Merchant March 2015

REDWOOD & CEDAR NEW WAVE OF FASTENERS THE RETURN OF HOO-HOOMARCH 2015

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4 The Merchant Magazine March 2015 Building-Products.com

March 2015 Volume 93 Number 9

The MERCHANT Magazine

OnlineBREAKING INDUSTRY NEWS, EVENT PHOTOS, & DIGITALEDITION OF THE MERCHANT

BUILDING-PRODUCTS.COM

Special Features9 MARGIN BUILDERS

TARGETING WESTERN RED CEDAR TOTHE NEXT GENERATION OF BUYERS

10 FEATURE STORYFRATERNITY MAKES A COMEBACK

12 DEALER CLOSE-UPBIG CREEK’S CONTRACTOR COLLEGE

14 PRODUCT SPOTLIGHTREDWOOD TIMBERS GO THE DISTANCE

16 MANAGEMENT TIPSSORTING OUT SUSTAINABLE PRODUCTS

18 INDUSTRY TRENDSNEW WAVE OF FASTENERS

30 NAWLA: THINKING AHEADEVALUATING PURCHASING SUCCESS

48 PHOTO RECAPBOISE CASCADE SO. CAL. GOLF CHANGE OF ADDRESS Send address label from recent

issue, new address, and 9-digit zip to address below. POSTMASTER Send address changes to The MerchantMagazine, 151 Kalmus Dr., Ste. D200, Costa Mesa, CA92626.The Merchant Magazine (ISSN 7399723) (USPS 796-560) is published monthly at 151 Kalmus Dr., Ste. D200,Costa Mesa, CA 92626 by 526 Media Group, Inc.Periodicals Postage paid at Newport Beach, CA, and addi-tional post offices. It is an independently-owned publicationfor the retail, wholesale and distribution levels of the lum-ber and building products markets in 13 western states.Copyright®2015 by 526 Media Group, Inc. Cover andentire contents are fully protected and must not be repro-duced in any manner without written permission. All RightsReserved. It reserves the right to accept or reject any edi-torial or advertising matter, and assumes no liability formaterials furnished to it.

In Every Issue6 ACROSS THE BOARD

20 OLSEN ON SALES

22 COMPETITIVE INTELLIGENCE

36 TALK BACK

38 MOVERS & SHAKERS

42 NEW PRODUCTS

51 ASSOCIATION UPDATE

52 IN MEMORIAM

52 CLASSIFIED MARKETPLACE

53 DATE BOOK

54 IDEA FILE

54 ADVERTISERS INDEX

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ACROSS the BoardBy Patrick Adams

www.building-products.comA publication of 526 Media Group, Inc.

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It’s not business… it’s personalSOMETIMES THE BEST lessons in life are learned the hard way. We don’t know at the

time how these events will influence the path of our lives.It was two weeks before Christmas. I was EVP of a multi-billion dollar division of

a global publishing company, and we had just about wrapped up a pretty good year.As you would expect, things were winding down and I was sharing with my immedi-ate team how proud I was of their hard-fought year and great results.

The CEO and I had a meeting later that day. I walked in feeling confident andrelieved as we had met our goals and there was little left to be accomplished for theyear. He shared with me that he wanted to really give a gift to our shareholders and“wow the market” with Q4 results. He asked if there were any additional large salesopportunities remaining that could close, which of course there were none. He theninstructed me to fire 10% of the global sales team, effective immediately, and that thiswould make our balance sheet and future forecast look fantastic. He seemed quitepleased with himself for this grand idea.

A lot of things run through your mind in a situation like this. I was young and mak-ing good money. I had a new bride who I didn’t want to let down and, of course, wehad big plans in life. More than anything, I thought about my team and of telling someof them after a year of hard work, they would have to go home and tell their familiesthat they lost their jobs just two weeks before Christmas. After a lot of discussion,debate and a bit of yelling, he said, “Patrick, it’s not personal… it’s business.” In thatmoment, I learned a great lesson in life that shaped everything that has happenedsince.

Shouldn’t business be at least a bit personal? We spend more hours each week atwork than we do at home. We share more time with our team and customers than wedo with family and friends. It is these people in business, working together with usthrough good times and bad, that allow us to go home to our families having fulfilledour commitments to provide for them and keep them safe.

I already have learned this industry is made up of businesses that are “personal.”Sometimes it’s hard to make the “right” decision or to stand on the values of what youknow is right because all around us, we see and hear that “business” doesn’t followthe same rules that apply to family, friends and common decency. In my opinion, thatis the beginning of the end for a business. I can tell you that a spreadsheet or a pricelist does not always provide you with the “right” decision.

It’s true that we all just came through a very challenging economic time and, tosome degree, it changed us. What I try to remind myself is that we got through it! Wepulled together, we fought hard, we stuck to our values and came out the other side.When I begin getting anxious about this new chapter in my life, I remind myself thatthese publications have thrived for almost 100 years through the Great Depression andmore. I remind myself that I have a great team next to me, and we are here to serveour customers who have stuck with us through good times and bad.

This is because I learned a long time ago that it’s not business… it’s personal! It’strue that there will be more bumps in the road ahead and the economy will never feelcertain enough again. But, the one truth is that ifwe focus on the most important things in our busi-ness and personal lives and make those our prior-ity, everything else will fall into place.

Thank you all for your warm welcome to theindustry. I look forward to working with all ofyou for many years to come and sharing manyof our personal successes. May the “Luck ofthe Irish” be with you all this March andSt. Patrick’s Day! Don’t hesitate to dropme a note on how you make yourbusiness personal or how we may bet-ter serve you!

Patrick S. AdamsPublisher/President

[email protected]

Building-Products.com March 2015 The Merchant Magazine 9

Not business as usualTargeting western red cedar toa new generation of consumers

WRC decks, trellises and pergolaswere created and posted on the siteand the Real Cedar YouTube channel.Topical editorials, case studies andFAQ videos were also developed toincrease search engine optimizationand drive traffic to the site.

Without question, the biggest brandawareness building opportunity toemerge in recent years is the rise ofsocial media. Before television andnewspapers, the only form of advertis-ing and marketing that existed wasword-of-mouth. The advent of theinternet brought back this type ofpeer-to-peer customer review (thinkYelp, TripAdvisor, etc.) and the expo-nential growth of social media made itone of, if not the most important ele-ment in the sales deliberation process.In fact, a 2013 Dimensional Researchstudy indicates a full 90% of cus-tomers say their buying decision isinfluenced by online reviews (thisjumps to 94% for B2B customers).Researching products, services andgathering information on platformslike Facebook, Twitter, and Pinterestis now commonplace. In addition tobrands needing a presence here, thereare literally millions of consumersfrom whom to find recommendationsand reviews.

WRCLA uses social media plat-forms extensively to engage and con-nect with consumers, release blogs,product information, and leveragecontent and events. The compilationof this content has created a conve-nient place for consumers to informthemselves on WRC, engage with thebrand, and perhaps most importantly,drive targeted website traffic and build

AS BUILDING ACTIVITY continues toclimb out of its slump, a new

market paradigm is fast becoming thenorm: namely, a tech-savvy, new gen-eration of consumers and the explo-sive growth of social media are quick-ly changing the retail space. To sur-vive and thrive in this changing mar-ket means understanding just howthese changes affect our business andknowing exactly how to connect withkey decision makers.

With a mandate to enhance thedemand for western red cedar, theWestern Red Cedar Lumber Associ-ation is rapidly responding to thesechanges by leveraging technology andnew media to engage today’s con-sumer and grow WRC’s competitiveposition in the market.

By conducting consumer and mar-ket research, WRCLA has been gain-ing market intelligence on who theirkey consumers are, the factors drivingthe WRC purchase decision, theircompetitors’ strengths and weakness-es, and what’s needed at the retaillevel to facilitate sales.

The survey results were extensive,and indicated the first job was to buildawareness of WRC and its valueproposition (beauty, cost, durability,etc.). The importance of this is under-lined by the fact that more than 70%of consumers with an awareness ofWRC would recommend it.

WRCLA launched a new websitein 2013—realcedar.com—and part ofthe awareness building strategyincluded developing and aggregatingin-demand content on the site.Instructional “how-to” videos anddownloadable plans for projects like

MARGIN BuildersWestern Red Cedar

NEW CEDAR sales tools include (from top tobottom) how-to videos on YouTube, an activesocial media presence, and a redesigned web-site with features like a Project of the Week.

awareness.As awareness builds, so does the

need for resources to use and buyWRC. When a consumer asks abuilder or architect about the product,or starts researching, WRCLA wantedall information to aid sales in place,

(Please turn to page 40)


Hoo-Hoo makes charitable comeback

Hoo-Hoo Club 117 member David Tait, sales manager forNichols Lumber & Hardware Co., Baldwin Park, Ca.

Although this social concept has survived and flourishedfor more than 100 years, a desire to reach out and bring aidto their communities within these social settings hasbecome a top priority, as many Hoo-Hoo organizations arecontributing to charities, locally and across the country.Today, the association continues its goal to create a specialbond between the lumber industry professionals, while alsocontributing to the welfare of the community. The groupseeks to instill a desire to make a sincere contribution to theindustry and society through fraternal participation in itsbusiness, social and community programs.

Each club chooses its own balance of activities such asindustry projects and seminars to train people in the indus-try or to inform people in the wider community. Clubs alsomake it a point to focus on community service. Membersare encouraged to give their time in educational or commu-nity projects, while others use club activities to raise fundsfor charitable organizations, often funding scholarships forforestry students and supporting programs for early forestryeducation for school aged children.

Hoo-Hoo clubs all across the west coast are making it apoint to donate time and resources to their communities.Spokane Club 16, Spokane, Wa., runs the Hoo-HooExpress Wooden Truck, which provides several raffle itemsfor local charities. Meanwhile, Portland Club 47, Portland,Or., provides scholarships to Oregon State University’s

WHAT STARTED a century ago as a raucous social clubwith a catchy name is enjoying a resurgence in popu-

larity thanks to a renewed focus on community and indus-try outreach.

The International Concatenated Order of Hoo-Hoo isone of the nations’s oldest service organizations, havingbeen organized in 1892. It has survived all these years pri-marily due to the fact that its members are immensely inter-ested in the welfare and promotion of the lumber industry.

In January 1892, six men returning from an industrymeeting were stranded in the small town of Gurdon, Ar.Brought together by chance and circumstance, the grouplistened to lumber trade journalist Bolling Arthur Johnsonexplain his idea for the first nationwide lumberman’s asso-ciation. With a desire to promote high ideals and a code ofethics nationwide, the group also felt that the enjoyment ofcomradeship would be one of the organization’s greatestbenefits. That evening, the enthusiastic group of six menset about the task of forming the organization that today isknown as International Order of Hoo-Hoo.

The term “Hoo-Hoo” was expressed for the first time byJohnson, to describe an alarming tuft of hair that grew ontop of the otherwise bald head of lumberman and friend,Charles H. McCarer, who later became Hoo-Hoo’s member#1 and the group’s first Snark. The Egyptian black cat wasthe chosen emblem for the Order and remains the symboltoday. Though the black cat symbol appears to be unluckyby many, that is the precise reason why it was chosen–theOrder, among other things, set out to fight superstition andconventionalism. The theme of nine, from the mythicallives of a cat, is also carried through the organization in avariety of ways.

Many of the other titles, names and symbols have beenselected to demonstrate that the Order is set apart from allothers. Hoo-Hoo was originally formed to bring people ofthe lumber industry together in an informal, communal wayfor the mutual benefit of the industry, through many socialgatherings and entertainment events. It was founded on thebelief that personal contact is extremely important in theindustry, as well as social relationships to communicatebetter and to build trust between people in all parts of theindustry.

“The social aspect of Hoo-Hoo has always been impor-tant to the organization because it allows fellowship thatcomes from a common interest and desire to socialize withpeople of our industry. It’s brought together a communitybase that no other industry has,” said Southern California

FEATURE StoryHoo-Hoo International

OVER 100 YEARS AGO: The founders of Hoo-Hoo were stranded at atrain station in Arkansas.Led by lumber trade journalist Bolling ArthurJohnson, they were six men with one great idea.


Forestry department. Northwest Montana Club 187,Kalispell, Mt., runs an alert rescue helicopter program andoffers firewood and delivery for veterans and those in need.

With the importance of fellowship still in mind, clubsalso meet socially at events such as golf tournaments andfamily barbecues. Southern California Hoo-Hoo Club 117works diligently with City of Hope, and at its annual golftournament, honors combat-disabled veterans through theWounded Warriors Project. “It gives us a chance to honorthem as our guests for their hard work. Our members enjoycontributing to the wounded warriors project and it’salways a touching moment to have them at the tourna-ment,” said club president Michael Nicholson, JonesWholesale Lumber, Lynwood, Ca.

The spirit of Hoo-Hoo has evolved, but ultimately thegoal stays the same, to strengthen the lumber industry withcamaraderie, friendship and community outreach. “Theassociation gives professionals a chance to come togetheras friends in the industry. It also allows for us to reach outand be a part of organizations and charities that bring aid tothose who need it most and that means a lot to each mem-ber,” said Nicholson.

Keeping the nine fundamental values in mind, to behelpful, grateful, fraternal, friendly, tolerant, progressive,industrious, loyal, and ethical, Hoo-Hoo believes that com-munity strength equals industry strength and Hoo-Hoomembers are expected to practice these principles in boththeir business and personal lives.

LAND OF THE FREE: Southern California Hoo-Hoo Club 117 honorsveterans from the Wounded Warriors Project during the group’s annualgolf tournament. (Photo courtesy of SoCal Hoo-Hoo)

Huge Inventory of Redwood & Cedar Available Year-Round

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Hoo-Hoo Clubs in the West[and their charities]

• • • California • • •SoCal Club 117 (hoohoo117.org)

[City of Hope, Homes for our Troops, Wounded Warrior Project]

Black Bart Club 181 (blackbarthoohoo181.org)[Redwood Empire Food Bank, Santa Tim Charity, Sturgeon’s Mill

Restoration Project, Teachers Tour, Toys for Tots Foundation,Wounded Warrior Project]

Humboldt Club 63 (hoo-hoo.org/j6)[Humbolt State Forestry Scholarship Fund]

• • • Oregon • • •Portland Club 47 ([email protected])

[Open House Ministries Family Shelter, Oregon State Scholarship]

Willamette Valley Club 33 ([email protected])[Cascade Raptor Society, Day Care Nursery, Food for Lane County]

Winema Club 216 (hoo-hoo.org/j3)[Oregon State University Elementary School Forestry Tour]

• • • Washington • • •North Cascade Club 230 ([email protected])

[Town of Oso mudslide disaster relief]

Northeast Washington Club 238[Colville Fish Hatchery program, Temperate Forest Foundation]

Seattle Club 34 ([email protected])[Hope Link Toy Drive]

Spokane Club 16 ([email protected])[Hoo-Hoo Express Wooden Truck]

Tacoma-Olympia Club 89(hoo-hoo.org/j3 • [email protected])

[Deck for a Vet, Paint Tacoma, Tacoma Nature Center, Rescue Mission]

• • • Montana • • •Northwest Club 187 ([email protected])[Alert Rescue Helicopter Program, Family Forest Expo,

Needy Children’s Fund]


Contractor Collegeeducates, inspiresdealer’s customersBIG CREEK LUMBER, a Davenport, Ca.-based lumber

company that’s been around for nearly 70 years,enlightened industry professionals with its free ContactorCollege, an innovative seminar focused on relevant topicsapplying to running a construction business.

On Feb. 11 in Salinas, Ca., the family-owned businessinvited all contractors and manufacturers in the industry tothe Steinbeck Center, a central location between its fiveyards. Local community colleges were also contacted toinvite students to the seminar. “We feel very fortunate tostill be in business after nearly 70 years. Much of our suc-cess has been due our ties to our employees, customers andcommunities. Because they’ve contributed so much to oursuccess, we’re excited to provide this service to help ourcustomers prosper,” stated Ellen Rinde, vice president ofBig Creek Lumber.

The event included vendor representatives and informa-tive presentations from various keynote speakers. The pre-sentation part of the seminar included “60 Ideas in 60Minutes,” by Craig Webb, “How to Protect Yourself withPreliminary Lien Law in Ca.,” by Attorney JohnDomingue, and “Current Construction Loan Environment,”by Richard Hofstetter, CEO, and president of Lighthouse

DEALER Close-UpBig Creek Lumber

BACK TO SCHOOL: The event space had a capacity of 200 people. Theteam at Big Creek estimated a breakdown of 150 contractors, 30 Big

Creek employees and 20 vendor representatives in attendance. (All photos courtesy of Big Creek Lumber)

NU FOREST Products’ Liane Mills (left) and Roz Pierce were among thevendors.


SINCE 1946, Big Creek has been working towards supporting the growth of its customers. Theystrive to keep it a family-owned business, three generations in. (Left to right) Katie Webb, Frank“Lud” McCrary, Janet McCrary Webb, Homer “Bud” McCrary, Ken McCrary, Ellen McCrary Rinde.

tomers, had to start from scratch. Weknow what growing pains and hurdlescan be like. If we can help prepareeven one customer to navigate throughthese challenges, we’ve succeeded,”said Ellen Rinde, vice president of BigCreek. “We hope to help our cus-

Bank.“We contacted our vendors to part-

ner on this event and received over-whelming support,” said MichelleOverbeck, marketing manager for BigCreek. The majority of their vendorswere on site with tables, interactingwith customers and answering ques-tions. The event space has a capacityof 200 people and there was an esti-mate of 150 contractors, 30 Big Creekemployees, and 20 vendor representa-tives in attendance.

“It was a team effort to determinethe content and speakers and we feelthat we had a notable line up,” sheadded. The overall goal of the eventwas to share insight, knowledge andskills that benefit their customers.Additionally, the company hopes tostrengthen their existing relationshipswith their customers, while still work-ing to build new ones.

“There are a number of new con-tractors coming into the business sincethe uptick in construction and we’dlike to share this important informa-tion to help them bypass some pitfallsand grow successful, profitable busi-nesses,” said Overbeck.

This was the first time in companyhistory that Big Creek has been able tobring together over 100 customers,industry leaders, the entire Big Creekleadership team, branch managers, andthe outside sales representativestogether in one place.

The company is fortunate toalready have a loyal local following,and is excited to introduce potentialnew customers to their brand. “We’rea local company and, like our cus-

tomer’s businesses grow and in turngrow together for years to come. Andwe believe that if we contribute togrowing profitability for everyonefrom vendor to contractor this createsa healthy distribution channel.”

With almost 70 years of industryexperience, Big Creek Lumber is dedi-cated to supporting the growth of itscustomers’ businesses and shows nosign of slowing down. The company isfortunate to have grown over the yearssince its founding in 1946 by brothersBud and Lud McCrary and their fatherand uncle. The company’s five proyards offer a wide variety of lumberand building materials and services toprofessional builders, landscapers andhome owners.

“Over the years I have learnedmany things, sometimes the hard way,but preferably, have had mentors, fam-ily, friends and colleagues shareknowledge. I was able to apply muchof this information to the success ofour business and feel fortunate to havea chance to share with others,” saidLud McCrary. “I wish that when westarted, we could have attended anevent like the Contractor College.”

LUMBER EXPERTS: Many of Big Creek’s vendors were on site with tables, interacting with cus-tomers and answering questions, including Joe Ghiringhelli (left) from Decks Unlimited and ArmandoLopez from Huttig Building Products.


Seasons change, butredwood timbersstand the test of timeOF THE MANY landscaping trends we’ve seen over the

decades, one of the more enduring structures thathave transcended trendiness has been the pergola. With itsopen sides and slatted roofs that provide some shade with-out blocking the sun, pergolas have served as gateways toformal gardens, freestanding structures in a yard, surround-ing a hot tub, or attached to a house over the deck. Morerecently we’ve seen pergolas serve as a visual anchor foroutdoor kitchens.

When specifying the materials to construct something

FEATURE StoryBy Charlie Jourdain, California Redwood Association

as timeless as a pergola, your customers will want some-thing that stands the test of time. Natural products such asstone and wood create an effortless transition outdoorsfrom the ground to the planned space. Of all the productsavailable, redwood timbers should be at the top of thebuilding materials list.

Defined by the American Softwood Lumber Standard,timbers are lumber of nominal 5” or greater thickness inleast dimension. Timbers are also designated as beams,stringers, posts, caps, sill, girders or purlins.

More durable than Douglas fir and stronger than west-ern red cedar, redwood timbers, beams and posts are agreat choice for pergolas or any shade structure. Redwoodis ideal for a wide range of projects where large structuralcomponents and natural durability are required.

The natural properties of redwood make it the perfectmaterial for structural yet visually appealing jobs. It hasexcellent strength and durability, shrinks and swells lessthan other materials, and is less likely to warp or split. Andeach piece of lumber is naturally unique, with its owngrain, color, and texture.

Redwood timbers are available in 6” and larger sizes, inlengths up to 24 feet. While technically not defined as tim-bers, redwood dimension lumber 3” and 4” thick are avail-able to complement your timber structures. Most common-ly manufactured in the Redwood Inspection Servicedefined grades of Construction Heart or Heart B, No. 2Heart Structural Open Grain redwood can be specifiedwhere well established structural design values arerequired. Supplied green or unseasoned, surfaces can bespecified smooth, saw-textured or rough sawn. A high per-centage of this material will be supplied free of heart cen-ter which enhances dimensional stability and long-termappearance and performance.

Redwood timbers also make beautiful interior designelements when used in exposed frame construction, pro-ducing dramatic results and lending the natural beauty andstrength of wood to building projects.

Let’s not forget that redwood is a renewable, recyclableand biodegradable material that provides environmentalTIMELESS TREND of backyard pergolas is an ideal use for redwood.


advantages over alternative building materials. Redwoodtimbers are milled from carefully managed and responsiblyraised forestlands. Ask your suppliers about the availabilityof FSC certified timbers. The redwood industry is proud toclaim that 100% of California Redwood Association mem-ber owned timberlands are certified well managed and sus-tainable by FSC. Volume growth on these nearly 1 millionprivately owned acres along California’s North Coastexceeds harvest levels. By purchasing and using redwood,your customers also support US based industry, local jobs

and the domestic economy. Naturally strong, aesthetically pleasing, decay-resistant

and environmentally friendly, redwood timbers are a greatchoice for your customers’ structural building needs.Whether custom built or assembled from kits, they providea great way to enjoy outdoor living spaces and make a stun-ning addition to any home.

To learn more about one of nature’s most environmen-tally friendly, beautiful and strong building materials, visitwww.realstrongredwood.com.

REDWOOD TIMBERS help tie together the natural look favored in backyard structures.


Sustainability products:Sorting out the facts

in each of the following elements: air quality, productresources, process resources, environmental stewardship,and community relations—a full complement of worth-while categories that together provide a positive impact onthe environment.

Hot Trend: TransparencyOne of the key subjects you’ll hear about in sustainabil-

ity discussions these days is transparency, but is it really atrend or has the vision of transparency been a componentof sustainability from the very start? Transparency can bedefined in several ways, but as it relates to sustainability, itcan be generally termed as the full disclosure of a productor process.

In this area, you’ll hear terms like LCA (Life CycleAssessment) or EPD (Environmental Product Declaration).These are tools manufacturers can use to disclose every-thing about the product or process and its impact on theenvironment. Typically, LCAs are conducted in an effortto produce a complete EPD, providing complete informa-tion about the product or process throughout its entire life-cycle. EPDs also included information about the energyused in the manufacturing process, the energy saved by useof the product/process, the impact on the carbon footprint,the materials used or consumed and many other relevant

SEEMS LIKE every time building industry people gettogether, they talk about sustainability—including sus-

tainable or “green” product certifications, and the issuessurrounding them. There are still no regulatory mandatesregarding product sustainability standards—and there areliterally hundreds of different green certifications, symbolsand seals that manufacturers use voluntarily to show com-pliance with a set of general requirements.

At the same time, consumers continue to indicate thatbuying green products–particularly in their living spaces–isan important purchasing criterion. But consumers, like thedealers and wholesalers that serve them, are somewhat at aloss to know how to judge the products that they are look-ing to buy. They look to their suppliers to help educatethem and make them feel good about the products they areputting into their homes.

So, there is clearly an increased emphasis on doingsomething, but what is the right thing to do?

It doesn’t help that the U.S. Green Building Council’sLEED Certification, easily the most widely recognizedvoluntary standard that is operating in this space, does notoutline specific requirements for products. The standardfocuses on the overall, cumulative impact of the building.

Certainly the products that go into a building contributeto this overall environmental impact, but no one productwithin the building plan has sufficient scale to determinewhether a building meets LEED certification requirements.

For example, when it comes to acquiring points forwater efficiency, nearly all products connected to the watersystem can have an impact on the level of efficiencyachieved because the requirements consider total waterusage. As a result, it’s unlikely that any one product canmake a substantial difference given all of the products thatare part of the system; together the products contributetowards the building’s overall water savings, but no oneproduct alone secures the certification.

Out of the hundreds of voluntary product standards pre-viously mentioned, few entail requirements that touch on abroad range of sustainability issues that have an overallimpact on the environment. One example of a voluntarystandard that does incorporate a complete range of sustain-ability specifications is Kitchen Cabinet ManufacturersAssociation’s stewardship program for kitchen and bath-room cabinets, known as the Environmental StewardshipProgram (ESP).

KCMA’s ESP requires manufacturers to achieve points

MANAGEMENT TipsBy John Watson, Elkay Manufacturing


topics. Some manufacturers have already began using anddistributing EPDs, as doing so can contribute towardsacquiring points in the newest LEED standard (Version 4).

Things to WatchEventually there will be national or even international

environmental mandates established by regulatory offi-cials, including perhaps, our government. By the time thisoccurs, manufacturers may welcome them, because theburden of compliance across many different regionalauthorities becomes unmanageable, and having a singleunifying standard provides relief. If history has anything tosay about it, these will likely align with the most provenand widely adopted voluntary standards at play in the mar-ket. Today that may likely be LEED certification, but thereare other standards developers who are working to createalternatives.

There has been an emerging emphasis on understandingthe total lifetime impact of a product or process. This willlikely lead to manufacturers and suppliers being heldaccountable for the end-to-end life cycle of the productsthey sell—providing a means of managing the productfrom cradle to grave, ensuring that construction materialsare reclaimed and recycled rather than winding up in alandfill.

The Bottom LineUnderstand your customers. Find out what they care

about in the environmental space, and then do your home-work to find specific certification standards that can pro-vide them with a meaningful degree of comfort they arelooking for (i.e., no “greenwashing” with a cute logo—thestandard must have some legitimate weight). If the prod-ucts you are asked to purchase lack the appropriate certifi-cation, do your part by demanding that your suppliers cer-tify to the standard your customers demand.

– John Watson is the manager of compliance & sustainabilityat Elkay Manufacturing. Reach him via Elkay.com.

SUSTAINABLE CABINETS by Schuler Cabinetry follow KCMA’sEnvironmental Stewardship Program, which requires manufacturers toachieve points in various elements.

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The next waveof fastener innovation

in coastal areas of the country wherebuilding codes require using structuralpilings. It’s exciting for us to be ableto engineer and introduce a new prod-uct that our customers haven’t haduntil now. This new fastener will helpthem complete a difficult task fasterand safer.”

The installation of these types offasteners takes a matter of seconds,not minutes. This adds up to hours ofsaved labor costs, as well as makingthe job faster and safer for theinstallers who are working high offthe ground.

– Clark Allen is the senior productmanager of fasteners for Simpson Strong-Tie. For more information, visitwww.strongtie.com.

INDUSTRY TrendsBy Clark Allen, Simpson Strong-Tie

GROWING TRENDS are leading to more effieicent fastening approaches designed to make installa-tion easier than other methods, much like The Simpson Strong Tie Strong Drive line of structuralfasteners. (Photo courtesy Simpson Strong-Tie)

COASTAL CITIES find it to be more difficult touse fasteners in the areas of the country wherebuilding codes require using structural pilings,thus bringing a demand for fasteners that caterto these types of building situations.

installers have to ensure the predrilledhole for the bolt is properly alignedthrough the pile and the beams/stringers. It takes strength and theskill of a craftsman to do this time-consuming process, often from a liftor otherwise suspended 15 feet off theground.

Given the large size of these piles,many are 12 to 14” thick, the installeralso has to add the washer and tightenthe bolt while blind to the back of theassembly. It can take several minutesper fastener to get the job done. Theseconditions have created a great needfor a better approach.

For example, Simpson Strong-Tiehas developed a safer solution with itsStrong-Drive SDWH Timber-HexHDG screw. Specifically designed toresist severe corrosion levels inheavy-duty marine and coastal appli-cations, the .276” diameter hot-dippedgalvanized screw has a special pointand integral washer, so no predrillingor separate washer is required. It’sdesigned to replace ¾” and 5/8”bolt/washer/nut assemblies in piers,boardwalks, structural pilings anddocks, and is available in 4, 6, 8, 10and 12”lengths.

“Every new screw we developeliminates the costly extra step ofneeding to predrill,” said Dr. Ed Sutt,vice president, fastening systems.

“We developed the SDWHTimber-Hex HDG screw

after talking toinstallers

The search for lower installed costis one of the biggest trends dri-

ving the fastener industry today.Manufacturers are responding bybringing to market new types of fas-teners with timesaving features, suchas eliminating predrilling and manu-facturing integral washers.

Contractors appreciate saving timeand cost on a job. While it has gottenfaster and easier to use fasteners inmany types of construction, it hasbecome increasingly more difficult incoastal areas of the country wherebuilding codes require using structuralpilings. After the devastation ofHurricanes Katrina and Sandy, manyof these coastline communities havealso increased the number of boltedconnections required for pile con-struction.

For decades, bolts have been usedfor pile construction to ensure a struc-turally sound connection. While thisworks on paper, these types of boltedconnections are not user friendly toinstall in the field. And the more diffi-cult the connection is to make, themore likely it won’t be done right.Many pile connections have stringers

or beams on eachside of the pile.

This means

enced master seller told me, “James, I don’t understand it,never have. I don’t think they want us to understand it.”After two years with this company, I had to agree.

A clear commission schedule will motivate and inspireour sales team. A compensation package that is over-com-plicated or vague, won’t. If we write a compensation pro-gram that has a “hole” in it—meaning it pays our salespeo-ple to do things we don’t really want them to do—fix it,now, and our team will sell to it.

Train, Celebrate & MotivateDo we invest in our sales team? Education and training

are important for our sales team to increase skills. Toomany companies confuse “product training” with “salestraining.” Salespeople need to know their product, but mustupgrade their sales skills to increase their sales results!

Do we celebrate sales? What do we do for our top per-formers? What do we do if our entire team has a great salesday, week, month or year?

Great sales organizations post effort and result numberspublicly and daily. Effort KPI’s, phone time, number ofcalls, etc., keep pressure on the top performers to continueto work hard. Daily posting of results will inspire our teamto compete and win.

Salespeople work for commission and recognition.Salespeople love to compete, so give them fun contests. Itshows we care. It helps morale. Considercontests for everything—the first sale ofthe day, the next sale, the first multiplesale, the highest margin, the most vol-ume. Team contests—match best sellerwith worst, second best with secondworst, etc., and have them competeas teams.

A strong sales culture helps ussurvive and thrive in competitivemarkets and helps us dominateand maximize in expanding mar-kets.

OLSEN On SalesBy James Olsen

James OlsenReality Sales Training

(503) 544-3572 [email protected]

We have asales culture, don’t we?DON’T ALL companies have a sales culture? How could

anyone stay in business without one? Yet many busi-nesses think they have a sales culture when they don’t.

Some businesses have a competitive advantage of prod-uct, history or location. Top management is made up ofengineers, production people, or operators. They hire sales-people. But what do they think of salespeople? Are sales-people money-making partners or a necessary evil?

Other businesses began with a sales culture. Often thefounder and a few loyal employees build a companythrough an innovative idea, will and salesmanship. Momen-tum and other market factors grow the company. The leaderand other early employees move out of sales. As they hiresalespeople, they’re often disappointed with the results.“Why don’t they do it the way we did it?” (Becausefounders have a rare fire. Salespeople must be led.)

This dissatisfaction breeds distrust. In some companies,the division between management and sales is neverbridged. These companies grow, but not as quickly as theyshould. And, if their competitive advantage decreases dueto market forces, without a strong sales culture, they fail.

Career Path & Upper RepresentationWho in upper management represents the sales team?

The answer to this question will give us an idea of howstrong our sales culture is. Many companies have finance,HR, operations and engineering ahead of sales on the orga-nization chart. Some companies do not have a career pathfor salespeople beyond sales manager. Not all salespeoplewant to move to upper management, but some do. Theyshould know there is a career path into upper management.Salespeople want a (sales) representative in upper manage-ment, even if it isn’t them.

Clear CompensationA friend of mine says, “There are two kinds of people in

business; those that want to pay salespeople and those thatdon’t.” Is our compensation package clear and easy tounderstand? Can we explain our commission schedule inless than two sentences? I worked with a non-sales culturecompany. The first day they showed me their commissionschedule. It was convoluted. I asked v.p.s, GMs, and sales-people if they could explain their compensation program tome and over two years no one could. Their most experi-


Supersize it

COMPETITIVE IntelligenceBy Carla Waldemar

TAKE IT FROM one who resides inthe shadow of the country’s

biggest shopping mall: Americans arecharmed by the power of size. Frommega-churches to cruise ships holdingthe state of Maryland to a McDonald’sburger, who wants to settle for Mwhen they can opt for XXL?

Maybe that was the thinking behindthe expansion of Kenyon NobleLumber & Hardware nearly 10 yearsago, when the company replaced a7,000-sq. ft. facility with a new show-room spanning 53,000? Plus, add on34,000 sq. ft. of warehouse space, upfrom a former 14,000, anchoring 18expansive acres on the edge of townunder Bozeman, Mt.’s fabled blueskies. Parking is no longer a problem.On the original 2.5-acre downtownsite, contractors had to wrestle for oneof 20 parking slots or get creative onthe sidewalk.

No longer do those frustrated proshave to pick their way through citystreets as if following a hearse, wast-ing an hour of their time-is-moneyworkday. Now they’ve got their owncontractors’ entrance, too—and every-thing else on their shopping list, fromconcrete to trusses, all under one roof.I mean, This. Place. Is. Huge.

SPONSORING a steady stream of special events keeps foot traffic strong.

Yes, it’s Montana—but even so,one has to ask: why? Reports G.M.Mike Thompson, who came onboardnine years ago, right at the outset. “Itlooked like a big box was planning toopen a megastore in town, so the own-ers”—Rick and Bill Ogle—“decidedwe’d better take care of our own cus-tomers with all their product needs tokeep ’em from the competitor’s door.They studied traffic patterns andlooked for land in the direction thecity was developing and got started,just as the market peaked—eightmonths before the downturn.”

“So,” Mike continues, “it’s been alearning experience, forcing a lot ofchanges in a short period of time.” Tomake a go of it during these tryingdays, it became vital to think different-ly about employees. “We learned thatsome people are better than other, run-of-the-mill people. (We let a few go,but not a lot.) We realized we neededeverybody to bring their best to thetable every day. If they weren’t onboard, we’d find someone who wouldbe. Even if we didn’t need an individ-ual right at the moment, when wefound a high-caliber person we hiredthem. We went out and tried to pickthe really, really good people—the

best we could find.”For instance, the go-getter with the

good attitude who’d been sellingappliances elsewhere. “We’d neverhandled appliances before, but wehired him and added that niche to ourDesign Center—and today we’re theonly Viking and Whirlpool BuilderDealer in Bozeman. We grew marketshare where there was none before.”

With paint, too. “A paint depart-ment may not be typical in our type ofstore, but we found a fellow whoworked for the competition, but theyweren’t taking care of him; lots offalse promises. So even though wewere completely staffed, we hiredhim, and this guy is amazing. Nowwe’re the number-one paint dealer inBozeman and among the top in thenation. We’ve taken those new cate-gories through the roof in sales.”

At the same time he was addingthose SKUs, Mike was faced withditching others—a big, and ongoing,deal. “Our distributor had suggestedlots of items we found we didn’t need.We decided to become pro-focusedand not try to serve everybody. Welooked at what our pros wanted anddidn’t keep trying to be everything toeveryone. We became more focused:inventory up, but SKUs down. We gotrid of the dog food. And we’d had 80linear ft. of automotive, which wescrapped. There were a lot of hardchanges—moving and changing somany categories—but the transitionwas good and resulted in a far betterproduct mix. The layout had to changea lot; in fact,” he notes, “we’vechanged every lineal foot of the store.”

The company has three locations,including Belgrade, eight miles dis-tant, and Livingston, 23 miles away.With the exception of lumber pur-chased for the entire corporation anddelivered by its fleet of 25 trucks, the


and water-rights issues, not coming up with the cash.“Bozeman has a very high quality of life—amazing fishingand hunting—so people are moving in from other areas,and the cost of living is such that they can afford a verynice house. Last year, our sales were higher than at our pre-vious peak before the recession,” Mike declares. “There’s apent-up demand” and a consequent surge in new-homestarts. (“But it will plateau,” he is aware.)

Yes, affluent folks are relocating here. But the flip sideto that shiny coin, says Mike, is that “We’re the unknown.Many newcomers will go with the brands they recognize,the Lowe’s and Home Depots. So our challenge is to makepeople comfortable with us.”

Thus, Kenyon Noble regularly sponsors communityevents for that very purpose. Halloween featured a kids’pumpkin-carving contest; there’s also a Junior Carpenterevent and a family-friendly home show, where folks canget up-close and personal with actual vendors. Companypersonnel also serve on community boards like the YMCA.And to back up those soft endeavors, its in-house marketingdepartment continually creates strong print-ad campaigns.

All of which means Mike isn’t going anywhere else any-time soon. “I came from a corporate background; they weregood at merchandising from the shoppers’ perspective, butstill, I could not stand it,” he reports. “New ideas werealways quashed.”

Not here. Think back to the series of corrections we’venoted after the original grand opening of the mega-store.“There’s not enough good I can say about the owners:From Day One, I could always try new things, take risks,and they had my back. I could stick myneck out, even if I made mistakes (aslong as we could learn from them). Ilove my job! It’s a positive place towork, and there’s always somebodyonsite who knows the answer. Themanagement team works with folks asindividuals, to get the best fromeverybody,” even in an estab-lishment the size of a zip code.

There’s a technical term forthat kind of interaction: It’scalled win-win.

Carla [email protected]

WITH RUMORS that big boxes were coming to town, Montana’s KenyonNoble expanded its operations ten-fold.three stores operate pretty independently. “They’re very,

very different, even being so close,” Mike explains. “Eachcustomer base is dramatically different—who liveswhere—and each store gears itself to best serve its ownclients. Still, the company had never done a retail projectthe size of the Bozeman store, so there are a few things wewish we had been better-educated about, like traffic pat-terns and how people shop.”

And why do those customers—75% pro, these days—like dealing with Kenyon Noble? “First, our selection,”Mike believes. “Also, our really good customer service.Our delivery times are super-fast. We can pull a project’swhole frame in 24 hours. This is a very competitive market,with other independents, the boxes, and little hardwarestores, so you need to be at the top of your game. We’resurrounded by competition, so we’ve decided we will fightfor our business, instead of just sitting there, selling.”

To help lock in that loyalty, Kenyon Noble hosts cus-tomer-appreciation events, like arriving at the rising subdi-vision with a barbecue feast for its crews. And by carryingpremier products they can’t readily get elsewhere. “Wecompletely re-did our power tool area, focusing on con-struction and woodworking power tools. We’re the area’sonly Bosch BSS dealer, and we’re a Makita Pro Center.

“Most of our contractors use us exclusively for every-thing they need, exterior to finish. Our goal is to make ourpro customers successful, to grow their business: Thenwe’ve succeeded. We see ourselves as their partners, notjust their suppliers. These days, we not only focus on ser-vices, but are coming on more aggressively to compete. Wecan offer them one-stop shopping with six inside salespeo-ple, just at Bozeman plus two outside salespeople, to servethem and be able to retain their business.”

And that’s why there’s also a new focus on staff morale.“We work as a team, so if someone is bringing the rest ofthe group down, we work on team-building—find out whatmotivates each individual, then make it clear that you haveto think positively, or we can’t have you here.”

Employees, numbering close to 100 these days, aretrained by shadowing an old-timer. And they becomemulti-faceted. “You have your area of expertise, but alsoeverybody learns to do everything. You’ve got to be fluid.I might even cashier ten percent of the day,” says Mike.“We all know how to serve the retail customer, too—espe-cially the women in the Design Center.”

And (how often have I heard this lately? Like… never)in Bozeman, costly custom houses are sprouting faster thandandelions. The main concerns are finding available land


Woodburn warehouse and showroomto Habitat for Humanity to operate asa ReStore discount LBM outlet.

The space is twice the size of theReStore in Mount Angel, Or., whichwill be relocated to the Withers prop-erty by the end of the summer.

Withers will continue its corporateoffice at the facility, overseeing yardsin Salem, Silverton and Molalla, Or.

Northern California Losing aDo it Best

McKenny’s Do It Best BuildingCenter, Eureka, Ca., is closing itsArcata, Ca., store this month after just

a year and a half.According to staff, ownership

restructuring and consolidation havemade it too expensive to keep the sec-ond location open. Reportedly, oneowner will take over an insulationbusiness, while his two partners focuson the Eureka location.

Plum Creek Closing RemanPlum Creek Timber Co., Seattle,

Wa., will shutter its Meridian, Id.,remanufacturing plant at the end ofMarch, resulting in 61 layoffs.

The company has operated thefacility since 1998. It will be placedup for sale by mid-year.

DEALER BriefsGanahl Lumber, Anaheim, Ca.,

received planning commission approvalto build a new store on 6.6 acres adja-cent to its Costa Mesa, Ca., operation.

When completed in 2016, thereplacement facility will feature fourstructures totaling 106,000 sq. ft.—about twice the size of its existingspace—and 286 parking spaces.

Chase Hardware, Albuquerque,N.M., is closing after 60 years due tobig-box competition.

Miter Craft Moulding &Millwork Supply has moved to anew showroom in Costa Mesa, Ca.

Good True Value Hardware,Juneau, Ak., has closed after 18 yearsand sold its remaining inventory toFoodland IGA, which is expandingits hardware department and has hiredCraig Good to manage it.

ABC Supply added a secondbranch in Sacramento, Ca. (MichaelCochran, mgr.).

Orchard Supply Hardwarehas opened new stores in Portland,Or.; Irvine, Ca.; and Cerritos, Ca.

Home Depot has decided not tobuild in Silverthorne, Co., and is look-ing for a buyer for the 8-acre lot itbought seven years ago.

Habitat for Humanity ofSouthwest Utah moved itsReStore discount LBM store from a10,000-sq. ft. building to a new 43,000-sq. ft. facility in St. George, Ut.

RACK SYSTEMSPRE-ENGINEERED BUILDINGSGENERAL CONTRACTING DESIGN AND PLANNING

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© WTD Holdings, Inc., 2015. All rights reserved.

Sunbelt-Rack.com/stories

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Fox Revives Montana SawmillFox Lumber, Hamilton, Mt., has

restarted the long-dormant AshlandSawmill in Ashland, Mt.

The mill, built in the 1950s, hasbeen owned by the NorthernCheyenne Tribe since the 1980s. Afteralso considering options in and nearSheridan, Wy., Fox signed a long-termlease in Ashland, where it will utilizesalvage timber from the Ash CreekFires of 2012.

Withers Rents Out Prior YardWithers Lumber, Woodburn, Or.,

has agreed to lease its former


Colorado Dealer Shows aSecond Ace

The owners of Timberline AceHardware, Telluride, Co., have soft-opened a branch in nearby Norwood,Co., after nearly two and a half yearsof work.

According to owners Tom and JennMortell, the product mix will be dif-ferent in Norwood, with a focus onstandard hardware, housewares andpower equipment. By the time AceHardware Norwood holds its grandopening in late May, ammunition,

hunting and fishing licenses, andindoor growing supplies will beadded.

Decking, Railings Keep RisingNorth American residential decking

and railing demand should rise 4.5%annually through 2018, to 3.5 billionlinear feet worth nearly $5 billion,according to a new Principia report.

“Growing demand due to therecovering housing industry combinedwith consumer preference for betterperforming products will continue to

Northwest Hardwoods beganramping production back up at itsCentralia, Wa., sawmill, with the resolu-tion of a dockworkers’ strike that crip-pled distribution at West Coast ports.

Fruit Growers Supply Co.,Valencia, Ca., will receive a CaliforniaCompetes Tax Credit to help build anew sawmill in Yreka, Ca.

The small log/top wood facil i tyreportedly will be the first mill built inthe state in over 30 years.

Timber Products will install anew six-deck, 12-section veneer dryerat its plywood operation in Medford, Or.

Harris Thermal TransferProducts, Newberg, Or., has openeda new 300,000-sq. ft. transload in a for-mer warehouse at Stimson Lum-ber Co.’s 116-acre former mill site inBonner, Mt. It is operating as BonnerTransfer & Storage Co.

BlueLinx is now distributingFiberon decking and railing productsfrom 14 addit ional DCs, includingDenver, Co.

Bayer MaterialScience LLChas been certif ied as a SprayPolyurethane Foam Alliance-accreditedsupplier.

Anniversaries: Huttig BuildingProducts, St. Louis, Mo., 130th …Roadside Lumber & Hardware,Agoura, Ca., 40th …

SUPPLIER Briefs

push technology advances in productdevelopment and interest from newentrants, from wood to synthetics,”said Principia’s Steve Van Kouteren.

Although wood’s share of the deck-ing market has grown during the eco-nomic slowdown of the past fiveyears, sales of alternative materialshave improved of late with a strongereconomy and increased discretionaryspending. In addition, the introductionof good-better-best lineups of priceand performance is enticing con-sumers to upgrade to synthetics.

Manufacturers have also developedbetter designed and customizable rail-ing systems, and non-traditional mate-rials such as aluminum have becomepopular among homeowners.

Drive New Business

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Drive new fastener sales with Simpson Strong-Tie® Deck-Drive™ screws. Each screw

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more at strongtie.com/deckdrive.


This is the third article in a three-part series where NAWLAvolunteers offer their perspectives on purchasing. Part one(Jan. 2015) focused on how lumber is bought. Part two (Feb.)looked at an example of a specific buying behaviour based onthe Suggested Purchase Order. The final article of the serieswill focus on how to evaluate the success of your efforts.

IN THE FIRST part of this series, Martin Carter withCarter Forest Products Inc. shared how

there are many schools of thought on howto purchase lumber, but successfullumber buying in an office whole-sale context is about having agreat plan and making sure it isexecuted effectively. In thesecond part of the series,Anthony Muck of DMSiSoftware detailed a specificway to help with inventorymanagement and efficiencyin both the warehouse andfront office by using aSuggested Purchase Order(SPO) to create orders basedon the supplier, product groupor buyer.

In this third and final issue ofthe series, we’ll explore the impor-tance of evaluating your purchasingsuccess. Monitoring the success of yourpurchasing decisions is an important busi-ness practice.

Stepping back and reflecting on your purchasingmethods and decisions can pinpoint successes and disser-vices to your role as a buyer and as an employee. Duringthe heat of buying, things typically move quickly, andyou have to think quickly and stay on your toes. Due tothis, you can sometimes be unaware of things that you aredoing that could be detrimental to the success of your job.Even a great buyer can find ways to improve their prac-tices. By evaluating your practices on a regular basis, you

THINKING AheadBy Laura Ebersberger, UFP Purchasing

Purchasing: How to evaluate success

can pinpoint issues and correct them to have a betterexperience in the future.

There are many different ways to evaluate your suc-cess. This article will outline some effective practices tohelp you evaluate your purchasing decisions to help yougrow and develop better purchasing methods.

Two Eyes Are Better than OneAs the old adage goes, being on the out-side looking in can produce a different

perspective than being on the insidelooking out. That’s why it’s

important to engage a trustedcolleague to help you evaluateyour purchasing efforts. Whenyou bring another person in,they bring their own experi-ence, background, andmethods that may shed lighton helpful or hinderingpractices. Sharing best prac-tices with others in yourfield that you respect will

also broaden your ownknowledge base.

What Really MattersWhen Evaluating the

Success of LumberPurchasing

Every purchase has different componentsand it’s sometimes difficult to measure Key

Performance Indicators (KPIs) using technology or num-bers. Different pricing zones, freight and weather are afew of the variables that software can’t accuratelyaccount for.

When looking to measure your performance level,request feedback from your plants and vendors. The satis-faction of your vendors and the plants you service is yourprimary KPI, so talking to them and seeking their feed-


back is paramount. There’s a saying that you can’t dogood business with bad people. If your facilities and ven-dors don’t feel taken care of, then there’s likely a discon-nect that could affect your entire business.

It is also good to explore self introspect. Ask yourself:Am I serving my vendors as well as my plants? Do ven-dors give me positive feedback when I’m done with thedeals? Do they feel good about the business after I’mdone? Am I acting too quickly? Not responding fastenough? Am I solving problems or creating them withmy purchases?

Action Items: What to Do With YourEvaluation Results

Communication is the key factor in purchasing. If inyour conversations with plants and vendors you discovera need for improved communication, talk to your vendors

and plant contacts about what you can do to prevent mis-communication from happening again—attack the issuehead on. Should I be communicating more often? Lessoften? Over the phone? In person? Via email? Initiatethese conversations to show you’re invested. You’ll findthat the main action item that comes from your purchas-ing evaluation will lead back to better communication.

And when you find that your purchasing methods arehitting the mark, remember there is always room forimprovement. You can have a great relationship with avendor or a plant, but without continued evaluation ofyour efforts, you can still miss out on opportunities to dothings better. Even when your purchasing is meetingneeds, you can always explore other options.

Regarding the frequency of measuring your success,you may consider assessing your purchasing on a weeklybasis. Set aside time to ask yourself: How have I handledthis? Are there things I need to address? Anything I needto question? Do I need to reach out to this vendor onemore time? Do I need to investigate needs at my plantone more time?

Final ThoughtsThere’s always something to learn, so take in as much

information as possible and apply that into your buyingpractices. Purchasing is similar to sales: You have to sellyour company and yourself to your vendors not onlythrough relationships but also by being honest, responsi-ble and efficient. This allows you to have an open-doorpolicy that encourages communication on successes andshortcomings.

For anyone new to lumber purchasing, find thestrongest leaders in the company and observe how theyoperate. Adopt practices from their methods that workwell with you and your personality. Seek their advice,talk to them on a regular basis, and use their feedback(positive and negative) to help strengthen your purchas-ing skills.

– Laura Ebersberger is a buyer with the UFP Purchasingdivision of Universal Forest Products.

A Special Series fromNorth AmericanWholesale Lumber Association

About NAWLANAWLA (North American Wholesale Lumber

Association) is the association that delivers unparal-leled access to relationships and resources thatimprove business strategy and performance throughsales growth, cost savings, and operational efficien-cies for wholesalers and manufacturers of forestproducts and other building materials that conductbusiness in North America.

Learn more about how NAWLA can help yourbusiness at www.nawla.org.

Registration Open for NAWLA’s 2015Leadership Summit

Want to hear more from industry-leading whole-salers and manufacturers about how they buy andsell lumber?

Join them at NAWLA’s Leadership Summit,March 22-24 at The Westin Kierland in Scottsdale,Az.

The event brings together mid-level managers andexecutives and industry-leading companies to dis-cuss top-of-mind business topics and solutions fordriving revenue growth and streamlining operations.

View the agenda and register at www.nawla.org.


Ceilume, Graton, Ca., has opened aceiling panel and tile showroom inPortland, Or.

The 3,000-sq. ft. facility is gearedto professional interior designers,builders and homeowners alike, and is

FIRST ON TOP: Panel and tile maker Ceilume has opened the West’s first ceiling showroom inPortland’s central eastside industrial district.

West’s First Ceiling Showroom Opens in Portlandthe only manufacturer-owned ceilingshowroom in the western U.S.,according to showroom manager NoahDavis.

It was built to showcase the compa-ny’s 35 different ceiling tiles and pan-

els in vignettes developed to inspiredesign ideas for interiors of all types,in a setting that focuses purely on ceil-ings.

“We selected Portland both for itsdesign culture and its central locationserving the Pacific Northwest,” Davissaid. “Ceilume has a multitude ofinstallations in Portland already, andthe inner eastside location is conve-nient for our growing customer basehere.”

UFPI Buys Rapid WoodUniversal Forest Products has

acquired Rapid Wood Manufacturing,Caldwell, Id., which supplies lumberproducts to the region’s manufacturedhousing and RV industries. UFPI hadserved the market on a limited basisfrom its Oregon manufacturing plants.

Rapid Wood principal BobBrizendine will continue in a manage-ment role.

“This is a good opportunity toestablish a manufacturing and salespresence in Idaho, bringing us closerto some of our valued customers andexpanding the strong capabilities ofour organization in a growing mar-ket,” said UFPI CEO Matthew J.Missad.


LOS ANGELES Hardwood Lumberman’s Clubrecently presented a check for $11,000 to theHardwood Forest Foundation from fundsraised at last year’s Alan Bohnhoff Memorial

Golf Tournament. The presentation was madeduring the club’s recent pool tournament inOrange, Ca., by (l-r) Alan Arbiso, ByronGrabinger, Dale Bohannon, Carl Henoch,

Kevin Trussell, Mark Michie, Jim Gaither, Jimvon Tellrop, Dan Bohannon, Kevin Tranter, BillFitzgerald, Marty Fox, Steve Arnold, RandyPorter, Tom Escherich, and Stephen Ondich.In the pool tourney, Dan Bohannon, BohannonLumber, Orange, took 1st place. Alan Arbiso,Highland Lumber, Anaheim, was runner-up.

Combilift Doubling CapacityCombilift Ltd. will invest $50 mil-

lion over the next two years to build anew plant in Ireland, enabling theforklift manufacturer to double capac-ity over the next five years.

Combilift recently purchased 100acres to build the new 430,000-sq ft.complex, which will include a dedi-cated research-and-developmentbuilding, adjoining administrationaloffices, and a plant more than doublethe size of its present manufacturingfacilities.

Random Lengths PublishesLatest Directory, Yearbook

The latest editions of two leadingreference guides serving the NorthAmerican softwood forest productsindustry are now available.

Published annually by RandomLengths, the 2015 Big Book is thelargest and most widely recognizeddirectory of the North American soft-wood industry. The 2014 Yearbook isthe industry’s most comprehensivesource of historical market informa-tion.

The Big Book’s 808 pages contain3,992 listings of U.S., Canadian andoffshore softwood companies and15,608 personnel. The convenientguide shows addresses, phone and faxnumbers, email addresses, websites,company profiles, and other valuableinformation. More than 85% of thelistings from the 2014 edition havebeen updated.

The 2014 Yearbook features morethan 340 pages of data and providesprice histories for the past 11 yearsfor 309 key lumber and panel items,including 19 new items. Easy-to-readgraphs track monthly price averagesfor the past five years. The Yearbooklists economic data, such as housingstarts and home mortgage rates for2011-2014. Also included are a nine-year market chronology and an inter-national section that offers price his-tories, trade-weighted dollar informa-tion, and export volumes by speciesand destination from 2009-2014.

The Big Book is $269.95, theYearbook $59.95 from www.random-lengths.com.


beautify

Clean contemporary lines. Simple to assembleProBuilt™ railings from BW Creative

www.bwcreativerailings.com

TALK BackWe welcome your letters to the editor.

Comments should be sent to [email protected], Fax 714-486-2745,or The Merchant, 151 Kalmus Dr., Ste.D200, Costa Mesa, Ca. 92626.

This month, readers welcome new pub-lisher Patrick Adams.

WELCOME TO THE NEW PUBLISHER

What a great tribute to your familyand the previous leaders of your mag-azines (“Big Shoes to Fill,” Feb., p.6). It inspired me to keep workinghard, knowing the rich heritage thathas blessed me both personally andprofessionally.

I look forward to reading your per-spectives and insights in the monthsahead—thank you!Mark EricksonBlue Book ServicesCarol Stream, Il.

Patrick, I just read your “Big Shoesto Fill.” I have been reading TheMerchant for close to 40 years. DaveCutler and family are very closefriends. Alan did a great job of carry-ing on the tradition. My wife and Iboth wish you great success with an

geography, budget and cladding con-cerns. “Ridding the wall assembly ofwater and water vapor before it candamage structural components is whatmoisture management is all about,”said marketing manager Tara Murray.“With the different wall protectionsystems, we are making it possible forspecifiers to make educated decisionson products and solutions.”

The Maximum protection systemcreates a large drainage and dryinggap behind the cladding, ideal for usewith wood, fiber cement, stone andstucco. It is comprised of productsfrom Benjamin Obdyke’s Rainscreenline (Slicker HP, Slicker MAX, HomeSlicker plus Typar, Slicker Classic).

The Moderate system, highlightedby HydoGap drainable housewrap,provides a small gap for drainage per-formance, reducing the potential formoisture damage in the exterior wall-with all types of cladding.

The Basic sytem, best for more aridclimates, offers a durable, water-resis-tive barrier with exceptional waterholdout, tear strength, and UV expo-sure. It includes FlatWrap HP house-wrap, but does not provide an addi-tional gap for drainage behind thecladding.

outstanding publication with a verylong track record.Clint BowerThemed Millwork, LLCRathdrum, Id.

Congratulations, Patrick, on issue#1 for you. You’re going to do a finejob. I can see in a short time that youhave a good sense of humor and willfit in great in our industry.

I hope the keys I see on the secondpage are the keys to Alan’s wine cellarthat he left behind. If so give a call.

Best wishes in your new endeavors.Jim LewmanAll-Coast Forest ProductsCloverdale, Ca.

Benjamin Obdyke CreatesGood-Better-Best Systems

To alleviate the stress of productspecification when considering mois-ture management in the wall assem-bly, Benjamin Obdyke has developedthree different wall systems, offeringBasic, Moderate and Maximum levelsof protection.

Each system considers the bestproduct for the conditions, based on


MOVERS & ShakersJanet Corbett has retired after 35

years in the business, the last 14 assales mgr. for Warm Springs ForestProducts, Warm Springs, Or.

Amy Hutton joined the outside salesteam of Truitt & White, Berkeley,Ca., focusing on the Napa market.Christine Thatcher, who is nowhandling the Lafayette territory,will stage a series of ArchitectCafes over the next several months.

Mike Maharg, branch mgr., Capital,Portland, Or., is retiring after 46years in the industry. Joining theSalt Lake City, Ut., DC are market-ing specialist Aaron Bonham andaccount mgr. Ryne Vyles.

Jim Hosner, ex-BMC, is new to out-side sales at Building Supply &Lumber Co., Roseville, Ca.

Todd Foster has joined the sales staffat Kuzman Forest Products,Hillsboro, Or.

Mark Bice is now real estate & acqui-sition mgr. for Potlatch Corp.,Spokane, Wa.

Mike Kusar, ex-Interfor, has beennamed general mgr of MontroseForest Products, Montrose, Co.

Mike Carey, ex-Sierra Pacific, hasbeen appointed sales mgr. ofGeorgia-Pacific Wood ProductsNorthwest, Philomath, Or.

Tracie Gonzalez White has been pro-moted to branch mgr. at HPMBuilding Supply, Hilo, Hi.

Mike Sims was named senior v.p.-sales & marketing for Louisiana-Pacific Corp., succeeding RickOlszewski, who is retiring at theend of the month. Brad Southernis now executive v.p.-OSB, replac-ing Jeff Wagner, who will beexecutive v.p.-growth & innovationuntil he retires this summer. NeilSherman is senior v.p.-EWP, suc-ceeding Brian Luoma, who is nowexecutive v.p.-siding.

Mike Memmolo, ex-Medallion ForestProducts, has joined Arrow Forest,Beaverton, Or., as director of sales& purchasing for Russian birchplywood.

Doug Cooper was promoted to v.p.-resources for Hampton Affiliates,Portland, Or. He succeeds retiringDave Ivanoff, who also served aspresident of Hampton Tree Farms.

Bob Tellier has been promoted topresident of Orchard SupplyHardware, San Jose, Ca.

Mike Mai, ex-Plummer Forest Pro-ducts, was named v.p. of sales &marketing for the U.S. division ofHutton Forest Products, Ayr, Ont.

Trent Balog will become CEO ofTaiga Building Products, Burnaby,B.C., March 31, with the retirementof Cam White, who helped foundthe company in 1973.

Todd Stucke was promoted to v.p.-sales, marketing & product supportat Kubota Tractor Corp., Torrance,Ca. Alex Woods is now v.p.-divi-sional operations, and Dan Jones,v.p.-HR, legal & administration.

Derek Henrey is new to BW CreativeRailing Systems, Maple Ridge,B.C., as chief financial officer.

Kim Flanary, engineering director atMilgard, Tacoma, Wa., receivedAmerican Architectural Manufac-turers Association’s 2014 Out-standing Member Award.

Lou Tennant is now overseeing thetroops at Mungus-Fungus ForestProducts, Climax, Nv., according toco-owners Hugh Mungus andFreddy Fungus.

Big Creek is here to help with Everything RedwoodCall our friendly, knowledgable wholesale team today

Janet Webb has been sellingredwood since 1985. Prior, sheworked scaling logs, on the logdeck, in the sawmill, and out in thewoods. She remains a RegisteredProfessional Forester and, as BigCreek’s president, oversees theentire operation, including whole-sale, mill and forestry departments.

Lud McCrary co-founded BigCreek in 1946, back when “we werefalling timber with hand tools.”Called a legend of the industy withhis 70 years of experience, he’smost proud of his splitting ofredwood pickets, posts and shakes—these days for his personal ranch ordonated to historical restorations.

Jim Busick has 33 years ofredwood experience, includingsawmill, retail, purchasing andcurrently wholesale sales. He takespride in selling all the redwoodproducts that we offer. But Jimmost enjoys his customers, his co-workers, and the scenic view of thePacific Ocean from his desk.

3564 Hwy. 1, Davenport, CA 95017 • [email protected] (831) 457-5039

Proven History69 years of milling

superior redwood products

SelectionWide range of grades, dimensions,

timbers, fencing, patterns

FlexibilityFull, mixed

or partial truckloads

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“Focused on the future with respect for tradition”

DISTRIBUTION LOCATIONSColton / Fontana / Modesto / Salinas / Stockton, CA

PRODUCTS & SERVICESFraming Lumber / Pallet Stock / Industrial Lumber / Softwoods

Hardwoods / Cedar / Fencing / Decking / RedwoodCustom Cut Stock / Treated Lumber / Tile Battens

3-Hole & Slotted Vents / Custom Cutting / RemanufacturingHeat Treating / Fire & CCA Treating

4911 Warner Ave., Ste. 205, Huntington Beach, CA 92649Phone (714) 840-5366 • Fax 714-840-1933

www.straight-line-transport.com“A Load We Transport Is a Load off Your Mind”

Specializing in Flatbed & Van Freight for over 10 years

Ace Attempts Same-Day DeliveryAce Hardware launched a pilot Express Delivery pro-

gram which allows customers to find the products theyneed on acehardware.com and have them delivered thesame day by a helpful associate from their neighborhoodAce.

The program is designed by Ace to further extend theirhelpful brand promise as the company continues to addnew ways to serve the needs of customers.

“With 4,400 stores stocking the most locally relevantproduct assortments, Ace has a unique opportunity tobecome a big player in the same day delivery landscapeonce our pilot program concludes,” said John Surane,executive vice president, marketing, merchandising, andsales, Ace Hardware Corp. “We also think there’s a huge

value to consumers in having their products delivered by ahelpful Ace associate, who they might even recognize fromtheir local store.”

Ace’s Express Delivery pilot officially rolled out in 33stores on Jan. 26 in select neighborhoods in Florida,Illinois, Colorado, Maryland, Texas and Arizona.

Marvin Repositions BrandsMarvin Windows & Doors has repositioned its various

brands to bring its Marvin, Integrity and Infinity replace-ment windows together under a single fenestration portfo-lio.

The move is designed to better demonstrate the strengthand breadth of the company’s product portfolio and varietyof solutions available to its customers.

A new Marvin Family of Brands website has beenlaunched that allows consumers to easily search for prod-uct solutions from all brands at the same time, versus hav-ing to visit each division’s websites to find the best solu-tion to fit their needs.

The new site is optimized for desktop and mobiledevices and includes more intuitive search options, plusnew dealer and trade tools and customer support docu-ments that allow trade professionals and dealers to betterserve their customers with easy access to product, warrantyand service information. In addition, there are new com-parison tools that allow users to zero in on a product solu-tion that best meets their particular needs, either by win-dow or door type, or by brand.

right down to the dealer locator. As such, WRCLA has created a host of retail tools to

facilitate sales. Service affiliate members have access totools and materials that can be tailored to their specificneeds such as dedicated Real Cedar content on membersites, access to instructional information and videos to helpconsumers specify and grade WRC, a Real Cedar retailapp, access to Real Green: a section of realcedar.com thatpromotes WRC’s green aspects, and access to the WRCLAonline video library of 70+ FAQ and “how-to” videos.

All in all, they’re proactive steps to grow western redcedar sales in a business where it’s no longer business asusual.

Targeting Western Red Cedar(Continued from page 9)


REAL. STRONG. REDWOOD.Redwood is an abundant and renewable building material. It comes from sustainable, well managedforests. Each year we grow more than we harvest. The lumber produced from those trees is one ofnature’s longest lasting, strongest, most beautiful andenvironmentally friendly building materials. To find out more about natural outdoor living, or to getinspired, visit us at RealStrongRedwood.com.

NEW Products

Lighten Up the DeckMoistureShield’s deck lights line includes options

for energy-efficient recessed lights, post lights, underrail lights, stair lights, and post cap lights.

The deck line’s innovative lighting options are agreat enhancement to any outdoor living experienceand are as durable as they are attractive.

MOISTURESHIELD.COM(866) 729-2378

Charcoal Hue DeckIntegrity Composites, the manufacturer of

DuraLife Decking and Railing products, now offers avariegated hardwood color for its MVP decking line.

Charcoal Grey joins three other colors in the line.The hue is a multi-chromatic color and has a sleek,dark tone.

DURALIFEDECKING.COM(207) 571- 0775


www.haidaforest.com

Who says siding has to be all about straight lines and uniform color? Specialty profiles of Western Red Cedar siding such as Haida Skirl add personality and individuality to your home. And that’s something no cement or plastic siding can do. Western Red Cedar gives you natural durability, long lasting street appeal and surprisingly little maintenance. Which leaves more time for the fun things in life.

Make the right choice for your business, your customers and your environment. Western Red Cedar offers dependable performance, unmatched beauty and superior environmental credentials to cement siding and other man-made products. The choice of discerning builders and consumers alike, Western Red Cedar adds warmth, character and value to projects and significant returns to your business.

To learn more about Haida Skirl or to place an order, contact us at 604-437-3434, toll free 1-866-553-9663 or [email protected]

1.866.778.9096www.realcedar.com

Call It The Fun Side of Cedar.

Harmonizing ShakesDesigned to balance with

nature’s palette, StainnaturalShakes from Novik are made tocustomize the look of a home.

The surface of the shake isimpregnated with traditionalwood stain, creating a semi-transparent finish, and the propri-etary surface treatment combinedwith realistic texture provides anauthentic look of traditionalcedar cladding.

SUPERDECK.COM(800) 825-5382

Quick/EasyFastening

Simpson Strong-Tie’s new SDWHTIMBER-HEX HDGscrew has a SawToothpoint and oversized integralwasher that makes for fastinstallations; no predrilling orseparate washer are needed.

The screw features ASTMA153 Class-C hot-dip galva-nized coating suitable for coastaland marine environments.

STRONGTIE.COM(800) 999-5099


Respecting the forest, honoringthe past, building the future.

A nation’s pride you can build on.

Manufacturers of 6 million bd. ft. monthly of

• 5/4 & 6/4 Ponderosa Pine Shop• 4/4 Premium Pine Board Programs

State-of-the-Art Hewmill & Headrig Mill

Contact

Yakama Forest Products3191 Wesley Rd., White Swan, WA 98952

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

Sheldon Howell(509) 874-1163

Energy-Saving Roofing SystemsKemperol Reflect 2K FR by Kemper System

America, Inc., is a cold, liquid-applied reinforced coolroofing system designed to improve building energyefficiency.

The bright white surface helps reflect sunlight, dra-matically reducing the impact of infrared rays that cantax building cooling systems.

The system consists of 70% rapidly renewableresources, is fire rated for Class-A assemblies, and isodor-free and low VOC.

KEMPERSYSTEM.NET(800) 541-5455

Patented Siding InstallationTRAP-LOC’s technology offers the only patented

wood siding system that’s exclusively designed with aprofile that hides the fasteners as it’s installed fromthe top down. The result is a reliable, durable, low-maintenance siding with a clean look.

The system stands up to the harshest conditionsand makes installation fast and easy.

ALJOMA.COM/TRAP-LOC(713) 774-1775


Superior Spray FoamJM Corbond Open-Cell and

Open-Cell Appendix X spraypolyurethane foams are recom-mended for walls, floors, crawlspaces and both unvented andvented attics and ceilings.

The spray foam is a two-com-ponent, low-density, nonstructur-al insulation system.

Its low-density nature allowsfor tremendous yield, while stillaffording air sealing of homes,offices and classrooms, resultingin better air quality and increasedcomfort for occupants.

JM.COM(925) 560-9068

Brushless DrywallScrew Guns

Dewalt’s brushless lithium iondrywall screw gun allows dry-wall carpenters to get more donewithout power cords.

Powered with extreme run-time, the new tool is ideal for res-idential drywall hanging applica-tions–driving screws into bothwood and steel studs.

DEWALT.COM(800) 433-9258


Powerful Toolboxes with StyleCoolbox comes equipped a 20v rechargeable bat-

tery that can power electronic devices and smallpower tools.

Without being plugged in, the Coolbox can powerdevices through its two USB ports for over 10 hours.It can power tools, such as sanders, for over 40 min-utes using a built-in three-way splitter.

Other built-in features include a retractable 12-ft.extension cord, three 110v/220v electrical outlets,marine-grade Bluetooth speaker, LED lighting, dualhandles, wheels, tablet stand, clock, and double-sided,removable dry-erase board on the inside lid.

COOLBOX.IO

Earth-Toned FinishesSherwin-Williams’ NEW KEM Aqua Earth Tones

topcoat for exterior siding provides a blend of twotones that creates a multi-hued, natural look ratherthan a flat painted surface.

The hue is designed for application on compositeand fiber cement siding and trim and is available in 21unique colors.

SHERWIN-WILLIAMS.COM(800) 474-3794


P.O. Box 1802, Medford, OR 97501 • Fax 541-535-3288(541) 535-3465 • www.normandist.com

Superior Service, Products & Support100% of the Time

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ACQ ACQPreserve • BoratesD-Blaze® Interior Fire Retardant

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909-350-121415500 Valencia Ave. (Box 1070), Fontana, CA 92335

Fax 909-350-9623 • email – [email protected]

Unique Doors &Vintage Accents

Signet Fiberglass EntryDoors by ProVia are nowavailable in new styles andwith new accents to evokethe days of yesteryear.

The Knotty Alder seriesfeatures the rustic look ofnatural wood knots in itsembossed woodgrain.

Door hardware construct-ed of durable, flat black alu-minum (including HingeStraps, Speakeasy andCalvos) can add to the OldWorld authenticity.

ProVia entry doors aremade-to-measure, Energy Star certified, and include alifetime limited transferrable warranty.

PROVIAPRODUCTS.COM(800) 669-4711

Face-Mount HangerMitek’s THFI face-mount hanger attaches I-joists

to wood headers, while requiring no joist nails. Its design combines the installation ease of a top-

mount hanger with the installation flexibility of aface-mount hanger. Seat cleats lock the bottom flangeof the I-joist to the hanger.

MITEK-US.COM(314) 434-1200


BOISE CASCADE, Riverside, Ca., hosted itsannual customer appreciation golf tournamentFeb. 20 in Yorba Linda, Ca. [1] ChristianRebolledo, Ryan Treffers, Fenando Gonzalez,Mike Olsen. [2] Craig Huendorf, ClaytonMattox, Ed Miron. [3] Joe George, GinaAlvarado, Brad Moulton, Ron Curley. [4]

Frank Bader, Steve Sadler, John Cook. [11]Mike Leon, Richard Strachan, John Stubbe.[12] Mike Caputo, Norbert Lado, Chris Gross,Will Lone. [13] Jeff Wolgemuth, Craig Crafton.[14] Robbie Brunner, Miguel Hernandez.

(More photos on next two pages)

Deonn Deford, Bob Derham, Tommy Hays. [5]Dan May. [6] Tom Beall, Dan Dallenbach,Charmaine Jennings, Carlton Jennings. [7]Scott Fisher, Josh Sneckner, Vern O’Connor.[8] Chris Wischmann, Greg Bates, Keith Lyng,Rick Porter. [9] Ryan Mitchell, Dan Croker,Don Leisy, Ron Hillman. [10] Jesse Jackson,

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GOLFERS (continued from previous page): [15] Rock Lee, Fabio Gaipa,Jeff Dahl, Heath Stai. [16] Ed Russell, Matt Latendresse. [17] Mike Plutner,Robert Clarke. [18] Carlos Zarate, Chris McDonough, Jeff Bloch. [19] CipiCovarrubias, Joe Lozano, Valente Covarrubias, Jose Cavarrubias. [20]Frank Gonzalez, Kevin Ulibarri, Steve King, Pat McCumber. [21] Paul

Corso, Barrett Burt, Rex Klopfer, Scott Middaugh. [22] Matt Deitchman,Kim Wood, Rick Shrock, Lance Devol. [23] Victor Fresca, Warren Warren,Bill McBroom. [24] Paul Maag, Jeff Sievers. [25] Tom Martin, GregZucchero. [26] Danny Caccavale. [27] Pedro Estevez, Debbie & ChrisQuezambra. [28] Bob Golding. (More photos on next page)

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Photos by The Merchant

Cal Coast Wholesale Lumber, Inc.Pressure Treated Forest Products

Alkaline Copper Quat (ACQ)Custom Treating

Selected Inventory Available

P.O. Box 673 • 3150 Taylor Drive • Ukiah, Ca. 95482Phone 707-468-0141 • Fax 707-468-0660

[email protected]

Sales for Coast Wood Preserving


BLACK GOLD Golf Course, Yorba Linda, Ca.,was the site of Boise Cascade’s recent golfevent (continued from previous two pages). [29]John Mayhew, Dave Vigil, Troy Staufenbeil,Sergio Paz. [30] Darren Kopack, Michael Bell,Jason Goodrow, Brian Salfrank. [31] Pat

Tyrone Smith, Gary Carpendale. [38] ChrisJohnson, Steve Schroeder, Drew Peacock,Damien Simpson. [39] Matt Manke, Mark Huff,Troy Huff. [40] Scott Whitman, Guy Selleck, EricGrandeen, Scott Sunday. [41] Pat Scuderi, BrianReidy. [42] Mike Bland, Chris Thoman.

Hawthorne, Greg Kantzalis, Jon Katzalis, CraigLarson. [32] Brian Nakao, Lam Vu, Jeff Moreno.[33] Jon DeLangis, Darin Myers, JasonWomack. [34] Marshall Gremard, Ron Macaskill,Joe Morin. [35] Jim Giehl, Louis Rojas, MikeKemp. [36] Rick Deen, Shawn Knight. [37]

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ASSOCIATION Update

Mountain States Lumber &Building Material Dealers Associ-ation will host its annual productsexpo March 19 at the Denver Mart,Denver, Co.

Vendors and leaders in the supplyindustry will be displaying new prod-ucts and industry trends. A chili cook-off between exhibitors will follow.

Western Building Material Asso-ciation will present an introduction toLBM sales class March 16 and a blue-print reading/material take-off work-shop March 17-18 in Bozeman, Mt.

Ken Wilbanks will lead a yard anddelivery managers program April 7-8in Olympia, Wa.

West Coast Lumber & BuildingMaterial Association is hosting itsSouthern California golf tournamentApril 9 at the Black Gold Golf Course,Yorba Linda, Ca.

National Lumber & BuildingMaterial Dealers Association is host-ing its annual spring meeting & leg-islative conference March 23-25 at theRenaissance Dupont Circle Hotel,Washington, D.C.

Attendees can hear keynote speech-es from political leaders and will haveample opportunities to learn aboutnew issues to address with Congressafter preparations during the issuebriefings and the Washington BriefingBreakfast.

Veterans of the “Hill Visit” and

those new to Washington will also beable to interact with lawmakers duringCapitol Hill and federal agency visits,and during the Legislative Receptionon Capitol Hill. It is followed by theJoint Networking Reception.

American Wood Protection Asso-ciation’s 111th annual meeting will beApril 12-14 at Omni Grove Park Inn,Asheville, N.C.

The meeting will consist of a sup-pliers showcase and various recre-ational events, such as the AWPA2015 Hackers Classic golf tournamentat the Omni Grove Park Inn Golf Cluband the 2015 Pickler’s Prance 5K FunRun/Walk.

Structural Insulated PanelAssociation will hold its annual meet-ing & conference March 30-April 1 atLoews Ventana Canyon Resort,Tucson, Az.

Moulding & Millwork ProducersAssociation’s annual business meet-ing will be held April 19 at The Lodgeat Sonoma Resort & Spa, Sonoma, Ca.

The business meeting will featureeducation opportunities, coupled withcommittee meetings and optionalactivities.

Presentations will include a finan-cial outlook by Mike Keenan andSteve Rau, market update & outlookby Peter Butzelaar, “The HiringProcess” by Clark Malak, and muchmore.


Keep trackof the West

Keep trackof the Rest

covers the Midwest, Southeast &Northeast.

Subscribe for $24 for 12 issues.

Contact Heather at (714) [email protected]


BPDBuilding Products Digest

LUMBER PRODUCT MANAGER –LATHROP, CA.

Boise Cascade, a leading building materialsdistributor, has an opening for a LumberProduct Manager at our Lathrop, Ca., location.

Manages commodity lumber/related itemsfor inventory through purchase, pricing, ship-ment, and sells direct railcars and truckloads ofcommodity items to customers. Maintains directcontrol over purchasing, pricing, and inventorylevels of assigned products to maximize ware-house sales and gross profit. Develops and intro-duces marketing plan/promotions on new andassigned products for sales associates and cus-tomers. Solicits direct and warehouse sales of allcommodity products to customers.

Requires bachelor’s level degree in businessor marketing, or equivalent experience. Stronglumber background with a minimum of fiveyears in purchasing, sales or product manage-ment. Candidate must have strong oral and writ-ten communication skills and the ability to workindependently or with teams/groups. Must beproficient in utilizing software applications nec-essary for performing job responsibilities.

Boise Cascade is committed to Total Qualityand offers an excellent compensation package.If you meet the above qualifications, applyonline at www.bc.com. (Job ID #6298)

Boise Cascade is proud to be an EqualOpportunity Employer. All qualified appli-cants will receive consideration for employ-ment without regard to race, color, age, reli-gion, sex, national origin, protected veteranor disability status.

HELP WANTED

Rates: $1.20 per word (25 word min.).Phone number counts as 1 word, address as 6.Centered copy/headline, $9 per line. Border,$9. Private box, $15. Column inch rate: $55 ifart furnished “camera-ready” (advertiser setstype), $65 if we set type.

Deadline: 18th of previous month.Send ad to [email protected]

or Fax 714-486-2745. Make checks payable to526 Media Group.

Questions? Call (714) 486-2735.

CLASSIFIEDMarketplace

IN MemoriamBoyd Harold Nelson, 94, owner of

Boyd’s Building Supply, AmericanFalls, Id., died Feb. 13 in AmericanFalls.

After serving in the U.S. Navy dur-ing World War II, he worked for Tri-State Lumber and Boise Cascadebefore operating his own business formany years.

Forrest Leroy Baker Jr., 82, long-time Pendleton, Or., lumberyard man-ager, died Feb. 10.

A U.S. Air Force veteran, he spent30 years overseeing Harris BuildingSupply and 14 years at Tum-A-LumLumber.

Michael Thomas, 70, former lum-ber trader at American InternationalForest Products, Beaverton, Or., diedFeb. 9.

A graduate of Auburn University,he worked for Georgia Pacific beforejoining AIFP for seven years, startingin 1973.

Edward Hines, 79, longtime chair-man and CEO of Edward HinesLumber Co., Buffalo Grove, Il., diedFeb. 5.

After graduating from WilliamsCollege in 1957, he joined the familybusiness, working his way up to presi-dent and CEO when his father retiredin 1979. In 1985, he bought out a por-tion of the company’s assets, includ-ing its Chicago-area retail yards. Heretired as CEO in 2007 and as chair-man in 2013. US LBM bought thechain in 2010.

Reginald Rene Allard, 81, long-time Oregon lumberyard manager,died Dec. 4, 2014, after a lengthy ill-ness.

After serving in the U.S. Air Forcefrom 1951 to 1960, he moved toOthello, Or., and joined BroadwayLumber Co. He became manager ofCopeland Lumber Yard, Madras, Or.,in 1971 and of Miller Lumber Co.,Madras, in 1986. He retired in 2003.

Richard Leo “Dick” Posekany,88, former timber and land managerfor Frank Lumber, Lyons, Or., diedJan. 18.

He served as a U.S. Army AirForce cryptographer in Germany dur-ing World War II. After graduatingfrom the College of Forestry at IowaState University in 1951, he workedfor Long-Bell Lumber, Reedsport, Or.,and International Paper, Gardiner, Or.He joined Frank Lumber in 1964.After retiring, he became a timberindustry consultant and advocate.

Dick was 1972 president of theOregon Logging Conference and thatyear helped write the first OregonForest Practices Act. He was a chartermember of the Society of AmericanForesters, American Forest ResourceCouncil, Oregon Forest ResourceInstitute, and World Forestry Center.

Richard “Rick” Steed, 57, formergeneral manager of Eel RiverSawmills, Fortuna, Ca., died recently.

He entered the lumber industry in1975, working under his father at aHopland, Ca., sawmill. He joined EelRiver as a lumber grader in 1977, ris-ing to manager, until the mill closed in2001.

Irving Golden, 89, manager ofGoodman Lumber, San Francisco,Ca., for over 40 years, died Jan. 10.

He served in the U.S. Navy.

Carl Emerson Hull, 91, longtimemaintnenace supervisor at EvergreenForest Products, Tamarack, Id., diedDec. 27 in Boise, Id.

He served in the U.S. Marine Corpsin the South Pacific during World WarII. He then worked for White SwanLumber Co., White Swan, Wa., until1964, when he joined Evergreen. Heresided at the mill site for 50 years.

Harry Richard Underwood, 77,formerly with Underwood LumberCo., Gillette, Wy., died of cancer Jan.3 in Gillette.

After serving in the U.S. MarineCorps, he joined the family lumberbusiness.


DATE BookListings are often submitted months in advance. Always verify dates

and locations with sponsor before making plans to attend.

Los Angeles Hardwood Lumberman’s Club – March 12, golf, ElPrado Golf Course, Chino, Ca.; (626) 445-8556; www.lahlc.net.

Western Building Material Assn. – March 16, intro to buildingmaterial sales; March 17-18, estimating workshop, Bozeman,Mt.; (360) 943-3054; www.wbma.org.

Southern California Hoo-Hoo Club – March 18, speaker meeting,Anaheim Hills Golf Course, Anaheim Hills, Ca.; hoohoo117.org;[email protected].

Ace Hardware Corp. – March 18-19, spring show, ConventionCenter, Las Vegas, Nv.; (888) 408-6742; www.acehardware.com.

International Wood Products Assn. – March 18-20, annual con-vention, Las Vegas, Nv.; (703) 820-6696; www.iwpawood.org.

Mountain States Lumber & Building Material Dealers Associa-tion – March 19, products expo, Denver Mart, Denver, Co.; (800)365-0919; www.mslbmda.org.

Redwood Region Logging Conference – March 19-21, RedwoodAcres Fairgrounds, Eureka, Ca.; (707) 443-4091; www.rrlc.net.

Pasadena Home Show – March 21-22, Convention Center,Pasadena, Ca.; (888) 433-3976; www.acshomeshow.com.

North American Wholesale Lumber Association – March 22-24,Leadership Summit, The Western Kierland, Scottsdale, Az.; (800)527-8258; www.nawla.org.

National Lumber & Building Material Dealers Assn. – March 23-25, legislative conference & spring meeting, Renaissance DupontCircle Hotel, Washington, D.C.; (800) 634-8645; www.dealer.org.

Window & Door Manufacturers Assn. – March 23-25, legislativeconference, Arlington, Va.; (800) 223-2301; www.wdma.com.

Hardwood Manufacturers Assn. – March 25-27, conference &expo, Nashville, Tn.; (412) 244-0440; www.hmamembers.org.

Structural Insulated Panel Association – March 30-April 1, annu-al meeting & conference, Loew’s Resort Canyon Spa, Tucson,Az.; (253) 858-7472.; www.sips.org.

Western Building Material Assn. – April 7-8, yard & delivery man-agers workshop, Olympia, Wa.; (360) 943-3054; www.wbma.org.

North American Wholesale Lumber Association – April 9, region-al meeting, Vancouver, B.C.; (312) 321.5133; www.nawla.org.

West Coast Lumber & Building Material Association – April 9,Southern California golf tournament, Black Gold Golf Course,Yorba Linda, Ca.; (800) 266-4344; www.lumberassociation.org.

American Wood Protection Assn. – April 12-14, annual meeting,Ashville, N.C.; (205) 733-4077; www.awpa.com.

Tacoma-Olympia Hoo-Hoo Club – April 15, board meeting,Tacoma, Wa.; (253) 531-1834.

Material Handling Equipment Distributors Assn. – April 18- 22,annual convention & show, San Antonio, Tx.; (847) 680-3500;www.mheda.org.

Association of Millwork Distributors – April 19-22, plant tours andgolf event, Houston, Tx.; (727) 372-3665; www.amdweb.com.

Moulding & Millwork Producers Assn. – April 19-23, annual busi-ness meeting, Lodge at Sonoma Resort & Spa, Sonoma, Ca.;(800) 550-7889; www.wmmpa.com.

Wood Machinery Manufacturers of America – April 21-24, wood-working conference, San Antonio, Tx.; www.wmma.org.

Black Bart Hoo-Hoo Club – April 25, annual poker tournament &BBQ, Burgess Horse Barn, Healdsburg, Ca.; (707) 889-0049;www.blackbarthoohoo181.org.

Los Angeles Hardwood Lumberman’s Club – April 25, day at theraces, Santa Anita Racetrack, Arcadia, Ca.; (626) 445-8556;www.lahlc.net.

Southern California Hoo-HooClub No. 117 is looking for afew good men and women

to join a few good Marinesfrom the Wounded Warrior

Battalion, Camp Pendleton, at theDon Gregson Memorial Golf Tournament

May 15 at San Dimas Golf Course• $124.99 per player •

• Donations & raffle gifts graciously accepted •

Register at hoohoo117.orgProud sponsors of

SOUTHERNCALIFORNIA

So. Cal. Club #117Michael Nicholson

[email protected]

CENTRALCALIFORNIA

Black Bart Club #181Jeff Ward

[email protected]

NORTHERNCALIFORNIA

Humboldt Club #63Rich Giacone

[email protected]

If you’re of good character andsound judgment and want to

support our charities throughoutthe year, become a member of our

club by contacting:


ADVERTISERS IndexAGS Stainless Inc. [www.agsstainless.com/mmag] ...................51

AZEK [www.azek.com].....................................................................3

Accoya [www.accoya.com] .............................................................5

B.W. Creative Railing Systems [www.bwcreativerailings.com] .36

Big Creek Lumber Co. [www.big-creek.com]...............................38

Cal Coast Wholesale Lumber ........................................................49

California Redwood Association [www.calredwood.org] ...........42

Capital Lumber [www.capital-lumber.com] .........................Cover I

CT Darnell Construction [www.ct-darnell.com]...........................24

DeckWise [www.deckwise.com] .....................................................4

Diacon Technologies [www.diacon.com]...............................19, 21

Fasco America [www.fascoamerica.com]....................................46

Fiberon [www.fiberondecking.com] .............................................35

Fontana Wholesale Lumber [fontanawholesalelumber.com].....47

GRK Fasteners [www.grkfasteners.com].....................................15

Haida Forest Products [www.haidaforest.com]...........................43

Huff Lumber Co. [www.hufflumber.net.com] ...............................26

Humboldt Redwood [www.getredwood.com] ..............................37

Jones Wholesale Lumber [www.joneswholesale.com] ..............32

Keller Lumber [www.kelleher.com]...............................................51

Kop-Coat [www.kop-coat.com] .......................................................7

Maze Nails [www.mazenails.com].................................................33

North American Wholesale Lumber Assn. [www.nawla.org] .....41

Norman Distribution Inc. [www.normandist.com].......................47

Pelican Bay Forest Products [www.pelicanbayfp.com]..............40

PrimeSource Building Products [www.primesourcebp.com] ....44

Redwood Empire [www.redwoodemp.com] ......................Cover III

RFP Lumber [www.rfplumber.com] ..............................................11

Roseburg Forest Products [www.roseburg.com].............Cover IV

Simpson Strong-Tie [www.strongtie.com]..............................28-29

Siskiyou Forest Products [www.siskiyouforestproducts.com] .45

Snavely Forest Products [www.snavelyforest.com] ...................27

Southern California Hoo Hoo [www.hoohoo117.org]..................53

Straight Line Transport [www.straight-line-transport.com] .......40

Swanson Group Sales Co. [www.swansongroupinc.com].........25

Universal Forest Products [www.ufpedge.com]..........................39

Viance [www.treatedwood.com] ..........................................Cover II

Western Forest Products [www.westernforest.com] .................34

Weyerhaeuser [www.weyerhaeuser.com]......................................8

Woodway Products [www.woodwayproducts.com] ...................17

Yakama Forest Products [www.yakama-forest.com]..................44

IDEA FileHelping Hands

Offering a helping hand to local communitiesis not uncommon for hardware stores these days, butVirginia-based True Value CK Home & Hardware,Bealeton, Va., has decided to offer a special kind ofhelping hand, one that caters to students with specialneeds. In return, the family-owned hardware store hasdiscovered designing specific programs that tailor tothese needs can also be efficient for business.

Since 2011, CK Home & Hardware has been work-ing with Fauquier public school system’s EmploymentTraining Program, providing opportunities for specialneeds students to get job experience. The hardwarestore and nearby Liberty High School have workedclosely with students who are approaching graduationand in need of job experience. At the store, studentswill typically work restocking inventory, baggingitems and assist with register clerks.

“The kids are great. They work hard and are happyto be at our store,” said store president and co-ownerHelen Wyckoff. “We’ve had the program for almostfive years and it’s made a presence in this small com-munity.”

Wyckoff noted the partnership with the local highschool has been a benefit to both the students and thebusiness. “We are helping these students get experi-ence in a real-world setting and that’s the most impor-tant thing, but we’ve also learned that it benefits thestore. We save some money and the students are such apleasure to be around.” One student was even hired asa regular employee after impressing Wyckoff with hiswork performance.

In addition to saving money on payroll, Wyckoffalso noted that having the students around helps duringrush hours, and when the store is surprisingly busy andunderstaffed.

Since its grand opening five years ago, the team atCK Home & Hardware has made it their goal to buildrelationships with local residents. Wyckoff, who wasrecognized with the Lee District Citizen of the Yearaward for her support of the community this pastJanuary, believes making a difference in people’s livesprovides job satisfaction.

Along with their partnership with the Fauquier pub-lic school system, the hardware store also hostsfundraisers for Operation First Response and local vet-erans’ groups, has volunteers at the Crockett ParkChildren’s Day event and hosts DIY lessons, includingduct tape classes, kids’ clubs and ladies’ nights, whenparticipants learn step-by-step how to tackle householdobjects.


Randy SturgillCoquille Plywood Plant Manager31 years

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