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TREATEDWOOD UPDATE � LBM SHIPPING TIPS � APA SPECIAL ISSUE: ENGINEEREDWOOD
JJUULLYY 22001111
The MERCHANT MagazineTHE VOICE OF THE WEST’S LBM DEALERS & DISTRIBUTORS – SINCE 1922
44 � The Merchant Magazine � July 2011 Building-Products.com
July 2011Volume 90 �� Number 1
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In Every Issue6 TOTALLY RANDOM
14 COMPETITIVE INTELLIGENCE
18 OLSEN ON SALES
20 GREEN RETAILING
40 MOVERS & SHAKERS
42 IN MEMORIAM
45 MANAGEMENT TIPS
46 NEW PRODUCTS
56 CLASSIFIED MARKETPLACE
57 DATE BOOK
58 IDEA FILE
58 ADVERTISERS INDEX
Special Features9 INDUSTRY TRENDSFALL OUT OF LOWER HOME OWNERSHIP
10 FEATURE STORYTREATED WOOD CHALLENGED BY
ULTRA-LOW MAINTENANCE ALTERNATIVES
12 COMPANY FOCUSOREGON TREATER RETURNS TO PENTA
16 MARGIN BUILDERSMIXING RAIL AND TRUCK
26 FOCUS: APA ON ENGINEEREDWOOD14-PAGE SPECIAL SECTION ON
• EWP OUTLOOK • POST-QUAKE
REBUILDING • GREEN PROOF • HANDS-ON SEMINARS • SAFETY HONORS
52 PHOTO RECAP: PCBCBIG BUILDERS SHOW IN SAN FRANCISCO
54 PHOTO RECAP: LACN GOLF
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66 � The Merchant Magazine � July 2011 Building-Products.com
TOTALLY RandomBy Alan Oakes
It’s not you, it’s me!
HI. THIS IS SO DIFFICULT to write, but I lack the guts to tell you personally,hence this letter. I feel badly, but we must break up. I just cannot reciprocate
how you want me and our relationship to be. I need my time and space. You’ll getover me and surely will find someone else to be with, someone who can communi-cate better than I can. But you have become obsessed with me. You want constant reassurance about
how good we are as a couple. Clearly, we are in a different place about our rela-tionship. Yes, I know you will feel bad for a while, but time will heal, you’ll getover me, and surely will find someone else.Since we met, you just won’t leave me alone. I did not take the hint that you
wanted to be with me forever. I ignored the alarm bells. I should have realizedearly on that when you kept showering me with presents and you tried to findways for me to keep coming by, something was wrong. I even gave you an assur-ance in an email that everything was fine and I could not be any happier. But, thiswas just not enough for you, as now we are on the fifth go-around of you askingme the same old questions.You keep calling, emailing and writing. You have become very needy and inse-
cure, and you won’t take no for an answer. I try to ignore you, but somehow youfind a way to track me down wherever I am, and you keep coming back to thesame old thing again and again. You were—are—great, but I have others I needto worry about. My wife is beginning to get suspicious and ask questions: “Who keeps tweeting
you?” “Who keeps trying to get hold of you day and night?” “Why do they keepcalling?” “Why do they want to be ‘friends?’” She is worried that “like” canvery quickly turn to love. But I am resisting you. All my waking hours are spentdealing with this infatuation with what am I doing, how much do I earn, did Ienjoy how you handled me, and is there anything else you can do for me, andwhen are you going to see me again! I have a stack of emails on top of the callsyou left on my phone. It is all too much!We clearly are on a different wave length. Yes, we had an intensive relation-
ship for a few hours. And it was truly good for me, as I clearly was missing some-thing in my life at the time. But once is enough!So let’s end it here and now. Goodbye and thanks for giving me your all. I will
never forget you!
Why is it whenever I buy something these days—whether the cost is $5 or$50,000—I have to face a barrage of emails and telephonecalls surveying me about how great my experiencewas? And once is no longer enough. They just keepcoming. Even when you ignore them, they don’t takethe hint! Does it really matter how I feel? No one ever responds to anything I say anyway,
especially when “my experience” was not great. Don’tyou just love being asked to take a survey before youeven speak with anyone, after being on hold foran hour? In some cases, we’re even told howwe must mark the form at the highest levelor else they will get dinged by whomever.Here’s my response: I may be impor-
tant to you, but you are not to me. Getover yourself! I DO NOT CARE!
Building-Products.com July 2011 � The Merchant Magazine � 99
ONE STATISTIC THAT IS ROUTINELY reported, but not verywell understood, is the homeownership rate. This
number reflects the percentage of the occupied housingstock that is owned versus rented, and is updated quarterlyby the U.S. Census Department. Homeownership rose steadily from 1994, when it was
around 64%, until it peaked in 2004 above 69%. The risewas in part due to the aging of the population since olderhouseholds have a higher propensity to own. More impor-tant was the boom in “creative” lending standards duringthe bubble phase that helped younger households become“owners.” For instance, the ownership rate for the 25-to-34age group rose from 42% in 1995 to 49% in 2005.However, because many of these households could not sus-tain ownership, the rate has fallen below 44%. The owner-ship rate for the older age groups did not rise or fall nearlythis much. Since 2004, the overall rate has been dropping rapidly
and was at 66.4% in the first quarter of 2011. You mightask, “So what?” As it turns out, this number is crucial toour outlook for single-family housing starts. Since a single-family housing start uses significantly more lumber andOSB than a multifamily start, the projected ownership ratewill be very important to the RISI demand outlook over thenext 10 years. To see how important the homeownership number is,
note that between 1995 and 2005, the occupied housingstock grew from 97.1 million units to 109.5 million units.This required construction of 12.4 million housing units inthat period to accommodate the growth in households, plusanother 3 to 4 million units to replace demolished units. Because the ownership rate rose by 5% in that period,
the housing starts “demanded” were single-family units orcondo units. The number of owned units increased from62.3 million units in 1995 to 75.4 million units in 2005. Inother words, the entire “demand” increase in that 10-yearperiod was focused on single-family or condo units. The number of occupied rental units fell between 1995
and 2005 despite relatively high multi-family starts.Removals and conversions to condos more than offset thestarts levels.
Bottom Line #1: The implied single-family startsdemanded over the 10-year period, given the rise in owner-ship (plus an imputed removal rate of 260,000 units), was1.57 million units. The actual single-family average over
the period was 1.66 million units, plus a boom in condounits. This is why single-family house prices surged dra-matically in the period. Rising prices encouraged the veryaggressive response of builders to supply the “demand.” The decline in the ownership rate since 2005 is the rea-
son why the single-family unit market is in such seriousshape. The combined effect of a slowdown in householdformations (due to falling employment) and a decline inthe ownership rate led to a dramatic decline in the demandfor single-family (and condo) units. Owner demand rose 1.3 million units per year from
1995-2005, but has been falling 75,000 units per year overthe last five years. Even when you add an estimate forremovals (assumed to be 290,000 units/year), the demandfor single-family (plus condo) units has only been 0.21million units/year, while actual construction has averaged0.73 million units/year. That is why we still have an excessinventory of single-family units. And it is why single-fami-ly house prices continue to fall.
Bottom Line #2: This is why there is no hope for a sus-tained single-family housing recovery in 2011, because theownership rate is still falling. As will be seen in RISI’s forthcoming revised housing
start outlook, the outlook for homeownership will play acrucial role in the housing start outlook for 2011 to 2020.
– Dr. Lynn O. Michaelis, executive economist and adviser forRISI, can be reached at (781) 734-8910 or [email protected].
Implications of the fallinghome ownership rate
NDUSTRY TrendsBy Dr. Lynn O. Michaelis, RISI
– RISI
1100 � The Merchant Magazine � July 2011 Building-Products.com
DEMAND FOR TREATED wood decking, which due to itsaffordability has picked up market share during the
recession, may take a hit from the next generation of com-posite products, according to a new study by PrincipiaPartners. Wood treaters, however, don’t necessarily agree,since the new products are even more expensive.Total demand for decking and railing in the North
American residential market was up slightly in 2010 com-pared to 2009, and is expected to increase more than 5% in2011, to $3.4 billion. Growth is driven largely by priceincreases for most all plastic-based decking and railing, aswell as continued product mix shift from lower-priceduncapped wood-plastic composites (WPCs) to premiumcapped WPCs and cellular vinyl decking.“The market has enthusiastically embraced the new
ultra-low maintenance (ULM) decking products,” saidPrincipia’s Steve Van Kouteren. “Ultra-low maintenanceproperties and the new improved aesthetics drove demandfor capped WPC decking by nearly six-fold in 2010 vs.2009. In addition, the darker cellular PVC decking with
variegated colors, led by AZEK, Fiberon, TimberTech, andTrex, increased cellular PVC growth by nearly 40% in2010. We expect these trends to continue through 2011.”Altogether, the ULM decking category, which includes
capped WPCs and cellular vinyl, now accounts for nearly45% of total synthetic decking demand, up from 15% in2008. Growth in demand for ULM decking, along with theexpansion of channel partnerships and a customer base thatfavors larger, established players, have increased industryconcentration.For example, the top four players increased their market
shares and now account for over 75% of the market, com-pared to 65% in 2008. The top 10 suppliers now accountfor over 95% of the market, compared to 90% in 2008.“Wood decking and railing, including pressure treated,
cedar, redwood, other softwoods, and imported hardwoods,still command the major share of the decking and railingmarket, on a volume basis, and have maintained their mar-ket share position against plastic-based decking and railingproducts since 2005,” Van Kouteren said. “In fact, woodhad stopped market share losses to plastic alternatives andactually increased share by a few points in 2009. Webelieve that the new ULM composite and cellular vinyldecking products, now being offered at various pricepoints, will reignite market share growth for syntheticdecking and railing over wood. However, the capped prod-ucts need to perform as advertised.”“I would generally agree that ULM products will win in
a lot of solid wood applications,” said George Layton,director of sales & marketing for Canfor Southern Pine,Myrtle Beach, S.C. “Manufacturers are now making betterproducts, and with the baby boom generation getting olderand wanting less maintenance and Generation Y’ers notknowing how to maintain an outdoor deck, solid wooddecking material will play a more limited role. Cost is stilla large driver, and wood will continue to win when that is aconsumer’s largest concern.”Indeed, the study admits price has been the determining
factor. According to Principia, “Wood prices, a key driverin demand for wood alternative products, dropped wildlythrough the worst of the downturn, creating the largestprice spread between engineered composites versus treatedTREATED WOOD, including micronized copper formulations, has held its
own in the decking market, primarily due to its price advantage.
FEATURE StoryPressure Treated Decking vs. ULM Alternatives
Treated decking readyfor challenge from “nextgeneration” alternatives
Building-Products.com July 2011 � The Merchant Magazine � 1111
CAPPED COMPOSITES and other ultra-low-maintenance alternativesare forecast to reignite growth among alternative decking products.
– Photo by Bergen Decks
lumber. Persistent high petroleum prices affected costs ofraw material feedstock for wood alternative materials. Theresult has been a growing price gap between wood andwood alternatives affecting intermaterial competition.”In addition, price isn’t the only advantage wood has over
composites, according to James Riley, chief marketing offi-cer at Great Southern Wood Preserving, Abbeville, Al.“The new preservatives that are now on the market, like themicronized treatment that we use in our YellaWood brandproducts, enable us to produce a product that’s lighter incolor, making it easier to paint and stain and giving the userconsiderable flexibility,” Riley said. “It also provides envi-ronmental certifications consumers expect today. “Wood protection companies are not only offering new
products with improved stability, but more environmentallyfriendly preservatives with lower or no heavy metal con-tent,” said Keith Harris, v.p.-marketing for Cox Industries,Orangeburg, S.C. “These new preservatives are available inhigh-end wood products, for instance 2x6 virtually cleardecking, which delivers the true beauty of real wood. Afterall, consumers realize plastic alternatives are trying to mimicthe look of real wood. Combine this with a coordinatedeffort from wood trade organizations and U.S. forestrycommissions to deliver the message that real wood is theonly truly sustainable and renewable building materialavailable, and I think wood decking can hold its positionand perhaps grow market share among discerning consumersthat value the feel and beauty of real wood products.”“Consumers definitely want a low maintenance decking
product, but some treated wood producers, includingPacific Wood, are close to introducing lower maintenancetreated wood products that contain powerful water repel-lants and longer-lasting pigmentation, as opposed to themore quickly degraded stains and dyes,” said ElainaJackson, chief operating officer for Pacific WoodPreserving Cos., Bakersfield, Ca. “This water repellant pig-mented wood, when combined with textured deck boards,can result in a very low maintenance wood deck, with thepowerful selling point that it is indeed real wood.”At McFarland Cascade, Tacoma, Wa., sales of pressure
treated decking have held up better than pricier alternatives.“I do see the capped products doing well, but I’d questiontheir ability to affect the sales of treated decking that wouldfall in the range of one third the price or less,” said salesmanager Phil Schumock. “More than likely, the capped
products will cannibalize the mid-range, uncapped WPCdecking products, while mid-grade cedar/redwood andtreated decking will compete for the entry level market.”Cox’s Harris added, “Obviously, there will continue to
be a battle for decking market share, but lumber remainscheap and it doesn’t look like the price will change dramat-ically anytime soon, so even the lower-cost alternativesremain substantially more expensive than real wood. Infact, petroleum prices could have a larger impact on plasticproducts, depending on their formulation.”Principia expects overall decking and railing demand to
grow by about 8% per year, on a value basis, through 2013.The high growth rate is partly due to price increases forplastic-based products, continued product mix shifts, andsolid growth in new home construction and remodeling in2012 and 2013. However, there is considerable downsiderisk in the forecast as housing prices and the inventory offoreclosed homes dampen the demand for new homes, asdoes the stalling of the economic recovery.“So far this year,” said Steve Lillard, Madison Wood
Preservers, Madison, Va., “we have seen an across-the-board decrease in demand for decking. Having experienceda great first quarter, April and May were off substantially.The small amount of remodeling and the low availability ofcredit or cash seem to be the largest hurdles to overcome.Whereas I do believe wood has a larger price advantagethan in years past, it is being over-shadowed by the so-called ‘recovery.’”In the final analysis, the rise of ULM may hinge on a
rejuvenated construction industry—which would also bene-fit wood. Treated might get a slightly smaller percentage ofthe pie, but the pie would be a whole lot bigger.
1122 � The Merchant Magazine � July 2011 Building-Products.com
THE MOST WIDELY USED PRESERVATIVE preservative forthe manufacture of wood utility poles has been
approved for use at Pacific Wood Preserving of Oregon,Sheridan, Or.The plant is reintroducing pentachlorophenol as part of
its agreements with the U.S. Environmental ProtectionAgency, the Oregon Department of Environmental Quality(DEQ), and the U.S. and Oregon Departments of Justice.The preservative previously used at the plant, copper naph-thenate, is no longer being manufactured, and a substitutewas needed.“We couldn’t be more pleased” with the announcement,
said Roland Mueller, general manager of production forPacific Wood Preserving Cos. “This will mean job securityfor our existing employees and likely the addition of newjobs going forward.” PWPO employs approximately 50 full-time employees
and anticipates hiring an additional 10 to 20 employeesover the next two years. “PWPO will begin treating withPenta immediately,” Mueller added.Penta had been used at the facility by prior owner
Taylor Lumber & Treating, which filed for bankruptcy and
saw the EPA declare the plant a Superfund site in 2000.PWP purchased the site out of bankruptcy court in 2002,with the provision that the EPA and Oregon DEQ protect itfrom liability associated with contamination caused byTaylor. In exchange, PWP would take over remediationand maintenance of the site and use CuNap, ACQ, boratesand fire retardant, instead of penta, CCA, creosote andACZA.With the site’s remediation complete and CuNap no
longer available to treat wood transmission and distributionpoles, the reintroduction of penta made sense to regulatorsand most of the community, based upon public comments.According to EPA attorney Jennifer Byrne, “PWPO has
been a very cooperative partner in EPA’s implementationof the Superfund remedy at this site. Since 2002, PWPOhas consistently performed its obligations under the origi-nal agreement, including inspection and maintenance ofasphalt covers and operation and maintenance of thegroundwater extraction system.” EPA received more than 120 comments from the com-
munity supporting the plant’s reintroduction of penta. Themove was opposed by just one commenter—a Portland,Or., law firm that represented an anonymous client. EPAconcluded that the use of penta at the site “will benefit boththe State of Oregon and EPA through PWPO’s perfor-mance of operation and maintenance activities that wouldotherwise have to be paid for by the governments.” DEQ also received overwhelmingly positive comments.“This is a great example of government and business
working together for the benefit of the taxpayers, employ-ees, customers and community,” said PWP’s Mueller. As aresult of the amended agreements, PWPO will be able tomaintain, and hopefully grow, employment.The Oregon facility treats primarily Douglas fir poles,
servicing national and international markets. Customers arelarge investor-owned utilities, contractors for these utili-ties, municipalities and rural electric districts. It also manu-factures treated lumber and timbers for sale in the PacificNorthwest and Hawaii.Its parent company also owns wood treating facilities in
California, Nevada and Arizona, as well as a manufactur-ing plant in Texas.Penta recently underwent EPA’s periodic “data re-regis-
tration” process, which required updated toxicity, healthand safety research. Penta is an EPA-registered pesticide.
Oregon wood treaterreturns to penta
PACIFIC WOOD Preserving of Oregon is converting three of its fivecylinders from copper naphthenate to pentachlorophenol.
COMPANY FocusPacific Wood Preserving of Oregon
1144 � The Merchant Magazine � July 2011 Building-Products.com
YOU ALREADY KNOW the three mostimportant factors in selling a
house: location, location, location.Well, what about selling a remodelingjob? Promotion, promotion, promo-tion. That’s the successful principle
that’s spelled out “survival” (and,even better, “success”) to two sistercompanies in Port Angeles, Wa., dur-ing these challenging times. HartnagelBuilding Supply, founded in 1960,and Angeles Millwork & Lumber Co.,doing business since 1906 and one-time rivals, were purchased by thesame individual back in the ’80s. Three years ago, when it was time
for him to pass the gavel, in order toremain a robust fixture in the localmarket, staffers rose to the cause andeach company became employee-owned. The two yards serve slightly differ-
ent markets but join hands to attain
Forward, promote!
COMPETITIVE IntelligenceBy Carla Waldemar
greater buying power, clubbing in ontruck loads and pallets to complementeach store’s unique inventory.Angeles caters primarily to largerbuilding contractors, with a strongercontractor sales department and morecommercial and governmentaccounts, while Hartnagel, which alsoserves the pros, maintains a strongerretail presence. Each store employsabout 20 people, and between the twothere’s a little whiff of friendly com-petition, says Donna Pacheco, manag-er of advertising and promotions forboth entities. It’s precisely those promotions that
are balancing the books today. Withcustom-home building at a standstill,the company was searching for waysto connect with homeowners, saysDonna, “to create a demand for pro-jects. We came up with the idea ofholding a replacement windows semi-nar open to the public.”
Another Donna—Donna Hoyt,queen of the windows division—tookit on herself to gather complete infoon the weatherization rebate programsbeing offered, then geared it to grabthe attention of (she guessed—andrightly) the clueless public. She approached city and utility dis-
trict officials to gain their participa-tion and talked a local bank into offer-ing rock-bottom loans for weatheriza-tion projects. (A flyer points out that aa project involving 10 windows and asliding door, which yesterday cost$2,500, could now clock in at a mere$675 when all discounts and rebates,plus an in-store coupon, were applied.Not bad!)Then she invited Hartnagel’s quali-
fied contractors to be present, anothersmart move. “Homeowners didn’thave any idea whom to call,”Marketing Donna reports, “so thisway, they could come in and meetthem face-to-face to make theirchoice. We put all the players togeth-er in one place.” Payoff: Several ofthese remodeler customers reportedpicking up business as a result of theseminar—and guess whom theyrewarded with their business? As frosting on the promo scheme,
the city has continued sponsoring adson the local radio station pushingenergy conservation, referring listen-ers to contractors and to, ahem, build-ing suppliers—i.e., Hartnagel.Well, one good promotion
deserves another. “Let’s see what wecan do with roofing,” Pacheco nextdecided, knowing Angeles Millworkis the largest roofing supplier on theOlympic Peninsula. “Our roofing con-tractors were hanging around, lookingfor work. So we invited them and putall our products on display in our in-store sample showroom and playedANGELES MILLWORKS delivery truck participated in Port Angeles, Wa.’s Fourth of July parade.
Building-Products.com July 2011 � The Merchant Magazine � 1155
take on its brand, too. “This was agreat opportunity to strengthen ourcommercial accounts and our relation-ships with paint contractors,” saysDonna. But the big excitement came two
years ago when a civic meeting wascalled to revitalize the town and growlocal brands. A lady stood up anddeclared, “Our buildings need afacelift. Let’s paint the town!”“So, of course, we said, ‘We’re in!
Let us help.’ We approached our ven-dors about a better pricing programfor the project and got such a gooddiscount from them that we couldoffer the paint practically at cost.People donated the labor and half ofPort Angeles was painted. It had ahuge effect!”But to promote the heck out of a
recession, you’ve got to have some-thing solid shoring up those deals.Underneath the bells and whistles, thenuts and bolts…and that requires areputation for stand-out service. Folksknow they can count on these yardsfor everything from cutting keys tosetting a ridge beam with a boomtruck. “We know each contractor’sneeds and the way they want things,so we’re not going to dump stuff onthe curb,” Donna insists. “We’re real-ly known for our metal and compositeroofs, so we’re going out of our wayto connect with our contractor cus-tomers and vendors, to be able to
wheel and deal and get the best price.We also run a custom metal shop, ”she adds.That’s the domain of Brian Furfort,
who’ll custom-cut and bend down-spouts and flashing: “Our customershave him on speed dial.” Then there’s Tod, “the door doc-
tor,” who’s been around for 20 years.Windows? “Go to Donna Hoyt.”That’s part of the payback of a
company that’s employee-owned.“Everyone’s got a personal stake in it,so they work extra-hard for our cus-tomers and with each other, too. Itkeeps our contractors loyal. Our guysbecome their friends; they know theway they want their accounts handled.They’ll come in here first thing in themorning, hang out, have a cup of cof-fee, feel at home.”And maybe pick up jobs—for both
Hartnagel and Angeles Millwork havemade the firm choice to stay awayfrom installation—“a conscious andcontinuing decision not to compete,”as Donna explains. Instead, free esti-mates, free take-offs—even freegarage plans. Okay, another gimmick.And another one that works.Customers pay for the plan but gettheir cash refunded with the purchaseof a lumber package. “We promote itevery spring to create awareness, toget people thinking. Then they askabout our other packages….”Rentals represent another vigorous
niche—“a cash cow for us for a longtime. Now, we’re revamping thedepartment for a new jump-start—new equipment, new energy. We needto build new awareness with a neigh-borhood campaign,” says the gal whoruns campaign central.Survival is all about creating
demand among homeowners, either tospur them to enter the brotherhood ofdo-it-yourselfers or refer them to pro-fessionals if it’s a bigger project.Consequently, “business is pickingup,” reportsDonna. “We’reoptimistic.”
matchmaker again.” The roofing guysreturned the favor, showing theirappreciation.And last month (I’ll bet you can
see this one coming) there was aspring decking event. Plans were tofeature several composite deckingvendors and five contractors who arestrong deck builders, even listing theirnames on advertising material—another benefit for them because,Pacheco has discovered, homeownerswho cannot attend a specific eventstill ask for info and referrals so thegift keeps on giving. Vendors help outwith ad costs and give-away items,too.In March—just because—
Hartnagel promoted an open house tospotlight one of their contractor cus-tomers who was setting out to achievea personal best. Contractor ChrisDuff, a local kayaking legend, wasgearing up for an attempt to row sin-glehandedly across the treacherous,500-mile stretch of open oceanbetween Scotland and Iceland.“People crowded him for three hoursstraight,” says Donna. And while thecompany didn’t track sales, chancesare strong that the altruistic endeavorpaid off in bankable goodwill.Glory accidentally descended on
the paint department, too. As a TrueValue member, the organization hadalways done a good retail trade inpaint. But a competitor down thestreet, Parker Paint, gobbled up all thecommercial accounts—until it decid-ed not to. When it went out of busi-ness, the company asked Hartnagel to
BOATLOADS of customers were drawn to Hartnagel’s recent open house to meet contractor/kayaking legend Chris Duff.
1166 � The Merchant Magazine � July 2011 Building-Products.com
Combine rail with truckto combat high gas prices
WITH ESCALATING gas prices,stricter government highway
safety regulations, and increaseddemands to protect the environment,manufacturers are aggressively seek-ing the most efficient means for trans-porting products to market. Intermodalfreight transportation is becoming piv-otal to the transportation industry as itoffers streamlined costs and importantefficiencies to benefit businesses andthe general public. Intermodal transportation is the
process of integrating rail and truckservices to move product to marketefficiently. Intermodal utilizes thenation’s rail network to transportcargo, such as lumber, that wouldhave otherwise been moved via tractortrailer. “We capitalize on the fact that one
train pulled by two locomotives canhaul the same amount of freight as 300tractor trailers of products hauled by300 drivers,” said Robert Rich III,president of ROAR Logistics, a mid-sized intermodal marketing company
about 5.4 lbs. of carbon dioxide per100 ton-miles, compared with approx-imately 19.8 lbs. for trucks.Companies that integrate the twomodes of transportation—for instance,by going from truck to train to truck—leave a much smaller carbon footprinton the environment. “That’s importantfor businesses in this era when every-one is thinking green,” said Rich.According to Rich, another advan-
tage of rail transportation is reliability,capacity, and safety. Trains run onpredetermined schedules. In contrast,the availability of trucks can vary con-siderably at different times of the yearand in various parts of the country dueto freight availability and regional fuelprice volatility. In addition, the Federal Motor
Carrier Safety Administration’s newCompliance, Safety, Accountabilityregulations (CSA2010), issued inDecember 2010, will further acceler-ate the trend toward rail and inter-modal freight. Designed to enhancehighway safety, CSA is an initiative toimprove large truck and bus safety,and ultimately reduce crashes, injuriesand fatalities that are related to com-mercial motor vehicles. The new regulations stand to
increase the operating costs of truckcarriers by enforcing stricter safetyratings, as well as stringent restrictionson driver hours. These additional costsare ultimately passed on to consumersand, as a result, make intermodaltransportation an even more attractivealternative to traditional highwaytransportation. According to Rich, “Rail is becom-
ing a ‘new frontier’ again. Shipping isvery complex with myriad alterna-tives. Choosing the right mode for thetype of shipment is crucial.”
MARGIN BuildersIntermodal Transportation
and third-party logistics providerbased in Buffalo, N.Y. “The door-to-door transit time may be extended bytwo to three extra days, but the costsavings can be substantial over tradi-tional truckload shipping. Intermodaltransportation is gaining significantmomentum because of the savings,coupled with the environmental andhighway safety benefits. It is clearly amode of transportation that manufac-turers in the lumber industry shouldstrongly consider.”Rich added, “By integrating truck
and train, intermodal allows compa-nies to capitalize upon the transit effi-ciencies of trucks and the cost effi-ciencies of rail. Given the escalatingconflicts in the Middle East, the priceof oil could remain high for quitesome time. This makes it imperativefor companies to look at all transporta-tion modes for cost savings.” Another reason intermodal trans-
portation is becoming increasinglypopular is the reduced impact it has onthe environment. Trains emit only
1188 � The Merchant Magazine � July 2011 Building-Products.com
we fail; they only count the wins—as do our bosses, ourfamilies, and our social circle.Master sellers keep playing after their competitors sit
down. Struggling sellers apply basketball rules to a salesgame, quit too early, and can’t figure out why they are los-ing. Are there great sellers who make it look easy? Yes. Butif we take a look at their lifetime work hours, we find thatsomewhere along the line they have given the extra timeand effort it takes to be great.
Two Against OneWouldn’t it be great to compete against someone who
had no outside help, while we were able to talk to as manybrilliant people we wanted to? That’s what reading is.Reading is a conversation with a smart person. It is also aconversation we can stop when we want, start when wewant, and review when we want. Approximately 10% of the population reads more than
two books a year. Reading is not only a conversation/consultation with someone who is smart; it is also a form ofweight lifting for the brain, making it stronger.Salespeople who dominate take themselves and what
they do for a living seriously. They study sales. Those whostruggle treat selling as an addendum to their lives.
American HistoryWe are taught that the reason America won the
Revolutionary War and the reason we lost the Vietnam Waris because of commitment, not equipment. In both cases,the winner had inferior equipment and still overcame a lesscommitted enemy. In both cases, the victor had no otheroptions and the loser did. In the American Revolution, the English soldier wanted
to go back to England and the American soldier had noplace else to go (except prison). In the Vietnam War, theAmerican soldier wanted to go back to America and theVietnamese soldier had no place else to go.Sellers who succeed have the same
attitude—they have to succeed, they willnot allow themselves to think whatmight happen if they don’t. It’s just notan option. The salesperson who strug-gles is always thinking of goingback to school or changingcareers or….It’s an unfair fight.
IMAGINE THAT YOU are going into the ring (or an alley)with one arm tied behind your back. Doesn’t sound like
much fun, does it? But that’s exactly what struggling sellersdo without knowing it, while master sellers work all theway to the bank.The biggest muscle in our body is our brain, but the
most powerful muscle is our heart. Many sellers go into the(selling) ring with their hearts tied behind their back. Thebiggest difference between the master seller and those whounderperform is that the master seller is all in—heart andsoul—while struggling sellers think of what they do as partof their lives, something they do when they are not living.When I ask mediocre sellers (not socially, but as their
sales mentor), “How’s it going?” often they talk to meabout their families, sports or what they did on the week-
OLSEN On SalesBy James Olsen
An unfair fight
end. When I ask master sellers how they are doing, theyinvariably talk about their business, goals and what they aredoing to sell more, more, more. Do master sellers care less about their families? No.
They just know that there is a time and place for every kindof talk and that work is a place of accomplishment, not anextension of our social life. Would you talk about what youdid on the weekend while you were in the middle of play-ing a football game? A chess match? A musical perfor-mance? Of course not, because these activities demand ourtotal concentration. Selling does also.
The Fifth Quarter If we were to play basketball against the best player in
the world and he stopped playing after the fourth quarterand allowed us to play one more quarter by ourselves, wewould always win. Always.Those who succeed in sales do just that. They play an
extra quarter—and it’s legal. There is no fourth quarter.Sales is the only game where they don’t count the misses,only the makes. We can take as many shots as we want!The sales statisticians don’t mark down how many times
2200 � The Merchant Magazine � July 2011 Building-Products.com
might be more beneficial to bring in a strong “green-only”brand, either instead or in addition. Brands such as Yolo,AFM Safecoat, and Mythic have steadily built up big repu-tations with both health-conscious and sustainability-mind-ed homeowners and professionals.With an anchor established, fill in with niche products.
With growing demand for non-toxic, all-natural products,adding a natural or clay paint line could make sense. EarthPaint or Ecos Paint might be good options. And for pro-tecting the natural look of wood, whether walls, floors orexteriors, there are natural options, too. Vermont NaturalCoatings, made with poly whey, and Rubio Monocoat,made with flax, are two worthy options, as is PenofinVerde, made from rosewood oil. There are more optionsout there, including ones from small local manufacturersthat might be just the thing for the “locavores” in the com-munity.As with any good mix of new products, effectively mer-
chandising them is essential. If you’re bringing in a newproduct line, work with the manufacturer to help with pro-motional pricing, advertising, and an in-store event. Just asimportant, make sure all your staff is fully briefed with rel-evant product knowledge. Communications strategy is also important. Make sure
advertising and promotional messages are aligned withcurrent remodelling and redecorating trends: accentuatehealthy living, comfortable home environments, and natur-al aesthetics. Point out that “green” paints deliver addedbenefits, such as having low or noodors, which should be importantfor the pro customer, too. In thestore, create hang tags, signage andend-cap displays that get peoplethinking. And finally, don’t miss obvious
cross-selling opportunities. Forexample, put natural paintstogether with non-toxicputty, reusable drop cloths,and recycled paint trays.
MAL looks tobe a mix of fewerhome sales, butmore remodellingand redecorating.Meanwhile, allindications arethat green prod-ucts and materialscontinue to enjoystrong demand. And if cus-
tomers are morediscerning whenevaluating so-called “green”
purchases, they’re also looking for more local solutions, orat least made in the U.S.A. To me, these conditions paint aclear picture about how to change with the times and boostsales in the second half of the year. Yep, I’m talking aboutpaint.Let’s assume every LBM dealer sells paint and other
brush-on coatings. By now, every dealer should have atleast one low-VOC offering. Nearly every major manufac-turer offers at least one line, so there’s really no excuse.But making the minimum effort with one line of marginal-ly “green” paint is leaving money on the table. The indus-try has matured and there are lots of good options avail-able. Now that economic conditions are encouraging moresprucing up, it’s also time to spruce up your paint depart-ment.In addition to directly contributing to the top line, a
strong paint department can bring in new customers andboost sales in other product categories, too. Therefore,evaluating and refreshing a strategically important catego-ry like this deserves an appropriate level of understandingand commitment. And every case is unique. So, there’smuch more to say about this topic than I can squeeze intothe remaining space of this column. But with that caveat, there are two things to look at
when improving this category: mix and merchandising.The product mix should have a strong anchor brand thatwill bring in customers and deliver credibility. Whilenational manufacturers may have a quality low or no-VOCline and a suite of economic incentives to close the deal, it
GREEN RetailingBy Jay Tompt
Building-Products.com July 2011 � The Merchant Magazine � 2211
DEALER BriefsParr Lumber, Hillsboro, Or., paid $2.3 million for 4.61
acres with a 21,488-sq. ft. warehouse in Marysville, Wa., toopen its 35th lumberyard.Parr also holds an option to buy another 2.39 acres for
$624,650 within five years.
Sears plans to spin off its 80% share in 89-unit OrchardSupply Hardware.OSH also expects a September opening for a new 60,000-
sq. ft. store in San Jose, Ca.
Weed Building Supply & Home Center, Weed,Ca., hosted a grand opening celebration June 10 for its newGreat Outdoors display of pavers, decorative block, and deco-rative retaining wall.
Lowe’s broke ground on a 130,000-sq. ft. store inSparks, Nv.
Los Altos True Value Hardware, Los Altos, Ca., isclosing its Decorative Plumbing showroom to expand itshardware offerings.After sharing space with Los Altos Hardware for 20 years,
manager Marci Skinner will move Decorative Plumbing toBelmont Hardware, Belmont, Ca., to oversee a newshowroom.
Big Jo True Value Hardware, Santa Fe, N.M., wasnamed Employer of the Year by Santa Fe ProfessionalBusiness Women.
Cal Redwood Buys Siskiyou LumberThe California Redwood Co., Eureka, Ca., has acquired
the assets of remanufacturer/wholesale distributor SiskiyouLumber Products.Siskiyou’s operation in Woodland, Ca., and fence plant
in Ukiah, Ca., will operate as part of California Redwood,distributing redwood, Douglas fir, and treated lumber.“The acquisition provides us the opportunity to get clos-
er to consumers and allows us to offer a full range of pre-mium redwood products directly to retail,” said CalRedwood v.p. and general manager Carl Schoenhofer. “Tobetter access core redwood markets and effectively serviceconsumers, we will continue to use a combination of bothinternal and traditional distribution channels.”
Softwood Check-Off Program OKʼedDomestic manufacturers and importers have approved a
check-off program for softwood lumber.The resolution was supported by 67% of voters, repre-
senting 80% of U.S. softwood lumber production.“This vote demonstrates that softwood lumber manufac-
turers across North America are committed to working pro-gressively together to build a better future for the industry,”said Jack Jordan, chair of the 21-member Blue RibbonCommission for Check-off and executive v.p. of JordanLumber & Supply, Mount Gilead, N.C. “It is a game-changing investment in the future growth of softwood lum-ber markets in North America.”A board of manufacturers will oversee the program,
which will work to increase the use of softwood lumber innew markets and encourage the development of innovativetechnologies.
2222 � The Merchant Magazine � July 2011 Building-Products.com
SUPPLIER BriefsNu Forest Products, Healds-
burg, Ca., has acquired the Accurufftrademark and equipment to producethe high-grade rough-sawn lumber, for-merly owned by Forest GroveLumber Co., McMinnville, Or.
Hampton Affiliates temporarilyidled sawmill Tillamook Lumber,Tillamook, Or., in late June, due to logsupply.
Serious Materials, Sunnyvale,Ca., was renamed Serious Energy.
Bright Wood’s moulding plant inMadras, Or., suffered an estimated$280,000 damage in a June 17 fire thatstarted in an electrical panel.
Weyerhaeuser Co. agreed tosell its Westwood Shipping Linesdivision to J-WesCo, a holding com-pany formed by a consortium ofJapanese stevedore companies thathave been key service providers toWestwood for more than 25 year.
Roseburg Forest Products,Roseburg, Or., agreed to purchaseFlakeboard’s particleboard and lami-nating facility in Simsboro, La., and nextmonth will shutter its particleboard millsin Orangeburg and Russellville, S.C.
Capital Lumber, Albuquerque,N.M., is now distributing iLevel byWeyerhaeuser engineered woodproducts in New Mexico, including iLevelTrus Joist TJI joists, TimberStrand LSL,Microllam LVL, Parallam PSL, iLevelShear Brace, and iLevel Edge and EdgeGold floor panels.
Pacific Award Metals, BaldwinPark, Ca., was acquired by GibraltarIndustries, Hamburg, N.Y.Founded in 1962, Pacific Award
manufactures metal roof ventilation, trimand flashing at six plants in California,Washington, Arizona and Colorado.
OMG has been acquired TigerClaw, Bristol, Ct., to become part of itsFastenMaster division.
Anniversaries: Burton Lumber &Hardware, Salt Lake City, Ut., 100th… Economy Lumber, Campbell,Ca., 75th … Western WoodPreserving Co., Sumner, Wa., 40th.
Weyco Sells Hardwoods UnitWeyerhaeuser Co., Federal Way,
Wa., has agreed to sell its worldwidehardwoods and industrial productsdivision to New York private equityfirm American Industrial Partners.Northwest Hardwoods is based in
Tacoma, Wa., with operations in theU.S., Canada, China, Japan, and HongKong. The deal is expected to closenext month. “As a stand-alone company, we
expect to offer our customers flexibili-ty, fast market response times, conti-nuity of supply and an entrepreneurial‘can do’ attitude,” said David Weyer-haeuser, v.p. of sales and marketing atNorthwest Hardwoods.
The division employs about 1,000workers and manufactures 15 speciesof hardwood lumber, from sevensawmills, four concentration yards,four remanufacturing plants, and onelog yard, all in the U.S. Last year, rev-enues for hardwood lumber were $223million, an 8.2% increase over 2009. “Revenues are related to housing
starts and general repair and remodel-ing in the housing sector,” said AIP’sJohn Stanwood. “As these depressedmarkets improve in the years ahead,the company is well positioned tomeet the demand with its excellenthardwood timber supply relationshipsand extensive, modern and low-costmanufacturing footprint.”
2244 � The Merchant Magazine � July 2011 Building-Products.com
Filling the Void for End-Cut SolutionWith Merichem Co.’s recent announcement of its exit
from the copper naphthenate business (see May, page 22),there is an opening for a brush-on preservative that effec-tively protects cut ends and drill holes in pressure treatedwood. Most manufacturers of preserved wood require applica-
tion of end-cut solution to validate their residential war-ranties when western species are involved, and they recom-mend it for all species. Producers of heavy duty materials,such as poles and piling, also apply surface coatings to pro-tect inner wood that is exposed after sawing or boring.One prime candidate for replacing copper nap is an
established preservative with the poetic though tongue-twisting name of copper-8-quinolinolate. It has long beenlisted in standards of the American Wood ProtectionAssociation as a pressure treatment, and is recognized forits value as a topical coating. Copper-8-quinolinolateenables wood to resist termites and wood-ingesting insects,while inhibiting mold and fungal decay.Copper-8-quinolinolate for use as end-cut solution and
preservative stain is found in Outlast Q8 Log Oil fromCTA Products Group, Southaven, Ms. The product namesuggests its roots—it was developed to protect logs for loghomes. Its formulation includes trans-oxide pigments forUV control and water repellent to reduce moisture effects. Six pre-mixed colors are available. If other shades are
desired, the product can be colored with machine tints.Outlast Q8 Log Oil is registered for sale in 49 of the 50
states; it is expected to have necessary approvals in thelone remaining state, California, in the near future. It is
currently being sold by dealers in the Pacific Northwestand is used by manufacturers elsewhere. It has been accepted as a warranty-complying end-cut
solution by the licensors of Wolmanized Outdoor wood,and is available from treating companies that produceWolmanized wood and from Arch Wood Protection, Inc.,Atlanta, Ga.More information is available at www.outlastcta.com.
FOR COATING CUT ENDS of preserved wood, Outlast Q8 Log Oil is analternative to copper naphthenate, which is no longer being produced.
2266 � The Merchant Magazine � July 2011 Building-Products.com
THE ECONOMIC RECESSION—andhousing market depression—con-
tinue to dog manufacturers and distrib-utors of engineered wood products.Forecasts for a recovery have beenpushed out to 2012, forcing woodproducts to stay in a holding patternagainst the depressed housing starts.“While most of us have known for
a long time that housing is a majorportion of the business cycle, someeconomists and politicians are justnow figuring it out,” said Craig Adair,market research director for APA.“They’re still wondering why firstquarter growth was so anemic andwhy the economy is in a ‘soft patch.’”Adair explained that new house
construction and remodeling have tra-ditionally made up about 5% of theU.S. GDP and last year it only repre-
EWP OutlookHousing slump holds back growthfor engineered wood products
SPECIAL FocusAPA on Engineered Wood
sented 2.5%. “A major point of economic weak-
ness is housing, which continues to bemired in a recession triggered byexcessive debt. It’s becoming moreevident that the remedy for housing istime,” Adair said. He noted thatbecause engineered wood products areso closely related to new home con-struction, it may be another year or sobefore the industry sees a meaningfulrebound.If there’s any good news, it is that
the bottom for glulam timber, I-joistand LVL production most likelyoccurred in 2009. Engineered woodproduction volumes increased in 2010as housing starts increased from554,000 in 2009 to 587,000 in 2010.APA’s forecast is for housing starts todecline to 545,000 in 2011 and then
rebound to 680,000 in 2012.The outlook for glulam timber is
better in 2012 than in 2011 becauseglulam is also closely tied to nonresi-dential construction and this markethas been declining for a couple ofyears and is forecast to increase nextyear. North American production isforecast at 186 million bd. ft. in 2011,a decline of 5%. A rebound of 20% to223 million bd. ft. is forecast for 2012.I-joist market share is predicted to
remain the same as 2010, capturing40% to 45% of raised floors. This isdown from the 50% mark achieved in2008. As housing improves, I-joistmarket share should grow back to50%. With a weak housing market in2011, production of 430 million linearft. is forecast, a decline of 9%, or 41million linear ft. The forecast for 2012is a 30% increase to 557 million ft. In the structural composite lumber
family, LVL production is expected tofollow the demand for beams andheaders and I-joist flanges. Productionis forecast to decline 10% in 2011, to37.0 million cu. ft. For 2012, an 18%increase is expected, to 43.7 millioncu. ft. Meanwhile, plywood and OSB are
expected to hold their own in 2011because they are used in so manydiversified markets. While housingstarts may falter this year, the project-ed volumes for repair and remodeling,nonresidential building construction,and industrial uses are better. Overall,structural panel production is expectedto total about 26 billion sq. ft. thisyear, the same as 2010. The structuralpanel outlook is for a 9% increase in2012, as all end-use markets expand. REBOUND for most engineered wood products hinges to a great extent on the housing industry.
2288 � The Merchant Magazine � July 2011 Building-Products.com
WILL THE MASSIVE earthquake andtsunami that struck northern
Japan on March 11 provide long-termmarket opportunities for NorthAmerican manufacturers of structuralwood panels and other engineeredwood products?The answer is not as clear cut as
might be expected, cautions CharlieBarnes, international market directorof APA. “Reconstruction will be ahuge undertaking for many years, andthat will generate substantial demandfor wood products,” Barnes notes.“But there are also obstacles to mar-ket entry, and manufacturers mustknow the ropes.”The magnitude 9.0 earthquake—
among the top 10 most severe earth-quakes ever recorded by seismo-graphs—and the resulting tsunamiwreaked unimaginable devastation toa large northern region of the islandcountry. The death toll estimateexceeds 15,000, with more than 8,500people still missing as of June 1.Estimates of recovery and reconstruc-tion costs are expected to exceed $309billion, making this the world’s mostexpensive natural disaster and dwarf-ing the 1995 Kobe earthquake. The likelihood of an increase in
demand for imported wood productsis suggested by several key factors.Among them:More than 400,000 people lost
their homes and perhaps as many as150,000 buildings were destroyed,according to Wood ResourcesInternational, the U.S.-based forestindustry consulting firm.
SPECIAL FocusAPA on Engineered Wood
Japan, even before the disaster,was one of the largest importers ofwood products in the world. Thecountry imported wood materials(both raw material and finished woodproducts) valued at more than $10 bil-lion in 2010. That was 20% morethan in 2009. The earthquake and tsunami
destroyed or severely damaged sever-al Japanese plywood plants thattogether accounted for approximately35% to 40% of the country’s annualsoftwood plywood production, andabout 10 to 15% of the country’s totalsoftwood and hardwood plywood sup-ply (both domestically produced andimported). The temporary but significant loss
of a substantial portion of domestic
PANELS imported by Japan must becertified to the Japanese AgriculturalStandard—and currently few NorthAmerican mills are.
Riddles to RebuildingOpportunities and challenges for NorthAmerican EWPs in post-quake Japan
plywood production capacity, coupledwith the huge volume of structuralwood panels that will be required forrebuilding, will definitely have animpact on structural wood paneldemand, Barnes points out. But thatdemand will be moderated, he said,by several factors. For example:The sheer magnitude of the clean-
up effort and the challenges ahead inrestoring power, transportation, portfacility, and other infrastructure willstretch demand over a long period oftime. According to the head of aJapanese government panel drawingup plans, rebuilding of communitiesand businesses in quake and Tsunami-devastated areas is likely to takeshape in three to five years, but it willeasily take 10 years for reconstructionto be completed even in areas that arequick to recover. Japan’s nationaldebt could reach 180% of its grossdomestic product; however, most ofthis debt is owned by other Japaneseinstitutions.Short-term demand has been and
likely will continue for some time tobe dominated by prefabricated emer-gency relief housing, not primarywood products. Imported panels are overwhelm-
ingly required to be 3x6 feet in keep-ing with the longstanding Japaneseconstruction module and practices.Panels also must be certified to theJapanese Agricultural Standard (JAS).Few North American mills currentlyproduce to the 3x6 module and onlyfour APA member OSB mills and oneAPA member plywood mill were JAS
RESTORING disaster-torn Japanese communities will require millions offeet of wood products.
certified at the time of the earthquake, as were seven APAmember glulam plants. It can be expected that Japan will seek to rebuild its
damaged plywood manufacturing capacity as quickly aspossible. North American panel producers have historically faced
formidable competition from Asian suppliers, particularlyMalaysia and Indonesia, which together accounted forapproximately 77% of Japanese plywood imports in 2010.China accounted for another 19%. Japanese imports ofNorth American plywood, by contrast, represented lessthan two-tenths of 1% of total plywood imports last year. While not expected, then, to be a bonanza for the North
American panel industry in general, Japanese post-earth-
quake supply and demand dynamics could represent oppor-tunities for manufacturers already doing business there, orthose willing and able to cultivate the market. As a Registered Overseas Certification Body accredited
by the Japanese Ministry of Agriculture, Forest andFisheries, APA is authorized to certify member products asmeeting the JAS standard, including formaldehyde emis-sions limits considered among the strictest anywhere in theworld. Since the earthquake, some 20 APA member ply-wood and OSB manufacturers have inquired to APA aboutJAS certification requirements and procedures, and manyhave initiated the certification process. Japanese usage and imports of OSB are increasing, but
are still small compared with plywood volumes, especiallyfor floor and roof sheathing applications. The country hasno OSB manufacturing capability of its own and last yearimported 240.6 million sq. ft. (3/8”) of the product. Of thatvolume, nearly 80% was supplied by Canadian companies,and the product could well play a growing part in thereconstruction effort as well as the overall new housingdemand throughout Japan. That prospect was recently enhanced by Japanese gov-
ernment recognition of higher OSB shear wall values,which will be of obvious importance in acceptance of theproduct in post-earthquake reconstruction efforts. The min-isterial approvals issued to APA in February of this yearwere the result of more than one year of testing in bothJapan and North America. The new values reflect a 60%increase in shear wall multiplier factors for post-and-beamconstruction and a 20% increase for platform frame con-struction. The approvals were made possible with the sup-port of funding from the federal Natural Resources Canada
For confi dence underfoot – and overhead –builders trust Ainsworth Engineered. For fl ooring systems that lay fl at and true. For stairs that won’t cup, sag or squeak. For cost-competitive, sustainably sourced products, reliably supplied, choose quality. Choose Ainsworth.
1 W" 0.8E Durastrand® OSL Code-approved for short-span headers.
1 W" 0.8E Durastrand® OSL Code-approved for stair stringers. Rim Board
Available in various dimensions: 1" and 1 B/i" Rim Board 1 B/i", 1 W" and 1 V" Rim Board Plus E-rated 1 W" 0.8 OSL Rimboard
PointSIX™ Durastrand FlooringAn engineered subfl oor solution, with patented tapered-edge technology, designed to offset the effects of moisture exposure.
Webstock Ainsworth OSB is used in more wood I-joists than any other brand.
SteadiTred® Bull-nosed, span-rated stair treads are code approved and ready-to-install. Engineered for the job, they save time, money and waste.
www.ainsworthengineered.com
Ainsworth.Surround yourself with engineered quality.
APA-TRADEMARKED OSB is used in the wall sheathing of this emer-gency housing under construction in Kessenuma, Japan.
and Forestry Innovation Investment, British Columbia’smarket development agency for forest products. Glulam timber also has worked its way into the
Japanese market, with the country last year importing553,354 cubic meters of the product (approximately 360million bd. ft.). That was down nearly a third from therecord mark of 805,562 cubic meters in 2006, in responseto the global economic downturn. However, glulamimports in 2010 rose 21% from the previous year andalmost 37% from 2008. As with plywood, North Americasupplies only a tiny percentage (less than 1%) of Japaneseglulam imports, so the potential for market share growth isconsiderable. Austria and Finland historically are the twolargest suppliers, accounting last year for some 62% of allglulam imports. Mid- and long-term demand estimates for structural
wood panels can be at least partially established by lookingat the number of wooden housing units built in tsunami-impacted prefectures in 2010. That normal-year number—44,250—yields a housing demand potential for the regionof some 243 million sq. ft., based on average house sizeand historical panel utilization rates. It is also noteworthy that wooden house construction in
Japan has gained market share since 2005—rising fromabout 44% to nearly 57% last year. Over the same period,however, total housing starts have declined by 35%. Postand beam construction (based on 3x6, 3x9, and 3x10 ft.modules) dominates the wood construction market; 2x4construction (based on 3x6 to 3x8-ft. panel modules) repre-sented only about one-quarter of the wooden housing startsin 2010. In addition to JAS certification accreditation, APA has a
longstanding technical, regulatory and market developmentpresence in Japan that can be of considerable value tomember companies looking to gain Japanese market entryor broaden their foothold in the country. APA maintains a Canadian OSB Japan Office in Tokyo
and also is a partner with the Softwood Export Council andSouthern Pine Council in support of an AmericanSoftwood Japan Office, also in Tokyo. That presence givesAPA an ability to serve as a conduit for requests from theJapanese construction community to supply structuralwood products, a function that has increased since theearthquake, Barnes noted.
For confi dence underfoot – and overhead –builders trust Ainsworth Engineered. For fl ooring systems that lay fl at and true. For stairs that won’t cup, sag or squeak. For cost-competitive, sustainably sourced products, reliably supplied, choose quality. Choose Ainsworth.
1 W" 0.8E Durastrand® OSL Code-approved for short-span headers.
1 W" 0.8E Durastrand® OSL Code-approved for stair stringers. Rim Board
Available in various dimensions: 1" and 1 B/i" Rim Board 1 B/i", 1 W" and 1 V" Rim Board Plus E-rated 1 W" 0.8 OSL Rimboard
PointSIX™ Durastrand FlooringAn engineered subfl oor solution, with patented tapered-edge technology, designed to offset the effects of moisture exposure.
Webstock Ainsworth OSB is used in more wood I-joists than any other brand.
SteadiTred® Bull-nosed, span-rated stair treads are code approved and ready-to-install. Engineered for the job, they save time, money and waste.
www.ainsworthengineered.com
Ainsworth.Surround yourself with engineered quality.
3322 � The Merchant Magazine � July 2011 Building-Products.com
A LIFE CYCLE assessment (LCA)project completed recently by the
Ontario-based Athena SustainableMaterials Institute provides powerfulnew evidence for the environmentalmerits of wood versus concrete.The analysis compares the environ-
mental footprints of two versions ofthe same house—one with a raisedwood floor, wood walls, and a woodroof, the other with a concrete slabfloor system, concrete masonry unitfirst-story walls, wood-frame secondstory walls, and a wood roof. Bothhouses were designed with wood-frame interior walls. The all-wood version was the win-
ning design in the Carbon Challenge2010 Florida Design Competition, aprogram sponsored by APA–TheEngineered Wood Association in con-junction with the Raised Floor Livingprogram, a cooperative promotioncampaign between APA and theSouthern Forest Products Association. Life cycle assessment is now wide-
ly recognized as the most scientificallycredible and accurate measure of theenvironmental impacts of variousbuilding materials. By quantifyingthose impacts from “cradle tograve”—extraction, manufacturing,transportation, installation, use, main-tenance, and disposal or recycling—LCA provides a common basis forobjectively assessing and comparingthe environmental credentials of dis-similar building designs and materials. The Athena analysis encompassed
two key end-of-life assessment crite-ria: emission of greenhouse effect
Quantifying GreenLife cycle assessment provides newevidence of wood’s green credentials
SPECIAL FocusAPA on Engineered Wood
gases that are thought by some to con-tribute to global warming and fossilfuel consumption. The two housedesigns were modeled in Athena’sImpact Estimator software and com-pared under two end-of-life scenarios.Under the first scenario, the house isdemolished and materials are disposedin a landfill that captures landfill gasesand then burns that gas to produceelectricity to be put back on the powergrid. The second scenario involveddemolishing the house and disposingof all non-wood materials in a landfillwhile burning the wood productsdirectly in order to produce electricityfor the grid. Two secondary data sources—the
U.S. Life Cycle Inventory Database(U.S. LCI) and Ecoinvent—were usedto model the disposal of materials andtheir energy recovery at the landfill.(U.S. LCI is a public/private partner-ship developed by the Department ofEnergy and the National RenewableEnergy Laboratory. Ecoinvent is a lifecycle inventory database of the SwissEcoinvent Centre, formerly SwissCenter for Life Cycle Inventories.)The material take-off is applicable to a2,122-sq. ft., two-story house with anassumed minimum life expectancy of60 years, located in Orlando, Fl. The charts on pages 33 and 34
show the use of fossil fuels and globalwarming potential of the wood housedesign as percentages of the fossil fueluse and global warming potential ofthe concrete design, under three sce-narios: (1) with no advanced end-of-life treatment, (2) with gas-capturinglandfill disposal, and (3) with woodcombustion. As can be seen, the raisedwood floor design yields substantiallysmaller fossil fuel use and globalwarming potential rates—and thus asmaller carbon footprint—comparedwith the concrete design. The results of the analysis are not
surprising in light of all that is com-monly known about the environmentalmerits of wood as a building material.For example:
• Wood in forests, particularly inyoung vigorous forests, absorbs car-bon dioxide, making growing forestsan efficient carbon sink.
• Once harvested and converted towood products, wood fiber has a car-
Building-Products.com July 2011 � The Merchant Magazine � 3333
bon sequestering or storage effect. So,sustainably managed forests, vs.unmanaged decaying forests, providea net reduction in greenhouse effectcarbon dioxide emissions.
• Compared with other materials,wood requires less energy to extract,process, transport, construct and main-tain over time.
•Wood is a far better insulator thanconcrete and steel, and can thus reduceenergy consumption of buildings dur-ing their operational life.
• Wood is both recyclable anddivertible from the waste stream to beburned in energy recovering boilers.The energy so produced substitutes forfossil fuel energy, as the Athenaanalysis shows. Many of the benefits cited above
were confirmed by another AthenaInstitute life cycle assessment studycompleted last year. That analysiscompared the fossil fuel requirementsand greenhouse gas emissions levelsof two comparable floor systems—onea concrete slab-on-grade floor, theother a raised wood floor. The assess-ment covered both cradle-to-gate man-ufacturing effects (from extraction ofraw materials to product manufactureto completion of the structure) and
cradle-to-grave effects (up to andincluding structure demolition). The results of the analysis, which
are summarized in APA’s “Reducingthe Carbon Footprint of Floor Sys-tems,” showed that the global warm-ing impacts on a cradle-to-gate basisof the wood floor were less than halfthat of the concrete slab. Total energy
consumption on a cradle-to-gate basiswas comparable for the two floor sys-tems. However, the fossil energyrequirement for the concrete slab wasnearly double that of the wood floor.This is due in large measure to the uti-lization of biomass energy in the man-ufacturing of wood products. The differences in fossil fuel ener-
3344 � The Merchant Magazine � July 2011 Building-Products.com
gy consumption and global warmingimpacts between the two floor systemswere shown to be even more dramaticon a full cradle-to-grave basis due tothe lower carbon imprint of woodunder end-of-life scenarios, as the lat-est Athena end-of-life analysis demon-strates. The conclusions of both Athena
Institute life cycle assessments have
been corroborated by many other LCAstudies, including most notably analy-sis by the Consortium for Research onRenewable Industrial Materials(www.corrim.org). The latest Athena Institute LCA
analysis, which was conducted undercontract for APA, is part of a majorongoing initiative by the association toelevate design and construction com-
munity appreciation of wood’s envi-ronmental credentials and to safeguardand advance acceptance of wood prod-ucts in the growing number of localand national green building standards. APA, for example, recently com-
pleted a series of Carbon Challengedesign and construction seminars inFlorida as part of its Carbon Chal-lenge program. It has also developed aGreen Verification Report service thatprovides member manufacturers amechanism for reporting eligibility forpoints under the National GreenBuilding Standard, International CodeCouncil (ICC) 700-2008, and LEED2009 for New Construction. The association also participates in
the Research & Technology Commit-tee of the Green Building StrategyGroup, an industry initiative formed tocoordinate the forest and wood prod-uct industry initiatives related to greenbuilding. On behalf of the ResearchCommittee, APA last year securedfunding from the USDA ForestProducts Laboratory to establish a LifeCycle Assessment Working Group,which is comprised of representativesfrom industry, academia, researchorganizations, and government.
3366 � The Merchant Magazine � July 2011 Building-Products.com
www.apawood.org
APA services areunmatched in thebuilding industry:
• The leading resourcefor engineered wood product information:www.apawood.org
• Over 400 downloadablepublications containing technical and design information
• 200+ free CAD details for wood-frame construction:www.apacad.org
• Free product supportfrom the APA Help Desk:(253) 620-7400
• Field representatives inmany major U.S. citiesand in Canada
BUILD YOUR PROFITS
Carbon ChallengeFree APA seminars pitch cutting-edgetheory with practical applications
SPECIAL FocusAPA on Engineered Wood
SERIES of seminars showed builders how to construct using the small-est possible environmental footprint.
A SERIES OF FREE residential design and constructionseminars presented by APA and its partners drew
crowds of building professionals across the Southeast thisspring. The seminars demonstrated practical applicationsfor saving energy and resources in home construction, andshowcased the design strategies employed by the winnersof last year’s Carbon Challenge Design Compe-tition, acontest that sought a single-family house design with thesmallest environmental footprint.Attendees to the free half-day presentations earned con-
tinuing education units (CEUs), while hearing multiple
Building-Products.com July 2011 � The Merchant Magazine � 3377
SEMINARS’ featured speaker was Mike Berry,Apex Technology, Jacksonville, Fl.
industry experts address a variety oftopics, including advanced framingwith wood, optimizing lumber usageand costs, improving energy efficien-cy, and strategies for cost-effectivelydesigning and building homes with alower carbon footprint.“We’re pitching cutting-edge theo-
ry for tomorrow, along with practicalapplications that can be used in homedesign and construction today,” saidAPA senior engineered wood special-ist Bob Clark, a seminar presenter.“Several knowledgeable speakers par-ticipated in this series, and I think thepresentations resonated with the build-ing and design professionals in ouraudience.”C.W. Macomber, an APA engi-
neered wood specialist and seminarpresenter, agrees that the response wasvery positive. “We solicited writtenfeedback from the attendees followingthe presentations,” Macomber said.“On the evaluation forms, we receivedcomments like ‘the presenters are allvery personable and approachable,’and ‘(the seminar) was well planned,exciting, and moved quickly.’ Oneattendee wrote that ‘(it’s) more intelli-gent than regular CEU courses.’”Two of the seminar speakers,
Damon Roby of True Design Studiosand Mike Berry of Apex Technology,were among the Carbon Challengewinners—Roby was the competition’sGrand Prize Design Winner, whileBerry, an engineer, served as Roby’senergy consultant. In their presenta-tion, Roby and Berry discussed real-world strategies for maximizing oper-ational energy efficiency and carbonperformance.“Damon and Mike demonstrated
how to use these concepts in practicalapplications,” said Clark. “The
response to them was very positive.The audience liked hearing how theycan immediately put these theories touse.”Roby’s design was among the six
winners recognized at a CarbonChallenge Design Competition awardsceremony on January 13, 2011 at the2011 NAHB International BuildersShow in Orlando, Fl. The winningdesigns were so impressive, saysClark, that APA wanted to showcasethem in the seminars. “The winnersreally put a lot of thought into the car-bon footprint and operational energyof these homes, as well as properdesign and constructability,” saidClark. “If any of these six designswere built, it would have a positiveimpact on the carbon footprint ofhome construction today.”“We were so impressed with the
level of innovation shown in the win-ning designs,” said Mike Ritter, assis-tant director of the U.S. ForestService, Forest Products Lab, a co-sponsor of the program. “Thesedesigners really demonstrated how touse wood-frame construction to designhomes that optimize our forestresources and minimize our impact onthe climate.”The first seminar was held on April
12 in Gainesville, Fl., followed bydates in Jacksonville, West PalmBeach, Fort Lauderdale, Tallahassee,Pensacola, Orlando, Tampa, and NewOrleans, La., concluding June 9 inHouston, Tx.Currently there are no plans to offer
additional Carbon Challenge seminars,but that could change, said Clark.“The response has been very positive.There could be enough interest to dosomething more.” The Carbon Challenge Design
Competition and Seminar Series wasconducted in conjunction with theRaised Floor Living program, a coop-erative promotion effort between APAand the Southern Forest ProductsAssociation. Program sponsors andcontributors include the AdvancedHousing Research Center: ForestProducts Lab, Forest ProductsAssociation of Canada, CelluloseInsulation Manufacturers Association,St. Joe Co., NEFBA Wood Council,and the Florida Wood Council.
– Additional seminar information andcompetition winning designs can beviewed at www.apawood.org/carbonchallenge.
3388 � The Merchant Magazine � July 2011 Building-Products.com
SPECIAL FocusAPA on Engineered Wood
LP, NASHVILLE, TN., and Canfor-LPOSB Ltd. Partnership, Fort St.
John, B.C., won Safest CompanyAwards in their respective categories,while Georgia-Pacific Wood Products,Camden, Tx., earned the covetedInnovation in Safety Award in the2010 Safety and Health AwardsProgram sponsored annually by APAfor the structural wood panel and engi-neered wood products industry. LP, a leading North American man-
ufacturer of structural wood panelsand engineered wood products, earnedtop honors among companies withfour or more mills with a 2010 aver-age weighted incident rate (WIR) of1.20. Canfor-LP, which produces ori-ented strand board, won its award inthe category for companies with threeor fewer mills. The company posted aperfect 0.00 WIR for 2010. Georgia-Pacific’s Camden plywood
mill took the innovation prize fordeveloping and implementing a proac-tive initiative called the STARS CardProgram. STARS (Stop, Think AndReact Safely) is a behavior-based pro-
gram that promotes interaction amongemployees in an effort to correct haz-ardous practices and encourage safebehavior. Employees conduct a 10-15minute observation of their co-work-er(s) performing a task, note both safeand unsafe actions and/or conditionson the STARS card, and give immedi-ate feedback to their co-worker(s).The card’s data is analyzed to deter-mine trends and to develop actionplans to eliminate risk behaviors. Among the criteria for the
Innovation Award is demonstrationthat the innovation reduced occupa-tional injuries or illnesses. During thefour years the STARS Program hasbeen in place, the facility-wide inci-dent rate at the G-P mill has decreasedfrom 2.12 to .33, and healthy commu-nication among employees concerningboth safe and unsafe practices hasbecome the norm.Innovation Award entries can be
submitted by a mill, a group of mills,or an entire company. Thirty-sixInnovation entries were submitted in2010, a 50% increase over the previ-
Safety FirstAPA fetes safest EWP mills
Building-Products.com July 2011 � The Merchant Magazine � 3399
2010 APA Award Winnersous year. The awards program, begun in 1982, honors the man-
agements and employees of companies and mills with thelowest severity-weighted incidence rates based on guide-lines established by the U.S. Occupational Safety & HealthAdministration. It employs a weighted incident rate that iscalculated using both the number and severity of recordableincidents. Since 2008 was the first year that WIR was used,awards and reports for 2009 and 2010 continue to alsoshow total incident rate (TIR), the measure used in previousyears.Eighty-eight APA member structural wood panel and
engineered wood product facilities in the U.S., Canada andabroad participated in the 2010 program. A total of 25 millsrepresenting 10 APA member companies—Abitibi-LPEngineered Wood; Anthony Forest Products Co.; AnthonyEACOM; Calvert Co.; Canfor-LP; G-P; LP; Norbord;Rosboro, and Stark Truss Co.—earned awards in variouscompetition categories of the 2010 program. Some of themills were multiple award winners.All major product categories produced by APA’s mem-
bership were represented among the winning mills, includ-ing oriented strand board, plywood, glulam timber, wood I-joists, and structural composite lumber. In addition to the Safest Company and Innovation
awards, other competition categories include SafetyImprovement, Annual Safety and Health Honor Roll,Three-Year Safety Average, and Incident Free HonorSociety. Twenty-one mills achieved a zero incident rate forthe year and thus were named to the Incident Free HonorSociety. The annual honor roll, three-year average, andsafety improvement categories are divided into two divi-sions based on hours worked annually—more than or fewerthan 400,000 hours. While the program awards are limited to APA members,
data is collected from both member and non-member millsin order to provide a broad-based industry performancebenchmark. A total of 112 mills reported data for 2010. The2010 industry total incident and weighted incident rateswere 2.44 and 10.94, respectively, up slightly from 2.18and 10.64, respectively, in 2009. The winning facilities and companies will be recognized
and their safety accomplishments celebrated during theChairman’s Dinner at APA’s annual meeting in October inNew Orleans, La. Award plaques also will be presented tothe winning mills by APA president Dennis Hardman orother APA management staff. The 2010 safety awards program was the third year
under a revitalized safety program effort spearheaded by anAPA Safety and Health Advisory Committee comprised ofseveral APA member company safety professionals. Underthe committee’s guidance, three main goals were estab-lished: make the APA program the premier safety awardsprogram in the industry, encourage the sharing of best prac-tices as a means to improve the industry’s safety cultureand programs, and most importantly, improve the indus-try’s overall safety performance.The APA Safety & Health Advisory Committee recently
sponsored a free webinar on Wood Dust Best Practices.Over 50 safety and health professionals participated in thisinformative event. More webinars will be developed and afull-day safety workshop will be held in October in con-junction with APA’s annual meeting. More information on the APA Safety and Health
4400 � The Merchant Magazine � July 2011 Building-Products.com
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
VAN ARSDALE-HARRIS LUMBER CO.595 Tunnel Ave., San Francisco, CA 94134 • 415-467-8711 • Fax 415-467-8144
www.vanarsdaleharris.comSpecialists in upper grades of clear, dry softwoods
Douglas Fir C & Better V/G & F/G Kiln Dried Full Sawn Rough • 1", 5/4", 2", 3", 4", 6" & 8x8 • 3x6 DF Select Dex Double T&G DeckingSugar Pine • 4/4 -16/4 C & Btr. • 5/4 & 8/4 D Select • 6/4 & 8/4 Mldg. • 5/4 #1 Shop • 5/4 x 12 #2 Common • 4x4 #2 CommonPonderosa Pine • 4/4 Clears, Moulding, #3 Clear, Commons • 2x4, 2x6, 2x12 Std. & Btr. DimensionWestern Red Cedar Clear V/G & F/G Full Sawn Rough • 1", 5/4", 2" Kiln Dried • 3", 4", 6" Air Dried TimbersAlaskan Yellow Cedar C & Btr. Kiln Dried Rough • 4/4, 8/4 Poplar, FAS • 4/4, 5/4, 6/4, 8/4, 12/4Sitka Spruce B & Btr. V/G Kiln Dried Rough • 4/4, 8/4 Honduras Mahogany, FAS Pattern Grade • 4/4, 5/4, 6/4, 8/4, 10/4, 12/4, 16/4
Since 1888
Tess Lindsey, ex-Atessco, is new tooutside sales at Redwood Empire,San Jose, Ca., focusing on red-wood, ipé, plywood, treated andother manufactured items inNorthern California.
Keith Costello has been named v.p. ofsales for BMC, Boise, Id.
Jennifer Thurman has been namedv.p.-corporate communications atProBuild Holdings, Denver, Co.
Misty Neuman has joined the salesteam at Snavely Forest Products,Denver, Co.
Andy Richardson, ex-AmericanInternational Forest Products, isnew to sales at Emerald ForestProducts, Eugene, Or.
Mike Zojonc, ex-Pacific WoodPreserving, is now plant mgr. forBoise Cascade’s Kinzua Lumbermill, Pilot Rock, Or. He replacesBill Woodfin, who died inDecember.
Scott Rimmer, ex-Forest GroveLumber, has joined the sales forceat Mill Direct Lumber Sales, LakeOswego, Or.
MOVERS & Shakers
Mike Boone, ex-Forest GroveLumber, has joined EcoChemical,Seattle, Wa., assisting with salesand new customer development.
Nicole Giordano is now in sales sup-port for the national accounts divi-sion of Capital, Phoenix, Az. JimMcCluskey, ex-Lakeside Lumber,is the new sales mgr. in SpokaneValley, Wa. Jerry Steele, ex-Lumber Products, is now a productspecialist in Woodburn, Or.;Michele Wurges, ex-WeathervaneWindows, is a new account mgr. inTacoma, Wa.; Craig Smalley, mar-keting specialist, Healdsburg, Ca.,and Donald Lackey, ex-GliddenPaint, account mgr., Healdsburg.
Sarah Townsend, ex-Buckeye Paci-fic, and Bart McKinney, ex-American Lumber, and are new tosales at Talon Forest/AFA-USA,Portland, Or.
Larry Petree, ex-Lazy S Lumber, hasjoined the sales staff of Mary’sRiver Lumber Co., Corvallis, Or.,specializing in second growth west-ern red cedar.
Garry Tabor, former head of BMD,is now president & c.e.o. of HeicoDistribution Group, El DoradoHills, Ca.
Dave Brewer, LowGradeLumber,Eugene, Or., retired June 30 after55 years in the industry.
Mike Kinnebrew, ex-Sierra VistaLumber, is now general mgr. ofFoxworth Galbraith’s componentplant in Colorado Springs, Co.
Jennifer Sokso is now customer ser-vice mgr.-round products forMcFarland Cascade, Tacoma, Wa.
Mike Howell is the new mgr. of ParrLumber, Salem, Or.
Zack Wheeler has joined the officeteam at Screw Products Inc., GigHarbor, Wa., managing dailyorders and customer service. JoshMason and Josh Bennett are newwarehousemen.
McRay Bryson has been named mgr.of corporate financial reporting atBoise Cascade, Boise, Id.
Don Demens has been promoted tochief operating officer of WesternForest Products, Vancouver, B.C.
Building-Products.com July 2011 � The Merchant Magazine � 4411
Tim Walker, ex-Valley View Win-dow & Door, is a new windowdivision sales consultant at R&KBuilding Supplies, Phoenix, Az.
Jay Puder has been named executivedirector of solid wood products ofInternational Forest Products,Vancouver, B.C.
Steve Winstone, ex-Sundance ForestIndustries, has been appointed v.p.of sales & marketing at BPWood,Penticton, B.C.
Heather Fatkin, ex-WestmarkProducts, is now a senior buyer inthe wholesale/export/purchasingdepartment at Griff BuildingSupplies, New Westminster, B.C.
David Karsten, owner of three AceHardware stores in Phoenix, Az.,has been elected to the board ofdirectors of Ace Hardware Corp.,Oak Brook, Il.
Peter Randhawa is now export mgr.at Canasia Forest Industries,Surrey, B.C. Rajan Dhaliwal nowworks in logistics.
Chad Jones, ex-Newell Rubbermaid,is a new account executive atHitachi Power Tools, serving theLos Angeles/Las Vegas region.Brian LaFave, ex-Fiberon, is cov-ering Colorado and Wyoming.
Steve Marks, owner, Marks Lumber,Clancy, Mt., was named MontanaSmall Business Person of the Yearby the state’s U.S. Small BusinessAdministration.
Clif Jones, building products mgr. atOsmose, Griffin, Ga., retired May31 after 14 years with the companyand more than 40 years in theindustry.
Michael B. Glenn has resigned afterfive years as c.e.o. of UniversalForest Products, Grand Rapids,Mi., due to health concerns. He willstay on until a successor is found.
Steven Weinberg has been namedNew Jersey-based national salesmgr. for California Faucets,Huntington Beach, Ca. He is cur-rent president of the DecorativePlumbing & Hardware Association.
William P. Farrell has retired as vicechairman after 30 years with theAmerican Hardware ManufacturersAssociation, Schaumburg, Il. Heremains a liftetime honorary mem-ber of the board.
Bourne A. Loser was fired from thesales dept. at Mungus-FungusForest Products, Climax, Nv.,report co-owners Hugh Mungusand Freddy Fungus.
4422 � The Merchant Magazine � July 2011 Building-Products.com
Rex Edward “Ed” Fountain Sr.,107, founder of Ed Fountain LumberCo., Los Angeles, Ca., died April 14in Los Angeles.He started in the lumber business in
1922, unloading lumber off ships inLong Beach, Ca., for ConsolidatedLumber, San Francisco, Ca. Aftermoving to Consolidated’s L.A. office,he launched his own wholesale busi-ness in 1937.He retired in 1992, and his son, Ed
Fountain Jr., merged his father’s com-pany with his industrials business.
Ron Henkle, 62, lumber broker atProgressive Services, Beaverton, Or.,died April 23 in Lake Oswego, Or. He began his career in the 1970s,
with North Pacific, Portland, Or. Hethen worked at Cascade Empire,Portland; Pan Pacific Forest Products,Lake Oswego, and other companiesbefore joining Progressive last year.
Frank C. Durk Jr., 81, retired vicepresident and western retail divisionmanager for Diamond International,Sacramento, Ca., died June 22 inHayden, Id.After serving with the Army in
Korea, he became a lumber handler atDiamond Match Co., Williams, Ca. He later managed Diamond’s yard
in Lodi, Ca., before being promoted tothe company’s headquarters inSacramento. He retired in 1984, after34 years.
Edwin William “Bill” Friedlan-der, 70, salesman at PermapostProducts, Hillsboro, Or., died May 28in Bend, Or. He joined the company in 1990.
Henry “Hank” Jensen, 96, retiredsales manager of Murphy CreekLumber, Murphy, Or., died June 7 inGrants Pass, Or.He retired in the 1980s after spend-
ing most of his life in the industry.
Stanley Edward Jantzer, 92,retired Northern California lumber-man, died June 8 in Mount Shasta, Ca.During World War II, he served
with the Army in the Philippines. He started in the industry as a log-
ger and mill worker. He later co-owned Siskiyou Cedar Products, thenretired as a mill engineer for P&MCedar Products, Redding, Ca.
IN Memoriam
IN Memoriam
4444 � The Merchant Magazine � July 2011 Building-Products.com
Eco Chemical’s waterbased stains have been helping customers increase profits since 1991.
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DOMESTIC SALES:Jerry Long, Michael Parrella, Janet Pimentel,Pete Ulloa, George Parden, Vince Galloway,Chris Hexburg, Matt Wright, Bert McKee,Joe McCarron.
INTERNATIONAL SALES:Nestor Pimentel.
Drying is Their SpecialtyInnovative Drying Technologies,
Ridgefield, Wa., has opened, offeringa wide variety of wood drying andconditioning equipment from majorinternational manufacturers. “Once customers become familiar
with the wide range of equipment we
offer, they’ll think of us as a one-stop-shop for all their drying needs,” saidsales manager Theo Leonov.The new company currently mar-
kets PCSI control systems, PCS Vac-Dry vacuum kilns, and EberlTrocknugsanlagen vacuum kilns, andis in negotiations to market kilns from
MAHILD Drying Technologies.Other members of the management
team include R. Lynn Forsberg, whowill be responsible for day-to-daymanagement of the company, andWilliam T. Hull, who will serve asmarketing manager.
Colorado Dealers Team Up South Park True Value, Fairplay,
Co., is leasing five additional acres soit can expand into lumber sales withthe recent closure of HutchisonLumber, Fairplay.South Park will be supplied by
Breckenridge Building Center,Breckenridge, Co., and the two dealerswill split the profits.
EcoBlu Opens Truss PlantEcoBlu Products, Vista, Ca., has
formed subsidiary E Build & Truss,Oceanside, Ca. The company can now offer full
turnkey products and services toSouthern California builders, includ-ing Red Shield lumber, labor and trusspackages.
Rail Line Returns to Nor CalNorthwestern Pacific Railroad,
which closed in 2001 due to stormdamage, may soon reopen for cargoshipments in Napa and Sonoma coun-ties. Repairs of the 62 miles of trackcost $68 million. “We want to get rail service to our
plant,” said Richard Caletti, presidentof Standard Structures, Windsor, Ca.,which makes engineered wood beams,trusses and joists for commercial con-struction. He said that rail service lowers the
cost of receiving raw material andmakes it possible to compete for jobsin other parts of the country. Service is slated to begin with 15-
car trains and three round trips amonth.
INTERNATIONAL Forest Products,Vancouver, B.C., updated its global brandwith a new integrated logo, which willreplace existing labels in North America.
Building-Products.com July 2011 � The Merchant Magazine � 4455
MANAGEMENT TipsBy Bill Blades
ter how well written it may be. A compelling mission statement needs only two and no
more than three sentences with two primary commitments:(1) What we stand for to each other (internal clients) and(2) What we stand for to clients. You can choose to addvarious comments regarding vendors, stakeholders and
EVERY EMPLOYEE AT EVERY LEVEL has the ability to actfor the betterment of the employer and its clients.
Unfortunately, most people are content with stagnation.They put in just enough effort to not get fired as they quiet-ly march along with the status quo. Much to many c.e.o.s’dismay, such a corporate culture is more prevalent than aculture that calls for greatness from all. For any company to succeed long term, having the right
corporate culture is key. Where does your organization’sculture fall in the spectrum? Does the c.e.o. expect great-ness from everyone every day or does the c.e.o. allowmediocrity to creep in and fester? Make no mistake—cul-ture is not just important; it’s crucial to an organization’strue potential.Following are some key components for strengthening
your culture to be in the “best of the best” category.
Get clear on the organization’s mission.Most employees can’t recite their company’s mission
statement. This means the leadership’s process of develop-ing the mission statement was a joke and a meaninglessexercise. When the company’s mission statement is an“out-of-site-out-of-mind” document, it’s irrelevant, no mat-
Corporate culture:The missing ingredient to success
Superior Service, Products & Support100% of the Time
Distributed By
4466 � The Merchant Magazine � July 2011 Building-Products.com
teamwork, but keep it short and simple. Longer missionstatements are hard to remember. Once you have your mission statement complete, you
not only frame it and place it throughout your facility, butyou also refer to it regularly for reminders, coaching, repri-manding, and even decision-making. Realize, too, that oneperson ignoring the statement can poison the environment.The only thing worse than having turnover is having nonewhen there should be.When asked if they have someone on staff who they
knew was a bad choice by the second month of the newhire’s employment, about 75% of c.e.o.s and v.p.s say“yes.” Usually, that particular employee has not attemptedto meet or exceed the mission statement. When asked whythat person has not been discharged, most c.e.o.s and v.p.sreply, “Because I’m afraid (s)he will go with our competi-tor.” But that’s exactly where you want the person to go.Set them free!
Commit to personal improvement.In order for every employee to commit to personal
improvement, the company’s president and v.p. of salesmust lead the way by example. Why? So go these two indi-viduals, so go those they lead—and so go the company’srevenues and profits. When all levels of employees see thepresident and v.p. of sales committing to something, therest follow suit. Additionally, it’s rare to find a presidentand v.p. of sales who can’t improve by 25% in two to threemonths and by 50% in six months. Many even get 100%better. Why? They’ve been so busy mentoring others thatthey haven’t had the time to work on themselves. Realize that mentoring isn’t about motivational speech-
es. Many corporations make the mistake of bringing in amotivational speaker for an annual meeting and thenbelieving that personal development training is over. Yes,motivational speeches are great to hear, but their effect isgone as soon as the speaker leaves the room. When it comes to real personal improvement, it’s about
assigning each individual nine specific skills, habits, andtraits to improve upon. And the starting date to act is thatday or no later than the next day. See the culture changetaking place?Then, the person’s chief or an outside consultant must
follow-up to ensure implementation has begun, and tomonitor the results. Later, another nine new skills, habits,and traits are assigned and monitored.The best sales and management education sessions are
those where the group selects the best ideas presented andholds everyone accountable (again) for implementation.You may pick six skills to assign to the group, but youpick an additional one each for both Joe and Mary basedon their individual weaknesses. And then what? Then youmonitor.
Create meaningful position descriptions andmeasurements.This is another area that is typically woefully weak.
Most companies are using outdated position descriptionsthey created a decade ago. And measurements? They don’teven exist. But how can you expect greatness from peopleif you have nothing by which to measure that greatness? For each position in your company, you need current
and realistic position descriptions, as well as measurementsyou use to determine if someone is successful in their posi-
Building-Products.com July 2011 � The Merchant Magazine � 4477
• It improves recruitment efforts.• It aids with teamwork.• It increases risk-taking, aggres-
siveness, job satisfaction, and mentalhealth.• It boosts revenue as clients want
more excitement, too.Perhaps most important: The best
of the best always want to work at afun company. So let the grumpy, neg-ative, and whiny people work for yourcompetitors. Instill fun in your cultureand you’ll have a workforce that’s byfar the cream of the crop.
Of course, there’s much more tocorporate culture than these fivepoints. However, this foundation willget your company started on the cul-ture transformation. The bottom line is that if you want
stronger revenues, then you mustdevelop a stronger culture. A cultureof greatness trumps any other.
– Bill Blades, CMC, CPS, specializes ingrowing people and revenue in sales andleadership areas. He can be contacted at(443) 477-0061 or [email protected].
tion. You utilize these devices forinformal reviews (can be done by tele-phone) and for formalized quarterlyreviews. Naturally, these documentsare crucial for year-end reviews, but ifyou currently only conduct year-endreviews, it’s too late. People needfeedback more than just once per year. Preparing position descriptions and
measurements carefully will keepeveryone focused on the goal: highersales and revenue for the company.You’ll also discover that the goal ofincreasing sales and revenue is part ofeveryone’s job to some degree.Ultimately, the more detailed you canbe and the more you monitor, themore you encourage people to begreat.
Take time for planning.Every department needs a plan. But
the question often asked is, “What do Iplan?” The answer: Everything. Here’s an example of some plan-
ning ideas using the sales departmentas the focus. The following list ofplanning objectives would be done foreach salesperson on staff: • What is the “no later than” date
you want to land/increase businesswith ABC Corp. and 50 others?• What are you going to do quarter-
ly and monthly to make the resultshappen?• What is the salesperson’s v.p. of
sales (and regional manager, if applic-able) going to do to ensure the resultsoccur? There are about 50 more items to
planning for the year, so you wouldinclude everything that is to be done,by whom, and by when.Planning requires a lot of thinking
time without interruption. A good ideais for the people charged with plan-ning to work off-site with a consultantto focus intently on both the bigdetails and the little ones. Why off-site? Yogi Berra said it best: “How thehell are you going to think and hit atthe same time?”
Have fun.Most organizations don’t have
enough fun, which is almost a corpo-rate crime. But every company shouldhave a goal of being the most funplace to work in town. A few benefits of fun include:• It prevents a succession of ordi-
nary days.• It promotes creativity.• It elevates retention of your best
employees.
4488 � The Merchant Magazine � July 2011 Building-Products.com
NEW Products
Custom-Colored FencesIllusions Vinyl Fence now comes in 35 standard
colors with lifelike woodgrain, plus custom colors.The Landscape, Estate, and Designer series are
designed to look like painted wood. Colors were chosen to complement design accents
such as siding, trim, and doors.� ILLUSIONSFENCE.COM(800) 339-3362
Ext. 129 - Marc
Ext. 125 - Brandon
Ext. 126 - Lorena
Ext. 128 - Matt
Ext. 133 - Raul
Ext. 142 - Dick
Ext. 127 - Renee
Ext. 147 - Christine
Ext. 138 - Brad
Connect Deck TilesA new Ipe Clip Fastener connector improves the
installation and reliability of hardwood decking tiles. Offered in three different colors, DeckWise is con-
structed of chemical- and UV-resistant polyethylene. A pre-cut drain hole keeps water from pooling
around the corners of each tile, while a matte textureprovides a subtle look between tiles. � DECKWISE.COM(888) 427-2547
Building-Products.com July 2011 � The Merchant Magazine � 4499
Cross-Line LaserBosch’s GLL2-40 cross-line laser is designed for
easy use on interior jobsites up to 30 ft. The 8-oz. tool measures less than 4” in height and
width, yet can handle a wide variety of leveling andalignment jobs—including placement of electricaloutlets and installing cabinetry and chair rails. � BOSCHTOOLS.COM(877) 267-2499
Lighter Gypsum PanelsSheetrock Firecode 30 gypsum panels from USG
Corp. are 30% lighter, making them easier to lift,carry, and install.The ultra-light 1/2” panels meet IBC standards for
use in non-rated and 30-minute, fire-rated partitions. � USG.COM(800) 950-3839
Top-of-the-Line Deck ScrewsNew C-Deck screws from Screw Products
are designed to fasten even the toughest com-posite, PVC and wood deck boards.The 10x2-3/4” fasteners were redesigned to
eliminate all mushrooming or secondary lumps.Milled with a trilobular design and a Star Drive,they install faster and with less torque.Finishes include an ACQ-compatible e-coat
or 305 stainless steel with color-matched head,in a choice of custom or 15 in-stock colors.They are packaged in 75-, 350-, or 1,750-
count jars.� SCREW-PRODUCTS.COM(877) 844-8880
5500 � The Merchant Magazine � July 2011 Building-Products.com
Form-Fitting Drop ClothsJambDrop drop cloths are designed to fit around
doorjambs with minimal material, for better protectionof surfaces. The product has two pieces, each measuring
28”x60”, for easy adjustment with door openings upto 40” wide. A 50/50 cotton/polyester blend, rein-forced with a PVC backing, provides slip-free protec-tion on any floor.�JAMBDROP.COM(707) 554-1162
Trinity River Lumber Company
Northern Californiaʼs newest state-of-the-artsawmill has opened its doors
We specialize in wane-free home center products in eithergreen Douglas fir or a true white fir, in lengths 8ʼ to 20ʼ. FSCwill be available by request. Other products include:
• 2x4 S4S green Douglas fir • 4x4 through 4x12 timbers• Stud lengths will also be available.
We can also handle all of your rail ortrucking needs with next day delivery
in most areas in Northern California.
1375 Main St.,Weaverville, CA 96093
Sales (530) 623-5561
Building-Products.com July 2011 � The Merchant Magazine � 5511
Look of ExoticsFour new colors—Brazilian
cherry, garapa gray, tropical wal-nut, and golden teak—are nowoffered in GAF’s DuraLife SiestaHardwood composite decking.� GAF.COM/DECKING(877) 423-7663
Deck Light ControlAurora Deck Lighting’s Night
Sky system allows remote con-trol of deck LED lighting.The battery-operated remote
also works as a dimmer. � AURORADECKLIGHTING. COM(800) 603-3520
AOK OSB Tolko’s T-Grade oriented
strand board has been re-engi-neered for better performance.Improvements include 25%
5522 � The Merchant Magazine � July 2011 Building-Products.com
PCBC was held June 22-24 in San Francisco, Ca. [1] Carol Kelly, Alan Oakes. [2]Steve Killgore, John Niedzwiecki. [3] John McMurray, Heather Crunchie, RobertFouquet. [4] Justin Gregory, Jack Delaney. [5] Kent Bond, Tim Kennedy. [6] RockLee, Marv Askey, Tom Hoffmann. [7] Barry Schneider, Larry Kaelin. [8] MikeDescoteaux, Keith Lolley. [9] Robert Rodriguez, Cami Waner, Chris Richter, BillHayward, Don Barnes. [10] Bryce Robicheau, Brett Deschamps. [11] Chris Bailey.[12] Darwin Waite, Jeff Sturdivan, Sean Seymour, Jim Reyes, Mike Wright, JoeLeBel. [13] Paul Volkoff, Denise Bough. [14] Chuck Scott, Julie Castor, HowardRothstein, Kim Pohl, Lisa Martin. [15] Mike Johnston, Sam Sanregret, MichaelDarby. [16] Bill Sokol, Arden Fullen. [17] Michael Sivucha, James Schaefer. [18]Chad Gibson, Alex Hines. [19] Brian Stuk. [20] Brian Hurdle, Kevin Paldino. [21]Kevin Bradshaw, Craig Sichling, Ritchie & Sunny Mudd. (Continued on next page)
Photos by The Merchant MagazinePCBC
Building-Products.com July 2011 � The Merchant Magazine � 5533
MORE PCBC: [1] Matt Hamilton, Michael O’Dell, Ron Cook, Bill Koll,Scott Paterson, Scott Morgan. [2] Tess Lindsey, Alan Oakes. [3] ToddGaddo, Tim Wolfley, Wally Holmen. [4] Mike Carver, Tom Couch, DennyHuston, Dale Robley, Ron Guarss. [5] Ken Dunham. [6] HughPaarmann, David Crandall. [7] Clyde Jennings, John Allen. [8] Phil Lail,Chuck Casey. [9] Jon Hanson, Suzie Place. [10] John Polidan. [11] Tom
Koenig, Brian Delbrueck, Richard Lane. [12] Rich Mills, Pat Zan. [13]Mike McDonnell, John Assman. [14] Bill Shadden, Erik Jefferson, ErinMoore, Joe McGuire.
PCBC
Photos by The Merchant M
agazine
5544 � The Merchant Magazine � July 2011 Building-Products.com
LUMBER ASSOCIATION of California & Nevada hosted itsannual associates/dealers golf tournament June 2 at RanchoSolano Golf Course, Fairfield, Ca. [1] Ken Dunham, JimTurrentine. [2] Augie Venezia, Steve Klotz, John Hedges, BobPalacioz, Chad Scuncio, Dave Simpkins. [3] Rick Roberts, RobRoberts, Steve Page, Chris Tritschler. [4] Steve Walsh, KevinDussault, Chuck Ruiz, Randy Jones. [5] Cary Twing, PaulHerfeldt, Adam Burgess, Mike Martin. [6] Jennifer Tabor, Ken
Womack, Ruth Elliott, Steve Spackman, Heather Romig. [7] PaulKinser, Tom Kuznich, Brian Hurdle, Kevin Paldino. [8] MikeCroxton, Miguel Gutierrez, Jeff Squires, Todd Pollard. [9] KyleAbrahamovich, Scott Armstrong, Brad Terrell, Craig Young. [10]J.D. Saunders, Bob Maurer, John Saunders, Rich Mills. [11] JonHagen, Vince Vierra, Alan Boyd, Dave Dahlen. [12] James Wiley,Jarrod Moulton, Steve Prado, Kevin Turner. [13] Josh Dean.
(More photos on next page)
Photos by The Merchant MagazineLACN GOLF
Building-Products.com July 2011 � The Merchant Magazine � 5555
MORE LACN GOLFERS (continued from previous page) in NorthernCalifornia: [1] Bill Kuhn, Tom Knippen, Dan Meneley, Danny Sosa. [2]Rochelle Otterstrom. [3] Jim Russell, Danielle Equitz, Stacey & DaveJones. [4] Robert Casale, Nick Terra, Greg Reed, Tim Murphy. [5] Ted
Brackett. [6] Matt & Pam Peterson, Seamus O’Reilly, Dennis D’Amato.[7] Robert Rodriguez, Kevin Dooley, Kyle Lazon. [8] Dee Dee Myers,Jean Henning, Charlene Valine. [9] Scott Campbell, Crystal Masson,Micah Lloyd.
5566 � The Merchant Magazine � July 2011 Building-Products.com
Keeptrack ofthe West
keeps you up to date on industryissues throughout the West.
Now find out what’s happening on theother side of the Rockies.
Keeptrack ofthe Rest
covers the other 37 states, including theMidwest, Southeast and Northeast.Subscribe for just $24 for 12 issues.
ARE YOU LOOKING FOR THE PERFECTFIT? Look no more. We have an awesomeopportunity for you! Join our team of seasonedindustry professionals. We are a small, finan-cially strong, production-based wholesale com-pany celebrating our 10th year in business. Call(801) 621-3399 and ask for Tyrone or Johnny,or send your resume to [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 repairwork, oil changes, steam cleaning, etc., atfavorable rates. Ample truck parking space inback of facility. Office & 30,000-sq. ft. frontwarehouse available at .29¢ per sq. ft. If inter-ested, please call Tom Williams, (530) 742-2168, between 8 a.m. and 5 p.m.
CLASSIFIED Marketplace
FOR SALE
FACILITIES FOR LEASE
Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy orheadline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (adver-tiser sets the type), $65 if we set type.
Send ad to Fax 949-852-0231 or dkoenig@ building-products.com. For more info, call (949) 852-1990. Makechecks payable to Cutler Publishing. Deadline: 18th of previous month.
HELP WANTED
Kick-start your 2012 selling seasonGet the attention of
21,000 lumber buyers across the country.Ensure your ad message reaches EVERY company attending the 22001111 NNAAWWLLAA TTrraaddeerrss MMaarrkkeett by adver-tising in Traders’ Preview, a Special Supplement appearing with both The Merchant Magazine and sisterpublication Building Products Digest. For one low price, you receive:
• Full national distribution of your ad, packaged with the October 2011 issues of The Merchantand BPD.
• Expanded directory listing for your company
• Distribution at the event
• Free clickable online ad for your company (1 month exposure on building-products.com)
• Discounted, all-inclusive ad rates:
Call Chuck Casey or Alan Oakes at 949.852.1990
SUPPLIER BriefsF.H. Stoltze Land & Lumber
Co. stopped production late last monthat its Columbia Falls, Mt., sawmill dueto lack of logs, but anticipated restart-ing the facility July 11.
Jeld-Wen, Klamath Falls, Or.,sold a minority interest to Toronto-based private equity firm Onex.
Redwood Empire, San Jose,Ca., announces that its brand of ipécomplies with the California BuildingCode and is approved for use as deck-ing in the Wildland Urban Interface bythe State Fire Marshall.
LP FlameBlock fire-rated OSB isnow approved by CAL FIRE for use inWildland Urban Interface zones.
Dunn-Edwards opened report-edly the world’s first LEED-certifiedpaint manufacturing facility, in Phoenix,Az. The plant’s 336,000 sq. ft. provide
over 50% more space than the twofacilities it replaces.
BW Creative Wood Indus-tries, Maple Ridge, B.C., has broughttogether all of its railing products andbrands under one corporate website,www.bwcreativewood.com.
Sun Mountain, Berthoud, Co.,has launched a new website atwww.sunmountaindoor.com.
Building-Products.com July 2011 � The Merchant Magazine � 5577
DATE BookListings are often submitted months in advance. Always verify
dates and locations with sponsor before making plans to attend.
Mountain States Lumber & Building Material Dealers Assn. –July 19, WOOD Council golf tournament, Ranch Golf & CountryClub, Westminster, Co.; (800) 365-0919; www.mslbmda.org.
Western Building Material Association – July 20-22, mid-yearmeetings, Coeur d’Alene Resort, Coeur d’Alene, Id.; (360) 943-3054; www.wbma.org.
AWFS Fair – July 20–23, woodworking fair, Las Vegas ConventionCenter, Las Vegas, Nv.; awfsfair.org.
Lumber Association of California & Nevada – July 21-23, 2ndGrowth summer conference, Rancho Las Palmas Resort & Spa,Rancho Mirage, Ca.; (800) 266-4344; lumberassociation.org.
Southern Oregon Lumberman’s Association – July 28, golf tour-nament, Rogue Valley Country Club, Medford, Or.; (800) 633-5554.
Old Time Lumbermen’s Barbecue – July 30, Sturgeon’s Mill,Sebastopol, Ca.; (707) 575-4272.
Humboldt Hoo-Hoo Club – Aug. 5, Behind the Redwood Curtaingolf tournament, Baywood Golf & Country Club, Arcata, Ca.;(707) 443-7024.
Southern California Hoo-Hoo Club – Aug. 17, dinner & meeting,Pomona Valley Mining Co., Pomona, Ca.; (760) 324-0842.
Orgill Inc. – Aug. 18-20, dealer market, Boston, Ma.; (800) 347-2860; www.orgill.com.
Black Bart Hoo-Hoo Club – Aug. 26, clay shoot, Black Point SportsClub, Petaluma, Ca.; (707) 621-0485.
Remodeling & Decorating Show – Aug. 26-28, South Town ExpoCenter, Sandy, Ut.; (818) 571-9012; www.thehomeshow.com.
Remodeling & Decorating Show – Aug. 27-28, Orange CountyFairgrounds, Costa Mesa, Ca.; (818) 557-2950; www.thehome-show.com.
National Assn. of Women in Construction – Aug. 31-Sept. 3,annual convention, St. Louis, Mo.; (800) 552-3506; nawic.org.
GlassBuild America – Sept. 7-9, Georgia World Congress Center,Atlanta, Ga.; (703) 442-4890; www.glassbuildamerica.com.
BC Wood – Sept. 8-10, global buyers mission, Whistler ConferenceCenter, Whistler, B.C.; (877) 422-9663; www.bcwood.com.
Western Red Cedar Lumber Association – Sept. 8-10, meeting,Whistler, B.C.; (866) 778-9096; www.wrcla.org.
Willamette Valley Hoo-Hoo Club – Sept. 14, trap shoot,Sportsman’s Club, Creswell, Or.; (541) 688-6675.
Jensen Distribution Services – Sept. 14-16, fall market, SpokaneConvention Center, Spokane, Wa.; (800) 234-1321;www.jensenonline.com.
World Forest Institute – Sept. 19-21, “Who Will Own the Forest?”conference; Sept. 22, forest products forum, World ForestryCenter, Portland, Or.; wwotf.worldforestry.org.
Building Component Manufacturers Conference – Sept. 21-23,Indiana Convention Center, Indianapolis, In.; (608) 310-6722;www.bcmcshow.com.
National Hardwood Lumber Association – Sept. 21-24, annualconvention, Nashville, Tn.; (800) 933-0318; www.nhla.org.
WHERE QUALITY IS AGELESSAnfinson Lumber is the clear choice
for Quality Redwood and Western Red Cedar Dimension,
Boards, Patterns and Timbers
CALL SALES AT(800) 400-8383 • (951) 681-4707
Rick Anfinson • Carol O’Connor
Outside Sales Darin Curran (949) 412-1894
Visit our website: www.anfinson.comFontana, CA Office and Mill: 13041 Union Avenue, Fontana, CA 92337
Last month, instead of the typical Father’s Daysale on power tools, one Montana lumberyard chainhelped kids create something a little more personalizedfor their dads.Kenyon Noble Lumber & Hardware’s stores in
Bozeman, Livingston and Belgrade, Mt., sponsored a“Junior Carpenter” Father’s Day project, inviting par-ents to bring their children to the hardware store tomake their dads a tool box.Kenyon Noble provided snacks, drinks, and all the
tools and suppliesneeded, free ofcharge.Dozens of kids
showed up to ham-mer out a gift fordad—many gettinga little help frommom or grandpaalong the way.
TREATERS WITH INTEGRITY, TAKING CARE OF TOMORROW’S NEEDS TODAY
ACQ ACQPreserve • BoratesD-Blaze® Interior Fire Retardant
Heat Treating ISPM 15 Compliant • Custom DryingRail Served BNSF • TPI Third Party Inspected
FSC Certified SCS-COC-002513
909-350-121415500 Valencia Ave. (Box 1070), Fontana, CA 92335
