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NEW IN EWP � LUMBER RACKING & MATERIAL HANDLING � TRADERS MARKET PHOTOS
DDEECCEEMMBBEERR 22001122
TheMERCHANTMagazineTHE VOICE OF THE WEST’S LBM DEALERS & DISTRIBUTORS – SINCE 1922
Your business will grow as much as your reputaion whenyou offer builders the best materials possible. LikeSilvaStar™ primed fascia and trim. It’s made from premiumSPF lumber, then coated with Olympic® latex primer. Andeven better, when used with a field-applied Olympic® orPittsburgh Paints® approved topcoat, it’s guaranteed byOlympic® and Pittsburgh Paints® for 15 years. FASCIA · DECKING · PATTERNS · LOG CABIN SIDING
For more information call 855.326.0155 or visit www.silvastar.com
™Trademark of SilvaStar USA Corp. ® Registered trademark of PPG Industries.®
TTHH EE WW AA RR RR AA NN TTYYLL AA SS TTSS 11 55 YY EEAA RR SS ..
AA GG OO OO DD RR EEPP UU TTAA TT II OO NN WW II LL LL LL AA SS TT YY OO UUEEVVEE NN LL OO NNGG EE RR ..
We are proud to announce thatBoise Cascade in Riverside
is now our exclusive distributorin Southern California.
Providing the quality you expect –When you need it –
At Competitive prices.Who says you can’t have all three?
SilvaStar & Boise Cascade –We look forward to earning your business one order at a time.
44 � The Merchant Magazine � December 2012 Building-Products.com
December 2012Volume 91 �� Number 6
OnlineBREAKING NEWS, EVENT PHOTODOWNLOADS, & DIGITAL VERSIONOF THE MERCHANT MAGAZINE
BUILDING-PRODUCTS.COM
TheMERCHANTMagazine
In Every Issue6 TOTALLY RANDOM
18 OLSEN ON SALES
22 MOVERS & SHAKERS
23 IN MEMORIAM
24 MANAGEMENT TIPS
26 ASSOCIATION UPDATE
27 NEW PRODUCTS
36 CLASSIFIED MARKETPLACE
38 IDEA FILE
38 ADVERTISERS INDEX
Special Features9 PRODUCT SPOTLIGHTNEW SOFTWARE SIMPLIFIES DESIGNOF EWP TRUSSES & PANELS
10 INDUSTRY TRENDSBAMBOO STALKS EWP MARKETS
12 MARGIN BUILDERSSELECT THE BEST RACKING FORYOUR LUMBERYARD
14 FEATURE STORYGET HOOKED UP WITH THE PROPERLIFT TRUCK FOR YOUR BUSINESS
16 COMPETITIVE INTELLIGENCEDAKOTA YARD ENJOYS BOOMTIME UNDER NEW OWNERS
20A SPECIAL INSERTTEAR OUT TO USE FOR YOUR 2013TRAVEL PLANNING: DELUXEINDUSTRY CALENDAR OF EVENTS
30 PHOTO RECAP: TRADERS MARKET
35 PHOTO RECAP: WRCLA EVENT
CHANGE OF ADDRESS Send address label fromrecent issue, new address and 9-digit zip toaddress below. POSTMASTER Send address changes to TheMerchant Magazine, 4500 Campus Dr., Ste. 480,Newport Beach, Ca. 92660-1872.The Merchant Magazine (ISSN 7399723) (USPS796-560) is published monthly at 4500 CampusDr., Ste. 480, Newport Beach, Ca. 92660-1872 byCutler Publishing, Inc. Periodicals Postage paid atNewport Beach, Ca., and additional post offices. Itis an independently-owned publication for the retail,wholesale and distribution levels of the lumber andbuilding products markets in 13 western states.Copyright®2012 by Cutler Publishing, Inc. Coverand entire contents are fully protected and must notbe reproduced in any manner without written per-mission. All Rights Reserved. It reserves the right toaccept or reject any editorial or advertising matter,and assumes no liability for materials furnished to it.
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
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
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 OlsenJay Tompt
Carla Waldemar
Advertising Sales ManagerChuck Casey
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
Phone (949) 852-1990 Fax [email protected]
CLASSIFIEDDavid Koenig
Phone (949) 852-1990 Fax [email protected]
How to SubscribeSUBSCRIPTIONS Heather Kelly
Phone (949) 852-1990 Fax [email protected]
or send a check to 4500 Campus Dr.,Ste. 480, Newport Beach, CA 92660U.S.A.: One year (12 issues), $22
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66 � The Merchant Magazine � December 2012 Building-Products.com
Chicago buzz
I JUST RETURNED from the NAWLA Traders Market in Chicago. If you ever wanted tobe motivated about the turnaround, then those that could attend this event and did not,
missed out. The noise was loud, energetic, and downright upbeat for 2013. The electionresult from the night before, called seemingly 20 minutes after the polls closed, had nobearing. Good to see the best attendance for a number of years. Long may it reign! Yes, we
know it has ways to go, but no one disputes this year was a heck of a lot better than last,and 2013 will continue that trend, barring no unforeseen events. Government: Get the fis-cal cliff sorted ASAP!As a great proponent of attending industry events, while I know it has not been easy
these past few years, it is time to get out again and hear and see what is going on. I attendmany, many events and there is never one I do not learn something from. And how couldyou not? There were over 1,300 industry attendees at Traders Market—manufacturers,service companies, mills and wholesalers—and hearing what’s going on from your peerscan only help you in your business. It really does not take much to more than pay foryour dues and travel many times over. Many associations have multiple programs thatcan help you at all levels of your company and protect your and the industry issues. Theyare the glue to this industry and they need your support as much as you need theirs.On the question of learning, I have been helped over many years by many people. I
have received common-sense advice over the years from mentors and managers. Fromthem I have learned how I want to be and, sadly in some cases, how I do not want to be.I was taught long ago that if your company does not instill the best quality into all that
it does, you will not succeed. The customer is always right. A quality company needsquality people—hire the best! That has guided my business principles for many years.There is no short cut to success. While sometimes you can just be lucky to be in the rightplace at the right time, you mostly create your own luck by doing the right things. I havelearned that if you help people through their issues without the thought of return, itcomes back to you many times over.
Listen to your customers and your employees—you do not know everything. Anyoneyou need to talk with is worth listening to! Learn from your peers—do not be so insular.Take advice!I once worked directly for one of the richest people in the world who always told me:
worry about the top line and the bottom line will take care of itself. Believe in the valueof what you offer and stand by your pricing principles. When everyone else is giving itaway, stand firm! Over these last four years especially, you could not always controlwhat was happening around you, but you can control how you respond with the actionsyou take. Whenever the going gets tough, the tough get going. Yes, everyone uses that,but I learned when I was in the automotive business that when the economy gets tough,people keep their cars longer and need to repair them. When you cannot buy a new homeyou remodel the one you have. The moral: there is always business to find even in theworst of times. When everyone else goes into hiding, increase your trade visibility. Whenthey cut, get aggressive!
Be punctual in all that you do and keep your promises. Turn up prepared for a result.And, last but not least, work with the highest integrity.
Treat people with respect and in a manner that you yourselfwant to be treated. I am happy that I have never had tobetray my principles and whenever I was asked to, I movedon to something else. And I continue to learn from thosearound me! It should never get old.As we come to the end of 2012, as always I want to thankyou, our loyal readers and advertisers, for all your sup-port. Our advertisers allow us again to continue asthe ONLY publication in the sector to publish 12monthly issues and to enjoy more advertisers inour industry than any other publication. Thankyou. Merry Christmas and Happy Holidays toyou all, and may 2013 be the year we havebeen waiting for.
TOTALLY RandomBy Alan Oakes
Alan Oakes, [email protected]
Building-Products.com December 2012 � The Merchant Magazine � 99
New software simplifiesdesign of engineeredwood trusses and panelsNEW SOFTWARE FROM Simpson Strong-Tie, Pleasanton,
Ca., allows efficient design and manufacture of roofand floor trusses and wall panels. Going forward, the com-pany will work closely with users to expand functionalityof the software on an ongoing basis.Within the new software, which is named Component
Solutions, designers can model structures in an intuitive 3-D environment, create and optimize truss and paneldesigns, send truss design information to Simpson Strong-Tie for engineering seals—and more.“Simpson Strong-Tie has been involved in the structural
building component industry for decades,” says MikeBugbee, senior vice president of truss and component sys-tems. “This experience has provided invaluable insightsinto the needs of the component manufacturer and resultedin this latest addition to the Simpson Strong-Tie productline for light-frame construction.”Other new additions include three new truss hangers:
HTHMQ is a versatile, high-capacity truss hanger designedto carry two or three trusses to enable a greater range ofhip-jack configurations, including various angles, membersizes, and number of plies. HHSUQ is a high load, facemount, truss-to-truss and structural composite lumberhanger designed to accommodate severe skews. Available Jan. 1, HTHGQ is a high-capacity girder that
carries multi-ply trusses (up to five-plies) or structuralcomposite lumber. Previously, such extreme loads requireda bolted connection.Another important offering is truss connector plates
manufactured by Automatic Stamping, which was acquiredby Simpson Strong-Tie last December. “This facility was established about four years ago by
Bill Black Jr., a leader in the truss industry,” says Bugbee.“It produces top-quality truss connector plates with someof the highest loads in the industry.” Simpson Strong-Tie also produces a full range of prod-
ucts for component systems, including proprietary shearwalls and moment frames, plus related fasteners, adhe-sives, and concrete anchors.“Our range of innovative connections enable longer
spans and more complex designs, while addressingincreasing loading required to meet evolving code require-ments,” says Bugbee.
PRODUCT SpotlightTruss Design Software
CONNECTOR PLATES manufactured by Simpson Strong-Tie strength-en engineered wood roof trusses. Photos courtesy Simpson Strong-Tie.
NEW SOFTWARE enables efficient design and manufacture of roof andfloor trusses and wall panels.
1100 � The Merchant Magazine � December 2012 Building-Products.com
Bamboo stalksengineered wood markets
THANKS TO THE EFFORTS of LambooInc., Springfield, Il., laminated
veneer bamboo (LVB) can now bespecified as a fiber material in engi-neered wood products covered byASTM International standards. “Now, architects and engineers will
be able to specify possibly the mostecologically friendly material to everbe integrated into the most respectedinternational standard,” says presidentLuke Schuette, who has more than 32years experience in the research anddevelopment of engineered woodproducts. “It has taken over three years of
effort and multiple ballots to developthe necessary revisions to permit theevaluation of a bamboo species usedin structural composite lumber (SCL)manufacture,” says Bruce Craig, prod-uct development director at Lamboo.“These revisions will permit an LVBproduct to be used as an alternative toother structural wood products.” LVB is a composite of bamboo
strand elements, edge-bonded to formveneer sheets that are then face-bond-ed to form finished products. Schuettesays that the product’s inclusion inASTM International standards repre-sents the first bio-based structuralmaterial addition in about 30 years. Ashe notes, “sustainability is becomingmore and more of a focus in construc-tion.”Lamboo’s partnership with The
Forest Trust ensures that its raw mate-rial is sourced from sustainably man-aged plantations in Vietnam, China,Africa, Central and South America.The fiber is then processed in nearbymanufacturing facilities and shipped
INDUSTRY TrendsLaminated Veneer Bamboo
LAMBOO’S STRUCTURE brand products fabricated by Walsh Industries, Portland, Or., bring beau-ty, strength, and durability to a commercial project. All photos courtesy Lamboo Inc.
Building-Products.com December 2012 � The Merchant Magazine � 1111
to custom fabricators around theworld. Naturally resistant to fungus and
bacteria, bamboo also contains silicafibers that deter insects and wood-eat-ing pests such as termites. Only low-VOC adhesives are used during themanufacturing process, so there is nooff-gas during sanding, profiling, andhandling. On the job, no special toolsare required and LVB mills, sands,and finishes like most hardwoods. Depending on the application, LVB
can cost up to 10% to 20% more thanengineered wood products made ofsouthern yellow pine or Douglas fir.Even so, Matt Paul, director of archi-tectural product development, believesthis is a small price to pay for “thesubstantially higher structural perfor-mance of bamboo, due to proprietaryadhesives and additional engineering.”The Lamboo Structure line is made
up of high-performance engineeredbamboo components for an array ofapplications: beams and glulams,exposed trusses and members, andhybrid cold-formed steel joists. All are
ELEMENTS BRAND exterior-grade components, such as panels, awnings, and stair treads, are30% more stable than hardwoods in harsh exterior conditions.
custom-fabricated in by Lamboo’smanufacturing partners in the U.S.:Western Structures, Eugene, Or., andWalsh Industries, Portland, Or.
Lamboo Elements consists of exte-rior-grade, laminated bamboo compo-nents that can be used in panels,awnings, and stair treads. “It’s 30%more stable in moisture and tempera-ture changes than traditional hard-woods,” notes Paul. “And, these mate-rials remain stable in harsh environ-ments, through years of use.”The company also offers
WeaveCore, an alternative to tradi-tional plywood and OSB, for use inroof, wall, and floor deck panels.Panels measure 4’x8’, with other sizesavailable for volume orders, in thick-nesses of 7mm, 13mm, 16mm, and19mm.“Lamboo recognizes the growing
demand for superior products thatdeliver outstanding performance,”says Schuette. “Our products are notonly a superior option in terms ofquality and performance, but are a sus-tainable option as well.”
WEAVECORE is a bamboo alternative to traditional plywood and OSB panels.
C&E LUMBER COMPANY1 1/2” to 12”Diameter in Stock.
SPECIAL QUOTES
1122 � The Merchant Magazine � December 2012 Building-Products.com
MARGIN BuildersBy Sean Denison, Timberline Rack & Storage
The right racking for your yard
best options for maximizing our customer’s efficiency andprotecting their products.That being said, here are a few examples of things we
are doing that seem to be working well for our customers.
Cantilever RacksIf laid out carefully and correctly, and designed for the
proper loads, customers can’t go wrong with cantileverracking because of its versatility. EWP, dimensional lum-ber, metal studs, and sheet goods can all be stored effec-tively in cantilever racks. With the use of specialty steel pallets designed specifi-
cally for loading vinyl siding and composite decking, thoseitems can also be stored in cantilever rack without fear ofthe product sagging.
Stacking Millwork RacksMillwork racks provide for the safe shipping and stor-
age of fragile and often expensive millwork items. Withthe use of optional carts, they can be utilized throughoutthe manufacturing process, shipped, stored and ultimatelydelivered to the jobsite. Millwork racks can be stacked upto three racks high, maximizing the use of available floorspace.A large distributor in the Chicago area now works in
concert with their window manufacturer by utilizing ourmillwork racks. They send empty racks to the manufactur-er when placing their orders for windows and glass doors.Those products never leave the millwork rack until thebuilder is installing them. The fewer times these products
I DON’T BELIEVE there is a definitive answer for what typeof racking works best for what product. The truth is
there are too many variables. In the end, what type of rack-ing works best depends on the customer’s budget, equip-ment, and footprint.I have multi-location customers who have to handle the
same products differently because of the way their opera-tions are laid out. Hopefully, if we as solution providersask the right questions ahead of time, we can provide the
TRADITIONAL cantilever racking is a versatile solution for everythingfrom dimensional lumber (top photo) and engineered wood to sheetgoods and metal studs (directly above).
Building-Products.com December 2012 � The Merchant Magazine � 1133
have to be handled, the less likelythese products are to be damaged.
Pallet RacksPallet rack can be used in various
configurations and is easily change-able, making it an excellent storageoption for numerous products.Shingles can be stored safely anddensely in pallet rack. It is not uncom-mon to see pallet upon pallet of roof-ing materials taking up valuable spacein a customer’s yard or parking lot.By utilizing pallet racking adapted formetal siding and roofing, the materi-als can be stored vertically at the edgeof the customer’s property. This limitsthe space they occupy and reducesdamage to product from stacking.Pallet racking can also be equipped
with material divider bars and used tostore items vertically. Long lengths ofmoulding, pipes and tubing can bestored neatly in pallet rack, and itmakes for easy loading and unloadingby both customers and employees.In areas where space is limited, or
the user needs to store a large numberof SKUs in smaller quantities, muchdenser storage can be accomplishedby incorporating pallet racking into apigeon-hole system. In this configura-tion, items are stored horizontally,one on top of the other. In manycases, the top of the racking can thenbe covered and used as additionalstorage space.The possibilities are endless when
it comes to storing building materials.There are all types of racking systemsthat can be used efficiently. But thebottom line is this: Effective storagesolutions have to be designed arounda customer’s available useable space,their products, and their existingequipment.
– Sean Denison is president and ownerof Timberline Rack & Storage, Granger,In. Reach him at (888) 293-1116 or [email protected].
LBM Rack SpecialistsIn addition to the dozens of generalracking providers, the following
specialize in equipping lumberyards:
Krauter Auto-Stakwww.krauterautostak.com
Sunbeltwww.sunbeltracks.com
Timberline Rack & Storagewww.timberlinerack.com
Quality Engineered Wood Products for today’s builder®
Lyle Lee has been building custom homes for over 20 years. Here is what he has to say about Roseburg’s Engineered Wood Products.
“When building a quality home, it’s important for
all the framing materials to match. In other words
come together as specified in the design plans. If
the framing is off by even a ¼ of an inch, it can
cost me thousands of dollars in time and materials.
I find Roseburg’s RFPI®-Joist and RigidLam® LVL to
be very consistent in width and depth. When I use
Roseburg’s RFPI®-Joist, my floors are more level,
stiffer and truer, making my job much easier.
This home is 6,000 square feet so I used I Joist and LVL
from several different units and the manufacturing
consistency was exactly the same. If you want to
maximize your profit, I would recommend using
Roseburg’s Engineered Wood Products”.
Lyle Lee
L. Lee Building Company
Engineered Wood Products | Real Wood Siding | Softwood Plywood | Lumber
TF 800-245-1115
RFPI®, RigidLam®, RigidRim® and Quality Engineered Wood Products for today’s builder® are registered trademarks of Roseburg Forest Products, Roseburg, Oregon
www.Roseburg.com
Engineered Wood Products
1144 � The Merchant Magazine � December 2012 Building-Products.com
How to choose the rightlift truck for your business
All forklifts need to be replaced atsome point, which leads to two keyquestions: When should customersconsider purchasing a new lift truck,and how can they ensure they’re buy-ing the right one? The answers willvary, depending on the specific busi-
FOR BUILDING MATERIAL dealersand wholesalers, the lift truck is
an essential tool, instrumental in load-ing and transporting lumber, concrete,shingles, and much more. With somany different types of lift trucksavailable, matching the right lift truck
to the application is critical. Choosing the best forklift for a
business—a decision that includesmany factors, such as electric versusinternal combustion, new versus used,lease versus buy, among others—willreduce costs and increase efficiencies.
FEATURE StoryBy Steve Rogers, Cat Lift Trucks
CHOOSING THE BEST forklift for your business will reduce costs and increase efficiencies. All photos courtesy Cat Lift Trucks
Building-Products.com December 2012 � The Merchant Magazine � 1155
ness and its utilization needs. A lum-ber company that runs two forklifts anhour a day will not have the sameneeds as a mid-size dealer with a sixlift truck fleet. The simple rule is whenever annu-
al maintenance costs outweigh thecost of the lift truck lease-payment, itmay be the right time to considerfinancing or leasing a new forklift.Most lift trucks have an economic lifeof approximately five years or 10,000to 12,000 miles, although as technolo-gy advances economic life continuesto increase.A business that plans to use a fork-
lift one to two hours a day, or onlyintermittently, may consider buying aused model. However, a growinglumber company that anticipates con-stant use and requires high depend-ability and uptime may find that anew lift truck is a better option andcosts less in the long run. When purchasing a new lift truck,
dealer support is part of the decision.Customers without an existing dealer,or those looking for a new one, shouldask other regional businesses for rec-ommendations. Always check thedealer’s references against local refer-ences within the industry. The cus-tomer’s relationship with the dealershould be a true partnership. A gooddealer has the expertise to evaluatethe customer’s application and recom-mend a lift truck that matches theirexact material handling requirements. Even if a customer has purchased
the same forklift for years, a materialhandling professional should visit thefacility to see if anything has changedor if a new technology or attachmentcan help improve efficiency. In addi-tion, customers should ask the dealerwhat sort of “value-added” programsthey offer, including maintenanceprograms and specialized fleet man-agement systems designed to measuretruck utilization and operating costs. After establishing a relationship
with a dealer, the customer shouldcollaborate with the dealer to choose alift truck brand that meets the cus-tomer’s needs. Thanks to significantadvances in AC technology over thelast decade, electric lift trucks arenow more powerful, and in somecases can match the performance andcapacity of internal combustion (IC)trucks. While electric forklifts have ahigher initial purchase price, they pro-duce no emissions, require less main-tenance, and operate at a lower cost-per-hour than IC trucks. A building
materials supply operation that runsprimarily in a warehouse with mini-mal outdoor exposure may considerpurchasing electric pneumatic tire lifttrucks, especially if they’re keen ongreen products. However, for the majority of build-
ing material dealers, wholesalers, andlumber companies with operationsthat run outdoors, IC lift trucks withpneumatic-shaped tires are still themost efficient and capable option.These types of forklifts are ideal forlumberyards because they traverseuneven terrain with ease, can be usedin inclement weather, and are avail-able in heavier capacity ranges thanelectric forklifts. IC trucks run on gasoline, diesel or
liquid propane. Because other equip-ment on site utilizes diesel fuel, manybuilding materials companies find iteasiest to purchase a lift truck thatalso runs on diesel. Customers who haven’t purchased
IC trucks in several years may be sur-prised by how intelligent they’vebecome. Lift truck manufacturers areincreasingly developing smarter lifttrucks that are able to control perfor-mance, enhance safety and detect
their surroundings.Be sure to choose a lift truck brand
that offers a strong warranty. A stan-dard “entire truck” warranty may be12 months or 2,000 hours. A standardpowertrain warranty may cover 24months or 4,000 hours. The question of whether to buy or
lease will depend on the size of thebusiness, and will be dictated by itsfinancial constraints. There are advan-tages to both types of financing—cus-tomers should check with their finan-cial consultant to determine whichscenario would be best for their busi-ness. A growing lumber or building sup-
ply company may consider leasingrather than buying because it allowsthe company to utilize the lift truckduring its economic life, when it ismost productive. A smaller operationthat plans to use the lift truck for morethan five years may consider financ-ing the purchase, with intent to ownthe lift truck once it is paid off.
– Steve Rogers is senior product mar-keting specialist at Cat Lift Trucks,Houston, Tx. Reach him at (713) 365-1785 or [email protected].
USED OR NEW? A growing company that anticipates constant use and requires high dependabilitymay find that a new lift truck is a better option and costs less in the long run.
Boom time for NorthDakota lumberyard
BOOM TRUCK has been a key component of serving local builders.
NEW OWNERSHIP and an oil boom in North Dakota has reinvigoratedMcKenzie Building Center.
area—to aid its many stressed and busy contractor cus-tomers. It added new lines—plumbing, electrical—andjoined a new buying group, Hardware Hank, to in-fill itemsand purchase stock at a better price. It fired some past ven-dors, hired new ones with better terms (“cash flow is every-thing”) and more favorable delivery practices. And deliveryis no small deal here in the middle of nowhere. Trucksarrive fully loaded but leave empty, which is hardly cost-effective. (The only item to leave here is, ahem, oil, andplenty of it.)Those pro customers provided over 70% of McKenzie’s
business, but that’s changing, too. The goal is a 50/50 splitbetween pros and retail trade—which meant hiring andtraining new personnel to handle this different, walk-in,breed of cat. Homeowners represented a big slice of busi-ness that had been overlooked, and who wants to turn awaytrade? “Homeowners had nowhere to go for hundred ofmiles for things like carpeting and flooring, either, so weadded those lines,” says Andy. Plus appliances, paint, fenc-ing, cabinets, you name it. And there’s a vibrant, 2,500-sq.-ft. showroom acting as kitchen-and-bath center with freedesign aid to guide them.Want it installed? No problem. McKenzie has instituted
a network of trusted subs (a.k.a. their own contractor cus-tomers—a practice that’s proved win-win) to work “in anetwork for us, like Sears does” as installers, too. And itlistened to its pros and added lots of items they said theyneeded, like power tools. It converted its yard to a coveredspace that stores lumber sans warping and rot. Free delivery24/7 also—including into neighboring Montana (“Wedeliver anywhere” boasts the website.). There’s also abrand-new commercial customer center to specifically help
COMPETITIVE IntelligenceBy Carla Waldemar
MCKENZIE BUILDING CENTER, founded in 1934 inWatford City, N.D., for untold years snoozed along
on the windswept Dakota prairie as the decades rolled byunnoticed. Why bother to change things up? There was nocompetition… and also not much in the way of business inthe tiny town.That all changed overnight. Oil was discovered on those
very North Dakota plains (it’s called the Bakken Field).Three years ago, the town grew from1,200 to 8,000 virtual-ly overnight. “There was only one car dealership, onecafé—not even a McDonalds, no Walmart,” recalls AndyJensen of Sterling Cooper, the public relations arm forMcKenzie. And… only that one lumberyard.Rather than reboot to face the surge in demand for ser-
vices, its owner decided to retire. Enter an investment firmthat saw opportunity looming and purchased the place withplans to bring it into the 21st century, and then some. (Thecompany is looking at several other yards in the UpperMidwest with the same idea, hoping to gain power in num-bers: better buying terms, sharing of best practices, feweroverlaps in personnel, and other savings.)The new owners kept on most of the former employees
but wisely hired two new outside salespeople plus—evenmore vital—seasoned industry officers from nearbyMinnesota and Wisconsin yards who had suffered fromstiff economic challenges and were excited to begin anewin Watford City. What they found was—a mess. Says Andy, “There were
no systems in place. Nobody knew what deliveries hadbeen made, and if those deliveries were even correct and upto spec, nor what was lying around in inventory—‘Sheetrock? Yeah, I think we got some somewhere…’—what SKUs were selling (and which weren’t), and who’dpaid what and when (or maybe not). So, first thing on theto-do list: a modern computer system, thanks to Spruce.The company then bought a boom truck—the first in the
Building-Products.com December 2012 � The Merchant Magazine � 1177
builders, developers and oil-field contractors: the wholenine yards. In other words, the operation now offers one-stop-shopping.For consumers and pros alike, simple awareness was a
major hurdle. “The store still looked like it did in theSeventies,” Andy moans, “with the same dusty sign outsidethat has had the wrong phone number for 20 years.” So heand his crew launched a major publicity campaign, withprint and TV ads and promotions that sound almost toogood to be true, such as a drawing not only for mega-TVs,but a complete mobile home (in high demand in this citywith more No Vacancy signs than dandelions).Speaking of mobile homes, McKenzie has restructured
its lot and set up a subsidiary company, Watford CityHomes Inc., to offer them for sale—and, going one stepfurther, to add manufactured homes as well—shipped in inmodules, ready to be set up. The Park Model, says Andy,rings in at 900 sq. ft.—“a beautiful little home that has thesame features of a standard home,” with this exception: It’sinstant. And that’s what the hordes of new-in-town oilworkers desperately need. Yes, they’ve been buying orrenting mobile homes (what we used to calls trailers backin the day, but far nicer), but the city is cracking down onparking them in other folks’ driveways, for which thosehomeowners charge their tenants $1,500 (!) a month.Workers in these Park Models are clustered in man
camps, as Andy calls them—just like in the good old GoldRush days—living there together weekdays, or for weeks ata stretch, then driving back home for a quick visit with theirfamilies before returning to life on the frontier.Contractors are working around the clock, too, building
new permanent homes as fast as they can, so families canjoin their breadwinners—but again the city is imposingnew, stricter zoning rules as to, say, lot size (think fiveacres). Those coveted lots have zoomed in price, Andysays, from $500 to $15,000—a significant part of the ask-ing price of a new house. The nation’s large tract buildersare moving in, too, and have no other yard within miles andmiles to serve them. Thus, McKenzie’s business rose 30%last year and is up another 40% to 50% so far in 2012.The company is aiding contractors in other immediate
ways, such as initiating a new company credit card with upto $1 million available to qualified applicants—acting, infact, like their banker when that kind of loan is far fromeasy to come by via standard lending institutions. It’s alsolaunched contractor breakfast sessions, to roll out newproducts and act as a networking op for participants—andin time will start offering classes in such vital businessskills as financial management and computer training. Sure, there’s no competition…yet. But that doesn’t
mean there won’t be, so McKenzie’s newowners are conscious not to rest on its sta-tus as the only act in town. “We’ve gotto be good, or somebody will step up,”they realize. (Andy mentions Amazon,of all vehicles, talking about deliveringbuilding products.) So the company isdetermined to keep on improving,listening to customers, and addingwhat they say they need. Soundslike a pretty darn good businesslesson for anyone to heed.
Carla [email protected]
1188 � The Merchant Magazine � December 2012 Building-Products.com
sales loves detailwork?) We don’t hus-
tle for the business asdiligently as we did at the beginning of the relationship.This is how accounts are lost and stolen. How difficult is itto un-seat an incumbent? Darn tough. To lose an accountwhose trust we have earned, we have to make some lazymistakes—but it happens all the time. Ouch.The second mistake is more serious and is the hallmark
of the plateaued, mid-level salesperson in all organizations.The Friendship level is not the end-game. Many sellersbelieve that having a friendly relationship with the cus-tomer means that they are getting the lion’s share of thebusiness. Not so. I ask Friendship sellers, “How much of your customer’s
business are you getting?” They say, “I don’t know” or“All of it.” I ask, “How do you know?” They say, “Becausethe customer told me.” (Ha!) Many Friendship sellers arereluctant to thoroughly and consistently question customerson total purchases. Customers can be cryptic about volume.But we must push through these obfuscations. On toLeadership!
LeaderShipUsing thorough questioning, the Leadership seller
understands their customer’s business as if they were work-ing side-by-side. In the B-2-B world, this mainly involvesthe logistics of turning inventory. The Leadership sellerknows why, when, how and how much their customer isbuying—exactly—often better than their customer. On a macro level, the master seller knows their industry
and the changes that are happening in it and, most impor-tantly, how they affect their customer’s business.Many sellers fear leaving friend-
ship behind when we move to theLeadership level. We don’t leavefriendship with our customer behindany more than we leave our highschool learning behind when wego to college—we build on it.The Leadership seller is
respectful but not subservient.The Leadership seller moves tothe ultimate level of the masterseller—Partnership.
OLSEN On SalesBy James Olsen
James OlsenReality Sales Training
(503) [email protected]
WE ARE ALL AT different levels with our customers.Where do we want to be? What is our ultimate rela-
tionship goal?
ServiceShipThe Serviceship level starts with our first contact with
the account. They do not know us, trust us, and in somecases have a pre-disposed negative attitude that we willhave to overcome.This is the Missouri “Show Me” stage. We must be
hyper-vigilant about details. When a potential customergives us an opening, we must take advantage and makesure all details are checked and doubled-checked. Fieldreps should coordinate with trucking to arrive with theirfirst shipment, for example. Inside sellers can (virtually) dothe same by following up with a phone call at deliver time.In addition to excellent detail work, we must call these
customers on a regular basis. I am flabbergasted by thenumber of salespeople I work with who prospect anaccount, qualify them as a good fit/potential customer, andthen don’t call them on a regular basis.Once we take an account into our rotation—we have
decided they deserve our time—we work them just as wewould an existing account. We will not become our poten-tial customer’s main supplier if we are not persistent andconsistent with our contact from the outset. If we workthem like a secondary account, they will treat us like a sec-ondary supplier.Many salespeople make the mistake of staying in
Serviceship mode with customers. Alas, we cannot serviceour way to the top of a sales business. On to Friendship!
FriendShipThe Friendship level happens after we have earned our
customer’s trust through our business delivery and consis-tent personal contact. (This does not always mean friendly.Some people will never be friendly, but they will trust us—The Friendship level.)Because of this trust, doing business is easier. While
there are still negotiations, they are more transparent andmore win-win oriented. Mistakes are forgiven or fixedquickly. Volume increases.This is a happy stage in the relationship with a customer,
and many salespeople confuse happiness with winning. (Atouchdown makes me happy, but does not win the game. Adate makes me happy, but does not a lifetime partnershipmake.)Two mistakes are made at this stage of the relationship.
The first is taking advantage of the friendship and trust wehave built. We start to slack off on the detail work. (Who in
Selling Ships
Building-Products.com December 2012 � The Merchant Magazine � 1199
great heir to the McFarland Cascadelegacy, brand and organization,” saidCorry McFarland.Greg McFarland added, “We have
had a partnership with Stella-Jones inBritish Columbia, and the sale of thebusinesses to them will be a naturalprogression of that partnership overthe past decade. It is time for Corryand me to pursue other things with ourfamily now.”Stella-Jones operates 19 wood
treating plants across 10 U.S. statesand five Canadian provinces.
Reeb Pulls Out of WestReeb Millwork, Bethlehem, Pa.,
closed its distribution center and pre-hanging facility in Kent, Wa., Nov.23, after selling its door business toOrePac Building Products, Wilson-ville, Or. With the Oct. 1 purchase, OrePac
can now fabricate, prefinish, and dis-tribute Therma-Tru doors in the PugetSound region.Reeb continues to operate its win-
dow business from five DCs on theEast Coast.
McFarland Cascade SellingOut to Stella-JonesMcFarland Cascade, Tacoma, Wa.,
has agreed to sell all of its shares toutility pole and railway tie producerStella-Jones Inc., Montreal, P.Q., for$230 million. The deal, which was expected to
close in November, will expandStella-Jones into producing treatedlumber for residential uses, as well asdistributing composite decking, rail-ings, and related deck accessories.Founded in 1916, McFarland is one
of the largest pressure treaters in theWest, operating four plants inWashington, Oregon, BritishColumbia, and Mississippi. Corry and Greg McFarland, co-
c.e.o.s and third-generation familymanagers, will retire from ongoingoperations following the close of theacquisition.“We are pleased with the acquisi-
tion and believe Stella-Jones will be a
DEALER BriefsCity Mill Co. opened store #9
Nov. 16 in Ewa Beach (Honolulu), Hi.The unit’s 40,000 sq. ft. includes a5,000-sq. ft. LBM/garden center.
BigHorn Materials , Silver-thorne, Co., has closed after 28 years.At its peak five years ago, the com-
pany operated six stores.
Myers Group, Clinton, Wa., willadd a 7,500-sq. ft. Ace Hardwarestore in downtown Seattle, Wa., duringfirst quarter 2013.
Billings Hardware, Billings, Mt.,is considering adding a second, smallerlocation three miles away.
Ace Hardware Corp. present-ed Coolest Hardware Store awards toAce Mountain Hardware &Sports, Truckee, Ca., for successfullycombining multiple retail conceptsunder one roof, and to Hillcrest AceHardware, San Diego, Ca., for sell-ing niche products such as appliances,gift items, pet products, and the work oflocal artists.
Habitat for Humanity is relo-cating its Marysville, Ca., ReStore to a67,000-sq. ft. former Mervyn’s build-ing—four times its current size. Thediscount LBM outlet is set to reopenJan. 9.
2200 � The Merchant Magazine � December 2012 Building-Products.com
From everyone atFontana Wholesale Lumber Inc.
P.O. Box 1070 – 15500 Valencia Ave., Fontana, CA 92335Phone 909-350-1214 – Fax 909-350-9623www.fontanawholesalelumber.com
Tear outthis handy
industry calendar toplan your show visits
during 2013.
��
SUPPLIER BriefsHoff Cos., Meridian, Id., has purchased the assets of
Allied Lumber Dealers, Denver, Co., to merge into itsTrimco Millwork division.Buse Timber & Sales, Everett, Wa., temporarily laid
off its second shift due to a log shortage.
Seattle-Snohomish Mill, Snohomish, Wa., restartedNov. 5 after an eight-month closure.
Capital Lumber Co.’s Portland, Or., and Tacoma,Wa., branches are now distributing Roseburg’s engineeredwood products.
Boise Cascade, Riverside, Ca., is now exclusive dis-tributor for SilvaStar in Southern California.Huttig Building Products, Phoenix, Az., is now
exclusive distributor of MaxiTile fiber cement siding inArizona.
OrePac Building Products’ branches in Denver,Co., and Salt Lake City, Ut., are now distributing AZEK exteri-or products in Co., Wy., N.M., Ut., Nv., and Id.
Gorman Brothers Lumber, Westbank, B.C., boughtthe forest products assets of Federated Co-operativesLtd., including its plywood mill and sawmill in Canoe, B.C.Weyerhaeuser is now producing Edge Gold floor pan-
els at its OSB plant in Arcadia, La.
Woodgrain Millwork, Fruitland, Id., will build a newfacility in Lenoir, N.C., adding 170 jobs.
Scientific Certification Systems, Emeryville, Ca.,has been renamed SCS Global Services.Osmose’s MicroPro preservative technology earned
Environmental Claim Validation from UL Environment,confirming its low VOC content.
Eco Building Products, Vista, Ca., has converted toSimpson Strong-Tie’s Component Solutions software todesign and manufacture trusses.
JEC America’s inaugural composites show was sosuccessful, exhibitor booking has begun for returns to BostonOct. 2-4, 2013, and Oct. 28-30, 2014.
Capital Grows in West, Exits TexasWhile expanding operations in the Pacific Northwest,
Capital Lumber Co., Phoenix, Az., agreed to sell its DCs inDallas and Houston, Tx., to Cedar Creek, Oklahoma City,Ok. The deal was expected to close by Nov. 30.“We will use this as an opportunity to focus our
resources where we’ve proven to be the strongest—thewestern United States,” said Sam Sanregret, president ofCapital, which continues to operate eight other distributioncenters outside of Texas.Capital’s Portland, Or., branch is in the final stages of
negotiating an additional 75,000 sq. ft. of space on its site.Geoff Richter will be overseeing the activity for Oregon.In addition, Capital’s Tacoma, Wa., DC—which oper-
ates as Cascade Capital—has added three acres adjacent toits current property. Mark McLain, most recently withBoise Cascade, will oversee the activity in Washington.Cedar Creek currently operates 13 DCs serving 20 states
in the mid-South, Midwest and Southeast.
OSH Expanding Beyond CaliforniaOrchard Supply Hardware Stores, San Jose, Ca., has
begun construction of its first stores outside of California—in Portland and Tigard, Or., which should be completed inthe first half of 2013.“We have wanted to bring Orchard to Oregon for a long
time, and we’re thrilled to finally be entering the market,”said Mark Baker, president and c.e.o. of the 89-unit chain.“Oregon’s community values, pride in ownership, andstrong do-it-yourself mentality are ideals we’ve lived as acompany for more than 80 years.”OSH is also evaluating additional locations in Oregon.
Building-Products.com December 2012 � The Merchant Magazine � 2211
�
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.
ARCATA LUMBER’S environmentally friendly new building will morethan triple retail space and cut yearly energy costs by nearly $12,000.
Arcata Lumberyard UpgradesArcata Do it Best Lumber is expanding and remodeling
its historic location in Arcata, Ca.Once a contemporary new building is complete and
existing buildings are remodeled, “it will look like a brandnew piece of property,” said general manager DeanKruschke.The store has remained open during construction, which
began in August and is expected to be complete in lateDecember. A grand opening is scheduled for April 2013.The environmentally friendly new building will more
than triple retail space, yet exceed the stringent 2008California Energy Building Code by 43%. Yearly energycosts are expected to drop almost $12,000, due to solar hotwater and heat recovery systems, radiant floor heating, andautomatically controlled skylights and LED light fixtures. The current building will be refurbished and remodeled
to serve as a design center with displays of windows, doors,countertops and more. “People can come in and have a niceenvironment to get ideas and shop,” said Kruschke. An old barn on the southeast corner of the property will
be repaired, re-sided, and re-roofed, then used as a dedicat-ed contractor sales office. Other planned improvementsinclude seismically stable lumber racks. “It’s rewarding to be able to add jobs to the community,
rejuvenate such a historic block in Arcata, and increase theenergy efficiency of a retail store while creating more thanthree times the floor space of the existing facility,” he said.Owners Brendan, Kevin and Neal McKenny also oper-
ate Myrtletown Lumber & Supply, Eureka, Ca.
CLTs Earn Code ApprovalThe International Code Council (ICC) has approved the
American Wood Council’s proposed code change toexpand the use of cross laminated timber (CLT) in non-res-idential buildings. “Having worked closely with ICC code and fire offi-
cials, AWC was able to quickly answer questions raisedabout the proposal,” said Kenneth Bland, v.p.-codes andregulations at AWC. “The strong support for the proposalshown by ICC members is validation of the ICC processwhen all stakeholders work together to maintain state-of-the-art codes.”The now-approved code will be published in late 2014
and will be available for jurisdictions to adopt in 2015.
2222 � The Merchant Magazine � December 2012 Building-Products.com
MOVERS & Shakers
Vickie Rapp has been namedCalifornia assistant controller atGreen Diamond Resource Co.,Eureka, Ca.
Steve Taylor, ex-Stock BuildingSupply, has been appointed nation-al sales mgr. for Knight WallSystems, Deer Park, Wa.
Tina Wright, ex-Spec BuildingMaterials, is new to outside sales atAtlas Roofing Corp., Denver, Co.,covering Co. and N.M.
Jeffrey Anderson, ABC Supply,Monrovia, Ca., has been promotedto a managing partner, along withfellow branch mgrs. JasonMcKinley, Mesa, Az., and T.J.Neil, Denver, Co.
Lynn Michaelis, ex-Weyerhaeuser, isnow with Forest EconomicAdvisors, Westford, Ma.
Mike Post has been promoted to mer-chandise mgr.-home decor for Doit Best Corp., Fort Wayne, In.
Will B. Watching is head of securityat Mungus-Fungus Forest Pro-ducts, Climax, Nv., according toco-owners Hugh Mungus andFreddy Fungus.
Craig Warnimont, ex-Lowe’s, hasjoined the outside sales team atRocky Mountain Bluwood/North-ern Crossarm, Denver, Co.
Steve Hanson has been promoted topresident of Hanson TrussComponents, Olivehurst, Ca.
Chris Brink has been named produc-tion mgr. at Moulding & Millwork,Ferndale, Wa.
Brannan Olsen, ex-Reeb Millwork,is now with Marvin Windows &Doors, as territory mgr. for Idahoand eastern Washington. He isbased in Liberty Lake, Wa.
Susan Haws, ex-BigHorn Materials,has been appointed assistant mgr.at Idaho Springs Lumber &Hardware, Idaho Springs, Co.
Steve Pham has joined ProBuildHoldings, Denver, Co., as programdirector.
Mary Rhinehart has been promotedto c.e.o. of Johns Manville,Denver, Co., succeeding ToddRaba.
Lonny Low, ex-Lowe’s, is new tosales at Mountain View Window &Door, Denver, Co.
Scott Watson, ex-J.E. Higgins, is anew account mgr. at CapitolPlywood, Sacramento, Ca.
Frank Forward, ex-Commco, is newto sales at Blasen & BlasenLumber Corp., Portland, Or.
Jason Simms, ex-Allied BuildingProducts, has joined HPMBuilding Supply, Keaau, Hi., assales mgr. of roofing & accessoriesfor all branches.
Kay Lanham-Sholseth, ex-MilgardManufacturing, is new to businessdevelopment & sales at HonsadorLumber, Kapolei, Hi.
Jim Baskett has joined the sales forceat General Builders Supply,Tukwila, Wa.
Kathy Corbin, ex-Modern Millwork,is now in inside sales at AlexandriaMoulding, Yakima, Wa.
Christy Long, ex-Astoria BuildersSupply, is now managing the newcustom cabinet and closet depart-ment at Brothers Door & Trim,Gearhart, Or.
Samantha Osselaer has been namedv.p. of marketing at OrchardSupply Hardware, San Jose, Ca.
Holiday Greetings fromParr on our 37th Christmas
Jesus AldreteRaul AldreteAntonio AvinaPaul BlevinsNorm BoucherEdward ButzJose ChicasRosario ChicasKaren CurrieNick FergusonVince Galloway
Ricardo GarciaFidenceo GomezHenry HerreraLeticia HerreraChris HexbergJerry LongJoe McCarronBert McKeeLuis MorenoBrad MortensenRafael Pantoja
George PardenTimoteo ParedesMichael ParrellaPeter ParrellaKurt PetersonEduardo PierreJanet PimentelNestor PimentelYolanda RodriguezAlex RomeroBill Sharp
Angela SorensenLois TavennerMelinda TaylorPeter UlloaEnrique VargasOscar VillegasRobert WilliamsPamela WintersMatt WrightTerry Yarbrough
Thank you to our Customers and Suppliers
Building-Products.com December 2012 � The Merchant Magazine � 2233
IN MemoriamDon Dye, 65, sales manager at
Mary’s River Lumber Co., Corvallis,Or., died Nov. 14 while on a businesstrip in British Columbia.
James Henry “Jim” Murray, 84,retired general sales manager atFiberboard Wood Products, Sonora,Ca., died Oct. 22 in Sonora. He began his 43-year lumber career
at Pickering Lumber, Standard, Ca.,after graduating from St. Mary’sCollege, Moraga, Ca., in 1951. In1995, he retired from Fiberboard.
Robert S. Ashenberner, 87, for-mer owner of Ashenberner MouldingCo., Medford, Or., died Nov. 7 inMedford.His participation in the Battle of the
Bulge during World War II broughthim a number of awards, including thePurple Heart and the Victory Medal.He started Ashenberner Moulding
in 1960, later changing the name toAshenberner Lumber and ultimatelySouthern Oregon Lumber. He retiredin 2006, after the firm was liquidated.
William Ward “Bill” Wells, 86,former v.p. of timberlands and manu-facturing for Champion International,died Nov. 2 in Sumpter, Or. After serving as a corporal in the
U.S. Army Air Corps during WorldWar II, he graduated from theUniversity of Oregon. In 1959, hejoined Bear Creek Logging Co.,Anderson, Ca., and stayed on after itmerged into U.S. Plywood Corp. USPwas acquired by Champion in 1970.
Sharon Asako Shigemoto, 69,retired purchasing agent for City MillCo., Honolulu, Hi., died Nov. 11 inEwa Beach, Hi.
Christian Miller “Chris” SnavelyJr., 88, chairman emeritus of SnavelyForest Products, Pittsburgh, Pa., diedOct. 24 in Pittsburgh.In 1942, while in the Army, he was
captured during the Battle of theBulge and spent three years as a POW.He also served in the Korean War.He joined Germain Lumber,
Pittsburgh, in 1954 and purchased thecompany four years later. The namewas changed to Snavely ForestProducts in 1977.He was a former chairman of
NAWLA, which honored him with itsMulrooney Award in 1999.
2244 � The Merchant Magazine � December 2012 Building-Products.com
MANAGEMENT TipsBy Dennis Connelly
Recruiting in the newsales environment
Customers are more educated and, in some cases, theyknow more than the typical salesperson of 10 years ago.Back then, the salesperson educated the customer, whooften welcomed the information. Today, customers usuallyknow what they want and are looking for the best valueor—worse—the best price. Salespeople are learning thatthe relationship is not enough to overcome resistance andobjections.Today, a consultative approach that uncovers problems
and opportunities and leads to discussions about issues thatyour customers hadn’t considered works best to differenti-ate your company and move your salespeople away fromcommodities and prices. They must develop the ability toask a lot of good, tough, timely questions while using aneffective sales process.Customers must notice your salespeople. They need to
THERE’S A SLOW, SUBTLE shift underway in how buildingmaterials companies are recruiting salespeople. In my
recent conversations with distributors, I found it interestingto learn just how surprised they were by this major change,since it goes against years of conventional wisdom. After three decades of selling to and for LBM distribu-
tors and retailers, and training hundreds of sales staff, I amexcited about finally being able to help companies navigatethrough these trying times.Why are these changes occurring? Selling has under-
gone a massive shift in the past 10 years. If your salespeo-ple are still selling transactionally—presenting features andbenefits—or they are selling only on the strength of theirgreat long-term relationships, then they are having difficul-ty generating business from new accounts, as well as grow-ing their existing accounts.
Building-Products.com December 2012 � The Merchant Magazine � 2255
Medford, OR. • (541) 535-3465 • FAX 541-535-3288
(800) 365-4627www.normandist.com
Happy Holidaysfrom all of us at
Distributor of
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
Alicia Beltran(509) 874-1168
recognize that you are different. Your salespeople must gettheir undivided attention above all the noise of competingpeople and products. That’s your point of differentiation.When you call, they take the call, not because they likeyou, but because they rely on you!And that brings us to the shift we are seeing in how sales
staffs are recruited today. If you agree that there are vastdifferences in selling-skill requirements today, then wheredo you find the talent to meet the challenge? One distribu-tor recently hired someone away from a call center in anunrelated industry. He said, “This guy comes in with nocall reluctance whatsoever. He’s just used to it. He knowshow to sell and he’s making inroads where we hadn’t per-formed well in the past.”None of this implies that there isn’t tremendous value in
industry knowledge. The question is, can veterans in our
industry make the shift to a new way of selling and maxi-mize growth? If not, can you grow your company moreeffectively by bringing in talented selling superstars,regardless of their industry background?Has your company returned to double-digit annual
growth? If not, why? Are your people saying, “We can’t dothis, because…?” You can’t use the economy as an excuse.You need to be thinking very hard about two things:• Can my existing salespeople make the required
changes in order to return us to double-digit growth?• Can we succeed by hiring the same kinds of salespeo-
ple that we have always hired?The shift from traditional industry professionals toward
salespeople with consultative selling skills is an importantand timely change. Are you ready to make this change?
– Dennis Connelly is an experienced lumber industry executivewho also served on the Joint Coatings Forest ProductsCommittee. He is now v.p. of business development at internation-al sales consulting firm Kurlan & Associates. Reach him at (508)320-4900 or [email protected].
2266 � The Merchant Magazine � December 2012 Building-Products.com
THE ELITE ATHLETES of the Los AngelesHardwood Lumberman's Club converged onAnaheim Tennis Center, Anaheim, Ca., Nov. 4for the club’s annual tennis mixer. Despite theatypical 90˚ fall weather, the three-hour eventwas well attended. Tournament host,Chapman University Hall of Fame member and
LAHLC president Dan Bohannon, organizedthe mixer. (L-r) David Church, Matt Porter,Randy Porter, Ellie Mendiaz, Mike Walters,Teresa Hallock, Grace Wright, Julie Southwell,Dan Bohannon, Kit Rohm, Stephen Ondich,Vivian & Eric Bloom, Leon Richman.
ASSOCIATIONUpdateWestern Building Material Asso-
ciation will host its 109th annual con-vention Jan. 30-Feb. 1 at theDoubleTree Lloyd Center, Portland,Or.Presentations include an economic
outlook by John Mitchell, LBM indus-try update by Craig Webb, leadershipand team building program by KenWilbanks, and strategic marketing talkby Scott Ericson and Jennifer Swick,Wheelhouse 20/20.
Los Angeles Hardwood Lumber-man’s Club will host its first meetingof the year at Heroes Restaurant,Fullerton, Ca., on Jan. 10.Feb. 7 is the annual pool tourna-
ment at Danny K’s, Orange, Ca.
Western Pallet Association willgather Jan. 18-22 for its annual meet-ing at Rancho Las Palmas Resort,Rancho Mirage, Ca.
California Forestry Associationhas scheduled its annual meeting forJan. 29-Feb. 1 at Silverado Resort,Napa, Ca.
American Wood Council electedFritz Mason, Georgia Pacific, as itsnew chairman during the association’sannual meeting in Chicago, Il. Other new officers are 1st vice-
chair Rob Taylor, Weyerhaeuser; 2ndvice-chair George Emmerson, SierraPacific, and immediate past chairmanBrian Luoma, Louisiana Pacific. New directors are Andrew Miller,
Stimson Lumber; Marc Brinkmeyer,Idaho Forest Group; Tom Corrick,Boise Cascade; Danny White, T.R.Miller Mill; Aubra Anthony, AnthonyForest Products; Ray Dillon, DelticTimber; Michael Giroux, CanadianWood Council; Pat Patranella,Temple-Inland; Jim Rabe, Masonite,and Joe Patton, Westervelt Co.
National Lumber & BuildingMaterial Dealers Association willpresent a webinar on “Understandingthe New Federal Trade CommissionGreen Guides” Dec. 18.FTC recently revised and expanded
its Green Guides, which are designedto help marketers ensure that theclaims they make about the environ-mental attributes of their products aretruthful and non-deceptive.
Building-Products.com December 2012 � The Merchant Magazine � 2277
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hook mounting hardware that does not requiredrilling, to provide easy access to contents from eitherside. Lo-side and pork-chop boxes have low profiles for
space efficiency. Topside boxes, available in dimen-sions up to 96” wide, provide easy access throughcontinuous-hinge doors.� BUYERSTRUCKBOXES.COM(440) 974-8888
2288 � The Merchant Magazine � December 2012 Building-Products.com
Look of River RockMediterranea’s River Rock tile collection offer the
look of stone in four natural colors. Sizes include 12”x24”, 18x18, 12x12, and 6x6,
along with 2x2 mosaic pieces and 3x12 bullnose.�MEDITERRANEA-USA.COM(305) 718-5091
Ultra-Smooth RollingPurdy’s Ultra Finish roller cover deliver an ultra-
smooth finish for all interior painting projects. Its microfiber covers resist paint buildup to provide
an even release of paint, whether satin, semi-gloss, orgloss. It comes 9” long in varying nap thicknesses.� PURDY.COM(800) 547-0780
Majestic FlooringSouth Mountain’s Palazzo hardwood flooring
offers the strength and durability of Asian teak.Four colors are available in solid hardwood, three
in an engineered, wire-cut option. Both are protectedwith six coats of UV-cured Treffert aluminum oxide.� SOUTHMOUNTAINFLOORING.COM(516) 487-3510
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!
Building-Products.com December 2012 � The Merchant Magazine � 2299
On Your MarksMatthews Marking Systems
offers the HP-2600 high resolu-tion, thermal inkjet printer for theLBM industry.The printer can control up to
four cartridge modules, enablingfour different print locations orcombining them to create up to2” high messages. A variety ofdifferent inks allow both porous(case coding, fiberboard, gyp-sum, lumber) and non-porous(PVC, PET) applications.Message options include
graphics, barcodes, date/time,counters, and text fields.�MATTHEWSMARKING.COM(412) 665-2531
PVC SkirtboardRestoration Millwork cellular
PVC skirtboard from Certain-Teed offers a seamless look forfiber cement siding projects thatcan be used as a transition panelbetween siding styles.The 12’-long, 6”- or 8”-wide
boards meet code requirementsfor ground clearance.Options include a paintable
white finish, smooth or wood-grain texture.
� CERTAINTEED.COM(800) 233-8990
3300 � The Merchant Magazine � December 2012 Building-Products.com
Photos by The MerchantTR
ADER
S MARKET
TRADERS MARKET returned to Chicago, Il., Nov. 7-9. [1] Trevor Ewert,Steve Barth, Sean Nason. [2] David Weak, John Smith. [3] SteveBurdick, Sean Burch, Ray Barbee. [4] Mike Smith, Ali Jojo. [5] Jim Poulin,Jeff True. [6] Ryan Furtado, Brad Flitton, Daniel Rocha, Jeff Cook. [7]Chad Miller, Doug Coulson, Todd Lindsey. [8] Graham Picard, JessicaPerera, Ted Dergousoff. [9] David Warford, Bill Hurst. [10] Dirk Kunze,
Shane Harsch, Janet Wheeler, Kirk Nagy, Darrel Hanson, Doug Clitheroe.[11] John Smart, Matt Pedrone, Jim Tittle. [12] Leo Colantuono, KimGlaeser, Todd Askew. [13] Mike Logelin, Wes Bush, Wayne Jordan. [14]Kathi Orlowski, Mark Erickson. [15] Bruce Burton, Denny McEntire, ErnieBurton. [16] Steve Firko, Bryant Beadles, John Smith. [17] Trish Roche,Ken Tennefoss. (More photos on next 4 pages)
Building-Products.com December 2012 � The Merchant Magazine � 3311
2012 TRADERS MARKET (continued fromprevious page) was back at Chicago’s HyattRegency. [1] John Walcott, John Branstetter,Chris Schofer, James Lambert. [2] Bob Goral,Rick Wearne. [3] Raymond Luther, LarryPetree. [4] Kip Anderson, Stuart Ralston, SteveAnderson. [5] Leo Paradis, Keith Lolley. [6] JeffRuble, Todd Wright. [7] Charley Brittain, DougHeryford. [8] Wade Mosby, Eric Schooler, JoshDean, Alyson Kingsley, Kevin Paldino. [9] CatByers, Devon Lindquist. [10] Peter Krihak,
Derek Demeo. [11] Michael Booth, MikePidlisecky, Matt Yates. [12] Ira Feingold, DrewHoman, James Gibson. [13] Sheldon Howell,Alicia Beltran. [14] Dillon Forbes, MikeTheberge, Jim Olson, Bill Price. [15] RonCluster, Terry Baker. [16] Doug Chiasson,Susan Coulombe. [17] Chuck Gaede, AlexDarrah, B. Manning. [18] Tom & DianneFranklin, Danny Osborne, Ron Liebelt. [19] JeffFantozzi, Frank Stewart. [20] Gary Converse.
(More photos on next 3 pages)
TRADER
S MARKET
Photos by The Merchant
3322 � The Merchant Magazine � December 2012 Building-Products.com
Photos by The MerchantTR
ADER
S MARKET
MORE NAWLA (continued from previous pages): [1] Jean-Marc Dubois, TonySaad, Archie Landreman, Albert Renaud. [2] Pam Mitchell, Kris Owen, SaraBond. [3] Jim Enright, Tim Lewis, John Murphy Jr. [4] Jessica Navascues,Kevin Keen, Tom Taylor. [5] Jim Griswold, Amy Vitek. [6] Jim Wolf, Mike Hoag,Chris Hedlund. [7] Jason Friend, David Bisaillon, Mark Carter, John Cooper,Joe Albert. [8] Bob Dewald, Greg Haupt, Matt Weaber. [9] Jordan Hollis, BobLoew, John Dawick. [10] Keith Abbott, Eric Wischmann, Bart Bender, ChrisWischmann. [11] Jim Haygreen, Tunstall Inge, Bucky Adams, Gary Burch. [12]Tom Rice, Bob Bell. [13] Chuck Casey, Darrell Hungerford. [14] DavidBattaglia, Jack Bowen, Kevin Hynes, Kevin Murphy, Matt Duprey, Dan Paige.[15] Clint Darnell. [16] Kim Pohl, Kyle Loveland. [17] Josh Goodman, JimFutter. [18] Mike Gerstenberger, Bob Hafner. (More photos on next 2 pages)
Building-Products.com December 2012 � The Merchant Magazine � 3333
TRADERS MARKET convened in Chicago (continued): [1] Steve Killgore,Mark McLean, Gary Pittman, Mickey Brown. [2] Leah Heneghan, Barry Haugh,Peggie Bolan, Tim Hiller. [3] Michael Kirkelie, David Smith, Jim Walsh, MarkDenner. [4] Reed Rediger, Jim Hassenstab, Anthony Muck. [5] Mike Flynn,Derek Dryden, Marc Mendenhall, Bob Mai, Don Graver. [6] Lowell Crossley,Bill Anderson, Stephen Fowler. [7] Jeff Cook, Chris Boyd, Peter Fograscher,Jason Mann, Todd Shipp, Dave Cochenour. [8] Jim Hand, Brad Schneider,Barry Schneider. [9] Tony & Darlene Wiens, Pat Thorp. [10] Terry Neal, ReneeVachon, Jacquie Hess. [11] Brad Johansen, Mike Thelen. [12] B.L. Johnson,Racy Florence, David Cox, Calvin Biddix. [13] Patrick Taleghani, WardMintzler. [14] Alan Oakes, Courtney Watkins. [15] Tony Fleischman, JoshFleischman. [16] Bob Jahns, Jim Vandegrift. (More photos on next page)
TRADER
S MARKET
Photos by The Merchant
3344 � The Merchant Magazine � December 2012 Building-Products.com
Photos by The MerchantTR
ADER
S MARKET
Myers. [10] Rick Palmiter, Mason Anderson,Ahren Spilker. [11] Konrad Tittler, Rob Breda.[12] Bernie Nugent, Win Smith. [13] Mark &Peggy Cheirrett. [14] Leonard Testa, DavidJeffers. [15] Doug Reid, Adam Gangemi. [16]Donna Allen, Joe Brown, Christopher Webb.[17] Jeff Easterling. [18] Leyland Klassen,Brian Boyd, Kathy Klassen. [19] LawrenceNewton, Carl McKenzie. [20] Mike Lermer, BillGriffith. [21] Joel Cone.
EVEN MORE TRADERS MARKET (continuedfrom previous 4 pages): [1] Mark Swinth, BrettSlaughter, Rick Yonke, Dave Billingsley. [2]Larry & Kathy Boyts, Janel & Scott Jarrett. [3]Jim Robbins, Alden Robbins, RogerChampagne. [4] Lee Greene Jr., LeslieSouthwick. [5] Craig Sichling, Shawn Enoch,Joe Hanas. [6] Milt Farvour, Mark Musgrove,Laurie Creech, Mike Davis. [7] Jeff Morlock,Chris Johnson. [8] Jim McCluskey, JeffNorman. [9] Bill Jones, Phil Schumock, Chris
Building-Products.com December 2012 � The Merchant Magazine � 3355
WESTERN RED CEDAR Lumber Associationhosted a business presentation during therecent NAWLA Traders Market in Chicago, Il.[1] Jack Draper, Cees de Jager, Jeff Derby. [2]Gary Arthur, James O’Grady, Janet Wheeler.
[3] Michael Mitten, Tom LeVere. [4] RaymondLuther, Bruce Tays. [5] Otis Beveridge, ReedBrunson. [6] Warren Reeves, Scott Lindsay,Harry Lund, Jerry Bolt. [7] Dave Bolgren, PaulBoehmer, Larry Petree. [8] Ryan Furtado,
Brad Morrow. [9] Philippe Caissy, CharlesTardif. [10] Doug Clitheroe, Bill Griffith. [11]Mike Lermer, Garth Will iams. [12] ChrisMusselman, Shane Harsch, Robert Sandve,Kyle Jones. [13] Dorothy & Patrick Sinclair.
WESTER
N RED
CED
AR
Photos by The Merchant
THUNDERBOLT WOOD TREATING“We Treat Wood Right”……QQuuaalliittyy WWoooodd TTrreeaattiinngg SSeerrvviicceess SSiinnccee 11997777
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Bob Palacioz, sales/marketing mgr. • [email protected](916) 402-3248 • Fax (916) 339-2477
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3366 � The Merchant Magazine � December 2012 Building-Products.com
CLASSIFIED Marketplace
Rates: $1.20 per word (25 word min.). Phone number counts as 1word, 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.
LLaatteessttBBrreeaakkiinnggIInndduussttrryy
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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].
PRODUCTS FOR SALEINVENTORY ITEMS:
• Dry Incense Cedar S/Quality TK BlanksRough R/L, 2x6 $700m, 2x8 $735m.
• 2x4 thru 2x12 Western Red Cedar Dry TKBlanks S4S R/L.
Contact for list of “Specials.” Majestic Forest Products, Eugene, Or.,
(541) 345-4990; Fax 541-345-8131, or [email protected].
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Start your own subscription with ourvery next issue by calling
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TheMERCHANTMagazineWANTED TO BUY
WANTED: DOWNFALL & SECONDSDownfall, excess or salvage lumber, panels,
roofing, etc., purchased for export. [email protected], (619) 954-9955.
Green Building GrowingDespite the economic downturn,
green building continues to acceleratearound the world, according to a newconstruction study from McGraw-Hill. “This research confirms that green
building advances environmentalstewardship while providing value tothe market,” said Geraud Darnis,president and c.e.o. of UnitedTechnologies Climate, Controls &Security, which helped prepare thestudy. “It also confirms that we nowsee more pull than push for greenbuildings.”The study indicates that the global
construction market views greenbuilding as a business opportunityrather than a niche market.Respondents reported that their top
reasons to do green work are clientdemand (35%) and market demand(33%). Other reasons included lower oper-
ating costs (30%) and brandingadvantage (30%). Greater health andwellbeing was cited (55%) as the topsocial reason for building green, aswas encouraging sustainable businesspractice. Energy-use reduction toppedthe environmental reasons for greenbuilding; 72% said it is the importantenvironmental reason to engage ingreen building. Water-use reductionwas cited by 25% of respondents, upfrom 4% in 2008. Improved indoor airquality is also more important today;17% cited this as a top reason toengage in green building, up fromonly 3% in 2008.In contrast, the top reasons cited in
2008 were doing the right thing (42%)and market transformation (35%), fol-lowed by client and market demand.“It is notable that over the next
three years, firms working in coun-tries around the world have greenwork planned across all buildingtypes, incorporating both new con-struction and renovation,” saidHarvey M. Bernstein, vice presidentof industry insights and alliances forMcGraw-Hill Construction. “It isclear that green is becoming animportant part of the future landscapeof the global construction market-place, and firms will need to be pre-pared for that transition.”Green building is also expected to
garner business benefits for buildingowners. For new green building pro-jects, firms report median operating
JONES WHOLESALE Lumber, Lynnwood, Ca., hosted an industry tailgatebefore the Nov. 3 USC Trojans vs. Oregon Ducks football game at the LosAngeles Coliseum. [1] Stephanie Rasmussen, John Rogers, Jennifer Salazar.[2] Jim & Kim Nicodemus. [3] (front) Mona Ayers, Mark Highfill, RobynBennett, (back) Donna McCullough, John Glenn, Debbie DeLatte. [4] JohnMurphy Jr., John Pasqualetto, Mark Highfill. [5] Jami Klopfer, Troy Bailey. [6]Dustin Heusser, Andrea Boyd. [7] Greg Carter. [8] (front) Fia Faumina, (back)Joey Madrigal, Ana Ramirez, Maria Saldana, Kyle Gillings, Chris Huntington.[9] Rick Jones, Dave Ramos. [10] Debbie DeLatte, Mona Ayers.
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Building-Products.com December 2012 � The Merchant Magazine � 3377
cost savings of 8% over one year and15% over five years, as well asincreased building values of 7%(according to design and constructionfirms) and higher asset valuation of5% (according to building owners).“We’ve been on the ground watch-
ing the markets shift to green aroundthe world,” said Jane Henley, presi-dent of the World Green BuildingCouncil. “Today, there are greenbuilding councils in 92 countriesaround the world—more than doublewhat it was when we first looked atthe green building market globally in2008.”The study also revealed that
approximately 48% percent of thework by U.S. respondents wasgreen—and that share is expected toincrease to 58% by 2015.
3388 � The Merchant Magazine � December 2012 Building-Products.com
Advantage Trim & Lumber [www.advantagelumber.com]..........29AERT [www.aertinc.com]..................................................Calendar 14Arch/Lonza [www.wolmanizedwood.com] ........................Calendar 4Building Material Distributors [bmdusa.com]....Cover II, Cover IVCal Coast Wholesale Lumber ........................................................38C&D Lumber Co. [www.cdlumber.com]...........................Calendar 10C&E Lumber Co. [www.lodgepolepine.com] ...............................11Capital [www.capital-lumber.com]............................................4, 29Capitol Plywood [www.capitolplywood.com] ................................5Fontana Wholesale Lumber [fontanawholesalelumber.com].....20Great Southern Wood Preserving [yellawood.com].......Calendar 12Huff Lumber Co. .............................................................................19Jones Wholesale Lumber [www.joneswholesale.com] ..............17Kelleher Lumber Sales [www.kelleher.com]........................Cover IKeller Lumber Co............................................................................26Manke Lumber Co. [www.mankelumber.com].............................21Matthews Marking Products [matthewsmarking.com].....Calendar 6Nordic Engineered Wood [nordicewp.com]..............17, Calendar 18Norman Distribution Inc. [www.normandist.com].......................25North American Wholesale Lumber Assn. [nawla.org]..Calendar 20Parr Lumber ....................................................................................22Pennsylvania Lumbermens Mutual Insurance [plmins.com] .....23Peterman Lumber Inc. [www.petermanlumber.com] ..................26Plycem USA [www.plycemtrim.com] ...............................Calendar 16QB Corp. [www.qbcorp.com]..............................................Calendar 8Redwood Empire [www.redwoodemp.com]....................Calendar 24Reel Lumber Service [www.reellumber.com] ..............................28Regal Custom Millwork ..................................................................28Rosboro [www.rosboro.com] ........................................................24Roseburg Forest Products [www.rfpco.com] ..............................13SilvaStar [www.silvastar.com] ........................................................3Straight Line Transport [straight-line-transport.com]....Calendar 26
Sunbelt [www.sunbeltracks.com] ..............................Calendar 22, 29Swanson Group Sales Co. [www.swansongroupinc.com]...........8Taiga Building Products Inc. .........................................................37Thunderbolt Wood Treating [thunderboltwoodtreating.com] ....35Weyerhaeuser [www.weyerhaeuser.com]......................................7Yakama Forest Products [www.yakama-forest.com]..................25
What with thefree food, door prizes,and gifts, there’s a lot tolike for builder-customersand prospects attending the annual holiday bash ofCroft Lumber, Sayre, Pa. The party starts with dinner and continues with
demos and exhibits from 30 to 40 vendors. Then it’son to door prizes and the big event of the evening: 1%rebate checks for customers who’ve spent more than$12,000 at the store and have active accounts.“When our dad died in 1998, I was looking for new
ways to connect with local builders and expand thebusiness,” says Warren Croft, who co-owns the busi-ness with his brother, Michael. “That first year, wehanded out cash rebates, just like our dad had.”The event also got a little bigger each year, moving
to larger and larger venues. When a local casinoopened five years ago—largely built with materialsfrom Croft Lumber—the party was moved there. Therebates had gotten so large, they had to be handed outin check form instead of cash. “We don’t give store credit,” says Warren. “We
want to make it feel like a real gift for our customers,who often come in the following day and buy newtools or other needed goodies.”Not surprisingly, customers often take the stage to
express thanks for Croft and its helpful employees.“They appreciate that we’re investing in them,” saysWarren. “It helps create a team feeling, a sense offamily, with our customers. And that’s a great thing,especially at the holidays.”
IDEA FileCash for the Holidays
ADVERTISERS IndexFor more information on advertisers, call themdirectly or visit their websites [in brackets].
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
Sales for Coast Wood Preserving
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TheMERCHANTMagazine