The Merchant Magazine - April 2011

PRESSURE TREATED WOOD UPDATE � NEWEST ENGINEERED WOOD PRODUCTS

AAPPRRIILL 22001111

TheMERCHANTMagazine

44 � The Merchant Magazine � April 2011 Building-Products.com

April 2011Volume 89 �� Number 10

OnlineBREAKING INDUSTRY NEWS, INDUSTRY PHOTO DOWNLOADS, & THE MERCHANT: DIGITAL VERSION

BUILDING-PRODUCTS.COM

THE MERCHANT ON FACEBOOKSEARCH “THE MERCHANT

MAGAZINE” ON FACEBOOK.COM

TheMERCHANTMagazine

California Timberline, Inc.Sugar and Ponderosa Pine,Douglas Fir, Redwood,

Western Red and California Incense CedarHardwood Lumber & Plywood

Chino, CA 91710 • (909) 591-4811 • FAX (909) 591-4818

The Mark of Responsible ForestrySCS-COC-001973

®1996 Forest Stewardship Council A.C.

CHANGE OF ADDRESS Send address label from recent issue ifpossible, new address and 9-digit zip to address below. POSTMASTER Send address changes to The MerchantMagazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca.92660-1872.The Merchant Magazine (ISSN 7399723) (USPS 796-560) ispublished monthly at 4500 Campus Dr., Ste. 480, NewportBeach, Ca. 92660-1872 by Cutler Publishing, Inc. PeriodicalsPostage paid at Newport Beach, Ca., and additional post offices.It is an independently-owned publication for the retail, wholesaleand distribution levels of the lumber and building products mar-kets in 13 western states. Copyright®2011 by Cutler Publishing,Inc. Cover and entire contents are fully protected and must notbe reproduced in any manner without written permission. AllRights Reserved. It reserves the right to accept or reject any edi-torial or advertising matter, and assumes no liability for materialsfurnished to it.

In Every Issue6 TOTALLY RANDOM

18 COMPETITIVE INTELLIGENCE

22 OLSEN ON SALES

30 GREEN RETAILING

34 KAHLE ON SALES

38 FAMILY BUSINESS

40 MOVERS & SHAKERS

42 MANAGEMENT TIPS

46 NEW PRODUCTS

53 ASSOCIATION UPDATE

54 IN MEMORIAM

56 CLASSIFIED MARKETPLACE

57 DATE BOOK

58 IDEA FILE

58 ADVERTISERS INDEX

Special Features9 FEATURE STORY

INTRODUCING ISULATED EWPS

10 MARGIN BUILDERSUNDERLAYMENT SELLS ENGINEERED FLOORS

12 FEATURE STORYMOST DEALERS SPECIAL ORDER NEW

TYPES OF TREATED WOOD

14 PRODUCT SPOTLIGHTLIFE CYCLE ASSESSMENT FAVORS TREATED

16 INDUSTRY TRENDSSOCIAL MEDIA PROMOTES TREATED WOOD

20 INDUSTRY TRENDSGLIMMERS OF HOPE IN HOUSING DATA

16 FIRST PERSONAWPA EXEC RESPONDS TO FLOOD OF

NON-STANDARDIZED WOOD ON MARKET

50 PHOTO RECAP: WWPA MEETING

www.building-products.comA publication of Cutler Publishing

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

Publisher Alan [email protected]

Publisher Emeritus David CutlerDirector of Editorial & Production

David [email protected]

Editor Karen [email protected]

Contributing EditorsDwight Curran, Carla Waldemar,

James Olsen, Jay Tompt, Mike Dandridge

Advertising Sales ManagerChuck Casey

[email protected]

Administration Director/SecretaryMarie Oakes [email protected]

Circulation Manager Heather [email protected]

How to AdvertiseChuck Casey

Phone (949) 852-1990 Fax [email protected]

Alan Oakeswww.building-products.com


CLASSIFIEDDavid Koenig


How to SubscribeSUBSCRIPTIONS Heather Kelly


or send a check to 4500 Campus Dr.,Ste. 480, Newport Beach, CA 92660U.S.A.: One year (12 issues), $22

Two years, $36 Three years, $50

FOREIGN (Per year, paid in advance in US funds):Surface-Canada or Mexico, $48

Other countries, $60Air rates also available.

SINGLE COPIES $4 + shipping

BACK ISSUES $5 + shipping

TheMERCHANTMagazine


TOTALLY RandomBy Alan Oakes

When is it time to walk away?I READ RECENTLY OF A MUSICIAN turned a simple idea into a $20-million business with alot of profit. Certainly, he was an unlikely entrepreneur, but in solving a problem he

personally had, he realized there were many other musicians facing the same problem.About the tenth year of running his own business, he woke up one morning and realizedit was no longer want he wanted to do. He tried ignoring this feeling as long as hecould—after all, he was making millions annually. He was fortunate to sell the companyjust a few weeks later for a tidy sum (albeit less than he could have) and about eightmonths later completely walked away. Since then, he has no regrets and simply does notcare what the new owners are doing with his “baby.”His story caught my attention because it is something I have seen others wrestle with,

as I have a few times in my career. Many reading this column will not have a tremen-dous amount of sympathy with the above example, but it is an issue that plagues all of usin some way. When is the right time to sell, move to a new job or career, or retire?Several times in my corporate life, I woke up and said to myself, “Enough!” Coming

to those conclusions was always hard. In one case, we had grown our company frombankrupt to extremely profitable. But around year seven I knew it was time to get out. Istayed on until I absolutely could not stand it any more—about three years too late. Inanother situation, I knew that I would never be happy working for the owner and, despiteearning the most I ever had, knew I had to walk away before it consumed me. Theupheaval caused by both of those moves was quite dramatic for me and my family, butover time turned out to be among the best decisions I have ever made. In one case, it ledme in a circuitous route to this magazine.Whatever role we are in, the dynamics can change. And sometimes while it is regret-

table, when the job or business seems like an albatross around your neck, when yougrow bored, when going to work is the last thing you want to do, when you realizeyou’ve reached your limitations, or when the whole company or industry changesaround you and you have taken it as far as you can go, it is time to walk away with noregrets.In the first of my situations above, it was one of my top two favorite jobs and one of

my greatest business accomplishments. It initially gave me the greatest joy, but time andcircumstances changed. Typically, as a company grows, the demands and challengesincrease. New pressures arise. You find yourself having to deal with politics or to get ridof employees who in the beginning were friends burning the midnight oil at your side,but who had been outgrown by the new demands. The business culture changes and youmust make decisions you would have never imagined five years earlier. You even findyourself separating from the people who helped you in the beginning, as layers of man-agement increase and you begin to focus on the strategic instead of the-day-to-day. We often accept a job or launch a company to fulfill a personal passion or vision or

simply to serve a gap in the market. Often, you achieve all your goals despite yourself,by being in the right place at the right time. And when you get there, you may ask your-self, “What’s next?” Many will set a new round of goals or move to a new dream. Otherswill take stock of themselves, build some space, and fade into the sunset, temporarily orpermanently. I know owners who had great vision and yet could not manage, so they andthe management team became bogged down with a morass ofdaily problems. They would not delegate until they finallyknew it was time to sell out. I have seen managers whohad to suffer a heavy personal toll, including heart attacks,before they finally realized they belonged elsewhere. Leadership skills and management skills are very dif-

ferent, and most owners and managers generally are notgood at both. In whatever role you play, when the passionis gone, the best decision you can make for yourcompany, your customers, and yourself, may beto move on to new pastures. And yet, so manydo not! It is hard to walk away from some-thing that earlier was so great.Whatever the reason, when the light

burns out, it is time to move on, hopefully tosomething even better.

Alan Oakes, [email protected]

Viance Treated Wood Solutions

Building-Products.com April 2011 � The Merchant Magazine � 99

TWO MANUFACTURERS are rollingout engineered wood products—

including studs, headers, rim board,and corners—featuring an inner layerof foam insulation to improve the ther-mal efficiency of conventional, stick-built exterior walls. In conventional framing, the space

between each stud is filled with insu-lation to reduce air leaks and increaseenergy efficiency. However, woodstuds don’t have the same R-values asthe insulation, causing a loss of ther-mal efficiency. “Our insulated structural framing

components help increase a home’senergy efficiency by reducing thermalbridging, plus they install easier andfaster than field-assembled insulatedframing members,” said Chris Degnan,strand product manager for iLevel byWeyerhaeuser, Federal Way, Wa.The products, according to Degnan,

also help builders meet energy-effi-cient framing requirements of the2009 International Energy Conserva-tion Code and 2011 Energy Star forHomes. “Builders are under pressureto meet these new, energy-efficientframing requirements,” he said. The TJ Insulated line from iLevel

includes R-17 headers, R-10 rimboard, and R-30 corners constructedof FSC-certified Trus Joist Timber-Strand LSL and Dow Thermax insula-tion. All three are sized to fit conven-

tional 2x6 framing dimensions: • The one-piece header combines 3-

1/2” LSL, 1-1/2” thick insulation, anda 7/16” OSB face that allows fast andeasy drywall attachment.• The rim board features a foil face

and 1” of insulation to ensure thepiece fits and fastens in one easy step.• The structural corners are insulat-

ed with 4” of insulation for a betterthree-stud corner or interior wall. “Many homebuyers today expect

that energy-efficient homes are agiven,” said Jeff Rettig, iLevel’s NewEngland regional manager. “The lateststandards boost a home’s energy per-formance by focusing on framingtechniques.”The new products are also environ-

mentally friendly. “Advanced framingtechniques not only add to the overallenergy efficiency of a home, but canalso reduce the volume of material andwaste at the job site,” said RobBrooks, director of iLevel’s greenbuilding program. Currently, the new iLevel products

are only available in the Northeast,through OneTree Distribution, with

locations in Lancaster and Syracuse,N.Y., and Assonet, Ma. “The new iLevel products have

been well received, even so early inthe season,” said president DavidBrown. “The header is selling betterso far, as it is not as much of a newconcept as the other products. The rimboard would be second because itsolves a number of new code issues.”EC Manufacturing, Lafayette, Co.,

has sized its new rStud to fit 2x6 fram-ing dimensions. “Our products allowconventional, stick-built framing, withimproved wall performance,” saysc.e.o. Dennis Clark. “Since they arelighter than conventional products,this means less effort to pickup andinstall.”The new products sandwich ener-

gy-efficient foam between two thinpieces of engineered wood. Accordingto Clark, the company is currently pro-ducing 2x6 insulated studs and LVLinsulated headers. “These are fourtimes more energy efficient than con-ventional lumber,” he says. The manufacturer is in discussions

with potential distributors.

STRUCTURAL FRAMING products feature Dow Thermax insulation for more consistent R-valuesthan conventional framing assemblies.

INSULATED LUMBER from EC Manufacturinghelps builders meet the latest energy efficiencystandards.

FEATURE StoryInsulated Structural Framing

Introducing insulated EWPs


MARGIN BuildersBy Bob Pratt, MP Global Products

Underlayment can sellengineered flooringIN TODAY’S COMPETITIVE environ-ment, the more your sales associates

know about the products they sell andwhat differentiates one within a cate-gory from another, the better theirability to close value-added sales. Thiscan be especially true when sellingproducts with attributes that are invisi-ble but nevertheless very important. For example, when selling under-

layment for engineered wood and lam-inate flooring, it is very helpful topoint out distinguishing characteristicsof the various products you offer.What lies beneath a finished floor can,indeed, make a big difference in theoverall performance of the floor.There’s a lot that can be talked

about. The specifications and charac-teristics of an underlayment can affectwalking comfort, sound transmissionbetween floors, the perceived warmthor coldness of the floor underfoot, theability of the underlayment to handlemoisture emanating from the subfloor,and the smoothness of the finishedsurface. In newly sold or rental hous-ing, imperfections in any of thesequalities can lead to issues that canresult in callback of the contractor orcomplaints to the owner and, perhaps,even reverberate to the supplier. A salesperson selling engineered

wood and laminate flooring shouldknow about the standards that apply tounderlayment and what the productlabeling on underlayment packagingstands for. For example, to meet build-ing codes, acoustical underlayment,which is designed to minimize noisetransmission, has to be tested in aflooring assembly to make sure theassembly conforms to impact insula-tion and sound transmission levels.Acoustical underlayment can quiet

impact sound, dampen ambient sound,and inhibit noise from traveling intothe room below. Distributors and retailers selling

engineered wood and laminate floor-ing to owners and contractors of newand renovated rental units and condosshould recommend acoustical floorunderlayment that meets or exceedslocal building department acousticalstandards.

ACOUSTICAL UNDERLAYMENT can make laminate and engineered wood flooring perform bet-ter—by reducing sound transmission, adding thermal insulation, and wicking away moisture.

The best way to make sure anunderlayment for engineered woodand laminate floors meets applicablestandards is to look for documentationthat the product has been laboratorytested as part of an assembly, becausethat is what the code looks for. Whenevaluating floor underlayment, build-ing departments often rely on tests todefine the performance of afloor/ceiling assembly—how well they


insulate against noise created byimpact and airborne vibration.Manufacturers that have their productstested usually label the products toindicate the standards to which theyconform. There are two tests performed in a

controlled laboratory environment thatare recognized by the InternationalBuilding Code for sound that travelsfrom one living area down to another,including in a multi-family residentialcomplex. One is the test for ImpactInsulation Class (IIC) and the other isthe test for the Sound TransmissionClass (STC). IIC evaluates the ability to block

impact sound by measuring the resis-tance to transmission of impact noiseor structure-borne noise. STC tests theability of a specific constructionassembly (e.g., floor, door or window)to reduce airborne sounds, such asvoices, stereo systems, and TV. Thehigher the number, the higher theresistance. In addition to minimizing sound

transmission, acoustical underlaymentwith an appropriate compression resis-tance can help smooth out minorimperfections in the subfloor whileproperly supporting the floor, enablingthe top finish surface to lay flat. It alsoadds thermal insulation that helps keepthe floors warm in cold weather andcool in warm weather. Also, the cush-ioning effect of quality underlaymentlessens the strain of each footfall onknee and hip joints, resulting in morecomfortable walking. Some underlay-ment options that are engineered towick away sub-floor or incidentalperimeter moisture can help protect

engineered wood and laminate floor-ing from subfloor moisture that couldotherwise mar the finished floor. And for customers aiming for envi-

ronmentally friendly floors (a marketthat is growing every year), there areacoustical underlayments clearly man-ufactured to fulfill environmentalinterests, which are third-party certi-fied for sustainable attributes and are

made primarily from post industrial/pre-consumer recycled fibers that mayotherwise have ended up as land fill.

– Bob Pratt is technical director of MPGlobal Products, Norfolk, Ne., manufac-turer of sustainable underlayments, includ-ing QuietWalk, a sound-attenuating under-layment for laminate and floating-woodflooring. Reach him at (888) 379-9695 orvia www.quietwalk.com.


DESPITE THE MULTITUDE of treatedwood products now on the mar-

ket, the typical lumberyard stocks asingle brand of copper-based treated,occasionally with a small backup ofborates. Where are all the otheroptions—the carbon-based, chemical-free, thermally modified, mold-pro-tected, fire retardant, and salt-watercompatible?

Obstacle One: The primary reasonwhy dealers aren’t stocking moretypes of treated wood is that, with just-in-time delivery from their neighbor-hood wholesalers and treaters, theydon’t have to.Whatever dealers need is usually a

phone call away. And a short delaytypically isn’t a problem, since somany specialty treatments, like fireretardants or ACZA, are for commer-cial or industrial applications for larg-er projects that are planned well inadvance.Jaeger Lumber, Union, N.J., stocks

only micronized copper azole.“Stocking lumber takes a lot of spaceand a duplicate inventory would becost prohibitive for most lumber-yards,” said Bryan Jaeger. Other prod-ucts aren’t special ordered, unlessspecified by the customer or requiredby building codes, “due to the specialorder restrictions of returns. We canand would for a sizable enough job,but for a remodeler or a consumer it issimply not practical.”

Obstacle Two: Insufficient demandfor alternatives, because current cop-per-based treatments are seen as“good enough.”“We have not witnessed the cus-

tomer specifying any particular kind

FEATURE StoryPressure Treated Wood Trend

of treatment,” said Harold Baalmann,president of B&B Lumber Co.,Wichita, Ks. “They are most con-cerned about knot structure and wane,or how it looks. For that reason wecarry a lot of #1 SKUs, especially inlengths that will be visible.”John Daingerfield, buyer at Jaeger

Lumber, added, “We do occasionallyget inquiries for some of the otheralternatives, but when you find outwhat the client is trying to accomplish,typically they can accomplish theirgoals with what we stock (MCA).“There are many, and in my opin-

ion too many, other options for treatedwood for exterior uses. Small incre-mental differences in features and ben-efits for increased cost are not a bene-fit. In our area, treated wood is used

for sill plate and exterior uses. Borate-treated lumber can’t get wet or thechemical will leach out of the wood,so it is not on option here. Formosantermites haven’t made it this far north,so that isn’t an issue here. No one inour market frames with treated wood.Fire retardant treated wood is anentirely different category for differentuses. We source that locally throughdistribution.”

Obstacle Three: Alternatives, oftensold in smaller quantities, usuallycarry higher price tags. Lapointe Lumber’s two yards in

central Maine stock only MCA. “Wewill on occasion order in some lumbertreated to heavier rates than normal forjobs that call for that, such as docks,

Out of stockDealers stick to special ordersfor new types of treated wood

SPECIALTY TREATMENTS such as TimberSil “glasswood” (above) and thermally modified wood(next page) are being sold, but almost exclusively by special order.


piers or pilings,” said v.p. Dick Tarr.“We have also ordered in fire treatedlumber and plywood when asked forin commercial projects.”A few years ago, Lapointe also

considered other treated alternatives,including TimberSil, but the products“never got off the ground in this area.”Lapointe has samples of thermally

modified wood on its sales counters,hoping to kickstart sales. The samples,Tarr said, “have piqued the interest ofa few customers, however pricingcould be too high for some projectsthat they were considering.”Indeed, low cost is one of the rea-

sons many customers choose wood inthe first place. “I wouldn’t say we‘upsell’ any treated,” said Chad Korte,president of Home Lumber, NewHaven, Ct. “We sell customers on thevalue of treated lumber due to itslower cost compared to much moreexpensive alternatives that don’t nec-essarily perform that much better.”Home Lumber inventories mainly

MCA for exterior applications andborates for plate material. “We havespecial ordered thermally treated lum-ber for one customer, and fire treatedmaterial in several other cases,” Kortesaid.If someone’s looking for a better

product at Fullerton–The Builder’sChoice, Watertown, Mn., instead ofsubstituting treatments, “we upsellthem on just the grade of lumber,”said manager Paul Silver. “For exam-ple, we stock all #1 southern yellowpine versus #2 ponderosa pine.”Nonetheless, there are dealers out

there who believe in having multipletreatments on hand and in taking achance on new products.Brands Inc., Columbus, In., stocks

mostly MCA, but also some MCQ(5/4x6, KDAT radius edge decking),borates (2x4 and 2x6 for interior platestock), fire retardant treated (dimen-sion and plywood), and CCX (treatedplywood)—enough for president JesseBrand to admit, “We probably overdoit here at Brands.”Wider inventories are also more

common in environmetnally sensitiveareas, such as California. Golden StateLumber, Napa, Ca., has wholesalerUnited Pacific Forest Products,Tigard, Or., oversee the treated pro-gram for its four yards. They stockACQ, tinted ACQ, borates, and interi-or fire retardant treated.According to UPFP’s David

Billingsley, “This inventory rangesfrom 2x4 8’ through 8x8 24’, as wellas plywood from 3/8” to 3/4”, includ-ing some 9’ and 10’ panels. Althoughevery (Golden State) yard does notstock every item, we have the abilityto transfer material between loca-tions.”Other treatments readily available

to Golden State, though not in theiryards’ current on-the-ground invento-ry include anti-mold (Quantum andBluWood), ACZA, ACZA withPolyurea coatings, and exterior fireretardant. They will also offerMicroPro micronized copper azole assoon as it is available, whichBillingsley expects by the end of themonth.

STELLAC THERMALLY MODIFIED WOOD


A RECENT LIFE-CYCLE ASSESSMENT of ACQ-treated woodcompleted by third-party engineering firm AquAeTer

revealed results not surprising to the wood industry: acrossthe board, pressure treated wood is friendlier to the envi-ronment that wood-plastic composite decking. A completepeer review article was published in the January 3, 2011,online edition of the Journal of Cleaner Production. The goal of the LCA was to investigate the cradle-to-

grave environmental impacts related to ACQ-treated lum-ber decking and, using the LCA model, quantify theseimpacts. Relying on an inventory of environmental inputsand outputs attributable to treated lumber decking,AquAeTer completed a comparable inventory of wood-plastic composite (WPC) decking. Results were then calcu-lated for both, and comparisons drawn based on impactindicators for each product. Information sources for both products include published

data and surveys, with some information estimat-ed/assumed based on known information. Four phases defined the LCA: goal and scope defini-

tion, inventory analysis, impact assessment, and interpreta-tion. Parameters for pressure treated wood included inven-tory inputs, outputs and impact indicators based on 1,000bd. ft. per representative deck (320 sq. ft.). For WPC, themanufacture, use and disposal of the product was evaluatedfor 1,000 bd. ft. per representative deck (320 sq. ft.). Products used in the LCA: ACQ-treated southern pine

5/4x6 radius-edge decking, treated for above-ground/exterior exposure according to AWPA standards and “typi-

PRODUCT SpotlightBy Stephen T. Smith, AquAeTer

cal” WPC product with nominal dimension of 5/4x6 inch(32 x 152 mm) and actual dimensions of 1.175x5.4 inches(29.84 x 137 mm). (For the purpose of this LCA, the WPCproduct was modeled as if manufactured from 50% recy-cled wood flour, 25% post-consumer recycled HDPE, and25% virgin HDPE. As product formulas vary by brand, thismixture was assumed as the U.S. national average.) For treated wood, four main life-cycle stages were rec-

ognized: lumber production (includes replanting a harvest-ed area of forest, growing/maintaining the forest plantationuntil harvest, harvesting of the trees, drying, milling andassociated transportation), lumber treating, treated wood asdecking, and treated wood disposal. Life-cycle stages forWPC included production, use and disposal. Impact indicators tracked and evaluated included: • Greenhouse gas emissions: the quantification of

human-caused emissions with the potential to affect globalclimate. • Fossil fuel use: finite resource depletion related to

global climate change, national security (dependency onimports), and finances (diminishing resources = increasedcosts/limited availability).• Water use: total amount of water used throughout each

process of the product life. • Acidification: the potential for emissions that result in

acid rain deposition on the earth’s surface. • Smog-forming potential: assesses the potential of air

emissions to result in smog. • Ecological toxicity: includes ecologically toxic impact

indicators that are normalized to a common herbicide ofaccepted ecological toxicity. • Eutrophication: characterized the potential impairment

of water bodies resulting from emissions into the air. In addition, the total amount of energy input over the

Life cycle assessmentshows treated woodbetter for environment

Fossil Fuel Footprintsof a 16’x20’ Deck

Treated wood =Equivalent of driving a car 38 miles per year

Composite =Equivalent of driving a car 540 miles per year

According to the EPA, life cycle assessmentis a technique used to assess the environmentalaspects and potential impacts associated with a prod-uct, process or service.


Free Treated Wood Sales Aids

life cycle of both products, while not considered an impactindicator, was still tracked as part of the LCA.

The Results Based on each impact indicator, AquAeTer concluded

that the use of ACQ-treated lumber for decking offerslower fossil fuel use and environmental impacts than theuse of wood-plastic composite decking. Breaking the results down by impact indicator: Impact Indicators WPC (vs. PTW)GHG emissions = 2+ times moreFossil fuel use = 14 times moreWater use = 3 times moreAcid rain = 4 times moreSmog = 2 times moreEcological toxicity = almost 2 times moreEutrophication = evenTotal energy use = 8.5 times moreIn other words, if a family of three adds or replaces a

320 sq. ft. ACQ-treated deck, the impact “footprint” of this

action for all impact indicators is less than one-tenth of apercent of the family’s annual total footprint.Some assumptions were based on the professional judg-

ment of the engineers conducting the life cycle assessment.Items of uncertainty included variations in wood deck seal-er application and formulation, as well as methane collec-tion in landfills. Several recommendations were proposed by AquAeTer

following the LCA process, including the reduction ofenergy inputs via conservation and innovation, working tosource more materials locally, and increasing the use ofbiomass as an alternate energy source. AquAeTer is a multi-disciplinary, third-party engineer-

ing firm that provides scientific and technical services inprojects related to energy, engineering, environmental, sus-tainability and risk analyses. The LCA, funded by theTreated Wood Council, was performed in a manner consis-tent with principles and guidance provided by ISO stan-dards.

– Stephen T. Smith, P.E., is an associate at AquAeTer, Helena,Mt. For more on the LCA, visit www.realoutdoorliving.com/lca.

Research conducted and completed by Real OutdoorLiving in mid-2010 indicated a need for more comprehensive,up-to-date pressure treated wood information targeted to build-ing product dealers and retailers.

“Alternative decking products have come on strong inrecent years, and it’s clear there’s a bit of outdated informationabout pressure treated wood in the marketplace,” said KimDrew, Real Outdoor Living program manager. “We thought it

was time to remind every-one why they fell in lovewith pressure treated woodin the first place.”

In order to meet thisneed directly, Real OutdoorLiving recently introducedthree new collateral piecesdesigned to reinforce thebenefits of choosing treat-ed wood.

In-StorePoster

Designed tobe displayedinside a lumber

dealer, the four-color glossy poster is designed toshowcase the beauty and environmental benefitsof pressure treated wood.

With a look that complements the overall feel ofReal Outdoor Living, the poster measures 16” x21.25”.

POP Rack CardMeasuring 5” x 9” and perfect for displaying at

the register, this rack card is printed with Englishon the front, Spanish on the back.

The four-color glossy card focuses on the fea-

tures and benefits of choosing treated wood for outdoor build-ing including maintenance, safety, strength, environmentalfriendliness, and natural beauty.

Pocket Guide Measuring 2.75” x 3.875” folded (with a

laminated card-stock cover to prevent bending)and 15.75” x 11.5” unfolded, this four-colorglossy front and back guide offers loads ofinformation about treated wood in an easy-to-carry format.

Section topics include sustainability, fact orfiction, uses, installation, maintenance andsafety. Order one for everyone on your team!

The new collateral materials are being pro-moted via online banner ads, print ads, publicrelations, and social media. Additionally, eachpiece carries a smart tag to make ordering abreeze from a smart phone.

All three pieces are available free atwww.realoutdoorliving.com.

Poster

Rack Card

Pocket Guide


IN AN AGE WHERE company impact measurement goesbeyond sales numbers to include Facebook fan page

“likes,” more and more building product manufacturers andservice providers are turning to social media as an integrat-ed part of their marketing communications plan. While stilla novelty to some, the building products community withinblogs, Facebook, Twitter, YouTube, and the like is growingby leaps and bounds. “Social media growth in the building industry makes

perfect sense,” said Bryan Wright, owner and senior strate-gist of BeWright & Associates. “This is an audience thatrarely sits down at a desk: they’re using laptops and smartphones as their primary methods of communication withcustomers, dealers, co-workers and peers. Social media

INDUSTRY TrendsTreated Wood Meets Social Media

gives them a clear path to keeping up with the companiesthey like in real time.”Wright is also the architect of an increasingly successful

social media campaign for the Real Outdoor Living pres-sure treated wood promotion program managed by theSoutheastern Lumber Manufacturers Association. He hasmore than a decade of communications experience in con-struction and building products, has become a social mediaexpert, and is a regular blogger on ToolBoxBuzz.com. “Our goal was to reinvigorate the social media outlets

already in place, then build out from there,” said KimDrew, Real Outdoor Living program manager. “Workingwith Bryan, we’ve created a dynamic dialog of informationacross our targeted audience base of consumers, lumberdealers, retailers and deck builders.”Social media successes have been quick to come to the

Real Outdoor Living program. The “Wood” Facebook pagehas seen fans increase exponentially since January 2011. InFebruary alone, the page enjoyed a 321% increase in regu-lar users over January numbers. Over on Twitter, a shortseries of tweets reached upwards of 19,000 followers with-in a minimal late-January time frame. Wright attributesthese numbers to two things: regular activity and qualitycontent.“For a non-branded commodity product, we’re thrilled

with these numbers,” added Drew. “They indicate thatwe’re pulling wood fans back to the nest, reinvigoratingthem with new information and updated ideas for workingwith our product.”Wright points out that social media can be a solid direc-

tional device for leading customers where you want them togo. “Everything we do with Real Outdoor Living leadsback to the website; that’s the consummate source for pres-sure treated wood information. And our recent site visitnumbers indicate we’re doing just that,” he continued.

The Blogosphere Blogs, a more advanced online way to share copy, video

and/or photos with a particular demographic, are an intrin-sic part of the social media platform. “We’ve had some outstanding successes with bloggers

within the industry,” continued Drew. “FromToolBoxBuzz.com to ToolSkool.com to HomeCon-structionImprovement.com and MyFixItUpLife.com, these

Tweeted WoodUsing social media to promote preserved lumber

REAL OUTDOOR LIVING’S “Wood” page on Facebook registered a321% increase in regular users in one month.


folks are some of the most plugged-in information sourcesin the industry.”Beth Knott, author of the ToolSkool.com blog, uses

social media as a way to get timely information to “friends”and “followers” about new tools and hot industry topics.“Our audience might not monitor our Web site every day,but they are on social media every day,” said Knott. “Whenthey see a Facebook status update or a tweet from us, theyknow to check out the site for the latest information.”

Smart Tags If you have a smart phone, you’re probably familiar with

smart tags: those tiny little boxes seen in ads or on signagethat are scanned with a phone app in order to direct you to aspecific website. Relative newcomers to the fast-pacedonline world, these tags are bridging the gap between cus-tomer and product by providing instant-access informationneeded to complete a potential sale. The tags can also be used as a portable source of infor-

mation. “Our just-published membership directory includesa smart tag on the back cover for easy smart phone accessto the SLMA website,” said Erica Strickland, communica-tions and membership manager for SLMA in Atlanta, Ga.“Our members were asking for a portable way to managethe massive amounts of information contained in our annu-al directory. Now they can scan the tag with their smartphone and be taken to the most updated version of thedirectory, right on their handheld screen. It’s going toincrease the speed and efficiency with which our membersdo business.”

Tips & Techniques Thinking of sticking your toe into the social media pool?

Wright offers a few tips: • Evaluate. Research everything: where your target

audience lives online, what the competition is doing well(and where there’s room for improvement), and what infor-mation on your product or service is already online. • Plan. Decide what your properties will look and feel

like. Echo your existing communications efforts by givingyour Facebook page or twitter account the same voice asyour print ads or community relations efforts. • Design. The average online attention span is about

seven seconds. How will you grab and keep interest?Videos and photographs equate to longer online visits thantext only. • Reach out. Before ever going live, have a solid plan in

place for reaching out proactively to your desired audience.Just because you build it doesn’t mean they will come;they’ll need to be asked. • Keep it fresh. A good rule of thumb: update your

properties three to four times a week—and never let a userquestion go unanswered for more than 24 hours. Realizethat the entire concept is fluid, and sites may need revisionsonce a month to stay on top of trends and information.

“Most importantly: your social media program is not ajob for the intern,” concluded Wright. “Social media is acomplex form of word-of-mouth marketing and should betreated with all the respect it deserves.”

– To visit Real Outdoor Living in the world of social media,visit:

www.facebook.com: “Wood” fan page www.twitter.com/woodaholicswww.youtube.com/wooditsreal


FREE DELIVERY is one tactic that allowed this Colorado hardware dealer to hit it off in lumber.

JERRY ANDERSON KNEW HOW to sellhardware; he’d owned a store

since 1963. But lumber? Not so much(well, make that zero). Still, when hesensed an opportunity in a nearbyColorado town even before it cameknocking, he approached a soon-to-retire yard owner and put a dealtogether.Thus, in 1985, began La Jara

Trading Post’s steady, calculatedgrowth—a business plan Jerry swearsby and which grew revenues from$2.5 million to $5 million. If yourecall that old-time kids’ fable, Jerryrepresents the ever-toiling tortoiserather than the flashy loser in thestory. “I knew hardware,” he recalls from

semi-retirement today, “so I put in anAce line. But I had to learn the lum-ber part. It didn’t have a lot of retail

Dealer trades up

COMPETITIVE IntelligenceBy Carla Waldemar

space, so I expanded. I added trucksand forklifts. And I expanded the cus-tomer base: farmers, ranchers, con-tractors, d-i-yers. You can’t just goone route,” he decided, long before itbecame fashionable to diversify. “Oursalesmen dealt with everybody.”To attract and keep that diverse

clientele, he greatly expanded productlines, too. A look today at La Jara’swebsite, or a listen to its phone-holdmessage, alerts customers to the easeof one-stop shopping, from roofing toflooring, windows and doors to decks,cement and tools to garage packages,all reinforced by services—none toosmall, like glass cutting and screenrepair, and none too major, such asfree delivery and free estimates. Infact, La Jara’s original sole estimatorhas mushroomed to a crew of fiveamong the 40 staffers it employs,

inflated in busy summers by collegekids and returning veterans who’dretired.Hardware is one thing; lumber is

another. It’s easier to service folkswho walk down the block for a bag ofnails than to best the competition bid-ding on a $400,000 house. “On bigprojects, there’s a lot of competition,”Jerry swears. “People will look 200miles to find the best price and bestservice. That’s why we have to keepexpanding our customer base and ourgeographical territory, And that’s whyI teach our employees that customerscome first. We’re honest and we treatthem respectfully, not like in corpo-rate America,” he adds with a wrylaugh. “We go the extra mile. Forinstance, I got a call at 10:30 at nightthat someone’s pump had gone out.We got there with a new one.”


opinions, which often are very different. (Dad acts as thetie-breaker,” she adds.)“Because we’re family members, there’s a different

dynamic than in a traditional business,” Sabrina says.“We’re not only business partners, we’re brothers and sis-ter—which fosters conflict control. We hold an owners’meeting monthly—a recent one lasted till 2 a.m.—and I’lltell you what! We’re a pretty good mix of personalities.But on any important decision, all four must agree.”And often, agree quickly. When the chance to take on a

second location arose in 2009—the Stock Building Supplystore in Alamosa, 10 miles distant, became available—“wehad two days’ notice to either jump on the bandwagon ormiss the opportunity.” They snapped it up without regrets. “We needed to

expand, so we did,” Sabrina says. “It’s a huge, huge yardin a good location. We kept the managers and expandedthe departments and services. Hoyt and I laid it out withvery different merchandising. (How could corporateAmerica have been so behind? she gasps at what theyinherited.) And it’s been doing very well.”Part of the reason for its success is that, while the two

stores are only 10 miles distant from each other, theirdemographics span a greater divide. Alamosa BuildingSupply sits in a far bigger town, which offers the opportu-nity to court commercial accounts, while La Jara’s agricul-tural base has spawned a big new niche market—seed,which they store in a boxcar they purchased. “We’ve sold$100,000 worth so far, and the growing season hasn’t evenstarted!” Sabrina reports.But La Jara Trading Post’s biggest claim to dynamite

niche marketing is its strong focus on special orders,whose numbers (and margins) are “huge, HUGE!” sheattests. “One salesman alone just turned in 90 on his bi-weekly report.”The goal, of course, is to sell the whole package. And

the long-tern goal—call it a mission statement, if youwill—is “to stay ahead of the game,” as Sabrina puts it.“We’re always thinking, all four of us, coming up withideas in order to improve and change. Change is hard, butyou can’t grow without it,” she observes.Some are relatively easy, like the company’s recent, for-

ward-looking decision to go “green.” Others are harder toswallow, but necessary for survival, such as the partners’decision to take pay cuts until the economic hurricaneblows over. Other cost-savings moves include eliminatingovertime and profit-sharing bonuses this year. “But nobodylost a job,” Sabrina can state with pride.This corner of Colorado never rode the ’90s wave of

unequalled prosperity, but neither did it hit the skids ashard as other parts of the country. “So,when the economy turns around,we’ll be fine,” says Jerry, who’sseen it all. “We’ll ride the storm,” his

daughter agrees. “We’ve laid agood foundation, developed a solidcustomer base. It’ll still be hereto sell to our own kids.”

The company’s free delivery service requires a bigchunk of driving commitment in the long, narrow moun-tain valley in which La Jara sits. And one day, it didn’thappen. Jerry recalls that at 4 p.m. he had a contractor onthe phone, “and he was madder than hell. He said we’dpromised him a delivery at 8:30 that morning, so he’dhired extra crew. Turned out, we screwed up—everybodywill make a mistake, and if you say you haven’t, you’remaybe lying—so I told him we’d pay his entire site work-force a day’s wages. We kept our word, and we kept himas a customer. Things like that pay off. In a small town likethis, everyone knows three or four other people to tell astory to.”A feminine voice takes up the tale. Jerry hands the

phone over to his daughter, Sabrina Hufmann, one of fourkids who took over the business in 2008. But Jerry getsone last word in on the handover, explaining, with a laugh,“At age 68, I began to notice that nobody was living forev-er, so I decided to sell the business while I could stillremember my name. I asked the family who was interest-ed. Of our 13 kids”—his, hers and blended—“four signedon. They’d started here in their grade-school years, rakingthe yard, cleaning the toilets. Some left to work in Denver,then returned. And we’d used some of the ideas they’d

Carla [email protected]

BOOM TRUCK allows for rooftop delivery of shingles.

picked up, expanding our services, our product line, ourfacilities.”“I hadn’t planned on a career here,” confesses Sabrina,

“even though I’d grown up in the place. When we were lit-tle, we were expected to do well in school and also work—here, or someplace else. I went off to Denver for a while.“On my first day back in La Jara, Dad called and asked meto help with inventory. Twenty-three years later, I’m stillhere,” she laughs.“When Dad sold out to the four of us, he gave us an

opportunity—but nothing else was handed to us,” shestresses. “We’d all worked long and hard—lots of blood,sweat and tears. What he did was offer us an option to buyhim out—to launch a C Corporation.”Sabrina, the oldest, signed on as secretary. She manages

hardware, inside sales, and inventory in the La Jara store,in collaboration with Jared, president, who co-manages theyard. Hoyt manages the new Alcoma location, which we’lllearn about in a minute, and Greg, the youngest, is bean-counter for the corporation—altogether representing, saysSabrina, “a good range of abilities, age (19 years betweenGreg and me, 10 between me and Hoyt), personalities and


INDUSTRY TrendsBy Robert Berg, RISI

THE MOST RECENT DATA on housinginventory, vacancies and units in

use indicate that the inventory correc-tion in the shelter market is gainingmomentum and finished the year a bitstronger than had been anticipated. The following is a summary of the

updated demand/supply balance in theU.S. shelter market.

Supply Update:Excess Vacant Shelter UnitsThe excess inventory of vacant

units for sale or rent has fallen600,000 units, from 1.8 million unitsat the end of 2009 to 1.2 million at theend of 2010. Here’s how I arrive atthis estimate:• Vacant units for sale or rent fell

from 5.0% of the housing stock at theend of 2009 to 4.6% at the end of2010. • Over the late 1990s and early

2000s, vacant units for sale or renthovered around 3.6%. I assume thatthis is the “normal” or equilibriumvacancy rate for a market in balance.• The difference between the actual

vacancy rate for housing for sale orrent less the average is 0.9%, which isequal to 1.2 million units given thatcurrent housing stock was 130.8 mil-lion units. Once this excess of vacant units for

sale or rent is absorbed and the vacan-cy rate returns to equilibrium, thendemand for shelter will have to be metthrough new shelter production andnot existing homes.

Demand Update:Household Formations &

Pent-Up Demand for HousingHousehold formations gained

momentum in 2010 as reflected by the

gains in the number of housing unitsin use. At the end of 2010, the numberof houses in use (which is equal tohouseholds by the Census’ definition)was up 1.08 million units from the endof 2009, after increasing at an averageannual rate of 370,000 households peryear in 2007-2009. With household formations falling

well below the pace that underlyingdemographics support, we have builtup a pool of pent-up demand that Iestimate at around 1.24 million fami-lies. The rate at which this pool ofpotential households moves into theshelter market heavily depends onemployment. Note, I am not sayinganything about whether they are buy-ing or renting or moving into a single-family, multifamily, or mobile home.All I am saying is that they move intoa “shelter” unit. Over the next year, demographics

will support the formation of another1.0 million households, which wouldpush the pent-up demand to 2.3 mil-lion units if none of this demand hasalready moved into a shelter. On thesupply side, our forecast for housingstarts and mobile home production netof normal demolition levels will net anadditional 400,000 units to the hous-ing stock through 2011, which, whenadded to the excess inventory at theend of 2010, puts the number of unitsthat needs to be absorbed in 2011 toclear the overhang at 1.6 million units. In our forecast, growth in the econ-

omy gains momentum in 2011 andemployment improves (the number ofpeople employed, not necessarily theunemployment rate), which willunleash the pent-up demand for shelterand excess inventory will be absorbedby mid-2012 or earlier.

An Observation:Housing Stock Reported for End

of 2010 Likely Too LowThe Census reports that the housing

stock increased 700,000 units to 130.8million units at the end of 2010.Additions to housing stock are equalto new homes completed plus mobilehomes delivered. Conventional hous-ing completions in 2010 fell 18% from2009 to 650,000 units in 2010. And,assuming mobile home production isclose to the units put in place, just510,000 mobile homes were added tothe housing stock. Given the increase in housing

inventory, completions, and mobilehome production in 2010, the impliedloss of shelter units (demolition) in2010 was just 50,000 units (0.04% ofhousing stock). From 1999 to 2009,demolitions averaged 0.18% of hous-ing stock. Applying this rate to hous-ing stock at the end of 2009, demoli-tions would be closer to 200,000 unitsand housing stock would be lower.This is key because these uncounteddemolitions add to the inventory ofvacant homes. Keep an eye on thisestimate because it increases the shareof shelter units in use to levels closerto something near equilibrium. So the inventory correction in the

housing market continues to unfoldand it looks like the excess inventorywill be absorbed by the end of 2011 orthe first half of 2012, depending onhow fast the pent-up demand movesinto the shelter market. We shouldstart to see spot (sub-regional) tight-ness in the housing market by the endof 2011 if these data are correct.

– Bob Berg is principal economist forwood products at RISI. Reach him at(814)-441-6110 or [email protected].

Glimmers of hopein latest housing data

When building a deck your customers want a fastener that performs well in any type of decking material, and one that can stand up to corrosion especially near the ocean. Simpson Strong-Tie now offers an extensive line of premium stainless-steel screws and nails for decks that will meet their installation needs and help safeguard against corrosion.

Whether it’s our SDS screws for ledger connections or our Quik Drive® DHPD collated screws that require no pre-drilling (even in Ipê), we have a stainless-steel fastener to fi t the project. Learn how our complete line of fasteners can help drive business to you, visit www.strongtie.com/fasten or call (800) 999-5099.

Drive Us anywhere and everywhere

... in stainless steel

© 2011 Simpson Strong-Tie Company Inc. SSDECK10-D

SSDECK10-D_8_1-4x10_7-8.indd 1 2/9/11 4:19 PM

you said you were getting close to booking some studs. Wewent out yesterday and made a great buy on 10 cars ofstuds. The market is strong and we are selling these well.We’ve got three left, so why don’t we put a couple on thebooks for you?”Customer: “What’s the price?”Salesperson: “That’s the icing on the cake, Bob. We’ve

been selling these to very competitive customers. I sold onethis morning to this guy in Texas, and he doesn’t even liketo buy from me, so I know these are good. Before I giveyou the price, if we agree it’s good, how many studs canyou use?”Customer: “You always say you have a good price, but,

yeah, if the price is good, I can probably use a couple.”Salesperson: “A couple like ‘three a couple’ or a couple

like ‘two a couple’?”Customer: “A couple like ‘two a couple’ and if you

don’t give me the price soon, it’s going to be a couple like‘place them with someone else’ a couple.”Salesperson: “We’ve been selling them at $325/MBF.

What are your order numbers?”Customer: “Okay. I’ll take two. Use ‘verbal Bob1’ and

‘verbal Bob2.’”Salesperson: “Thanks for these. Why don’t you take us

off the market on that last stud? You bought the first twobecause they are a good deal. Let’s push the shipment onthe third and put that one on also.”Customer: “Two is it. Aren’t you ever satisfied?”Salesperson: “I’m happy when you’re happy, Bob, but

I’m never satisfied. Thanks for the orders.”This seller puts on a performance for his customer. He

makes his call “an event.” The buyer may not like or agreewith the seller’s approach, but there is intrigue and engage-ment. Starting the conversation off with a positive storysets the (positive) tone for the call. Holding back the pricecreates tension and interest. The customer wants to knowthat price. The first seller dispenses information. All

that is left to say is, “I’ll let you know.” Allquestions asked and answered. No intrigue.No tension. No engagement. No sale.We must draw the customer into our world,

not the other way around. Inviting cus-tomers to our world is the job of themaster seller and will always pro-duce better results than being aquotron in our customer’s world.

James OlsenReality Sales Training

(503) [email protected]

NINETY PERCENT OF THE PEOPLE we compete against areusing the following approach on every call:Quotron: “Good morning, Bob. How are you? I’ve got

a 2x4 92-5/8-inch Sinclair Lewis stud that I can get to youat $325/MBF. Can you use that?”Customer: “No thanks, don’t need it.”Quotron: “Anything else you need?” Customer: “No thanks.”Quotron: “What’s coming up next?”Customer: “Nothing I can think of. Call me next week.”Quotron: “Okay. Thanks. Have a nice weekend.”Customer: “You too.”There is no engagement. There is no mystery or intrigue.

No desire or spunk is shown. This Quotron is an informa-tion dispenser. He gives information and lets the customerdecide. This is not salesmanship. This is being a quotron.These (sales)people get treated badly and blame it on thecustomer.Since no information is ferreted out about the cus-

tomer’s next purchase, the next call and the call after thatwill go the same, ad infinitum, ad nauseum.These quotrons sends a terrible message. They do not

fight for the business. If we do not show that we want thebusiness—by creating a sales event, engaging the customer,fighting for the order, asking follow up questions, and ingeneral just not taking no for an answer—we send the mes-sage that we don’t want the business.Struggling sellers think that being super-quadruple-easy-

to-get-along-with will entice customers to buy from them.This “Whatever you want” attitude does not sell. Buyersdon’t think, “Wow, Nancy is easy to get along with, so I’mgoing to buy from her.” They think, “Nancy has goodprices, but she never asks for the order. As a matter of fact,she’s easy to say no to. But she sure keeps that Son-of-a-Gun John honest, so at least she’s doing that for us.” (Johnis the SOG who is getting all the business.)Salesperson: “Good morning, Bob. Last time we spoke

OLSEN On SalesBy James Olsen

Welcome to my world


DEALER BriefsDunn Lumber closed its 44-year-

old yard in Marysville, Wa., March 31.Most staffers, including mgr. Dan

Luxmore, transferred to Mill Creek, Wa.

Hadlock Building Supply,Port Hadlock, Wa., is working withTrue Value to remodel its interior.

The redo, expected to be completedin early May, includes installing newlighting, reconfiguring aisles to improvecustomer access, and adding decora-tive hardware and paint lines.

Payless Building Supply ,Anderson, Ca., sustained damage tosome inventory March 26 after heavyrains and a blocked culvert caused par-tial flooding of its yard.

Pollock Pines True ValueHardware, Pollock Pines, Ca., had toclose until it could repair its roof, whichcollapsed under heavy snow March 27.

Franklin Building Supply,Pocatello, Id., added a design center.

True Value Hardware is target-ing a mid-Apri l opening for a new12,600-sq. ft. store in Nampa, Id.

Ace Hardware opened March 16in San Diego Country Estates, Ca.

Owners Ralph Peebler and JeffFabian will hold a May grand opening.

Joe’s Hardware, Fallbrook, Ca.,has added a branch in Canyon Hills(Lake Elsinore), Ca.

Lumber Liquidators purchasedthe former MI Windows & Doorsshowroom in Rancho Cucamonga, Ca.,to open a Cabinets to Go outlet.

Lowe’s opened a 103,000-sq. ft.store with garden center March 24 inPuyallup, Wa.

The chain also withdrew plans tobuild a store in Lafayette, Co., andplaced its 21-acre lot up for sale; isawaiting approval of its environmentalimpact report for a proposed store inPetaluma, Ca., and begins constructionthis spring on a new store in ColoradoSprings, Co., to open by January.

Habitat for Humanity thismonth is relocating its ReStore dis-count LBM outlet in Sierra Vista, Az., toa 7,000 sq. ft. showroom—four timesthe size of its current location.

Former Piedmont WorkersLaunch Millwork Company Architectural Wood Products,

Pacheco, Ca., held a March 11 openhouse in a remodeled 10,000-sq. ft.warehouse next to the former doorshop of Piedmont Lumber. Rob Myer, grandson of Piedmont’s

founder, heads up the new business,which offers custom finish carpentrysuch as mantles, pergolas, and wain-scoting to designers, contractors andother yards. He was in charge of thearchitectural millwork division atPiedmont’s Walnut Creek yard, whichwas destroyed by fire a year ago. “The anniversary of the fire, that

was our soft deadline,” said Myer,whose grandfather started the businessduring the Great Depression. “Wewanted to celebrate our birth and payrespect to where we came from.”Myer and his team of former

Piedmont employees have createdwhat he calls “an art gallery for car-penters,” a showroom featuring thecompany’s interpretations of historicalmouldings.Stephen Gusthafsson, who was

assistant manager of Piedmont’sWalnut Creek location, is now salesmanager at the new company.

Sparks Yard Calls It QuitsAfter 38 years in Sparks, Nv., own-

ers Randy Blackwell and MikeCeccarelli have closed B&C BuildersSupply and liquidated its inventory.The 6.5-acre property with 28,000-sq.ft. of enclosed building space and25,000 sq. ft. of covered roof structure

is up for lease. “We tried to make it work, but we

just can’t keep feeding the business,”said Blackwell. “If we could see alight at the end of the tunnel, somelight, maybe we would strive to stay inbusiness.”At its peak, B&C had 39 employ-

ees, but at closing was down to justnine. “It’s just the economy. It’s justnot worth staying open anymore,” hesaid. “But I’m not going to dig a holeto China and not be able to get out.” The owners agreed that bankruptcy

was not an option. “We were bothborn and raised in this town,” saidBlackwell. “We can’t start filing bank-ruptcy and all that kind of stuff and beable to walk around this town. We’reconnected to too many people, waytoo many.”

New Supplier Moves InS&H Building Supply has opened

in Burns, Or., in a facility previouslyoccupied by Don’s Windows, Doors& More.“I worked at Don’s for the past four

years, the last two as manager, so itwas a good fit,” said co-owner MarkSullivan. The new store will carry dimen-

sional lumber and building materials,and offer free delivery, on-site visits,and estimates. Plans are to eventuallyadd tool rentals. Sullivan said, “I think our biggest

asset is customer service. People liketo be greeted when they come thoughthe door and we do that. A $5 ticket isas important to us as a $500 one.”


FIRST PersonBy Colin McCown, American Wood Protection Association

Sorting out non-standardized treated woodTODAY, OVER HALF of the treated

lumber sold in retail stores doesnot meet the standards of theAmerican Wood Protection Associa-tion. It’s critical that buyers and sellersare able to see through misleadinglabeling and clearly distinguish treatedwood that meets the standards fromwood that doesn’t.The problem traces back to about

10 years ago, when several woodpreservative manufacturers enteredinto a voluntary agreement with theEPA to restrict the types of woodproducts that could be treated withCCA, starting January 1, 2004.Dimensional lumber treated with CCAcould no longer be sold into mostcommercial and consumer markets, soa number of new preservatives enteredthe marketplace to fill the void. Initially, most of the next-genera-

tion treated wood products wereAWPA standardized—but this quicklychanged as competition betweenchemical manufacturers, woodtreaters, and retailers heated up in thischallenging economic environment.To increase market share, some manu-facturers began offering wood treatedto lower preservative retention

amounts than those listed in AWPAstandards or they used preservativesnot standardized by AWPA.AWPA standards are important to

the building products market for manyreasons:• Most, if not all, of North

America’s experts in wood protectionserve on AWPA’s technical commit-tees and provide the critical peer-review process needed to distinguisheffective preservatives from those thatmay not perform well.• AWPA is accredited by the

American National Standards Instituteas a standards development organiza-tion, which means that AWPA’s stan-dardization process is open, consen-sus-based, requires consideration of allviewpoints, and provides due processfor all participants. • AWPA standards are the only

standards prescribed directly in themajor model building codes for useswhere treated wood is required.• AWPA also requires that the man-

ufacturing plant is audited by a third-party inspection agency in accordancewith the Treated Wood Program of theAmerican Lumber Standard Commit-tee, which operates under procedures

WITH SO MUCH non-standardized treated wood flooding the market, it’s critical that buyers andsellers pay attention to the labels so they can tell the difference.

established by the U.S. Department ofCommerce. • Furthermore, AWPA has been

developing standards for wood preser-vatives and treated wood since 1904. There are no mandatory fees for

obtaining AWPA standardization, justthe submission of sound, scientificdata supporting the performance of theproduct under consideration. AWPAand its standards development processmay not be perfect, but it does providethe most rigorous review of woodpreservative performance data by peo-ple whose expertise is in wood deteri-oration and protection.Unfortunately, AWPA standardiza-

tion is so important that a significantamount of effort is employed to makepeople think non-standardized prod-ucts are equal to the treated woodproducts listed in AWPA standards.At a recent treated wood industry con-ference, a proposal was made toinclude non-AWPA standardizedtreated wood in the “CheckMark” pro-gram, a voluntary program adminis-tered by the Western Wood PreserversInstitute that helps individuals readilyidentify wood treated in accordancewith AWPA standards. The presenta-tion featured a graphic of a productevaluation report with an ANSI logoto show that the organization produc-ing the evaluation report was alsoANSI accredited. The logo was quiteblurry, so it was not possible for theaudience to see that the logo was forANSI product certification—a pro-gram that has nothing to do with prod-uct performance or standardization. The presenter discussed AWPA

standards, then displayed a slideshowing that over 80% of buildingcode officials preferred evaluationreports. The study referenced, howev-er, had nothing to do with treatedwood, nor was it a comparison of

AWPA U1 UC4AGround Contact, General Use


AWPA standards to evaluationreports. The presentation also indicat-ed that because product evaluationreports are based on the same data asindicated by an AWPA documentreferred to as “Appendix A,” the prod-ucts have the same criteria as thosestandardized by AWPA. The presenterneglected to mention, however, thatAppendix A expressly limits its use tothe AWPA standardization process,and that the critical element of expertpeer review is missing outside ofAWPA standardization. Another problem in the market-

place is product labeling. Many manu-facturers of products that do not meetAWPA standards tend to use AWPA’sUse Category designations on thetreated wood end tags. This problembecame so prevalent that AWPAapproached an organization that devel-ops product evaluation reports torequest their assistance in preventingdeceptive labeling practices. One oftheir committees ultimately agreedthat if an AWPA Use Category desig-nation was used on the end tag ofmaterials not meeting AWPAStandard U1, the tag must also read“Not listed in AWPA U1.” Over time,however, the AWPA Use Categoryremained a prominent part of the frontside of the label, and some treatedwood manufacturers relegated therequired language to the back of thelabel, buried among several lines offine print. AWPA frequently receivesinquiries from people who have beenled to believe that this means the prod-uct meets AWPA standards, expectingAWPA to provide support for suchnon-standardized products.

So, how does one determine iftreated wood meets AWPA standards?The easiest way is to look for “AWPAU1” on the end tag. If you don’t see it,then the treated wood probably does-n’t meet AWPA Standards. Another helpful tool is the presence

of a “CheckMark” next to the logo ofan ALSC accredited agency. Woodtreated to AWPA Standards must also

identify the producer, preservative,retention (amount of preservative),and the AWPA Use Category. For more information, visit the

References and Technical Informationpages of www.awpa.com.

– Colin McCown is executive vice pres-ident of the American Wood ProtectionAssociation, Birmingham, Al. Reach him at(205) 733-4077 or [email protected]

Clearview WWW.RAILSIMPLE.COM

Pro�led Rails Pre-Measured Pre-Slotted Easy


Oregon Producer Survives FireFire struck Natron Wood Products, Jasper, Or., on

March 13, but two of its kilns were back in operation lessthan a week later. The company’s other kilns were expect-ed to be operational by early April.According to authorities, the fire scorched lumber and

destroyed a 120-ft.-long room that houses equipmentresponsible for controlling airflow through several nearbywood-filled kilns. The kilns themselves were not seriouslydamaged in the blaze. “It could have been a lot worse,” said fire chief Ed

Rowell. “It was a matter of getting everyone there asquickly as possible and getting crews together to get thejob done. It was definitely a team effort.”He said that although the cause of the fire is unknown,

investigators are certain the blaze was not intentionally set.No one was injured in the blaze, and estimates of damageare not available.

Utah Logger Restarts Wyoming Mill Thompson Logging, Kamas, Ut., has leased a sawmill

from the town of Encampment, Wy., to process beetle-killed trees from nearby Medicine Bow National Forest. President Terry Thompson said that the company

expects to continue the operation for years due to the largeamount of beetle-killed timber in the area. About 15 to 18workers will be employed.

Jeld-Wen Kicks in for Soccer ArenaJeld-Wen, Klamath Falls, Or., has entered into a multi-

year deal with the Portland Timbers soccer team that willput the window and door maker’s name on the team’snewly renovated stadium in downtown Portland, Or.Jeld-Wen Field will host the team’s home games, as

well as college and high school football games and otherevents. In addition, Jeld-Wen will be known as the officialwindow and door provider of both the Timbers and MajorLeague Soccer. Terms of the deal were not disclosed.

ClarificationThe machine applicators listed on page 9 of the March

issue were not authorized by the Western Red CedarLumber Association. As well, the list was not meant to beexhaustive and may have included companies that distrib-ute preprimed western red cedar, but do not operate theirown finishing equipment.

SUPPLIER BriefsUnited Pacific Forest Products, Tigard, Or., has

purchased pallet/industrials producer Bilet Products,Sherwood, Or.

Boise Cascade is now distributing all AZEKBuilding Products lines throughout California.

ABC Supply sold the assets of American Slate Co.,Walnut Creek, Ca., to specialty hardware distributor GreatNorthern Building Products, Louisville, Ky.

Potlatch Corp., Spokane, Wa., has withdrawn the listingof its common stock from the Chicago Stock Exchange, but willcontinue listing it on NASDAQ.

Potlatch eliminated the dual listing to streamline operationsand eliminate duplicative administrative requirements andcosts.

Fowler & Peth, Denver, Co., is now distributing GAF’sDuraLife Natural Grain decking collection and RailWays univer-sal railing systems.

MiTek, Chesterfield, Mo., has acquired USP StructuralConnectors, Burnsville, Mn., from Gibraltar Industries,Hamburg, Germany.

Jeld-Wen, Klamath Falls, Or., is permanently shutteringits millwork distribution center in Tampa, Fl., April 8.

Knauf Insulation, Shelbyville, In., filed suit allegingCertainTeed’s Sustainable Insulation infringes on thepatent for its ECOSE Technology.

CertainTeed added colors Jatoba and Spanish Cedar toits line of EverNew LT cellular PVC decking.

Versatex is a new global sponsor of Katz Roadshowworkshops.

Huber Engineered Woods has received a verificationof attributes report through ICC Evaluation Service for itsAdvanTech flooring and Zip System sheathing.

National Gypsum, Charlotte, N.C., has launched a newwebsite at www.drywallfacts.com.

WINE STAIN

SUNTAN LOTION STAIN

BBQ SAUCE STAIN

COFFEE STAINWEATHER FADE

CRAYON STAIN

SUN FADE

Take a closer look at any Fiberon Horizon deck with PermaTech, and you’ll see the industry’s fi rst decking to be covered by a 20-year stain and fade warranty. It’s an innovation which means virtually no resulting callbacks. You’ll also see a whole host of other industry fi rsts. Like the fi rst multichromatic, technologically streaked surfaces that provide the appearance of fi ne hardwoods. In fact, with six great colors to choose from, it’s not surprising more customers are asking for Fiberon. Find a retailer near you at fi berondecking.com.

It’s easy to miss the benefi ts of our stain and fade warranty.

VIEW DEMO


background for more specific product criteria and attribut-es. Here’s a partial list of what to consider:Energy – Products that conserve energy, produce

renewable energy, or are made from renewable energysources. Water – Products that conserve water usage, especially

the use of fresh, potable water. Also, product alternativesthat don’t pollute water sources or aquatic eco-systems.Toxic chemicals – Products that are made with non-

toxic (or least-toxic), low-risk chemicals and other compo-nents.Healthy and sustainable practices – Products that con-

tribute to healthy and sustainable practices, such as rainwa-ter harvesting, composting, etc. The evaluation process starts with the manufacturer,

who should provide credible product information—prefer-ably with third-party documentation supporting their greenclaims. But that may not be enough. Consult with indepen-dent experts and review third-party information on theInternet, too. There are several helpful databases online thatwill show what’s known about specific chemicals.Comparing products in the same category will help to iden-tify the “greenest” in class. Finally, there must be a judg-ment about whether or not the product does the job and willsell. Get a sample and take it for a test spin.If green merchandisers are defined by product selection,

they are also defined by products not selected. There areplenty of useful products for which there may be better orgreener options. But there are also junk products for whichthe only “green” option is that they simply not exist. Everydealer in this supply chain has experi-ence with junk, if only by accident.These are products so poorlydesigned, manufactured so cheap-ly, and are so obviously headingstraight for the landfill that theycannot be justified no matter howlow the price point. Eliminating the worst

junk from inventory is notonly practical, it’s also avirtuous step toward sus-tainability.

Jay TomptManaging Partner

William Verde & Associates(415) 321-0848

[email protected]

See greenPractical eco merchandising

CHOOSING WINNING PRODUCT LINES and gettingthem into the hands of customers is an art

that, when practiced well, makes good merchants great. The last few years, there’s been a rush by manufacturers

to get their green innovations to market. Many are going tobe clear winners and will make a difference in transformingthe built environment. Unfortunately, along with the rushhas been the slapdash—products presented as earningLEED credits, or being less toxic, or ecologically benign,when they are not. Whether by deliberate deception or hon-est mistake, green washing has created confusion and skep-ticism in the market. It’s not so easy to pick green winners, but there are prac-

tical steps that merchandisers can take to reliably evaluatethe green-worthiness of any product. In general, the goal isto identify merchandise that meets certain criteria, bothyours and your customers’. There are a variety of productcertifications and, of course, LEED and other green build-ing rating systems provide relatively clear criteria. Butthere is no master green products list to go by, and no mat-ter how comprehensive, certifications and building ratingsystems are not going to cover all the product categoriesstocked in most stores and yards. But if you’re willing to roll up your sleeves and “green it

yourself,” there’s another way to look at whether the mer-chandise you choose to sell is green worthy. Start by ask-ing: Does it harm or benefit the environment? Does it posehealth risks or promote healthy lifestyles? Are communitiespositively or negatively affected in its manufacture? Does itwork? Will it sell? These questions should take in the entirelife cycle of the product, which includes looking at theimpacts relating to raw materials, manufacturing process,distribution, use, and disposal. The broad categories addressing human health and safe-

ty, ecological safety, and social responsibility provide the

GREEN RetailingBy Jay Tompt


Northwest Chain Readies 5thThis summer, Mitchell Hardware,

Bend, Or., is opening its fifth Acelocation—a 15,660-store with attachedgarden center in Spokane, Wa. The company has four other Ace

Hardwares in the Northwest.

MicroPro/MCA Uses ExpandOsmose expects to see expanded

use of its MicroPro/Lifewood andSustain micronized copper azole woodpreservatives following revisions to itsICC-ES Evaluation Report.The revised ESR-2240 now allows

incised Douglas fir to be treated withMCA, permitting potentially greateruse of the chemical in the West. As well, the revision permits car-

bon steel fasteners to be used withMCA-treated wood in UC1 and UC2interior, above-ground, weather-pro-tected applications, such as sill plates,interior framing, and interior trusses.

Millwork Producer LicensesSurface Coating Technology Woodgrain Millwork, Fruitland,

Id., has licensed exclusive use ofEastman Chemical Co.’s EastmanCerfis technology for moulding andtrim products.

Industries, Kent, Wa.Mikron, a division of Quanex

Building Products, is buying equip-ment and other assets from the facili-ty’s extrusion operations.Jeld-Wen will retain its nearby

window assembly plant and continuepurchasing extrusions and other mate-rials from Mikron.

Osmose Buys Copper FirmOsmose, Griffin, Ga., has acquired

the production assets of PeninsulaCopper Industries, Hubbell, Mi.PCI has been a copper compound

supplier to Osmose for over 25 years. “The acquisition of PCI is another

important step in our integration intothe manufacture of copper compoundsthat are essential to the production ofour MicroPro, NatureWood ACQ, andCCA preservative products,” saidOsmose president Paul Goydan. “Thisacquisition strengthens Osmose’scommitment to support the woodpreservation business in NorthAmerica and the world.” PCI president Kevin Codere said,

“PCI will continue as a distributor ofits established products under a con-tract manufacturing arrangement withOsmose.”

The patented surface technologyprovides the ability to precisely coatmultiple surfaces of moulding or trimfor enhanced product aesthetics, per-formance and consistency. Productsmade with Cerfis can be primed or fin-ished, allowing for easy installation.

Rosboro Launches OnlineProject ShowcaseTo kick off the spring building sea-

son, Eugene, Or.-based Rosboro iscalling on builders, architects andengineers to share pictures and storiesof current projects that use the compa-ny’s products. Its new promotional campaign,

“Made With Rosboro,” will highlightone project every month via Rosboro’swebsite and Facebook page.In addition to having photos, plans

or drawings of their projects featuredonline, selected projects may alsoqualify for a professional photo shoot,in-depth case study analysis, or promi-nent placement in Rosboro marketingcollateral and advertising.

New Owner for Extrusion LineJeld-Wen, Klamath Falls, Or.,

agreed to sell its window vinyl mold-ing plant in Yakima, Wa., to Mikron


KAHLE On SalesBy Dave Kahle

The ultimate survival skillfor the new economy

Imagine the implications of thatincreasing rate of change. It meansnew products, new regulations, newmarket configurations, new customers,and new technology in almost everyindustry. It’s no wonder that we’reconfused and uncertain about what todo. It wasn’t so long ago that we had agrowing market to cover over many ofour flaws. Not true today.And the growth of that knowledge

continues at an expanding rate. Onefuturist predicts that today’s highschool students will have to absorbmore information in their senior yearalone than their grandparents did intheir entire lifetime. The effect of that snowballing rate

WE’RE LIVING IN incredibly turbu-lent times. In spite of newspa-

per headlines proclaiming growingemployment and a slowly growingeconomy, many business people admitto a pervasive feeling of uncertaintyand confusion about their businesses.The well-spring of this uncertainty

lies in one of the characteristics of thenew information age. Business peopleare being buffeted by an increasinglyrapid rate of change. Consider that in1900, the total amount of knowledgeavailable to mankind was doublingabout every 500 years. In 1990, it wasdoubling every two years. Today,according to some, the rate of changeis doubling every 35 days!

of change on our businesses and ourjobs can be cataclysmic. It’s almost asif a malevolent spirit were stalking oureconomy, rendering all the wisdom ofthe past useless and casting a spell ofconfusion and uncertainty over theland.The indications are that this rapid

state of change will not be a temporaryphenomenon. Rather, it will be thepermanent condition we must acceptfor the foreseeable future. Rapidchange is not a phase we’re passingthrough; it’s a process we’re entering.That means the conclusions, para-

digms and core beliefs on which webased our decisions just two or threeyears ago are likely obsolete today—


THUNDERBOLT WOOD TREATING“We Treat Wood Right”……QQuuaalliittyy WWoooodd TTrreeaattiinngg SSeerrvviicceess SSiinnccee 11997777

wwwwww..tthhuunnddeerrbboollttwwooooddttrreeaattiinngg..ccoomm

CCeennttrraall CCaalliiffoorrnniiaa LLooccaattiioonn3400 Patterson Rd., Riverbank, Ca. 95367

SSaaccrraammeennttoo,, CCAABob Palacioz, Sales/Marketing Mgr.(916) 402-3248 • Fax (916) [email protected]

MMaarriinnee && IInndduussttrriiaall SSaalleessMiguel Gutierrez

(209) 747-7773 • Fax (209) [email protected]

Treating Services Only (TSO)

AACCQQCCCCAA

BBOORRAATTEESSDD--BBLLAAZZEE®

AACCZZAA ((CCHHEEMMOONNIITTEE®))

Heat Treating

Drying Services (KD, KDAT)

Marine Piling

Staining Service

Rail Siding (BNSF)

CCooaattiinngg SSeerrvviiccee:: MFI-SLO8 Marine GradeSpray Polyurea Coating

0000

(Please turn to next page)

and those we develop today will beobsolete in a couple of years. We cancount on this continuing obsolescenceof our best ideas and strategies to bethe constant state of affairs.One of my clients recently told his

employees, “The only thing you cancount on is that you won’t be doingthis job in three years.” His point wasthat the job will change in that periodof time to such a degree that it’ll be adifferent job. The technology usedwill likely change, as will the cus-tomers, systems, and focus of the job.The insightful person will accept

rapid change as a defining characteris-tic of our economy and will plan toeffectively deal with it on an on-goingbasis. Instead of thinking that weshould just persevere until it’s behindus, we should prepare for rapid changeto be a way of life.What’s the best way to go forward

in the light of this rapid change? Whatmindsets and skills can we adopt thatwill equip us to survive and prosper inturbulent times? There is one core skill that will

define the most successful individuals.It’s the ability and propensity toengage in self-directed learning. Theonly sustainable, effective response to

a rapidly changing world is cultivatingthe ability to positively transform our-selves and our organizations. That’sthe definition of self-directed learning.By “learning,” I don’t mean just the

acquisition of new information,although that is a necessary prerequi-site. Rather, I mean the kind of learn-ing that requires one to change behav-ior on the basis of an ever-changingunderstanding of the world. Learningwithout behavior change is impotent.The individuals who become disci-

plined, systematic, self-directed learn-ers will be the success stories of thenew economy. Likewise, organiza-tions that become learning organiza-tions will have the best chance of sur-viving and prospering.Read what other have said about it:“The key thing as we go forward is

the ability to learn. You cannot arrestthe pace of development in the market-place, in the world, socially and tech-nologically. It is coming at an increas-ing rate. You’ve got to be able to learnand adapt.”

– BealeBecause of the forces surging

through our economy, it’s safe to saythat tomorrow will be significantly

different from today. It will be morecomplex and somehow significantlychanged. That will be true of all thetomorrows in the foreseeable future.The most skilled employees, there-

fore, will be those who can continuallyaccess the changing facts and growingcomplexity of their jobs, then changeappropriately.

“We understand that the only com-petitive advantage the company of thefuture will have is its managers’ abili-ty to learn faster than their competi-tors.”

– Arie de Geus, founding member,Society for Oranizational Learning In a fast-changing world, today’s

hot new product is tomorrow’sdinosaur. More important than anyone product is the ability to continual-ly create new products. Today’sstrongest employee could very well betomorrow’s employment problem.More important than any one employ-ee is the ability to find and maintainemployees who are constantly grow-ing. Today’s closest customers couldbe out of business tomorrow. Moreimportant than any one customer is the


TREATERS WITH INTEGRITY, TAKING CARE OF TOMORROW’S NEEDS TODAY

ACQ ACQPreserve • BoratesD-Blaze® Interior Fire Retardant

Heat Treating ISPM 15 Compliant • Custom DryingRail Served BNSF • TPI Third Party Inspected

FSC Certified SCS-COC-002513

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

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

VAN ARSDALE-HARRIS LUMBER CO.595 Tunnel Ave., San Francisco, CA 94134 • 415-467-8711 • Fax 415-467-8144

www.vanarsdaleharris.comSpecialists in upper grades of clear, dry softwoods

Douglas Fir C & Better V/G & F/G Kiln Dried Full Sawn Rough • 1", 5/4", 2", 3", 4", 6" & 8x8 • 3x6 DF Select Dex Double T&G DeckingSugar Pine • 4/4 -16/4 C & Btr. • 5/4 & 8/4 D Select • 6/4 & 8/4 Mldg. • 5/4 #1 Shop • 5/4 x 12 #2 Common • 4x4 #2 CommonPonderosa Pine • 4/4 Clears, Moulding, #3 Clear, Commons • 2x4, 2x6, 2x12 Std. & Btr. DimensionWestern Red Cedar Clear V/G & F/G Full Sawn Rough • 1", 5/4", 2" Kiln Dried • 3", 4", 6" Air Dried TimbersAlaskan Yellow Cedar C & Btr. Kiln Dried Rough • 4/4, 8/4 Poplar, FAS • 4/4, 5/4, 6/4, 8/4, 12/4Sitka Spruce B & Btr. V/G Kiln Dried Rough • 4/4, 8/4 Honduras Mahogany, FAS Pattern Grade • 4/4, 5/4, 6/4, 8/4, 10/4, 12/4, 16/4

Since 1888

ability to attract and retain customers.All are applications of the ultimate competitive advan-

tage—the ability to learn faster than your competitors.

“In fact, I would argue that the rate at which individu-als and organizations learn may become the only sustain-able competitive advantage.”

– Ray Stata, co-founder, Analog DevicesAs the economy becomes more and more global, com-

petition will increase. Few businesses will enjoy a securemarket position. The quality of competition will alsoimprove as competitors strive to outdo one another in pro-viding customer service and value-added products and ser-vices. The survivors will be those who know how to learnand do so faster and more systematically than their com-petitors. These learning organizations fill themselves withpeople who regularly engage in self-directed learning.How, then, do you instill self-directed learning in your

organization? Here are three tactics to begin the process.1. Wipe the slate clean.Imagine that you have written the history of your com-

pany or your career on a blackboard. You have every deci-sion, every strategy, every success, and every failure notedin detail. The sum of this experience provides the rationalefor why and how you do everything that you now do.Now, take a wet towel and wipe the board clean. Erase

the past. As you do so, you eliminate the unspoken accep-

tance of the way things are and replace it with the newunderstanding that things may not be the way they shouldbe. Just because something is, doesn’t mean it should be.The reason you started doing something may no longerexist. Remember, with a world turning over completelyevery two to three years, any decision or procedure thathad its roots in a situation that is three or more years oldmay not be justified today.This little exercise provides a mental image for a

change in thinking that needs to take place if you’re goingto become a learning organization. You must begin tothink about things that you do, not on the basis of the past,but rather on the basis of the present and the future.It’s a way of eliminating one of the biggest barriers to

learning and changing: the mental obstacles that we put inour own way. For example, one of my clients became frus-trated with his continuing inability to motivate his salesforce. He spent much of his mental energy and financialresources attempting to get his force of largely independentagents to spend more time with his product. Yet he neverthought about going to market in ways other than throughhis traditional methods. When we broke down that barrierof relying on the past and wiped the slate clean, we discov-ered a marketing method that holds tremendous potentialfor his business. However, it took a change in thinking—athought process that wasn’t tied to his past—in order tolook at the situation on the basis of the present and thefuture, rather than the past.That principle can be applied in every area of your busi-

ness, from something so fundamental and important asyour method of reaching your customers, to something as

The Ultimate Survival Skill(Continued from previous page)


mundane as the way you answer the phone or fill out areceiving document.2. Give learning a strategic emphasis.Build in the need to become a learning organization in

the most fundamental building blocks of your business.Write it into your mission statement. Get the board to passa resolution advocating it. Display your commitment to itpredominantly in your personnel manual. Talk about it atemployee meetings. Make it an agenda item in executivemeetings. Articulate it as an initiative in strategic planningsessions. And, begin to model learning behavior yourself.3. Make self-directed learning a part of everyone’s

job description.Begin to create learning expectations for yourself and all

your employees. Talk about their need to learn and grow.Include it as an item on every job description.Then encourage, develop and support learning opportu-

nities throughout your organization. Some companiesrequire every employee to attend a certain number of out-side seminars, Internet-based courses, or other learningevents per year. Others reward the effective application oflearning. In other words, when someone finds an effectiveway to change things, reward them. One of my clientsholds a monthly employee meeting where the employeewho has made the biggest positive change in the way thingsare done is rewarded with $150 cash bonus.Start implementing these strategies and you’ll take the

first step to becoming a learning organization and master-ing the ultimate skill for the new economy.

– Dave Kahle is a sales consultant, trainer and author. Reachhim at (616) 451-9377 or via www.davekahle.com.


FAMILY BusinessBy Craig E. Aronoff

chance to earn the respect of theemployees in the warehouse. I showedthem I could work as hard as anyoneon a hot day. I showed them I respect-ed their jobs. And after a while theytrusted me enough to tell me somegreat stories on how managementsometimes didn’t listen enough to theemployees.”There can also be some unexpected

consequences. Here is the experienceof a daughter in a trade magazine pub-lishing firm: “When I graduated fromhigh school, I spent a few weeks at themagazine before leaving for a longfamily vacation. I was thrown intosome copyediting where I had no con-fidence. When I left, the manager in

THERE ARE LOTS of good reasons tohire your children for summer

jobs: to get them up in the morningand give them a chance to be produc-tive, to provide a tax-deductibleallowance, to fill an important busi-ness need, or to entice them into afuture with the family business. But aswith most family-business decisions,extra care is required because suchdecisions affect both the family andthe business.For most youngsters, the experi-

ence is positive. The son of the ownerof family business in Wisconsinexplains: “Working summers in ourbusiness was great. I learned a lotabout the business, but mostly I had a

Summer jobs forfamily members

charge told me I would never be agood journalist. That made me angry,and in college, I worked for the schoolliterary publication and did everythingfrom layout to writing poetry to provehim wrong!”Surely, the manager in the second

example was unhappy at having to putup with the boss’ daughter for such abrief time when little could be accom-plished. Perhaps that was at the root ofthe inappropriate condemnation. Ormaybe the daughter didn’t really takethe job seriously, having her mind onthe upcoming vacation, college, what-ever. (Happily, it didn’t turn out asbadly as it might have.)Summer jobs can affect future

expectations and effectiveness, so it’simportant to pay close attention to thefundamentals:• Put the kids into real jobs that

need to be done and that they have thematurity and ability to do. • Avoid observer and filler jobs that

just bridge the gap between personalvacations or other interests.• Pay them what the job is worth—

no more.• Warn their managers that they are

coming, and that they should be man-aged the same as anyone else.


their children to work elsewhere anddirectly for an entrepreneur. This kindof experience offers the chance toobserve entrepreneurial thinking andaction, and to understand how impor-tant entrepreneurship will be to thefuture success of the family’s ownfirm.Whatever your approach to summer

work for your children, it’s a decisionthat benefits from care and closereflection. Like so many decisions fora family in business, the real valuecomes from how you make the deci-

• Let them get to work on their ownso they aren’t compromised nor tied toyour car-pool schedule.• Don’t cross-examine them for

information about other people. In-stead, show trust for your employees.In these common sense ways, you

will show respect for work, money,your children, the business, and thepeople who work there.Conversely, the kids must realize

their responsibilities and the potentialconsequences of their behavior.Through excellent attendance, hardwork, maintaining others’ trust, andgiving the extra effort for the employ-ee team, they will earn the respect andconfidence of the organization for along time to come.A summer job can open a young-

ster’s eyes to the realities of being theboss’s offspring. The child likely willbecome aware that everybody is talk-ing about him, his work habits, and hiscapacity for future leadership. It mayseem unfair to the youngster, but hewill learn that’s the way it is.Being in a fishbowl and being

judged by everyone might discouragea family member’s interest in a futurein the family’s business, but that’s notso. Our experience leaves little doubtthat involving your children in mean-ingful part-time or summer workincreases the odds that they will havea more positive attitude toward acareer in the family firm.Summer jobs give youngsters a

chance to prove their ability and will-ingness to handle hard work. Here aresome other considerations related tosummer work for your children:Some families insist that their chil-

dren do something entrepreneurial, ontheir own, for at least one summer.They may develop their own lawn ser-vice, recruit tennis students, etc.Others feel that everyone should

have some retail experience to learnhow to deal with the public and devel-op some selling skills.Many families require that for at

least one summer during college, theiroffspring must find their own jobselsewhere. Gaining outside experiencein another business for three to fiveyears before full-time entry into thefamily’s business is a good principle.Similarly, some families maintain

that the job should be in someone else‘s family business. Then, besides gain-ing experience working for anotherbusiness, the offspring sees how oth-ers perceive family owners.One family we know encourages

sion and why you believe what youdo. Each decision powerfully commu-nicates to members of your family andbusiness important values for futuresuccess.– Craig E. Aronoff is co-founder and

principal of The Family BusinessConsulting Group, Marietta, Ga.; (800)551-0633. He can be reached [email protected].

Reprinted with permission from The FamilyBusiness Advisor, a copyrighted publication ofFamily Enterprise Publishers. No portion of thisarticle may be reproduced without permission ofFamily Enterprise Publishers.

Chuck Robinson, store mgr., GanahlLumber, Laguna Beach Ca., hasretired after 45 years at the yard.He is succeeded by Barry Pino,who transferred from CapistranoBeach, Ca.

Don Willard, ex-Capital Trading, andDavid Trybom, ex-StocktonWholesale, are new to sales atRedwood Empire, San Jose, Ca.

Cat Byers is the new sales mgr. atIntermountain Stud, Montrose, Co.

Joe McCarron, ex-Las PlumasLumber & Truss, has joined thesales team at Parr Lumber Co.,Chino, Ca.

Gail Overgard, v.p.-internationaldivision, Timber Products, Spring-field, Or., is retiring after 50+ yearsin the industry. Mike Clausen, ex-Penrod Co., has joined TP as v.p.of sales for hardwood plywood andthe international division.

Bill O’Neill has been appointed anarchitectural specialist at Sierra-Pine Ltd., Roseville, Ca. ScottBrotherton is now mgr.-north cen-tral business development.

MOVERS & Shakers

Larry White is the new sales mgr. atDorris Lumber & Moulding,Sacramento, Ca.

Patrick Ragan, ex-Weyerhaeuser, isa new account mgr. and JudithNanez is now in inventory controlat Capital Lumber, Albuquerque,N.M. Sal Camarda, ex-Dixieline/ProBuild, is a new product mgr. inChino, Ca., and Dan Nuttall, ex-Weyerhaeuser, is a new accountmgr. in Salt Lake City, Ut.

Mark Baker, ex-Scotts Miracle-Gro,has been named president andc.e.o. at Orchard Supply Hardware,San Jose, Ca.

Dan Hilliard has joined the salesteam at Canyon Creek Cabinet Co.,Monroe, Wa.

Miguel Zepeda, ex-Norandex, hasjoined tool manufacturer MAXUSA, as Northwest regional salesexecutive, based in Portland, Or.

Brent Fox has been named v.p. ofnational business development forABC Supply. Kevin Hendricks isnow v.p. of divisional operations &strategic business units.

Four years of research. Two years in trial. One convincing 14-day underwater flood test. The result is a patented

tapered-edge technology that enables pointSIX™ Flooring and pointSIX Durastrand Flooring to weather any storm while holding the line on edge swell.

You can’t predict the weather. But you can choose better flooring. www.pointsixflooring.com

Cost more? No. Work better? Yes. End of story.

WE SAW THIS STORM COMING. AND ENGINEERED FOR IT YEARS AGO.


Gary Loosle was appointed merchan-dise mgr. for lawn & garden/greengoods at Do it Best Corp., FortWayne, In., succeeding RandyKipfer, who has retired after 35years with the co-op. Josh Meyeris the new merchandise mgr. forpaint & sundries, replacing retiring33-year veteran Dick Wise, andChris Steinlicht is now merchan-dise mgr. for rental & store sup-plies, taking over for retiring 31-year vet John Augsburger.

Mike Mauchaud is new to DakerynIndustries, N. Vancouver, B.C.

Mike Mitten, ex-Kitwanga Lumber,is now in sales at Gilbert SmithForest Products, Barriere, B.C.

Filip Geeraert has been named c.e.o.of Deceuninck North America,effective April 30. He succeedsMark Parrish, who has resigned.David Jacobson, ex-PlyGem, isnow director of marketing & inno-vation.

James A. Baker Jr. has been namedgeneral mgr. of the Roof CoatingsManufacturers Association.

Four years of research. Two years in trial. One convincing 14-day underwater flood test. The result is a patented

tapered-edge technology that enables pointSIX™ Flooring and pointSIX Durastrand Flooring to weather any storm while holding the line on edge swell.

You can’t predict the weather. But you can choose better flooring. www.pointsixflooring.com

Cost more? No. Work better? Yes. End of story.



Wade Camp, ex-Southeastern Lum-ber Manufacturers Association, hasjoined RISI, Boston, Ma., as seniorwood products economist.

Rick Ekstein, president and c.e.o.,Weston Forest Products, Missis-sauga, Ont., has acquired all out-standing shares of the company.His new executive team includesSteve Ekstein, now executive v.p.and v.p. of distribution; SteveRhone, v.p. of operations; StevenRustja, v.p. of trading, and RobHruby, v.p. of purchasing.

Christopher Risbrudt is retiringafter 10 years as director and 35years total with the USDA’s ForestProducts Laboratory in Madison,Wi.

Carl Dobler, Taiga Building Pro-ducts, Burnaby, B.C., was electedpresident of the British ColumbiaWholesale Lumber Association.

Robert M. Fujimoto, chairman ofHPM Building Supply, Hilo, Hi.,received the state’s EntrepreneurialSuccess Award from the U.S.Small Business Administration.

Noah Moore has finally retired fromMungus-Fungus Forest Products,Climax, Nv., report owners HughMungus and Freddy Fungus.

The hardwood industry is get-ting ready to roll out a new promo-tional program to develop a brandidentity for American hardwoods.The Unified Hardwood Promo-

tion, a coalition of hardwood indus-try manufacturers and associations,hired New York-based ad agencyGibbs & Soell to create a programalong the lines of the dairy indus-try’s “Got Milk” campaign. Active in the effort are the Hard-

wood Federation, National Hard-wood Lumber Association, Hard-wood Distributors Association,Hardwood Manufacturers Associa-tion, Hardwood Council, Hard-wood Plywood & Veneer Associ-ation, National Wood FlooringAssociation, Appalachian Hard-wood Manufacturers, Penn YorkLumberman’s Club, Wood Compo-nent Manufacturers Association,and American Hardwood ExportCouncil.“This unique effort combines

the best practices of more than 20

hardwood trade associations andleading product manufacturers whohave come together with the com-mon goal of inspiring increasedusage of American Hardwoods inproducts from cabinetry to furnitureto flooring,” said UHP chairmanTerry Brennan, Baillie Lumber,Hamburg, N.Y.So far, a logo—picturing a

maple, an oak, and an ash leaf—and tagline—“Treasured forGenerations”—have been craftedthat reflect the most notable charac-teristics of American hardwoods, asidentified in the group’s research:variety of choices, timeless beauty,and enduring value.The next phase is recruiting

more members of the industry byfamiliarizing them with the newbrand and demonstrating how it canenhance their business. Gibbs & Soell is currently help-

ing develop a branded website, lit-erature, and sales tools.

New Campaign PromotesAmerican Hardwood Brand


DURING 2006 AND the first half of2007, the greatest market bubble

in middle-market deal pricing in over50 years occurred. Any middle-marketexecutives who had plans to sell theircompanies within the next 20 yearsshould have sold then. Those pricinglevels will probably not be seen againin our lifetime. During the second half of 2007 and

first half of 2008, deal pricing revertedto normal levels. However, as thebusiness downturn began in thirdquarter 2008, which led to the GreatRecession from fourth quarter 2008 tothird quarter 2009, deal pricing col-lapsed. In fact, 2009 was the first yearthe world economy contracted sincethe 1930s. Fortunately, although economic

and market conditions were awful,they never deteriorated to the levelsrealized during the Great Depression.However, middle-market deals (thosevalued from $5 million to $250 mil-lion) were few. Those that were com-pleted were usually at deeply dis-counted prices. This pricing level con-tinued until the start of third quarter2010, when deal activity and pricingstarted to improve.In early 2011, deal pricing is mak-

ing strides to return to normal levelsand middle-market deal activity hasgreatly improved. However, manyacquirers still believe they can “stealcompanies,” primarily due to thedepressed earnings most companiesrealized during the recession. Manysellers are susceptible to acceptingthese discount prices, as the scars cre-ated by the recession make them con-cerned they won’t be able to sell theircompanies. However, by the latter partof 2011, middle-market deal pricingshould increase above normal levels.During 2011, as many acquirers use

the depressed earnings realized by aseller during the two-year period end-

ing June 30, 2010, as justification for asubstandard offer, it is imperative formiddle-market executives to under-stand that their company is a long-term asset whose sale price should notbe impacted by short-term transientconsiderations. Furthermore, any seri-ous acquirer does not anticipate earn-ings returning to 2009 and 2010 levelsin the foreseeable future, or theywould not be interested in buyingcompanies. Middle-market executives must

remember that the true and most sig-nificant determinant of a transactionprice is a company’s expected futureEBITDA/earnings and the risk inachieving that EBITDA from the busi-ness foundation given an acquirer.This is an acquirer’s major considera-tion in determining a seller’s value.Any other factors they may cite aremerely used for negotiating leverageto justify an unwarranted discountprice. Consequently, do not entertainany discussions regarding your earn-ings during the two-year period endedJune 30, 2010, being a factor in estab-lishing a deal price. They simply arenot a consideration, and you shoulddemand they be treated accordingly.The optimum time to sell a compa-

ny should be the latter part of 2011 or2012, due to a number of factors:1. Most companies’ earnings began

to show some strength during the sec-ond half of 2010. Earnings shouldcontinue to grow in 2011 and increaseat an even higher rate during 2012.Furthermore, 2013 should be a verygood earnings year, supported by ahealthy economy. These earnings lev-els make it possible to realize a premi-um price.2. During 2011 and 2012, the capi-

tal gains tax will remain at a reducedlevel of 15% compared to the priorrate of 20%. It is unlikely the 15% rate

MANAGEMENT TipsBy George Spilka

Pinpoint the best timeto sell your business


The risk factor is too great to delaya sale until 2014 in light of all the pos-itive reasons why a sale should takeplace before December 31, 2012.To obtain a premium-priced deal

with terms that fully insulate themfrom post-closing liability, sellersmust find an investment banker/acquisition consultant (“IB”) who hascertain capabilities and characteristics.Sellers should look for the followingin their IB:1. Realizes—and actually relish-

es—that a sale is not a win-win situa-tion. In reality, it is actually muchcloser to a win-lose situation. Negoti-ations are a psychological warbetween disparate interests with con-flicting goals. The seller wants themaximum attainable premium price,while the acquirer expects a discount-ed price. The better prepared, moredetermined party will prevail.2. Has compassion and concern for

their clients and understands mostacquirers will try to steal a seller’scompany. The right IB will be stead-fast and resolute, concerned only withprotecting and maximizing clients’interests. 3. Has the aggressiveness, determi-

nation, toughness and force of person-ality, combined with the market andfinancial knowledge, to force theirwill on large corporate acquirers orsophisticated private equity firms.4. Has the executive and business

skills, transcending the financial skillsthat any IB should have, to fullyunderstand each client’s company,strengths, market niche, and potential.They must possess the ability to pre-sent and articulate these facts clearlyand persuasively to an acquirer. TheIB must know the company better thansuitors do and understand the industryat least as well, to convince them thatthey can’t steal the company.5. Has the patience and confidence

to wait, if necessary, to obtain a pre-mium-priced, all-cash deal. Although the 18-month period end-

ing June 30, 2007, was the most lucra-tive time to sell a middle-market com-pany in over 50 years, the latter part of2011 and 2012 should present a greatopportunity to sell at a premium price.

– George Spilka contact is president ofGeorge Spilka and Associates, a nationalinvestment banking firm. Reach him [email protected].

will be extended beyond December31, 2012. This 5% tax savings on therealized gain is a significant consider-ation when determining the timing ofa sale.3. Cheap money, which is a

byproduct of the excessive credit pro-vided by the Federal Reserve, shouldcontribute to strong acquisition pricesduring this period, while still enablingthe acquirer to have a solid return oninvested capital.4. As 2011 begins, the majority of

banks are loosening the credit spigots.By the latter part of 2011, I anticipatethe availability of credit will be at nor-mal levels.5. Around the end of 2010, acquir-

ers began to aggressively pursue deals.These factors mandate that an

owner interested in selling his compa-ny within the next seven years shouldseriously consider selling it during thelatter part of 2011 or 2012.Starting in 2014, the intermediate

and long-term economic outlook getsmurky. The economy could staystrong during 2014 and 2015; howev-er, several factors give off warningsignals that trouble could be on thehorizon. These factors could negative-ly impact middle-market deal pricingand activity, possibly significantly.Concerns include:1. The condition of credit markets,

especially in Europe, could be anintermediate to long-term financialproblem.2. Major issues are affecting the

Chinese economy and banking system,including the Chinese Central Bankincreasing the benchmark lending rateand reserve requirements for commer-cial banks, hoping to stem rising infla-tion. Potentially, these could have anegative impact on the Chinese econo-my. Since the Chinese economy is oneof the most dynamic and importanteconomies in the world, a negativeimpact on it will likely have globalconsequences.3. The political and economic

instability in the world at this timecould provide the basis to produce anevent that would have wide rangingrepercussions.4. There are many global “hot

spots” that could erupt at any time.The impact of any of these eventscould produce fear and tremendousinstability in the financial markets.


C&E LUMBER COMPANY1 1/2” to 12”Diameter in Stock.

SPECIAL QUOTES

Dricon FRT Wood Reaches 30Pressure treated wood, a building product with histori-

cally slow evolution, has seen major changes in recentyears. But Dricon fire retardant treated wood has remained

PIONEERING FRTW Dricon has remained unaltered since its develop-ment 30 years ago.

on the market and unaltered since its introduction threedecades ago.First used commercially in 1981, Dricon wood has

withstood hot attics, building code modifications, andcompetitive options—as well as flamespread, termites andfungal decay—for specifiers and owners of commercialand institutional buildings.Even its developer has changed twice over the past 30

years, transforming from Koppers Co. to Hickson Corp. toArch Wood Protection. But the product, without change informulation, has endured. It continues to be used for roofand wall sheathing, trusses, framing, blocking, shelving,stages, fireplace surrounds, and backer panels for electricalequipment.“Dricon FR chemical has been used longer than any

other fire retardant on the market today,” noted RodneyHardison, manager of North American development atArch Wood Protection. “The inventors of Dricon fire retar-dant deserve a great deal of credit for providing the manyattributes of the formulation. Dricon wood has a roof sys-tem warranty, preservative warranty, and a warranty pro-gram for trusses that was developed with the Wood TrussCouncil of America.”“Looking ahead,” Hardison added, “the development of

fire retardant technology remains a very important part of


the Arch business strategy. We continue to seek new interi-or and exterior formulations, as well as solutions suitablefor engineered wood products such as OSB and I-beams.In 2011, Arch will launch a fire retardant coating to protectutility poles from fire damage and will reintroduce a popu-lar brand from the past.”

Japan Expects to Increase WoodImports When Rebuilding BeginsJapanese imports of logs, lumber and plywood in 2011

are likely to be the highest they have been since 2008 dueto post-earthquake and tsunami rebuilding, reports theWood Resources International’s Wood ResourceQuarterly.The disaster that hit Japan on March 11 is first and fore-

most a humanitarian tragedy that is difficult to compre-hend. Over 10,000 people died during and in the immedi-ate aftermath. More than 400,000 people lost their homesand 100,000 to 150,000 buildings were destroyed. Therebuilding of towns, roads, railways and the power grid inthe impacted region northeast of Tokyo will be a lengthyand difficult undertaking.Much is still uncertain regarding short-term and long-

term changes in the importation of forest products as aresult of the catastrophe, but the need for constructionmaterial is going to be considerable in the coming years. Initially, there have been requests from Japanese author-

ities and trading houses for pre-fabricated houses. Therehave also been inquiries for glue-laminated products andother pre-cut wood products that more quickly can be usedfor rebuilding efforts, as opposed to need for basic com-

modities such as lumber and plywood. To start with, thegovernment has asked for 30,000 temporary houses withintwo months.Japan is one of the largest importers of wood products

in the world. In 2010, the country imported wood rawmaterial (logs and chips) and processed wood products val-ued at more than $10 billion, which was 20% more than in2009, according to Wood Resource Quarterly. Last year,Japan was the biggest importer of wood chips and ply-wood, the second largest importer of logs, and the thirdbiggest importer of lumber in the world.It is not likely that imports of lumber, plywood and

sawlogs will increase much in the next few months beforeports and access roads have been cleared and power hasbeen restored for at least the most basic needs. Over thenext six to 12 months, it can be expected that there will bea rise in demand for both lumber and plywood. This willresult in increased importation of processed products andof logs to supply domestic Japanese mills. Based on contacts already established between

importers in Japan and manufacturers around the world, itis probable that there will higher shipments of softwoodlumber from Canada, the U.S., Russia, Sweden andFinland later this year. The major suppliers of plywoodwill most likely continue to be Malaysia, Indonesia andChina.Japan imported 1.5 billion bd. ft. of softwood logs in

2009 and and more than 1.7 billion bd. ft. in 2010.As the domestic forest industry increases production

later in 2011, imports of logs predominantly from the U.S.,Canada, New Zealand, and Russia can be expected toincrease to their highest levels in at least three years.


NEW Products

Windows that GlideA glider window with clean lines and recessed

hardware is new from Marvin Windows & Doors.Updates to the Clad Ultimate Glider include one-

hand operation, low handle placement for ease of use,several operating configurations, and a sash-removalsystem for easy operations. Design options include seven wood species and 19

exterior cladding colors. �MARVIN.COM(888) 537-7828

Connect the RailsAvailable in arched and square styles, Deckorators’

Duo Connector allows users to create distinctive rail-ing designs.The connector installs easily into 2x4 aluminum,

wood, and composite railings. Compatible stair-railadapters are also available. Colors include powder-coated black, white and

bronze. � DECKORATORS.COM(800) 332-5724

Brazilians Down UnderCikel America’s Statesman collection features

100% FSC-certified Brazilian hardwood flooring.Brazilian Hard Birch and Brazilian Cherry Light

are offered in five different colors. Each 3-1/4” wide plank has micro-beveled edges

on four sides, with tongue-and-groove construction.� CIKEL.COM(800) 971-7896

Cushy GlovesSynthetic-leather work gloves from Wells Lamont

have a hidden liquid membrane to prevent blisters.Sized for women, the gloves also have reinforced

tips and a comfort closure that keeps out debris andoffers an adjustable fit.Available colors are mint green and periwinkle

blue.�WELLSLAMONT.COM(800) 323-2830


Siding with the Look of BrickNichiha’s Plymouth fiber-cement siding mimics

the visual appeal of brick.The pre-finished panels measure 18” high, 72”

wide, and 5/8” thick. � NICHIHA.COM(866) 424-4421

Fit to TrimFulcrum Composites offers pre-shaped trim for

easy finishing of curves and corners. The laminated wood trim can be installed with

adhesive. Choices include 4” internal radius corner, 8”external radius corner, and 180° wrap-around cornerto finish the end of stud walls.� FULCRUMCOMPOSITES.COM(989) 636-1025

Cutting Edge SawIrwin’s universal handsaw reportedly cuts three

times faster than traditional handsaws.The secret is the positioning of the handle in rela-

tion to the cutting edge, plus a comfort grip construct-ed of lightweight, high-density resin. It’s availablewith either a 15” or 20” blade.� IRWIN.COM(800) 464-7946

Dimension LumberTreated ProductsDomestic

TimbersGreen & K.D.

Export

Manke Lumber Company is family-owned and has been serving the needsof the lumber industry since 1953. Wetake pride in milling and stocking quali-ty lumber in a full range of commoditysizes and larger dimension timbers. Wealso answer your market needs for awide variety of treated lumber products. Our forest products are milled fromcarefully harvested Northwest treesready for distribution to you—on timeand at the right price.Located in the Port of Tacoma, wehave ready access to deep water ship-ping, rail heads or trucking terminals forlonger haul loads. Manke operates itsown fleet of trucks and is at your ser-vice for straight or mixed loads bytruck, rail or sea.We manufacture primarily Douglas firand western hemlock, including

• 2x4 thru 2x12, Lengths 8-20’• 3x4 thru 3x12, Lengths 8-26’• 4x4 and wider, Lengths 8-26’• 6x6 and wider, Lengths 8-26’• 8x8 and wider, Lengths 8-26’• Timber sizes up to 12x12

Manke Lumber CompanyCall 1-800-426-8488

1717 Marine View Dr., Tacoma, WA 98422Phone 253- 572-6252 Fax 253-383-2489

www.mankelumber.com

WHAT YOU WANT.WHEN YOU NEED IT.


R-T-A Gate SwingsAZEK now offers 36” and

42” high gates that are easy toassemble for a custom look.The kits work with 6’ or 8’

sections of Premier or TrademarkPVC railings, in either single- ordouble-gate configurations. Aspecial hinge allows for levelingand aligning with existing rails. � AZEK.COM(877) 275-2935

Lasting GroutSpectraLOCK PRO Grout

from Laticrete now featuresenhanced StainProof protectionfor lasting beauty. The product can be used both

interior and exterior applications,including permanent wet areassuch as swimming pools andfountains. Available in 40 colors, it can

also be used in re-grouting andnever needs sealing.� LATICRETE.COM(800) 243-4788

Masterful LVLMaster-Q LVL from Finnfor-

est USA can be used as beams,panels, and structural compo-nents that are attractive with justminimal finishing, while carryinglarge loads at long spans. Lengths range from 8” mini-

mum to 48’ maximum, up to 8’wide, with thicknesses from 3/4”to 2-3/4” in 1/4” intervals.� FINNFORESTUS.COM(800) 622-5850

REEL1321 N. Kraemer Blvd. (Box 879), Anaheim, Ca. 92806

Fax 714-630-3190(714) 632-1988 • (800) 675-REEL

3518 Chicago Ave., Riverside, Ca. 92507(951) 781-0564

www.reellumber.com

LUMBERSERVICE

At Reel Lumber Service, we supplydomestic and foreign hardwoods.Our products and services include:• Hardwood Lumber & Pine• Hardwood Plywood & Veneers• Melamine Plywood• Hardwood Moulding (alder, cherry,mahogany, MDF, maple, red oak, paint grade,

pecan hickory, white oak, walnut, beech)

• Milling (moulding profiles, S2S, SLR1E,SLR2E, & resawn lumber)

• Woodworking Accessories (appliques,ornaments, butcher blocks, corbels, etc.)

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

Our products are widely used in interior finish carpentry, furniture, cabinetry and hundreds of industrial andmanufacturing applications. We stock acomplete line of complementary productsto complete virtually any woodworking or millwork project.

WholesaleIndustrial Lumber


Molded Interior DoorThe Conmore molded, flat-

paneled interior door is the latestaddition to CMI’s CraftMasterline.Available in 6’8” and 7’ pas-

sage and bifold sizes, the solid-core door has five horizontalpanels and can be specified withfingerjoint or MDF stiles andrails. Made with low-VOC primers

and adhesives, the doors have noadded urea formaldehyde andcontain a minimum of 70% pre-consumer recycled wood content.� CMICOMPANY.COM(800) 405-2233

Extreme Vinyl SidingVariform’s Vortex Extreme

vinyl siding is designed to with-stand winds up to 225 mph. The siding delivers the look of

natural split cedar combined withultra-low maintenance, in double5”, double 4”, and double 4.5”Dutch lap profiles. It comes in 12’ and 16’8”

lengths to minimize seams, in 19colors and three styles.� VARIFORM.COM(800) 800-2244


Photos by The Merchant MagazineWWPA MEETING

WESTERN WOOD PRODUCTS Association held its annual meetingMarch 14 at Embassy Suites Hotel, Portland, Or. [1] Chuck Roady, PeteMadison. [2] Darrel Hanson, Cyndee Johnson, Rick Fortunaso. [3] RichGeary, Janet Corbett. [4] Craig Larsen, John Schick. [5] Shawn Church,Steve Schmitt. [6] Robert Banchero, Steve Randles. [7] Bob Shepherd,Rock Belden. [8] Jon Anderson, Tim Cornwell. [9] Michael Cook, RickNorthrup. [10] Steve Zika, Mike Phillips, Tim & Teresa Hart. [11] JoePatton, Frank Stewart. [12] Scott Stormoen, Bob Lewis, Bruce

Daucsavage. [13] Frank Pearson, Dave Dickman, Pete Malliris. [14]Craig McFarlane. [15] Sheldon Howell. [16] Chuck Balsano, Bob Mai,Scott Elston. [17] Ron Holen, Matthew Goughnour. [18] Adrienne &Kevin Binam, Bill Kostich. [19] Jett Romo, Robert Doerfler, CourtneyAtwood, Jamie Trenter. [20] Wade Mosby, Kevin Paldino. [21] RussellTaylor, Kelly McCloskey.

(More photos on next page)

MORE WWPA attendees (continued from pre-vious page): [1] Gary Zauner, Ray Barbee,Marlee Berg, Bob Berg, Ken Tennefoss. [2]John Wilford, Jim Vandegrift. [3] Art & ShaunaAndrews. [4] Kip Burns, Steve Brandt, JimMoses. [5] Rick Northrup, Erol Deren. [6] AllanTrinkwald, Steve Swanson. [7] Hal Fay, GaryPittman. [8] Justin Chappell, Tricia Kilrain. [9]Duane & Debbie Vaagen.


WWPA MEETIN

GPhotos by The M

erchant Magazine

5522 � The Merchant Magazine � April 2011

LUMBER ASSOCIATION of California &Nevada’s 2nd Growth group held its Marchmeeting at Knott’s Berry Farm Resort Hotel,Buena Park, Ca. [1] Jean Henning, ChrisFreeman. [2] Chris Huntington, Terry Ras-mussen. [3] Tianna Cash, Sean Cummings.[4] Bret Marchael, Endy Florez. [5] BillFerguson, Janeece Lowder, Dan Sweeney.[6] Grant Pearsall, Pete Meichtry. [7] MarkHuff, Troy Huff. [8] Joe Allotta, Bill Young,Sal Camarda. [9] Danny Caccavale, JohnNeel. [10] Jerry Parks, Mike Croxton, Miguel

Gutierrez. [11] Jim Nicodemus, Michelle Chase, Frank Bader. [12] MikeCaputo, Skyler Green. [13] Ryan Mitchell, Shane Russell. [14] DanCroker, Barry Schneider. [15] Johnny Pringle. [16] Danny Sosa, RichardCoale. [17] Alejando Villanueva, Larry Christensen. [18] Scott Whitman,Tom Angel, Shannon Mott, Pete Ganahl. [19] Rex Klopfer, ChrisJohnson, J.C. Lopez, Matt Satterlee. [20] Alan Oakes, Natalie Allen.

Photos by The Merchant MagazineLACN 2NDGROWTH

Have your recent expansion, personnel promotions, newproduct introductions, or other company changes publishedin the next issue of The Merchant Magazine.Just Fax your news to 949-852-0231 or email to kde-

[email protected].(a free service)

Send us your news!

TheMERCHANTMagazine


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

Superior Service, Products & Support100% of the Time

Distributed By

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

Gene Pietila

Sales for Coast Wood Preserving

Lumber Association of Califor-nia & Nevada is hosting its annualassociates/dealers golf tournamentJune 2 at Rancho Solano Golf Course,Fairfield, Ca.LACN’s 2nd Growth under-40

group has a meeting planned for May5 at Pacific Palms Hotel & Confer-ence Center, City of Industry, Ca.Presenter Scott Hunter will tackle thequestion, “Yes, We All Have to WorkTogether, But Does It Have to Be SoPainful?” The group’s annual mill tour will

be held May 15-17. It starts with din-ner at Smokey Ridge RedwoodGrove, Santa Rosa, Ca., courtesy ofRedwood Empire. The tour getsunderway early the next morning,departing the Hilton Garden Inn-Sonoma County Airport for redwoodand Douglas fir timberlands near Fort

Bragg, owned by Hawthorne TimberCo. and managed by CampbellTimberland Management. Tours the next day include Red-

wood Empire’s sawmill in Cloverdaleand its remanufacturing facility inAsti, Ca.2nd Growth’s annual summer con-

ference is July 21-23 at Rancho LasPalmas Resort & Spa, RanchoMirage, Ca.

North American WholesaleLumber Association is combining itsannual conference with its Northwestregional meeting May 4-6 at TheBenson Hotel, Portland, Or.

Mountain States Lumber &Building Materials Dealers Asso-ciation continues its webinar series,highlighting first aid training April 22

and OSHA inspection proceduresMay 11 and 20.

Western Wood Preservers Inst-itute will hold its summer meetingJune 26-29 at the Inn & Spa atLoretto, Santa Fe, N.M.

Los Angeles Hardwood Lumber-man’s Club’s next events are itsannual day at the races April 23 atSanta Anita Racetrack, Arcadia;ladies night May 12 at Orange CountyMining Company, Orange, and elec-tion night June 9 at Moreno’sMexican Restaurant, Orange, Ca.

Southern California Hoo-HooClub tees off its 4th annual DonGregson Memorial golf tournamentMay 20 at San Dimas Golf Course,San Dimas. Proceeds benefit theWounded Warrior Project, City ofHope, and the Pacific NorthwestTeacher Forestry Tour.

ASSOCIATION Update

WOOD SOLUTIONSFAIR arrived March2 at the Long BeachConvention Center,Long Beach, Ca.Among the vendors:[1] Frank Stewart,Rich Geary. [2] JeffMorrison, GeoffCrandlemire. [3]Paul Mackie. [4] BillReavely. [5] DonBratcher, Huck DeVenzio. [6] Chris McDon-nough, Alan Hanson, Joe Polder. [7] Jason

Schulze. [8] Bob Mion, Don Danka. [9] ChrisWischmann. [10] Tom Angel, Shannon Mott.


WOOD SO

LUTIO

NS FA

IR Photos by The M

erchant

hospitality. At the time of her death,she was president and c.e.o. ofEagle’s View Management Co. andWoolley Enterprises Inc., Drain.She served on the boards of the

Associated Industries of Oregon,World Forestry Center, Oregon ForestIndustries, and the Advisory Board ofthe Bureau of Land Management,Roseburg District.

David Dailey, 82, owner of HilltopSupply, Guatay, Ca., died of conges-tive heart failure Feb. 24 in SanDiego, Ca.He graduated from San Diego

High School in 1947 and served withthe U.S. Army in Korea. After dis-charge, he worked for his father at thefamily’s grocery store, which laterbecame a hardware store.In 1977, he bought Hilltop Supply

and expanded its inventory beyondmostly lumber.

Glenn Junior Lorenz, 81, retiredwestern lumberman, died Feb. 22 inKlamath Falls, Or.

Charles “Charlie” Schweitzer,62, longtime West Coast lumbersalesman, died March 9 in Redding,Ca.After graduating from Napa High

School, he earned a BA degree fromSacramento State University. Heworked in the industry for more than40 years, first with Georgia-Pacificand Louisiana-Pacific and the last 26years with Sierra Pacific Industries,Redding.

Donna P. Woolley, 85, formerowner of Woolley Logging Co. andSmith River Lumber Co., Drain, Or.,died Feb. 25 of heart failure.She began her lumber career as a

secretary and bookkeeper, and joinedWoolley Logging in 1944. In 1952,she married owner Harold Woolley.When he died in 1970, Mrs. Woolleybecame c.e.o. of the company andbecame the first female member ofthe American Plywood Association.Ten years later, she began to diver-

sity from the company’s base in tim-ber into commercial real estate and

IN Memoriam


Corps during the Korean War, he pur-chased the hardware store from hisstepfather in 1971. He sold it andretired in 2003.

Eugene W. “Gene” Barrett, 81,former owner of Ireland’s True Value,Hillsboro, Or., died Feb. 3 inPortland, Or., following a two-yearbattle with Lou Gehrig’s disease.A USC graduate and U.S. Army

veteran of the Korean War, he movedto Oregon in 1975 and bought thehardware store.

Donald A. “Don” Jaenicke, 81,forest products publicity agent, diedMarch 2 in Tacoma, Wa.After serving as a press officer for

the U.S. Navy in Japan, he joined theDouglas Fir Plywood Association(now APA), Tacoma, in 1956 as apublicity writer. He became a publicaffairs/marketing specialist for

Weyerhaeuser Co. in 1965, and in1974 was named senior v.p. and newbusiness director at Cole & WeberAdvertising. He started his own firm, Jaenicke

Marketing Works, in 1989. He servedas an advertising/public relations con-sultant to the Southern Pine Councilfrom 1984 until semi-retiring in 1998,but continued representing severalclients, including the AmericanInstitute of Timber Construction. Hewas a frequent contributor to TheMerchant Magazine.

Richard Byron Arneson, 91,retired office manager for PrestonMill Co., Preston, Wa., died Feb. 24.After serving in the Army Finance

Corps during World War II, he ownedand operated a retail lumberyard inArlington, S.D., with his father. In1956, he moved to Washington andspent 20 years with Preston Mill.

Growing up, he worked in the fam-ily’s hardware store in Klamath Falls.After graduation from the Universityof Oregon, Eugene, he served in theU.S. Coast Guard. When he was dis-charged in 1953, he and his parentsmoved to Lewiston, Id., where theyowned and operated a lumber compa-ny. In 1956, he opened LorenzLumber with his father and brother. Fifteen years later, the company

was purchased by Fibreboard, whicheventually merged with Louisiana-Pacific Corp. Mr. Lorenz continuedwith both companies, retiring as man-ager of LP’s Sierra Division.

Sanford C. Sigoloff, 80, formerBuilders Emporium chief, died ofAlzheimer’s disease Feb. 19 in LosAngeles, Ca., A 1951 graduate of UCLA, he

served in leadership positions atXerox and other companies, becom-ing known as a top restructuring pro-fessional. In 1985, he brought Wickesout of three years of Chapter 11 bank-ruptcy by transforming it from aretailer into a diversified consumerand industrial products company.His TV commercials for Wickes’

Builders Emporium division, whichincluded the phrase “We get the mes-sage, Mr. Sigoloff,” made him famil-iar to Southern Californians. Although he was called “Mr.

Chapter 11,” he was also known forhelping employees find new jobs andfighting with creditors to increasetheir severance packages.

Charles Ernest “Chuck”Boutillette, 52, retired Colorado lum-berman, died of cancer March 15 inColorado Springs, Co.He spent 13 years at Brookhart’s

Building Center, Colorado Springs,followed by stints at Stock BuidingSupply, Alamosa, Co., and AlamosaLumber, Alamosa, until 2008.

Tom McClelland, 57, owner ofDowntown Ace Hardware, FortCollins, Co., died March 8 in FortCollins.He graduated from the University

of Wyoming in 1975 and opened hisfirst hardware store in Montrose, Co.In 1990, he opened Downtown Ace.

Eugene “Gene” Borek, 79, for-mer owner of Walt’s Ace Hardware,Phoenix, Az., died March 14 inPhoenix. A veteran of the U.S. Marine


OFFICE & WAREHOUSE FOR LEASE:Northern California Sacramento region.Approximately 2,000-sq. ft. office attached to30,000-sq. ft. warehouse. Warehouse clear spanheight 20 ft. Office & restrooms ADA accessi-ble. Warehouse includes three-man doors withlarge 20-ft. roll-up door. 220V power available.Fire sprinkler system throughout. Truck shopfacilities provided, including minor repairwork, oil changes, steam cleaning, etc., atfavorable rates. Ample truck parking space inback of facility. Office & 30,000-sq. ft. frontwarehouse available at .29¢ per sq. ft. If inter-ested, please call Tom Williams, (530) 742-2168, between 8 a.m. and 5 p.m.

CLASSIFIED Marketplace

FOR SALE

FACILITIES FOR LEASE

Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy orheadline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (adver-tiser sets the type), $65 if we set type.

Send ad to Fax 949-852-0231 or dkoenig@ building-products.com. For more info, call (949) 852-1990. Makechecks payable to Cutler Publishing. Deadline: 18th of previous month.

EXPERIENCED LUMBER & MILLWORKSalesperson Wanted: Southern California hard-wood lumber company with on-site custommilling facility is looking for a person withestablished relationships who is ready to sell.Minimum 5 years experience in hardwood lum-ber & millwork distribution. Generous commis-sion-based compensation. Contact Box 718, c/oThe Merchant Magazine, 4500 Campus Dr., Ste.480, Newport Beach, Ca. 92660, Fax 949-852-0231, or [email protected].

PLYWOOD TRADER: Well establishedSouthern California-based plywood importerlooking for a motivated trader to develop a newterritory selling wholesale distributors through-out the western states. Prior knowledge of panelproducts and customer base a must. Greatopportunity! Salary plus commission. Emailresume to [email protected].

WATERBASED WOOD STAIN manufactur-er looking for marketing consultant to help uscreate a marketing plan. Experience in lumberindustry and paint & coatings industry pre-ferred. Please send resume [email protected]. Website:www.ecochemical.com.

BROKER/TRADER OPPORTUNITY: MillDirect Lumber Sales, Inc. is seeking “A” play-ers to join their highly successful lumber tradingteam in Lake Oswego, Or. Financially strong,we offer an environment unmatched by othersthat breeds financial & personal [email protected] or(866) 261-5563.

HELP WANTED

IDAHO PACIFIC LUMBER is an employee-owned company looking for commission-basedsalespeople to work either in your establishedmarket or in our Boise, Idaho, office. This is anexcellent opportunity to build a career in thebuilding materials industry. Not only can youearn a high income, but you also can earn apiece of the company. We are seeking salespeo-ple who are highly motivated, aggressive, andgreat with people. The abilities to stay orga-nized and deal with time pressure are alsoimportant. You can learn more about us at ourwebsite at www.idapac.com. For consideration,please send a cover letter and resume [email protected].

HELP WANTED

FOR SALE

NORTHERN & SOUTHERN CALIFORNIASALESPEOPLE WANTED

Redwood Empire is looking for experiencedsalespeople in wholesale and industrial withbackgrounds in commodities, redwood, cedar,plywood, steel, pressure treated, hardwooddecking, flooring, and imported lumber (soft-woods and hardwoods). Positions available inNorthern and Southern California. Please send resume to Sean Burch,

[email protected]. www.redwoodemp.com

CUSTOMLUMBER COVERS

PALLET BAGSRoofing Shingles • Cement • Sheetrock

& Plywood Pallet BagsBags 4 x 4 x 4' • 4 x 4 x 8' • 4 x 4 x 12'

Rolls 10 x 300'Custom Printed Covers, Quoted

L.I.INDUSTRIESCALL 800-526-6465

FAX 718-793-4316 • [email protected]

immediatedelivery!

Keeptrack ofthe West

keeps you up to date on industryissues throughout the West.

Now find out what’s happening on theother side of the Rockies.

Keeptrack ofthe Rest

covers the other 37 states, including theMidwest, Southeast and Northeast.Subscribe for just $24 for 12 issues.

Contact Heather at (949) [email protected]

TheMERCHANTMagazine

Building Products Digest


DATE BookListings are often submitted months in advance. Always verify

dates and locations with sponsor before making plans to attend.

Lumber Association of California & Nevada – April 14, golf tour-nament, Black Gold Golf Course, Yorba Linda, Ca.; (800) 266-4344; www.lumberassociation.org.

Remodeling & Decorating Show – April 15-17, South Town ExpoCenter, Sandy, Ut.; (818) 571-9012; www.thehomeshow.com.

Mountain States Lumber & Building Material Dealers Associa-tion – March 18 , bowling tournament, Bowl-ero Lanes,Lakewood, Co.; (303) 922-1125; www.mslbmda.org.

Southern California Hoo-Hoo Club – April 20, dinner & meeting,Orange County Mining Company, Orange, Ca.; (760) 324-0842;hoohoo117.org.

Los Angeles Hardwood Lumberman’s Club – April 23, day at theraces, Santa Anita, Arcadia, Ca.; (626) 445-8556; www.lahlc.net.

National Kitchen & Bath Association – April 26-28, annual confer-ence & show, Las Vegas, Nv.; (800) 843-6522; www.nkba.org.

National Wood Flooring Association – April 26-29, wood flooringexpo, San Diego Convention Center, San Diego, Ca.; (800) 422-4556; www.woodfloors.org.

Olympic Logging Congress – April 27-29, Vancouver, B.C.; (360)452-9357; www.olympicloggingconference.com.

Black Bart Hoo-Hoo Club – April 30, annual poker tournament &BBQ, Calistoga Fairgrounds, Calistoga, Ca.; (707) 889-0049.

Material Handling Equipment Distributors Assn. – April 30-May4, annual convention & showcase, JW Marriott Desert RidgeResort & Spa, Phoenix, Az.; (847) 680-3500; www.mhedad.org.

National Association of Home Builders – May 1-3, green buildingconference, Salt Lake City, Ut.; (800) 368-5242; www.nahb.org.

North American Wholesale Lumber Association – May 4-6, annu-al meeting, Benson Hotel, Portland, Or.; (800) 527-8258;www.lumber.org.

Lumber Association of California & Nevada – May 5, 2nd Growthmeeting, Industry, Ca.; (800) 266-4344; lumberassociation.org.

International Wood Markets Group – May 10, Global WoodProducts Industry & Market Conference, Westin Bayshore Hotel,Vancouver, B.C.; (604) 801-5996; www.woodmarkets.com.

National Hardware Show – May 10-12, Convention Center, LasVegas, Nv.; (888) 425-9377; www.nationalhardwareshow.com.

North American Retail Hardware Assn. – May 10-12, convention,Bellagio Hotel, Las Vegas, Nv.; (317) 290-0338; www.nrha.org.

Los Angeles Hardwood Lumberman’s Club – May 12, ladiesnight, Orange, Ca.; (626) 445-8556; www.lahlc.net.

Remodeling & Decorating Show – May 14-15, Pasadena, Ca.;(818) 557-2950; www.thehomeshow.com.

American Wood Protection Association – May 15-17, annualmeeting, Fort Lauderdale, Fl.; (800) 356-1974; www.awpa.com.

Lumber Association of California & Nevada – May 15-17, CentralCalifornia mill tour; (800) 266-4344; www.lumberassociation.org.

Forest Products Society –May 16-18, international conference,Madison, Wi.; (608) 231-1361; www.forestprod.org.

Green Contractors Expo – May 17-18, Convention Center, LasVegas, Nv.; (800) 859-9247; www.greencontractorsexpo.com.

Black Bart Hoo-Hoo Club – May 20, trap shoot & BBQ, Black PointSports Club, Petaluma, Ca.; (707) 588-7613.

Southern California Hoo-Hoo Club – May 20, 4th annual DonGregson Memorial golf tournament, San Dimas Golf Course, SanDimas, Ca.; (760) 324-0842; www.hoohoo117.org.

Do It Best Corp. – May 21-23, spring market, Indiana ConventionCenter, Indianapolis, In.; (260) 748-5300; www.doitbestcorp.com.

WHERE QUALITY IS AGELESSAnfinson Lumber is the clear choice

for Quality Redwood and Western Red Cedar Dimension,

Boards, Patterns and Timbers

CALL SALES AT(800) 400-8383 • (951) 681-4707

Rick Anfinson • Carol O’Connor

Outside Sales Darin Curran (949) 412-1894

Visit our website: www.anfinson.comFontana, CA Office and Mill: 13041 Union Avenue, Fontana, CA 92337

Fax: (951) 681-3566 • E-mail: [email protected]

WHOLESALE ONLY • MILL DIRECT & LCL


ADVERTISERS IndexFor more information on advertisers, call them

directly or visit their websites [in brackets].

Advantage Trim & Lumber [www.advantagelumber.com]..........27Ainsworth [www.ainsworthengineered.com] .........................40-41Allweather Wood Treaters [www.allweatherwood.com] .............45Anfinson Lumber [www.anfinson.com]........................................57Arch Wood Protection [www.wolmanizedwood.com].........Cover IBW Creative Wood [www.bwcreativewood.com] ........................27Cal Coast Wholesale Lumber ........................................................53California Redwood Co. ...................................................................7California Timberline [www.caltimberline.com] ............................4C&E Lumber [www.lodgepolepine.com] ......................................44Capital [www.capital-lumber.com]................................................13Eco Chemical [www.ecochemical.com] .......................................32Exterior Wood [www.exteriorwood.com] .....................................37Fiberon LLC [www.fiberondecking.com] .....................................29Fontana Wholesale Lumber [fontanawholesalelumber.com].....36Hoover Treated Wood Products [www.frtw.com] .............Cover IVHuff Lumber ....................................................................................39Huttig Building Products [www.huttig.com] ................................44J.H. Baxter [www.jhbaxter.com]....................................................55Keller Lumber .................................................................................49Krauter Solutions [www.krauter-storage.com]............................28LP Building Products [www.lpcorp.com].......................................3Manke Lumber [www.mankelumber.com]....................................47Master Mark Plastics [www.rhinodeck.com]................................54Maze Nails [www.mazenails.com].................................................24Norman Distribution [www.normandist.com] ..............................53Osmose [www.osmose.com] ...............................................Cover IIPacific Wood Preserving Cos. [www.pacificwood.com].............51Quality Borate Co. [www.qualityborate.com] ..............................38Redwood Empire [www.redwoodemp.com].................................23Reel Lumber Service [www.reellumber.com] ..............................48RISI [www.risiinfo.com/crows] ......................................................49Rosboro [www.rosboro.com] ........................................................34Roseburg Forest Products [www.rfpco.com] ..............................33Royal Pacific Industries .................................................................17Screw Products [www.screw-products.com] ..............................37Simpson Strong-Tie [www.strongtie.com]...................................21Snider Industries [www.sniderindustries.com] ...........................11Southern California Hoo-Hoo Club [www.hoohoo117.org] ........57Superior Wood Treating [www.superiorwoodtreating.com].......11Swanson Group Sales [www.swansongroupinc.com]................31Taiga Building Products ......................................................Cover IIITAMKO Building Products [www.evergrain.com] .........................5Thunderbolt Wood Treating [thunderboltwoodtreating.com] ....35Utah Wood Preserving Co. ............................................................25Van Arsdale-Harris Lumber Co. [www.vanarsdaleharris.net] ....36Viance [www.treatedwood.com] .....................................................8Western Red Cedar Lumber Association [www.wrcla.org] ...42-43

IDEA FileFired Up by Selling to Other Local Stores

Helping other businesses comply with fireregulations is bringing new customers—and goodwill—to a Midwestern dealer.Carter Lumber, Madison, Oh., discounts a variety of

safety items— batteries, bulbs for emergency exit signs,fire extinguishers—for local businesses that bring in arecommendation from the fire department. “They need to bring their inspection form,” says

manager Shawn Steigner. “If we have the stuff, we takecare of them.”He decided to offer the discount after his own store

was inspected, and he had to buy 36 light bulbs. “Wepaid eight times what we are selling them for today,” hesays, so he decided to help other local businessesescape the same fate.Businesses usually have 30 days to

correct issues if they aren’t life-threatening. “We understand theeconomy,” says inspector JohnKloski. “We can’t expect someoneto spend $4,000 or $5,000 rightaway.” Steigner says he is open to stocking

more merchandise. “As more thingscome to light, we’re willing to see ifwe can help.”

A win/win for NAWLAand its members

This May, the North American Wholesale LumberAssociation is teaming with The Merchant

to offer a unique marketing vehicle…a massive special section devoted entirely

to promoting NAWLA and its members.

Advertisers receive:• Your ad message reaches all NAWLA whole-

salers and their dealer customers• Discounted ad rates for NAWLA members• Support of your association• Brand your company’s identity with NAWLA’s• Rates include color and optional FREE ad design• Opportunity to advertise regionally or, by also

running in sister publication BPD, nationally.• 6 one-year subscriptions to Merchant or BPD• Advertisers in the May NAWLA Special Section

save an added 10% off ads in October’sNAWLA Traders Market Preview

Reserve your space by April 20, 2011For rates, call (949) 852-1990

Chuck Casey – [email protected] Oakes – [email protected]

TheMERCHANTMagazine

Date post:	27-Mar-2016
Category:	Documents
Upload:	cutler-publishing
View:	260 times
Download:	2 times

The Merchant Magazine - April 2011

Documents