Merchant Magazine - May 2009

Sonlng l3 W9slem Steter, Inclrdlno Al.a*a and llru.ll

(Eister puilicati^n Buining PrcducE aigest se/vasttu East)

PUBIISHER Alan Oakes (aloakes@aol.com)

PUBIISHER EIIERITUS David Cutler

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

ASS0CIAIE EDIT|IR Karen Debats (kdebats@building-products.com)

c0ltTStBuTrt{0 E0lT0Rs

Dwight Cunan, James Olsen, Carla Waldemar, Jay Tompt

AD SATES IIIAIIAGER ChUCK CASEV (ccasey@building-prodricts.com)

ClRCULATl0ll Heather Kelly (hkelly@building-products.com)

AOIIII 1{ISTBATI(}lI DIRTCTOR6ECREIARY [4arie 0akes (mf poakes@aol.com)

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Itm on the "happy pills"-ftsyyr 'bout you?

I've received several letters and emails asking me how my happy pills were doing and where you could get them (see last month's column).I can only say that I am still on the double dose, but I can already see the sign of a smile, fewer lines on my brow, and I believe I will soon be down to a single dose for the next few months-and weaning off them totally in the last part of the year or early 2010.

I would like a few more to join with me, though. As I travel around, the pain everywhere is clear to see. I landed in Boston the other day to see a deserted airport. Was in Las Vegas the other week, and it didn't take more than a few steps off the plane and not hearing the ching-changing of coins in the slots to realize how bad it was there (although when they are still trying to push $200-$300 show tickets my sympathy is a little less). It does not matter whom you talk with: there is a frenzy of fear, sadness and apprehension about what has happened. And while it is understandable, and it is easy to blame the c.e.o.s of the financial industry, the end of the world is not nigh. In fact, I

would argue that it is time to become American again. What do I mean? I have been here for 32 years now, and in that time I have never seen anything faze the people of this country. Whether it be an earthquake, an attack, a recession, we face the challenge head on and beat it. When we as individuals or as a country face problems, by nature we always lead the world with an overwhelming confidence and ingenuity. But, this time it has been different and you have to question what has been happening to us. From my perspective, I feel that most of us (including myself) have been wallowing in self pity and a tornado of worry perhaps fueled by the constant repetition of the same news over and over again. Do I really need to see the same news feed every 15 minutes throughout the day? This constant barrage of bad news only leads to a clinical depression, fuels the fire, and in itself can make the worst happen.

As individuals, we are as much responsible for what has happened as the financial institutions. It is our fiscal inesponsibility and greed as a nation that has fueled where we are today (as well as the rest of the world), with too many people having bought the house they know they could not afford-in some cases two or three homes, credit card overspending, and plainly spending what we don't have. While there are many of us who have not done that, those of us that can need to start doing things that will positively effect the economy(local and national)-a vacation here, a restaurant charge there, mending the fence, buying furniture, a needed car repair-whatever it is that will help to kick our economy back into gear, start cutting unemployment, and, by extension, stop the number of foreclosures. Again, I am not advocating spending what we do not have and living outside of our means, but life has to go on and all of usresponsible or not-will pay the price if we don't start revving the economy up.

I also believe there is no rule that says we should not enjoy ourselves even when times are tough. It is time to get out of the house and out of the office and start enjoying life again. And to support that thought, I think that the great adjustment in our economy is now underway. The adjustments that households and businesses have already taken to cut out excesses of the past are starting to kick in and will start normalizing our economy soon. The stock market will continue its see-saw, but it is already on an upward swing and that is one of the keys to us all feeling a bit better. And, the impact of the stimulus package (although I have my doubts about a lot of what is in it) will also contribute to the uptick we are all looking for.

Manufactured By: KK Mfg. Co., Inc.,4915 W. 120th Pl,, Overland Park, KS 66209

(913)908-9445 www.lumberloc.com

Distributor lnquiries Welcome

Again, I would say, it is time to be American and get back to who we are as a nation and a people. Let us count the good things we have in our lives and use our strength to get our lives and our country back on track again.

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Lumber pricgs poised to increase, bui climb mry be short-lived

BY Paul Jannke RISI

f UMBER prices typically see subLstantial movement in the first quarter- Unfortunately, the only movement we've seen this year has been down. Are we near a bottom? We think the answer is yes.

Lumber prices are well below our estimates of variable costs, as evidenced by the spate of closures and downtime that have been announced in recent months. Moreover, dealer stocks are now being measured in weeks, not months. Finally, lumber consumption has begun to increase seasonally as the spring building season gets underway.

So, lumber will become less available as mills cut production. At the same time, end-use consumption will rise (seasonally) while dealers lack the stocks on hand to supply the increased demand. This will be the impetus for a rally in lumber prices over the next several months.

While we expect"prices to move higher, the upside potential will be limited by several factors, the foremost being cyclically falling end-use consumption. Housing starts averaged just over 500,000 units (SAAR) in January-February. Meanwhile, construction on existing properties has fallen sharply in early 2009 as well.

The weak residential construction markets were likely influenced by unseasonably bad weather in the Midwest and Northeast (the regions that saw some of the greatest decline over this period). Nonetheless, high new and existing home inventories, tight credit markets, a collapse in cash out refinancing, and the worst recession in generations will all keep downward pressure on construction for the next several quarters.

Finally, industrial production has

plunged. The manufacturing sector is likely to remain under pressure through mid-year as aggregate demand remains weak and companies continue to draw down inventories. Another factor limiting the upside for lumber prices are the very market forces that those higher prices will elicit: production will come back online as mills stop losing money and in some cases begin to turn a profit. We have seen several billion board feet of capacity curtailments over the past several months because prices were below the cost of production. With prices rising, mills will ramp up production to take advantage of one of the few times during the year where they may actually make some money.

So what is the bottom line? We expect prices will increase 25Vo from their first quarter lows to their peak midway through the third quarter. In

addition to being mild, this rally will be short-lived: as the building season winds down toward the end of the year, we expect lumber prices to again move lower. However, they will not retest the first quarter lows as dealers will not have as much inventory to draw down this year as they had in 2008, and so ordering will be steadier. Moreover, we expect the overall economy, consumer confidence, and housing markets to be improving by the end of the year. This will lead dealers to build more inventory than they did in late 2008/early 2009.

- Paul Jannke is senior vp. ofwood & timber information for RISI, a leading information provider for the global forest products industry and publisher o/Crow's Market & Price Service, which offers free trial subscriptions at www.risiinfo.com/ crows. Reach Mr. Jannke at pjannke@ risiinfo.com.

Crow's Framing Lumber Composite Index

($ per MMBF)

A FTER more than 63 years of .Cl,business, Homer "Bud" McCrary, 82, and Frank "Lud" McCrary, 80, have decided to slow down just a little. The two co-founded Big Creek Lumber, Davenport, Ca., with their father and uncle after returning from World War II and have worked there ever since.

The next generation moved into place April l. Lud's daughter, Janet McCrary Webb,48, took over for her dad as president. Her sister, Ellen McCrary Rinde, 52, and Bud's son, Ken McCrary, 57, assumed Bud's role as co-vice presidents.

Both Bud and Lud said they like their jobs too much to totally retire. "We'll be around. We like what we're doing," said Lud, who will cut his schedule at the sawmill from five days to four, to spend more time on his cattle ranch and in his garden.

Bud is looking forward to learning more about his new camera and his first personal computer, and working

on other mechanical projects. The load-building machine he designed for Big Creek can carry up to five tons and uses less fuel than a forklift. It was constructed in the company's truck shop in Davenport to comply with California's new clean air regulations.

Back in 1946,the company started with $7,500 in cash and war bonds, which the partners used to purchase surplus military equipment that they modified to meet their needs. Today, Big Creek owns timberland and manages timber for private landowners, harvests timber and operates a sawmill, wholesales the lumber it produces, and runs five retail yards.

Bud and Lud are also passing on a legacy of environmental stewardship.

Big Creek was one of the first logging companies to selectively fell trees instead of clear-cutting the forest. The company also operates the first redwood mill certified by the Forest Stewardship Council. "All of the red-

wood that we harvest and mill comes from the Santa Cruz Mountains," said Janet.

She began working at Big Creek in high school, when she earned science and physical education credits by working with the company's foresters. Later, she earned a degree in forestry at Humboldt State University and joined Big Creek's lorestry department ful l-time.

After a few years, Janet moved to sawmill lumber sales, eventually becoming manager of the sawmill/ wholesale division. "Back 20 years or so ago, there weren't very many women in the lumber business," she said. "It took a sense of humor, coupled with humility and ability, in order to succeed."

Both Ellen and Ken have also worked at Big Creek since graduating from college. Ellen started at one of Big Creek's retail yards, then completed extra training to become personnel and risk manaser. "Our com-

TOP MANAGEMENT includes (\eft.lo right)Ellen.McCrary Rinde, Ken McCrary, Janet McCrary Webb, and-gradually slipping into the backgroundbrothers Frank "Lud" McCrary and Homer "Bud" McCrary,

pany currently has about 200 employees in some pretty high-risk occupations that require a rigorous safety program, so this is a very critical function for us," said Janet.

Ken has been in charge of the company's information and communication system for years. "Ken's department maintains a wide array of computer equipment and software," said Janet, "as well as our phone systems throughout the company."

The housing slowdown hasn't affected Big Creek as much as other California mills because redwood is used more for decks and fences than new houses. Even so, the company had to lay off 2OVo of its workforce last year. "It isn't handing her any real piece of cake, with the economy the way it is," said Lud of his daughter's promotion.

"Good communication is going to be essential for any transition in leadership to be successful," said Janet. "We are fortunate that we get along well as a family, but we also make a conscious effort to do so. In a family business, as in any other type

of relationship, it is critical [o treat each other with respect, to appreciate each other's contributions, and to pull

your share of the load."

She also credits Big Creek's "talented managers, supervisors, and employees, whose expertise will help guide us in making decisions and changes. We are still leaming and will face many challenges as time goes by. The main thing is to plan and train as well as possible."

As for the next generation, she said that several younger members of the family have expressed interest but "it's still a bit early to determine how serious they are about it since some of them are still in high school or have just recently started college. Finding the best approach to including the next generation in the family business is currently a priority issue that we are workins on."

SANTA CRUZ yard recently moved to a new 19,000-sq. ft. location on Soquel Avenue near Highway 1.

BIG CREEK'S redwood sawmill can process more than 100,000 bd. ft. of lumber per day.

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* --- Bt B.ili?;*atr,'*y';MoistureShield '

does not need or contain mildewcides, insecticides or col_ oring agents. Customers concerned about the environment can feel good about using composite decking products that make good use of natural resources and recycled material.

Bending the Rules

Applications in which composite decking boards are curved to fit certain design requirements are also gaining in popularity. Composite decking boards can be heated and then bent for use in such applications as curved stairs, yard structures that highlight architectural elements such as trel_ lis and walkway arches, and any surface or non-structural applications that call for round edses.

Builders can also combine attiactive desisn and f'unction with curved benches in complementary iolors, either stand-alone or built-in to decks. Curved and ansled com_ posite boards are also increasingly used in hol tub surrounds and on pool decks. Composite decking is a good way to combine the look of wood with long-lasting quality for modern projects that demand resilient surfaces.

Dealers who provide attractive composite decking prod_ ucts have an advantage in gaining and retaining cusromers

by offering materials that are versatile, durable, and envi_ ronmentally friendly. Customers benefit from using a decking material that offers design flexibility, enginee-red strength, and efficient use of recycled materials.

Brent Gwatney is vice president rf sales & marketing for MoistureShield. Reach him via www.moistureshield.com.

SNAP-TOGETHER deck tiles are the latest innovations in comoosiles.

Vendor *tourstl can boost your decki ng sales

By Cheryl Copeland TimberTech

amount of time needed for a facility tour. That's why TimberTech decided to take their tour on the road by conducting presentations and virtual plant tours at regional locations. Participants receive similar information as a regular facility tour without having to physicallY be there.

Last year, TimberTech hosted nearly 2,000 distributors, dealers, and their affiliated contractors at these regional presentations. Participants walked away with a better understanding of the company, its personnel, and its products. They also gained knowledge that allows them to more confidently and effectively serve their customers and increase sales.

Another plus of regional presentations is that dealers and distributors can invite their contractor-customers to attend.

REGIONAL PRESENTATIONS

their resoective areas.

Tfil'""t X"J"

decking.

to sell composite know composite

Long-standing comPosite decking manufacturers are constantly innovating to improve their Products and keep up with the demands of homeowners. In addition, a number of new companies have entered the marketplace due to the rising popularity of the alternative decking categorywhich has seen double-digit growth over the past few Years.

With so many Products available from multiple manufacturers, how can

a dealer or distributor keep current on the newest innovations and decide which manufacturers to work with?

One excellent tool to evaluate a manufacturer and its products is to visit their facility. A comprehensive facility tour gives visitors a wellrounded experience that guides them through all facets of the comPanY: from the creation, Packaging and shipping of the product, to marketing materials that assist in the sales process and customer support Programs that help grow business. But not everyone can invest the

Ben Carbaugh, R.G. Miller, Hanover, Pa., attended a recent event held in Baltimore, Md. "We brought two vans of our contractors. from an hour and a half away," he said. "They all felt it was worthwhile. The handson displays were excellent and having the ability to talk with guys who can explain the Products in detail was very impressive."

During the one-hour Product demonstration, TimberTech's entire product line-including decking, railing, fencing and lighting-is set up in stations to allow hands-on interaction. This is also the time when dealers, distributors, and contractors can share ideas about the industry and business in their resPective areas.

"I saw some new items and got

allow attendees to share industry knowledge and business

WHEN DECKING

several display ideas from the hands-on display area," said Rich Stout, Friel Lumber, Queenstown, Md., who has been in the business for more than 25 years and attended many product seminars.

After the product demonstrations, attendees listen as the president of the company and other top sales and marketing executives discuss the state of the business, industry trends, and sales support materials and marketing programs available to help channel partners grow their business.

"This was first I can remember where the president of the company participated in the actual presentation and was knowledgeable, informative, and seemed genuinely in touch with every part of the business, including our needs as retailers." said Friel.

lzlT]'

fifrba PNdw rq|dioc

The virtual factory tour takes the form of a lO-minute video that guides participants through the manufacturing plant and all of the steps involved in manufacturing composite decking-from the intake of raw materials to the mixing areas and the extruder lines, to the finished goods warehouse.

The goal of the entire presentation is to give distributors, dealers, and contractors the knowledge they need to grow their business and to help answer the question: "Why should I support this manufacturer's products?"

- Cheryl Copeland is a senior marketing manager at TimberTech, Wilmington, Oh. She can be reached at (8OO) 3077780 or ccopeland@ timbertech.com.

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manufacturers bring their presentations to lhe dealer, retailers can invite their contractor customers lo participate.

TFeat Wood Right"...Quality Wood T[eating Services Since 1977

International PVC maker expa

decking and

DVC SHEET producer Inteplast Group, Livingston, f N.J., is launching a new line of finished building products, starting with TUF deck and TUF railing.

"Before 2007, you could only see polyethylene and polypropylene decking boards available in the marketplace," said group president Dr. John Young. "Our TUF deck is made of PVC with a hardened and embossed surface that provides superior stain and scratch resistance. He said that the boards are also "lighter weight and they display better workability."

The new building products are produced exclusively in Lolita, Tx., in what Young called the "single largest vertically integrated plastics manufacturing site in the world." He added that the central location of the plant cuts shipping costs for customers.

"The large size of our operations was required to make manufacturing in the U.S. viable and competitive against imports," he said. "Today, we have many other plants elsewhere in North America and Asia, but we have always found the south Texas plant to be the most economical and productive site."

The first building products produced at the Lolita plant were TUF board and TUF moulding. "Our products can be worked with standard woodworking tools," said Young. "They do not decay or rot, and once mounted, they no longer need any maintenance."

The decking and railing products, which were introduced to the market in the second half of 2008, are avail-

able in four different colors with reversible finishes. Wholesale distributors such as Boise and Guardian Building Products carry the products.

"We've built a large, loyal client base by focusing on economy of scale and quality," he said. "With our continuous drive toward automation and creating a paper-less operation, we believe that our operations are cost-effective against any domestic or foreign competitor."

According to Young, the company is already developing a new line of PVC fencing. "We anticipate adding both fencing and siding, to create a complete portfolio of TUF Building Products," he said.

"Today's customer wants to buy more items in smaller quantities, to simultaneously achieve the cost benefits of full truckloads and minimal inventories," said Young. "This customer expectation of a 'one-stop supplier' is in line with our own Inteplast concept of meeting our customers' multiple requirements as one vendor."

DECKING PRODUCER Inteplast calls its mega-plant in Lolita, Tx., the "largest vertically integrated plastics manufacturing site in the world."

etitive ligence

Buying into

better times

By Carla Waldemar

L[OW do you weather a grueling Ilrecession? Well, if you're in Detroit, you lay off workers, curtail operations. and f ly your jet to Washington to beg for a government handout.

But if you're running Humphrey's, a longtime lumberyard in Rhode Island (the hardest-hit of the New England states, by the way), you add another store.

WHAT were they thinking?

Well, the company's been a family business in Tiverton, R.L, since 1885, so there's got to be a pretty good business sense in the DNA. When the fifth generation of Humprheys, Jay (now 48) and brother Scott, took over the company in 1992 (Do the math: Jay was all of 3 l ), they marshalled a fivefold increase in business over the ensuing years, so they're not the kind to be stopped by something like the R word. ("We're blessed," says sales manager Tim Llewellyn. "It would be silly to say we're not impacted, but we're not feeling a pinch, like the competition"-even in the high-end mahogany and ip6 decks he markets and installs.)

But wait: back to the new store in Middleton, R.I., with its long, srrong line of Ben Moore paints. "The owner was retiring," explains Jay, "and we saw the opportunity to take it over, including the experienced staff. With paint as the draw, the store will still bring people in. For $200, they can paint a room, even in these tough times, and feel better, get some satisfaction."

Works for me. What also works is

the brothers' evolution of the family business. "We set a vision of where we wanted to go." Jay begins, "and started by growing individual segments, like our Marvin windowssomething in which we had expertise and could handle." Next came an expansion of the kitchen department involving a total retrofit, which now attracts both the builders who represent9OVo of Humphrey's business and walk-in homeowners with kitchens on their minds.

"Next, and this was Scott's idea, we added installed services, starting off with garage doors" and growing to include kitchens, decks, exterior

wanted the control [of salaried rather than subbed workersl," Jay explains, "and we were doing enough volume to keep them busy."

You start with garage doors and before you know it, it's mushroomed into one-stop shopping. That came about when a customer wanted an entire new kitchen. "He told me, 'Jay, quite frankly, I want someone to handle everything; I don't want to call the plumber, the electrician, the carpenter....' 'We can do that!' I told him," and from then on, that's exactly what they did.

That one-stop mantra now includes everything from power tools (lousy margins and lots of competition, but a convenience to customers) to paint ("Our strongest retail department, along with kitchens") and specialty hardware, another strong and lucrative niche.

doors, and new and replacement windows. "At first we used subs." he says, but that system came with too many drawbacks in the brothers' minds, so now installation is handled by a salaried, in-house crew, headed by a former remodeler customer with 20-plus years of experience who'd gotten tired of answering his own phone at 10:00 in the evening. "We

The going wasn't always smooth. Boxes moved in, but it didn't take Humphrey's pros long to figure out who took good care of them. Competition with longtime. strong independents also was fierce. "Plus, we learned that we had a reputation of being highly overpriced," Jay notes. Belonging to LMC buying co-op lowered what Humphrey could charge, "so we made adjustments and improved our service level and then got the word out" via the company's in-house marketing director, working in tandem with Scott at home shows. buying print ads and leveraging referrals. Today, Humphrey's outside sales force "working 2417," says their task master, drives kitchen sales, and three

designated sales reps call solely on architects "all day long" to sell them the merits of Marvin Windows. The company still (or make that, once again) offers free delivery service. "We added a charge late in '08 when fuel costs escalated, which met with no resistance ('What took you so long?' they'd ask), but when prices came back down, we rescinded it"another move to pass savings on to customers, which they are quick to notice.

Within the store, Humphrey designated inside sales people dedicated solely to working with pros, so those time-starved builders need not stand in line behind the d-i-yer with his can of paint. "We were the first yard around with that 'pro' service concept," Jay claims braggin' rights.

Another first: "We started tracking on-time deliveries; no one else was doing it. Our expectations are high, and that makes our customers confident in us." Remodelers, too, get special service: "Their needs are different, and we understand that."

The company has hosted its share of Humphrey Expo dinners, backed by suppliers with new products to display. "Then we added product knowledge seminars in the afternoon-for instance, how code changes were being addressed by Simpson's fasteners," Jay says. "Now, we've shifted strictly to what they seem to value most, the educational offering we sponsor for our contractors and architects. We also bring clients to Marvin's factory in Minnesota, which these builders appreciate. It's an awesome experience, and they're blown away."

Humphrey's staff merits training, too, of course, both via a mentoring system and through the Northeast Retail Lumber Association's seminars and webinars.

So, odds are good (scratch that: make it "great") that the longtime company will withstand the building tsunami and maybe induce the kids in the wings to follow their dads' footsteps forward. Says Jay, "I started in as soon as I was old enough, at 13, and haven't looked back since. I enjoy seeing something being built from nothing and giving homeowers that satisfaction."

- A former award-winning LBM trade magazine editor, Carla Waldemar writes frequently on the industry. Contact her at cwaldemar@ comcast .net

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Lakeside Hardware & Lumber, San Francisco, Ca., has closedless than a year after the 61-yearold business moved into a new building ...

ProBuild has permanently closed its lumberyard in Ontario, Or., which was opened in 1978 as a Lumbermen 's location ...

Conservation Hardware Store & Center, Colorado Springs, Co., is being opened this month by Richard Skorman ...

South Fork Hardware now has its 7th Utah location with the acquisition from Dennis Berry of Ace Hardware, N. Salt Lake; new owner Cam Sidwell has remodeled the facility, added 3,000 new SKUs, and retained Todd Berry as store mgr. ...

Ferndale Ace Hardware, Ferndale, Wa., anticipates a late May soft-opening for its 8,900-sq. ft. business; Gordon Merritt, owner

Sierra Vista Ace Hardware, Sierra Vista, Az., owners Les and Kathy Orchekowsky have purchased their property, along with three other adjacent storefronts ...

Lowe's Cos, opened a new 103,000-sq. ft. store in E. Auroro, Co.May 1 ...

_ CORRECTIONAWPA has not studied micronized copper-treated products and was not involved in any studies by the chemical companies, which may have used AWPA test protocols, to confirm the presence and amount of micronized preservatives (cs erroneously reported in April, p. I0).

Lowe's has postponed construction of a 140,000-sq. ft. store in Hollister, Ca., until 2010; is still interested in building in Petaluma, Ca., if the developer can secure approvals, and is negotiating to build on the San Francisco, Ca., site Home Depot secured approval for in 2OO5. but abandoned in 2007; construction could begin as early as October

Home Depot was denied city council approval to build a second store in Thousand Oak, Ca. ...

Floyd's General Store, Bakersfield, Ca., has opened a larger replacement store and switched its affiliation from True Value to Ace Hardware

Wrormlr:nt/tlrutrcrurrrs

Saratoga Forest Products, Freeland, Wa., is winding down operations next month; its sales force will open a Freeland office for Western Lumber Co., Medford, Or....

Fleetwood Enterprises has filed for Chapter 11 bankruptcy protec- tion, including subsidiaries Continental Lumber Products. Hauser Lake Lumber, and Fleetwood Home Centers. all of Riverside, Ca. ...

Bell Timber has restarted its pole peeling plant in Conway, Wa.; Tom McKenzie is overseeing fiber acquisitions ...

Guy Bennett Lumber will indefinitely shut down its Clarkston,Id., sawmill when it exhausts its log supply in early June

Weyerhaeus er C o., Federal Way, Wa., has temporarily suspended matching payments in its 401(k) retirement-savings plan for all employees, effective May I

SDS Lumber Co., Bingen, Wa., in March temporarily stopped all

plywood and lumber operations; forestry, log chipping, shipping and marine transportation activities continue

Tri-Rail Logistics has expanded into a new 50,000-sq. ft. building and added a new 15-car rail spur with a new 1,440-sq. ft. sales and dispatch office at its site in Mira Loma, Ca.

Roseburg Forest Products, Dillard, Or., is closing its wood panel cut-to-size operation in Eupora, Ms., May 8, eliminating 25 jobs; the facility was one of six Roseburg acquired from GeorgiaPacific in 2006

N.E.W. Plastics Corp., Luxemburg, Wi., has acquired the assets of Tnrum Building Products, Anderson, In., and will integrate TRIMAX's structural lumber products into its RENEW P/asrics business unit

Rough & Ready Lumber Co., Cave Junction, Or., has received Forest Stewardship Council chainof-custody certification ...

Van Arsdale -H arris Lumber Co., San Francisco, Ca., is now stocking formaldehyde-free hardwood plywood made with PureBond from Columbia Forest Products ...

Ainsw orth Lumbe r, Vancouver, B.C., is investigating selling or converting to bio-energy production its three shuttered OSB plants in Minnesota...

Anniversaries: Budget Home Center,Longmont, Co., 25th ...

Housing starts in March fell IO.8Vo to a seasonally adjusted annual rate of 510,000 ... singlefamily starts held at 358,000, while multi-family fell 29Vo to a 152,000-unit pace ... permits slid

(Please turn to page 3 I )

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

lUhv

Forest Products Society - May 11-12, international conference on wood composites, Madison, Wi.; (608) 231-1361

Los Angeles Hardwood Lumberman's Club - May 14, ladies night, Pomona Valley Mining Co., Pomona, Ca.; (7 14) 6713079.

Portland Hoo-Hoo Club - May 15, blood drive, World Forestry Center, Portland, Or.; (503) 647-5lll.

Seattle Hoo-Hoo - May 15-L6, regional mini-conference, Seattle, Wa.; (425) 883-2777.

Do it Best Corp. - May 16-19, spring market, Indiana Convention Center, Indianapolis, In.; (260) 748-5300.

Composite Panel Association - May 31-June 3, spring meeting, Camelback Inn, Scottsdale, Az.; (301) 6'70-0604.

American Architectural Manufacturers Assn. - May 3l-June 4, national conference, Minneapolis, Mn.; (847) 303-5664.

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Willamette Valley Hoo-Hoo Club - June 5, golf, Shadow Hills Country Club, Junction City, Or.; (541) 485-5979.

Los Angeles Hardwood Lumberman's Club - June 1L, election night, BJ's Brewery, Brea, Ca.; (714) 611-3079.

Lumber Association of California & Nevada - June ll, associates/dealers golf tournament, Rancho Solano Golf Course, Fairfield, Ca.; (800) 266-4344.

Portland Wholesale Lumber Association - June 11, forestry innovation summit, Corvallis, Or.; chrisc@patlbr.com.

Forest Products Machinery & Equipment Bxpo - June 11-13, Morial Convention Center, New Orleans, La.; (608) 231-1361.

Seattle Hoo-Hoo - June 12, golf tournament & dinner, Mount Si Golf Course, Snoqualmie, Wa.; (425) 883-2777

Remodeling & Decorating Show - June 13-14, Los Angeles Convention Center, Los Angeles, Ca.; (818) 557-2950.

Western States Roofing Contractors Assn. - June 14-16, expo, Peppermill Resort & Casino, Reno, Nv.; (800) 725-0333.

National Retail Federation - June 15-17, loss prevention conference & expo, Los Angeles, Ca.: (202)'783-7971.

Construct 2009 - June 16-19, Indianapolis, In.; (30 I ) 670-0604.

National Lawn & Garden Show - June 16-19, Hyatt Regency, Atlanta, Ga.; (888) 316-0226.

PCBC - June 17-19, Moscone Center, San Francisco, Ca.; (916) 443-'7933.

Tuolumne Lumber Jubilee - June 18-22, Tuolumne, Ca.; (800) 266-6436.

Western Hardwood Association - June 20-23, annual meeting, Sunriver Resort, Sunriver, Or.; (360) 835-1600.

Forest Products Society - June 2l-23, convention, Doubletree Hotel Boise-Riverside, Boise, Id.; (608) 231- 1361.

Society of Wood Science & Technology - June 24, international annual convention, Boise, Id.; (608) 231-9347.

Western Wood Preservers Institute - June 28-30, summer meeting, Coeur d'Alene Resort, Coeur d'Alene, Id.; (800) 7299663.

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North American Retail Hardware Association - July 13-15, Marriott Rivercenter, San Antonio, Tx.; (317) 290-0338.

Temperate Forest Foundation - Jily 14-17, teachers tour, Corvallis, Or.; (503) 445-9472.

AWFS Fair - July 15-18, Las Vegas, Nv.; www.awfsfair.org

Western Red Cedar Lumber Assn. - July 16-18, cedar summit, Delta Ocean Pointe Resort, Victoria, B.C.; (604) 891-1231

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ProBuild Restructures Regions

ProBuild Holdings, Denver, Co., is moving to a new region structure and adopting a new "shared services" model-two enhancements designed to bring regional leadership closer to the customer and reduce costs associated with repetitive back office functions.

The restructuring will move critical sales and operating functions closer to similar customers grouped within smaller geographic areas. "Increasing customer responsiveness is the primary goal behind these organizational changes," said Bill Myrick, chief operating officer. "Given current market conditions, we feel it is critical that we get even closer to our customers. Grouping similar customers into more manageable service areas will enable our region leaders to successfully achieve this goal."

ProBuild's regional structure, formerly consisting of four regions (North, South, East and West), will grow to six regions:

. Northwest, based in Lacey, Wa., and headed by former Spenard Builders Supply president Ed Waite; Midwest, Winona, Mn., led by

ex-North president Doug Ossefoort;

. Northeast, Morristown, N.J., led by market development president Joe Todd;

. Southeast, Atlanta, Ga., headed by ex-East president Buddy Ables;

. South Central, Tulsa, Ok., overseen by ex-South president Jim Cavanaugh, and Southwest, San Diego, Ca., led by ex-West president Joe Lawrence. With the new shared services model, said c.e.o. Paul Hylbert, "we can drive millions of dollars out of daily operations by consolidating and centralizing redundant functions that we currerftly perform both at region and at corporate levels."

G-P Kills Bluelinx Deal Early

Georgia-Pacific LLC will pay $18.8 million to end its master purchase, supply and distribution agreement with Bluelinx Holdings.

G-P originally planned to cancel the deal in May 2010. Bluelinx will continue to distribute G-P building products, including engineered lumber, which is covered under an exclusive three-year purchase made in

February 2009.

"We have been distributing Georgia-Pacific building products for over 50 years and look forward to continuing what we believe is a more sustainable long-term relationship for both of our companies," said George Judd, c.e.o. of Bluelinx.

Green Supplier Spreads Out

Reclaimed wood products specialist TerraMai is downsizing its Mount Shasta, Ca., office and by the fall will open a satellite branch in the San Francisco Bay Area.

As the company's focus has shifted from small residential to large retail and commercial clients, it saw the need to move to a more urban area. "It's a make-or-break opportunity," said marketing director Matt Nichols.

The Mount Shasta office's 15-person staff will be reduced by at least a third. The new office will employ six.

TerraMai will discontinue use of a mill in McCloud. Ca.. and instead outsource its milling to facilities closer to where it reclaims its wood.

The firm also has an office in New York and an employee in Bali. The Mount Shasta office, said Nichols, "will stay here indefinitely."

Sales management = activity management

A COMMON misconception

.Cl,among sales managers is that they are managing themselves. You can work unsupervised. You know how to sell. You know how to build a territory. These combined skills are not common-that's why you were made manager!

Last week I had a similar conversation with two different sales managers in completely different industries on opposite sides of the country.

East Coast (Lumber): "James, I'm not their father; I shouldn't have to tell them all these things."

West Coast (Seafood): "James, I shouldn't have to babysit these guys; they should do these things on their own."

My answer to both was the same, "That's exactly what you have to do. Sales management is activity management. If you don't want to babysit your team, you need to get out of sales management."

Hire Talent

Many sales managers (and companies) think they can get around managing salespeople by hiring only the most talented. There are inherent problems with this strategy. Number one: there just aren't that many superstars out there. (My best guess is this group represents about one out of 40 of the current sellers in any market.)

The other problem with the superstar group is they want superstar compensation. I've found very few companies who can stomach the price or believe these salespeople are worth it.

Superstars may not fit your company culture. Who is going to manage this incoming prima donna? It's great to bring someone in who will put up numbers quickly, but who will deal with them (and the rest of the sales team) when they skip the Saturday sales meeting because they (feel they)

don't need it?

In addition to pay and fit problems, superstars can have their own set of management issues. Just because a salesperson can put numbers on the board doesn't mean they don't have to be managed. A sales manager may not have to tell the superstar to close more, but they (the sales manager) may have to spend hours with them in their office talking about the superstar's personal problems.

Final note on superstars: Audit their numbers. Do they do all their business with one account? Do they put up large but low margin business? Are they going to sell your operations people into an untenable service agreement? Sales numbers can be very deceptive. The top line (sales) may be great, but the bottom line (profit) may not be. Interviewing a superstar? Audit first. then hire.

Activity Management

Successful sellers micro-manage their time. Sales managers are reluctant to micro-manage their salespeople. Don't be! Any salespeople who are not hitting their numbers need to be micro-managed. When they start performing, we can ease olT on some of the management. Remember, sales team productivity is our responsibility. Do not let low performers intimidate you into not managing them.

Activities sales managers should manage:

By James Olsen

. List of who sellers will call the next day. Who they wlll caII, what they will offer with a delivered price, and the outcome of that call. (Many sellers list only who they are going to call-this doesn't cut it. They must list what they are going to offer to the customer with a delivered price). The preplan and post call list-with outcomes-should be placed in the manager's in box every day before going home.

. Account management. Go over on a regular basis-quarterly, if not monthly. One of the biggest mistakes sellers make is calling accounts who are not buying from them. Sales managers need to help sellers decide whom to keep, whom to visit with the sales manager, and whom to cut or reassign. This will not happen without sales management.

. Emotional management. An area grossly overlooked by sales managers. Your sales team needs your emotional support. Some will need it more than others, but they all will need it. Most sales managers spend more time with their boss than they spend with their sales team. The sales team sees and feels it. What kind of message does this send?

Consistency

If sales managers will spend time on activity, account and emotional management on a consistent basis, their sales teams will perform and improve. The key is consistency. Once your team knows what you expect and that you are going to follow up religiously, they will perform for you.

- James Olsen, Reality Sales Training, specializes in sales training for the lumber industry. Reach him at james@realitysalestraining.com or ( 503 ) 544-3 572.

II/HEN the First Lady planred the V Y White House vegetable garden this spring, it did more than just promote home gardening. It harkened back to the Victory Gardens that were common during World War II, when our society pulled together for the war effort and our culture was imbued with the virtue of self-reliance.

It seems that our culture, which has been criticized over the last seneration as being both selfish and-disposable, might be taking a taking a sharp turn toward self-reliance and sustainability. Anecdotally, this seems true. A friend of mine has forsaken anything packaged and has taken to making her own cleaning products, toothpaste and yogurt. On a recent trip to Portland, Or., I saw more rain barrels and front-yard vegetable gardens than I could count. Though I don't know for sure, I'm inclined to believe that book sales for Emerson and Thoreau are on the upswing, as well. All this, of course, creates opportunities for the savvy retailer in our industry.

Let's start with gardening. Not only were sales of organic gardening products up last year, but more households were growing their own food. The National Gardening Association reports that 36 million households participated in food gardening in 2008

Self-reliance is back

By Jay Tompt

and projects that number to increase 19Vo to 43 million households in 2009. In a separate report, they found that nine out of 10 households believe that it's important to maintain their landscape in a way that benefits the environment, although only about half are knowledgeable about how to do so. That gap is the retailer's opportu- nity-a budding population of food gardeners with a thirst for knowledge.

For those dealers with garden centers (those without might reconsider), it should be relatively easy to source organic soils, plant foods, pest control products, and drip irrigation kits, as these product categories have been growing for years and most L&G distributors stock them. Seeds can be a different matter. I recommend Seeds of Change (www.seedsofchange. com), which stocks a wide variety of organic and heirloom varieties.

Getting staff educated is key. In California, there's a fantastic program called Our Water Our World (www. ourwaterourworld.org), a non-profit funded by state and utility grants that provides free training and education for store staff on pesticide-free methods for controlling garden pests. Similarly focused non-profits and organic gardening organizations sh the country, so they should be easy to find.

But there's more to household selfreliance than simply planting a garden. Households generate lots of organic waste, with food scraps accounting for a big chunk of what goes to the local landfill, where it's consumed by anaerobic microbes that produce methane-a greenhouse gas 25 times more powerful than carbon dioxide. The solution is simple: composting.

Composting organic waste produces a nutrient-rich soil amendment, which every gardener knows is essential. There are some good composters on the market that look attractive on the retail floor, such as those from EnviroCycle, Terracycle, and Earth Machine. Some, like Green Johanna, even work in cold weather and can handle meat and bones. An alternative to conventional composters is a worm bin, such as the Worm Factory, which works well for folks without a yard.

Little "economic recovery" gardens, irrigated by rainwater, with soil amended by composted organic waste, are ripe with merchandising opportunities for self-reliant retailers.

- Jay Tompt is vice president of green product development at distributor Plan-lt Hardware and a leading expert in sustainable business and supply chain issues. He can be reached at info@plan-ithardwere.com or (415) 359-9914.

Vegas Dealers Join Forces

A.C. Houston Lumber Co., Las Vegas, Nv., has purchased the assets of 28-year-old Sandlin Lumber Co., Las Vegas. A.C. Houston will operate out of both its existing and newlY acquired Las Vegas locations.

"This expansion reaffirms A.C. Houston Lumber's commitment to the southem Nevada market in which we have had the pleasure of Providing quality service and products since l948," said president Ron Mason.

A.C. Houston operates lumber and truss manufacturing facilities in Las Vegas; Indio and Sacramento, Ca., and Ketchum, Id. A year ago, it sold five yards in New Mexico and Colorado to Alpine Lumber Co.

Hampton Sawmills Cut Back

Hampton Affiliates. Portland, Or., is reducing operating hours at its Oregon and Washington sawmills, resulting in roughly 225 layotfs effective June 6.

Mills in Darrington, Wa., and Tillamook, Or., will cut hours by 607o, with Darrington laying off 90 of 220 workers and Tillamook losing 85. Its rnill in Willamina, Or., will reduce production slightly.

The curlailments are indefinite and anticipated to exceed six months.

"Customer dcmand and lumber prices are at historically low levels, and most forecasts predict it may be several years before normal housing markets return." said c.e.o. Steve Zrka.

PlyGem Slashes Production

Ply Gem Industries, CarY, N.C., has begun consolidating production at several of its manufacturing facilities to improve efficiency and reduce operating expense by over $6 million a year.

The company will shift the majority of procluction from its KearneY, Mo., vinyl siding plant to its other three vinyl facilities, laying off 140. The Kearney plant will run on a limited basis until the housing market rebounds.

PlyGem will close its Tupelo, Ms., window and door manufacturing facility, which employs 23, and consolidate all window lineal production into its Rocky Mount, Va., Plant. Production of its West Coast window and door facilities in Sacramento, Ca., and Auburn, Wa., will also be realigned.

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onqls

Bob Bretz, ex-Colville Indian Precision Pine, has joined Yakama Forest Products, White Swan, Wa.

Jim Snodgrass, sales mgr. & v.p.export sales, Contact Industries, Portland, Or., has retired after 25 years with the company. His responsibilities will be divided among the remaining sales staff, including sales mgrs. Pete Himes, Duane Roth, Greg Wiltjer, and Ernie Glanville.

Brian Baker is now part of the sales staff at Pacific Western Lumber, Lake Oswego, Or.

Tobin Kurton has joined the trading staff at Buckeye Pacific, Portland, Or., focusing on hardwood plywood.

Michael Richardson, ex-States Industries, is a new marketing spe- cialist at Timber Products. Springfield, Or.

Carl Hedlund has been elected to the board of ProBuild Holdings, Denver, Co. Hedlund, who retired as president of Therma-Tru in 2OO7 , will also serve on the board's compensation committee.

Steve Phillips has been promoted to merchandise mgr. for hardware and industrial at Orchard Supply Hardware, San Jose, Ca. Andy Passman, ex-Home Depot, is the new merchandise mgr. for tools & appliances; Brian Hersey, plumbing buyer; Traci Smith, garden buyer, and Carol Nakauchi, housewares buyer.

Greg Petet has joined the outside sales team at Hadlock Building Supply, Port Hadlock, Wa. Sharon Senner was voted the store's Employee of the Quarter.

Dan Griffiths has joined the sales staff at Olympic Industries, North

Vancouver, B.C., specializing in cedar.

Duane Goodwin, chief supply chain officer, has resigned after four years with Bluelinx Holdings, Atlanta, Ga.

Mark Otto is now national sales msr. at Kubinec Strapping. Don Stilson is the new operations mgr.

Keith Rozolis has been named executive v.p. and chief operating officer for ABC Supply. Brent Fox is now v.p.-divisional operations; Brad Money, v.p.-manufacturing operations; Kim Hendricks, v.p.organizational development; Mike Schwarz, director of marketing & business intelligence, and Mary Groessl, director of business development.

Stefan Bergmann, ex-Great Lakes Forest Alliance, is now executive v.p. of the Forest Products Society. Mike Reimer, president of Western Wood Preserving, Sumner, Wa., and six friends rode their motorcycles 350 miles through Mexico over four days in March.

Moore Watts is a new electrician at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

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Weyco To Close Sorting Yard

Weyerhaeuser Co., Federal WaY, Wa., will close its Bay City log export facility in Aberdeen, Wa.

The facility, which emPloYs 54, will inventory and clear remaining logs from the yard before closing permanently late this month.

"We are taking this action due to continued weak demand for wood and wood products," said Rich Wininger, v.p. of Weyco's Westem Timberlands operations. "We will consolidate log sorting and exporting at our other facilities in the region, located at Longview and Olympia, Wa."

Weyerhaeuser has operated the Bay City yard since the early 1970s.

Onco Finds Buyer And Files

Onco Construction SuPPlY, Livermore, Ca., has filed for Chapter I I bankruptcy protection and agreed to sell its assets to ACSP, an entity controlled by Greg Grosch, cofounder of White Cap Construction Supply.

"The strength of Mr. Grosch's relationships in and knowledge of the construction supply industry were two major factors in the decision-making process of Otco's board of directors

to approve the sale to ACSP," said Onco president and c.e.o. Peter Alexander. "Despite the required reorganization, Onco intends to continue to operate its business through the sale date, which is exPected to occur at the end of May. Additionally, subject to reaching amenable agreements with its landlords, it is also anticipated that the purchaser will continue to operate in its existing locations."

Onco, which closed seven branches in early March, now operates 12 distribution centers and two rebar facilities in California, Nevada and Arizona.

llews Briefs

(Continued from page 20)

97o to an annual rate of 564,000 ... regionally, starts were down 26.3Vo in the West

Ace Hardware. Oak Brook, Il., ranked lOth on BusinessWeek's annual customer service ranking for the second year in a row

AZEK Building Products, Scranton. Pa.. has been dubbed a

preferred supplier by deck/porch builder Archadeck ...

Sto Corp., Atlanta, Ga., earned ISO 14001 :2004 Environmental Management System certification for its North American plants ...

LP Building Producls has earned a 1.7 5E grade for its LP SolidStart LSL from APA-The Engineered Wood Association ...

Trex Co. is now recommending the use of The Hidden Link hidden deck fasteners from Sure Drive USA, Hayward, Ca., with Trex square edge decking profiles ...

Fasco Fasteners was selected to exhibit in the Smart Solutions section of PCBC June 17-19 in San Francisco, Ca.

Send us your news!

Have your recent expansion, Promo' tions or other company changes published in the next issue of lhe Merchant.

Just fax 949-852-0231 or email to kdebats @ building-products.com.

Plum Creek Cuts Back In Montana

Plum Creek Timber Co.. Seattle. Wa., is permanently closing its Pablo, Mt., sawmill and may also shut down mills in Evergreen and Columbia Falls, Mt., due to the tepid residential construction market.

The pine board in Pablo will run at one shift until late June, unless log inventories run out earlier. In late April, Plum Creek also issued 60-day notices that the other two plants would be evaluated and either kept running or closed, either temporarily

ldaho Ace ls On The Move

The Ace Hardware store in Idaho Falls, Id., has moved to a new, larger location just down the road in Ammon, Id.

"We decided to move because we wanted to have a more convenient location in a more modern facilitv. and we needed to be able to add some extra products to our offerings," said owner Stacie Gebo.

New products include lumber and a second line ofpaint.

The new space is also environmen-

or permanently.

"It could go either way," said spokesperson Kathy Budinick. "We'll just have to look at the market and see how its doing."

Since the first of the year, Evergreen and Columbia Falls have experienced temporary shutdowns, while a sawmill in Ksanka, Mt., was permanently closed. It will be dismantled and its equipment sold-the same fate that awaits the Pablo facility if a buyer cannot be found.

tally friendly, with low maintenance concrete floors, more windows to bring in natural light, and an unfinished ceiling. Recycled materials were used for the checkout counter and signs were brought over from the old store.

Alternative Decking Picks Up

Overall U.S. demand for decking will grow 2.17o anntally and reach 3.6 billion lineal ft. by 2013, according to a new Freedonia Group study. Wood will continue to account for

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Demand for wood-plastic composite and plastic decking is projected to rise about lo%o per year through 2013. Although decks made from these materials generally cost more initially, the study reports, they require less annual maintenance than most wood decks and offer log-term savings.

Increased demand for composite decking will also be fueled by its resemblance to natural wood and its ability to be cut like wood decking, more consumer familiarity with composite decking, and the perception that it is an environmentally friendly material because it is produced with reclaimed plastics.

The residential market, which accounted for 6lvo of total decking demand in 2008, will continue to consumer the majority of decking in 2013. In addition, consumers will add amenities to existing decks, such as outdoor kitchens, hot tubs, and additional railings and other accessories to separate areas of the deck.

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Preventing the price objection

By Dave Kahle

55\ZOUn price is too high!" The infamous price objec- I tion. Wouldn't sales be a great profession if we could somehow wipe it out and never hear it again?

Unfortunately, that will never happen. Too many of the people with whom we deal are paid to get the best deal they can. And that means asking for a better price, even when they know they are getting a great deal. And, human nature being what it is, it's only natural for many people to try to get the best price that they can.

That being said, it is still possible to reduce the number of times we hear it, and, perhaps more importantly, it is possible to reduce the intensity of the comment. In other words, we may still hear it, but many of our customers won't mean it as intensely as they once did.

While we can't control our customers. we can control our behavior. And many times it's our behavior that

prompts the customer to ask for a discount. By changing our behavior, we can impact the customer. Here are five specific strategies to help you prevent the price objection, by locusing on your behavior.

1. Loot< like you are worth more.

Our appearance affects the customer's subconscious view of our value. If we look like we don't value ourselves, it's natural for the customer to assume the same about our product.

I will never forget a salesperson for one of my clients who came to see me, concerned about the pressure his company was putting on him to get results. He chewed tobacco and had the yellow teeth and spots on the leather vest he wore to confirm that. A wrinkled pair of blue jeans topped a pair of dusty cowboy boots. He looked like a

reject from a consignment shop. His appearance screamed "cheap."

If you look confident, competent and successful, you send the subtle message to your customer that you, and your offering, is worth a little more. You just look like you are less likely to discount your price in order to get the order. Practically speaking, that means to dress like your customer, only a little better. Project the demeanor of a successful, confident salesperson.

2. Beli""" in your price/vatue relationship.

Do you believe that your offer represents a good value to the customer? If you don't, it will be difficult for you to convince the customer of it. You don't have to believe that your product is the best or that your company is the best. You just have to believe that it is a good value, giving the customer his or her money's worth' More people buy Fords than buy BMWs. It's not about being the best; it's about a good value.

This can be difficult if you, in your personal life, are a bargain shopper. If you refuse to pay the asking price for anything and won't buy it if it's not on sale, then you'll have a difficult time convincing your customer to pay the full price for what you are selling.

Your core beliefs will influence your behavior and be communicated to the customer in a number of subtle ways.

To counteract that tendency, carefully examine the offer you are making from the customer's point of view' Do whatever it takes to convince yourself that it is a good value to the customer, worth every penny the customer will DAV.

3. Don't inadvertently sow the seeds.

Sometimes we can blindlY sow the seeds of discontent with our stated price by our poor choice of language. For example, when we say things Iike. "This is our retail price," "This is our rack rate," "This is list price," or other such terms, we immediately convey to the customer that there are other, lower prices available.

We have inadvertently encouraged the customer to ask for a discount. The word "price" doesn't need an adjective to describe it.

4. Don't advertise your willingness to discount.

Sometimes, in our eagerness to make the sale, we advertise our willingness to make price concessions in order to secure the business. We say things like' "We'd be happy to discuss pricing with you." Or "We may be able to do better." Or "If you give me the last look, I may be able to sharpen the pencil."

I was shopping for office space. As I looked through one location with my realtor, I asked the listing realtor what was the lease rate. He told me, and in the same breath said, "But we're willing to work with you on that."

After hearing that, why in the world would I accept his original terms? He broadcasted his willingness to discount, (Please turn to page 37)

Storm Doesn't Stop Yard's Sale

lrvcn arr clllr splins blizzlrrcl cor:ldn'1 stolt thc iirtnull tuo-rluv sulc lut Scurs Trostcl Lunrbcr' & Millwork.

fivc inchcs o1' srrou,. and icl ntads." gcncrai nranagcr C'urt Vichrret'cr :lritl "Tlt,'p()\\el \Ul)l)l) lor',rUI r'0rrrputef svstent u'ctlt oLlt. so \\'e \\,r()tc tickets the old-l'ashioncd *ar': b1 hund."

A 20.000-scy. fi.. cl inrate-conrfollc(l walehotrsc allou'ccl custor)rers to pLrll in and load up out <lf thc weather. According to Viehntcycr. tlte cvcllt startecl cigltt t,cars ago to move cLlslonr nrillwork overstock and overruns. ''Wc hold this er,cnt to rlake thcsc hi-eh-qullitr iterns lrvailablc to peoplc who arc enrbarking on a renrodeling pro.jcct. bnl who rnay still havc sornc 1'lexibilitr in thcir dcsign."

This lcar''s sale otfbled rleepcr rlis, courlts and greatcr sclection. "Wc Iouncl ctursclves will'r lots of rnillcd itcrr-rs in ualnirt. rniihctgany und alclcr. which guve clct-it-voursclfcrs a qrcat opportunity to usc a wood thcv rrrisht not huve otherwisc cltoscn." Rccluccclpricc hardrroocl lurnbcr uas also ollcrecl firr salc.

"lt w,as a grcut opportunitv for

CLIMATE CONTFOLLED 20,000-sq. fr. warehouse allowed customers to puli rn and load up out ol the weather. -t'&$ r'.-,S . ,:t r.i,'rs

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homeowners to purchasc Premlum wood for home fix-it projccts and fbr woodworkers to get supplies fbr their next projects," said store manager Matt Chavez.

Viehmeyer said that it takcs four to five weeks to plan and execute the event each year. "Our advicc to others who may try this: keeP Your overrun and overstock items well-organized and inventoricd throughout the year. It makes prcparing for a sale like this much easier."

ihtiirth

"[A mentor] said if you give a person a good product at a goocl price and you back it up, you won't starve to death. And the other thing he said was to hunt and try to find good, honest People to work for you, and we've done that. We're a large store 1br an independent, but we alwaYs try to keep that mom-and-PoP atmosphere."

If you get almost cvery deal, Your prices aren't sufficicntly high. You need to lose sctme in order to gain the customer's respect as wcll as a sense of where the rnarket price Is.

I've often thought that the idea of asking for the opportunity lbl a "last look"-which most salespeople strive fbr and proudly proclaim as proof of a good business rclationship- is nlerely another way of saying that you'll discount the most. Why would the customer give you a "last look" if hc wasn't expcctin-u you to discount some more?

It's so easy to complain about the customer and the constant pressure to rcduce our prices. It's the thou-shtful salesperson who understands that our own behavior can offen bc the cause of thc price objection. Chan-rre your hehuvior and you'll improte )()ur results.

Duvc Kuhle, "The Growth Crtrtclt," is u sules t onsultattt. troiner and uttthor ol si.r lrool.r and a .li'ee ntontltll' "Thirtking About Sules" e:.irtc.Thi.s urti<'le is e.t((rpled f'rotn hi.s bottk Takc Your Salcs Perl'orrnancc Up-a-Notch. Reuth Itirtt ut ( 800 ) ,l -l I - I 287 : wn'v'tlat'ckahla run

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Geo. M. Huff Lumber ComPanY has teamed up with Forest Grove Lumber to become the exclusive Southern California stockin g distributor of Tru-Dry Timbers.

6$t.qr\'*s{ ih* ltn'i,-q: {}l:jr. 9:::'': (Cotttirtued Irom pag,e 35)

and I'd be foolish not to take him uP on it. By broadcasting your willingness to gct the deal, you encourage the customer to ask for price deviations.

5. Be careful about ever discounting.

If you discount your priccs in response to a customer's request, on even one occasion, you have conveyed to the customer the idea that Your quoted price is not your final pricc. Now, forever in the future, the customer will remember that you can discount when pressed. He will. thercfore, press for discounts.

If, however, you never discount from your quoted price, you convey that there is some integrity in your pricing, and that you are quoting him your best price from the beginning.

It's okay, on some occasions, to walk away from a piece of business rather than to discount in order to get it. The net impact is that the customer respects your pricing, and is less likely in the future to ask for a discount.

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How Leaders Can Deliver Bad News

f N OLDEN day:. messenuers who lbrought bad tidings rirkcd heirru killed fbr their ettorts. Times and customs have changecl . but this rruch remains the samc: no one likes being the bearcr of bad ncws. Unfitrtunately, it is becoming more and nlore necessary these days.

Profits are falling. salaries and benefits are being cut. projects are bcin-e cancelled, peoplc are bcing laid off, plants are being shut down, and busi-

By Chris Witt

nesses are going under. When you're a leader. whcther or not you havc the title. what can you siiy'i What .shoultl you say /

This rruch is clear: you cannot n(/r conrmuniciite. Retusing to talk about problems won't makc thcm go away. It won't win yctu pcoplc's trust and respcct. And it won't reassure thent or gain thcir willingness to take thc actions iind make the chan-ges that are necessary.

Onc way or another. the bad news u ill gr't out. Thc question is not u lrt'tht'r but /r,,rr' lo e ornmunie ute il. Fclllow these guidelines tcl make a po(en(iirllv puinful experiencc rnor.e pt'rsitive. both for you and fbr the peoplc you're addrcssing.

tse credible.

Your words are only as believable lr\ y()u llrc. Mukc sure y0ur nresslue is consistent with what your audicnce already knows about your values, actions and commitmcnts.

Choose the right time and place.

As a gcneral rule-there are exccptions, of course-you'll want to communicatc the bad news as soon as possible. People will f'cel betrayed if they think you have unnecessarily kept them in the dark. But as the book ol' Ecclesiarstcs says, there's a timc and a place fbr cverything. And the time and thc place for breaking bad news to people is whcre and when they fecl saf'est.

Tailor the message to the audience.

In some situations. you'll have to address just one audience-your employees. your department, your team, your clients. But in larger or-eanizations you may be faced with several audiences-the board of directors. cxecutive team, stockholdcrs, departrnent heads and managers, the rank and file. the public. the rnedia-and you'll have to create a message that is suited to each audience's particular concerns, roles and responsibilities. Give people an advance warning.

Bosed in Annopolis, MD, Fletcher Wood Solutions@ is the lorgest mcnufocturer o{ defect-free, oppeorance grode rodicto pine products in New Zeolond. Distributing our clecr boords, mouldings, LIFESPAN' treoted wood, ond lumber to the North Americcn morket through our proven ond completely integroted supply choin, Fletcher Wood Solutionsr-) mointoins direct occess to one of the lorgesi FSC certi{ied(-) pine plontotion forests in the worro.

Letting people know the gcneral purpose o1' the meeting braces them fbr bad ncws. In person or by email. simply let pcople know when and where the meeting is bein-r held and tell thcm you'll be discussing "recent developments" or "news from the main office." Don't go into details at that time. and don't provide false reassurances. It's okay to let people start worrying, as long as you don't keep them on the hook for long.

Be prepared.

Whenever the ncws is bad. the stitkcs are high. Would you approach any high-stakcs presentation without knowing what you're going to say and how you're goin-r to say it? This is not the time l'or ad-lib remarks or for shooting fiom the hip. This is the time for carefully chosen words and a confidcnt delivery.

Start with the facts.

Be truthful and never say anything

that you can't substantiate. For all too obvious reasons, people todaY have grown distrustful of leaders in both politics and business. So it's even more imperative for you to lead with integrity. Tell people what they need to know as objectivelY, fairlY and completely as possible. Do not sugarcoat or downplay the bad news. Pattern yourself after Sergeant Joe Friday: "Just the facts, ma'am." Then tell people what those facts mean. Be empathetic.

Acknowledge people's feelings in a compassionate way without turning the event into a therapy session or a sob fest. Avoid telling PeoPle You know exactly how they feel, or going into too much detail. You might want to say something like, "I know how difficult and painful these changes will be." If appropriate, share your own feelings. Whatever you saY, Your underlying message needs to be both credible and caring. And then put your organization's actions behind it. Provide hope.

Don't make promises You won't be able to keep or give assurances about the future that may not hold true. But give people reason to believe that their work has meaning, their contributions have value, and their prospects have potential. Leaders see possibilities when others see only failure, and people need hope now more than ever' Encourage action.

You have people's attention. (Bad news has a way of making PeoPle sit up and take notice.) You've told them what is happening and explained why.

You've given them hoPe. Now set them to work. Tell people exactly what you want them to do, and show them how they will benefit from doing it. Reinforce values.

Show people how everYthing Your organization is doing to address the situation or to respond to the crisis is in alignment with its values. How your organization acts and how you personally act under pressure tells people more about what you really value than anything else you say. Use this time as a teaching moment.

Repeat. Repeat. RePeat.

Don't be like the Proverbial husband who told his wife that he loved her on the day theY got married and hasn't told her again because he said it once and, darn it, she should know. At best, people hear onlY Part of anY speech, rarely the whole of it. This is especially true when they are steeling themselves for what they fear is coming. So you have to say it again and again and again. Once you've spoken face to face to everYone involved, schedule fbllow-up meetings. Make yourself available to talk in a variety of settings.

No one wants to be the bearer of bad news, but true leaders do it without flinching because they know it needs to be done. TheY know it is in the best interests of those they serve.

- An executive speech coach with over 25 years of professional speaking experience, Chris Witt is author o/ Real Leaders Don't Do PowerPoint and founder oJ Witt Communications, LLC. Reach him at (619) 295-841 I or via www.wittcom.com.

Cedor Products

R.E-S.P.E.C.T

TWO brothers. both executives of a I large family business. wanted to take out a large loan to expand the company. Absolutely not, said the c.e.o., who was also their father.

That disagreement turned into several months of stalemate and an increasingly acrimonious relationship between the brothers and their father. By the time they finally called in a consultant, the argument had progressed from a difference over a business plan into a fight about respect.

"They have no respect for my decisions," the father complained.

"He refuses to acknowledge that we're capable of making major decisions for the business," the sons said.

The most common complaint I hear

By Bernard Kliska

about the issue of respect comes from senior executives, especially founders, who turn business disagreements with their children into a battle about their offspring not respecting them. Lack of respect, real or perceived, is probably the key factor in the breakdown of family business relationships. Without real, demonstrated respect, few family business relationships are long-term or sustainable.

Although founders most frequently complain about lack of respect, offspring also do it. I often remind families that if respect doesn't flow in both directions, it quickly dries up. Founders focus so much on the lack of respect from their children that they don't see that they haven't respected

their children enough and are in effect getting hit with their own boomerang of disrespect. On the orher hand, children focus so much on the founders not listening to them that they fail to see how their own lack of respect has calcified their parents' resistance to hearing anything they have to say.

The founder/offspring relationship is not the only one in family business that benefits from respect. Siblings also suffer from the impact of a perceived lack of respect, particularly if some siblings are involved in the business and others are not. Often, those in the business feel their non-employed siblings don't respect their contribution to the business. Those employed in the business feel that they are working for the good of the family and others are benefiting from their hard work. Or, siblings not in the business feel that they miss out on the rewards provided by the business-salary, recognition, and other perks. The same prescription for engendering respect applies in the sibling relationship.

What is respect? Respect is a little like love; everyone thinks they know what it means, but there are many definitions, most of them private, and when one person doesn't know the

other's definition, trouble usually results. So it's important for each person to define for the other-as well as for themselves-which behaviors will help them feel respected. This helps to move the issue of respect from complaining. hurt feelings, accusations. anger, and arguing toward negotiation.

"I feel I'm respected when You do what I want," a founder may say. "You want me to do what You want every time?" the child may respond. "Would you really respect me if I did exactly what you wanted everY time? Can we find some way in which we can both earn respect?"

When people know that their feel-

of importance the attributes that make their business successful, respect for other family members isn't likely to appear high on the list-if it appears at all. But I believe that respect is essential for long-term survival of the family business. Family members who don't feel respect will not make their best contributions to the enterprise, and they may even unintentionallY sabotage things.

Many founders have done a tremendous job starting and growing their family businesses precisely because they saw the business as a means of gaining respect. But somewhere along the line, the need for respect became confused with power. History is full of examples of powerful rulers who started horrendous wars and whose kingdoms crumbled because, confusing their quest for respect with the quest for power, they couldn't exercise the kind of wisdom, empathy and benevolence that creates a culture of respect.

ings, thoughts, needs, ideas, wishes and preferences are heard and taken into genuine consideration, they generally feel respected. Notice I say genuine consideration. Respect requires more than lip service or empty actions. This is why I advise people not to fake respect but to cultivate their capacity for feeling it. When the feeling of respect is there, the behavior will naturally follow.

Learning to respect. Senior generations often believe that respect can be demanded or forced. But demands and coercion result only in false, token respect. Real respect must be earned by taking the other person's needs into consideration. For the two-waY process of respect to work efficiently, several things are required.

First, each person must be aware of what he or she needs to feel respected and must clearly express it. People have to listen non-judgmentally and non-defensively to each other. This difficult step is easier when you make a sincere effort to be curious and to care about the other's thoughts and feelings. Third, you must believe that feelings matter-yours and the other person's. When you give resPect, you're more likely to get respect.

Is respect really imPortant? If you ask many founders to list in order

Eventually, people who mistake power for respect become like a mouse on a treadmill, running faster and faster in a futile chase, more and more determined to hang on to their power, when the real solution lies in stepping off the treadmill and doing some self-analysis, soul searching, and sincere listening to others.

As with love, we most want respect from those with whom we're the closest. Shareholders seldom satisfy our deepest need for respect. We can't treat family members like automatons, servants or subjects who should give us respect simply because we demand it. We earn it through how we communicate and connect with PeoPle.

Communicating (which involves not just saying what we want but learning to listen to others say what's important to them) actually takes less energy in the long run than continually charging ahead by yourself. Disrespect breeds conflicts, and family business conflicts are among the most serious and nonproductive energy drains that I know of. In the end, the wise stewards, not the raging tyrants, are the ones who acquire the most resPect.

- Bernard Kliska is an associate of the Family Business Consulting GrouP, Marietta, Ga.; (800) 551-0633. He can be reached at kliska@ efomilybusiness .com.

Reprinted with permission ftom The Family Business Advisor, a copyrighted publication of Family Enterprise Publishers. No portion of this article may be reproduced without permission of

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Each kit contains all comoonents needed for a 6-ft. section. inciuding a 4'x4' post. a 6' top and bottom riil. and l4 balusters.

Two Rainfbrest Collection colors are offbred: terracotta and desert sand.

- Please cull (866) 729-2-178 or t' i s i t rr'vt,x,.rtt oi s t Lrre.s hie I tl .c o nt

Deck Clips With Lift

Mantis Deck Clips from Universal Fastener Outsourcing simplify cleck installations and eliminate the need

Composed of recycled aggregate and f1y ash, the product is suitable fbr general concrete work and qualifies

X.rdr Ja C-6dr t&r fa[ ar tba

lltnF-' !$il6!rF nn!!!ro:r

for visible fasteners-even on first and last boards. The clips elevate deck boards above joists so boards dry out and d6n't rot. Each carton contains 90 powder-coated steel clips, five starter clips, five finish clips' and all fasteners needed.

- Call (800) 352-0028 or visit www.9l l'nails.com

Soortv Mouldinqs

'Hand-6arved mouldingi in alder. maple and cherry are new from Braided Accents.

Constructed of anodized aircraft-grade aluminum, the tool is designed to straighten even the toughesthardwoods. It can alio accommodate a variety of joist sizes and has a self-locking cam design for hands-free holding power.

- Calt (866) 427-2547 or visit www.ipeclip.com

The Look of Cedar Fencing

Woodland Select vinyl fencing fromXroy Building Products mimics the look of weathered cedar.

Named Themed Millwork, the line includes chair rails, crowns, furniture parts, and corbels. Available themes depict golf, snow itiing, fly fishing, water fowl, pine cones, and more.

- Please call (866) 440-9663

Vinyl Fencing For A Lifetime

LifeTime fencing-contains no wood or plastic, but has at least 607o recycled content.

Rails, pickets and posts have the woodgrain pattern of cedar, but require no maintenance.

- Visit www.kroybP.com

Low-Profile Storage

Knaack's Weather Guard-low-profile side boxes combine a large storage space with maximum rear-window visibilility.

Manufactured by LifeTime Composites, the product,is composed of fly aih and urethane. It reportedly weighs 257iless than most wood-plastic composites' but can be worked like wood with standard tools and has earned a Class A fire rating.

- Visit www.ltlumber.com

Deck Board Straiqhtener

The Hardware Wrench frdm Ipe Clip Fastener Co. helps straighten bowed decking boards.

Constructed of heavy-gauge aluminum, the boxes have one-touch locks that deter against break-ins. Sizes range from 3.1 cu. ft. to 4.2 cu.ft.

Wlwnyouuse CowectDeck CX? wordgets around,

Deck Liqhtinq

. Deck ligh-ts from Xorora are designed for easy installation on both new and upgraded designs.

Co rre ctD eck' p rote cted with CX Technology'" for ultra-low maintenonce.

Using CorrectDeck CX leads to more referrals and fewer callbacks. That's because CorrectDeck CX offers your customers everything they want: ultra-low maintenance, performance, beauty and envi ron menta I responsi bi I ity. lt resists, fad ing, stains, mold & mildew and, with its own hidden fastening system, it's really easy to install. The only downside is, you'll have to order a lot more signs.

Visit our website to locate a retailer near you.

Go(d for Li{e.

www,corrvtdeckCX.com

Three different energy choices are available: low voltqge., line voltage, and solar. A variety of styles in 1l designer colors fit posts from 2 to 6-112,1

- Vi s it www .aurorade ckli ght in g .c o m

FSO-Certified lp6 Lumber

FSC-certified ip6 lumber and decking from panel Source International has Class A fire resistance and meets LEED requirements.

All lumber is kiln dried and graded to #1 premium. Available sizes are 2x4,2x6,2x8, and 2x10. Decking sizing is 514x4,514x5,5/4x6,and 5/4x8, with a l/8" radius edge on all sides.

- Call (877) 464-7246 or visit www .panelsource .net

Stronqer Deck Connections

Simps6n Strong-Tie's DTT2Z tension tie is designed for saf-er deck-to-house and guardrai l-post connect ions'

The new product connects railing posts into deck framing, not iust'to the rim joist. It can also be used the deck inio the "house for a safer, stronger ledger connection. An added ZMAX coating can be applied for additional corrosion protection.

- Visit www.strcnPtie.crtm

Deck Clip With a N_ew Angle

A new angled elip from Tiger Deck accommodates

Fred C. Holmes Lumber Co. ,YOIJR REDWOOD SPECIALISTS'

unique deck designs that can't be constructed with standard clips.

The -hi<icten fastener reportedly moves with the wood to maintain a firm hold on joists over time and under varying climatic conditions.

Call (503) 625-1747 or visit www.tiSerdeck.com

Composite Deck Pavers

Comfosite cleck pavers frorn VAST Enterprises off'er a clistinctive look and feel reportedly not available with traditional treated wood or composite lumber products'

Made fiom up to 95Vc recycled scrap automobile tires and gallon-size plastic containers, they are said to resist mold-and mildew, do not require screws, and require no staining, painting, sealing or other treatments. Pavers measure 3'ix6"xl .6" high, and weigh 6.5 lbs. per sq. ft.

- Call (612) 234-8958 or visit trtl)w.vastpovers.com

We offer on extensive invenlory of fine redwood products including Fencing, Decktng, Stding, ond Premium Timbers. Whethei yow oid", is by-the pieie or trucklood, our goal is to ensure the highest qualily ond service.

CLEAR ALL HEART A/R SEASONED

HRT BEE K/IN DR/ED

CLEAR AYE GREEN

BEE ROUGH & S4S

SEIECI HRI CUSTOM M/II/NG

CON HRI AVAILABLE

CON COMMON SIZES FROM IX4TO

Wholesale lumber products N[5"*$ffi^ t2xt2

Fred Holmes. Steve Holmes, Phyllis Hautala, Steve Hautala, John Gould

P.O. Box 80O, Fort Bragl. Ca. 95137 'Fu 707-961-0935

(8OO) 849-0523

AZEK Reserve railing is the newest member of the company's Premier Series.

The style reportedly offers an upscale architectural style and a flat handrail. in all white.

- Please call (877) 275-2935 or visit www.azek.com

Thermally Treated Decking

Radiance decking is manufactured from thermally treaied southern yellow pine in traditional or Euro styles.

After the wood is milled and cut, it receives the added protection of One Time Wood-a non-toxic, low-VOC resin blend that reportedly provides long-term protection against the elements.

- Please call (866) 318-9434 or v i s it w ww .radianc ew o o d.c o m

Ultimate Calculations

The Ultimate Lumber Calculator completes conversions between standard and metric units, and net and nominal sizes.

With the 6' to 2O' tallv feature. enter a tally and choose a iize to get

the equivalent standard and metric units. The calculator supports price conversions as well.

- Visit www.lumberiu.com

Easy Chairs

An Adirondack chair from Nantucket Post Cap is constructed of western red cedar.

. Various grades and widths

. Prompt, on-time delivery

. Consistent in grade

. Mixed truckloads

The chair is designed for relaxing on the deck or beside a pool or pond.-

- Please call (888) 758-7678 or v i s t www .nantuc ketpo s t c ap.c o m

Attractive and extremely functional, Bookcase Door Systems offer a distinctive, space-saving option for closets, pantries, wall safes, wine storage, home offices or hidden rooms just past the threshold. Built with durable 3/4" Appleply to support a load of 500 lbs., yet quiet and easy to open. Available in hardwood veneers (oak, cherry and maple) with environmentally safe clear and customized stain/paint finishes or unfinished. Woodfold Bookcase Doors ship fully assembled with healy-duty roller system and multi-position steel upper wall guide.

For more information and a list of distributors in your area, contact

Red Cedar fence board needs, Adams Lumber will take care of you.

Associotion News

( C ontinued from Pa ge 24 )

Inc., Holly Springs, Ms., as its new president during its recent convention in Indian Wells, Ca. He joins outgoing President Christian Mengel, DLH Nordisk Inc.; Chris Paras, Penrod Co.; Alan

Mcllvain, Alan Mcllvain Co.; Chris Connelly, North Pacific, and Warren Spitz, UCS Global, on IWPA's executive committee.

APA-The Engineered Wood Association has transferred management of the Engineered Wood Journal to the Engineered Wood TechnologY Association.

The journal now serves as the official publication o[ both associations. Jack Merry will continue as editor.

Forest Products SocietY is broadcasting two sessions from its convention June 22 via an Internet webcast: one of treated wood and "Expanding the Potential of Wood: An APPeal from Architects."

PONY UP: Los Angeles Hardwood Lumberman's Club enjoyed its annual Day at the Races April 18 at Santa Anita Race Track, Arcadia, Ca. (1) Bob Mitchell, Charley

James, Jovce & Walter Ralston. (2) Becky & Tim Peter'man, Andrew Nelson. (3) Sam & Kathie Sullivan, Brooke Bohnhoff. (4) Mike Bohnhoff, Christy Fuller, Christa Bohnhoff. (5)

Ethel Ohanesian, Lisa Bohnhoff, Dan Bohannon. (6) Shelly Nelson, Tony & Amy Moyer. (7) Kit Rohm, Alan Bohnhoff, John OhAnesibn. (8) Emily Moyer, Makenna Ogg.

LUMBER ASSOCIATION of Catifornia & Nevada reed up Aprit 16 at the..Black Gold Golf,Club, Yorba Linda, Ca. (1) Brian Kiphbn, Mark Calhoun, Delaura Kurkowski, Troy Allen. (2)'John Rsdman, trlife Donough, Bert McKee, Jack Petersoh. (3) Maiiri Barajas, Ron Hillman, Richard Coale, Pat Hawthorne.L4) Mike Croxton, Mark Ernsberger, Dean Costello, John Steele. (5) Richard Rios, Larry Stonum, nola"nOo Robles, Adam Sherwood. (6) Russ Primrose, Lfnn Bethurum, Bill

Tnn Mrncu,lNr MaclzrNn Mnv 2009

Ferguson, Pete Meichtry. (7) Grant Pearsall, Scott Stout, Sheldon Doss, JeIf Logue. (8) Chris Opie, Joe Allotta, Chris Freeman, Chris Brown. (9). Danny Sosa,.Jeff Norihiro, Kurt Robbins, Russ Rust, (10) IgLn llS..t, Matt Lapp, Willy Van Son, Kim Wood. (11) Mike Capirto. (1?).,lqln Ken, Jean Henning. (13) Jason Croy, Tony Campbeil, Steve Mitchell. (1a) Mike Carey, Mark Ganaht, Omar Diaz, Sal Caditto. (More photos on next page)

LAT GOLF tournament last month raised monev lor the association's political action committee (continued from previous page):

(1) Howard Weatherman, Bick Deen, Griff Jumonville, Steve Lawrence. (2) John Neel, Dan Coker, Will Higman, David Higman. (3) Tom Barclay, Phil Gallicchio, Dale Burghoff, David Holli'nqworth. (4) John Brown, Jeff Crawlord, Mike Plutner, Shawn Kelley. (5) Richard Lopez, Anthony Lopiccolo, Jack Butler, Pat Pablian. (6) Louis Rojas, Brad

Satterfield, Jim Burns, Mike Shumaker. (7) Chris McDonough, Chris Thoman. (8)_Scott Whitman, Terry Rassmussen, George Ritter, Jeff Stoll. (9) Mike Byrne, Larry Christensen' Phil Dodson, Bobert Clarke. (10) Carl Henoch. (11) Shannon Mott, Alan Oakes. (12) Pete Ganahl, Jerry Dunn. (13) Chris Manning. Chris Skibba, Al Reed, Doug Willis, George Hexberg. (14) Steve Patterson, Ken Dunham.

p loce

Rates: $1.20 per word (25 word minimum) or, if contains artwork or oversized type, rate is by the column inch (2-l18 inches wide): 965 if we set the type, $55 if ad is furnished "camera-ready" (advertiser sets type).

Phone number counts as I word, address as 6 words. Headline or centered

LUMBERTRADER

We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation.60Va split for trader. Call John at Lakeside Lumber at (623) 566-'7 lO0 or email lakesidelumber@cox.net.

DiscoYer whofs up

Eost ol the Rochei

Subrdbeb

Butr,ome PRopucrs Drcrsr

Coll Heother ot (949) 852-1990

copy, $9 per line. Border, $9. Private box, $15. Send ad copy to 4-500 Campus Dr., Ste.480, Newport Beach, Ca. 92660, Fax 949-852-0231. dkoenig@building-products.com, or call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: l8th ofprevious month.

Call for Prices 80G3r 34562 info@qutoslok.com

Flexibility

inventory,

ISIS Inc. (866) 878-8809 ext 1 info(a;isiswood.com

Robert Franklin Nikkel, 88, retired owner of R.F. Nikkel Lumber and Nikkel Lumber, Sacramento, Ca., died Jan. 9 in Sacramento.

After graduating from the University of the Pacific and serving in the military during World War II, he established R.F. Nikkel. When the company was acquired by DiGiorgio Corp., Mr. Nikkel served as president of its lumber division until he retired several years later.

Tiring of retirement, he formed Nikkel Lumber and ran the business for several years before retiring again.

George James Kavooras, founder of Moulding & Millworks, Fair Oaks, Ca., died Feb. l2 in Citrus Heights, Ca.

Mr. Kavooras served with the U.S. Air Force during World War II. He began his lumber career as a salesman for Hines Lumber, Oklahoma CitY, Ok. In 1967, he moved to Sacramento, Ca., and began working at Nikkel Lumber.

In 1980, he opened Mouldings & Millwork. Upon his retirement, his son, Rick. took over the operation.

Olaf Erven ttErvtt Lodeen, 73, longtime Pacific Northwest plywood salesman and retired sales manager for KPly, Port Angeles, Wa., died APril 8 in Port Angeles.

Mr. Lodeen started working at Harbor Plywood Corp., which was purchased by Aberdeen Plywood & Veneer in 1959. The company was acquired by Evans Products in 1961 and moved to Portland, Or.

After the company closed in 1986, he spent four years in sales with Multnomah Plywood Corp. before joining KPly in 1990 as sales manager. He retired in 2006.

Frank Bader Sr., 86, owner of Frank Bader Lumber, Signal Hill, Ca., died April 12 in Signal Hill.

Mr. Bader started working at Consolidated Lumber, Wilmington, Ca., in 1943 and then served with the U.S. Army during World War II. After the war, he worked at Ed Fountain Lumber, Los Angeles, Ca., until he started his own company in the late 1980s.

Terry Wayne Schulze, 61 , a retired lumber buyer for Lumbermens ProBuild, Tacoma, Wa., died after an extended illness March 29 in Tacoma.

Mr. Schulze served in the U.S. Army from 1968-1971.

In 1974, he earned a business degree and then spent 30 years in the lumber industry, before recently retiring from ProBuild.

John Frank ";ack" Samuels, 73, who retired from Pacific Lumber Co., Scotia. Ca., in 1995, died March 13 in Dorado Hills, Ca.

He served in the U.S. Army before starting his 45-year industry career, the last 36 years spent with Pnlco.

William Davidson, 86, chairman, president and c.e.o. of Guardian Industries, Auburn Hills, Mi., died March 13 in Bloomfield Hills, Mi.

After years as a successful lawYer and turnaround specialist, he joined his family's business, Guardian Glass.

He also owned the NBA's Detroit Pistons, NHL's Tampa Bay Lightning, and The Palace, a sports/entertainment venue in Auburn Hills, Mi., located near Guardian' s headquarters.

guide

Sourrrnn Cnltomn

LOS ANGELES AREA

Anfinson Lumber SaIes......,.,...,,...........,.......(800) 660-8680

Chozen Trucking Co .....562) 427-5672

Gemini Forest Products.........,...,.............,.....(562) 594-8948

Hufi Lumber C0.................(800) 347-HUFF (562) 921 -1331

Jones Wholesale lumber.....,..,,....................(323) 567-1301

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

ORANGE COUNTY & INLAND EMPIRE

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

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

Austin Hardwoods & Hardware....,.....,..........(71 4) 953-4000

Bear Forest Products.......,., (877) 369-2327 (551\ 7 27 -1767

BMD (Riverside)...... .....(951) 34j-0708

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

Boise (Riverside) ................(800) 648.91 16 (909) 343-3000

Building-Pr0ducts.com.............,....................(949) 852-1990

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

C&E Lumber C0...... .....(gOgi OZ+-ZZOS

Capital LumberCo. ......(909) 591-4861

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

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

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

Kelleher Corp. (Rancho Cucamonga)...........(909) 476-4040

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

llonru & Crunn Cruuonnn

SACRAMENTO / STOCKTON AREA

Arch Wood Protecti0n.,..............,..................(530) 533-7S14

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

California Cascade Industries.......................(91 6) 796.9353

California Lumber Inspection Service............(209) 334.6956

Capital lumber.............,.....(209) 946-1 200 (866) 946.2280

Capitol Plywood...... ......(9j6) 922.8861

Golden State Lumber (StocKon)...................(209\ 234-7700

Holmes Lumber Co., Fred C. (Marysville).....(530) 743-3269

Kelleher Corp. (Roseville)....,........................(91 6) 783-0900

Lausmann 1umber..................,.....................(800) 626-1233

Lumber Assn. of California & Nevada...........(916) 369-7501

M&M Builders Supp|y....................................(209)

(Atwater/Merced)......(209) 356-1433

Thunderbolt Wood Treatin9,..........,...,...........(800) 826-8709 (209) 869-4561

REDDING / FED BLUFF

Gemini Foresl Products............,..,.................(530\ 229-7 440

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

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

Sierra-Pacjfic Industries ..........,..,...............,..(530) 379-8000

Siskiyou Forest Products ...(800) 374-0210 (530) 939-2771

Western Woods, Inc.....................,,...............(800) 922-8157

SALINAS Big Creek Lumber Co. (Davenport)...............(831) 457-5024 Big Creek Lumber Co. (Paso Robles)..... ......(800) 479-7522

Pncrrc Jlonrlw:sr

Want to Subscribe?

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tl Bill Me tr My Check Is Enclosed

News or Comments? We welcome your comments on articles or news from your company, such as new hires, promotions, new product lines, expansions or acquisitions. Email dkoenig@building-products.com or Fax this form to 949-852-0231:

Distribution Inc. [www,normandist.com]......,.........,......29

Pacific [wwwnorthpacific.com] over I

[www.osmose.com]..............,.. .........Cover IV

Pacific Wood Preserving Cos. [www.pacificwood.com]...............35

Redwood Empire [www.redwoodemp.com] ...............,........Cover II

Roy O. Martin [www.royomartin.com] tt Simpson Strong-Tie Iwwwstrongtie.com] ............,............,...........36

Siskiyou Forest Products Iwwwsiskiyouforestproducts.com]......19

Sunbelt [wwwsunbeltracks.com]

Sure Drive USA [wwwsuredrive.com] ..................54

Swanson Group Sales Co, Iwwwswansongroupinc.com] ............21

Taiga Building Products Inc.....-...,-.-- ..............,...24

Temperate Forest Foundation Iwww.forestinfo,org]........,...........53

Thunderbolt Wood Treating [www.thunderboltwoodtreating.com] ...............15

TruWood-Collins Iwww.truwoodsiding.com] ....................Cover III

Van Arsdale-Harris Lumber Co. [www.vanarsdaleharris.net']....47

Viance [www,treatedwood.com].................. ...........22

Woodfold Manufacturing [www.woodfold.com] .,.........................46

Yakama Forest Products Iwww.yakama-forest.com]...,...............51

Micro Pro.

h',["".i",:1n::::

trb,gGe& Ifec trem dM

The MicroPro Treoted Wood Process is certified under SCS's Environmento lly Preferoble Produci (EPP) progrom bosed on Life-Cycle Assessment.

Why Builders, Contrqctors, & Homeowners Use MicroProo Pressure Treoled Wood Producls

. The Osmose' MicroPro, Technology is the first treoted wood process to be certified under Scientiflc Certificotion Systems Environmentolly Preferoble Product (EPP) progrom bosed on Life-Cycle Assessment.

. Long Term Field Testing shows thot MicroPro treoted wood provides effective protection ogoinst fungol decoy ond termite ottock.

. Buifding Code Compliont. ICC - ES Reporfs, ESR - 1980 & ESR . 2240

. Lighier, more NolurolWood Appeoronce.

. lmproved Pointing ond Stoining quolities.

. Betler Corrosion Proleclion for code-opproved fosteners ond hordwore, ond Approved for Aluminum Contoct.**

. End Uses include interior ond exterior Above Ground, Ground Conloct, ond Fresh Wqler lmmersion.

Since 1934, Osmose has produced quality, tested, reliable wood preservatives such as MicroPro. We fully stand behind our products and back them with industry leading wamanties.*

For more informolion visil www.osmosewood.com