The Merchant Magazine - January 2010

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44 � The Merchant Magazine � January 2010 Building-Products.com

January 2010Volume 88 �� Number 7

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Special Features8 FEATURE STORYLUMBERYARD, INVENTORY AUCTIONS

10 INDUSTRY TRENDSBIGGEST CHANGES OF LAST 25 YEARS

12 MANAGEMENT TIPSTURN A SEMINAR INTO A WEBINAR

14 COMPETITIVE INTELLIGENCEFIFTH-GENERATION GROWTH SPURT

16 PRODUCT SPOTLIGHTLOW-SLOPE ROOFING

24 PRODUCT SPOTLIGHTRADIATA PINE EXTERIOR TRIM

26 SPECIAL FOCUS: WESTERNWOODS11-PAGE SPECIAL SECTION

40 PHOTO RECAPSLUMBERMEN’S HOLIDAY PARTIES

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Nothing in life is freeFIRST, A BELATED HAPPY NEW YEAR. I hope that you had time to enjoy the holidays

with your families and are ready for the challenges of a new year. In my nativeEngland we have a custom of opening the front and back door to let the old air out and thenew air in. As of midnight December 31, that door should be open for a long, long time!

There doesn’t seem to be any industry that has not had challenging business results in2009, but I have been encouraged in the last few weeks at the small signs of optimism inour industry. The truth is, without optimism and belief, what are we left with? A negativeenvironment only breeds further negativity. The challenge this country faces is that thenegative barometer is set too high! We must find a way to turn the switch that will start usall getting back to how it was—or at least somewhere in the middle of then and now.

We often debate in our office what we can do better or more of to help our readers andadvertisers. I am sure that is a debate held in every company at some time or another. Oneof the comments that invariably comes up—mostly from the sales force—is let’s offerfree this and free that. Now, nothing gets me more excited than trying to benefit our cus-tomers, but I have learned over many years that giving something for nothing is just not agood idea. In fact, it’s the worst business decision you can make. It is tempting whentimes are tough, but once you start down that road, you can never get anyone to pay fortoday’s freebies in the future. Yes, we all see our competitors do stupid things (I hear fromyou on desperate pricing all the time), but I have yet to see a company succeed with sucha strategy in the long term.

I remember being trained that you can always go up, but you can’t come down. Whenyou offer something today, it will be remembered and you will negotiate it every time.The salespeople who suggest giving something away don’t get hit in the pocket, so forthem it’s an easy suggestion to make. What does gets hit are your margins. And theynever recover!

To me, there are three issues that you need to deal with. First, teach your sales team tosell. There are too many people in this industry out there selling who have not been ade-quately trained to sell. The goal of sales is to get the order—not at all costs, but to makesure both parties are happy signing on the dotted line and will be happy to do businesstogether in the future. Nothing comes or should come easy. So buyers need to be sold,objections overcome. You can talk all you want about your last golf game or vacation, butunless you walk out with an order or have moved the potential sale further up the funnel,you have failed. I just sense that the current economic mess gives power to negativity, toaccept that it’s okay not to have the order. Following every customer contact, salespeoplemust be self-critical, strategically analyzing what they did or did not do and holding them-selves accountable. Don’t be content with a no! We can blame our troubles on the econo-my or our stupid competitors or…, but how about we blame ourselves?

Second, years ago I heard the saying that when you offer something for nothing youentice cheap customers. And we all know what they are like, right? They are the ones thatnitpick on everything, negotiate every cent, and are never happy. A free lunch isn’t free; itjust cuts your profits and makes you negotiate every order.

Third, think through your unique selling advantages. And if you don’t have any, youhave a much bigger problem than this column can solve. Differentiate, differentiate, dif-ferentiate! If you already possess distinct advantages, let your cus-tomers know what they are—or do you assume they know already?Don’t take anything for granted. Value-add your products. Offerservices that no one else offers. But don’t give them away. Justremember: charging more requires a higher level of sales andmarketing skills, and, frankly, you might not have the right peo-ple in place today to do this.

I have spent my time in every business I have run breakingdown numbers and understanding how every line on my P & Lhas been derived. But at the end of the day, the top line,the gross profit line, and the bottom line will tell you allyou want to know. When the comparative percentageschange for the worse, you know you have issues.

This year will again be challenging, but I thinkwe are at the start of the long road up. Make sureyour company is prepared for the turnaround andget back to doing business the right way!

Alan OakesPublisher

[email protected]


Building-Products.com January 2010 � The Merchant Magazine � 99

FEATURE Story

AUCTIONS OF SHUTTERED FACILITIES and surplus invento-ry have become a sure sign of the economy’s effect on

lumber and building material dealers and distributors.“This is a buying opportunity and very indicative of a

major trend in the market today,” said Joshua Olshin, pres-ident of auctioneer Tranzon Integrated Property Group.“Banks are not the only ones selling properties in whatmight be referred to as the current buyer’s market.”In mid-December, Tranzon started auctioning off the

first of 25 surplus properties in 14 states as part of the post-bankruptcy liquidation plan for Stock Building Supply.“On behalf of our client, we have chosen the auction-

process as the most efficient method to market and sell alarge portfolio of properties in order to maximize proceedsin a timely manner,” said Ken Zakin, senior managingdirector of Newmark Knight Frank, an international realestate advisory firm. “Tranzon is a leading auctioneer andwe expect these auctions to allow our client an acceptableexit given a difficult climate.”The Gores Group, a private equity firm based in Los

Angeles, Ca., bought 51% of Stock, while parent Wolseleykept a 49% interest in the company. Of the chain’s morethan 200 locations, only 100 in 19 markets were kept open.The Stock auctions consist of shuttered facilities, as

well as several lots that were acquired for expansion butnever used. The first set of auctions, held Dec. 15 and 16,included properties in Salisbury, Md.; Acworth, Ga.;Sanford, Durham and Hendersonville, N.C., andTimmonsville, S.C.

Going, going, gone…Lumberyard auctions disposeof inventory, properties

OUT OF STOCK: Downsized Stock Building Supply is going the auctionroute to find quick buyers for 25 closed or excess properties in 14 states,including (upper left) a 50,000-sq. ft. facility in N. Durham, N.C., and(above) a 210,000-sq. ft. warehouse/manufacturing plant in Acworth, Ga.

The next round of Stock auctions will be held the mid-dle of this month, disposing of properties in Bakersfieldand Hidden Valley Lake, Ca.; Boise, Pocatello, andPreston, Id.; Orem, Ut.; Kemmer, Wy., as well as in Texas,Ohio, Michigan, Minnesota, Wisconsin, Pennsylvania, andFlorida.Also this month, on Jan. 12, lumber and equipment

from Simmen Wholesale Lumber, Sacramento, Ca., will beoffered by Murphy Auctions. Gary Simmen started thebusiness in 1974 as a brokerage and wholesale operation,but added a distribution yard and remanufacturing facilityin 1980. Last month saw a flurry of LBM auctions. On Dec. 22,

Rosen Systems conducted an online auction of the invento-ry of United Building Products’ final location in Dallas,Tx. The roofing products firm started 20 years ago and wasbased in Albuquerque, N.M.In the preceding weeks, Monticello Lumber,

Monticello, In., auctioned off its building and property;King City Lumber, King City, In., auctioned off excessinventory and equipment from two locations, andNewmeyer Lumber, Rahway, N.J., auctioned off its inven-tory, yard and office equipment and warehouse supplies.


AS WE SLOG OUR WAY through therecession of 2008-2009, hoping

for an end some time in 2010, there’sno question that the downturn haschanged the way most of us do busi-ness. We have reduced inventories tothe bone, cut staff to bare minimums,squeezed efficiencies from thin air,and worked harder than most of us areaccustomed to. Staying profitable hastaken a lot of blood, sweat and tears. The truth is, though, the lumber

business has gone through manychanges in the last 25 years and wehave been forced to adapt or fail.Lions are always waiting to thin theherd by taking down the slow and theweak. Our industry is littered with thecarcasses of producers, distributorsand retail suppliers who failed to reactto change. Some change is positive and helps

us do business more efficiently. Somechange is threatening and forces us toquestion how we do business. Andsome change is benign—you canwatch it and react appropriately whenthe time is right. Identifying changeafter the fact is usually pretty easy.Recognizing and reacting to changeearly in the process is more difficult. The following list of changes have

taken place in the past 25 years andeach has changed the way we do busi-ness.

1. The SpottedOwl.When the

recession of theearly 1980sfinally burneditself out, weenjoyed a decade

of favorable conditions in the lumberbusiness. New construction andremodeling had rebounded nicely andthe material pipeline remained full. Inthe late ’80s, we began to see newspa-per accounts about the plight of thespotted owl—a plight that wasincreasingly being played up by envi-ronmental activists. In 1991, District Court Judge

William Dwyer cancelled 75% ofForest Service timber sales, a movethat would constrain or eliminatemuch of the timber supply our indus-try was dependant upon. Many millswere forced to find new sources ofraw material and those that could notclosed their doors. We continue to feelthe repercussions some 20 years later.

2. The Fax Machine.The first commercially viable fax

machines began to dribble into themarket in the early’80s. They werebig, slow andnoisy, and theysmelled like asmall electricalfire as they labo-riously cranked outtext-covered pagesthat came mysteriously through thewires. The print quality was horrible,but even a bunch of lumber guys couldrecognize this new machine as game-changing technology. Our industry, toits credit, was an early adopter of faxmachines and the efficiencies theybrought to communication.

3. Big Box Stores.Lowe’s and Home Depot began to

rapidly expand in the 1980s and can

now be found in nearly every market.The one-stop-shopping model for thedo-it-yourselfer was embraced bymany customers and it wasn’t clearhow this would affect the traditionallumberyard. Many retailers wereforced to find ways tocompete, and thosethat could not areno longer inbusiness. W h o l e s a l e

suppliers, too,had to learn how todeal with a new breedof hard-nosed buying and supplierpolicies they were unfamiliar with.Many wholesalers were forced tomake a decision: do business with thebig boxes or do business around them?Companies came up with a variety ofstrategies to survive and thrive in thebig box era.

4. Cell Phones.Like the fax machine, we lumber-

men embraced the cell phone as soonas it was small enough to slip comfort-ably into a pocket. Many of us remem-ber the days of circling the block andlooking for a parking spot near aphone booth in order to call the office.Today, if four lumbermen are travel-ing together in a car,it is not unusual forall four to be ontheir phones. We often buy

material we havenever seen andwe often sell it tosomeone we havenever met. Our business is truly abusiness of communication and the

The last 25 years

The 9 biggest changesto how we do business

INDUSTRY TrendsBy Loren Krebs


change—our business.9. The 2008-2009 Recession.Although no group has escaped

entirely, retailers and contractors havebeen hit especially hard during therecent downturn. Companies haveclosed their doors in record numbers,and many of the survivors have circledthe wagons, hoping for a 2010 recov-ery. There will tremendous opportuni-ty for the survivors.So, get ready

for the next 25years. You canlook forward tochanging tech-nology, changingsupplier bases,changing customerbases, and a constantly changing econ-omy. You’ll see competitors go out ofbusiness and new companies take theirplace. New products will come. Oldproducts will go. Personnel changes—your own as well as those of your cus-tomers and suppliers—will affect yourbusiness. Don’t be caught like a deer in the

headlights. When change happens,make decisions.

– Loren Krebsbegan his career inthe lumber businessin 1969 and recentlyretired as purchas-ing department man-ager after 25 yearswtih Disdero Lum-ber, Clackamas, Or.He can be reachedat [email protected].

cell phone has allowed us to commu-nicate better. 5. Email.Most of us use email today and rec-

ognize it as another communicationtool that has changed the way we do

business. (I do, how-ever, know of somecu rmudgeon l yholdouts whoprefer to com-municate on thephone.) For many

things, though, emailis the best tool available. Suppose youhave a truckload of very expensiveclear cedar arrive in your yard and youdiscover that the side of one unit hasbeen raked and pillaged by an errantforklift driver. You can take a digitalpicture and immediately send it toyour supplier with a note that says,“What’s up with this?” 6. The Internet.Generally speaking, other than a

few cutting edge, spike-haired, tattoo-covered geeks, we lumbermen havebeen slow to adopt theInternet as a way toput deals together.One reason forthis is there are alot of movingparts in mostlumber transac-tions. Puttingtogether a good deal forbuyer and seller works better whenboth parties are fully engaged. It’spretty hard to add a truckload of lum-

ber to your “shopping cart.” However, most of us have company

websites, and this is another great wayto communicate and share informa-tion.7. Shrinking Producer Base.One of the biggest changes affect-

ing the way we do business is the con-tinuing shrinkage of our producerbase. As mills grapple with environ-mental constraints, lack of harvestable

timber, and the cur-rent lacklustereconomy, manyhave been forcedto curtail orclose indefinite-ly. Traditional

supply chains havebeen disrupted, and

many suppliers are gone forever. Thischange is ongoing, and we all need tonavigate through this minefield.8. Young People.For many years we had few young

people coming into our industry, butthis trend has changed.You need onlyattend a showsuch as theN A W L ATraders Marketto see the change.Some of us olderguys are slowingdown or calling it a day, and we havea new generation of lumbermen join-ing our fraternity. This group is bright,ambitious, aggressive, technologicallysavvy, and not afraid to work. Theyhave changed—and will continue to

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

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MANAGEMENT TipsBy Patricia Fripp

WITH TECHNOLOGY RISING buttravel budgets shrinking, more

companies are turning to the Internetto stage their customer and employeepresentations, meetings and seminars.Yet running a successful webinar hasdifferent requirements than deliveringan in-person presentation.Here are tips to catch and keep a

webinar audience:BEFORE YOU START,USE LOOPING SLIDES

Once your audience tunes in, howdo you make sure they are entertainedand feel involved even before theevent starts? The best way is with aseries of looping slides. Loopingslides are a great way to conveyimportant information and to keepattendees entertained while waiting foryour presentation to begin.

Hold your nextmeeting over the Internet

REGIONAL associations have been at the forefront of the lumber industry’s entry into webinars,hosting sessions on topics such as OSHA regulations, forklift safety, customer service, sales, collec-tions and certification. Northeastern Retail Lumber Association even maintains an online archive ofpast webinars.

These slides need to communicate: • when the session will begin,• the conference dial-in number,• a photo, name and title of the pre-

senter,• what the audience is going to

learn, and• what to do in case of problems.You may also have quotes about

the content they will be learning.BE MORE VISUAL

Be creative. Think Hollywood! Tellstories and give examples as you gothrough your program, the same wayyou would in person. However, yourwebinar needs more visuals to helpengage the audience. Use more slidesthan with an in-person presentation.Add bullet points one at a time as you“build.” Don’t present a list of all yourpoints before you discuss them. Keep

it simple, keep it moving, and interactoften.

PLAN YOUR STRUCTUREOutline your presentation on paper

or flip chart and then build thePowerPoint. You have to get “messy”before you get tidy! It is better to havefewer points and illustrate them well. Be sure you:• Introduce your objective. • Sell the benefits.• Explain the agenda and timing of

your session.• Add any logistics and how they

will interact with you.OPEN WITH A GRABBERAfter a “grabber” slide, it’s up to

you to engage your audience immedi-ately with a powerful, relevant open-ing that includes the word “you.” Yourgrabber opening might be:• A catchy fact: “It may interest

you to know Ferraris hold their valuemore than polo ponies! I first learnedthis lesson when…” • A startling statistic: “Did you

know that if you had spent $1 milliona day, every day since Jesus was born,you would not have spent a trilliondollars? Please keep that in mind aswe strategize how to increase sales byonly 5%…”• An intriguing challenge: “Ten

years ago we were the market leaders.This year we are 13th. You are now inan exciting position to turn thataround…”Grabber openings get the attention

of your audience. Then it is up to youto keep it. Never start by saying,“Good morning.” Instead, say some-thing like, “Welcome! You are in for atreat! You are about to learn howto…” As you introduce the session,sell the listeners on how they aregoing to benefit. Keep them glued.Remember, they can’t see you, so it isall too easy for them to answer their


What’s a webinar?A webinar, or “Web-based

seminar,” is an interactive confer-ence, meeting or presentation that isconducted on the Internet.

How can webinars be used in the LBM industry?

• Sales meetings• Product knowledge classes• Employee training• Virtual roundtable discussions• New product/promotion

announcements• Sales pitches• Association board/member

meetings• Association-sponsored seminars

AVOID NON-WORDSHmm—ah—er—you know what I

mean—. On a webinar, this habit willonly be emphasized. Are you doing it?Why not have a run-through andrecord yourself. As with in-personpresentations, as Michael Caine says,“Rehearsal is the work, performance isthe relaxation.”

REVIEWAs with an in-person presentation,

always review your key ideas. Thensay, “Before my closing remarks, whatare your questions?”STRESS THEIR NEXT STEPSBe clear what their next logical

steps should be. Send them off ener-gized and focused.

CLOSE ON A HIGHYour last words linger. Make sure

they are yours (don’t quote anyoneelse) and make sure they are powerful.HAVE BACKUP COMPUTERS!Here is a practical suggestion that

will pay off for you. Have two com-puters tuned in to the webinar. Thisway, if one computer freezes, you canquickly get your second computer tothe place where the first had frozen. Itwill already be tuned in to the webi-nar, so it only takes a few moments toget on with the show. With technolo-gy, you never know!

– Patricia Fripp is an executive speechcoach, sales presentation trainer, andauthor of Get What You Want! Reach herat (415) 753-6556 or [email protected].

email or go get a cup of coffee.INTRODUCE YOURSELF

Once you have sold the session,you can introduce yourself if someoneelse is not doing it. Do not do it first.Just as with an in-person session, saysomething the listeners care about, andthen they care about who you are.

FORGE A CONNECTIONThe most powerful communication

combines both intellectual and emo-tional connections. Intellectual meansappealing to educated self-interestwith data and reasoned arguments.Emotion comes from engaging the lis-teners' imaginations, involving them inyour illustrative stories by frequentuse of the word “you” and fromanswering their unspoken question,“What’s in this for me?” Use a highyou/I ratio. For example, don’t say, “I’m going

to talk to you about webinars.”Instead, say something like, “In thenext 56 minutes, you will learn the sixsecrets of making a webinar work, thefour benefits of using webinars as partof your client interaction, and the threemistakes your competitors are makingwhen they use them.”

BUILD IN INTERACTIONDepending on the technology you

are using, make sure you interactwhenever logical. For example, stopand ask, “Based on what you haveheard so far, what are your ques-tions?”USE MEMORABLE STORIESPeople rarely remember your exact

words. Instead, they remember themental images that your words inspire.Support your key points with vivid,relevant stories. Help them “make themovie” in their heads by using memo-rable characters, exciting situations,dialogue, and humor. With a combina-tion of your examples and visuals, itwill be a memorable presentation.

USE EFFECTIVE PAUSESGood music and good communica-

tion both contain changes of pace,pauses, and full rests. This is whereyour listeners think about what theyhave just heard. If you rush on at fullspeed to crowd in as much informa-tion as possible, chances are you’veleft your listeners back at the station.It’s okay to talk quickly, but wheneveryou say something profound or proac-tive or ask a rhetorical question,pause.


IN TRYING TIMES LIKE THESE, a littlehistory lesson can help. “A hun-

dred-year-old company [like ours] hasseen downturns before—the GreatDepression and two world wars,” saysDavid Marling, millwork manager ofWisconsin-based Marling Lumber.The business was launched by hisgreat-great-grandfather in 1904 andhis father, Kurt, now serves as c.e.o. David calls himself “a rookie”—a

young, 10-year employee in the firmhe grew up in—a company that’s seenit all and survived. No, scratch that:Make it “grown and prospered.” Andthis round is no different. “We’re get-ting ready for the rebound—we’rebuilding for that. Good times,” he’ssure, “are coming back. “We’re differ-ent! No way are we hunkered down.We’re looking to the future.”Not just a pretty metaphor, Marling

has seized the opportunity to expand.It recently completed a $2-million,17,000-sq.-ft. HomeWorks showroomin Janesville, Wi., and relocated com-pany headquarters to the site.

After five generations,it’s time to grow

FOURTH & FIFTH GENERATIONS: MarlingLumber is led by (left to right) David Marling,millwork & Janesville operations manager; TomMarling, purchasing manager & Madison opera-tions manager; Kurt Marl ing, c.e.o., andBrandon Marling, commercial manager.

“Our former headquarters inMadison,” half-an-hour distant, henotes, “was an 80-year-old building:worn out, inefficient. We’d run out ofroom. The new location gives usopportunity for growth, plus the abili-ty to consolidate our operations underone roof—manufacturing, humanresources, managers and such.” Marling also has operated a lum-

beryard in Janesville (and a secondone in Madison) and a door plant innearby Edgerton in addition to theoriginal Madison HomeWorks,launched in 1996, and satelliteHomeWorks showrooms opened inFebruary in Waukesha and Green Bay,Wi. The manufacturing plant, whichwas the first in the region to producehollow metal doors, turns out wallpanels and more to add to the compa-ny’s offerings—and profits.But HomeWorks—a showroom

we’ll visit in more detail in just aminute—was the big motivator inlooking for a longterm anchor asMarling planned ahead, a habit it’sfostered for five generations andcounting. “We decided that home improve-

ment was the wave of the future, theway the market is going,” affirmsDavid. “The traditional lumberyard of50 years ago is a thing of the past.You’ve got to diversify to stay ahead,and [all-inclusive, one-stop-shopping]showrooms are the way to go.People—especially women, the deci-sion-makers—have done research onthe Internet. Now, they want to touchand feel the products.”Furthermore, he predicts, “the cur-

rent recession will result in arearrangement: a sorting-out of manu-facturers and suppliers. Some willdrop out. So you’ve got to anticipatethat in planning your showroom.”Thus, among its 100-plus Janesville

employees, Marling has hired certifieddesigners who can turn out completehome blueprints; others who can assistwith kitchen, bath, and deckingremodeling projects; and several whoare uniquely schooled in demandslikely to mushroom in the near future:handicap-access and aging-in-placespecialists, who can advise commer-cial and home builders alike in mattersfrom elevators and stairlifts to wheel-chair-width aisles, knobs and grabbars. “You’ve got to diversify,” Davidseconds his own motion.And that can mean finding new

partners. Marling’s new buildingadjoins a grain elevator, so to expandinto lawn and garden products, thenew site displays gondolas, gazebosand barbecues, while their neighborhandles plants and landscaping materi-als. “We’ve also partnered with a localflooring company,” David adds. “Wechoose partners that are like us—fami-ly-owned, three or four generations.And it’s been very successful foreverybody involved,” he testifies.Marling also partners with its contrac-tor customers, whom it refers to home-owners seeking installation.Monitoring consumer trends is

vital, David maintains. So, picking upon the growing popularity of stay-cations, HomeWorks has pumped upits patio and deck capabilities, as wellas indoor amenities such as fancy fire-places.That’s in line with what Marling

has decided is most important forfuture viability, and that’s dealingdirectly with homeowners. “In thepast, our business was almost 100%pro, and we still offer contractors spe-cial staff, services, pricing and creditterms,” he adds. But the new show-room was expressly designed to enticehomeowners directly with elaboratedisplays, including a functioning

COMPETITIVE IntelligenceBy Carla Waldemar


kitchen, closet, bath and office cabi-nets, and energy-efficient products—another huge growth area.Marling has also fingered the pulse

of the region’s demographic, andit’s—duh!—growing older. So thecompany has become a leader in newservices, such as those handicap-access and aging-in-place features.To get the word to consumers that

they’re welcome here, the companybuys “all sorts of advertising, fromprint to TV.” But maybe the best adwas the new building itself, whoseprogress people noted daily as theypassed it on the busy highway.Thinking ahead once again, Marling iswooing the younger, tech-savvy audi-ence of today and tomorrow with useof Facebook and Twitter.Right now, while others falter,

remodeling has kept the companysolidly in the black. “Looking ahead,it’s been our focus for the past fewyears; today, it’s 80% of our busi-ness,” David says.When the company undertook its

new building, it expressly added aseminar room to conduct classes—notonly for its own employees, but alsofor its customers. Contractors can gaineducation credits in classes like codingchanges and the stimulus package.Then these same pros are tapped asinstructors in seminars for homeown-ers in everything from decking toenergy-efficiency, which goes beyondwindow replacement to features theymay not have considered, like re-insu-lation. “We’re out to inform them, not

SHOWROOM DISPLAY features windows in a spinner, each trimmed out with different profiles anddifferent species, including purpleheart (center) and zebrawood (far right).

just sell the product,” David under-scores.Competitors? Sure. Menards and

Depot reside just down the road—“and they have their purpose,” Davidallows. “But our prices are the sameand sometimes even cheaper, because,with our various locations, we havebuying power. Even more important isour knowledgeable customer service.Many of our employees are contrac-tors who’ve hung up their hats, or for-mer city inspectors. We’ll not only sellyou something, but tell you how toinstall it, maintain it, and clean it. Andif ever there’s a problem, we don’thide. We say, ‘Come back to us.’”Marling treats those employees like

family, giving them their say in deci-sion-making. “We ask for their inputbecause they’re the ones who dealwith things, hands on. Many havebeen here 20, 30 years.”That’s David’s life plan, too. “My

mom and dad never said I had to gointo the business; I’m here because Ilove it. I’m a nostalgia guy, very senti-mental. I like being part of history.Very few businesses can boast a fifthgeneration. That’sneat to be a part ofit.” And the story

doesn’t end here…

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PRODUCT SpotlightLow-Slope Roofing by Dan Thomas, GenTite

THE WINTER MONTHS BRING coldtemperatures, freeze/thaw cycles,

and wind. These conditions can dam-age more than our morale. They cando quite a number on roofs, too. Aswe begin to look forward to spring,it’s not too early to start preparing forthose spring roof repairs.Even though steep-slope roofs are

most common in residential architec-ture, many homes have flat sectionsover porches, dormers, carports orgarages. There are distinct differencesin how to address low-slope (flat) roofissues and extend the life and perfor-mance of a homeowner’s investment.Help contractors and homeowners

care for their flat roofs by asking threebasic questions:1. Should the roof be repaired or

replaced?A primary factor is the age of the

roof. The lifespan of a low-slope roofvaries significantly based on the com-ponents of the roof assembly. A well-installed roof should perform as statedby the manufacturer, so refer to thewarranty for the best indication ofhow long it should last. Most war-ranties are good for 10 years, but someproducts offer no warranty, whilesome new commercial-grade productscome with a lifetime warranty.Along with the age of the roof, con-

Repair or replace?

sider the recurrence of the problemand ask if other solutions have beentried. The key to a successful repair isusing similar materials to thosealready on the roof. Using a productthat is drastically different from theexisting material won’t provide a per-manent fix, as the solvents and chemi-cal makeup of the products will workagainst each other. A mineral surfaceroll or torch down roof should berepaired with asphalt-based products.Roofs with single-ply membranessuch as TPO or EPDM require ther-moplastic or rubber products, respec-tively, for repairs.If the homeowner has attempted to

repair the roof several times, in theappropriate way, and still has a prob-lem, it may be necessary to reroof.The common options are:• EPDM is a rubber-based single-

ply membrane roofing material. It’savailable in a commercial grade and iseasy to install.• TPO (thermoplastic polyolefin) is

a single-ply product ideal for warmerclimates, as the white surface reflectsthe sun to reduce energy costs.• Asphalt-based torch down roofing

can create a weather-tight roof surface.Safety precautions are critical, asinstallation involves open flame.• A mineral surface roll is a low-

Add-On Sales toRoof Inspectors• Safety Barrier or harness

to prevent falling• Safety Boots to deter slipping and

prevent foot injury from dropped items• Gloves to protect skin from chemicals

and sharp objects• Knee Pads

• Safety Glasses

slope alternative. The lifespan isshorter, but the price point is signifi-cantly lower.2. Is the roof subject to a signifi-

cant amount of foot traffic?Most roofs are not expected to

have heavy foot traffic. If the roofwill have a lot of traffic, there are twooptions: installing a thicker membraneor placing a deck over the roof. Athicker membrane better resists punc-tures, the most common cause of roofleaks. Commercial-grade EPDM andTPO membranes are available inthicknesses of 45 or 60 mil for thebest resistance to punctures.A better option is to install a deck

over the roof. The roofing materialitself will protect against freezing,thawing and the sun, while the deckwill protect the roofing material.3. Has the homeowner estab-

lished a maintenance routine?Proper maintenance is critical to

getting the longest life from the roof.Always reference the manufacturer’srecommendations and warranty infor-mation for specific maintenanceguidelines. Following them will keepthe roof’s warranty intact. Every year, the homeowner should

visually inspect the roof for black ordiscolored streaks, which indicatemold, algae or fungus. Spots shouldbe cleaned with a household cleanerto stop them from spreading and toprevent roof damage. Inspect all membrane seams, pay-

ing particular attention to flashingsaround curbs and penetrations.Finally, trim overhanging limbs toprevent branches from sweepingagainst the roof, gutter, soffit and/orflashing. This will minimize leafdebris and increase the roof’s abilityto withstand severe weather.

– Dan Thomas, business developmentmanager for GenTite Residential RoofingSystems. Reach him via www.gentite.com.


Friedman’s Home Improve-ment is targeting an August 1, 2011opening for a proposed 80,000-sq. ft.store with drive-thru lumberyard and20,000-sq. ft. garden center inPetaluma, Ca.

Orland Ace Hardware, Orland,Ca., opened Jan. 2 at 21,8000 sq. ft.—nearly twice the size of the previousbuilding destroyed by fire in Oct. 2008.

Owner Ben Pforsich said the largersize accommodates more merchandiseand new departments, including lumberand building materials.

Healdsburg Lumber Co .,Healdsburg, Ca., has acquired door/window retailer The WindowWarehouse, Corte Madera, Ca.,from Steve Campodonico.

Campodonico wil l stay on tobecome sales mgr. for Healdsburg.

Home Depot broke ground on a465,000-sq. ft. distribution center inSalem, Or., for a spring 2011 opening.

The company has discontinuedRalph Lauren paint and now stockspaint, cleaning products, and closetorganization products from MarthaStewart Living.

The chain also presented MakitaUSA with the Marketing InnovationAward at its annual supplier partnermeeting in Atlanta, Ga.

Lowe’s opened a new home cen-ter Dec. 4 in central San Jose, Ca.;received planning commission approvalto buld a 111,348-sq. ft. store on thesite of a former Home Depot inCovina, Ca., and is seeking approval tobuild in Carlsbad and Santa Rosa, Ca.

DEALER BriefsFoxworth-Galbraith PullsBack in Arizona, ColoradoFoxworth-Galbraith Lumber Co. is

pulling out of the Tucson, Az., market,closing its local Arizona Sash & Doorunit by the end of the month.On Dec. 3, FoxGal shut down lum-

beryards in Payson and Lakeside, Az.,and Pueblo, Co. The Pueblo store’sinventory was transferred to otherlocations, as the chain considerswhether to lease or sell the site, whichit acquired in 1999 from Brookhart’sBuilding Centers.

Weyerhaeuser Converting toReal Estate Investment TrustWeyerhaeuser, Federal Way, Wa.,

announced it will convert to a realestate investment trust (REIT) in thenear future, to increase profitability. “This conversion will position us to

be more competitive in our timber-lands business,” said president andc.e.o. Dan Fulton. Although a date has not been set,

chairman Chuck Williamson predicted“the most likely date would be 2010.”Factors under consideration include

the state of the economic recovery, thedistribution of earnings and profitsrequired under tax laws for REIT elec-tion, and changes in tax policy, includ-ing shareholder tax rates.Conversion to a REIT would result

in a special dividend of undistributedprofits, most of it in the form of stock.By the beginning of 2010, the compa-ny expects earnings and profits to totalslightly less than $6 billion.

Murphy Adding Plywood MillMurphy Co., Eugene, Or., has

agreed to acquire Panel Products’idled plywood mill in Rogue River,Or.—hours before it was supposed tobe auctioned off.The $3.6-million deal, made with a

court-appointed receiver, requiresapproval by the judge. In the mean-time, if another bidder makes a higheroffer, Murphy would receive a kill fee.Murphy reportedly plans to restart

the mill this month. Panel Products, Milwaukie, Or.,

purchased the 164,000-sq. ft. plant on51 acres from Louisiana-Pacific at theend of 2003, then spent millions con-verting the veneer drying operationinto a plywood plant. The high-qualityequipment made the facility particu-larly attractive to competitors, after itfell into receivership in May.Panel Products’ other facility, a

veneer plant in White City, Or., wassold in November to Bob Jonas andDaniel Lavenbarg for $522,500.

Weyerhaeuser SellingOregon Mill to Hampton Weyerhaeuser Co., Federal Way,

Wa., has agreed to sell its Warrenton,Or., sawmill to Hampton Affiliates,Portland, Or. The deal, expected to close later

this month, includes both the facilityand land.Hampton plans to idle the mill for

nine to 12 months for extensivemachinery upgrades. The facility cur-rently employs 94, after 46 were laidoff indefinitely last March.

Southland Yard Battles Blaze The outdoor supply yard of Artesia

Building Supplies, Artesia, Ca., wasconsumed by fire Dec. 10. Flammable materials such as wood

and propane tanks were stored in theyard. Authorities suspect that tres-passers may have started the fire. Theowners of the 50-year-old business saypeople have jumped the fence at nightin the past to steal building materials.No one was injured in the blaze,

and the business will remain open.


IN THE MOVIE Dumb and Dumber, Jim Carrey playsLloyd, a kind-hearted yet obtuse limo driver who falls

instantly, madly in love with a passenger he drops off at theairport. Lloyd drives across country to reunite with Mary.She is confused by his attention and behavior, and wants

to let him down easily, but—really—there’s no way.Lloyd: I like you, Mary. I like you a lot. I want to ask

you a question, straight out, flat out, and I want you to giveme an honest answer. What do you think the chances are ofa guy like you and a girl like me, ending up together?Mary: Well, Lloyd, that’s difficult to say, I… we really

don’t…Lloyd: Hit me with it! Just give it to me straight. I came

a long way just to see you, Mary. The least you can do islevel with me. What are my chances?Mary: Not good.Lloyd: You mean like not good like one out of a hun-

dred?Mary: I’d say more like one in a million.Lloyd: (Pause) So you’re telling me there’s a chance.

(Pause) Yeah! (Pause, giving Mary a conspiratorial look) Iread ya.When we talk with customers there will be objections.

We must maintain Lloyd’s innocence and sense of the pos-sible; too many of us are so tied to our perceived realitythat we get in our own way. When I traded lumber, we would sometimes get offers

that seemed ridiculous. Buyers would often say, “I can’ttake that to my mill. They won’t take that number.” Ourresponse was, “Don’t say no for the sawmill.” More oftenthan not, the deal was made.Similar negative conversations can play out in our heads

as salespeople:“This guy hates me.”

“He only buys from…”“He always buys from the other guy.”“They’re always too cheap.”“I never sell this guy.”“They’ll hang up if I say that.”“He’ll never pay that price.”We don’t live in reality as salespeople, we create it. We

cannot let our own negative attitudes or those of othersaffect how we sell. We are always positive, even in the faceof what can seem to be insurmountable odds. When I traded at Forest City, we had Silver and Gold

Circle traders. I remember like yesterday the first year Imade Silver. Ray Haroldson, my boss, called me into hisoffice. I was expecting a pat on the back and warm congrat-ulations. Instead, Ray said, “You know, James, if you hadput a couple more bucks a thousand (+$2/MBF) on every-thing you sold this year you would have gone Gold insteadof Silver.” I left Ray’s office feeling he was the most unapprecia-

tive SOB I had ever met in my life. I was mad at him forweeks. My thought was, “You have no idea how hard Iwork just to get the prices I am getting!”I started thinking about what he had told me. I started to

add a couple bucks over our list price to everything I pro-moted. And surprise of surprises, I started to get higherprices! (Unappreciative? Ray was just a great motivator!)My reality was tied to Cascade Empire’s list price (reality),when I should have made my own list price (reality).Is selling tough? Yes. Thank goodness! If it weren’t

tough, we wouldn’t get paid great money to do it. It wouldalso be deathly boring. Can selling make us crazy? If thegreat salespeople I know are any indication, yes. Embracethe insanity!We’ve already got enough reality.

It’s even on TV now—ugh! What weneed is more imagination, inno-cence and perseverance. Like ourfriend Lloyd. So the next timesomeone (especially us!) begins tofill our heads with (supposed andnegative) reality, let’s shout thebattle cry of great sales-people: So you’retelling me there’s achance!

So you’re telling methere’s a chance…

OLSEN On SalesBy James Olsen

James OlsenReality Sales Training

(503) 544-3572james@

reality-salestraining.com


The fifth annual Bread ‘n’ Boardsfundraiser at Sears Trostel Lumber &Millwork took place Dec. 5 at thecompany’s location in Riverside, Co.,and raised more than $17,000 for alocal food bank.“This year, there was some real

gravity to doing it and doing it well,”said store manager Matt Chavez. Dueto the bad economy, the food bankexpected to distribute 7.5 million lbs.of food in 2009—up from 6 millionlbs. in 2008. More than 500 cutting boards in

four different shapes were auctionedoff during the event. Each one camewith a bottle of finishing oil, plus acoupon for a free loaf of bread from alocal bakery. Top price was $200, fora “signature” board made by a crafts-man who’s also a customer of thestore. “We wanted to involve morepeople and wanted to add more varietyto the signature boards,” said Chavez

Colorado Lumberyardʼs Fundraiser Feeds Locals

of the boards created by local crafts-people.Every board sold at the event was

made from hardwood scraps collectedat the company’s millwork facility andglued into blanks. These were thenrouted and shaped by employees andcustomer-volunteers at the Riversidelocation—half before the event andhalf during, so attendees could witnessthe process.

EVENT raised $17,000+ for a local food bank.

TOP BOARD at fundraiser fetched $200.

EMPLOYEES and volunteers create boardsduring the fundraising event.

Weyerhaeuser Co. will close itsiLevel DC in W. Sacramento, Ca., bymid-February and expand its Stockton,Ca., DC to serve the added territory.

MJ Forest Products, Linden,Ca., a wholesale trading office withlumber and plywood remanufacturing,was started by Max Jones, JanneJones, and Mike Mackin.

Steve Seley, owner of mothballedPacific Log & Lumber, Ketchi-kan, Ak., is seeking federal assistanceto convert to young-growth and fuelwood. USDA will decide on his propos-al by spring.

Burton Saw & Supply ,Eugene, Or., agreed to buy the assetsof fellow mill equipment manufacturerSequoia Saw & Supply, Eureka,Ca. The deal is set to close Feb. 1.

Simpson Door Co., McCleary,Wa., extended the warranty on its inte-rior wood doors to 10 years.

Norman Distribution, Med-ford, Or., is now distributing Ains-worth’s Durastrand.

Snavely Forest Products isnow stocking Georgia-Pacific’sBroadspan I-joist, LVL and Rim Boardengineered wood products.

CertainTeed’s Decoustics Qua-drillo, Solo and Solo M ceiling productswere FSC certified by RainforestAlliance’s SmartWood program.

Simpson Strong-Tie’s SteelStrong-Wall structural shearwall is nowcode listed for use in two-story con-structions applications.

SUPPLIER Briefs


THERE’S AN OLD BIT OF BUSINESSWISDOM that goes something like,

“You can’t improve what you don’tmeasure.” It seems appropriate tospend a little time thinking about that.For one thing, it’s January, a naturaltime to assess where we are, resolve tomake improvements, and chart acourse for the rest of the year. Foranother, it’s a fundamental principleunderlying every serious sustainablebusiness initiative. It’s a simple formula: identify the

right things to measure, create bench-marks, set goals for improvement,monitor performance, and adjust asnecessary. Whether the economy in2010 comes roaring back or staysabout the same, it’s clear that there arerevenue-boosting and cost-saving ben-efits for companies that get seriousabout sustainability. For dealers, the core business is all

about the product mix, with basic met-

The Home Depot rolled out itsEcoOptions program in 2007 with3,000 products and announced a goalof increasing that number to 6,000 by2009. Their website claims to havesold over one billion such productssince the program’s inception. Proctor & Gamble also announced

an initiative to benchmark chemicalsused in their products with a goal ofreducing toxics. All of these effortshave garnered positive press and“greened” their respective reputations. The basis of these kinds of goals

and marketing claims are the assess-ments, but these kinds of programs,and their benefits, are not exclusive tobig companies. My firm recentlyhelped a group of much smaller com-panies create green product criteriaagainst which we characterized about250,000 individual SKUs. The resultis a starting point from which thesecompanies can create meaningfulbusiness goals, merchandising pro-grams, and marketing campaigns.More importantly, they now have anew set of metrics that will help themmeasure performance and progresstoward their goals. Imagine a dealer or distributor who

wants to become the energy efficiencyleader in their market, but they haveno idea how many Energy Star orother energy-saving products theyalready sell. They’re literally in thedark with a meaningless, maybe evendubious, goal unless and until theyknow their starting point. Only afterassessing their product mix, can thisimaginary dealer resolve to double thenumber of Energy Star products, prop-erly train and incentivize staff, andbegin to make the marketing claimsthat would lead them to their goal.For real-world dealers and distribu-tors, the benefits of such benchmark-ing could lead to greater sales, deepero r g a n i z a t i o n a lknowledge, andcompetitive advan-tages. By anymeasure, that’s nota bad way toapproach the newyear.

Jay TomptManagingPartnerWm. Verde &Associates(415) [email protected]

GREEN RetailingBy Jay Tompt

Taking stock ofyour green stock

rics tracking sales, velocity, inventory,etc. Assuming staff is trained andproducts are merchandised well, thesemetrics can be useful for identifyingthe poorest performing SKUs to elimi-nate and which categories to strength-en. But to address the needs anddesires of the growing number of“green” customers, these metrics fallshort. How many of your productswould contribute to LEED credits?What percentage is Energy Star-ratedor would qualify for rebates? Whichproducts are heavy energy consumersor contain the most toxic chemicals?And where are they manufactured:locally or the other side of the planet?Some “big box” retailers and major

mainstream product manufacturershave benchmarking programs in placeand are mobilizing their marketingteams around them. For example,WalMart introduced its SupplierScorecard a couple of years ago andlast year announced its SustainabilityIndex Consortium, an effort to definestandards for a variety of product cate-gories. They’ve also announced goalsto reduce packaging and increase thenumber of green products on shelves.


DOMESTIC SALES:Jerry Long, Michael Parrella, Janet Pimentel,Pete Ulloa, George Parden, Vince Galloway,Steve Batick, Chris Hexburg, Matt Wright,Brad Applegate, Scott Crutchfield.

INTERNATIONAL SALES:Nestor Pimentel.

PORTLAND WHOLESALE Lumber Associa-tion honored Bill Hallstrom (right, with son KarlHallstrom), Zip-O-Log Mills, Eugene, Or., asLumberman of the Year at its recent holidayluncheon. (See next month for more photos ofthe event.)

BMHC Okayed To EmergeBMC West parent Building

Materials Holding Corp., Boise, Id.,received bankruptcy court approval tocomplete financial restructuring inhopes of emerging from Chapter 11 onJan. 4. “As a result of this process, we will

be in a much stronger financial posi-tion, having reduced our outstandingindebtedness to $135 million uponemergence,” said chairman and c.e.o.Robert Mellor, who under the planwould step down. “We have stream-lined our cost structure significantlyand have secured exit financing of $90million to support our ongoing opera-tions and future growth.”

Colorado Ace Owner StrickenA series of business setbacks may

have contributed to the brainaneurysm that put an Ace Hardwareowner in Colorado into intensive care. Vicky Anderson, who co-owns the

store in Wellington with her husbandDoug, was stricken on Oct. 28—justdays after the couple tried to renegoti-ate their business loans with a Utahbank. The loans had been sold to thebank after the FDIC took over theiroriginal bank, First National ofArizona, just one week before thestore opened.“I have hit the perfect storm,” said

Doug Anderson. “Our survival isbased on the ability to be as resource-ful as we possibly can in an economythat has flat-lined.”Even though the couple traveled to

Utah to meet with bank officials, nonew loans were offered. As a result,the Andersons had to invest nearly amillion of their own money to launchthe store, plus another $220,000 to

keep it afloat in a bad economy.After the Andersons returned home

from Utah, Vicky Andersen had totake a break because of stress and highblood pressure. Her husband believesthe stress caused her health problems. “A legitimate profitable business

can’t do business because of thescrew-ups of the banks,” he said.

Bloch Put on Auction BlockAll assets of Bloch Lumber, a 50-

year-old distributor based in Chicago,Il., were seized by its primary lenderand set to be auctioned off Dec. 29. The Chicago, Il.-based wholesaler

operated 26 facilities in 17 states,including sales offices in Portland,Or., and Denver, Co.


Ca. Chad Griffith, ex-LumberProducts, is now handling outsidesales in Wa., Or., Id., Mt., Wy.,Co., and Ok., from his base inSpokane, Wa.

Bob Lackey, veneer sales, IdahoVeneer, Post Falls, Id., added thetitle of sales mgr.-lumber products.

John Parr, ex-Certified ForestProducts, has been promoted topresident of McKillican American,Inc. He will be based in Orinda, Ca.

Dixie Tibbets has retired after 26years in the industry, the last 13with Swanson Group Sales,Glendale, Or.

Justin Norman has been promoted tov.p.-sales & marketing at WoodfoldMfg., Forest Grove, Or.

Tom Czlapinski, ex-TimberTech, isnew to outside sales at CaliforniaRedwood Co., Arcata, Ca., cover-ing So. Ca., Az., Ut., N.M., andTx., from his office in Temecula,

MOVERS & Shakers Rick Palmiter, ex-Idaho Veneer, hasjoined Idaho Forest Group LLC,Coeur d’Alene, Id. Erol Deren hasbeen named v.p.-sales & market-ing, and Jim Scharnhorst is nowv.p.-market development, focusingon export, new markets, and spe-cialty products.

Chris Graham has rejoined McCoy’sBuilding Supply as store mgr. inHobbs, N.M.

John Steward, ex-Plum Creek, is newto the sales staff at Silver CityLumber, Three Forks, Mt.

Shawn Roehr has been promoted topresident at Arrow Lumber &Hardware, Eatonville, Wa. JeffWertenberger is now v.p./chieffinancial officer; Lloyd Gentry,v.p./director-store operations,Orting, Wa.; Steve Putney, v.p./store mgr., Eatonville; GregSimpson, v.p./store mgr., Randle,Wa., and Chris Peterson, v.p./store mgr., Port Orchard, Wa.Cadian Hendricks will serve asv.p./store mgr. of a planned 8,000-sq. ft. facility that is awaiting abuilding permit.

Todd Perry is now focusing on lum-ber and panel sales in the westernU.S. for Taiga Building Products,Burnaby, B.C. Cam White willbecome president and c.e.o. April1, following the retirement of JimBradshaw, who joins the board.Kevin Bradshaw is now executivev.p.-supply management; TrentBalog, executive v.p.-operations,and Grant Sali, executive v.p.-allied products & treated wood.

Marc Brinkmeyer, Idaho ForestGroup, Coeur d’Alene, Id., wasnamed chairman of the newAmerican Wood Council. Immedi-ate past chair is Ray Tennison,Simpson Investment, Tacoma, Wa.;1st vice chair Joe Patton, Wester-velt; 2nd vice chair Brian Luoma,L-P; lumber rep Adrian Blocker,West Fraser; EWP rep Rob Taylor,Weyerhaeuser; panels rep FritzMason, G-P; other products repAndrew Miller, Stimson Lumber,Portland, Or., and Canadian WoodCouncil rep Diana Blenkhorn.

Larry Greene has been named direc-tor of sales for Calibre DoorClosers, Orange, Ca.

Kevin Surace, Serious Materials,Sunnyvale, Ca., was named Entre-preneur of the Year by Inc.

Rich Returns is now investment mgr.at Mungus-Fungus Forest Products,Climax, Nv., report owners HughMungus and Freddy Fungus.

HUFF LUMBER COMPANYSANTA FE SPRINGS, CALIFORNIA

800-347-4833

OOlldd WWoorrlldd CCrraaffttssmmaannsshhiippIInn TTooddaayy’’ss DDeessiiggnnss

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Geo. M. Huff Lumber Companyhas teamed up with Forest GroveLumber to become the exclusiveSouthern California stockingdistributor of Tru-Dry Timbers.

All FGL Tru-Dry timbers aredried in “HeatWave USA’s RFV”kilns, which use clean, renewableenergy and have zero emissions.

Tru-Dry timbers are dried com-pletely and evenly throughout soyou won’t experience the stickyproblems often encountered withbeams that are not dried to the core.

Combine our selection ofDouglas fir timbers along with ourskilled milling staff and you’ve gotone of the best resources inSouthern California.


GOOD JOB: Gary Spliethof, Boise Cascade,Woodinville, Wa., was presented Vendor of theYear Award from Hadlock Building Supply, PortHadlock, Wa., by Bill Kraut and Morris James.

Certifiers Ul and ICC Unite Underwriters Laboratories and ICC

Evaluation Service have teamed up tostreamline evaluations that ensurebuilding products are compliant withappropriate codes and product safetystandards.The new dual evaluation and certi-

fication program will simplify the test-ing and evaluation, conduct testing toUL safety standards, show code com-pliance via an ICC-ES evaluationreport, and get simultaneous postingsof compliant products in UL’s onlinecertifications directory and code corre-lation database. “This partnership brings two indus-

try leaders together to create a one-stop-shop for building materials test-ing and evaluation needs in the builtenvironment,” said Chris Hasbrook,an UL v.p. and general manager. He added that the “dual evaluation

and certification program will providemanufacturers faster turnaround timesand speed to market, while givingtheir customers two more reasons totrust the quality, safety and efficiencyof their products.”UL has also enhanced the usability

of its product certification informa-tion. Its code correlation database con-nects product certifications directlywith specific applicable model instal-lation code sections to help codeauthorities and other industry profes-sionals find ICC-ES code-compliantproducts. “This is just one of the many bene-

fits of working with a trusted partnerin safety like UL,” said Mark Johnson,president of ICC-ES. “We continue tolook for new opportunities to expandthis partnership to better serve ourcustomers and members.”


Radiata pine makes itsmark in exterior trim

ALTHOUGH GOOD, OLD WOOD con-tinues to hold the lion’s share of

the exterior trim market, sturdieralternative materials have been mak-ing inroads.There are fast-growing cellular

PVC products, such as AzekMouldings, Royal Mouldings’ QuickTrim, Koma Trimboards, andCertainTeed Restoration Millwork.There are engineered products,including LP SmartSide, and hard-board trim, including Collins’TruWood. And fiber cement, such asfrom James Hardie and Plycem, alsoremains hot. That doesn’t mean wood has sat

idly by. Stronger, more versatile

PRODUCT SpotlightRadiata Pine Exterior Trim

wood products have arrived, particu-larly from the radiata pine forests ofNew Zealand and Chile. To justify the long-distance ship-

ping, the first radiata pine to arrive inthe U.S. two decades back were high-grade, clear products. Due to theirnatural good looks, they initially tar-geted interior millwork applications.Over the last half-dozen years, how-ever, radiata pine producers haveattempted to expand and diversify bylooking outdoors.Since, once outdoors, it will

inevitably end up primed and painted,radiata pine exterior trim is now tout-ing selling points beyond appearance.Among the advantages:

STARTED BY NATURE, FINISHED BY BODYGUARD

www.bodyguardwood.com

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There is no man made material that can compare with the beauty, warmth, or naturalness of wood; and now we’ve made it better.We’ve taken renewable New Zealand pine and enhanced it as Bodyguard, providing durability and effective prevention from insect damage and rot, all with a 30 year limited warranty.

Lifespan exterior trim and siding photo by Tenon


• Sourced from sustainably man-aged plantations. (Several, in fact, areFSC certified.)• Pressure treated for durability,

insect resistance, and moisture protec-tion.• Covered by decades-long war-

ranties again rot, fungal decay, andtermites.• Treated with organic, non-corro-

sive preservatives.• Machine finished with primer

and/or paint.• Require no special tools, cutting

equipment, or fixing methods.• Kiln-dried and defects removed

prior to fingerjointing for a smoothfinish.• Can also be used indoors.“It’s a perfect product—and it’s

proven,” said John Barry, sales man-ager for ITI Americas, which pro-duces DesignPine radiata pine from astate-of-the-art facility in Chile. “It’sbeen used extensively in Australia,New Zealand, and Indonesia, so dueto its popularity we needed a largersource of supply and went to Chile.”

Radiata PineExterior Trim Producers

BodyguardBodyguard trimboard

www.bodyguardwood.comwww.kelleher.com

Boston CedarTiO2 Titanium White trimboard

www.bostoncedar.com

Claymark USACenturion trimboardwww.claymark.com

CMPC Maderas Selex trimboard

www.cmpc-usa.com

COMMCOKlearChoice trimboard

www.commcoklearchoice.com

Fletcher Wood SolutionsLifespan, Fletcher Select, and Fletcher

Prime trimboardwww.fletcherwoodsolutions.com

ITI AmericasDesignPine trimboardwww.itiamericas.com

WindsorONEWindsorONE trimboardwww.windsorone.com


WESTERN WOODS

“NEVER BEFORE.” “Historic.” “Unprecedented.”“Worst Ever.”

These and many other adjectives have been used todescribe lumber markets this past year. While the worstmay be over, the depth of the downturn in U.S. lumberdemand and production has created new challenges andwill likely hold back the pace of recovery in the future,according to a lumber market outlook from Western WoodProducts Association.Demand for softwood lumber in 2009 plummeted to the

lowest point in more than three decades. The collapse ofthe housing market, fueled by a U.S. economy roiled byfinancial crisis, has impacted the lumber business dramati-

Historic downturnsets the stage forslow lumber recovery

cally. As demand for lumber evaporated, lumber pricesdeclined, in some cases by 60% or more from levels offour years earlier.Housing long has been a key market for lumber,

accounting for 45% of annual consumption. After peakingat 2.068 million in 2005, housing starts declined steadilybefore tumbling in 2009 to post-World War II lows.Just 551,000 houses are expected to be built in 2009,

down 39% from the previous year, predicts WWPA. Thattotal is the lowest since 1945, when 326,000 homes werebuilt.As a result, just 7.2 billion bd. ft. of lumber will be used

in new construction in 2009, compared to the 27.6 billion


RESIDENTIAL CONSTRUCTION should begin the long, slow road torecovery this year.

bd. ft. used in housing just four years earlier.Overall demand for lumber is expected to total just 31

billion bd. ft. in 2009—less than half of what was used in2005. That would be the lowest annual volume of lumberused since 1975.Repair and remodeling uses, the second largest market

for lumber, has fared slightly better than home building,but is still weak. An estimated 11 billion bd. ft. of lumberwill be used in repair and remodeling in 2009, down 26.6%from the previous year.The unprecedented decline in demand has taken its toll

on lumber producers. Western lumber production in 2009is forecast to decrease 21%. The 10.2 billion bd. ft. pro-duced by western mills is the lowest since the 1930s andrepresents a little more than half the volume the same millsproduced five years earlier.Sawmills in the South have reduced production as well,

decreasing to 11.6 billion bd. ft. in 2009. In all, U.S. lum-ber production will total 21.8 billion bd. ft. for the year,down 21% from 2008.Canada and other foreign lumber suppliers have fallen

on even harder times in selling to U.S. markets. Lumberimports from Canada are predicted to total 7.9 billion bd.ft. in 2009, a decrease of 32% from the previous year.Other imports, including lumber from Europe and Latin

America, should decline by double-digit percentages forthe fourth straight year and lose more market share todomestic producers.Looking ahead to 2010, lumber markets are expected to

show some recovery as home construction activity picksup. But given the weak economy, continued high homeforeclosure rates, and a financial system struggling for sta-

bility, the gains in lumber demand and production will bemodest.WWPA is forecasting lumber demand to rise 11% in


2010 to 34.5 billion bd. ft. Housingstarts will increase 21% to 668,000.While that is an improvement, thenumber of homes built in 2010 will bejust half the total of what was con-structed in 2007.U.S. lumber production should

move higher to meet the slow grow-ing demand. Western mills areexpected to produce 11 billion bd. ft.of lumber in 2010, up 8%. Sawmillsin the South will match that growthand increase production to 12.6 bil-lion bd. ft.Canada may begin to regain some

of the market share lost over the past

few years. Softwood lumber imports from

Canada are expected to rise 18.8% in2010 to 9.4 billion bd. ft. Volumes from Europe and Latin

America will also increase to just over1 billion bd. ft.Beyond 2010, both lumber demand

and production are expected to followan upward trend as economic activityand housing construction continues torise. Housing starts, though, are notforecast to move above 1 million unitsuntil 2012. Lumber demand will fol-low those gains, but it may be sometime before volumes come close to

those recorded in 2005.As recovery takes hold, hopefully

the industry will find more positiveadjectives to describe the lumberbusiness.

Find Sawmills,Products withOnline UtilityHistoric declines in the western

lumber industry have caused manychanges in the supply chain, withdistributors looking for new sourcesfor lumber and services. An onlinelocator can give wholesalers andretailers a head start on finding newlumber suppliers.

Available at www.wwpa.org, theOnline Lumber Buyers Guide can beused to generate a list of westernmills based on species, product, ser-vice, even transportation mode.Once the criteria is selected, mill list-ings can be generated showing thesales contacts, phone and emailaddresses.

Product selections range fromdimension lumber to boards to spe-cialty products such as fingerjointedlumber or pattern stock. All majorwestern species can be sourced,including Douglas fir-larch, white fir,and ponderosa pine.

Retailers selling product to greenbuilding projects can use the guideto find western mills making FSC orSFI certified lumber. Mills cutting forexport markets can also be identi-fied.

Product services that can beselected range from heat treated(HT) stock, end waxing, double endstamping and long lengths.Transportation selections cover themajor railroads—direct and reload—as well as truck or barge.


WESTERN WOODS

Sawmills preparingfor “new normal”EMERGING FROM THE DEEPEST downturn in the industry’s

history, lumber sales professionals at western sawmillsare preparing for a “new normal” in selling and servingtheir distributor customers as markets recover.Both mills and distributors have seen dramatic changes

in the past few years. Demand for lumber plummeted bymore than 50% from 2005 to 2009. Mills cut output asprices crashed, with some product such as framing lumberselling for 60% less than four years ago.On the distribution side, scores of lumberyards and

wholesalers closed or filed for bankruptcy. The pace ofconsolidation accelerated, while economic conditions putstress on financing and credit for lumber purchases.Relationships between mills and customers—long a key

part of the lumber business—will take on even greaterimportance as sales start to recover. Many mill sales exec-utives said fortifying those relationships are a priority.Steve Schmitt, vice president of marketing at Stimson

Lumber Co., Portland, Or., said his sales staff has beentraveling more to meet with dealers. “We pride ourselvesin standing behind our products. Going out to meet withour customers is the best way to demonstrate that commit-

ment,” he said.Other mills are becoming more involved with their cus-

tomers’ businesses. Mark Porter, mill sales manager withHampton Lumber Sales, Portland, said his company hasspent more time evaluating what their customers need,

WESTERN MILLS are tweaking their capabilities and product lines toremain competitive in a tough market.


from product offerings to training.“We’ve been doing this with many

of our key buyers and have been suc-cessful,” said Porter. “Even with thedown markets, we’ve been able toincrease our business to these cus-tomers.”Mills are changing how they sup-

ply lumber to customers. SierraPacific Industries lumber sales man-ager Bob Shepherd said his mills areselling more specified tallies andmixed cars than before, reflecting thechanging buying patterns of their cus-tomers.J.D. Deisher of Georgia-Pacific

West is finding ways to get more vari-ety of lengths in smaller shipments forcustomers. Simpson Lumber Co. installed

double trim saws at its mills to cutshorter lengths. “We now have moreflexibility in cutting to 8-, 10- and 12-foot products that our customerswant,” noted Laurie Creech, Simpsonsales manager.Other mills have expanded their

product offerings. John Stembridge atSwanson Group Manufacturing,Glendale, Or., said their mills are nowcutting wider widths, up to 2x12,instead of the 2x4 and 2x6 productsthey cut predominately in the past. Jim Scharnhorst, Idaho Forest

Group, Coeur d’Alene, Id., said hismills are expanding in cedar productsin addition to their framing and pineboard offerings. SPI has added 4x4 and 4x6 white

fir to its product line.Enhancing lumber quality and

appearance is a priority for manymills in the West. Shepherd said SPIhas focused on “doing a better job atthe mill” to not only manufacturethose products that are most indemand, but to ensure the quality thecustomer expects is there as well.Simpson has introduced a “Gold

Label” premium line for lumber,which Creech says has been popular.The emphasis on quality goes

beyond the cutting better lumber.Stimson’s Schmitt said they havechanged to heavier paper wrap onlumber to better protect open car ship-ments in transit. A number of millssaid they will be antistain treatingboth green and kiln-dried lumber tokeep the products bright and cleanwhen they reach the yard.The difficult market condition over

the past year have forced mills toreview the credit they offer to buyersand be more selective in extending

terms. At the same time, mills havetried to become more flexible withlong-standing customers. As one sales executive noted, “We

are working with people who havebeen working with us.” Many said that buyers who are

honest about their financial conditionswill have a better opportunity todevelop long-term relationships withmills that can benefit both parties.With lumber inventories low

throughout the market, the prospect ofincreasing sales will test mills’ abilityto deliver lumber to all customerswhen they need it. Since 2005, west-

ern lumber production has shrank bysome 47%, or 9 billion bd. ft. Should markets come to life, mills

will be hard pressed to push produc-tion up quickly.Lumber buyers who have stuck

with mills through the tough timeswill have a leg up in getting the sup-ply they need once markets heat up.“Our best customers are those who

understand that we rise and falltogether,” said one sales manager.“Those are the people we want to dobusiness with, in good times as wellas bad.”


WESTERN WOODS

THE WESTERN LUMBER INDUSTRYwill return to its roots with the

Western Wood Products Association’s2010 meeting this spring in Portland,Or. The annual gathering of lumber

industry professionals will be heldMarch 8 at the Embassy Suites Hotelin downtown Portland—just a fewmiles away from the site of the first

Lumber industry returns toPortland for annual confab

WWPA RETURNS its annual meeting to itshometown of Portland, Or., this year.

sawmill in the region, built by Dr.John McLoughlin in 1827. The specialone-day session features businessmeetings, networking opportunities,and a lumber forecast presentation.Also, the meeting will be held the

day before the Wood TechnologyClinic & Show, which runs March 9-11 at the Portland Convention Center.Morning sessions include meetings

of WWPA standing committees, fol-lowed by the industry luncheon. Theafternoon features a forecast confer-ence, with the association’s newestoutlook for lumber markets and guestspeakers. The day will close with thechairman’s reception, which offersmany opportunities to network withother industry professionals.Registration is $290 for WWPA

members, $350 for WWPA gradingservice and associates, and $425 forall others. For those who would like tojust network with industry folks,WWPA is offering a special registra-tion for the chairman’s reception only

on Monday night for $100.Complimentary passes to the exhi-

bition floor of the Wood TechnologyShow also will be available for regis-tered attendees. From the EmbassySuites, attendees can take Portland’slight rail to the show for free.Registration and hotel reservations

for the meeting can now be completedonline, using links on www.wwpa.org.The association has secured a smallerblock of rooms at the Embassy Suites,so those needing overnight accommo-dations are urged to make hotel reser-vations early.

Link Up with theBest in the West

Retailers and wholesalers who wantto get connected with the top compa-nies in the western lumber industry—and keep up on industry activity—canjoin as Western Wood ProductsAssociation distributor associates.

WWPA distributor associate mem-bership provides wholesalers andretailers access to a variety of servicesand opportunities delivered by theregion’s largest lumber organization.Benefits include use of the WWPA dis-tributor associate logo on companyadvertising and materials, listing on thepopular WWPA website, discountedfees to WWPA’s annual meeting, andrights to sponsor various annual meet-ing events.

Associates also receive free sub-scriptions to Plumb Line, a monthlynewsletter; Lumber Track, a monthlyreview of industry statistics, andBarometer, a weekly report of westernindustry performance.

Annual dues for distributor associ-ate membership is $750. For a mem-bership kit, contact WWPA’s ButchBernhardt at (503) 306-3488 [email protected].

MalheurLumber Co.

QUALITY PONDEROSA PINEProud Producer of 4/4, 5/4

and 6/4 ProductsFSC CHAIN-OF-CUSTODY CERTIFIED

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WESTERN WOODS

Software tools ease lumberselection, specification

construction project. Two softwaredesign tools can make that job easierand aid wholesalers and retailers inhelping customers make the rightselections.The Western Lumber Design Suite

and the Lumber DesignEasy softwareutilities deliver information on west-ern lumber grades, spans and othertechnical information with just a fewclicks. The design utilities, whichwork in concert with Microsoft Excel,are available free of charge fromWestern Wood Products Association.The Western Lumber Design Suite

is a full-featured design tool that pro-vides calculations for horizontal fram-ing (beams and joists), vertical fram-ing (posts and studs), and wood-to-wood shear connections. Calculations are available for the

major sizes and grades of westernlumber products available in the mar-ket today. All calculations follow the2005 National Design Specificationfor Wood Construction (NDS).The Design Suite features three

modes: Beam/Joist Design, Post/StudDesign, and Wood-to-Wood SingleShear Connections. The Beam/Joistmode is for horizontal framing andcalculates reactions, shear, stresses,moments and deflections based on thespecified loads. Users select thedesign parameters and the programassigns appropriate adjustment factorsand determines whether the specifiedmember size is adequate. Also displayed are diagrams, bend-

ing moments, horizontal shear anddeflection per the specified loads, allon one screen. For vertical framing, the Post/Stud

Design mode calculates compressivestress, bending stress, and combinedstress ratio based on the specifiedloads for posts or studs. Users selectthe design parameters and the program

AS CONSTRUCTION ACTIVITY slowlyrecovers, more lumber customers

will be seeking help in identifying theright western lumber product for a


LUMBER DEALERS and wholesalers can use software design tools tohelp their customers select the proper grades, spans and more.

determines whether the specified member size is adequate. Adjustment factors for load duration, size, wet use,

bearing area, repetitive member, stability, incising, hightemperature, column stability, flat use and form can bespecified.The Connections mode calculates the single shear

capacity of a nail, bolt, wood screw or lag screw connect-ing two wood members. Load duration, connector penetra-tion, and wood member end grain conditions are consid-ered. The calculations are only for simple connections.While created for professional engineers and designers,

the Design Suite allows distributors to better serve theircustomers by providing product recommendations basedon the structural requirements in the plans. Retailers usingthe Design Suite can identify the right species, size andgrade of western lumber for a project that they can supplyfrom inventory.The Lumber DesignEasy utilities offer a quick and easy

way to determine spans for Western lumber joists, raftersand beams. The Lumber DesignEasy–Joists utility quicklycalculates simple joist and rafter spans for western lumberstructural grades from 2x4 up to 3x16. Select the speciesand size, then enter the loading conditions, andDesignEasy generates a table of spans for each of theappropriate structural grades for four different on-centerspacings.

A second utility, Lumber DesignEasy–Beams, allowsusers to calculate spans for Douglas fir and hem-fir beamsand headers. Spans are available for solid-sawn beams insizes from 6x6 to 14x24. The utility also calculates spansfor built-up beams constructed from up to four 2” dimen-sion lumber members in widths of 4” to 18”, as well as 4x4to 4x18 beams.All Lumber DesignEasy utilities are optimized for use

on portable hand-held devices or smartphones that can runmobile versions of Excel. WWPA is also developing a Lumber DesignEasy–Joist

application that will run on iPhones. The app will be avail-able on the iTunes store this spring.Both the Lumber Design Suite and Lumber DesignEasy

utilities can be downloaded at no charge from the WWPAOnline Lumber Technical Guide at www.wwpa.org. Freeregistration is required to access the site. Additionally, both software programs are included in

the WWPA Digital Library, a compact disc containing afull complement of western lumber digital publications.


Respecting the forest, honoringthe past, building the future.

A nation’s pride you can build on.

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Contact Sheldon Howell

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

Tel. (509) 874-1163Fax 509-874-1162 • www.yakama-forest.com

WESTERN WOODS

THE RICH HISTORY of the western lumber industry fea-tures a host of stories about unique personalities and

companies. A group of veteran lumber industry profession-als is now capturing these stories in annual monographs tokeep this history alive for the next generation of lumber-men and women.The Lumber Pioneers, with a membership of wood prod-

ucts professionals with at least 20 years of experience in theindustry, has published five monographs so far. The firstmonograph detailed the history of Pope & Talbot’s PortGamble mill, which operated for 140 years, making it thelongest operating sawmill in North America before itclosed in 1995.Other monographs offer overviews of Gilchrist Timber

Co., Paul Bunyan Lumber Co., Ochoco Lumber Co., and

Group documents history ofwestern lumber industry

Bohemia, Inc. Each monograph is $5 from the LiteratureStore at www.wwpa.org.Lumber Pioneers chair Sherman Kirchmeier said while

the members are documenting the past, they are also focus-ing on the future. The group became a tax-exempt organi-zation in 2009 and has established a scholarship program tosupport the next generation of industry professionals.“We would like to give back something to an industry

that has given us so much,” said Kirchmeier. “Providingscholarships is one of the best ways we can do that.”The Lumber Pioneers are providing scholarship contri-

butions to the Oregon State University Wood Science &Engineering fund and the Temperate Forest FoundationTeachers Tour program.Kirchmeier said the group is making a renewed effort to

bring those still working in the industry into the LumberPioneer ranks. Individuals with 20 years or more experi-ence working in the industry, from mills and lumber com-panies to wholesalers, retailers and others, are eligible formembership. Annual dues are $20 a year.For more information on the Lumber Pioneers and to

download a membership packet, go to www.wwpa.org andselect Lumber Pioneers under the About WWPA tab. Youmay also contact the group at [email protected].


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Deeper I-JoistsTwo new lines of deep I-joists from Boise Cascade

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Composite WindowsAndersen’s new 100 Series

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Triple Glazed GlassMilgard has added a triple

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Photos by The Merchant MagazineLACN 2NDGROWTH

GOOD CHEER: Lumber Association ofCalifornia & Nevada’s 2nd Growth group heldits annual holiday meeting Dec. 3 at theSheraton, Cerritos, Ca. [1] Jean Henning,

Danny Sosa, Charlene Valine. [2] PeteGanahl, Terry Rasmussen. [3] NeilRasmussen, Joe Allotta. [4] Diana & MikeShumaker. [5] Aphai Ellison, Bill Humphries.

[6] Mike Carey, Beth Bollen. [7] Doug Willis,Bob Golding. [8] John Pasqualetto, MikeGarrity. [9] David Abbott, Rick Deen. [10] EndyFlores, Marcos Andrade. [11] Ron Reed,Shelly Merchain. [12] Roseanne & DarrelBustamonte. [13] Alan Oakes, MelindaGanahl. [14] Kevin Flickerman, Grey Scott.[15] Mike & Karin Caputo. [16] EduardoAguilar, Maggie Cabot, David Tait. [17] Scott &Lori Whitman. [18] George Kallas, RichardCoale. [19] Seamus O’Reilly, Shannon Mott,Tom Angel. [20] Rick Ponce, Karen Lewis,Dan Croker. [21] John Neel, Al Reed. [22]Chris Freeman, Jason Sumpter. [23] GerryPerez, Janeece Lowder, Dan Sweeney. [24]Barrett Burt, Pete Meichtry, Tony Campbell.


LOS ANGELES Hardwood Lumbermans Club’s Christmas party Dec. 12at the Hyatt Regency, Huntington Beach, Ca., was the setting as [1] pres-ident Steve Ondich (left) presented the 2009 Lumberman of the YearAward to Alan Arbiso. [2] Allison DeFord, Walter Ralston, Deonn DeFord.[3] Cassia & Sergio Korn. [4] Steve & Heidi Ondich, Janndee Evans,

LA HARDWOOD CLUB Photos by Tam

my M

edina

Brent Heppner. [5] Randy & Marty Porter, Kathy & Bruce Jauman. [6]Charles Bohnhoff, Judy Daugherty. [7] Todd Purcell, Gina Lupu, Linda &Joe Purcell. [8] Mike & Brooke Bohnhoff, Christa Bohnhoff, Nolan Torrez.[9] Charlotte Etheridge, Don Reel, Gale Daugherty.

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Happy New Year from…

BUSINESS CONSULTANT25 Years Serving the Industry

Western Building Material Association’s YoungWesterner Group will hold its annual conference Feb. 4-7at the Downtown Hilton, Eugene, Or. Seminars will cover product knowledge, yard utiliza-

tion, innovation, partnership, inventory management, andreducing expenses.Lumber Association of California & Nevada will co-

host the annual Government Affairs Conference withCalifornia Forestry Association in Sacramento, Ca. Its 2nd Growth 40-and-under group installed Mike

Carey, Sierra Pacific Industries, as its new president. ChrisFreeman, Ganahl Lumber, is v.p.; Terry Rasmussen, JonesWholesale Lumber, secretary; Danny Rosa, Pacific WoodPreserving, treasurer; Johnny Pringle, iLevel byWeyerhaeuser, member at large, and Mike Shumaker,Ganahl, immediate past president. The group will hold its first meeting of the year March

4 in Buena Park, Ca.Mountain States Lumber & Building Materials

Dealers Association has scheduled its annual BuildingMaterials Expo for March 11-12 at Denver MerchandiseMart, Denver, Co. Wood Moulding & Millwork Producers Association

will come together for a winter business meeting March23-27 at the Monterey Plaza Hotel, Monterey, Ca.A two-day, pre-meeting getaway to Napa and Sonoma

will include accommodations at a luxurious wine country

hotel, sightseeing, and wine and olive oil tasting.During the conference, attendees can visit the Monterey

Bay Aquarium, Cannery Row shops and restaurants, andgolf at local courses.Western Wood Preservers Institute will host its win-

ter meeting March 1-2 at the Embassy Suites Downtown,Portland, Or.Los Angeles Hardwood Lumberman’s Club will host

its annual pool tournament Feb. 11 at Danny K’s, Orange,Ca. A golf tournament is scheduled for March 11 at El

Prado Golf Course, Chino, Ca.Western Wood Products Association holds its annual

meeting March 8 at Embassy Suites Downtown, Portland,Or. APA-The Engineered Wood Association installed Jeff

Wagner, LP Building Products, as its new chairman at itsrecent annual meeting. Mary Jo Nyblad, Boise Cascade,was elected vice chair.Thomas G. Williamson, who recently retired from APA

after a 42-year career in the engineering and wood prod-ucts industries, received the Bronson J. Lewis Award. Safety awards went to Anthony Forest Products,

Georgia-Pacific, LP Building Products, Roseburg ForestProducts, Norbord, and RoyOMartin.Tim Fisher, Grenzebach Corp., Gladstone, Or., was

elected vice chair of the Engineered Wood TechnologyAssociation Advisory Committee, succeeding Tim Ayers,who retired from Willamette Valley Co., Eugene, Or.EWTA is APA’s nonprofit organization for suppliers.

ASSOCIATION Update


Rates: $1.20 per word (25 word min.). Phonenumber counts as 1 word, address as 6. Centeredcopy or headline, $9 per line. Border, $9. Private box,$15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets the type), $65 if we set thetype.

Send ad to Fax 949-852-0231 or [email protected]. For more info, call (949) 852-1990. Make checks payable to Cutler Publishing.Deadline: 18th of previous month.

HELP WANTED

CLASSIFIED Marketplace

Kenneth Vern Byers, 75, ownerof Dependable Lumber Co., Paonia,Co., died Dec. 19 in Delta, Co.A veteran of the U.S. Navy dur-

ing the Korean War, he bought the115-year-old lumberyard in 1985. Leroy “Lee” E. Hedlund, 85,

former owner of two yards, diedDec. 17 in Yuma, Az.Mr. Hedlund served in the U.S.

Navy during World War II. In1946, he returned to Sandpoint, Id.,and began logging. In 1955, he purchased Balch

Lumber and renamed it HedlundLumber. The business grew to fivesawmills—in Sandpoint, Id., andChilco, Priest River, Ione, andCusik, Wa.—before it was sold in1970 to Louisiana-Pacific. He andhis wife then moved to Gardner-ville, Nv., and purchased LakesideLumber, which he sold in 1977.Terry Simpson, 56, longtime

Portland-area lumber trader, diedDec. 12 in West Linn, Or.He spent more than 30 years in

the western lumber industry,

IN Memoriam

GROWTH-ORIENTED COMPANY INPORTLAND AREA SEEKS V.P. OF SALESThis new role will have significant responsibil-ity for developing and achieving companygrowth goals. You’ll manage, optimize and pro-vide leadership for all aspects of company salesand customer service. You’ll also coordinate theintegrated sales activities with sister companies.You’ll work collaboratively with Sales, Opera-tions and Administrative teammates to organizethe sales teams to provide a high level of cus-tomer service across all locations; provideexemplary service to existing customers whiledeveloping creative ways to help them to signif-icantly grow sales and earnings; work closelywith sales managers to implement strategies thatare developed, and maintain an organizationstructure that has a deep “bench” to support andfacilitate revenue growth and geographic expan-sion.Successful candidates MUST HAVE four-yeardegree from an accredited college/universityand building materials industry knowledge and8+ years of sales management experience; work-ing knowledge of Microsoft Office; excellentinterpersonal and communication skills; strongstrategic skills as well as tactical expertise. Mustbe able to pass drug screening and backgroundcheck for employment consideration.Send resume to [email protected]

HELP WANTEDLUMBER TRADER

We are a wholesale lumber company lookingfor an experienced trader. Any species. Norestrictions on mills or customers. No reloca-tion. 60% split for trader. Call John at LakesideLumber at (623) 566-7100 or [email protected].

including at Louisiana-Pacific andMerritt Forest Products. SinceJanuary 2009, he had worked as alumber trader at Buckeye Pacific,Portland, Or. Arvo M. Matis, 102, former co-

owner of Herb Williams LumberCo., Durango, Co., died Dec. 10 inDurango.During World War II, he served

with the anti-aircraft artillery inGen. Douglas MacArthur’s Armyheadquarters in the South Pacific,earning a Bronze Star.He worked at Durango Lumber

Co., Durango, before partnering tobuy Herb Williams Lumber, whichhe later sold to Boker Lumber Co.He continued working as a sales-man at Boker for many years.Jimmy Joseph Fraser, 44, for-

mer owner of Western Air Nail,Bellevue, Wa., died after a brief ill-ness Oct. 31 in Wenatchee, Wa.After working in construction

with his father and brother, he start-ed Western Air Nail. He later soldthe company to Eastside Staple &Nail, Bellevue, Wa., and remainedon as an employee until his death.

DDiissccoovveerr wwhhaatt’’ss uupp EEaasstt ooff tthheeRRoocckkiieess.. SSuubbssccrriibbee ttoo

Call Heather at (949) 852-1990

BPDBuilding Products Digest

LBM Dealers Push for TaxCredits for CustomersThe Obama Administration has

consulted with both Lowe’s and HomeDepot on a new government programthat would encourage energy-efficienthome improvements. “If this can drive sales at Lowe’s

stores and put contractors and subcon-tractors back to work, that could havea very positive effect,” said ScottMason, vice president of governmentaffairs at Lowe’s. “We have seenhome values decline around the coun-try, and there are things that can bedone with energy efficiency that canhelp drive home values up again.”Home Depot expressed support for

“any program that provides incentivesto consumers to make their homesmore energy-efficient.”The proposed program, named

Homestar, would cost $23 billion overtwo years. Of that amount, $6 billionwould be used as incentives to peoplewho complete at least two significantweatherization projects from a pro-posed list of 10 such projects.Homeowners who complete at leasttwo eligible projects would receive upto $2,000, while up to four eligibleprojects would net up to $3,500—butgovernment money could not pay formore than half of any project.Another $12 billion would reward

homeowners who complete a weather-ization project that reduces energyconsumption by at least 20%, whichwould qualify for a $4,000 subsidy.Each additional 5% reduction wouldbring another $1,500, but governmentmoney could not pay for more thanhalf of any project. Spot audits ofcompleted improvements would befunded by another $2 billion. The remaining $3 billion would

pay for incentives to contractors andhome-improvement retailers.

U.S. Powers Tool ReboundGlobal demand for power tools will

climb 4% a year to surpass $28 billionby 2013, according to a recentFreedonia Group forecast.Despite the recession, the U.S. mar-

ket will provide the best opportunities,accounting for over one-third of thegrowth from 2008 to 2013. Recoveryin U.S. demand will reflect a turn-around in housing and continuedenthusiasm for d-i-y projects. U.S. power tool sales will also ben-

efit from the introduction of improvedproducts, especially cordless electricmodels.


Listings are often submitted months in advance. Always verifydates and locations with sponsor before making plans to attend.

Do it Best – Jan. 13-15, winter conference, Orlando, Fl.; (260) 748-5300; www.doitbest.com.

Seattle Remodeling Expo – Jan. 15-17, Washington StateConvention Center, Seattle, Wa.; (800) 374-6463.

Western Pallet Assn. – Jan. 16-19, annual meeting, Rancho LasPalmas Resort & Spa, Rancho Mirage, Ca.; (360) 335-0208;www.westernpallet.org.

Budma 2010 – Jan. 19-21, Poznan, Poland; (317) 293-0406.International Builders Show – Jan. 19-22, sponsored by National

Association of Home Builders, Las Vegas Convention Center,Las Vegas, Nv.; (800) 368-5242; www.buildersshow.com.

Black Bart Hoo-Hoo Club – Jan. 20, industry night, BroilerSteakhouse, Redwood Valley, Ca.; (707) 621-4852.

Humboldt Hoo-Hoo Club – Jan. 21, crab freed, Elks Lodge,Eureka, Ca.; (707) 832-9039 or (707) 443-7024.

Guardian Building Products – Jan. 24-26, market, Caesar’sPalace, Las Vegas, Nv.; (800) 569-4262; www.guardianbp.com.

Tacoma-Olympia Hoo-Hoo Club – Feb. 2, crab feed, High CedarsGolf Course, Orting, Wa.; (253) 531-1834.

Surfaces – Feb. 2-4, Sands Expo & Convention Center, Las Vegas,Nv.; (972) 536-6358; www.surfaces.com.

Panel & Engineered Lumber Expo – Feb. 4-6, Omni Hotel at CNNCenter, Atlanta, Ga.; (334) 834-1170; pelice-expo.com.

Western Building Material Assn. – Feb. 4-7, Young WesternersConference, Eugene, Or.; (800) 956-7469; www.wbma.org.

Willamette Valley Hoo-Hoo Club – Feb. 5, crab feed, Shadow HillsCountry Club, Junction City, Or.; (541) 688-6675.

California Industrial Woodworking Expo – Feb. 5-6, Los AngelesCounty Fairplex, Pomona, Ca.; (828) 459-9894.

Los Angeles Hardwood Lumberman’s Club – Feb. 11, pool tour-nament, Danny K’s, Orange, Ca.; (626) 445-8556.

Remodeling & Decorating Show – Feb. 13-14, Los AngelesConvention Center, Los Angeles, Ca.; (818) 557-2950.

Southern California Hoo-Hoo Club – Feb. 17, dinner & meeting,Pomona Valley Mining Co., Pomona, Ca.; (760) 324-0842.

National Frame Building Association – Feb. 17-18, frame buildingexpo, Louisville, Ky.; (800) 557-6957; www.nfba.org.

American Fence Association – Feb. 17-19, FenceTech &DeckTech, Orange County Convention Center, Orlando, Fl.;(800) 822-4342; www.americanfenceassociation.com.

National Wooden Pallet & Container Association – Feb. 20-23,annual leadership conference, Loews Portofino Bay Hotel,Orlando, Fl.; (703) 519-6104; www.nwpca.com.

Lumber Association of California & Nevada – Feb. 24, annualgovernment affairs conference, Sacramento, Ca.; (800) 266-4344; www.lumberassociation.org.

California Forestry Assn. – Feb. 24-26, annual meeting, Sheraton,Sacramento, Ca.; (916) 444-6592; www.foresthealth.org.

Oregon Logging Conference – Feb. 25-27, Lane CountyFairgrounds and Eugene Hilton, Eugene, Or.; (541) 686-9191;www.oregonloggingconference.com.

Orgill Inc. – Feb. 25-27, spring market, Orange County ConventionCenter, Orlando, Fl.; (901) 754-8850; www.orgill.com.

Colorado Springs Home & Landscape Show – Feb. 26-28, Norris-Penrose Event Center, Colorado Springs, Co.; (800) 374-6463.

DATE Book

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

Cal Coast Wholesale Lumber, Inc.Pressure Treated Forest Products

Alkaline Copper Quat (ACQ) and BoratesCustom 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


ADVERTISERS IndexFor more information on advertisers, call them

directly or visit their websites [in brackets].IDEA FileMaking Beautiful Music

Although the typical consumer mightassume that they’d find the biggest selection at theirlocal big box, retailer Elliott’s Hardware insists its threeDallas area stores actually carry twice the number ofitems—and if they don’t have what you’re looking for,they’ll find a way to get it.In fact, customer service has really been what’s sepa-

rated the imaginative independent from the supersizedchains. Elliott’s spreads the word through a torrent ofunique promotions aimed at building local ties. After the holidays, they accept discarded Christmas

trees and string lights to be recycled. They recentlystaged a Green Lifestyles Fair. And, most famously, in astunt that made national headlines, the chain followed upa visit to the store last spring by George W. Bush bypublicly offering the outgoing president a job as agreeter. Perks included a flexible part-time schedule, aseven-mile commute to his ranch, an opportunity to keepup on his people skills, ample parking for his securitydetail, employee discount, and company name tag with abig red W on it. (He graciously declined.)An ongoing success story has been partnering with

the Dallas Wind Symphony. Elliott’s sponsored thesymphony’s CD, Strictly Sousa, on the local classicalradio station, which played one selection from the albumeach morning as its “March of the Day.” The chain wasnamed on-air as sponsor and given the exclusive right tosell the CD in its stores for the length of the promotion.Elliott’s also sponsored the symphony’s Christmas,

Fourth of July, and “Summer Evenings” concerts. Thechain’s logo was printed on all promotional materials,and the company name was included in all radio ads. Tohelp the symphony promote its season ticket sales drive,the chain hosted an on-site live broadcast in one of itsstores. During the promotion, banners were displayed inthe store, symphony volunteers handed out brochures,and small groups of musicians performed for shoppers.Elliott’s increased foot traffic, sales and name recog-

nition in the community. In addition to selling 3,000copies of Strictly Sousa in two weeks, the symphony

received higher attendance at perfor-mances, new business sponsors, and ajump in season ticket sales.“Support of the arts is important to

build customer loyalty,” said ownerCharlie Bond. “It drives traffic into our

stores and keeps loyal customerscoming back again and again.”

Anfinson Lumber Sales [www.anfinson.com] ...........................................38Bear Forest Products [www.bearfp.com] ........................................Cover IIIBodyguard [www.bodyguardwood.com] ...................................................24Cal Coast Wholesale Lumber......................................................................45California Timberline......................................................................................4C&D Lumber Co. [www.cdlumber.com] .....................................................26Capital [www.capital-lumber.com]........................................................13, 37Claymark [www.claymark.com] .........................................................Cover IIColumbia Vista Corp. [www.columbiavista.com]......................................34Fletcher Wood Solutions [www.tenonusa.com]........................................39Fontana Wholesale Lumber [www.fontanawholesalelumber.com] .........19Forest2Market [www.forest2market.com]..................................................35Fred C. Holmes Lumber Co. ........................................................................38Gemini Forest Products [www.geminiforest.com]....................................41Hoover Treated Wood Products [www.frtw.com]........................................8Huff Lumber Co. ...........................................................................................22Ipe Clip Co., The [www.ipeclip.com]...........................................................46Keller Lumber Co. ........................................................................................20Lausmann Lumber [www.lausmanlumber.com]. ......................................15LP Building Products [www.lpcorp.com].....................................................5Malheur Lumber Co......................................................................................32Matthews Marking Products [www.matthewsmarking.com]......................8Norman Distribution Inc. [www.normandist.com].....................................11Nu Forest Products [www.nuforestproducts.com]..........................Cover IIParr Lumber ..................................................................................................21Pennsylvania Lumbermens Mutual [www.plmins.com] .................Cover IIIPotlatch [www.potlatchcorp.com] ..............................................................31Redwood Empire [www.redwoodemp.com] ................................................7RISI [www.risiinfo.com/crows]....................................................................30Rosboro [www.rosboro.com]......................................................................27Simpson Strong-Tie [www.strongtie.com] ........................................Cover ISimpson Timber [www.simpson.com] ......................................................28Siskiyou Forest Products [www.siskiyouforestproducts.com] ...............23Snider Industries [www.sniderindustries.com].........................................17Stimson Lumber Co. [www.stimsonlumber.com] .....................................33Sunbelt [www.sunbeltracks.com]...............................................................21Swanson Group Sales Co. [www.swansongroupinc.com].......................29Thunderbolt Wood Treating [www.thunderboltwoodtreating.com].........41Ultimate Escapes [www.ultimateescapes.com/merchant].............Cover IVUtah Wood Preserving Co. ..........................................................................37Van Arsdale-Harris Lumber Co. [www.vanarsdaleharris.net] ..................45Viance [www.treatedwood.com] ...................................................................3Wynndel Lumber [www.wynndellumber.com]...........................................25Yakama Forest Products [www.yakama-forest.com]................................36


The Merchant Magazine - January 2010

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