etitive ligence

Studs, paint, tools and... earrings?

By Carla Waldemar

fF you're a third-generation owner Iof a building center-particularly in a small, Midwestern town where family means everything-you kind of hope your sons will want to carry on the business.

What if you're blessed with three daughters instead? Well, if one of them is anything like Megan Menzer, the girl in the middle, you count your lucky stars. Megan is general manager of Newton's True Value, located in downtown Cherrydale, Ks. (pop. 25,000)-where, back when she was 12, she was sweeping the floor, stocking the shelves, and waiting on customers.

She heard destiny calling-either that, or the sawdust worked its magic. "I think I knew even then that this would be my career," she recalls. "So in college I got a degree in Business Administration." She now oversees a staff of 12 full-timers and has been honored as one of this year's six

Young Retailer of the Year by the National Retail Hardware Association in recognition of the way she's grown the business.

Newton's customers are a rewarding mix of retail shoppers, contractors and commercial venues; to serve the latter better, the family also operates a plumbing, heating/cooling, and electrical contracting business. But home base "is like an old-time general store: one-stop shopping," Megan testifies. "Come in for lumber and pick up laundry detergent, too." Paint, plumbing and potholders. "If it's hard to find-like 2-inch copper pipe-we carry it. We stock it all, so people don't have to go out of town. If they need to drive to the boxes half an hour away, they'lI pick up the rest there, too," she figures.

The user-friendly plan is working. Moving the paint section closer to the gift department, the first stop for many women customers, along with addition of computerized paint matching ("they can bring in a bedspread") boosted department sales 687o. So has the expansion of the power tool department. "Before, the stuff was in boxes people had to dig through. Now, we've doubled our shelf space, and it's all hands-on, so people can touch them, play with them.... It's helped the d-i-y and contractor trade alike; sales are up 3247o. We've also brought in smaller tools for women," she explains, noting another niche strategy.

To serve its customers even better, Newton's recently purchased another building on Main Street, along with the warehouse behind it. The plan is to relocate the gift area of the store to the new site to dedicate more floor space to "stuff contractors want."

"And we plan to add a showroom," Megan declares. "There's a real need. Then people can walk the displays instead of paging through catalogues don't have to go out of town. lf they need to drive to the boxes half an hour away, they'll pick up the rest there, too." or digging in boxes. People are constantly remodeling, and newlyweds are building," she points to her key targets. "We also install everything we sell, from insulation to bathrooms," Megan adds.

To grow her customer base, she added a line of costume jewelryover her dad's objections (till he spotted a customer spending $160 on an impulse purchase while her paint was being mixed.) Megan also stages a pre-holiday shopping day for women in the store's gift area. "They bring their sisters, their aunts-new customers, who can see what else we have to offer." Likewise, before the holidays, the gift area sponsors a kids' night, highlighting presents under $10 and assistance with wrapping.

"They're our future customers," says Megan. "We want them to get in the habit of coming here." A bridal registry is next-"whatever keeps people shopping in this town," she explains the move.

Newton's also uses advertising, (Please turn to page 55)

Lrrrrrns

Orchard Supply Hardware opened a new store last month in Moraga, Ca. ...

Franklin Building Supply has leased administrative office space at the Blackeagle Business Center in Boise, Id.

True Value Hardware is opening a new store at Greenway Plaza in Sun City, Az. ...

Parr Lumber, Hillsboro, Or., opened a new cabinet outlet in Seattle, Wa., its third

Building Materials Holding Corp. subsidiary BMC Construction has completed its acquisition of The Campbell Cos., a concrete and plumbing supplier serving Las Vegas and Southern California ...

Home Depot opened new stores Aug. 25 in NE Anchorage, Ak., and Aug. 18 in Rock Springs, Wy. ... the chain expects a Jan. 12 opening of a 123,7240-sq. ft. store in Thatcher. Az.. and a summer 2006 opening for a new store on 13 acres in Barstow, Ca.

Lowe's Cos. opens a 135,000sq. ft. store with 30,000-sq. ft. garden center Oct. 14 on the site of a former Builders Square in North Portland. Or.. and unveiled locations Sept. 30 in Loveland, Co., and Pocatello, Id. ... the chain has broken ground on a $1.4-million regional DC in Lebanon, Or. ...

Send us your news!

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

Just Fax your news lo 949-852-0231 or email to kdebats@ building-products.com.

(a tree sewice)

Lowe's expects new store openings in 4th quarter 2005 in Lake Elsinore, Ca.; in mid-January in Keizer, Or.; in 2nd quarter 2006 in Kent, Wa., and in 4th quarter 2006 in Federal Way, Wa. ...

Lowe's applied to build a 135,000-sq. ft. store with 31,000sq. ft. garden center in Turlock, Ca., and a 138,000-sq. ft. store in Tustin, Ca.

Copeland Lumber's long-shuttered Corvallis, Or., yard is being demolished to make room for a historical museum

Grainger opened a full-size, 2,500-sq. ft. showroom Sept. 26 in Irvine, Ca. (Jeff South, branch mgr.) ".

Wnorrslrrns/trrutltrun:rs

Capital Lumber has tripled the size of its Boise, Id., facility to 3 acres and nearly doubled its Salt Lake City, Ut., DC to 9.5 acres to accommodate growth

Soper-Wheeler Co., Strawberry Valley, Ca., has purchased the sawmill assets of Sierra Cedar Products, Marysville, Ca.; about 40 workers were expected to be rehired when the mill reopened in early October, with another 20 eventually to be added

J ohnson International Industries. Inc. has moved to new 97,000-sq. ft. Hq. in Kent, Wa., that includes a significantly larger DC for its Continental Hardwood Co. division ...

Freres Lumber, Mill City, Or., has transferred its veneer sales from Cascade Forest Group,Lake Oswego, Or., to an in-house operation headed by Tyler Freres; Cascade will continue to sell Freres' plywood products

Scotia Pacific Co. LLC has eliminated 37 of II2 positions at its science and forestrv divisions in Scotia, Ca., blaming excessive state regulations that have severely hindered the harvesting capabilities of sister company Pacific Lumber Co.

Ainsworth Lumber, Vancouver, B.C., has acquired Chatham Forest Products, which holds permits to construct an OSB facility in Lisbon. N.Y. ...

Ironc lad P erformanc e Wear, Los Angeles, Ca., will consolidate its West Coast operations under one roof when it moves this fall into a new 15,000-sq. ft. headquarters in El Segundo, Ca

Simpson Strong-Tie, James Hardie, Trus Joist, ABC Supply, Elk Corp., Dow Chemical, Maen, Honeywell, Consentino USA, and Suncoast Post-Tension were named Partners of Choice by David Weekley Homes

Georgia-Pacffic sold its jointventure interest in G-P Flakeboard to its partner, the Canadianbased Flakeboard Co.

Canyon Creek Cabinet Co., Monroe. Wa.. now offers Lumicor acrylic door inserts, BelwithKeeler decorative hardware, and Enkeboll D e si gns architectural wood carvings and accents

Anniveraries; Berkeley Hardware, Berkeley, Ca., 11Oth Lumbermens Merchandising Corp.,70th ... McGuckin Hard' ware,Bouldero Co.,50th Eagon USA Corp., Bellevue, Wa., 25th ... Linwood Forest Products, Sacramento. Ca.. 10th ...

Housing starts slipped just l.3Vo in August (latest figures) to a seasonally adjusted annual rate of 2.009 million ... single family starts were flat at a yearly rate of 1.709 million, while multi family was down 8.57a ... starts in the West, the only region with an increase, jumped 13.3Vo permits slipped2.2Vo.

Not onty is Canfor SitvaStar@ fascia and trim less expensive than composites or cedar, it can also be ordered in longer lengths. Why do we make it in att the key lengths up to 24 feet? Because supptying att the tengths your customers need on a given job can save them installation time and expense, making you look good. Every inch of SilvaStar is made from high-quatity KD SPF fiber with virtually no defects, so it's 100o/o usable. Then it's carefully pre-primed with premium 0lympico latex primer*. True; time is too short on any iobsite. Which is precisely why we make our fascia tong.

For more information call 604.264.6289 or visit www.canfor.com/silvastar Help your customers get the most out of their proiects - supply SilvaStar,

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

Ocrorrn

Los Angeles Hardwood Lumberman's Club - Oct. 12-14, hardwood lumber grading short course, Ganahl Lumber, Anaheim, Ca; (714) 239-2101; Oct. 13, 6th annual charity golf tournament, Coyote Hills Golf CIub, Fullerton, Ca.; (805) 582-2363.

International Lawn, Garden & Power Equipment Expo - Oct. 14-16, Louisville, Ky.; (800) 558-8767.

Do it Best Corp. - Oct. 16-19, fall market, Indiana Convention Center, Indianapolis, In.; (219) 748-5300.

Mountain States Lumber & Building Material Dealers Association - Oct. 17, customer service and business management seminars; Oct. 18-19, basic estimating; Oct.20, advanced estimating, Holiday Inn Downtown, Salt Lake City, Ut.; (800) 365-09 l 9.

Western Building Material Association - Oct. 18-19, roundtables, Lake Chelan, Wa.; Oct. 20-21, Sandpoint, Id.; (888) 5519262.

North American Wholesale Lumber Association - Oct.20-22. Traders Market, Chicago, Il.; (800) 527-8258.

San Diego Hoo-Hoo Club - Oct. 22, golf tournament, Cottonwood at Rancho San Diego, El Cajon, Ca.; (619) 24'7-0009.

American Architectural Manufacturers Association - Oct. 2326, national fall meeting, Tucson, Az.; (847) 303-5664.

Wood-Plastic & Natural Fiber Composites 2005 - Oct, 24-26, Sheraton Inner Harbor, Baltimore, Md.; (800) 378-8330.

Mountain States Lumber & Building Material Dealers Association - Oct. 24-27, estimating workshop, Hampton Inn Southeast, Englewood, Co.; (800) 365-0919.

Hong Kong Hardware & Home Improvement Show - Oct,2629, Hong Kong; (212) 838-8688.

Architectural Woodwork Institute - Oct. 27-29, annual meeting & convention, Hilton, San Diego, Ca.; (703) 733-0600.

Llovrmrrn

Willamette Valley Hoo-Hoo Club - Nov. 1, meeting, Shadow Hill Country Club, Junction City, Or.; (541) 688-6675.

Forest Products Society - Nov. 2-4, Wood Adhesive 2005, Holiday Inn on the Bay, San Diego, Ca.;(608) 231-1361.

Western Building Material Association - Nov. 2-5, annual convention, Red Lion, Seattle, Wa.; (360) 943-3054.

Building Industry Show - Nov. 3-4, Long Beach, Ca.; (909) 396-9993.

Lumber Association of California & Nevada - Nov. 3-5. annual convention, Peppermill Hotel Casino, Reno, Nv.; (800) 2664344.

Mountain States Lumber & Building Material Dealers Association - Nov. 7-10, estimating workshop, Hampton Inn Midtown, Albuquerque, N.M.; (800) 365-0919.

Pacific Coast Wholesale Hardwood Distributors AssociationNov. 8-10 (tentative), winter board meeting, San Francisco, Ca.; (925) 245-4320.

PRO Group/Distribution America - Nov. 10-12, executive planning conference, Naples, Fl.; (303) 792-3000.

APA-The Engineered Wood Association - Nov. 10-14, annual meeting, Tucson, Az; (253) 565-6600.

North American Building Material Distribution AssociationNov. 11-12, convention, Hyatt Regency, New Orleans, La.; (88$ 747-'1862.

Western Wood Preservers Institute - Nov. 13-16, annual meeting, Princeville Resort, Kauai, Hi.; (360) 693-9958.

USDA Forest Service - Nov. 30-Dec. l, sustainable wood production initiative symposium, Vancouver, Wa.; (202) 2058333.

Cut costs. Not corners. Electronic invoice detivery is just one of the hundreds of ways DMSi software can help your business maximize time and profit.

Mountain States Lumber & Building Material Dealers Association is sponsoring estimating workshops Oct. 24-27 at Hampton Inn Southeast, Denver, Co.; Nov. 7-10, Hampton Inn Midtown, Alburquerque, N.M., and Dec. 5-8, Hampton Inn, Casper, Wy.

Lumber Association of California & Nevada will hold its 2nd annual silent auction during the tabletop exhibit show at the association's 9th annual convention Nov. 3-5 at the Peppermill Resort Casino in Reno, Nv.

Prize donations are still beine sought, such as golf equipment, small electronics and wine. Proceeds from the silent auction will benefit LACN's political action committee.

Western Building Material Association stages its annual convention and building products show Nov. 2-4 atthe Red Lion, Seattle, Wa.

A evening performance of "Sweeney Todd-The Demon Barber of Fleet Street" will follow the convention's close, with cocktails and dessert after the performance.

Western Wood Preservers Institute has booked Jim Petersen, Evergreen Foundation. to keynote its annual meeting Nov. 13-16 at the Princeville Resort. Kauai. Hi.

Also speaking will be Connie Welch, global regulatory consultant for ChemReg International, and former regulatory management branch chief for the EPA.

Association of Millwork Distributors has cancelled and will not reschedule its 42nd annual convention, which was to be held Oct.6-ll in New Orleans, La.

To acknowledge the support and commitment of its 2005 exhibitors, AMD will hold a virtual trade show Oct. 15-Nov.30. The online show will allow contracted exhibitors to showcase their products and services to

(Please turn to page 44)

SpeciaLisfs in upper grades of clear, dry softwoods

DougfasFirC&BetterV/G&F/GKilnDriedFullSawnRough,l",5l4",2',3',4',6"&8xS.3x6DFSeleclDexDoubleT&GDecking SugarPine,4l4-1614C&Btr.,5l4&8l4DSelect,614&8l4Mldg..5/4#lShop,5l4x12#2Common.4x4#2Common

By Dr. Patrick Moore

Dear Dr. Moore:

I keep seeing forests that have turned brown from some kind of infestation. Is this common?

Unfortunately, yes. According to the US Forest Service, about 70 million acres are "at serious risk of being wiped out by 26 insects and diseases," some of which are native and some of which are introduced.

You've seen the impacts. Those brown forests represent a heartbreaking loss of biodiversity. not to mention cultural heritage. Thanks to Dutch elm disease, for example, the American elm has all but disappeared from the urban landscape, and white pine blister rust has pretty well obliterated the western white pine and American chestnut.

It's been described as "catastrophic wildfire in slow motion," the way an infestation spreads across the landscape, killing an entire forest. And, as with fire, the best way to protect native forests is to prevent the pests from taking hold. Part of this includes actively managing our forests-by removing dead wood and undergrowth, and thinning the trees-to keep them healthy and able to resist attack.

The U.S. Forest Service has a fourpronged strategy that begins with prevention, which makes sense, given that control efforts and economic damages are estimated to cost the US $137 billion every year. But consider the challenge. Most exotic pests are introduced unintentionally. with many arriving on plants imported for landscaping. They tend to be small. similar in color to the plant and have the ability to hide in wood, roots or buds. Widespread container use and the fact that inspectors only examine about 27o of all aniving cargo, makes detection even tougher.

Because of these challenges, the U.S. is going to great lengths to improve monitoring so it can respond to infestations quickly. Unfortunately, it doesn't always work.

Take the hemlock woolly adelgid, which was first reported in British Cofumbia in 1924 and not seen again until 1950 when it was found in Virginia. No one suspected its potential for destruction, so nothing was done to contain it-and the woolly adelgid is now the single greatest threat to hemlock in the eastern U.S. It's maddening to see forests lost to insects and disease, just like it's maddening to see them lost to fire. The most sensible approach is to improve monitoring and early response, and to manage our forests in a way that helps them resist infestation.

- Dr. Moore has been a leader of the environmental movement for more than 30 \ears. A co-founder and.former president of Greenpeace, he holds a PhD in ecoktgy and a BSc inforest biology. Send questions to p at ri ck@ s e ns i b le e nv ir o nme ntal i s t.c om.