Merchant Magazine - November 2005

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

FRAM { OUTOF

D. LSL HEADERS AND YOU,LI GET MOPJ REFERMLS THAN CAI,LBACKS.

STARTETT FITII$HEIT BY lIf,TURE BT BOIITGUARII'

You could be making yourself more profitable with TechShield@ radiant barrier sheathing, an energy-saving upgrade that homebuyers are willing to pay for. TechShield sheathing, with its thin laminated aluminum layer, prevents up Io 97% of the radiant heat transfer from the panel into the attic. So if you're not using TechShield sheathing, stop wasting your energy. Ask for it by name.

Serving building products retailers and wholesale distributors in 1 3 Western states-Since 1922

NOVEMBER 2OO5 VOLUME 84, NO.5

llew borote-trected struclurol lurnber gives mold fte blues

Hug;';xponsion underwoy os new treoting focilities come on iine, heoding westword.

monufodurers highlighr differences_ln composite dgcki$

Polyethylene-bosed productsmoydominotethe

morket, but thot's not preventing polypropylene users from moking some noise.

Turnoboul for wood decking

Toking o pog; fror.n

S€ning 13 Usbn S&E, hcludng/f-kar|d Hndl

(gstet publication Buiding Prcducts Digost seNes the Easl

PUBLISHER Alan Oakes (aioakes@aol.com)

PUBLISHER EMERITUS David Cutler

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

ASSOCIATE EDITOF Karen Debats (kdebals@building-products.com)

CONTBIBI'TING EDITORS

Dwighl Cunan, Carla Waldemar, Roy Burleson

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

CIRCULATION Heather Kellv (hkelly@building-pioducts,com)

ADMINISTRATION DIRECTOR/SECRETARY Marie Oakes (mfpoakes@aol.com)

How to Advertise

Contact our adverlising otfices for rales: WEST, MIDWEST, SOUTHEAST; Chuck Casey, Newport Beach, Ca.; (949) 852-1990; Fax 949852-0231 ; Email ccasey@building-products.com

NORTIIEAST: Paul Mummolo (N.J.); (732) 8998102; Fax 732-899-2758: Email mummolop@ comcast.net

How to Subscribe

Contact Healher al (949) 852-1990

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

ALAN OAKES publisher ajoakes@aol.com

Please help us to aid hurricane survivors rebuild their lives. Send your business card.

First of all, I would like to wish many charities. And we as a publicaevery one of our readers a very Happy tion have looked at ways we might in a Thanksgiving. When my family first small way help those affected. came to the U.S. in 1977, we celebrat- With so many homes to be rebuilt ed our first Thanksgiving dinner a few from the ground up, we looked for a weeks later, alone in a lousy restaurant. charity with a history that has been Eating dry turkey, overcooked vegeta- proven over many years. We have chobles and congealed gravy, I at that time sen Habitat for Humanity, established did not appreciate the true importance in 1916, and wish to earmark monies of the holiday, but like most of us I that we collect this year especially for learned I have a lot to be thankful for. the victims of this hurricane. What And perhaps it is only after a war or impressed us about this charity is that it natural disaster like the recent hurri- is not only about collecting donations canes that one realizes how lucky one in money, but it is also the charity of truly is. conscience and action, where ordinary

We continue to read the stories of people give up their time and their how thousands of people are trying to vacations to help make someone's life recover from the recent devastation. better. It is also about materials donatThe hurricane was one thing; the after- ed by-I am sure-many in this indusmath has been another. The toll of try, as well as seeing how the charity destruction has been massive, and clear partners with the homeowner with for all to see. The anguish of losing affordable no-interest loans and that the everything and starting afresh with lit- monthly mortgage payments are used tle or nothing must be daunting. The to help build even more houses. American people have been as usual Moreover, it is not a giveaway proextraordinarily generous in donating to gram, as the homeowners must invest

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hundreds of hours of their own labor as sweat equity.

To date, Habitat has built more than 200,000 houses around the world and provided over I million people in more than 3,000 communities safe and decent affordable shelter. While they can build a house in some countries for less than $1.000. in the U.S. it costs an average of $60,000. The homes are sold for zero profit, and neither race nor religion play a part in the selection of the homeowner.

Within 36 hours of Katrina, the charity moved into action, and already has built 65 new homes in the region with thousands more on the drawing board. This is an enormous undertaking. Their record of action is, for example, that after the tsunami earlier this year, they have already built about 2,000 homes in Thailand, India, Indonesia and Sri Lanka.

How can you help and benefit at the same time? In every January issue for many years, we have run business card ads in both our publications that wish your friends and customers in this industry a Happy New Year. We substantially discount the space at $100 per publication. This year out of your $100, $25 will be donated that is tax deductible to you. Our company will then match an additional $25 for a total donation of $50 per business card per publication.

Last year, we collected in a very short time over $3,400 to donate to The Make-A-Wish Foundation. We ask your help in trying to substantially beat that number this year. All you need to do is send us $100 for The Merchant Magazine-or $200 to also appear in our eastern publication, Building Products Digest-as well as one of your business cards. Note which publication(s) you wish to be in. If it is easier, just mail us your business card and we will bill you in January when the section is published.

If you have had a good year, please support us in this effort. Get your colleagues and industry friends to send us their business cards, too. Perhaps you have friends in the affected areas. Or maybe you live in the region, are lucky enough to be back home again, and want to support others less fortunate. Whatever the reason, please help us this Thanksgiving.

Once again, we send our best to you and your families on this special holiday. And to the recent victims of the hurricanes, we wish you better days. Lastly, we wish a Happy Thanksgiving to our troops at home and abroad, who protect us each and every day.

We believe in fomily. Introducing fhe newesf member of ours. Introducing Elements' by Epoch'l

You're fomilior with EverGroini Epocht premier compression-molded composile decking. Now we offer Elemenfs, on extruded decking produd ovoiloble in lhree nolurolly weofhering colorsf lo meel lhe needs of oll your cuslomers.

And, Elemenls' duo-finish surfore ollows if fo be insfolled (orded or Motle side up, or wilh o combinolion of both for o unique look. Elemenh Decking is on oflrocfive oddition fiol romplemenls ony home.

Treated wood giues mold the blues

A NEW environmentally friendly. .CLborates-based treating process designed to protect structural lumber from mold, moistsure, rot fungi and termites is headed west.

Lumber is an ideal host for retaining moisture and fostering the growth of fungi. Dealers and contractors have long been searching for an effective means of protecting wood from unpredictable job-site conditions, household humidity, leaky pipes, and water intrusion from roofs, chimneys, windows and doors.

Only a very small portion-typically 27o-of the lumber in a home is pressure treated to offer some level of protection against rot, fungus and insects. A new product, BluWood, offers protection to all of the other wood components in a home-dimensional lumber, engineered wood, OSB, trusses, rafters and sheathing.

BluWood is produced using the two-part Perfect Barrier system. First, the treater applies an infusion film to wood components, encapsulating the substrates and forming a water-repellent, vapor-permeable barrier to control liquid moisture absorption yet allow moisture vapor to escape. In effect, the treatment lets the wood "breathe." which helps maintain a normal moisture balance, while preventing mold growth on the dried film.

The second part is a DOT wood preservative, a proven fungicide and insecticide borates solution that resists decay and provides exceptional protection from rot fungi and woodingesting insects, including subterranean and Formosan termites-all without adding carcinogens, heavy metals or solvents to the treated material. It transforms the wood from a welcome host for rot and bugs to an environment that's simply uninhabitable.

The lumber is treated on all six sides, creating a powerful cocoon of protection. And because the process takes place before lumber reaches the job site, moisture never has the oppor-

tunity to infect it. The final product reportedly can sit unprotected on a site for up to six months, and still provide all the resistance to moisture and fungi it had when it was first delivered. Over time, the ingredients continue to migrate below the topical surfaces, providing intense, sub-surface protection. They actually bond with wood fibers at the cellular level.

The product's resistance to moisture has been thoroughly tested by independent labs and universities to American Wood Preservers Association standards. It has also undergone extensive testing in "real-world" conditions over the past three years in numerous locations around the country. WoodSmart Solutions, manufacturer of the BluWood chemical, even created a "mold house" in Lakeland, Fl., where 25 species of its product are being studied against untreated samples of the same species.

BluWood lumber is warranteed against mold growth on the dried film, as well as against fungus and termites for the life ofthe structure.

The product is off to a fast start in the South and is looking westward,

with moist climates given preference. Portland, Or., and Bakersfield, Ca., are among the areas targeted for new treating plants in 2006 by BluWood licensee Perfect Barrier LLC, a subsidiary of Banks Corp., Elkhart, In.

Perfect Barrier LLC already operates treating plants in Asheville and Raleigh, N.C.; Winter Haven, Fl., and Dallas, Tx.; is readying to open facilities in Knoxville, Tn., and Elkhart, and also plans facilities in Atlanta, Ga.; Fort Lauderdale and Jacksonville, Fl.. Charlotte. N.C.: Cleveland and Columbus, Oh.; Houston, Tx., and six locations in the Louisiana area.

Regional licensee EnviroGard of the Southeast has plants in Conway and Andrews. S.C.. with facilities on the way in Richmond, Va.; Savannah, Ga., and Washington, D.C.

According to Envirogard owner Shane Holley, the rapid plant expansion is being driven by the explosion of mold complaints in buildings.

"Our goal is to keep supply ahead of demand," said Charles Morando, c.e.o., WoodSmart Solutions. "As awareness builds, demand is growing by leaps and bounds."

MOLD and termites are unwelcome in homes constructed of BluWood{reated comoonents.

Differenees in eomposite deeking

A LL composite decking is not cre.Cl,ated the same way. Most is made of wood fiber encapsulated with polyethylene (PE). But some manufacturers instead use polypropylene (PP).

The question becomes: Is there any difference as far as your customer is concerned?

Ask any PE producer and they'll say the differences are minimal, discernible only in extreme conditions. They have sheer numbers on their side. A recent study by Principia

Partners revealed that 83% of composite decking in North America and Europe used PE and 1Vo PPalthough PE's share is even greater in North America. In the U.S., only two major manufacturers-Elk Building Products and Correct Building Products-currently specialize in PPbased composite decking. Mikron Industries discontinued its decking line. and Kenaf Industries now produces mostly fencing.

Principia also predicted that PE's

dominance of the market is not likely to change for the foreseeable future.

According to Roger Gilley, national product manager for Weyerhaeuser, which distributes A.E.R.T.'s ChoiceDek and Alcoa's Oasis composite decking, PE and PP "basically both work the same. I think the reason why so many companies use polyethylene is its ready availability. Back in the beginning, Trex and A.E.R.T. both used recycled materials, so the majority of manufacturers later have done

Indeed. sorne PE manufacturers. such as Louisiana-Pacific WeatherBcst. tout thcir products as more environmentally friendly by advertising their "100t/o recycled content." Since PP is a plastic that contains no rec)clcd products, the recycled content of its composite decking is limited to its percentage of wood-based materials - typically about trvo-thirds.

Trex's Greg Ratlief noted four major reasons why most manufacturers choose PE:

Availability of recycled PE.

Cost of recycled PE.

. Ease of processing the PE, in wood/plast ie eomposiles.

PE's low tcmperature properties.

"There are other reasons such as translucency and static discharge," Ratlief noted. "but these are not as importflnt in rvood/plastic composites."

Bryan Buhrts, technical director for TimberTech, explained, that r.vhilc "either polymer can be formulatcd successfully, the industry really startcd rvith recycled HDPE (post consumer scrap), such as grocery bags and milk jugs. Knolving the success of the recycled product. some manufacturers naturally started with virgin HDPE to make a superior. more consistent product."

Proponents of polypropylene, horvever, are convinced their polymer makes for bettcr prtlducts. PP's advantages. they say, include:

. Higher herrt def-lection tempcrature. That's the temperature rvhere the cornposite begins to sag under load. For PP. that temperature is 210'F. fbr PE 170'F.

. A harder composite, providing bettcl scratch resistance.

A higher coefficient of friction. reportedly making it less slippery than other types of compositc or wood decking, especially rvhen rvct.

. A stiffer matcrial rvith ii lesscr tendency to bounce.

. Lorver expansion/contraction. rraking it dimensionally stable.

Little lendency to creep. meaning the deck boards do not florv or sag clver time r'vhen exposed to high tcrnperatures or loads.

Unlike PE. PP is much hardcr to process, because it has a higher softcning pclint, said Martin Grohman. president of Correct Building Products. "You only have a srnall r.vindow to get polypropylene hot and soft cnclu-sh so that it lvill encapsulate

the rvood fiber." Grohman said. "There really isn't a rnelting point for polypropylerre. lts soliening point is 350'" rvell above thc softening point for polyethylene."

Grohman characterizes the extrusion process fbr PP as "challenging" because it requires high temperatures for softening the polymer rvithout crossin-e over into the scorching point for wood fibers, generally around 400'. That gives PP, which sofiens around 3-50', a relatively small window to be substantially heated so that it will become soft and malleable enough to encapsulate the wood fiber. PE, softens around 250'.

He says PP is stronger. stil'l'er. hardel and mclre durablc because it's made up of longer chains of polymer than PE. But these sarne pr()pcrties also make it a rnore difficult polymer to process.

Grohman believes composites rvith polypropylene offer the potential fbr eventual use in structural applications. "Polypropylcne really is the strongest plastic on the market, and I think the day rvill come r.vhen it will be certified for structural use." he said. "We're rvorking on it."

Yet PE manufacturers firil to see a demonstrable difference rvith PP. TimberTech, fclr clne, has evaluated both products numerous times. Its tests have confirmed PP's higher softening temperature, resulting in lcss creep at elevated tempcratures. PP also rvas shorvn to provide slightly higher modulus of elasticity (MOE) and modulus of rupture (MOR).

Yet the higher processing temperature increased cost and energy. HDPE rvas also much easier to extrude. resulting in less scrap.

And, PP was not as thermally stable. "With PP, you are required tcr add a stabilizer package, lvhich adds apploximately .02/lb. to thc comoound cost." said TimbcrTcch's

Buhrts. "You can also overcome the PP advantages of MOE, MOR and creep by adding mineral to the HDPE formulation. The addition of mineral helps in other areas, such as reducing rvater absorption. HDPE rvill have better impact propcrties rvhen compared to PP, especially cold tcmperature impact."

The efficiencies of PE point to c()ntinued dominance in eomposite decking. But in the long term, who knor'vs? "What rve really look at is rvhat is more readily availablc." Buhrts said. "So far it has bcen HDPE, but this could chan-se. Wc are confident that rve could successfully srvitch to PP fiom HDPE if the resin market were to indicate short supply."

ChoiceDek (A.

Evergrain {Epoch Composite Products)

EverX / Latitudes / Veranda iUniversal Forest Products) Fiberon (Fiber Composites)

GeoDeck (Kadant Composites)

Life Long (Brite Manufacturing)

Monarch (Green Tree Composiles)

Perma-Deck Elegance (Cascades)

Rhino Deck (Master Mark Plastics)

TimberTech (TimberTech)

Trex (Trex Co.)

CorrectDeck

GrossTimbers

K-Decking

UltraDeck (Midwest Manufacturing Extrusion)

WeatherBest (Louisiana-Pacific)

Xtendex {Carney Timber Co.)

(Correcl Building Products)

(Elk Composite Building Products)

(Kenal Industries of South Texas)

E.R.T., lnc.AVeyerhaeuser)

Western red cedar goes low maintenance

N/[OST dealers and distributors

IVIknow that displaying an intimate awareness of available decking materials and their performance is essential when establishing an ongoing relationship with customers-and one that pays future dividends with additional projects and referrals. With an overwhelming number of available materials, however, it can be tough to decipher fact from fiction when it comes to product features and performance.

For example, many new composite materials tout themselves as a significant improvement over traditional decking materials like western red cedar. Are these new plastic and composite decking products really

better than all-natural materials with centuries of proven performance?

Below are some key things to remember when helping customers decide which materials are ideal for them:

Minimal maintenance

One of the biggest misconceptions about these new decking products is regarding the necessary amount of maintenance. Consumers may believe that once installed, their new plastic or composite deck need never be touched again. Yet "maintenance free" or "no maintenance" decking claims are simply not true. Regardless of the material, a// decks require some annual maintenance to remain looking their best.

In fact, many composite decking manufacturers provide thorough maintenance instructions to help care for their various products. Whatever the product claim, mildew forms on decking surfaces of all types and should be removed from a deck soon after it appears.

If all decking materials require some maintenance. is an all-natural and beautiful cedar deck really that difficult to maintain?

Tom Read from Tacoma, Wa., is a long-time western red cedar deck owner who provides an excellent example of how easy an annual maintenance program can truly be. "All my cedar deck requires is a little cleaning and minor touch-ups to the

AGE WfTH BEAUTY: Tom Read's western red cedar deck-durino orioinal installation hbove) and.

finish annually-and I've been more than happy with the results," he said. "Investing just a small amount of time can make all the difference in how your deck will look and perform."

Read also suggests that good maintenance practices include allowing proper water drainage; keeping the surface free of dirt, leaves and other debris, and moving planters, benches and other deck accessories from time to time to permit the deck beneath them to dry thoroughly. For example, his deck is elevated off the ground and includes ample decking board gaps to allow for sufficient water drainage-critical as the deck is located in the moist environs of Washington state.

"The good looks and durability of western red cedar appealed to me initially," added Read. "And looking back now, its beauty is still evident everyday-and maintenance really hasn't been a burden."

To reduce maintenance even further. recent advancements in cedar manufacturing allow western red cedar decking to be offered pre-finished on all sides. This finishins tech-

nology is important as it ensures the highest level of quality-finished products. greatly increasing consistent coating, longevity and overall resistance to moisture. This allows you to choose the preferred finishing color and simply install.

Lasting beauty

While composite and cedar decking will both require some annual maintenance, the similarities with materials end there. Despite composite and plastic decking manufacturer's best efforts, no man-made decking product is able to capture the all-natural warmth and beauty of a real cedar deck.

Yet there are several other, less obvious reasons why western red cedar remains a favorite decking material as well.

First, the color of all decking materials will gradually fade when given long-term exposure to the sun's UV rays. With plastic or composite decking, this color fade is irreversible. Deck owners must live with color differences that appear over time between sun-exposed and shaded

..the f inished producl (below)still looking great 10 years laler

areas of their original deck. Fortunately, there is no such downside if building a deck from western red cedar. Unlike plastic or composites. real cedar decks can be restored and refinished, providing a decking surface that looks virtually new.

Cedar is resilient and does not transfer heat, which means you can kick off your shoes and enjoy your deck with friends and family long into the night, even during the hottest summer months. The same can't be said for plastic based products.

In addition, the surfaces of a cedar deck can be touched up with sandpaper and stain to remove the inevitable "dings," scratches and stains of a well-used deck. Such emergency repairs are bound to be necessary over the life of your deck, but with most plastic or composite materials, they're often not possible... so much for claims of "low" or ''no" maintenance.

Environmentally responsible

Many composite decking products are produced from recycled plastic products. Using ingredients derived from petroleum-based products, these plastics require a significant amount of non-renewable energy to produce. And at the end of its life cycle, a plastic-based product can sit in landfills for years without breaking down.

America grows 307o more wood each year than it harvests and has more forestland today than 100 years ago. Wood like western red cedar is entirely biodegradable and renewable-at the end of its life cycle, cedar can be absorbed by the earth without negative impact. Using more cedar treesboth as a substitute for non-renewable fossil fuels and materials such as steel, concrete and plasticencourages forests to expand thus increasing the carbon sink effect and reducing the CO2 in the atmosphere.

Knowing the issues and discussing the correct information is paramount to establishing a strong relationship with your customers. Western red cedar is the natural choice for a beautiful, low maintenance and environmentally-sound deck.

- For more information, call the Western Red Cedar Lumber Association at (866) 788-9096 or visit www.realcedar.orp.

Fluid-applied ba rriers Gom bat mo I d

BylisaPe,sk.

Product Manager-Sto Guard Sto Corp. Atlanta, Ga.

\Igenerally cons

gate or eliminate one of the USE OF a lluid-applied structural moisture banie minimizes the Construction detailing is a major forces that causes water risk of damage frohi water intrusion during or after construction. critical component for the sucinfiltration into walls: pressure photobystocorp. cess of any wall assembly. difference. A waterproofing/air Aside from minimizing and barrier, in combination with venting controlling the condensation that may and compartmenting, enables the because of air leakage and condensa- occur via air leakage or water vapor pressure behind the cladding material tion-mold growth, decay, corrosion, diffusion, the designer must also creto equalize with the pressure outside, loss of insulation value, degraded ate construction details that prevent and prevent rainwater penetration Indoor Air Quality-are minimized. rainwaterpenetration. caused by pressure differentials. Controlling moisture helps to control Fluid-applied waterproofinglair

By designing and constructing an mold growth in wall assemblies. barriers can effectively resist water airtight building envelope, the risk of Air leakage has proven to be a sig- penetration for up to 75 minutes when moisture problems that can occur nificant potential source of condensa- subjected to water spray equivalent to tion and moisture accumulation in 8 inches (203 mm) of rainfall per hour building envelope assemblies, accord- driven by an approximate 50 mile-

Ftuid-Apptied Air Barriers ;::":".il:'1'Jl3juJ#J*#l ffi1::i"Xlf;Jn:'j#*,ff?i'tr include

moisture contributed by air leakage E-331, also has the ability to allow Eanleffi|tomCartideCoatings versus vapor diffusion over a period water vapor to pass through yet keeps of one year. The results: infiltration/ damaging moisture from penetrating exfiltration proved to be a significant the sheathing. potential source of moisture accumu- The traditional choice for moisture lation in walls and/or high relative protection has been asphalt saturated humidity levels in interior spaces. felt paper, which could tear or be mis-

Water vapor diffusion, on the other lapped during construction. These hand, was shown to be a much less choices also need to be covered significant potential source of mois- quickly, whereas a fluid-applied air turethanoncethought. and moisture barrier may be left

At the same time, airtight construc- uncovered during the construction tion is likely to be less capable of dry- process. Traditional housewraps and ing than "air-porous" construction in building papers, depending on brand the event of water leakage or other or type, measure water resistance in unforeseen circumstances that cause hours. and in some cases. allow water water to enter a wall assembly. The penetration within the first few mindesigner then must strive to prevent utes of exposure.

Selling lastenerc isn't a rurulatituGonlest.

But it hel[s.

Grip-Rite@ is the number one selling brand of fasteners among professional builders. Why? Because Grip-Rite offers high-quality and reliable performance at a reasonable price. Plus, Grip-Rite has the broadest fastener assoftment available under one brand, in a variety of packaging options to fit any project size. And even more good news: Grip-Rite collated fasteners fit every major brand of pneumatic tool on the market. For one-stop shopping, start with the winner: Grip-Rite.

Call 800-676-7777 for the Grip-Rite dealer nearest youor to find out how you can become a stocking dealer.

Grip-Rite Fasteners - built i better so you can build better.

www.grip-rite.com

IIACKERS. viruses and natural Ildisasters get the headlines, but computerized data is also vulnerable to everyday accidents and human error. That's why every company should have-and use-a backup and recovery plan.

But nearly 4O% of smaller companies don't back up their data at all, experts say, and only 257o have a recovery plan in place. According to Hewlett Packard's 2005 Small Business Survey, only 23Vo of small businesses back up their data to a separate and secure off-site facility.

Many smaller companies see backup as costly and time consuming, but the cost of doing nothing-or not enough-can be high. Experts say 50Vo of small and mid-sized companies go out of business within three years if lost data can't be recovered within 24 hours.

Having a computer professional on the payroll helps, something that smaller companies usually can't afford. At Spenard Builders Supply, Anchorage, Ak., Mike Moberg is IT manager and oversees a staff of five. Under his direction, the lumberyard chain backs up computer data on a regular basis and has a disaster recovery program in place.

"What's unique about SBS is the remoteness of many of our locations," said Moberg. "Three of our yards are

accessible only by plane and the rest, even though driveable, are still three to six hours away."

He said, "We don't have the luxury of metropolitan areas nearby, so we have to be prepared for not only a full system crash, but any number of other situations that might lead to hardware failure. Disaster recovery for these locations has its own set of opportunities. We try to be up to the task."

Nowadays. most businesses are totally dependent on computers: for online banking, payroll, accounting, customer data, vendor information, research and tax information. A simple and inexpensive solution is to download data to a CD every day and keep a copy offsite. If the CD is stored onsite, it could be destroyed with everything else.

Data can be e-mailed to a secure offsite location. such as another office or one of the many companies that will store data online for a monthly fee. Off-site backup is available at Hewlett Packard's small business protection site. "If you were hit yesterday by a disaster like Katrina," said HP's Lisa Wolfe, "you'd have your data up and accessible tomorrow."

If daily downloading or e-mailing seems like a chore. outside firms can help. Sean Kelly, technology manager at Williams and Nulle, a CPA firm in Mount Vernon. Wa.. oversees data

ln $F lata 199{

New Jersey was sent to

ilantrng a.log.ic bon rorls d€signsd td bl Ufeeks aftet he was, weeks after was fired. The attack cost the company $12 million, and 80 €rn$yss$,ry6f4id0fi

Ma*y such atta{k$ faq,bs ea$ily prevented, says Dawn Cappelli, a technology expert at Carnegie Mellon University's Computer fi mergency Response Team. The sams periodic scan that detects viru$ss can also detect most logic bombs.

Cappelli also advises companies to promptly disable the access of fired employees. Former employees with a high level of access to a company's network, she said, "know where the weaknesses are. lf something isn't as strong as it should be, they know it."

To keep someone from planting a virus on a co-worker's computer, educate employees on good password management: avoid easy-to-guess passwords, don't write them down or share them, and change them regularly

management for the firm's clients. "We do have backup tape in more than one location in the county," he said. "Tape is good even if it is wet. If Mount Baker goes off, it might be different, but I guess we'd still have some time to prepare."

Diversint Inc., Mount Vernon, helps businesses improve their use of computer networks and preserve their daily computer records. "Our systems are on uninterrupted power supply," said Chris Crider, who handles sales and marketing. The company pays to store electronic files for themselves and their clients at FiberCloud in Bellingham, Wa., which has data centers throughout the Pacific Northwest.

"We go into a lot of new businesses and they have no backup of any type," said Crider. "You usually feel pretty safe if you have redundant hard drives or are set up for tape, but what are you going to do if they're damaged?" He said it can cost thousands of dollars to replace drives and data.

New software promises to take the guesswork out of deciding which files to back up and how often to download. Symantac's Norton Ghost 10.0 automatically copies the contents of an entire hard drive, ensuring that all files, folders, system settings and cus-

How SBS Protects lts

The Merchant asked Mike Moberg, lT manager, about Spenard Builders Eupply's backup and recovery plans:

Howoften doyou backup your files?

First of all. we have stores that span the breadth of Alaska, from Banow at the very northern tip to Sitka in the southeastern part of the state. About half of our stores are on a centralized computer and the other half are on their own stand-alone systems.

All locations are backed up every night on to tape media and a system directory on their own specific computer. Each system is backed up on a weekly basis to a disaster-recovery server located in Anchorage.

Does each store have its own backup system?

No, we don't have complete backups system at each location; we keep a system ready to go at the data center at our Anchorage headquarters. With any disaster, someone from the data center would have to go to the location so they would just carry the backup svstem with them.

Does 5BS have a disaster recwery progam?

We have a somewhat informal disaster recovery program, mostly based on what the lT department will do to get the computers back up. Thal is Just the tip of the iceberg whon it comes to disaster recovery. The actual program involves much more than iust getting the computers back up. We are in the process of developing a complete whole company process.

Any advlce on Insider threats and changlng passwords?

Because of the nature ol our computer environment, mosl of the insider threats comes from theft of material not computer information.

We are probably not the best example of a sophisticated password system as I only have five people in the department. We all have access to the master password because we all wear many hats. We all lrouble-shoot all systems, not just one little area. In larger shops, a process for changing passwords should include specific guidelines to the appropriate personnel.

What about data stored on PC's and laptops?

We fall down a bit in this area, because only about a third of the company is actually backed up to a file server. This is an area we will be addressing in the near future.

tomizations are always backed up.

"With a full backup, consumers can be confident they'll be able to conduct a complete recovery in one easy step," said Matthew Moynahn, Symantec Corp. "Consumers need a solution that makes backup and recovery of important data and files easy and convenient for users at all levels of computing sophistication. "

In September, IBM released backup software that continually copies all user files, which can be saved on a remote computer or locally. Microsoft has also launched its first backup product, Data Protection Manager.

Computer Associates plans to release a security-product bundle designed to work with Microsoft's Windows Server System for mid-sized businesses. Called the Business Solution Suite, the programs will include anti-virus, antispyware, and data backup and restoration software.

No matter which backup solution you chose, be sure to test the system periodically. Check your backup log for errors and try to restore some files to ensure the system is working properly. Will you have what you need to stay in business? A company's survival depends on what's been done to prepare for a disaster before it happens.

"If you don't have proper testing of your system backups you are fooling yourself into believing you can restore a crashed system," said SBS's Moberg.

DATA entered by Spenard Builders Supply's Steve Voves (standing) and Pete Van Allen (seated) must be protected.

Ivory tower or lumberyard? Never

underestimate the lrish

By Carla Waldemar

T 18, Scott Limeberry knew one thing for certain: Working in the family lumberyard, Limeberry Lumber Co., was not for him. Sick of small-town life, he set off for Indiana University, preparing to teach college English and history. But history caught up with him.

After graduation and before entering academia in 1998, he treated himself to a summer in Europe, ending up in tracing his roots in Ireland, where his dad and grandfather met up with him.

Was it the Guinness or the Isle's esteem for family tradition? As the senior pair traded takes about the lumber business, founded in l94l in Corydon, In., the potion worked its magic and Scott headed home to that yard he used to Iove to hate-this time as v.p. and general manager.

The laddie knew more about Shakespeare than business practices. In fact, this was the first time his dad-not one for playing favorites-allotted him an inside job.

Threading his way through the aisles of the cramped, 2,500-sq. ft. space that hadn't been given a thought in 40 years (Who needed to? The pro business was good, and contractors never roamed beyond the front desk.), he envisioned changes. "It wasn't customer-friendly" for the walkins he planned to add to the mix, "especially for women." So in mid-2003, when a competitor in town went out of business, Scott lobbied to buy the bigger, better-located

space, complete with showroom and an office bigger than the entire former operation. Scott's dad, David Limeberry, wasn't all that sure this was wise-he served his pros just fine-but "kind of opened up when we made the move," his son says.

Aided by Do it Best, Scott rehabbed the 10,000-sq ft. facility, widening aisles, adding endcaps, brightening the signage, stepping up marketing, and enhancing the product mix. Employee count leapt from eight to 18, creating its own set of growing pains. "Most people from the store we bought weren't what we were looking for, but we tapped their top employees," Scott remembers. "Then, we changed the way we hired. We'd always looked for skills; now we went for personality."

In the past, there had been no training, either-"just thrown to the wolves," he laughs. "Now we have monthly employee meetings, presentations by vendors, and online NRHA courses on their own time, for which we compensate them."

The

crampedn 2,500-sq, ft. space

hadn't been given a thought in 40 years, Who needed to? The pro business was good, and contractors never roamed bevond the front desk.

At first, those monthly meetings were dreaded yawners-"Dad and I were the two talking heads"-now, we've learned to make them interactive, assigning employees to present a new product or screening technique. People pay attention more; it's made a big difference," he attests.

Another new step: "At the annual meeting, we now disclose the financials, 'The Penny Speech,"' he laughs, "which opened eyes to how low our margins actually are.

"Nowadays, we believe in recognition, too, so they feel a vital part ofour success. (It was old-school before: gripes, but no compliments). We wrote a mission statement (it's all about putting customers first) and for the first time, came up with an employee handbook-things like scheduling hours, and a dress code that meant wearing a uniform instead ofjeans: things we'd never needed to do before.

"Yes." he allows. "at first there was some resistance, but soon they realized it was important to change in this direction. We need to be the best we can be; there's nothing to

NEXT GENERATION: Second generation lumberman David Limeberry (left) recruited his son, Scott, to expand the family business.

stop the competition coming in," he notes. "It made a tremendous difference; now, there's a strong emphasis on training and on customer service. Plus, there's a strong 'family' feel among our staff. These days, instead of just turning right around, a driver will get out on the site and ask, 'Need anything?' He'll bring back more orders than I do!" Scott has to laugh.

As a business novice, he sent himself back to "school," too. "I took Do it Best and NRHA courses and classes with Tom Fife from Indiana Lumber & Building Association (where Dad will be president next year," his son adds with pride. Limeberry Lumber also has been selected as this year's recipient of NLBMDA's HR Award for smaller yards, and Scott was tapped by Do it Best as a Young Retailer of the Year.)

Equally important, sales have skyrocketed by 9O7o since 1998-thanks in part to Scott's greatly expanded paint department with a designated manager. He's also instituted a new Lawn & Garden department, "which was very intimidating," Scott confesses. "l ordered two trucks of mulch and worried; but we sold six!". He's made use of showroom space ("It used to be cramped in back, where you had to shimmy in sideways"). And he's greatly updated the store's technology ("We had a POS, but it wasn't Windows-based and wasn't linked to the Internet. Now we have pocket PCs to use for inventorying, ordering and receiving.").

The business formerly served contractors almost exclusively. These changes have increased walk-in traffic to 407o, which Scott relishes as a safety net. But what about those old-guard pros?

"Some, at first, told us it wasn't as 'home-towny', but they're back with us." To accommodate them even more, Limeberry had added two new delivery trucks and a glass and screen repair service. Another big contractor draw is the revamped tool rental department. "We used to stock the hand tools, but they didn't do well. Although it was a big financial decision, we recently added what they really want, the big tools like backhoes and bobcars, and it made all the difference. It really paid off. Then, against my will, I admit, my dad bought an inflatable space walk, which we put out in front with a 'rent me' sign. It's booked four months out, and we're buying another one!"

Limeberry's marketing program also has undergone what Scott calls "another big change. Dad was almost antimarketing, didn't think it was effective. We'd spend half a day composing a newspaper ad, which brought in very little traffic.

"Now, with Do it Best's advertising package, it's changed how we market. We pool our forces with other local dealers in our advertising group. These days, people recognize the ads and mention them. We used to insert flyers in the paper; now, we target them."

With a Depot in the next town and Stock, 84 Lumber and KI Lumber breathing down his neck as well, competition is "strong," Scott suggests. His answer: "Service is the main thing. For instance, they charge for delivery and we don't. We really believe in service."

And service to the community. The Limeberrys, father and son, are active in the Rotary, Chamber of Commerce and Habitat for Humanity as well as the local Repair Fair, which the yard hosts each October, offering free services to the indigent and elderly. David Limeberry headed a drive to fund a YMCA building, the town's first, and Scott is involved in efforts to establish a local Safe Place.

In the next few months, the company plans to add another storage building and lines such as cabinets, lighting and flooring-along with the space, training and staff they'll require. Speaking of staff, what about the fourth generation? Says Scott, "I have two small children, and I'll provide them with the same training as my father trained me."

Just make sure you have that heart-to-heart in Ireland and the future's all set.

SALES associate Cory Logsdon and Scott Limeberry tour Limeberry Lumber's new lawn and garden department.

- A former award-winning LBM trade magaiine editor, Carla Waldemar writes frequently on the lumber and building material industry. Contact her at cwaldemar@ mn.rr.com.

Rrrlrrns

Red Diamond Lumber. Kenai. Ak., has closed after 8 years due to big box competition; owner Calvin Fertig has put the property up for sale and will move back to Wyoming...

Lakeside Lumber, Lake Oswego, Or., added a 70,000-sq. ft. warehouse and showroom in Sherwood. Or. ...

Schemper's Ace Hardware, Ripon, Ca., relocated Sept. 19 to a largeq 20,050-sq. ft. location ...

Ace Hardware is moving into a vacated Eckerd drugstore building in Albuquerque, N.M.

84 Lumber Co.late last month opened a lO-acre yard in Modesto, Ca., and a 12,000-sq. ft. store with components plant and 51,120 sq. ft. of storage sheds on 20 acres in Chandler, Az.-its 3rd yard in the state and 500th overall

Columbus Ace Hardware & Building Center, Columbus, Mt., is building a new 6,300-sq. ft. facility...

Stillw at e r Hardware, Columbus, Mt., has overhauled its merchandise and been renamed Stillwater Mercantile ...

White Cap Construction is building a 17,100-sq. ft. replacement store on 1.1 acres adjacent to its current Santa Rosa, Ca., facility to relocate by next spring ...

Home Depot opened new stores Oct. 27 in Ceres. Ca. (Don Mattingly, store mgr.); Sept. 29 in Chehalis, Wa., and Elko, Nv. (Greg Mclin, mgr.), and Sept. 22 in Orange, Ca. ...

Home Depot anticipates a Dec. 1 opening in Eugene, Or.; a Nov. 17 opening for its second store in the Signal Hill area of Long Beach, Ca.; a lst quarter 2006 completion in Boulder, Co., and a

summer 2006 opening in Barstow, Ca. ... Depot applied for land use changes in order to construct a store in Newport, Or., and has downsized its proposed San Francisco, Ca., unit from 144,000 sq. ft. to 107,000 sq. ft. in a lastditch effort to win support from the city

Home Depot launched an online and catalog shopping venture named "10 Crescent Lane," featuring upscale lighting, bedding, furniture and decorative accessories, and is partnering with the American Association of Retired Persons to offer how-to workshops for consumers age 50 and up ...

Lowe's Cos. opened a new store Sept. 30 in Loveland, Co.; won approval to build a 150,000-sq. ft. store and garden center in Tulare, Ca.; will build its l6th store in the Seattle-Tacoma, Wa., area, on the site of Tacoma's Midway Swap Meet; received the planning commission's recommendation for a proposed 138,134-sq. ft. store and 31,659-sq. ft. garden center in Los Baffos, Ca.

Lowe's will build 150 to 160 new stores a year in 2006 and '07, and is teaming with Oxo International to offer 22 exclusively branded tools and two kits

Orchard Supply Hardware accepted $58.7 million cash for 19.9Va of its shares from Ares Management LLC, a private equity fund; Ares also has a three-year option to purchase an additional 30.2Vo for $126.8 million

Marvin Windows & Doors Design Gallery opened late last month in Billings, Mt.; the 1,500sq. ft. store is owned by Karen Winkler and Roger and Peggy Webb...

Wrorrslr:ns/tAxurr(rurERs

DCS Wood Products has relocated to a new 30,000-sq. ft. facility in Healdsburg, Ca. ...

Reel Lumber, Anaheim, Ca., has purchased 13 acres in Corona, Ca., for future development of a vard and mill ...

Bear Forest Products. Riverside, Ca., has opened an office in Phoenix, Az.; Gteg Norman, general mgr.

Boise Cascade eliminated the 70-position second shift at its La Grande, Or., sawmill due to high energy costs; the layoffs, which began Oct. 31, were described as temporary yet indefinite ...

Stimson Lumber Co. will close its Atlas sawmill in Coeur d' Alene, Id., Dec. 31, citing falling prices, dwindling demand, and foreign competition ...

Potlatch Corp., Spokane, Wa., installed a fifth dry kiln at its St. Maries, Id., milling complex and replaced a lathe charger at the plywood mill ...

Caffall Bros. Forest Products, Portland. Or.. closed its cedar mill in Longview, Wa., Sept. 24 and will reopen Nov. 14 after converting production to green Douglas fir studs

Simpson Investment Co., Tacoma, Wa., has scrapped plans to build a l5O-worker sawmill at the Port of Longview, Wa., after a year of negotiations

Sierra Pacific Industries, Redding, Ca., has applied for a special permit to allow construction of a proposed $100 million sawmill in Skagit County, Wa. (see Sept., p. 44) ...

Universal Forest Products, Grand Rapids, Mi., has formed Universal Consumer Products, a wholly owned subsidiary to distribute kttitudes composite decking and railing, Maine Ornamental decorative post caps, TechTrim polymer trim board and plastic lattice, and future outdoor living products it brings to market; Dan Gauthier has rejoined Universal to head the new division

Housing starts in September (latest figures) increased 3.4Vo to a seasonally adjusted annual rate of (Please turn to page 56)

COMFRESSING OOSTS?' ,THEN WE'RE JUST IN

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Listings are often submitted months in advance. Alwa-,-s verifi dates and locations with sponsor before making plans to attend.

llovrmrrn

Los Angeles Hardwood Lumberman's Club - Nov. 10. sports night, Smooth's Sports Grill, Long Beach, Ca.; (562) 4377700.

PRO Group/Distribution America - Nov. l0-12, executive planning conference, Registry Resort & Club Naples, Fl.; (303) 792-3000.

American Lumber Standard Committee - Nov. ll. annual meeting, Nashville, Tn.; (301) 972-1700.

Oregon Building Industry Association - Nov. ll-12, board meeting, Lincoln City, Or.; (503) 378-9066.

APA-The Engineered Wood Association - Nov. 11-14, annual meeting, Loews Ventana Canyon Resort, Tucson, Az.; (253) 565-6600.

North American Building Material Distribution AssociationNov. 1l-12, convention, Baltimore, Md.; (888) 747-'7862.

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

Black Bart Hoo-Hoo Club - Nov. 17. initiation. Ukiah. Ca.; (70'7) 462-3700.

National Association of Home Builders - Nov. 17, state & local government affairs conference, Phoenix, Az.; (800) 368-5242.

North Cascade Hoo-Hoo Club - Nov. 17, annual trapshoot, Stanwood Gun Club, Stanwood, Wa.; (425) 259-3836.

Home Builders Expo Osaka - Nov. 17-19, Intex, Osaka, Japan; 8l (33) 434-1988.

USDA Forest Service - Nov. 30-Dec. 1. sustainable wood pro-

duction initiative symposium, Vancouver, Wa.; (202) 2058333.

Drcrilsrn

Lumber Association of California & Nevada - Dec. 1. 2nd Growth holiday meeting, Sheraton Cerritos, Cerritos, Ca.; (800\ 266-4344.

JLC Live Show - Dec. 1-2, expo, Oregon Convention Center, Portfand, Or.; (800) 261-'7'769.

Wood-Plastic Composites 2005 - Dec. 5-7, Vienna, Austria; 44 (rr7) 924-9442.

Mountain States Lumber & Building Material Dealers Association - Dec. 5-8, estimating workshop, Hampton Inn, Casper, Wy.; (800) 365-0919.

Oregon State University - Dec. 5-8, lumber drying seminar. OSU. Corvallis, Or.; (541) 737-2329.

North American Wholesale Lumber Association - Dec. 5-8, wood basics seminar, Jacksonville, Fl.;(800) 527-8258.

Softwood Export Council - Dec. 8, winter meeting, Portland, Or.; (503) 248-0406.

University of ldaho - Dec. 8, "Current Topics in Forest Health" workshops, Orofino, Id.; Dec. 9, Coeur d'Alene, Id.; (208) 446-t680.

Portland Wholesale Lumber Association - Dec. 9, Christmas lunch, Portland, Or.; (503) 648-4156.

Los Angeles Hardwood Lumberman's Club - Dec. 10, holiday party, Balboa Bay Club & Resort, Newport Beach, Ca.; (949) 630-435 r.

International Wood Products Association - Dec. 13. business luncheon & networking session, Hyatt Newporter, Newport Beach, Ca.; (703) 820-6696.

Washington Hardwoods Commission - Dec. 14, meeting, Office of Hearings, Olympia, Wa.; (360) 835-1700.

Western Hardwood Association - Dec. 15, board meeting, Inn at the Quay, Vancouver, Wa.; (360) 835-1600.

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Bringing it alt TogetherThe new Premium Seriess products catalog is your complete guide to architectural trim. Five distinct Moulding Collections group mouldings and accessories together for solutions to today's diverse decorating styles. The Moulding Selection Cuide is an easy way to select mouldings that are appropriate for room size and architectural style. Over 110 illustrated room vignettes and installation diagrams provide a wellspring of inspiration to both the novice and prolessional. This complete, Zt O, pg.jg. qolor cataltrg is a.reference your customers will turn to again and again, .. , ,,.,' '

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nnrrrw.SaroyanLurnber.com

Hea Duty..

otion news

Mountain States Lumber & Building Material Dealers Association installed Tom Stringham, Stringham Lumber, Salt Lake City, Ut., as president during its fall conference Oct. 5-8 in Santa Fe, N.M.

New president elect is Bill Miller, Alpine Lumber Co., Denver, Co.; immediate past president Joe Martin, Zentz Lumber, Billings, Mt.; treasurer Max Guetz, Home Lumber Co., Littleton, Co., and secretary Dena Cordova, FoxworthGalbraith, Colorado Springs, Co.

State directors include Stringham for Utah; Brian Hutchison, Hutchison Lumber, Fairplay, Co., for Colorado; Steve Ker, Max Ker & Son Lumber, Idaho Falls, for Idaho; George Harley, Stock Building Supply, Albuquerque, for New Mexico; Ken VanGrinsven, Aldrich, Powell, Wy., for Wyoming, and Walter Foxworth, Foxworth-Galbraith Lumber. Dallas. Tx.. for Arizona. National director is Scott Yates, Denver Lumber, Denver, and associate directors are Craig Pequette, Bluelinx, Englewood, Co., and Keith Simpson, R/W Specialties, Henderson, Co.

During the conference, Outstanding Salesperson Awards were presented to Sharmin Evans, Capital Lumber (outside sales, Colorado); Craig Martin, Snavely Forest Products (honorable mention); Stan Jensen, Boise (phone sales, Colorado); Cindy Feist, Weyerhaeuser (honorable mention); Allen Bentley, Guardian Building Products (outside sales, New Mexico); Mark Smith, Weyerhaeuser (honorable mention); Donald Payton, Boise (phone sales, New Mexico); Trace Smith, JM Thomas Forest Products (honorable mention); Dane Iorg, Capital (outside sales, Utah); Bob Talbot, JM Thomas (honorable mention); Lowell Crossley, JM Thomas (phone sales, Utah); Jason Kelly, Weyerhaeuser (honorable mention); Monty Trumball, R-W Specialties (outside sales, Wyoming), and Brenda Long, Boise (phone sales, Wyoming).

MSLBMDA is sponsoring an estimating workshop Dec. 5-8 in Casper, Wy.

The Colorado WOOD Council celebrates with a year-end cocktail party and dinner Dec. 8 at Mile Hish Stadium.

Lumber Association of California & Nevada holds its 2nd Growth holiday meeting Dec. I in Cerritos, Ca.

Los Angeles Hardwood Lumberman's Club throws its holiday party Dec. l0 at the Balboa Bay Club & Resort, Newport Beach, Ca.

A general meeting is scheduled for Jan. l2 at Steven's Steakhouse, City of Commerce. Ca.

National Lumber & Building Material Dealers Association elected Kevin Hancock, Hancock Lumber, Casco, Me, as its new chairman, succeeding Sam Dunn, Dunn Lumber, Daytona Beach, Fl. Chair-elect is Steve Kelly, Kelly Brothers Lumber, Covington, Ky.; vicechair Harold Baalmann, B & B Lumber Co., Wichita, Ks.; treasurer Royal Morse, Dealers Lumber Co., Columbus, Oh.; government affairs committee chair Dan Welty, Jones-Berry Lumber Co., St. Amboy, Il.; manufacturers & services council chair Quent Ondricek, Do it Best, Fort Wayne, In., and at-large members Matt Petersen, Mead Clark Lumber, Santa Rosa, Ca., and Dan Fesler, Lamperts, St. Paul, Mn.

APA-The Engineered Wood Association changed the name of its Engineered Wood Research Foundation to Engineered Wood Technolosv Association.

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Dear Dr. Moore:

Why are so many environmentalists against salmon farming? Doesn't it reduce pressure from commercial over-fishing?

You're right. Aquaculture takcs pressure clff rvild fish stocks lvhich can't possibly rneet the dcmancls of a grorving global population. Unfortunately. thc campaign to discredit fish firrming is one o1'thc rvorst l've secn in terms of clisregard firr facts.

For mc. it's an old ar-rument. When I lvorkcd rvith Greenpeace. we were against rvhaling, sealing. drifinets. botkrm dragging, and over-fishing in gencral. and rightly so. I believed then. as I do norv. that aquaculture-practiced sustainably-would allorv people to continue sourcing food from the sea

rvithout clcplctin-r rvild stocks.

T\\ e nt) 1elrr. latcr. actir ists continuc to lloat reasons to be against aquaculture. And. despite the fact that not one stands up to scrutiny. they have the attention of a fearful public. With that in mind. here are brief resporlses to three of the lvorst allcgations:

Fuct: Farmed salmort is xtJe ttt eut.

Activists point ti'r a study of PCBs in farmed salmon as proof that it's unhealthy. Too bad they ignore the study's conclusions that lcvels are rvell rvithin thc FDA'S saf'cty guidelines. There is no evidencc that this minor contamination causcs any health problem. In contrast. both farmed and ivild salrnon are rich in on.rega-3 fats, rvhich hclp prevent hcart disease and may rcduce the risk of Alzheimer's.

Luct: Funttetl Atluntir' salnnn dre

Aside fnrm the fhct that the industry hlrs e ,trrlirrued ttt irttprtrr e it: e qtr ipment to preVent cscaPe. Atlantic salmon don't clo *cll oLrtsiclc thcir natil'e ran-se. Arouncl thc rvorlcl. numerous efforts have bccn t-ttacle ttl establish Atlantic salrttotr. rvith ttttc country going so far as to releasc more than ll million fish. It docsn't rvork.

Fttt't: Furttrctl .sulttutrt urc ttol Ietl fi.slt tlrut w,otrld rtthcrwisc grt trt lttrtttttrts. F'arrned salmon eat fishrneal. rvhich is nrade of trimrnings frorn fish processing plants, and fish that humans won't eat. The claim that people are losing valuable protein because of aquacullure is false.

F()r r)rore irrlbrrnttion, visit rvrvrv. farrnficshsalrnon.org. In the meantime. I hope sensible environmentalists cveryrvhere rvill see this campaign fbr rvhat it is-an attempt to discredit a perf'ectly sound. sustainable industry.

Dr. Mortre ltas beut u leudcr tl tlrt entironnrcntttl nnrenrnt .frtr ntttra tlturt -J0 veu's. A co-Jorttttler uttd .frtrrnar prcsidattl o.f Greenpeuce. he ltolds u PhD irt t:r'ttlrtgt' and u BSt irt.fore.st biologt. Suttt tprt:stion.s t o putr i c k(Q s e rt :; i b c utv n rt ttt ( tlt u I i.\t.(on1.

Dcalcrs, tlistrit,utors, dcck l.Lriltlers and ficncc c(mtractors trust Elk CrossTimbers f. for stronger, easier-tr>urstlll composite decking and fencing. Plus, Elk's EZ-Build Fnstcning Systcm tnakcs installation easicr, u'rd thc l-ridden firstcncr systcm cre:ites a tuorc beautiful deck. CrossTimbers'uniqLrc l,lend of oak ancl pollprol.r,vlene ccxlbine to crcate a morc durablc, ltxrger-lasting altcrn:rtive to trented urxr.l. Backed b1'a Z0-yc:ir linited \\':rrllllt)'," CrossTinibers is :r recommendation you cirn make rvith confidence. For nrorc infirmation, r'isit oLrr u'cltsite at rvww.elkcorp.corr.

N/I'OST building material dealers

IVllook for ways to improve their businesses by seeking ways to increase sales and margins. Many travel to attend seminars conducted by industry experts. Some go to classes, read magazines articles, join co-ops and attend industry roundtables to explore ways to be more competitive. While these are all worthy endeavors, the answers they are looking for might be closer than they think.

Many of you have probably read the book Acres of Diamonds by Russell H. Conwell. It's the story of a rich farmer who wanted to acquire additional wealth. He sold his farm and searched the world looking for diamonds, only to die a poor, suffering man. Several years later the farmer's successor found one of the largest diamond mines ever discovered, right there on the old farmer's land.

In the world of installed sales, building material dealers have many competitive advantages. Like the farmer. many opportunities to increase sales and margins are available to dealers, right in their own backyard with their existing customers. However, for a number of reasons, dealers frequently fail to capitalize on these advantages. Let's examine a few of these advantages from two perspectives: the builder's needs and the dealer's capabilities.

Every builder, large or small, has myriad issues to wrestle with when building a single home or an entire subdivision. In addition to local, state and federal agencies, the builder juggles numerous suppliers and installers. He must effectively manage all these obligatory activities to generate a profit and enjoy a return on his investment. Most dealers help the process with supply, on-time deliveries, assistance with take-offs, and even offering credit. However, could additional value be created in the eyes of the builder if dealers would also assist

By Roy Burleson

with other time-consuming and arduous tasks? Yes! When offering products installed, dealers solve several problems for builders. In fact, every major component a dealer sells must be installed by someone. Why not the dealer?

Builders typically look at several issues when pricing a home. Cycle times are critical. When a house takes longer than anticipated to finish, the builder's costs go up. When installers finish their work on time, the builder meets his budget. Dealers are in the best position to help the builder improve profits by reducing his cycle time-by performing the supply and install functions with one trip. saving time and money.

The builder or his job superintendent has to juggle many scheduled deliveries and installs. Bundling several products in an installed offering can save the builder a significant amount of time by reducing the number of calls (and call-backs) he has to make. After-paint, multiple-product installs are popular with many builders. When a builder can rely on one credible source for multiple deliveries and installations, the savings can be substantial. It can also eliminate finger pointing at the end of a job that costs builders time and money and is extremely frustrating. Some builders have reported these one-stop-shopping installed services save them 5Vo to 107o in overhead costs. Even if a dealer's installed price isn't the lowest, the overall costs could be lower.

Most builders want happy, satisfied customers. Complaints only serve to drive up costs. When homebuyers are pleased with their builder, they generate referrals and help him create a good, positive reputation in the market. It's imperative that installing dealers help the builder achieve these results. When offering installation services, it is better to under-promise and over-deliver than the other way

around. When dealers execute properly, they not only help the builder save time and money, but also help by creating positive outcomes with the homeowner, something every builder strives to achieve.

Paperwork for any business is a necessary evil. Eliminating unnecessary paperwork saves the builder time and money. Think about it. Builders that use dozens of subcontractors are rummaging through mounds of paperwork, just to pay installers. Dealers simplify this process by billing for numerous products and installs with one invoice. Last week while traveling with a customer, I witnessed him present his single-invoice process for multiple installs. The builder, the largest in the area, was thrilled. He considered anything that could help simplify his billing processes as a tangible benefit and immediately asked for a written proposal. As a result of this one benefit, this dealer has a good chance of landing a new customer that builds several hundred new homes.

Most local subcontractors don't have access to builder programs that many manufacturers offer. Many manufacturers will help dealers develop special builder programs. Benefits could include manufacturer rebates, co-op advertising and model home assistance. This alone can give dealers a competitive leg up when competing for the builder's business.

When selling installed sales, quantify the benefits for the builder. This can best be accomplished with a professional qualifying approach. When initially approaching your builders, stay focused on problem solving and not bidding. Unfortunately, many salespeople immediately discuss price and simply close the sales call by asking for a chance to bid the next job. And when their price isn't substantially lower, the builder has no compelling reason to make a switch. However, by asking the right questions, you will uncover the builder's problem areas and hot buttons. Now you can focus on offering meaningful solutions.

Every dealer needs to find ways to better service his customers before the competition does. When you install for your customers, you deliver a valuable service that product alone can't possibly deliver.

- Roy Burleson is director of Builder Solutions for Guardian Building Products, Greer, S.C. Contact him at (248) 760-5791 or royburl e s on @ bp. guardian.c om.

Tough and Beautiful

DU RATEMP@ Plywood Sid i ng

D u r.ttenr p m.rlclres thc texturccl al)pear.rnce, w.rrlnth .rrrd be.ruty of rough s.rwn woocl -- llut its be.ruty cluesn't end tlrere.

[)ttr,rtlnrp's l,rr c i: lO( )",, ( lr',tr rrillt lt() \\()lrl 1t,tlr lti,.,,r rrnlhr,lir rt'P,rir'. L)rrr,rlr,nr1t i. rlt,nl ri'risl,rnl, slr.onlr,, liglrt ,rrrrl rlrrr,rl.,lt'. ll looi.: rt,tlLtt.,tl, .11111 1.i'.j'l: r lrcr'1.:,rnrl r t., tr l.:.

Sizes: -l'r-', -1 'rli , J''.(), I r l(l' ,rrrrl r Lr'lirttt lt'nqllr: lronr -)" lo l)()".

Thicknesscs: I r il', I l",,rnrl l() ll". \lrrltl.tppcrl or 'rlrr.rrt' t,r lqt'cl.

Crooves: I [j" rr rrlt,, -l' or. [3" r r.r .; I I r" rtirlt', 'l 2" ().( ,ut(l no qr.,rorc:

Surfaces: (.t,rl,rr roIrqlr '.n\ n lt,rlrir.t,

For ntrlre ilrfornrltion contacl Stinrson Lumber Comp.rny at {t(X)-4;lir-9 75 tt.

Panel Output Expects Record Year

North American production of structural plywood and OSB is expected to finish the year at a record 43.25 billion sq. ft., up 570 million ft. from last year, according to APA's just-released annual fall forecast.

Production next year is forecast to be almost as high, at 43.23 billion ft. The 2006 forecast is based on the expectation that residential construction will remain strong, with 1.945 million single and multifamily housing starts, compared to 2.055 million this year.

Although the forecast was prepared prior to Hurricanes Katrina and Rita and does not take those events into account, it is believed that replacing many of the housing units destroyed by the storms will not begin for several months and will take place slowly over a number of years.

The 2006 forecast anticipates that residential construction will consume 24.7 billion sq. ft., compared to 25.12 billion sq. ft. this year. However, demand in all other domestic markets - remodeling, industrial, and nonresidential construction-is expected to rise by about 370 million ft. The largest gain-almost 67o-is forecast to occur in the nonresidential construction market.

Exports next year are forecast to total 607 million ft., down slightly from 619 million this year. Imports also are expected to decline slightly, from 252 to 2.41 billion ft., following a 33Vo rise from 2004 to 2005. The addition of new low-cost domestic production capacity, a slight softening of the housing market, rising log and transport costs, and less favorable exchange rates are among the reasons imports are expected to level off.

Oriented strand board production next year is forecast to rise by about 500 million sq. ft., to 26.73 blllion, while plywood output is expected to decline from 17 billion to about 16.5 billion ft. The structural wood panel industry as a whole is forecast to operate at 967o of capacity in 2006, down from 98Vo this year, but still very high by historical standards.

About I billion sq. ft. of new industry capacity is expected to be added next year. Capacity is then forecast to rise by almost 6 billion feet in 2007 and 2008, which will bring operating ratios back to or perhaps even below the historical average. Plans for about a dozen new mills or

new production lines in existing mills in the U.S. and Canada have been announced by several companies.

Among other engineered wood products, I-joist and laminated veneer lumber production is expected to rise by about 4Vo and 7lVa, respectively, in 2006. The substantial rise of LVL output is attributed to rising market share in the beam and header market. Glulam production, meanwhile, is expected to drop slightly from the record level of 450 million bd. ft. forecast for this year.

WE TREAT WOOD RIGHT... QUALITY PRESSURE i TREATED WOOD

Treating Services Only (TSO)

ACQ . Chemonite (ACZA) . CA-B Borates (SBX) . CCA . D-Blaze (FRT)

Staining (Browntone) Custom Cutting

Rail Siding (BNSF)

Drying Services

Container Loading

Heat Treating

Ag Products, Guard Rail, Engineered Products, Large Timbers

Poles, Plywood, Lumber & Cooling Tower Material

Cexrnlr C.lt,rronxu, Loclrron

3400 Patterson Rd. (P.O. Box 890), Riverbank, Ca.95367 (800) 826-8709. Fax 20e-86e-4663 thunderboltwood@ yahoo.com

SncnaMeNro. Cl.. Slt,rs Orrrcr

Bob Palacioz, Sales/ Marketing Manager (9 | 6) 402-3248. bobpalacioz@ sbcglobal. net

Industrial Adhesives

Particleboard MDF

Overlaid Composites

Hardboard-Siding-Trim

KD Lumber

Pine Boards

Cedar Fencing

Lattice Panels

Fiber Cement Siding

FRP Board

Plywood

Specialties:

Long Length Plywood ond OSB

Thick Ponels - Atternolive ltems

Rodioto

Nellie Jones has been promoted to director of strategic planning for Pacific Steel & Supply, San Leandro, Ca.

Dave Manke has transferred divisions from Manke Lumber to Superior Wood Treating, Sumner, Wa., in buying and sales.

Milissa Danceur, ex-Lowe's, has joined Capital Lumber, Phoenix, Az., as director of human resources. Antonio Aragon is a new marketing specialist in Albuquerque, N.M.

Greg Sitton has joined Windsor Mill, Windsor, Ca., as director of sales operations.

Jim Branham, ex-Palco, has been appointed director of California's new Siena Nevada Conservancy.

Gina Mikelson has joined the sales group of US Timber Co., Eagle, Id.

Mike Manning is the new plant mgr. at Brooks Manufacturing's crossarm facility in Bellingham, Wa.

Hande Ozer-Buyuksahin has joined Softwood Export Council, Portland, Or., as international programs mgr.

Sona Ploozian and Marco Aguirre are new Southern California account mgrs. for Elegance Exotic Hardwood Flooring, Rancho Cucamonga, Ca. Jay Santos is new to the in-house customer service department.

Renee Rice was promoted to customer sales rep at Hambro Forest Products' flakeboard facility in Arcata. Ca.

Sergio Jiminez, ex-Humboldt Flakeboard, is now an account mgr. for SierraPine, Roseville, Ca. SierraPine president Bill Black will join the company's board of directors after his retirement next year.

Jon Murphy, Cheyenne, Wy. has joined Epoch Composite Products, Inc. as district mgr.. overseeing

Epoch's Mountain, Southwest, West and Northwest tenitory mgrs. Jerry Pulliam, ex-Fypon Products, is new as Southwest region territory mgr., managing sales in Arizona and New Mexico. Mick Whelan has been promoted to corporate director of marketing for parent company Tnvro Roofing Products, overseeing all divisions, including Epoch.

Kris Kampp, ex-PC Wholesale, is new to the Northern California sales group of Ochoco West, Boise, Id.

Walt Kellogg, ex-Kellogg Lumber, has been named to the board of directors of Colorado Forest Industries, Denver, Co.

Cavin Bachert is now sales mgr. of South Beach Trading, Coquitlam, B.C. Jesse Wilson, Brad Wolgemuth, Ken Thomas, and Bob Wilson are new as traders.

Redwood Timbers, all species

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r Douglas Ff r DeliveryAvailable ;r Fingerjoint Rail Service

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LUMBER SATES, TNC. I

Fontana, CAOffice and Mill 13041 Union Avenue, Fontana, CA 92337

SaI Segura I Carol O'Connor (951) 68l-4707. Fax (951) 681-3566

E-mail: sales@anfinson.com

Redlands, CA Office: Nehon Sembach (909) Bl5-7789

San Diego, C,AOffice: Bob Baxter (619) 460-5017

Jeff Koch is store mgr. of the new Lowe's Home Improvement Center in Pocatello, Id.

Al Fortune, ex-Twin Rivers Cedar Products/The Waldun Group, has joined Mid-Valley Lumber Specialties Ltd., Langley, B.C., as 507o co-owner.

Tim Myers has been promoted to sales mgr. for Tenon Ltd.'s North American operation, Fletcher Wood Solutions.

Paul Kruger is the new v.p. of sales for Leight Sales Co. Inc., Carson, Ca.

Arthur J. Ramey has been named president and chief operating officer for Royal Mouldings Ltd.

Mark Riemer has been named general mgr. of Glen Oak Lumber & Milling subsidiary Space-Metrics USA. Corey Streich is now maintenance mgr. and Ron Giese production mgr.

Ann Harris, ex-Shaw Group, has joined Louisiana-Pacific Corp. as v.p.-human resources.

Eric Gramberg has joined the National Association of Home Builders' new site. HomeBuilder. com, Westlake Village, Ca., as v.p. of sales.

Stephen E. Macadam, ex-Consolidated Container Co. LLC and a Bluelinx director. has been named c.e.o. of Bluelinx Holdings Inc. He succeeds Chuck McElrea. who has retired but will continue as a board member and advisor.

Karen Lessing has joined Do it Best Corp., Fort Wayne, In., as communications mgr.

Carol Lewis was named executive v.p. of the Forest Products Society, to replace Arthur Brauner, who retires Jan. 1.

Paul Sikes Jr. is the new director of inventory control for Ace Hardware Corp., Oak Brook, Il.

Sam Moran, ex-Millenium Lumber, has joined North American Hardwoods, Langley, B.C., as a lumber trader.

Rick Kampf, ex-Riverside Forest Products, is the new sales mgr. at Canyon Lumber, Kelowna, B.C.

Mark A. Parrish was named president and c.e.o. of Deceuninck North America, succeeding Darwin G. Parrish. who remains as vice chairman.

Teresa Byrd has been promoted to senior v.p. and general mgr. of Sears' Great Indoors division.

Jens Nilausen has joined Western Forest Products, Duncan, 8.C., as general mgr. of lumber sales, replacing Clem Trombley, who has retired after 3l years. Mike DeMarni is new to cedar sales.

Maggie Hardy Magerko, president and owner, 84 Lumber, will receive City of Hope's Spirit of Life Award during January's International Builders Show in Orlando, Fl.

Hawley Hawks is now mgr. of the nursery dept. at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus, owners.

Send us your news!

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

Just Fax your news to 949-852-0231 or email 1o kdebats @ building-products.com. (a free sevice)

At Britt Lumber, we specialize in redwood fence posts, boards, rails, decking and balustersmade directly from the logs in our modern sawmill. We're large enough to meet your customers' needs, yet small enough to care and provide the personal seruice you need.

Weyerhaeuser Tri mmi ng Operations

As part of its ongoing strategic review of operations, Weyerhaeuser will close two mills in Washington's Grays Harbor County because of poor markets, aging machinery, high operating costs, and the facilities' comparatively small size.

The company's 8l-year-old largelog lumber mill in Aberdeen, which produces 125 million bd. ft. per year of softwood lumber, will close by mid-December. A small-log mill in the same town, which produces 185 million bd. ft. a year, will continue to operate.

The second closure will be in the second half of 2O06 at its 50-year-old Cosmopolis mill, which produces specialty pulp.

"The closure of these mills is a difficult decision, but the reality of difficult markets is compounded by age, high cost, and the small scale of the mills," said Steven Rogel, chairman, president and c.e.o. "We reached the point where we have no alternative."

The day the shutdowns were announced, the company also reported that third quarter earnings had fallen 52Vo. Weyco also announced it

would buy back up to l8 million shares-J.47o of its outstandins common stock.

Ochoco Acquires Deschutes

Ochoco Lumber Co., Prineville, Or., has acquired western softwood wholesaler Deschutes Pine Sales Inc.. Bend. Or.

Effective October l, Deschutes became a division of Ochoco. It will retain its name, office, distribution yard and personnel, including former owners Frank Cammack, Mike Carter and Loren lrving.

Future expansion is anticipated.

Dealers Unite At New Store

Two owners of Ace Hardware stores in neighboring Northern California towns have teamed up to open an Ace Superstore 20 miles to the south.

Jack Reike. owner of Shafer's Ace Hardware in Eureka, and Jerry King, owner of Hensel's Ace and Sunny Brae Ace in Arcata. co-own the new location in Fortuna. Unveiled Sept. 6, Fortuna Ace Hardware features

17,000 sq. ft. of indoor space and 5,000 sq. ft. of outdoor garden space.

The store stocks rental equipment as well as a particularly wide assortment of merchandise, including a large section of sharply discounted items obtained when the new owners purchased the former Fortuna Ace Hardware.

Store manager Jeff Fournier oversees 44 employees.

Bluelinx Adds Specialties

BlueLinx Corp. has signed an agreement with Louisiana-Pacific Corp. to expand its purchasing relationship beyond purchases of structural products to include specialty products, beginning with LP WeatherBest composite decking and railing and LP's Crystal White railing system.

In mid-October, Bluelinx began offering the composite products nationally as part of its outdoor living line.

WeatherBest had previously been distributed by a vast network of regional distributors. Some of these independent wholesalers will now no longer be carrying the product, accordins to LP's Steve Weinstein.

.

o

o

For your Western Red Cedar fence boards and dimension lumber needs, Adams Lumber will take care of you.

Frand

Atlas Lumber Adds New Division

Atlas LLrnber Co.. Chino. Ca.. has larrnched a nov clivision to cx;rand its ploclr-tct lirtes as ucll as its ct-tsttlnrcr basc. Thc clistribtLtor hus conrcrtctl -1.5(X) sc1. 1't. ol'its cristitt" .lt).0(X)-scl. 1't. burltling into u Will C'all ('cntcr. ttffcrillg rttillu ork. ylLncls. boitt'cls ltrttl r ltlttc ltclclctl ptotltrcts. Nct pnrrluet lincs inelurlc pritrcrl \l[)[i rrrotrltlinss" SJS hlrrtl rr oocls. lrnrl plr * oorls. .lcrcnrr C'llutttrct'lrtirt I)tattrtgcs tllc nc\\ ecntcr'.

'.Wc e rcutcrl thi: rlir isiort to bcttct- scrvc wootlwotkcts lrntl cr-lrltsllcoplc u htt tl lticullr lutvc trtorc stt'ittgctlI Ittatct t ll r-cc1u ircrncnt\ thiur lurr.cr nutnttllctr.lrcrs." slritl Stclthcrt Orrtlich. r .p. ol srtlcs & ttutt kctitrg. "ll lt sortrcoltc tlcctls (tr cornc in irntl sclce t tltcil orr tt tttltplc ltoltrtls lirr lrrt irltlivitltrlrl yrnr.jccl. \\ c r)o\\ lurr c sonrcrr ltcrc to sctttl tltcttt.'[]or tlrc llrild-gcnclulitttt lutttilr bttsiltcss. thc cxllatlsttttl \\ ils l e lrsc irl "chltngc or tlic." ltccot'clittg Io c.c.(). Ii.lrrltll [)()r'tcf. "Wc hlrr c scctt tltc l]icccst chattgc itt ottt cttstolttctbusc in thc last thrcL' \crr\. rr ith thc tlctttisc ol' tlltlst ol thc lalgc f actorr lurnitut'c rnunul'ltctttrittg. This bLrsincss has golrc o\ cf\L'ls. and u c arc lclj $ itlltlttt this oncc-irn1)()l tltllt lrlrre trl \ \)lLllllC ! ll\lr )nlL t'\.

At thc sanre tinrc. Portcr saicl he "noticecl a charlgc itl the inclcasing sophisticatiort level of our custolttcrs. Thel have hacl to bc lean aticl st.ttart to sttn'ivc tlterttselvcs. ancl this attitLl(lc 1'lo* s riglit into thcir rioocl pr<tduct purchasins:.

I-or nrost o1'oirf e ustorlcrs rt is rrlret'e thc\ spettd tltc t'ntlst lnonc\. so tltcr \\ iurt (lulllit\ ittttl trtl-l rtotclt scrvicc ancl thc-1 \\'unt it lrt ir lciln priec. Oltcn thc\ \\lttlt to 1-rttsh thc tlllttlttllrctur-irtg bLtrtlcn luttl ltssoeiutcrl costs Lll) to tls. hrirruirlg irr rr ootl prorlLte ts lhrnr us irtstcutl rtl cltt-t-t'itt{ thcit' orvrt rttlttttl l lrctulin g or crhclttl."

i\tlls rculizcrl it hlrtl 1o bcttcr clpitirlizc ort its cxtcttsirc or cr-ltcutl strUctU|c. '.\\'c rtccrl trr Iirttl \\'lt-\ s Io lcVcragc rlll our lullcl srzc lrrttl rnolc cttcnsir c capabilitics altcl kccl-r ottr rnulsins rrp ttr tlrc point thltt \\c sct l)ai(l tttorc litt'thc trtltli tionul irrrcslllrcr)t rLnrl. ltoltclLrllt.Iltltrc uc briltc to thc glnrc. I)or-tcr suitl.

In luct. ,.\tlus ltts lrccn clttttrittg grlcltrltlly ttvct'thc last l0 rcurs. ''\\'c rlo ltl()r'c to thc riootl ltcfitrc it lcavcs tlttt' l)llnt. li)r'onc thin!.." I)rtrtct'suiil. '-Wc also at'c ltat'tttct'ctl r.nLrch lnolc closclr u itlr otu'cr.lstolttcrs. Wc clort't bttl 'otl thc'shelf'lr-rnrbcr'nr-afl\ as nrttch as irt thc past. Ottr salcs pcople clo nrr-reh lc-ss of thc 'roLrtc' selling o1'the past ancl alc r.ttr-rcl-t nrore fi)cusccl irttrt f-err er [rut lalger accoullts."

What does it take to make the best lumber in the business?

Certainly we believe it takes the best Timber and the latest Gchnology. But our biggest asset is our Talent - the exceptional people who make Riley Creek the largest lumber company in ldaho.

At Riley Creek, our facilities are a campus where we learn every day. Our people hold the highest quality ratings in the business. They take real pride in each finely crafted piece of lumber that we ship to you.

In other words, excellence has a face. lt's the people who show up every day at Riley Creek, determined to send you exactly the product you need, every time.

Rosbors Acquires Weyerhaeuser's Glulam Mill

Rosboro. Springtir-lcl. Or.. has pur- and rvill l'urtlicr cttlrartcc ttur sltLluttt chasccl Wcr c-rlltc'usc'r's Slttlltrl rnltntt- plotir.rct lirtc." luctr.rrin!.1 f ircilitr in VaLrchn. Or. IIc cxpccts thc actlLrisition to hcllt

"We arc cxcitccl uboLrt this uccluisi- Rosboro glorr its rnarkct :hrtc [rr tion." suirl .linr Enlighl. scncrurl sulcs inclcusing thc lincs ol'tlistlibutiolr lirr nranagcr for Rosbolo. "Thc purchusc its f anrillt ol glLr llrrrt pr-oclucts. lhc of thc \"auslrn plunt is in linc t ith plant rvus to inrnrctliatclr l.e ,:in pr',,Rosbolo's stlutcgie glon th ol-r.jcctivc rlucing Ilosborr's stock glulanrs.

'l'lrc .ltlc. t lti.lt

lLrltl: irppt or i tttlLtclr Roslrirto s Iitlll\\.

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t \\trtlllrittt:r't ' tr tirr' \ tr t,,il

,, lli.1, 1r,r\iii(,]r\ ., ill lii iilt(, I(,,.Ir"i, l't{'(1il\ t1,'11 l)1.111 l,'t lll\'||\'\\ .ilr'. ItciltlrLl \\'rr,r . \\'1. bltse tl \\'c_r e r' lurcLrset uetlLtilctl thc plurtt lts l)lllt ()l il. lool lrLrrorrl ol Willtr nrcttc IrttiLr:tncs. l hc llreilitr rius ltttt ttyr litt' slLIc this \unrnrcr'. bccur.rsc it (li(ln't lit irr rr itlr thc eonrpun\' \ c()r-c tceltttolttgics urtrl busincss. Llrrlikc tltc ctrci ncclcrl u oocl ploclttcts tttartitlltctttrctl itt Wcr crhacuscr"s othcl l'acilitics. thc lunrirratcd bcanrs plorlucccl at Vaughn \\ ilr n( )l li,t' t e'itlt'ttturI er tttstt'u. l i,'tt. Rosboro's (r0 acle cornplcx irr Springficld produces studs. pllriood ancl sir dittcrcnt glularn products.

Gel youl own!

Just 5l B for l2 monlhly issues Coll {?ae} 85?"1990 f1 Ke ytii Buildlrt

NEWLY acquired Oregon plant wil now produce stock glulams for Rosboro.

5rLr.1' (( ircen .rn.l l)rr ) :rr.rllTirril.r'r.

RFT'I I.,i.r

Rr' ,.,l, rrt l-\ L Iitr,tt,litit li,rnrl',,.r',1

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lntlrr:tr ilrl I'rr ti, l,'l.,,,rnl

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El & El Adds Northern California DC

El & El Wood Products has opened a new 90,000-sq. ft. distribution center in Elk Grove, Ca., exclusively to serve millwork retailers, lumberyards and door shops.

El & El is the exclusive distributor of Arauco Ultralite MDF in California and inventories for immediate delivery a vast range of mouldings including pine, fir, redwood, hardwoods and ValuFlex flexible mouldings. Other lines include White River mouldings, Chemcrest architectural products, HB&G columns, closet material, interior doors, and pocket frame doors.

While its DC in Chino, Ca., concentrates on Southern California and Las Vegas, Nv., markets, the new location will serve most of Northern California-Fresno to north of Sacramento. Reno to San Francisco, and San Jose.

Residents Fight Proposed Mill

A proposed lumber milling operation in Colton, Ca., is facing opposition from residents worried about increased traffic, noise, dust and other problems.

Pico Rivera Pallet Co. has asked for permission to operate the milling operation on 10.5 acres of vacant land next to its existing business. City officials support the project because it is near other industrial businesses. "The mill is 1,200 ft. from the nearest resident," said planning mgr. Andres Soto. "Noise shouldn't even be an issue."

In February, the company received $500,000 from San Bernardino County's business expansion loan program. If the mill is approved, the money would be used to buy equipment to process timber from local mountains that is infected with bark beetles. If the project is denied, said owner David Avina, it will be used for other purposes.

"What we have now is a slow process," said Avina. "To cut logs, you need something that's more efficient and produces the lumber faster."

Oso Lumber Hit With Robbery

Authorities have issued an arrest warrant for the suspects in a Sept. 26 robbery at Oso Lumber & Hardware, Tacoma, Wa.

The warrant is for Quinn T. Hinkle, 34, and two other people, who allegedly broke into the yard and stole three semi-trucks loaded with lumber. One of the trucks was abandoned when its load fell off. The other two trucks and most of the lumber have also been recovered.

A $1,000 reward is offered to anyone with information that leads to the arrest of and charges against Hinkle.

Performance you can measure.

LP's Gang-Lam laminated veneer lumber is a vast improvement over solid wood beams. Problems that naturally occur as solid sawn lumber dries - twisting, splitting, checking, crowning and warping - are greatly reduced. And pound for pound, Gang-Lam LVL has more loadcarrying capacity than solid sawn lumber. The result: a building material that is more reliable, more useable and higher-performing than traditional lumber. Plus, unlike anything available with traditional lumber, Gang-Lam LVL is backed by LP's limited lifetime warranty. For more information on LP Gang-Lam LVL, including component design review services for your designs using LP Engineered Wood Products, contact 1.800.999.9105 or visit the LP web site at www.lpcorp.com.

FULL-LINE millwork distributor opened a leased facilitv in Northern California in mid-Seotember.

We provide all lumber and p . decki . sidi

ur pressure-treated needs, including: a S shakes . shingles . laminated beams

DURAWOOD

Pre ssure.l?ealed Douglas.

Fir Decking

Online Trade Show A Success

What if attending a trade show was as easy as logging onto a special Web site? Would customers and vendors be interested? How would sales compare to those at a traditional trade show?

These questions were asked by Emery-Waterhouse, a hardlines distributor based in Portland, Me., before it hosted the hardlines industry's first online trade show. lnitially planned as a supplement to its fall promotion, the online show was a success: it cost 2OVa less to produce and sales were up 32Vo over last year's fall promotion.

"We realize our vendors and customers attend an enormous number of shows each year," said Don Dickson, senior v.p. of Emery. "We wanted to introduce a new, more efficient way of buying and selling products."

The online show let customers view the entire show

ONLINE trade show "attendees" could visit any of 22 exhibitors without leaving their office.

- lnage by Emery-Waterhouse

floor or individual booths. During the show, customers, vendors and Emery reps could communicate via online chat. e-mail or e-cards. Unlike traditional trade shows, participants and vendors could view real-time information, allowing them to track purchases and sales throughout the show.

Because of the success of the online show, Emery plans to have a full online show next year. Additional features will include online training, product demonstrations, and the introduction of new products.

the world market leader in

and

tems for processing solid wood. In particular, Schroder praised the company's vision in deciding on the internationalization of its producls at a very early stage. Weinig's innovations over the vears have included the Unimat range, the hydro-tool and new processes for window manufacture.

GERMAN CHANCELLOR Gerhard Schroder spoke Sept. 29 in Tauberbischofsheim at the 'l00th anniversary celebration of Weinig AG,

machines

sys-

Decay... Reduce Ghemicats.,. Extend Post Life!

"California Grown" Growing

If you are starting to think that "California Grown" is just about everywhere, it isn't your imagination. With the licensing program alone growing by nearly l5% since the beginning of the year. the campaign is reaching more consumers than ever before.

In addition to its existing signatory

members. other growers are joining the cause and promoting the state's forests. farms. ranches and fisheries. The logo now appears on everything from lumber to lemons, even caviar.

The forest products industry, in particular, has been supportive of the campaign with two major manufacturers incorporating the logo into their product marketing. Earlier this year,

Sudoku

to coincide with the kick-off of spring building season, Scotia, Ca.-based Pelco incorporated the "California Grown" icon on its lumber wrap that protects the company's high-quality redwood products as they are transported by approximately 1,500 trucks throughout the U.S.

Late this fall, consumers will also begin to see the program's logo appear on Sierra-Pacific Industries' lumber wrap. The family-owned company, based in Anderson, Ca., will also place "California Grown" stickers on all Sierra-Pacific Windows, which are commonly seen at building sites in I I western states.

Foster Lumber Yards, Vallejo, Ca., and Soper-Wheeler Co., Strawberry Valley, Ca., are also among the program's 88 licensees.The campaign is funded through contributions by public and private organizations, including the California Forest Products Commission.

Instructions: Fill in the grid so that every row, every column, and every 33box contains the numbers lthrough 9once. Therefore, each number in the solution will be unique in each of three "directions."

The solution is on page 55.

"For the foreseeable future. most of our trade eggs will staY firmly in the U.S. basket."

- Carl Grenier, general mgr., Canada's Free Trade Lumber Council

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CHETNONlIE'

Preventing the next firestorm

tTHE threat everyone feared became |- realitv when hurricanes Katrina and Rita slammed into the Gulf Coast leaving a huge path of death and destruction. These hurricanes killed over 1,000 people, destroyed 216,000 homes, displaced millions, and flattened whole forests. Tidal surges threw barges and cars around like toys, causing damages that exceed $250 billion.

We can't prevent catastrophic hurricanes, but we can reduce the damage by being better prepared.

However, we can prevent catastrophic wildfires like the one that caused widespread devastation to Southern California in 2003.

As we approach the second anniversary of the 2003 firestorm, people are well aware of the danger, but we still are unprepared for the next one. Awareness is not preparedness.

We knew about the serious fire hazard in Southern California long before the fires of 2003 turned three quarters of a million acres to ash and charcoal, killed 24 people, destroyed over 3,700 homes, damaged roads, and clogged streams with mud.

In 1994, the Watershed Fire Council of Southern California and the University of California Cooperative Extension produced a report on how to restore health and resistance to catastrophic fires to dangerously overcrowded forests in the San Bernardino Mountains. The Forest Service and community leaders didn't implement the recommendations. As a result, bark beetles killed the overly crowded trees and created more fuel, allowing the wildfires to destroy even more of the forest.

In 1995, the Watershed Fire Council and the University of California conducted a similar study of brushlands that documented the severe fire hazard in San Diego County and ways to reduce the risk. Like the San

Bernardino Mountains report, agencies responsible for taking action ignored the threat.

There is no doubt that the 1994 and 1995 reports, if implemented, would have dramatically reduced the severity of the bark beetle infestation in the San Bernardino Mountains and saved lives and homes from the horrific fires of 2003.

Since the fires, we have spent tens of millions of dollars in Southern California making up for our past failure to thin overgrown forests and breakup vast areas of heavy brush. State, county and local governments used their money to remove beetlekilled trees within communities. The Forest Service concentrated on cutting dead trees in narrow strips along roads. They built a few fuel breaks, mainly around Lake Arrowhead.

Although helpful, the area cleared of dead trees-and the few places thinned-are too small to reduce the chance of another fire. Likewise, narrow fuel breaks are too unreliable to provide adequate protection, so most communities are still in jeopardy.

The best way to prevent the next firestorm is to deal with the cause, and that is fuel. Ask yourself, why did bark beetles and wildfires destroy much of the San Bernardino National Forest? Why are we spending so much money for fuel breaks, defensible space around homes, and clearing evacuation routes? The answer is that there are too many, crowded trees and too much old brush. and most of it is on national forest land. Until the Forest Service restores the national forests in Southern California and the Sierra Nevada to a more natural healthy condition, future insect infestations and firestorms are inevitable.

The Forest Service is limited in its ability to act soon. They say they are leaving all the beetle-killed trees in the "general forest" as wildlife habitat,

By Thomas M. and Chadwick D. Bonnicksen, Ph.D. Oliver, Ph.D.

even though a few trees Per acre would be sufficient. These dead trees will pile up as they fall and make the fire hazard more severe-and will certainly not provide the habitat if they burn up.

The Forest Service saYs it wants to do more, but the money is gone. Their budget of $30 million for next year's thinning projects on the San Bernardino National Forest has been cut to $5 million to help pay for hurricane relief on the Gulf Coast.

There are only two oPtions: let forests grow thicker and burn, or thin the forests. Thinning the forest could be done cheaply, quickly and with a double environmental benefit by utilizing the thinned trees for wood products and biomass fuel. Half of the environmental gain would be a restored, healthy forest. The other would be for building and fuel so we use less fossil fuels.

The shortage of Public funding should not block thinning of the forest. Private enterprise can do the thinning and sell the wood. If selling the wood will not pay all costs of thinning, public funds could be stretched.

If we don't make the right choice now to prevent the next firestorm, we will pay far more later to deal with the disaster and its aftermath. Hurricanes Katrina and Rita make it clear. The cost of preparation and prevention is far less than the cost of recovery.

- Dr. Bonnicksen is an historian of North American forests and the oriSinator of "restoration forestry." He is professor emeritus of forest science at Texas A&M IJniversity, visiting professor at U.C.' Davis, visiting scholar at The Forest Foundation, and author o/ America's Ancient F orests ( J ohn Wiley, 2000 ).

- Dr. Oliver is Pinchot professor of .forestry & environmental studies at Yale (lniversity, director of Yale's Global Institute of Sustainable Foresty, and coauthor with Bruce C. Larsen o/ Forest Stand Dynamics (John Wiley, 1996).

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The 5 killer mistakes of ttelephant huntingto

QO, you've worked your butt off L)trying to get that huge customer, the one who can take you and your company to the next level. Then, one day it happens-you've "bagged the Elephant."

Now you want to keep the new huge customer happy. so you commit almost all of your time and resources to the task. Over the next couple of years, your business accelerates and you're on cloud nine.

And then the phone rings.

"We've decided to switch suppliers," your client says. "We're changing our company strategy, and we don't require your services anymore.

r

By Steve KaPlan

But thanks for the past three years. Good luck!"

You feel hollow, and the words echo inside of you. You see everything you've built coming apart, and that 200-foot yacht you were dreaming of buying is sailing away. Since you had all of your eggs in that one Elephant's basket, it's now walking away with everything you've worked so hard to accomplish. You've been blindsided, and you wonder where it could have gone wrong.

There are a number of factors that could lead to an Elephant sprouting wings and flying away, but the best way to prevent losing one in the first

place is by avoiding the "Five Killer Mistakes" of Elephant management:

l. Mismanaging client expectations

Be sure not to promise the farm if you can barely deliver some corn. Think before you speak throughout the entire sales process, and be sure that if you insinuate a particular standard of performance, or worse, make any verbal guarantees, your organization has the ability to back up your words with actions.

2. Fumbling a client crisis

Remember Murphy's Law? Well, it's true-whatever can go wrong, will. So do yourself a favor and be prepared when the inevitable occurs. Do whatever it takes to fix a problem, take full responsibility without assigning blame, take charge and act swiftly and effectively, stay calm, communicate and be sure to always keep your eye on the ball. Elephants know problems will spring up-they're interested in how you handle it.

3. Operational explosion

So your Elephant is about to sign on the dotted line, and just now you realize that your organization might not be able to handle the amount of attention they need without detracting form your other clients' service. Well, create a mock Elephant plan to ensure that all facets ofyour operation are on the same page.

Have a meeting with all parties involved-from production to accounting, review all of your operations and draft a flow chart for the new customer's service, anticipate all problems that might occur, be sure to communicate with your Elephant at all times, and, finally, be sure to include all operational costs in your quote so that you don't end up paying for them out of profits.

4. tralttng into the Elephant trap

Putting all of your eggs in one Elephant's basket is risky, at best. Always limit your dependency on a single customer, no matter how bottomless their pockets may seem when you approach them for new business.

If you are already dependent on one client, be sure to keep your ear to the ground and continue to gather information about your Elephant, so you can be prepared if they start changing directions on you. Use the information you obtain to understand your Elephant's future plans. What

are senior managers thinking about your industry as they look to the next year and beyond? What are their new objectives? What are the new buzzwords they're using? Start steering your own company in those same directions so you can ride the same wave together.

Other good strategies to follow include seeking multi-year commitments from your Elephants and spreading your contracts capturing them from as many different departments as possible.

5. Losing sight of the numbers

Be sure that you're getting paid on time, because if you don't press the issue, your Elephant will be making money offofyour money. Keep your house in order, invoice correctly, and always be sure that the cash coming in from clients exceeds the amount being paid on overhead.

If you and your organization can avoid these killer mistakes, the relationship with your Elephant can continue to be a healthy, happy and productive one, while still allowing you the ability to hunt other Elephants to continue your growth.

- Steve Kaplan is author of Bag the Elephant! How to Win & Keep BIG Customers (Bard Press, Sept.2005) and fttunder of The Difference Maker, Inc., www.d iffe re nc e make r tom.

Ainsworth Petitions Potlatch

Ainsworth Lumber Co. has filed for reimbursement of repair costs-in excess of the $60 million indemnity provided in the purchase costs-for the three OSB mills it bought from Potlatch last year.

According to Ainsworth, equipment and buildings at the three Minnesota mills were not in the condition and state of repair warranted by Potlatch. Not so, said Potlatch, which will vigorously contest the claim.

Potlatch also disputes Ainsworth's claims that it didn't have enough time to inspect the plants because Potlatch was pushing for a quick sale. "It was Ainsworth that demanded the quick close," said Potlatch spokesperson Mike Sullivan. "We were not anxious to sell; we were very happy with the mills. They were generating a good deal ofprofit."

Value-Added Products Sell Big From B.C.

A preliminary sales survey from BC Wood Specialties Group's Global Buyers Mission revealed an estimated $12 in sales was generated after 500 international buyers and British Columbian sellers converged in Whistler, B.C., Sept. l5-17 for the value-added event (see photos, Oct., p. s6-s7).

"So far, we have tripled last year's sales. and we are still expecting more sales to be generated by our members," said Bill Dowling, c.e.o. of sponsoring association BC Wood. "The results underscore British Columbia's ability to manufacture

Quolity Weslern

world class value-added wood products as well as commodity lumber."

Products sold at the 2005 Global Buyers Mission included log homes, prefabricated homes, engineered wood products, treated lumber, windows, doors, mouldings, flooring and other wood building products.

The nearly 500 participants included 170 prequalified buyers and 300 value-added wood producers. Buyers came from China, Japan, Korea, Taiwan, Belgium, Germany, Italy, U.K., Netherlands, France, Spain, Austria, Switzerland, Mexico, New Zealand and the U.S.

Kiln Fire At Redwood Empire

An early morning fire Oct. 20 caused more than $100,000 damage at Redwood Empire Lumber, Cloverdale, Ca.

When firefighters arrived, they found a 12,000-sq. ft. storage kiln burning. Despite an automatic fire sprinkler system, the fire burned the roofline and interior wall spaces. Firefighting efforts were hampered by the heavy timber construction of the 1950s vintage building, which forced them to cut through 6-ft.-thick wooden walls.

Officials believe the fire was accidental, since the building area was under construction and welding had occurred where the fire started.

Forest Service Ups Harvest

The U.S. Forest Service unveiled its five-year vegetation management plan for the Stanislaus National Forest in California, which will allow 25 million bd. ft. to be cut by 2007, but no one is celebrating yet.

"That's not quite the numbers we were looking for, but it's definitely a step in the right direction," said Steve Sias, power plant operator at Sierra Pacific Industries' sawmill in Standard, Ca., and a member of the local lumber and sawmill workers' union.

Temporary layoffs earlier this year at SPI's two Tuolumne County mills-Standard and Chinese Campwere blamed on the limited amount of timber being cut in the Stanislaus. The Standard mill has since restaffed and is processing burned timber salvaged from the Eldorado National Forest. Workers at the Chinese Camp mill have been laid off for the past three winters.

For the past seven years, an average of 10 million bd. ft. has been cut. This past fiscal year, which ended Sept. 30, 14 million bd. ft. were harvested from 6,700 acres. For the current fiscal year,2l million bd. ft. are expected to be cut on some 7,000 acres.

The 27 million bd. ft. slated for 2007 will be cut on another 7.000 acres, followed by 30 million on 13.700 acres in 2008.35 million bd. ft. on 9,000 acres in 2009,38 million bd. ft. on 15,000 acres in 2010, and another 38 million on I1,500 acres in 201l.

"We're very excited about the opportunity to accelerate the pace," said Tom Quinn, supervisor at Stanislaus. "This is going to benefit the local economy."

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Fisher Lumber Back In Business

Fisher Hardware & Lumber, Santa Monica, Ca., has reopened November 7 in even tighter quarters-seven months after previous parent company, Weyerhaeuser, closed the 82-year-old business to get out ofretail sales.

Instead of an I1,000-sq. ft. hardware store and 88,000sq. ft. lumberyard on three acres, president Erik Jorgensborg now has a half-acre site with roughly 5,000 sq. ft. of retail and a 4,000-sq. ft. yard specializing in moulding, finished lumber and decking materials. Eight former employees have also returned.

"We're going to have to find a niche in what we can serve our customers best," Jorgensborg said. "We still have our windows and doors department."

The Powered Truck Tarping System has been developed for the shipping and receiving industries,

Designed to ease the handling of truck tarps, this proven system is operator friendly, labor efticient and safe.

"lllang sgstems can be instalted in e8isting buildinqs" 25

News Briefs

(Continued from page 22)

2.108 million single family starts rose 2.6Vo to a 1.709 million pace, while multi-family was up 7.8Vo ... regionally, starts were flat in the West ... permits climbed 2.4Vo

TimberWest Forest Corp., Vancouver, B.C., has placed its Elk Falls sawmill on Vancouver Island up for sale to concentrate on its timberlands ...

iFloor.com, Bellevue, Wa., opened its first four warehouse stores in mid-October-in Seattle and Tukwila, Wa.; Hayward, Ca., and Newark, De.-and expects to open another 36 locations in the next l8 months ...

Building Materials Holding Corp. subsidiary BMC Construction, Inc., San Francisco, Ca., has completed the acquisition of HnR Framing Systems, 1nc., Poway, Ca.. and the assets of Home Building Components, and signed

letters of intent to discuss the potential acquisitions of MWB Building Contractors, Inc., Rocklin. Ca.. and Benedetti Construction Management, Inc. ...

Liberty Diversified Industries subsidiary LDI Composites Co., has purchased the GeoDeck composite decking and railing system line of products from Kadant Composites LLC ...

Do it Best Corp. is partnering with BlueTarp Financial Inc. to provide credit and financial services to the buying groups 4,100+ dealer members

Progressive Solutions, for the 2nd vear in a row. was named one of C-anada's top 100 employers and one of B.C.'s top 20 employers by Mediacorp Canada

Weyerhaeuser Co., Federal Way, Wa., completed implementation of Progressive Solutions' Lumber Track sales and inventory management software throughout its wood products division

Chinook Lumber, Snoho-mish, Wa,, purchased a 55-user bisTrack building materials supply management software system ...

S nuco Manufocturing, Inc., Las Vegas, Nv., agreed to be acquired by Plasticon International Inc. ...

Spenard Builders Supply, Kodiak, Ak., was presented a National Industry Leader in Safety Award from the National Lumber & Building Material Dealers Association ...

Amarr Garage Doors is now carrying Jeld-Wen garage doors

Meeks Lumber, Sacramento, Ca., is now carrying WindsorOne products from Windsor Mill, Windsor, Ca. ...

Anniversaries: Rosboro, Springfield, Or., 65th ... Do it Best Corp., Fort Wayne, In., 60th ... Trus ./oisr (now a Weyerhaeuser business), Boise, Id., 40th ... Bear Forest Products. Riverside. Ca.. 20th,

It's hard not to realize the benefits of supplying Canfor MSR. For starters, it's manufactured with the latest technology and carefully kiln-dried for straightness and quality. Then it's stress-free. Because Canfor MSR is made from Western SPF, it's especially easy to work with. Easy to handle. Easy to cut. And overall, easy on your customer's machines. So supply a higher level of lumber" and take some stress out of your

customer's business

Bob & Dorise Johnson, (3) Dave Dahlen, Jackson Finck, Dan Weaver, Dan Damon. (4) Dennis & Susan Richardson. (5) Jim Lewman, Warren Welsh, Jim Nagy. (6) Bill Smith, Dave Damon

(7) Pete & Shirley Hess, Dean Fox. (8) Jim & Fran Ramsey. (9) Len & Pat Viale. (10) Johnnie & Marion Edgar (11) Rollrr Fnctor-Rnrnpq & Manny Borges. (12) Bob Skover, Frank Lelouarn. George Brown (13) Cliff & Connie Smoot. (14) Bud Chenoweth, Fred Holmes. Mel Miller. (15) Sue & Bill Scott. (16) Gina Giacone, Jason Dunham. (17) Eric Zeidrich, John Colombo. (18) Dorce & Carl Force (19) Gary

3RD ANNUAL OLD TIME LUMBERMAN'S BBQ was held Oct. I in Chenoweth Woods in Sebastopol, Ca (1) Andy & Marion Ersek (2)

n

Gamble, Gerri & R ch Giacone. (20) Ronda, Cameron & Gary Eisenhauer. (21) Ju e & Joe Bowman.

Not lust a trend

Builders, suppliers go green for the long haul

By Michelle Madison

green building certification. McCutcheon said he recruits and prefers to hire people "who have knowledge and sympathy for green building, whether it's sales, production or design."

McCutcheon himself frequently lectures about green building as part of the company's outreach and education programs. Notably, he spoke for World Environment Day in San Francisco in June.

for special ordering," he said.

Where does he see green building going? "The sky's the limit," he said. "It just makes sense, whether it's from an economic perspective or a health perspective."

Those two forces will drive demand up even further, he predicted.

Other suppliers may be newer to green, but they're learning it quickly. Fairfax Lumber & Hardware. Fairfax. Ca., started stocking Forest Stewardship Council-certified lumber, and paints that contain low or no volatile organic compounds (VOCs).

f, S more consumers demand green la.buitaing projects. builders and suppliers are following their lead.

Named one of the top 10 trends in architecture by The Wall Street Journal and recognized as the fastestgrowing sector in the building industry by Better Homes & Gardens, green building is growing steadily. It's also been named one of the top 10 design trends by the National Association of Homebuilders.

In California, where voluntary statewide green building guidelines are being drafted, suppliers and builders say offering green options is a huge selling point.

"In today's marketplace, it's important to have a point of differentiation," said Michael McCutcheon, president of McCutcheon Construction, Berkeley, Ca. "Those of us who know about green building have a competitive advantage. It gives us a unique selling proposition we can use to distinguish ourselves from the rabble of the marketplace."

In addition to helping staff get

Across the Bay in Mountain View, Calif., Harrell Remodeling, Inc. (HRI) specializes in remodeling green. "We have been getting calls from people who want a builder that can build sreen. because not everybody does it," noted Trace Kannel, an architect at HRI. "Not everybody has the familiarity with green products or installation details. It empowers us to better serve our clients."

Suppliers are the critical support for builders who must meet the demand from consumers, and often educate their builder clients about green building practices and materials.

Monterey, Ca.-based Hayward Lumber, which has yards in seven Central California Coast locations, saw an opportunity in the green building movement several years ago.

"Educating ourselves internally was going to help us help our customers," noted Steve Brauneis, Hayward's director of sustainability. "It's certainly made people turn to us when they have questions."

Brauneis said his company promotes green building by sponsoring educational workshops and through internal marketing, and by maintaining product availability and stock.

"We're trying to minimize the need

Customers and builders had requested green products, and the company anticipates that green building will become the industry standard, according to Fairfax president Augie Yenezia. "It's going to come to pass that construction, both residential and commercial, is going to be built to green standards," Venezia noted.

Bruce Bower Lumber & Supply, Mountain View, recently started stocking green products because contractors often ask for information about green building, said Hela Vollmer, a certified green building professional at the company.

"I've noticed that it's more of the consumers saying, 'I want my house built green,' and the contractors coming to us asking, 'What is green?"' she said. "I think it's just a matter of educating everybody."

Vollmer said she has started to compile packets of "green information" for builders, and that the company has recently begun to stock sustainable and green products in anticipation of growing demand.

"We're working with local vendors that carry green products, and we have special orders," she said, noting that the company plans to expand its green offerings. "Eventually, we're going to turn to greener products. It's a demand that I believe will eventually play a bie role in this market."

THE CHAIN GAME: Suppliers and yards can help encourage and educate their builder clients about green buiding practices and materials. One way is offering building pros one-on-one lraining on new products.

- Photo bv BillEnos

Greenins the iupplltilain

Reaching and

EIOR retailers. it's always a chal-a' lenge to offer any type of new building product or material-green or traditional-to a builder who's been using the same one for years.

As green building becomes mainstream, especially with consumers demanding healthier and longer-lasting homes, many in the supply chain are realizing the competitive benefit of offering green products.

Retailers and suppliers build their reputation on, among other things, the

teaching builders

By John Chilson

integrity of the products they supply. In-depth review and consideration of new (and sometimes unproven) products is essential before offering them to their builder and contractor customers.

Builders have their own set of challenges, including the handling of newer products, a different set of installation tools, and the 800-pound gorilla: Will the product perform years after it's been installed? With some states enacting laws that hold builders responsible for at least l0 years on a home's warranty, the stakes are even higher.

With these challenges in mind. here are some ways building material suppliers can encourage and help builders go green by trying newer products, while improving the bottom line and promoting green building in their communities.

Educate the builder

As consumers become more educated about the benefits of green building, many builders are following suit so they can offer the options clients request.

"Consumers know the hot-button issues, like mold and mildew and indoor air quality," said

Marc Silveira, DuPont Tyvek Specialty representative from Orepac. "Builders need to know these issues, as well as offer answers and solutions."

Retailers now have a golden opportunity to help builders reach out and respond to consumers and their concerns. There are a variety of ways retailers can assist builders interested in using green products.

One way is to do a cost comparison. Truitt & White, a building material dealer in Berkeley, Ca., breaks out specs with both traditional and green materials.

"When a builder comes in with their specs looking for products, we'll take that project list of products and suggest green products that fit the green building criteria as an alternative to the more traditional building materials they've been using," said Mark Pearsall, vice president of sales and marketing for Truitt & White.

Getting feedback from builders is equally important. "If a problem exists with a new product, the supplier needs to know," said Michael Curran, Canyon Construction, Moraga, Ca.

If a product works, they need to know as well, because it might be an installation error and not the product, he said.

"It helps the supplier and all involved in the supply chain to know if other builders are having problems with a new product, or have a solution to a problem," Curran said.

ONE WAY suppliers can connect with builders is to hold product seminars that exolain new techniques and materials.

turer rep ofl tnrd b answer qusstio wd preoentrytions

2. Jdnr yCIul !ry| green building aswiatlon.

orgary!4ons ilrat promote green brd@. From Austin Energy's Green Building Program to Califomia's BuiH It Green, these organizations can help csnpanies with partnership opportunities, infonnation and networking. ($ee page ffi for arlide on private and publicWrtnersh@.)

5.. Pqs-ition yourseff as the green suq plier. Otler your bui{der customers training on newer products and more sales support. Get feedback from your custorrers. Find out wlqt buibers la1d..you1sales reps) are seeing sl jobsites. Bo poactiva

Educate your counter staff

Your counter staff is at the frontlines and can have a huge influence on purchasing. Educate them on why a green product would make more sense than a traditional product, and the benefits of choosing the green product.

"The more sophisticated companies are educating their counter staff about the benefits of green building," said Orepac's Silveira. "Instead of being an order taker, they're proactive about the products they sell. They need to be educated about the advantages of building green, whether it's energy savings or healthier homes."

The proverbial buck shouldn't stop at the counter. The counter staff constantly interacts with builders. And successful retailers employ counter staff that interacts with the purchasing department. If your staff sees more interest in a certain product, your company needs to know.

Rely on wholesalers and manufacturers

Bringing in a new product is not for the faint of heart. Inventory can be a complicated process.

"You have to commit money, training for both your customers and your salespeople, and get a commitment from the manufacturer or wholesaler to a long-term position," said Truitt & White's Pearsall. "You can't get your customers using the product and then discover you can't get it anymore."

Pearsall says one way Truitt & White gauges if a newer, sometimes

green product will sell is to pass the information on to their outside sales reps. They'll present and discuss it with their builders to see if there's a practical use for it and if it works equally well or better than a product they're already canying.

With green building becoming more common, and with many communities adopting their own green building ordinances and guidelines, now is the time to start getting aggressive about offering green products or services. It takes commitment from all in the supply chain, but the results are a more durable offering and a competitive edge.

Johns Manville offers the only full line of formaldehyde-free fiber glass insulation. X1'i;cn ;lsl.r:rl, $1)tri (rl ( ()r:\r*r{'ll rrurrlri ( lli){)c(' li.,r't;r;tirilltrl.lc-ftrl'l' lt:slrlltlitr. *rril ?1}1.i rrc;:lri 1r;n ;r 1*t'rtiirrrri lcr it" \X'irlr inrrr.rlli.tir.'ct ;,:r*riLrr'1: liLr, I irni l ii9 tlrlr'r"s ;i rri]itlit.,tt i'.r lii l:lr:r:. i:t:stttt:tc:lc" ltt'*li.

@2005 Johns Milville

Most cities now havb

Branding green I

By Greg Stine Polaris. Inc.

f\ REEN building and green build\fing products are in high demand in the construction industry, and it looks like this trend is here to stay. With skyrocketing energy costs and health issues, homeowners are becoming increasingly concerned about conserving energy and protecting their health.

Many companies are taking advantage of this by emphasizing their green products and services, and by creating a brand that communicates this com-

mitment to green building. Whether you're a retailer, a supplier, or a building professional. branding your company green is a great way to stay ahead of the competition.

Over the years, I have worked with many clients to build strong brands based on their commitment to green building. Throughout the branding process, there are a few key concepts I have kept in mind while helping these organizations create salient, longstandins brands.

A good example of branding the right way is California's non-profit Build It Green. The group has created a strong, focused brand by carefully considering the following strong, but very simple branding principles.

Branding Principle #I -

Keep it simple & focused

A little goes a long way. Keep it simple and focus on one big idea. This is the only way to separate your message from others. Having the courage to zero in on one concept will help your business come out on top.

Build It Green has stood by its original goal as a green building resource. While expanding its outreach to builders, suppliers and the real estate industry, it has remained true and focused on what it set out to accomplish: promoting green and sustainable building.

Branding Principle #2Public relations build brands

Creating a strong brand isn't achieved through advertising alone. Publicity through articles and events and word-of-mouth exposure creates a buzz and plays a big role in building a successful brand.

Public relations efforts are starting to pay off for BIG. The proof? They have been featured in major, local newspapers, and recently garnered a mention in Time magazine. How? By being diligent in working with the media on positioning the organization as a local building industry resource. Their two recent home tours were the subject of numerous articles, which garnered interest in the tours as well as promoted the larger issue of green building in the area. Their PR efforts continue to expand their mission and get the word out about their organiza' tion. their green building programs. and the benefits of building green.

Branding Principle #IThe first brand advantage

Sometimes becoming the market leader is as basic as beins the first

brand on the scene. This involves being first in consumers' minds, and not just being the first to market.

BIG had the advantage of being in California at the beginning of the green building movement, which has allowed them to become one of the most recognized organizations in California's building industry. They are currently approaching status as a statewide organization.

Branding Principle #4Be consistent & patient

Building a strong brand takes time. Present your brand and its message consistently and. over time. your efforts will pay off. Consistency and focus are keys to long-term success.

Just a few years ago, green building was still seen as a fringe trend.

Organization founders and key staff at BIG knew that green building was moving from a niche market into the mainstream building community. They believed that it was only a matter of time before consumers began demanding sustainable and healthy products. The organization's tenacity and passion for staying true to its brand has allowed them to be at the forefront of the green building movement statewide.

Build ltGreeri

Smarc Solutions FromThe Ground Up

BUILDING a strong brand takes time. Build lt Green presented its brand and message consistently and, over time, efforts paid off.

Branding Principle #5Write out your brand definition

Putting your brand definition in writing will help you stay on track.

Years ago, we helped BIG craft its brand definition, and it has been a guiding force ever since. It is as follows:

"Build It Green (BIG) is a professional non-profit membership organization whose mission is to transform the building industry in California. Through outreach and education, BIG connects consumers and building professionals with the tools they need to

create healthy, durable, energy- and resource-efficient buildings. BIG supports a diverse network of stakeholder councils and guilds by partnering with building professionals, suppliers and public agencies."

Succinct and thorough, the brand definition in this case is also a mission statement that helped guide BIG's vision and success.

Putting your brand definition in writing also enables you to turn to it for focus when you find yourself getting bogged down in the daily business grind.

Whether you're a supplier, a builder or a retailer, if you find yourself wondering where your green business fits into the big competitive picture, think about starting with your brand. People clamoring for green products and services won't know where to find you unless it's clear that you are a green expert. Put yourself out there by following some of these principles and you'll be surprised at how much you'll be in demand.

- Greg Stine is founder and president of branding and marketing firm Polaris, Inc. Contact him at greg@polaris-inc.com or visit www.polaris-inc.com. For more on Build It Green, visit www.builditgreen.org.

Now part of the Fremont Group of Companies, Railway

Backed by popular demand

Partnering on green building and guidelines

By Michelle Madison

ITUELED bY consumer demand. .l-' there's no doubt that green building is the hottest building trend in the country. But the market isn't the only thing driving it: production homebuilders and public agencies are partnering to further the movement as well.

These partnerships allow builders to network and offer input on what they can realistically do to build green, while agencies use their feedback to

create more practical guidelines.

"It's given us a great avenue to network with other builders and jurisdictions-we're becoming part of the process," said Jeff Jacobs, project manager for Centex Homes Northern California.

The division of Texas-based Centex has joined Build It Green (BIG), a non-profit in California whose mission is to transform the building industry so that buildings are

remodeled and built using green practices and products.

Green building practices incorporate resource and energy conservation. sustainable building products and waste reduction to create energy-efficient, healthy and environmentally sound buildings.

"One of our strategies is to get stakeholders to work together, rather than have adversarial relationships," said BIG executive director Brian Gitt.

Presenting the GeoDeck Composite Decking & Railing System

lf you specify. sell or install decking, you can recommend GeoDeck'u with complete confidence. In fact, the leading consumer research publication rated GeoDeck a "Best Buy."

GeoDeck is a premium grade product offering Traditional, Tongue & Groove, and Heavy-Duty Commercial grade boards with matching railing.

Available in Cedar, Driftwood, and Mahogany, only GeoDeck is made with Biodac', a patented ingredient that makes GeoDeck virtually fade resistant.

GeoDeck is 300/o lighter than solid composite boards. That makes for easier handling, transpoft and installation. No painting or sealing is ever required.

Best of all, GeoDeck is backed by a 2O-year limited warranty.

Our decking is designed to make you look good

For the past year and a half, Gitt noted, public agencies, builders and other stakeholders have been working together to develop a set of voluntary green building guidelines for new home construction in California. BIG has acted as a bridge between the public and private sectors in this partnership.

As demand for green homes grows, builders "want to make sure they have a voice" in creating guidelines, which furthers public/private partnerships, Gitt said.

"Builders are very interested in this because from their standpoint, they want the opportunity to network and get to know public agencies," he said. "We want to know, tiom a builder's perspective, what's realistic and what they have control over. There's no point in having voluntary (green building) guidelines if builders aren't going to use them."

In the Northern San Francisco Bay Area, Christopherson Homes credits the City of Santa Rosa with helping the company become a green homebuilder.

The city contacted Christopherson in 2004 when it formed a stakeholders' committee to draft green building guidelines.

Santa Rosa-based Christopherson, which recently completed and sold out its first 500-unit green home subdivision, Mane's Ranch, decided in August to build all of its homes green, said Amy Bolten, the company's director of community and public relations.

Along with Santa Rosa's Mane's Ranch, Christopherson has three other single-family home developments coming online in the Northern Bay Area.

"They're getting progressively greener with each development," said Bolten, noting that the newest project in Novato, Ca.. will have standard solar-powered homes.

Christopherson also opened an Eco Center in August to help educate new homebuyers and the general public about the benefits of green building. The company plans ro build 387 homes in 2005 and 599 homes in 2006 throughout the North Bay and Sacramento regions.

Green building "is rapidly becoming more well known, so I'm sure at some point we would have decided to do it," Bolten noted. "But it was really the city contacting us about it that got us interested."

Dell Tredinnick, projects manager for the City of Santa Rosa, said several other homebuilders have followed Christopherson's lead in green building.

"We're actually helping each other," he said. "I rhink ir's absolutely critical that any municipality, especially if it's a voluntary program, find a partner in the private sector that they can work with."

Tredinnick said builders "can add a reality check" to the planning process "so it becomes doable, because they're dealing with this in an on-the-ground way."

"We can provide help, and perhaps some incentives" to build green, he said. "The other side of it is that we get great input as to what can work."

"It's been a remarkable alliance between the public and private sector," he noted. "It's iust worked out

-

beyond anyone's expectations."

Gitt agreed that the partnership "is absolutely essential."

"Unless we are all working together and collaborating," he said, "we're never going to get anything done. It takes the private sector, the public sector, and nonprofit agencies working together."

Meet Doug Cemmell, one of the many reasons our customers and suppliers choose to do business with us.

0ur people listen. They're responsive.

They're dependabte. They're honest.

They care about you and your business.

And we have many of the products and services you need including Pyro-Cuard and Exterior Fire-X, fire retardant lumber by Hoover Treated Wood Products. North Pacific. Taking care of you and your business.

SANTA ROSA, Ca.-based Christopherson Homes opened an Eco Center last August to help educate new homebuyers and the general public about the benefiis of green building,

Photo courlesy of Christopherson Homes

Southem Ca liforn ia Distri bution: 800.647 .67 47 www.northpacific.com

products

Composite Privacy Fence

A dog-eared privacy fence board fiom Integrated Composite Technologies is made from recycled rvood fibers and plastics.

Roof Tile Adhesive

OSI's Pro Scries RT 600 roof tile adhesive rcportedly provides bettcr adhesion, saves tirne, and reduces installation costs while rvithstanding high roof temperatures.

The adhesive was developed for the reoair and installation of concrete. clay, slate or composite roof tiles on existing roofs, but can also be used fbr orisinal installations. It bonds to most building materials to create a water- and weather-resistant seal against the elements.

Please contact (800) 321-3578 or vi sit www.he nke I.us.c o nt

A proprietary process results in a board that is lighter and less dense than traditional rvood boards. yet can be fastened rvithout splitting. It also reportedly rvill not rot or splinter like traditional rvood.

Machi ne-Stressed Strength

Temole-lnland has added machine stress-rated lumber to its line of southern pine lumber and studs.

Stubby Screwdrivers

Short cushion-grip screr'vdrivers from Klein Tools offer stubby squarerecess tips that work in tight spaces with most combination screws for outlets and switches.

Seamless Coating

Sto Emerald Coat is a ready mixed, flexible rvaterproofing material for use under Portland cement stucco and other claddings.

The seamless coating is reportedly vapor permeable, so moisture does not get trapped in the wall cavitY. Water-based, the easy-to-install coatins is durable. non-toxic and VOC cJmpliant. and easy to install.

- Pleuse (ontu(t (800) 221-2397

Flashing Protects Decks

Vvcor deck Drotector from Grace Conitruction Products is a selfadhered flashing that is said to extend the life of the deck by protecting it against corrosion and joist rot.

Different colored handles indicate tip size, while integral flanges provide a solid, twist-resistant blade anchor. Overall length is 3-7 116", rvith a shank length of 1-112".

Please contact (800) 553-4676 or v is it www.kle intoo I s.t' o m

A Little Light Chipping

The MSR lumber is intended fbr use in trusses, wall components and laminated beam manufacturing, where design specifications require tested mechanical properties.

Available in 2x4 and 2xl0 dimensions with lengths ranging from 8 ft. to 20 ft.. the lumber has a tested value of 2400f:2.0E.

- Please L'ontact (800) 231-6060 or visit temple inlandrom

Metabo's MHE 65 chipping hammer is fbr light demolition in stone, concrete and brick. such as embedding pipe and conduit.

The 10.5-amp motor has electronic speed control fbr a virtually constant speed between load and no-load, maximizing impact efficiency. It lveighs | 2.6 lbs. and includcs a carrying case. The new CODE! anti-theft system is available as an oplion.

- Please contlct (800) 638-2264 or visit www.metabo usa.c o m

The product is designed to Protect galvanized metal connectors from the corrosive effects of wood preservatives as rvell as from water damage. It is installed as a barrier between the connector and the pressure treated lumber.

- Please contact (800) 354-5414

tion.

Fanfold Underlayment

GreenGuard's P1450 fanfold siding underlayment is designed to replace traditional P14 siding underlayment widely used since the 1980s.

The product's stiffer board is made of green colored, extruded polystyrene foam sandwiched between two perforated plastic capsheets. Grid lines printed on one side allow easy alignment and cutting.

The fanfold design allows for easy installation and is resistant to cracking, denting or tearing.

- Please visit www.pactiv.com

Lightweight Clay Tiles

ProShakePlus is a lightweight clay tile designed for re-roofing residential structures originally constructed with wood shakes.

Produced by U.S. Tile, the roofing is fire resistant and carries a class "A" fire rating. The product is suitable for extreme weather conditions, including reoeated freeze-thaw cvcles.

Stain-Grade Door Frames

Framesaver has introduced staingrade door frames of radiata pine that are rot resistant and moisture proof. Built for entry and patio doors, the frames are offered in widths from 4-

zontal beam model and a horizontal and vertical beam model.

Each model has a built-in magnetic bracket equipped with a swivel function that allows quick and easy rotation of the unit, for increased range and accuracy.

- Please visit www.dewalt.com

Countertop Fights Germs

Silestone Leather is a natural quartz countertop with Microban, a built-in anti-microbial product that fights the growth of bacteria, mold and mildew.

Produced in Spain by Cosentino, the countertops are non-porous and stain-resistant without sealins.

l/8" to 1-114" with lengths of 6'8" to 8'. Additional wood species will be added in the future.

- Please contau (800) 599-9349 or v i sit www.frame s av e r.c om

Golden Duct Boards

Ultra Duct Gold from CertainTeed is a rigid board designed for HVAC duct work systems.

The product reportedly has four times more flexural strensth than granite, making it less suscJpdble to chipping, cracking or breaking.

- Please contact (800) 291-131 I or v isit www.s ile stone.com

Stylish Streets

A new oorcelain tile named Street is available in three urban colorsblack, cement and sand-and a natural finish from Eliane USA.

At 5.95 lbs. per sq. ft., the tiles weigh 407o less than standard tiles and can be installed on most structures without costly roof reinforcements.

- Please contact (800) 252-9548 or visit www.ustile.com

The board is composed of resinbonded glass fibers with a reinforced foil laminate facing a a fiberglass textile mat bonded to the airstream facing, which adds strength to the board and improves handling.

- Please contact (800) 233-8990 or v is it www.c ertainteed.com

Self Leveling Laser

LaserChalkline self-leveline line laser from DeWalt comes in a-hori-

The slip-resistant tiles come in the large format sizes of 18"x36" and 24"x24" and can be used for floors and walls, inside and out.

- Please contact (972) 481-7854 or vi sit www.e liane usa.com

Sturdy Patio Doors

Therma-Tru's Slim-Line oatio doors now feature laminated. inipactrated glass to withstand high winds and windborne debris.

Consistent Composite Trim

Miratec treated exterior composite trim from CMI is manufactured with a patented process said to provide more consistent density and thickness.

The product is available in 16-ft. boards, as well as 414 and 5/4 thicknesses. in widths from2" to 16". The reversible boards have a clear cedar

The doors also feature fiberslass frames in a choice of four neuirals. double weatherstripping, and a trouble-free track system.

A limited 20-year warranty is included.

- Please contact (800) 843-7628 or visit www.thermatru.com

Poly Balustrades

Chadworth's polyurethane balustrades are lighter in weight, but offer

the same resistance to weather. rot and insects as its Polystone balustrades.

The series offers classic desisn and detailing in steel-reinforced po-lyurethane with no noticeable seams. an integral barrier coat and top-coat primer. and easy installation.

- Please contact (910) 763-7600 or v is it www.columns.com

texture on one side and a contemporary smooth finish on the other.

MiraTEC is factory primed on four sides with a mildew-resistant primer for easier painting.

- Please contacr (800) 255-0785 o r v is it www.mirate c trim.c om

tnrrr concre'tc to clrr u ull. iitcluclin!r ing uncl trinr.

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Traditional Vinyl Siding

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Bigger Look Shingles

Nov shinslcs ft'om Elk Plentiunt Building Plclducts Inc. conrbinc VelsirShielcl XP. a non-ashpaltic l.rcadlap. u'ith a lar-se erposule lantinatecl shingle for I bigger look r','ithout cxcess tcight ancl rau nratcrials.

Sincc the sltingles u e-iglt less. thc buncllcs ul'c eirsicl to hancllr-. The l-t'.; biggr-r contnton bonrl ancl nuil urca allrtw's firr rnure irccuratc trltplication uncl lcpot'tcrll\ ut'c ul) to 107 lrrstcr to instuil.

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Fast Adhesive

Llltrlr Quik (iliP 1'r'orrr I-irluiil Nlils Arllrcsircs lcPortcrllv 1'r'or itlcs strorrg initiul lire k irr construction lrpltlicutiorrs

Safe From Wind Debris

StaySafe impact-resistant windows and doors from Peachtree Doors & Windows are designed to meet windborne debris codes.

Quick Change Blades

The Mag Knife from C.H. Hanson Co. reportedly allows faster, safer blade changes on the job.

weight, compact tool for high-volume industrial applications such as cabinetmaking, woodworking and millwork.

Weighing just 3.3 lbs., the nailer accommodates lengths from 3/4" to 2". A depth-of-drive adjustment provides for orecise control of nail setting in haril or soft wood.

A core of polyvinyl butyral is bonded between two panes of glass, which will reportedly hold up even if the outer layer of glass breaks. The laminated glass also blocks UV rays and orovides a better sound barrier than standard insulated glass.

- Please contact (800) 732-2499 or visit www.peachffeedoor.com

Using only one hand, the knife can be opened with the turn of a knob. A built-in masnet holds the blade and channel in place until the tool is shut and locked.

The three SK-2 blades included with the knife are stored internally.

- Please visit www.chhanson.com

Real Sure Shooter

The SureShot'764 l6-gauge, 2" finish nailer from Duo-Fast is a lieht-

A no-mar tip minimizes the chance of damaging expensive wood and trim, and a last-nail lockout prevents blank firing.

- Please contact (888) 386'3278 or visit www.duo-fast.com

French Doors With Curves

Vetter Windows has introduced an aluminum-clad French door with a full radius top.

Door panels are constructed from kiln-dried western wood. with oanels sized I -314" or 2-114". Laminated veneered lumber used in the stile's core enhances structural integrity.

Custom orders are accepted in 5 ft. to 6 ft. widths and heights up to l0 ft.

- Please contact (800) 838-8372 or v i s it www.v e tt e rw indow s.c om

Cabinet Masterpieces

Merillat has exoanded its Masterpiece line of built-to-order, semi-custom cabinetry.

Additions include two new door styles called Civano and Tuscany that are offered in a variety of woods and will work in a variety of room decors.

Five new premium finishes are named caramel, ginger glaze, malt glaze, nutmeg glaze and vanilla bean glaze. A new opaque finish called Onyx can be used as an accent or highlight, with maple only.

- Please visit www.merillat.com

Underbed Storage

Knaack Manufacturine's Weather Guard steel underbed boxJs for pickup trucks have been improved. Features include stainless steel doors and D-handle. A removable

chain stays allows better access. Two sizes are available: 36"x8"x18" and 48"x18"x18".

- Please contact (800) 456-7865 or visit www.knaack.com

Hot Hoods

Canyon Creek now offers standalone exhaust hoods in three shaoes and various woods to match cabinetry.

The hoods can be dressed uo with architectural accents or iinish enhancements. A line of stainless steel liners are available as a complete unit with blowers, lights, filters, dampers and controls.

- Please contact (206) 674-0973 or vi s it www.canyoncre e k.com

trIGS WcIcItrI T'FIGItrITJCTSI

Underbed Storage

Knllrck \,|anufuctr.rlinc's \\' CiLrarcl stccl unclcrberl bor.-s tirr rrp tlr-re ks Itlrr c bccrt inrplor crl.

Flexible Joints

l'l |ol) rrlctltlrrt.' r'ool ltntl Illrsltittr :clrllLrrl Ilrrrrr OSI Scrrllrrts is lirrrnttllrt ctl to lirrnr \\ lltcl lncl ri'cathcl'ptool sclrls in lll crlcrior llt;-rs urttl .ioittts.

Featulcs inclr.rclc stainlcss stecl cioors anrL D-hancllc. A re'rnovable chain stavs allous bcttel access. Tu<r \lle5 lrrc ur urllrblc: -i(r 'r s"r I8" rrrrtl ,18"xl8"r 18".

- Pleusc (ontu(t (800) 156-7865 o r v i s it tt'trt;.knutt( k.(ot t L

Boots Built For Comfort

'l-inrbcrlancl PRO rrork Lroots alc clcsigncrl to * ithstartcl a r arictl o1' rvorksite clcrttanrls. rr Irilc pror irling conrlirll uncl protcction against thc nrost conrnron Itazards.

PictLrlcrl is thc -l'iturr. a lightlrcight (r" boot tllrt pror iclcs u loonricr pro tcctivc toc bor firl rluriruunt satctt

runrl corrrlirlt all clu1. It is o1'lclctl in l'ir"c colors ol l'trll gnrin lcatlrcr'. tn b<lth rnclt's altcl u.'otttcn's srzes.

I lte totttPltttt tttrtittlltittr ir r'r)t'L' invcntoly l)ro-ltfanr that cttsttrcs kcr sl1'lcs ulc alrvays in stock itncl rcaclr ttt ship lirr delivery w'ithin .18 hoLrrs.

- I'lett.st' (onlu([ ( Etiti ) f]02-99'17 t r v i,s i t x'tltl.t i t n b c r I a r d 1 t r t t.t t t t t t

Boxes For Studs

Pass & Seymourilcgrand has a nerv linc of 22.5 cr-r. in. stccl ancl l'oocl stud boxes firl usc with lil" or 5/8" rvallboarcl.

A brackct courttclsirtk ltllon s fot' #8 ri'atLr lrcacl ol drru'all scrcris tritlr rlininurl rvallboard borr. Thc borcs lurc classiliccl firl tuo hour * lll lttrtl cciling f irc rcsistartcc. Thc hcight sitc lulignnrcnt gLriclc ancl bor lcvclct's ccn tcl thc box lrtcl thc tlcvicc itt it rigltt

\1OC compliant ancl paintablc. it r!'nrains flcxiblc to scal ct'acks bctrr ccn ri oocl. n'rctul arrcl flashing lrrolrncl chinrncY bitscs, rvclls. vcrlts ancl stacks. It comcs in 10.2 or. cltrtrrrlqcs.

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Waste Disposal Upgrade

A nes rnaccrating toilu-t srstcnr fror.r.r SFA Saniflo Inc. is clesisncrl to rr ork u ith sttLnclaltl brtttiln-oLrtlct toilcts nrther thltn sPeciul lcur-s1'riuot toilcts rccluirc-cl br- ,,11r"t Suniflo rttotlcls.

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Shower In High Style

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singlc lLrnctiort tub/shou'cL to Dcltu's Michucl Cilar cs

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Lifctime Residential and.\gt'icultulal Linrited \\ urrann'""''

Idcal lbr plavsets. decks. lences and manr othel ontdoor projects

. Comrnerciallr used throLrghout Eul'opc. .\sia. and the L nited Slates fbr over I I vears

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No quonlity is too big or too smoll! We con do multiple truckloods or iust o few pieces, whotever your needs moy be. Don't corry more inventory lhon you need! Rely on us lo be your #l supplier for NotureWood , CCA ond lire retordont treoted wood!

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NAWLA hosted its 1Oth annual Traders Market Oct. 20-22 al the Hvatt Regency, Chicago. (1) Don Bratcher, Vince Vierra, Chuck Casey.-(2) Joel McDonald, Maria & Andy Freeman. (3) Bill Price, Parker Butterlield, Mark Hoffman. (4) Carsten Kullik, Cornelia Wulf, Frank Heinemann. (5) Chris & Cynthia Robertson, Kim Hipps. (6) Bob Bell, Tess Lindsey, Wesley Li, Buddy Klumb. (7) Amy McCabe, Beth Bonner. (8) David Mansfield, Scott Brown, Stan Cooke, Larry Huot. (9) PatZan, Tim Todd, Rich Mills. (10) Chris Lynch, Bobby Reid, Gary

Tnn MsncHlNr M,rc,tzrnp Noveveen 2005

O'Hearn, Bob Dewald. (11) Jordan & Jerry Huber. (12) Tracy Trogden, Tim Tobin, Sandy Dembinski. (13) Claudia & Tom Westbrook, Terry Hagen. (14) Greg Norman, Charley Hobbs, Kent Duysen, Doug Hanson, Barry Schneider. (15) Garcy Ellickson, Charlene Ellickson. (16) Jim Tebos, John Barber, Tom Payne, Dale Hudson. (17) Jeff

Tweten, Mike Kontz. (18) John Page, Mike Redwine.

(More photos on next five pages)

TRADERS

MARKET 2005 (continued from previous page): (1) Dan Paige, Anthony Baroni. (2) Nestor & Janet Pimentel, Jerry Long. (3) Greg Johnson, Chris Swanson, Skip Beddow, Bob Mauer. (4) Ed Hicks, Brian Johnson, John Makuvek. (5) Allan Hurd, Mark Kleps. (6) Paul Devine, Denise Underwood, Jason Chadorowski. (7) Todd Wright, Steve Kallberg, Scott Manke. (8) Bobby & Lori Byrd. (9) Steve Getsiv, John McGocklin, Marten Bundgard. (10) Kevin Fraser, Brad

Bedford. (11)Walter & Charlotte Wirfs, Tod Kintz. (12) Drew Knox, Jennifer McAvoy. (13) Peter Krihak, Paul Dean, Ulrich Vonwinkel. (14) Sean Burch, Greg Olsen, Eric Schweikl, Troy Turner. (15) Mike Chaffee, Tim Roush, Brent Henning, Jill Zook, Eric Sizemore. (16)

John Morrison, Mark Westlake. (17) Wayne Miller, Rick Miller, Dick Fitzgerald, George Kelly, Tim Myers. (18) Lany Boyts, Jerry Coyne. (More photos on following pages)

we rr$$uLry' /ra u""9 Illanufacture Qualitg

TRADERS MARKET '05 (continued fron prevrous two pages): (1) Jay Peterson, Mark Rutledge. (2) Tim Lewis, Mark Mclean, Ray Barbee. Gary Pitman. (3) Terri Littlefield. Nathan Crozier (4) Tom & Dranne Franklin, Danny Osborne (5) Josh Gibeau, Steve Killgore. (6) Phil Dodson. Sleve Bernardi. Kent Bond, Tom Summers. (7) Jay Johnson, Dave Andersen, T B Cauthorn (8) Tom Parks, Dave Broxson. (9) David Lindholm, Steve Barber. Ryan Lepp. (10) Mitch Peyton, Brad Ketchum, Va Leibold. (11) Bob Aulahh, Stacy Tiefenbach. (12) Kris

rzrrr,: Novrvern 2005

IOwen, Pam Milchel, Will Cox, Scott Hoffman, (13) Rchard Gebhart, Mike Luza, Jim Sargent. Eric Schooler, Lee Richardson. (14) Tim Elbers, Nancy B och (15) Rick Palmiter. Bob Lochey, Joe Malloy. (16) Joe Clegg. Milt Farvour, Laurie Creech Catherine Wright, Neil Elshire. (17) Denny McEntire. Dav d Slaughter. (18) Diane Debruin, Pamela Phillips, Ed Stowe L

'More photos on follontng pages)

previous three pages): (1) Angie Wa lert, Kathy Conowall. Brent Henning, Jim Hassenstab (2) Kim Pohl, Foelrf Loveland. (3) B.iar Ma oney. Mon que Bauer, Tom Fevnolds. Brlan Smith. (4) Darren Duchi, Lairy Scott. (5) T m Shanafelt, Dan Reid. Ed So er. (6) Mark &

Capital is the choice you can trust for all your specialty building material needs.

rom

Jerry Ritz. (7) Joe Patton, Mark Richardson (8) Grff Dunn Julie Wright, Kevin Paldino (9) George Riley, John Haggerty lll (,|0) Wayne Knutson, Maureen Prendiville, Brad Swark. (11) Bob Shepherd, R ck Stolz, Mike Webster. (12) Rod Nichols. Tom Heard. (More photos on next two pages)

(More photos on next Page)

Hpw Gum Coest HURRTcANE vIcrIMs cET A NErv srART

FserunB yonR Busnvpss Cano rN THE MBnorem ro BENEFIT lleslrAr FoR HUMANITY

Use this low cost opportunity to deliver New Year's greetings to customers, friends and suppliers, while aiding Habitat for Humanity in rebuilding the lives of victims of Hurricanes Katrina and Rita, piece by piece, house by house. Habitat is a nonprofit organization that builds simple, decent, affordable homes for low-income families. Your business card will appear in a Special Section in our January issues (reduced slightly, to 2-3/8" x l-318").

Prict is $100 per masazine-with $25 donated to

tlabitat ior llumnltt"

Habitat that vou can deduct from vour taxes and us matching your gift with another $25 donation-/or c totsl donotion oJ $5O to HabitotJor Humanitg.

It's this easy: Send your business card and a check for $100 per card per magazine (d appearing injust 1 magazine, specifu d it is Jor The Merchmtt or its eastem counterpart, BPD)before Dec. 16 to Cutler Fublishing, 4500 Campus Dr. #480, Newport Beach, Ca. 92660. guestions? Call Alan at (9491 852-199O.

MORE Jrom NAWLA Traders Market (continued from previous pages): (1) John Jayne, Steve Weeks, Mark Palmer, NAWLA's Nick Kent. (2) Dennis Reinwald, Jack Butler, Chad Hill, Vince Mast. (3)Jeffrey True, James Poulin, Will Scott, Rick Trottier, Bill Anderson. (4) Lee Greene Jr., Kris Lewis. (5) Kirk Nagy, Will Clark. (6) Bob Bretz, Billy Gunn, Brett Black. (7) Tim Roush, Timothy Ward. (8) Jim Schmidt, Dan Beaty. (9) Chris Webb, Robert Hettinger. (10) Mike Welsford, Mike Jones, Kip Fotheringham, Brad Johansen, Buck Hutchinson. (11) Mirco Walther.

Pseudorrga tutfolia

AMONG those honored for 10 years ol support to NAWLA Traders Market (continued)were K-Ply's (1) Doug Holt. Jan Kirschner, Curt Stuckey (2) Brad lodgns. Kevn Brennan, Stu Kemper. Ray Unick. Bill Georgelis, Bob Berwick. (3) Patty Eite. Dav d Bartsch, Laura R chardson. (4) Eric Churchi l. Dennis Conne 1y (5) R ck Ingram. Don Dye. Faymond Luther (6) Bart Bartholomew, Jonn Branstetter, Russ Vaagen, Dan Pave ich (7) Ph I Hrack. Kathleen Maisel, Matt Carney, Larry Hawkins, Kory Bladt (8) Jake Gosa. Kelth Degroat. (9) Gerry Gluscc, Richard Smallridge, Kevin Breen. (10) Jill Shropsh re, Matt Green, Rob n Gardner. (11) J m Scharnhorst. (12) Biil & Meg Mal oy.

loce

Rates: 20 words for $25. additional words $l each. Phone number counts as one word, address as six. Headline or centered copy, $8 per line.

Private box or special border, $8 each. Column inch rate: $50 cameraready, $60 if we set the type. Send ad copy to Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660, Fax 949-852-0231, dkoenig@building-products.com, or call (949) 852-1990. Make checks payable to Cutler Publishing.

Deadline for copy: I Sth of the previous month.

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

HARDWOOD SALES MANAGER

INVENTORY CONTROL SPECIALIST

Universal Forest Products is seeking an inventory control specialist for their Riverside, Ca., facility. Successful candidate rvill act as liaison between plant and purchasing office located in Windsor, Co. Administer inventory control policies and procedures. Maintain inventory forecasting to ensure proper stocking levels of products. Duties include coordinating with purchasing, local plant, and sales staff to ensure balanced inventory. Building and maintaining of spreadsheets and other reporting systems to analyze and expedite the flow of inventory. Creating other reports as required. High computer literacy a must. If you are interested in joining what Forbes magazine calls "One of America's best managed companies," please email your resume to Tim Gaffney at tgaffney@ ufpi.com or Fax to 951-826-3013. All replies will be kept strictly confidential. EOE

Established So. California hardwood distribution yard with on-site milling operation seeks Sales Manager. Duties include sales, supervision of sales staff. assisting management in attainment of sales goals. Must be experienced and highly motivated. Generous compensations and benefits package. Email resume to hardwoodsales@sbcslobal.net.

LUMBERMENS PURCHASING office in Arlington, Wa., is seeking a wood products buyer. Previous experience with wood and panel commodity buying is essential to this position. They will negotiate with mills, brokers and wholesalers to provide the quality, quantity, price structures, and terms required by branches. Assist branches in locating and purchasing wood product needs. Competitive salary and an outstanding benefits package. Please send a detailed resume and salary history to careers@lumbermens.net or Fax to 360-4863107.

EXPERIENCED LUMBER T]IADERS WANTED.

We are Hardwood and Softwood log and lumber wholesalers with offices in the United States and Canada. We're seeking 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 opportunity with a well-established company. We enjoy an OUTSTANDING financial and marketing reputation.

For complete details of our interesting and rewarding program. please phone Bob Wllson lN STRICT CONFIDENCE. We'll also invite you to speak with one of our current trading partners.

Boise Building Materials Distribution, a division of Boise, is a leading national inventorycarrying wholesale distributor of building materials and one of a small number of distributors with a national presence, operating 28 wholesale building materials facilities and having annual sales of $2.8 billion in 2004. We distribute a broad line of building materials, including engineered wood products, oriented strand board, plywood, lumber, siding, and general-line items such as framing accessories. composite decking, roofing, and insulation, most of which we purchase from third parties. Our broad product line provides our customers with a one-stop resource for their needs and lower per-unit freight costs and we also have expertise in special-order sourcing and merchandising support, and our nationwide supplier relationships allow us to offer excellent customer service on top brands in the building materials industry.

Opportunities exist at many branch locations for the following Engineered Wood Positions:

Product Managers

Outside Sales

Technical Consultants

Drafters

Customer Service Specialists

All candidates will be required to pass a preemployment drug screening (hair test) and a background check. Compensation package includes competitive salary plus comprehensive benefits program. Interested candidates may call Kelli Campbell at (208) 384-4816 or email kellicampbell @boisebuilding.com for more information on the listed positions and to complete a Job Interest Form.

Equal Opportunity Employer M/F/D/V

COMMODITY MANAGER: Patagonia

International Forest Products Imporlers seeks experienced Commodity Trader. Duties: Responsible for purchasing and importing of lumber from South America. Negotiate contracts for monthly supply. Oversee timely manufacture and shipment of supplies, including U.S. standard of measure conversions and ensuring customs declarations are in compliance and completed. Review import/export tariffs, licenses and restrictions, currency fluctuations, and other factors that affect supply in order to make purchase recommendations to management. Assess supplier fulfillment performance using current cost patterns and value indicators. Research alternative supplier options. REQ: Bachelor's Degree in Business or a related field. one year of experience in purchasing raw materials from Chile, Argentina and/or Brazil. Full-time, 40 hours per week. If interested, please submit a resume by email to woodimoorter@ aol.com.

INSIDE SALES

Heppner Hardwoods, Azusa, Ca., is growing! We are seeking a team player with a comprehensive lumber/sales background. Base salary + benefits + bonus opportunity. Fax resume to 626-969-8321.

SALES ASSISTANT

Heppner Hardwoods is looking for a F/T, detail-oriented individual to assist in daily sales duties. Strong admin. skills, no sales experience necessary. Position has opportunity for growth. Fax resume to 626969-832t.

Pole Buildings

www.ooleframebuildings.com

San Antonio Construction Co.

Contractors license 291 259 B I

Toll Free (877) U-BLD-KIT

Mike Esposito

BACKSTOCK RACKS

Rugged, low-cost system to store heavy, bulky products

High-strength steel uprights and beams with wood decking A 1-Boo-ss2-2s24

DUE TO GROWTH, WE ARE LOOKING FOR SUPPLIERS WITH SHIPPING LOCATIONS WEST OF THE MISSISSIPPI.

Ifyou have the perfect product for horses, dogs, cats, cows, pigs, people, or even in-store fixtures, call (866) 363-7062 or go online at www.eventlogistics.com, click on program registration, and follow the instructions for Open Buying Days registration to schedule a 3O-minute meeting with a buyer. Meetings are scheduled on a first-come, first-served basis. In the meeting, a buyer will review your product line and determine if there is an opportunity for future discussion.

LOS

Souru:nr Cnuontn

TaigaForestProducts.................... ...(800)348-1400

Universal Forest Products...................,,,,,,,...(909) 826-3000

Weyerhaeuser Building Materia|s..................(877) 235-6873

SAN DIEGO AREA

Anfinson Lumber Sa|es..,.............................,(619) 460-5017

Austin Hardwoods & Hardware.....................(858) 536-1800

Burns Lumber Co... ......(619) 424-419s

Dixieline Lumber Co. .........,.(800) 823-2533 (951) 786-9177

Lane Stanton Vance .....(619) 442-0821

660-8680

Saroyan Lumber Co .,.,,.(800) 624-9309

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

Toal Lumber C0....... .....(562) 945-3889

U,S, 80rax............... .....(661) 287-5400

Weyerhaeuser Building Materials....,.............(877) 235-6873

ORANGE COUNTY & INLAND EMPIRE

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

Anaheim Millworks.. .....(714) 533-9945

Anfinson Lumbersa|es .(951) 681-4707

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

Bear Forest Producrs..,,,...., (877) 369-2327 (909) 7 27 - 17 67

BMD (Vernon)......... .....(877)587-4137

BMD (Ontario)......... .....(800) 435-4020

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

Boise (Hiverside)...........,,...(800) 648-9116 (909) 343-3000

California Lumber Inspection Service............(714) 962-9994

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

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

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

Gold Star Transportation, 1nc................,.....,.(951 ) 808-9500

Goldin0 Sullivan Lumber Sa|es.....................(71 4) 557-5551

Great Western Transport....(800)

Reel

Reel

Regal

Reliable

Simpson Strong-Tie Co. .....(800) 999-5099 (714) 871-8373

llonrn & (nrnn Cnrrontn

Britt Lumber Co,.....

Simpson Timber Co

Weyerhaeuser Building Materia|s......,.,,.,,,,...(877) 235-6873 ......(707) 444-9666 ......(707]'822-1779 ......(707) 268-3000

BAKERSFIELD

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

CLOVERDALE

All-coast Forest Products,.,.,........................(707) 894-4281

Redwood Empire.... ......(7071894-4241

FORT BBAGG

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

FRESNO

DMK-Pacific..,,,,...,,. ......(559) 225-4727

0rePac Building Products,,.,........................,(559) 291-9075

Weyerhaeuser Building Materia|s,.................(877) 235-6873

MODESTO

Conrad Wood Preserving C0.........,,,,,,,,.,,....(800) 499-2662

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

REDDING / RED BLUFF

Gemini ForestProducts,.,...... .......,(530)223-7'140

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

Shasta Cascade Forest Industries, Inc. ........(503) 243-0500

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

Western Woods....Ca, {800) 822-8157 U.S. (800) 824'4100

SACRAMENTO / STOCKTON AREA

Abel Building l\,,|ateria|s.....,.,.,..,.,,..................(209) 466-3683

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

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

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

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

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

Conrad Wood Preservin9..........,....,..,...........(800) 499-2662

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

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

Kelleher Corp.....,,.. ......(916) 929-1792

M&l\4 Builders Supp|y......,.,.,.,.,.....................(209) 835-41 72

orePac Building Products.,.,.,..,....................(91

Soutttw6t

FINE,GRAXN DOUGLAS FNR

PRODUCED FROM OREC'ON'S SUSTAINED-GROWTH FORESTS

Sales- Rich Stratton Greg Chase

Phone: (541) 874-2236

FAX 541-874-2123

P.O. Box 7

Riddle, Oregon 97469

www. HerbertLumber.com

SPECIFIED: DENSE #1 & BTR.

FOHC EXPOSED, Up to 14x24 Export & Clear

Since 1947

I

FERNDALE

I

PncrHc l{oRrnwrsr

WASHINGTON

Allweather Wood Treaters.............,...,,...,......(800) 697-0992

SEATTLE / TACOMA AREA

APA-Engineered Wood Association.............(253) 565-6600

Boise Distribution (Woodinville)..,............, .....(425) 486-7 477

Buse Timber & Sa|es,............,,...,...,..............(800) 305.2577

Capital Lumber Co.. ......(2531779-5077

Golding Sullivan Lumber Sa|es...........,..,,.....(360) 681-7444

Kelleher Corp..,,..,.. ....,.,(206) 735-5780

Lumber Products.... .......(800) 677-6967

Building Products,..................,,..,.....(253) 582-9500

Screw Products Inc,.,,..,................................(888) 888.3306

Simpson Timber Co .,.....(206) 224-5000

Welco US4.......,..... ....,..(360) 651-1500

Western Wood Preserving C0......,.. (800) 47 2-77 1 4

Weyerhaeuser Building l\4ateria|s.....,,...........(877) 235-6873

Weyerhaeuser Structurw00d...............,,...,....(800) 523-0824

SPOKANE

Boise Distribution (Spokane).,................,,..,..(509) 928-7650

Boise Distribution (Yakima)......,,...................(509) 453-0305

Capital Lumber Co. .......(509) 892-9670

Colville Indian Precision Pine Co. (Omak)....(509) 826-5927

Coos Head Forest Produc1s..,.... ................,,.(877\ 922-2213

Lumber Products..,,. ......(800) 926,8231

OrePac Building Products.............,,...,..........(509) 892.5555

Weyerhaeuser Co.. .......(509) 928-1414

Yakama Forest Products....(509) 874-1163 (509) 874-8884

VANCOUVER

Allweather Wood Treaters (Washougal) .......(800) 777-8i34

Boise Distribution.... ......(360) 693-0057

K Ply, Inc..,,..,.......... ,.....(800) 426-7017

Savannah Pacific Corp. ..,..,(360) 254-8248 (800) 980-3540

BENO

Plateau Forest Products LLC....., (800)733-8801

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 1 48

EUGENE / SPRINGFIELD

Burns Lumber Co,... ,,.,,.(866) 686-3009

MONTANA

Coos Head Forest Products.................,,.,,.,,.(800) 343-3388

Gemini Forest Pr0ducts..,..,..,........................(541 ) 485-7578

Lumber Products..... .....(541) 687-0411

l\4cFarland Cascade .....(800) 426-8430

McKenzie Forest Products................,.,.,,..,.,,(800) 773-9329

Rosboro Lumber...... .....(541 ) 746.841 1 Western Woods, Inc,.........................,.,.,..,,.,,(888) 557-91 99

Weyerhaeuser Building Materia|s..................(877) 235-6873

MEDFOFD/GRANTS PASS

Allweather Wood Treaters.................,.,..,,.,...(800) 759-5909

Norman Lumber Co. .....(541) 535-3465

Pacific Wood Laminates................................(541 ) 469-4177

Swanson Group Inc. .....(541) 935-3010

Waldron Forest Products.............,.,,..............(541 ) 474-3080

McMINNVILLE / CORVALLIS / SALEM

Forest Grove Lumber C0..,,....,.,.,, Mary's River Lumber

Royal Pacific Industries.................

Weyerhaeuser Co. (Albany)..,..,.,,.

GREATER POHTLAND AREA

Adams Lumber, 1nc.......,...,. (800) 298 - 4222 (503) 245-17 96

American International Forest Products........(800) 366-161 1

Buckeye Pacific 11C .........................,.,,........(800) 767-9191

Collins Pine C0............,......(800) 758-4566 (503) 227-1 219

Hampton Lumber Sales Co..........,................(503) 297-7691

KLC International......,.........(866) 552-4685 (503) 699-8685

LJB Lumber Sales ...,.,...,,.., (800) 552.5627 (503\ 620-5847

Lews County Forest Products,.,.,.................(866) 336-9345

Louisiana-PacificCorp..................,,.,............(503)221-0800

Lumber Products..... ,.,..(800) 926-7103

0rePac Building Products,...,........................(503) 682-5050

Pacific Wood Preserving..........,.,..................(503) 287-9874

U.S. Metal Works.......,,...,,..(800) 523-5287 (503) 668-8036 Western Wood Products Association ............{503\ 224-3920

Westridge Forest Products....... .....................{800]| 277 -9737

ROSEBURG C&D Lumber Co. (Riddle) ..........(541) 87 4-2241

Lumber Co. (Riddle).........................(541]| 874-2236 Hoover Treated Wood Products.,,.,.,.,.,.........(800) 531 -5558 Johnson Lumber Co,, D,R.....................,.......i541\ 874-2231 Keller Lumber C0.... .....(541) 672-6528 Roseburg Forest Products...,,.......................(800) 347-7260

Rocrv Mouurum

Lumber Products..... ....,(208) 336-3911

BILLINGS

Boise Distribution,.. .......(406) 652-3250

Lumber Products.... .......(406) 522-0435

Weyerhaeuser Building Materia|s.....,....,,......(877) 235-6873

DENVER

COLORADO

All-Coast Forest Products...(800) 332-8977 (303) 761 -9882

Allweather Wood Products............,,....,,........(800) 621 -0991

Boise Distribution.... ,..,..(303) 289-3271

Capital Lumber Co.. ......(303) 286-3700

FyreWerks Inc......,...,..........(888) 955-3973 (303) 255-3717

Industrial Resources .,..,,(303) 333-0387

orePac Building Products.....,,...,.................,(303) 363-1300

Protecto Wrap C0.... ......(800) 759-9727

Western International Forest Products,...,.....{800) 776-5556

Weyerhaeuser Building Materia|s................,.(877) 235-6873

GRAND JUNCTION

Boise Distribution.... ......(970) 244-8301

IDAHO

BOISE Boise .........,..,,......... ......(800) 228-081 5

Boise Distribution (Boise).,..,.....................,...(208) 384-7700

Boise Distribution (ldaho Falls)..,,................,(208) 522-6564

Capital Lumber Co, .......(208) 362-7586

Filler King........,..,... ..,..,.(208) 337-3134

ldaho Wood Preserving.. .,.(800) 701-6837

orePac Building Products.....,.,,..,.,...............(208) 345-0562

Parma Post & Pole, Inc........................,,.......(800) 701-6837

Riley Creek.............. ..,..(208) 263-1551

Thomas Forest Products, J,M,......................(800) 962-8780

TrusJ0ist................. ,..,..(800) 338-0515

Weyerhaeuser Building Materia|s..................(877) 235-6873

COEUH D'ALENE

Braided Accents...... ,,.,,(866) 440-9663

LEWISTON

SALT LAKE CITY

All-Coast Forest Products...(877) 263-7848 (801 ) 975-8363

Boise Distribution,,,. .....(801) 973-3943

Bl\ilD ,.,,.................... .....(801 ) 231 -7991

Capital Lumber Co. ......(801) 484-2007

Forest Products Sales (800) 666-2467 (801) 262-6428

Lumber Products..... .....(800) 888-9618

Thomas Forest Products, J.M..........,.,.,,.......(800) 962-8780

Utah Wood Preserving........(800) 666-2467 (801) 295-9449

Weyerhaeuser Building Materia|s.,..,.,...........(877) 235-6873

Fred C. Holmes Lumber Co.

Epoch Composite Products Iwww.evergrain.com].................'..9

Fontana Wholesale Lumber [www.fontanawholesalelumber.com]

Fred C. Holmes Lumber Co................. ........'.....86

Fremont Forest Group [www.fremontforestgroup.com]........65

Gemini Forest Products [www.geminiforest.com]..................'80

Geodeck [www.geodeck.com]............. ...............66

Hampton Lumber Sales [www.hamptonlumber.com] ............26

Herbert Lumber Co. [www.herbertlumber.com]....................84

Hoover Treated Wood Iwww.frtw.com].................'.................70 42

Industrial Resources [www.industrial-resources.net]...........'.71 Keller Lumber Co................ .'.......54

Krauter Storage Systems [www.krauter-storage.com],..,,......25

Lewis County Forest Products [www.titanstuds.com].......... ..............Cover IV

Louisiana-Pacific Iwww.techshield.lpcorp.com]........................5 LP Corp. [www.lpcorp.com]...... .........59

McKenzie Forest Products [www.mckenziefp.com]................28

Norman Lumber Co. [www.normanlbr.com] ...................'.....83

North Pacific [www.north-pacific.com].... ..,,.....67

Orepac Building Products Iwww.orepac.com].........................61

Osmose [www.osmose.com]............. .........Cover I

Pacific Wood Preserving Cos. [www.pacificwood.com].......'..38

PostSaver USA Iwww.postsaverusa.com]......................'..........46

PrimeSource Bldg. Products [www.primesourcebp.com] ......17

Product Sales Company.................... .'.................6

Quality Borate Co. [www.qualityborate.com] .........................40

Railway Express [www.railwayexp.com]

Redwood Empire Iwww.redwoodemp.com] ..............................7

Riley Creek [www.rileycreek.com] .........'........39

Roseburg Forest Products [www.rfpco.com] ...........................41

Saroyan Lumber Co. [www.saroyanlumber.com]...................24

Siskiyou Lumber Products .....'....81

Stepstone Inc. [www.dekstone.com] .........54

Sunbelt [www.sunbeltracks.com].... ....."...........32

Superior Wood Treating .................64

Swan Secure Products [www.swansecure.com].................21' 55

We offer on extensive inventory of fine redwood products including tencing, Decking, Siding, ond Premium Tinbers. Whether your oider is by the piece or trucklood, our gool is to ensure the highest qualily ond service.

CLEAR ALL HEART AIR SEASONED

HRT BEE KIIN DR/ED

CLEAR AYE GREEN

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Wholesale lumber products

Swanson Group Iwww.swansongroupinc.com.......................'.5 I

Thunderbolt Wood Treating

Tractor Supply Co. [www.mytscstore.com].............................83

TrusJoist [www.trusjoist.com]

U.S.

Utah

STIECI HRI

CON HRI CUSTOM MILLING AVAILABLE Rt5"w

coN coMMoN stzEs FROM lx4To t2xt2

Fred Holmes, Steve Holmes, Phyllis Hautala, Steve Hautala, Tod Holmes, Tom Catlow, John Gould

P.O. Box 8OO, Fort Bragg, Ca. 95437 Fax 707-961-0935

(8OO) 84e-O523

Western

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More than a deesdt of outomolicolly end locding lumber, composiles, PVC, vinyl siding, ond other buildin moteriol products... There's no substilule tor experience

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For personal injury cuttings

your first call is

. For Green Douglas-Fir Titan Cuttings make your first call to the tuskfone and ask for He'll patch up your needs with real deals on a wide variety of cuts.

360.835.2148

board feet cul Dimension and Timbers.

. 2X4 through 2X14-8'thru 32'

. 3X4 through 3Xl6-8' thru 32'

. 1X4 through 4Xl6-8'thru 40'

. 6X6 through 6Xl6-8'thru 60'

. BX8 through BXl6-8' thru 60'

annuall-v iti

. l0Xl0 through . 12X12 through . I4X14 througl-r

i0X16-8' thru 60'

l2Xl6-8' thru 60'

l4Xl6-8' thru 60'

. Full sawn rough up to a maximum of e8xz84' thru 8<>'

or surfaced 54S up to a maximum of BX16-8'thru 32'

. #1 and better

. Select Structural . #2 and better

.

Exposed

. Clear end seal and paper wrapped

. FOHC or BHND