Participating stores will be mystery-shopped about once a month. A few days later, the store owner is notified by email to access a passwordprotected website to learn what the mystery shopper discovered during the visit. "After the member sees the results, he's better able to train his employees. And he can also see how his store is doing over the course of time." said Kaehr.

Results will also help the co-op's management team identify trends across stores and address them through education and seminars. "We can also use the information to do competitive shops and see how these stores measure up to the competition," he said. "The whole reason we started this is that customer service is so imporlant to members."

BluWood Treater Out West

To better serve its treated wood customers, Northern Crossarm, Chippewa Falls, Wi., has opened Rocky Mountain Bluwood in Denver, Co.

"We're basically a new face in the market, creating awareness for a great product," said owner Pat Bischel.

-A\ n nt#!/b,Ro/cI(Y":ul i /&''t'oUl'TA'N .+ '1 , BLUWOOD.

The new company will treat customer-supplied wood with BluWood, as protection against wood-destroying insects, fungus and mold. "It doesn't matter what market we're in," Bischel said, "mold is a real concern."

The new 6000-sq. ft. facility sits on five acres, with a rail siding that can handle three to four cars at a time. Currently, there is one full-time salesperson and two production employees. "Before the season ends, we hope to have multiple shifts," said Bischel.

Cuts At Britt Lumber

Britt Lumber, Arcata, Ca., laid off nearly one-fourth of its workforce in

early March due to a lack of logs to mill.

"As we've done in the past when we've run out of logs, we've reduced the workforce," said spokesperson Andrea Arnot, who characterized the move as "streamlining."

Britt is a subsidiary of Pacific Lumber Co.. which has shifted milling operations from Arcata to Scotia. Ca.. because there aren't enough logs to supply both facilities and the Scotia mill is more efficient. The fence production and planing facilities at Britt will continue, with lumber provided from the Scotia mill.

Arnot said the layoffs are unrelated to the recent bankruptcy protection case filed by Palco and its subsidiaries, and do not require court approval since they are in the company's ordinary course of business.

Sound Reducer Makes Noise

Quiet Solution, Sunnyvale, Ca., has filed suit against Supress Products LLC, San Rafael, Ca., alleging patent infringement of its acoustical soundproofing panels.

The complaint, filed with the Federal District Court, Northern California, asked for damages as well as an injunction to halt the manufac-

ture and sales ofinfringing products.

Supress was founded by Bruce Donaldson, formerly of Quiet Solution, and reportedly has hired other former Quiet Solution employees.

"Over the past five years, we have invested an enormous amount in our intellectual property, and we are compelled to use every legal means to protect it," said Kevin Surace, president and c.e.o. of Quiet Solution. "We pioneered the field with breakthrough technology. It is indeed troublesome when former employees potentially infringe on our patents."

Depot Helps Nab Arsonist

A l5-year-old accused of setting six grass fires behind a Home Depot near Sacramento, Ca., was caught on camera and arrested.

"Fortunately, we didn't have high heat, high winds, or low moisture, so the fires didn't really get going," said Christian Pebbles, spokesperson for the Sacramento Metropolitan Fire District.

Soon after the March 4 fires were set, Depot employees viewed a surveillance tape and spotted the boy in the area. Officials cited him on suspicion of arson and then released him.

THE il0ST RESPE$IED Gtutli,l ilIARKS

AIIG has cortiliod 0lulam quality for 44 years.

The original glued laminated timber quality marks began with the American Institute of Timber Construction 44 years ago. Today, retail dealers and distributors trust AITC marks as an assurance 0f quality for their customers.

The strength and economy of glulam make it ideal for headers, ridge beams, arches, and floor and roof beams. Glulam is stress rated and l-Joist compatible. Framing crews prefer glulams vs. solid sawn framing that may sometimes warp or twist. Glulams are available in long lengths, and engineered to reduce callbacla. They come from

the renewable forest resource, and are readily available from nearby mills.

See the list of AITC laminators at www.aitc-glulam.org.

American Institutg of limber Construction 7012 S. Revere Parkway, #140 Centennial, C0 801 12

Pyramid Mt. Plans Cutbacks

Pyramid Mountain Lumber Co., Seeley Lake, Mt., has cut wages by l07o across the board and plans to lay off l0 workers, due to a depressed lumber market.

"The way prices have been for the last six to eight months, I don't think anybody is doing well," said controller Loren Rose, who noted that high stumpage prices and record-low lumber prices are forcing many mills to operate at a loss.

Because Pyramid doesn't own its own timberlands. it must compete in Montana's tisht timber market. The

company buys and transports most of the wood it needs from local, privately owned lands. The good news is that the company has a full timber yard, said Rose, enough to keep it running well into May and possibly June.

According to the University of Montana's Bureau of Business and Economic Research, average lumber prices fell by more than 2OVo last year while energy and operating costs soared. "We can only hope that at some point the stars will line up and we'll see improvement in the forest products industry," said Ellen Engstedt, executive director of the

Montana Wood Products Association in Helena.

Rose said that Pyramid was able to hang on longer than other mills because it is a flexible operation that specializes in niche woods and products. To increase efficiency and compete in niche markets, the company has invested in new machinery.

The latest acquisition went online in December, and employees are still familiarizing themselves with the machine and debugging its computer systems.

Pyramid Mountain enacted similar wage cuts in December 1998, said Rose. At that time, the l07o wage reduction lasted three and a half months and affected everyone from the company's president to the maintenance crew. He is optimistic that the company will once again rebound from the tough market. "Once spring kicks in, there will be some increased consumption," he said.

Mendo Lake Lumber Expands

Mendo Lake Lumber & Hardware, Clearlake, Ca., is nearing completion of an 1S-month-long expansion to 25,000 sq. ft.

"Lake County is growing and our facilities were becoming outdated for today's market," said president Mike Mayfield.

A large pole building that had been used as a storage shed was removed, making way for 9,500 sq. ft. of additional retail space. The objective, Mayfield said, was a store "small enough to retain great customer service that the big box stores cannot offer."

Most new preservative-treated lumber for residential construction reouires connectors, anchors and fasteners with greater resistance to corrosion.

Simpson Strong-Tie' offers several options, including stainless steel (SST300), which provides the most resistance; Z-MAX'(G185) galvanized steel, which provides a zinc coating thicker than standard products; or post hot-dip galvanized (HDG). Check our website to see the results of our extensive corrosion testing on connectors in contact with treated lumber.

Mendo was opened in 1944 as a lumber mill, by John Mayfield and his twin brother Ross. Located midway between Willits and Fort Bragg, the mill processed locally harvested redwood and other native trees.

The mill was later sold and the family moved to Ukiah, where the first Mendo Mill Hardware Store opened in the 1950s. "The original store would have been in the middle of the highway today," said Mike Mayfield. Today, the chain has four Ace-affiliated stores that serve Lake and Mendocino counties.

"We are excited about having such a large store," he said. "We can offer everything a do-it-yourselfer needs, and we're small enough that our customers can actually get home in time to finish the project they came in to shop for."

Composites Come To Montana

With the help of a $6 million industrial revenue bond. Bitterroot Composite Lumber Co. will open Montana Decks in Darby, Mt., on a site formerly occupied by Darby Lumber.

Founders John Schneeberger and Corrine Gantt have already licensed Strandex technology for wood-plastic composite extrusion. "They developed a patented technology that provides for a stronger board that uses more wood flour per unit of production," said Schneeberger. "It increases the productivity of these Milacron

machines."

The business would combine recycled plastics with mill waste and biomass from restoration and fuel-reduction projects to produce 9 million linear ft. of 2"x6" deck boards per year.

A Canadian firm has agreed to purchase all the company produces for the first three years.

Schneeberger predicts the company will need 19,000 green tons per year of slash material. "We did a study that shows that presently, in the Bitterroot, we have over two times that amount that we're burning up," he said. "And we can use that material."

Distributor E-Markets Decks

McFarland Cascade, Tacoma, Wa., has redesigned its website to drive projecrminded consumers to decking retailers and contractors-

"We believe that decks are the next wave of remodeling," said Gary Maulin, sawn products manager at McFarland Cascade. "Just like today's kitchens and bathrooms go far beyond their utilitarian uses, a thoughtfully designed and inviting outdoor area extends your living space and adds to the livability, comfort, and value of the home. McFarlandcascade.com gives people the tools they need to get started."

The site offers consumers ideas, advises on the best materials, and connects them with certified contractors who can turn those ideas into reality. The site features a list of McFarland Cascade-certified contractors that can be searchcd by zip code. It also offers interested contractors the opportunity to become certified with the company. After a simple registration process, they can get customer referrals as well as other complimentary marketing assistance.

"The new website helps give contractors and consumers an added value in this sometimes difficult to navigate decking materials marketplace," said Gary Hardin, merchandise manager of 75-unit Lumbermens, Lacy, Wa. "Consumers or their contractors can get great ideas, then come to us ready to act on them."

In addition to referrals, the site offers a look at decking and railing materials and accessories, design tips, deck care advice, and more. Users also can download a product catalog and order free samples and deck design software with versions for consumers and professionals.

"The home and lifestyle category hasn't paid a lot of attention to outdoor living spaces, and our website is meant to change that," said Maulin. "By giving people ideas about how to use the best materials for their outdoor products. we hope to inspire more possibilities and help them get the most from their outdoor living environment," he said.

Featured products include Stonedeck composite-backed stone tiles, Extreme Tropical Hardwoods, Xtendex and RhinoDeck composite decking, Rain Escape and DrySnap.

STARTETT BY ]IATURE

FI]IISHEIT BT BOITTGUARTI'

New Ace In Naches

The April 1 opening of Oak Creek Ace Hardware comes as a relief to the residents of Naches, Wa., which has been without a hardware store since Naches Ace Hardware closed in the fall of2005.

"It's just great to be putting money back into our community instead of spending it somewhere else," said Randy Juette, president of the Naches Chamber of Commerce. "My wife and I are excited about going into that plant nurseryl that's something we never had before."

Other additions include fishing and hunting licenses, animal feed, and refilling propane tanks for people passing through Naches on their way to the mountains. "We have to service what people's needs are for the area. We can't just be a cookie-cutter store like a lot of chains-that's not going to work here," said owner Brad Christianson, who owns two other Ace stores in Yakima, Wa.

Because of local demand, there's even talk of adding an in-store pharmacy. "We've definitely got the room for it if anyone's interested," said Christianson. The new store has about 14,000 sq. ft. and sits on seven acres

of land.

"I've really missed having a hardware store here, that's what we've really needed," said mayor Eric Wolfe. "Everybody's excited."

Yoga Pumps Up Workers

Central Valley Building Supply, Napa, Ca., has found a unique way to decrease on-the-job injuries: yoga classes for employees.

"There's a lot to be said about our yard guys that have been stretching out there, their backs and their necks, and I think those are your largest claims, your back problems," said vice president Peter Webber, who added that the weekly classes started three years ago.

The program is called Yoga for the Construction Industry. Class teacher is Allan Nett, a local contractor and yoga instructor. He believes that yoga is just what the industry needs. "Am I standing squarely while I'm drilling a hole, rather than drilling it over to the side?" he asks one class, as he mimics the motion of drilling. "Can I actually drill it straight ahead where I have the most energy and the most power?"

Lumber clerk Emilio Bogarin said that his friends made fun of him until

he told them how much the yoga classes helped. "When you think about yoga, you don't think about guys doing it. You think about girls on mats and spandex and everything," he said.

"I was skeptical at first," confessed office manager Nicole Adams-Goree, who now looks forward to the weekly sessions. "Doing yoga opens up lots of areas that get stressed when you're in here. It makes your mind at ease."

Chain Goes With Greenest

Friedman's Home Improvement has launched a new Green It Yourself campaign at its stores in Santa Rosa, Sonoma. and Ukiah. Ca.

The program was created by Plan-It Hardware, which screened thousands of products to discover the greenest option in hardware categories such as paints, lawn-and-garden, housewares, cleaners, plumbing, and lighting.

"Our mission is to make it easy for consumers to find non-toxic, environmentally safe products for the home," said Jay Tompt, v.p. of green business development for Plan-It. "By putting greener products on the shelves, local hardware stores encourage consumers to reduce the environmental impact in their homes and neishborhoods."

Xtender A Bf.TTER COMPO$IryH MADE WITH RI€E HULLS

What does better mean? Rice hulls make Xtendex more staina .sciatch resistant due fo i$ hiqh silka content. No preservatives or biocides are used because rice hulls are naturally resistant to moisture and insects. Plus, Xtendex lasts longer and pedorms better in harsh conditions thanks to a patented process that produces a denseri stronger board. Profi les include solid-core Traditional and Architectural (with hidden Quick Cip fastening system) or hollow-eore Classic offering lighter weight without any sacrifice in strength-again thanlc to rice hulls. And, Xtendex offers matching rail kits. To learn more about Xtendex and other premium deck surfrces like Tropical Hardwoods and.StoneDeck- or to check,fut our Certified Contractor program, visit mcfarlandcascade.com today.

THE"LONGES YOU EVERSAW.

Not only is Canfor SilvaStar@ fascia and trim less expensive than composites or cedar, it can also be ordered in longer lengths. Why do we make it in atl the key lengths up to 24 feet? Because supptying all the lengths your customers need on any given job can save them installation time and expense, ma king you look good. Every inch of SilvaStar is made from high-quality KD SPF fiber with no defects , so it's looo/o usable. Then it's carefully factory primed with premium Olympic'latex primer. True, time is too short on any jobsite. Which is precisely why we make our fascia long.

More Hardware For Yardbirds

Bowing to pressure from residents, Home Depot will reopen renovated Yardbirds stores with larger hardware departments than the average Depot.

"The community just kept saying, 'Make sure there's enough hardware in the store,' so we have gone back to the drawing board and added those features," said spokesperson Kathryn Gallagher. "Basically, residents have opened up and we've listened to that feedback."

Stores in Alamo, San Rafael, Concord, Petaluma and San Pablo will reopen this month as Yardbird/ Depot hybrids.

The stores in Vacaville and Vallejo were closed permanently after Depot purchased the l0-location chain in 2005. The stores in Santa Rosa and Martinez were converted into typical Depots, while the Rohnert Park location is scheduled to become a Contractors' Warehouse.

Merger Creates GAF-EIk

Building Materials Corporation of America has acquired Elk Corp., Dallas. Tx.. and combined it with its existing manufacturing operations into a new company, GAF-Elk.

"We are specifically excited about the composite business," said Robert B. Tafaro, president and c.e.o. of the new company. "This is a high growth building product segment that provides great strategic growth opportunities for our company." He added that composites will be the first segment to use the combined GAF-Elk brand.

Based in Wayne, N.J., Building Materials Corporation of America manufactured roofing and specialty building products under the name of GAF Materials. Annual sales in 2005 were approximately $2 billion.

Elk Corp. produced roofing, composite decking, railing, and air barriers through its subsidiaries.

Lowe's Must Clean Oahu Site

Lowe's must clean up soil and groundwater contamination on a former oil storage tank facility in lwilei, Oahu. Hi.. before it can start construction.

Spokesperson Chris Ahearn said that cleanup could take six to seven months. Mark Sutterfield, remedial project manager for the state Department of Health, said it is too early to know how much cleanup

would cost.

Start of construction is scheduled for this fall, with store opening slated for second quarter 2008. Home Depot and City Mill already have stores near the site.

Lowe's entered the Hawaii market in 1993 and locations at the Waikele Center on Oahu, in Kona on the Big Island, and in Kahului, Maui.

New Meek's Funds K-9 Unit

Meek's Lumber & Hardware has gone to the dogs. To celebrate the grand opening of its new store and distribution center in Anderson. Ca.. the chain donated $13,000 toward the cost of a K-9 unit for the local police.

The company also has offered its yards as a place to train the police dogs. "There are lots of places in a lumberyard to hide, so it's a great training place for the dogs," said branch manager Mike Robinson, who has worked at Meek's for 20 years.

The new location sits on 18 acres and will service the 14 other stores in California and Nevada. In-store customers can drive down the center of each warehouse to pick up their purchases, which are labeled and priced, and stacked for forklift accessibility.

( Continued from page 26)

Palm Desert, Ca. The education program is themed "Focus on the Future."

Dr. Stanley F. Duobinis, president of Crystal Ball Economics and former director of forecasting at the National Homebuilders Association, will present an economic overview and industry outlook.

Panelists include Paul Hylbert, c.e.o., Pro-Build Holdings; Walter Foxworth, chairman, Foxworth-Galbraith Lumber, and John Mikkelson, senior v.p., CTX Builder Supply.

National Hoo Hoo Ettes are again offering a $500 scholarship to a young woman coming from a wood products family. The field of study is open, and does not have to be in wood products.

The group will award the scholarship at its annual convention May 18-20 at the Phoenix Inn, Olympia, Wa.

National Building Material Distribution Association convenes its executive management conference May 16-17 at the Barton Creek Resort & Spa, Austin, Tx.

A variety of meetings and roundtables will fill each day, ending with a golf toumament. A yoga-spa package with lunch is available for spouses and guests.

National Lumber & Building Material Dealers Association's Lumber and Building Materials Institute selected Greg Brooks, Building Supply Channel Inc., as its executive vice president.

Formed in 2006 by the National Lumber and Building Material Dealers Association, the institute analyzes distribution channels serving the U.S. housing industry, develops safety and health programs for building materials suppliers, and supports NLBMDA's state and regional associations in providing employee skills training.

American Wood-Preserverst Association convenes May 6-8 at the Hyatt Regency Union Station, St. Louis, Mo., for its 103rd annual meeting.

Highlights include a 5K run/walk, a meeting of the Southern Pressure Treaters Association, a supplier's showcase, and a president's reception. Technical sessions will focus on water management, mold and fungus, and various chemical treatments.

Dr. Joseph Lstiburek, Building Sciences Corp., will present a keynote address entitled "Wood is Good." Dr. Craig Mclntyre will receive an award of merit.

Forest Products Society meets June l0-13 at the Hilton Hotel/Knoxville Convention Center, Knoxville, Tn., for its 61st international convention.

Executives from major forest products companies will talk on this year's theme of "Opportunities and Challenges for the Forest Products Industry in the New Millennium." Curt Stevens, c.f.o., Louisiana-Pacific Corp. will present the keynote address. More than 125 technical and scientific presentations are also scheduled.

Social events include the annual Paul Bunyan party, held at the Museum of Appalachia, Norris, Tn. Attendees will enjoy a barbecue dinner, live bluegrass music, and can visit a Civil War encampment and operational turn-of-thecentury sawmill.

New Name New Corporate Office Same Friendly Salespeople

More than just another wholesale company More than just another reload facility

Proud to represent Mill Sales for the following mills:

ATC Panels - MDF and Particle Board

Welcome Wood Industries - Fancy Plywood from China

Inventory in Stock for "Just-ln-Time" Inventory Control Green Doug Fir. KD SPF OSB Plywood

Cedar fencing . Composite Decking

COMPTETE LOGISTICS SOTUTIONS

Trucking . RailCar Unloading

Container Dray and Stripping

Warehousing Storage - Short term and Long term

Join our team of growing customers and employees

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ERICR PRRxER PRESIDENT

DTNNIS R. PARKER cEo

WTLLTAM CRRlE-rorl TOop ANoeRsoN VP OPERATIoNS VP SALES./MARKETING

RICHARO CRRTETOI.I MA'ITHEW PARKER MANAGER SALES AS5OCIATE

BnIITR PARKER LoRIVILLALOBOS

SALESASSocIATE OFFICEMANAGER-MARKETING

JIM SALo ALEX DEI.cRno

FINANCE CONSULTANT OPERATION'5 CONSULTANT

Hiring beyond the tip of the iceberg

Wffi |:JT:'J:'":"" #':ii,iT

ee, it's helpful to visualize the image of an iceberg with l}Vo visible above

the surface, and 90Vo the surface: The visible l07o is limited information:

By Dave Kahle

invisible below necessary, but

. Skills

Purchasing:

Gredit: We empower you with tools that help you make good credit decisions.

Marketing: We supply the requisite information for effective marketing and sales initiatives,

.

Experience . Education

The invisible 9OVo is the essence of the total person and helps to create a Good Job Match.

. Thinking Style

Behavioral Traits

.

Occupational Interests

The difference between what you see and what you need to see can make the difference between hiring a top performer or an underperformer.

Companies that use pre-hire and coaching assessment tools discover that certain key attributes for attaining sales success are not always apparent during a traditional interview relying on a resume and scripted questions. Key attributes are often hidden below the surface (of the iceberg) and have the potential to sink your sales forecast, if they are not discovered in time. These include competitiveness, selfreliance, persistence, energy level and sales drive.

Furthermore, there are seven important sales behaviors that affect sales performance and are often invisible even with existing employees. They are (1) prospectinC, Q) closing, (3) call reluctance, (4) self-starting ability, (5) teamwork, (6) building and maintaining relationships, and (7) compensation preference.

Companies that use pre-hire and coaching assessment tools to see more of the total person can also increase the likelihood of hiring top performers by asking themselves this question:

Q. Which of these two choices is more likely to result in an effective salesperson?

l. Hiring someone with technical expertise and training them to become a salesperson, or

2. Hiring someone with sales aptitude, and training them in the product knowledge and technical aspects of the job?

A. That's simple. I think you are almost always better off hiring someone with sales aptitude and educating them in the technical part of the job.

Here's why:

l. In uny population, there are far more people with technical aptitude

than there are with genuine sales aptitude. So, good salespeople are harder to find than good technicians. That's one reason why a good salesperson earns more than a good technician.

2. Sul"r is a more difficult job than engineering, technical repair, or

any of the other highly technical professions. Technicians invariably work with "things," and "things" have reliable and known characteristics. Salespeople, on the other hand, invariably work with people. Each individual

(Please turn to next page)

Callthe experts:

"Some Common Sense Discussion About Lumber Molil'

A New Publication from the Lumber Association of California & Nevada!

The issue of lumber mold has been a major topic in the lumber industry for many years. Much has been written on the subject-some accurate information, some inaccurate.

This new brochure on lumber mold is a document lumber dealers and others in the wood products industry can provide to concerned customers-both builders and consumers.

The brochure has facts on lumber mold and other types of fungi, with photos of common molds and fungi. It also provides basic information for consumers and builders to take in any project as well as extensive references from reputable scientific sources for those wanting to know more about the subject.

Hiring the Tip of the Iceberg

) person is ultimately an unknown combination of thoughts, feelings, values, goals and beliefs-incredibly complex. Now add together a group of people in the context of a business, and you have a difficult and complex situation, full of unknown variables.

If you can find someone with the qualities to handle this chaos-the discipline to work an effective. unsupervised workweek, a personal self-image

strong enough to withstand daily rejection, the motivation to press on no matter what-training them in technical details is the easy part.

5. Technical people who become salespeople view their job as uncovering technical problems to solve, and then proposing solutions to those technical problems. While this is a component of the job, it dramatically limits the person's effectiveness.

Those of you who are familiar with my "peeling the onion" analogy will

recognize that technical problems are very near the surface of the onion. As long as a salesperson views their job as that offinding solutions to technical problems, they'll never penetrate to the heart of a customer's goals and motivations.

While technical problem solvers are working at the surface of things, the professional salespeople are working with their customers on systems and partnerships. The largest sales I ever made were at deep levels in the organization, where systems and corporate philosophies and values were more important than technical issues.

4. Finatty. from a pragmatic point of view, it's easier to educate someone in product knowledge and technical applications than it is to train someone in sales skills. Product knowledge and technical issues are knowledge, and knowledge can be learned. Sales, on the other hand, requires a complex combination of aptitudes. motivations. beliefs, concepts, skills, processes and tools. You are far better off hiring someone who has the raw core competencies to develop into an accomplished salesperson, than someone who has gained knowledge but doesn't have the aptitude.

That said, don't think that just because someone has sales aptitude, they don't need instruction in the competencies that make one an effective salesperson. Just like any other profession, there are specific competencies that effective salespeople practice.

See to it that salespeople are trained then stimulated to continually develop their skills, rather than simply allowing them to leam by trial and error.

Instructions: Fill in the grid so that every row, every column, and every 3x3 box contains the numbers 1 through 9 once. Therefore, each number in the solution will be unique in each of three "directions."

The solution is on page 98

- Dave Kahle is a consultant, trainer and author of Ten Secrets of Time Management for Salespeople. He can be reached via www.davekahle.com or at (800) 33r-r287.

12ways sales pnos scFew up sales meetinqs and horru to fix $hem

By Pam Halloway

l-rAN you relate to this? You're \-,lookins across the sales counter into the faJe of a couple who would be perfect clients for you. You know what you can provide is perfect for them and you're 99Vo sure they will accept your proposal. Then something goes wrong. They walk, and you don't know why. Sound familiar?

We've all been there, some of us more often than others. Worse, many salespeople will continue to face that situation and not understand what continues to go wrong.

The good news is, as disappointing as those situations are, they serve as outstanding learning experiences. They also provide rare opportunities to examine and improve the way we connect with our prospects and clients. Over the past eight years, we've analyzed this exact, specific point in the sales process. We now understand how professionals screw up sales meetings-and how to fix it. We believe that you can't fix something until you know it's broken, so let's begin with the 12 ways we

screw up and see how to fix them:

1. Focusing on younself

You, your product, and your company are only valuable to the client to the extent you can solve his problem or give him what he wants. The client doesn't want to hear your presentation of who you are, where you come from, what you value, and what you do. All of that is completely irrelevant to the client outside the context

(Please turn to page 68)

Sales Meeting Screw Ups

(Continued from page 66)

of his specific needs and wants. Those are what the client wants to talk about. Get to them quickly. There really is one hard and fast rule: It's never about you-it's always about the clientl

ff. Taltlng too much

Nearly every sales professional falls into this trap. You'll be on a roll and realize that you've been talking for a long time. Unfortunately, when you're talking, you're not doing the most important thing that is the critical to the sale-focusing on the client!

The safe rule of thumb for the ratio of listening to talking is 80-20. If you're in a meeting and find yourself talking more than 20Vo of the time, just switch to a question and be quiet.

In general, you might want to examine your selling process and look for ways to improve it. Remember, the key to selling (actually any situation involving influence or motivation) is to ask questions and help people come to conclusions on their own.

S- ruot asking questions

Questions are the heart of an effective selling situation. They serve two purposes:

( l) The primary purpose is to involve the client and help him come to his own conclusions. Often. that's thc conclusion you would have presented. The difference is. if the client comes up with it, he believes it, but if you present it, the client doesn't necessarily believe it.

(2 ) The other role of questions is to elicit information that will help you frame your product or service inside the client's criteria and values.

4. nstlng the wrong questions

Some salespeople ask way too many questions, or they ask inelevant questions. The client must perceive the questions as valuable and relevant. The client must believe that your questions are important, and that his answers will enable you to create a better result for him.

S. Confusing them

Our research indicates that the most common way for salespeople to screw up client conversations is by

confusing the client. Here's hdw this happens: you deliver too much information, use terms and references that aren't familiar to the client, or you do a "data dive."

Remember this: a confused mind will always say NO. Confusion is uncomfortable and people don't say yes when they're uncomfortable. Further. most people go into an analytical mind set when they're talking with someone who is a professional in something they're unfamiliar with. The analytical mind set always says NO until it has gathered enough information to make an informed decision.

6. Excluding the real decision-maken

When you see more than one person across the desk from you. it is your responsibility to connect with each one. At the very least you must identify the primary decision maker and address them.

Never assume you know who the primary decision maker is. Too often in a situation with a husband and wife, the sales person will assume that the husband is the primary decision

(Pleose turn tu page 76)

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Are you an owner

hy choicei"m""H;

By Bernard Kliska

IXCeef for business founders. I-lmost

family busrness owners don't choose tb become owners. Ownership usually comes to them via inheritance or as a gift.

It is critically important, however, that remaining an owner be a matter of choice. A family business deserves owners who want to be owners, not owners who are forced to be. Nothing could be worse for a business than having uncommitted, unhappy owners. Yet many miserable shareholders continue as owners because the price of not being one is too high or because they see no way out. And in many family businesses, there isn't one.

Ownership as a Thap

Owners who want to be owners do so for a variety of reasons. They say, "Being an owner helps me feel connected to the family." "This is part of my legacy." "I'm a steward, and it's part of my responsibility to carry this business on." Or, "I like the financial returns." Some also think that ownership offers them unofficial rights, such as the right to employment in the business or a seat on the board. Obviously, owners don't want to give up what they perceive as benefits.

Nevertheless, some of what may seem to be benefits can be traps. It's not healthy, for example, when ownership is the only thing or the main thing that makes an individual feel connected to the family. When asked why they don't sell their stock, some people say, "Because that would cut me off from the family." So they stay owners when they would rather not.

Unofficial entitlements, such as providing owners with employment

or the prestige of being on the board or other perks just because they are owners, are inappropriate and something we discourage. They're not good for the business and probably not good for the family either.

Staying an owner because you like the dividends is fine for an investor, but it doesn't qualify you as a good and effective family business owner. It is better, perhaps, to sell your shares to a family member who would really care about being an owner and invest your proceeds somewhere else.

Providing an Exit

We encourage business-owning families to provide shareholders with the opportunity to make a "graceful exit" from ownership. The only way to make ownership truly voluntary is to give owners the option of getting out, and that requires the family to

have some kind of redemption policy.

Many families avoid creating redemption policies under the questionable notion that they want owners to stay owners forever. They fear the harm that can come to a business when the demands for redemption that are placed on it at any one time become too great for it to handle.

That's a legitimate fear, but it's one that can be managed through a carefully crafted policy that balances the needs of people who want to cash in their shares with the need of the business for capital. Such a policy is likely to state that redemption can occur, but that it can only occur under certain circumstances-such as when a given amount of money is available. It might specify that redemption can occur when capitalization exceeds a certain amount, or it might provide that a certain percentage of profit will be set aside each year in a pool that will be available for redemptions.

Creating a redemption policy is not a do-it-yourself project. Such policies are complicated from the perspective of tax and securities law, and they get you and other owners into discussions ofdifficult issues, such as the value of shares, shareholder or buy-sell agreements, and the like. You will need the help of your lawyer and your accountant in drafting a redemption policy.

Unhappy Owners

What if you're an owner who is unhappy with the way the business is being managed? Well, there are "best practices" unhappy owners can follorv.

We suggest to unhappy owners that they are acting responsibly when they (1) are educated about the issues on which they disagree; (2) put the

collective interest ahead of their individual interests, and (3) go through proper channels. bringing up issues with the family council or council of elders and speaking up at shareholders' meetings. It can be damaging to the family and to the business to air one's disaffection to the media with the hope of bringing about change, and we don't advise doing so.

What if, from your point of view, you've done all the right and responsible things and there is no change? First, you can attempt to pull together a significant group of owners who share your views and express them to the board. As a last resort, you can sell your stock. As any good owner knows, it will be hard to stay effective as an owner of a business when you are so dismayed with the way it is being run. Selling when you really want to be a good owner, however, is a very difficult choice to make.

Emotional Liquidity

A business-owning family needs not only to provide opportunities for financial liquidity for owners but also to provide them with "emotional" liquidity. By that, we mean families ought not to confuse ownership of the business with membership in the family. When someone chooses not to be an owner any longer, he should not be made to feel that he's a disgrace to the family, that he is betraying others, or that grandfather is turning over in his grave. Assure people that although they are no longer a part of the business, they are still an important, valued and welcome part of the family.

A side benefit of providing owners with opportunities for exit is that doing so contributes to their independence. It enables them to make important decisions about their own lives.

The most important benefit to the business, however, is that it helps ensure a caring, active, committed ownership group. Unhappy owners can be weeded out and replaced with owners who will give the business the support it needs to prosper.

- Dr. Aronoff and Dr. Ward are cofounders and principals with The Family Business Consulting Group Inc., Marietta, Ga.: (800) 551-0633. Dr. Aronoff can be r e ac he d at ar onoff@ efamilyb us ine s s.c om. Dr. Ward can be reached at ward@efamilybusiness.com. Reprinted with permission from the Family Business Advisor, a copyrighted publication of Family Enterprise Publishers. No portion of this article may be reproduced without permission oJ' Family Enterprise Publishers.

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oR Nu mak g goorl deci iuns e anatorn!|

Bv Deanne l)eMarco

[TVERY daY we are confronted

Irwith decisions that affect our lives in varying degrees. Without effective decision-making skills and strategies even the most talented and brilliant can experience crushing disappointments.

The ability to make sound decisions is critical in today's world of quick fixes and superficial solutions, particularly when a crisis occurs or

tough choices need to be made. Decision, choice or judgment errors can have grave consequences. Here are some tips that can help you make sound decisions, no matter what the situation.

Deal:Strategies fur Making Eood llecisions

L. Analysis.

At the heart of good decision-making is the ability to conduct proper analysis of the problem. All too often decision-makers rely on opinion rather than facts. Unfortu-nately, we are often plagued with inconsistent messages and incomplete data. Another issue is the problem of self-serving bias. Managers often listen to the people who share a common viewpoint and may disregard

The FSC Logoidentifies forests which have been certified in accordance with the rules of the Forest Stewardship Council.

information that conflicts with their position.

Another analysis issue is bad data. According to a recent nationwide survey by Harris Interactive, 757o of workers made business decisions that were later determined to be wrong due to faulty data. The Harris survey recounted that 94Vo of American workers trusted their data and did not seek additional sources when making a decision. Workers admitted to making bad decisions on information that was inaccurate, incomplete or contradictory.

2. tJtilir" decision-making tools routinely.

There are a number of effective decision-making tools. One easy to use tool is the pro/con T-chart. Before making decisions identify the outcome pros and cons. After a list has been generated go back and put a value on each of the items. By writing it down you will be more likely to see the value of the outcomes for the decision.

Another excellent tool is the fishbone diagram suggested by Ishikawa. The fishbone diagram is used to identify the causes and effects of the problem. If a decision is made to correct the wrong cause, the problem will not be solved and new problems may develop.

To construct the fishbone diagram, draw a long horizontal line that represents the problem. Then draw diagonal lines from the horizontal line. Label each line with issues that relate to the problem; for example, people, machines, materials and methods are typical problem issues. From each of the diagonals draw shorter lines that run parallel to the problem line. On these lines identify specific issues that affect the larger problem. This visual analysis diagram is one way of helping the decision maker analyze the problem's cause and effect.

3.Identify criteria for a good decision.

What would a successful decision look like? What is required of the solution? When the decision is between a set of alternatives, first identify the criteria required for the ideal solution. Utilizing a written clear set of criteria and then weighing solution alternatives against the criteria can improve the accuracy of the process.

4.

Co-e up with a list of possible solutions.

All too often decision makers will stop at the first solution. Develop a list of possible solutions-even zany, offthe-wall ideas. By developing a list of solutions, the ability for creative problem solving increases. Further analysis is completed by re-evaluating the solutions for the best alternative or process that would solve the problem.

No Denr-: Becisian-Making Warnings

1. Emotional decisions.

Emotions often override our better judgment and ability to m.ake sound decisions. When a situation triggers an emotion, need or temptation, we will very often make a bad decision. The sport stars clearly demonstrate how emotion can lead to bad decision-making. There was one top basketball player making millions a year in salary and endorsements. He had a beautiful wife and new baby-and was one of the most respected athletes of the day. His emotional decision to have sex with another woman, regardless of consent, put everything at risk. On the court this player

(Please turn to next plge)

nt North Pacific, our California EWP Team is focused. We do one thing and we do it well. We are a team of engineered lumber professionals with over 150 years of combined industry experience. We provide expert technical assistance and a full line of engineered wood products to meet your residential and commercial construction needs.

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Denl on No Drnl

( Continued from previous page )

was emotionally, mentally, and physically prepared. Off the court, he made a thoughtless, emotional, poor choice.

2. Ti-"-p""ssure decisions.

Time pressure or clock crunching leads to faulty decision-making and bad choices. Time restraints put added stress on the decision-maker. and oftentimes force the manager to make a judgment based on incomplete analysis. When a quick decision needs to be made it is often a bad choice.

3. Over-Confidence.

While confidence is good in many situations, having too much confidence can work against you when it comes to making good decisions.

The over-confident person feels that if his or her actions will influence a situation and the outcome will be positive, then the resulting outcome will be judged as overly high. Many times people are blinded to alternatives and other points of view because of over-confidence bias. This type of individual is often sumrised to learn

that their probability judgments are incorrect and their ability to accurately predict outcomes is unrealistic.

4. Reluctance to ignore invested costs (sunk cost bias).

The fear of wasting money and time invested in a project often prevents us from looking at the project objectively. Managers will often ignore the problem or progress of a project.

As v.p., you have sunk $500,000 into a project that is not delivering on its promises. Choice one: you scrap the project and start again. Choice two: you sink additional money, time and company resources, hoping that the project will deliver. In most cases, because of sunk cost bias, choice two is the road that is followed. In hindsight you knew the project was doomed for failure. On paper this appears to be a foolish mistake; however. this scenario is all too real.

Shall We FIip a Coin?

Making sound decisions is more than using luck or common sense. Utilizing a systematic process of analysis for decisions enables deci-

sion-makers to make more informed choices. The important point is not to push one particular method for problem identification and analysis, but rather to encourage the use of decision-making tools for making better decisions.

- Deanne DeMarco, MA, RCCI, is an award -w inni n g traine r, c ertiJie d bus ine s s coach, keynote speaker and author of Speaking of Success. She can be reached via www.breaking-boundarie s.com or (866) 9t2-6224.

Solid. Just like our support.

There are a lot of good reasons for using LP Engineered Wood Products. They're light, they're strong, they're easy to install, and they build the kind of solid houses that keep homeowners happy. And, no matter which products you choose, you can feel confident LP will back you with a network that resolves problems quickly, so you can focus on building your business. For more information on the full line of LP products, call 1.800.999.9105 or visit www.lpcorp.com.

True Value Rolls Out Big Plans

True Value, Chicago, Il., wants to increase its share of the d-i-y market through financial incentives to members who add new stores, a new multi-media advertising campaign, and a redesigned store format that will be larger and more user-friendly-especially to women.

"Our vision is to help every True Value be the best hardware store in town," said president and c.e.o. Lyle Heidemann."Being the best is more than just growing in size. It's our responsibility to equip our members with the tools and resources needed to operate a profitable retail store and continue providing their customers with the topnotch service and expert advice that they've come to expect from their local True Value."

Heidemann said that the 4,200-member co-op wants to add 1.5 million sq. ft. of retail space in the next three years, to generate $225 million of new retail sales. To reach this goal, the company will hand out incentives in the form of inventory discounts, merchandising and marketing assistance, and an interest-free loan to be repaid in 10 years. As an example, a member who opens a 10,000-sq. ft. store would receive about $350,000 in incentives.

The new ad campaign kicks off mid-April and focuses on the co-op's knowledgeable staff and extensive product range. TV ads will show True Value employees encountering the same challenges their customers face. Magazine ads will communicate that True Value has the tools, products and advice consumers need to solve these problems.

Online banners on HGTV.com and DlYNetwork.com, as well as text in the print ads, will steer consumers to StartRightStartHere.com, a microsite featuring three new articles per month during April, May and June, offering project advice on painting, lawn and garden, and home repair and maintenance. "This is an opportunity to establish new relationships with younger customers and firsttime homeowners, as well as deepen the relationship with our current customers," said marketing v.p. Carol Wentworth.

The new store format is taking shape inside a warehouse outside Chicago and will be unveiled in October at the company's dealer meeting in Atlanta, Ga.

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Sales Meeting Screw Ups

(Continued from page 68)

maker. Big mistake. Give equal attention to each person.

7. Claiming cnedibility rathen than demonstrating it

Saying you know X or have Y credentials isn't relevant to the client, unless you are able to show how those things help the client. If the client hires you to fix his Lexus, your degree from Auto Shop Academy is only of minimal importance. The real test is if you actually have the ability to be effective on high performance import cars. The best thing you can do is provide proof.

How can you gain credibility before you get to demonstrate it?

Simple. Use the Law of Other Messengers. People believe what others say about you more than what you say about yourself. For example, pro-

vide a book of endorsements, display photos of you with happy Lexus owners, and/or show certifications from Toyota.

8. ruot speaking the "language"

We honor our clients by presenting information in a way that matches their mental preferences and personality. If I am a visual person, it is your responsibility to recognize that and explain your product or service in visual language. If I prefer structure and a process, then it is your responsibility to provide the structure or stepby-step process. To be successful at this, it is vital for you to become proficient at reading your clients.

9. fVlallng it difficult to work with you

Companies and individuals lose sales because the process of doing business is too difficult. If you ask me to fill out forms, provide scads of

data, or answer lots of questions, the value of the end result will be reduced proportionately by the hassle of my involvement. And, if you collect lots of information, you darn well better use it. Recognize that my time and energy are valuable to me.

Anything you can do to make the process easy and painless increases you chances that I will initiate and complete the process. For example, life insurance firms often deliver applications that are already filled out. Simply sign here, please.

1O. ruot recognizing "hot buttons"

Clients give you clues as to what excites them or angers them. Good salespeople recognize both the negative and the positive "hot buttons" and respond accordingly.

For example, if you're paying attention to me, you will quickly see that one of my hot buttons is someone telling me they know what's best for me. If you do this before asking appropriate questions or getting to know me, I'll walk away and you'll have an adversary. The key to recognizing this is simply to pay attention and read the client.

11. ruot showing respect

Once again, we go back to the hard and fast rule: It's never about youit's always about the client! You may assume I don't know beans about cars or sound cards or financial planning, and that may well be true. But, if you act as though I'm an idiot, you'll lose me as a client and gain me as an adversary.

12. eeing needy

We've all been needy at some point in our lives. We know what it feels like, and we've seen how other people retreat from us. We've done some fascinating research on the ability to read another person's emotional state. Neediness is a powerful emotional state that is easily and quickly perceived by other people. When they feel it, they get suspicious of your intentions.

Needy people do not focus on the best interests of the client. They focus on themselves and satisfvins their needs.

In conclusion, you can't get to where you want to go until you know where you are. And, you can't fix a problem until you know what the problem is.

What you've just read are the descriptions of the most common problems made in selling situations. The good news is the solutions are simple and when you implement them, you become a higher quality professional, attracting higher quality clients.

- Pam Holloway is a business psychologist, kenote speaker, and co-founder of AboutPeople, a training and consulting firm that helps companies maximize the people side of business. Contact her at pam@ aboutpeople .com.

Send us your news!

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

Just Fax your news to 949-852-0231 or email to kdebats@ building-products.com. (a free service)

products

Exotic Decking

Hemispheres plastic decking from Trimax Building Products is available in four different deck-board desisns and nine exotic colors.

Two sizes are available-4"x4" or 6"x6" -for easy installation that requires no additional wiring or electricity.

- Please contact (866) 780-3507 or visit www.postcaps.com

Handy Pail

A fixed bracket allows the HANDy ladder pail to be attached directly to most step and extension ladders.

concave decorative sates for the Chesterfield line. stainl-ess steel gate hardware with the look of Old World wrought iron, textured post caps in several sizes and finishes, and swoop and S-curve sections that allow a stylish but functional way to change fence height.

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Toasty Floors

An all-in-one kit from Nuheat contains everything needed to add an electric radiant fl oor-warming system to floors in small spaces such as a bathroom or kitchen.

Also offered are traditional screwdown planks, solid groove-andgroove boards, and solid tongue-andgroove boards. All reportedly require no painting and little maintenance.

- Please contact (866) 987-4629 or visit www.trimaxbp.com

Tiffany Post Gaps

Tiffany-style stained-glass post caps from Maine Ornamental use solar power to light fences, decks and outdoor living areas.

Made by Bercom International, the product holds more than a gallon of paint, stain, solvent or other liquid. An embedded magnet holds tools or brushes in place, while a built-in grid is designed for use with up to 9" paint rollers.

- Visit www.handypaintpail.com

Fence Enhancements

New decorative elements enhance the beauty of CertainTeed's Bufftech vinyl fencing. Items include 6-ft. convex and

Three styles are offered: California grape, sunflower, and mission. Each is mounted on a wood base constructed of either pressure treated pine, cedar or redwood.

Each kit includes a floor warming mat, a seven-day programmable thermostat, a fault indicator to ensure correct installation, plus an installation CD and manual.

- Please contact (800) 778-9276 or visit www.nuheat.com

Secret Hideways

Bookcase doors from WoodfoldMarco provide a space-saving option for closets, pantries, wall safes, wine storage, home offices, or hidden rooms.

Choices include solid-wood bookcase doors in two sizes and three natural wood veneers (oak, cherry and maple). Each door comes assembled with a low-profile steel threshold, adjustable top guide, and custom hinge, pivot and roller system.

- Please contact (503) 357-7181 or visit www.woodfold.com

Easy Care Screens

Eon screens look like wood but require little maintenance while providing pool privacy or hiding unsightly garbage cans or air conditioners.

Greener Plywood

Three kinds of plywood panels manufactured by Timber Products Co. reportedly meet or exceed requirements of the primary green building programs, including LEEDs.

Green T Arreis is a MDF core product produced with a formaldehyde-free adhesive and 1007o postindustrial recycled wood fiber.

posite material, to prevent spin out. Then the cap-style head captures any "mushrooming material," keeping it out of sight for a clean look.

- Please visit www.strongtie.com

Private Fences

Seclusions composite privacy fencing offers beauty and low-maintenance from Trex Co.

Three and four panel models are available in heights of 66" and 44", to match the company's lO)Vo plastic decking, railing, fencing and spa products.

- Please contact (866) 342-5366 or visit www.eonoutdoor.com

Green T Veneer and Green T Particleboard use the same resins and reportedly have the same physical properties as standard products.

- Please contact (800) 547-9520 or visit www.timberproducts.com

Composite Screw

Simpson Strong-Tie's ComposiLok deck screw reportedly combines easy installation and reliability with a finished look that complements any composite deck.

Made of 50/50 reclaimed wood and recycled plastic, the product comes in saddle and Winchester grey and never needs staining or sealing.

It reportedly installs easily with regular tools, and posts do not require reinforcement.

- Please call (800) 289-8739 or visit www .trexfencing.com

Exterior Mouldings

Bodyguard has introduced a new line of exterior mouldings to complement its existing exterior trim and siding products.

Wings on the shaft of the screw counter-bore a hole into a deck board and create a channel for excess com-

The exterior moulding is constructed of plantation-grown radiata pine, which is fingerjointed and coated with a two-coat primer that reportedly protects against termites, rot or fungal oecay.

Included are utility profiles such as brick mould, stucco mould, and sill, as well as decorative profiles such as casings and crowns.

- Please visit www.bodyguardwood.com

Cabinets With Style

Yellowstone kitchen cabinets from Timberlake have a clean, square Shaker style recessed center panels. with full overlay frames and

Drawers have five-piece fronts with dovetail construction and full access hidden glides. Three colors and five glazes make customization easy.

- Please visit www.timberlake.com

Do-lt-You rself I nsu lation

SolarGuard reflective insulation from Guardian Building Products is now packaged for retail sales.

Available to the contactor market for seven years, the three-layer product is designed to reflect up to 97Vo of radiant heat, cut energy consumption, and reduce hot wall problems and ice damming.

- Visit www.guardianbp.com

Tougher WeUDry Vacuums

Industrial wet/dry vacuums from Ridge Tool Co. are designed for cleanup of heavy debris and liquids.

Available with either a 14- or l6-gallon drum, the product has a two-stage motor, a patented blower wheel, and a three-layer pleated filter for increased efficiency and long life. Both models convert to 150-mph blowers.

- Please call (800)769-7743 or visit www.ridg,id.com

Taller, Stronger Studs

SolidStart LVL wall studs from LP Building Products have met ICC acceptance criteria for AC2O2 certification.

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The product typically replaces dimensional lumber, especially in tall-wall applications, and reportedly offers superior strength and uniformity with less deflection and twisting.

- Please visit www.lpcorp.com

Asphalt Shingles

Asphalt shingles that reportedly portray the look of real wood shakes are the latest addition to TAMKo Buildins Products' Heritase series.

INTERIOR FInE RETARDANT

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THIRD PARTY INSPECTED

The product is available in five colors-weathered wood, charcoal, redwood, fossil gray, and chestnut-and is UL listed for Class-A fire and wind resistance.

- Please visit www.tamko.com

Walls Of Beauty

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Private Picture Windows

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Wintlow,s nrcirsulc Jt)"rJ()". l itlr lL choicc ol' lirr"rr ll'arrc coiors.

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Vessel Faucet

Pr.ie c I)listcr hus arldcrl u sinqlc c()ntr()i rcsscl laucct in scvcral I'inislr t'. to itr \.hlielrl C'trllr'etrtrrr.

Thc 8.-5"-tall taucct is toPpccl u'itlr a clistinctirc punrp hancllc lirr a traclitional look that con.rplenrents l'essel sink basins.

\\'aterful I -clilected flolv lrrov i cle s lun urc ol' u atcr lirr -grcatcr sink clcarance antl better basin access.

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Wine Country Tile

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Scrcrul sizcs urc ur.'uilublc: I li"r I t". l.l"r 1.1". anrl 6.-5"x6.-5". pltrs u -l"r l-1" brrllnosc rrncl l.l"r | .1" shccts ol nrcslr nroturtccl nroslric.

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- Pletr.tr: (otrtu( / /,\,1,!t 2-ifi-l-i99

o t t' i.s it rr.'rlr'r'.lrsb1r.;r'l. tt i r t l t t t .s .t r tr t t

Iiir c colols honol thc r;r'incs ol Sononrii: nrcr'lot (r'ccl). cirbclnct (bluc). zinlantlcl (tlupc). chalclonnay (golrl 1. irncl saur isnon (nocc).

I'ltust ( otrtu('t (,105) 718-509 l t t t' t i.s i I trvtr tt tt' tI i I e r ru n(' u- usu.( o | r

Launder Through

An ornamental laundry-room door joins other specialty doors from Simpson Door Co.

The word "Laundry" is engraved above a vintage washtub and washboard on a frosted glass background.

German Engineering

German-engineered Spax heavyduty screws feature a patented thread design that reportedly outperforms traditional screws in a variety of construction applications.

designed for 9' or taller rooms.

CMI manufactures the doors of molded, high-density fiberboard to resist shrinking, cracking, and joint separation.

Heights of 6'8" ,'7' and 8' are available, in widths ranging from 2' to 3'6".

Doors can be constructed from one of five wood species or custom ordered in almost any species desired.

- Please contact (800) 952-4057 or visit www.simosondoor.com

Distributed by Trufast LLC, the thread serrations on the screws reDortedly eliminate the need for predrilling in wood, prevent splitting, offer good tear-out resistance, and require less driving torque-preserving the battery life of cordless power tools.

- Please call (419) 636-6715 or visit www.trufast.com

Taller Doors

CraftMaster Corvado is a twopanel, square-top interior door

"Air Seasoned Fencing"

Sizes passage

incfude 6'8" ,7' , and 8', in widths from l'6" to 3'.

- Please call (800) 405-2233 v i s it www .cr aftmas te rdoor s .c om

Manufacturers of High Quality Incense Cedar and White Wood

Sierra Cedar Products, LLC is located in Marysville, California. Our location is excellent for quick shipment via truck, pig van or rail to all locations nationwide and world wide.

o Air seasoning creates stability in our products.

o Current total production in excess of 40 million bd. ft. per year.

. Gradin€ in accordance with WCLIB and WWPA.

o Delivered prices available upon request.

. Full load volumes onlv.

MOUNTAIN STATES Lumber & Buildino Material Dealers Association held its 2007 Building Products Expo March 8-9 at the Merchandise Mart, Denver, Co. (1) Steve Harper, Mike Keown. (2) UliWalther, Bill Lieberman. (3) Steve Polsdofer, Tom Kowal, Owen Kemp. (4) Jeremy Jiricek, Dave Hupp, Alan Bell. (5) Bob Maurer, Larry Stonum, Pat Callahan. (6) Todd Hofman. (7) A,J, Kolarsick, Chris Brown, Gary Roth, Jim DiSaverio. (8) Larry Sell, Cheryl Weaver, Diane Rumbold.

(9) Brent Volheim, Ross Bowerman. (10) Loren Skieret, Joel Peterson. (11)Al Jamieson, Joe Urbani, Louis Guzman, (12) Lee White, Stan Jensen, Dan Coleman, Tom Beall. (13) Tim Hulstrom, Vanessa Peterson, Doug Fabrizio. (14) Ned Voth, Tom Sharp, Ted Gage, Tim Ridpath. (15) Lou Raimondo, Brett Bleichrodt, Richard Parrott. (More photos on next two pages)

MOUNTAfN STATES EXPO (continued from previous page): (1) Jim Miller, Jim Albertson. (2) Ben Brogoitti, Stacy Stroup, Carol Kelly, Scott Donaldson, Dave Hyman, Steven Hislop. (3) Jenney Chapparo, Mark Simons. (4) Brad & Anna Andvik, Stuard Koci. (5) Erol Deren, Garrett Gill, Ken Koenig. (6) Dan Steiner, Tod Knox, Troy Mason. (7)Ted Greb, Dan Lunde, Bill Hendricks. (8) Vic Hull, Col Cook, Terry Frank, Marc

Tormohlen. (9) Richard Bridges, Richard Goodman, Greg Louden. (10) Marietta Dodson, Bob Kavli, Dave Dalton, Dan Coleman. (11) Jack Skillman, Collin Holzinger, Rick Zimmerman. (12) Troy Karsten, John Spruiell. (13) Jason Faulkner, Harold Dodero. (14) Mike Mafiin, Dale & Vivien Larsen, Carlos Sandaval.

(More photos on next page)

MOUNTAfN Hl (continued from previous two pages): (1) Don Bodemann, Craig Hill, Frank Dow, Gary Sheets. (2) Ken Saldi, Penny

Schneider, Mike Gerhart. (3) Mary Moore, Ron Engel. (4) Jim Lacefield, Chad Fowler, Gary Wadhams, Jerry Sawyer. (5) Rick Hogue.

WESTERN WOOD Products Association held its annual meeting March 10-13 at the Hyatt Regency Resort & Spa at Gainey Ranch, Scottsdale, Az. (1) Tim & Vicky Hoskinson, Steve Gould, Stephanie Smith. (2) Bob & Sharon Lewis. (3) Melody & Ken Tenneloss. (4) Kim & Jamie Trenter. (5) Bob Mai, Jim Pepple. (6) Mike Stevens, Mike Colgan, Jim Neiman. (7) Gretchen & Mike O'Halloran. (8) Mark Palmer, Terry Kuehl. (9) Todd & Michelle Gallant, Mono & Jerry Johnson, (10) Janet McCoy, Wade Mosby, Ron McCoy. (11) Jim Enright, David Weza. (12) Michael Voelker, Tim Cornwell. (13) Eric Schooler, Russ Tuvey, Mike Phillips. (14) John & Jan'eane Kassik, Barbara & Bill Pearson. (15) Butch Bernhardt, Tom Hanneman. (16) Teresa Rowe, Bob Shepherd.

(More photos on nert Mo pages)

AT WWPA (continued from previous page): (1) Jim Rarick, Carol

Flannery, Jeff Hodge. (2) Cyndee Johnson, Lee & Janelle Jimerson. (3) Julie Longanecker, Chris Ketcham. (4) Pat & Wendy Harris, Mike

Freeman, Janet & lke Anttila, Shawn

Casey. (5) Steve Schmidt, Cindy

Lemcke, Roger Britt. (6) John & Barbara Ferguson, Robert West. (7)

Mark & Jane Porter, Kathryn Vernon. (More photos on nert page)

Vandegrift, Laurie Creech, Kevin Binam. (4) Becky & Art Harwood. (5) Frank & Chloe Pearson, Rick Palmiter. (6) Mike Van Valkenburg, Bill Peressini, Andrew Miller, Jim Nave. (7) David Jesseau, Janet Corbett, Max Blatt. (8) Jelf Webber, Mike Durga. (9) John Malloy, John Kaffeto. (10) Mitch Wagner,

WWPA MEET (continued from previous two pages\: (1) Mike Friesen, Scott Ellis, Kip Burns. (2) Debbie Vaagen, Renee Wilson, Monica Stormoen, Adele Pepple. (3) Joe Heitz, Sheldon Howell, Jim

Tom Lovlien, Craig Larsen. (11) Mark Palmer, Sean Tighe. (12) John & Maureen Branstetler. (13) Jimmy Clay, Stacy & Kraig Koehler, Steve Dezwarte, Dann6 & Jack Greene.

Capital shows oJl Denver DC

CAPITAL LUMBER held an open house at its Denver, Co., distribution yard March_8, coordinating with opening day of the Mountain States Lumbe.r 8^Building Material Dealdrs Aslociation's Building products

E-lpq (t) Steve Myrich, Asa Johnson. (2)Teresa Postel, De-nnis Lentz. (3) Dave Stuwe, Will & Jackie Wyatt. (4) Bob McCormick, Rich Nikander. (5) Jimmy Story, Mike Simpson, Jon Murphy. (6) Geoff

Kostelecky, Bob Applegate. (7) Jim Urting. Roy Archutetta. (8) Anna Vargas, Slu K.qq! (9) Gary Kulmas, Sam Jonbs, Jack Coperihaver, Kurt Peoples. (10) Rod Mathews, David Hillenburg. (11) Johh Gunzer, Michael Darby. (12) Tim Flynn, Bryan Hutchinson.-(13) Chris Ellsworth, larryStonum.^(14) Debra Lowry, Allison Swope. (15) Sergio Sandovat, John Kimber, Clarence Maes. (16) Walt & phillis Chase,

VISIONARY [$25,000 Plus]

Forest City Trading Uroup

Louisiana Paciiic

Nodh Paciiic

cHAMPTON t$r s,000-$24,9991

Sietra Pacific Foundation

Orienl

Curhrie Lumber & Disribution Centc6

Hampbn Lumber Sales Co.

Internalional Papet

Lematta Foundation

Meadwenvaco Corporatbn

owens Foren Producls

SmurfiLStone

Snavcly Forest Producb

Starker Forcsls, Inc.

Stlmson Lumber

Univer5a Forest Produc6

Wclco Lumber Corporation

PARTNTR [$2,000-$4,999]

Ande6en Corporation

Banks Corporalion

Bloch Lumbd

Boise Cascade

Conn€r Indunries, Inc.

David & Susan Fitzsimmons

Foxwodh'Calbr.rith Lumber ComprnY

Hancock Imbcr Resource Croup

Hutchison Lumber Products

ldaho Paciiic Lumber

PACIFIC NORTHWEST

lumber Association oi Lalrfornia & Nevrda

Wesl Coast Truss

Wood MouldinS & Millwork Producers

Douglas'fi mber Op$ators

floo Hoo Internationnl Club

Honolulu Club rl 42

Scrttle Hoo Hoo rl4

Ta(oma and Olympia Hoo Hoo s89

N{nh Ame.ican Wholcsnl0 Lumbel

I.M. Thomas Foreil Producls

Klumb Lumber Company

Marathon Fores Producs, Ltd.

Random Lenglhs

Rob€(s & Dybdahl lnc.

Seemac Inc.

Sietra Pacific Industics

T.W Hager Lumber Co.

Wekes Foresl Products

SUPPoRTER t$500-$1,9991

Ahilibi consolidatcd

Allen Bros Fore( Mana8ement Inc.

Alpine Lumber Co.

A5sociated Logging Contractors, Int.

Asso(iated OreBCrn Lo88ers, Inc.

Eabcock Lumber Company

(Charitable Trust)

Bennefr Lumber Products, Inc.

Bill & Cindy Anderson

Brtrd & Alison Johansen

C.rnbr Corporation

Cental Vallev Builder5 SupPl!

Charles lngram Lumber (lo.

Chri5 Snavcly

Conex Fofed Producs, Inc.

CuLpep€r Wood Prcscrvds

De Leeuw Lumber

Denver Lumber Co.

Deschules Pine Sales, Inc.

Disdcft) Lumber Co.

DNR F(rcslrl Minnerota

DW Di5tibulion Inc.

tlds wood Prcserving

tmpire Lumber Company

Empirc Wholestrle Lumbcr Co.

Eppe6on Lumber Sales, Inc.

Nonh Prciiir Clroup, Inc. WashinSt)n Firm Forestry Associnlion Clark Clounty Farm Foresq/ Associnlion Cowl tz C()untry Farm Foresty Asso(rat on Weyerhaeuser C0mpany Foundrlion whatcom Counlry Farm Foreslry Assocrat or American lnkrnalional

Esc() (itrporation

Fldida Wood Council

Forest Resources Association

Clenn L. Banks

Cordon & Dodie King

CrcgS & Julie Riley

Hancock Lumber Company

Hardwood Market Repon

Holb(x)k Lumber

Honolulu Hoo Hoo tl42 / RincLl

ldaho Timber Corporation

Wood Systcm5

Konkolvillc Lumbcr Company, Inr.

t. Michael & Karen C. Kelly

Lake Stales Lumbcr lnc.

Lawrencc R- Mccoy & Co., Inc.

LcSgct & Plan

Lone Rock Timber Management Co.

Longview Fibre Companv

L!mbermen As$ci.ites, lnc. tPA)

Mark & Mary Donovan

McKenzie Fo('sl Products, LLC

MichiBan Lumbcr & Building Malerials Assn

Mike & Traci M(trdcll

Miller Wholcs.rlc tumber Compan)

Moynihan Lumber Co.

Nodh American F(tresl Products, In(.

Ore8on-Crnadian f{ilcn Producb Inc.

PA tumbermens Mulual Insurancc Co.

Pirksiie Plunkett Wcbstor

Pidek Forest, lnc. / Komatsu Foresl, LLC

Rtrt Eiikely Troe Fnrnrs

Prcndiville Industicr

Riwles Aden Building P(xlucl!, Inc.

Robbins Lumber. lnc.

Rowley EuildinS Producls Corp.

SDS Lumber Companv

Scneca SawmilL

Siera For€{ Products

Southea$ern Lumbcr Manufacturers Assn.

SprcnBer Midweil Inc.

Sl0wa( L!mber Company

Sleve Sprenger

Strinliellolv Lumber Comp.rn, LLC

Srvanson Group, Inc.

T. i. & Mary Ellen Tomj.lck

Tammy & letf Parnell

The l}ciiic Lumber Company (PALCO)

Timber Products Manufacturers

Tolko Industries Lld.

Tom Dccgan

Tom K)hlmeier & Nancy Schmin

Tumic lumber Co. fund oi The OCF

U'C Contlngs Coporation

Wesl Fork Tinrber Company, LtC

Western Building Material Asso(iation

Wisconsin Retail Lumber Association, Inc.

W0od Moulding & Millwork

TRIEND OT THE FOUNDATION lup lo $5001

A.D. Marlin Lumber Co-

APA The EnSincered Wood Associntk)n

Associalion of O & C Counties

Bemard BuildinS Cenier

Beyere Lumbcr Co.

Brands, Inc.

Brun$ad LoggrnS, Inc.

Carla A. Wesl - Pcrsonal

Cameron & Hcalher Eets

Chrinopher Cotl

Connor Spons FloorinS Corporation

Countv Line Lumbcr

Dabco, Inc.

DMSI

F.l. Newmcycr Lunrber Co.

Finnforest USA

Great Nodhern l.umb€r

Creenwood Prcducls, lnc.

Kacie Rayda

Karamu Corp.

Kentucky Lumbcr & Bld8. Material

Dealers Assoc.

Kru8er Inc.

Lee Lumber and Building Material Corp.

Low Country Forest Pioducls, Inc.

Millard Lumber {th()ugh Omaha Communily Fdn.)

Nova Foresi Producs

OreSon Forest Industi€s Council

Paul F. fhinger & Asqociates

Pella Corporation

Reid & Wright Inc.

Rcqua(h Lumber & Millwork

Robed D. Edwards - Pe6onal

Strwarne Lumber Compin),, Ltd.

Scnrch No(h America, Inc.

Slihl Incorporated

The McCinnis Lumber Co., lnc.

Thrcc Rivere Timber, Inc.

TiScrcat Industies Inc.

Tricon Timber Inc.

Tycc Timber Products LId U.S. Clu'Lam

Wcst)n Fores Croup

Wheelabralor Shana En€r8y C(r.

William F. Wieger

Wood Ply torest Products

Wood P()ducls International

INDUSTRYVETS gathered March 14 at Johnny Foley's lrish House, San Francisco, Ca.. for the 34th annual Good Guys Luncheon. (1) David Cutler, John Helela. (2) Denny McEntire, Doug Willis. (3) Jim Lewman, Ron Lewman. (4) Gil Sissons, Sandy Dean. (5) Russ Bolt, Jim Russell, John Russell, Kevin Paldino. (6) Christopher Viale, Len Viale. (7) Bob Mion, Joel Bowman. (8) Chris Jepsen, Tim Tanner, Dan Kepon. (9) Charlie Jourdain, Martv Olhiser.

Apnll 2007 THn MnncHlNr MacAznrp

DECK EXPO 2007 was held Feb. 27-March 1 at the Hilton, Las Vegas, Nv. (1) Chuck Casey, Drew Knox. (2) Brian Cook, Rob Bjornsson. (3) Sheny Stewart, Jim Boyd, Jonas Schaeffer. (4) Mike Boxx, Jeff Vivian, Sarah Hardman, Shaun Webb. (5) John Sooker, Linda Kerechek. (6) Rob & Betty Pele. (7) Lee Greene Jr., Kris Lewis. (8) Bill Scott, Charlie Jourdain, Larry Stonum. (9) Vern Vincent, Brian Kuss. (10) Steve Bean,

Tur MnncrrlNr Maclztrvt Apnrr- 2007

Wendy Burnett. (11) Jon Hanson, Dan Rice, Frank Satterlee. (12) Allison Ottoni, Linda Wood. (13) Steve Hayek, Peter Corr, Erik Flick, Rob Mitchell. (14) Jon Murphy, Rebecca Bartley, Jane Southwick, Ron Cook. (15) Greg Moss, Lisa Lynch. (16)Kirk Hammond, Erin Canosa, Dave Rupp. (17) Ashlie Wells, Jenniler Wells, Paul Mitchell, Angela Mooneyham, Michael Bartschi. (More photos on nert page)

NEXT 0N DECK (continued from previous pagel. (1) Dick & Elaina Jackson. (2) Penny & Steve Hanis. (3) Jon Fletcher, Dan Schieier, Chris Forman. (4) Peter Lang, Kim Pohl, Cees de Jager, Jamie Kreiser. (5) Glenn

Eberle, Ken Cowles, Albert Mickadeit. Josh

Slark. (6) Jeff Richards, Bob Edwards. (7) Bill Kennedy, David Jewell, Joe Behr. (8) Eamon Hurley, Rick Trottier, Mike Descoteaux. (9) Keith Simpson, Chris Tenels, Scott Palmer, Jay Penney. (10) Ken Mock, Dave Balzhiser, Lance Doalson. (11) John Junod, Danny

Thomas, Balph Bruno, Ben McGarry. (12) Jeff & Diane Miller, Jack Hanson. (13) Doug Fenwick, Tom Horvat. (14) Anna & Brad Andvik. (15) David Wanen, Mike Ryberg. (16) Rick Zimmerman, Stacey Glassman, Jack Skillman.

CANADIAN LUMBERMEN'S Association held its 99th annual conven' tion Feb. 21-23in Montreal, P.0. (1) Lammert Jagt, Nick Kent. (2) Frilz Weirathmueller, Lisa Lippai. (3) Jean Francois Houde, Stephane Bouchard, Tim Elbers. (4) Don Graver, Dave Hutson, Mike Mordell. (5) Jean-Pierre Halle', Suzanne Gosselin. (6) Jean Droler, Martin Fecteau. (7) Rob Hruby, Steve Rhone, Michael Butcher. (8) Paul Cramp, Ted

Tun MoncuaNr MAGAZINE Apnrr- 2007

Rowe, Richard Keeso, Jean-Paul Lapien. (9) Tom Mulry, Tom Merket, Alden Robbins. (10) Todd Pitts, Hal Brindley, Paul Grassia, Ed Zurevinski. (11) Eddy Ste-Croix, Piene-Paul Guillemette, Guy Fortin.

(12) Deb Shaw, Paul Vaillancourt, Chantel Houde. (13) John Lawless, Alain Oueilette, John O'Reilly, Gaston Poirras. (14) Sauveur Cunea, Gabriel Payanl, Eddy Ste.-Croix. (More photos on next page)

King,

Cutts,

Mazzoli,

Valihora. (2) Claude Berron, Bruce Johnson,

Schroeder. (3) Sue Mallette, Karine Gagn6,

Anderson. (4) Clayton Senecal, John Fluke. (5) Michel Huard, Gino Picard. (6) Kyle Little, Arsen Zezelic, Pierre-Louis Cartier. (7) Reg Underwood,

&

Peter

Suzanne

Roy

Wolf

Denise

Alice

Mac Drew. (8) Helene Gauthier, Marc B6rube. (9) David Guilbert, Bernie Macala. Mike Nikkel. Alice Palmer. Michel Jerome, Christian Gilbert, Mark Kidd. (10) Tim Cornwell, Ed Boehm, Mark Susbayer. (11) Daryl & Paul Wilfred, Lynne Harvey. (12) Chris Mclver, Jim Nicholas, Kyle Lewis. (13) Paul Skinner, John Steele. Alvin Baron.

Apnu

ploce

Rates: $l per word (25 word minimum). Phone number counts as I word, address as 6. Headline or centered copy, $8 per line. Private box or border, $8 each. Column inch rate: $50 camera-ready, $60 if we set type. Send ad copy to Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660, F ax 9 49 -8 52-023 1, dkoen g @buildi n g-prod-

EXPERIENCED LUMBER TRADER WANTED

Great opportunity for experienced trader with steady accounts.607o commission split for trader. Any product line. Relocation not necessary. Excellent office support, great credit, and financial strength. Call John at (623) 566-1 100. Lakeside Lumber Products, for confidential discussron.

LAS PLUMAS LUMBER & TRUSS CO., LLC. Are you looking to find a career with a company that has excellent benefits including Medical, Dental and Vision coverage?

Available positions include, but are not limited to, Accounting, Credit, Design, Dispatch, General Office, Operations, and Sales. Fax resume to 95 I -685-4 I 95.

ucts.com, or call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: l8th ofprevious month.

To reply to ads with private box numbers, send correspondence to The Merchant Magazine, c/o the box number shown. Names of advertisers using a box number cannot be released.

BOARD RACKS

Stock/display boards vertically up to 16'long

Divider system uses heavy arms for compartment storage

'l-800-992-2824

KRAUTER www. krauter-storage.com

STORAGE SYSTEMS

uqnes

Frank Viera Amaral. 88. owner of Brunswick Timbcr Products, Griiss Vallcy, Ca.. died March 5 in Grass Valley.

ln 1944, Mr. Amaral bccame maniigin_e partner o1'Oregon Creck Lumber Co.. Canrptonville. Ca. Hc bought out his partners in l9-58.

Over the next eight years, he purchased several mills and tracts of timbcrland throughout Northcrn Ciilifirrnia. He also purchased and operated a planing rnill in Oswald. Ca.: a large sawmill operation in Caldwell. Id.. and Brunswick Timber Products, which hc operated until 1966.

In 1966, he retired liorn the lrlmber business and turned to farm ancl comrnercial development in Calitbrnia and Louisiana.

James E. Lawson, 64, lumber salcsman for Lakeside Lurnber, Astoria, Or., died March 2 in Astoria.

Mr. Lawscln started his lumber career in I 966 w ith Parr l,umbcr'. Chino, Ca. He thcn worked at Bcar

Forcst Products, Riverside, Ca., and Redwood Enrpire, Tcrnecula, Ca.

He joined Glcndale. Az.-based Lakeside in 2003.

.Iohn Js5sp5 Poitevin Jr.. 87, fbrmer dircctor of personnel fctr Anderson Lumber. Ogdcn, Ut., dicd March 4 in Ogden.

He served as a gunnery officer in (he U.S. Navy during World War II, rrhtlard the USS Cluren.

Aftel the war, he returned to Idaho Falls. Id.. and operated John J. Poitevin Lumber Co. with his brother. After the contpany was sold to Anderson Lumber in 196-5, he nroved to Kctchum. ld.. to open a new Anderson storc.

In 1982, hc was namcd director of personnel and moved to headquarters in Ogden, Ut. He retircd in 19t12.

Bradley A. Mannelin, 63, owner of Shelter Products Inc., Portland. Or.. died March I of brain ciincer.

Mr. Mannelin joined North Pacific

Lumber Company in 1969 and became president of the company's shelter product division. In 1998, he acquired the division and served as chairman and c.e.o. until the time of his death.

Charlie Choi. c.c.cl. and chairman of Primesource Building Products, dicd of canccr March 24.

A native of Korea. he became head of Primesource when the business was acquired by Itochu Building Products in 1998.

Dick Gervais, 73, a longtime Pacific Northwest lumberman. died Feb.4 in Bend. Or.

Mr. Gervais worked at Brooks Scanlon. Bend, and Chiloquin Forest Products, Chiloquin. Or., before becoming a consultant.

Don Schuetz, 82. former owner and opcrator of Standard Plumbing/ Home Improvement Ccl., San Carlos, Ca., dicd March I in Grass Valley, Ca.

Mr. Schuetz owncd and operated Standard for -56 years. He retired in 1981 and moved to Grass Valley, where he operated the Tack Room with his son. Don. and started Nevada Garden Benches.

ARCATA / EUBEKA / FORTUNA

8M0....................,.. ......(707\ 444-9666

Britt Lumber C0,.,... ......(7071822-1779

Simpson Timber Co ......(707) 268-3000

BAKERSFIELD

Pacific Wood Preserving of Bakerslield........(661) 833-0429

CLOVERDALE

All-Coast Forest Products ..........,.,,....,..........\707) 894-4281

Redwood Empire..... .....\707) 894-4241

SALINAS

Bio Creek Lumber Co. (Davenporl)...............(831) 457-5024

Bi; Creek Lumber Co. (Paso Robles)...........\800]| 479-7922

Bi; creek Lumber co. (Santa cruz; .............(ggt ) +2o-eaoo

Bi6 Creek Lumber Co. (Watsonville)....... ......(800) 342-2770

FOBT BRAGG

Holmes Lumber Co., Fred C. .,..,...................(800) 849-0523

FRESNO

DMK-Paci1ic,.,.,.,.,.... .....1559). 225-4727

North Paci1ic............ .....(559) 994-1393

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

Siena Forest Products (Tena Bella)....,,.,.,.,.(559) 535-4893

,,..,..,(800) 292-0704

llonrn & Cnrmt Cnuonrn

REDDING / RED BLUFF

Gemini Forest Products.................................(530\ 223-7 440

Pacitic Wood Preservin9,.,.,........................,.(530) 824'9400

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

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

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

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

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

SACRAMENTO / STOCKTON AREA

Abel Building Materia|s,.............................,...(209) 466-3683

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

BMD....................... ,.....(800) 356-3001

Calilornia Cascade Industries........,,........,....(91 6) 736-3353

Caillornia Lumber Inspection Service............(209) 334-6956

Capital 1umber.........,,....,,..(209) 946-1200 (866) 946-2280

Capitol Plywood...... ...,..(916) 922-8861

Conrad Wood Preserving...........................,..(800) 499-2662

Holmes Lumber Co., Fred C. (Marysville).....(530) 743-3269

Kelleher Corp. (Roseville) .............................(91 6) 788-0900

Lausmann Lumber..........................,,............(800) 626-1233

Lumber Assn. of California & Nevada...........(916) 369-7501

ii&M Builders Supp|y..,......................,,,........(209) 835-41 72

orePac Building Products..................,,.........(916) 381-8051

sierra cedar Products LLC............,..............(530) 741 -8090

SierraPine ltd......... ............(9161 379-2260 (8771 722-6534

Siskiyou Lumber Products..(800) 695-0210 (530) 666-1991

Stockton Wholesale .....(209) 946-0282

Taiga Forest Products ....,.,,(800) 348-1 400 (91 6) 624'4525

MODESTO

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

Co-nrad Wood Preserving C0......................,.(800) 499'2662

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

Universal Forest Products..,..........................(209) 982'0825

waldron Forest Products...............................(916) 966-0676

Western Wood Treating, Inc...........,..............(530) 666-1261

Sourrrnr Cnurontn

BMD (Ontario)........ ......(800) 435'4020

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

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

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

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

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

C&E Lumber C0..,,, ......(909) 624-2709 Capital Lumber Co. ......(909) 591-4861

crealus wood Products......(866) 974-0180 (909) 974-0180

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

462-1264

Jones Wholesale 1umber...........,.,..,.............(323) 567-1301

Product Sales C0.... .....(800) 660-8680

Rio Tinto Minerals... .....(661) 287-5400

Stepstone, Inc.,.,..........,,,,,,,.....,., .................(800) 572'9029

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

Toal LumberCo...... ......(562) 945-3889

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

ORANGE COUNTY & INLAND EMPIRE

AIFcoast Forest Products.......,...............,,.,..(909) 627'8551

Anlinson Lumber Sales,,,,,...................,,.,...,.(951 ) 681 -4707

Austin Hardwoods& Hardware .(714) 953-4000

Bear Forest Products,...,,.... (877) 369-2327 (951 ) 7 27 -1 7 67

BMD (Vernon) ........ ......(877],587-4137

ARIZONA

Great Western Transport,,.,(800) 347-5561 (909) 484'1250 Hampton Distribution..,.,.,.,..,.........................(949) 752-5910

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

lnternatronal Forest Produc1s........,...,,,,,......,(909) 627-7301

Kelleher Corp. (Ontario)................,.....,,........(909) 635-1560

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

Kelly-Wright Hardw0ods................................(714) 632-9930

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

OrePac Building Products.............................(909) 627-4043

Pacific Cedar Supply ....(800) 969-9336

Pacific Wood Preservin9...............................(7 1 4) 701-9742

Parr Lumber Co...... ......(909) 627-0953

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

Railway Express..... ......(951) 685-8838

Redwood Empire.... ....,.(909) 296-9611

Souuwrsr

RENO / CARSON CITY AREA

ELOY

Arizona Pacitic Wood Preservin9...........,..,..,(520) 466-7801

PHOENIX AREA

Anfinson Lumber Sales.....................,,.,,.,.....1602\ 237 -1673

Bear Forest Products..........(888) 382-2327 (602) 415-5400

Boise Distribution................(800) 289-9663 (602) 269-6145

Capital Lumber Co.. .....(602) 269-6225

Huttig Building Products ....,(800) 524-6255 (602) 41 5-6200

Lumber Products,.,. ......(520) 796-9663

OrePac Building Products..........,.,.,,.,...........1602) 272-4556

Universal Forest Products.......,,.,.,.,..,,.,,.......(480) 961 -0833

Weyerhaeuser Building Maleria|s..................(877) 235-6873 NEVAOA

LAS VEGAS

Lumber Products..., ...,.,(702) 795-8866

Peterman Lumber.... .....(702).430-3433

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

Capitol Plywood...... ......(775)329-4454

Nevada Wood Preservin9 ...,.,.,.,...................(775], 577'2000

Siena Pre-Finish ..........(866) 246-5536

Plcurc llonrxwrsr

Louisiana-Pacific Corp. ...,.,.,.,.......................(503) 221 -0800

Lumber Products.... ......(800) 926-7103

North Pacific........... ......(800)

Timber Co .......(206) 224-5000

Welco Lumber........ .......{360) 681-7444

Western Wood Preserving Co,......,...............(800]1 472-77 14

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

Weyerhaeuser Structurw00d.......,,,..,,...........(800) 523-0824

SPOKANE

Boise Distribution (Spokane),,,,,,...................(509) 928-7650

Boise Distribution (Yakima)...........................(509) 453-0305

Capital Lumber Co. .......(509) 892-9670

Colville Indian Precision Pine Co. (Omak)....(509) 826-5927

Coos Head Forest Products..............,,.,........1877\ 922-2213

Lumber Products.... ,.,.,..{800) 926-8231

OrePac Building Products.............................(509) 892-5555

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

Weyerhaeuser Co.. .......(509) 928-1414

Yakama Forest Products ....(509) 874-1 1 63 (509) 874.8884

VANCOUVER

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

BoiseDistribution........ ...-.........ie00togg-oosz

OREGON

ROSEBURG

C&D Lumber Co. (Riddle)

Herbert Lumberob. tCio6rej

Hoover Trealed Wood Products..,..........

Johnson Lumber Co., D.F....................,.

Keller Lumber Co...

Roseburg Forest Producls .....................

.......(5411 874-2241

.......(5411 874-2236

531-55s8

874-2231

672-6528 ....,..(800) 347-7260

RocrY lUlouullns

COLORADO

BEND

Malheur Lumber Co. (John Day)...,...

(541) s75-1148

DENVER

Allweather Wood Producls.........................,..(800) 621-0991

American Institute ol Timber Construction ..,.(303) 792-9559

Boise Distribulion... ......(303) 289-3271

Capital Lumber Co. ......(303) 286-3700

lndustrial Resources .....(303)

Weyerhaeuser Building Materia|s....,,..,.,.,.,..,(877) 235.6873

MEDFORD/GRANTS PASS

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

Lumber Products..........

(541 ) 773-3696

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

Pacific Wood Laminates............... ...,.............641]t 469-4177

Swanson Group Inc ,..,.,..(541) 935-3010

Wddron Forest Pr0ducts...............................(541) 474-3080

McMINNVILLE / CORVALLIS / SALEM

Gapital Lumber ...................(541 ) 223-0020 (866) 898-1 1 28

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

Mary's River 1umber.,.......................,,.,.,.,.,..(800) 523-2052

Royal Pacific Industries...

Weyerhaeuser Co, (Albany).........

GREATER PORTLAND AREA

434-5450 ...,..(541) 526-7771

Adams Lumber, 1nc.,...........(800) 298-4222 1503) 245-17 96

Bodyguard.........,..,, ...,.,.(503) 643-8800

Caffall Bros. Forest Products....................,...(800) 547-201 1

Collins Pine Co.......,......,....(800) 758.4566 (503) 227-1219

Hampton Lumber Sales C0.......................,..,(503) 297-7691

KLC International................(866) 552-4685 (503) 699-8685

LJB Lumber Sa|es..............(800) 552-5627 (503) 620-5847

Lewis County Forest Products ............,.,.,.,...(866) 336-9345

For more informationfromadvertisers, use theWeb site in hrackets.

Curt Bean Lumber Co. [wwwcurtbeanlumbercom] ..................23

DMK

call (949) 852-1990 or mail to The Merchant Magazine, 4500 Campus Dr., Ste.480, Newport Beach,Ca.926ffi.

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..,,,,,,,..44

Manke Lumber Co. Iwww.rnankelumber.com],............................80

Matthews International Iwww.woodmarkingcom].......................68

Maze Nails [www.mazenails.com] ,.-..-..-....,.........35

McFarland Cascade [wwwJdm.com]

McKenzie Forest Products Iwww.mckenziefpcom].....................26

Norman Distribution Inc. [www.normandist.com]........,.....,.........99

North Pacific [www.north-pacific.com] 73,75

Nu Forest Products [wwwnuforestproductscom] ........................60

Osborne Lumber Iwwwosbornelumber,com] ...............................75

Pacific Wood Laminates [www.pwlonlinecom]......................52, 53

Pacific Wood Preserving Cos. [www.pacificwood.com]...............31

Postsaver USA Iwww.postsaverusa.com]......,...................-...........54

QB Corporation [www.qbcorp.com]...................................Cover III

Quality Borate Company [www.qualityboratecom].........-..........89

Railing Dynamics Inc. [www.rdirailcom] .....................................25

Redwood Empire Iwww.redwoodempcom]....................................3

Reel Lumber [wwwreellumbercom]......... ............13

Reliable Wholesale Lumber Inc. [www.rwlicom].........................66

Rio Tinto Minerals [www.riotintomineralscoml...----.....-.........67

Rosboro [www.rosboro.com] ............... .....................7

Roseburg Forest Products [www.rfpco.com] ...................................9

Royal Pacific Industries...... ..,,........24

Shadoe Track [wwwshadoetrackcom] ............................................8

Sierra Cedar Products [wwwsierracedarproductsllc.com].........83

Simpson Strong-Tie Iwww.strongtie.com].........,...........................50

Siskiyou Forest Products [wwwsiskiyouforestproducts.com]......71

Stepstone Inc. [www.dekstone.com]...... .................43

Stonecastle Trading .......,.................61

Sunbelt [wwwsunbeltrackscom] .-...---...............59

Superior Wood Treating [wwwsuperiorwoodtreatingcoml........T6

Sure Drive USA [wwwsuredrive.com] I

Swan Secure Products [wwwswansecure.com] ...........................101

Swanson Group Sales Co. [wwwswansongroupinc.com] .............65

Taiga Building Products Inc.................. .................76

Temperate Forest Foundation [www.forestinfo.org]..... ---..........92

Thunderbolt Wood Treating [www.thunderized.net] ...................58

TruWood [www.truwoodsidingcom] ....................45

Universal Fastener Outsourcing [www.9ll-nailscom] ................17

Viance [www.treatedwood.com]

Western Wood Preserving Co. Iwww.westernwoodpreservingcom].........................................21

Western Wood Treating, Inc.

WoodSmart Solutions Iwww,bluwood.com]...................................49