The Merchant Magazine - April 2013

INSIDER’S GUIDE TO WOOD TREATERS MODIFIED WOOD RELAUNCH LSL GOES BIG

APRIL 2013

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

4 The Merchant Magazine April 2013 Building-Products.com

April 2013Volume 91 Number 10

OnlineDIGITAL VERSION, NEWS, PHOTOS

BUILDING-PRODUCTS.COM

TheMERCHANTMagazine

CHANGE OF ADDRESS Send address label from recentissue, new address, and 9-digit zip to address below. POSTMASTER Send address changes to The MerchantMagazine, 4500 Campus Dr., Ste. 480, Newport Beach,Ca. 92660-1872.The Merchant Magazine (ISSN 7399723) (USPS 796-560) 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 pub-lication for the retail, wholesale and distribution levels ofthe lumber and building products markets in 13 westernstates. Copyright®2013 by Cutler Publishing, Inc. Coverand entire contents are fully protected and must not bereproduced in any manner without written permission. AllRights Reserved. It reserves the right to accept or rejectany editorial or advertising matter, and assumes no liabili-ty for materials furnished to it.

Special Features8 FEATURE STORY

MODIFIED WOOD HEATING UP

10 MARGIN BUILDERSNEW TECHNOLOGY ADDS PUNCHTO CA-TREATED WOOD

11 COMPANY PROFILESWOOD TREATERS 2013

18 INDUSTRY TRENDSLSL IN TALL BUILDINGS

18 MANAGEMENT TIPSOUTSOURCING CREDIT

48 PHOTO RECAP: WWPA ANNUAL

iStruct™Independent EWP Design Software

Design FreedomTake ownership of your design department now.Increase productivity without giving up your freedom ofchoice and never worry about changing design soft-ware again. iStruct™ delivers a brand agnostic solutionthat develops and transfers loads through the structureand then designs all the structural elements in one state-of-the-art package. The iStruct™ suite includes our full3D design studio along with single member deisgn andmaterial optimization applications.

Call today and find out how iStruct™ can set you free.

Calculated Structured Designswww.csdsoftware.com

(800) 406-6235e-mail us at [email protected]

In Every Issue6 TOTALLY RANDOM

20 COMPETITIVE INTELLIGENCE

22 OLSEN ON SALES

32 FAMILY BUSINESS

34 MOVERS & SHAKERS

42 IN MEMORIAM

42 ASSOCIATION UPDATE

44 NEW PRODUCTS

52 CLASSIFIED MARKETPLACE

53 DATE BOOK

54 IDEA FILE

www.building-products.comA publication of Cutler Publishing

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

Publisher Alan [email protected]

Publisher Emeritus David CutlerDirector of Editorial & Production

David [email protected]

Editor Karen [email protected]

Contributing EditorsDwight CurranJames Olsen

Jay TomptCarla Waldemar

Advertising Sales ManagerChuck Casey

[email protected]

Administration Director/SecretaryMarie Oakes [email protected]

Circulation Manager Heather [email protected]

How to AdvertiseChuck Casey

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

Alan Oakeswww.building-products.com


CLASSIFIEDDavid Koenig


How to SubscribeSUBSCRIPTIONS Heather Kelly


or send a check to 4500 Campus Dr.,Ste. 480, Newport Beach, CA 92660

U.S.A.: One year (12 issues), $22Two years, $36 Three years, $50

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

Other countries, $60Air rates also available.

SINGLE COPIES $4 + shippingBACK ISSUES $5 + shipping

TheMERCHANTMagazine


Small business is still strugglingAFTER I PUBLISHED my February column (“What Is Your New Growth Strategy for

2013?”), I received calls from a number of friends and readers in the industrysaying that although things were better for sure, they did not entirely share my opti-mism of how strong things are. I understand those comments with a few caveats.

As I wrote this column, the stock market hit a new record at 14,253 compared to14,164 on Oct. 9, 2007. Yes, it took five-and-a-half years to get back to this point anda lot of pain along the way! Of course, it is possible that by the time you read this, itmay have dropped 10%. But I think, with some twists and turns, we are heading forsome good times.

The truth is that we caused much of the pain of the last several years by panickingin 2008. That panic caused the market to drop in three months to a low of 6,547. Forthose who panicked and sold off everything, the toll has been heavy. For those of uswho didn’t, the cost has been a lot more bearable. More importantly, among thosewho got out, many stayed out and now find it difficult to get back in. Unfortunately,come the next down market, many who got back in will sell off all over again. Paniccauses everything around us to crumble.

But the sun is rising again. On our side of the economy, the facts are clear. Ourindustry driver—housing starts—was nicely up in 2012 vs. 2011. In 2013, starts (sin-gle and multifamily) are expected to be 960,000 compared to 780,000 in 2012—a23% increase. So the question is, who is getting the business and, if you are not seeingit, why not? Some of the industry heavyweights are enjoying great results right now,but I think the turnaround is more slowly impacting the smaller of us.

While the big corporations are starting to rake in high profits (and why not?), manysmall companies are still not enjoying the same success. Better results are on the way,as the housing market comes to life with home prices rising, the number of underwaterhomes is falling, and foreclosures are down. Yet, many small companies continuepainting a picture of stagnant sales. Might uncertainty be the key factor preventingthem from participating in this turnaround? So I stand by my February column: whatis your growth plan?

Small business typically leads the way out of recession, but that is certainly notwhat has happened with this economy. And I can see why! Most small companies donot have the reserves and financial cushion that larger companies have had through therecession, so making a decision to start investing again and employing more people isa VERY tough decision. In the U.S. since February 2010, at companies with 1,000 ormore workers, the number of employees has grown by more than 8%, according toADP. But for firms of less than 20, the same number is 3.4%.

No doubt all of us small business owners have had anxiety of how the new medicalplans will impact us in 2014. The payroll tax increase in January did not help matters,and the sequestration brought us hiccups and a wait-and-see attitude. Governmentthreats for even higher taxes continue to make us reluctant to invest. But as the confi-dence index starts to increase, we have to have a plan togrow again, lest our businesses further decline as we getbeat out by the big boys. They are not standing still.

In our industry, we need to start seeing some of theshuttered mills being reopened, shifts being added,trucks getting back on the road, and people headingback into the field. We need to see new product innova-tion. We need to see investments in training and mar-keting (naturally). Granted, small business is find-ing credit tight as banks large and small, whoare with us in good and bad times (yes, Ijest), are still missing in action.

However, the reality is that although formost of us time has stood still for the lastfive years, it is now time to wake up or beleft behind. Good selling!

TOTALLY RandomBy Alan Oakes

Alan Oakes, [email protected]


ABOUT FIVE YEARS ago, modified wood arrived in theU.S., touted as the Next Big Thing in decking. In the

interim, several high-profile brands, like PureWood andRadiance, have disappeared, and the category as a wholehas yet to make a dent in the overall decking market.

But now, thanks to a crop of new products, brands anddistribution deals, modified wood appears ready for a sec-ond stab at success.

The category currently consists of two similar yet dis-tinct processes. The first, thermal modification, basicallycooks the wood in 400-plus-degree heat and steam toremove organic compounds from the wood cells, so it willnot absorb water, expand, contract, or provide nourishmentfor insects or fungi.

The second process, acetylation, achieves similar bene-fits through heat, pressure and introduction of a vinegar-based acid to transform the wood’s cells.

Although acetylation has been around for decades andthermal modification has been popular in Europe since theearly 1990s, both have yet to enjoy widespread use in thestates. Northern Crossarm, Chippewa Falls, Wi., and sistercompany Rocky Mountain Bluwood, Denver, Co., wereearly adopters of Radiance brand thermally modified wood,but are currently liquidating their inventories of the prod-uct. “We have only a small quantity left, and then the linewill be gone,” said president Pat Bischel. “We still like the

Second life formodified wood

FEATURE StoryModified Wood

concept of thermal modification, but don’t intend to contin-ue with the product.”

He says thermally modified products are having a toughtime cracking the crowded decking market due to limitedmarketing budgets. “There are so darned many competitiveproducts,” Bischel said. “People have so many choices.Dealers will put the sample on the counter alongside theother 53 deck samples and leave it up to the consumer. Andit’s difficult to get their attention, unless you’re a Trex,who’s in every magazine everywhere. There’s just not thepromotion for (thermally modified wood).”

Bischel, however, is convinced there is a place in themarket for modified wood. “I got an email yesterday look-ing for some,” he said. “They installed a job three or fouryears ago. Hurricane Sandy wiped out the area, but the pro-ject still looked gorgeous. He wanted some more.”

He doesn’t see the price tag—notably higher than pres-sure treated lumber—as a barrier, since it’s “comparable toan inexpensive composite.”

Over the last five years, Lake States Lumber, Aitkin,Mn., has seen competitors to its Evolutions thermally modi-fied wood come and go. “Other companies have made mis-takes in the species they used, mostly using yellow pine,”said manager Jerry Lipovetz. “We’re using a different typeof wood, with a different knot structure. When you cookwood, it’s important which species you use and how youmill it.”

Kustom Kilns, Terre Haute, In., spent five years manu-facturing thermally modified wood products for several dif-ferent private label resellers before launching its ownbrand, DuraHolz, in January 2012. The products are cur-rently sold throughout North America, with plans to expanddistribution into parts of Asia, Australia and Europe by theend of the year.

Kustom Kilns is capable of processing a large variety ofwood species for a range of applications, but currently isfocusing on decking, framing and fencing products madefrom Select Structural grade southern yellow pine.

For the future, said sales manager Kersten Russell, thecompany is eyeing the commercial roofing industry and “iscurrently working on a laminated product that will providethe durability of our hardwood products and the structuralstrength of our softwood products all at a extremely com-petitive price.”

At the same time Kustom Kilns introduced DuraHolz,

NEW PRODUCTS such as Thermory decking are bringing renewedattention to thermally treated wood.

Building-Products.com April 2013 The Merchant Magazine 9

Eastman Chemical launched its ownbrand of acetylated southern pinedecking, Perennial Wood. It has sinceexpanded to porch flooring, deckposts, and solid (non-grooved) deckboards. Products are currently distrib-uted in the Northeast by Boston Cedarand in the South Atlantic by SnavelyForest Products.

Royal Plywood, Cerritos, Ca.,began distributing an establishedacetylated product—Accoya—as thecommercial/industrial specialist’s firststep into the outdoor wood market.Thermally modified wood also caughtv.p. Cliff Duernberger’s eye, but hewas skeptical. “I’d had it introduced tome five, six, seven years ago and sam-ples sent,” he recalled. “It was all sodark. The white oak looked like a dif-ferent species. The poplar looked likemaple. It was all random width lum-ber. Where would you use it? I neversaw anywhere it fit.”

Then, last summer, he was paid avisit but Thermory USA, which waslooking for distributors for its newthermally modified wood. “They real-ly figured out the process,” saidDuernberger. “The decking is beauti-ful; they have 1x6, 5/4x6, grooved andnon-grooved. It’s a lot easier thanworking with ipé, and the price isabout the same.”

ACETYLATED decking like Perennial Wood provides similar performance benefits as thermally modified products, without darkening the original wood.

ThermallyModified Wood

Allwoodwww.naturalwooddecking.com

Cambiawww.cambiawood.com

DuraHolzwww.duraholz.comEcoPrem/EcoDeck

www.ecovantagewood.comEvolutions

www.lake-states-lumber.comThermory

www.thermoryusa.com

Acetylated WoodAccoya

www.accoya.comPerennial Wood

www.perennialwood.com

Royal Plywood now distributesAccoya and Thermory throughoutSouthern California and the Southwest.Customers choose between the twobased on the look and the application.“Accoya is radiata pine from NewZealand, treated in the Netherlands,and it’s a pine-looking product,”Duernberger explained. “Thermory isNorth American ash, treated inEstonia, and it looks like chocolate-colored ash. It comes to us with asmoky, campfire-wood odor that dissi-pates over time. Accoya would be finefor a residential deck, but for a largecommercial project, like a restaurant,the hardwood is better suited to mov-ing around tables and chairs, highheels, and the heavier foot traffic.”

Mount Storm Forest Products,Windsor, Ca., distributes Thermory inNorthern California.

Shelter Products, New Ulm, Mn.,recently began distributing EcoDeckthermally modified decking inMinnesota, Iowa, Wisconsin and theDakotas. “All of our market researchhas shown there are great opportuni-ties for a product like this,” said v.p.Aaron Lambrecht. “There is a segmentof the market looking to use realwood, but with a significantly reducedenvironmental impact. There are alsospecialty applications where raw and

chemical treated lumber cannot beused. Ultimately, wood still remainsthe predominate product in the deck-ing and railing category, even after thegains composite decking and railinghas made in recent years.”


Baramine technologyadds punch to copperazole-treated wood

level in protection, and a new force inpreserved wood.”

The BARamine additive is beingincorporated into the treatment ofWolmanized Outdoor wood, the pro-duction of which is licensed by Lonza.

Kyzer noted, “Copper azole preser-

LONZA WOOD Protection has devel-oped a new wood preservative

additive to step up protection againstcommon fungi as well as against cer-tain aggressive fungi that can toleratecopper preservative systems.

According to Tom Kyzer, vicepresident of consumer sales, “Lonza

Wood Protection, its licensed produc-ers, and their distributors are dedicatedto continually improving preservedwood products through forward-think-ing innovation. We are now introduc-ing the most advanced copper azoletechnology ever, Wolmanized woodwith BARamine additive. It’s the next

MARGIN BuildersPressure Treated Wood

FRONTING bundles of Wolmanized Outdoor wood with BARamine additive are (left) Steve Cheatham, sales manager, and Jay Hudson, president, ofEverwood Treatment, Spanish Fort, Al., a pioneer in the introduction of the new preservative combination.

(Please turn to page 12)


√

√

√

√

√

√

√

Cu8CuNap

BAR

√

√

√

√

√

√

√

√

√

√

EL2

EL2

PTI

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

National (serving three or more regions)Georgia-Pacific (Louisville, Ky.; Middleburg, N.C.; Mineola, Tx.; Nauvoo, Al.:

Rock Hill, S.C.; Rockledge, Fl.; Brunswick, Ga.; Athens, Al.; Pleasant Hill, Mo.;Richmond, In.; Rochelle, Il.) www.gp.com

Great Southern Wood (Abbeville, Mobile, Muscle Shoals, Al.; Mansura, La.;Brookhaven, Ms.; Bushnell, Fl.; Conyers, Jesup, Ga.; Rocky Mount, Va.;Hagerstown, Md.; Fombell, Pa.; Columbus, Mount Pleasant, Tx.; Buckner,Mo.; Glenwood, Ar.) www.greatsouthernwood.com

Hixson Lumber Sales (Pine Bluff, Magnolia, Plumerville, Ar.; Caddo Mills,Gilmer, Willis, Tx.; Hattiesburg, Ms.; Winnfield, La.; Hillsboro, Streator, Il.)hixsonlumbersales.com

Hoover Treated Wood Products (Thomson, Ga.; Pine Bluff, Ar.; Detroit, Mi.;Winston, Or.; Milford, Va.) www.frtw.com

Universal Forest Products (Union City, Ga.; Saginaw, Huntsville, Schertz, Tx.;Auburndale, Medley [Aljoma Lumber], Fl.; Elizabeth City, N.C.; Ranson, W.V.;Salisbury, N.C.; Windsor, Co.; Belchertown, Ma.; Blanchester, Oh.; Gordon,Pa.; Granger, In.; Janesville, Wi.; Lansing, Mi.; Stockertown, Pa.; Harrisonville,Mo.) www.ufpi.com

Southeast Babb Lumber (Ringgold, Ga.; Vincennes, In.) www.babb.com

Burt Lumber Co. (Washington, Ga.) www.burtlumbercompany.com

Canfor Southern Pine (Camden, Conway, S.C.) www.canfor.com

D&D Wood Preserving (Albany, Ga.)

Dantzler (Jacksonville, Fl.) www.dantzler1865.com

Deforest Wood Preservers (Bolton, Ms.)

Escue Wood Preserving (Millwood, Ky.) www.escuewoodpreserving.com

Everwood Treatment (Spanish Fort, Al.) www.everwoodtreatment.com

Follen Wood Preserving (Jackson, Ms.) www.follen.com

Free State Lumber (Haleyville, Al.)

Hallman Wood Products (Eatonton, Ga.) www.hallmanwood.com

Huntsville Wood Products (Huntsville, Al.) www.landllumber.com

King Treatment (Oneida, Tn.)

Littrell Bros. Lumber (Vinemont, Al.)

Lumber One Wood Preserving (Sheffield, Al.) www.lumberoneco.com

Copp

er S

olut

ion

(ACQ

• CA

)

Copp

er S

uspe

nded

(MCA

• M

CQ •

μCA-

C)

Bora

tes

Carb

on-B

ased

CCA

FRT

Wat

er R

epel

lent

Othe

r*

Wood Preservatives

Pressure Treaters (Plant Locations)

Pressure Treaters 2013List does not include treaters using only non-residential preservatives

* Abbreviated preservatives include Chemonite (ACZA), Copper Azole with Baramine (BAR), Copper 8 Quinolinolate (Cu8), Copper Naphthenate (CuNap), Creosote (Creo),Creosote/Petroleum (50/50), EcoLife (EL2), Fire Retardant Treatment (FRT), Pentachlorophenol (Penta), PermaTrib (PTrib), Tribucide II (Trib), and Wolman AG (PTI).


COPPER AZOLE-treated wood is now available with BARamine additiveto guard against fungi that previously resisted copper preservatives.

vative was developed in England. We introduced it toNorth America a decade ago. Since then it has moved froma fringe preservative to this country’s most popular choice.However, our scientists noticed that certain previously

ignored fungi could cause damage to wood treated withcopper preservatives.”

The standards of the American Wood ProtectionAssociation and criteria of ICC Evaluation Services requiretesting against damage from common fungi. Neitherincludes fungi in the genus Antrodia or Serpula, which areless prevalent but capable of resisting control by copper-based preservatives. With climate changes forecast, thesefungi could become more prevalent.

“Research was undertaken to find a solution that wouldprevent damage from these rogue fungi without affectingcurrent production practices or adding unacceptable cost,”said Kyzer. “Plus, we wanted it to work with bothmicronized and dissolved copper. The solution isBARamine. The technology adds defense that surpasses theperformance of copper azole preservative alone.”

Kyzer says that BARamine, for which a worldwidepatent is pending, also increases the protection againstmore common forms of fungi and results in a fresher woodappearance due to its improved mold protection and greatersolution stability. “We expect that the additive will meanhappier customers for lumber dealers and contractors. Weare pleased that Wolmanized Outdoor wood will be the firstbrand to have this protection.”

A pioneer in the commercialization of BARamine addi-tive was Everwood Treatment, Spanish Fort, Al. They firstused it in late 2012. “We were willing to be a trial plantbecause we wanted to be ahead of the curve,” saidEverwood president Jay Hudson. “I would not be surprisedif, in the near future, many treating plants provide treat-ments with BARamine, or something like it.

“Fungi, like other forms of life, will adapt to their condi-

Baramine Technology Adds Punch(Continued from page 10)


√

√

√

√

√

√

CreoPenta

√

√

√

√

√

√

√

√

√

√

√

√

EL2

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

Outdoor Living Products (Orlando,Fl.) www.outdoorlivingproducts.net

Peach State Mfg. (College Park, Ga.)peachstatewoodproducts.com

Phillips Building Supply (Gulfport,Ms.) phillipsbuildingsupply.com

Pollard Lumber (Appling, Ga.)

Robbins Wood Preserving (Orlando,Tampa, Fl.; Gainesville,Thomaston, Ga.; Rockwell, N.C.)www.robbinslumber.com

Savannah Wood Preserving Co.(Savannah, Ga.) savwood.com

Scotch Gulf Lumber (Mobile, Al.)www.gulflumber.com

Southern Lumber & Treating(Jacksonville, Fl.)www.southern-lumber.com

S.I. Storey Lumber (Armuchee, Ga.)sistoreylumber.com

Sunbelt Forest Products (Bartow,Fl.) www.sunbeltfp.com

Thomas Wood Preserving(Grenada, Ms.)

Tri-State Lumber (Fulton, Ms.)www.homanindustries.com

United Treating & Distribution(Muscle Shoals, Al.)www.unitedtreating.com

Valley Lumber Co.(Hackleburg, Al.)www.valleylumbercompany.com

Varn Wood Products (Hoboken,Ga.)

South CentralAnthony Wood Treating

(Arkadelphia, Ar.)www.anthonywoodtreating.com

Commercial Wood Treating(N. Little Rock, Ar.)

Copp

er S

olut

ion

(ACQ

• CA

)

Copp

er S

uspe

nded

(MCA

• M

CQ •

μCA-

C)

Bora

tes

Carb

on-B

ased

(EL2

• PT

I)

CCA

FRT

Wat

er R

epel

lent

Othe

r*

Wood Preservatives


PressureTreaters 2013

tions. To control decay, preservativesmust stay in front of the adaptingfungi. The data show that this newcombination does that.”

Hudson explained that the additionof BARamine does not change the nat-ural color of copper azole-treatedwood, nor does it make the woodmore corrosive. “It adds some moldi-cide value, which is welcome, andhelps our finished product look clean-er and brighter. Our customers havebeen happy to get the latest in preserv-ative technology.”

The additive is the latest in a seriesof improvements to the original cop-per azole formulation since its inven-tion by Lonza in England in the 1990s.A variation called Type B was the firstadvancement, followed by Type Cwith two azoles, and then micronizedcopper azole. With each step, itsdevelopers say the preservative hasbeen enhanced in substantial ways.

The first Wolmanized Outdoorwood with BARamine can now beobtained from some treating compa-nies, with others expected to have itavailable in upcoming months.

Top Treaters(Largest Residential Wood Treaters,

by Number of Treating Locations)

1

234

567

8

9

10

Universal Forest Products(18 plants)

Great Southern Wood (15)

Georgia-Pacific (11)

Cox Industries (10)Hixson Lumber Sales

Spartanburg Forest Products (9)

Allweather Wood (6)

Bestway Enterprises (5)Culpeper Wood PreserversHoover Treated Wood ProductsRobbins Wood Preserving

Coastal Treated Products (4)McFarland CascadePacific Wood Preserving

Biewer Lumber (3)Conrad Forest ProductsFortress Wood Products

Babb Lumber (2)Canfor Southern PineFontana/Coast Wood PreservingJ.H. Baxter


√

√

√

√

√

√

√

√

√

√

√

√

Penta

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

PTI

EL2

PTI

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

Eastex Forest Products (Houston, Tx.)

Hatfield Lumber (Hatfield, Ar.)

International Forest Products (Houston, Tx.) www.ifphouston.com

Mid-States Wood Preservers (Simsboro, La.)

South Houston Lumber Co. (S. Houston, Tx.) southhoustonlumber.com

Wood Protection (Houston (Tx.) www.osmosewood.com

Mid-AtlanticC.M. Tucker Lumber (Pageland, S.C.) www.cmtuckerlumber.com

Coastal Treated Products (Weldon, N.C.; Oxford, Pa.; Belington, W.V.; Havana,Fl.) www.coastaltreated.com

Commonwealth Wood Preservers (Hampton, Va.)

Cox Industries (Orangeburg, Eutawville, North, S.C.; Vidalia, Ga.; Coleridge,Cove City, Leland, N.C.; Blackstone, Newsoms, Va.; Hainesport, N.J.)www.coxwood.com

Culpeper Wood Preservers (Culpeper, Fredericksburg, Va.; Federalsburg, Md.;Columbia, S.C.; Shelbyville, In.) www.culpeperwood.com

Fortress Wood Products (Elizabeth City, Greensboro, Henderson, N.C.)www.fortresswood.com

Long Life Treated Wood (Hebron, Md.) longlifetreatedwood.com

Madison Wood Preservers (Madison, Va.) www.madwood.com

McCready Lumber (Pulaski, Va.)

McRae Woodtreating (Mount Gilead, N.C.)

Pitts Lumber (Saluda, Va.)

South East Lumber Co. (Kernersville, N.C.) www.south-eastlumber.com

Spartanburg Forest Products (Allendale, Seneca, S.C.; Hampton, Moneta, Va.;Mosheim, Tn.; Scotland Neck, Stony Point, N.C.; Cresco, Pa.; S. Lancaster,Ma.) www.spartanburgforestproducts.com

Tarheel Wood Treating (Morrisville, N.C.) tarheelwoodtreating.com

Valley Timber Sales (Gordonsville, Va.) www.valleytimbersales.com

Wood Preservers (Warsaw, Va.) www.woodpreservers.com

NortheastBB&S Treated Lumber of New England (N. Kingstown, R.I.)

www.bbslumber.com

Copp

er S

olut

ion

(ACQ

• CA

)

Copp

er S

uspe

nded

(MCA

• M

CQ •

μCA-

C)

Bora

tes

Carb

on-B

ased

(EL2

• PT

I)

CCA

FRT

Wat

er R

epel

lent

Othe

r*

Wood Preservatives


Pressure Treaters 2013


ACZA

ACZACreo50/50Penta

ACZAPTrib

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

PTI

PTI

PTI

PTI

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

Bestway Enterprises (Cortland, Gouverneur, N.Y.; Cresco, Pa.; S. Lancaster,Ma.; Stony Point, N.C.) www.bestwaylumber.com

Colonie Wood Treating (Albany, N.Y.) www.holbrooklumber.com

Maine Wood Treaters (Mechanic Falls, Me.) www.mainewoodtreaters.com

Northeast Treaters (Belchertown, Ma.; Athens, N.Y.) netreaters.com

H.M. Stauffer & Sons (Leola, Pa.) www.hmstauffer.com

MidwestBiewer Lumber (Seneca, Il.; Lansing, Mi.; Prentice, Wi.) www.biewerlumber.com

Hager Wood Preserving (Kent, Mi.) hagerwood.com

Hills Products Group (Whitewood, S.D.) www.hillspg.com

Land O Lakes Wood Preserving (Tenstrike, Mn.) www.landolakeswood.net

Lavelle Co. (Fargo, N.D.) lavellecompany.com

Mauk Mid West Forest Products (Bay City, Mi.)

Midwest Timber (Edwardsburg, Mi.) www.midwesttimber.com

Midwest Wood Treating (Norwalk, Oh.) www.amtim.com

Northern Crossarm (Chippewa Falls, Wi.) www.crossarm.com

Perma-Treat of Illinois (Marion, Il.) permatreatlumber.com

Peterson Wood Treating (Superior, Wi.) www.petersonwoodtreating.com

Timber Wholesalers (Willmar, Mn.) www.timberwholesalersinc.com

Woods Run Forest Products (Colfax, Wi.)

WestAllweather Wood (Fort Collins, Loveland, Co.; Washougal, Wa.; North Bend

[Coos Head Forest Products], White City, Or.; Ukiah, Ca. [TrueGuard])www.allweatherwood.com

J.H. Baxter (Eugene, Or.; Weed, Ca. [Pacific States Treating])www.jhbaxter.com

California Cascade Industries (Fontana, Woodland [Western Wood Treating],Ca.) www.californiacascade.com

Coast Wood Preserving/Fontana Wood Preserving (Ukiah, Fontana, Ca.)www.fontanawholesalelumber.com

Conrad Forest Products (North Bend, Rainier, Or.; Arbuckle, Ca.)www.conradfp.com

Wood Preservatives


Pressure Treaters 2013

Copp

er S

olut

ion

(ACQ

• CA

)

Copp

er S

uspe

nded

(MCA

• M

CQ •

μCA-

C)

Bora

tes

Carb

on-B

ased

(EL2

• PT

I)

CCA

FRT

Wat

er R

epel

lent

Othe

r*


√

Trib

Penta

PentaCreo

CuNap

ACZAPentaCreo

ACZA

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√√

√

√

√

√

√

√

√

√

Exterior Wood (Washougal, Wa.)www.exteriorwood.com

Honolulu Wood Treating (Kapolei,Hi.) www.hwthawaii.com

HPM Wood Protection Co. (Hilo, Hi.)www.hpmhawaii.com

Natron-Jasper Wood Products(Jasper, Or.)www.jasper-wood-products.com

Superior Wood Treating(Sumner, Wa.)www.superiorwoodtreating.com

McFarland Cascade (Tacoma, Wa.;Eugene, Or.; Electric Mills, Ms.;Galloway, B.C.) www.ldm.com

Pacific Wood Preserving Cos.(Bakersfield, Ca.; Sheridan, Or.;Silver Springs, Nv.; Eloy, Az.)www.pacificwood.com

PSR Co. (Kirkland, Wa.)

Royal Pacific Industries(McMinnville, Or.)

Thunderbolt Wood Treating(Riverbank, Ca.)www.thunderboltwoodtreating.com

Utah Wood Preserving (Salt LakeCity, Ut.) www.fps-ut.com

Western Wood Preserving Co.(Sumner, Wa.)www.westernwoodpreserving.com

Copp

er S

olut

ion

(ACQ

• CA

)

Copp

er S

uspe

nded

(MCA

• M

CQ •

μCA-

C)

Bora

tes

Carb

on-B

ased

(EL2

• PT

I)

CCA

FRT

Wat

er R

epel

lent

Othe

r*

Wood Preservatives


PressureTreaters 2013

* Abbreviations: Copper Azole w/BARamine (BAR), Copper 8 Quinolinolate (Cu8), Copper Naphthenate (CuNap), Creosote(Creo), Creo./Petroleum (50/50), EcoLife (EL2), Fire Retardant (FRT), PermaTrib (PTrib), Tribucide II (Trib), Wolman AG (PTI).

A federal judge has ruled that theWestern Wood Preservers Instituteand its fellow trade associationslacked standing to sue the U.S. ArmyCorps of Engineers (COE) for report-edly failing to notify the public whenit banned wood treated with creosote,pentachlorophenol and other “leach-

nationwide permits by districts inAlaska and Portland, Or., in violationof the Administrative Procedures Act,COE regulations, Endangered SpeciesAct, National Environmental PolicyAct, and Regulatory Flexibility Act.

The treated wood industry, howev-er, insists the case is not settled.“Though on the surface the dismissalof the lawsuit may look final, in reali-ty it is still an open case,” saidWWPI’s Ted LaDoux. “The industrywill be amending its lawsuit to satisfythe judge’s reasons for dismissal onthe claims dismissed without prejudiceand submitting a motion for reconsid-eration. So we have another shot atmaking our lawsuit move forward.”

In the interim, the current COERegional Condition bans the use of alltreated wood for above and in-waterapplications only in the fresh and saltwaters under jurisdiction of the COEPortland District and certain treatedpiling products (creosote and penta) infresh-water applications under juris-diction of the Alaska District.

“There is no broad state ban on useor sale of treated piling in eitherstate,” LaDoux said. “However,Oregon’s permit conditions havebecome so restrictive, along with thefact most ports or marinas to getapproval to use treated wood pilingare forced to go through a lengthy andcostly consultation process withNOAA-Fisheries. As a result, it is justeasier for them to use an alternativematerial that is perceived to be lesscontroversial.”

Alaska still widely uses treatedwood pilings in salt water.

able chemicals” in the waters ofAlaska and Oregon.

WWPI, along with the TreatedWood Council, Creosote Council,Railway Tie Association, and South-ern Pressure Treaters Association, hadalso accused the Corps of acting arbi-trarily and capriciously in approving

Challenge Denied to Treated Wood Ban in Alaska and Oregon

New Tax Credit ShouldStoke Demand for Rail Ties

A new tax credit for short linerailroads that upgrade their tracksshould boost demand for treatedhardwood and softwood ties byanywhere from 500,000 to an addi-tional 1.2 million ties.

The Railway Tie Associationnow forecasts total new wood tiedemand in 2013 to range between23.3 million and 24 million.

The 45G Infrastructure TaxCredit was authorized retroactivelyfor 2012 and extended for 2013,providing short lines with a credit of50¢ for every dollar invested intrack rehabilitation, up to $3,500times the railroad’s total track miles.


Laminated strand lumberhelps meet special demandsof tall wood buildings

solid-sawn lumber as the wood’smoisture content dries from manufac-turing conditions to equilibrium. Thepercent of shrinkage across the grainof lumber is roughly 40 times greaterthan along the length. Because of this,the shrinkage in a building caused bywall plates will be significantly greaterthan that caused by the studs.

With moisture content of up to19%, traditional surfaced-dry lumberwill shrink as it reaches its moistureequilibrium in the finished building—typically somewhere between 8% and12%. As the lumber dries, it’s notuncommon to see a quarter of an inchof shrinkage per story in a typical mul-tifamily building. For a four- or five-story building, that’s more than aninch of shrinkage, with the wall platesalone accounting for nearly a third ofthe total, according to a technicalreport from Western Wood ProductsAssociation.

Wall shrinkage in multifamilydevelopments can affect both the shearwall performance and structural capa-bility of the building. Additionally,shrinkage can lead to moisture infiltra-tion. Window seals can break as fram-ing misaligns with brick and stuccoveneer. Plumbing components runningthrough the building’s framing mem-bers can also be damaged if thosemembers shrink.

Precise compensation for buildingmovement with flashing and detailingis difficult and expensive because oflumber’s natural variability in mois-ture content and other properties.Little can be done to fix buildingshrinkage retroactively, so builders

THE MULTIFAMILY industry isexpected to remain strong through

2013 and into 2014, according to theNational Association of HomeBuilders. The organization has fore-cast 299,000 multifamily housingstarts for 2013, a 22% improvementover the previous year.

As builders and developers seekcost-effective ways to meet thedemand, many are turning to woodframing for four- and five-story build-ings—and even up to six stories inCanada. However, wood shrinkage

can be an issue. Laminated strandlumber (LSL) provides an effectivemeans of dealing with shrinkage inwall plates.

Wood framing in taller buildingsoffers a number of benefits, fromproduct availability to strength anddurability. Plus, the reduced materialand labor cost of building with wood,when compared to steel or concrete,means a cost-competitive option.

But wood framing isn’t without itschallenges, especially when it comesto shrinkage. Shrinkage occurs in

INDUSTRY TrendsBy Ben Midgette, LP Building Products

LAMINATED STRAND LUMBER typically has moisture content of about 7% to 8%, less than theequalized framing in most enclosed structures.

All photos courtesy of LP Building Products


WALL SHRINKAGE in multifamily developments can affect both theshear wall performance and structural capability of the building. UsingLSL provides an effective means of dealng with both.

and developers planning to construct tall wood buildingsneed a solution for mitigating shrinkage on the front end.Using LSL for horizontal framing members in the wallplate system can help.

LSL is created from a mixture of hardwoods. The rawlogs are debarked, cut into strands, blended with water-proof adhesives that contain no formaldehyde, and formedinto dense mats. A massive steam injection press then usessteam and pressure to convert the mats into billets.

The final product typically has moisture content around7% to 8%, less than the equalized framing in mostenclosed structures. Wall plate shrinkage is then minimalor nonexistent because the moisture content of LSL is soclose to the moisture equilibrium of the building.

Further mitigation of wall shrinkage along the length ofthe grain can be obtained with LSL in stud and rim boardapplications. Plus, LSL studs are strong, straight and true,helping reduce product waste and labor time when usedinstead of traditional studs. Due to its strength and consis-tency, LSL rim board is ideal for supporting both high ver-tical and lateral loads in multi-story construction and ismore dimensional stable than lumber.

The benefits of LSL don’t end there. The manufacturingprocess for LSL provides a uniform cure and even densitygradient across the thickness of the product, adding to itsstrength and making it more resistant to warping, shrinkingand twisting.

The strongest LSL on the market is rated up to 1.75E,making it an ideal alternative to traditional lumber forbeams, headers and tall wall stud applications. LSL prod-ucts can be a direct replacement for 2x4, 2x6, 2x8, and2x10 lumber products. LSL can also serve as a cost-com-petitive alternative to LVL and glulam beams.

LSL has a number of additional application benefits,including:

Roof Framing: LSL is ideal for complex and contem-porary roofs or vaulted ceilings because it stays straight.

Door & Window Headers: Due to its resistance totwisting and warping, LSL can reduce the likelihood of

Since 1980

5700 Earhart Ct., Windsor Ca. 95492Fax 707.838.4413 • Mill Fax 707.838.9690

www.MountStorm.com • Phone 707.838.3177

We ship full trucks & units anywhere in the West

Also in Stock: Domestic & Imported

Hardwood Lumber & Plywood • Moulding & Custom FlooringHardwood S4S • Solid Glued-Up Panels & Countertops

The Most Stable& BeautifulHardwood

Decking Available

• Environmentally friendlymanufacturing process

• Made from Americanhardwoods

• JEM™ (Joint End Matched)Machined End Joints

• Thermal modificationstabilizes the wood,making it 7 times less likely to warp, check, bow, cup, twist, expand or contract

• Class 1 durability rating

Now Distributing the Latest inThermally Modified

Solid Hardwood Decking

drywall cracking around windows or framing, especially insliding glass door and specialty window applications, andshallow headers allow for transoms and arched windows.

Tall Wall Framing: LSL is excellent for framing inwalls over 10 ft. high, as it reduces movement that couldlead to stress cracks and leaking seals.

Columns: LSL provides a solid, continuous load pathfor hold-downs in high-wind areas.

Truss Chords: Well suited for attic or girder applica-tions, LSL has excellent plate and nail-holding capabilities.

Stair Stringers: Because LSL resists shrinking andtwisting, it reduces the likelihood of squeaks.

To learn more about LSL and to view an infographic onthe effects of wall shrinkage, visit www.whatislsl.com.

– Ben Midgette is technical services manager in the engi-neered wood products division of LP Building Products,Nashville, Tn. Reach him via www.lpcorp.com.


Diversity training

EARLY ON, Mississippi dealer Phillips Building Supply realized it would have to diversify to thrive,including recently expanding across state lines with its newest store in Picayune, La.

eliminating the middle-man mark-up. About 60% of Phillips’ business is

commercial, and those clients love thisnew roofing option. Plus, diversifica-tion into specialty arenas, such as this,keeps Phillips in the black. Bill says,“After Katrina, people moved in withtheir special businesses—cabinets,rebar, sheeting—hoping to makemoney. So, if you didn’t diversify, thatwould leave a dealer only with lumberand plywood”—and a room in thepoorhouse.

“So,” adds Bill in the understate-ment of the month, “we decided to sella lot of stuff.” Phillips already hadbeen making trusses for over 15 yearsand continued to push that niche.(“We sell 30 to 40 a year, both resi-dential and commercial”). The nextmove was to add a wood treatmentplant to capture the market for outdoorlumber, either for decks or—even big-ger—“huge offshore stuff, like poles.”

Architectural hardware seemed alogical further diversification, and hasproved a lucrative one. On its 18-acrecampus, Phillips also sports a an inte-rior door plant, exterior door plant,and commercial steel door operation,as well as a commercial hardware out-let—think fire-rated doors, washroomequipment. The company also weldsmetal frames and bends rebar.

The government loves it, andPhillips loves them right back: “We’vegot 10 people on staff involved in bid-ding. The government bids on specs,and the specs are huge. You’ve got tobe compliant, label the doors. We han-dle all that. We saw a need, and wegraduated. We’d had one guy workingon specs; now, it’s mushroomed. Wehave three,” accounting for such pro-jects as the new airport’s bathrooms, a$1 million account—and work forDuPont. With the Navel ConstructionBattalion located nearby, “There’s alot of government work—the whole

COMPETITIVE IntelligenceBy Carla Waldemar

BILL HOUGH SR. is like those old-time preachers testifying that the

End is Near. But instead of “Repent!”he preaches: “Diversify or Perish!”And, sadly, that’s become the fate, henotes, of many an independent dealerwho didn’t heed his message.

He’s c.e.o.-cum-cheerleader (and,at 70, by no means emeritus) ofPhillips Building Supply, with threeoperations in Mississippi—headquar-tered in Gulfport—and a new launchacross the state line in Picayune, La.The outfit began life in the 1950s as asawmill and timber company that,from the outset, saw change comingand stared it squarely in the face.“When the big boys took over logging,the company sold off land and turnedto retail,” says Bill.

“But you can’t make a living sell-ing lumber and plywood,” he quicklylearned. “There’s no mark-up onthem; you can’t make any money.”

That insight was the first clue thatit was high time to diversify. But how

do you begin? “You look at the bot-tom line. It took me awhile to strugglethrough it, figure out what makesmoney—but you evaluate and thenaim at how you can.” Becoming ahardware store was not the answer, hesays: “Chain stores have that niche allfigured out.”

Well… perhaps metal? HurricaneKatrina was a pretty good convincer.“Metal roofs held up better,” he says.“We started buying metal roofing, butit’s difficult to order up: the timeframe,” which involves cooling your(or—worse—your customer’s) heelswith a lengthy wait, and buying piecesand patches. “If you’re short, orthey’re defective, it’s your fault.”

So, Phillips decided to fabricate itsown. “We rented at first, but the oper-ation did so well that, three years ago,we built a multi-million dollar facility,invested in equipment and materials(and it took a huge investment in orderto be competitive). It took us from athree-step to a two-step operation,”


AMONG PHILLIPS’ longtime niches are a wood treating facility (upper)and truss plant (lower).

gamut from wood products to architectural hardware.”But, remember: diversify! Those accounts are only part

of the pie. “In our other locations, 50% of our customersare residential, including walk-ins. People love the way wedo special stuff, like millwork”—yes, Phillips has its owncustom plant—“and hardware. We’ve got a showroom withcabinet and kitchen & bath designers on staff, and we cananswer questions. We serve good, old-time contractors, too;we’ve got 4,000 to 5,000 accounts.”

Why is that? “They come here for the best service at thebest prices. And, they get answers. We’ve got a lot of grayon our staff; many have been here over 30 years, so theyknow their stuff. Plus, we’ve invested in a huge inventory,a lot of material in stock—special SKUs, strange things—so they don’t have to wait around for special orders.”

Oh, and did we mention that Bill prefers diversity torigor mortis? Then it should come as no surprise that,despite lukewarm demand at the moment, he’s steeringPhillips to go green. “It’s coming our way from theNortheast, so we have to be able to furnish green products.We became LEED-certified for chain of custody. It’s noteasy to keep up with the standards,” he allows, “things likespecial labels, keeping items separate—but the military and

the government will go completely green,” he’s convinced.And he’ll be ready for them. (He even sells Green Egg bar-becues.)

The Internet wasn’t his first love, either. “I’m 70,” hereminds us, “and I fought (son) Bill Jr. over the computerfor a long time.” Acknowledging that it’s the wave of thefuture, Phillips has hired a fulltime IT guy (“the geek”) toorchestrate its website. Regrets? Ha! “We made 20 sales onit yesterday,” reports Bill.

“You’d be surprised how huge it will be in years tocome,” he’s certain, adding, “If anything puts chain storesout of business, it’ll be that. We have a lot of machinesonsite here, ourselves, so we shop the Net for parts. Andpeople all over the country seek us out for special tools,hardware, and LEED products.”

And, guess how he gets rid of his “dogs”? Advertises oneBay. And they fly out the door. “Sure, we lose money onthem, but we’d lose more if we didn’t,” he states about hisdiscontinued stock.

Same goes for culls. Well, that isn’t quite true. On these,he makes a tidy profit. Rather than toss the scraps that cher-ry-pickers have left unsold, Bill cuts them into stakes, onwhich “I make more money than if someone drives in for apiece. I have no loss on dimension lumber; in fact, I canhardly keep up with the stake-business demand. I have topurchase #4 lumber to keep up with the call for stakes. Itcosts contractors time and money to make their own, andthey need ’em on every job.” And the added beauty of it is,“There’s no waste, so it works out just right.”

Leaving no niche unturned, Bill has also grown a rentalbusiness in two of his locations. “It makes some money,butthe name of the game is, it brings in customers. They get toknow who you are and what you do. Our customer baseuses this stuff, like escalators, every day.”

And they also utilize dumpsters. Therefore, so doesPhillips, which has 200 on hand to rent, underscoring Bill’scanny business plan: “Catch ’em on everything you can.”

And you’d be a fool not to, according to the way ofthinking that has kept the company solidly in the black.“It’s easy for us to incorporate all these services, becausewe can use the same infrastructure, like billing. If thesefunctions were stand-alone, it’d be complicated; but we canmail one bill for everything—products, rentals, what haveyou—meaning, true one-stop shopping. That makes it easi-er on the customer, too, both in time and money.”

So, are we having fun yet? Apparently so. “We’ve beenin business 50 years, but there’s never been much turnover.And we have a lot of good managers; they run their ownshow. Sure, the downturn was horrible—not only the econ-omy, but the hurricane and the BP oil spill—a lot of adver-sity. But we’re not leveraged. No debt.

“I’m 70,” he restates with thespunk of a young pup, “and I stillenjoy working. I’ve got a lot ofgood friends in the business, andmany of those friends are goodcustomers, too; we all grew uptogether.”

Maybe the only thingPhillips doesn’t sell—yet—isrocking chairs. But clearlyBill has no need for one.

Carla [email protected]


You are in a competitive market. Customers are doingbusiness with you because you are doing something right;you are bringing them a competitive advantage. Now sell/leverage that advantage to others.

When we prospect we will look for similar customers.We will start stronger/faster with them because we knowwe can help them. We have proof. We are already helpingothers just like them. This creates positive momentumwhile adding to our fulcrum. Sales is a competitive busi-ness. We will always have to hustle, so let’s build a lever-age base for ourselves as we compete!

Products/Services. What am I currently selling? Whoelse can I sell it to? Which other industries will use thisproduct? Our expertise in this product will create the samepositive momentum our relationship leverage does for uswith the same long-term benefits of building our lever.

Geography. “Better a fool in his own town than a wiseman away from home” goes the Spanish proverb. Freight,logistics and just knowing a guy who can get that done is aleverage advantage built by the seller who learns his territo-ry like the cracks on his fingers.

Market Position. A friend to everyone is a friend to noone. We cannot be the best at everything. Figure out yourposition and be the best at that. The pro-ducer, retailer, re-manner, distributorand office wholesaler all have posi-tions (fulcrum points) in the market.The master seller in any organiza-tion understands their individual aswell as their company’s strengthsand sells to and builds on them.

Hard work and leverage.When we combine our dailysales energy with Archimedes’principle of leverage, we willmove the world!

OLSEN On SalesBy James Olsen

James OlsenReality Sales Training

(503) 544-3572 [email protected]

ARCHIMEDES (Greek mathematician, 287 B.C.-212 B.C.)said, “Give me a place to stand and a lever and I can

move the world.”Why do two salespeople working in identical markets,

with identical inventories, and identical customers, havedifferent results? If it is a question of talent, desire or hardwork, the answer is obvious.

I refer to a sales mystery. I am talking about the sellerwho is talented, does work hard, and has sales skills.Sometimes the salesperson performing at a lower levelactually works harder. What explains his lower production?

Why does he consistently perform at a lower pace thanhis partner who is not more personable, smarter and doesnot work harder? What is the differentiator? Archimedesmay have the answer.

We were raised on hard work. We were taught that hardwork and education overcome all. True to a point.Education and hard work will give us an opportunity to livewell. But hard work and education alone will not put us inthe league with the master sellers and big-time producers.Hard work and product knowledge alone are not theanswer. Salespeople know this. Many “hard workers” failin the sales business, while some (to the naked eye) easy-going salespeople are massive producers.

Often the difference is our use of leverage.

Chasing or building?We must hustle and work hard for business. We must

have a sense of urgency. A “nose for the money” is key, buthustle alone is a singular strategy and not the way of themaster seller. Many salespeople chase orders instead ofbuilding a business. They chase the hottest markets andproducts. This is an energy game. Nothing is built. We canmake a living with this strategy if we are talented, but weare not building a base business (fulcrum). Five years in thefuture we will still be “hustling” for orders, while our part-ner who stayed with a certain customer group or product,while they hustled, built a base business (fulcrum) whichthey can now leverage to produce twice as much with(seemingly) the same or less effort.

What are you good at?Relationships/Customers. We are making 80% of our

income from fewer than 10 relationships. Take a long, hard,analytical look at your top 10 relationships and begin tobuild your leverage with them.

Simple yet profound analysis: Time Spent vs. IncomeReceived. Measure exactly how much time you spend witheach customer and how much income you receive from thatrelationship. It seems simple, but it will reveal where weare most leveraging our time and skills.

Leverage selling

© 2013

Whether you’re selling to a pro or a do-it-yourselfer, you want a satisfied customer, not a potential warranty claim.

And nothing satisfies customers like naturally strong, durable and beautiful FSC® certified Humboldt Redwood. Contractors love it because it’s easy to work with. Homeowners love it because it looks great and lasts for decades with easy maintenance. In fact, with Humboldt Redwood, the only things that come back are satisfied customers.

Let’s build a long-term, profitable business relationship together.

Contact Julie Wright at (707) 764-4472 or visit us at GetRedwood.com

FSC® C005200

if it creates aLOW-MAINTENANCE DECK

HIGH-MAINTENANCE CUSTOMER?

“Beautiful decks and satisfied homeowners. That’s two big reasons why I love working with

redwood.”

GetRedwood.com

What good is a

Christopher Stewartawardwinningdecks.com

AllweatherWood.comGetRedwood.com


DEALER Briefs

Plum Creek Timber’s stud mill inEvergreen, Mt.—closed since 2009—was scheduled to resume operationson April 1.

“While the recession took a toll onPlum Creek’s manufacturing busi-ness, lately we have witnessed a slow

but steady improvement in the mar-ketplace,” said vice president TomRay. “What’s really been the chang-ing factor is the dramatic increase inthe price of studs.”

As an example, a 1,000 bd. ft. ofkiln-dried Douglas fir or larch thatrecently sold for $200 is now bringingclose to $400. Coupled with growth inthe housing construction industry,Ray said, the economics were right toresume production.

“We expect to have about 30 jobscoming back to the mill,” he said.

Plum Creek Restarts Montana Sawmil

City Mill, Iwilei, Hi., had its rooftorn off by sudden high winds thatripped through its yard March 17.

Weaver Lumber, Redding, Ca.,is joining True Value Hardware, inan effort to expand its predominatelypro business to consumers.

Ace Hardware, Watsonville, Ca.,is liquidating its 19-year-old store onFreedom Blvd. as it prepares to relo-cate June 1 to a larger facility down thestreet.

True Value Hardware, Yelm,Wa., is closing after 72 years of familyownership. Operator Scott Demichblamed the poor economy.

Ace Hardware, Casa Grande,Az., has relocated to a larger, 9,950-sq.ft. storefront.

Owner Jan Blanco also holds Acesin Tempe and Chandler, Az.

Orchard Supply Hardwaresubmitted plans to replace its oldestunit—a 67-year-old store in San Jose,Ca.—with a new 48,603-sq. ft. buildingwith garden center.

The current 26,000-sq. ft. building“has an awkward layout and wasadded onto over the years,” said mar-keting director Rick Saunders. “It’seclectic and hard to get around.”

Lowe’s confirmed it will still builda 125,601-sq. ft. store with 31,544-sq.ft. garden center on 12 acres in Albany,Or., despite a delay in starting con-struction.

Habitat for Humanity relocat-ed its ReStore discount LBM outlet insoutheast Portland, Or., to a moreaccessible, 22,000-sq. ft. location.

Anniversaries: Anawalt Lumber,Los Angeles, Ca., 90th … Linda MarAce Home Center, Pacifica, Ca.,60th …

“We’ll restart with one shift. We’retrying to find the appropriate balancebetween log supply and the market.”

Due to better market conditions,the company had already hired moreworkers at several other facilities,including plywood plants inEvergreen and Columbia Falls, Mt.

“Over the past year, housing hasmoved from being a drag on the econ-omy to being a bright spot,” said pres-ident and c.e.o. Rick Holley. “We areseeing improving demand for lumberand wood panels that is expected totranslate into higher demand and pric-ing for logs in 2013.”


SUPPLIER BriefsSilver City Lumber shuttered

its sales office in Three Forks, Mt., con-solidating operations at its main officein Chattaroy, Wa.

California Cascade Indus-tries is now distributing FortressRailing Products railings and postcaps in the Sacramento, Woodland andFontana, Ca., areas.

Pacific Wood Preserving ofBakersfield, Ca., and NevadaWood Preserving, Silver Springs,Nv., have been certified as WomanBusiness Enterprises by the SupplierClearinghouse for the Utility SupplierDiversity Program of the CaliforniaPublic Utilities Commission.

Elaina Jackson is president, c.e.o.,and majority shareholder.

Boral Roofing , Irvine, Ca.,secured exclusive rights to promoteNansulate Crystal roof coating.

Perennial Wood now offers its1x4 decking with a mahogany finish.

Kemper System America hasnamed Allied Building Productsits 2012 Distributor of the Year for itscommitment to specifiers of roofing,surfacing and waterproofing systems.

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

SPECIAL QUOTES

Superior Performance Through Superior Chemistry

For your Mold andIron Stain Problems

For a consultation, call1-877-283-3021

New National WholesalerOpens with Longer Terms

A new wholesale lumber companyhas been launched that specializes in60-day terms for retailers.

“Cash flow is tight in the construc-tion supply industry,” said JoeJohnson, president of NationalLumber & Building Products, Casper,Wy. “Sixty-day terms are not realcommon for smaller independent lum-ber retailers. This gives them thesame purchasing power as the largechains, with no membership fees orhaving to join any club. They are sim-ply approved for a line of credit.”

Johnson, former purchasing agentwith Builders Choice, Vermillion,S.D., said National Lumber(www.nlbp.net) will shop for the bestprice and have the building materialsshipped direct to retailers, by pallet ortruckload, from a large local vendor.

Initially, the majority of sales are

expected to be commodity lumber,but he said the company expects toexpand into categories dictated byretailers’ demands, “whatever the cus-tomer wants,” Johnson said. “If a cus-tomer specifically wants, say, JamesHardie fiber cement, we’ll shop it forhim.”

Sherwood Buys Talon ForestSherwood Lumber, Islandia, N.Y.,

has acquired Talon Forest, Portland,Or., from AFA Forest Products,Bolton, Ont.

John Percin, Rob Turk, and the restof Talon’s trader group began work-ing at Sherwood’s Lake Oswego, Or.,office in early April, more than dou-bling the size of Sherwood’s presencein the Portland market and strengthen-ing its purchasing power in panels.

“This is a big win for our cus-tomers,” said v.p. of sales DavidGaudreau. “Combining this new staff

with our existing Portland tradinggroup, led by Bart Bartholomew, willstrengthen Sherwood’s overall posi-tion in the West, Midwest andSoutheast markets.”

AFA purchased Talon from formerprincipals Percin, Turk and StevenWard in 2010.

Call Weyerhaeuser Distribution today to lighten your load or visit us at woodbywy.com/distribution.

nvision™EEnvisionrainE Gver rainE Gver

Bonded Composite Decking

WesternRed Cedar

That’s right. Relax. With Weyerhaeuser Distribution on your team, you can jump at each and every decking opportunity this season with less stress. We offer:

Trusted products from composites to fasteners

On-the-ground inventory Super fast delivery Local product experts

Get YourFREE Decking

Sales KitVisit woodbywy.com/decktools or call your

local Distribution Center

Colorado 800.332.8291

Utah 800.283.9663

Idaho 800.645.9370

Washington 800.346.9253

Southern California-Santa Clarita 800.321.0728-Fontana 800.647.7762

Arizona/New Mexico 800.283.5768

Oregon 800.742.0184

Northern California 800.672.2130

Central California 800.292.0704


LP BUILDING PRODUCTS, Nashville, Tn., turned out to watch c.e.o.Curt Stevens ring the opening bell at the New York Stock Exchange, cel-ebrating the company’s 40th anniversary. Pictured (left to right) are MikeKinney, director of business development and investor relations; chieffinancial officer Sallie Bailey; c.e.o. Curt Stevens; treasurer Mark Tobin,and John Merrell, NYSE senior v.p.-global corporate client group.

Rise in U.S. Lumber DemandCatches World’s Attention

North American lumber production began to pick up in2012, with U.S. output rising 8% and Canadian productionincreasing 5% over the previous year, according to WoodResources International.

The U.S. housing market is continuing to improve, withhigher house prices, lower inventories, and limited sales offoreclosure homes, which were increasingly converted intorental properties.

Canadian sawmills, which export a majority of theirlumber to the U.S., ramped up production during 2012 tomeet the resultant rise in demand for lumber. In particular,sawmills in the eastern provinces saw output jump 16% inthe fourth quarter.

U.S. lumber prices have risen by over 60% from late2011 to March 2013—drawing the attention of sawmillsfar away from North America. With substantially higherprices and a predicted increase in the demand for lumber in2013, many foreign companies hope to be able to increaseshipments of lumber to U.S. shores in the coming year.

The strong lumber market has similarly pushed sawlogprices upward throughout North America. Prices forDouglas-fir sawlogs in the Western U.S. reached a five-year high in fourth quarter 2012. Prices continued upwardin first quarter 2013, due to higher log demand both fromdomestic sawmills and from log buyers in Asia.

Sawlog prices have also inched up in Coastal BritishColumbia and Eastern Canada as a result of tighter logsupply. Pine sawlog prices in the U.S. South have beensurprisingly stable since 2010 and, in fourth quarter 2012,were close to their lowest level in almost 15 years.

However, with the improved housing market in the U.S.and higher lumber prices, it can be expected that sawmillswill increase the consumption of logs and that the Southernstates will follow the rest of North America with upwardtrending log prices during 2013.


KAHLE On SalesBy Dave Kahle

How often should salesmanagers visit customers?HOW OFTEN SHOULD a sales manag-

er visit the customers?There are a couple of ways to

answer this question. From one per-spective, you need to have your ownrelationship with the good customers

in your area of responsibility. Thereare several reasons for that.

First of all, you’re a boss—part ofthe company’s management. As such,you are perceived to have more powerand influence than a salesperson.Your good customers will want toknow you, because the relationshipwith you gives them access to higherlevels within your organization.

Additionally, many of these cus-tomers will tell you things that theywon’t tell the salesperson. They willshare concerns, plans and goals thatthey don’t share with your salesper-son.

Second, you need your own rela-tionship with the good customers soas to provide a back-up if the sales-person leaves. In the worst case sce-nario, if a disgruntled salespersonleaves and joins the competition, youneed to know who the customers are.They need to know that you are theface of the company behind the front-line salesperson.

Notice that the emphasis here is on“good” customers. I don’t think thatyou need to know every customer, nordo you need to know the prospects.

Now, back to the question. Howoften should you visit the customers?Often enough to accomplish theabove two objectives. Then, youshould visit them with your salespeo-ple to support the salesperson, to addcredibility to his/her presence, and tocoach and counsel the salesperson ontechniques and strategy.

That’s the first answer. The secondanswer is simpler: More than you do.I have yet to meet a sales managerwho spent as much time in the field ashe/she would like to spend. I canalmost categorically state that everysales manager should spend moretime in the field than they do.

– Dave Kahle is a distribution indus-try-focused consultant, trainer and authorof nine books, including How to Sell Any-thing to Anyone Anytime. Reach him at(616) 451-9377 or www.davekahle.com.

1.800.435.5949 mazenails.com

100%

Manufacturing 100% Made in the USA nails with pride, honor and tradition.

Fiber Cement Sidings & Trim Cedar & Redwood Sidings Pressure Treated Lumber Fencing Post Frame Building

Roofing Gutters & Trim PVC Moldings & Trim Decking Log Homes & Timber Frames

A Division of W.H. Maze Company Helping to Build America Since 1848

Our reputation is on the line with EVERYTHING we make!

Ultimate corrosion resistant nails in double hot-dipped galvanized and stainless steel for these applications:

WE are AMERICA’S largest manufacturer of specialty nails!

Celebrating 165 Years 1848–2013

MADE IN THE USA


FAMILY BusinessBy Wayne Rivers

What will your legacy be?A FEW WEEKS ago my wife sent me

a troubling text. It read, “I havesome bad news. Call me right away.”

I assumed the bad news was some-thing innocuous like a bounced checkor fleas on our dogs. When I called,she was in tears. Her cousin Mike,age 42 and an enterprising youngbusinessman, had died in his sleep.Mike had a history of heart issues, butthere was no noticeable warning. Hesimply didn’t wake up. Mike leftbehind a grieving widow, three youngchildren, and a small family business.

Mike’s death has had a strangeeffect on my thinking. At first, I mustadmit I was relieved that the familytragedy was a bit removed. When Iheard my wife crying into the phone, Iwas terrified that something hadhappened to one of our children orour aging parents. I was thankfulthat the bad news wasn’t evenworse.

But, as time has gone on, I thinkabout Mike almost every day, and Isee and feel more of the tragedy ofthis young man’s passing. His old-est child is 10 years old. One won-ders what memories of his fatherthe youngster will retain. And whatabout the younger kids? They willprobably have even fuzzier memo-ries of their dad.

Their retail business, still reel-ing from the lingering effects ofThe Great Recession, is left in thehands of Mike’s wife. They haddivided the duties so that Wendywas the creative, marketing, andmerchandising genius, while Mikehandled all the financial andadministrative duties. Now Wendyfinds all of the business responsi-bilities on her shoulders, and shemust chart a new future direction

without her life and business partner.Mike’s passing also started me

thinking about family businesses ingeneral. He didn’t have the time orluxury to think about his legacy. Hewas only 42 years old and he wasworking too hard. But, for our familybusiness readers who are older, howimportant is it to think about whatexactly your legacy will be?

If your name were called nextweek, what would your legacy be withrespect to your family business?Would your children and grandchil-dren commend you for having been agreat steward of family and businessresources?

Would they remember someonewho carefully monitored finances and

cash flow and understood the propersources and uses of money?

Could they recall a terrific mentor?Would they remember a good teacherof life’s and business’s importantlessons? Would they warmly thinkabout a leader who hired excellentpeople and trusted them to do theirjobs while holding them accountablefor executing big picture plans?

Would they remember a cheerfuloptimist who had confidence that thefamily business could withstand anychallenge if everyone rallied andpulled together?

Or, looking at the other side of thefamily business coin, would theyremember a demanding boss so over-whelmed by hundreds of daily details

that he barely had time to eat?Would they lament a workaholicwho expected everyone else towork super-human hours too?

Would they retain frustratedmemories of a manager rather thana leader—someone who could onlythink of the next day or the nextweek and not five or 10 years downthe road? Would they harborresentment over someone who did-n’t have time to strategically planfor management succession andconsequently left behind no onewho knew what to do without hisdaily direction and supervision?

Would they be dismayed by therecollection of someone who didn’thave the time or inclination to planfor ownership succession and wholeft the family with vexing, poten-tially divisive decisions about howfamily assets and company sharesshould be divided?

Or would they remember a pes-simist who always saw the glass ashalf empty and their performance


as somehow lacking?Life is fragile and uncertain.

Accidents and tragedies are real, andit isn’t always “the other guy.” Wedon’t know when our names will becalled. Don’t we owe it to our fami-lies, our employees, our customers,and our communities to be good stew-ards and to devote time, attention,energy, and money to planning for theday when our efforts must cease? Ibet Mike would say we do.

The reality is that we can chooseto be the masters of our own time andthe architects of our own destiny.Leaving the tasks and strategies ofsuccession to chance, or dumpingthem into the hands of others, is plan-ning to fail via failing to plan. Andhow might that stain an otherwisesuccessful entrepreneur’s legacy?

– Wayne Rivers is the president of TheFamily Business Institute Inc., Raleigh,N.C. Reach him at [email protected] or (877) 326-2493.

Reprinted with permission of KeyResources LLC. No portion of this articlemay be reproduced without its permission.

APP Watch

Application: DBSTATIONProduced by: CertainTeed GypsumPrice: FreePlatforms: iPad, Android

A new mobile app simulates theacoustical performance of SilentFXnoise-reducing gypsum board, allowingarchitects and builders to actually hearthe acoustical differences of wall sys-tems in real-world applications.

The dBstation acoustic simulatorfeatures a catalogue where residentialand commercial systems can be com-pared under equivalent settings and ascenario app to demonstrate how spe-cific noises (ringing telephones in anoffice, watching TV at home, etc.) canimpact interior spaces.

Download from iTunes or Google Play


MOVERS & Shakers Marcia Kirschbaum has joinedPanda Windows & Doors, LasVegas, Nv., as factory direct salesagent for Southern California.

Joseph Joslin, ex-Chicago Metallic,has joined USG International, asarchitectural solutions mgr. for theWest, based in the San FranciscoBay Area.

Ken Bishop is now with Pella Corp.,as sales mgr. for Phoenix, Az.

Todd D. Norton is new to DAP, asterritory mgr. for Orange County,Ca.

Jim Hill, ex-Momentive, has rejoinedHenry Co., as territory sales mgr.for the San Diego, Ca., area.

Hunter Shanks has been nameddirector of hardwood sales for thewestern U.S. and Asia at BesseForest Products, Gladstone, Mi.

Patrick Petrossi is now in outsidesales at Thermal Industries,Anaheim, Ca.

Minas Apelian, ex-J.M. Huber, hasbeen appointed v.p. of research &development for CertainTeedCorp., Valley Forge, Pa.

Corey McKinney has joined Do itBest Corp., Fort Wayne, In., as pro-ject leader-lumber & buildingmaterials.

Glenn Fischer has joined ProBuild,Denver, Co., as an assistant buyer.

Kaylynn Poplawski, ex-Fiberon, hasjoined Fortress Railing Products, asNorthwest territory mgr., based inthe Seattle, Wa., area.

Mike Bolt is a new trader at MillDirect Lumber Sales, LakeOswego, Or.

Kerry Jones, ex-Capital Lumber, isnow inside sales mgr. at Weyer-haeuser’s Salt Lake City, Ut., dis-tribution center. Bobbye Choatehas been promoted to product sup-ply mgr. for Weyco’s Raymond,Wa., lumber mill.

Jared Fisher has joined the outsidesales team at Hayward Lumber Co.,Santa Maria, Ca.

Ron Erdahl, ex-Moulding & Mill-work, has been named executivev.p.-sales for Composite Techno-logy International, Damascus, Or.

Rick Kitch, ex-Silver City Lumber, isnew to sales at Tri-Pro ForestProducts, Oldtown, Id.

Juno Comilang is now in sales atHardware Lumber Maui, Wailuku,Hi.

Chris Richter has been promoted topresident of Western Woods Inc.,Chico, Ca. Rick Richter is nowchairman of the board; Tom vonMoos, v.p., and Patti Ryther, com-pany secretary. Patrick Cardoza,ex-Builders Supply, is new to sales.

Les Baker IV is the new general mgr.at Best Moulding, Albuquerque,N.M.

Rob Bivens, ex-Golden State Lumber,is a new Northern California fieldsales rep for AZEK.

Brian Kelly, ex-Weyerhaeuser, is newto sales at Taiga Building Products,Sanger, Ca.

Scott Steiss, ex-BlueLinx, is new toGreenleaf Trading, Denver, Co., assenior lumber trader.

Shawna Stafford, ex-Kingston Lum-ber Supply, has joined the insidesales team at Stock Building Sup-ply, Liberty Lake, Wa. Jeff Turleywas promoted to mgr. of Stock’sdoor shop in Layton, Ut.

David Manke has joined the lumbersales staff at Buckeye Pacific,Portland, Or. Nancy Schnabel isalso new, focusing on OSB.

Interior Exterior DIY Exterior DIY Interior Aluminum Professional

GREAT HOMESTurning

GoodHOUSESinto™

www.bwcreativerailings.com


Lionel Fujioka is new to countersales at Resource BuildingMaterials, Chino, Ca.

Cindy Van Hook is new to CoastBuilding Products, Dublin, Ca., asoffice mgr.

Lara Lee has been appointed seniorv.p.-customer experience design forLowe’s Cos., Mooresville, N.C.

Jim Lake has been promoted to c.e.o.and president at AinsworthLumber, Vancouver, B.C.

Kip Fotheringham is now v.p.-sales& marketing at Hampton LumberSales Canada, Richmond, B.C.

Peter Barton, ex-Welco Lumber, isnew to the staff of CenturionLumber, Vancouver, B.C.

Scott Humphrey, ex-Shaw, is nowc.e.o. of the World Floor CoveringAssociation, Anaheim, Ca.

Dr. Borjen “B.J.” Yeh, P.E., techni-cal services director for APA-TheEngineered Wood Association,Tacoma, Wa., has been named arecipient of ASTM International’sAward of Merit.

Rod N. Reel is organizing the annualfishing outing for Mungus-FungusForest Products, Climax, Nv.,report co-owners Hugh Mungusand Freddy Fungus.


PAINT + STAINSecochemical

COLOR

Far East Contingent ToursWestern Sawmills

Last month, a delegation ofChinese and Korean wood importerstoured lumber mills in westernMontana.

“The forest materials in Montanaare a good fit for our Chinese mar-ket,” said Wu Zhi Xi, general manag-er of the Shanghai Daonuo IndustryCo. “China has a high demand for for-est resources. For Montana, this isreally good.”

Like many on the tour, Xi hasworked with suppliers fromWashington and Oregon, but had little

knowledge about the products offeredin Montana. “Given China’s projectedgrowth rate over the next five to 10years, the demand for wood productswill increase 20%,” he said. “I defi-nitely want to further my businessrelationship with Montana compa-nies.”

According to Craig Rawlings,president and c.e.o. of the ForestBusiness Network, growing demandin Asia represents a new opportunityfor wood-oriented businesses inMontana.

“China, in particular, has neverused wood in construction, but in the

last few years, they keep using more,”he said. “It’s not like we’re competingfor a market that already exists, or try-ing to place wood against concrete—it’s a brand-new market for us.”

Arnie Sherman, executive directorof the Montana World Trade Center atthe University of Montana, met thedelegation in Idaho at the Small LogConference, hosted by the ForestBusiness Network, then took them ona tour of Montana producers.

“They were surprised to see whatwe offer,” he said. “We’re very excit-ed about the potential of long-termrelationships and building new part-nerships in this market.”

At Sustainable Lumber, Missoula,Mt., Ryan Palma told the group thathis company already was sold out sixweeks in advance, but they plan toincrease capacity from 60,000 bd. ft.to 100,000 ft. in the coming months.

Gordy Sanders, manager ofPyramid Mountain Lumber, SeeleyLake, Mt., said that the mill currentlyhas more customers looking for prod-uct than it has lumber to sell, but itnever hurts to distribute materialsacross multiple markets.

“We have the capability to rampup or increase production, but it’s alla function of what we can bring intothe plant site, as far as raw materialsgo,” he said. “That’s the limitationthat keeps us at the operational levelwe’re at. All mills in Montana wouldlook to increase production if thematerials to support that were toincrease.”

True Value to Stay on IslandLocal treasure True Value Hard-

ware, Mercer Island, Wa., has found anew location, months before its land-lord was to bulldoze the property tomake way for a mixed-use residen-tial/retail project.

Owner De Calvert’s new space is5,700 sq. ft.— not quite as large asher current facility. “It is a bit smaller,but we will just have to make it moreefficient,” she said.

True Value has been a belovedisland mainstay since 1977, but itslease was set to expire in July.

Bay Area Lowe’s Accused ofRacial Discrimination

Six current and former Lowe’sworkers have filed suit againstLowe’s, claiming management at thetwo-year-old store in San Francisco,Ca., discriminated against minorities.

According to the suit, minority


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

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

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

www.reellumber.com

LUMBERSERVICE

At Reel Lumber Service, we supplydomestic and foreign hardwoods.Our products and services include:• Hardwood Lumber & Pine• Hardwood Plywood & Veneers• Melamine Plywood• Hardwood Moulding (alder, cherry,

mahogany, MDF, maple, red oak, paintgrade, 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

employees were allegedly passed overfor promotions, hired only to meetcity-mandated quotas, and frequentlyfired only to be replaced by non-minorities.

Rogue Valley Rail Renamed WCTU Railway has been renamed

Rogue Valley Terminal RailroadCorp., after the small Oregon railoperation’s purchase by ScottDeVries.

DeVries, a former engineer forCanadian National Railway, pur-chased the operation in late 2012 afterthe U.S. Surface Transportation Boarddemanded that Marmon Transpor-tation Services divest itself of twoshortlines by Dec. 31.

The railway includes 14 miles ofsidings, spurs, switching leads, andtwo yards in a two-square-mile area inWhite City, Or. DeVries is also con-sidering developing a reload facility.

Pau Lope Decking Returns A new company, The Pau Lope

Company LLC, Cape Canaveral, Fl.,has been formed to re-introduce thePau Lope brand of ipé decking.

Pau Lope was among the firsthardwood decking imported into the

U.S., trademarked in 1984 and activeinto the early 2000s, but dormant forthe last several years. The Pau LopeCompany aims to return the brand“better and stronger than ever.” Someregional distributution has alreadybeen established, with some geogra-

phies remaining available.The Pau Lope Co. has aligned with

selected Brazilian sawmill producers,secured a long-term direct importer,and refreshed the grade and quality tobe consistent with the Pau Lope’s her-itage of excellence.


MANAGEMENT TipsBy Scott Simpson, BlueTarp Financial

Should someone else manage your credit program?

CURRENT FORECASTS for 2013 show continued growth inthe housing market. Last year, new home sales hit a

two-year high while builder confidence ratings rose to pre-recession levels on the National Home Builders/ WellsFargo Housing Market Index.

As the economy continues to improve, merchantsshould prepare for greater stress on recession-tightenedinventory, staff, operations and resources. Credit screen-ings, approvals and reactive extensions, as well as billing,collections and providing quality customer service, cansignificantly and swiftly drain working capital. By out-sourcing your trade credit needs to a trusted financial ser-vices company, you can shore up your cash flow and unin-tentional risk and focus on expanding your business for


someone else manage a financial pro-gram that you have controlled for solong can be a frightening one, particu-larly after an extended period ofdownsizing efforts and looming eco-nomic uncertainty. But it doesn’t haveto be. In fact, outsourcing trade creditshould have the opposite effect. Picka partner with the same incentive totreat your customers the way youdo—one that grows when your cus-tomers spend more.

Take comfort in the knowledge

success.As a building supply dealer amidst

a housing market upswing, you aregoing to need cash flow to invest inyour top-line drivers—things likeadditional outside sales reps andvalue-added services. Attempting togo it alone could potentially stuntgrowth. By selecting a trade creditsupplier that specializes in the build-ing supply industry, and shares thesame values, you will gain a partnerwith valuable experience, expertise,tools and intuition.

Most importantly, a trade creditsupplier can offer an attractive alter-native to the kind of financing thatincreases your risk portfolio andincurs unnecessary debt (e.g., pursu-ing the increasingly elusive bankloan). Unlike banks, which makemoney from interest and hidden fees,the right financial partner will alignincentives completely with your busi-ness and develop a customized pro-gram to suit your and your customers’specific needs.

Third-party trade credit profession-als are risk-reducers. They understandthe importance of reliable cash flow,and their objective is to provide it onyour terms—guaranteed when youwant it and need it the most. With theability to offer higher approval rates,access to larger credit lines, and flexi-ble terms, credit providers increasesales while minimizing dealer risks.

A quality credit provider will treatyour customers the way you do, andreplace the headaches of unguaran-teed accounts receivable with consis-tent, predictable payments for all cus-tomer purchases. As a result, you arefree to invest in rebuilding your ser-vices, stock and personnel in prepara-tion for growth.

If cash flow is like water, youshouldn’t wait until you’re thirsty todrink. Think ahead. Cash flow sup-ports several key components toexpansion and growth, such as yoursales team and the additional invento-ry you’ll need to keep pace with larg-er orders and greater demand. Takeadvantage of early payment discounts,and be wary of the self-funded cashgap. On average, dealers are expectedto pay suppliers every 30 days, butreceive payment from clients every 48days. Over the course of a five-monthperiod, you could end up fundingyour own expenses 50% of the time.These gaps are unnecessary and dan-gerous to your business.

Of course, the thought of letting

that you are not alone. Ask your asso-ciations and trusted partners who theyuse. The sooner you alleviate the bur-den of an in-house trade credit pro-gram, the sooner you will gain greatercontrol to move forward with finan-cial confidence and peace of mind.

– As c.e.o., Scott Simpson oversees theoverall strategic direction and portfoliomanagement of BlueTarp Financial. Hecan be reached at (207) 797-5900 [email protected].


Treated wood helpsrestore historic rotundaIN CHARLOTTESVILLE, VA., the his-

toric rotunda at the University ofVirginia—which was founded anddesigned by Thomas Jefferson—isundergoing restoration with the helpof a local wood preserver and a LBMdealer.

Replacement of the rotunda’sdomed roof became the first phase ofthe $51 million restoration project,since it’s been leaking for years.Better Living Building Supply,Charlottesville, supplied southern yel-low pine for the roof replacement.

The kiln-dried wood was pressuretreated with copper azole by MadisonWood Preservers, Madison, Va.

In the early days of the university,professors and students enjoyedweekly dinners at Monticello,Jefferson’s nearby estate. By the time

PROJECT SpotlightTreated Wood


PROUDLY SERVING THE FOREST PRODUCTS INDUSTRY SINCE 1896

CONVENIENTLY LOCATED IN THE HEART OF THE PACIFIC NORTHWEST“TREATING COASTAL DOUGLAS FIR IS OUR SPECIALTY”

TSO MARKETS & APPLICATIONS SERVICEGENERAL & HEAVY CONSTRUCTION • HIGHWAYS & BRIDGES • MARINE/AQUATIC

AGRICULTURE/AQUACULTURE • MILLWORK • EXPORT • SAWN LUMBER & TIMBERSROUND TIMBER PILING (MARINE, FRESH WATER & FOUNDATION)

GLUE-LAMINTED BEAMS, COLUMNS & ARCHES

ACQ THE INDUSTRIAL TSO SPECIALISTCHEMONITE® ACZAPENTACHLOROPHENOL TYPE A50-50 CREOSOTE PETROLEIUMCLEAN CREOSOTE (P1/13)

SALES & ACCOUNTS MGR.JERRY [email protected]

CUSTOM TREATINGKILN DRYING (KD & KDAT)

HEAT STERILIZATION • WWPI BMPs5 RETORTS: FROM 50’ TO 156’

RAIL SERVICE (UP & BNSF)

CUSTOMER SERVICE MGR.MARTY MARTIN

1-541-689-3801 [email protected]

EUGENE, OREGON1-866-960-9703

www.JHBaxter.com

JHBaxter & Co. is WBE CertifiedAFFILIATIONS: AWPA • CAHM&PC • IOHH • PCCHM&PM • PWLA • WCLBMA • WCLIB • WWPI

TREATED SOUTHERN yellow pine beinginstalled on the historic rotunda at theUniversity of Virginia, Charlottesville, Va.

Jefferson died—on July 4, 1826—therotunda was nearly completed.Unfortunately, after fire gutted thestructure in 1895, it had to be rebuilt.

“The brick of the rotunda is theonly feature that survives ofJefferson’s original building,” saidJody Lahendro, the university’s his-toric preservation architect and pro-ject manager. “I’ve come to learn somuch more about the rotunda in termsof appreciating the changes that havebeen made over time.”

Although the structure undergoesperiodic maintenance, the last majorrenovation was in 1976—to coincidewith the nation’s bicentennial and the150th anniversary of Jefferson’sdeath. Efforts were made to preservethe original design, but many detailsare a matter of conjecture.

The remaining phases of the pro-ject will focus on everything underthe dome, such as new windows, elec-trical and plumbing systems, datainfrastructure, sprinklers, and securitysystems.

Completion of the roof restorationis scheduled for late May, just in timefor graduation ceremonies at the uni-versity. Jefferson would be proud.


Thanks to our customers and vendorsas we begin our 27th year

Riverside, CA877-369-2327

“Caring about customers is our business”

• Tyvek• Garden Products• Building Materials• Panels• LP Siding Panels, Lap & Trim• Industrial Lumber• Salvage & Surplus

IN MemoriamRobert Lorenz “R.L.” Day, 80,

president of LMH Building Center,Pueblo, Co., died March 6 in Pueblo.

He began his career at BrownLumber, Pueblo, in the 1950s, beforejoinng BMC, Pueblo. In 1970, he and

stayed on to manage the Pueblo oper-ation. He launched LMH in 2003 withJohn Dasher and son Bobby Day.

He was a past president of theMountain States Lumber & BuildingMaterial Dealers Association.

Stanley Louis Buck II, 73, retiredhardwood lumber trader, died Feb. 5from injuries suffered in a fall at hishome in Raleigh, N.C.

After owning and operatingCrossland Forest Products, Raleigh,and Allegheny Wood Sales, WillowGrove, Pa., he joined PetermanLumber, Chino, Ca., in the early1990s and two years later went towork for Atlas Lumber Co., Chino,retiring in the early 2000s.

Arthur Kootenai “Art” Avey, 94,former owner of Avey BrothersLumber, Kettle Falls, Wa., died Feb.1 in Colville, Wa.

During World War II, he served inthe U.S. Army Air Transport Com-mand as a pilot and flight instructor.

After the war, he and his brother,Al, started the lumber business. Theysold to Pack River Lumber in 1969and continued to work for the compa-ny until 1976.

Lawrence Morbeck, 79, retiredmanager of Standard Lumber Co.,Moscow, Id., died March 9 after ashort battle with cancer.

After serving in the U.S. Army andworking for local farmers, he joinedRima Lumber, Pullman, Id. In 1978,he relocated to Moscow, to becomemanager of Standard Lumber for 18years.

Horris M. Crane, 75, co-founderof La Cueva Lumber & Hardware,Jemez Springs, N.M., died March 20.

He ran the store from 1979 untilthe early 1980s with his twin brother,Morris, and their wives, along with acontracting company, CraneConstruction.

L.A. Stokesberry purchased the yardand renamed it Economy Lumber &Hardware, eventually adding loca-tions in Greeley, Aurora andLongmont, Co. After they sold thechain to BMC West in 1994, he

ASSOCIATIONUpdateWestern Wood Preservers Insti-

tute announced that director of mar-keting services Jerry Parks is leavingJune 30, after 19 years with WWPI.

West Coast Lumber & BuildingMaterial Association will play golf


THE 4 REASONS YOU’LL NEVER NEED ANOTHER EWP SUPPLIER:

© 2013 Boise Cascade Wood Products, L.L.C. BOISE CASCADE, BCI, ALLJOIST, VERSA-LAM, VERSA-STUD, the TREE-IN-A-CIRCLE symbol and “Great products are only the beginning.” are trademarks of Boise Cascade, L.L.C. or its affi liates.

Great products are only the beginning.

www.BCewp.com or 800-232-0788

*)('&

BCI® Joist, ALLJOIST®, VERSA-LAM®, VERA-STUD® products and more.

65 customer-driven distributors located across North America.

Better workfl ow, project management, optimization, inventory control & more.

We’ll work with you to create a business relationship that works, long-term.

Learn more: http://x.co/bcc055

COMPLETE PRODUCT LINE

EASY TO DO BUSINESS WITH

TOOLS AND GUIDANCE

NATIONWIDE DISTRIBUTION

1

4

3

2

LOS ANGELES Hardwood Lumberman’s Club recently presented its Founders Award to CharlieBohnhoff for his longtime service to the group. (Left to right) Christa Bohnhoff, recipient CharlieBohnhoff, Michael Bohnhoff, Walter Maas, all of Bohnhoff Lumber, Los Angeles, Ca.

June 13 at its annual associates/deal-ers tournament at Rancho Solano GolfClub, Fairfield, Ca.

Western Hardwood Associationhas selected Congresswoman JaimeHerrera-Beutler (R.-Wa.) as thekeynote speaker of its April 30-May 2international convention & expo atDoubleTree Lloyd Center, Portland,Or.

Seminars will focus on environ-mental policies, exporting and import-ing, design trends, plus productionand use trends.

International Wood ProductsAssociation has hired Cindy Squiresas its new executive v.p., succeedingBrent McClendon.

Squires had served since 2003 as

the chief counsel for public affairsand director of regulatory affairs forthe National Marine ManufacturersAssociation, where she directed itsregulatory, legal and trade programs.

Composite Panel Association willgather for a spring meeting May 5-7at Loews Coronado Bay, San Diego,Ca.

Highlights will include a panel dis-cussion of the impacts of forestry andenergy policies, speakers from theEPA and CARB, and a golf tourna-ment at Steele Canyon Country Club.

Western States Roofing Contrac-tors Association will host a June 9-12convention & expo at PeppermillHotel & Casino, Reno, Nv.


Electric Lift TrucksCat Lift trucks are now available in 4,500 to 6,500

lb. capacity electric models.The EC22N2-EC30LN2 series have four-wheel,

cushion tires, premium operator ergonomics,enhanced performance levels, and a modern design.

The lifts are designed to work in a wide range ofindustries, including general warehousing and logis-tics applications.

CAT-LIFT.COM(800) 228-5438

NEW Products

Classic Composite DeckingNow available in new timber and granite colors,

Fiberon Classic composite decking features a natural,woodgrain pattern.

Deck boards are sold in 12’, 16’, and 20’ lengthswith a .93”x5.25” profile. Fascia is available in 12’lengths with a .75”x11.25” profile.

FIBERONDECKING.COM(800) 573-8841

THUNDERBOLT WOOD TREATING“WE TREAT WOOD RIGHT”…Quality Wood Treating Services Since 1977

www.thunderboltwoodtreating.com

Central California Location3400 Patterson Rd., Riverbank, Ca. 95367

Sacramento, CABob Palacioz, Sales/Marketing Mgr.

(916) 402-3248 • Fax (916) [email protected]

Marine & Industrial SalesMiguel Gutierrez

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

Treating Services Only (TSO)

ACQCCA

BORATESD-BLAZE®

ACZA (CHEMONITE®)

Heat TreatingDrying Services (KD, KDAT)

Marine PilingStaining Service

Rail Siding (BNSF)Coating Service: MFI-SLO8 Marine Grade

Spray Polyurea Coating

0000


Strong Asphalt ShinglesTAMKO’S Heritage IR laminated asphalt shingles

have naturally deep shadow lines for the look of realwood shakes.

A fiberglass mat and a non-woven polyester fabricwith thermally bonded polyester fibers provide Class4 impact-resistance.

Six colors provide the perfect complement to anyhome.

TAMKO.COM(800) 641-4691

LED LightsLED lighting for decks, stairs and landscape from

I-lighting employs easy-plug installation for seamlessillumination.

Each kit includes a complete set of fixtures, wiringharnesses, and fasteners.

A photocell automatically controls lights, for safe-ty, security, and energy efficiency.

I-LIGHTINGONLINE.COM(888) 305-4232

g^^ ` l =̀ l o ml o ^qfl k

qbiW=QORJQQNJSMMU==============t ÉÄW=ïïïK à~~ÅçKÅçã

pmb`f^iqvI=nr^ifq v=_bpq=vl r =̀^k =dbq=bsbova^vK

^fpf=PMQLPMRLPNS=pí~áåäÉëë=k~áäëLpí~éäÉëL`çää~íÉÇ=pÅêÉïë


Extra-Rugged ShinglesTwo new asphalt shingles from GAF have propri-

etary advanced protection technology.Grand Sequoia IR has oversized tabs and a rugged

wood-shake look, plus Class 4 impact resistance.Sienna’s dimensional look is created with dia-

mond-shaped designs and artisan-crafted shapes—infour custom colors.

GAF.COM(877) 423-7663

Polymer FlashingHydroFlash self-adhered flashing from Benjamin

Obdyke can be installed in cold temperatures.Constructed of a block co-polymer with a split-

release liner, the product seals around nails withoutprimer. It’s compatible with a wide range of buildingmaterials, including OSB, CDX sheathing, vinyl, andother building wraps.

BENJAMINOBDYKE.COM(800) 523-5261


Brick VeneerManufactured brick veneer

from Boral Stone Products hasthe look of handmade brick, butis easier to install.

Thinner and lighter than tradi-tional full-face bricks, they workwell with a variety of architectur-al styles and are suitable for bothinterior and exterior applications.

Tones are burgundy RusticManor and Moroccan Sand, amix of several earthy colors.

BORALNA.COM

Warm Wood WindowProVia’s Aeris windows com-

bine the warmth and beauty of asolid-wood interior with the lowmaintenance of a welded vinylframe and sash on the outside.

They come in three species(oak, cherry and maple), in 16stain and 16 paint colors. Neoparinsulation and a Low-E coatingenhance energy efficiency.

Styles are double hung, case-ment, awning, slider, picture,bay, bow and various architectur-al shapes.

PROVIAPRODUCTS.COM(877) 389-0835

Lantern Repels PestsA new portable lantern from

ThermaCELL is 98% effective atwarding off biting insects out-doors.

The dark bronze lantern has acylinder-shaped globe and threeLED lights.

It operates on a single butanecartridge, which heats a repellantmat that releases allethrin—asynthetic copy of a natural insec-ticide found in chrysanthemumflowers—to create a 15’x15’comfort zone.

THERMACELL.COM(866) 753-3837

Metal FramingScrews

The new XEQs e l f - d r i l l i n gscrew from Simp-son Strong-Tie canbe used for exteriormetal framing.

Designed specif-ically for use withSST connectors andcold-formed steelframing, the newscrew undergoes a dual-hardenedheat treatment.

It also features a proprietaryQuik Guard double-barrier coat-ing for corrosion resistance inexterior applications.

STRONGTIE.COM/FASTEN(800) 999-5099

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

Superior Service, Products & Support

Distributed by


Phot

os b

y Th

e M

erch

ant

WW

PA

AN

NU

AL

MEE

TIN

G

WESTERN WOOD PRODUCTS Associationhosted its annual meeting March 3-5 atEmbassy Suites Hotel, Portland, Or. [1] HectorDimas, Rick Northrup, Pat Grady, Thomas D.Love, Rick Palmiter. [2] Kevin Paldino, JoeLaBerge. [3] Marty Mason, Mandie O’Malley,Steve Ackley. [4] Ronda & Dana Kookan, Brad

Erol Deren, Ahren Spilker, Scott Elston. [15]Jeffrey Hodge, Howard Zosel. [16] HakanEkstrom, Grace Tam Cheung. [17] SteveSwanson, Kathleen & Chris Hughes. [18]Leonard Greer, David Durst. [19] Tricia Kilrain.[20] Bruce Daucsavage, Jamie Trenter.

(More photos on next page)

Hatley. [5] Wes Bush, Tom Shaffer. [6] ShaneYoung, Robert West. [7] Bob & ConnieShepherd. [8] Wayne Bennett, James R.Olsen. [9] Sally Williams, Gregg Andrews. [10]Ted Roberts, George Emmerson. [11] JackGreene, Jim Vandegrift. [12] Kevin Cheung,Bob Mai. [13] Frank & Connie Stewart. [14]


WESTERN manufacturersand wholesalers gatheredin Portland, Or., forWWPA’s annual meeting(continued from previouspage): [1] Russ & BeverlyTuvey. Craig Larsen. [2]Ed Cunningham, MattDierdorff. [3] JohnnyWilford, Janet Corbett,Sheldon Howell. [4] TerryNeal, Randy Strutin. [5]Betty Guzman, ErikFinrow. [6] Gary Stanley.[7] Kelly Robertson, Maurice Vialette. [8] Chris Thomas. [9] SteveBrandt, Ilene Young, Kip Burns. [10] Jeff Webber, Thomas Lovlien. [11]Joshua Tyler, Lee Jimerson. [12] Laurie Creech, Mark Corso, CyndeeJohnson. [13] Art & Shauna Andrews, Steve Schmitt, Duane Vaagen.

[14] Ken Tennefoss, Gary Zaunder. [15] Rick Forgaard, Steve Zika. [16]Sherm Anderson, Dee Shaffer, Tony Colter. [17] Ron Hanson, Cherie &Doug Hanson. [18] Tom & Edna Searles, Adrienne & Kevin Binam.

WW

PA

AN

NU

AL M

EETING

Photos by The Merchant


Phot

os b

y Th

e M

erch

ant

2ND

GR

OW

TH

WEST COAST LUMBER & Building Material Association’s 40-and-under2nd Growth group held its March 7 meeting at Knott’s Berry Farm ResortHotel, Buena Park, Ca. [1] David Abbott, Danny Sosa. [2] Jackie Pierce,

Tony Campbell.[3] Corey Kroviak,Chris Trudeau. [4]Terry Rasmussen,Natalie Allen,Mike Caputo. [5]Kyle Gil l ings,Joseph Madrigal,Tianna Cash,Chris Huntington,Fia Faumuina. [6]Nick Larr, JarrettDeschenes, JasonWomack. [7] BillFerguson, MarcSpitz, Jean

Henning, Tom Angel. [8] Dan Sweeney, Dan Croker, Mike Bland. [9] JeffDonahoo, Jackie Vega, Mark Rommel, Ericka Chavez. [10] JaneeceLouden, Larry Christensen, Betsy Bendix.

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

ACQ ACQPreserve • BoratesD-Blaze® Interior Fire Retardant

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

FSC Certified SCS-COC-002513

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

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


2ND

GR

OW

THPhotos by The M

erchant

MORE 2ND Growth (continued): [1] Jason Rutledge, Chris McDonough,Carlos Zarate, Allan Pantig. [2] Glenda DeFrange, Karen Glover. [3] LarryBollinger, Jennifer Burford, Sean Cummings. [4] Rebecca Jones, ScottWhitman, Lisette Silverman. [5] Kris McConnell, Jackie Vega, Tiffany

Mendoza, Jay McArthur. [6] Adan Torres, Gerry Perez. [7] Tim Hummel,Jeff Donahoo, Doug Willis, Brenden Hexberg. [8] Barry Schneider, BillSullivan, Rex Klopfer. [9] Phillip Ho, Endy Flores, J.C. Lopez, ChrisJohnson. [10] Grant Pearsall, Pete Meichtry, Chris Freeman.


WANTED TO BUY

WANTED: DOWNFALL & SECONDSDownfall, excess or salvage lumber, panels,

roofing, etc., purchased for export. [email protected], (619) 954-9955.

CLASSIFIED MarketplaceRates: $1.20 per word (25 word min.). Phone number counts as 1

word, address as 6. Centered copy or headline, $9 per line. Border, $9.Private box, $15. Column inch rate: $55 if art furnished “camera-ready”(advertiser sets the type), $65 if we set type. Send ad to Fax 949-852-

0231 or dkoenig@ building-products.com. For more info, call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: 18th of pre-vious month.

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

HELP WANTED

NEIMAN REED LUMBER CO., a SanFernando Valley-based wholesale lumber andplywood distributor, is looking for two qualityand seasoned salespersons. The first candidatewill manage and run our plywood operationwith sales and buying responsibilities. Mill con-tacts and customer following are essential. Thesecond candidate will be a softwood/hardwoodtrader with loyal following. We offer the mostcomprehensive inventory with a full spectrumof grades, a competitive compensation pro-gram, earned bonuses, 401K, travel andexpense accounts, and full-health insurancebenefits. This is an excellent opportunity to be akey part of a premier wholesale lumber compa-ny. Please send resumes in confidence to EdLangley: [email protected].

HELP WANTED FOR SALE

CALIFORNIA CASCADE INDUSTRIES iscurrently hiring quality, seasoned salespeople.Opportunities are for both inside and outsidesales. Send resume to [email protected]

Special promotional opportunity forNAWLA wholesalers, manufacturers,

and service affiliates…The North American Wholesale Lumber Association is teaming withthe lumber industry’s leading trade magazines to offer an exclusive

marketing vehicle — The May 2013 issues of both The MerchantMagazine and sister publication Building Products Digest will feature anextensive special section devoted entirely to NAWLA and its members.

Advertisers receive:• Your ad message reaches all NAWLA wholesalers and their dealer customers• Discounted advertising rates for NAWLA members• Support of your association• Brand your company’s identity with NAWLA’s• All ad rates include FULL COLOR and optional FREE ad design• Up to 6 one-year subscriptions to The Merchant and/or BPD • Advertisers in the May NAWLA Special Section save an added 10% off ads in October’s

NAWLA Traders Market PreviewReserve your space by April 12, 2013

For rates, contactAlan Oakes – [email protected] Chuck Casey – [email protected]

(949) 852-1990, ext. 11 (949) 852-1990, ext. 14

Gotyour own

copy?Just $22 a year

Start your own subscription withour very next issue by callingHeather at (949) 852-1990

[email protected]

TheMERCHANTMagazine


DATE BookListings are often submitted months in advance. Always verify

dates and locations with sponsor before making plans to attend.

West Coast Lumber & Building Material Association – April 11,golf tournament, Black Gold Golf Club, Yorba Linda, Ca.; (800)266-4344; www.lumberassociation.org.

Western Building Material Assn. – April 11-12, sales seminar,Heathman Lodge, Vancouver, Wa.; (360) 943-3054; wbma.org.

Mountain States Lumber & Building Material Dealers Assn. –April 13, bowling tournament, Arapahoe Bowling Center,Greenwood Village, Co.; (303) 790-2695; www.mslbmda.org.

International Wood Products Assn. – April 17-19, annual conven-tion, Vancouver, B.C.; (703) 820-6696; www.iwpawood.org.

Forest Products Society – April 18-19, window & door symposium,Roseville, Mn.; (608) 231-1361; www.forestprod.org.

National Kitchen & Bath Association – April 19-21, annual show,New Orleans, La.; (800) 843-6522; www.nkba.org.

Rock Springs Home & Garden Show – April 19-21, Rock Springs,Wy.; (307) 382-0710; www.wyominghomeshow.com.

Albuquerque Home & Garden Show – April 20-21, State Fair-grounds, Albquerque, N.M.; www.abqhomeandgardenshow.com.

Transload Distribution Association – April 22-24, conference,Hilton, Rosemont, Il.; (503) 656-4282; www.transload.org.

Wood Machinery Manufacturers of America – April 23-26 wood-working conference, Tempe, Az.; (443) 640-1052; wmma.org.

Southern California Hoo-Hoo Club – April 26, 6th annual DonGregson Memorial Golf Tournament, San Dimas Golf Course,San Dimas, Ca.; (760) 324-0842; www.hoohoo117.org.

Black Bart Hoo-Hoo Club – April 27, annual poker tournament &BBQ, Burgess Horse Barn, Healdsburg, Ca.; (707) 889-0049;www.blackbarthoohoo181.org.

North American Wholesale Lumber Assn. – April 28-30, leader-ship conference, Palm Harbor, Fl.; (800) 527-8258; lumber.org.

American Wood Protection Assn. – April 28-May 1, annual meet-ing, Sheraton Waikiki, Honolulu, Hi.; (205) 733-4077; awpa.com.

National Assn. of Home Builders – April 29-May 1, green buildingconference, Nashville, Tn.; (800) 368-5242; www.nahb.org.

Western Hardwood Association – April 30-May 2, convention &expo, Doubletree Lloyd Center, Portland, Or.; (360) 835-1600;www.westernhardwood.com.

Olympic Logging Conference – May 1-3, Victoria, B.C.; (360) 452-9357; www.olympicloggingconference.com.

Material Handling Equipment Distributors Assn. – May 4-6, expo& convention, Palm Desert, Ca.; (847) 680-3500; mheda.org.

Composite Panel Assn. – May 5-7, spring meeting, San Diego,Ca.; (301) 670-0604; www.compositepanel.org.

Global Forest Products Leadership Summit – May 5-9, Vancou-ver, B.C.; www.forestproductssummit.com.

National Retail Federation – May 7-8, global supply chain summit,Madison Hotel, Washington, D.C.; (800) 673-4692; www.nrf.com.

National Hardware Show – May 7-9, Convention Center, LasVegas, Nv.; (888) 425-9377; www.nationalhardwareshow.com.

North American Retail Hardware Association – May 7-9, conven-tion, Bellagio, Las Vegas, Nv.; (800) 772-4424; www.nrha.org.

Wood Markets – May 8, global softwood log & lumber conference,Sheraton Wall Centre Hotel, Vancouver, B.C.; (604) 801-5996;www.woodmarkets.com.

PwC Global Forest & Paper Industry Conference – May 9,Sheraton Wall Centre, Vancouver, B.C.; www.pwc.com.

Do it Best Corp. – May 18-20, spring market, Indianapolis, In.; (260)748-5300; www.doitbestcorp.com.

Dimension LumberTreated ProductsDomestic

TimbersGreen & K.D.

Export

Manke Lumber Company is family-owned and has been serving the needsof the lumber industry since 1953. Wetake pride in milling and stocking quali-ty lumber in a full range of commoditysizes and larger dimension timbers. Wealso answer your market needs for awide variety of treated lumber products. Our forest products are milled from

carefully harvested Northwest treesready for distribution to you—on timeand at the right price.Located in the Port of Tacoma, we

have ready access to deep water ship-ping, rail heads or trucking terminals forlonger haul loads. Manke operates itsown fleet of trucks and is at your ser-vice for straight or mixed loads bytruck, rail or sea.We manufacture primarily Douglas fir

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

Manke Lumber CompanyCall 1-800-426-8488

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

www.mankelumber.com

WHAT YOU WANT.WHEN YOU NEED IT.


ADVERTISERS IndexFor more information on advertisers, call them

directly or visit their websites [in brackets].

Advantage Trim & Lumber [www.advantagelumber.com]..........41Allweather Wood [www.allweatherwood.com] ............................23Arch/Lonza [www.wolmanizedwood.com]...........................Cover IBear Forest Products [www.bearfp.com].....................................42Boise Cascade [www.bcewp.com]................................................43BW Creative Wood [www.bwcreativewood.com] .......................34Calculated Structural Designs [www.csdsoftware.com] ..............4C&E Lumber Co. [www.lodgepolepine.com] ...............................26Capital [www.capital-lumber.com]................................................35Contechem [www.contechem.com]..............................................26Eco Chemical [www.ecochemical.com] .......................................36Fontana Wholesale Lumber [fontanawholesalelumber.com].....50Hoover Treated Wood Products [www.frtw.com] .............Cover IVHuff Lumber Co. .............................................................................39Humboldt Redwood [www.getredwood.com] ..............................23Jaaco Corp. [www.jaaco.com].......................................................45J.H. Baxter [www.jhbaxter.com]....................................................41Kelleher [www.kelleher.com]...........................................................3Keller Lumber Co............................................................................43Kemper System [www.kemperol-roofpatch.com] .......................25Manke Lumber Co. [www.mankelumber.com].............................53Maze Nails [www.mazenails.com].................................................31Mount Storm Forest Products [www.mountstorm.com].............19Norman Distribution Inc. [www.normandist.com].......................47North American Wholesale Lumber Assn. [www.nawla.org] .....12Osmose [www.osmose.com] ...............................................Cover IIPacific States Treating ...................................................................28Pacific Wood Preserving Cos. [www.pacificwood.com].............35Quality Borate Co. [www.qualityborate.com] ..............................38Redwood Empire [www.redwoodemp.com].................................29Reel Lumber Service [www.reellumber.com] ..............................37Regal Custom Millwork ..................................................................37Rosboro [www.rosboro.com] ........................................................40Roseburg Forest Products [www.rfpco.com] ..............................33Royal Pacific Industries .................................................................46RoyOMartin [www.royomartin.com] .............................................24Screw Products [www.screw-products.com] ..............................28Simpson Strong-Tie [www.strongtie.com]...................................17Snider Industries [www.sniderindustries.com] ...........................51Sunbelt [www.sunbeltracks.com].......................................Cover IIISuperior Wood Treating [www.superiorwoodtreating.com].......42Swanson Group Sales Co. [www.swansongroupinc.com]...........7Taiga Building Products [www.building.com] ............................30Thunderbolt Wood Treating [thunderboltwoodtreating.com] ....44Utah Wood Preserving Co. ............................................................37Viance [www.treatedwood.com] .....................................................5Weyerhaeuser [www.weyerhaeuser.com]....................................27

Knowing your customers and what theywant—even if it’s just one or two of something—is thekey to success for a dealer in Yakima, Wa.

“A lot of these guys come in day after day, so youget to know them,” says Jim Wilbanks, owner of C&HHardware. “They will come in and say, ‘Hey, youknow that thing I bought a couple of months ago? Ineed a couple more of them.’”

Customers—a mix of contractors, fruit warehouseoperators, farmers, and do-it-yourselfers—can searchthrough bins of nuts and bolts to find the exact sizethey need, then buy what they need, rather than anentire box.

“I’ve always said, we’re not a pretty store—we’refunctional,” he comments. “A guy who climbs outfrom under a forklift, all greasy, can come get what heneeds and be back to work in 10 minutes.”

Two warehouses in back are used to store additionalstock and out-of-season supplies, such as ice melt,space heaters, and fans.

“If someone wants a bag of ice melt in June forsome odd reason, we’d have it,” says Wilbanks. “Or abox fan in the middle of winter, we’d have it.”

Other best sellers are wheelbarrows, rubber tires forcarts, and small hinges used on orchard ladders—something big stores don’t carry because they don’tsell enough to make it worthwhile. The store also has amachine that presses fittings onto the ends of rubberhydraulic hoses used on forklifts and tractors.

The 5,000-sq. ft. main building has a rough concretefloor, a testament to its former life as a feed store. In1959, VinceCresci and hiswife, EdithHolman, becameowners, changingthe focus to hard-ware. Wilbanksjoined the staff inthe mid-1970s,left to work else-where, and returned in 1990. He became a part ownerin 1995, and has owned the store outright the past sixyears.

Last year was a good one for the store, due to agreat growing season. Wilbanks is looking forward toanother good year as local fruit growers, processors,and distributors expand into foreign markets, such asChina and South Korea.

“We had great weather, unlike in other parts of thecountry, so things went well,” he notes. “Everyoneloves a good apple and we grow some of the best in theworld, right here in Yakima.”

IDEA FileYou Want It? They Got It.

The MERCHANTMagazine

TheMERCHANTMagazine

Date post:	07-Mar-2016
Category:	Documents
Upload:	cutler-publishing
View:	249 times
Download:	6 times

The Merchant Magazine - April 2013

Documents