The Merchant April 2014

MERCHANT

WHAT’S HOT IN PRESSURE TREATED LUMBER  UPSELLING ENGINEERED WOOD

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THE VOICE OF THE WEST’S LBM DEALERS & DISTRIBUTORS – SINCE 1922

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WHEN APPEARANCE ISN’T IMPORTANT, SAVE YOUR BUILDERS MONEY WITH OUR FRAMING GRADE GLULAM:

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 Volume 92  Number 10

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When it’s going to disappear behind drywall, sell our economical 3 1/2" or 5 1/2" framing-grade glulam. Why would anyone want to pay more?

WHEN APPEARANCE IS IMPORTANT, YOUR CUSTOMERS WILL PREFER OUR AUTHENTIC APPEARANCE GRADE:

Special Features 9 FEATURE STORY

FSC-CERTIFIED TREATED WOOD

10 PRODUCT SPOTLIGHT

NEW ZEALAND-TREATED LVL

12 INDUSTRY TRENDS

ADVANCEMENTS IN COLORED LUMBER

14 PRODUCT SPOTLIGHT

BARAMINE PRESERVATIVE UPDATE

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EWP: SELLING BEYOND COMMODITIES

45 PHOTO RECAP

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You Buy Structural.

We Throw In Beautiful.™

© 2014 Boise Cascade Wood Products, L.L.C. BOISE CASCADE, the TREE-IN-A-CIRCLE symbol, “Great products are only the beginning.”

FILLER KING and “You Buy Structural. We Throw In Beautiful.” are trademarks of Boise Cascade Company or its affiliates.

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POSTMASTER Send address changes to The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872.

The Merchant Magazine (ISSN 7399723) (USPS 796560) is published monthly at 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872 by Cutler Publishing, Inc. Periodicals Postage paid at Newport Beach, Ca., and additional post offices. It is an independently-owned publication for the retail, wholesale and distribution levels of the lumber and building products markets in 13 western states. Copyright®2014 by Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. It reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.

April 2014

In Every Issue 6 TOTALLY RANDOM 18 COMPETITIVE INTELLIGENCE 20 OLSEN ON SALES 28 NAWLA: THINKING AHEAD 34 MOVERS & SHAKERS 35 TALK BACK 38 APP WATCH 39 NEW PRODUCTS 52 FAMILY BUSINESS 55 ASSOCIATION UPDATE 56 IN MEMORIAM 56 CLASSIFIED MARKETPLACE 57 DATE BOOK 58 IDEA FILE 58 ADVERTISERS INDEX

Online BREAKING INDUSTRY NEWS, EVENT PHOTOS, & DIGITAL EDITION OF THE MERCHANT

BUILDING-PRODUCTS.COM Building-Products.com

TOTALLY Random

By Alan Oakes

The

MERCHANT

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www.building-products.com

A publication of Cutler Publishing

4500 Campus Dr., Ste. 480, Newport Beach, CA 92660

Let’s talk!

F

IRST,

I HAVE had a great month criss-crossing the country visiting four events in 10 days and covering about 12,000 miles. It was great to visit with so many industry friends, hearing about all the good news out there. It will be interesting to see what happens when the long winter finally goes away. There must be some pent-up demand, which augers well for a great spring. Now to get the 8 lbs. of weight off!

As the industry warms up again, let me tell you a secret. When someone leaves you a message saying they want to talk, do you know that only about 60% actually get back to you when you return their call? On top of that, even when you set a date and time to connect, only about one out of three are available when you call. Combining those statistics reveals that three-quarters of people who tell you that they want to speak with you will never contact you again.

For me, that’s a very sad statistic. In truth, it’s indefensible, since it suggests you do not value the other person’s time, either. Yes, I know we are all busy, but I wouldn’t dream of not returning a call as soon as I can (except cold calls who have no interest).

Now, I expect you may want to take this rejection personally. I used to think it was me, but I have long learned it is not my bad breath or lousy people skills (hopefully!), it is just the way it is. I am not only calling and leaving time for the call, but I am also spending and saving time pre-call so that no one calls me for perhaps 15 minutes before or after the expected end of a call. That’s a lot of time lost and wasted. Of course, it is always easy to imagine the worst. I always figured that they knew that it was me, and they were either hiding under their desk or running as fast as they could into the yard or heading off for an early lunch. It used to bother me, but again this is business life today.

You need a thick skin for rejection.

When you do get the chance to talk with someone, how do you make the most of it?

Most of us are in sales of some type. We have all been trained to listen. But even the most experienced of us break that rule over and over again. It takes time and patience. I try to learn everything I can about a person, as every call and customer are different and require a different tactic. It takes effort to understand what the other person is dealing with. I am sure every one of us has been frustrated when someone ducks us or doesn’t reply to our three voicemail messages or 10 emails. Yet, you never know everything that’s going on in a contact’s business or personal life, so they may not feel comfortable giving the real reason for not replying.

That is all well and good, but when do you give up on someone? I have written good business from accounts that I mentally might have given up on. Just recently, an account I have worked on for 12 years came in. During that time, they moved up and down my tickler list and sales funnel in priority. I do not suggest wasting time with dead losses, but things change at companies. Our “Movers and Shakers” column is testament to that.

I have met many thousands of readers and customers over the years and just come away sometimes shaking my head when I learn what is going on, particularly in their business lives. So I guess the moral of the story is do not take rejection personally and have great empathy, as you never know why and where someone will end up. A few months ago, another prospect I had pursued for years finally came through when he moved to another company, and I learned why he couldn’t buy from me at his last company. If there had been no reasonable contact, this sale would never have happened.

Relationships are what this industry is about. Use every opportunity to speak with your peers. I find no better place to meet with customers, partners, readers, advertisers and potential advertisers than at industry trade shows and association events. Some have not paid their dues during the last tough years, and maybe it’s time to get back out there attending events again and supporting your association. Unless you have been in other industries where there are not associations, you may not understand their value. I for one have great respect for them for what they do for this industry. This industry would not look the same without them.

Publisher Alan Oakes ajoakes@aol.com Publisher Emeritus David Cutler Director of Editorial & Production David Koenig dkoenig@building-products.com Editor Karen Debats kdebats@building-products.com Contributing Editors Dwight Curran James Olsen Carla Waldemar Advertising Sales Manager Chuck Casey ccasey@building-products.com Administration Director/Secretary Marie Oakes mfpoakes@aol.com Circulation Manager Heather Kelly hkelly@building-products.com

How to Advertise

Chuck Casey Phone (949) 852-1990 Fax 949-852-0231 ccasey@building-products.com Alan Oakes www.building-products.com Phone (949) 852-1990 Fax 949-852-0231 ajoakes@aol.com CLASSIFIED David Koenig Phone (949) 852-1990 Fax 949-852-0231 dkoenig@building-products.com

How to Subscribe

SUBSCRIPTIONS Heather Kelly Phone (949) 852-1990 Fax 949-852-0231 hkelly@building-products.com or send a check to 4500 Campus Dr., Ste. 480, Newport Beach, CA 92660 U.S.A.: One year (12 issues), $22 Two years, $36 Three years, $50 FOREIGN (Per year, paid in advance in US funds): Surface-Canada or Mexico, $48 Other countries, $60 Air rates also available.

SINGLE COPIES $4 + shipping BACK ISSUES $5 + shipping

Alan Oakes, Publisher ajoakes@aol.com

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Building-Products.com

FEATURE Story FSC-Certified Treated Wood

Treated wood goes green

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PRESSURE treated lumber—at least in the days of residential CCA—was always a favorite target of chemical-averse critics, preserved wood is increasingly being used in environmentally sensitive applications, with the blessing of the Forest Stewardship Council.

To advertise that what they are selling is FSC-certified, treaters must have their sourcing procedures chainof-custody certified, but not their manufacturing operations.

“FSC does not look at treatments or any alterations to products during the manufacturing process,” explains Jack Mackin, c.e.o. of F.D. Sterritt Lumber, Watertown, Ma. “FSC only certifies the wood fiber and the forest. The USGBC and other green building organizations, on the other hand, do look at chemicals and additives in products that are used during construction.”

According to Jeff Currier, president of Great Northern Lumber, Blue Island, Il., primary applications for FSC treated wood products include decks, walkways, landscaping, utility poles, exterior structural components, and bridges. Fire retardant uses include commercial roofs, mezzanines, platforms, stages, scaffolding, siding and structural components. In most cases, certified materials are either required, such as in public projects or high-profile commercial jobs, or desired by developers and owners with an environmental bent or a need for LEED building credits.

Dan Haugen, owner of Certified Wood Products, Maple Lake, Mn., notes that more FSC fiber goes into treated plywood than treated lumber— LTHOUGH

Building-Products.com

“the uses in Use Category 2, protected from continuous exposure to water.”

Haugen said the price difference between certified and non-certified treated wood is “the difference in the cost of the raw material. It goes up and down, but typically it’s about $30 to $100 per thousand board feet.”

“Generally speaking,” adds F.D. Sterritt’s Mackin, “on an apples-toapples comparison, you can expect to pay 15% more for FSC pressure treated wood, less on plywood.”

Treaters are wildly mixed on the growth prospects for treated wood that is FSC certified. Mackin predicts sales growing about 20% to 30% per year— a trend that has held for the past eight

years.

Similarly, Great Northern’s Currier expects annual growth of 20% to 40%.

“The potential is this great primarily because end-users of forest products are generally becoming more aware of environmental responsibility as it affects their daily lives,” he says.

Pam Turner, marketing manager for Biewer Lumber, St. Clair, is more reserved, but sees steady increases continuing, as more building projects are required to use FSC materials.

Phil Herman, business development manager with Allweather Wood, Washougal, Wa., doesn’t expect a huge increase in demand. “FSC in pressure treated has always been very job-specific,” he says. “However. I think that FSC will continue to grow in other product areas as concerns for green products continues to expand.”

Haugen agrees: “The FSC is such a small percentage of the overall market, if you were to look at it with some sort of monitor, it wouldn’t be perceptible to the human eye. It’s driven by whatever green demands are out there.”

In sum, says Steve Knauss, sales manager at Coastal Treated Products, Oxford, Pa., “Our experience indicates there to be a limited growth opportunity because of the tight supply and associated raw material costs. The opportunity for growth would be much larger if supply was more available and costs were more closely aligned to non-certified wood.”

COASTAL TREATED Products received FSC chain-of-custody certification of its Oxford, Pa., treating plant in 2008, so it could respond to a number of quote requests for fire retardant treated lumber and plywood.

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PRODUCT Spotlight Treated LVL

U.S. interest piqued in New Zealand-treated LVL

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NEW WOOD TREATMENT that protects laminated veneer lumber against both insects and decay—without compromising dimensional stability—is receiving serious attention from engineered wood manufacturers, wood treaters, and suppliers.

Azotek—which will be known as Taratek TC in the U.S.—was developed by Zelam Ltd., New Plymouth, New Zealand. The treatment has recently been included in the New Zealand building code as an acceptable solution for internal framing in residential and light commercial construction.

“This is a world-first,” says marketing manager Noel Coxhead. “It

essentially makes wet solvent treatments for LVL and plywood obsolete and opens the door to much wider use of LVL framing in building construction. It is difficult to get traditional treatments to penetrate the glue layers that bond the layers of LVL and plywood. The liquids involved also affect the dimensional stability of the finished product, which needs to be dried after treatment.”

In contrast, application of Azotek takes place during manufacture, not after.

“The finished timber is dry and ready for use as soon as it rolls off the production line,” explains Coxhead.

“Because the treatment compounds

NEW DRY TREATMENT from New Zealand claims to make wet solvent treatments for LVL and plywood obsolete.

All photos courtesy Nelson Pine Industries Ltd.

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are present from the surface to the core of the timber, it can be drilled, sawn, and notched during building construction without any loss of integrity or need for retreatment.”

In addition, traditional glue-line treatments protect against insects, but Azotek offers protection against both insects and decay—the first to do so, according to Coxhead.

Azotek-treated LVL has been available in New Zealand for more than a year. Its first commercial use was in the rebuilding of a cathedral in Christchurch, which was destroyed by a massive earthquake in 2011. Now known as the “Cardboard Cathedral” because of its innovative use of cardboard tubes, Azotek-treated LVL beams were used for the main structural elements.

“To my mind, Azotek is the best treatment on the market,” says Andrew van Houtte, a sales engineer at Nelson Pine Industries, Nelson, New Zealand, which produces Azotek-treated beams, rafters, joists, lintels and bearers.

“In a technical sense, it is better than anything the industry has ever seen—exactly the right amount of chemical is applied and it penetrates throughout the product. It takes durability to a whole new level,” he says.

“It also has great environmental and health and safety credentials, because no heavy metals are involved in the treatment.”

Coxhead says that the two fungicides in Azotek—triadimefon and cyproconazole—are widely used on food crops, but are new to wood treatment. Bifenthrin, a standard wood Building-Products.com

treatment insecticide, is also included in the formula.

“Finding suitable fungicides was a long journey for Zelam,” he says. “We had many setbacks. Not only did the active ingredients have to be fit-for-purpose, they had to be readily available and affordable. Having two fungicides in the mix means it provides broad spectrum protection against rot and decay organisms, and a barrier against selection for resistance.”

The LBM industry in Australia has shown much interest in Azotek-treated LVL, so field trials of treated LVL and plywood are now underway. “Our biggest market is driven by termites in Australia,” says Andrew Thompson, Zelam’s general manager.

“But the bigger prize is likely to be the United States, where a lot of engineered wood is used in housing con-

TREATED LVL is ready for use as soon as it rolls off the production line.

Building-Products.com

DEEPER-PENETRATING treatment could open the door to greater use of LVL framing in construction.

struction,” adds Coxhead. “Already, wood processors there are showing a lot of interest.”

He explains that Zelam is conducting trials in Hawaii— another area with termite challenges, although with a different species than in Australia—testing the new treatment for the U.S. market.

“To supply the U.S. market, we need to complete a data set showing similar efficiency under local U.S. conditions,” he says. “We have employed local consultants to assist us through this process, but we do not expect approval for another two years.”

In the meantime, he adds, Zelam has received requests from U.S. suppliers “regarding New Zealand-treated product to complement the range of LVL products they are currently selling in the U.S. market.”

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INDUSTRY Trends

By Chris Fox, Universal Forest Products

NEW DECK using Dura Color treated lumber was awarded to the winner of the 2013 ProWood Desperate Deck contest.

Advancements in color-treated lumber provide new options

LATEST advancements in color-treating technology let the wood’s natural characteristics remain visible.

H

looking for new building products that provide more value, less maintenance, and less impact on the environment. With decking, it seems the only new advancements dealers and builders are talking about concern synthetic decks. Although composite and PVC decking have gained market share in recent years, pressure treated wood decking still carries the lion’s share of the market because it’s inexpensive, easy to work with, and can be found at any lumberyard.

Of course, pressure treated decking suppliers still have plenty of reason to boast. With the advent of an environmentally preferred treating chemical in micronized copper azole (MCA), treated lumber decking is viewed by OMEOWNERS ARE EAGERLY

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many as the most cost effective, ecofriendly and easy-to-install option.

MCA-treated lumber provides a light, natural look, unlike other treatments and treatments of the past that displayed a greenish hue.

And now, newly formulated colorinfused pressure treated lumber is on the cusp of becoming mainstream; it provides a unique low-cost choice for dealers and builders, and a great way to add margin to the bottom line.

What’s more, it gives homeowners another option when choosing their deck material. Best of all, it doesn’t require a topical stain to enhance the woods appearance.

However, color-treated wood is not new. Osmose, a leader in wood preservative technologies, has been providing color-treating solutions for years.

In fact, Universal Forest Products has been producing colored wood fencing for nearly a decade. And today’s pigmented colorant system is far superior and much more reliable than the older dye-based formulation.

ProWood Dura Color pressure treated lumber helps fill the gap between everyday treated wood decking, cedar or redwood decking, and high-end synthetic decking. Colortreating technology has helped lumber decking make significant strides just in the last two years. It’s a better look for a treated lumber deck.

April 2014

The Dura Color treating process provides a rich cedar-tone or redwoodtone appearance that doesn’t fade to gray, unlike cedar or redwood. In fact, it’s guaranteed to retain its color.

In addition to new color-treating options and environmental certifications, new water-repellant stabilizer additives are helping MCA-treated wood decking resist the effects of weathering.

More than just decking, color-treated lumber allows dealers and pros to increase margin in virtually any dimensional lumber and with finished goods like fencing and pergolas.

– Chris Fox is ProWood Lumber product/brand manager for Universal Forest Products, Grand Rapids, Mi. Reach him at cfox@ufpi.com.

Patent for MicroShades

Osmose has been issued a patent by the U.S. Patent & Trademark Office for its MicroShades micronized color technology for treated wood productcs.

The new patent involves a method using micronized iron oxide color pigments for treated wood, and complements other patents Osmose has received for its MicroPro wood preservation technology.

Building-Products.com

At Fiberon, we embrace the beauty of wood and go beyond it to create decks so unnaturally beautiful, they are naturally in demand.

Our HorizonŽ capped composite decking uses patented technology to resist staining and fading—and backs it with a 25-year warranty.

But it’s the rich hardwood colors and grain patterns that make it out of this world. To learn more, visit FiberonChoice.com. 800.573.8841

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PRODUCT Spotlight BARamine Technology

Treated wood additive catching on

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AST SPRING ,

Arch Wood Protection, a division of Lonza, introduced its BARamine technology in North America to complement the copper azole preservative system they invented. Marketed under the Wolmanized brand name, these products provide superior, long-term protection of wood from fungal decay and insect attack.

After an initial roll-out of the technology to a select number of treating plants, now approximately 25% of treating companies purchasing product from Arch are now utilizing the BARamine technology platform.

The platform is “extremely customer-focused,” says Erin Canosa, global marketing director at Arch Wood Protection. “The concept has grown from providing one solution for all to an umbrella approach that allows us to customize the solution to suit our customer’s needs, addressing different market situations depending on wood species, environmental factors, preservative chemistry, and end-use applications.”

One benefit of the new technology is it helps Arch’s preservatives to more deeply penetrate and protect the wood. “Similarly,” Canosa adds, “we can harness our BARamine platform to augment additives within our preservatives that provide enhanced mold protection characteristics or that address aggressive, copper-tolerant fungi, as well as a more efficient treating process and a cleaner end-use wood appearance.”

Escue Wood Preserving, Millwood, Ky., has been using BARamine technology since the fall of 2013. The features and benefits to the company and its customers have been extremely well received.

“The wood we have treated with the BARamine additive gives our finished product a nice fresh, clean appearance negating a product issue we had with residue from the overall value chain process of securing, treating and selling treated wood,” says general manager Kevin Escue. “It has really improved our quality control process, allowing us to send out a better product to the market.”

He notes that Escue recently updated its website, featur-

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SUPER DECKING: Kentucky’s Escue Wood Preserving is using BARamine technology to improve the appearance and performance of its treated wood.

Photos by Lonza/Arch Wood Protection

ing the BARamine addition in the Outdoor wood section.

He looks forward to promoting the product as the spring season rolls out. “Cleaner, brighter wood is easier to sell.

Features such as a broader range of resistance and improved defense against fungi help us in the marketplace.

Having BARamine not only improves what we sell, it also changes how we sell. It gives us an improved product to show off.”

Everwood Treatment Co., Spanish Fort, Al., began testing and treating with BARamine over a year ago and, according to sales manager Steve Cheatham, “so far the new additive has made it easier to achieve penetration.

Even with the confidence we have in the current copper and dual azole formulation, the addition of BARamine has given us a more robust protection against wood decay.”

Another treater was plagued with longer than ideal treating times. Adding BARamine into its preservative system created a more efficient treating process and improved cycle times.

The global patent pending BARamine technology is one example of a customer-focused innovation that enables Arch Wood Protection to offer the next level in protection and deliver a new force in preserved wood.

Building-Products.com

MARGIN Builders

By Bill Rossiter, Interrupt

Engineered for success

Selling beyond commodity wood

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BUILDING STRUCTURE is defined by its components, both the beautiful and the functional aspects. From an aesthetic standpoint, a home is judged by its eye appeal, the craftsmanship, the overall pizazz that initially engages the homebuyer to walk deeper into the home.

It’s easy to keep the homebuyer excited with these eye-candy items; however, it’s harder to generate interest from the homebuyer (and actually some builders) when it comes to the structure of the home. Sometimes it’s easy for a homebuyer to just assume all is well under the roof, behind the

ENGINEERED PRODUCTS, such as AdvanTech flooring, provide performance advantages over traditional lumber and panels.

Photo by Huber Engineered Woods

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walls, and under the floors.

Homeowners typically define a great home as one that looks beautiful and has quality that lasts a lifetime.

That “quality for a lifetime” aspect is what can help or hurt the builder’s credibility and wallet long term.

Quality Starts with the Structure

In reality, a great home starts with the structure, the framing components. The framing of a home is like a skeleton, where all other components of the body are dependent and impacted by the quality of the structure below it. How that skeleton is formed, and how well you invest in and treat it, will define how the rest of your body performs. It’s the exact same concept with a home. The skeleton of a home—its foundation—lives within its framing components.

Framing materials are predominantly wood-based. But as we also know, there are all different levels of wood products that builders and their supplier partners can and do choose from. Having been in the building industry nearly 30 years, I have always found you get what you pay for. Therefore, I strongly believe that the type of framing materials a builder chooses to use truly defines their commitment to providing their homebuyers with a long-lasting home.

Commodity wood products aren’t necessarily bad. They are just that—a commodity. A commodity material is Building-Products.com

defined as a raw material that can be bought and sold to satisfy a basic need. Therefore, commodity wood is an entry-level answer to fill a basic need. I would say commodity wood products are more viewed as a “necessary evil delivery device”: “I need these studs, this roof deck, this subfloor, as merely something to attach my expensive siding, shingles and flooring to, never to be seen or heard from again.” Or so you may think.

Reputation & the Wallet

What defines a builder’s reputation is not merely how their homes look, it’s more how they perform at the start and especially throughout the life of the building. A key indication of poor home performance are callbacks.

These are issues that frustrate the homebuyer and diminishes enjoyment of their home. Homeowner dissatisfaction threatens a builder’s reputation, and settling these ongoing claims requires delicate negotiation.

The most common homeowner complaints in wood-frame new construction are things like misaligned wood mouldings, roof leaks, floor squeaks, and drywall nail pops and cracks. According to Harvard University’s Energy Technology Innovation Project, builders on average report call-back rates of up to 20% or more.

This means approximately a quarter of the time builders are disappointing their homebuyers.

Besides the issue of hurting the sales process, these callbacks cost the builder thousands of dollars to remedy—taking a bite out of their already tight profit. Research has shown that up-front prevention is always the least expensive and strongest remedy for the reputation and the wallet. This leaves some builders rolling the dice on negotiating payouts versus building with higher quality framing materials at the beginning.

Steve Easley, a construction consultant writing for RCI, reported that the U.S. construction industry spends about $9 billion annually on con struction defects due to water and moisture intrusion. The report stated this damage is caused primarily by poor exterior system selection and faulty installation.

Engineered to Last

The way materials and products perform can change over time, impacting the performance of the home and the way the homeowner Building-Products.com

experiences their home. So if your builder customers are using commodity products, you can be pretty well assured that they will get basic commodity performance over time. They shouldn’t just put commodity framing under all that expensive flooring, shingles and siding. They should use products that ensure quality is at the core of their homes, products that are engineered for long-term performance.

An engineered product is defined as a solution designed and built using scientific principles. Isn’t that what you would want at the core of your own home, something that is advanced and produced in a very controlled manufacturing process? That’s why I like engineered wood, it creates a stronger and more quality base for the home building process.

So what’s so great about engineered wood? Engineered wood actually has more wood packed into each panel. The manufacturing process uses advanced resins that coat every wood strand. The orientation of these strand are scientifically engineered and positioned to optimize strength and stiffness consistently throughout

every square inch of the panel. What results out of this very scientific manufacturing process is a super-dense, super-strong, and very precise panel, which ultimately produce framing materials that are stronger, more consistent, watertight, and more precise.

This helps make these products easier to install, a more precise platform for all trades to work with, more moisture resistant, and a superior quality base of the home that can perform at a high level over the life of that home.

The ultimate payoff is that the homeowner gets to enjoy a quieter, moisture resistant, and stronger built home—a more confident experience with the building process. And this confidence and fewer callbacks result in more satisfied homebuyers, creating fewer callbacks and a stronger reputation for the builder and its supplier.

– Bill Rossiter has over 30 years of experience as a branding and marketing executive in the building materials industry and is c.e.o. of Interrupt, a branding and strategic marketing agency specializing in the building materials and home improvement industries. Reach him via www.interruptdelivers.com.

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Superior Service, Products & Support

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COMPETITIVE Intelligence

By Carla Waldemar

Small town, big success But in what Jim declares is a “rural community,” you don’t put on airs. “We’re just a jack of all trades,” he says, serving a customer base that’s tilted toward the pros, who build and remodel custom homes—“no tracts!” But he’s open seven days a week, which lures a healthy slice of walk-in traffic, too—especially since the outfit’s most recent remodeling scheme, a major move. “When we first opened, we had a 30,000-sq. ft. sales floor. Now we’ve expanded to 50,000 sq. ft., with two full-time kitchen and bath designers. Kitchen and bath are a very big focus for us, with 5,000 sq. ft. And the ladies love it.”

This is the latest and greatest of expansions, but it’s just par for the course. “You start small, and you learn as you grow. I like to change things every winter—always have a project going: Build new displays, rearrange departments—especially to be more female-friendly,” he explains. “I joined my co-op in the ’80s, and I haven’t looked back. We’ve developed strong relationships over

G

ALLIPOLIS,

OH., IS THE small town (pop. 3,641) that almost wasn’t. It calls itself “the old French city (Gall = Gaul = French), but that’s only because of some sly shenanigans back in the Old Country. In the late 1700s, a French speculator sold deeds to a promised New World nirvana, but when the gullible French settlers showed up at this southernmost tip of what’s now Ohio, voila: nothing.

If they’d only waited till 1988, Jim Thomas could have helped them out. That’s the year he took over an existing establishment, remodeled it as a building center with the help of a co-op’s planning experts, and opened Thomas Do it Center.

Gallipolis is pronounced gall-a-po-less, which sounds a lot more Southern than French, and so does Jim’s honeyed drawl. To make his way through college, he’d worked as a painter and roofer, which—you know how it goes— sparked an interest in the whole darn building trade. After learning the ropes in another small yard, he felt ready to launch his own operation—which he then expanded, remodeled, remodeled, and expanded—well, you get the idea.

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OHIO DEALER’S customer base is tilted to contractors, but a recent remodel/expansion created a design-oriented layout that draws in a rising percentage of walk-ins.

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OWNER Jim Thomas believes in expanding steadily but gradually.

20-some years. My rep doesn’t preach too hard, but if he sees something we need to do, he recommends it.”

One of Jim’s more ambitious projects, a few years back, involved building an actual two-story house under his 24ft. ceiling in the middle of the showroom, geared to display different window, door and siding options. Talk about a wow factor!

Even before that, Jim had added a rental center: a standalone facility right next door (“which is the best way to handle rental, because it’s a little messier, noisier, with equipment like excavators and Bobcats,” he explains.)

Plus, he adds, “If it were inside and someone bought new flooring, they’d expect the installation equipment for free,” he laughs. No sir—the rental division is not only a service, it’s a prime profit center.

Jim doesn’t only add SKUs and square feet, he adds locations—well, one, anyway. He launched a second store in Point Pleasant, W.V.—only six miles away, but, crossing a state line and two rivers, a much lengthier perception leap. “We hadn’t had any West Virginia business before,” he documents. The newer store serves a different demographic, too—this time, 80% walk-in traffic in its 20,000 square feet. Never one to let good-enough alone, Jim is in the midst of remodeling this location, too. “Customers like a cleaner look; we’re getting lots of compliments,” he testifies. “And we’ve added SKUs in most departments.”

www.geminiforest.com Building-Products.com

Carla Waldemar cwaldemar@comcast.net

Gemini Forest Products Specializing in forest products for industry professionals

Los Alamitos, CA 562.594.8948 Shasta Lake City, CA 530.276.7197

Together the two operations function with a staff of 85.

There’s competition from the boxes—of course there is—but Thomas has the edge on them in several ways: not only experienced, knowledgeable staff, including three dedicated outside salespeople who forge long-term relationships with loyal contractor customers, but also a reputation for stocking all premium-grade lumber. “Contractors appreciate that quality. We’re heavy into lumber and building materials; it’s a large portion of our business.”

And, best yet, it’s delivered with speed and passion.

Delivery, in fact, is Thomas’ forté. It enables him to dominate the market and maintain volume. The company boasts a fleet of 20 trucks—smaller to tractor-trailers—which deliver, for a small charge, anywhere and everywhere, and in any amount, in a 60-mile radius. Thomas also logs a robust amount of special-order business, particularly in windows, doors and stairways—high-margin items that please those custom builders and the renovators of the town’s historic homes.

But how do you get the message out? That’s the focus of Jim’s daughter. She handles all advertising ventures, from radio and TV to mailers. But the best avenue—no surprise—is word of mouth. “I’ve been here long enough,” Jim says, “and I’m active with customers, always on the sales floor.” (Online? Not yet on the radar. “But we’re working on it. We know we need to.”)

The economy has treated Thomas, and the city of Gallipolis, pretty gently. “Rural areas are different,” he explains: “Not the peaks and valleys of cities. We’re more stable, so we haven’t had to cut back. In fact, we’ve grown every year, even in a recession.” No layoffs, either: “We’ve got good people, so I don’t want to lose them. I’ll always find work for them.” Besides, “Building around here is on par—not a lot of slowdown.”

Yet stability—not to mention growth—doesn’t just happen. And Jim knows that full well; he’s seen way too many independents go out of business in the past few years.

His advice: Keep renovating, keep on moving. “If you stand still, they’ll step on you.”

Not gonna happen here any time soon.

Industrial and Treated Lumber Specialists April 2014

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OLSEN On Sales

By James Olsen

The closer’s heart

T

HE DIFFERENCE between those who close and those who don’t starts with heart. Closers believe in themselves and what they are selling more than they believe in their customers.

Quotrons, product presenters, and information dispensers are not closers because they believe that the customer is the boss. They believe that the customer “throws them a bone,” instead of earning business as a partner. Here are closes that work:

Assume, assume, assume

“Good morning, Terry. I just called to pick up your order numbers on those two trucks of 2x4 we talked about.

What are your numbers, so we can get these going?”

Instead of “Hey, Terry, have you got all your numbers in yet?” Ugh. Positive, assumptive selling is the highest form of salesmanship. We are all assumptive sellers. Closers assume they will get the business and talk like it. Non-closers assume they have an outside chance of getting the business—and talk like it. They assume, for example, their price is too high—even before they give it.

Bill Redman, one of the best closers I’ve ever met, told me, “I talk to the customer like they have already bought the product. We’re just trying to figure out how to get it to them.”

Similar Story

People want proof. The “Similar Story” Close gives it to them. “Susan, I have sold this product to customers just like you, and they love it. So may I have your order please?”

A similar story can be used to turn objections around and close. “John, that is a good point. A customer last week was also skeptical about bringing in stock he wasn’t familiar with. I assured him, as I am assuring you, that he would love it. He reluctantly gave me the order. After the stock arrived, he liked it and now wants to put it on contract.”

We can use Similar Story in our opening statements.

“Pete, we’ve been running this program with our customers that need the very best quality (or price, or tally. Would you like to hear about it?” This sets the assumptive tone for the entire call.

Let’s Put This One Together

I was digging through a garage sale when I came across a sales book. It was similar to the hard-backed 5-1/2-by-81/2 school primers of old. My apologies to the author; I lost

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or misplaced the book. I looked in the table of contents. The last chapter was boldly titled, “The Close That Works Every* Time.” It was the “Let’s Put This One Together” close.

The power of this close is that it leads the customer as a friend and a partner. “Let’s” says “let us,” as a team, put this business together. We are not supplicating; we are leading our customer to a shared outcome. It is as if the customer has come to our home and we are saying, “Let’s have dinner.” * I used it myself the very next day and got the order the first time I tried it! I fell in love with this close and have been using and teaching it ever since.

Alas, although effective, it does not work every time.

The List Close

Humans like threes. One-two-three has rythym. One-two is for punching and one-two-three-four loses momentum.

“Lucille, this 2x10 is perfect for you because: It is the stock you prefer. The tally fits your inventory like a party hat. The market is moving up. So, what is your order number?” Or, “So, let’s put this one together.”

The List Close is also a great way to counter objections and close. “Pete, you have a point, but let me give you three reasons this works for you…”

Scarcity

We hate to miss or miss out on things. We use the “Scarcity Close” to move our interested but hesitant customers to action.

“Susan, you can shop this for another hour, but the stock I have will be gone when you come back to buy it—and you will come back. We are trying to find more of what I’m offering you and can’t find anything that comes close. You don’t want to miss this deal.

What is your order number?”

When our (assumptive) hearts are right and we use these closes, we will win.

James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

Rough & Ready Mill Reopening

This summer, Rough & Ready Lumber will restart its mill in Cave Junction, Or., with the help of a $1 million Business Oregon loan and $4 million in state and federal tax credits.

The company will use the funds to update and automate the facility, which shut down in April 2013. The upgrades will permit the processing of a wider range of log sizes. It will employ 66—down from the 88 it had when it closed.

Moulding & Millwork Rebrands

Moulding & Millwork, Vancouver, B.C., is changing its name to Metrie, to heighten its focus on stylish, beautiful interior trim for homeowners and professional designers.

The launch of the new company name coincides with a new website (www.metrie.com) and five new coordinated trim and door collections.

“Our new collections present a completely new way of thinking about, shopping for, and selecting interior finishings,” said c.e.o. Gregory Stoner. “Until now, consumers were required to wade through bins of moulding and racks of doors to find the right products for their home. Selecting the right dimensions of moulding that fit together, in designs that work with and enhance your current decorating style, is next to impossible.”

“For the homeowner, the selection process is simple,” said v.p.-marketing Alexandra Marshall. “Consumers select their preferred collection style, choose the mouldings they desire, and select from solid core or glass doors.”

Founded in 1926, the company operates eight solid wood and MDF manufacturing plants and 26 distribution centers in the U.S. and Canada.

DEALER Briefs JJ Building Supplies, Moscow, Id., has opened a new location in Lewiston, Id., on the former site of Redneck Ranch Supply.

Two months previous, JJ closed its yard in Colfax, Wa. Spenard Builders Supply is investigating the cause of a March 16 fire in the paint department of its Seward, Ak., store that caused about $50,000 in damages to the paint mixing counter, inventory, and the ceiling.

Ace Hardware, Kingsburg, Ca., held a grand opening Feb. 28. The 8,200-sq. ft. store is owned by Mike Nelson, who also operates an Ace in Selma, Ca. Sunroc Building Materials, Lindon, Ut., is converting its 11 locations in Utah and Idaho to Epicor BisTrack software, replacing seven different systems.

“Any way we can help create a more fluid process for estimates, delivery, payments and project execution will increase the bottom line for our clients,” said president Jeremy Hafen.

Habitat for Humanity’s Longmont, Co., ReStore discount LBM outlet moved to a larger, 12,000-sq. ft. facility.

The group hopes to open a new ReStore in Ogden, Ut., by year’s end, according to new chapter head Dede Fluette.

Orchard Supply Hardware, San Jose, Ca., has revamped its website, osh.com, incorporating Pragiti’s hybris e-commerce platform.

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Sale Closes the Book on Reid & Wright Wholesaler Reid & Wright Inc. is winding down operations after selling its Broomfield, Co., distribution business to Cedar Creek, Oklahoma City, Ok. Cedar Creek has consolidated the DC into its existing Denver, Co., branch, assuming all sales personnel and branch manager Chris Lynch.

“This is a key addition for Cedar Creek, as it brings new customers, quality people, and great products that

we’ll merge into our current Denver location,” said Cedar Creek c.e.o. Bill Adams.

The deal closed March 21.

Cedar Creek operates 16 DCs serving 25 states, from Colorado eastward.

Bob Reid is retiring after 42 years with the company founded by his father, Bob Reid Sr., and Bob Wright in 1948.

SUPPLIER Briefs Bennett Lumber Products , Princeton, Id., has pegged this month to restart its Guy Bennett Lumber mill at the Port of Wilma near Clarkston, Wa., which has been closed since 2009 (see Feb., p. 22).

Weyerhaeuser Distribution

has completed relocation of its 66,000sq. ft. Eugene, Or., distribution center to a 300,000-sq. ft. facility in Albany, Or.

Intermountain Supply , Spokane, Wa., is now distributing AERT’s MoistureShield composite decking.

Capital Lumber Co., Salt Lake City, Ut., is now distributing the full line of Simpson Strong-Tie products in Utah.

California Cascade Industries’ DCs in Sacramento, Woodland,

and Fontana, Ca., will distribute all product lines from OZCO Building Products, Richardson, Tx., including post anchors and wood ties.

Universal Forest Products

inked a distribution deal to co-market National Nail Corp.’s CAMO hidden deck fastening system with its ProWood pressure treated decking.

USG Corp. , Chicago, Il., has finalized its 50/50 joint venture with Boral Ltd. , USG Boral Products, which combines Boral’s gypsum plants in Australia and Asia with USG’s Asian and Middle Eastern operations.

Seneca Sawmill Co., Eugene, Or., was recently profiled in IBM Systems Magazine, for its “visionary leadership and use of technology to build a thriving, sustainable business.”

Gypsum Association, Hyattsville, Md., has revamped its website, www.gypsum.org.

Anniversaries: Welco Lumber Co. , Shelton, Wa., 45th … Trio Forest Products, Mesa, Az., 35th … Los Altos True Value Hardware, Los Altos, Ca., 30th …

Sustainable Forestry Initiative, 20th …

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Building-Products.com

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responsible manner. It doesn’t just benefit builders; it benefits our entire ecosystem.

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Feel good about it

its subsidiary in London until an American-based sales office opens in June.

CLT consists of gluing together layers of boards oriented at right angles to one another, to form massive rigid panels with high strength and stability, for use in walls, floors and other building components. Johann Offner subsidiary KLH Austria developed the process in 1996.

“We have been researching this product for many years,” said IFG chairman Marc Brinkmeyer. “Many leading European architects and builders are using this technology to make significant and appealing structures. This joint venture provides an excellent opportunity to offer the proven CLT building technology for use here in America.”

Although CLT made its first appearance in the U.S. more than three years ago, in a 78-ft. bell tower in North Carolina, domestic installations in the interim have been rare, despite promotional efforts by producers such as Canada’s Nordic Engineered Wood.

IDAHO FOREST Group has formed a joint venture with a European manufacturer to bring cross-laminated timber to the states.

Photo by KLH Austria

Idaho Forest Bringing CLT to U.S.

Idaho Forest Group, Coeur d’Alene, Id., is partnering with Austrian cross-laminated timber pioneer Johann Offner Group to bring CLT to the U.S. As early as this year, IFG will import European-made CLT to distribute throughout the U.S., with plans to begin manufacturing the product itself in 24 to 36 months. IFG operates five mills in Idaho.

The joint venture will be supported by KLH Austria and

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OSH Unveils Urban Format in L.A.

Orchard Supply Hardware has opened its first “urban retail format” location in the La Brea neighborhood of Los Angeles, Ca., which is home to a growing number of new apartments and condominiums.

The 30,080-sq. ft. store with 3,800-sq. ft. outdoor nursery has a 100-space rooftop parking lot.

The store is designed for customers who live in smaller spaces, with an emphasis on container and small-garden planting, paint, repair and home maintenance, as well as patio and BBQ products that are ideal for smaller areas.

Floor-to-ceiling windows along the entire storefront make it bright and easy to navigate.

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THINKING Ahead

By Rick Ekstein, Chairman, North American Wholesale Lumber Association

Saving Lumber

Innovations to secure the lumber industry’s future

W

signs of modest economic recovery and positive trends in the lumber industry, dangers lurk. Certainly the recovery and housing starts may stall or even decline, but the threats to lumber and the North American lumber industry are even more foundational than economic swings, including a dearth of next generation leaders, threats to timberland, stagnant markets, and global competition.

There are ever-present concerns, but the people of our industry are introducing new ideas, taking risks to avoid stagnation, and addressing many of these issues head-on.

Innovation by lumber leaders is evidenced by several bold actions that may help secure the lumber industry’s future.

Developing young leaders. While the most obvious lumber job is as a logger, a wide range of new jobs are being created to help support the modern lumber industry.

These range from finance and operations, analytic jobs that focus on computers or GPS mapping, to environmental jobs that look at saving and preserving habitats, and helping to handle the current governmental bureaucracy that presents challenges.

Many companies are recognizing that hiring qualified workers, and particularly young people who see lumber as a career, is not only great preparation for the future, but also contributes to current vitality. They see that without the infusion of new ideas, new skills, and young leaders, our companies will grow old and lose their edge.

One group that is tackling this problem is NAWLA, which is dedicated to educating, inspiring, and planting a new generation of leaders throughout our industry. There is strong representation by younger leaders on NAWLA’s powerful committees and the youth movement is evident at its premier lumber trade show, Traders Market, where next generation leaders are taking the lead in introducing HILE THERE ARE

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new ideas, new technologies, and strategies to attract younger professionals into the industry. And once again at this year’s Traders Market (in Chicago, Nov. 12-14), a Next Generation event will be featured in the program—a new tradition that has taken root and represents a small but significant step to inspire the involvement of a new generation in lumber leadership.

Bridging landscape and livelihood. To deal with the increasing view of trees as a balm for urban blues rather than an economic crop, many companies are learning about how to bridge the traditional gulf between landscape and livelihood, either through conviction or necessity. For instance, in Maine, 95% of the forests are in private hands and nearly half of those private owners are timber companies. But even there, it’s getting harder to cut the trees. There’s a growing interest by private owners in leaving the woods uncut to promote tourism, or selling lands to conservation trusts and other groups that value trees as devourers of carbon dioxide.

Most major lumber companies have been practicing sustainable forest management for years. Now, many are seeking certification for these good practices that maintain forests’ biodiversity, productivity, regeneration capacity, and vitality, addressing the concerns and needs of those valuing timberland as both beautiful landscape and perpetual livelihood.

Adopting new technology. Lumbermen work hard, but in today’s business environment that isn’t always enough. Leaders are increasingly turning to the use of technologies to multiply their labors. These changes are impacting work both in the mill and in the office.

An example: At a Plum Creek plywood plant in Columbia Falls, Mt., a computer scanner “sees” flaws in the wood better than the humans who used to do the job, one of many computers in the largely automated plant.

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A Special Series from North American Wholesale Lumber Association The technology helps the company use more of the log, it helps reduce waste and inefficiency, and it has increased production by 10%.

At Snavely Forest Products in Pittsburgh, Pa., the company drives innovation to develop more competitive products, such as its acetylated wood decking, modified through a patented process that helps wood stand up to rain, heat, humidity and cold.

On the other end of the supply chain is Main Street Lumber of Denison, Tx., recognized this year for development of a mobile app called Mobile Visual Pro (MVP) that streamlines its sales process. MVP allows for project bids to be made on the job site with customized specifications, and emailed to both the customer and the company office for distribution. In an industry that is still run primarily with paper bids, the application speeds up sales and also reduces waste from error.

Finding new uses for wood. Innovators are also looking at areas where wood has never been considered, or has fallen out of favor. One surprising example: high rise buildings. In the past, wood has not been used for midrise and high-rise structural applications for reasons of cost, safety and fire resistance. Concrete and steel offered the structural qualities required to construct these types of buildings at a much lower cost than wood. But today, architects and developers are experimenting with the use of wood and wood products as key components.

Among the best-known architects proposing more wood products in building is Canadian Michael Green, whose architectural firm has come up with a cost-effective structural system that utilizes mass timber panels engineered for strength through lamination of multiple layers. It uses a solid wood central elevator and stair core and wood floor slabs. Steel beams in the perimeter provide ductility to address wind and earthquake forces.

Concrete is used below grade for the foundation.

A handful of architectural firms are vying to build the tallest wood-based high-rise. Perhaps most notably, the movement received an unexpected boost when Skidmore, Owings & Merrill, a Chicago-based architectural firm known for its design of towers of steel and concrete, including the new One World Trade Center in New York City, signed on to the mass timber structural system and announced plans to build a 42-story residential tower.

Battling forest foes. The four horsemen of the timberland apocalypse may be insects, disease, invasive plants, and urbanization—seemingly intractable foes that each carries a devastating punch.

The pine beetle, which is now often able to live through the winter thanks to milder conditions, has killed 723 million cubic meters of Canadian timber. The gypsy moth (in larval form, a caterpillar) has defoliated over 80 million acres of hardwood trees in the East since 1930.

Diseases, too, can take their toll on forests. Sudden Oak Death, or SOD, is a relatively new but serious threat to American forests, first reported in California in 1995.

Since then, it has killed one million oaks. Scientists are

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trying to decipher the biology of the disease, but they still don’t know how it spreads.

Losses from insect and disease are highly correlated with forest health—vigorously growing forests are much less susceptible to outbreaks than stressed, overcrowded, senescent forests. Characteristics of healthy managed forests that make them less susceptible to physical risk include trees that have natural resistance to insect and disease attacks, closely monitoring health conditions, and bringing insect and disease outbreaks under control as soon as they are observed, by removing attacked or infected trees.

About 1,400 invasive plant species pose significant threats to American forests, according to the USDA Forest Service. Most aren’t native to the United States and have no natural predators. As a result, these plants grow uncontrollably, overwhelming and displacing other plants. Kudzu is a great example.

In some areas, “the greatest threat to our forests is urban sprawl,” says one U.S. Forest Service director.

Scientists at the Forest Service predict that urban and developed land areas in the U.S. will increase 41% by 2060. Forested areas will be most impacted by this expansion, with losses ranging from 16 to 34 million acres in the lower 48 states.

Solutions to urban sprawl fall to planners primarily outside the forest service and lumber industry. As troubling as the trends and forecasts are for forests and farms lost to development, market preferences are now trending in favor of closer-in, more walkable living.

Future development can respond accordingly, conserving the landscape in the process.

Controlling these threats is vitally important, and these are by no means the only dangers facing timberlands and the lumber industry. Notably, as issues present themselves, the people of the industry are rising up with new solutions and surprising new ideas to transcend the problems and point toward a stronger future.

Wood: The Basics

With the lumber industry showing signs of recovery, opportunities are increasing for people new to the business, many of whom will need an introduction to the industry. That’s what NAWLA’s Wood Basics Course is all about.

Taught by industry experts, this four-day immersion class covers the entire spectrum of the forest products industry from seed to tree, from production to sales. More than 1,500 have graduated from the course since its inception in 1981, representing a broad cross section of the industry. The curriculum has evolved with the industry, now including areas such as technology and global trade.

Today, the Wood Basics Course provides companies with the best way to ensure that employees have the tools and knowledge to help them succeed. The course is an open to all—you don’t have to be a NAWLA member. The next class is Sept. 8-11 at Oregon State University in Corvallis, Or. For more information or to register, visit www.nawla.org.

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Big Lumber Producers Get Even Bigger U.S. and Canadian softwood lumber producers notched modest gains in 2013, as lumber demand continued to rise in the U.S. and in key export markets, according to Wood Markets’ annual survey of the Top 20 manufacturers.

U.S. softwood lumber shipments increased 5.1% to 30.0 billion bd. ft., while Canadian production rebounded from minimal gains in 2012 to record an increase of 4.0% to 23.5 billion ft.

The output of the top 20 U.S. companies rose strongly: from 16.6 billion bd. ft. in 2012 to 17.9 billion ft. in

2013, up 8.2%. As a result, these 20 increased their marketshare of U.S. production from 58% to 60%. The five largest—Weyerhaeuser, Sierra Pacific, Georgia-Pacific, West Fraser (U.S. operations), and Hampton Affiliates— produced nearly 10.0 billion bd. ft., or 33% of total U.S. production.

Of note, all regions in the U.S. recorded production increases in 2013, with the U.S. West leading the surge in output with a gain of 6.1%. The U.S. South increased 5.1%.

Corporate acquisitions were again a big part of the story, as the Canadian

buying frenzy continued in the U.S. South. More than 25 mills in the South have been purchased by Canadian firms since the mid-2000s.

The top 20 Canadian companies increased their marketshare of total Canadian lumber shipments, rising from 79.8% in 2012 to 80.5% in 2013.

Canfor retained its leading position as the top Canadian lumber manufacturer, increasing production by 9% to 4.2 billion bd. ft.

West Fraser held onto the number two spot, upping output by 3% to 3.6 billion bd. ft. Tolko and Resolute Forest Products remained in the number three and four spots, while Interfor leaped into the number five spot from production gains at its B.C. Interior SPF mills. Together, these five firms produced a total of 12.1 billion bd. ft.

(51% of Canadian lumber shipments, as in 2012). B.C. Interior sawmills continued to struggle with processing dead logs from mountain pine beetlekilled timber. (Canfor and West Fraser both announced mill closures for the first half of 2014.)

With prospects of steady to stronger lumber demand and prices through most of 2014, Wood Markets expects producers to step up efforts to increase capacity, by adding shifts, reopening closed mills, expanding existing facilities, or acquiring new ones.

“Sawmill companies continue to gear up for the potential of a lumber ‘super-cycle’ that is expected as early as 2015, but more likely 2016,” noted the report.

Salvage Company Opens Reclaimed Wood Showroom

4385 Pacific St. Rocklin, CA 95677 800-348-1400

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1980 Industrial Ave. Sanger, CA 93657 855-348-1500

Reclaimed wood specialist Pioneer Millworks, Farmington, N.Y., opened its first showroom, in Portland, Or. The new studio showcases salvaged timbers, framing, siding, paneling, trusses, countertops and custom millwork, and provides a home base for Pioneer’s West Coast sales staff. It has a large sample area, conference room, customization booth, and offices.

“We’re excited to have a space where folks can be hands-on with our reclaimed products and experience the latest and greatest in finishes, textures and applications,” said general manager Jennifer Young.

Added Northwest sales rep Abby Mages: “We’re really happy to have a central location where we can share an abundance of samples and customize pieces on-demand.”

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Kommerling Brings Doors, Windows to U.S.

KOMMERLING is bringing a range of AMA-approved products to the U.S., including PremiDoor lift/slide doors, which feature a 19’-wide by 8’-tall sash size that can be extended to 38’ wide.

Kommerling USA will expand its PVC sheet manufacturing facility in Huntsville, Al., to produce unique window and door profile systems.

Founded in 1897 and based in Germany, Kommerling has been producing high-impact vinyl window profiles in Europe since 1967.

“Now is the right time to enter this market, bringing the world’s most respected window and door profiles to the United States,” said Dr. Peter Mrosik, c.e.o. of Kommerling’s parent company, Profine Group.

Wholesaler’s Bookkeeper Pleads Guilty to Embezzling

When a global supplier with a world-class line of wood products introduces

SOUTHERN YELLOW PINE... ...word gets around.

Interfor is one of the world’s largest lumber producers.

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A former bookkeeper at Western Lumber, Medford, Or., has been charged with embezzling more than $175,000 from her former employer.

Amanda Ann Shannon pleaded guilty to three counts of first-degree aggravated theft and one count of first-degree theft, according to court records. Four additional counts of first-degree aggravated theft were dismissed. She was sentenced to serve two years of probation and must pay back the money she stole.

Shannon was a bookkeeper at Western Lumber from May 2010 through November 2012. According to investigators, the thefts were discovered by another bookkeeper at the company. Shannon had been stealing money from the business and depositing it into credit card accounts belonging to her and her boyfriend, Kevin Chestnut.

Chestnut was cited and released by police for accepting the embezzled funds. In February, he pleaded no contest to a single first-degree theft charge in exchange for the dismissal of seven other theft charges. He was sentenced to 18 months’ bench probation and ordered to pay restitution.

Trucker Killed at Sawmill

A truck driver was killed March 20 at RSG Forest Products, Molalla, Wa., after being struck by a forklift driven by a mill worker.

David Moore, 57, a flatbed truck driver for Blue Pacific Logistics, Sisters, Or., was securing the straps on his load when the forklift reportedly backed into him.

Paramedics responded, but the man was pronounced dead at the scene.

Building-Products.com

My customers are looking for quality and innovation that they can count on. For years we have experienced that quality with Simpson Strong-Tie and continue to reap the benefits of products that save time and money and perform above expectations. There is no equal!”

Lonnie Holmes – Manager, Bloedorn Lumber

To learn how our commitment to quality, innovation and support adds value to you and your business, call (800) 999-5099 or visit strongtie.com/genuine.

©2014 Simpson

Strong-Tie Company Inc. DTCP2D13

MOVERS & Shakers Don Schwabe, ex-Weyerhaeuer/Trus Joist, has been named chief marketing and business development officer for Atlas Holdings subsidiaries RedBuilt, Boise, Id., and Olympic Panel & Veneer Products, Shelton, Wa. Josh Hanson, ex-Thunderbolt Wood Treating, has joined the sales team at Pelican Bay Forest Products, Bend, Or. Heath Grafton, exSwanson Group, is now controller.

Brian Jeffery, ex-Meeks Lumber, is new to sales at Mead Clark Lumber, Santa Rosa, Ca. Bret Griffin has been promoted to v.p.-U.S. manufacturing for Hampton Affiliates, Portland, Or. He succeeds Bruce Mallory, who has retired after 40+ years in the industry.

Phillip “Terry” Kingsfather, president and c.e.o., Simpson StrongTie, Pleasanton, Ca., is retiring June 30 after 35 years. He will be succeeded by Roger Dankel, as president of North America sales, and Ricardo Arevalo, as chief operating officer.

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Dan Wolfley has been promoted to contractor sales at Arrow Lumber & Hardware, Port Orchard, Wa. Paul Passaglia is new to contractor sales in Orting, Wa. Armando Segovia is now director of human resources for Capital, Phoenix, Az. Paul Conley, ex-Rain Bird, has been apppointed v.p.-door division for El & El Wood Products, Chino, Ca. Jeff Pinkerman has been named chief financial officer for ProBuild Holdings, Denver, Co. Chad Dubiski is now operations mgr. in Colorado Springs, Co., and Scott Kougl, ex-TruStile Doors, is operations mgr. in Denver.

Cary Williams, ex-Sherwood Lumber, has joined Progressive Services Corp., Beaverton, Or., trading southern pine lumber.

Chris Brain, ex-Huttig Building Products, is now operations mgr. at Alliance Door Products, Puyallup, Wa. Bob Storm has joined the sales team at Hall’s Window Center, Rancho Cordova, Ca.

April 2014

Wendy Gonzales, ex-Direct Lumber & Door, is a new territory sales rep at Trimco Millwork, Denver, Co., covering northern Colorado, Wyoming and Nebraska.

Owen Elkins has joined Boral, as Pacific Northwest territory sales mgr. for Boral TruExterior trim. He is based in Beaverton, Or. David Harlan is now director of marketing for fastener distributor Intercorp, Orange, Ca. David Harcus, timber mgr., Sierra Pacific Industries, Lincoln, Ca., has retired after 30 years with SPI. Gerald Volas, group executive, Masco Corp., was appointed to the board of Trex Co., Winchester, Va. Craig Menear was promoted to president-U.S. retail for Home Depot, Atlanta, Ga. Mark Holifield is now executive v.p.-supply chain & product development.

Michael A. Jones has been named chief customer officer for Lowe’s, Mooresville, N.C., replacing Gregory Bridgeford, who is retiring April 30.

John Branigan and Tom Morgan have been promoted to retail performance mgrs. at Do it Best Corp., Fort Wayne, In.

Building-Products.com

John Mixson has been promoted to v.p.-sales & marketing for National Gypsum, Charlotte, N.C., succeeding Craig Weisbruch, who has retired after 39 years. Rod Lopez is new as Chicago, Il.-based market development rep for USG’s PermaBase cement board in the Midwest.

Rusty Carroll, ex-director of corporate marketing at LP Building Products, has been appointed executive director of Operation Finally Home, Dallas, Tx. Stan Still is new to counter sales at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

TALK Back To comment on any articles, email david@building-products.com.We welcome your letters to the editor. Send comments to david@building-products.com or Fax 949-852-0231.

COMPOSITE BACK-UP PLAN There is something to keep in mind when customers buy composite decking (“Which Composite Deck Is Beat for Your Customer?,” Feb., p. 8-9): Currently I am trying to find a piece of 2x6 Winchester Grey to patch a deck. Unfortunately, this color/size has been discontinued. Composites have not been around long enough for consumers to realize this can be a problem. It doesn’t really matter what brand it is (TimberTech, Trex, etc).

This is an industry that needs work on correcting a situation like I have just explained.

Yes, there are pros and cons to both composite and wood (redwood and ipé) decking. No product is perfect.

But a customer who built a 2x6 redwood deck 30 years ago can still come into Bruce Bauer and buy a piece to patch their deck. Mother Nature has not discontinued this color (yet, anyway).

When you sell composite decking, my thought is this: You might want to suggest the customer buy a few extra pieces (if they have a place to store it).

This way, if a composite the customer bought is phased out, at least they have a few feet to make a repair.

Just a thought.

David Bruce Thom Lumber Buyer Bruce Bauer Lumber & Supply Mountain View, Ca. david@brucebauer.com Building-Products.com

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Siding Demand Continues Climb U.S. demand for siding is forecast to rise 7.1% yearly to 103.5 million squares in 2018, valued at $12.1 billion, according to a new Freedonia Group study.

As is the case with many building materials, an expected rebound in construction activity will be the pri-

mary driver for growth. For siding, the link to new housing is particularly strong, given that nearly every home in the U.S. features exterior cladding.

Homeowners are increasingly turning to lower maintenance, more durable siding materials such as fiber cement, brick, EIFS and stone, though

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all siding products are expected to benefit from the anticipated recovery in new housing completions.

Also adding to gains will be continued growth in the key replacement market, which accounted for 57% of sales in 2013.

Vinyl will remain the leading replacement siding by far, but will continue to be challenged by newer materials with better performance characteristics.

Among material types, brick, concrete and stone siding are expected to see the most rapid advances in demand going forward. Brick siding demand will be driven by increasing residential building construction in the South, where the material is most commonly specified because of its favorable aesthetics and long tradition of use in the region. Moreover, home builders across the U.S. are expected to increasingly install brick siding because of its desirable appearance, long lifespan, and fire resistance.

Concrete and stone siding is widely used in both residential and nonresidential structures. Concrete blocks can be utilized to provide functional yet durable exterior cladding, while precast concrete panels and synthetic stone veneers are specified to recreate the look of more costly siding materials—such as brick or natural stone— at a lower cost.

Vinyl siding accounted for the largest share of siding demand in 2013. However, vinyl has seen its share of the U.S. siding market fall from 39% in 2003 to 27% in 2013.

Vinyl has faced strong competition from other materials—such as fiber cement, stucco and wood—seen as more aesthetically pleasing.

Going forward, although it will continue to lose market share, vinyl will remain the leading material installed in the U.S. because of its low cost, long lifespan, and minimal maintenance needs.

Residential improvement and repair applications were the leading siding market in 2013, indicative of the low level of housing completions in that year. However, the new residential market is expected to regain its leading market position in 2018, as housing completions rise rapidly from their low base. Remodeling and repair demand for siding will exhibit solid growth, as homeowners who put off re-siding projects during the recent recession will do them going forward.

Building-Products.com

terms: Kyra Bishop, Berry Home Center, Abingdon, Va.; Hamid Taha, Alpine Lumber, Parker, Co., and Drew Orem, Alliance Lumber, Glendale, Az. Best new products winners were Concrete Lumber, Fairless Hills, Pa., 1st prize; Trim Clip, Fairfield, Ct., 2nd prize, and Leatherneck Hardware, Danville, Il., 3rd prize.

LMC dealer Sanford & Hawley, Unionville, Ct., was recognized for 130 years in business; Koopman Lumber, Whitinsville, Ma., for 75 years.

For full pictorial coverage of the event, see pages 45-47.

Ace Rolls Out 2 New Features

PRIZE WINNER: At its recent show, Lumbermens Merchandising Corp. president John Somerville (center) presented the first place award for best new product to Brian Betz (l) and Tom McEvoy (r), of Concrete Lumber Co., Flemington, N.J., manufacturer of a patented, stress-reinforced structural cementitious composite substitute for wood, steel, composites, LVL and glulams.

LMC Dealers Assemble in Florida

Lumbermens Merchandising Corporation met March 56 in Tampa, Fl., for its annual meeting.

Bob McNamara, Arlington Coal & Lumber, Arlington, Ma., was elected to the board of directors. William Wren, Manor Building Supply, Augusta, Ga., is the new vice chair, while three members were re-elected for three-year

Building-Products.com

Ace Hardware, Oak Brook, Il., has launched a mobile app for iPhones that provides all of the features of the company’s mobile website, along with some exclusive new benefits, in an easy to use application.

In addition to allowing consumers to conduct research, read reviews, and purchase all products available at acehardware.com, the Ace iPhone app also allows users to access helpful how-to videos and step-by-step project information whenever and wherever they have their mobile devices.

Consumers can also scan product barcodes and QR codes to review product information and reviews while instore, share product information through their social channels, and receive push notifications with special offers and content.

The co-op also announced a new in-store pickup feature that will allow customers to check their local store’s available inventory on acehardware.com, go in-store to make their purchase, or place their order online and pick it up as soon as the same day.

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USDA Supports Sustainable Wood Efforts

The USDA will invest $1 million in the Softwood Lumber Board-funded WoodWorks program and up to $1 million for a tall wood building competition that will accelerate technology transfer and implementation of

expanded uses of wood products for building construction in the U.S. In addition, the Binational Softwood Lumber Council intends to provide an additional $1 million for the project.

“The Softwood Lumber Board is delighted to have USDA as a funding

partner for the WoodWorks program to provide technical support, education and resources related to the design of modern wood buildings to architects, engineers and developers.” said Stephen Lovett, c.e.o. of the SLB. “We are equally enthused and supportive of the partnership between the USDA and the BSLC on the tall wood building competition.”

Weston Picks Up Rosebank

Thanks to our customers and vendors as we begin our 28th year • Tyvek • Garden Products • Building Materials • Panels • Roseburg DuraTemp Plywood Siding • Industrial Lumber • Salvage & Surplus

Weston Forest Products, Mississauga, Ont., has purchased certain assets from Rosebank Forest Products, Markham, Ont., which has exited the industry after more than 20 years.

As part of the deal, Rosebank v.p. and general manager Jeff Spellman has joined Weston.

APP Watch

Riverside, CA

877-369-2327 “Caring about customers is our business” Application: GP PANEL GUIDE Produced by: Georgia-Pacific Price: Free Platforms: iPhone, iPad, Android

www.superiorwoodtreating.com

Georgia-Pacific Wood Products has launched an app for its structural panel products to deliver content in a convenient, on-demand, and easyto-read format.

“This app is perfect for answering customer questions and helping with product selection in the store aisles, on the job site, in the dealer yard, or at home,” said G-P’s Jeff Key. The app is divided into two sections. An applications section introduces colorful dots indicating where each product should be used on a home, while a products section allows users to navigate by brand.

Within each product area, users will find a short product summary and links to specs, installation tips, warranty info, sustainability facts, and third-party certification data. Another area shows how to read an APA grade stamp, which appears on nearly all G-P structural panels.

Download from iTunes App Store or Google Play Store

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Building-Products.com

NEW Products

Coated LSL

Storm-Resistant Windows

Trus Joist Timberstrand LSL rim board from Weyerhaeuser can now be protected with a Flak Jacket coating.

The factory-applied coating meets IBC non-combustible requirements for Type II (infill) multi-family construction. No special handling or storage of treated boards is required.

Silver Line’s new windows and patio doors are designed to help protect homes at or near the coast.

The impact-resistant products have vinyl construction for low maintenance and upgraded glass for impact resistance and energy efficiency.

Styles include double-hung, sliding, casement, and awning windows, plus sliding patio doors.

 WOODBYWY.COM

 SILVERLINEWINDOWS.COM

(888) 453-8358

(800) 234-4228

Turning Good

HOUSESinto

GREAT HOMES

™

Interior

Exterior

DIY Exterior

DIY Interior

Aluminum

Professional

www.bwcreativerailings.com

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Gypsum Roof Boards

The Pro19 from Tapco Tools allows installers to fabricate custom trim and flashing for roofing, siding, gutters, windows, doors, and HVAC applications.

The device can handle thick metals such as copper sheet and coil, soft aluminum, and galvanized steel on the jobsite.

National Gypsum’s has launched a new line of gypsum roof boards: DEXcell.

The line includes two DEXcell glass-mat roof boards and a DEXcell cement roof board.

Both of the glass mat boards are produced in three thicknesses, in sizes 4’x4’ and 4’x8’. One is suited for mechanically fastened roof systems; the other is designed for fully adhered roof systems.

The cement roof board is lightweight and resistant to moisture and mold, in sizes 4’x4’ and 4’x8’.

 TAPCOTOOLS.COM

 NATIONALGYPSUM.COM

Custom Trim Fabrication

(800) 521-7567

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(704) 365-7300

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Building-Products.com

Fire-Resistant Gypsum Boards

Quickly Vented

TAMKO has designed QuickVent to properly ventilate attic spaces, when used in conjunction with soffit vents.

The continuous-ridge vent is made of nylon matrix and can be installed with a nail gun. It provides effective shingle-over ventilation.

CertainTeed contains a fire-resistant option to its line of Easi-Lite gypsum boards.

Easi-Lite 30 is made of up to 99% recycled material and is UL classified for fire resistance. It is

ideal for commercial building code applications where a single-layer, one-hour fire rating is not required.

 CERTAINTEED.COM (800) 233-8990

 TAMKO.COM

(800) 641-4691

Double-Hungs

Integrity double-hung replacement windows from Marvin Windows & Doors combine the strength of Ultrex pultruded fiberglass with the beauty of wood.

For easy replacement, the windows are available in 1/64” increments with a 3-1/4” replacement frame for through-jamb installation. Dual operating sashes allow either the upper or lower sash to be opened and removed for cleaning. An optional controlopening device prevents falls.

 INTEGRITYWINDOWS.COM (888) 419-0076

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WHAT YOU WANT. WHEN YOU NEED IT. Timbers Green & K.D. Export

Dimension Lumber Treated Products Domestic

Fluid-Applied Barrier

Manke Lumber Company is familyowned and has been serving the needs of the lumber industry since 1953. We take pride in milling and stocking quality lumber in a full range of commodity sizes and larger dimension timbers. We also answer your market needs for a wide variety of treated lumber products.

Our forest products are milled from carefully harvested Northwest trees ready for distribution to you—on time and at the right price.

Located in the Port of Tacoma, we have ready access to deep water shipping, rail heads or trucking terminals for longer haul loads. Manke operates its own fleet of trucks and is at your service for straight or mixed loads by truck, rail or sea.

We manufacture primarily Douglas fir and western hemlock, including • 2x4 thru 2x12, Lengths 8-20’ • 3x4 thru 3x12, Lengths 8-26’ • 4x4 and wider, Lengths 8-26’ • 6x6 and wider, Lengths 8-26’ • 8x8 and wider, Lengths 8-26’ • Timber sizes up to 12x12

Manke Lumber Company Call 1-800-426-8488

1717 Marine View Dr., Tacoma, WA 98422

Phone 253- 572-6252

Fax 253-383-2489

www.mankelumber.com

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StoGuard fluid-applied weather barrier reportedly is faster and easier to apply than traditional housewraps.

The low-VOC product can be sprayed on or applied with a roller, with no additional breathing apparatus or special handling.

The coating fully adheres without mechanical attachment, reducing opportunities for moisture and air intrusion.

 STORESIDENTIAL.COM (800) 221-2397

Engineered Slate Roofing

Engineered slate roofing from Ply Gem is molded from nearly 100% recycled materials.

The shingles have deep shadow lines and chiseled edges like natural slate, but are lighter weight and easy to install with indented nail flanges.

They are also tested to withstand wind up to 110 mph, as well as golfball-sized hailstones.

Natural slate is added for four authentic colors: sagebrush, brownstone, pewter and charcoal.

 PLYGEMROOFING.COM (888) 975-9436

Building-Products.com

Smart Cedar Shingles

Ecoshel’s Smart-Shingle System automatically offsets shingle joints over two courses, providing an installation that prevents leaks—even in extreme weather.

The system also includes a built-in, ventilated rainscreen to eliminate trapped moisture that causes cupping and decay in conventional installations.

The premium-quality 18” KD, R&R sanded western red cedar shingles are offered factory pre-finished in an array of semi-transparent and solid colors.

 ECOSHEL.COM (207) 370-6247

Easy to Open Knobs

Push-Pull-Rotate doorknobs from Hampton Products International are built on a cylindrical chassis normally used in commercial applications.

Each entry, privacy and passage unit can be installed with a Phillips screwdriver.

Matching deadbolts are available, in polished brass, satin nickel, and Tuscan bronze.

 HAMPTONPRODUCTS.COM (800) 562-5625

Hardwood Under Foot

Johnson Hardwood is introducing two new premium engineered hardwood flooring lines.

Pacific Coast hickory follows the wide with plank trend. It comes in four different color stains and in random length planks to easily accommodate a variety of room shapes.

The value-priced Frontier series features 5/8”-wide planks with an 11-step aluminum oxide finish.

 JOHNSONHARDWOOD.COM (800) 910-3047

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Baffled Ridge Vent

Benjamin Obdyke’s Shark Vent XLP extracts heat and moisture from residential attics.

The externally baffled ridge vent has the rigidity of a sectional vent, but can be installed with a nail gun.

Available in 25-ft. rolls, the product has internal and external baffles with 1/8” vent holes that protect attics against rain, snow, and infiltration by insects.

 BENJAMINOBDYKE.COM (800) 523-5261

Power Up

 ROUGH TIMBERS  UTILITY POLES  PRESSURE TREATED LUMBER RETARDANT TREATED  FIRE LUMBER AND PLYWOOD

Stanley’s new power inverter allows users to power and charge cell phones, laptops, DVD players, gaming devices, and more.

The 140-watt Powerit includes two electrical, household-style outlets and a USB port. An easyto-install bracket can be mounted inside a vehicle.

Also included is overload and short-circuit protection, fault interrupter technology, and LED power and fault indicators.

 STANLEYTOOLS.COM (800) 262-2161

Send us your news!

Promote your recent expansion, new hires, product intros, or other changes on the news pages of The Merchant. Send to karen@building-products.com.

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Building-Products.com

LMC Photos by The Merchant

LUMBERMENS MERCHANDISING CORP. hosted its annual meeting March 5-7 at the Tampa Convention Center, Tampa, Fl. [1] Steve Reeder, Steve Page, Gary Roth, Phil Herman, Gary Converse. [2] Tom Peterson, Troy Allen. [3] Vivian & John Somerville, J.D. Saunders, John & Rena Saunders, Frank Monk. [4] Kirk Hammond, Tim Weston. [5] Rich Mills, Mary Jo Nyblad, Bill Moyer, Tom Shew. [6] Dick Willard, Dan Building-Products.com

Kane, John Brissette. [7] Mark McLean, Steve Gaeckle, Gary Pittman.

[8] Lisa Martin, Alan Oakes. [9] Kevin Jarvi, Jack Delaney, Kevin Potter.

[10] Greg Ackerman, Chuck Post, Dave McConachy. [11] Mark Collins, Todd Filipek, Fred Miller. [12] Bob & Karen Barreto, Dianne & Keith Pound. [13] John Loftus, Steve Churco, Scott Brown.

(More photos on next two pages) April 2014

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LMC Photos by The Merchant

MORE LMC (continued from previous page) in Florida: [1] Mike Barnett, Brandon Holly, Clancy Herr. [2] David Welborn, Rick Wasieleski. [3] Lisa Mack, Cindy Moss. [4] David Gaudreau, Rick Fortunaso, Steven Hofer.

[5] Andy Faircloth, Charlie Risinger. [6] Ton Lipsey, Michael Rowland.

[7] John & Ruta Kelly, Susan Merigan, Dave McGoldrick. [8] Brian Johnson, Ken Munyon. [9] Steve Short, Tavis Lager. [10] Chris

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Freeman, Brian Bunt, Bobby White. [11] Craig Little, Mike Melczarczyk.

[12] Steve Page, Kevin Dussault, Dave Perkins. [13] Rob Campbell, Greg Haupt, Matt Weaber, Rob Campbell Jr. [14] Joe Angelo, Barb Hart, Dick Southard. [15] Gary Roth, David McKinney, Jack Kinkead. [16] Ryan Williams, Julie Baker, Frank Fletcher, Pat Patranella.

(More photos on next page) Building-Products.com

LMC Photos by The Merchant

EVEN MORE LMC (continued from previous two pages): [1] Doug Asher, Tya Camp. [2] Salim Jawa, Greg Bates. [3] Thomas Muto, Peter Brady. [4] Jay McCarthy, Darrell Hungerford. [5] John Parsons, Frank Butterfield, Jack Parsons. [6] Dan Kukol. [7] Bradley Marks, Phil Dodson, Joe Woodward, Phil Heck. [8] Garrett Chace, Kevin O’Connor, Reed Rediger, Cory Chace. [9] Mark Swinth. [10] Drew Orem Steve Building-Products.com

Firko. [11] Tom Glauber, James D’Annunzio, Robert Kruse. [12] John Bumby, Eddie Cox. [13] Brad Chalker, Rick Rakoczy. [14] Colby Mayeaux, Terry Secrest, Wayne Miller. [15] Jim Miller, David Stewart.

[16] Lindsay Forbes, Blake Shimpaugh. [17] Andy Toombs, Dane Kane.

[18] Jack Kinkead. [19] Rick Stout, Jorge Robledo. [20] John Broomell, Steve Roth. [21] Donald Clayton, Ed McNulty.

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WESTERN PRODUCERS Photos by The Merchant

WESTERN WOOD Products Association held its annual meeting March 2-4 in Portland, Or. [1] Steve Swanson, Crystal Swanson, Chris Swanson. [2] Butch Sager, John Branstetter. [3] Art & Shauna Andrews, Robert West. [4] Tom Cochran, Doug & Cherie Hanson, Jack Greene. [5] Gregg Andrews, Ron Holen. [6] Chuck Roady, Dan Claridge. [7] Russ Tuvey, Ellen & Charlie Phillips. [8] Mark Myhvold, Kenzie Church, Bill Briskey. [9] Russ Vaagen, Maurice

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Vialette. [10] Jim Moses, Gayla Belden, Kip Burns, Ilene Young.

[11] Russ Hobbs, Hector Dimas. [12] Joshua Tyler, Jeff Herscovitz.

[13] Scott Elston, Sabrina Bloss, Michael Pritikin, Grant Phillips.

[14] Ted Roberts, Cyndee Johnson. [15] Adrienne & Kevin Binam.

[16] Maurice Vialette, Jamie Trenter, David Rix. [17] Matthew Goughnour, Gary Snider. [18] Rock Belden, Brad Hatley.

(More photos on next page) Building-Products.com

WESTERN PRODUCERS Photos by The Merchant

WESTERN PRODUCERS (continued from previous page) gathered in Portland, Or. [1] Craig Larson, Connie & Frank Stewart, Kevin Cheung. [2] Tod Kintz, Jim Vandegrift, Ron Hanson.

[3] Janet Corbett, Frank Pearson, Rick Palmiter, Chloe Pearson, Mike Colgan, Steve De Zwarte. [4] Michael & Debbie McGee. [5] Grant Phillips, Fritz Mason,

Mike Phillips. [6] Chris Thoms. [7] Jeff Fantozzi, Greg McCoy. [8] Mark Young, Andrew Lessar. [9] Sheldon Howell. [10] Laurie Creech, Wade Mosby. [11] Bob Lewis, John Shelk.

[12] Joe LeBerge, Eric Schooler, Kevin Dodds. [13] Brooke McCaslin. [14] Joe Heitz, Ken Tennefoss.

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www.fontanawholesalelumber.com

Building-Products.com

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NAWLA NW REGIONAL Photos by The Merchant

NORTH AMERICAN WHOLESALE Lumber Association hosted a March 4 regional meeting in Portland, Or. [1] Joe LaBerge, Aly Kingsley, Kevin Dodds, Grant Phillips. [2] Jesse Archambault, Scott Slaughter, Jeff Morris. [3] Rick Boothman, Cami Waner, Ken Tennefoss. [4] Stuart Ralston, Steve Anderson. [5] Aaron Linerud, Ryan Wake. [6] Rob Turk, Mike Holm, Tony Pieper. [7] Gordon King, Steve Cole. [8] John Murphy

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Jr., Paul Odomirok, Kirk Nichols. [9] David Andersen, Jeff Moore, Joseph Thomas. [10] Steve Nielsen, Mike Phillips. [11] Bart Bartholomew, Laurie Creech, Josh Goodman. [12] Carter Stinton, David Smith, Paul Owen, Jerry Lawson. [13] Mike Mannex, Megan McMurray, Dan Claridge. [14] Frank Forward, Scott Elston, David Stallcop. [15] Mark Grube, Jim Adams, Karl Hallstrom.

(More photos on next page) Building-Products.com

NAWLA NW REGIONAL Photos by The Merchant

NAWLA (continued): [1] Chris Knowles, Ben Gardner, Bryon Miyamoto, Dylan Dripps. [2] Jon Anderson, Craig Johnston. [3] Josh Dean,

Danny Osborne. [4] Larry Tommerup, Casey Garland. [5] Kris Lewis, Leslie Southwick. [6] Chris Knowles, Brett Tohlen, Kyle McWhirter.

Wholesale Industrial Lumber

REEL

LUMBER SERVICE

1321 N. Kraemer Blvd. (Box 879), Anaheim, Ca. 92806 Fax 714-630-3190 (714) 632-1988 • (800) 675-REEL 3518 Chicago Ave., Riverside, Ca. 92507

(951) 781-0564

www.reellumber.com Building-Products.com

[7] Chris Thoms, Brooke McCaslin, Chris Crucitt. [8] Dave Heldoorn, Pat Harris. [9] Scott Whitman, Keith Berg, Jess Abell.

A

t Reel Lumber Service, we supply domestic and foreign hardwoods.

Our products and services include: • Hardwood Lumber & Pine • Hardwood Plywood & Veneers • Melamine Plywood • Hardwood Moulding (alder, cherry, mahogany, MDF, maple, red oak, paint grade, pecan hickory, white oak, walnut, beech) • Milling (moulding profiles, S2S, SLR1E, SLR2E, & resawn lumber) • Woodworking Accessories (appliques, ornaments, butcher blocks, corbels, etc.)

• Woodworking Supplies (deft finishes, color putty, adhesives, etc.)

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ur products are widely used in interior finish carpentry, furniture, cabinetry and hundreds of industrial and manufacturing applications. We stock a complete line of complementary products to complete virtually any woodworking or millwork project.

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51

FAMILY Business

By Wayne Rivers

Relationships are key to family business success

P

most important element in the success or failure of a family business is the relationship among key members of the business family. Most businesses can survive the threats of competition, economic cycles, changes in technology, or other factors, but the deterioration of interpersonal relationships will devastate the business and tear apart the family.

Both the direct and opportunity costs can be monumental. If family members spend just one hour per day bickering, avoiding each other, or talking to others about family problems, the cost of lost productivity is measurable. Even more costly are the opportunities that will be missed because of the conflicts.

Whatever affects the family is likely to reverberate through the business, and vice versa. Unfortunately, little is taught about how to build good relationships. Yet there are skills that can be taught, to make working together and living together more rewarding and enjoyable. These skills form a pyramid that, if implemented, will help improve relationships within the family and the business.

The foundation for building good relationships is open and honest communication. Often poor communication is the biggest problem, and work done on this element can pave the way for improved relations. Parties must be willing to address issues that might be touchy or controversial. Avoidance only makes the problems more severe when they surface—and surface they will.

Equally damaging is silent agreement just to keep the peace. Find ways to disagree without belittling or enraging the other party. Communication ERHAPS THE SINGLE

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must be built upon honesty, otherwise the other party(ies) can have misunderstandings which will ultimately damage the relationship more than the initial confrontation.

Remember that about 70% of all communication is non-verbal. Your body language may negate your words and call into question whether your communication is honest. Your tone of voice often conveys more than what you say. Take care to remove sarcasm, anger, doubt, and superiority from your speech. Active listening is another vital part of good communication skills. Seek to understand rather than be understood—a good axiom to follow in building relationships. Like a building constructed on a faulty foundation, relationships that do not start with honest and open communication are doomed to crumble.

The next block on the pyramid is the agreement on common values.

April 2014

What values are important to you?

Ask the other party to identify those values he or she believes important.

Match them up. Values such as honesty, trustworthiness, stewardship, loyalty, hard work, harmony, tolerance, and courtesy are some common qualities most family members admire. Seek agreement on values.

What shared visions do the parties have in common? Families in business with each other rarely talk about shared vision, but to build a meaningful and caring relationship with someone with whom you work and live requires agreement on outcomes you would like to see. What is your vision for the future of the business? How about the future for the family? Spend time talking with the other party about his or her vision and look for common ground.

It is also important to reach agreement about expectations, both within

Building-Products.com

the business and the family. It is reasonable to expect family members to show up for work and stay on the job for an appropriate number of hours. It is fair to expect family members to appear at family functions. What specific expectations should you have of someone with whom you have a relationship? Differing expectations are great sources of misunderstanding and conflict between people.

Identify the roles you are expected to play, as well as the roles of others. For instance, in a typical family of four there are a total of seven different roles that can be played out. There is the husband and wife relationship. They are also father and mother. You can have mother and daughter, as well as mother and son. Then you could find father and daughter and brother and sister. If this family works together you must add the roles of employers, employees, coworkers, and owners. This could increase the number of roles to 14. Sometimes in family businesses, one party might need to begin a conversation by identifying the role he or she is representing. Is this a father talking to a son or a boss talking with a co-worker? Because it is difficult separating roles, this factor complicates good relationships in family businesses.

Another essential building block is accountability.

Family members must be accountable for their actions within the family, just as they must be accountable for performing certain responsibilities within the business. Every member must be accountable for his or her actions. Most family businesses have no written job descriptions for family members, so there are no written performance expectations or accountability requirements. To whom are you accountable? Spell it out in order to achieve better relationships.

What attitude do you carry into the relationship? Is it one of concern and care for another, or do you demonstrate a disregard for their interests and feelings? The attitude you demonstrate goes a long way toward establishing mutually fulfilling or broken relationships. Again, attitude is often demonstrated through body language and actions as much as through what you say. Genuine attention and interest in other parties will encourage them to demonstrate the same in return.

To have a good relationship with others you must have contact with them. Spending time together helps strengthen bonds, especially when that time is out of the office. Make certain that you agree to not discuss business during family social settings. Playing together is just as important as working together. Social settings often help you understand the other person and learn more about the factors that affect other areas of his or her life. Conversely, if all contact is in an informal social setting, it is difficult to gauge how a person will perform in a work setting. Like all other areas of life, balance is important.

Understanding the decision-making process will go a long way toward improving relationships. Historically, in the home and at work, a strong leader made all the decisions, with other family members expected to concur.

When family members enter the business, they are less likely to automatically accept these dictates, leading to strains on relationships. Business families need to understand what authority will be shared at home as well as at work. The ideal model would be to establish how far leaders can go in making decisions, which decisions need agreement by a majority of family members and which might need a “super majority” to concur.

One patriarch observed, “We don’t have time to turn this Building-Products.com

business into a democracy and take a vote on every decision.” This is exactly why everyone needs to understand the process for making decisions, who can make them, and when they can expect to be involved in the process. Those who feel they have input in the direction of an organization will feel better about their relationships with other members of the organization.

What do you do when conflict arises? Any family that denies it has conflict is either in serious denial or else family members are afraid to disagree. Either alternative points to serious relationship problems in the future.

How do you resolve conflict? Do you pretend it doesn’t exist? Do you get together with the proper person and discuss it? Call a family meeting and resolve it? If the disagreement persists, do you call in an independent third party to help in mediation? Again, a written understanding of this process, before conflict arises, will help prevent misunderstandings and bad feelings when conflict occurs. A good family meeting can be held on the subject of how to resolve conflicts when they do occur.

Do family members understand that compromise is necessary? Constantly being on the short end of a win-lose relationship will only encourage problems between family members. In order for win-win solutions to surface, parties must be willing to seek compromise. No one would suggest that you compromise values, but finding common ground on solutions to disagreements doesn’t generally require giving up one’s basic values. Problem-solving exercises can help demonstrate how to seek compromise.

Mutual respect is essential. The best way to receive respect is to conduct yourself in a consistent and honorable way. You must also treat others as persons of worth. Do you communicate honestly and openly? Are you accountable for your actions? Do you demonstrate as well as verbally embrace the values that are respected by others? Do you show respect to others? If you talk down to others or treat them in a disrespectful way, do not be surprised if others do not treat you with respect. When mutual respect is present in a relationship, a sound basis is established for ironing out any differences that exist.

The top block on the relationship skills pyramid is trust.

Trust is something you earn over time. Trust can also easily be broken through mistreatment of others, dishonest communications, conflict, and other intentional and unintentional actions. Once the trust relationship is broken it is difficult to rebuild, so great care must be taken to be trustworthy at all times. Another important element is forgiveness.

When someone admits a mistake and asks for forgiveness, we must be willing to move forward with the relationship, understanding that the trust element might take a while to repair.

The implementation of these skills will improve existing relationships and help build new relationships that are lasting and fulfilling. Keep in mind that none of us is perfect, so we must constantly work to build goodwill and improved relationships. Families that work together and live together are mutually dependent on both the business and the family. Good relationships will cement the successes of both.

– Wayne Rivers is president of the Family Business Institute, Raleigh, N.C. Reach him at wayne.rivers@familybusinessinstitute.com or (877) 326-2493.

Reprinted with permission of the Family Business Institute. No portion of this article may be reproduced without its permission.

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2ND GROWTH Photos by The Merchant

WEST COAST LUMBER & Building Material Association’s 2nd Growth held a March 6 meeting at Knott’s Berry Farm & Resort Hotel, Buena Park, Ca. [1] John Assman, Shawn Knight, Tony Campbell. [2] Ryan Mitchell, Danny Sosa. [3] Jason Sumpter, Omar Diaz, Luis Rojas. [4] Mark Spitz, Alex Uniack, Bill Sullivan, Rex Klopfer. [5] Damien Simpson, Ron Souto, Tom Barclay, Mark Davis. [6] Jason Rutledge, Mo Shearer, Chris McDonough, Carlos Zarate. [7] Dan Sweeny,

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April 2014

Gerry Perez. [8] Betsy Bendix, Jean Henning. [9] Doug Willis, Jim Nicodemus, Al Reed. [10] Dora Lopez, Alex Gomez, Kressie Bates. [11] Pete Ganahl, Natalie Allen.

[12] Fia Faumuina, Pete Meichtry, Larry Bollinger. [13] Dan Lucero, Jason Croy, Steven Mitchell. [14] Karin & Tom Angel. [15] Chad Kidder, Vaughan Barker. [16] Joe Lozano, Luis Mendez, Will Lone. [17] Jay MacArthur, Chuck Casey. [18] Larry Christensen, Ryan Lauterborn. [19] Jason Womack, Tianna Roman.

Building-Products.com

ASSOCIATION Update Western Building Material Association’s headquarters in Olympia, Wa., will play host to a yard and delivery managers workshop April 29-30, followed by an “Executive Imperatives” advanced workshop for emerging LBM industry leaders May 1.

Fl., for its 93rd annual meeting.

Keynote speaker Dave Crowe, chief economist for the National Association of Home Builders, will discuss markets by city and region.

Speakers from the Environmental

Investigation Agency, World Wildlife Fund, and HPVA will review the new national consensus standard on legal timber due diligence and the association’s accredited certification program.

West Coast Lumber & Building Material Association will donate the net proceeds of its annual Associates/ Dealers Golf Tournament to the Wounded Warriors Building Homes for Our Troops. The event is set for June 5 at Rancho Solano Golf Course, Fairfield, Ca. Composite Panel Association will host its spring meeting May 18-21 at CasaMagna Marriott, Puerto Vallarta, Mexico.

Highlights will include a welcome reception and dinner, plus the chairman’s dinner.

Hardwood Plywood & Veneer Association will gather May 18-20 at the Waldorf Astoria Resort, Naples,

POOL PARTY: Following its spring pool tournament Feb. 13 in Orange, Ca., the Los Angeles Hardwood Lumberman’s Club presented an $8,000 check to the Hardwood Forest Foundation from funds raised at its Alan Bohnhoff Memorial Golf Tournament. (L-r) Steve Ondich, Nathan Osborne, Charley Fiala, Dale Bohannon, Dan Bohannon, Mark Michie, Dennis Johnston, Jim Gaither, Alan Arbiso, John Mortati, Randy Porter, Bill Fitzgerald, Charlie James. In the pool tourney, Michie took first place, followed by Ondich.

THUNDERBOLT WOOD TREATING “WE TREAT WOOD RIGHT”… Quality Wood Treating Services Since 1977 3400 Patterson Rd., Riverbank, CA 95367 • Fax: 209-869-4585

Larry Wade: (209) 996-2338 • larry@thunderboltwt.com Miguel Gutierrez: (209) 747-7773 • miguel@thunderboltwt.com

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IN Memoriam Roger N. Pellow, 86, retired vice president of sales for Woodfold Marco Manufacturing, Forest Grove, Or., died March 17.

After serving with the U.S. Army in Japan right after World War II, he began his wood products industry career, starting with U.S. Plywood, Rochester, N.Y., and later Welch Panel Co., Longview, Wa. He joined Woodfold Marco in 1971, retiring as v.p. in 1993, but remaining on the board until 2000.

the University of Idaho. After graduation, he joined the Marine Corps and achieved the rank of captain.

Mr. Hoff began his lumber career in 1960, at Hoff Building Supply, his father’s yard in Caldwell, Id. In 1965, he joined Boise Cascade’s building materials division, eventually rising to district manager. In 1980, he rejoined the family business, becoming the fourth generation to lead the company.

He retired in 1998, but remained chairman of the board until his death.

Harvey B. Hoff, 80, retired president and c.e.o., Hoff Companies, Meridian, Id., died March 10.

He studied business and forestry at

Richard “Dick” Blake, 92, founder of Blake’s True Value Hardware, Paso Robles, Ca., died Feb. 24 in Paso Robles.

A veteran of World War II, he served on the U.S.S. Carmick from 1942 to 1945, and participated in the D-Day invasion of Normandy.

He started the business, originally known as Blake’s Plumbing, Heating & Sheet Metal, in 1952.

Stanley Lee Snook, 82, co-founder of Wolverine Wood Products, Powers, Or., died Feb. 22.

After serving in the U.S. Army during the Korean War, he worked at Ross, Elk, Boise Cascade, and Double Dee Lumber, Central Point, Or. At age 61, he graduated from the NHLA grading school in Memphis, Tn., and helped start Wolverine Wood, a hardwood logging, drying and milling business.

CLASSIFIED Marketplace Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy or headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “cameraready” (advertiser sets the type), $65 if we set type.

Send ad to Fax 949-852-0231 or dkoenig@building-products.com.

For more info, call (949) 852-1990. Make checks payable to Cutler

HELP WANTED

HELP WANTED

BRANCH MANAGER - RIVERSIDE, CA. Boise Cascade, a leading building materials distributor, has an opening for a Branch Manager at our Riverside, Ca., location. The Riverside branch services all of Southern California. This is a transitional position. The successful incumbent will function as the assistant branch manager during training and transition, and assume branch manager duties at the end of 2014. The branch manager is responsible for managing a wholesale building materials location, consisting of administrative, sales, product management, and warehouse and delivery operations. Coaches, counsels, leads and is responsible for financial and safety results.

Requires college degree or equivalent experience and an equivalent of 10 years in product management, operations, or comprehensive knowledge of building products industry.

Boise Cascade is committed to Total Quality and offers an excellent compensation package. If you meet the above qualifications, apply online at www.bc.com. (Job ID #5225) All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran or disability status.

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Publishing, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660.

Deadline: 18th of previous month.

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

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THUNDERBOLT WOOD TREATING, INC. We are looking for a qualified Outside Sales Representative to join our sales team. You MUST have experience in the lumber industry.

Sales position covers Central and Southern California. Requirements: Live or be willing to relocate to Central Valley. Very competitive wage, based on years of experience.

No phone calls. Please send resume, including cover letter with years of experience in industry, to robin@thunderboltwt.com.

April 2014

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

North American Wholesale Lumber Assn. – April 10, regional meeting, Vancouver, B.C.; (847) 870-7470; www.nawla.org West Coast Lumber & Building Material Association – April 10, golf tournament, Black Gold Golf Club, Yorba Linda, Ca.; (800) 266-4344; www.lumberassociation.org.

Home & Garden Show – April 11-13, San Mateo Event Center, San Mateo, Ca.; www.worldclassshows.com.

Transload Distribution Association – April 12-14, conference, Hilton, Rosemont, Il.; (503) 656-4282; www.transload.org.

Western Forestry & Conservation Assn. – April 16, access & easements workshop, Springfield, Or.; www.westernforestry.org.

Southern California Hoo-Hoo Club – May 9, Don Gregson Memorial Golf Tournament, San Dimas Golf Course, San Dimas, Ca.; (323) 559-1958; www.hoohoo117.org.

Do it Best – May 17-19, spring market, Indianapolis Convention Center, Indianapolis, In.; (260) 748-5300; www.doitbestcorp.com.

Composite Panel Assn. – May 18-20, spring meeting, Puerto Vallarta, Mexico; (301) 670-0604; www.compositepanel.com.

Hardwood Plywood & Veneer Assn. – May 19-21, annual convention, Waldorf Astoria, Naples, Fl.; (703) 435-2900; www.hpva.org.

Western Hardwood Assn. – May 19-22, convention, Airport Holiday Inn, Portland, Or.; (360) 835-1600; www.westernhardwood.com.

Pacific Coast Wholesale Hardwood Distributors Association – May 22-23, annual meeting, St. Regis Monarch Beach, Dana Point, Ca.; (602) 272-1213; www.pcwhda.com.

National Wood Flooring Assn. – April 16-19, wood flooring expo, Music City Center, Nashville, Tn.; www.woodfloors.org.

Black Bart Hoo-Hoo Club – April 26, annual poker tourney & BBQ, Burgess Barn, Healdsburg, Ca.; (707) 542-5091; www.blackbarthoohoo181.org.

Western Building Material Association – April 29-30, yard/delivery managers workshop; May 1, emerging leaders seminar, WBMA Hq., Olympia, Wa.; (360) 943-3054; www.wbma.org.

Moulding & Millwork Producers Association – April 29-May 2, annual meeting, Mansion at Forsyth Park, Savannah, Ga.; (530) 661-9591; www.wmmpa.com.

International Wood Composites Symposium – April 30, May 1, annual symposium, Red Lion, Seattle, Wa.; (800) 942-4978; www.woodsymposium.wsu.ed.

West Coast Lumber & Building Material Association – May 1, 2nd Growth meeting, Buena Park, Ca.; (800) 266-4344; www.lumberassociation.org.

Material Handling Equipment Distributors Association – May 37, annual convention & exhibitors showcase, Loews Portofino Bay Resort, Orlando, Fl.; (847) 680-3500; www.mheda.org.

American Wood Protection Assn. – May 4-6, annual meeting, Marriott, Newport Beach, Ca.; (205) 733-4077; www.awpa.com.

Tacoma-Olympia Hoo-Hoo Club – May 6, Old Timer’s Night, La Quinta Inn, Tacoma, Wa.; (253) 531-1834.

National Hardware Show – May 6-8, Las Vegas Convention Center, Las Vegas, Nv.; (888) 425-9377; www.nationalhardwareshow.com.

North American Retail Hardware Assn. – May 6-8, convention, Convention Center, Las Vegas, Nv.; (800) 772-4424; nrha.org.

Paint & Decorating Retailers Assn. – May 6-8, Convention Center, Las Vegas, Nv.; (800) 737-0107; www.pdra.org.

C&E LUMBER COMPANY 1 1/2” to 12” Diameter in Stock.

SPECIAL QUOTES

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ADVERTISERS Index

IDEA File

For more information on advertisers, call them directly or visit their websites [in brackets].

Service with a Pop

Allura [www.allurausa.com] ............................................................7

A new dealer in Reynoldsburg, Oh., serves up

helpful advice, optimism, and a firm belief in the American Dream. Free popcorn for every customer is also included.

Owner Viktor Prozapas, who immigrated to the United States from Ukraine in 1998, opened a new Ace Hardware in Reynoldsville, Oh., after the local True Value closed last year. Fittingly, the store’s location is on Main Street.

“I knew this was a land of opportunity, and I want to remind people that we can work hard toward our dreams and we can achieve those dreams,” he says.

“The opportunities are out there, and anyone who really wants to can make it in this country.”

Prior to becoming a dealer, Prozapas owned and operated a construction company for 10 years. When he began looking for new business opportunities, he learned about the closure of the True Value store.

“They did not close because there was no business, but because of high overhead costs,” he says. “Then I started talking to local people and they said the city really needed a good local hardware store.”

The new store has a “Helpful Hub” desk where customers can place special orders and get keys made.

This is also the spot to pick up that free popcorn.

“People should come in to see us and bring their kids,” he says. “We serve fresh popcorn every day.”

Not surprisingly, Prozapas has definite ideas about how he wants to operate his store.

“My mission as an owner in this community is to make it very personal,” he says. “I want every person, family, and business to think, ‘This is my Ace.’” Prozapas is also looking for ways to serve his new neighborhood.

“I hope to find many ways to give back to the community,” he says. “We hope to have events like petadoption days and mulch fundraisers for local sport teams. We want fire department partners to come in and promote safety. I would also like to work closely with the police department and promote whatever is on their agenda,” he says.

Allweather Wood [www.allweatherwood.com] ............................23 Arch/Lonza [www.wolmanizedwood.com]...........................Cover I Bear Forest Products [www.bearfp.com].....................................38 BlueTarp [www.bluetarp.com].......................................................11 Boise Cascade EWP [www.bcewp.com] ........................................4 BW Creative Wood [www.bwcreativewood.com] ........................39 C&E Lumber Co. [www.lodgepolepine.com] ...............................57 Collins [www.collinswood.com]....................................................25 Eco Chemical [www.ecochemical.com] .......................................41 Fiberon [www.fiberondecking.com] .............................................13 Filler King Co. [www.fillerking.com] ...............................................4 Fontana Wholesale Lumber [fontanawholesalelumber.com].....49 Gemini Forest Products [www.geminiforest.com] ......................19 Huff Lumber Co. .............................................................................24 Humboldt Redwood [www.getredwood.com] ..............................23 Interfor [www.interfor.com] ...........................................................32 J.H. Baxter [www.jhbaxter.com]....................................................36 Jones Wholesale Lumber [www.joneswholesale.com] ..............34 Kelleher Corp. [www.kelleher.com] ..............................................21 Keller Lumber .................................................................................36 LP Building Products [www.lpcorp.com].....................................37 Manke Lumber Co. [www.mankelumber.com].............................42 Maze Nails [www.mazenails.com].......................................Cover III Mendocino Forest Products [www.mfp.com] ..............................23 MoistureShield [www.moistureshield.com] ...................................5 Norman Distribution Inc. [www.normandist.com].......................17 Pacific States Treating [www.pacificstatestreating.com]...........57 Pennsylvania Lumbermens Mutual Insurance [plmins.com] .....35 Quality Borate Co. [www.qualityborate.com] ..............................22 Redwood Empire [www.redwoodemp.com].................................27 Reel Lumber Service [www.reellumber.com] ..............................51 Reliable Wholesale Lumber Inc. [www.rwli.com] ........................26 Rosboro [www.rosboro.com] ........................................................40 Roseburg Forest Products [www.roseburg.com] .........................3 Royal Pacific Industries .................................................................43 RoyOMartin [www.royomartin.com] ...............................................8 Simpson Strong-Tie [www.strongtie.com]...................................33 Snider Industries [www.sniderindustries.com] ...........................44 Superior Wood Treating [www.superiorwoodtreating.com].......38 Swanson Group Sales Co. [www.swansongroupinc.com].........31 Taiga Building Products [www.taigabuilding.com] ....................30 Thunderbolt Wood Treating [thunderboltwoodtreating.com] ....55 Universal Forest Products [www.ufpedge.com]..........................15 Utah Wood Preserving Co. ............................................................44 Viance [www.treatedwood.com].........................................Cover IV Western Wood Preserving [westernwoodpreserving.com].Cover II

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