The Merchant Magazine - December 2011

ENGINEERED WOOD TRENDS � DELIVERY TIPS � PULL-OUT 2012 INDUSTRY CALENDARDDEECCEEMMBBEERR 22001111

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

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

December 2011Volume 90 �� Number 6

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

BUILDING-PRODUCTS.COM

THE MERCHANT ON FACEBOOKSEARCH “THE MERCHANT

MAGAZINE” ON FACEBOOK.COM

TheMERCHANTMagazine

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

Special Features8 FEATURE STORY

DELIVERY OBSTACLES DON’T DEFLATE

MIDWEST LBM DISTRIBUTOR

10 INDUSTRY TRENDSDOMESTIC WOES CAUSE ENGINEERED

WOOD PRODUCERS TO LOOK ABROAD

11 GREEN RETAILINGINNOVATION IN INTERESTING TIMES

12 COMPETITIVE INTELLIGENCEOLD SCHOOL DEALER “MALLS” THE

COMPETITION BY KEEPING IT SIMPLE

16 SPECIAL INSERT: 2012 LBM CALENDARTEAR OUT THIS WALL-HANGING

CALENDAR TO HELP PLAN YOUR SHOWS

THROUGHOUT THE YEAR

In Every Issue6 TOTALLY RANDOM

14 OLSEN ON SALES

17 FAMILY BUSINESS

18 MOVERS & SHAKERS

23 IN MEMORIAM

24 NEW PRODUCTS

27 ASSOCIATION UPDATE

28 CLASSIFIED MARKETPLACE

29 DATE BOOK

30 IDEA FILE

30 ADVERTISERS INDEX

www.building-products.comA publication of Cutler Publishing

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

Publisher Alan [email protected]

Publisher Emeritus David CutlerDirector of Editorial & Production

David [email protected]

Editor Karen [email protected]

Contributing EditorsDwight Curran, Carla Waldemar,James Olsen, Jay Tompt,

Mike Dandridge

Advertising Sales ManagerChuck Casey

[email protected]

Administration Director/SecretaryMarie Oakes [email protected]

Circulation Manager Heather [email protected]

How to AdvertiseChuck Casey

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

Alan Oakeswww.building-products.com


CLASSIFIEDDavid Koenig


How to SubscribeSUBSCRIPTIONS Heather Kelly


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

Two years, $36 Three years, $50

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

Other countries, $60Air rates also available.

SINGLE COPIES $4 + shipping

BACK ISSUES $5 + shipping

TheMERCHANTMagazine


TOTALLY RandomBy Alan Oakes

Thank you for believing in us!

I CANNOT BELIEVE we are already on our last issue of the year. The good news is thatif you are reading this, you have survived another year, and that is no mean feat. As

many of you have told me, this has been one of the most difficult years faced ever andhere we are in year four to five of the downturn. Simply keeping the lights on and thetelephone ringing has been a tough task for many, and for those that have survived ithas been stressful and gut wrenching at times.When you look at the hard numbers, it is difficult and tragic to believe what this

industry has had to contend with. So it would be a brave person who would predict thenext 12 months for certain. I have often said to people how not so long ago in othercompanies we had to prepare not only one-year plans, but also three, five, and often10. Today, in truth, I would not like to predict the next quarter.If we have learned anything this year, it is how intertwined our entire economy is

with the rest of the world. Who could predict a country like Greece, which representsonly a half-percent of the world’s GDP, could create such havoc internationally? Andjust when you believe steps are in place to solve that crisis, up pops Italy, and tomor-row probably Spain. The economic uncertainty, fueled by continued high unemploy-ment, says we cannot rebound until such issues are solved. An election year typicallysuggests a hedging of bets until the next administration is confirmed, so it is assumedthat it is unlikely that 2012 will be a turn-around year. Yet I believe that 2013—despite the unluckiness of the number 13—will actually be the start upwards.Past experience suggests that if I am anywhere near correct, 2012 will be a critical

period in positioning your company to take advantage of the momentum. Trying tojoin the party after it has started without you will be too late. Many of our advertisersthat have maintained presence and visibility say they expect to step up efforts nextyear. A caller this morning told me he looks at the current environment where compa-nies are struggling as an opportunity to grow, and has undertaken a series of new ini-tiatives that are beginning to pay off for them and will also position them well for theturn-around. It is already finding them new customers and profitable revenue. I havehad companies inform me of 30% growth rates and others tell of adding staff. So thereare pockets of good news. As the saying goes, “luck favors the brave.” During myfinal tradeshow visits of 2011, I witnessed additional success stories that give me opti-mism. I heard from someone the other day: “I am fed up with being fed up.” That isprobably how many of us feel; we are ready to move on and up. Here’s to that!As we again come to year-end, I want to thank you, our readers and our advertis-

ers, for your continued support. We are the only publications in our sector to publishevery month. Your loyalty has allowed us to do that. In a few months, we reach 90years old (The Merchant debuted in July 1922). Our mission is always to support thisindustry. Along the way, we meet thousands of readers every year, and I am alwaystouched to hear feedback of how you enjoy our publications. On a personal note, Ienjoy many, many industry friends who are a good representation of the industry thatmost of us so dearly love—despite its occasional flaws and warts.As I do every year, and do so with more determination

this year, I guarantee we will support this industry and itspeople to our absolute maximum, offering all that we canto help you run your business more profitably and keepyou abreast of changing times and tastes. When we do not,call me personally. Like all companies, we are only asgood as the people surrounding us, and I am lucky to havea staff that is the most experienced in the business.To you, your families, and your colleagues, a

Merry Christmas, Happy Holidays, and a suc-cessful, healthy New Year from us all at TheMerchant. I hope to see you soon—perhaps atone of the hundreds of events listed in the2012 Industry Calendar that can be pulledout from the center of this magazine.

Alan Oakes, [email protected]

Hardwood & Softwood LumberAshAlderApitongAromatic CedarBirch–Natural, Red & WhiteCherryMahoganyMapleOak–Red, White, Rift Red & WhitePecan/HickoryPoplarSteamed BeechSugar Pine–#2 & #3 CommonClear Radiata PineTeakWalnut

* Other species available by special order

Hardwood PlywoodAlderAshApple PlyAromatic CedarBaltic BirchBeechBending-MahoganyBirch–Natural, Red & WhitePrefinished BirchCherryKnotty CedarMahoganyMaple–Natural & WhiteOak–Red, White, Rift Red & WhiteQuartered Red & White OakPecan/HickoryPine–Knotty & ClearRibbon SapeleTeakWalnutV.G. Fir

Exterior SidingsBreckenridgeDuraTempFir-Select, Premium & ClearKnotty Cedar, Penply-NR-Cedar

PlywoodsABX, ACX, AB & AC SuperplyBBOES, BC, CCX P&TS, CDXSt 1, T&G’s CCXShop GradesLong Lengths & Wide WidthsMDO’s & HDO’sPre-Primed, Prefinished MDOSkidGuard, Tuf-TredFire-Retard TreatedPressure Treated for RotMedium & High Density FormSturdi-FloorMarine-AB Fir & Mahogany

Specialty ItemsCedar Closet LiningSound BoardAsphalt Impregnated BoardWhite Building BoardChopping BlocksMoulding & Millwork Items by Special OrderVeneers, NBL & 10 MilFRP Board & MouldingsPrefinished Paneling –States, TrimacR-Max, Foamular 150 – 250White InsulfoamTile Board, Dry Erase Board, ChalkboardHardboards, Pegboards, Temp 2-Side SmoothWhite, Black & Almond PegboardMedex, Medite FR, ExtiraMDF–Formaldehyde FreeLiteweight MDF, Medite 3D, Arries MDFMDF, ParticleboardUnderlayment & IndustrialMelamine, Vinyl & SlatwallRedi-shelf, PB & Melamine ShelvingMelamine Edgebanding TapeCombination PanelsDurock & Fiberock Fire-Rated Particleboard

www.capitolplywood.com

Season’s Greetings from

160 Commerce Circle, Sacramento, Ca. 95815 • Fax 916-922-0775(916) 922-8861 • (800) 326-1505

1955 Timber Way, Reno, Nv. 89512 • Fax 775-329-3873(775) 329-4494 • (800) 326-4494

Product • Performance• Personal Service


EARLIER THIS YEAR, a tornadostruck the south side of La

Crosse, Wi., and tore a two-block byseven-block-long swath, shearingroofs off buildings, downing powerlines, and destroying homes. Although nowhere near as devas-

tating as the tornado that rippedthrough Joplin, Mo., 620 miles to thesouth, the tornado that hit La CrosseMay 22 did nearly $10 million indamage and displaced about 30 fami-lies.Building materials supplier Badger

Corrugating Co. was based at groundzero. Despite sustaining a direct hitresulting in an estimated $1 milliondamage to 15 of its 17 buildings,

Badger still resumed operation theday after, supplying businesses andresidences damaged by the storm. Even though tire-puncturing debris

littered the roads and streets in andaround the company’s West Avenuecampus, none of the company’s trail-ers in its main delivery fleet sustaineda flat tire due to punctures, accordingto Badger transporation managerKevin Hanson. “That’s remarkable,”Hanson said. He credits high-tech tires and his

local Goodyear dealer, WingfootCommercial Tire, for helping thecompany keep its fleet moving fol-lowing the disaster.“We’re pleased with the perfor-

mance of these tires,” Hanson adds.“By using these tires on our trailers,our problems with flats have droppeddramatically. I’d say we’ve droppedour number of service calls by almost95%.”The La Crosse-based distributor

has been led by the Sexauer familysince its inception and is currently inits fourth generation of family owner-ship. Badger was founded in 1903 pri-marily as a fabricator of metal prod-ucts, such as ventilators, stock tanks,and a variety of products for the heat-ing and building trades. Over the past100 years, Badger has evolved into afull-line distributor of lumber, interiormillwork, exterior millwork, cabinets,fireplaces, roofing, and agriculturalproducts. The company’s customersinclude dealers, suppliers and contrac-tors in Wisconsin, Minnesota, Iowaand Illinois.The company operates a total of 22

straight trucks, boom trucks and trac-tors, and 19 trailers. Before Badgerswitched tires three years ago, itsmain delivery fleet of 10 tractor andtrailer units suffered at least one flattire per week, usually on the trailerposition, Hanson reports. He opted for Goodyear tires with

DuraSeal Technology, a gel-like, sol-vent-free compound built into theinner liner of the tire. It can instantlyand consistently seal punctures up to1/4-inch in the tread area, without theneed to repair the tire until it isretreaded. This allows drivers to con-tinue operating after a tire is punc-tured.With the new tires on its trailers,

the company now gets one flat tireevery one to two months. Hanson also

FEATURE StoryTune Up Your Fleet Maintenance

Delivery obstacles don’tdeflate LBM distributor

HIGH-TECH tires and an upgraded maintenance schedule have helped Badger Corrugating reducedowntime on its fleet of 22 straight trucks, boom trucks, and tractors, and 19 trailers.

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

attributes close monitoring of the tireswith routine pressure checks by dri-vers and monthly checks by WingfootCommercial Tire technicians for thecompany getting more miles toremoval from its tires. Plus, the com-pany has instituted a maintenanceprogram that has the steer tires beingpulled at between 5/32- and 6/32-inchtread depth and replaced. The drivetires are pulled at between 4/32- and5/32-inch tread depth. The steer anddrive tires are then retreaded usingpre-cure and mold-cure methods forthe drive positions. Fewer flats mean more miles to

removal, plus Badger saves thousandsof dollars in tire-related servicecosts—and helps the company realizeits on-time delivery promises to cus-tomers. Each morning around 3 a.m., dri-

vers leave the company’s main ware-house in La Crosse loaded with lum-ber, corrugated sheet metal, roofingsupplies, and other building materialsto make deliveries to customers.Drivers usually make anywhere froma handful to 10 or 12 stops, dependingon the length of their routes. Driversusually make their first deliveries byabout 7 a.m.Hanson says flats generally

occurred about an hour or two intoruns. That’s because the trailer tireswould get punctured by nails, screws,or other sharp objects in lumberyards.

They would develop slow leaksovernight, which would not benoticed until the next day when thetrailers would suffer flats after gettingback out on the road.“I’d get a call at 4 a.m. from our

driver who was stuck out on the roadwith a flat trailer tire,” Hanson says.This led to delays in the delivery ofmaterials to key customers. Hanson reports that an after-hour

service call costs anywhere from $200to $800, depending on the distancesinvolved. Plus, it means a delay indeliveries of building materials to hiscustomers. And that delay affectstheir customers. “Perhaps one of their customers

was a contractor working on a housethat needed to close later in the day at2 p.m.,” he says. “If we’re an hour ortwo late in making our deliveries inthe morning, that could mean the con-tractor wouldn’t get his supplies intime in order to finish his work beforethe 2 p.m. closing. And if the housedoesn’t close, the deal falls through. “Delays on the back end can affect

everything that’s happening all theway down the line,” Hanson contin-ues. “Avoiding those kind of delays,particularly in this difficult economy,is very important. All it takes is toburn one bridge and word of mouth isenough to cause serious problems foryou.”

BADGER TRANSPORTATION manager Kevin Hanson (left) and Wingfoot Commercial Tire salesrep Tracy Ness check the tread depth on a trailer tire. The distributor has instituted a maintenanceprogram that has the steer tires being pulled at between 5/32- and 6/32-inch tread depth andreplaced. The drive tires are pulled at between 4/32- and 5/32-inch tread depth. The steer and drivetires are then retreaded using pre-cure and mold cure methods for the drive positions.


INDUSTRY TrendsEngineered Wood Products

BUFFETTED BY A DIFFICULT domes-tic market, Louisiana-Pacific is

stepping up efforts to produce andmarket its engineered wood productsoverseas.Although third quarter 2011 sales

of EWP were up 45% over third quar-ter 2010 (including a 71% spike forLVL and LSL), the segment still lost$3 million for the quarter. The onebright spot has been growing interna-tional sales, particularly LSL toAustralia.In addition, LP is pushing towards

a 10-fold rise in business to China,although its goals are at the mercy ofexchange rates, due to shipping costs.

Europe is another big target. LPintroduced its SolidStart products—including I-joists, rimboard, laminat-ed veneer lumber, and laminatedstrand lumber—to Great Britain latelast year and in 2012 plans to expandEWP sales to the whole of Europe.LP Chile and LP Brazil are also

enjoying the best years in their histo-ries. “In Chile, both mills continue torun at near capacity and domesticdemand remains strong,” said c.e.o.Rick Frost. “We are under some pric-ing pressure in Chile from imports.”Much of the increased demand in

Chile arose from rebuilding in thewake of a 2010 earthquake. Half of

Domestic woes cause EWPmakers to look abroad

MANUFACTURERS such as LP are looking to increase exports and add production capacity over-seas to shore up their engineered wood businesses.

the homes now built in Chile usewood framing rather than concretestructures, which is considered moresusceptible to collapse. Brazil has been a more difficult

market to capture for LP, due to theneed to change building codes.Consequently, LP has focused moreon supplying products for existingdesigns, rather than pushing new con-struction techniques.In time, LP would like to build a

second EWP mill in Brazil. Frost said,“In Brazil, we are operating our PontaGrossa mill at about half of its capaci-ty, and the decision to start up the sec-ond thermal oil line there will proba-bly put off, be put off until Q2 of nextyear. That will be based upon thebusiness level at that time. About20% to 25% of the Brazil volume isgoing to China for interior use.”In the meantime, Frost is bracing

for the typical seasonal dropoff thatstrikes domestic markets across allproduct lines every fourth quarter.“In general,” he said, “I think the

housing market remains weak aboutanyway you slice it.”Other EWP producers are crafting

their own strategies. Weyerhaeuser,too, had heady growth in exports, par-ticularly from its B.C. mills to Japanand China. Nonetheless, Weyco alsoannounced the permanent closure offour previously curtailed EWP facili-ties—LVL plants in Albany, Or., andSimsboro, La., and veneer operationsin Pine Hill, Al., and Dodson, La. Boise Cascade increased third

quarter sales of LVL by 23% and I-joists by 13%, while benefitting fromlower raw material costs and higherlumber sales prices.


Domestic woes cause EWPmakers to look abroad THIS DISMAL YEAR is almost

over and most people won’tbe sorry to see it go. On the otherhand, if apocalyptic 2012 predic-tions are correct, the New Yearwill see the Mayan calendar com-ing to an end and so, apparently,will the world. Yikes! There’s acurse, reputed to be Chinese, thatgoes, “may you live in interestingtimes.” Well, we’re living it.But even in these interesting

times, I still find reasons to beoptimistic. You don’t have to begreen to do well in our business, but green dealers tend todo better. That’s encouraging. This year, there were severalinnovative products and materials that were either launchedor found traction in the market. That’s also encouragingbecause innovation is exactly what the home and sheltersupply chain needs—in products, materials, merchandis-ing—the whole package. And it seems to me that’s exactlywhat’s in the pipeline for next year and beyond. Here’swhat I’ve got my eye on.For several years, we’ve seen small independents roll

out green-only retail concepts and do well in their respec-tive niche markets. But this year Green Depot (greende-pot.com) took a step into the “big leagues” when theyacquired EcoHaus on the West Coast, making them the firstcoast-to-coast green home improvement chain. They’vedemonstrated that green can scale. Who’s next? It might benew, Austin, Tx.-based TreeHouse (treehouseonline.com).It’s big, well designed, focused 100% on green building,and is an easily replicable concept. These are but twoexamples of the shape of things to come.On the product front, it’s hard not to get excited about

the innovations in energy efficiency. Perhaps there’s nobetter way to gauge what’s happening here than to look atthe least sexy product category: insulation. There’s a placefor mass-produced, formaldehyde-free, high recycled con-tent fiberglass, but for a paradigm shift, you’ve got to lookat what small companies are doing. For example, we’vetalked about hemp as a building material, but now there’shemp insulation, too. American Lime Technology’s (ameri-canlimetechnology.com) Breathe insulation is made fromhemp and flax fibers, is breathable and functional, withobvious green benefits over conventional materials. And

A green 2012: Innovationin interesting times

GREEN RetailingBy Jay Tompt

then there’s insulation made fromfungus and agricultural waste—hard to get greener than that.Designed by Ecovative Design( e c o v a t i v e d e s i g n . c o m ) ,Greensulate is currently undergo-ing testing and may come to mar-ket next year. If insulation is the least sexy

product category, then thermalmass, as such, is the least com-mercialized. As passive solardesigners have known fordecades, properly managing ther-

mal mass and solar gain results in efficiency and comfort.For example, a granite south-facing wall absorbs heat dur-ing the day, keeping interior spaces cool, re-radiating thatheat at night, keeping interiors warm and comfortable. Imagine if, instead of logistically unfriendly granite,

thermal mass was a product that came in rolls, like bubblewrap, that was easily installed in walls and ceilings like,well, bubble wrap. Turns out someone already has. PhaseChange Energy Solutions (phasechange.com) has devel-oped BioPCmat, a roll of bubble wrap like material that isessentially thermal mass in a roll. Properly installed,BioPCmat can result in 30% energy savings.Products like these offer radical new approaches to

products and materials. And this is just the tip of the ice-berg. Philips recently unveiled theMicrobial Home design concept,including a kitchen that produces itsown cooking gas—methane—frombathroom and kitchen waste. Whetherthese product innovations take off inthe marketplace is an open question.But innovation breeds innovation.If this pace of new productdevelopment continues, 2012could well be very interesting,but in a good way.

Jay TomptManaging Partner

William Verde & Associates(415) 321-0848

[email protected]


BILL GERSON, OWNER AND GENIUSbehind Mahoning Lumber Center,

Youngstown, Oh., serves commercialbuilders. For shopping mall stores likeVictoria’s Secret, Anthropologie,Ruby Tuesday, and a hundred others,he’s the go-to guy for all the bells andwhistles. Yet he operates with few of them

himself: no computer, no website, noemail address. Not even a number inthe phone book. (It’s unlisted to screencalls from individual homeowners and

Old school dealer“malls” the competition

COMPETITIVE IntelligenceBy Carla Waldemar

OHIO LUMBERMAN Bill Gerson has carved aniche out of supplying new construction ofshopping malls, while maintaining his time-hon-ored ways of doing business.

No need, he says, for high-techtricks. Or a college degree, for thatmatter. Like his father, Sam, beforehim, business insights were soaked upon the job. Sam Gerson, who left theold country to make his home inCleveland, dropped out of elementaryschool to help support the family. By1930 he owned the BroadwayWrecking Co., which segued intoBroadway Lumber when customerswanted not only demo work but thematerials to build anew as well.In 1940 Sam bought Mahoning in

bankruptcy court for $1,750, whichdid well enough to send Bill to col-lege, first at Ohio U, then Miami,where, in 1952, the kid dropped out tobuy into a waterskiing outfit. Thatlasted until a visit from dad, who tookhim aside and made it clear: “I don’twant a beachcomber in the family.Come home.”He obeyed, of course, and almost

immediately was transferred toYoungstown, where he lived in theYMCA (and later became a boardmember) while partnering with a dri-ver to set up the lumber center. Thecompany flourished, supplying materi-als for the high-end homes of thetown’s steel executives, but graduallysteered its focus from residential tocommercial building.Brilliant—because the mills shut

down in 1983. Home-buildingscreeched to a halt and 80% ofMahoning’s customers disappeared.But fortunately, a right-time, right-place stroke of business luck hadalready occurred in 1962, when big-time developer De Bartolo (owner ofthe San Francisco Forty Niners, by theway) couldn’t find drywall for a the-ater he was building. “We gave it tohim, and we were off and running. Webuilt their first mall ever in Miami,”

even the home builders he used toserve.) He pecks out his correspon-dence on a typewriter—rememberthose? And, I suspect, he answeredthis reporter’s call on a rotary phone.Yet, he’s served as prime supplier for6,000 mall stores in all 50 states (andrecently Puerto Rico) over the past 15years.

Bill recalls.But De Bartolo wanted his supplier

close at hand—as in “Move toMiami.” “Fine,” said Bill. I had acondo, a place to live, so it was per-fect”—except for the fact that the fam-ily preferred to stay put inYoungstown, so Bill began a life oflong-term commuting.It proved well worth all the airport

time. “We built 14 malls in 15 yearsand also supplied the millwork for themost luxurious hotel on that part of thecoast. We’d bid on it, but didn’t getthe job. However, the company thatwon out soon went bankrupt, so theycalled us for 450 doors ASAP. We hadeight trucks and eight drivers andshuttled them back and forth”—a$55,000 payoff, by the way.Today, Mahoning operates with

three trucks, three drivers, and an out-side sales staff of “all girls,” Bill pro-claims in non-PC language, but whatthe heck? “They’re phenomenal,” hedeclares. “They go after malls underconstruction and talk to the supers,and they get 60% of the business.”And that business is very competi-

tive, he reports. Thus, Mahoning hasleased satellite warehouses to assurethe overnight delivery these develop-ers demand. (Finish a day late andthey’re slapped with a $10,000 penal-ty.) “We offer better service,” Bill pre-sents as one key to his continued suc-cess. “You’re as good as your name,”he knows full well,” so we also canoffer our reputation. Plus, we supplythe lumber and plywood that otheryards don’t carry. In fact,” he chuckle,“other yards didn’t even realize whatwe were up to. Malls weren’t beingbuilt until we got there. “Another thing—you’re gonna like

this story, dear—I’ve worked with oneof our best contractor customers in


personal property tax, etc.) Doing business in all 50 states,“I could live anywhere,” Bill claims. But he’s happy to beback in Ohio, where Mahoning also is licensed.And thriving. “Thirty-seven lumber companies closed in

Youngstown, and not because of the big boxes,” he insists.“They closed because they couldn’t adapt when home-building died. There are only two of us left. And we are theonly lumber company that does shopping mall stores.”No denying that Mahoning took a big hit when the econ-

omy tanked, however. “We died completely in 2009 and2010. The phone stopped ringing and I was so scared, soworried.” But 2011 came along and mall owners, seekingan uptick, gave their tenants orders: Remodel or we’ll takea long, strong look at your lease. There are 35 Limitedstores and 40 Victoria’s Secrets who had to listen, amongothers, so “we had one of our best years. Business was up50% over 2010. Bill, who’d rather we didn’t announce

his age, operates like a kid 30—or makethat 50—years his junior. And he hasno intention of slowing down. He’sglad to pass on the most important les-son he learned from his father, “aremarkable man.“I’ll put it this way,” he says.

“Dad told me, ‘Son, the customeris always right. Use that premiumand you’ll succeed.’”

Carla [email protected]

Ohio for over 37 years and never once called him formoney. “I only have seven customers,” he continues, “and that’s

enough to keep me happy. One of the best is in Humboldt,Texas. Another in Canton, Ohio. And our main customer inFt. Myers, Florida. How do I connect with them?” herepeats my query. “It’s a miracle! Here’s how we do it: It’sall through the supers. I’m friends with all of them. I fly outto meet them so they know I’m for real. They put me onwith their contractors. “We give them the best quality. No callbacks.” Well,

one. Almost. “I got a call from a guy for whom we’d deliv-ered metal doors and frames, and boy, was he mad! ‘Bill, Itrusted you to sell me doors, and these don’t even fit!’ Icame out to take a look, and he’d hung them upside down.He was so embarrassed,” Bill laughs.Only seven customers—and only five major suppliers,

including Midwest Wholesale Hardware, Dixieply for lum-ber and plywood, and Hering Corp. for doors and windows.“They love me because I pay my bills on time. So, we cannegotiate deals. I’ve gotten 62 blueprints since January,including one for Beholden, a new bridal chain going intoChicago. But I couldn’t give them good delivery if my sup-pliers didn’t give me a break. If they didn’t, other compa-nies would take it away from me. But if you pay your billsbefore they’re due, that gets their attention.”By now, Bill has moved back to Youngstown, thanks to

the insistence of a wife and daughter who could hardlyremember what he looked like. (Okay, they didn’t complainabout visiting him on the Florida beaches—only the phonebills and airfare.) Yet Mahoning remains a Florida corpora-tion to take advantage of the favorable business climate (no

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

- SmartSide Siding - SmartSide Trim - TechShield - SPF Pattern & Fascia - Hardy Frames - Plywood & OSB - Vinyl Lattice - Concrete Form/PSF

Help your builders start smart, �nish strong. Choose Universal as your key building products supplier.


you will not sell less. You can quote everything with$5/MBF less for the next 20 years and you won’t sell more.The only thing that affects our income is the quality of oursalesmanship, not how low our price is or isn’t. If we takethe strongest seller from your office and make him sell at$5/MBF more than your weakest seller for a whole year,who will sell more? It’s about salesmanship, not aboutbeing the lowest. This idea also accelerates our sales days, years and

careers. If we need to be the cheapest, we have to researchprice forever. If price is just another detail, we just need aprice, not the cheapest price. The (best) price is somethingwe work out with the customer, not something we deliveron our own. The customer has mutual responsibility to ourpartnership to arrive at the correct price.I can’t sell everyone. I don’t want to sell everyone.

Master sellers spend much less time working with anaccount that doesn’t buy than do sellers who struggle.Hanging on to accounts too long is also the major symptomof a plateaued seller at any level, but especially the mid-high level. Comfort is the enemy of the master seller.My account base is never set. The desired myth of the

struggling seller is for the “perfect” account base. Once theperfect account base is attained, we won’t have to striveanymore. Our customers will trust us and buy from us withease. We never arrive at this mirage. Master sellers constantly, consistently reinvent them-

selves. They do not wait for cataclysmic changes in theweather (dinosaurs) or their account base (struggling sell-ers). Master sellers continually upgrade their account base.As Kipling said, “All men count with you, but none toomuch.” The same can be said for our accounts. We lovethem all, but we don’t fall in love with any ofthem.Thinking matters. What I think about

and how I think about it affects my results,my career. Any kind of negativity must bestricken from our vocabulary and our lives.We must work at it. Are there negativethings that happen? Yes. They arein the past. The present and thefuture are positive when wemake them so.

WHEN I THINK OF SELLERS who know/sell more than Ido, I liken what they know to the view of someone

who is at the right angle of a hallway. We can see them andthey can see us, but we can’t see what they see when theylook down the other end of the hall. They can describe it,but we can’t really experience it until we get to wherethey—the master sellers—are in the hallway.Through my own evolution and working with salespeo-

ple, I have found the following idea and attitude changesare crucial for sellers who want to reach the next level.Preparation works. Activity does not equal progress. A

series of well-planned sales calls will yield a closing per-centage. From here, we can do sales math and figure outhow many calls we need to achieve our sales goals.Winging it is faster and much easier—in the short run—than planning our calls. In the long run, winging it leavesus running in place. Our careers do not advance becauseour skills do not advance. It’s like riding as a passenger in acar for years; you really don’t know how to get anywhere,because you haven’t been doing the driving. Price is just another detail. Salespeople bring up price

first—ALWAYS—and then blame the customer for being a“price buyer” or “always countering me.” Can you imaginegoing to a car lot and when the salesman asks, “What colordo you want?,” you respond, “Oh, I can’t tell you that. Justcome back with your best color.”? Of course not. Color,like price, is just another detail we must know before wecan put the order together. The customer will seldom buywithout knowing the price, so in the end it must be covered,but it is just another detail.Being low doesn’t matter. Guarantee: You can quote

everything with $5/MBF more for the next 20 years and

OLSEN On SalesBy James Olsen

Epiphanies in the lifeof a salesman

James OlsenReality Sales Training

(503) [email protected]


DEALER BriefsPrivate equity firm Gores Group, Los Angeles, Ca., has

acquired the remaining 49% of Stock Building Supply,Raleigh, N.C., from Wolseley Plc.

Dunn Lumber has doubled the amount of inventory atits store in Kirkland, Wa. The chain earlier expanded itsEverett, Wa., branch and plans to do likewise in all of its otherlocations, store by store.New products include a wider assortment of fasteners,

tools, paints, caulks/adhesives, and cleaning, plumbing andelectrical supplies.

Aldrich Lumber has sold its home of 74 years indowntown Billings, Mt., and is relocating to the edge of town,where it will downsize into a specialty dealer of pole barnsand riding arenas.

Ordway Building Supply, Ordway, Co., suffered$40,000 to $50,000 in damage Nov. 20 when a motoristplowed through its lumberyard.

Tomkins Hardware & Lumber, Creede, Co., hasbeen sold by Robert Fredrick to Nick Lenzini and DelanoVelasquez, who will serve as sales mgr.

84 Lumber Co.’s shuttered site in Santa Rosa, Ca.,has been acquired by Bedrosians Tile & Stone, as thenew home for its local showroom/design center.

Menards continues negotiating with the city to try toacquire a 24-acre site in Cheyenne, Wy., with hopes to beginconstruction on a new store in the spring.An earlier deal was killed in September when the county

contested ownership of part of the property.

Ace Hardware, Elk Grove, Ca., closed Nov. 23 due tobig-box competition.Owners Mary and Robert Lawrence bought the 30+-year-

old store—then a True Value franchise—five years ago.They continue to operate Aces in Galt and Sheldon, Ca.

Ace Hardware Hawaii, Honolulu, Hi., has acquiredPahoa Hardware, Pahoa (Big Island), Hi., and convertedit from True Value to Ace. Fourteen of the chain’s 25 stores are in Hawaii.

General Hardware, Mill Valley, Ca., shut down at theend of November after nearly 40 years.Kelly Kramer, owner for the past 21 years, was unable to

reach a deal with his landlord on a new lease.

Habitat For Humanity opened a new ReStore dis-count LBM outlet Nov. 17 in Sunnyside, Or.

Anniversaries: Sine Hardware, Glendale, Az., 100th …HPM Building Supply, Keaau, Hi., 90th … Pete’s AceHardware, Castro Valley, Ca., 85th … Ace HardwareHawaii, Honolulu, Hi., 60th … Paul’s Ace Hardware,Scottsdale, Az., 55th … Superior Lumber Yard ,Superior, Az., 45th … ADB Building Supply, Mesa, Az.,30th …

ROBORO’S new software makes it easier for customers to select andspecify glulams.

Choosing Glulams Gets EasierRosboro has updated its technology platform with a

new software system that allows customers to more easilyselect and specify glulam products. With isDesign,Rosboro clients can enter the span and load conditions fora project and automatically determine the best product forspecific uses, as well as calculate multiple spans, pointloads, cantilevers, and other applications.“With isDesign, we’re integrating what we find to be a

flexible, user-friendly software solution,” said GeoffCrandlemire, distribution and product development manag-er for Springfield, Or.-based Rosboro. “Our customers willnow have a simpler interface with intuitive navigation thatsaves them time and helps them select the right glulamproducts for their intended application.”An analysis/engineering software that incorporates the

most recent .NET technology, the new system’s interfaceand features enable users to operate in a familiar and com-fortable Windows environment.Rosboro’s custom glulam service is included. Curved

lengths up to 100 ft., depths up to 53 inches, and a varietyof textures and appearances are available.

GLULAMS can be ordered in custom lengths, depths, textures andappearances.


BlueLinx has shuttered its DCs in Seattle, Wa., andSacramento, Ca., consolidating operations at its facilities inBeaverton, Or., and Fremont, Ca.The move was announced at the end of a third quarter in

which the distributor lost $6.2 million. “We’ll continue to look atall markets and businesses within BlueLinx, and we’ll makethe necessary changes in investments to improve our results,”said c.e.o. George Judd.

Kingston Cedar, Spokane, Wa., has purchasedMalloy Lumber, Kingston, Id.Steve Gendron, sales mgr., Porcupine Wood Pro-

ducts, Salmo, B.C., will handle sales.

Eco Building Products, Vista, Ca., signed a five-yearlease to open a 30,000-sq. ft. coating facility with rail spur inSalem, Or.

Jeld-Wen, Klamath Falls, Or., is closing its window plantin Cheyenne, Wy., by the end of the year, eliminating 112 jobs.The manufacturer also received the 2011 Theodore

Roosevelt Workers’ Compensation & Disability ManagementAward for its safety improvement practices.

Weyerhaeuser Distribution is now supplyingTAMKO’s EverGrain composite decking and railing and Tam-Rail railing systems to Arizona, Colorado, Nevada, Oregonand Washington. Weyerhaeuser also has added a new fastening template

and proprietary edge seal to its Edge Gold flooring panels.

Vandermeer Forest Products, Lynnwood, Wa., isnow distributing a full line of AZEK products in Washington,Oregon, Idaho, Montana, Alaska and Hawaii.

EcoVantage LLC, St. Joe, In., earned the USDACertified Bio-based product label for its EcoPrem thermallymodified lumber.

Canfor Corp., Vancouver, B.C., agreed to pay $60 mil-lion for Tembec’s two eastern B.C. sawmills.The deal is set to close in late first quarter 2012. Canfor

then plans on investing over $50 over the next few years toimprove productivity at the mills in Elko and Canal Flats.

Haida’s Taan Forest division, Vancouver, B.C., hasearned Forest Stewardship Council certification for allof its forestry and harvesting operations on Haida Gwaii, BC.

Simpson Manufacturing Co., Pleasanton, Ca.,agreed to purchase all the shares of Swiss firms S&PClever Reinforcement Co. AG and S&PReinforcement International AP.

Trex inked a licensing deal with Backyard America todevelop and market Trex Pergola kits.

Arch Chemicals, Norwalk, Ct., was recognized as aVendor of the Year by Ace Hardware Corp., along withDeWalt Power Tools, Towson, Md.; WJ Dennis, Elgin,Il.; Ace Paint, Oak Brook, Il.; Wayne Water Systems,Harrison, Oh., and Kaytee, Chilton, Wi.

SUPPLIER Briefs G-P Shuffles EWP DivisionGeorgia-Pacific Wood Products is overhauling its engi-

neered lumber business to create more direct involvementwith its customer base and expansion of services.G-P will provide its engineered lumber customers with

inside and outside account management personnel, busi-ness development support, engineering and technical ser-vices, and software development and support. G-P willcontinue to offer a complete portfolio, including LVL,solid sawn and LVL flanged I-joists, glulams, and rimboard.“This new strategy will help expand market opportuni-

ties for GP, our customers, distributors, and supply part-ners,” said Mark Luetters, president of Georgia-PacificWood Products. “We feel this will help us better meet cus-tomer needs through a strong network of independent dis-tributors with a primary focus on engineered lumber prod-ucts.”The strategy coincides with the Feb. 12, 2012 expiration

of G-P’s distribution agreement with BlueLinx, which willallow G-P to begin to phase out its Broadspan line of engi-neered wood products late in the first quarter of 2012.“We’re excited about being able to offer strong brands

such as Wood I Beam joists, GP Lam LVL, GP Lam 3000glulam, and Fiberstrong rim board to a broader set of cus-tomers,” said Paul Watterson, general manager for G-PWood Products. “We’re looking forward to working moreclosely with our customers, and will remain committed tooffering high-quality wood products and innovative solu-tions to the industry.”

Boise Cascade Buying Stimson MillBoise Cascade, Boise, Id., agreed to purchase the assets

of Stimson Lumber’s sawmill in Arden, Wa.The mill processes pine and cedar into lumber and

decking products. When the deal closes, around Dec. 31,the facility will become part of Boise Cascade’s InlandRegion.“It is Boise Cascade’s intent to operate both the Kettle

Falls Lumber operation and the Stimson Lumber mill,although the operating configuration has yet to be final-ized,” said Inland Region manager Tom Insko. “The com-bination of the two mills will increase efficiencies andenhance the product mix capabilities of the Inland Regionlumber operations.”

Tear outthis industrycalendar toplan your

show visitsduring 2012.

��


�

FAMILY BusinessBy James Olan Hutcheson

to the same principles. Just wait untilthings cool off, and then try it.Prior to attempting to solve any

conflict, it is critical that you listenfirst to fully understand the situation.Then structure your message into aDESC format. Don’t just blast awaybecause someone came late again tothe board meeting. First, ask why theperson was late. It’s always a goodidea when there’s conflict to take adeep breath, rehearse what you needto do, and then gather information.At times like this, I like to recall

Aristotle’s comment on anger:“Anybody can become angry, that iseasy. But to be angry with the rightperson and to the right degree and atthe right time and for the right pur-pose and in the right way, that is notwithin everybody’s power. That is noteasy.”You’ll be better at conflict resolu-

tion if you pay close attention to yourown state of mind. When you are inan extreme mood, avoid making any

TOO OFTEN, SWEEPING potentialconflict under the rug is what

happens in family enterprises. Ratherthan respectfully addressing problemsthat could cause strife, they areignored and allowed to fester untilsome combination of events makesthem impossible to overlook. By then,the conflict may be so intense anddeep-rooted, or the business may bein such a delicate and precarious posi-tion, that resolution is much more dif-ficult.Any method of conflict resolution

is probably okay as long as the solu-tion you choose doesn’t belittle ordemean anyone or force a winner-and-loser outcome. There is one sim-ple, widely used method to resolvecommon conflict that goes by theacronym DESC: Describe, Express,Specify, and Consequences. Here’s ascenario that shows how you canapply DESC to resolve a simple con-flict within your family enterprise.A family business member has

consistently arrived late to meetings.Other family members are annoyedwith the behavior, teamwork is deteri-orating, and important decisions arebeing delayed. As the leader of thebusiness, you are expected to dosomething about it. In fact, givenwhat you know about the risk ofdelaying resolution, you really wantto do something about it and move on.How can you best correct the situa-tion?Describe. Arrange a private

meeting with the guilty party and startby describing the other person’sactions and/or behavior objectively.Try to quantify the concerns andavoid judgmental, absolute terms such

Resolving familybusiness conflicts

as, “You always…” and “You arenever…” For example, do not say,“You are always late to the meeting.”Instead say something like, “Youwere 30 minutes late to last week’sboard meeting. That was the fourthtime this year.”Express. Express your concern

about the consequences of the behav-ior on the business and family. Keepit simple, and keep it believable.Don’t say, “You are destroying thecompany.” Instead, say “The problemwith you coming in late is that itreduces the amount of time we canspend on important decisions, and itconveys to other board members themessage that the meetings aren’timportant.”Specify. Specify the behavior

you want. Be as specific as possible.Example: “It is critical that you behere on time when we call a familyboard meeting.”Consequences. Cite the conse-

quences that will occur when thebehavior is changed. Emphasize theopportunities or benefits that mightotherwise be lost. Also cite positiveconsequences. For example: “Whenyou show up on time, we will getthrough the meeting on time, resultingin a more productive team-buildingand morale-enhancing experience. Ifyou continue to be late, people willbelieve that it’s not important enoughfor them to be there, or that they’reonly there because they have to be.”In real life, your conflict resolution

may not go as smoothly as this. Youshouldn’t attempt to run a DESCscript when people are screaming andyelling, although you can still adhere

promises or even making phone calls,writing letters, or sending emails.Often, when you are angry, it’s tempt-ing to pen a stinging message. That’sthe worst time to do that. Instead stop,pay attention to your own emotions,gather information, and run a DESCscript. Good luck!

– James Olan Hutcheson is managingpartner and founder of ReGenerationPartners, a family business consultingfirm headquartered in Dallas, Tx. He canbe reached at (800) 406-1112 orwww.regeneration-partners.com.

Reprinted with permission of ReGenerationPartners. No portion of this article may bereproduced without its permission.


Holiday Greetings fromParr on our 36th Christmas

Jesus AldreteRaul AldreteAntonio AvinaPaul BlevinsNorm BoucherEdward ButzJose ChicasRosario ChicasKaren CurrieNick FergusonVince Galloway

Ricardo GarciaFidenceo GomezElvira HernandezHenry HerreraLeticia HerreraChris HexbergJerry LongJoe McCarronBert McKeeLuis MorenoBrad Mortensen

Rafael PantojaGeorge PardenTimoteo ParedesMichael ParrellaPeter ParrellaKurt PetersonEduardo PierreJanet PimentelNestor PimentelYolanda RodriguezAlex Romero

Bill SharpAngela SorensenLois TavennerMelinda TaylorPeter UlloaEnrique VargasOscar VillegasRobert WilliamsPamela WintersMatt WrightTerry Yarbrough

Thank you to our Customers and Suppliers

John Vranizan has been named presi-dent of American InternationalForest Products, Portland, Or.

Robert Fonseca, ex-American Elec-tric Supply, is now operations mgr.at Ganahl Lumber, Corona, Ca.

Ron De Leon, ex-All American HomeCenter, has been named generalmerchandising mgr. of City MillCo., Honolulu, Hi.

Wil Kuester, ex-Buckeye Pacific, hasjoined the sales force at SenecaSawmills, Eugene, Or.

Don Riley, ex-Mohawk Industries,has been named executive v.p. ofsupply chain & technology forProBuild Holdings, Denver, Co.Carl Artaz, general mgr., Glen-wood Springs, Co., is now alsooverseeing ProBuild’s Aspen, Co.,yard. Josh Omer, ex-Jeld-Wen, isnew to sales in Littleton, Co.

Allen Gaylord, cedar sales mgr.,Clearwater Paper Corp., Lewiston,Id., has retired after 36 years in theindustry, primarily with Potlatch.

Robert Wormley is new to cabinetsales at Parr Lumber, Fife, Wa.

MOVERS & Shakers

Gary Fenati has retired after 18 yearsas commercial sales mgr. for SierraPacific Windows, Lake Forest, Ca.

Paul Aucunas, ex-J.E. Higgins Lum-ber, has been named sales mgr. forCalifornia Window & Door’s newshowroom in Scottsdale, Az.

Charlie Nakama, mgr., City Mill,Honolulu, Hi., is transferring tomanage the Kaimuki, Hi., store Jan.9. Vicki Lebowitz will then moveto the Pearl City location, AaronKouchi to Mililani, Evile Ieriko toKaneohe, and Sandra Hee to theHonolulu branch.

Brenda Lancaster, ex-ProBuild, hasrejoined BMC, Greeley, Co., ininside sales.

Brad Strosahl, ex-BlueLinx, wasnamed v.p.-major accounts forPrimeSource Building Products,Buffalo Grove, Il.

Alice Palmer has joined the consult-ing staff at International WoodMarkets Group, Vancouver, B.C,

Ron Johal and Cameron MacKenzieare new to sales at iWood LumberProducts, Vancouver, B.C.

Brent Brownmiller, ex-MarathonForest Products, is now assistantbranch mgr. at Taiga BuildingProducts, Langley, B.C.

Sallie Bailey has joined Louisiana-Pacific, Nashville, Tn., as executivev.p. and chief financial officer, suc-ceeding Curt Stevens, who is nowexecutive v.p. and c.o.o.

Blain Hicks, sales mgr., DunkleyLumber, Prince George, B.C., isretiring at year’s end, after 40 yearsin the industry.

Marc Brinkmeyer, Idaho ForestGroup, Coeur d’Alene, Id., wasappointed to the first National Soft-wood Lumber Board for the Westregion, along with Steven Zika,Hampton Affiliates, Portland, Or.;George Emmerson, Sierra PacificIndustries, Anderson, Ca.; AndrewMiller, Stimson Lumber, Portland,and Rick Re, Seneca Sawmill,Eugene, Or.

Lotta Running is the new messengerat Mungus-Fungus Forest Products,Climax, Nv., report owners HughMungus and Freddy Fungus.


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

Season’s Greetings and Thank YouHappy Holidays from all of us at Norman Distribution

Distributed By

4% of all softwood logs and lumberimported into China originated fromNorth America. Last year, the sharewas 18%. North American wood suppliers

have the opportunity to expand theirexport sales into the Chinese marketin the coming years.

Wood Exports to China on Record PaceShipments of softwood lumber and

logs from the U.S. and Canada toChina will reach a record high in2011, according to Wood ResourceQuarterly.In 2010, the two countries export-

ed $1.3 billion worth of softwoodproducts. If the pace seen in the firstseven months of 2011 continues, thetwo countries’ exports will more thandouble from last year, reaching arecord $2.6 billion.Despite the disappointing develop-

ments in the U.S. housing sector dur-ing the past year, lumber productionin both the U.S. and Canada has beenhigher in 2011 than in 2010. Manysawmills in the western U.S. andCanada have benefitted from the dra-matic increase in demand fromChinese lumber consumers. Somesawmills are exporting up to 30% to40% of their production to the fastdeveloping market in Asia.The biggest increase in shipments

the past year has been that of soft-wood lumber from British Columbia.Much of this lumber comes from themassive supply of timber that hasbeen killed by the pine beetle over thepast 15 years. The value of lumbershipments from Canada has increasedfrom just $55 million in 2005 to anestimated $1.2 billion this year.While Canada has drastically

raised lumber shipments to China inrecent years, the U.S. has insteadexpanded exportation of logs toChinese lumber manufacturers. Thisyear, U.S. West Coast log exporters

are projected to ship logs valued atover $900 million, a jump from $42million dollars just four years ago.The U.S. and Canada have also

expanded their importance in theChinese wood market. In 2005, only


Allied Buys Hawaii SupplierAllied Building Products Corp. has

completed its acquisition ofSnohomish, Wa.-based distributorPacific Source, which supplies generalcontractors and homeowners through-out Hawaii.Pacific Source was founded in

1992 by five owners—Kim Halverson,Rob Bruce, Carol Kinison, MarkMason, and Doug Martin—and nowhas branches on the Big Island ofHawaii, Kauai and Maui.

Sonora Dealer Winds DownAndy’s Home Center, Sonora, Ca.,

is closing by year’s end, with theretirement of owner Steve Anderson.Anderson also cited a stagnant

economy, miniscule housing starts,and increased big box competition. Hestarted a liquidation sale Oct. 31 and isno longer open on weekends.The True Value affiliate was

founded in 1957, but adopted theAndy’s name in 1983.

Idaho Forest Takes OverClearwater Milling Complex

Idaho Forest Group, Coeurd’Alene, Id., has completed its acqui-sition of Clearwater Paper Corp.’s

Peth is a key component to Beacon’swestward expansion plans and will bea gateway to further geographicgrowth for our company.”

Distributor Swaps Home BaseLooking to downsize its headquar-

ters, Lumber Products, Tualatin, Or.,has swapped its three-building proper-ty for a single building nearby. Lumber Products, which has DCs

in Washington, Idaho, Montana, Utah,Nevada, Utah, Arizona and NewMexico, bought a building owned byair-holding equipment manufacturerHuntair for $7.25 million. Huntairthen paid $17.7 million for LumberProduct’s larger property.

Yard Burglar Sniffed OutWith an assist from a canine unit,

police arrested a man accused ofbreaking into Parr Lumber’s store inHillsboro, Or., on Sept. 30.

Authorities say the suspect broke astore window and entered about 1:20a.m., triggering a silent alarm. Afterpolice arrived, a tracking dog namedOdie found Paul A. True, 33, hiding inthe lumberyard. He was arrested andcharged with second-degree burglary.An accomplice is being sought.

sawmill, planer mill, and dry kilns inLewiston, Id.

The $30-million deal also includeslog and finished good inventories, tim-ber contracts, and a promise to contin-ue supplying chips and sawdust toClearwater’s pulp mill in Lewiston.

IFG has set Dec. 14 as the date ithopes to restart the facility, which wasidled in preparation for the change ofownership.

Beacon Gets Fowler & PethBeacon Roofing Supply, Peabody,

Ma., acquired nine-unit roofing dis-tributor Fowler & Peth, Denver, Co.Founded in 1948, Fowler & Peth

has six locations in Colorado, two inWyoming, and one in Nebraska, withannual sales of approximately $60million. Co-owners Eric “Ric” Pethand Kurt Peth said the sale will facili-tate quicker growth for the companyand greater career growth opportuni-ties for employees.“Fowler & Peth is an industry

leader and allows Beacon to expandour presence in the very importantDenver market beyond our existingDenver branch and to serve customersin the surrounding states,” saidBeacon c.e.o. Paul Isabella. “Fowler &


REEL

REGALCUSTOMMILLWORK

1321 N. Kraemer Blvd. (Box 879), Anaheim, Ca. 92806Fax 714-630-3190

(714) 632-1988 • (800) 675-REEL

3518 Chicago Ave., Riverside, Ca. 92507(909) 781-0564

301 E. Santa Ana St., Anaheim, Ca. 92805(714) 632-2488 • Fax 714-776-1673

Reel Lumber Service and Regal Custom Millwork are affiliated companies

LUMBERSERVICE

www.reellumber.com

WholesaleIndustrial Lumber

• Pine

• Plywood

• Mouldings

• Hardwood Lumber

Specialists inHardwood Milling

• Oliver Straitoplaner

• Straight Line & Multiple Rips

• Stickers

• Newman Straight Knife Planer

Happy

Holidays!

All-American Closing Mega-CenterAfter 52 years in Downey, Ca., All-American Home

Center is liquidating its inventory and will close its doorsbefore the end of the year. Founded in 1959 by father and son Irving and Lanny

Gertler, All-American began as a corner market, selling avariety of home products and knick-knacks. In 1970, theGertlers purchased land and built a 40,000-sq. ft. building,which expanded into a nearly 175,000-sq. ft. facility withmore than 25 departments. Tamar Kane took over the busi-ness after her father, Lanny Gertler, died in February 2010. The 175 employees who are losing their jobs are also

mourning the loss of longtime employee Joseph Barum, 49,who committed suicide Oct. 18 at his home in Norwalk,Ca. He had worked at All-American for more than 25 yearsand had recently grown concerned about “economic issuesand feared losing his home,” according to county coronerinvestigators.

Death Penalty for Home Depot KillerThe man convicted of killing a manager during a

February 2007 robbery at Home Depot, Tustin, Ca., hasbeen sentenced to death. Jason Russell Richardson, 41, was convicted of shooting

Thomas Egan to death after ordering him to empty thestore’s safe. After the shooting, Richardson stole $500 fromanother store employee and fled. Authorities linkedRichardson to the murder with DNA evidence found in asock in which he was carrying ammunition. According to prosecutors, Richardson had a criminal

history for kidnapping and rape and deserved the deathpenalty for killing Egan like he was “swatting a fly.”

New Rule Nears for Exports to EUBy Jan. 1, most European Union countries will require

structural lumber sold in those countries to bear a CE mark,reflecting that the product meets the standards outlined inthe European structural timber standard, EN 14081-1.Producers who export structurally graded lumber to Europewill need to have been issued CE grademarks or risk havingtheir products turned back at the port of entry.Although the implementation date for the standard has

been in flux for some time (it was originally to go intoeffect in July 2007), it appears now that the January 2012implementation date is a hard deadline for most EU coun-tries (the U.K. deadline is July 2013). At this point, therequirement applies only to structural lumber.CE marking has been used throughout Europe since

1993 to indicate that products have met legal requirements.In order to attain CE marking capability, producers must

subscribe to an approved inspection agency, such as PacificLumber Inspection Bureau.

Sample CE Stamp


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

wwwwww..tthhuunnddeerrbboollttwwooooddttrreeaattiinngg..ccoommCCeennttrraall CCaalliiffoorrnniiaa LLooccaattiioonn

3400 Patterson Rd., Riverbank, Ca. 95367SSaaccrraammeennttoo,, CCAA

Bob Palacioz, sales/marketing mgr. • [email protected](916) 402-3248 • Fax (916) 339-2477

MMaarriinnee && IInndduussttrriiaall SSaalleessMiguel Gutierrez • [email protected]

(209) 747-7773 • Fax (209) 451-0425

Treating Services Only (TSO)

AACCQQ •• CCCCAA •• BBOORRAATTEESSDD--BBLLAAZZEE® •• AACCZZAA ((CCHHEEMMOONNIITTEE®))Heat Treating • Drying Services (KD, KDAT)

Marine Piling • Staining Service • Rail Siding (BNSF)

CCooaattiinngg SSeerrvviiccee:: MFI-SLO8 Marine GradeSpray Polyurea Coating

Respecting the forest, honoringthe past, building the future.

A nation’s pride you can build on.

MMaannuuffaaccttuurreerrss ooff 1100 mmiilllliioonn bbdd.. fftt.. mmoonntthhllyy ooff

•• 55//44 && 66//44 PPoonnddeerroossaa PPiinnee SShhoopp•• 44//44 PPrreemmiiuumm PPiinnee BBooaarrdd PPrrooggrraammss

SSttaattee--ooff--tthhee--AArrtt HHeewwmmiillll && HHeeaaddrriigg MMiillll

Contact

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

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

Sheldon Howell(509) 874-1163

Bob Bretz(805) 995-0700

Comments Sought for NewSouthern Pine Design ValuesThe Southern Forest Products Association has posted

the Southern Pine Inspection Bureau’s proposed designvalues for visually graded dimension lumber on its web-site, www.southernpine.com.On Oct. 7, SPIB announced their submittal of proposed

design values, now pending approval by American LumberStandard Committee’s board of review. Prior to its nextmeeting—set for Jan. 5 in Washington, D.C.—ALSC issoliciting written comments from interested parties, to bereceived at least 10 days prior to the meeting. Direct com-ments to ALSC president Tom Searles, by [email protected] fax 301-540-8004. “These proposed design values from SPIB will help the

dialog progress to a better understanding of the process,the data, and the impacts on our industry,”said SFPA presi-dent Adrian Blocker. The last major change for visually graded dimension

lumber came in 1991, when design values for southernpine and other North American species were publishedbased on in-grade testing of full-size samples of commer-cially produced lumber. Since 1994, SPIB has conducted an annual resource

monitoring program developed in collaboration with theU.S. Forest Products Lab. Although the level established totrigger additional testing was never reached, overall trendsin the annual test data suggested a shift in the resourcemix. These trends, along with anecdotal external informa-tion, prompted SPIB to conduct a year-long program oftesting and data review. SPIB is the first rules-writing agency to submit new val-

ues. Agencies responsible for other species are in differentstages of evaluating design values.

Parr Comes Through for HabitatParr Lumber, Hillsboro, Or., donated a truck to Habitat

for Humanity Portland/Metro East to replace a pick-up thatwas stolen from a Habitat construction site in Gresham, Or. “Most of our trucks are getting very old,” said Habitat

executive director Steve Messinetti. “Having this opportu-nity to replace a vehicle that is on its last life is so valuablefor this organization.”Although the stolen truck was recovered, it was dam-

aged and its lumber rack was missing. Tools and construc-tion materials were also stolen.

Swanson Mills Extend DowntimeSwanson Lumber instituted extended shutdowns at its

plants last month, which affected 700 workers.The company’s sawmills in Glendale and Roseburg shut

down for two weeks starting Nov. 14. Its plywood mills inSpringfield and Glendale shut down for a week startingNov. 21. All of these mills typically close for theThanksgiving holiday weekend. Company president Steve Swanson said demand from

China has driven up the price of logs, which in turn drivesup the cost of raw materials for mills in the U.S. He added that China’s demand is not much higher than

it was back in the 1990s, but with such low amounts oflogs coming off federal lands, it makes prices spike.


ProBuild Alumni Form New DistributorSeveral former ProBuild Holdings

executives have started a buildingmaterials distribution company calledKodiak Building Partners, based—like ProBuild—in Denver, Co. Kodiak plans to invest in building

products companies serving new resi-dential, repair and remodeling, and

commercial construction marketsacross the U.S. Kodiak will providecapital and strategic support to allowits operating partners to make deci-sions locally, reflecting conditions intheir individual markets.“We believe the time is right to

acquire assets in this space,” said PaulHylbert, Kodiak c.e.o. and chairmanand ProBuild’s former c.e.o. “Whileconstruction activity in general remainsvery weak, we believe that this busi-

ness will recover and are looking topartner with strong managementteams to participate in the upturn.”Steve Swinney, formerly vice pres-

ident of finance at ProBuild, willserve as president and chief operatingoffice. Kyle Barker, Brian Cleveringa,and Eric Miller, who worked inProBuild’s financial division, will bemanaging directors. In July, Kodiak purchased Barton

Supply, a Colorado-based fabricatorand distributor of structural and rein-forcing steel products and accessories. IN Memoriam

Alvin Scarborough, 64, co-ownerand president of Scarborough Lumber& Building Supply, Scotts Valley,Ca., died Nov. 18 in South LakeTahoe, Ca.He began working for his father’s

company, Standard Lumber Mills,Scotts Valley, at a young age. Heserved in Vietnam in 1967. A yearlater, he joined his brother Mike, sis-ter Linda, and her husband, BillGilbert, in opening ScarboroughLumber & Hardware next to the mill. The business has since grown to

four building supply centers, as wellas a garden center on the site of theoriginal mill.

James B. Flores, 81, longtimemanager with Boise Cascade, died ofcancer Nov. 6 in Lewiston, Id.He began his career at Boise

Cascade’s mill in Winchester, Or.,transferring to the Boise, Id., corpo-rate office in 1964 and to thePortland, Or., regional office in 1966as Northwest lumber sales controlmanager. He returned to Boise in 1985, and

spent several years as a consultantuntil retiring in 1994.

Deanna Jane “Buzz” Holmberg,72, retired co-owner and office man-ager of Douglas Lumber, CastleRock, Co., and D&L Lumber,Eastlake, Co., died Oct. 7.She and her husband, Larry, started

Douglas Lumber in the early 1980s,selling it to John Jones in 2007.

Cheryll Ann Jones, 67, managerof Jones Lumber, Delta, Co., diedAug. 18 in Olathe, Co.

Sandra Dora “Sandy” Doucette,56, an estimator at Kingston LumberSupply, Kingston, Wa., died Nov. 6 inTacoma, Wa.Before joining Kingston, she

worked for Parker Lumber.


NEW Products

Illuminating RailingAmbience Rail from Phoenix Manufacturing com-

bines lights and PVC railing in one product. Lengths of 2’ to 10’ are available, with either LED

or low-voltage lights. Each kit includes a top rail, lighting track, bottom

rail, balusters, brackets, stainless-steel screws, caps,and a splicer to connect the sections. Transformers aresold separately, as are colored, snap-in lenses.� PVCRAILS.COM(732) 380-1666

Keeps Gutters CleanE-Z Gutter Control is a perforated aluminum guard

that keeps out debris without disturbing roof shingles. Produced by Midwest Enterprises, the product rests

on hidden hangers at the back and fastens to the frontwith stainless-steel screws. � E-ZGUTTER.COM(800) 748-7736

New Wood ScrewsTwo new fasteners from Simpson Strong-Tie pro-

vide alternatives to through bolting and traditional lagscrews.The SDWS ledger screw is designed for structural

wood-to-wood applications, including securing deckledgers. It also provides a high-strength alternative totraditional lag bolts.The hex-head SDWH screw is designed for struc-

tural and general purpose fastening applications. Acorrosion-resistant coating makes it suitable for bothinterior and exterior applications, including with treat-ed wood.� STRONGTIE.COM(800) 999-5099

Power LiftsFour models of Nissan’s QX 80-volt electric lifts

can handle capacities ranging from 4,000 to 6,000 lbs.Standard safety features include programmable

PIN access and an automatic mast-lock system. Anonboard diagnostic system provides instant perfor-mance information, to reduce troubleshooting. � NISSANFORKLIFT.COM(815) 568-0061


Vest of All TradesPaktek’s ToolVest eliminates

the need for bulky tool belts. The vest frame is made from

breathable mesh, with tool panelsof durable Cordura. Twentyeasy-to-reach pockets keep toolsclose at hand, while four quick-release buckles adjust for a per-fect fit. The entire garment zipson and off like a jacket.� TOOLPAK.COM(253) 584-4914

Wall Tools for ProsPro Stainless tools from Hyde

have rust-resistant blades, fingerstops, and comfort handles.New to the line is a 1” chisel

scraper with a bevel edge for get-ting under paint coatings in tightspaces, a 4” stiff scraper for wall-paper, and 8” and 10” flexiblejoint knifes for taping drywall. � HYDETOOLS.COM(800) 872-4933


Bamboo Flooring, In a SnapCali Bamboo’s engineered wood flooring snaps

together without glue or nails.Able to withstand nearly 5,300 lbs., the bamboo

panels come in three colors (natural, marbled, java).� CALIBAMBOO.COM(888) 788-2254

Alternative Decking FastenersTiger Deck’s hidden deck fasteners now come for

use with grooved composite and plastic decking.The universal design can be used with most

grooved deck boards, for faster installation, consistentspace, and freedom from unsightly screws.� TIGERDECK.COM(503) 625-1747

Wood-like TilesMountain Timber glazed porcelain tiles from

Mediterranea use Dynamic HD imaging to replicatethe look and appeal of fossilized wood.Three colors come in 6’x24” and 12’x24” sizes,

with 2”x2” mesh-backed mosaics. �MEDITERRANEA-USA.COM(305) 718-5091

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.


HHaappppyy HHoolliiddaayyss aannddTThhaannkk YYoouu..

WWiitthh AAllll OOuurr BBeesstt WWiisshheess ffoorr 22001122..

ROCKLIN DISTRIBUTION CENTERTel. (800) 348-1400 • (916) 624-9293

www.taigabuilding.com

SANGER DISTRIBUTION CENTERTel. (559) 876-3624

building products

Lumber Association of California& Nevada welcomed RichardMcArthur, Ojai Lumber, Ojai, Ca., asits new president during its recent con-vention in Rancho Mirage, Ca.Other new officers are 1st v.p.

Augie Venezia, Fairfax Lumber &Hardware, Fairfax, Ca., and 2nd v.p.,Mark Ganahl, Ganahl Lumber,Corona, Ca. Treasurer Bobby Senftenand past president J.D. Saunders,Economy Lumber, Campbell, Ca.,retained their positions.New directors include Jeff Pardini,

Hills Flat Lumber, Grass Valley, Ca.;Jim Turrentine, Cargotec USA,Fontana, Ca.; Chris Thoman, SimpsonStrong-Tie, Pleasanton, Ca.; VictorFresca, ProBuild, San Diego, Ca., andSean Fogarty, Osborne Lumber,Newark, Ca. Bob Palacioz, Thunderbolt Wood

Treating, Riverbank, Ca., was namedLACN Associate of the Year and willserve as LACN associates councilchair for 2012. The association’s 2011President’s Award was presented toSierra Pacific Industries, Anderson,Ca., while the Lifetime AchievementAward went to John A. Saunders,Economy Lumber.

Western Building MaterialAssociation will overlap its yearlyconvention and Young WesternersClub conference this winter at theTulalip Resort, Tulalip, Wa.The 108th annual convention takes

place Feb. 8-10, the 40th YoungWesterners conference Feb. 9-11.

Mountain States Lumber &Building Material Dealers Associ-ation has slated its annual expo forMarch 8-9 at the Denver MerchandiseMart, Denver, Co.

Los Angeles Hardwood Lumber-man’s Club will start the year with aJan. 12 meeting at Heroes Bar & Grill,Fullerton, Ca. Next up is the annualpool tournament, Feb. 9 at Danny K’s,Orange, Ca. March 8 will be golf at ElPrado Golf Courses, Chino Hills, Ca.

National Lumber & BuildingMaterial Dealers Association electedCally Coleman Fromme, ZarskyLumber, Woodsboro, Tx., as its newchair—the first woman to lead theassociation in its 94-year history. Joining her on the executive com-

ASSOCIATION Update APA-The Engineered WoodAssociation welcomed new officersduring its recent annual meeting inNew Orleans, La.Mary Jo Nyblad, Boise Cascade, is

now chairman, succeeding JeffWagner, LP, who continues to serveas a trustee. New vice chair is TomTemple, Potlatch; marketing advisorycommittee chair Mike St. John, PacificWoodtech; I-joist/SCL managementcommittee chair Jim Enright, MurphyEngineered Wood Products, andtrustees Jim Lake, Ainsworth, andMike Dawson, Norbord. Outgoing trustees are Rick Huff,

Ainsworth, and Peter Wijnbergen,Norbord.

mittee are chair-elect Chuck Bankston,Bankston Lumber, Barnesville, Ga.;1st vice chair Chris Yenrick, Smith-Phillips Building Supply, Winston-Salem, N.C.; 2nd vice chair J.D.Saunders, Economy Lumber, Camp-bell, Ca.; treasurer Linda Nussbaum,Kleet Lumber, Huntington, N.Y.;manufacturers & services councilchair Bob Harden, Dow, Jenkintown,Pa.; federated association executiveschair Jim Moody, ConstructionSuppliers Association, Tyrone, Ga.,and immediate past chair Joe Collings,Ferguson Lumber, Rockville, In.


CLASSIFIED Marketplace

FACILITIES FOR LEASEFACILITIES FOR LEASE

Rates: $1.20 per word (25 word min.). Phonenumber counts as 1 word, address as 6. Centeredcopy/headline, $9 per line. Border, $9. Privatebox, $15. Column inch rate: $55 if advertiser setsthe type, $65 if we set type.

Send ad to Fax 949-852-0231 or [email protected]. For more info, call (949)852-1990. Deadline: 18th of previous month.Make checks payable to Cutler Publishing, 4500Campus Dr., #480, Newport Beach, Ca. 92660.

SOUTHERN CALIFORNIA RAIL-SERVEDBuilding Materials Distribution & LumberMilling Facility for Lease: Seven (7) acre railserved building materials distribution andmilling facility available in Temple City, Ca.(Los Angeles). This facility is ideal for whole-sale building materials distribution or large con-tractor retail services. Complete with officebuilding, fully operational custom millingequipment, and five (5) carload capacity railspur served by the Union Pacific. This fullypaved facility is turn-key and ready to go.Please contact Jerry Higman at (714) 848-8222or [email protected].

OFFICE & WAREHOUSE FOR LEASE:Northern California Sacramento region.Approximately 2,000-sq. ft. office attached to30,000-sq. ft. warehouse. Warehouse clear spanheight 20 ft. Office & restrooms ADA accessi-ble. Warehouse includes three-man doors withlarge 20-ft. roll-up door. 220V power available.Fire sprinkler system throughout. Truck shopfacilities provided, including minor repair work,oil changes, steam cleaning, etc., at favorablerates. Ample truck parking space in back offacility. Office & 30,000-sq. ft. front warehouseavailable at .29¢ per sq. ft. If interested, pleasecall Tom Williams, (530) 742-2168, between 8a.m. and 5 p.m.

HELP WANTED

Big Creek Lumber Company, a leading sup-plier of lumber and building materials in centralCalifornia, seeks an executive level DivisionManager for our retail operations. Big Creekoperates five retail lumberyards with locationsin central California (Atwater, Half Moon Bay,Paso Robles, Santa Cruz, and Watsonville).Combined retail gross sales are in the range of$30-50 million annually.

Retail Division Manager is responsible forall aspects of retail division performance toensure the long-term financial health of thecompany. Works in collaboration with owners,senior managers, and retail branch managers todevelop short- and long-range plans for theretail division, achieve company goals and pro-mote a culture of company-wide cooperation.Maintains high-quality, accurate, timely, costeffective services from all retail operations.Promotes retail operations in a manner consis-tent with Big Creek’s values. Seeks innovativeapproaches and viable opportunities for busi-ness growth. Develops leadership to meet retaildivision needs.

To learn more about Big Creek, see a com-plete job description, and submit your resume,go to www.big-creek.com/employment.

IDAHO TIMBER is seeking a highly motivat-ed, energetic salesperson with experience andknowledge in the areas of dimensional lumberand studs, along with cedar boards. Candidatewill be responsible for product marketing,sales, new product development, as well asgrowing and maintaining relationships withregional and national accounts. Positionrequires self-motivation, ability to communi-cate well, creativity, teamwork, and knowledgeof the lumber products industry. Position is inBoise, Idaho, and offers competitive benefitsincluding salary (DOE), bonus program,401(k), profit sharing, health and dental insur-ance, and opportunity for growth with an inno-vative and aggressive industry leader. For con-sideration, please send resume and cover letterto Idaho Timber, Attn.: Julie Clements, P.O.Box 67, Boise, Id. 83707.

HELP WANTED

CUSTOMLUMBER COVERS

PALLET BAGSRoofing Shingles • Cement • Sheetrock

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

Rolls 10 x 300'Custom Printed Covers, Quoted

L.I.INDUSTRIESCALL 800-526-6465

FAX 718-793-4316 • [email protected]

immediatedelivery!

CLASSIFIED ADVERTISINGOrder Blank

– Fax to 949-852-0231or email to [email protected] –

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

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

TOTAL _____($55 per column inch for camera ready copy; $65 if we set type)

TO RUN: ____ TIMES _____ TILL FORBIDDEN


Cal Coast Wholesale Lumber, Inc.Pressure Treated Forest Products

Alkaline Copper Quat (ACQ)Custom Treating

Selected Inventory Available

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

Gene Pietila

Sales for Coast Wood Preserving

DATE BookListings are often submitted months in advance. Always verify

dates and locations with sponsor before making plans to attend.

Los Angeles Hardwood Lumberman’s Club – Dec. 17, Christmasparty, Mr. Stox, Anaheim, Ca.; (626) 445-8556; www.lahlc.net.

American Lumber Standard Committee – Jan. 5, board of reviewmeeting, Washington, D.C.; www.alsc.org.

Colorado Springs Home Building & Remodeling Show – Jan. 6-8, Norris-Penrose Event Center, Colorado Springs, Co.; (800)374-6463; www.homeshowcenter.com.

Portland Build, Remodel & Landscape Show – Jan. 6-8, OregonConvention Center, Portland, Or.; (800) 374-6463; www.home-showcenter.com.

Remodeling & Decorating Show – Jan. 6-8, South Town ExpoCenter, Sandy, Ut.; (818) 571-9012; www.thehomeshow.com.

Los Angeles Hardwood Lumberman’s Club – Jan. 12, monthlymeeting, Heroes Bar & Grill, Fullerton, Ca.; (626) 445-8556;www.lahlc.net.

Western Pallet Association – Jan. 14-17, annual meeting, RanchoLas Palmas Resort & Spa, Rancho Mirage, Ca.; (360) 335-0208;www.westernpallet.org.

National Retail Federation – Jan. 15-18, expo, Javits ConventionCenter, New York, N.Y.; (800) 673-4692; www.nrf.com.

Black Bart Hoo-Hoo Club – Jan. 18, industry night, Broiler SteakHouse, Redwood Valley, Ca.; (800) 337-3343, ext. 102; www.blackbarthoohoo181.org.

Truck Loggers Association – Jan. 18-20, convention & show,Victoria Conference Center & Fairmont Empress Hotel, Victoria,B.C.; (604) 684-4291; www.tla.ca.

Humboldt Hoo-Hoo Club – Jan. 19, crab feed, Elks Lodge, Eureka,Ca.; (707) 601-9128.

Surfaces – Jan. 24-26, annual floor covering show, Mandalay BayConvention Center, Las Vegas, Nv.; (866) 860-1975;www.surfaces.com.

Budma 2012 – Jan. 24-27, international construction fair, PoznanFairgrounds, Poznan, Poland; (317) 293-0406; budma.pl/en.

American Fence Association – Jan. 25-27, FenceTech/DeckTech,Miami Beach Convention Center, Miami Beach, Fl.; (800) 822-4342; www.americanfenceassociation.com.

Do it Best Corp. – Jan. 25-27, winter conference, Walt DisneyWorld Swan Hotel, Lake Buena Vista, Fl.; (260) 748-5300;www.doitbestcorp.com.

Portland Renovation & Remodeling Show – Jan. 27-29, PortlandMemorial Coliseum, Portland, Or.; (800) 374-6463;www.homeshowcenter.com

Guardian Building Products – Jan. 29-31, show, Caesars Palace,Las Vegas, Nv.; (800) 569-4262; www.guardianbp.com.

Orgill Inc. – Feb. 2-4, market, Orange County Convention Center,Orlando, Fl.; (800) 347-2860; www.orgill.com.

Willamette Valley Hoo-Hoo Club – Feb. 3, crab feed, Shadow HillsCountry Club, Junction City, Or.; (541) 688-6675.

Material Handling Industry of America – February 6-9, annualexpo, Atlanta, Ga.; (704) 676-1190; www.mhia.org.

Western Building Material Association – Feb. 8-10, annual con-vention; Feb. 9-11, Young Westerners conference, TulalipResort, Tulalip, Wa.; (360) 943-3054; www.wbma.org.

International Builders Show – Feb. 8-11, sponsored by NationalAssociation of Home Builders, Orange County ConventionCenter, Orlando, Fl.; (800) 368-5242; www.buildersshow.com.

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

SPECIAL QUOTES


ADVERTISERS IndexFor more information on advertisers, call them

directly or visit their websites [in brackets].

Advantage Trim & Lumber [www.advantagelumber.com]..........19

AERT [www.aertinc.com]..................................................Calendar 14

Arch Wood Protection [www.wolmanizedwood.com]..3, Calendar 4

Cal Coast Wholesale Lumber ........................................................29

California Timberline [www.caltimberline.com] ............................4

C&E Lumber [www.lodgepolepine.com] ......................................29

Capital [www.capital-lumber.com]..................................................9

Capitol Plywood [www.capitolplywood.com] ................................7

Fontana Wholesale Lumber [fontanawholesalelumber.com].....30

Great Southern Wood Preserving [yellawood.com].......Calendar 12

Huff Lumber ....................................................................................23

Ipe Clip Co., The [www.ipeclip.com]...................................Cover III

Kelleher Corp. [www.kelleher.com] ......................................Cover I

Keller Lumber .................................................................................27

LP Building Products [www.lpcorp.com]........................Calendar 18

Manke Lumber [www.mankelumber.com]....................................26

Matthews Marking Products [matthewsmarking.com].....Calendar 6

Maze Nails [www.mazenails.com]....................................Calendar 10

Norman Distribution [www.normandist.com] ..............................19

North American Wholesale Lumber Assn. [nawla.org]..Calendar 22

Nyloboard [www.nyloboard.com] ......................................Calendar 8

Parr Lumber [www.parrlumberchino.com] ..................................18

Pennsylvania Lumbermens Mutual Insurance [plmins.com] .....25

Plycem [www.plycemtrim.com]........................................Calendar 26

Redwood Empire [www.redwoodemp.com]....................Calendar 16

Reel Lumber Service [www.reellumber.com] ..............................21

Regal Custom Millwork [www.reellumber.com] ..........................21

Rosboro [www.rosboro.com] ........................................................20

Roseburg Forest Products [www.rfpco.com] ................................5

Simpson Strong-Tie [www.strongtie.com] ........................Cover IV

Sunbelt [www.sunbeltracks.com] ....................................Calendar 20

Swanson Group Sales [www.swansongroupinc.com].......Cover II

Taiga Building Products [www.taigabuilding.com].....................27

Thunderbolt Wood Treating [thunderboltwoodtreating.com] ....22

Universal Forest Products [www.ufpi.com] .................................13

Wynndel Lumber [www.wynndellumber.com]................Calendar 26

Yakama Forest Products [www.yakama-forest.com]..................22

In preparation for the holi-days, many dealers deck their hallswith festive decorations and put out holiday trees. Butthat wasn’t enough for Maze Lumber, Peru, Il., whereemployees decided that emulating Santa’s facial hairwould be good for business—and raise money for alocal toy drive. It all started on Nov. 1, when about 15 Maze

Lumber employees shaved for the last time. Startingwith a clean shave was harder for those who’d hadbeards or mustaches—or both—for some time. “The hard part was convincing some people to

shave everything,” said Dave Munson, who handlesinside sales at Maze Lumber. “Some guys complainedabout the itchiness, but we’re all going to have a goodtime with it.” Until Dec. 15, the growing facial hair will be pho-

tographed once a week and the images will be dis-played in the store. For a single dollar, customers canvote for their favorites—the fullest or least full, themost unruly or the best kept—and the money raisedwill go to the Marine Corps League’s Christmas forKids project.“It’s nicer to keep things local,” said Munson, who

added that this is the first fund-raising effort in thestore’s 163-year history.

IDEA FileLumber Dealer’s Hair-RaisingHoliday Promotion

Feature yourBusiness Card

in The MerchantSay Happy New Year

and help find curesto save children’s lives

Use this low-cost opportunity to send New Yearʼswishes to customers, friends and suppliers—and helpSt. Jude Childrenʼs Research Hospital, which relent-lessly pursues cures for kids with cancer and other cat-astrophic diseases.

Your business card—reprinted in color and reducedslightly—will appear in a special section in our Januaryissue. The cost for each ad is just $100, $25 of which istax deductible and will be matched by us—for a totaldonation of $50 to St. Jude.

Discoveries made at St. Jude have changed howthe world treats stricken children. Itʼs a place wheredoctors send their sickest patients and toughest cases.A place where cutting-edge research and discoverieshappen every day. All patients accepted for treatmentare treated without regard to the familyʼs ability to pay.

Doing Your Part Is Easy:Just send your business card(s) by Dec. 23, along

with a check for $100 per card (or $200 per card toappear in both The Merchant Magazine and its easterncounterpart, Building Products Digest) to CutlerPublishing, 4500 Campus Dr., Suite 480, NewportBeach, Ca. 92660.

Questions?Call Alan at(949) 852-1990

Date post:	02-Mar-2016
Category:	Documents
Upload:	cutler-publishing
View:	228 times
Download:	0 times

The Merchant Magazine - December 2011

Documents