Merchant Magazine - July 2007

'W'hether your needs are preserved wood products or composite decking and railing systems, we are your source. Our five strategically located'Western U.S. locations provide efficient, economical answers to your customers' requirements. You ll find thar our competitive pricing, qualiry and service are unsurpassed. To learn more visit www.allweatherwood.com

An Employee Owned Company

Seruing building products retailerc and wholesale distributorc in 13 Western states-Since 1922 July 2007

iLevel Trus Joist Wolmanized Parallam PSL

Direct ground c0ntact ts clanraging t0 ilosl lLlnrllef. 8ut Wolmarrized Parallatr PSL is di{ferenl. Tne Copper ,4zole-type B treatment penelrales t0 the c0re. prolecting against nl0istLrfe. fun0ai decay anri termile danrage Infact.lxellack0urtreatedParallanPSLwithdual. lirnitecl 30-yealvari-anties: onecntheireatlrent: and anolher ltnrited vrarranly against nanu{acturing defects, fronr iLevel-a Trus Joisl, Stfucturrv00d anci WeVerhaeuser business. To learn more, visit iLevel.conr 0r call ]-BBE-iLevelS (1-BBB-153 8358t.

I Trus Joist * Structurwood * Weyerhaeuser

Fax 5051877-7916

Fax 406/656-9969

Boise, lD

208/384-7100

Fax208/345-15l7

Denver, C0

3031289-3271

Fax 303/288-0476

Boise Distribution

Grand Junction, CO 970t244-8301

Fax 9701244-8316

ldaho Falls, lD

208t522-6564

Fax 208/524-0308

Latrhop, CA

209t983-4114

Fax 209/983-41 19

Locations

Phoenix, AZ 602t269-6145

Fax 6021272-6484

Riverside, CA 95'l/343-3000

Fax 9511352-0652

Salt Lake City, UT 801t973-3943

Fax 8011972-1937

Spokane, WA

509t928-7650

Fax 5091922-0599

Vancouver, WA 360/693-0057

Fax 360/693- 1 049

Woodinville, WA

425/486-1471

Fax 4251402-1291

Yakima, WA

509/453-0305

Fax 5091453-5629

Acxrwr A[r THREE wrTH A ursTortl rumgn sTonAGE SYSTEM FRofii Knnurrn

The sbroge syrlrems used by mony lumberyor& ore inefficient, ldor-intensive, ond unoppeoling lo cuslomers. Krouter ofhrs uptodob rocking splerns ond building lhot ore superior to lhoee designed ond construcfed decodes ogo.

Since 1964, lftouter Storoge Sysbms hos ofhred solulions io the commerriot, distribution ond indusfiolmq*ets. Our Buil4 ing Producr Divkion hos insblled systems st hundreds of lumberyor& throrghout he U.S. We ore lhe pioneerc of the rocksupporled building concept, plus we oriyinohd rhe fully inlegrod, shel-frome conlilwor rark mnopy sy'rlenr-the dominonl tvpeused in lumberyor& todoy.

Choos€ {ronr the industq/s wid6r selectim snd sizes of fixturee for the building products indusFy.

Here sre severol of the mqny Typicol Building Profiles to meet your specific needs.

And now for the latest weathering report.

For Better Performance, and Happhr Gustomers.

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

For more information, call toll free at 1-800-421-8661 or vi sit www.treatedwood.com.

-1-^ ecoltfe /a

Stabilized Wood, Organical ly preserved

Fight mold. llot Gustomers.

Protect your customersand your teputationwith new OuanTlM'' Mold Resistant Uood.

!l/hen properly installed in interiot weather'protected applications, the tPA'reoistered, mold-control formulation provides 20 years of proiection against discoloration, 0d0r and deterioration caused by common mold growth. Not to mention supplemental protection against wood decay and termite attack. Get all the details about the new purple framing, truss and sheathing products

For more information, call toll free at 1-800-421-866] or visit www.treatedwood.com.

PBEt€nVArtO'l lilatovATroil

Seruing building products retailers and wholesale distributors in 13 Western states-Since 1922

Sowlng 13 We3tffi Stat€., lncludlnt Ala.l..nd llawall

(Sistet publicatbn Buiding Ptoduds Agest seves the East) PUBLISHER Alan Oakes (ajoakes@aol.com)

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

ASSOCIATE EDIT0R Karen Debats (kdebats@building-products.com)

CONTRIBUTING EDITOBS

' Dwight Cunan, Carla Waldemar, Boy Burleson

AD SALES MANAGER Chuck Casev (ccasey@building-productd.com)

CIFCULATION Heather Kelly (hkelly@ building-products.c!m)

ADMINISTRATION DIRECTORISECRETARY Marie Oakes (mfpoakes@aol.com)

How to Advertise

Contact our adverlising olflces for ralos:

WEST, MIDWEST, SOUTHEAST: Chuck Casey, Newprt Beach, Ca.; (9a9) 852-1990; Fax 949852-0231 ; Email ccasey@building-products.com

N0RTHEAST: Paul Mummolo (N.J.); (732) 899. 8102: Fax 732-899-2758: Email mummoloo@ comcast.net

How to Subscribe

Contact Heather al (949) 852.1990

U.S.: 1 year (12 issues), $18; 2 years, $30; 3 years, $40

FOREIGN (Per year paid in advance in US funds): $45 for Canada and Mexico, $60 for all other cluntries; Air rates also available.

SINGLE COPIES: $4 + shipping; Back issues (when available), $5 + shipping wu,yv,building-producis.com

Rosboro BigBeom. Another High Strength 0ption.

ElE R.shor.o IliqBcarrr is thc itlcll bclrnr lirt.

Eilritti r -.1.1 11 ; r(,( )r. \\ \lrrr\ irrrl ( )lrr('r. \.( ). \ (.'l r( )rirl

I ll'arnirrc applicrrtions.'l-his cnsincerecl

rvood 30F beanr is ullong 1hc strongcst itnd rt.rost cosl el'f'ective glularns on the nurkct torlav. With tligllelnr. buildcrs nou halc arrotlrer choicc bcsiclcs hiqh strcngth rcsin bcanrs anrl lteldcrs.

'l-his hvbrirl beunr gcts its crtluor-clinar'1 strett-lth 1r'ottt top lncl bottorn lrvcls nraclc lirnr L.\"1.. I\{ldc in stlntlalcl I-.jttist rlepths uncl sizct[ to nrirtch conul()n 1'r'anring wirlths.

13igBcanr continucs tcl lrc thc choicc lirr toclar''s builclcr.

'l'hc (ilularn Expcrts

Rosbolo's lanrilv ol' ,'lulanr proclr.rcts ril lcls u conrlllctc lir)e o1'bcunrs lirr ulnrost lLnr pro.jcct. Wlicthcr vclu nccd itr-t ex1'rosccl bcuni. un I-.joist conrpuliblc beanr. clt'u rlcck bcanr. ue Irar.e a glulanr to rncct vour nce-cls. [nclcnsingll hi-ulr clcsign vlrlue s. elsc ol rrsc and conr cniettt irtstalllttion nr-c.jttst a l'eu' r'casons ri h\ orrr glLrlarns ale cornntonl\ rtscrl itt struc tLrral upplicutions. suclr lLs EWI) l'loor systenrs. flunring. riclgcs lurtl raltels. uncl galusc clool lteirclcrs.

Alua-\'s In Stock

By crpancling oul l'acilitics lntl usittg thc lltcst ultnulitctr.trirt.l tcchnologr'. \\c ilrc nror-c cclLrippctl (luur crcr to nrcct our cust()nrcrs' glulanr neccls. Once u product is ot-clcr-ctl. lvc oller sanrc-clal ur ne xt-tltl clclivcrlt. dclrcnrling on u'hcn thc orcler is rcceircd.

A Conrnritment to Technokrgl'

Our corrn'ritrrcnt to kceping on top o1'cnret{irt-r techr)olollies antl ir.tnor ltlions ullou s us to cnntinirlrlly imltrovc ul)on ()ur larnil,r' o1'glullnr ;rroclucts. Everv product tlrat lclrvcs our y'arcl is buckccl bv our tccl.urical supporl stafl'.

(ilulam Sales: I -8iJ8-.191-130.+

'l'echnical Support Hotline : I -87 7-l-5 7--+ I -19

IinraiI: in lb(l' r'osboro.con'r

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Cirou i ng Toduv. Ilui lcl ins'l'onrorrou'

Nice guys don't finish last

We have all worked for those companies that could not care less about their employees. I would argue that they treat their customers the same way. I do not think you can turn yourself or your company off and on. Your culture is what it is, and it manifests itself in everything you do. The "slam the door in your face" arrogance, indifference and smugness I have seen over many years of different companies in different industries offends me.

I would argue that being nice is a far better way to do business, and is actually a competitive advantage. When I worked in the snake pit of a couple of companies a few years back, I worried more about looking behind my back or refereeing employee explosions than running the business. I also saw that I had to deal with the same issues with customers, where I would fly in to calm things down and get business back on track or try to save it.

In over 30 years oI management in companies where I have had the opportunity to establish or change the culture, I would hope that we treated our employees and our customers with the utmost of respect. integrity. partnership, and desire to do the right thing. Add to that understanding, humor, sadness when appropriate, and caring. I would hope that time and time again, the power of being nice has translated into solid company performance, with the added advantage of the retention of quality employees and colleagues.

When I joined a company where I could not identify with the ingrained culture, while I could bring in short term results. it was hard to maintain them due to constant turmoil. Unfortunately, while it would have been better to find that out beforehand, that type of culture typically becomes evident by 9:15 a.m. on the first day. Within a short time I knew which places I wanted to work at and which I did not. Lifc is too short.

Inherently miserable people cannot

suddenly change. Often it is not even what you say, but how you look. Body language and fiacial expressions are quick to rub off. A mentor once told me that when a problem weighs heavily on me, everyone in the office could sense it without me saying a word. They could see it on my face. I was putting my pressure on them. The smile on my face-or lack thereoftold the story. I have witnessed entire companies being managed by miserable or unmotivated people. Just imagine the experience for the customer.

Throw out what they told you at business school. While they talk about relationships being key, they also teach that when you win this is a loss for someone else. Fine. but. I would argue that in some of the best companies in this country (e.9., FedEx, Nordstrom), they succeed by valuing their customers and employees. It is not about computer systems and supply chain management-although those companies have the best available-it is about dealing with human beings-both their customers and employees, doing what is right, and being a nice company to work for and work with.

In some companies, it has become fashionable to outsource functions such as human resources and customer service. This is a tragic, long-term mistake for a short-term P&L gain. The difference in staff relationships and customer care is markedly different when there is no stake. I have seen only indifference, which leads to bad experiences and provides a reason for employees to leave or customers to take their business elsewhere-and, in my opinion, deservedly so.

Some might say that being nice is a namby-pamby philosophy and an impossible way to succeed. I would only say that after many years of working in and traveling to many cultures, these tactics will be the most successful in an increasingly global business environment and. franklv. anywhere else.

Which treated wood do your deck contractor customers want?

By Diana Hanson

HO cares about decking trends? You do! These davs. homeowners see a deck as an extension of their home. Gone is the standard 12x12' deck. Consumers are buying outdoor kitchens, water features, full suites of furniture, fire pits, outdoor sound systems, spas, and more for that deck. What does that do to the deck?

It makes it BIGGER. And what does that mean for the lumberyard and the pressure treated wood industry? Increased sales of pressure treated lumber, of course. (See, you do care about decking trends!).

While alternative decking materials like composite and vinyl have entered the market, many homeowners simply want wood. The new stains and treatments now available for ourchase make working with and maintaining pressure treated decks much easier on the deck contractor, as well as the homeowner. The consumer simply needs to be told about it.

Deck contractors are in the unique position to sell a prospective deck customer the products they prefer to use. A deck contractor will not sell product that they don't like to work with. If a product is difficult to obtain, they won't sell that either. So, making the deck builder happy by providing quality pressure treated lumber-and making it easy to get-will position you as the number-one spot for their purchases.

The key to yards selling more pressure treated lumber is education of warehouse personnel about the differences between types of pressure treat-

ed lumber and its purposes (e.g., not all is rated for ground contact, some require special coated or steel fasteners). Making available the type of pressure treated lumber that your local contractors prefer, as well as ensuring the quality of your stock will also go a long way toward bringing in more business.

Think of it this way: a deck contractor has lots of choices-what kind of materials to use for structure, what kind of materials to use for decking and railing. However, whatever he chooses, he is going to buy what he needs from someone. If you provide your local deck contractors with

favorable materials and informed floor personnel they will certainly choose your store over another.

Initially, deciding to support your local deck contractors may mean a little investment on your part. However the improvement in your ability to service them will far outweigh any costs incurred. Gaining the reputation as the "go-to" yard for deck contractorswell. .that's priceless.

- Diana Hanson is administrative director for North American Deck & Railing Association, a not-for-profit trade group of deck contractors, suppliers and manufacturers. She can be reached at (888) 623-7248.

A FLURRY of new wood preservatives, such as Osmose's MicroPro, has made it imperative that dealers know the ditferences and stock the types their customers prefer.

Engineered wall panels reduce stick built construction

IatONSTRUCTION with pre-built \-,walls panels is gaining marketshare because of its engineered quality and speed of erection.

One regional leader in panelized wall sections is Select Build Inc.. serving Northern California and the rest of the West Coast.

Select Build assembles the wall section for delivery to builders and also operates retail construction service distribution yards.

Jeff Radich of Select Build says the main advantage of the component system is the faster cycle time it provides for single- and multifamily housing. "We're building about 3,500 homes annually and about half of them are engineered wall panel construction," he says. "We expect this percentage to grow because wall panels generate less waste that goes into the landfill, provide a cleaner job site, and help avoid theft of materials and the need to store a big volume of stick frame materials on the job."

Radich adds that these advantages are significant in today's highly competitive market. He notes, "Our percentage of component-type housing has increased substantially over the past five years."

Select Build specifies both glulam headers and solid sawn, stick-builtheaders and says the percentage of glulam headers will be increasing because of their strength for longer spans.

The panels are usually assembled with 2x4 or 2x6 lumber framing and plywood or OSB sheathing. Builders and framers like the pre-framed wall panels because they are a kiln-dried,

MOST DOOR and window headers are glulams. Golden State Lumber manufactured this panel system on a MiTek assembly line.

engineered component, which offers extra strength for heavy load factors with no weather intemrptions.

Fabrication Assistance

Select Build uses MiTek software in its production. MiTek Corp. is an international supplier of engineered products, design software, and equipment for the building components industry. This includes of assembly line machineryfor wall panel fabrication. MiTek's Jim Oakley says the engineered components produce standard, predictable products that overcome imperfections in framing lumber.

Pre-built panels not only eliminate waste at the jobsite, but at the manufacturing plant as well. In addition to the U.S., MiTek machinery is also popular in Europe.

"With the MiTek subassembly system, fabricators can produce 12 to 15 houses per shift, which is significant in market areas that have a short building season," Oakley says.

In addition, he notes, "With the panelized system, you need fewer skilled trades and achieve a faster production cycle as well as greater accu-

racy and fewer call backs from problems like wavy Sheetrock. Also, it's easier for a sales staff to sell panels rather than sticks because the builder doesn't have to deal with different sizes of framins."

- For more information on Select Build, call (707) 333-4507. For inJb on laminated timbers, contact the American Institute of Timber Construction, 7012 S. Revere Parkway, #140 Centennial, Co. 801 l2 ; (303 ) 792-9559 ; www.aitc-slulam.org.

Savings Power Trend I'ioward EWP

Glulam construction can eliminate the furring, sheathing and finishing often required with steel framing.

Also, when glulam materials arrive at the jobsite prefinished, the delivered product is the finished product. Other types of framing members arrive on site in raw form and require additional cladding to create the final product.

About 40Va of all glulam beams and trusses manufactured in the U.S. ate used in residential and commercial construction, a sizeable increase over the past five years, according to the American Institute of Timber Construction.

Glued laminated wood arches.

beams, panels and trusses are also a renewable resource, because U.S. foresters plant 5 million trees each day to ensure a future supply of wood. This contrasts with steel and concrete, which deplete natural resources.

Glued laminated timbers are a stress-rated engineered wood product comprised of wood laminations, or "lams," bonded together with strong, waterproof adhesive. This means that no large, oldgrowth trees are needed in the fabrication of the beams.

Nationally, glulam timber production reached over 330 million bd. ft. last year.

DEALERS and framers report that the use of wall panel components can speed construction at the jobsite up to 30% faster than conventional stick built erection. This view shows the panelization process at Golden State Lumber in Stockton,Ca.

NEW "MEGA-RELOADS," such as Tristar's 39-acre Logistics Center Fontana, can accommodate large car volumes and therelore help lumber buyers manage the cyclical, seasonal fluctuations of inbound and outbound inventory.

tion point and the destination point. Thus, as an example, if you were to buy a carload of product from a mill to be delivered via an origination reload, the mill could truck product to the reload on the date of purchase, which increases mill efficiencies. The origination reload could then carry that inventory for you for up to 30 days at no charge, affording you the opportunity to schedule a delivery time to your yard as purchased or mix that purchase with other inventory you may already have in the reload. This will increase your efficiencies, as your needs may change after the product is purchased.

An origination reload allows you to change the tally on the car from the original order and, assuming you are carrying a random length or other type of inventory with them, gives you the flexibility to adjust your railcar tallies as your internal needs change after the date ofpurchase.

As the lumber market has cooled over the past year, the Class I railroads, which brought a large amount of additional equipment online during the up market, now have excess equipment that is being taken off line. While this is not necessarily a good thing, it has benefited shippers and receivers in the form of much more consistent and reliable rail delivery. A move from the Pacific Northwest to Southern California on the BNSF, for example, is routinely made in seven to 10 days.

Additionally, as the Class I railroads have looked to increase their operating efficiencies over the past few years, they have started prioritizing delivery to their larger receivers, such as the mega-reloads that can accept large strings of cars at one time to be delivered to multiple users locally by truck. This decreases the switching time for the railroad and therefore increases their efficiencies.

Now, assuming that you are having your product delivered to a destination reload, you are again given the flexibility of 25 to 30 days of free storage. You also gain the ability to place that product into your existing inventory and pull it out to accommodate your current needs, which may not necessary be the same as they were when you bought the product. Therefore, with up to 30 days at the origination reload, seven to 10 days in transit, and up to 30 days at the destination reload, you could have up to 70 days to manage your product at no additional cost, without encumbering any ofthe ground in your yard.

Further, a destination reload can deliver product on your behalf to your customer. Thus, when managed correctly, you can have product delivered directly to your customer

without ever using any of the space in your yard. This can increase your efficiencies by allowing you to handle specialty or remanufactured products in your yard while delivering commodity products directly from the reload.

As we all know, lumber and building materials are seasonal, commodity products. This leads to variances in the manner in which you purchase product. Again, a reload can assist you in this area. As your demand increases, you may end up in a position where you have purchased more cars than your yard or switching schedule can accommodate. By consigning your excess cars to a destination reload, you increase your purchasing power with the mill and buy product at a consistent price, while avoiding the potential for demurrage charges upon delivery.

As a general rule, the additional cost of using a reload is offset by two to three days of demurrage charges. By using a reload, you can remove your demurrage liability and gain the operating efficiencies discussed above.

The bottom line is that reloads are designed to serve you. When properly managed, they increase the efficiencies of the supply chain at all levels. Properly understanding how a reload can benefit you at both the origination and destination end can greatly increase your operational and inventory management processes, therefore increasing your overall efficiencies and, in tum, benefiting your company and customers.

El Louise Waldron - Pat Hunter Waldron Forest Products 4227 Sunrise Blvd., Ste. 100 Fair Oaks, Ca.95628 Fax 916-966-1573 (916) 966-0676

Mike Palmer - Grants Pass. Or. Fax 541-474-6975 (s41) 474-3080

Dan Root - Soarks. Nv. 07s\ 3rs-874r

- Burke A. Rice is co-owner of Tristar Transload PNW, Inc., Vancouver, Wa., and Tristar FLC, Inc., Fontana, Ca., sister transloads on the BNSF Railwav that serve customers in the lumber, building materials, steel, and pipe industries. He can be reached at (360) 823-1000 or burke@tristarpnw.com.

Fire rating for glues creates sticlqy wicket for FJ producers

A FIRE satety ruling affecting finla.gerjoint lumber goes into ellect this summer, requiring a change in adhesives to meet a burn time standard for certain applications. The impact to the industry is immediate, involving a more expensive glue, machinery upgrades, and a labeling protocol. Some producers are moving ahead full bore with the change, while others are wondcring whether the addcd cxpense will push margins too far in an already challenging cost environment.

The new standard requires a label signifying whether fingerjoint lumber contains heat-resistant adhesives ffiRA) or non heat-resistant adhesives. The HRA rating applies to lumber used in multi-family, multi-story, or commercial applications; but is not stipulated for single-family home construction. Since an estimated 7O7o to 807o of FJ lumber goes into construction requiring the label, however, mills said they intend to produce only the higher-rated product. According to an industry expert, approximately 1 billion bd. ft. of FJ lumber is produced in North America per year, mostly in the 2x4 stud dimension.

The labeling standard did not arise from any fiery catastrophe involving FJ lumber: rather. from a series of

By William Perritt

controlled experiments conducted last year by the American Forest & Paper Association, USDA Forest Products Laboratory, American Wood Council, and Forintek Canada Corp. Researchers found that some FJ lumber assembled under current standards fell several minutes short of a required one hour burn time before structural collapse. At issue was the glue used to join components.

In the tests, wall assemblies of FJ studs using three different types of glue were compared to solid-sawn stud performance. Studs joined with pheno l-resorcinol-formaldehyde (PRF) passed the one-hour burn test, but those using polyurethane (PUR) and polyvinyl acetate (PVA) fell apart about l0 minutes early.

Lumber manufacturers are currently trying to find glues that are aesthetically pleasing, while adhesive companies are working to develop clear products that meet the fire standard. Most who have made the switch are using the PRF product, which has a brown appearance. "It's ugly," said one source.

American Lumber Standard Committee will administer the labeling program, working through regional wood products associations. An Amer-

ican Wood Council spokesman said, "Our long-term goal is to standardize the testing procedure for these glues."

One major FJ mill owner said he is concerned the disagreement among producers over the veracity of the burn tests and confusion surrounding adhesives and testing protocol has harmed the market. "The ALSC will apply the new standards by August 1," he noted. "In the meantime, all this uncertainty over adhesives hurts the industry. Some counties have stopped allowing the use of fingerjoint until there's some certainty. It's important to have clear rules."

The cost impact per mill for switching glues varies widely, according to sources, depending chiefly on component length. For instance, a mill using 1-2' pieces to assemble studs will feel harder impacts than a mill using 6' pieces. Most contacts said glue costs will double or triple in the near term.

Refitting his mill cost one manufacturer $60,000, and a loss of production over several weeks while staff adjusted to a new adhesive. However, all mills interviewed said they will simply produce only HRA-rated lumber rather than try to run two lines. Tracking end use as the stud goes from mill to retailer to contractor to

Crow's House is an index of cost per hundred square feet for lumber and panel products, based on materials used in actual construction of houses which are similar in square footage to the U.S. Census Bureau's medium footage and design designation. The species and type of lumber and panels are the customary usage of each region. Go to www.risiinfo.com for more particulars.

structure proved prohibitively complicated, while many retailers are unwilling to stock two lines of FJ lumber.

A mill manager said, "We use the new (brown) glue on everything. It's hard to run two separate glues on two systems, and the lumberyards would not be happy to carry the two types of stud."

Another manager addressing marketability said, "The non-HRA will be a hard-sell or a no-sell. I wouldn't be caught dead trying to market the nonHRA product. The need to cany two inventories for HRA and non-HRA is too inconvenient for all of us and causes uncertainty about our products."

A major manufacturer of adhesives used in FJ lumber strongly encouraged exclusive use of the PRF adhesive, suggesting that any use of PVA or PUR will send a bad message to the marketplace. "We do not believe it is in the industry's best interest to have two fire performance standards," a company spokesman wrote lumber mill customers. "Fingerjointed lumber has seen steady market share growth over the past l0 years because it has promised benefits over solid-sawn studs, such as straightness and easeof-use, with interchangeability in fire performance."

Larger FJ mills are trying to absorb the HRA costs and move on. but smaller firms are considering curtailments, at least until lumber prices rebound from current lows. Permanent shuts are also anticipated among the smaller players or at mills that manufacture FJ lumber as a sideline.

Contacts noted at least two FJ mills recently closing. due in part or in whole to the glue changeover. An industry expert estimated, "The l0-toI 5-million-bd.-ft.-per-year producers will probably drop out, because the marketplace will not pay $l more for HRA-rated lumber."

A lumber salesman said one mill closed recently "because the market and the glue issue pushed them over the edge. They shipped about 350 cars per year. We'll see more fall by the wayside, because even the best mills aren't making any money."

"We've cut back our production," said a source at a sawmill that produces both solid and FJ lumber. "We haven't made the change to the HRA glue, but might if the market were better. And it's hard to know just how much is used in multi-family structures. And what do the tests mean, anyway? Will they really help make

buildings safer?

"This turned into something that just hurt us," the source went on. "The timing hurt the fingerjoint market and put too many questions out there. It's probably going to be simpler for contractors to just use solid-sawn studs."

A wholesaler urged FJ manufacturers to make the change to HRA across the board, as most are doing. "They don't know where that wood is going to so. But there's a lot of non-HRA

lumber in the field, and uncertainty as to whether building inspectors will start turning that volume down."

- William Perritt is Crow's Weekly Market Report news editor and RISI International Woodfiber report contributing editor. Crow's publishes five reports each week covering prices and analysis of over I ,600 softwood lumber and panel products. For a free trial subscription, email info@crowscom, phone (800) 80095 10. or gtt to www.risiinfo.com.

ligence

No. l grade & cutting edge

By Carla Waldemar

nAVE Schroeder doesn't believe Lf in shortcuts. He won't pass off poor lumber as "good enough" for his customers, either. People looking for a deal that's too good to be true can find it at one of the boxes in town, perhaps, but not at Home Lumber.

The community of Sedalia, Mo., of 20,000 souls, is small enough that he can get to know all his customers and they, in turn, know whom to trust when it comes to quality building supplies. Only top-shelf products stock Dave's shelves and line the lumberyard, where they seldom have a chance to languish.

That's been his outlook from the very start. Dave began pushing brooms in his dad's yard at 14. There was never a doubt in his mind, he recalls, that he'd end up one day tak-

ing over the business, which-true to his dream-he purchased from his father in the '90s. So if you're gonna devote yourself to selling sticks for a living, they'd darn well better be the best ones you can offer.

"We carry a little bit better grade than other people," Dave murmurs modestly: "No. I dimension lumber"-all the more important, he says, "because, overall, the quality of lumber has slipped in the past l0 years. I watch who we're buying from and specify select stud lumber, so you don't have folks having to pick through the bad ones."

His quality-oriented contactors were quick to figure that out.

And when it comes to preventativetreated wood, again you'll find him marching in the vanguard. When Dave

learned that Arch Treatment Technologies had recently developed a new type of pressure treated wood that's entirely organic-that's right: carbon-based rather than based on metals-he took his place at the forefront. "We're one of the very first in the Midwest to carry the product," he testifies: "No. I grade and kiln-dried after treatment. Unique," he offers in his quiet, Missouri drawl.

"Yards usually carry No. 2-and wet. But when that stuff dries, it'll shrink and crack and give you all sorts of problems," he warns.

Dave handled CA-treated wood before, but, he allows, "I had a few issues with it. Because of how they dried it, with little sticks between boards so air could circulate, they left lines on the wood-which looks funny on a nice deck."

Problem solved. The new material isn't corrosive to metal. either. like previous treatment methods were, which was just begging for a liability suit as decks began to rot and collapse, due to incorrect fasteners. "Scary thought," the man intones. "Now you can just use standard fasteners and not worry." (Although, true to form, Home Lumber doesn't settle for simply "standard" here, either. Dave prefers to stock GRK screws. Again, he says, "unique."

The new pressure treated wood, called Wolmanized L3 (as in "cubed") Outdoor wood, holds double appeal for Home's high-end homeowners. They're willing to spend a little more for quality and also line up as the kind

HOME LUMBER has carved out its niche by specializing in only top quality products and high-grade lumber.

of consumer who's eager to buy "grccn."

"The two go hand in hand." Dave has discovered.

It's not hard to convince his pros that this new way is the way to -so. too. Wisely, he's installed a display deck in front of the store to show off differcnt types of lumber and compositcs along with railing systems options. "Go look at other yards," Dave invites, "then come biick ancl look at ours." Nine time out of l0 hc'll snag the sale.

Paint-as in Do it Best's private labeland high-end hardware are geared for finicky customers. too. And service doesn't la-e. "We give one of the most complete estimatcs in thc area bettcr thlrn the ctrnrpclilion. Same-day delivery service. too.

"For the public"-50% of Horne Lumber's business-"we lead'em down the right path, cxplain thin-cs to thcm. And thc pros. wc win 'em over on a one-on-one basis. Wc for-te relationships, with a staff that's prof'essional and fiiendly."

And experienced? Well, Joe's been onboard 40 years, while Tony. clocking 17, is a relative newcomer. They stick around, Dave guesses, "because

we treat 'em well-pay dcccnt waqes. l00Vc of health insurancc. co-sponsor IRAs. and we just adcled acciclent insurance, for which we're paying half ."

After a sedate winter, when things tioze over like they're not supposed to do in Missouri. busincss is picking ri-ght back up whcrc it bclongs, and Dave's ready lirr thc long haul.

"This is a busincss whcrc nobody

knows everything. If you don't learn somethin-t every day, something's wrong.' he figures. "It's gratifying to be in a business where you're able tcr help people-that's the biggest reward for me." Says Dave. in case you haven't guessed it. "It's a pert'ect fit."

- A forrrter ottuftl-trirtrtirtt! LIJM trutla rnugujne editor, Carlu Wuldcntor trrite.t Jretluerttlt ort tlte irilttstr.t. Corttu<l lttr ut cwaltlctnur@ nur .rr.(onl

NEW TREATED wood available from Home Lumber-Arch's Wolmanrzed L3-is made from premium grade southern yellow pine.

R:rlruns

Parr Lumber, Hillsboro, Or., held a June 23 grand opening of its new 26,000-sq. ft. store and lumberyard in Ridgefield, Wa. ...

Homewood Lumber received planning commission approval to relocate to a new 8.84-acre site in Loomis, Ca. ...

Home Depot opened new stores June 28 in Lemon Creek (Juneau), Ak. (Troy Wolfinbarger, mgr.), and May 31 in Mesa (Riverview), A,:2....

HomeDepot proposed a 102,000-sq. ft. store on 9 acres in Medford, Or.; a 103,000-sq. ft. store in Springfield, Or.; a unit in El Dorado Hills, Ca., and a 141,000-sq. ft. store in Oxnard, Ca., to replace a vacant Kmart by theendof2008...

Home Depot has signed a lease to occupy a former Kmart in Chula Vista, Ca.; may build on the site of a former movie theater in Lynwood, Wa.; is considering sites in San Jacinto, Ca.; was banned from Carbondale, Co., in a vote by trustees, and has temporarily pulled its application to build in Novato, Ca., after being unable to reach a "suitable agreement" with the property's owner ...

Home Depot's store in North Hollywood, Ca., was robbed June 11 by a gunman who stole an undisclosed amount of cash from a vault then locked a store manager and another employee inside ...

Lowe's Cos. opened new stores June 26 in Tustin, Ca., and June 19 in central Albuquerque, N.M., and expects to open July 24 in NE Las Vegas, Nv., and by the end of the year in N. Apple Valley, Ca.

Lowe's received planning commission approval to build a 119,327-sq. ft. store with 27,265-

sq. ft. garden center on 12 acres in Redmond, Or., and is seeking a state permit to construct stormwater facilities at a site in Spokane Valley, Wa., where it plans to build a 139,400-sq. ft. store with 31,700-sq. ft. garden center

Lumber Liquidators opened its 94th store late last month in Boise, Id....

Kirchner Building Center, Odgen, Ut., lost an undisclosed amount of cash in a June 1 armed robbery...

Pro-BuildHoldings Inc., Denver, Co., has been named Vendor of the Year by Centex Homes,Dallas, Tx.

Wror:snrrs/trrurlcrunrns

Silver City Lumber, Three Forks, Mt., has acquired the sales office of D&G Lumber; sales reps Rick and Todd Kitch will remain with the office ...

Weyerhaeuser Co., Federal Way, Wa., filed a patent infringement suit against Dow Chemical, ovef a composite manufacturing process it planned to use for siding and other building materials ... Weyco agreed to buy a plywood mill and timberlands in Uruguay from Global Forest Partners LP

Weyerhaeuser has completed the sale of its 16 Canadian distribution centers to Platinum Equity LLC,Los Angeles, Ca., which will operate the DCs as a stand-alone company, Broadleaf Logistics Co., Vancouver, B.C., which will carry Weyerhaeuser products

KVO Inc.,Idaho Falls, Id., suffered an estimated $3 million in damage to its cabinet factory from a June 6 fire

Sierra Pacific Industries, Redding, Ca., has completed SFI certification of its forestlands and

wood procurement in Washington, including for the first time its Hamilton Tree Farm lands

APEX Construction Systems, Inc.,Portland, Or., has opened a new plant in Phoenix, Az., to produce interlocking wall panels made of recycled polystyrene and cement

Duckback Products' Mason's Select semi-transparent stain coatings and solid finishes are now available on prefinished SmartSide siding and trim products from lP Building Products ...

Columbia Forest Products, Portland, Or., has received a Presidential Green Chemistrv Challenge Award from the EPA for its PureBond formaldehvde-free adhesive system for decorative plywood...

Do it Best Corp., Fort Wayne, In., has implemented Supply Chain Visibility software from Sterling Commerce ...

Amarr Garage Doors, WinstonSalem, N.C., is a new distributor for Dynasty Iron Doors, Phoenix, 42....

Railing Dynamics Inc. added a dealer locator to its website ...

Anniversaries: Larsen Brothers Lumber, San Leandro, Ca., l25th Eagle Plywood Specialties, Grants Pass, Or., 35th .. Barrelhead Building Supply, Newport, Or.,30th True Value Hardware, Escalon, Ca.,Zlth...

Housing starts in April slipped 2.IVo to a seasonally adjusted annual rate of 1.47 4 million ... single-family starts slid 3.4Vo to a 1.17-million pace; multifamily was up 3.17o ... permits rose 37o, buoyed by a 16.5%o jump in multifamily activity ... regionally, housing starts in the West plummeted nearly 20Vo.

r Jager and QBI l-Joist (PRI)

. Rim (LVL & OSB)

o Glulams-Port Odord Cedar and Doug Fir

o Laminated Veneer Lumber (West Fraser 3000 fb LVL)

o High-Capacity Hybrid Glulams (Calveft-GL3OO0)

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

futv

Lumber Association of California & Nevada - July 12-14, board meeting, Groveland, Ca.; (916) 369-7501.

Western Hardwood Association - July 14-16, annual meeting, Sunriver Resort, Sunriver, Or.; (360) 835-1600.

Mountain States Lumber & Building Material Dealers Association - July 16, golf tournaments, Ranch Golf & Country Club, Westminster, Co.; July 20, Sandia Golf Club, Albuquerque, N.M.; (800) 365-0919.

National Retail Federation - July 18-20, online merchandising workshop, Loews Coronado Bay Resort, San Diego, Ca.; (202) '783-'79'7 t.

Western Building Material Association - July 18-20, mid-year board meetings, Coeur d'Alene Resort, Coeur d'Alene, Id.; (36U943-3054.

Association of Woodworking & Furnishings Suppliers - July 18-21, AWFS Fair, Las Vegas Convention Center, Las Vegas, Nv.;(714) 557-3663.

Western Red Cedar Lumber Association - July 19-21, annual buyers & sellers conference, Grand Okanagan Resort & Conference Centre, Kelowna, B.C.; (866) 778-9096.

Lumber Association of California & Nevada - July 20-22,2nd Growth summer conference, La Quinta Resort & Club, La Quinta, ca.; (9 l6) 369-7 501

Rogue Valley Hoo-Hoo Club - July 26-27,45th annual invitational golf tournament & dinner party, Rogue Valley Country Club, Medford, Or.; (503) 778-01 55.

NOFMA-Wood Flooring Manufacturers Association - July 26-29, summer meeting, Amelia Island, Fl.; (901) 526-5016.

Auousr

Humboldt Hoo-Hoo Club - Aug. 3, golf tournament, Ukiah, Ca.; (707) 268-3000.

Window & Door Manufacturers Association - Aug. 4-7, summer meeting, Cambridge, Md.; (800) 223-2301.

Los Angeles Hardwood Lumberman's Club - Aug. 10, meeting, Steven's Steakhouse, Commerce, Ca.; (323) 723-9856.

Paulina Hoo-Hoo Club - Aug. 10, annual golf scramble, Meadow Lakes Golf Course, Prineville, Or.; (541) 447-5962.

Home Remodeling & Decorating Show - Aug. 10-12, L.A. Convention Center, Los Angeles, Ca.; (818) 557-2950.

Wood Truss Council of America - Aug. 15-17, open quarterly meeting, San Francisco, Ca.; (608) 2'74-4849.

Orgill Inc. - Aug. 16-18, fall dealer market, Las Veg3s, Nv.; (901) 754-8850.

Atlas Lumber Co. - Aug. 17, forest products careers open house, Chino, Ca.; (909)59 | -9442.

Mountain States Lumber & Building Material Dealers Association - Aug. 18, golf tournament, Rochelle Ranch Golf Course, Rawlins, Wy.; (800) 365-0919.

Home Remodeling & Decorating Shows - Aug. 24-26, South Town Expo Center, Sandy, Ut., and Pasadena Conference Center, Pasadena, Ca.; (818) 557-2950.

Old Time Lumberman's BBQ - Aug. 25, Simpson Timber Co., Korbel, Ca.; (800) 637-70'17.

Stprrilsrn

Hoo-Hoo International - Sept. 3-9, annual convention, Pier Resort, Queensland, Australia; (800) 979-9950.

Horizon Distribution Inc. - Sept. 7-9, annual market, Yakima Convention Center, Yakima, Wa.; (8OO) 541-8164.

South Bay Spring Home & Garden Show - Sept. 7-9, Santa Clara Convention Center, Santa Clara, Ca.; (800) 321-1213.

Mountain States Lumber & Building Materials Dealers Association has invited the Lumbermen's Association of Texas & Louisiana to co-host its fall conference Oct. l'l-20 at the Hotel Contessa, located on the Riverwalk in San Antonio, Tx.

Business sessions and dealer roundtables will cover technology, health insurance, compliance and liability, manufacturer and builder relationships, and competition and dealing with big boxes. Leisure activities include golf and local attractions.

BC Wood Specialties Group hosts its 2007 Global Buyers Mission Sept. l3-15 at the Whistler Conference Center. Whistler. B.C.

More than 100 Canadian woodproducts manufacturers will showcase their products for buyers from the

U.S., China, Korea, Japan, Mexico and Europe.

As an added incentive to major retailers, wholesalers and builders, free accommodations and meals are available for the first 40 qualified buyers registered from the U.S. For more information, visit www.bcwood.com.

Lumber Association of California & Nevada's 2nd Growth group meets Sept. l9 in Redding. Ca.

North American Wholesale Lumber Association elected Gregg Riley, Bloch Lumber Co., chairman during its recent executive conference.

First vice chair is Susan Fitzsimmons, Snavely Forest Products; 2nd vice chair George G. "Buck" Hutchison, Hutchison Lumber & Building Products, Adams City, Co., and secre-

taryltreasurer Bill Barnett, Marathon Forest Products, N. Vancouver, B.C.

Los Angeles Hardwood Lumberman's Club meets Aug. 10 at Steven's Steakhouse, Commerce, Ca.

On Sept. 16, the group will spend the day at Disneyland/California Adventure, Anaheim, Ca.

National Lumber & Building Material Dealers Association will convene its annual industry summit Oct.4-6 at the JW Marriott Resort & Spa, Las Vegas, Nv.

National Retail Lumber Association has promoted Katrine Gavigan to marketing specialist in its publications department.

National Hardwood Lumber Association booked Colin Powell and Oliver North to keynote its convention Sept. l2-15 in Washington, D.C.

Hardwood Plywood & Veneer Association holds its fall conference Sept. 9-11 in Salt Lake City, Ut., followed by a hardwood plywood grading/specifying workshop Sept. 12.

H&E Closing Barstow Yard

Due to big box competition, H&E Home Centers is closing its original yard in Barstow, Ca.

The 55-year-old store will close at the end of the month-one year after Home Depot moved into town. The chain's four other High Desert stores will remain open.

"It's the end of an era." said H&E president and c.e.o. Phillip Stein. "We always knew that if a heavy retailer would come in, our days would be numbered."

Stein actually decided to sell the store's Main Street property in 2004, but the sale to a private investor wasn't finalized until mid-May. "lf I hadn't sold the property, we'd still be in business." Stein said.

Although employees such as longtime assistant manager Hattie Finley expect to be submitting applications to work at Depot, Stein holds out a sliver of hope. "If the market permits," he said, "we'd love to come back."

Lowe's Opens Mega-DC

How big is Lowe's new distribution center in Lebanon. Or.? With 33

acres under one roof-fbr a total of 1.4 million sq. ft.-more than 30 NFL teams could play there at one time and still have room for several concession stands.

Stats for the building, which becomes fully operational this month, are impressive. Incoming materials can be unloaded at 221 receiving doors, nearest to where they will be stored. Some 4.5 miles of conveyors will transport items within the 1,131ft.-long, 735-ft.-wide, and 45-ft. high building. Ample storage is available fbr as many as 15,000 different products, on 72 aisles that reach 30 ft. high.

"In 24 hours, we could easily handle 200 to 300 trucks overall." said manager Andy Johnson. The DC services 80 Lowe's in Alaska, Northern California, Idaho, Montana, Oregon, and Washington. These areas had been served by DCs in Perris, Ca., and Cheyenne, Wy.

Archaic Law Delays Depot

Home Depot's plan to build in the proposed Ko Kwel Wharf project in Bend, Or., on land owned by the Coquille Indian tribe, has been

delayed by a law signed by President George Washington in 1790.

Designed to protect tribes from unscrupulous speculators, the law also prevents them from selling or leasing land unless the federal government is a parly to the deal. Home Depot said it won't sign a lease and start building until a new bill introduced by Senator Gordon Smith (R-Or.) is passed to exempt the tribe in current and future proJects.

"When it's our $20 million going into a project, we want to make sure there is no question about the validity of the lease," said Brian Cannard, real estate manager for Depot's Northwest division. "This particular issue, at this point, isn't one that the whole project is going to hinge on. We are just waiting."

All sides are hopeful that the issue will be resolved. Susan Jane Brown, the natural resources counsel for Representative Peter DeFazio (DOr.), said the Coquille tribe isn't the first to ask for and win an exception to the law. "It's nearly identical to similar legislation for other tribes that has been done for similar reasons," she said.

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

l.

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Firms Team To Buy HD Supply

Home Depot reportedly has agreed to sell its l0-year-old wholesale division, HD Supply, to a group of three private equity firms for roughly $10 billion.

Bain Capital, Carlyle Group, and Clayton, Dubilier & Rice submitted the winning offer, besting a bid from Thomas H. Lee Partners LP and CCMP Capital Advisors LLC.

In February, Depot announced that it was exploring a possible sale, spinoff, or public offering of the division-which produced $12 billion in revenues in fiscal 2006, accounting for 13.3 Va of Home Depot's revenues and 87o of its profit.

TP Buys Land So lt Can Sell

Timber Products purchased a property adjacent to its former mill site in Grants Pass, Or., reportedly in hopes of selling the entire parcel to Home Depot.

The mill was torn down a year ago, and the l5-acre parcel has been vacant ever since. The company now operates another facility in Grants Pass, which it purchased from the bankrupt U.S. Forest Product Industries.

When asked if Home Depot was a

potential buyer of the large parcel, Timber Product's Eric Voss said that "we are working with a potential buyer, but we don't have anything signed yet."

He did confirm that it was important to buy out the land next door, home of a popular restaurant that Maria Carbajal has owned and operated since 1980. "For us to ever sell the property, we had to work with her," Voss said. "We negotiated a settlement and she's happy. It's a good deal for her."

lnvestor Urges BMHC Breakup

Building Materials Holding Corp., San Francisco, Ca., is being urged by its largest shareholder to sell the whole company or at least divest its construction subsidiary, SelectBuild.

The advice came from Robert L. Chapman Jr., who now owns 8.17o, 2.4 million shares, through his hedge fund, Chapman Capital LLC, El Segundo, Ca. In a letter to management, he noted that his fund's ownership exceeded that of either the executives or directors of BMHC "by a nearly 4-to-l ratio" and called c.e.o. Robert Mellor "San Francisco's own '$6 Million Man' in 2006" because he

received $6.2 million in compensation.

SelectBuild handles only high-volume production and has been hard hit by the housing slump. Chapman and others say that the subsidiary's selling, general. and administrative expenses have not been cut to match declining revenues. BMC West, which operates pro building supply stores in the West, has fared better.

"l think the company developed an appetite to match the feasts of the home-building peak and now it's time to go on a diet to accommodate the famine," said Chapman. He wants BMHC to explore the sale of SelectBuild or the whole company, but not at fire-sale prices. "We want to make sure the price we accept is reflective of the fact that we are closer to the bottom than the peak."

In response, treasurer Mark Kailer said the home-building collapse "happened very rapidly and it takes a while to catch up with that." He said that the company has reduced employees from close to 25.000 in the middle of last year to around 18,000 today, but most of the cuts were field laborers. It is now reviewing staffing levels at its headquarters in San Francisco and office in Boise,Id.

Tner's

Murphy Building LVL Plant, Taking Over Veneer Facility

Two years ago, a fire destroyed Murphy Plywood's mill in Sutherlin, Or. Today, the Eugune, Or.-based company is completing a new LVL facility on the same site and has purchased a veneer plant in Elma, Wa., from Weyerhaeuser.

Scheduled to open this fall, the new LVL plant measures 215,000 sq. ft. and will cost an estimated $6 I million. "It's been a long time since a new wood products plant has been built anywhere in the Northwest," said president John Murphy. "It was a big decision."

He added, "I couldn't have even considered rebuilding without the support and encouragement that came from local and state economic development officials. There were simply no hurdles that these folks would not help us tackle."

Various tax credits and state grants-including a $100,000 grant from the Governor's Strategic Reserve Fund-helped the company rebuild after the fire. Training for the new plant's 80 workers-who will operate the latest computerized equipment-will be partially funded by local and state monies. The company will also receive a tax exemption because wages paid will be ),50Vo of the county's average.

Purchase of Weyerhaeuser's veneer plant in Elma was scheduled to be complete by the end of July. The facility can produce up to 165 million sq. ft. of green and dry veneer annually, which Weyerhaeuser used to make engineered support beams for homes. The company has more than a dozen other veneer plants across the United States.

Officials from both companies assured the plant's 60

workers that no layoffs were planned. "We recognize the good job the employees are doing at Elma, and we're going to make every attempt to bring all of them back and maybe add to the work force," said Murphy.

Earlier this year, the nearly 100-year-old company launched a website to provide current and potential customers with timely information on company product lines. "With the exception of email, we have not focused on using the Intemet to our advantage for marketing or customer service," said Murphy. "This marketing initiative is critical to achieve our long-term goals of increasing our brand awareness and customer base while keeping costs as low as possible."

BUILD-IT, a cross-country tour sponsored by CertainTeed, will offer installation training for distributors, dealers, contractors, and homeowners. "lt's an eye-catching tour with plenty of colorful displays to attract cuslomers," said Pat Sadler, manager ol fencing, railing and decking.

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California Forests Lag In Logging

Despite a renewed focus on using green building products like wood, California's wood products industry harvested less last year than in 2005, according to a new California Forest Products Commission report.

The 5.47o decline was largely due to less harvesting on governmentowned lands in California and put the state far behind other states. such as Washington and Oregon. in meeting the wood needs of its residents.

About 1.6 billion bd. ft. of wood was harvested in California. down

from 1 .7 billion bd. ft. in 2005.

In contrast, neighboring Oregon and Washington each produced over 3.5 billion bd. ft. of lumber.

California has about 40 million acres of forestland; Oregon has 28.8 million acres and Washinston 23 million acres of forestland.

"As recently as 30 years ago, we harvested enough trees in California to meet the wood products needs of our residents," said Donn Zea, president of the California Forest Products Commission. "Today, we meet less

than 20Vo of the needs of our residents, even though we have abundant forests that are overgrown."

"In so many ways, California has led the nation in adopting environmentally friendly principles," Zea said. "However, implementing policies that prevent or discourage sustainable forestry leads to a shirking of our responsibility to meet our wood product needs locally."

In 1980, California produced about 130 bd. ft. of lumber per resident. In 2006, it produced 48 bd. ft. per resident. Oregon produces nearly 1,000 bd. ft. and Washington nearly 600 ft. per resident.

Zea said he is hopeful that harvesting will increase on governmentowned land where overcrowded forests present increased fire risks. Since 1990, harvests on governmentowned land are down 855 and there is an estimated 2 billion bd. ft. of growth each year.

"Government leaders, environmental organizations and citizens recognize that wood is a unique, renewable building product," Zea said. "While trees can be replanted and re-grown, materials used to create concrete and steel are not renewable and require large amounts of fossil fuels in their production. The cycle of planting, growth, and harvesting removes and stores carbon while producing oxygen, and provides society with needed wood products that can store carbon for hundreds of years."

California laws promote sustainable forestry practices on private land that ensure forests are harvested in a way that sets the stage for forests to last for future generations.

"We in California have a unique capability to meet our wood product needs and lessen our reliance on wood from other areas, many of which don't have the regulatory requirements that we expect," Zea said. "At the same time. we have forests on public lands that are in dire need of thinning to help prevent catastrophic wildfires and beetle infestations."

Crane Forms Business Unit

Crane Group, Columbus, Oh., has formed a new business unit. Crane Building Products, under president Stu Kemper, formerly head of its TimberTech division.

Crane Building Products will manage and provide support for six independently run operating companies that manufacture and distribute resi-

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"Most people know us only by our individual brands like TimberTech and CraneBoard and don't realize our connection to Crane Group or just how deep our technical resources and support are for our customers," said Kemper said. "We can leverage our shared experience, while still making sure each company remains focused and competitive within its category."

Crane Building Products includes TimberTech, Crane Fencing Solutions, Crane Performance Siding, Crane Plastics. Evermark. and Crane Chile. Last year, the companies' combined sales revenues exceeded $400 million.

Tom Gramlich succeeds Kemper as president of TimberTech.

Activant Buys Silk Systems

Activant Solutions Inc., Livermore, Ca., has acquired Silk Systems lnc., Port Coquitlam, B.C., including its wholly owned subsidiary Silk Dimensions Systems Inc., London, Ontario.

The acquisition expands Activant's presence in Canada, while building on current technology and services for customers across North America.

"Hardware and home improvement centers, lumber and building materials, and wholesale distribution are all key growth markets for Activant and are part of our larger corporate strategy of supporting customers across North America, including Canada," said Activant c.e.o. Pervez Qureshi.

Vendors Team Up On GPS

DQ Technologies, Cedar Park, Tx., is now offering its Order Delivery Tracking system with Global Positioning Satellite (GPS) technology through three leading millwork/building materials software providers.

DMSi, Omaha, Ne., is marketing the product as the Agility Order and Dispatch/Delivery Tracking solution, and Computer Associates, Inc., Smithfield, R.I., is offering it as the Ppnderosa Order and Dispatch/ pblivery Tracking solution. Wood{are Systems, Memphis, Tn., has igtegrated the ODT suite into its {oodWare ERP software.

$ The systems provide dispatch, sales q[d management organizations with $tailed daily delivery and scheduling iiformation. Their inteerated GPS dpability allows dispatch-ers to coorfrrate order combination, routing and ftet trackine.

Jim Enright, ex-Rosboro, has been appointed president and c.e.o. of Standard Structures, Windsor, Ca.

Pat Webster has been promoted to president of the Western division of Universal Forest Products, replacing Bobby Hill, who is retiring in January. Michael Dube was promoted to v.p.-Southwest region, replacing Dick Frazier, who will work on special projects in manufacturing and operational improvement.

Chris Reiten has been promoted to v.p.-purchasing & marketing for BMC West. Boise. Id. He succeeds Leroy Custer, a BMC West founder whose industry career spanned 39 years.

Brad Hatch has been appointed purchasing agent for boards, western red cedar, and related programs at Cooley Forest Products, Phoenix, Az.

Eric J. Cremers has been named v.p.-finance and chief financial officer of Potlatch Corp., Spokane, Wa. He assumes c.f.o. responsibilities Aug. l, replacing Gerald L. Zuehlke, who will retire at the end ofthe year.

Chris Opie, ex-Merchants Metals, is now assistant sales mgr. for Capital Lumber, Salt Lake City, Ut. Sam Mclntyre, ex-Weyerhaeuser, is now an account mgr. in Phoenix, Az.

Rod Lucas, Action Wood Products, Turner, Or., has been elected president of the West Coast Lumber Inspection Bureau, Bellevue, Wa. Jim Kneaper retired June 30 after 28 years with WCLIB, the last 15 as manager of operations.

Darren Shelstad, ex-Central Forest Products, is new to Western Lumber, Medford, Or., and will be based in Wilsonville, Or.

Tami Murphy is now an outside sales rep for the Phoenix and Tucson, Az., markets at Huttig Building Products, Phoenix. Jeff VanWell will cover the river and North Arizona markets.

Josh Gibeau, ex-McKenzie Forest Products, is a new mill sales associate at Timber Products, Springfield, Or.

Blair Simmons is now sales mgr.national accounts for Anfinson Lumber Sales, Fontana, Ca.

Joe Beechler is the new president and c.e.o. of Shelter Products, Portland, Or.

Jim Wilkinson has retired after five years with Wayne-Dalton Corp., Centralia, Wa., and 44 years in the industry.

John Patricia, owner, Ace Hardware & Nursery, Payson, Az., was reelected to the board of Ace Hardware Corp., Oak Brook, Il.

Mark Kapp has been named lumber department mgr. for Lumber Yard Supply, Great Falls, Mt. He succeeds Doug O'Connell, who has retired after 14 years with the company.

Thomas W. Ryan has been named chief financial officer for Pro-Build Holdings Inc., Denver, Co. John O'Laughlin is now senior v.p.human resources.

Mike Blosser has been named v.p.environmental health & safety at LP Corp., Nashville, Tn.

Charles Hurwitz has passed the presidency of Maxxam Inc., Houston, Tx., parent of Pllco, Scotia, Ca., to his son, Shawn Hurwitz, but will remain c.e.o. and chairman of the board.

Darin Richardson, branch mgr., ABC Supply Co., Murray, Ut., and R. A. "Bob" Vidal, mgr., Santa Maria, Ca., have been promoted to managing partners.

Carl E. Bleakney, ex-GAF, is new to Benjamin Obdyke as architectural and builder development mgr. Christopher Melton is new as product mgr.-roofing products.

Donna A. Harman has been appointed president and c.e.o. of the American Forest & Paper Association, Washington, D.C. Richard J. James, ex-American Institute of Architects, is now chief financial officer and v.p.-finance & administration, replacing Ann Bittman, who has resigned after l0 years to relocate to Hong Kong.

Allyn Ford, president and c.e.o., Roseburg Forest Products Co., Roseburg, Or., was appointed to the board of trustees of APA.

Carl B. Hedlund, president and c.e.o., Therma-Tru, is retiring at year's end after seven years with the company. Scott Phillips is the new v.p.-marketing, replacing Hal Gardner, who has resigned.

Shetly Roberts has been appointed regional sales mgr. for Lasco Bathware, Anaheim, Ca., overseeing Ca., Nv., and Az.

Bill Weaver, president and c.e.o., Canyon Creek Cabinet Co., Monroe. Wa.. has been elected president of the Kitchen Cabinet Manufacturers Association.

Bob L. Head is the new mgr. of sales and marketing at Mungus-Fungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus.

(Please turn to page 38)

Two Coat Exterior Prime

0ur two-coat process starts with an aLkyd seater to btock tannin migration, fotlowed by a high-performance acrytic primer. The resutt: RESERVE quatity, inside and out.

Superior Wood

Made of quatity, ctear, finger-jointed Western Red Cedar or Redwood, these products are naturaLty designed for exterior use-both species are ideal for enduring extreme weather.

Surfacing + Sizes + Lengths

RESERVE products come in a wide range of sizes, [engths and finishes. Wheiher the project calts for 51S2E or S4S. we offer

[engths ranging from 16'to 20'. Pattern stock is atso avaitab[e.

3.x4 - 1x12 s/ay! - s/axt)

2x4 - 2x rl

The Finest Stock, The Best Coating

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

Group Buys Coastal Forests

The Redwood Forest Foundation has purchased 50,000 acres of redwood forest along the coast of Mendocino County, Ca., for $65 million. The group plans to harvest timber there and shield the land from development.

"We know that this land without protection would have been subdivided up into smaller parcels," said Art Harwood, president of the group as well as president of independent sawmill Harwood Products, Branscomb, Ca. "Every year in the U.S., millions of acres of forest are bought and sold, and the pressure is particularly high in Northern California."

The deal is the first of its kind entirely based on private financing, which was provided by Bank of America.

Much of the debt will be paid through the sale of a conservation easement to the Conservation Fund. which plans to seek state funding.

"Our intention is to have an agreement allowing no subdivision, development, or conversion to non-forest uses, and possibly there will be a cap on harvesting," said Chris Kelly, who manages California operations for the

Conservation Fund.

Acquired from Hawthorne Timber Co., the land was heavily logged in the 1980s and 1990s, leaving mostly second-growth redwood and Douglas fir. "There are a few old-growth trees scattered out there, but we will not be cutting them," said Harwood.

Dedicated to restoring working forests, the foundation will not log more than 3Vo of the property a year, to ensure a long-term supply of timber and jobs.

Crooks Swipe Loaded Trailers

When employees of Empire Building Materials, Bozeman, Mt., arrived at work June I l, they discovered that thieves had stolen two flatbed trailers loaded with log siding, plywood, and lumber valued at $24000.

"It was an extremely ballsy operation to do what they did," said general manager Anthony Tangaro. "It seems like it was studied. It seems like somebody knew enough not to be too nervous about it."

The two 48-ft. flatbed trailers alone are worth $26,000 combined, said Tangaro, but both them and the

stolen materials may be hard to sell.

"I think it would be difficult to sell the entire truck off, but you could piecemeal it off," Tangaro said. "You could make some extra money for sure."

He believes that the thieves must have used a hydraulic cutter to break off chains on the warehouse gate, then backed in trucks, hitched the flatbeds up, and drove away.

They also had to finish before security officers made one of their three or four a night random checks.

"A really good driver would probably need l5 minutes," said Tangaro, although it could take up to a halfhour to complete the job. "You have to have knowledge to do this. You have to be a truck driver."

A former or current employee may have stolen the goods, but investigators are looking at all possibilities. "We have a few leads to follow up on, but we're still a long ways from figuring this one out," said detective Dave McManis.

Empire Building Materials is offering a $5,000 reward for information leading to the arrest and conviction for the theft.

Managing fascia and trim in your yard is easy with Canfor SitvaStar@. Why? Because we have teamed up with the best distributors in the US to help detiver our primed SPF fascia to you. You can order LTL quantities, mixed loads, and have them delivered next day or sooner. We have locaI sales representation and product on the ground near you, to offer the service and support you need. Combine that with the excellent yarding qualities of SitvaStar* primed fascia & trim and you have a cost effective product that keeps your customers happy, and your yards running smoothty.

Personals

( ('orttitructl .fi rtnt 1tu,qt -l5 )

-l'on1'a Farina hus bccn promotccl to r.p.-nrarketin-u lirr AZEK Building Proclucts. Inc.

.lohn Rauvola is non crecutive \'.1). llt BonaKemi USA. Aurora. Co.. or ct'sccit-tg slle-s. nrlrr-kcting and pr-otlr-rct managcnrr'lrt. Ncu rcqional tcurn ntgrs. inclttclc Pat Cooney lirl thc Southncst. Frank Szubart f'ol thc Pacific Nolthwcst. ancl I'lric Bennett lor thc Rttckv MoLrntai ns/t-lppcr Midrvest.

.lack VanWocrkttnr is nor,' e\ccr-rti\c r .p.. eencral couttse I and corporatc sccretrl')' at llorttc f)cpot. replacing .lim Snyder. ''vho continues as r'.p.-lcgnl . Craig Nlinear is erecutivc r'.1'r.-nrcrchanclising; l'aul Raines. c\ccLrti\ c r .p.-U.S. stores. and Sue Park. chicf custontet' ofl iccr ancl scnior r .p. Shc replaccs .lose Lopez. who rcsigncd. Nicholas R. Kent. prcsiclcnt ancl c.c.o.. North Arlcrican Wholcsulc Lr-rmber Associlrtion. ri as lecentll' rccttgttizcd as a cl istin-uuished alunrttt-ts of the Wcst Virginia Llnivclsity Davis Collegc ol' Agricr-rlturc. Forcstrt' & (lorrsunrcr Scienccs.

NORTH PACIFIC'S Southern Ca fornia Distribution Center recently hosted its firsl customer apprec ation fishing trip, a three-day trek aboard the Royal Star. Deparling June 3 out ol Fisherman s Landing in San Diego, the group made history by bringing in the first albacore of the iishing season. (Lelt to right)l,ltaurice Kendall, Rick Hansen, Randy

pa.flsF$ii: .r *:S$ir l

Nelson, David Porter. Jack Henderson, Jeff Levin, Toyo Hirami, Skip Motta, Doug Humphrey, Daniel Levin. Vince Fergen, Curtis Noteboom, l\4iguel Hernandez, Scott Sell, Sal Camarda, Scott Wh tman, Dan Green. Kevin Monette, John Brown. Clark Taylor, Mike Garrity. North Paciiic is one 0l the largest LBM distributors in the U.S.

heGrcen.

Wood is the original green building material, Consider the following:

Green fOf life - ln a cradle-ro-grave analysis of identically constructed wood, steel and concrete homes, the wood home was more environmentally beneficial i.n terms of energy consumed, air/water poliution, waste production and global warming potential.*

Demand keeps it growing - Foresr growth in the U.S. has continually exceedecharvest since the I940s. We now grow 27 percent more timber each year than rs harvested.

More product, less energlr - Compare the energy requirements for manufacturing one ton of wood to one ton of other building materiais. It takes..

5 times more energy to produce cement

14 times more energy to produce glass

. 24 times more energy to produce steel

lr - ! | .n

NaUfeSallpUnnef -A2400 sq. ft. house locks up 28.5 tons of CO: , or roughly 7 years of emissions from a small car.

Dig into the facts surrounding wood, steel and concrete. Keep your staff and customers informed by downloading Wo o d: Sustainable Building S olutions from www. apawood.org today.

x2004 Consortium For Research On Renewabie lndustnal Materials

fN TANDEM with the weak U.S. lhousins market.2007 will be a down year"for production of structural wood panels (plywood and oriented strand board) and other engineered wood products.

U.S. single-family and multifamily housing starts will total just 1.52 million units this year. down approximately l5%o from last year, according to APA-The Engineered Wood Association's annual spring forecast.

And with new residential construction accounting for 7O7o or more of demand for OSB, wood I-joists, laminated veneer lumber, and glulam, that means U.S. and Canadian production of those products is poised to decline. The outlook is for OSB, I-joist and glulam output to slide by 6Vo to 7Vo compared with 2006 and for LVL output to fall by approximately l2Vo. Prospects next year and beyond, however, look to improve. Housing

starts in 2008 are expected to climb back up to 1.65 million and to keep rising each year through 201 l, reaching as many as 1.9 million that year.

The remodeling market remains a relatively bright spot in the forecast, with panel demand this year down less than l7o from 2006. The nonresidential construction and industrial markets also remain strong. (See related c'ommercial construction market stctry, p 44-46.)

HOUSING STARTS are expected to climb to 1.65 million units in 2008 and reach 1.9 million within three years.

Unlike the residential construction market where OSB predominates, the industrial market favors plywood and will consume an estimated 5.3 billion sq. ft. this year, or abofi 34Vo of U.S. and Canadian plywood production.

Given the importance of the industrial sector, APA last year developed a website devoted exclusively to structural wood panels for use in industrial applications. Located at www.performancepanels.com, the site covers panel product attributes and properties specially suited for a wide variety of industrial applications, including furniture, cabinets, displays, pallets, crates and boxes, agricultural bins, racks, reels, mezzanine floors, trucks and railcars, recreational vehicles, boats, signs and specialty applications. Links to APA manufacturers

based on various panel characteristics and features also are provided.

At the peak of the housing boom in 2004-2005, the panel industry operated at nearly full capacity. With the housing market now substantially cooled, the forecast is for the industry to operate at closer to the historical average of 90Vo of capacity.

That reversed relationship between supply and demand has yielded extremely good bargains in the marketplace not only for residential builders, but for users and specifiers of the products in the remodeling, nonresidential construction, and industrial markets.

The "value proposition" of engineered wood, of course, is also linked to the products' numerous performance advantages, including strength

and stiffness (especially important in areas subject to high wind or seismic events), superior performance as a nail base for finish siding materials, high impact resistance, ease of installation, and proven durability in all kinds of climates.

Those attributes led most residential builders to stick with plywood, OSB and other engineered wood products even when the cost of the products was driven higher by the red-hot housing market.

With the recent housing slump, there is good reason to expect that many builders, remodelers, industrial fabricators and others now using alternative materials will switch to structural wood panels and engineered wood oroducts.

Anyone can make plain-vanilla plywood and OSB. But for something really special, Roy O. Martin is the one name you need to know.

SmartCore@ Plywood Sturd-l-Floor@ and SmartGore@ Plywood Rated Sheathing are built for superior dimensional stability and to deliver exceptional performance in all climate conditions.

Structural One rated StructWall'" and StructWall XL" OSB Sidewalls deliver greater strength and less deflection than conventional OSB sheathing - providing a cost-effective solution for meeting the tougher building codes in seismically active areas. And with new, oversize WindBrace'" OSB Wall Sheathing builders can tie top plates to bottom plates with one continuous sheathing panel - so they can meet hurricane codes while saving money on metal connectors and labor.

There's more. Roy O. Martin can deliver these innovative panel products with the green-building benefits of EclipserM radiant-barrier foil and FSC certification.

To get to know the full line of Roy O. Martin panel products, visit us online at www.royomartin.com or call 866-739-8288.

Sturd-l-Floop is a registered trademark of APA - The Engineered Wood Association.

Structural plywood standard revised

afaHE venerable plywood panel is a I workhorse for a number of diverse industries, including construction, funriture, materials handling and concrete forming. Its reputation us a high quality and adaptable material is based in part on criteria established more than 40 years ago with the introduction of U.S. Voluntary Product Standard PS l.

Sponsored by APA and originally developed in 1966, PS I provides the structural plywood manufacturer with requirements for producing, market-

ing and specifying plywood for a variety of performance-based construction and industrial end uses.

The revised standard. PS l-07 Structural Plywood, reflects the industry's continuous evolution in manufacturing and end-use applications. For instance, the standard provides new overlay grade notations that refine specifications to allow manufacturers to tailor overlays to specific end uses. High Density Overlay grades are now differentiated into HDO-Concrete Form and HDO-

Industrial. and MDO grades are diff'erentiated into MDO-Concrete Form and MDO-General.

"PS l-07 provides increased grade clarity so that producers can better serve market demands for specific attributes such as strength. durability, reuse and finish." said Steve Zylkowski, director of Quality Services Division for APA. "As manufacturers begin phasing in these changes, end-users can expect to see new grades rolling out of mills in the latter half of this year."

A list of the major changes follows. All section references are taken fiom PS 1-07.

. Name Change - Voluntary Product Standard PS l-07 Structural Plywood. This revision to "Structural Plywood" is more consisten( (o marketplace terminology.

. Deletion of Interior and Intermediate Bond ClassificationsThese were removed because the industry transitioned to moistureresistant adhesives in the 1950s, making interior and intermediate bond adhesives extremely rare. Tn addition, the terminology "Interior Bonded with Exterior Glue" was replaced with its common marketolace term "E,xposure 1."

Repairs - The size permitted for synthetic repairs was modified to create compatibility with permissiblc wood repairs.

Exterior Plywood Grades - Table 3 on Exterior Plywood Grades was revised to incorporate new grades of overlaid plywood and concrete form grades.

(Plaa.se turn to page 11)

UNDER the revised plywood standard PS 1-07, both High Density and Medium Density Overlays have their own concrete from orade desionation.

A Tradition of Quality StimPro" Fingerioint Studs and Dimension Lumber

Stimson fingerjointed StimProrM studs provide top performance and have an excellent reputation with cantractors, remodelers and do-ityourselfers.

StimProrM fingef ointed framing lumber and studs meet or exceed industry specifications. Downfall is also minimized with Stimson fingefioint products, Fingefl ointed dimension lumber and studs carry the same design values as their solid lumber counterparts, maki ng them 1 AOo/o i nterchangeable.

Product Description

r StimProrM finge{oints run across the face of the stud, better aligning the edges and minimizing offset.

r Finge{oint adhesive is 1007o exterior glue.

o Precision end triming is available up to 14 ft.

r Double end trimming is available up to 40 ft.

r All edges are 1|4-inch eased.

r Stimson finge{oint lumber has certfied exteriorjoints, stamped "CERT EXT JNTS".

Species

All kiln dried 19olo or less.

r Fir Larch

o Spruce, Pine, Fir (SPF-s)

o Whitewood

Sizes

o2x4

o 2x6

r Lengths up to 40 ft.

Crades

r Stud

r No, 2 and Better

o lndustrial Grades

Code Acceptances

Fingeflointed studs are accepted by the International Building Code as well as the Model Building Codes (UBC, BOCA, Southern Standard)which are in effect in somejurisdictions.

Quality Control

800-445-S7 58

Stimson finge{oints are continually tested to insure the bond is sound and meet exterior standards. Individual pieces are then systematically selected for load testing to assure bending and tension forces meet or exceed those for the same grade in conventional framing, Each piece is WWPA grade marked as "Certified Exterior Joints" for both vertical and horizontal applications, while improving stability,

Standard Revised

(Continued Jrom page 42)

Underlayment - Section 5.6.3 on Underlayment was revised to clarify the grade and intended end-use.

Minimum grade for Exposure 1Table 2 on Exposure I grades was revised to permit D-D grade only for plywood qualified through performance testing specified in PS I or PS 2. The revision creates compatibility with the minimum grade permitted in PS 2.

The U.S. voluntary standardization system is highly regarded and recognized as one of the most effective and efficient standards systems in the world. This success is a direct result of the work performed by certification agencies that audit and verify the quality of U.S. products manufactured and used worldwide. Engineered wood products that bear APA's trademark all have one thing in common: they passed the most rigorous quality

verification program the industry has to offer.

Product Standard vs. Performance Standard

APA's ubiquitous mark of quality, the APA stamp, is found on 737o of the plywood, OSB and glulam manufactured in North America. Other products certified through APA include I-ioists. rim board, and LVL.

In the early 1980s. APA pioneered the concept of perJormancebased standards. A performance based standard assures that the product bearing the trademark will satisfy the specific end-use requirements.

For example, all structural panels. regardless of manufacturing method. must meet the end-use performance criteria to

receive span ratings-the number in the panel trademark indicating maximum center-to-center support spacing over which panels are installed.

To achieve such results products undergo a multitude of different tests related to adhesive bond performance, product construction, workmanship, dimensions, tolerances and moisture content.

Exterior Plywood Grades''''

(d)

Wnru rr cETS Hor oursrDE, IT CAN GET HOT INSIDE.

So wr aopso A THIN sHrET oF AruMrNUrr{ To ouR OSB ro CREATE LP TbcnSnrslo. It slocKs RADTANT HEAT AND T.TOW Tt,S NOT SO IIOT. Ysex, wr DIDN'T Pur A MAN orv Mans. But wl DrD MAKE rroMEs A LrrrLE coor,rn. Ar.ro REDUCED ENERGY BILLS AND BUII,DING COSTS AT TIIT SAME TIME.

Tkrrs wx,qr wr oo.Wr Mercs TI{S PRODUCTS T'IAT BI'ILD T'l,E' 'lOtl{E'S, SIMPLY BETTEB,

Galifornia sets limits on formaldehyde emissions

lf-TALIFORN IA'S Air Resources \-,Board (ARB), a division of the California EPA, is working to enact new regulations to reduce formaldehyde emissions from wood panels and products made from wood panels used in the state.

The new regulations will establish the most stringent formaldehyde emissions limits on wood products in the U.S. The Federal Emergency Management Agency also issued a recent statement on formaldehyde levels in travel trailers. Both Dronouncements

indicate regulators' growing concern over formaldehyde in the home, office and leisure settings. Here's what you should know about new formaldehyde regulations.

CARB enacted the new limits on formaldehyde emissions in late April 2007. The new emissions limits are scheduled to be phased in starting 2009 and fully implemented in 2012. The new regulation may be found in the California Code of Regulations (CCR) in sections 93120-93120.12 (http://www.arb.ca.gov/re gactl2007 I co

mpwood07/appa.pdfl.

Products targeted by the measure include particleboard, medium density fiberboard, and hardwood plywoodproducts typically made with urea formaldehyde adhesives. It will also affect manufacturers of furniture, cabinets and other consumer products that use those composite wood panels.

Because structural wood products certified by APA under U.S. Product Standard PS I and PS 2 are manufactured with moisture-resistant adhesives that emit formaldehyde at very low levels, well below the ARB limits, the wood panels are exempt from the CARB regulations.

The measure requires that wood panels and products manufactured from wood panels be certified by a "third-party" laboratory approved by the ARB as meeting California's emissions requirements. Panel manufacturers, importers, distributors, fabricators and installers can all be held responsible for assuring that their products comply. Distributors must take "reasonably prudent precautions," meaning that they will be required to seek and maintain compliance records from manufacturers.

Other products, including hardboard, structural composite lumber, glued laminated timber, prefabricated wood I-joists, and composite wood products used inside of vehicles are exempt from the new regulations. However, as mentioned earlier, FEMA continues to study formaldehyde emissions of products used in the travel trailer industry.

In the meantime, the agency has applied the standards issued by the Department of Housing and Urban Development. A 1985 HUD regulation covering the use of pressed wood products in manufactured housing was designed to ensure that indoor levels are below 0.4 ppm. Products certified under PS I and PS 2 are exempt from

(Please turn to page 48)

APA CHEMIST pulls sample solution from a desiccator to test formaldehyde levels.

A load of l2' plywood is made ready for shipment from Eagle's Hanisburg, 0regon plant.

Formaldehyde Limits

(Continued from page 46) this HUD requirement.

Panel Adhesives 1O1

Phenolic adhesive, used extensively in the engineered wood industry, is made by reacting formaldehyde with phenol When heated, the resin is cured in an irreversible reaction. Once cured, phenolic adhesive is a rigid polymer that is highly durable and moisture resistant. It has properties completely different from formaldehyde. The curing process is so thorough that all but an insignificant amount of the available formaldehyde is used up in the reaction.

Formaldehyde emission tests (ASTM E-1333) conducted on APA Rated panels showed that their emissions were below 0.1 parts per million. In fact, formaldehyde emissions from the panels were so low they could not be accurately distinguished from background levels.

In the last few years, there has been a remarkable amount of research into the effects of formaldehyde on human health (visit www.formaldehyde.org

for an overview of current research). It is widely believed that it would take prolonged exposure to high levels of formaldehyde to affect a person's health. Given their very low emissions, it can be inferred that APA Rated panels present exceedingly low

potential for health problems due to formaldehyde exposure.

For information on measuring the formaldehyde-emitting potential of wood products, refer to APA Technical Report: Structural Wood Panels & Formaldehyde, Form SPE- 1040.

THE SAMPLE solution is reacted with another chemical and the lormaldehvde is measured in a spectrophotometer.

Rosboro BigBeonro

This high strength 3000F, 2.lE beam is manufactured to match standard I-joist depths and wall framing widths. This should be your first choice for engineered floor systems.

Rosboro Stock Glulom

Like all of our glulam products, stock glulam is manufactured from kiln dried, mechanically stress rated lumber. This 24F beam is available in Architectural and Framing appearance.

Rosboro lreated Glulom

Our Treated Glulam is a 24F, l.8E glulam beam made from Southern Pine and treated with a safe wood preservative and water-repellent treatment.

Rosborol.SE lJ(

Manufactured flat, with zero camber, 1.8E IJC matches standard2x4 framing widths and is available in depths that match I-joists.

Committed to Product Terhnftol Support

Our free Rosboro KeyBeam@ software takes all of the guesswork out of specifying and selecting glulam. It allows users to easily enter the span and load conditions and automatically determine the best product for an application.

Our technical support team is also here to help architects, distributors and builders. We will quickly and accurately answer questions or troubleshoot problems from the jobsite. Call our Technical Support Hotline: r-811-451-4139.

For Glulam Salesz David Smith l-541-7 36-2158, Cindi Hensstler | -541 -1 36-2114. Toll-Free: I -888-393-2304

APA prepares for its 75th anniversary

fN 1905. a small wooden box manuIfacturing company displayed a new product at the World's Fair in Portland, Or. They called it 3-ply veneer work. and it senerated consid-

,1933

The Douglas Fir Plywood Association is chartered to advance the interests of the Pacific Northwest plywood industry. Among its primary assignments: establish uniform grading rules and help to improve product quality.

erable interest.

Several door manufacturers placed orders for the product, and soon other customers were finding new uses for it, such as drawer bottoms and auto-

1940"

Dr. James Nevin, a chemist at Harbor Plywood, Aberdeen, Wa., develops a walerproof adhesive that opens the door to plywood's use in a much broader range of applications.

1934

DFPA soonsors the first of many plywood demonstration houses, part of a campaign that launched plywood's long history of success in the residential construction market.

mobile running boards.

Portland Manufacturing Co.'s 3ply veneer work, soon to be known as "plywood," was the first in a long succession of innovative engineered wood products that today are used for countless construction and industrial applications in markets throughout the world.

At the forefront of the industry's dramatic rise to prominence was a small nonprofit trade association whose members were all located in the Pacific Northwest. But like the industry it represents, that association-known originally as the Douglas Fir Plywood Associationalso has changed dramatically over the years.

Today, APA-The Engineered Wood Association, which next year will celebrate its 75th anniversary. represents approximately 70 companies with 160 U.S. and Canadian mills producing a wide range of engineered wood products-from plywood and oriented strand board to glulam timber, wood I-joists, and laminated veneer lumber.

Founded in Tacoma, Wa., in 1933, the nonprofit trade association's chief

The first southern oine plywood mill begins operations in Fordyce, Arkansas. The Douglas Fir Plywood Association changes its name to American Plywood Association (APA).

1964

1969 APA ooens a new 37,000-sq. ft. research laboratory at association headquarters in Tacoma, Wa. The facility remains to this day one of the most sophisticated wood product research labs in the world.

DOUGLAS Fir Plywood Association technicians prepare test specimens from production samples.

mandates were to develop a nationwide promotion program and to aid mills in assuring consistent product quality.

A major breakthrough in product quality occurred in 1934 with the discovery of a waterproof glue, which greatly expanded product application opportunities.

And in 1938 a new commercial standard was developed, facilitating promotion of the product as a standardized commodity rather than by individual brand names.

By 1940 plywood was being used as subfloors, wall sheathing, roof sheathing, paneling and in other building construction applications. The industry that year counted 25 mills and production topped one billion sq. ft. Eighty percent of production originated in the state of Washington.

With the outbreak of war in 1941 , plywood production was quickly diverted to the war effort. The product was used in PT boats, assault ships, airplanes, banacks, military buildings, shipping crates, footlockers and countless other military applications.

The industry grew dramatically after the war as American GIs came home and the post-war baby and housing booms took off. The number of mills grew from 4O in 1941 to 100 in 1954 and production shot up from 1.6 billion ft. to almost 4 billion. Oregon that year counted 47 mills, Washington 36, and California 17.

By 1960, U.S. softwood plywood production exceeded 7.8 billion sq. ft., a figure analysts only five years earlier had predicted would not be attained until 1975.

For more than a half centurv. the softwood plywood industry *utlo.uted exclusively in the Pacific Northwest and British Columbia and relied primarily on the region's vast supply of Douglas fir. Research and development efforts, however, eventually

gave rise to new technology that solved the problem of how to effectively bond veneer from other softwood species. In 1964, with that obstacle overcome, Georgia-Pacific Corp. opened the nation's first southern pine plywood mill in Fordyce, Ar.

The Douglas Fir Plywood Association changed its name that same year to American Plywood Association (APA) in recognition of the emergence of the southern pine plywood industry.

Plywood is widely regarded as the original "engineered wood product" because it was one of the first-and certainly one of the most commercially successful-to be made by bonding together cut or refashioned pieces of wood to form a larger and integral composite unit.

But the idea of "reconstituting" wood fiber to produce better-than-

Association "outgrew" its name when the first

wood building materials led eventually to a technological revolution and the rise of a whole new engineered wood products industry.

In the early 1980s, for example, the association's membership expanded to include oriented strand board, a product the association helped bring to market through development of new panel performance standards.

And a decade later, APA formed a related nonprofit organization, American Wood Systems, to accommodate manufacturers of non-panel engineered wood products, such as glulam timber, wood I-joists, and laminated veneer lumber. (American Wood Systems, later renamed Engineered Wood Systems, eventually merged with APA.)

To better reflect the broadening

(Please turn to next page)

2OO5,,' :iii'

APA promulgates new structural wood panel performance standards and broadens its oroduct representation to oriented strand board, an innovative new panel product.

APA forms a related nonprofit corporation, American Wood Systems (later renamed Engineered Wood Systems), to represent manufacturers of gluedlaminated (glulam) timber and other engineered wood products.

American Plywood Association changes its name to APA-The Engineered Wood Association in recognition of the expanding product mix and widening geographical range of its membership.

The plywood industry celebrates its 100th anniversary with the dedication of a commemorative plaque at the site of the industry's first plywood mill and a centennial banquet in Portland, Or.

OUTGROWTH: In 1964 the Douglas Fir Plywood southern pine plywood mill became a member.

1gg1 :

APA Prepares For 75th

(Continued Jrom previous page)

product mix and geographic range of its membership, the association changed its name again in 1994, to APA-The Engineered Wood Association. The "APA" was retained in the name because it was so widely known and respected in the marketplace.

A number of f'actors have contributed to the rise of this new era of engineered wood products. One of the chief reasons is the rapidly changing wood fiber resource base, the result in part of government-imposed constraints on timber harvests. With less traditional timber available for wood products, producers have had to improve existing processes and invent new ways to make more with less and with alternative wood fiber resources. That necessity, in turn, gave rise to innovations in manufacturing technology.

A related reason for the growing use of engineered wood products is that they are rightly viewed as environmentally superior. Engineered wood uses more of the

available resource with very little waste and, in many cases, can be produced with fast-growing, underutilized, and less expensive wood species grown in managed forests and on tree farms. Old growth and other forests that society has chosen to preserve are thereby safeguarded.

Engineered wood products also compare very favorably with non-wood products based on such criteria as embodied energy and emissions of carbon dioxide and other pollutants during manufacture.

And, of course, they are made from the only truly renewable building material resource-wood.

Still another reason for the popularity of these products is that they satisfy marketplace demand for superior performance in all types of demanding structural applications. Engineered wood actually improves upon many of the inherent structural advantages of wood. Cross-laminated plywood and oriented strand board. for example, distribute along-the-grain strength of wood in both panel axes. OSB eliminates knots and knotholes. And glulam beams and wood I-joists can carry greater loads over longer spans than is possible with solid sawn wood of the same size.

All of these factors-changing resource supplies, manufacturing innovations, environmental considerations, and superior performance-suggest that structural engineered wood products will occupy an increasingly important place in the building materials market of the future.

And as it has for the past 75 years, APA will be at the forefront of industry quality assurance, application research, and market development efforts.

The inFd ol lh€ nr PLw M. ul ilm 'w6rox mns Hl psft ptoiirl lor yN. lt you do ma @iv€ your rrts ii*in mbid by Msy 1?rerumber-&il supon ot sire otM, L torr You o,itplo', PteN ^td ath.r ,atta.to|' q n adaf'rk,2rt

rao'o t, SsrhinlM {O.od USA Onlr} I he. rcr y.r (&y lA reid ry f@ tojn lil lo. rb iL lttd $n6r bb. bdio.. ?b d: c] comilt (n D ^DuTlOM! PUS

MARKETING TIE-IN: A Douglas Fir Plywood Association summer blitz was featured on NBC's Home show in the mid-'S0s.

f IKE thlt little gir'l in Longlcllou's lrtttttttts lloenr. tllc l-lhr)r.r\ln! rr[rlket errn be rcrv gc'rotl rvhen it's good. btrt also ut tirnc.s rather horricl. Latcll it hls been ilt a cleciclccll1' tirul moorl. rvith sirtgle arttl Inr-rltil'lrrrtilv strtt.ts this rcrtr firrccast to bc ofT roLrghlv 157 frortt 2(X)6. Tltat translrttcs

INITIALLY PLANNED as concrele and stee1. APA sta{f consulted with wood structure used 900.000 sq. fl. of plvwood and OSB.

t() a sLlbstantial dccline itr clcmancl litr ancl siLles ol utlotl ploclucts. ll'clm rlirttcnsionul lumbcr and plyu'ttod to OSB. wood l-.joists. unrl glulltttt tirttber.

Tlic LI .S. nortlcsidcrttial cttnstructiott tlarkct. on thc other huncl ri hich last vcar postccl an inf'lation-rrtl.lLrstctl

the architects for this senior living facility in Germantown, Tn, The resulting

131 .lim l'.nright

spending increase of 6Vo, is expected to do even better this year. Leading segments this year, according to an American Institute of Architects forecast, will be office buildings, up 9Vo; hotels, up 137o, and hospitals and health care facilities, up 7Vo. If that forecast proves accurate, 2006-07 will become the best two-year period for nonresidential construction since the late 1990s.

In the longer term, commercial construction presents a significant opportunity not only to substantially increase wood product demand but also to lessen manufacturer, distributor and dealer reliance on new residential construction.

Taking up that challenge is the Wood Products Council (WPC), an alliance of wood products industry associations whose charter members include the American Wood Council of the American Forest & Paper Association, APA-The Engineered Wood Association, Canadian Wood Council, Southern Forest Products Association, and Western Wood Products Association.

After more than 20 years as an ad-hoc vehicle to develop and coordinate wood industry market education and promotion programs in North America, the council officially incorporated as a U.S. nonprofit organization late last year in order to more effectively facilitate industrywide initiatives to increase wood product demand.

The council is governed by a board of directors comprised of 15 senior executives from the organization's five charter associations and their members. (See sidebar on next page.) Funding is being sought from U.S. and Canadian government agencies with matching support

(Please turn to next page)

LOW-RISE COMMERCIAL slructures are a natural fit for enoineered wood producls, as exemplified by this four-story hotel.

LUMBEF/EWP FORECAST: Potential volume oain for lumber and engineered wood in code-compliant commercial buitOings.

Council Targets Commercial

Although the centerpiece of the council's efforts is the commercial construction market, Gulf Coast reconstruction and green building also are on the group's priority list. Like the commercial market initiative, Gulf Coast reconstruction is a long-term project. And assuring fair treatment of wood products by green building rating programs is an ongoing imperative.

The housing market, of course, will continue to be the single most important customer for the wood products manufacturing industry and distribution chain. But with long-term vision and persistent effort, there is substantial opportunity to soften the impact of those times when housing. in a word, is honid.

- Jim Enright, president of Standard Structures, Windsor, Ca., is co-chairman of the board of directors of the Wood Products Council and a member of the board of trustees of APA-The Engineered Wood Association.

Wood Products Gouncil Mandate

from the council's member associations.

The rationale for commercial construction market promotion is compelling. First, there is substantial market share still to be gained. Commercial construction currently uses approximately 1.5 billion bd. ft. of lumber, including engineered wood. That's only about 20Vo of the codedefined market, leaving 5.9 billion bd. ft. of potential gain. On the panel side, the market consumes about 2.3 billion sq. ft. ofplywood and OSB, or about36Vo ofthe code-governed market opportunity. That leaves about 4.1 billion ft. of additional potential demand.

Second, the wood products industry has a strong foothold in the market, particularly in the West, and experience supports the idea that where broad-based and longterm market development programs are pursued, the results can be very good.

And third, the high and rising cost of steel and concrete supports both the timing of the initiative and the long-term prospects for success.

A detailed strategic plan developed last year calls for a focused market-by-market approach, with high levels of promotion and support in markets calculated to represent the best prospects for meaningful results. Once momentum is built and success achieved in those markets, resources will be shifted to others.

Based on various weighting schemes, the initial target markets have been identified as California, the three-state region of Georgia and the Carolinas, and the market encompassing Minnesota, Wisconsin and northern Illinois.

The best estimates are that with a $6.5 million per year investment over 10 years there is reasonable expectation that annual demand for lumber and engineered wood can be increased by almost 3 billion bd. ft., and that annual demand for plywood and OSB can be increased by almost 2 billion sq. ft. That's significant.

The benefits of the WPC plan, if successful, will extend far beyond the commercial construction market. It also promises to demonstrate the combined power of the wood products industry, both in the U.S. and Canada, to increase demand in a variety of markets when its talents and resources are pooled.

To help protect and grow the market for wood products in North America by serving as a vehicle through which the wood industry associations can develop and coordinate programs in the areas of market access, research, education, promotion, and technical support.

Officers

Co-chairmen

Jim Enright (Standard Structures)

Rick Franko (West Fraser)

President

Dennis Hardman (APA)

Vice PresidenUSecretary

Etienne Lalonde (Canadian Wood Council)

Board of Directors

APA - The Engineered Wood Association

Jim Enright (Standard Structures)

Mary Jo Nyblad (Boise)

Dennis Hardman (staffl

American Forest and Paper Association/ American Wood Council

Rick Franko (West Fraser)

Jeff Wagner (LP)

Bob Glowinski (staf0

Canadian Wood Council

Bill Love (Tembec)

Jean-Guy Gravelle (Bowater)

Etienne Lalonde (staf0

Southern Forest Products Association

Ross Gardner (Weyerhaeuser)

Fritz Mason (Georgia-Pacific)

Steve Bean (staf0

Western Wood Products Association

Mike Phillips (Hampton Affiliates)

Steve Schmitt (Stimson Lumber)

Butch Bernhardt (staffl

PANEL FORECAST: Potential volume gain for structural panels in code-compliant commercial buildings.

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A PA is cautioning the marketplace ll,to beware of Chinese and other panel imports that in many cases fail to meet North American standards.

APA recently tested samples of non-trademarked imported concrete form panels in which the average glue bond performance of the sample did not meet the minimum standard of

U.S. Product Standard PS l. Test results also indicated that the samples had an average load capacity of approximately 407o below the level of APA PS 1 Plyform plywood and had formaldehyde emissions levels up to 500 times higher than those of domestic production.

In December 2O06 and January

Look for the APA stamp

Grading agencies in North America have clearly defined stamps. The typical APA stamp will have the following inlormation: I r, Cenifiealion agency lrademark

Exposure classificalion (Exposure 1 panels are suitable for wetting and drying under normal construction conditions; Exterior panels are designed for long4erm exposure to weather)

. Panel grade (Sturd-l-Floor, Rated 'Mill number Sheathing, Rated Siding, or : 'Product and/or Perforrn' plywood grade -A-C, C-D) Aen ance standard (PS 1'07, PS 'Span rating and thickness nr*ffi 2-92' PRP-108) le"g."i ;pin riting or eriG .@ lf vgY.hav.e concerns as to meins tnat the paier can be $p-slglgF, lltt Y1'9'.ry of .a mark,-contacl used ror a maxilnum p*;j t3l*tr l-if:iifrHy:,ffi:l3,,rt 32" on a roof and 16" on a #c';Er- llnnrl000 -

may help APA determine the "ev' ..-j3P- source and course of action.

IMPQRTED panel as seen on edge. Note the veneer separation. The import samples were submitted to standard boil tests. Manv-could not make it to the second round of tests before the adhesive failed.

2007, APA tested overlaid plywood panels from Asia at the APA Research Center in Tacoma, Wa. The purpose of the testing was to benchmark the performance of non-trademarked, Asian plywood products relative to the performance required for North American APA-trademarked plywood (Plyform).

APA tested six sets of l1-, 12- and l3-ply 18.3 mm (23132 inch) Asian plywood panels from five retail sources around the U.S. The plywood was evaluated for mechanical properties, glue bond performance, and formaldehyde emissions. Comparative data for North American plywood was compiled from US Product

Standard PS I requirements and APA's testing experience.

The chart below summarizes the comparative results.

The results indicate that substitution of offshore plywood for North American plywood may lead to inferior structural and bond durability performance with a higher level of formaldehyde emission. Substan-dard panels often give themselves away during installation. Panels that flex excessively or break under low loads may be manufactured from species with inferior strength or with improper adhesive bonds.

The average glue bond performance of the non-trademarked Asian

plywood tested by APA did nor meet the minimum performance standard of PS l, which requires a minimum of 857o wood failure as an indicator that the panels will meet the long-term expectations of concrete forming plywood in harsh jobsite environments. The higher the percentage of wood failure, the better the glue bond performance.

Policing the threat from substandard products is largely up to the the industry. Dealers, code officials, builders, specifiers, designers, engineers, and certification agencies all play a vital role in keeping substandard product off the market.

Test Resultsr Asian ys. APA-trademarked Plywood

The staff outside the payroll

rlloR hundreds of dealers across the -[ nation. the familiar APA logo means more than just a product certification stamp. The mark that appears on plywood, concrete forms, OSB, LVL, I-joists, rim board and glulam means access to training, complaint resolution, and market development. And the number one feature of all APA services-they are free of charge to dealers, distributors and other industry professionals. APA services are underwritten by APA's approximately 160 member mills.

Wayne Mangan, sales manager for BMC West, is a 29-year veteran with the multi-faceted corporation that distributes framing materials, doors and millwork, assembled components and integrated construction services. The company has sold engineered wood products for more than 30 years. With a menu of capabilities designed to save time and reduce risk for the builder, Mangan and his staff have

relied on APA to help them achieve high standards for customer service.

"APA provides technical support and expertise that building departments, architects and engineers deem as unbiased factual data," Mangan said. "We use all of APA's services." Those services are extensive. It starts with the front-line, 2O-person Field Services Division (FSD). This group of wood scientists, architects, engineers and market development specialists are located in the top markets throughout the U.S. and eastern Canada. They serve the individuals along the entire project chain-developers, designers, engineers, distributors, retailers, contractors, framing crews, and inspectors. For example, FSD reps provide fast solutions for red-tagged jobs to resolve code official and specifier misunderstandings.

Mangan uses APA field staff for "Lunch and Learns"-contractor training on topics such as moisture control,

wall bracing and proper engineered wood product installation.

Employee Training Online

APA continues to see hundreds of companies using Engineered Wood Basics, an online training course for employees new to EWP. The five-unit course is part of wooduniversity.org, APA's continuing education program:

UNIT 1 - Understanding Engineered Wood Products introduces the EWP family: categories, characteristics and quality standards.

UNIT 2 - Selling Engineered Wood explains EWP features, as they relate to system applications.

UNIT 3 - Structural Wood Panel Grades & Applications explains the information shown in the APA trademark and how it relates to floor, wall, and roof construction. Also explains APA Performance Rated Panels, sPan ratings, exposure durability, grades and specialty panel definitions.

V!,''lUNIT 4 - Glulam Basics,a Primer on glued laminated timber, explains specification and application of APA EWS trademarked glulam.

UNIT 5 - APA Performance Rated I-Joist Basics is a primer on the composition, specification and application of APA Performance Rated I-Joists. It takes approximately five hours of "classroom" time to complete the selfpaced course. Registration is free, and employees receive a certificate. Other online courses include Design of Wood Connections and Wall Bracing. Wooduniversity.org is but one aspect of APA's online presence. Its main website, apawood.org, is where companies like BMC West turn for everyday information. Mangan and his team access technical Iiterature, CAD details, installation guides, and product reports. With more than 500 titles online, nearly every commercial or residential contingency involving

APA FIELD STAFF members can provide training to framing crews conjunclion with customer functions, or in formal classroom settings.

and contractors on-site, in

EWP is covercd. APA's u,cbsite tamily includes:

. Apawoocl.ors - Access to publication libran. ntenrbcr clirectort,. product infirrnration. apltlicltions. APA new's. ancl all othcr ucbsitcs. ALrclicncc: lLll constrLrction protcssionuls. Apucucl .orl Morc than 100 CAD dctails lirr both contntcrciul uncl rcsiclcntial rlcsign 1'ront APA's ntost popular ltublicutirtns. sor-tcd bt ltroclLtct ancl constfuction loltic. Auclicncc: clcsign prolcssionuls.

. Wallbracing.org - Wall blacing is onc ol' thc ntost intpurtant stnlctural elenrcrrts of anv house. bLrt it can also be onc of the ntost confusing. This site is cleVoted to unclcrstanclin-q IRC bracin-e requirenrcnts. APA's Narrou, Wall Bracing Mcthod \\'as approvecl at thc last cocie hcalings for use over raised wood t-loors. seconcl stories. and in all seismic ciesisn cate-gorics. Dealers u,ill discovcr r.r'hv builclers prcfer this method over costlv prefab shcarwall panels. ALrcliencc: contractors. clesi_gn 1'lt'ofessionals. clcalcrs. hor.ncorr ncrs. BLrilclubettcr-hontc.org Prrtvicles constnrclion guiciclincs nccclcrl to l)ro- tetl lltrrt)r'. tr.llrittrl rllrttlirLirtl t|()i\lU|e inl'iltlltion trnd cr.rcoLr rugcs bcttcr builclins prircticcs litl thc kcr clcntcnts

ol' a resiclcntial structurc: mctf. u alls. lirLrrrclation. Aud iencc: colttrrctors. fritnrcrs. dcalcrs.

. Frccl'nrnrrrrolrl.org Plot,ides irn lunnuirl insl-rcc{ion ancl rrroisturc prc \\'rlti')n t'erirttert lirt lr ltrrrtte'. ittlr'r'itrt'

ancl cxterior. Auclience: horneowners.

The Answer Hot Line

Hrcr.r' nronth. rnrtrc than 1,3(X) construclion profcssiOnals lotlking for (ltlLtt.sc ltil n to ttr.tt l)u,q()

APA'S HELP DESK responds to specilication, design. application and inspection queries for engineered wood, southern yellow pine lumber, and structurai insulated panels.

The Staff Outside the Payrcll

(Continued from previous page) quick answers to product and construction questions turn to one resource: APA's Product Support Help Desk. Established in 1997, the desk responds to queries by phone and email. The hotline center was created to help building material dealers and others get fast, reliable product and application information regarding engineered wood and the construction applications where EWP are used. APA personnel, adept at the intricacies of building codes, may be called upon for guidance with particularly vexing design or engineering questions.

APA also provides product support for the Southern Forest Products Association and Structural Insulated Panel Association. And no matter how difficult the question, the help desk prides itself on a 98Vo same-day response rate. The desk is manned from 7 a.m. to 5 p.m. Pacific time and can take inquiries over the phone at (253) 620-7400, via email at help@apawood.org, or by fax at (253) 565-1265.

Market Development

One of APA's most valuable services is assisting dealers with new markets for engineered wood products. For example, Christensen Lumber, Fremont, Ne., stocks glulam, LVL, I-joists, and a mix of APA Rated Sheathing. In addition, the company builds wall panels and trusses. Owner Tom Christensen is cooperating with APA in an effort to increase market share for glulam and LVL floor beams in residential and commercial construction.

"We take them case by case and substitute as we see fit," said Christensen. He said load, length and whether new posts and footings need to be added are the keys in deter-

mining whether they can substitute LVL or glulam for steel beams. APA offers two resources, Substitution of Glulam Beams for Steel or Solid Sawn Lumber (Form 5570) and Glulam Floor Beams (Form C415). Both documents are available online as a PDF files.

Tom Woolf, McCray Lumber, Shawnee Mission, Ks., has worked with APA to establish a presence for I-joists in a traditional 2xl0 market. Woolf estimates they have averaged about l07o growth per year in engineered floor systems. Product distribution varies throughout the country and not all regions have specific market development plans. Contact your local representative for more information.

Gustomer Service Tips

For many dealers, successful complaint resolution can be the difference between profit and loss on a given job. APA publishes Customer Service Tips to help with specific problems associated with natural disasters, service life, and applications. These tips are available online through the publication library. Your complimentary registration includes an optional monthly Publication Update e-newsletter to keep you abreast of new and revised literature.

Assessing Water Damage After a Flood (Form xs0t)

Checking (Form w5o6)

. Decay of Engineered Wood Products (Form w505)

Delamination of Plywood Panels (Form w504)

. Responding to Wood Structural Panel Complaints (Form F505)

. Ridging in Single Layer Floor Panel (Form wso)

Soft Structural Panels (Form w50l)

. Unevenness of Edges in Wood Structural Panels and Thin Underlayment (Form csol)

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LBM Nonprofit Remakes ltself

The Habitat for Humanity Resource Center in Corona, Ca., has changed its name to Material Matters and launched a new website to stress its broad involvement in the building materials and philanthropic communities.

The nonprofit's goal remains the same: to collect LBM donations and make them available to other nonprofits or offer them for sale through the organization's outlet store.

Since the organization will pick up donations at no charge, donors can clear valuable warehouse space without paying dump fees or a for-profit liquidator. Reusing the materials helps the environment and reduces landfill waste, plus donors can earn federal tax donation credits.

"Our goal is to make everything as quick' easy, and beneficial as possible for all those involved," explained president Jason McKinstry. "We strive to be a model for cooperative resource development."

A wide range of deconstruction services are also offered free of charge for residential and commercial projects of any size, from individual kitchens or apartment complexes to office buildings. In just three years, said McKinstry, the group has saved more than 35 million lbs' of materials from going to landfills.

"We believe the nonprofit sector can be stronger and have a greater impact when we pool our purchasing power and coiectively solicit the in-kind donations that we all need," he said. "We are having a positive impact on the whole community."

The new website-www.materialsmatter.org- is currently an informational tool, but will soon feature an online store. The company is building a portal on its site where customers can browse and order Home Improvement Outlet merchandise onl ine.

MATERIALS Matter president Jason McKinstry has led the group's rebranding efforts,

Create a Gen-X friendlY workplace to retain ' fiesh talent

Bv Deanne DeMarco

rnHE 75 million Baby Boomers

I who make uD 457o of the workforce are now siarting to retire: in 2007 that rate is expected to hit three million people. And the mass exodus of Boomers from the workforce will only increase over the next ten years. So the question is: Who will rePlace these retiring workers?

While logic would dictate that the next generation (Generation X, as they're called) will simply step in and fill the newly vacant roles, that is simply impossible. WhY? Because the Gen X populationthose born between 1964 and 1977-totals a mere 45 million peoPle. That's a deficit of 30 million workers. As one economist from the Office of Labor Statistics noted, "over 500 occupations

will be adversely affected bY the boomers' departure." It doesn't take a rocket scientist to figure out that a worker shortage is on the horizon'

To make matters worse. retaining Gen-X employees is a challenge that plagues many companies. A number of research studies suggest that one in five Gen-Xers is preparing to leave their current job. Gen-Xers are leaving the big corporations in droves to be entrepreneurs or to join smaller companies-even if it means taking a pay cut. According to exit Polls and research studies, they are disgusted with the mismanagement of top corporate officials, hierarchical politics, corporate ladders, and the lack ofjob satisfaction and job fulfillment.

Gen-Xers across the countrY echo

the same message: They want a GenX friendly workplace. And that, in fact, is the key to retaining these skilled workers in your company so you're not left in the cold when the labor shortage hits. Following are four strategies that will enable You to attract the Gen-X talent you will need to stay successful and competitive in the years to come.

'1. Focus on collaborative relationships.

Gen-Xers grew uP in social conditions very diflerent than previous generations. Many were latchkey children, and 5O7c were raised in single parent homes. They often sPent an excessive amount of time alone. As a result, today Gen-Xers are relationship

builders. In fact, this need for strong relationships touches every aspect of their lives-at home, at work, and as consumers. As such, companies need to develop new communication models that include strategies for building "it" together.

Unfortunately, many managers still don't use their workforce to collaborate on projects, goals, or the development of ideas. Instead, they use coercion or dictate what is going to be done. But that approach won't cut it for the Gen-X workforce. Companies that want to retain these workers for the long haul need to take a collaborative approach to such things as decision making, problem solving, and product development. Yes, Gen-Xers want the company to do well, but they also want to be a strong voice in taking the company where it needs to go.

So rather than tell your Gen-X employees what steps to take to solve a problem, allow them to brainstorm with you to generate ideas. Or when you need to decide on a course of action, get their feedback on which option to pursue. Really listen to what they offer and act on their input. Be open to what they say; often their suggestions will amaze you.

2. Offer varietv.

In the past, B;by Boomers were interested in job status and climbing the corporate ladder. In contrast, GenXers are interested in equality, flexibility, and a lattice corporate structure. The Gen-Xer is not impressed with status symbols like title or position; they want an uncensored corporate structure coupled with opportunities to learn new skills. Given the choice, they prefer flex hours and the ability to telecommute over a higher salary.

Therefore, rather than restrict your Gen-X workers from trying new

things, encourage it. Offer opportunities to learn new skills, to job share, and to assist in projects in other departments. Gen-Xers yearn for increased intellectual stimulation. If you keep them "in a rut," doing the same thing day in and day out, they'll quickly get bored. That's when they start cyberloafing and looking for employment elsewhere... or mapping out their own entrepreneurial vision, which could be in direct competition with you.

Additionally, since Gen-Xers were raised in the information age, they expect to have the latest tools to do their job. Remember, this group was the first to do their high school papers on the computer, and they are technically savvy. To not provide the latest and greatest technology is equivalent to handing them the "want ads."

3. Work in teams. Teaming and the ability to bond

with others is core to the Gen-X work ethic. And while many organizations give lip service to team-building training and activities, most organizations are rigidly bureaucratic and employees do not feel valued as a person. In fact, the "good old boys," "bureaucratic cultures," and "double standard" of yesteryear are seen as draining, egocentric, and childish to Gen-Xers. That's why companies need to focus on creating a team-focused environment to keep workers.

For example, when it comes to leading Gen-X workers, managers need to do more than just manage; they need to work alongside the employees doing the daily activities. Also, assign teams within the department to complete projects. For each new task or project, rotate the team leader so that everyone has the opportunity to develop his or her leadership

(Please turn to next page)

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thunderboltnw @ verizon.net

Gen-X Friendly Workplace

(Continued from previous Page) skills. Additionally, have people work in dyads, where one team member helps another on a project to build internal working relationships. Finally, allow the teams to self-manage. After all, you hired them because of their expertise, so let them put that expertise to work and see the Project through from beginning to end. The more you allow your Gen-X emPloYees to be a part of the team and to participate as equals, the more likelY

they'll be to stay at your company.

4. guild a strong corporate communtcatlon process.

In most companies there's no open debate, and employees are alwaYs "watching their back." They know that if they say something out of turn, they are going to get projects they don't want or they'll get dinged on their performance review. Granted, some companies have attempted to create an environment of open communication, but when employees do speak their mind, the company doesn't listen.

Gen-Xers refuse to tolerate such an environment. They know it's hard to be productive and motivated when trying to always "watch your back." And while previous generations tolerated office politics and egocentric executives, Gen-Xers respond by sending out resumes and seeking employment elsewhere.

Therefore, to retain Gen-Xers, You need to encourage debate and opposite opinion. Get people to open uP, discuss problems, and express opinions. Then, put in the processes so the ideas and opinions get acted upon.

Equally important is to create an environment of instant feedback. Rather than force people to wait for for days, weeks or until the yearly performance review, communicate regularly. Give updates on ideas that were generated, projects that were worked on, and anything else that impacts the company or employee. Just as GenXers like to text message their friends because it offers instant communication, they expect the same communication speed from their managers.

The New Generation of Change

The number of small businesses is growing, and Gen-Xers are starting to realize that smaller companies offer more in the way of opportunity, job fulfillment, and job satisfaction. As such, Gen-Xers are giving up the larger paychecks that large comPanies offer for a smaller company that is more aligned with their values.

The world is changing at warp speed, and Gen-Xers are at the soul of that change. So if your company is to survive long-term, you must change and become Gen-Xer friendly-now!

- Deanne DeMarco is an author, speaker and corporate trainer. She can be reached at (866) 912-6224 or at www. deannedemarco.com.

erolure

Concrete News

M ct.rimi:.e PoursMinimize Costs : A Guirle to Getting the Most Jiom ConcreteFonning Punels is a free 2O-page booklet irom Ainsworth. (877) 661-3200; www. ainsworlh.ca.

Fastening Safely

A l5-n-rinute video and rclated training materials. in both En-ulish and Spanish, covcring working saf'ely with power nailers and staplers. are frec website downloads frorn the International Staple. Nail & Torrl A:sociution: u wu.iiantr.or8..

Beautiful Surfacing

Solid-surface wall panels (in 33 colors and six designs) that can be uscd for shower walls and floors. wainse otinS. ()r kitchen backsplashes are profiled in a tiee. downloadable brochure fiom Swanstonc. (800) 325-7008; www.swanstone.com.

Wood Floor Guide

A 23-page booklet on a line of products for installing and finishing wood flooring is free fiom UFLOOR Systems, (336) .154-70001 www.ufloorsystems.com.

Design lnspiration

Fifteen projects that used specialty products from Kolbe Windows & Doors

are detailcd in "Commercial Capabilities." a free. 24-page brochure from Kolbe, (800) 955-8 I 77; www.kolbe-kolbe.com.

Wood Yearbook

Structurul Pcnels & Engineered Wottd Yeurboorl-2007 is a ,18-page publication covering topics such as U.S. and Canadian production and capacity of softwood plywood. OSB. glulam timber, wood l-joists, and laminated veneer lumber; Panel imports by destination: product consumption by end-use markets. and panel and engineered wood mills in the U.S. and Canada. available for $200 as a PDF only from APA-The En-eineercd Wood Association ; www.apawood.or-9.

At Mat$eflus !ilar&*g Fodwtt our solutions go beyondtechnology. It's our peopl€, that truly set us apart in'ihe #Erketplace. We are an innovative and {ast-growing manufacturer that still cares about our customers and hasn't forgotten the solid foundation of qualitySat grounds our roots. Wth over 150 years o{ experience, we've proven our steadfast belief in partnering witr clients to meet not only fieir marking needl bul also their manufacturin g challenges lor the long haul.

412665-2500 mattheu,3marking.com

FG,L

*ffirwptffiTffi tY fr Nffi ffi_&d ru .Wm"

Innovation and dependabitity make up the f ibers of our company and the products we create.

We understand that your customers count on you to seek out the most distinctive and retiable new products. That's why we've Led the industry in devetoping innovative timber products, [ike Accuruff", our rough-sawn product with a uniformty apptied rustic f inish, and Tru-Dry", the most consistent[y and eventy dried Douglas fir product avaitabte. We are committed to providing you with outstanding forest products that remain strong and beautif uI for generations.

products

mouldings and four specialized versions, all produced with the same Celuka technology.

- Please call (800) 330'2239 or v is it www .komatrimboar ds .c om

Shearwall Solution

Simpson Strong-Tie's Steel

Strong-Wal1 is pre-manufactured from steel and wood for a higher load capacity.

Versatile OSB

StructWall OSB panels from RoY O. Martin reportedly help builders meet stringent building codes in seismically active areas.

StructWall TM is available in 96", 108", and 120" lengths, in 3/8" and

15123" thicknesses.

StructWall XLTM is l-1l8" taller than standard OSB panels, so the toP plate can be tied to the bottom plate with one continuous sheathing panel.

- Please call (318) 448-0405 or visit www .royomartin.com

sure to UV rays, and cuts and installs like regular plywood or OSB.

- Please visit www.supressProducts.com

Alluring Trims

KOMA's Allure Collection of extruded mouldings were designed to complement the company's standard trim boards, panel and fabricated products.

Included are nine types of standard

Super Plywood Panels

Plywood panels from SuPress Products Inc. promise to cut absorb noise and vibration, while suppressing mold growth on the panels.

Available in 4'x8' panels, SEPA M reported ly is non - to x ic biodegradable, unaffected by expo-

The two-story, stacked wall Product is reportedly easy to install because bearing plates aren't needed and it can be placed flush against a corner.

- Please visit www.strong.tietom

Two New Four-Way Lifts

Combilift has added two new models of multi-directional forklifts.

The C30000 is available in diesel or LP gas and has a lift capacity of 30,000 lbs. Its larger tires allow it to work in semi-rough terrain.

The C10000SL has a capacity of 10,000 lbs. and reportedly offers greater maneuverability than traditional side-loaders and has the ability to block stack.

- Please contact (281) 507-0066 or visit www.combilift.com

Anti-Mold Wallboard

ComfortGuard interior gypsum wallboard from TempleInland offers Tem-Shield mold resistance.

The product's mold-resistant core and facers reportedly scored 10 out of a possible 10 in lab evaluations.

Widths of 4', 8', 10' and 12' are available, in l2-ft. lengths. Two thicknesses-l/2" and 5/8"-come with onehour fire ratings.

- Please call (800) 424-2311 or so online at www. temoleinland.com

Monev-Savinq Horse

The Clydesdale heivy-duty sawhorse from Tower Laser was designed to save time, money and materials on the jobsite. Each fits a standard 2'xl}' or2'xl2'.

A center fold-out leg can be used with either rubber feet for surface stability or ground spikes for soft, uneven surfaces.

- Please call (708) 705-2112 or go online at www. towerlaser.com

"Air Seasoned Fencing"

Manufacturers of High Quality Incense Cedar and White Wood

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

. Air seasoning creates stability in our products.

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

. Grading in accordance with WCLIB and WWPA.

. Delivered prices available upon request.

. Full load volumes onlv.

LVL Spans The Distance

Nordic LVL is designed to support heavier loads and allow greater spans.

Support Your Deck

Bison Deck Supports allow the creation of unique decks over sloped surfaces, rooftops and cracked concrete-even over water.

Support pedestals have a broad flootprint for stability. are impervious to freeze-thaw cycles, and are available in heights ranging from ll2" to 16". Preset spacer tabs allow for deck drainage, while simple accessories compensate for slope.

A patented screw can be adjusted for different heights and to allow for slope to drain applications.

- Please call (888) 412-4766 or v is it www .bi sondecksupports.c om

Manufactured from Douslas fir bv Nordic Engineered Wood, t6e produit is protected by UV inhibitors and a protective sealant to meet demand for superior floor, roof and wall systems.

- Please call (514) 633-9661 or v isit www.nordicwp.com

Handy Nailer

The Grip-Rite mini palm nailer lrom PrimeSource weighs just 3.3 lbs.

The tool reportedly is ideal for compact spaces in both interior and exterior appl ications.

Nails from 2" to 6" sit deeply inside the magnetic nose for ease of use.

- Please visit www.grip-rite.com

We continue to invest in your success with our new Strong-Wall' Shearwalls catalog - more content, new applications and simple solutions that deliver increased value to your customers. A complete resource for vital technical information and structural details, our new catalog simplifies the job of specification and installation. Build better value for your customers. Build better margins for your business.

random variation of natural quafiz. Both are stain-resistant, non-absorbent, and never need sealing.

- Call (866) 226-2742 or visit www.cambriausa.com

Enqineered Fasteners

Tiisslok ensineered wood fasteners from FastenMaster are designed foimulti-ply LVL, LSL and PSL applications. The connectors reportedly require no pre-drilling and are

Garaqe Door Displavs

Roll-iut displays from Emes-Marketing lnc. reportedly save space by holding seven full-sized garage doors in a space no wider than 4 ft.

- Doors 96" wide by 86" high can be easily rolled in and out on wheels provided.

- Contact (905) 886-1066 or visit www.emidisplays.com

Tops In Quartz

Twelve new colors have been added to Cambria's line of quartz countertops made in the U.S.A.

The Desert collection features the look of concrete and sand, while the Quarry collection captures the beauty and

approved for single-siding installation. Torque is reduced by a winged point, modified thread design, and anti-friction coating combine to reduce installation torque.

- Call ( 800) 5 I 8-3569 or visit www .fastenmaster .com

wttoD THE PAtrIFItr WEED PRESERVINEi trOMFANIES

Lots Of Blocks

Acrylic block windows are now available as standard fixed windows, operable casements and awnings, and unique shapes such as colonial arches and eyebrow units from U.S. Block Windows.

Respecting the forest, honoring the past, building the future. A nation's pride you can build on.

The products use either 8" or 9" blocks that are triple glazed and tinted to block the sun.

- Please contact (888) 256-2599 or go online at www. usblockwindows.com

Manufacturens of 20 million bd. fb. monthly of 2x4 thnu 2x12 in lengths 6' thnu 20' in White Fir r Douglas Fir'. SPF-S . PP

Pnoducing 2,OOO,OOO bd. ft. monthly of 5/4 & 6/4 Ponderosa Pine Shop and 4/4 Pine Boards

State-of-the-Ar t Headr ig Mill

Contact Sheldon Howell

Yakama Forest Products

3191 Wesley Rd., White Swan, WA 98952 rel. 15091 874-1163

Fax 509-874-1162 . www.yakama-forest.com

Are your customers invisible?

By Mike Dandridge

It's worth half-a-mil. This counter stuff is nickel-and-dime. You pick up the pace and rush by the customers. You don't mean to be rude, it's just that, well, you have to prioritize.

It's time to rethink the relationship between your sales counter and your customers. For many distributors, it's an afterthought, just a place that serves up the "table scraps"miscellaneous leftovers needed to complete a job, oddsand-ends for a service call, parts and pieces picked up by the d-i-y homeowner. But your counter's "reach" can go far beyond that small percentage of sales currently shown on your financial ledger.

Your sales counter can become a goodwill ambassador for your entire operation. Psychologist Abraham Maslow said one of the most important social needs of a human being is the need to belong. Through your counter, your branch can provide a sense of community for your customers. And it all begins with a few simple steps. a

l. Make everyone a greeter.

\ZOU walk through the door marked "City Sales." It's L 7:20 in the morning. Behind the counter the parts guy is sitting down reading the newspaper, oblivious to the chime that sounds as you enter. You clear your throat. Loudly. No response. You silently ask, "Am I invisible?"

You speak. "Excuse me.I need some material."

The paper doesn't drop. No head peeks over the top. Only a voice replies, "We don't open until 7:30."

Too stunned to even respond, you turn around, walk back to your truck, vow to never cross this threshold again, and drive to the next supplier.

The story you just read is true. The contractor shared his experience with me two years after it happened. Living up to his vow, he never bought anything else from that dealer.

"That doesn't happen to us."

No one likes being ignored. Common sense tells us that. But don't pretend you haven't done it. You're waiting on a customer, or you're on the phone. Maybe both. Another customer walks in. You could say, "Come on in. We'll be right with you." Even on the phone, you could nod and acknowledge his or her presence. But you don't. You avoid eye contact, fearing this new customer may ask you a question and then you'd have one more thing to do. You don't mean to be rude, it's just that, well, you're busy.

Or you're an outside salesperson and you hurriedly cut through the counter area. Customers are three-deep waiting in line. Both counterpersons are already in the warehouse filling orders. You haven't got time. That job bids at 2:00.

Obviously, most dealers don't budget for a professional greeter. So, make it everyone's job. Explain that any employee in the counter area is to greet customers and ask if someone is helping them.

If the employee hasn't trained to work at the counter, he or she simply tells the customer that someone will be available soon. For example, a warehouseman filling an order would look up from his clipboard, make eye contact with the customer, greet, and give assurance that help is on the way.

/rt

L.Watch your language.

Most of us never received training on proper ways to greet a customer. The assumption is that we'll 'Just know." As a result, most of the time we come across as abrupt. "Wha'cha need?" we'll demand. Or, "Help you?" as if it's too much trouble to get out an entire sentence. Some of us don't say anything at all. We simply stand there waiting for the customer to speak.

It's not necessary to follow a script, but the way you phrase a statement is the difference between seeming bothered and disinterested or friendly and helpful. "How may I help you?" has a couple of implications. First, it indicates a willingness to help. Second, it shows confidence that you are able to help. Of course, always offer a casual greeting first, such as, "Hey," "Yo," or whatever is customary in your region. When known, address the customer by name.

^l J. Lasting impression.

How you say "goodbye" is just as important as how you

greet your customers. Express your gratitude at the close of any transaction. "We appreciate your business," is always appropriate. Again, no need to follow a script. The main thing is to show sincerity. Act as if your livelihood depends on it. Oh, yeah. It does.

4. Un-curb your enthusiasm.

The previous steps won't matter if you don't get this one right. If a good friend whom you hadn't seen since high school walked up to the counter, chances are you would act glad to see him. Even if you were busy. Even if you were on the phone. Now, take that imaginary enthusiasm and apply it to each customer who walks through the door. Too much, you say? It won't come across that way. Showing enthusiasm tells the customer that you care about his business.

The smart dealer understands that his continued success doesn't hinge on a single business point-of-contact. Rather it relies upon a collection of all of the connections that make up a mutually beneficial affiliation. The sales counter can serve to deepen this partnership between the customers and the dealer. Or it can destroy that relationship altogether.

By the way, the ignored contractor

I mentioned earlier grew to become the third-largest company in his market. The dealer that "didn't open until 7:30" lost more than "table scraps" that morning. He cost his company millions of dollars worth of jobs that that contractor handed to us. You see, we just happened to be the dealer he

drove to next that morning. Fortunately, our parts guy had already read the paper.

- Mike Dandridge is a keynote speaker, founder of High Voltage Performance, and author of The One Year Business Turnaround. Reach him at (254) 624-6299 or v ia www.highv o ltag ep e rfo rmanc e.c om.

Making Customers Feel Welcome

Certain behavioral indicators tell a customer immediately if they are perceived as a welcome guest or an annoying pest. Choice of words, body language, and tone of voice communicate the language of attitude to your customer. Review this list, and remember that a pleasant attitude will likely to lead to a positive and profitable outcome.

Pleasant attitude indicators

"Make yourself at home."

Smile ! Whenever possible, make eye contact.

" How can I help you? "

"What can I do for you? "

"We appreciate your business!"

"Thank you for coming in."

"Come backto see us."

Act enthusiastic!

Poor attitude indicators

Ignoring.

Walking away without speaking. Turning your back on a customer, Mumbling; broken phrases: "Help you? " "Yeah, what' cha need? "

Silence at conclusion of sale.

"Take a number."

"Next."

Shuffiing feet, downward gaze.

When should

we give the price?

IIIE GIVE our price to our cusY Y tomers when they ask for it. We must structure our calls so that the customer does ask for our price.

Many sellers enter conversations with customers giving them every detail of their (the seller's) proposal, including price, leaving the customer with nothing left to ask. The customer then says, "Thanks, I'11 get back to you." We, as sellers, are then left frustrated.

When we discuss the positives of our proposal, leaving the price out, the customer who is interested is compelled to ask, "What's your price?" From here, we are in a selling conver-

sation. We are in a dialogue. Isn't dialogue what we want with our customers?

As sellers, we are not information dispensers. We are information sharers. We share information with customers who are willing to share their interest or desire with us. (I will share my price if you share some interest in my offering.)

In competitive markets, often the price we give is only used to keep our competition honest. We should only give prices to customers who are thinking of buying from us, not to customers who are "shopping our number." We have nothine to hide.

By James Olsen

but we don't need to advertise our price to non-customers who are going to take our price to our competitors and use it against us.

We give price after building value:

Seller: "John, I've got a great deal on sheathing today. We are selling it well. and the market is moving in our favor. We feel the market is strong and have many customers who are buying."

Buyer: "That sounds good. What is your price?"

We give price after establishing customer need:

Seller: "John, we've got a gteat deal on sheathing. Are you needing any sheathing right now?"

Customer: "I may, what is your price?"

Seller: "John, the price is the icing on the cake, but before we go into that, how rnuch are you going to need in the next week or two?"

The customer is king. Then what are we?

INTERNATIONAL SALES: Nestor Pimentel, Oscar Portillo.

Many sellers have the attitude that the customer is king. This attitude is fine. This tells us what the customer means to us. But what do we mean to the customer? What is our role in their mind? Are we just someone they are using to keep their favorite supplier honest? Is that the position we want to be in? Absolutely not. We want to be an equal with our customers. We want to be their trusted advisors. We wnnt to be kings also.

We are in competitive markets. Holding price gives us the opportunity to compete. Holding price creates a "vital tension" that is good for a sales call. Giving price before interest has been shown eliminates the possibility of us even competing for the order.

Giving price to customer's before they show interest makes selling a one

DOMESTIC SALES: Jerry Long, Michael Parrella, Bruce Keith, Janet Pimentel, Pete Ulloa, George Parden, Vince Galloway, Steve Batick, Chris Hexburg.

way street. It is our responsibility as sellers to make selling a two way street. Holding price will help us do that.

When we are in the middle of building value or trying to establish need, many customers will interrupt and ask, "What's your price?" Here are a few responses we can use to hold the customer off until we have built value/established need with our customers:

"That's the good part, John, but let's discuss the other points of this item first. You're going to love the price."

"That's the icing on the cake."

"You're going to love the price, but let me tell you the details first and see if this item will work for you"

"Do you need it?"

"The price might vary depending on when you need it to ship or how many you need to buy. When do you need it to ship? How many do you need to buy?"

Some customers will become irritated when we don't give them a price immediately. Holding the price can be a delicate move. But it is necessary. We need to deal with our customer's irritation in a positive, confident way.

Won't we be irritated if we give a price and the customer says, "Thanks, I'll let you know"?

The structure of a sales call is important. Holding price until our customer shows interest will create a structure that is more advantageous to us as sellers. It doesn't guarantee victory, but it does guarantee that we will

be in more sales calls and less "thanks for the information" calls.

- James Olsen is principal of Reality Sales Training, Portland, Or., specializing in sales training for the lumber industy, and host o/The Sales Doctor Radio Show (www .salesdoctor.biil. He can be reached at james@ reality-salestaining.com or (503) s44-3572.

for

Compensation in the family business

By Norbert E. Schwarz

can be more easily accepted because they are based on non-emotional, rational criteria. What can be a very personal issue is thus depersonalized.

viduals often believe their own jobs to be more important and therefore worth more. Generally, this philosophy tends to favor those in lesser positions and may demotivate those aspiring to greater responsibilities and rewards.

While this method might seem feasible for a second generation of two or three siblings and two parents, as the family grows and generations pass, few companies can financially support equal pay for a growing base of cousins. Equal pay may also tend to encourage entitlement. Moreover, the distinction between rewards for ownership and those for performance can be distorted.

Flexible Pay

fN DEVELOPING policy concernIing compensation for family members, the first step is to adopt a compensation philosophy, the principles that guide compensation decisions. Generally speaking, there are four basic compensation philosophies: market pay, equal pay, flexible pay or tailored pay. Each approach has its pros and cons.

Market Pay

With a philosophy of market pay, compensation is determined by breaking down jobs into various elements that are graded in terms of value. Compensation is generally based on the difficulty of the job, as well as the background and experience necessary to function in the position. Positions normally are assigned a salary range with low, midpoint and high indicated levels. The assumption is that an individual may begin at the low point and progress to the high point if he or she is performing well in the position.

Compensation is based on what similar companies are paying for similar positions, comparing geographical area. industry and company size. Thus, pay is determined by merit within a market. In addition to base salary, some studies also give information on performance-based compensation such as bonuses and stock options.

The market pay philosophy tends to eliminate subjective judgment from the process. Compensation decisions

What market pay does not, however, take into account is unique individual contributions to an overall effort, longevity, or a company's capacity to pay competitive wages. Nor are other perks and benefits taken into account, although some studies do include information on benefits normally available. In a family business, this approach does not accommodate the concept of equality for family members, nor does it take individual needs into account.

Finally, it would not take into account a family owner's desire to pay less or more than market standards.

Equal Pay

Some family businesses believe in equal pay for all. All jobs held by family owners get the same amount of pay. regardless o[ position or complexity (sometimes pay is adjusted for longevity).

Those who adopt this philosophy generally place equality at the top of their priorities. Their belief is that the business exists for the benefit of the family, and every family member should benefit equally. In multifamily companies, this philosophy may also tend to minimize conflict between families due to perceptions of compensation favoritism. This philosophy tends to work best when family members have very similar responsibilities and contribute equally to the success of the overall business.

The downside of this philosophy comes when positions do not carry equal responsibilities or impact on the overall success of the business. Even in cases where jobs are similar, indi-

This philosophy relates to compensation determined by a board or individual based on a variety of factors. Some companies that use this method maintain that it provides greater flexibility and allows subjective factors as well as objective methods to be used in determining compensation.

This method will frequently combine market study information with individual company cultural measures to arrive at compensation. It also allows for the family to make allowances for differing needs within its ranks. Many family business owners tend to favor this method because of the flexibility and authority it offers the senior manager or board.

In cases where the decision-making authority rests with an individual, such as with a parent, perceived favoritism can cause conflict with the parent as well as within the family. The parent is placed at the center of this sensitive issue, with a very real prospect of being the source of family disharmony. In many cases, final decisions are arrived at through individual negotiation, which increases perception of lack of fairness.

Likewise, because the family system is based in part on equality and in part on emotionally based decision making, justification of individual compensation becomes difficult.

Tailored Pay

In some cases, we have seen companies that have combined various factors to determine compensation. To accommodate the desire to support all family members of the coming generation, a base dividend or related compensation is set at a level that enhances the standard of living and can be distributed consistently year to

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!)t. .\t ltttttt, is Lt tt'nirtt tttlt islt r,l 'l ltt l:Ltrttilt Iitr.tirtt s\ ( ()n\ultin< (;t t)ul) Ittt.. ,\lttt'it'1ttt. (itr (,\l)()t .:.;l ()6.1.1 ll( ttttt ltt rtrtt ltcd ul .st lttur:GL tlttntiltbttti n(\.\.(ont. Iltltt'itttt'tl t itlt 1tt'nttlssittrt lt ont Tltt' l- titrtil.t 1Jil.rile.r.r .lrArlrl., r1 1 r,1tt t i,4ItIt't! ltrrltlit tttit)n ()l l:ttntil\ l,ntt r'1tt itt I'tthli:ltct s. Ntt ltttt tit,tt t)l tlti\ ttt ti( lt nt(t\ ltt' t t'1tt 0tlttt t'tl t illtttttt l)( t Dt i \slrttt t,l I trntilt Lrttt'r'1tri:t' I'trltli:ltr,

Ffeseru'r - '2s,.40 and .Go

Boratetreated wood

13702 Blh Street East Sumner, WA 98390 253-863-4495. FAX 253-863-.1037

v/ww su periorwoodtreatin g co m

German Giant Opens U.S. Sales Office

At a time when several European lumber companies have abandoned the U.S. marketplace, Klausner is expanding its presence by opening its own

sales office in Myrtle Beach, S.C. Klausner made the decision following the expiration of its marketing agreement with longtime sales partner,

New South International, which was acquired by Canfor.

All salespeople from the old organization have moved to Klausner

WesternWood keseruing Conpany pridas dtsel,f in carrying tbe right inoentary rnin ofPrcssare treated and,fire reta,rdant treated,lutnber and plywoodfor yoar (fust in thne" need's,

A home can now be constntcted uitb built-in protection against tennites andfungal decay using Advance Guard' Borate Pressure Treated Wood Products Aduance Gunrd is safe* for people and pets but deadly to termites, many other wood-destroying insects andfungal decalt.

Advance Guard borate pressure treated lumber can be used for joists, sfuds, roof trusses, rafters, beams, and other interior framing and sill plate applications.

Advance Guard borale treated pllwood can be used forwall sheathing and subfloon.

. Advance Guard products have been issued ICGES I€gacy Rqort NER 648 and are building code compliant.

N*!"*"r:eYYon{

Naturewooff Preserued Wood Products - NatureVood producs are durable and designed for longterm per{ormance in outdoor applications.

Osmasea FirePRO' - FirePRO is the most advanced fire protection sptem alailable forwood. We manufacture and stock a complete line of common use items including dimension lumber, plywood and timbers. Treating senice only (TS0) is also available.

Osntoseo pressure treated CC"4 - We manufacture and stock a limited inventory of CCA (Chromated Copper Arsenate) treated plyvood and large timbers for approved commercial and industrial applications. Call us to discuss vour needs.

No quantlty ls too blg or too small. We can ila multtple truckloads orJust afew pi.eces, whateaer your needs may be. Don't carry more lnaentory than yoa need. Rely on us to be your #1 supplterfor Aduanre Guard, NatureVood, FirePRO and CCA treqted wood.

-Whenusedasrecommended33i3i3:illll3W33jrijJif3.fljflfIfI',JfI,xf[Tl,#l1i,#fjIl,1li;1;t$?,',#ity|fneoanooperate

KLAUSNEB supports its ambitious growth plans for the U.S. by operating five mega-sawmills in Europe lhal average more lumber production per lacility than any other company.

Trlclins L. S.\ lnil its n,-'u o1'1 iccs rn thc busirte ss distlre t ol Nlr rtle llr'rLch.

''Hur ing :lrlcs uctrr itics rlrrsc to thc cr-lstonler is csscntilrl in thi: eorrrpcli tir c nrlrke tplrre c." :lritl K I t plcsitlcnt 'l lrortrLr \lcrrtlc. ''lrtr cstin! ilt tlti\ nriu kct irt ir rli\1r-c\\crl tintc :lto\ : thc eonrntitnrcnl ol tlrc Kllrrrsncr'(iloLrp ttr tlr.' l'.s. tilr1o111. 1 lr;1r.'.'

Scr cllrl [:ttlopclrt e onrl.nnic: hlir c

lc'ti thc U.S. bcclLrsc of ueak rnarkcl eonditions. cxtrcnrc riscs in log costs in [:ur-opc. lncl irnllrr ollblc r'rcltungc lrrtcs. Yct Kllr rrsncr- hlr s qrou n tir becorttc F.rrropc's Ilrr-gcst lunrbcr c\l)ortcr-to tlrc L j.S.. s rtlt l -{O'i sltut'c. KluLrsrtcr"s trpitl ulrru tlt cnlblcrl it to rlLricklv bcconre Iiur-opc's sceonrl llrlgcsl prorluccr.'l'lrc elrplicitr inetclrsc lrllor'i.crl KluLrsrtcr' 1o kccp it: c()nlr)ritrncnts irr tlrc i.S." *hilc ltglt cssi vcl\' ptn'stt i rtu unrl c r lrlrntli nL inlo ncu nlu'l(cts lrbroutl

Irt l(X)(r Kltrrrsncr-l)rnchir\c(l tr l)till irr '\tlclcbscn. (iclnlrrrr. lnrl conrplcl ccl cortslruction ol lt ltc\\ \it\\ rlill in []rLr lriu. Both nrills u ill bc littc(l \\ i1h ).lcuncs Clirnlrcliln Pluncrs. a f ilst lirl lt (lcrnurn corlrpan\'. \\'ith firc su*ntrlls ilncl an estinratecl 2007 proclLrctiun of 1.9 billion bd. 1i.. Kluusnct'ol)erates thc highest averase oulptrt pcf sa* nrill rn thc u0rld.

In urklition to its long-te l'lr \tratcq\ to renlrin in thc [].S.. otlrcr conlpo ncnts ol thc Kllrusncr'philosophr lir-c to bc innovlrti\ c \\ ith nct protlLre ts rrrrtl to prrdrrcc lntl I)ror)r()1c protlucls thlrt rLrc ltrrtl 1o l'inrl. Its plorlrrct nri., Ilrs crplrntlcrl r usllr lrntl nilri rne lrrrlcs bolrlrls. st rips. 'l'&(; nlltct ilt I . itnrl othcr spccilrltr protluels.

PACIFIC COAST Builders Show convened May 29 to June 1 at the Moscone Center in San Francisco, Ca. (1) Jeff Dahl, Mike Bland. (2) Brian Hurdle, Nick Elardo, Stephani Jarvis, Eric Rose, Rick Ray, Cami Waner. (3) Grant Sali, PalZan, Tim Todd, Mike Rasmussen, Rich Mills. (4) Ken Caylor, Bob Tennent. (5) Frank Stewart. (6) Bradley Fladeland, Greg Furste, Shelly Connolly, Shawn Maloney. (7) Peter Corr, Rob

Mitchell. (8) Jim Sargent, Chuck Casey. (9) Roger Kramer, Ken Womack, Tim Johnson. (10) Rick Koss, Laurie Coleman. (11) Gary Davey, Mike Pidlisecky, Chris Logan. (12) Brian Peak, Lila Weaver, Joe Morin, Michael Gordon. (13) Dave Natali, Howard Rothstein, Kim Pohl, Len Kasperski. (14) Greg Stout, Rachelle Shendow, Bill Sullivan. (More photos on nert tuo pages)

MORE PCBC bontinued from previous page): (1) Steve Conboy, Bob Miurer, Butch'Bernhardt, Chri's Swansbn. (2) John Munay' Heather Cruncnie, Pete Schiffers. (3) Stephen McNally, Lee Nelson, Ro1Cogk, Michael'Reen. (4) Scoti Honeychurch' Randy Roedl. (5) Jim Steonenson, Patiick Shabal, Harild Unterieser, Dean Legrand. (6) Chiistina Nance, Dave Patch. (7) Bruce Huewe, Gary Pittman. (8)

Charlev Hobbs, Barrv Schneider. (9) Chris Selzer, Cameron Crump' ioOO Sweat. (1b) Jotin Floyd, Jerry Gordon, Qglby ^By1d' Billy Jowers' ioCO tori evrd, Maiv Fowler, Rv'an Trac2ewitz' (11) Kim & Randy Richards' (tZ) (evrn patCino, Bill Scott, Dan Kepon, Carl Schoenhofer, Bob Mioh, (tg) Max Jones, Janne Nelson.

(More Photos on nert Page)

=ffJqftg_: ouLfstf{{}

fi:fi,:,"t,i.i?ft:,,!l?l

(4) Spomenka & Craiq Miller, Chuck Luzadei. Duane Enqard, David Crandall. -(5) Mirco Walther, Naniv'Bevacco. (6) Jeff Baker, Rick Grimm, Warren Brown. (7) Mike Griffin, Chuck Norlness. (8) Duvou Unal, Paula WarOte.' ("g) Tim Raphael, Beth Hird,

FVFN M^OFF ,PCBC .(contnued from previous two pages):(1) Atan Oakes^,Cristal Camden. (2) Jim S_olic. John Long,'Br-ent'Gwitney, Mark Christianson, Randy Jones. Steve page. (3i Albert Mickadeit.

E(1 1) Larry Baldwin, DeeDee Graham, Mjke pasternals. (12) Mark [,f.l.J.J lrr] #Bil1., gigiii.ilu art roakr ey ( 1 4) D avid s m irr I 1 i5y Jiiri

Gool products dehut at PGBG

Winners of the 6th annual Cool Products contest were announced at the recent PCBC show in San Francisco, Ca. Most have what PCBC's Deana Vladic calls that "certain cool factor that makes builders and buyers take notice." The best also have environmental benefits.

That's certainly true for Glass' Walk stairs from Innovative Building Products. The engineered bracket system is designed to support treads as wide as 48 inches. With traction-control grit on the walking surface, the product exceeds requirements established by Disabilities Act. penetrate farther stairs also boost

headaches out of the installation process. Simply attach the L-bracket to the wall, snap in the middle or outside corners, cut the lengths, snap in, then caulk and paint-no need for miter cuts.

QuietRock 516 soundProof drYwall uses specially engineered panel materials and custom PolYmers to

tackle the acoustic challenges of the 16" off-center stud construction typical of many single-familY homes. According to maker Quiet Solution, the product provides simple, low cost noise reduction.

Fortifiber Building SYstems saYs

Pro-Fit extruded mouldings from Spexco were designed to take the

the Americans with By allowing light to into a building, the energy efficiency. @ pHoNE - SALI LAKE (8Ot)262-6428 FAX (801) 262-9822 WATS (800) 666'2467 Jur-v 2007 THn Mnncnllrr MaclztNn 89

Sool PGBG Products

(Continued from previous page )

Weather Tex is the industry's first hybrid housewrap-a high-tech solution that ends the paper versus plastic debate. The company's Super Jumbo Tex 60-minute building paper is layered over its WeatherSmart polymeric housewrap to create a weather-resistant barrier that can be used behind any cladding, in any climate.

Fletcher Woods' Lifespan trim boards, fascia, siding, and interior/ exterior mouldings are manufactured

Ironhaus' Hideaway fireplace doors have a steel frame that encloses the track and the doors, which recess into the sides of the fireplace instead of swinging out-allowing full access

from FSC-certified radiata pine. Bioorganic preservatives approved by the EPA reportedly protect against rot, termites, fungi, water, and corrosion to fasteners.

to the hearth when they're open.

The Aqus system from WaterSaver Technologies filters and disinfects water that goes down the bathroom sink and uses ir to flush the toilet. The system does not cross-connect to the fresh-water system or inhibit backflow prevention.

Grand Hall's Eternal Hybrid water heater uses a "turbo heat exchanger" and a storage reservoir to supply endless hot water and higher water pressure for baths, spa showers, and high-performance appliances-all while taking up less space and using less energy than one regular tank

water heater.

The Brilliance wireless meter from GE Energy allows consumers to easily monitor their solar-electric system: how much electricity is being pro-

Serving your Southern Galifornia

Transloading needs:

r Dimensional Lumber

o OSB/Panels

Pipe products

duced, how much is being used, and how much excess energy is sold to the local public provider.

Made with formaldehyde-free fiberglass, EnviroAire duct board from Johns Manville was desisned for improved indoor air quality. co=nsistent comfort at a lower cost, and better

o 53 cars/day capacity

acres paved & secure

For more information and to leam about volume incentives contact: Burke Rice - burke@tristarflc.com or peter Howe - peter@tristarflc.conr

acoustics than sheet-metal ducts. An antimicrobial treatment Drotects the airstream surface against d-amage from the potential growth of mold, bacteria and fungus.

Other cool products winners are: roofliner with Elvaloy from DuPont Tyvek, Jeld-Wen custom wood windows with Phantom screens, and DrySnap underdeck rain-carrying system from Berger Building Products.

':$!it

LP BUILDING PRODUCTS held a reception for PCBC attendees at the Sheraton Palace, San Francisco, Ca. (1) Mike Wardlow, Shannon Mott, .lofrn Taylor. (2) Robert Boyd, Busty Caroll.-(3) Hamid Noorani, Bob'Weisickie, nby lee. (a) kelly Lalonde, Br.ian Pickle, Tom Conchuratt, Rogeriittle, Lairy Odnning, Erick Nagli. (5)-Calvin Trumbo, Pam Hiannon. (6) Buich Baylol, Bruce !qomq. (J) Je-ft Poshka,'Susie & Paul Nobh-ann, Seamus O'Reilly. (8) Joe Cahir, Julie

Vedder, Rick Richardson. (9) Mark Gagnon, Jeff Wagner. (!0) Ben Skooo. Bob Kavh, Tracv Stiidhore, Dave Morgan. (11) Dave Stallard' Bick"Hermanson. (12) hob Brown, Dave Bell, Charlise Goodbread' Brad Townsend, tiicli Davenport. (13) David Dalton, Rick Zaslove, Brad Strosahl. (i4) Bob Lowe. (15) Wayne Withers. Qteve Smithers' Burch Baylor. (tOi Uart< Durk, Rick Olsezewski (17) Ken Pinowar, tom Anoer.

DINNER CRUISE sponsored by Boise EWp and Simpson Strong-Tie took P_CBC guests on a tour of San Francisco Bay. (1) Matt prince,iom |90{ elaC oh a San Francisco ti j triitr Hart, Denny Huston, Dan Cq$q1 (f) Rich Jacotjs,'Jbe tVcGuire,'Jeiry Hiqman, Steve Mitchell. {31 Maili & | eAnn Conktin Kpirh r, I nii Higman, Mitchell. (3) Mark & LeAnn Conktin, Keith & Loii gie Nicols, Jim Fyfe. (5) Dan Merciecz, Tom Couch. lgvlpn{.11) Bogie jim ryte. fom Coucn

(6) John Blicharz. Fred Snyder, Rai Gohiatez. (7) David'Smith. Mandr Ashford. (8) Jim Edgett, Vatarie Humphreys, Eric Wayne. (9) Boi

i6l"*hl 9liqnqf. nay.Gohiarez. (7) David smirn, rvrinoy Bob

Matthews, Erick Jefferson, Brad Terrell, Eric Zentner. (10) John Hovde, Tracey Qualteri, Keith Houk.,(1t) I.oni Beat, Jeff Kenne'dy. (12) Tami Svarfvar, Don Dunkley. (13) Pa't Webster, Marv Askey.'(i4)'Dei;i Byington, Jvlanuel^Bodrigues, Jeff Collamore. (1 5) John fetty, tttit<e Moran (16) Clay & Heather-Simmons,-Annie Harison, Rick Migliore. (17) Renee Manos, Dale Pfeiffer. (18) Chris Burneit, Dan Wells, Phylaine MacPhay. (More photos on next pagej

MORE DINNER CRUISERS (continued from previous page): (1) Carrie & Tony Portillo. (2) Rod Alonzo, Frank Boots. Joe Smith. (3) Trudy & Sheldon Watson. (4) Bill Reavely. Dean Dixon (5) Jesse Velasquez. Mike Bland (6) Dennis Chalk, Marty Roeder, David

Rios. (7) Kathy & John Cook (8) Jim Reyes, Brian Coats. (9) Matthew Stewart, Homer Yim, Joseph Camajani. (10) Laurie Webster, Jerry Higman. (1 1) Karen & Ron Gurss. (12) Marc Turcotte. Pete Schiflers, Trina Turcan, Robert Foquet.

Rates: $l per word (25 word minimum) or, if contains artwork or oversized type, $50 per column inch. Phone number counts as I word, address as 6. Headline or centered copy, $8 per

Ready for Some Time Off?

line. Private box or border. $8 each. Send ad copy to Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660, Fax 949-852-023 l, dkoenig@buildingproducts.com, or call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: I Sth of previous month. To reply to ads with private box numbers, send correspondence to The Merchant, c/o the box number shown. Names of advertisers using a box number cannot be releaseo.

LUMBER SALES: Southem California wholesale lumber firm looking for experienced softwood lumber salespeople. 3-5 years wholesale experience, distribution and remanufacturing knowledge a plus. Generous commission plan, health and 40lk plans available. Must be motivated to excel, and a team player. Please send resume to Box'706. clo The Merchant Magazine,4500 Campus Dr., Ste. 480, Newport Beach, Ca. 926601 Fax 949-852-023 l. All replies confidential.

SEEKING EXPERIENCED rep for wood products in Western U.S. Fluent Spanish preferred. 401/k, insurance, expenses. If you can sell, we should talk; steve@atlaslumber.com. (909\ 59t-9442.

EAGON USA CORP., which represents various South American and Chinese plywood mills in N. America, is seeking candidates for the position of plywood trader/salesman. Salesbased commission, compensation and benefits are negotiable. Send your resume to jaypark@ eaqonusa.com or F ax 425 -454-2368.

EXPERIENCED LOW.GRADE AND PALLET LUMBER SPECIALIST

Leading U.S. sawmill with two locations looking for a low-grade and pallet lumber specialist with established customer base to develop a Iong-ternr sales base. Relocation is not required. Excellent benefits including Medical, Dental, Vision, and 401k. Please submit resume to: TMI Forest Products, Inc., P.O. Box U, Morton, Wa. 98356, Attention Todd Shipp, or email to: todd@tubafor.com

LAS PLUMAS LUMBER & TRUSS CO., LLC. Are you looking to find a career with a company that has excellent benefits including Medical, Dental and Vision coverage? Available positions include, but are not limited to, Accounting, Credit, Design, Dispatch, General Office, Operations, and Sales. Fax resume to 951-685-4195.

EXPERIENCED LUMBER TRADER WANTED

Great opportunity for experienced trader with steady accounts. 60olo commission split for trader. Any product line. Relocation not necessary. Excellent office support, great credit, and financial strength. Call John at (623) 566-7100, Lakeside Lumber Products. for confidential discussion. ww.bultdin

EXPERIENCED LUMBER T]TADERS WANTED.

We are Hardwood and Softwood log and lumber wholesalers with olfices in the United States and Canada. We're seeklng sincere, experienced lumber traders who have a view towards the long term. Work INDEPENDENTLY from your part of the country. OR from our offices in the Toronto area. This is an excellent opportun,ty with a welFestablished company. We enjoy an OUTSTANDING financial and marketing reputation. For complete details of our interesting and rewarding ptogram, Dlease phone Bob Wilson lN STRICT CONFIDENCE. We'll also invite you to speak with one of our current trading partners.

POWER BUILDING SYSTEM, LLC

PBS is a stand-alone Engineered Wood Products distribution facility providing packaged floor systems to the Southern California framer and builder.

Products - 3000F Glulam, Anthony Power Joist (PRI 400), LVL. stock 24F glulam, rim board, etc.

Customers $2.5 million order file with $11 million quote file

5-acre yard with raiI spur

$2.4 million inventory liquidation under way now

Excellent operational and technical team in place

Transfer of land lease and forklift lease

All equipment in place for cut package to jobsite

EWP material supply agreements transferable

Call Kerlin Drake at (870) 864-8704 or email kdrake@anthonyforest.com or Hugh John Macdonald at (951) 682-8813 or email hmacdonald@powerbuildingsystem.com for more infbrmation.

Lawrence J. "Larry" Moore, 80, former general partner of Timber Products, Springfield, Or., died of cancer June 6 in Eugene, Or.

Mr. Moore graduated from the University of Oregon and served in the Navy during World War II. In 1998, he retired after 47 years with Timber Products.

Frank D. Wright Sr., 81, longtime Northwest lumber and plywood trader, died June I in Oakley, Ca.

Mr. Wright served as a military policeman for the U.S. Army in Germany, and earned a bronze star for his tour there. During his trading career, he worked at Newport International and Cascade Empire, Portland, Or., before retiring from Plateau Forest Products. Bend. Or.

ARCATA / EUREKA / FORTUNA

BMD..,.................... ,.,,.,(707) 444-9666

Britt Lumber Co. ..,.. .....]707) 822-1779

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

BAKERSFIELD

Pacilic Wood Preserving of Bakersfield ..,.,..,(661 ) 833-0429

CLOVERDALE

All-coast Forest Products.............................007\ 894-4281

Redwood Empire..... .....1707)894-4241

SALINAS

Big Creek Lumber Co, (Davenport)...............(831) 457-5024

Big Creek Lumber Co. (Paso Robles)..... ......(800) 479-7922

Big Creek Lumber Co. (Santa Cruz) .............(831 ) 476-3800

342-2770

Big Creek Lumber Co. (Watsonville),,..,..

FORT BRAGG

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

FRESNO

DMK-Pacific..,..,.,...,. .....$59\ 225-4727

iLevel by Weyerhaeuser................................(800) 292-0704

North Pacific........... ,..,.,(559) 994-1393

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

Taiga Building Products..........,.....................(800) 348-1 400

MODESTO

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

Conrad Wood Preserving Co, .,.....................(800) 499-2662

Thunderborwoodrreatins .. ...... f!331333:ll3?

REDDING / RED BLUFF

Gemini Forest Producls.,,,.,,.,..,...........,.... .....{.530\ 223-7 440

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

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

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

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

Western Woods, Inc......................................(800) 822-81 57

SACRAMENTO / STOCKTON AREA

Abel Building l\i|ateria1s............................,.....(209) 466-3683

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

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

California Cascade 1ndustries.......................(916) 736-3353

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

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

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

Conrad Wood Preserving...,..........................(800) 499-2662

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

Baxter, J.H.............. ......(530) 938-4408

Souru:nr Cntronrn

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

Boise (Riverside) ................(800) 648-91 1 6 (909) 343-3000

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

California Lumber Inspection Service............(71 4) 962-9994

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

C&E Lumber C0..... .,....(909) 624-2709

Capital Lumber Co.. .....(909) 591-4861

Creatus Wood Products,,.,..(866) 974-0180 (909) 974-0180

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

Great Western Transport...,(800) 347-5561 (909) 484-1250

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

Inland Timber Co.... ......(909) 783-0470

International Forest Products...,.,...,,...,.........(909) 627-7301

Kelleher Corp. (Ontario).,....,.........................(909) 635-1560

Kelleher Corp. (Rancho Cucamonga)...........(909)

Toal

Weyerhaeuser

ORANGE COUNTY & INLAND EMPIRE

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

Anfinson Lumber Sales.....,...........................(951 ) 681 -4707

Austin Hardwoods & Hardware,,.,..,,..,....,..,..(714) 953-4000

Bear Forest Producls........,. (877) 369-2327 (951 | 7 27 -1 7 67

BMD (Vernon) .....(877\ 587-4137

BMD (Ontario) ....,..............., .,.(800) 435-4020

BEND

guide

Plcrrc llonrrw:sr

OREGON

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

COOS BAY / NORTH BEND

Conrad Forest Products......(800) 356-7146 (541) 756-2595

coos Head Forest Products.....,.......,..,.,.,...,.(800) 872-3388

Warm Spring Forest Products (Bend)...........(541) 553-1 148

EUGENE / SPRINGFIELD

American Laminators (Drain) (s41 ) 836-2000

Cascade Structural 1aminators,.,........,.........(541 ) 726-9836

coos Head Forest Products..........,..........,..,.(800) 343-3388

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

Lumber Products .(541 ) 689-3801 .(541 ) 687-041 1

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

l\i'lcKenzie Forest Products.....,........,.,......,,..,(800) 773-9329

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

Western Woods, Inc......................................(800) 822-81 57

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

MEDFORD/GRANTS PASS

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

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

Lumber Products,..., ......(541) 773-3696

Norman Distribution 1nc..........,....,.,.,.,,.,..,...,.(541 ) 535-3465

Pacific Wood 1aminates............................ ....(541\ 469-4177

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

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

McillNNVILLE / CORVALLIS / SALEM

Capital 1umber..........,........(541) 223-0020 (866) 898-1 128

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

Mary's River Lumber..,,,,.................,..,.,,....,..(800) 523-2052

Stimson Lumber..... .......(800) 445-9758

Thunderbolt Wood Treating...........................(503) 936-9976

U,S. Metal Works...,.,.,..,...,.(800) 523-5287 (503) 668-8036

Western Wood Products Association..,.........(503) 224-3920

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

ROSEBURG

C&D Lumber Co. (Riddle).............................(541) 874-2241

Herbert Lumber Co. (Riddle)..,...,,..,.....,........(5411 87 4-2236

Hoover Treated Wood Pr0ducts,,..,,..............{800) 531-5558

Johnson Lumber Co., D.R....................... ......(541\ 87 4-2231

Keller Lumber Co, ........(541) 672-6528

Riddle Laminators.. ......(541) 874-3151

Roseburg Forest Products............................(800) 347-7260

FERNDALE

WASHINGTON

Allweather Wood Treaters.,..,.,,...,.,...............(800) 637-0992

SEATTLE / TACOMA AREA

APA-Engineered Wood Association........,...,(253) 565-6600

Boise Distribution (Woodinville).,......,............(4251 486-7477

Capital Lumber Co. .......(253)779-5077

DeckLok Bracket Systems..(866) 617-3325 (253) 853-8979

Kelleher Corp......... .......(206) 735-5780

Lumber Products.,.. .......(800) 677-6967

Manke Lumber Co.. ..,....(800) 426-8488

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

orePac Building Products...,.........................(253) 582-9500

Simpson Timber Co .......(206) 224-5000

Welco Lumber........ ......,(360) 681-7444

Western Wood Preserving C0..,....,,. .............(800]| 472-77 14

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

Weyerhaeuser Structun r00d.,.......................(800) 523-0824

Rocrw flloumns

Roval Pacilic Indushies...............,.,.

Weyerhaeuser Co, (Albany)..........................(541 ) ..,..(503) 434-5450\ .....(541\ 926-7771

SPOKANE Boise Distribution (Spokane).........................(509) 928-7650

Boise Distribution (Yakima)...........................(509) 453-0305

Capital Lumber Co, ......(509) 892-9670

Colville Indian Precision Pine Co. (Omak) ....(509) 826-5927

Coos Head

Souttwtl

OrePac Building Products...,,....,.,..,..............(602) 272-4556

Universal Forest Products.............................(480) 961 -0833

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

NEVADA

LAS VEGAS

Lumber Products

(702) 795-8866

Peterman Lumber,... ......(702) 430-3433

Weyerhaeuser Building Materia|s.,..,.,..,.,......(877\ 235-6873

RENO/CARSON CITY AREA

Capitol Plywood...... .,''(775],329-M94

NevadaWoodPreserving.............. .(775)577-2000

Sierra Pre-Finish..,. ,...,..(866) 246-5536

waldron Forest Producls...............................075\ 315-87 41

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

ALBUOUERQUE

NEW MEXICO

Boise Distribution................(800) 889-4306 (505) 877-8150

Capital Lumber Co. ......(505) 877-7222

Lumber Products.,.. '...'1f,05\924-2270

OrePac Building Products........,................,.,.(505) 345-81 35

Thomas Forest Products, J.M. ......................(800) 545-51 80

Western Woods, Inc,......,,,.......,..,.................(800) 617-2331

FAX to 949-852-0231

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

Name (P/ease print)

Position Company Address City Phone

Want to Subscribe? check the appropriate boxes to begin receiving your monthly issues. tr I Year ($18) tr 2 Years ($30) tr 3 Years ($40)

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

Fred

C. Holmes Lumber Co. ,YOUR, REDWOOD SPECIALISI S'

For more

more informationfrom qdyertisers,use the Web site in brackcts.

Ainsworth Lumber Iwww-ainsworth.ca] ......,....-.-.....................32A-328

Allweather Wood Treaters Iwww-allweatherwood.com],........Cover I, American Laminators Iamericanlaminators.com],.......

Anfinson Lumber Sales [www.anfinsoncom] ......-...........,......6, Cover APA-The Engineered Wood Association [www.apawoodorg]..............

BC Wood Iwww.bcwoodcom],,.....-,.....-.

Bear Forest Products [www.bearfp.com] .......................24

Boise [www.bc.com]................... .......3,61

Building Material Distributors Iwww.bmdusa.com] ,.,...,...,....................21

Cal Coast Wholesale Lumber ..............96

Canfor [www.canfor.com]....... ............37

Capital Lumber Co. [www.capital-lumber.coml .........................83,85,89

Cascade Structural Laminators [wwwrascadesl.com] ,........................59

Colville Indian Precision Pine [www.cippine.com] .................................33

Coos Head Forest Products [www.coosheadcom]..................................29

Correct Building Products Iwww.correctdeck.com]....................Cover III

Disdero Lumber Iwww.lockdeckcom].....-..............................................52

Eagle Plywood Specialties Iwww.eagleplywood.com]..,....... ----............47

Elements by TAMKO [www.elementsdecking.com] ...................,...........69

Fontana Wholesale Lumber Iwww.fontanawholesalelumber.com],.....22

Forest Grove Lumber [www"fglco.com] ,71

Fred C. Holmes Lumber

Gemini Forest Products [www.geminiforestcom]

Hardel Mutual Plywood Corp.

Heartland BioComposites [wwwJleartlandbiocom] ....,..,.......................17

Hoover Treated Wood Iwww.frtw.com] ......26

Huff Lumber Co..................,.. ................2E

Huttig Building Products [www.huttigcoml ...................,.........................4

Ipe Clip Co., The Iwww.ipeclip.coml ......................,..,....,.........................77

J.M. Thomas Forest Products [www.thomasforest,com] ............67, 8f 90

Keller Lumber Co.

Krauter Storage Systems [www.krauter-storage.com] -..--..--.-..,.,.,..,84

Kubinec Strapping Solutions [www.kubinecstrapping.com]..................88

L-M Equipment [wwwJmsawscom] ..........38

LP Building Products [wwwJpcorp.com].......... ............45

Matthews International [www.woodmarkingcom]

McFarland Cascade [www.ldm.com] ......30

Norman Distribution Inc. Iwww.normandistcom].............................,....19

North American Deck & Railing Association [wwwnadraorg] ............95

North Pacific [www.northpacific.com] .............................9

Nu Forest Products [wwwnuforestproducts.com].....,...,...,,,..,,,...........,..65

Pacific Wood Laminates [www.pwlonline.com]

Pacific Wood Preserving Cos. [www.pacificwood.com]..........................76

Parr Lumber... .............80

Riddle Laminators.,.. ........62

We offer on exlensive inventory of fine redwood products rncludino Fencino. Deckino. Sidino. ond Premtum Ttmbers. Whethei you, oidu is by"ihe pieZe or trucklood, our gool ts to ensure the hrghest quolity ond service.

CLEAR ALL HEART AIR SEASONED

HRT BEE KIIN DR/ED

CLEAR AYE GREEN

BEE ROUGH & S4S

Wholesale lumber products

SEIECI HRI CON HRI CUSTOM M/I.I./NG AVAILABLE Rt5"'w

coN coMMoN stzEs FROM tx4 To t2xt2

Fred Holmes, Steve Holmes, Phyllis Hautala, Steve Hautala, Tom Catlow, John Gould

P.O. Box 800, Fort Bragg, Ca. 95437 Fax 707-96I-0935

(8OO) 849-0523

Simpson Strong-Tie [wwwstrongtiecom]

Siskiyou Forest Products Iwwwsiskiyouforestproducts.com] ...............35

Stepstone Inc. [www.dekstone.com] ........34

Stimson Lumber Co. [www.stimsonlumbercom]....................................43

Sunbelt [wwwsunbeltrackscom] ..........,...,.,..................31

Superior Wood Treating Iwwwsuperiorwoodtreating.com].................83

Swan Secure Products lwwwswansecure.com] ............85

Swanson Group Sales Co. [www.swansongroupinc,com] ......................53

Thunderbolt Wood Treating Iw*rv.thunderized.net] ................-...........67

Tristar FLC Inc. [www.tristarflc.com] ..........,.........,......90

Utah Wood Preserving Co............................. ..........s9

Waldron Forest Products

Western Wood Preserving Co. Iwww.westernwoodpreserving.com].....84

Weyerhaeuser Co. [www.weyerhaeusercom]. ....Cover II

WoodSmart Solutions [www.bluwood.com]..... ...........,J3

Yakama Forest Products Iwww.vakama-forest.coml .............,,....,.,........77

sAlrs,hn

Notyour ordinnry lumber company.

REDWO0D C0MM01|S . REDW00D UPPER GRADES

REDWO0II TIMBERS o FIR FlllSH . GEDAR GLEARS

GEDAR TIMBERS . REDWOOD A]ID FIR FII{GERJOII{T

PATTERI{ STOCK

Anfinson Lumber sales is pleased to introduce our new "Premium Pak" Clears, available in Redwood, Douglas Fir andWestern Red Cedar.Available in Clear S4S ee boards, and dimension, as well as popular patterns. These convenient

500 bf/sm Random length shed packs are an easyway to manage your Clear lumber sales.

Gontac't Anfinson Lumber Sales ll0W to get the quality you need, when you neod it.

Carol O'Connor / George Badenoch / Iohn Holstein

Steve Lawrence / Edward F. Howdershelt III

Ray MacDonald, Operations Manager

Blair Simmons, Sales Manager

Darin Curran, Outside Sales (949) 412-1894

Nelson Semback, Redlands Office (909) 815-7789

(800) 660-8680. (951) 68I-4707. Fax (951) 68r-4982

E-maih sales@anfinson.com

Visit our website: WWW. anfinSOn. COm