The Merchant Magazine - April 2012

THE OTHER TREATED WOODS � ENGINEERED MEGA-PANELS � MADE IN THE USAAAPPRRIILL 22001122

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

Osmose® has long been a leader in the research and development of new products and services in all areas of lumber preservation technology. We provide innovative wood preservative products, advanced engineering services and customized marketing services to our valued customers.

Established in 1934, Osmose, Inc. is recognized as a world premier supplier of lumber preservative technologies. Osmose has a long history of successful development and diversi� cation into specialized areas of wood preservation.

Osmose® has long been a leader in the research

MicroPro pressure treated wood products are treated with Micronized Copper Quaternary Compounds or Micronized Copper Azole. NatureWood pressure treated wood products are treated with Alkaline Copper Quaternary Compounds. CCA pressure treated wood products are treated with Chromated Copper Arsenate. MicroPro, NatureWood, Advance Guard, Hi-bor, FirePro and CCA treated wood products are produced by independently owned and operated wood treating facilities. MicroPro®, NatureWood®, Advance Guard®, Hi-bor®, FirePro®, and Osmose® are registered trademarks of Osmose, Inc. Colors shown in photo images may differ from actual product samples. © 3/2012

For more information visit www.osmosewood.com.

and development of new products and services in all areas of lumber preservation technology. We provide innovative wood preservative products, advanced engineering services and customized marketing services to our valued customers.

Established in 1934, Osmose, Inc. is recognized as a world premier supplier of lumber preservative technologies. Osmose has a long history of successful development and diversi� cation into

Osm_MP Merchant ad 4.12.indd 3 3/23/12 5:14:19 PM

44 � The Merchant Magazine � April 2012 Building-Products.com

April 2012Volume 90 �� Number 9

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

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CHANGE OF ADDRESS Send address label from recentissue if possible, new address and 9-digit zip to addressbelow. 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) is published monthly at 4500 Campus Dr., Ste. 480,Newport Beach, Ca. 92660-1872 by Cutler Publishing,Inc. Periodicals Postage paid at Newport Beach, Ca., andadditional post offices. It is an independently-owned publi-cation for the retail, wholesale and distribution levels of thelumber and building products markets in 13 western states.Copyright®2012 by Cutler Publishing, Inc. Cover andentire contents are fully protected and must not be repro-duced in any manner without written permission. All RightsReserved. It reserves the right to accept or reject any edi-torial or advertising matter, and assumes no liability formaterials furnished to it.

Special Features9 MARGIN BUILDERS

CONNECTOR MANUFACTURERS TAP INTO

MADE IN AMERICA MOVEMENT

10 PRODUCT SPOTLIGHTTHE RETURN OF COPPER NAPTHENATE

12 FEATURE STORYTHE OTHER TREATED WOOD:MOLD-INHIBITING SURFACE TREATMENTS

14 MARGIN BUILDERSPANELIZED ROOF SYSTEMS THE TOPS FOR

COMMERCIAL CONSTRUCTION

16 PRODUCT SPOTLIGHTCROSS LAMINATED TIMBER BACKS

HUGE CONDO PROJECT

18 INDUSTRY TRENDSPRICE PRESSURE FORCES CONTRACTORS

TO CHANGE THEIR BUYING HABITS

46 PHOTO RECAP: WWPA ANNUAL

In Every Issue6 TOTALLY RANDOM

20 COMPETITIVE INTELLIGENCE

22 OLSEN ON SALES

24 GREEN RETAILING

26 FAMILY BUSINESS

30 MOVERS & SHAKERS

32 KAHLE ON SALES

36 OVER THE COUNTER

40 NEW PRODUCTS

50 ASSOCIATION UPDATE

50 IN MEMORIAM

52 CLASSIFIED MARKETPLACE

53 DATE BOOK

54 IDEA FILE

54 ADVERTISERS INDEX

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Alan Oakeswww.building-products.com


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TOTALLY RandomBy Alan Oakes

How many businesses are puttingthe customer first?

I AM INCREASINGLY SHOCKED at how bad customer service has become. If onlysome owners and bosses understood what is happening on their front lines, they

would surely cringe.On Friday night, we drove 50-plus miles over two traffic-snarled hours to

arrive at a restaurant to celebrate a family birthday and the visit of a nephew fromAustralia. By the time we arrived, I was ready to eat and drink. My wife and Iwere the first to arrive at 6:10 p.m.—an early hour when the restaurant was only athird full. Our table was set up and waiting, but when I asked to be seated, I wastold in a haughty manner, “No, you must wait until your entire party is here.” At6:15, I asked again. I tried to argue nicely that the restaurant was all but empty. Iwas told, “No, you MUST wait,” with a stare that made me think I was about tobe tasered. I can say that the staff’s attitude messed up my evening and guaran-teed that I will never return. At long last, we were seated—at a makeshift table inthe middle of the aisle to the kitchens and bathrooms, where I could not hear aword from someone seated 3 feet away. I suspect our placement was deliberate.A month before Christmas, I succumbed to all the advertising by AT&T for

their U-verse cable system. First I was told that it would take about a monthbefore it could be installed—not until December 30 between 8 and 11 a.m. Iagreed, even confirming with my local store a few days before. Come December30, I waited and waited, made three calls to re-confirm they were still coming thattotaled about one and a half hours. About 2 p.m., I finally learned that our orderhad been put on hold by the warehouse. Nobody could tell me why. On January20, while I was traveling in another state, a message was left on my voicemail thatthe installers were on their way. Of course, I wouldn’t be home to let them in foranother week. Par for the course, here we are in March and not a peep out ofthem. Guess who is not going to get my business?How many times do you walk into a store, like I did to return something at

Costco last week, only to watch three of the five help desks close in front of you,and then have to watch the clerks standing around laughing and giggling as thereturn line grew longer and tempers shorter.Or when you want to get help in a store and have to listen while the clerks plan

their weekends on their cell phones and give you a dirty look because you areinterrupting their day? Inevitably, you’ll overhear them say, begrudgingly, thatthey have to get off the phone because some customer keeps looking at them.A couple of weeks back, two contractors submitted quotes for re-sealing our

floors. One gave us his promised quote the following day. The other needed twopromptings before he finally turned in his bid on dayseven. Guess who got the work?When I make calls in this industry, I cannot tell you

how many times I am appalled by the ineptitude ofsome of those who pick up the phone. Many do noteven know how to transfer a call. Others leave you onhold for five minutes or more, making you doubt if youare still on hold or not. Yikes!You would think that in all these instances,

your competitor must have found a way toinfiltrate your company with these employ-ees to sabotage your business. Sadly theydid not. You hired them. Can you think ofany better way to drive customers away?Or is it just me?

Alan Oakes, [email protected]

Building-Products.com April 2012 � The Merchant Magazine � 99

DEALERS AND DISTRIBUTORS lookingto support the Made in America

movement—and boost the nationaleconomy—need look no farther thandomestic nail and fastener producers. “We’re one of the last makers of

nails in this country,” says RoelifLoveland, president and general man-ager of Maze Nails, Peru, Il. The fami-ly-owned company has been in thebusiness since 1848, making galva-nized stainless steel nails protected bya corrosion-resistant zinc coating. Maze has supplied nails for two

high-profile projects: restoration ofPhiladelphia’s Independence Hall andthe “All-American Home” built byAnders Lewendal in Bozeman, Mt.

Lewendal, who earned a degree ineconomics before going into construc-tion, believes that if builders directedjust 5% of their construction spendingto American-made products, it wouldadd $14 billion to the U.S. economy.As proof, he built a 2,200-sq. ft. homewith American-made products.“We don’t need every builder to

build every single home with all-American products,” he says. “That’snot practical and that’s not necessary.The point is that little things add up.” Lewendal claims American-made

nails cost about $5 more per box butsave $10 in labor costs because theyjam nail guns less often than cheaperChinese brands. “What we’re lookingfor is the best value,” he says. “If aguy has to get down three times a dayto clear the gun, that’s time wasted.”Lewendal and his crews also used

True Spec collated nails fromHalsteel, Ontario, Ca. Because eachnail in the line is identified with acombination of color and numbercodes, it’s easy for both builders andinspectors to verify the right nail andcorrect nailing pattern have been used. “The concept is to provide a quality

nailing system that builds confidencewith all levels of the building commu-nity,” says Alan Brown, national salesmanager for True Spec. “We believethat our American-made product rein-forces our commitment to building astrong economy.”Simpson Strong-Tie, Pleasanton,

Photo by Roe

lif Lo

velan

d, Maze Na

ils

Ca., supplied a variety of connectorsfor Montana’s All-American Home.The family-owned, 56-year-old com-pany is proud that its core productline—which includes structural con-nectors, prefabricated shear walls, andsteel moment frames—is made in theU.S. at its plants in Stockton andRiverside, Ca., McKinney, Tx., andColumbus, Oh. SST also producesstainless steel bulk nails in the U.S., atits plant in Gallatin, Tn.“There are many advantages to

having production in the U.S.,” saysJacinta Pister, senior v.p. of manufac-turing. “First, it ensures availability ofour products so they get to dealer loca-tions and jobsites when they are need-ed. Second, it allows us to developproducts for specific markets and cre-ate innovative solutions that addresscustomer needs. It makes good busi-ness sense and adds to our commit-ment to customer service.”

SIMPSON STRONG-TIE is proud that its coreproduct line is manufactured in the U.S. at itsplants in California, Texas and Ohio.

MARGIN BuildersU.S.-Produced Fasteners

Made in America boostsconnector business

TRUE SPEC nails manufactured by Halsteelare identified with a combination of color andnumber codes, for easy indentification.


PRODUCT SpotlightCopper Naphthenate

THANKS TO THE efforts of NisusCorp., Rockford, Tn., copper

naphthenate is once again available asa wood preservative for pressuretreated railroad ties, telephone poles,bridge timbers, and other industrialwood products. “If the industry lost this product, it

would immediately increase the useof non-wood alternatives and have along-term detrimental effect on ourindustry and the environment,” saysDr. Jeff Lloyd, vice president ofresearch and development at the 22-year-old company. “We really don’t have a replace-

The return ofcopper napthenate

KEVIN KIRKLAND, president of Nisus Corp., inside the new 10,000-sq. ft. plant, which sits next toits existing 42,000-sq. ft. manufacturing facility in Rockford, Tn.

ment for copper naphthenate, ” sayspresident Kevin Kirkland. “It’s one ofthe safest and most effective treat-ment solutions available for groundcontact wood preservation.”Nisus’ quest to save copper naph-

thenate began early last year, whenMerichem Co., Houston, Tx.,declined to re-register the chemicalwith the EPA and discontinued pro-duction of its CuNap-8. At the time,most plants and customers wereexpected to switch to pentachlorophe-nol—even though copper naphthenateis a general use preservative and pen-tachlorophenol is registered forrestricted use. Once Nisus decided that copper

naphthenate would be a natural addi-tion to its wood preservation division,Lloyd and Kirkland met with EPAofficials who agreed to expediteNisus’ registration application, whichwas approved in August 2011. “Normally, the registration process

takes a minimum of six months, but inthis case, the EPA got it done in justsix weeks without lowering any stan-dards,” says Kirkland. “You alwayshear stories about inefficient govern-ment or government that gets in theway of business, but in our small cor-ner of the world, EPA got it done!”One month after receiving EPA

approval, Nisus produced its firstbatch of copper naphthenate—withthe brand name of QNap—in a leasedfacility located in Dalton, Ga. By thefollowing month, construction hadstarted on a new 10,000-sq. ft. pro-duction plant in Rockford, Tn., whichis scheduled to begin operations this


month.Wheeler Lumber’s treated wood

division uses copper naphtenate toservice all its markets—even fenceposts and landscape timbers. After a2003 fire destroyed its wood-treatingfacility in Whitewood, S.D., the com-pany rebuilt and switched from threedifferent chemicals to just one:CuNap-8 from Merichem. “It’s a very clean product—no

odor, not photo-toxic,” says vice pres-ident Jeff Parrett. “It’s the only non-restricted, oil-based preservative onthe market, so customers are gettingthe benefits of an oil-based treatmentthat helps lubricate the wood cells andprevent swelling and checking.” After Merichem stopped producing

CuNap-8, Wheeler looked to Nisus.“We were very upset that the productwas going away,” says Parrett. “Wehad just enough to fill orders untilNisus shipped new product, so wedidn’t have to return to other chemi-cals and possibly lose some of ourcustomers.”

NEW LOGO for copper naphthenate treat-ments supplied by Nisus Corp.

A number of other treaters havealso signed with Nisus, includingBoatright Companies, Montevallo,Al.; Cahaba Timber, Brierfield, Al.,and Mellott Wood Preserving,Needmore, Pa.Nisus offers the following copper

naphthenate products to woodtreaters: oil-based QNap1 and QNap8and water-based QNap5W. It alsooffers a water-based, tintable formula-tion—QNap1W RTU—to sub-regis-trants who support the remedial, end-cut, and retail markets. The companyalso encourages use of a dual-treat-ment process using copper naphthen-ate and borate, which is especiallyuseful for railroad ties traditionallypreserved with creosote. “Copper naphthenate is a great

wood preservative that we have usedfor many years,” says Elaina Jackson,Pacific Wood Preserving, Bakersfield,Ca. “Now that Nisus is producing andmarketing copper naphthenate, theircustomers will receive a high qualityproduct delivered professionally andpersonally.”


FEATURE StoryBy Huck DeVenzio, Arch Wood Protection

YOU’VE PROBABLY SEEN advertisements for “the otherwhite meat” or watched movies about “the other

woman.” Sawmills are facing greater demand from lumberdealers for “the other treated wood.” Some major building supply outlets, including a big box

retailer, have grown tired of consumer reaction to mold onlumber and are beginning to require material that has beensurface-coated with mold-resistant sprays.For decades, lumber dealers have bought and sold pres-

sure treated wood. It is produced to resist damage from ter-mite attack and fungal decay, and thus last longer in out-door applications. Of more recent concern is wood sprayedwith mold-inhibiting solutions to prevent, or at least delay,the appearance of mold. Moldy wood is hard to sell to con-sumers who expect clean lumber.“Homeowners have taken a greater interest in the lum-

ber in their homes,” says Geoff Webb, business manager,specialty chemicals at Arch Wood Protection. “Not just forwall paneling and decking, but even for framing and sillplate. They want all of their wood to look good, even woodthat will be hidden within walls. It used to be that home-owners and contractors might pick through lumber binslooking for wood that was straight and wane-free. Now

The other treated woodDealer demand growing forsurface treatments that inhibit mold

MOST COMMONLY, anti-mold solutions are sprayed on softwood lum-ber, although they may be applied by dipping lumber bundles into tanksof mold inhibitor.

MOLD can cause darkened color or blotches that make wood hard tosell. When mills apply anti-mold surface treatment, lumber may remainclean-looking throughout the chain of commerce and even longer.

they pick through and expect the lumber to be free of moldand dirt. Their demands are tough to meet with normallumber.”Anti-mold solutions have existed for several decades

and, when applied properly, have shown that they can post-pone the onset of mold and discoloration resulting frommold. Different conditions require different concentrationsof mold inhibitor. These conditions include local climate,species of mold fungi present, application for the wood,construction techniques used, and length of time for whichmold protection is desired.“We have used anti-sapstain products for years,” says

Chris Swanson, v.p. of sales & marketing for SwansonGroup, Glendale, Or. “Dealers and their customers wantclean-looking wood. Last fall, our Glendale sawmill madethe change to a different brand of coating, which allows ourwood to yard longer without discoloring. Since then, wehave seen a significant improvement in the appearance ofour wood and less downfall in our inventory.”Neal Shunk, marketing manager for Weyerhaeuser,

Federal Way, Wa., is proud of his company’s leadership inthe use of mold-resistant coatings for wood products andnoted what the coatings can do for customers. “These solu-


Target

Primary Effect

Standards

Longevity

Main Uses

Application Method

Pressure Treated WoodTermites, fungal decay

Greater durability

AWPA, building codes

Very long term—decades

Decks, exterior projects, sill plate

Pressure impregnation at woodpreservation facility

Surface-Treated WoodMold, blue stain from mold

Cleaner appearance

Buyers’ preferences only

Depends on chemical, concen-tration, application, exposure

Framing, interior lumber

Spray coating at sawmill orcomponent manufacturing site

tions significantly reduce the occur-rence of mold throughout the supplychain, especially when paired withgood inventory practices in the yardand on the job site.”Prior to 2008, mold was a pressing

issue and fear of mold liability causedanxiety among dealers and contrac-tors. Concern over mold seemed tosubside with the collapse of new homeconstruction. The issue is rising again,however, and dealers are taking stepsto avoid moldy wood.

Specifying Anti-MoldCoatingsFor wood pressure-treated with

preservative, a dealer can rely on thestandards of the American WoodProtection Association or the require-ments of building codes when specify-ing the product. However, for surfacetreatments, there is no establishedorganization setting standards forproper coating and there are not third-party inspection agencies to monitorapplication. The requirements aredetermined by the desires and prefer-ences of individual buyers. The millsare expected to provide material thatmeets those requirements.Once a dealer has specified the

degree of protection wanted for partic-ular circumstances, a mill can workwith a chemical supplier in creating atreatment adequate to meet the specifi-cations.Since no standards or monitoring

services exist, a dealer must rely onchoosing lumber from reputable millsusing brand-name products that can betrusted. Respected companies have areputation to protect and are morelikely to provide products and servicesthat will meet consistently the needsof the dealer.Incidentally, anti-mold treatments

do not increase chemical risks to lum-beryard workers or homeowners living

in houses with treated framing.MSDSs for wood sprayed with moldinhibitor are typically the same asMSDSs for untreated wood; the chem-icals do not raise hazards.For dealers who sometimes experi-

ence mold problems, it is worth con-sidering the other treated wood.– Huck DeVenzio is manager of mar-

keting communications at Arch WoodProtection, Inc., manufacturer of woodtreating chemicals, including AntiBlu sur-face protection products, and licensor ofthe Wolmanized brand of preserved wood.He claims he resembles some picked-overlumber—straight but not always clean.Reach him at [email protected].


MARGIN BuildersBy Lisa Podesto, PE

THERE IS HOPE on the horizon forlow-rise commercial construction.

McGraw-Hill Construction forecastsan average 8% growth for commercialbuilding this year, with warehousesand hotels seeing the largest percent-age increases. This is good news forbuilding material dealers who positionthemselves to provide materials forpanelized wood roof systems.

Panelized roof systemsmake sense forcommercial buildings

Cost-effective materials, fasterinstallation, and improved workersafety make panelized wood roof sys-tems a good choice for commercialbuilding projects, particularly low-slope roof structures such as ware-houses. Panelizing, the process ofassembling wood or hybrid roof sec-tions on the ground and then liftingthem into place, allows contractors to

reduce labor and material costs. Typical savings in markets along

the West Coast—where panelizedroofs are most popular—range from$1.25 to $1.50 per sq. ft. over conven-tional steel joist metal deck systems.While low-slope panelized wood roofsystems are certainly appropriate foreastern markets, design and construc-tion professionals there tend to be lessfamiliar with their benefits. However,with conservative estimated savings of25¢ to 50¢ per sq. ft. over convention-al steel roof systems, the opportunityfor growth in this market exists.

Panelized BasicsThere are two basic types of panel-

ized wood roof systems. An all-woodsystem consists of glued laminatedbeam girders with wood purlins (glu-lam, I-joists or open web wood truss-es), wood sub-purlins, and a woodstructural panel deck. Commonly seenin buildings with spans of less than 40ft., the all-wood system is particularlywell suited for applications where con-veyor equipment is hung from the roofstructure or in food-processing facili-ties that need to minimize dust fromoverhead joists. The hybrid system uses steel

purlin and girder trusses together withwood sub-purlins and a wood structur-al panel deck. The long span capabili-ty of steel framing makes this systemparticularly economical when spansrange from 32 to 60 ft., but much larg-er spans can be accommodated. Wooddecking allows better economy, bothin terms of material and installationcost. This is usually the system ofchoice for large warehouse and indus-trial structures requiring long spans.

ALL WOOD PANELIZED ROOF on a 41,000-sq. ft. shopping center in Honolulu, Hi., was the mostcost-effective choice. Photo by Michael O’Hara


While market share fluctuates withcommodity steel and wood prices,about 70% of new low-slope, com-mercial roof projects in California arecurrently built with hybrid systems,10% are all-wood, and the remaining20% are built using all steel.

Assembly & InstallationMuch of the assembly is completed

on the ground, which improves safetyand speeds construction. In onemethod, the crew nails the wood struc-tural sheathing to the sub-purlins,sometimes called stiffeners, which aretypically spaced 24 inches on center.Using a fabrication table or jig, crewsthen fasten the panel/sub-purlinassembly to the purlins with joisthangers. In the other method, workersattach the sub-purlins to the purlin andthen nail the sheathing into place overthe top. The roof erector then lifts thepre-fabricated panel into place andconnects it to the joists and girders toform the roof structure. A typical 50 ft. panel takes just five

to 10 minutes to assemble on theground. Panels are then lifted intoplace by forklifts and reach machines.Two or three people work on the roofdeck to land the panels, weld theminto place (for hybrid systems), andthen nail them, strategically workingtheir way across the structure. Anaccomplished roof erector with onecrew can erect more than 100,000 sq.ft. of roof per week.

Cost-Effective Materials,Cost-Effective RoofDesigners have a great deal of flex-

ibility in choosing components. Woodstructural panels can be OSB or ply-wood, in 4x8 or 4x10 sheets, even 8x8jumbo panels. Framers attach thesepanels to 2x4, 2x6, 3x4, or 3x6 woodsub-purlins. Common purlins for an all-wood

system include I-joists and open-webtrusses, or 2” glulam in some cases.Hybrid systems use K-Series open-web steel joists for short-span steelpurlins (less than 48 ft.) and LH-Serieslong-span steel purlins for applicationswith spans greater than 48 ft. G-Seriessteel girders can span up to 120 ft., butare more commonly used for 50-to 60-ft. spacing.With cost savings of up to $1.50

per sq. ft., contractors, developers andowners are increasingly turning topanelized wood roof systems. A typi-cal hybrid panelized system inCalifornia for a large project under

HYBRID PANELIZED ROOF SYSTEM was ideal for this large, 1.8 million sq. ft. distribution center inMoreno Valley, Ca., which used more than 53,750 sheets of OSB, 1.63 million bd. ft. of lumber, and45 miles of steel trusses and girders. Photo by J.D. Herron

normal loading runs about $3.25 persq. ft. If insulation is needed, inexpensive

batt insulation can be installed belowthe deck of a panelized wood roof sys-tem, saving 50¢ to 75¢ per sq. ft. overthe cost of rigid insulation. Rigid insu-lation may be required in regions withcold exterior temperature or in appli-cations with high indoor humidity.OSB radiant barrier panels offer

another option. They cost about 5¢ to10¢ per sq. ft. more than regular OSB,but their reflective backing blocks upto 97% of radiant heat and offers anadvantage in cooling costs. Market opportunity for building

materials dealers is promising. A 1.8-million-sq. ft. distribution center forSkechers in Moreno Valley, Ca., usedan enormous amount of materials:more than 53,750 sheets of OSB, 45miles of steel trusses and girders (240truckloads), 1.63 million bd. ft. of

lumber (20 rail car loads), and 14 mil-lion nails (four truckloads). Up thecoast, a distribution center for Subaruin Portland, Or., used nearly 420,000sq. ft. of OSB. Both projects werebuilt in 2011. The commercial building industry

is finally beginning to show positivemomentum. As demand for low-risecommercial structures grows, marketpotential for LBM dealers will alsogrow. Panelized wood roof systemsoffer numerous benefits to your cus-tomers. By familiarizing yourself withthe advantages of panelized wood roofconstruction, you can take full advan-tage of the opportunities.– Lisa Podesto, PE, is senior technical

director-building systems for WoodWorks(www.woodworks.org), a nonprofit provid-ing free project support, education andresources for non-residential and multi-family wood design. For answers or tech-nical support, email [email protected].


NORDIC ENGINEERED WOODrecently supplied its Nordic X-

Lam cross laminated timbers to createreportedly the first condominiums inNorth America constructed entirely ofthe massive panels.A crew of five working 10 hours a

day required just 22 days to erect thefour-story, 24-unit structure inChibougamau, P.Q. According toNordic’s Nicolas Angleys, that’sroughly twice the speed of traditionalconcrete and steel construction.“The winter conditions in northern

Quebec encouraged the builder to usemassive wood panels to reduce con-struction time and eliminate the needto heat the structure during erection,”Angleys said.The CLT install was completed in

January.

PRODUCT SpotlightCross Laminated Timber

Cross laminated timberbacks huge condo install

USING massive CLT panels, installers wereable to erect a four-story, 32,400-sq. ft. condocomplex in just over three weeks—a necessityin the harsh winter of northern Quebec.


FOR THE SECOND YEAR in a row,L.E.K. Consulting surveyed more

than 500 contractors across the U.S.While most are cautiously lookingtoward the future, they are changinghow and where they shop in order toremain price-competitive. “For the first time since the reces-

sion, contractors are planning for

growth,” says Chris Kenney, anL.E.K. vice president and head of theinternational firm’s North Americanbasic industries practice. “There’s anopportunity to capitalize on growth bypromoting trusted brands, introducingproduct features that will command apremium, and reevaluating how toreach customers across traditional and

Contractors changetheir buying habits

INDUSTRY TrendsChanging Pro Buying Habits

online channels.”Other key findings for LBM deal-

ers, distributors, and manufacturersinclude:Pricing pressure continues

despite market optimism. A third ofrespondents said they lost bids lastyear due to price—double the per-centage in 2006. Contractors respond-ed by looking for their preferred prod-ucts at competitive prices.Brand loyalty remains higher

than channel loyalty. Contractors areloyal to trusted building productbrands, not the channels throughwhich they buy. Contractors are twiceas likely to channel shop rather thantrade down and purchase less expen-sive alternatives. This indicates thatstrong brands have significant pricingpower and should examine distinctpricing strategies for different chan-nels.Loyalty to big boxes declines.

When respondents were asked abouttheir loyalty to sales channels, bigboxes remained at the bottom for thesecond consecutive year. Contractorssaid that big boxes under-perform onthe three most important channelselection criteria, other than price:delivery speed, stock on-hand forimmediate purchase, and contractorservices. Contractors’ loyalty to two-steppers increased the most from2010 to 2011.It’s time to re-focus on the pro

channel. Manufacturers typically sur-render significant profit margins inexchange for large sales volumes gen-erated via big boxes. It might be bet-ter to sell new and premium products


bility to return to their preferred purchasing habits as theconstruction market slowly begins to expand. However, thefirm believes that the winners in the industry five yearsfrom now will those that pursue new strategies now. “Companies have an opportunity right now to get ahead

of the growth curve,” said Robert Rourke, vice presidentand head of L.E.K.’s North American building and con-struction practice. “Their actions today will largely dictatetomorrow’s winners.”

through pro channels, where profits are traditionally higherand differentiation of products is sustainable. For this strat-egy to work, manufacturers must have clear pricing strate-gies among channels and establish programs to supportdistribution partners. Online purchasing continues to grow. Nearly 50% of

contractors said they have used the Internet for price com-parisons, and 40% expect to conduct more purchasingonline during the next three years.Social media affects purchasing. Along with the

Internet, social media plays a growing role in contractors’decision-making processes and purchasing decisions.Almost a third of those surveyed said they are using socialmedia more than they were a year ago to follow suppliersand brands, and 35% expect to be more active on socialmedia this year. Product selection criteria are changing. Energy effi-

cient and sustainable products are becoming increasinglyimportant factors in product selection. More than half ofcontractors indicated a willingness to pay a 10% or higherpremium on both product types. However, the importance of these two features varies

significantly between residential and commercial contrac-tors. Residential contractors are willing to pay a premiumfor energy-efficient products and consider it the secondmost important purchasing criterion behind price. But theyare generally unwilling to pay more for sustainable prod-ucts. In contrast, commercial contractor purchasing deci-sions are equally influenced by both energy efficiency andsustainability.According to L.E.K., contractors will have more flexi-


IT’S ALL ABOUT adaptability. That’s the mantra of BobMargolin, whose grandfather launched L. Miller & Son

Lumber Co. in a dense Chicago neighborhood 90 years

Ninety years young

COMPETITIVE IntelligenceBy Carla Waldemar

HIP CHECK: President Tracy Merchant (left) has helped to invigorateBob Margolin’s 90-year-old Chicago yard, L. Miller & Son Lumber.

ago. Bob follows up with another guiding maxim: “Fromadversity comes opportunity,” he says. Then goes on toprove it.Adversity started growling in the late ’70s, when the

first big box—a Handy Andy—threatened to chew up thebusiness that Bob’s grandfather had nurtured. Originally abuggy and wagon maker in the Old Country, he came uponan opportunity to buy a building in Wicker Park—backthen, a neighborhood where blue-collar workers parkedtheir sedans at a tavern. Today, thanks—or not—to gentri-fication, those corner hangouts have become sushi bars andthe Chevies have been replaced by BMWs—a transitionwe’ll pick up on later (as did Bob). Grandpa stocked the place with hardware and the mer-

chandise of a general store, then installed his wife andthree kids in the rear. Long before his demise in the late‘70s, he’d added lumber, recalls Bob, who grew up in theneighborhood and supplemented his school days withstints filling shelves, loading trucks, and gleaning fromgramps, his wisest mentor. “Even in his late 90s, we had tochase him out at night. I learned the business little by lit-tle,” Bob recalls. “I knew it was my future.”But along came Handy Andy. “Nearby 90% of our busi-

ness was walk-in—small contractors and d-i-yers—andthey weren’t walking in anymore. I knew we had tochange. So I started making cold calls on the other 10% ofour business—the commercial accounts: the in-houseshops of institutions, factories and hotels. I changed ourinventory and stated stocking the materials they needed.They didn’t like the grade of wood the yard carried, so Iupgraded, and I added hardware and plumbing. Now wewere a one-stop shop, and,” outsmarting adversity, “ourbusiness flipped to 90% commercial. “When we were losing to the home centers, I was still

calling on a few small factories, so I decided, ‘Let’s seewho else?’” Bob soon picked up accounts at the likes ofMorton Salt and Oscar Meyer, among others.“I found a hunger for the type of service I was promot-

ing. Here I was, trying to get guys to spend their compa-ny’s money! They valued service over price, which wasjust the opposite of the d-i-yers down the block. So withgood service and material, price wasn’t so important to thecontractors I was dealing with. I didn’t have to make bids;instead, I developed relationships, had fun! I went afterniche markets, such as the entertainment industry, whichbegan using our Styrofoam insulation for making scenery.It helped us weather a lot of situations.”


Carla [email protected]

was back on the job—greeted by her customers not withcongratulations, but rather, “Where’s my doors?” “I’m probably the first one in lumberyard history to be

sitting at a desk, nursing her baby under a Pashminashawl,” laughs the company’s president.That’s right: Tracy now holds that prestigious title. She

oversees accounting and manages cash flow for the compa-ny as a fourth-generation “family” member, says Bob withevident enjoyment. “We finish each other’s sentences andeat Thanksgiving dinner together,” he declares.Tracy oversees the operation of three trucks, three dri-

vers, and three outside sales reps, who also serve the show-room that serves as an extension of their contractors’ busi-nesses. All three reps are women, and that’s no accident.“We’ve had bad luck with guys,” Bob claims—plus, ashe’s observed, “Times have changed over the past 10years,” crumbling the walls of the Good Old Boys fortress.“Nowadays, many vendors’ reps are female, too,” he notes.Fine with Tracy. “I’ve always been interested in build-

ings and interiors, and I call on some pretty uniqueaccounts,” including the Playboy and Broadway inChicago entertainment operations. Despite the currentdownturn, “There’s still some building going on in WickerPark—custom homes and remodeling,” says Tracy. In fact, Bob adds, “There’s more business than we can

handle,” acknowledging that the operation is undercapital-ized. “We’re operating as if there were a governor on ourcar,” he regrets. To overcome that,“We’re looking for a partner.“Chicago is losing its indepen-

dent dealers,” he mourns. “Thereare only four left. Several closeddown within the past six months,so we need to get out and pick uptheir business. Why not?There’ll always be a place forus—things we do better thanthe boxes!”

Adaptability again.“I went after 100% of their orders; I never said no. I just

figured out ways to be of service. I’d say, ‘Just give meyour order and go back to work.’ Plus, we offered free,same-day delivery. It was a unique concept then, and itenabled us to develop relationships that have continued 25,30 years. Now their sons come in. “Our market is based on repeat business. We don’t have

to bid for an order; we’re allowed an honest mark-up, andthey don’t kill you over price. You spoil your customers—which you should,” Bob instructs. “Once they place anorder with us, there was no going backward after they’dexperienced timely delivery, courtesy, and dry wood.“It’s all about service,” Bob underscores his message,

adding, “Basically, I’m an expeditor—a glorified go-fer.When I started calling on prospects, I’d say, ‘I know youbuy from ABC. Do they meet all your needs?’ I’d takeaway the hardest items”—the thankless stuff—“and prettysoon, picked up the rest. Business grew by word of mouth,no advertising.”Adaptability showed up another day 10 years ago in the

unlikely disguise of one Tracy Merchant. The classy younglady operated her own construction business, for which sheutilized her talents as an interior decorator for developersof upscale condos. She walked into Miller looking for spe-cial moulding and walked out with a job offer.After her “You’ve got to be kidding!” reaction, the idea

of making good money by working part-time on commis-sion sounded intriguing. Bob, in turn, was impressed bythe 20-something-year-old’s “strong sense of self. She wassmart, pretty, well-educated, well-traveled, and was doinglittle contracting jobs for friends.” (It didn’t hurt that Bobhimself had a young daughter with her future ahead ofher.)And, talk about adaptable: “Tracy would call on clients

with her Gucci purse and then change into jeans to do mea-surements. And they’d tell her, ‘You’re the only one I’vegone to who really understands what I’m looking for.’ Shewas received very well: good rapport with customers anddriven by a good business model.”Tracy worked part-time from 2002 to 2007, taking off,

oh, about 15 minutes in 2006 to have a baby. A week afterher Cesarean section, with her infant son in a carrier, she


do, being assumptive (“Mr. cus-tomer, we are going to do businesstogether”) with every customer, onevery call, and doing it in a niceway. It does take skill to negotiate,

haggle, cajole and demand thingsfrom customers in a way that leavesthe relationship intact. That is themaster seller skill set.Contrary to what struggling sell-

ers have convinced themselves, wecan be nice, ask for, and get whatwe want.

Early Relationship MomentHow master sellers and struggling sellers handle obfus-

cation from customers determines their relationship fatewith all customers, for life.Example:Us: “How much of that product do you use per month?’Customer: “A fair amount.”The master seller repeats the question, while the strug-

gling seller lets it go. (See underachievement strategy). The master seller sends the message “When I ask a

question, I expect an answer.” The delivery of the messagecan be subtle:Us: “Well… (Silence, pondering) I know you can’t tell

me exactly, but… (respectful waiting) could you give me aball-park idea?”This kind of response, delivered in a nice way, with a

smile, conveys that we are a serious person. Customers willrespect us, like us, and will not side-step us at closing.When we let customers wriggle away from any of our

questions, we become accomplices inour own demise. We impair closingand the relationship in general.We are in charge of the kinds of

relationships we build with cus-tomers. We must be conscious ofthe little things we do every dayon every call that build thekind of relationships that workfor us.(Note to John and Susan: try

some salesmanship on theinside also. It works.)

WHAT A JERK! Almost every-where I go, people warn me

about John (or Susan or…). “Yeahhe sells a lot, but what a jerk! He’salways blah, blah, blah about anorder he got that shipped late or…” What I find is John is the guy

who holds the whole company to ahigher standard than anyone else inthe organization. If invoicing is notdone correctly or efficiently, Johngets on invoicing. If the truck shipsone day late, John is on the shippingdepartment. “Why can’t we shipone day early?” John asks incessantly. If John thinks youshould get on the phone and quit complaining, he says so.If John thinks management is making a(nother) mistake, hemarches into the big man’s office and tells him.If John is such a bad guy, why do his customers love

him?I do field work with salespeople. We will drive by a

place of business, they will say, “We don’t want to go inthere, that guy’s a jerk.” “Pull over!” I say. When we meetthe customer, he is usually no-nonsense and has a veryclear idea of what he wants. And he runs a company that isdoing great business. Who is selling these guys anyway?The Johns and Susans of the world, that’s who. Definitionsare funny, huh? Only the top 10% are demanding excellence. They do

stand out. Dealing with them is exacting, which can bedemanding, but in the end they are just asking that it—thesale, the shipment, the invoice, the product, the commit-ment—be done the way it is supposed to be done, more ifpossible. The top 10% prefers an edge, but never less!Remember, the top 10% stands out on the sales side, too.Game recognizes game.

Poor Relationship StrategySellers who underachieve have the following strategy:“I will be as nice as possible, so my customers will like

me best, and then they will buy from me.” These sellersinsult their customers, their competition, and themselves,and suffer for it. Who marries the yes-man or yes-woman? No one

(except my wife). Why? Because “I don’t know, whateveryou want to do” is boring. Standing up for ourselves (beingdisagreeable) is part of being likeable, for crying out loud!We must understand the difference between likeable andagreeable. Everyone likes someone with spunk.Master sellers hold themselves to the standard of being

direct—asking for the business in everything they say and

OLSEN On SalesBy James Olsen

James OlsenReality Sales Training

(503) [email protected]

What kind of relationship?


DURABILITY IS ONE of those green building attributes thatdoesn’t get enough attention. Things that last a long

time don’t need to be replaced as often, which savesmoney, material, and energy. Durable items that arereusable and recyclable are even better. And ones madefrom abundant, recycled, or easily renewable material rightfrom the get-go are, theoretically, the best. So, why doesn’t the ubiquitous and overlooked “brick”

get more attention from green pundits and sustainabilitygurus? It’s durable, reusable and made from abundantmaterials: clay and slate. Where red bricks fall down ishigh carbon footprint. Bricks require high-temperaturekilns, which consume lots of energy, and that’s a deal killerfor most green architects. But there’s more than one way to make a brick.

Innovations in recent years, as well as shifting attitudesabout older brick-making technologies, are combining tomake the category much more interesting. Are we close toa renaissance in building with brick? Who knows? But forbuilding materials dealers looking to refresh an ancient cat-egory, there are innovative new solutions worth evaluating.Let’s start with the basic red brick. Red brick has a spe-

cific aesthetic that may represent an important aspect of aregion’s building vernacular, or may simply be appealing toindividual customers. If it has to be red brick, there is agreen alternative. Bricks made with fly ash, such as thosefrom CalStar Products (www.calstarproducts.com), cancapture that same look and feel, but with a fraction of thecarbon footprint. They’re made with an industrial wasteproduct, fly ash, and are steam cured rather than kiln fired,and at comparable price and performance to the traditional

Green bricks & blocks

GREEN RetailingBy Jay Tompt

clay brick. Fly ash bricks are an innovation that could very well

capture the imagination of architects, specifiers andbuilders, and begin to gain significant market share at theexpense of traditional red bricks. They fit well with main-stream attitudes and represent a safe way forward.For some dealers, there are niche opportunities to push

the envelope a little further. Recycled paper offers one ofthe more unusual building materials currently testing theboundaries of what’s possible. A new company in Texas,MasonGreenStar (www.masongreenstar.com), is testing themarket with GreenStar Blox, bricks made from recycledpaper, cement, and proprietary additives. The bricks weighonly about a third of comparably sized adobe or com-pressed earth blocks (CEB). This technology is not readyfor prime time just yet, but it may represent an importantalternative building material in the future.In a return to the past, natural building projects are often

focused on using materials like adobe and CEB, which canbe sourced on the building site. While many dealers arestuck in a “stock and ship” paradigm, on-site materialsourcing and production presents a different kind opportu-nity for the enterprising green dealer. Renting compressed earth brick-making equipment and

hosting training courses could be business opportunities fordealers currently supporting natural builders, or thoseinspired to evangelize natural materials. Earth Tek(www.earthtek.us) is one manufacturer of brick presses andblenders worth a look. But if you’re interested in building your own, you can

do that, too. Open Source Ecology (www.opensourceeco-logy.org), is developing open-sourceplans for what it calls the GlobalVillage Construction Set, machinesthat could be built by almost any-one that would be necessary todeliver the industrial needs of asmall town, including a CEB press.For some, this kind of brickmaking might provide newsources of revenue asdurable as the bricks them-selves.

Jay TomptManaging Partner

William Verde & Associates(415) 321-0848

[email protected]


FAMILY BusinessBy James Olan Hutcheson

“LUCK’S A CHANCE, but trouble’s sure,” the poet A.E.Housman wrote, speaking to the wisdom of prepar-

ing for problems as opposed to counting on good fortune.Even the most serendipitous family business will encountertrouble at some point. Some family business leaders mayturn to attorneys, accountants, family-business consultants,and other experts to provide essential support.But not all problems encountered in a family business

will require outside professional help. A well-preparedfamily business should be able to cope independently withmost of the common issues, such as hiring from within thefamily or a parent’s reluctance to step down.If you want to increase your in-house ability to deal with

challenges like these, the best thing any family businessleader can do is to install an experienced board of directors.

Coping with familybusiness ills

The next best thing is to embark on a lifelong personaleffort to learn all aspects of managing a family business.

Back to SchoolThere are many family-business centers, mostly univer-

sity-based, scattered throughout the U.S. Dozens more cen-


ters devoted to studying and educatingpeople about family business existaround the world. These centers spon-sor research, organize events, andoffer courses. The Family FirmInstitute, a group for family-businessadvisers, offers good resources forstudy, many of them available on itswebsite at www.ffi.org.Some of the university centers offer

multi-year degrees or diplomas infamily-business management. Othershave courses you can complete in afew days or weeks, with valuableinformation on topics as general asbasic management and as specific asintergenerational wealth transfer.Prices vary. Harvard Business Schooloffers a six-day program for a whop-ping $30,000 per four-person group.Less expensive options and single-dayseminars also exist.Visit the LibraryConventions and other gatherings

aimed at family business leaders aresponsored by university or profession-al family-business centers or held byevent management companies. Theyoffer good opportunities to learn. Theymay be one-time affairs, featuringspeakers and panel discussions on spe-cific topics, or annual events thatfocus largely on networking.Both can be educational, offering

leading-edge ideas from recognizedexperts as well as the chance to net-work with like-minded family busi-nesspeople who can provide moreinformal, but often equally usefulinsight.Books are another readily accessi-

ble resource. Options range from thebiographies of famous business fami-lies, to discussions of family businessmanagement issues, to more generalbusiness and professional titles. Oneof the most entertaining and instruc-tive reads on my bookshelf isBirthright: Murder, Power and Greedin the U-Haul Family Dynasty by RonWatkins (William Morrow, 1993), thestory of L.S. Shoen, founder of U-Haul. Another favorite of mine isGeneration to Generation by KelinGersick, John Davis, MarionMcCollom Hampton, and IvanLansberg (Harvard Business SchoolPress, 1997). Give Yourself an EdgeFor the most timely look at family

business issues, there are several fami-ly-business magazines, as well as reg-ular coverage on family business pub-lished in general business magazines.

Family Business Review, the journalpublished by the Family FirmInstitute, presents research by scholarsand practical examinations of criticalissues by experienced family-businessadvisers and leaders.If you take the time to educate

yourself about family business prob-lems now, you’ll not only learn tosolve many of your organization’sproblems without outside help, you’lllearn to distinguish between troublesthat really do require expert assistanceand those you can handle on your

own. On those occasions when you dohave to hire a pro, you’ll also be betterprepared to decide what kind of advis-er you need and you’ll have the toolsto select the best one.– James Olan Hutcheson is managing

partner and founder of ReGenerationPartners, a family business consulting firmheadquartered in Dallas, Tx. He can bereached at (800) 406-1112 orwww.regeneration-partners.com.

Reprinted with permission of ReGenerationPartners. No portion of this article may be reproducedwithout its permission..


Surrey, BC • fax 888-620-3964 • [email protected] • www.crawfordcreeklumber.com

British Columbia WESTERN RED CEDAR,D Fir, Hemlock

FSC /PEFC CERTIFIEDRough, Finished & Engineered Products

DEALER BriefsBackstrom Builders Center,

Bend, Or., is closing after 41 years,with the pending retirements of SueBackstrom and Doug Watson, co-own-ers since 1986.

The hardware store and lumberyardwill close “in the next couple months,”after its inventory is liquidated.

Progress Ridge Ace Hard-ware, Beaverton, Or., held a grandopening March 17-19 for the new13,000-sq. ft. store (Terry Cain, owner).

Floyd’s Ace Hardware ,Pahrump, Nv., closed March 31 after49 years.

Sammamish Ace Hardware,Sammamish, Wa., with its lease expir-ing in September, has found a newlocation (see March, p. 17).

Cole Hardware, San Francisco,Ca., agreed to pay over $50,000 inrestitution for enabling city workers tobuy personal items at its stores usingPublic Utilities Commission funds.

A former PUC supervisor and hiscrew were accused of receiving doc-tored invoices from vendors, includingCole, and submitting them to the PUCfor payment from 2003 to 2007.

A former store employee is awaitinga preliminary hearing, charged with 12felonies linked to the scam.

Ace Hardware, Missoula, Mt.,employees blocked a 29-year-old manfrom driving away after he allegedly pil-fered two reciprocating saws and a drillMarch 24.

According to police, when the sus-pect tried to flee in his car, one workerstood in front of the vehicle and tried totake its license plate, then a co-workerblocked its path with a truck and trailer.

Habitat for Humanity held agrand opening March 10 for its newReStore discount outlet in Mills, Wy.

Habitat also relocated its ReStore inBillings, Mt., to a larger facility and dou-bled the size of its Salem, Or., store to17,000 sq. ft.

Lowe's was named the officialhome improvement retailer of SixFlags amusement parks.

Anniversaries: Farmer’s Build-ing Supply, Grants Pass, Or., 50th… Jarms True Value Hardware,Cheney, Wa., 40th.

Depot Stuck on San FranciscoHome Depot has filed an applica-

tion to build a store in San Francisco,Ca.—a city that has denied two of thechain’s previous applications. “It was disappointing for us, having

invested close to a decade in trying toopen a location in San Francisco,” saidspokesperson Kathryn Gallagher.“However, we have never given uphope, and we’ve been looking for theright location and opportunity to builda store.” The application is for a 120,000-sq.

ft. store with a 18,255-sq. ft. gardencenter on 7.9 acres in the Bayviewsection of the city. Until 2009, theproperty was home to a printing plantfor The Chronicle newspaper.Currently, it’s a temporary home forWebcor, a construction firm. “San Francisco is an important

market for the Home Depot,” saidGallagher. “Our analysis indicates thatthere is more than enough demand formultiple home-improvement retailersin the city.”

Oregon Mill Cited for LeaksSanders Wood Products Co.,

Liberal, Ore., reached a settlementwith the EPA to pay over $108,000 inpenalties stemming from allegedchemical leaks at its sawmills.During a 2009 inspection, an EPA

inspector discovered leaks in threetransformers. He also claimed thetransformers were not properly main-tained and lacked necessary labels.As part of the deal, Sanders

removed the leaking transformers,cleaned up the contaminated areas,

and certified that all of its facilities arecurrently in compliance with allapplicable requirements of the ToxicSubstances Control Act.

SIPs Maker Expands ReachPremier SIPS by Insulfoam,

Tacoma, Wa., has expanded to theEastern U.S. with the addition of man-ufacturing capabilities in Ohio.The company currently supplies

structural insulated panels throughoutthe West from plants in Kent, Wa.,and Dixon, Ca.

Weyco Ships OSB to JapanWeyerhaeuser’s mill in Hudson

Bay, Saskatchewan, Canada, thismonth begins producing JAS-certifiedOSB that will be exported to Japan.Shipping should start in May. “We are very excited to be entering

the Japan market,” said mill managerChad Kelly. “This is a great fit for usin terms of our wood supply and ourproduction strengths. We have a 9-ft.wide press so we can produce 3-ft.wide material very efficiently.”The mill will use a proprietary for-

mulation specifically engineered tomeet JAS strength and stiffness crite-ria, as well as stringent F4 require-ments for formaldehyde emission lev-els. To fit Japanese building practices,the panels will measure 910mmx1820mm (approx. 3’x6’) and 910mmx2730mm (3’x9’). Custom sizes willalso be produced. Based in Federal Way, Wa., the

company has an office in Tokyo andmore than 50 years experience in theJapanese housing market.


Brent Bearnson, ex-Foxworth-Gal-braith, has been named regionaloperations mgr. for BloedornLumber Co., Torrington, Wy.

Thom Wright, ex-All-Coast ForestProducts, is new to sales atRedwood Empire, Morgan Hill, Ca.

Jeffrey Hoggard is a new lumbertrader at American InternationalForest Products, Portland, Or.

Jerry A. Heemstra, ex-SimpsonInvestment Co., has been namedchief financial officer for McFar-land Cascade, Tacoma, Wa. JasonSele, ex-Bright Wood, is nowdirector of information technology.

Jim Ziminski, ex-BlueLinx, is nowcategory mgr.-insulation atProBuild Holdings, Denver, Co. EdWaite, executive v.p.-local opera-tions, transferred from Denver backto Alaska, as senior v.p.-operations.He earlier had been based inAnchorage as president of theSpenard Builders Supply division.Paul Fuller, ex-Reeb Millwork, isnow general mgr. of ProBuild’swindow & door design center inSanta Cruz, Ca.

MOVERS & Shakers Eric J. Cremers was named execu-tive v.p. and chief financial officerfor Potlatch Corp., Spokane, Wa.Brent Stinnett, v.p.-resource man-agement, is retiring at year’s end.Ward Cooper, ex-Weyerhaeuser,is now environmental mgr. in St.Maries, Id.

Robert Argall has been named mer-chandise mgr. of the hardwaredepartment for Orchard SupplyHardware, San Jose, Ca.

Ara Erickson, ex-Forterra, was namedsustainability mgr. at WeyerhaeuserCo., Federal Way, Wa.

Kevin Measel was appointed seniorv.p.-store operations for Lowe’sWest division, replacing JimFrasso, who is retiring after 17years with the company.

Steven Benasso is new to commercialsales at Pabco Gypsum, RanchoCordova, Ca.

Steve Stallard has joined ECiSoftware Solutions, Fort Worth,Tx., overseeing business develop-ment for the LBM market.

Kent C. Strait is visually gradingboards at Mungus-Fungus ForestProducts, Climax, Nv., report HughMungus and Freddy Fungus.

(Continued on page 52)

Barry Haugen, ex-Arch Wood Pro-tection, joined Troy Corp., FlorhamPark, N.J., as western regional mgr.for its coating division.

Don Kavert, ex-Barr Lumber, is nowshipping & receiving mgr. forUniversal Forest Products, River-side, Ca.

Jason Allen is now general mgr. ofInternational Wood Products’Tumwater, Wa., branch. ChristinaButtz, ex-Lumber Products, is newto sales. Bob Berwick is now v.p.-sales & marketing, based inClackamas, Or.

Dean Hague, ex-Swanson Group, isnow with Sherwood Lumber,Medford, Or.

Michael Jarman, ex-BridgewellResources, is now handling interna-tional sales for Wood BrokerageInternational, Lake Oswego, Or.

Steven Ward, ex-Talon/AFA-USA,has founded Far East Trading,Wilsonville, Or. Jin-Li Lao, ex-Talon, is Chinese sales mgr.

Brian Johnson, ex-Clearwater Paper,is new to sales at Enyeart CedarProducts, Tigard, Or.

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

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Screw Products Inc. , GigHarbor, Wa., is now marketing its fullline of fasteners and hardware througha new site, www.screwsolutions.com.

In addition, Screw Products’ C-Deckcomposite deck screw has beenapproved for use with Trex Transcendand Enhance lines.

Freres Lumber, Lyon, Or., suf-fered damage to a machine shop froma Feb. 16 fire.

Coos Head Forest Products,Coos Bay, Or., is now distributing theFSC-certif ied Humboldt Red-wood line of decking, fencing, gardenand landscaping products.

Heppner Hardwoods, Azuza,Ca., now distributes Incadex cumarudecking (4/4”x6” and 5/4”x6”) from theBozovich Group’s FSC-certifiedforests in Peru.

Chicago Suburban , ForestPark, Il., is stocking Diamond Pier fromPin Foundations, Gig Harbor, Wa.

Premier SIPS by Insulfoam,Tacoma, Wa., has earned FSC chain-of-custody certification for the OSB ituses in its SIPs.

Jeld-Wen, Klamath Falls, Or.,achieved FSC certification for customwood windows and patio doors manu-factured in pine at its Bend, Or., facility.

Roseburg, Dillard, Or., obtainedEco-Certified Composite certificationfrom the Composite PanelsAssociation for its four compositepanel plants—Dillard, Missoula, Mt.;Taylorville, Ms., and Simsboro, La.

Timber Products, Springfield,Or., received CPA’s Eco-CertifiedComposite Sustainability Standard forparticleboard at its Medford, Or., plant.

Eco Building Products, Vista,Ca., obtained GreenGuard Children &Schools Certification for its Eco RedShield coatings.

Stimson Lumber’s shutteredsawmill in Bonner, Mt., installed a newwood chipper to break down excesslogs and ship the wood chips by rail tomills in Washington.

Nevada Wood Preserving,Silver Springs, Nv., received an OSHASafe Partner award.

SUPPLIER Briefs

IMPROVING TIME MANAGEMENT forsalespeople has been an obsession

of mine for more than 30 years. In thelast decade, I’ve been involved inhelping tens of thousands of salespeo-ple better their results through moreeffective use of their time. Over the years, I’ve seen some reg-

ularly occurring patterns develop—tendencies on the part of salespeopleto do things that detract from theireffective use of time. Here are thefour most common time-wasters I’veobserved. See if any apply to you oryour salespeople.

KAHLE On SalesBy Dave Kahle

Biggest time wastersfor salespeople

1. Allure of the urgent/trivialSalespeople love to be busy and

active. We have visions of ourselvesas people who can get things done.No idle dreamers, we’re out theremaking things happen!A big portion of our sense of worth

and our personal identity is dependenton being busy. At some level in ourself image, being busy means that wereally are important. One of the worstthings that can happen to us is to havenothing to do, nowhere to go, andnothing going on. So, we latch ontoevery task that comes our way,

regardless of the importance. For example, one of our customers

calls with a back-order problem. “Ohgood!” we think. “Something to do!We are needed! We can fix it!” So,we drop everything and spend twohours expediting the backorder. In retrospect, couldn’t someone in

purchasing or customer service havedone that? And couldn’t they havedone it better than you? And didn’tyou just allow something that was alittle urgent but trivial prevent youfrom making some sales calls? Andwouldn’t those potential sales calls be

to the point where they have a com-fortable routine. They make enoughmoney and they have established rou-tines and habits that are comfortable.They really don’t want to expend theenergy it takes to do things in a betterway, or to become more successful oreffective.This can be good. Some of the

habits and routines that we followwork well for us. However, our rapid-ly changing world constantly

a whole lot better use of your time?Or, one of our customers hands us

a very involved “Request for Quote.”“Better schedule a half-day at theoffice,” we think. “Need to look upspecifications, calculate prices, com-pile literature, etc.” We becomeimmediately involved with this task,working on this project for our cus-tomer. In retrospect, couldn’t we havegiven the project to an inside salesper-son or customer service rep to do theleg work? Couldn’t we have just com-municated the guidelines to someoneand then reviewed the finished pro-posal? Once again, we succumbed to the

lure of the present task. That prevent-ed us from making sales calls andsiphoned our energy away from theimportant to the seemingly urgent.I could go on for pages with exam-

ples, but you get the idea. We are soenamored with being busy and feelingneeded that we often grab at any taskthat comes our way, regardless ofhow unimportant. Each time we do,we compromise our ability to investour selling times more effectively.

2. The comfort of the status quoA lot of salespeople have evolved

demands new methods, techniques,habits and routines. Just becausesomething has been effective for afew years doesn’t mean that it contin-ues to be so. This problem developswhen salespeople are so content withthe way things are, they have notchanged anything in years.If you haven’t changed or chal-

lenged some habit or routine in thelast few years, chances are you are notas effective as you could be. For example, you could still be

writing phone messages down on lit-tle slips of paper, when entering theminto your contact manager would bemore effective. This is a simple exam-ple of a principle that can extendtowards the most important thingsthat we do. Are we using the sameroutines for organizing our workweek, for determining who to call on,for understanding our customers, forcollecting information, etc.? There isno practical end to the list.Contentment with the status quo

almost always means salespeople whoare not as effective as they could be.

3. Lack of trust in other peoplein the organizationSalespeople have a natural tenden-


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cy to work alone. After all, we spendmost of the day by ourselves. Wedecide where to go by ourselves, wedecide what to do by ourselves, andwe are pretty much on our own allday long. It’s no wonder then, that wejust naturally want to do everythingby ourselves.That’s generally a positive person-

ality trait for a salesperson.Unfortunately, when it extends tothose tasks that could be done betterby other people in our organization, itturns into a real negative.Instead of soliciting aid from oth-

ers in the organization, and thereby

making much better use of our time,many salespeople insist on doing itthemselves, no matter how redundantand time-consuming the task. Theworld is full of salespeople who don’ttrust their own colleagues to write anorder, to source a product, to enter anorder in the system, to follow up on aback order, to deliver some sample orliterature, to research a quote, todeliver a proposal, etc. Again, the listcould go on and on. The point is that many of these

tasks can be done better or cheaper bysomeone else in the organization. Thesalespeople don’t release the tasks to

them because they, the salespeople,don’t trust them to do it. Too bad. It’sa tremendous waste of good sellingtime and talent.

4. Lack of tough-mindedthoughtfulnessUltimately, time management

begins with thoughtfulness. Thatmeans a sufficient quantity of goodquality thought-energy invested in theprocess. I like to say that good timemanagement is a result of “thinkingabout it before you do it.” Good time managers invest suffi-

ciently in this process. They set asidetime each year to create annual goals,they invest planning time every quar-ter and every month to create plansfor those times, they plan every weekand every sales call. Poor sales timemanagers don’t dedicate sufficienttime to the “thinking about it” phaseof their job.Not only do good sales time man-

agers invest a sufficient quantity oftime, but they also are disciplined andtough-minded about how they think.They ask themselves good questions,and answer them with as much objec-tivity as they can muster. “What do I really want to accom-

plish in this account?” “Why aren’t they buying from

me?” “Who is the key decision-maker in

this account?” “Am I spending too much time in

this account, or not enough in thatone?”“How can I change what I am

doing in order to become more effec-tive?”These are just a few of the tough

questions that good sales time man-agers consider on a regular basis.They don’t allow their emotions orpersonal comfort zones to dictate theirplans. They go where it is smart to go,do what it is smart to do. They dothese things because they have spentthe quantity and quality of thought-time necessary.Of course, there are hundreds of

other time-wasting habits. These four,however, are the most common.Correct them and you’ll be well onyour way to dramatically improvedresults.– Dave Kahle is a leading sales educa-

tor and author of nine books, including hislatest, How to Sell Anything to AnyoneAnytime. He can be reached at (800) 331-1287 or via www.davekahle.com.


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bringing jobs back to America. It really is a win-win idea.” Powell said that the website—www.buildtheus.com—is

a searchable database, not just a list of products and ser-vices. Its goal is to connect and showcase American-madeproducts to builders and designers.

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ACE HARDWARE presented Vendor of the Year Awards during itsrecent spring convention in Atlanta, Ga. Accepting the awards were (l-r)Greg Costello, First Alert; Terry McConnell, Cargill; Brad Corbin, Vanco;Lindsey Honick, Flanders; Chris East, Camco; Joanne Fillius, Procter &Gamble, and Bruce Fischer, Werner Ladders.

Tembec Finalizes Sale to CanforTembec Inc., Montreal, P.Q., finalized the sale of its

wood products assets in British Columbia to Canfor Corp.,Vancouver, B.C.Canfor purchased Tembec’s Elko and Canal Flats

sawmills and the associated Crown tenures, approximately1.1 million cubic meters of combined Crown, private land,and contract annual allowable cut. The transaction also includes a long-term agreement to

provide residual fiber supply for Tembec’s pulp mill inSkookumchuck, B.C. Tembec anticipates using the cash proceeds to pay

down revolving operating debt and for general corporatepurposes.

New Website Touts Made-in-America Building ProductsDudley Powell and Gary Rackliff, two businessmen

from Orlando, Fl., have launched a new website dedicatedto rebuilding America with products made in the U.S.“I’ve talked to a lot of building contractors and archi-

tects who love the idea of buying American,” said Powell.“These two industries have been devastated in recent years,and people are excited about boosting our economy while


NEVER ASSUME that customersunderstand when you fall short.

You may want to believe that theysympathize when you’re short-handedat the counter because someone calledin sick, or that they’ll be patient whena call-in order isn’t ready becauseyou’ve been busy, or that they don’tmind being placed “on hold.”While it would be nice if customers

did cut you some slack during chal-lenging times, the hard fact is thatregardless of how the economy per-forms, customer expectations of howsuppliers perform continue to escalate.It’s business evolution. Some deal-

ers and wholesalers fail during unsta-ble times, while others emergestronger than before. The strong seeopportunities to turn loyal customers

Never be second

OVER THE CounterBy Mike Dandridge

into advocates and to gain marketshare from weaker competitors. If that stronger distributor is you,

there are several things you know youmust do. For starters, ramp up yourknowledge of your customers. Findout where they are hurting and howyou can help. Determine your firm’sstrengths and flaws, and be aware ofcompetitors’ competencies. And rec-ognize that there are several thingsyou must avoid doing altogether.

1. Never think, “Our customers aredifferent.” One of the biggest mistakesa wholesaler makes is buying into theidea that customers in the constructionindustry are somehow different fromcustomers in the retail world, or thatB2B customers are different from

B2C. They’re not. The contractor at your counter

today will buy something from aretailer this week. He may take histruck in for an oil change and enjoycomplimentary cookies and beverageswhile relaxing in a comfortable wait-ing room. He might take his 5-year-old for ice cream where an enthusias-tic scooper turns a double-dip coneinto a juggling act worthy of a Disneyentertainer. When your store is closed,he’ll go to a d-i-y box and a knowl-edgeable greeter will eagerly welcomehim. High-performing retailers likeStarbucks, Apple and Amazon estab-lish the expectations of today’s cus-tomers. These expectations aren’t low-ered just because a customer is dealingwith a wholesaler.


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2. Never engage in a price war.Identify brands that still command andget full price. Then stock them accord-ing to customer demand. Focus onkeeping margins healthy. Avoid the“how cheap do we have to be to getthis order” mentality. Have a littlefaith in your own reputation as a solu-tion provider.3. Never mention “The Economy.”

It’s easy to commiserate with cus-tomers and share in the doom-and-gloom headlines from the twitchynews people who seem committed tospreading fear. Don’t participate inthat conversation. As Warren Buffetpoints out, “Fear is very contagious.You can get fearful in five minutes,but you don’t get confident in fiveminutes.” Do you really want to makeyour customers afraid to buy? Be con-fident, not fearful.4. Never promise exceptional ser-

vice. “The customer is king,” “bestservice in town,” and “service after thesale” are clichés and hype. If your cus-tomer hears you make these emptyclaims, they probably won’t believeyou. Instead, offer facts that can be

quantified and substantiated. “We

7. Never assume your customer’sloyalty. Your most loyal customers aretypically your most profitable, espe-cially when you consider lifetimevalue. They’re most likely to referother customers to you, increasespending as they grow, and provide aninvaluable resource of information.Find out why they buy from you andwhat you can do to reward their loyal-ty. Consultant Clive Humby says,“Customer loyalty isn’t about cus-tomers being loyal to you. It’s aboutyou being loyal to your customers.You earn loyalty by giving it.”Companies that avoid these pitfalls

discover a business landscape that ismore rewarding, less competitive, andless crowded. Look at Starbucks,Apple, Amazon. Each occupies a posi-tion in the business stratosphere thattranscends commodity and compari-son. And when you transcend com-modity and comparison, your cus-tomers will say, “I’d never take mybusiness anywhere else.”– Mike Dandridge is an industry speak-

er, founder of consulting firm HighVoltage Performance, and author ofBusiness Turnaround. Reach him at (254)624-6299 or [email protected].

average a 97% fill-rate on all orders.”“Local deliveries made within twohours, guaranteed.” “On call 24 hoursa day.” Never make a claim you can’tsubstantiate. Facts, statistics and specsare more believable than broad sweep-ing generalities.5. Never share internal problems.

Recently a customer told me about alayoff at a competitor of mine. When Iasked a friend who worked at the busi-ness in question, he verified the exactinformation that the customer had toldme. The only reason the customereven knew about it was because some-one at the company told him. Customers talk to each other. Shar-

ing negative information about yourcompany with one customer can instillpanic in your entire account base.Keep “family business” in the family.6. Never preach what you don’t

practice. Persuading your customer tobuy the latest “green” product is diffi-cult when you’re using last century’stechnology and products. If you’regoing to target the green market, youhave to practice sustainability withinyour own business. And the same goesfor any market you want to penetrate.Use the products you’re promoting.


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WHAT YOU WANT.WHEN YOU NEED IT.

ALL-WOOD SKYSCRAPERS are the subject of a new B.C. study. (Artwork courtesy of mgb ARCHITECTURE + DESIGN,

Equilibrium Consulting, LMDG Ltd, and BTY Group)

Designers Use EWP to Push forWorldʼs Tallest Wood BuildingWhat’s expected to be the tallest wood building in North

America—and possibly the world—will be built using newconstruction methods and engineered wood products, ratherthan traditional concrete and steel. More than 30 firms have expressed interest in designing

and constructing the proposed 10-story Wood Innovationand Design Centre in Prince George, B.C. The buildingwould be used as a teaching and research center for devel-oping innovative wood products.“I think the opportunities around non-residential, tall

building construction as it relates to softwood is the firstreally good value-added industry opportunity I’ve seen,”said Jobs Minister Pat Bell. For the engineered wood build-ing industry to be successful, he said, it has to developtechnical expertise, create production capacity, and changeoutdated building codes that don’t contemplate using woodbeams instead of steel or concrete. One champion of the project is architect Michael Green,

who heads his own firm in Vancouver, B.C., and co-wroteThe Case for Tall Wood Buildings, which was released lastmonth. He maintains that up to 30-story skyscrapers can besafely built with “mass timber”: cross laminated timber,laminated strand lumber, and laminated veneer lumber. “The report describes a new structural system in wood

that is the first significant challenger to concrete and steelstructures since their inception in tall building design morethan a century ago,” said Green. “It’s the first to show howto do it in a predominantly wood way at the scale we aretalking about.”He sees tall wood buildings as a way to tackle climate


change and increase sustainability inurban areas. “Concrete production isresponsible for 5-8% of the world’scarbon emissions,” he said. “Steelproduction eats up 4% of the world’senergy.” Combined with responsibleand sustainable harvesting of naturalresources, he said, wood is a cost-effective, practical, and responsiblematerial for structural use in mid-riseand tall buildings. Another issue is cost. According to

Green, the cost of building a 12-storywood building would be the same asfor concrete, about $283 per sq. ft. A20-story wood tower would cost mar-ginally more than concrete, at $300per sq. ft. versus $294. “For the idea of tall wooden build-

ings to be viable they have to be costeffective,” Green said. “We can showthat wood structures are dollar fordollar or cheaper compared to otherbuildings.”According to experts, there’s a

worldwide trend toward taller woodbuildings. In Norway, a 17-storywood building is being considered.Austria is contemplating a 30-storyhybrid wood and concrete building. “We’re at the stage where we’re

able to show what’s possible, a bitlike that Eiffel Tower moment,” hesaid. “That was built when no oneused or understood tall structures, butit showed what could be done and,just as importantly, it stretched theimagination.”

DuraLife Decking RevivedFormer CorrectDeck executives

have formed Integrity CompositesLLC to acquire the DuraLife compos-ite decking line and Biddeford, Me.,production facility from GAFBuilding Materials, Wayne, N.J.GAF acquired the bankrupt

Correct Building Products plant andother assets in 2009, but decided todiscontinue them late last year.Integrity will again manufacture

decking, railing, porch and dock prod-ucts at the 100,000-sq. ft. plant.“We are extemely pleased to be

manufacturing and shipping state-of-the-art decking products to our cus-tomers and to have the opportunity towork with key personnel, some ofwhom have been employed at thefacility since its inception,” said gen-eral manager Jeff True. True had been c.o.o./v.p. of

Correct. Integrity chairman MattBevin was president and chairman ofCorrect.

Quality Engineered Wood Products for today’s builder®

Lyle Lee has been building custom homes for over 20 years. Here is what he has to say about Roseburg’s Engineered Wood Products.

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I find Roseburg’s RFPI®-Joist and RigidLam® LVL to

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This home is 6,000 square feet so I used I Joist and LVL

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consistency was exactly the same. If you want to

maximize your profit, I would recommend using

Roseburg’s Engineered Wood Products”.

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L. Lee Building Company

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NEW Products

Fire-Resistant JoistsWeyerhaeuser’s TrusJoist line now includes Flak

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Coated Deck ScrewsDeckfast epoxy-coated screws by Starborn Indus-

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Combination HousewrapHydroGap drainable housewrap from Benjamin

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Easy-to-Choose Exterior FinishesThe new Storm System line of exterior finishes

from California Paints reportedly makes choosing theright product easier than ever before.The finishes are organized in five easy-to-under-

stand categories that utilize familiar color-codedweather symbols and conditions. Category 1 “Clear”transparent finishes (natural oil finish, wood lifeextender, waterproofer) provide basic moisture protec-tion. Cat 2 “Light” toned and semi-transparents (oilfinishes, pentrating oil finish, latex stain) offer mois-ture and light UV protection. Cat 3 “Moderate” semi-solids (alkyd linseed oil

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WD-40 Branches OutTWD-40 has introduced five new products for spe-

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More Green StudsIn response to market demand, Rosboro has

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Recycled Plastic DeckingLumberock decking is manufactured with at least

75% post-consumer recycled plastic and a mineraladditive. Available in nine colors, the boards are warranted

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Wood-Like Asphalt ShinglesLaminated asphalt shingles from

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Colorful FiberCement PanelsIllumination Series fiber

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Adjustable HeadersAdjustable header kits from

Focal Point promise to simplifyfinishing of windows and doors.Each kit contains two cross-

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Engineered Wood FlooringProLength Plankfloor is pre-jointed and ready to

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

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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

Cellular PVC DeckingTrailways cellular PVC decking from Gossen

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Photos by The MerchantWWPA ANNUAL MEETING

WESTERN WOOD Products Association held its annual meeting March11-13 in Portland, Or. [1] Steve Brandt, Jim Moses, Mike Burns, KipBurns. [2] Darrel & Hope Pederson. [3] Connie & Frank Stewart. [4] Tom& Kay Dahlke, Lori & John Dalke. [5] Niklas Karlsson, Rick Palmiter. [6]Laurie Creech, Allan Trinkwald. [7] Tim Cornwell, Erol Deren, TedRoberts. [8] Bob Shepherd, Bert Fackrell. [9] Brad Hatley, Bob Miller.[10] Ken Rankin, Gary & Pam Mathews. [11] Gregg Andrews, ThomasD. Love. [12] Sam Pope, Art Andrews. [13] Peter Johnson, JamieTrenter, Jeff Romo. [14] Bill Briskey, George Emmerson. [15] Steve

Schmitt, Jim Vandegrift. [16] Craig Larsen, Grace Tam. [17] ScottZimmerman, Mark Mitchell. [18] Sheldon Howell, Joshua Tyler. [19]Cyndee Johnson, Chuck Roady. (More photos on next page)

WWPA elected new board members to three-year terms during itsannual meeting— Thomas Temple, Potlatch, Spokane, Wa.; GeorgeEmmerson, Sierra Pacific, Redding, Ca.; Steve Swanson, SwansonGroup, Glendale, Or., and Thomas Lovlien, Boise Cascade, Boise, Id.


MORE WWPA (continued from previous page)in Portland, Or.: [1] Steve Swanson, KenTennefoss, Mike Phillips. [2] Chuck Balsano,Scott Elshon. [3] Ashlee Tibbets, Rich Geary,Natalie Macias. [4] Howard Zosel, EricSchooler. [5] Brad Hatley, Debbie & DuaneVaagen. [6] Kevin & Adrienne Binam.


LACN’S 2nd GROWTH group met March 1 in Buena Park, Ca. [1] JeanHenning, Terry Rasmussen. [2] Jason Rutledge, Allan Pantig. [3] SteveLawrence, Doug Willis, Chris Skibba, Tim Hummel. [4] Chris McConnell,Mike Caputo, Betty Bendix, Nick Larr, Marc Spitz. [5] Steve Mitchell, Paul

Corso, Jason Croy. [6]Danny Sosa, MiguelGutierrez, Dan Croker.[7] Bruce Huewe, MikeBland. [8] JayMcArthur, NateFreeman. [9] JohnMayhew, Al Reed. [10]Jarrett Deschenes, JoeAllotta. [11] LovellWil l iams, WalterFrederick. [12] DanielMartinez, Bil l

Ferguson. [13] John Davis, Joe McGuire. [14] Janeece Lowder, NatalieAllen. [15] Scott Whitman, David Jones. [16] Mark Huff, Troy Huff. [17]John Pasqualetto, Tianna Cash. [18] John Neel, Jennifer Buford, ShawnKnight. [19] Jim Nicodemus, Randy Jackson, Gerry Perez.

Photos by The MerchantLACN’S 2NDGROWTH


CHEMONITE COUNCIL gathered for its annual meeting Feb. 22 inPortland, Or. [1] Bob Palacioz, Darrell Smith, Marcus Smith. [2] SandeLavino, Tim Carey. [3] Huck DeVenzio, Bob Gruber. [4] Bob Baeppler,

Barry Haugen, Grady Brafford. [5] Rich & Joanne Hufnagle. [6] Jerry Farley,Kyle Nowatzke. [7] Peter Osborne, Steve Shields, Alex Flores. [8] RobDenison, Don Bratcher. [9] Eric Lummus, Randy Baileys.

CHEM

ONITE C

OUNCIL Photos by H

uck DeV

enzio

Universal has been a key supplier in Southern California for years. With the broadest lineup of lumber and specialty products in the area, it’s no wonder why dealers look to UFP as a key supply partner.

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Umpqua Valley Lumber Asso-ciation is reviving its Mill Week thissummer for the first time since 2009.The event begins Aug. 2 with tours

of participating mills (Roseburg,Dillard; C&D Lumber, Riddle; D.R.Johnson Lumber, Riddle; RiddleLaminators, Riddle; Swanson Group,Roseburg, and Douglas County ForestProducts, Roseburg, Or.—and cappedby an industry dinner. A golf tourna-ment follows Aug. 3 at Myrtle CreekGolf Course, Myrtle Creek, Or. For more info, contact Alice Briggs

ASSOCIATION Update

([email protected]) or LindsayEggleston ([email protected]).

Western Building MaterialAssociation, following a successful108th annual convention in Tulalip,Wa., announced that next year’s 109thannual will return to Portland, Or., atthe DoubleTree Lloyd Center.

Mountain States Lumber &Building Material Dealers Associa-tion kicks off its next WOOD Councilgolf tournament July 17 at Ranch Golf

& Country Club, Westminster, Co. Lumber Association of California

& Nevada is preparing for its annual2nd Growth summer conference July19-20 at Rancho Las Palmas Resort &Spa, Rancho Mirage, Ca.

Western Wood PreserversInstitute holds its summer meetingJune 24-26 at Ritz Carlton-BachelorGulch, Avon, Co.

Southern Oregon Lumberman’sAssociation will enjoy a golf tourna-ment and barbecue July 26-27 atRogue Valley Country Club, Medford,Or.

Los Angeles Hardwood Lumber-man’s Club hosts its annual electionnight June 14 at Moreno’s MexicanRestaurant, Orange, Ca.

North American WholesaleLumber Association has bookedOakland A’s general manager BillyBeane, the subject of Moneyball, tospeak at its annual conference April29-May 1 at the Broadmoor, ColoradoSprings, Co.The meeting will be kicked off by

motivational speaker Vince LombardiJr., followed by Lt. General Russel L.Honore, commanding officer of TaskForce Katrina, addressing crisis man-agement, and Dr. Gustavo Grodnitzkydiscussing generational challenges intoday’s workplace.

IN MemoriamRichard F. “Dick” Jackson, presi-

dent and c.e.o. of Pacific WoodPreserving Cos., Bakersfield, Ca., diedMarch 15 in Vacaville, Ca., after athree-year battle with cancer. He launched PWP in 1972, expand-

ing to five treating plants in Arizona,California, Nevada and Oregon, and amanufacturing facility in Texas. He was an active member of the

American Wood Protection Associ-ation, which plans to honor him withan Award of Merit Recognition at itsupcoming annual meeting.His wife, Elaina Jackson, now

heads PWP as chief operating officer.Donald R. “Don” Deardorff, 83,

chairman of Eagle Veneer, GrantsPass, Or., died March 15.He began his career in the late

1940s at Fir Manufacturing Co. andworked Edward Hines Lumber and


Corvallis, Or., as secretary, treasurer,and a director, while also serving,starting in 1986, as executive v.p. ofsister companies Chintimini andDiamond-B Lumber, Philomath, Or.He retired in 2009 as chief operat-

ing officer of Sustainable ForestSystems, Miami Beach, Fl. John O. Weaver, 85, c.e.o. of

Weaver Forest Products, White City,Or., died March 15 in Medford, Or.After serving in the U.S. Naval

Reserve during World War II, he grad-uated from the University of Kansas.With his wife, Lois, he founded

Weaver Forest Products in 1975.James Doherty, 92, former general

manager of El Cerrito Mill & Lumber,El Cerrito, Ca., died March 22.He served as a first sergeant in the

Army during World War II. He retired in 1983.Dean “Joe” Bloxham, 84, retired

owner of Downey Lumber, Downey,Id., died Jan. 27 in Pocatello, Id. In 1956, he and Gail Boam pur-

chased Anderson Lumber, Downey.He bought out his partner nine yearslater and renamed the businessDowney Lumber Co.

Del Garber, 73, owner of Coast toCoast Ace Hardware, Gig Harbor,Wa., died of cancer Feb. 28.He opened the store in the late

1970s, eventually adding a store onBainbridge Island, Wa., and a secondin Gig Harbor. He was Pacific Northwest Hard-

ware Association chairman in 1997and later president and a director ofNational Retail Hardware Association.Settimo “Sam” Sarti, 89, retired

supervisor for McCloud Lumber Co.,McCloud, Ca., died Feb. 26 in MountShasta, Ca.A U.S. Army veteran of World War

II, he spent six months as a POW inGermany.Don Raymon Kantas, 70, long-

time Washington sawmill manager,died Jan. 30 in Shelton, Wa.After receiving a degree from

Oregon Polytech, he began his 30+-year career as a mill superintendentand manager, overseeing facilities forLouisiana Pacific in Wisconsin; LittleSkookum Lumber Co., Shelton, Wa.;Mary’s River Lumber, Montesano;Bambee Mill, Renton, and Treesource,Spanaway and Tumwater, Wa.

Weyerhaeuser, before joining theDouglas Fir Plywood Association asquality supervisor in 1958. In 1962, hebecame superintendent and later pro-duction manager of Nordic Plywood,Sutherlin, Or. Two years later, hejoined Agnew Plywood, Grants Pass.In 1972, he and three co-workersbought Agnew’s assets and formedFourply. He served as president and in1980 became sole owner. He foundedEagle Veneer in 1984.He served on the boards of the

American Wood Council, NationalForest Products Association (as presi-dent in 1982-83), and APA board oftrustees from 1970 to 1998, includingas chairman from 1979 to 1981.Richard D. Procarione, 78, for-

mer co-owner of Chintimini ForestProducts, Albany, Or., died of pancre-atic cancer Feb. 20 in Eugene, Or.After graduating from the

University of Washington and servingin the Army, he became a chemist atMartin-Marietta, Seattle, Wa. In 1964,he joined Gossett Resins & Chemicalsas president. He went on to CascadeResins, Umpqua Plywood, ContinentalResins, and Minnesota Resins. In 1980, he joined Brand S. Corp.,


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Contact Heather at(949) 852-1990

[email protected] 949-852-0231

BPDBuilding Products Digest

CLASSIFIED Marketplace

Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centeredcopy or headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished“camera-ready” (advertiser sets the type), $65 if we set type. Send ad to Fax 949-852-0231 ordkoenig@ building-products.com. For more info, call (949) 852-1990. Make checks payable toCutler Publishing. Deadline: 18th of previous month.

HELP WANTEDLOOKING FOR EXPERIENCED truck andindustrial lumber brokers, for operations out ofour Eagle, Id., office. Eagle Forest Products,[email protected], www.eaglefp.net.

LLaatteesstt BBrreeaakkiinnggIInndduussttrryy NNeewwss

for Dealers,Wholesalers &Manufacturers—Updated Daily

bbuuiillddiinngg--pprroodduuccttss..ccoomm

FOR SALE

CLASSIFIED ADVERTISINGOrder Blank– Fax to 949-852-0231

or email to [email protected] –

Name ______________________ Phone ( ) ______________Address ______________________________________________City ______________________ State ____ Zip _______-_____COPY ____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

$1.20 per word (25 word minimum).............................._____9.00 per line of headline or centered copy ..................._____9.00 border ..................................................................._____15.00 private “blind” box..............................................._____

TOTAL _____($55 per column inch for camera ready copy; $65 if we set type)TO RUN: ____ TIMES _____ TILL FORBIDDEN

Movers & Shakers(Continued from page 30)

Curt Stevens has been appointedc.e.o. of Louisiana-Pacific Corp.,Nashville, Tn., effective May 4. Hesucceeds Rick Frost, who is retir-ing after seven years as c.e.o.

Lance Clark is the new mgr.-mem-bership & marketing for theInternational Wood ProductsAssociation.

Alan Marquis has joined Alside, asterritory mgr. for Denver, Co.

Jason Clark, ex-MasterBrand Cabi-nets, is now Southern Californiaterritory mgr. for Norcraft Cos.

Kevin, David and Brent Bradshaw,all ex-Taiga, have formed SticksBuilding Products, Langley, B.C.,wholesaling commodity lumberand panels.

Gary Furst has been named v.p. ofhuman resources, general counsel,and corporate assistant secretary ofDo it Best Corp., Fort Wayne, In.Gary Nackers is now director ofprogram development for LBM.Jason Peterson succeeds him asnational sales & business develop-ment mgr. Shane Burnworth isassistant merchandise mgr.;Lauren Wilson, global sourcingassistant merchandise mgr.; JaniceKoogler, merchandise coordinator,and Tom Mowery, outbound oper-ations mgr.

Jason Fraler, co-founder of BuildingIndustry Partners, has launchedLBM industry-focused merchantbanking firm Anchor Peabody,New York, N.Y.

Answers on SP Design ValuesSouthern Forest Products Associa-

tion facilitated a task group of indus-try leaders representing key customergroups to develop answers to the mostcommonly asked questions regardingSouthern Pine Inspection Bureau’snew design values for visually gradedsouthern pine lumber. The questionsand answers have been posted atwww.southernpine.com.Answers address transition issues,

how to obtain similar load-carryingcapabilities, and why only somegrades and sizes are currently affected.“The effective date of June 1

allows for an orderly transition to thenew design values,” says SFPA’sCathy Kaake. “These answers addressthe most common questions raisedsince the ALSC’s decision.”SFPA will continue updating the

site as the June 1 changeover nears.


DATE BookListings are often submitted months in advance. Always verify

dates and locations with sponsor before making plans to attend.

American Architectural Manufacturers Association – April 10-11,spring meeting, Embassy Suites Portland Airport, Portland, Or.;(847) 303-5664; www.aamanet.org.

Structural Insulated Panel Association –April 10-12, annualmeeting & conference, Embassy Suites, San Antonio, Tx.; (253)858-7472; www.sips.org.

National Wood Flooring Association – April 10-13, conference &wood flooring expo, Gaylord Palms Resort & Convention Center,Orlando, Fl.; (800) 422-4556; www.woodfloors.org.

International Wood Composites Symposium – April 11-13, RedLion, Seattle, Wa.; (509) 335-2262; woodsymposium.wsu.edu.

Lumber Association of California & Nevada – April 12, associ-ates/dealers golf tournament, Black Gold Golf Club, Yorba Linda,Ca.; (800) 266-4344; www.lumberassociation.org.

North American Wholesale Lumber Assn. – April 12, regionalmeeting, Vancouver, B.C.; (800) 527-8258; www.lumber.org.

Southern California Hoo-Hoo Club – April 18, dinner & meeting,Anaheim Hills Golf Course, Anaheim, Ca.; (760) 324-0842;www.hoohoo117.org.

Olympic Logging Conference – April 18-20, Fairmont Empress,Victoria, B.C.; (360) 452-9357; olympicloggingconference.com.

Remodeling & Decorating Show – April 21-22, Civic Center, SantaMonica, Ca.; (818) 557-2950; www.thehomeshow.com.

Transload Distribution Association – April 23-25, conference,Doubletree, Memphis, Tn.; (503) 656-4282; www.transload.org.

National Kitchen & Bath Association – April 24-26, annual show,McCormick Place, Chicago, Il.; (800) 843-6522; www.nkba.org.

Oregon State University – April 26-27, selling forest productscourse, OSU, Corvallis, Or.; (541) 737-4240; oregonstate.edu.

Hoo-Hoo International – April 26-29, annual convention, SanctuaryResort, Bunbury, Australia; (800) 979-9950; www.hoo-hoo.org.

Black Bart Hoo-Hoo Club – April 28, poker tournament, BurgessHorse Barn, Healdsburg, Ca.; (707) 889-0049; www.blackbart-hoohoo181.org.

Los Angeles Hardwood Lumberman’s Club – April 28, day at theraces, Santa Anita Racetrack, Arcadia, Ca.; (626) 445-8556;www.lahlc.net.

National Assn. of Home Builders – April 29-May 1, national greenbuilding conference, Nashville, Tn.; (800) 368-5242; nahb.org.

North American Wholesale Lumber Association – April 29-May1, leadership conference, The Broadmoor, Colorado Springs,Co.; (800) 527-8258; www.lumber.org.

American Wood Protection Association – April 29-May 2, annualmeeting, Hilton Nashville Downtown, Nashville, Tn.; (205) 733-4077; www.awpa.com.

Forest Products Society – May 1-3, international conference, LittleAmerica Hotel, Flagstaff, Az.; (608) 231-1361; forestprod.org.

National Hardware Show – May 1-3, Convention Center, LasVegas, Nv.; (888) 425-9377; www.nationalhardwareshow.com.

North American Retail Hardware Association – May 1-3, conven-tion, Bellagio , Las Vegas, Nv.; (800) 772-4424; www.nrha.org.

Wood Machinery Manufacturers of America – May 2-4, wood-working conference, Delray Beach Marriott, Delray Beach, Fl.;(323) 838-9443; www.wmma.org.

Lumber Association of California & Nevada – May 3, 2nd Growthmeeting, location TBD; (800) 266-4344; lumberassociation.org.

Material Handling Equipment Distributors Association – May 5-9, annual convention, Loews Miami Beach Hotel, Miami Beach,Fl.; (847) 680-3500; www.mheda.org.

National Retail Federation – May 6-8, global supply chain summit,Hyatt Regency, Atlanta, Ga.; (800) 673-4692; www.nrf.com.

American Coatings Show – May 7-10, Indiana Convention Center,Indianapolis, In.; (202) 462-6272; www.paint.org.

Los Angeles Hardwood Lumberman’s Club – May 10, ladiesnight, Orange Hill Restaurant, Orange, Ca.; (626) 445-8556;www.lahlc.net.

Southern California Hoo-Hoo Club – May 18, Don GregsonMemorial Golf Tournament, San Dimas Golf Club, San Dimas,Ca.; (760) 324-0842; www.hoohoo117.org.

Remodeling & Decorating Show – May 18-20, South Town ExpoCenter, Sandy, Ut.; (818) 571-9012; www.thehomeshow.com.

Remodeling & Decorating Show – May 19-20, Orange County Fair& Event Center, Costa Mesa, Ca.; (818) 557-2950;www.thehomeshow.com.

Do it Best Corp. – May 19-21, spring market, Indiana ConventionCenter, Indianapolis, In.; (260) 748-5300; www.doitbestcorp.com.

Kitchen Cabinet Manufacturers Association – May 20-23, annualconvention, Williamsburg Lodge, Williamsburg, Va.; (703) 264-1690; www.kcma.org.

Willamette Valley Hoo-Hoo Club – June 1, golf tournament,Shadow Hills Country Club, Junction City, Or.; (541) 688-6675.

Composite Panel Assn. – June 3-5, spring meeting, Fountaine-bleau, Miami Beach, Fl.; (301) 670-0604; www.pbmdf.com.

Forest Products Society – June 3-5, convention, Omni ShorehamHotel, Washington, D.C.; (608) 231-1361; www.forestprod.org.

Lumber Association of California & Nevada – June 7, associ-ates/dealers golf tournament, Rancho Solano Golf Club, Fairfield,Ca.; (800) 266-4344; www.lumberassociation.org.

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

SPECIAL QUOTES


ADVERTISERS IndexFor more information on advertisers, call them

directly or visit their websites [in brackets].

Advantage Trim & Lumber [www.advantagelumber.com]..........47Ainsworth [www.ainsworth.ca] ................................................32-33Allweather Wood Treaters [www.allweatherwood.com] ...............8Arch Wood Protection [www.wolmanizedwood.com].........Cover IBoise Cascade [www.bcewp.com]..................................................7BW Creative Wood [www.bwcreativewood.com] ........................37California Cascade Industries [www.californiacascade.com]....44California Timberline [www.caltimberline.com] ............................4C&E Lumber Co. [www.lodgepolepine.com] ...............................53Capital [www.capital-lumber.com]................................44, Cover IIICrawford Creek Lumber [www.crawfordcreeklumber.com].......28Eco Chemical [www.ecochemical.com] .......................................34Exterior Wood [www.exteriorwood.com] .....................................26Fontana Wholesale Lumber [fontanawholesalelumber.com].....35Hoover Treated Wood Products [www.frtw.com] .............Cover IVHuff Lumber Co. .............................................................................27Humboldt Redwood Co. [www.getredwood.com] .........................8J.H. Baxter [www.jhbaxter.com]....................................................43Keller Lumber Co............................................................................50Krauter Auto-Stak [www.krauterautostak.com]...........................13LP Building Products [www.lpcorp.com].....................................29Manke Lumber Co. [www.mankelumber.com].............................38Master Mark Plastics [www.rhinodeck.com]................................43Maze Nails [www.mazenails.com].................................................23McFarland Cascade [www.mcfarlandcascade.com] ...................11Norman Distribution Inc. [www.normandist.com].......................35Osmose [www.osmose.com] ...............................................Cover IIPacific Wood Preserving Cos. [www.pacificwood.com].............36Pennsylvania Lumbermens Mutual Insurance [plmins.com] .....31Quality Borate Co. [www.qualityborate.com] ..............................51Redwood Empire [www.redwoodemp.com]...................................5Reel Lumber Service [www.reellumber.com] ..............................45Rosboro [www.rosboro.com] ........................................................40Roseburg Forest Products [www.rfpco.com] ..............................39Royal Pacific Industries .................................................................41Screw Products [www.screw-products.com] ..............................42Simpson Strong-Tie [www.strongtie.com].....................................3Snider Industries [www.sniderindustries.com] ...........................21Superior Wood Treating [www.superiorwoodtreating.com].......47Swanson Group Sales Co. [www.swansongroupinc.com].........25Thunderbolt Wood Treating [thunderboltwoodtreating.com] ....30TMI Forest Products [www.tubafor.com] .....................................19Universal Forest Products [www.prowoodmicro.com/bpd] .......49Utah Wood Preserving Co. ............................................................50Viance [www.treatedwood.com] ...................................................17

“What’s the best way to keep shoppers fromstraying?” is a question being asked in small townsacross America. The owner of a hardware store inUhrichsville, Oh.—population 5,500—believes oneanswer is an active merchant group that boosts localbusiness. “There’s very little that you can’t find in

Uhrichsville,” says Bob Baker, who started working atTwin City Hardware in 1974 and became owner in2004. “Mako’s (a supermarket and pharmacy) is ouranchor and why Uhrichsville has such a nice down-town.” Baker says about 40 mom-and-pop businesses oper-

ate in the four-block downtown area. Outside of thisarea are another 30. Baker admits that the idea of start-ing a merchant’s group has been discussed for years,but little came of it. Finally, he says, “I just got tired oftalking; I want to try something.”With the help of a nearby copy store, he had flyers

printed to advertise the first meeting of the merchant’sgroup and then handed them out personally. “Betterthan a phone call or mailing,” he believes. “Harder toignore.” A few days later, about 16 business owners attended

the meeting. Over coffee and cookies, they discussedways to make residents more aware of what businessesin the city can offer. Oneconcern is that “peo-ple have gotten soused to goingnorth for shop-ping and enter-tainment thatthey instinctivelydo that,” saysBaker. “Wewant to drawpeople in andlet them knowwhat we have.”The group’s

first coordinatedevent will be asidewalk sale thefirst weekend of May.Future events could include a “Midnight Madness”sale, a scavenger hunt, a parade, and a tree-lighting cer-emony in December—similar to the one organized byBaker last year, which attracted about 200 people.“We had only talked about doing that for about a

month in advance, but it turned out very well,” he says.“When we do these events, we’re promoting the city,not just the merchants.”

IDEA FileOrganizing a Merchant’s Group

Next Month in The Merchant:Our Biggest Decking Issue

of the YearPlus NAWLA Special Section


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The Merchant Magazine - April 2012

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