The Merchant Magazine - December 2010

Opening Doors toNew Opportunities in 2011 and Beyond.

EXTREME LUMBERYARD MAKEOVERS � THE NEXT BIG ENGINEEREDWOOD PRODUCT

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

©2010 Simpson Strong-Tie Company Inc. TRUSS10

Simpson Strong-Tie continues to look for ways to simplify the installation of wood and cold-formed steel trusses. Our new line of spacer restraint, diagonal bracing and hip-end purlin connectors are designed to eliminate steps that add time and expense to the job. The adjustable AHEP connector is a structural purlin that also serves as lateral restraint. It attaches at the leading edge of step-down hip trusses and eliminates the need for drop top chords and fi llers. The TBD22 diagonal truss brace offers a time-saving alternative to traditional diagonal bracing. The TSBR and S/TSR truss spacer restraints capture the on-center spacing of wood and cold-formed steel truss chords and webs, and laterally restrain truss members, allowing quicker, easier and safer installations.

For more information about the AHEP, TBD22, TSBR and S/TSR connectors and all of our truss solutions, call (800) 999-5099 or visit www.strongtie.com/truss.

It’s easy to show some restraint.

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

December 2010Volume 89 �� Number 6

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Special Features9 FEATURE STORY

THE COMING ENGINEERED WOOD

PRODUCT: CROSS-LAMINATED TIMBER

10 COMPANY FOCUSNORTHERN CALIFORNIA DEALER

MAKES ITS LONG-AWAITED BIG MOVE

12 MARGIN BUILDERSBE WARY WHEN BUYING USED RACKS

13 MANAGEMENT TIPSPICK THE RIGHT LIFT TRUCK

14 COMPETITIVE INTELLIGENCEDEALER PURPOSELY DOESN’T SPECIALIZE

16 SPECIAL TEAR-OUT INSERT2011 DELUXE INDUSTRY CALENDAR

30 PHOTO RECAPNAWLA TRADERS MARKET

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CHANGE OF ADDRESS Send address label from recent issue ifpossible, new address and 9-digit zip to address below. POSTMASTER Send address changes to The MerchantMagazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca.92660-1872.The Merchant Magazine (ISSN 7399723) (USPS 796-560) ispublished monthly at 4500 Campus Dr., Ste. 480, NewportBeach, Ca. 92660-1872 by Cutler Publishing, Inc. PeriodicalsPostage paid at Newport Beach, Ca., and additional post offices.It is an independently-owned publication for the retail, wholesaleand distribution levels of the lumber and building products mar-kets in 13 western states. Copyright®2010 by Cutler Publishing,Inc. Cover and entire contents are fully protected and must notbe reproduced in any manner without written permission. AllRights Reserved. It reserves the right to accept or reject any edi-torial or advertising matter, and assumes no liability for materialsfurnished to it.

In Every Issue6 TOTALLY RANDOM

16 OLSEN ON SALES

21 MOVERS & SHAKERS

22 ASSOCIATION UPDATE

22 IN MEMORIAM

24 FAMILY BUSINESS

26 NEW PRODUCTS

36 CLASSIFIED MARKETPLACE

37 DATE BOOK

38 IDEA FILE

38 ADVERTISERS INDEX

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FIRST, I WANT TO SINCERELY THANK you for all the comments, emails and phone calls Ireceived regarding my October column (“Which Way Are You Leaning?”), which

became the most commented-on article I have written in my almost 10 years. As I toldeveryone, I hesitated to write such a column and rewrote it a number of times. I appreciateyour 100% favorable feedback.

Since then the election was held and the results are well known. We might agree thatthe result was less a support for one party and more an assessment of the other. But, we allknow that it will require more than words from our “career” politicians to turn the corner.It is time for leadership and brave decisions that are in the best interests of the country as awhole. We cannot afford gridlock for two years. We need action that works, and does notfeed an agenda the American people do not want.

The economic uncertainty, anti-business climate, and feeling that our hard work andinvestments will go unrewarded must be reversed—and quick. Get us back to what we dobest—creating products and opportunities, and taking risks with our capital.

As individuals, the reality is that our average earnings have continued to drop and willcontinue to do so unless we find ways to create real jobs and keep manufacturing jobs hereat home, jobs that pay well, not barely above minimum wage. How many of you are earn-ing less than you did five years ago? Where do we go as a nation if that trend continues?We need to keep manufacturing here FULL STOP.

Interestingly, after writing that column I was overseas and, like you on your TVs,watched the riots in Paris as unions fought to keep the retirement age at 60 instead of 62. Isaw first-hand the blight of the economy in Spain. In the U.K., I witnessed the governmentannounce severe cuts to benefits in the largest austerity program since World War II and anincrease in the retirement age. Even as I write, there are riots in the U.K. over the increasein student fees (until they come here, they will never realize how lucky they are in whatthey pay). European governments are finally realizing that benefits need to be controlled,that there is massive abuse, and that the costs are unsustainable.

While in Europe, I read examples of some families “earning” unemployment benefits ofup to $150K a year. It doesn’t leave much incentive to look for a job when you can getthat. I think the big fear we in business have had is that we may be heading for the samething here in the U.S. It has also been interesting to note that the only major country thatdid not implement a stimulus program in 2008/9—Germany—has today the strongesteconomy in Europe by far and arguably the strongest manufacturing base. Having been toGermany many times, I’ve found it to be one of the two most discerning consumer bases ofEurope, which still yearns to buy quality and is prepared to pay for it.

That being said, I have just returned from NAWLA’s Traders Market. It’s always oneof the best events of the year and was even more so this year. A good crowd, up on lastyear. Frankly, the mood was tremendous. It was like the light switch had been flipped. Iheard only optimism for the first time, for a long time. We all know nothing immediatelychanged election night, but overall believe we are at the bottom and the only way now isup. It confirmed to me what I have been saying for months: that what we need is a dose ofoptimism throughout the country, at all levels, positive news out of Washington, and poli-cies that give the business community encouragement to keep jobs here. I came away fromChicago pumped up and raring to go for 2011. Want to join me? Let’s make it a trend.

Lastly, as we come to the end of another difficult year, I want to thank the many com-panies that have allowed us to continue our 88 years of serving this industry. The manycompanies that have advertised with us have allowed us to bethe only magazine serving the wholesale and retail communi-ties to publish each and every month. My colleagues here atThe Merchant thank you not only for your business, but alsofor the many friendships cultivated over many years. To you,our readers, we appreciate your loyalty to our publicationsand the many kind words and letters we receive during theyear. We all know these past few years have not been kind tomany, with many fine people and companies forcedout of the industry. I can only say that we will con-tinue to offer all we can to keep you abreast of allthat is happening in our industry, to help you runyour business more effectively and profitably.

To you and your families, Merry Christmas,Happy Holidays, and a successful and healthyNew Year. See you in 2011. Here we go!

www.building-products.comA publication of Cutler Publishing

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Publisher Alan [email protected]

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TOTALLY RandomBy Alan Oakes

Here we go?

Alan Oakes, [email protected]



GET READY TO welcome the latestengineered wood product: cross-

laminated timber panels. The light-weight panels are assembled fromboards made with small-diameter orlow-grade timber, which are stackedtogether at right angles and then gluedover their entire surface.

The result is an exceptionallystrong product that retains its staticstrength and shape, and allows thetransfer of loads on all sides. It can beused to build anything from single-story homes to multi-story officebuildings—lessening or eliminatingthe need for concrete and steel, evenin large structures.

Although CLT panels have beenproduced and used in Europe for morethan a decade, they made their U.S.debut just last month—in a 78-ft. belltower in Gastonia, N.C.

The tower, which is constructed of70 ft. of pre-fabricated CLT panelsabove a three-foot concrete founda-tion, is the brainchild of SustainableCross Laminated Technologies LLC,

Asheville, N.C., and White Fish, Mt.The company was formed earlier thisyear to initially import CLT fromEurope and eventually produce it here.

“We intend to serve as the nation’sleading provider of CLT,” said SteveCochran, SCLT chief sustainabilityofficer. “From an environmental stand-point, the availability of this productin North America is a huge step for-ward in sustainable development.”

Although the 4’x4’ panels wereimported from Austria, SCLT hopes tobegin producing CLT at its White Fishplant by the middle of 2011.

“Wall, floor, and roof elements willbe pre-fabricated in our climate-con-trolled facility, then transported tobuilding sites for rapid assembly,”said Pete Kobelt, director of sales andbusiness development in the West.“CLT panel construction will trans-form construction methods and mate-rials in North America.”

WoodWorks, a program created bythe Wood Products Council to encour-age non-residential use of wood, pro-

CLT PANELS in the interior of a nine-story apartment building in England, the world’s tallest residen-tial wood structure. (Waugh Thisleton Architects)

FEATURE StoryLatest Engineered Wood: Cross-Laminated Timber Panels

Cross-lam panelscome to America


BELL TOWER was constructed of 70 ft. of CLT panels over a 3 ft. concrete foundation in just days.

CLT PANELS were used to construct the world’s tallest wood residential structure, a nine-storyapartment building in London, England. (Photo by Waugh Thisleton Architects)

vided technical assistance for the pro-ject. “We believe this tower is the firstof many CLT projects across theU.S.,” said national director DwightYochim. “It will demonstrate the envi-ronmental, performance, and cost ben-efits of this unique building product.”

Last year, WoodWorks introducedCLT to U.S. designers through semi-nars led by Andrew Waugh. He’s thearchitect who designed the world’stallest residential structure—a nine-story apartment building in Britainthat’s won several wood-use awards.

Named the Stadthaus, the buildinghas 29 apartments, for both privateand affordable housing. Each of theCLT panels was prefabricated, includ-ing cut-outs for doors and windows,by KLH of Austria. When the panelsarrived onsite, they were craned intoposition, allowing the nine-storybuilding (eight stories of CLT overone story of concrete) to be construct-ed in just nine weeks.

In Gastonia, construction of thetower took just days. “The tower is

12’x12’ and utilizes 4’ panels of vary-ing lengths, which are prefabricated atthe manufacturing facility and assem-bled onsite,” said architect MichaelDeVere, who also co-directs architec-ture design and research at SCLT.“Because of CLT’s light weight, theconcrete foundation could be substan-tially smaller than would have beennecessary to support a tower built ofsteel or concrete.”

APA-The Engineered WoodAssociation is sponsoring the intro-duction of CLT in the U.S., with a 29-member committee that has beenworking toward CLT performancestandards all year. Tom Williamson,who chairs the committee and heads atimber engineering firm in Vancouver,Wa., said that APA hopes to have afirst draft by January 2011.

“The bell tower in North Carolinais just the beginning,” said DeVere.“Given its environmental, structural,and economic benefits, we believe thatCLT’s acceptance in the U.S. will beswift and enduring.”

Artist rendering providedby WoodWorks


NEW LOCATION has nearly three times the space of the old location, plus covered storage for mostinventory and drive-by access for new customers.

THE MILL YARD has come a longway since it opened 17 years ago

in Arcata, Ca., doing business in a lit-tle 8-ft.-by-8-ft. building fondlyknown as “the shack.”

In 1993, the company moved into anew 10,000-sq. ft. building and “theshack” was remodeled for the yardboss’ office. Even with the additionalspace, however, storage and order ful-fillment was a challenge as the busi-ness continued to grow.

When Tanka Chase and LaurieVance bought the business in 2002,they signed an eight-year lease for thefive-acre property it sits on. Butgrowth was on their minds, so thepartners also bought a parcel of landjust a few miles away.

“We want to relocate in the future,but we don’t really have a target dateor even plans drawn for the building,”Chase said at the time. “One reason isthat we want to have our own place;the other is the traffic on (nearby)Highway 101.”

Now, eight years later, the partner’sdream has become reality. By the endof the year, the business will move

into a new building with triple thespace, on property they own them-selves.

“The old property was totally inef-ficient, and we had little drive-by busi-

SKYLIGHTS bring in lots of natural light in new 20,000-sq. ft. warehouse.

ness,” said Vance. “Now we’ll havethe space to offer more than basicplumbing and electrical, so our con-tractors can enjoy one-stop shopping.”

Chase is looking forward to moreefficient handling and storage ofinventory. “We’ll be able to just fork-lift materials onto the new racks,” hesaid. “What used to take at least twoman-hours, will now take just aminute or two.”

The new location consists of threeseparate, yet integrated, buildings: a20,000-sq. ft. warehouse, a 7,000-sq.ft. retail store, and a 2,000 sq. ft.,wood-frame office and contractorspace in the middle. Green elementsinclude an ash-gray cool roof to reflectsolar heat, natural lighting from fixedwindows and clear polycarbonate sky-lights, enhanced insulation, and gableand eave roof extensions to provideshade and reduce heat build-up.

Krauter Solutions designed and

COMPANY FocusThe Mill Yard

Northern California dealermakes long-planned move

Photo

s by T

he Mill Ya

rd


constructed the first two structures: steel frame and sidingfor the warehouse, and steel frame with both steel andwood siding for the retail store. Warehouse storage is pro-vided by 380 lineal ft. of single-face cantilever racking and125 lineal ft. of double-face cantilever racking. On one out-side wall, additional racking is protected by the roof exten-sions.

“We first had to design the warehouse to accept theplacement of racking systems and maximize floor space,”said Krauter president Chris Krauter. “Our scope includedthe provision of the warehouse and retail building, acces-sories for the wooden office structure, racking systems,engineering certification of all steel structures, and the finalfield installation.”

In an area where average rainfall is 35 inches, coveredstorage was a major consideration. “Last year, we got 50inches of rain,” said Vance. “In the new location, we’ll beable to protect most merchandise from the weather.”

Another positive is that the new location is situated nearresidential areas, so attracting more drive-by customerswon’t be a problem.

“Our focus is still on contractors, but now we can offermore to homeowners, too,” she said. “We’ll be able toexperiment and bring in new products that will appeal toboth types of customers.”

STEEL SIDING ompletes the 20,000-sq. ft. warehouse.

NEW CANTILEVER RACKING provides plenty of storage for inventory.


KNOW exactly what you’re getting when buying used LBM racking.

THANKS TO a recent spate of lumberyard closures, anincreasing number of auctions have been selling off

used racking systems. Certainly, the initial price tag can besignificantly lower than buying new lumber racks. And,the buyer receives the racking immediately, without wait-ing for it to be engineered and built.

But are there hidden costs or dangers?First, know that cost savings are highly variable, as

well. According to Doug Taylor, K&S Services Group,Duncan, B.C., “The cost savings, depending on where youlive and what the laws are, can be huge or very small. Youcan save as much as 70% of the cost of the racking or aslittle as 5%. If you are in an area that must have all rackingengineered before being installed, this can run up yourprice to where your saving is very little. And, if you goahead and stand it without the engineering, they may makeyou take it down, have it engineered, and then re-install it.”

Clint Darnell, Sunbelt, Alpharetta, Ga., warns that it canbe difficult to ensure second-hand racking is code compli-ant. “Most municipalities are now requiring permitting andengineered plans with racking systems. If you have pur-chased a system that does not have the documentationbehind it, you will have to generate these documents with athird-party engineer. This will be added time and expenseand negate a percentage of the savings you initially real-

ized with your purchase.”An even greater danger, says Darnell, “is purchasing a

system that has been designed for a certain application, andreusing it in another way that it was not designed for. Forexample, sheet goods rack and roofing rack are differentcapacities, and if you try to put heavier pallets in a systemdesigned for a lesser application you will run into somesafety issues.”

When buying from a liquidator, the seller is usually nota racking expert. “The seller doesn’t always know what heis selling, and the buyer doesn’t know what he is getting,”says Jerry Ritz, Auto-Stak Systems, Westwood, N.J. “Notall manufacturers stamp the capacity into their products.You can have two 5" beams with different capacities. Butthey are both 5". Most of the problems stem from the factthat the buyer usually settles for something that might dothe job because they think they got a deal.”

Ritz can cite several near-disasters involving misappliedused racking. At one yard, he recalls, “it was a used drive-in rack. The rack collapsed. Fortunately no one wasinjured, because it happened during the night. The systemwas designed for a different size pallet. The customer’spallets were smaller and only caught the edges of the palletrails. They should have been told to use a slave pallet thesize that the system was originally designed for.”

K&S’s Taylor advises buying used racking only fromsomeone who knows the products and knows if it must beengineered. “You may end up with a product that is notcompatible with your current system, or the frames andbeams may not be compatible with each other, and this willbecome a major safety issue,” he says. “Make sure youlook for any damage to the racking or the welds. Manydealers say it is okay, but it is very unsafe, an engineer willnot pass it, and, again, you are out all that money. If youare dealing with a reputable racking supplier and they carryused, you should not have any problems with this. Mostused racking from them is inspected and refurbished.”

Sunbelt’s Darnell suggests all used racking be inspectedby an engineer for cracked welds, excessive rust, and othersigns of wear and tear that can decrease durability andcapacity before putting it into service.

When you add in these other expenses, hassles, uncer-tainties, and possible absence of a factory warranty,Darnell says, “the savings for used rack are often not thatgreat—maybe 10 to 20%. That typically isn’t enough tojustify the risk.”

MARGIN BuildersUsed lumber rack

Be wary when buyingused lumber racking

Photo

by A&A

Surplus


TRYING TO FORCE a single type of lift truck to work inevery process required by LBM warehouses and distri-

bution centers will result in lost productivity and frequentmaintenance, which can lead to downtime. Selecting theright truck for the job optimizes productivity, efficiencyand, ultimately, costs. To ensure the right trucks are beingused in specific applications, it is important to consider thecapabilities of various lift trucks and ensure those capabili-ties are tailored to efficiently meet material handling needs. Sit-down counterbalanced lift trucks offer versatility

and large load handling capacities that make them efficientand productive in dock environments. They are flexible foruse with both standard pallet sizes and long loads, such aslumber. To further facilitate the handling of many productswith varying sizes, these trucks can utilize various attach-ments—such as slip-sheet attachments to handle non-pal-letized loads, roll and carton clamps, and boom attachmentsthat allow the truck to act as a mobile jib crane for accessfrom the top of non-palletized loads.

Sit-down counterbalanced lift trucks are ideal for mov-ing products and pallets from dock to storage areas, and canbe used to pick loads from racks up to 340 inches.Stand-up reach trucks, with capacities in excess of

4,500 lbs. and a reach as high as 444 inches, handle largeloads at greater heights. Their ability to handle productsstored in higher racks means warehouses can increase stor-age space by storing products higher off the ground insteadof adding racks or using floor space for storage—vital formaximizing the use of an existing warehouse footprint.

Reach trucks are ideal for palletized loads, such as win-dows, insulation, shingles, flooring and some hardware.Four-directional reach trucks can travel in four direc-

tions, eliminating the need to perform right-angle turns.This makes the trucks extremely maneuverable, even whenhandling long or wide loads such as pipe, lumber, furnitureor carpet. In addition, because the trucks can travel side-ways within aisles, facilities can reduce aisle width and bet-ter utilize the available warehouse space.

Four-directional trucks handle standard pallets andinclude an auxiliary carriage option to add forks for greaterstability when handling long loads like mouldings and trim.Sideloaders are uniquely designed to move long or

bulky materials, such as bar stock, tubing, laminates andplywood sheets, in very narrow aisles, helping to maximizespace optimization. They also offer a robust lifting capacityof up to 10,000 lbs. and can handle loads up to 26 ft. long.

Sideloaders are ideal for stocking and picking long orbulky materials within aisles and moving them to anotherlocation within the facility where they would typically betransported by another lift truck, especially if the long loadsneed to be transported through narrower doorways. Orderpickers enable the operator to be lifted with the

MANAGEMENT TipsBy Mike Petinge, Abel Womack Inc.

Pick the right lift truck

lift truck to pick single or packaged loads. Since operatorscan pick loads at higher levels, facilities can store productsfor orderpicking from floor level up to 390 inches.Orderpickers are ideal for putting away and picking casesand cartons to fulfill orders. They can be used for pickingsmaller items, such as hardware or smaller component partsthat may be needed for order fulfillment for retail.

Facilities also can choose to mount pick carts on theforks of an orderpicker, which facilitates picking methodsby allowing the operator to easily sort and pick multipleorders because the carts are compartmentalized. These cartscan be configured to secure longer loads as well, such aswindows and glass. Orderpickers can be configured with alarger operator platform, giving operators more room towork, and longer forks to accommodate longer loads.Tow Tractors, designed for horizontal transportation of

carts that hold various size loads, feature towing capacitiesup to 10,000 lbs. They typically are used for batch order-picking and horizontal transport of products that can beplaced into carts and then moved within the warehouse ordistribution center, making them a cost-effective solutionfor moving materials from one area to another.

– Michael Petinge is vice president of sales for Abel Womack,Lawrence, Ma., an authorized sales and service center for lift-truck manufacturer Raymond Corp. Reach him at (978) 989-9400.

Photo

by Raymond


IN 1946, TWO GIS RETURNING from the battlefields ofEurope—brothers Abbott and Harold Wiley, farm boys

from upstate New York—found jobs hard to come by backon the home-front, so they signed on at the local feed andcoal company and felt themselves lucky. Luck, paired withhard work and ambition, paid off, and pretty soon thebrothers bought the owner out.

When the passing railroad called it quits, they did, too,and moved the operation to a 13-acre site in Schaghticoke,New York, where today Wiley Bros. still flourishes.

Well, that’s a bit of an understatement. Last year theoutfit was named PRO Hardware Retailer of the Year by itsco-op, the Toledo, Oh.-based Bostwick-Braun Co., andthen went on to become a finalist for the outfit’s 2010 PaulL. Cosgrove Memorial Award, presented to retailers inrecognition of superior commitment to the principles andideals of effective hardware merchandising.

Today, the family-owned business is run by AbbottWiley’s nephew, Timothy Wiley, vice president/treasurer,who oversees customers and products, and president DavidMoore, who, as he humbly puts it, “runs the programs.”

Moore is another of those accidental participants in ourindustry. Wandering over for a summer job in 1975, he washired with the mandate, he recalls, to “straighten out thebooks.” (He’s still trying to get them straight, he jokes 35years later.) “When you’ve finished school, come back andsee us,” they invited. He did, and the rest is—well, youknow the saying.

With Moore in the driver’s seat, the company has turned

Turning the corners

COMPETITIVE IntelligenceBy Carla Waldemar

WILEY intentionally doesn’t specialize—but rather provides what cus-tomers want.

a few corners. Ask him what’s changed, and he’s ready. “Acouple of things,” he begins, starting with the product mix:“less wood, more PVC and vinyl and everything that goeswith it.”

Customers have changed, too, he observes. “They’remuch more knowledgeable, both in the retail sector and thepros. They’re now telling us, rather than asking for, guid-ance, as before. They’ve done their research and they knowwhat they need for a project. Also,” he adds, “the turn-around time has to be quicker, which makes a big differ-ence. We’ve added more people and gone with vendorswho are more timely in their delivery, vs. cheaper; we’vemoved to vendors we can rely on to keep to their deliverytimes. And we’ve updated our technology—definitely!—particularly when it comes to quotes and take-offs. Plus,driven by customer feedback, we recently bought a boomtruck. We heard that others were doing deliveries that wayand didn’t want to lose the business.”

There’s still no tacked-on fuel-supplement at Wiley,however. “The ‘free’ delivery cost is built into the originalpricing so that a customer isn’t faced with surprises, mak-ing it easier for him to predict expenses without incurringany penny-pinching effect on our part,” Moore explains.

Services have expanded, too, and include everythingfrom repairing broken window screens and cutting keys towash pump repair and installation and a rental service—which, Moore agrees, is not a cash cow, but rather a cus-tomer convenience, allowing folks to try before they buy.

Wiley’s customer mix is a healthy 60/40, and that’sexactly the way Moore likes it. “We try not to specialize—just handle what our customers want and help them on theirprojects.” And that fuels the operation’s staying power,

CUSTOMER SERVICE earned Wiley Bros. 2010 Retailer of the Year hon-ors from its co-op, PRO Hardware. (Left to right) V.p. Tim Wiley, presidentDavid Moore (with award), Jeni Barton, Don Barton, Randy Eddy.


do believe that’s the starting point,” Moore asserts. “Youget them to trust you; then they’ll open up and give youmore orders. ‘Get this for me!’ they’ll say. ‘I’m tired ofdealing with X, and I don’t care if it costs more.’”

So—what it takes is good stuff, and good staff. Wiley’sgot the latter, too. There’s little turnover among its 20employees, most of whom have been on the payroll over 15years. “If we find a good person, we hire ’em, even if wedon’t have a job. We can’t let ’em get away. And if I needto hire someone, I never run an ad; I just put it to theemployees to find someone. They tend to know how some-one will fit in.”

And clearly, the crew likes it here. Wiley, says Moore,pays fair wages and extends good benefits, including flexschedules that allow parents to catch their kids’ footballgames, or whatever: “We cover for each other.”

And, yes, there is a future, according to Moore’s vision.Sure, the economy stinks—no one’s building—but GlobalFoundries, a computer chip company, is starting up downthe road, which means people moving in,which means people needing houses. Inthe meantime, “a couple things hap-pened. When things slow up, you’vegot a few more minutes to examineyour operation: Do you have theright product mix? The right pricepoint? We found that some thingshold true despite the recession:People want quality.” AndWiley is prepared to deliver.

hardware, and two, a partnership in every program thatgoes on.”

Okay, Dave, easy to say but not so easy to do: How didyou grow those sales? “Two things happened,” he says.“Last year, more people that had shopped at the boxescame back to us as the shine wore off. Plus, we made aconcentrated effort to suggestive-sell the hardware systemswith other orders. If they came in for lumber, we’d ask, ‘Doyou need X with that?’ Customers appreciate that, too, tokeep them from running back in the middle of a project.

“Yes, a contractor can certainly find things cheaper[elsewhere], but labor is such a big part of the job cost thathe can’t afford to have his people idle because of somerejected product. The quality of our merchandise is a bigfactor in how we do business.”

And that’s at the crux of Wiley’s continued success.“What we do—and this is very important with ourbuilders—is get them what they need when they need it. Byworking with somebody more than once, we can come toknow what to expect and be ready.”

Which boils down to the R word: relationships. “I really

Carla [email protected]

PROMPTED BY requests from customers, the dealer recently acquired aboom truck.

enabling them to withstand the onslaught of the boxes, 12miles away. Not only just 12 miles, but stationed rightsmack on the highway commute from Albany, where manyof the town folks work—“so, if they need something in ahurry, they’ll stop at the boxes on their way home. But ifit’s something they’re thinking over—a bigger purchase—they’ll come in here first,” he maintains.

Moore has faced up to this fierce competition by sharp-ening the entire business operation, starting with the mar-gins. “We’ve adjusted prices so that they’re in the ballpark,if not the lowest (we don’t claim to be the lowest). The pur-chasing power we gain as a PRO Hardware member helpskeep us competitive without having to invest a lot ofupfront money,” he explains. “Plus, we provide better ser-vice. At the boxes, you never get the same employee twice,so you have to explain your project two, three times, whichis a little frustrating.

“We’ve also worked to clean up our [in-store] presenta-tion.” In the process, Wiley also examined its SKUs andmade some transitions to keep up with the times, adding,for instance, more air nailers, electric guns, air guns.“Hand-nailing has gone down tremendously,” Moore notes.

Foreseeing and acting on customers’ needs is what sin-gled out Wiley for the PRO award, he opines: “I think it’sbased on two things: one, maintaining and growing sales in


Dispensing information without using the Turn Aroundleaves us in a non-yes/no conversation, gives us nothing tosell to, and creates an unquestionable potential for timewasting.

That’s a Great QuestionCustomer: John, can your company do a VMI program?Quotron #1: Yes, sometimes.Quotron #2: NoMaster seller: That’s a great question, Susan. Why do

you ask?Customer: We just picked up a huge contract and will

need a partner to help us service our customer’s needs.”The first two sellers have answered the question without

finding out the need behind the question. They are selling(servicing) blind. The master seller finds out the needbehind the question and now can strategize how to get thebusiness whether his company does VMI programs or not.

When we use the Turn Around in our sales approach,our customers will stop using us as information dispensersand start treating us as supply partners. If we act as if it isokay to pull valuable information from us without buying,customers will continue to waste our time.

But I have to service my accounts, don’t I? Yes. Weabsolutely have to service our customers, but we must sellthem while we service them. When customers come to ourbar and order a martini, they cannot have it with vermouthonly (service); we are also going to add some spirits to thatcocktail (sales). If they want a vermouth-only cocktail wemust direct them elsewhere. We cannot ser-vice our way to the top of a sales business.

There is little friction in a quotron’s life.Managers, beware! Quotrons hide behindservice work because they don’t want to dosales work. Salespeople take nos. Theynegotiate. They wrangle and deal withthe non-partner-type customerwho does not respect salespeo-ple’s time. They also use theTurn Around and sell more.

James OlsenReality Sales Training

(503) [email protected]

SALES IS A CURIOUS GAME where it doesn’t matter howmany we miss, only how many we make. A fantastic

way to create more “yeses” is to get more “nos.” Manyunderperforming salespeople are so afraid of the no theywill never get to enough yeses.

The second problem is that these sellers don’t know howto construct dialogue to end up in more yes/no conversa-tions versus maybe or service (only) conversations.

How can we construct dialogue?

The Turn AroundThere are many places in the sales process where we can

use the Turn Around to create yes/no (sales) conversations.Customer: When can you ship?Quotron: Two weeks.Customer: Thanks, I’ll let you know…This quotron is dispensing information. We can give our

customers information, but we must make informationexchange a two-way street. In most cases our information isa large part of our value proposition. I am shocked howmany salespeople give information away for free. I’m notsaying that customers and potential customers aren’t enti-tled to our information; but if our information helps them,then they should help us back.

Psychologically speaking, our customers will value ourinformation (and us!) if we treat our information as valu-able. How do we treat it as valuable? We make the processof getting our information a sales situation using the TurnAround.Customer: When can that ship?Us: When would you like it to ship?Customer: Two weeks.Us: If I can ship in two weeks, do we have an order?Or…Us (assuming the order): We can do that. What’s your

order number?Struggling sellers feel this approach is too bold. It isn’t.

Why is the customer asking the question? Because theywant to shop or buy. If they want to shop without buyingfrom us, they are wasting our time. If we are a (real) poten-tial supplier, why not ask for the order?

This technique can (and should) also be used when wedon’t know the answer:Customer: Can you ship one for quick, ship another in

two, and two more in four weeks? And can we alternate thetallies?Us: If we can get that done, do we have an order?The quotron will scurry off and spend half a day work-

ing on logistics, etc., and come back:Quotron: Whew! We can do it.Customer: Thanks. I’ll let you know.

OLSEN On SalesBy James Olsen

The turn around

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Season’s Greetings from

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

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

Product

Performance

PersonalService

Product

Performance

PersonalService


Holiday Greetings fromParr on our 35th Christmas

Jesus AldreteRaul AldreteAntonio AvinaPaul BlevinsNorm BoucherEdward ButzJose ChicasRosario ChicasScott CrutchfieldKaren CurrieNick Ferguson

Vince GallowayRicardo GarciaFidenceo GomezElvira HernandezHenry HerreraChris HexbergJerry LongLuis MorenoBrad MortensenRafael PantojaGeorge Parden

Timoteo ParedesMichael ParrellaPeter ParrellaKurt PetersonEduardo PierreJanet PimentelNestor PimentelYolanda RodriguezAlex RomeroBill Sharp

Angela SorensenLois TavennerMelinda TaylorPeter UlloaEnrique VargasOscar VillegasRobert WilliamsPamela WintersMatt WrightTerry Yarbrough

Thank you to our Customers and Suppliers

Valley Loses Do It CenterCalifornia Do it Center has closed

its store in Valencia, Ca., which 18years ago was the first location thechain converted from the LumberCity to Do it Center format.

“The company kept the local storeopen far longer than it should havebecause it was the flagship store,”said Laura Shanders, senior v.p. “Itwas our sentimental favorite.”

Owner Jess Ruf, who purchasedLumber City in 1986, continues oper-ating nine other home centers, 10PatioWorld outlets, and wholesaledivision Nieman-Reed Lumber,Panorama City, Ca.

The company will be back up to 20retail locations shortly, when a newlocation opens this winter in SouthernCalifornia’s Inland Empire.

Washington Mill For SalePort Angeles Hardwood, Port

Angeles, Wa., is up for sale. The $30million mill was considered one of themost efficient in the state when itopened four years ago, able to pro-duce 35 million bd. ft. of furniture-grade lumber a year, with two shiftsworking five days a week.

“It’s going to happen pretty fast,”

said president Lindsay Crawford, whoexplained that a depressed timbermarket and overall poor economy fac-tored “very little” into the decision tosell. Co-owned by Washington Alder,Mt. Vernon, Wa., and CascadeHardwood, Chehalis, Wa., the mill iscurrently operating two shifts, three orfour days a week.

“Certainly a poor economy is nothelping,” said Crawford. “But it’smore about issues between the own-ers, issues you run into in a partner-ship from time to time.”

He added that if a new buyer doesnot step forward, one of the currentowners will likely buy out the other.

Arizona Dealer Revives YardThe HOME Center, Heber, Az.,

has added a branch in Payson, Az., atthe former Foxworth GalbraithLumber yard.

The three-acre facility will selllumber, hardware and—new for thecompany—home decorating items.

“We felt like there was a need inPayson for a lumberyard, so wejumped in on it,” said president andc.e.o. Laron Porter. “Sometimes, youdon’t know what the future’s going tohold. You’ve just got to take risks and

go after it.”Porter, along with brother Beau

and long-time manager Ed Baum,recently bought the business from hisfather, who co-founded it as PrecisionLumber in 1989.

Sun Mountain Cuts BackSun Mountain Lumber, Deer

Lodge, Mt., laid off 30 second-shiftworkers in mid-November.

Owner Sherm Anderson blamedthe layoff on unstable market pricesand lack of available logs. He hopesto restart the shift in March, depend-ing on “how fast we fill the log yard.”

The first shift crew is working astaggered nine-hour shift that hasenabled the company to retain four tosix employees from second shift. Themaintenance crew is doing annualmaintenance during the off hours.

“The lack of national forest sales isnot helping,” Anderson said. “Theycould be selling the dead stuff, andevery mill would be doing fine. Itlooks better for next year if the timbersupply is there.”

He also remains optimistic aboutincreased demand overseas, particu-larly in China, India and other devel-oping countries.


DEALER BriefsDennis Sessions is selling Teton

Ace Hardware, Driggs, Id., after 36years to neighboring supermarketBroulim’s. The company already ownsan Ace Hardware in Soda Springs, Id.

Garrett Ace Hardware ,Windsor, Ca., has remodeled, redesign-ing the store layout, expanding its prod-uct selection, and adding new bilingualsignage.

True Value Hardware hasadded a branch in Payson, Az.

Ace Hardware, Bisbee, Az., wasopened Nov. 24 by Les and KathyOrchekowsky.

The couple also operate Aces inSierra Vista and Benson, Az., the latterjust completing an 8,000-sq. ft. expan-sion to 20,000 sq. ft.

Friedman’s Home Improve-ment, Santa Rosa, Ca., has beeninformed by a developer that it is nolonger welcome to build a previouslyagreed upon 100,000-sq. ft. store withdrive-thru lumberyard in Petaluma, Ca.

Lowe’s closed its under-perform-ing stores in San Bernardino and AppleValley, Ca., Nov. 7.

Lowe’s has proposed building a159,000-sq. ft. store in Salinas, Ca.; isstill seeking approval to build in a newcenter in Petaluma, Ca., and closedescrow on 12 acres for a future120,000-sq. ft. store with 30,000-sq. ft.garden center in Poway, Ca.

Home Depot will save nearly$700,000 in development fees for itsproposed 102,513-sq. ft. store and28,086-sq. ft. garden center in GrantsPass, Or., and is negotiating to open a135,000-sq. ft. store at the formerNabisco plant in Buena Park, Ca.

Ganahl Lumber Co., Anaheim,Ca., was presented with the county’slongevity award by the Orange CountyBusiness Journal and California StateUniversity-Fullerton’s Family BusinessCouncil.

Habitat for Humanity opened aReStore discount LBM outlet Dec. 4in Newberg, Or. (Doug Barlett, storemgr.), and is evaluating the feasibility ofadding a branch in San Jose, Ca.

Chain Chops Original ZiggyʼsZiegler Lumber Co., Spokane,

Wa., has shuttered its original, 45-year-old Ziggy’s store on MarketStreet in Spokane, reducing the chainto seven locations.

The retailer sold the Spokane siteto the state eight years ago, to clear apath for a highway.

McKillican Buys WholesalerLane Stanton Vance

McKillican American has pur-chased the assets of hardwood whole-saler Lane Stanton Vance fromBlueLinx, Atlanta, Ga.

“Lane Stanton Vance is a companythat we have admired for manyyears,” said Gary McKillican, presi-dent and c.e.o. of McKillanInternational, Edmonton, Alb. “Weboth have history embedded in thehardwood lumber and moulding busi-ness.”

Before the acquisition, McKillicanInternational had 21 distribution cen-ters in the U.S. and Canada. LaneStanton Vance has three branches inEl Cajon, Diamond Bar, and SanMarcos, Ca. LSV operated six loca-tions when it was purchased byBlueLinx in 2005.


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

Idahoʼs Lloyd Pulls the PlugLloyd Lumber, Nampa, Id., is per-

manently closing by the end of theyear, abandoning plans to sell its retailproperty and consolidate operations atits distribution center (see Nov., p. 27).

“The timing didn’t work out,” saidBob Jacobsen, owner of the 91-year-old business. By closing now, he canbe certain all vendors will be paid.

Millwork DistributorExpanding into Single DC

American Building Supply,Sacramento, Ca., is consolidatingthree Southwest locations into a715,433-sq. ft. mega-distribution cen-ter in Rialto, Ca.

The Rialto facility, for which ABSbegins a 10-year lease March 1, willreplace two warehouses in RanchoCucamonga, Ca., and one in Phoenix,Az., which total a combined 650,000

sq. ft.ABS distributes doors, frames,

hardware, windows and millwork.

Blades Injure MillworkersTwo workers at All Coast Forest

Products’ mill in Cloversdale, Ca.,were injured Nov. 3 while testing atimber sizer they had just repaired.

“The blades came off, and theywent flying every which way,” saidfirefighter Anthony Michalek. He saidthat the two unidentified men sufferedminor to moderate injuries when theyraised their arms to protect themselvesfrom the circular blades, each about afoot in diameter.

Paramedics bandaged the men’swounds and transported them byambulance to a local hospital. “It’s anunfortunate situation, and the employ-ees are okay,” said general managerGreg Gomon.

Nyloboard’s NyloDeck compositedecking made from recycled carpetinghas been named one ofBuildingGreen’s top 10 green buildingproducts of 2010.

The ninth annual listing is drawnprimarily from new additions toBuildingGreen’s GreenSpec productdirectory. Approximately 180 prod-ucts were added to the GreenSpecdatabase during the past year.

Perhaps the most unique winner isArnold Glas’ Ornilux bird-safe glass.The glazing material has a UV-reflec-tive pattern that is highly visible tobirds, yet largely transparent tohumans, to help prevent bird colli-sions.

Five products on the list save ener-gy: Pittsburgh Corning’s Foamglascellular glass insulation, featuring

excellent compressive strength and noflame retardants; Bensonwood OBPlusmodular wall system insulated withcellulose; Wilo variable-frequency-drive “smart” pumps with ECMmotors; Halton Heat Recovery Unitfor commercial kitchens, and XicatoLED Spot Module, offering halogen-caliber light quality, yet using a quar-ter the electricity and lasting morethan 20 times as long.

Rounding out the list are Knoll’sFSC-certified office furniture,Electec’s halogen-free, fast-connectEZ-Wiring and EZ-Cabling systems,and Niagara Conservation’s Stealthtoilet, which uses unique passive-vac-uum-assist technology to achieve highperformance with just 0.8 gallons perflush.

SUPPLIER BriefsNu Forest Products, Healds-

burg, Ca., acquired the machinery fromdefunct Forest Grove Lumber,McMinnville, Or., to produce circle-sawnand AccuRuff rough-sawn textures.

High Cascade Veneer, HomeValley, Wa., shut down indefinitely Nov.15 due to high log costs and low veneerprices.

Swanson Group’s plywoodmills in Springfield and Glendale, Or.,will cut back production by one-fourthindefinitely, beginning Dec. 15, due tomarket conditions.

Owens Corning is eliminatingproduction lines at its fiberglass insula-tion plants in Salt Lake City, Ut.; Eloy,Az., and Kansas City, Ks.

Norandex is down to 105 distribu-tion centers with the closure of 36branches.

All Weather Insulated Panels,Vacaville, Ca., agreed to sell a 56%controlling interest in the business toVicwest Income Fund, Oakville, Ont.,for $5 million.

Boise Cascade, Boise, Id., nowdistributes exotic hardwood productsfrom Nova USA Wood Products,Tilton, N.H.

Osmose’s Hi-bor and AdvanceGuard borate preservatives were NAHBGreen Approved and GreenguardChildren & Schools certified.

Anniversaries: San JoaquinLumber , Stockton, Ca., 100th …Meek’s Building Centers, 90th.

Composite Deck Tops Yearʼs Green Product List


WHERE QUALITY IS AGELESSAnfinson Lumber is the clear choice

for Quality Redwood and Western Red Cedar Dimension,

Boards, Patterns and Timbers

CALL SALES AT(800) 400-8383 • (951) 681-4707

Rick Anfinson • Carol O’Connor

Outside Sales Darin Curran (949) 412-1894

Visit our website: www.anfinson.comFontana, CA Office and Mill: 13041 Union Avenue, Fontana, CA 92337

Fax: (951) 681-3566 • E-mail: [email protected]

WHOLESALE ONLY • MILL DIRECT & LCL

Respecting the forest, honoringthe past, building the future.

A nation’s pride you can build on.

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

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Contact

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

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

Sheldon Howell(509) 874-1163

Bob Bretz(805) 995-0700

Ed Riedel, ex-Cooley ForestProducts, and Cary Kossarus, ex-Jeld-Wen, have joined the salesdept. at Huttig Building Products,Phoenix, Az.

Craig Evans, ex-Learned Lumber,has rejoined the sales team at JonesWholesale Lumber, Lynwood, Ca.

Bill Perkins, wholesale sales mgr.,Swanson Group, Glendale, Or., isretiring after 47 years in the indus-try.

James Toya has been named chair-man of Bridgewell Resources,Tigard, Or.

Kevin Murray, ex-Hoover TreatedWood, has joined the sales force atMary’s River Lumber, Corvallis,Or.

Miguel Hernandez, ex-BuildingMaterials Distributors, has openeda Los Angeles, Ca., office forPriaulx Forest Products,Beaverton, Or.

Steve Anderson, ex-Clopay BuildingProducts, has joined Raynor, asregional sales mgr. for Arizona,New Mexico, and Texas.

MOVERS & Shakers

Jeffrey G. Rea has been named c.e.o.of Stock Building Supply, Raleigh,N.C., replacing Joe Appelmann,who has resigned after 22 yearswith the company. David VanLenten is now assistant corporatecontroller, and Mechelle Craig,senior treasury mgr.

Mark Palmer, ex-NAWLA, has beennamed executive director of theFinishing Contractors Associationand Northern Illinois Paint &Drywall Institute.

Mike George, strategic marketingmgr.-southern pine, WeyerhaeuserCo., Hot Springs, Ar., is retiringafter 25 years with the company.

Eric Peterson has been named chieffinancial officer for Gaco Western,Seattle, Wa.

David Drew, LP Building Products,and Dan Russell, Innovative Insu-lation, were elected to the board ofthe Reflective Insulation Manufac-turers Association International.

Dennis Downer, chairman and c.e.o.,Intermountain Orient, Boise, Id.,received the 2010 John J.

Mulrooney Memorial Award dur-ing the recent NAWLA TradersMarket in Chicago, Il. (see eventphotos, pages 30-34).

John Shelk, managing director,Ochoco Lumber Co., Prineville,Or.; Matt Donegan, co-presidentof Forest Capital Partners,Portland, Or., and Russ Hoeflich,v.p., The Nature Conservancy,have been appointed by OregonGovernor-elect John Kitzhaber tohead a biomass energy task force.

Effenus Henderson, chief diversityofficer, Weyerhaeuser Co., FederalWay, Wa., received the CharlesCollins Award for DistinctiveService from the National UrbanLeague.

Chris Freeman, Ganahl Lumber Co.,Anaheim, Ca., and his wife,Stacey, welcomed son WyattMark, on Oct. 27.

Wayne Alott is the new shippingmanager at Mungus-Fungus ForestProducts, Climax, Nv., accordingto co-owners Hugh Mungus andFreddy Fungus.


IN MemoriamRobert Lawrence Jerstedt, 81,

president of Jerstedt Lumber Co.,Bellingham, Wa., died Oct. 28.

After serving in the U.S. Army dur-ing the Korean War, he started hisown lumber business in 1960.Don Johnson, 83, founder of D.R.

Johnson Lumber Co., Riddle, Or., diedNov. 25 of complications from severalstrokes.

Mr. Johnson got his start in thelumber industry at age 12, when hestarted working in his father’s millnear Eugene, Or.

During World War II, he servedwith the Merchant Marines.

In 1949, he started his own mill in

Riddle, to avoid competing with hisfather. Today, the business includessix affiliated lumber companies—D.R.Johnson, Umpqua Lumber, RiddleLaminators, Prairie Wood Products,Grant Western Lumber, and WallowaForest Products.

Although he suffered his firststroke in 2006, he continued workinguntil recently.Fay D. Madison, 101, longtime

California lumberman, died July 13 inWinchester, Or.

During World War II, he logged atWolf Creek, Or. In 1950, he and part-ners Gene Pickett, Lawrence Turner,and Bill and Frank Pendola built asawmill in Orick, Ca., and a remanu-facturing plant in Blue Lake, Ca. Theylater bought a mill and remanufactur-ing plant in Hoopa, Ca., andWeaverville, Ca.

With partner Gene Burnett, hebought a plant in Los Angeles, Ca.,and he was also a partner in ReliableHardware, Arcata, Ca.Daniel Scott Zellick, 61, former

sales rep for Sierra Pacific Industries,Redding, Ca., died Nov. 16 inRedding.Charles Harold Whittern, 66, for-

mer manager of Unalaska BuildingSupply, Unalaska, Ak., died of coloncancer Nov. 12 in Hudson, Mi.Daniel C. Shores, 71, retired

owner of Farmers & Ranchers Lumber& Plumbing, Malta, Mt., died Nov. 8of complications from Lou Gehrig’sdisease. The Army veteran formed thebusiness in 1976.

ASSOCIATION Update

Lumber Association of Califor-nia & Nevada’s new offices inFolsom, Ca., features a conferenceroom that any LACN member canbook for no charge to hold a meetingfor up to 16 attendees.

Los Angeles Hardwood Lumber-man’s Club will celebrate the holi-days Dec. 11 at Orange HillRestaurant, Orange, Ca.

Western Pallet Association hasscheduled its annual meeting for Jan.15-18 at Rancho Las Palmas Resort &Spa, Rancho Mirage, Ca.

Guest speakers will discuss suchtopics as threats and opportunities,state and federal legislation, and woodproducts certification.

Social events will include two golftournaments and a buffet dinner andshow by Smokey Robinson at AquaCaliente Casino.

Western Wood PreserversInstitute will hold its winter meetingFeb. 21-22 at Embassy SuitesDowntown, Portland, Or.

American Fence Association andVinyl Fence, Deck, and RailingManufacturers Association will co-host FenceTech and DeckTech Feb. 8-10 at Mandalay Bay ConventionCenter, Las Vegas, Nv.

Mountain States Lumber &Building Material Dealers Associa-tion installed Dena Cordova,Foxworth-Galbraith Lumber, Colo-rado Springs, Co., as its new presidentand treasurer during its recent fall con-ference in Vail, Co. She succeeds out-going president Bryan Hutchison,Hutchison Lumber, Pine, Co.

Other new officers: president electDennis Gardner, ProBuild, Midvale,Ut.; secretary Paula Ervin, RandallLumber & Hardware, Taos, N.M.;national director Scott Yates, DenverLumber, Denver, Co., and alternatenational director Walter Foxworth,Foxworth-Galbraith, Dallas, Tx.

They are joined on the board byRichard Goodman, Harbert Lumber,Grand Junction, Co.; Dan Lowe,Alpine Lumber, Parker, Co.; SteveKer, Max Ker & Son Lumber, IdahoFalls, Id.; John Martin, A.D. MartinLumber, Riverton, Wy., and associatedirectors Richard Goering, RoseburgForest Products, Denver; DanMerciez, Boise Cascade, Denver, andMike Kimrey, American BuildingSpecialties, Denver.

MSLBMDA recognized CindyHart, Boise Cascade, Denver, as its2010 Industry All-Star.

Western Building MaterialAssociation is overlapping its 107thannual convention Feb. 9-11 with its40th annual Young Westerners Con-ference Feb. 11-13 in Tulalip, Wa.


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

SPECIAL QUOTES

Meekʼs Exits Grass ValleyMeek’s Lumber held a closeout

sale and closed its location in GrassValley, Ca., November 23.

“The decision was a very toughone, because we enjoyed being in theGrass Valley community,” said CarrieMeek, co-owner and chief operatingofficer. “But it’s an over-served city.There are too many lumberyards forthat small of an area.”

Established in 1919, the chain has13 stores in California and Nevada,and others in Missouri and Arkansas.

New Location for MontanaʼsHome Resource

Last month, Home Resource cele-brated the grand opening of its newbuilding in Missoula, Mt., which istriple the size of its previous locationand was constructed almost entirelyfrom reclaimed materials.

“We are able to reach many newaudiences, we are able to do a lotmore education, and we are able todemonstrate what incredible valuableproducts can be created from recycledmaterials,” said director Matt Hisel.

The new building includes a“reVAMP shop” where customers cantake woodshop classes.

Strong-Tie Sponsors LabA new materials demonstration lab

sponsored by Simpson Strong-Tiewas dedicated at CaliforniaPolytechnic University in San LuisObispo.

“Simpson Strong-Tie is honored tocontribute to this outstanding pro-ject,” said SST chairman and founderBarclay Simpson. “The lab is a keyaddition to the ConstructionInnovations Center.”

In 2004, Simpson donated$500,000 to help fund the new 7,000-

sq. ft. lab, which will enable hands-onlearning for students in the universi-ty’s College of Architecture &Environmental Design.

“The lab is intended to show stu-dents how architectural design, engi-neering, and construction work close-ly together,” said Al Hauck, construc-tion management department head.

Fencing Coming Back Big, inPlastic, Composites, Wood

Demand for fencing in the U.S. isforecast to grow 2.9% annuallythrough 2014 to 850 million linear ft.,as an anticipated rebound in housingstarts reverses recent declines andpushes demand for fencing marginallyabove its level of 10 years ago,according to a new study by TheFreedonia Group.

Despite the resurgence in demandin terms of linear feet, the value of

fencing demand is expected to riseonly slightly faster than it did in the2004-2009 period, reaching $8.3 bil-lion in 2014.

Residential buildings are thelargest fencing market, so the recov-ery in residential construction willboost fencing demand over the fore-cast period. Indeed, the residentialmarket will account for about three-fifths of the approximately $1.1 bil-lion increase in fencing demandthrough 2014. The new housing seg-ment is expected to post the mostrapid advances.

Growth will also be supported bythe large residential replacement seg-ment, as improvement and repairspending rebounds from a low 2009base.

Among fencing materials, lower-maintenance plastic and compositefencing is forecast to see the mostrapid growth in demand. Wood fenc-ing—the most popular materialchoice—will rise 2.6%. Though aidedby the rebound in housing starts,wood will lose some share of the resi-dential market to plastic and compos-ite fencing.

In 2009, metal fencing accountedfor the largest share of the fencingmarket in both dollar value and linearfeet. Chain link fencing is often usedto mark boundaries and secure prop-erties, while ornamental metal fencingis used to beautify houses and busi-nesses.

Through 2014, U.S. demand formetal fencing in linear feet is expect-ed to increase 2.0% annually. Below-average growth in the nonresidentialmarket, where metal fencing domi-nates, will restrict gains. As a result,metal fencing pricing is predicted torise just over 1% per year through2014.

OPEN HOUSE showcased demonstration labsponsored by Simpson Strong-Tie.


FAMILY BusinessBy Gerald Donnellan

Son John says, “I’m 45 years old.When am I going to really run thisbusiness?” Even when dad hands overthe reins to Johnny, how many timesdoes dad appear in the office, only tothrow a monkey wrench into the oper-ation. (A lot!)Dysfunction of the family. The

family itself contributes to the prob-lems in passing on the business. Thelack of a plan on the business sideinflames already heated emotionsamong the siblings. Serious dysfunc-tion, mental illness, addiction, entitle-ment, and self-centeredness may com-bine to make a transition next toimpossible.No development of the next gen-

eration of business leaders. Usually,if there is no clear strategic vision forthe business (a strategic plan), no onereally knows where the business isgoing. Therefore, they do not knowwhat to focus on. Without that plan,next generation leaders do not getdeveloped. All the good will, hardwork, and devotion to the family andthe business does not compensate forthe lack of a strategy.

A successful transition has fourkey elements: creating a strategic

plan, choosing a successor, devising acontingency plan for succession, anddeveloping the next generation ofleadership.

Entrepreneurial drive and focus getthe business to a certain level. As thebusiness grows and matures, it is thevision of the founder that moves it inthe direction to keep growing. But, atsome point, that is not enough. Awell-conceived strategic plan is cru-cial for the business to grow beyondthe dreams of the founder.

The choice of a successor (or suc-cessors) is a big stumbling block formany enterprising families. It shouldbe undertaken as early as possible.Waiting until dad is well into his sev-enties is too late. All stakeholdersshould have input into the process. Itshould be a transparent, open process,so that all concerned know, all alongthe way, that this is an important deci-sion for the business and the family.

Every good plan has contingenciesbuilt in. For example, if the ownerswant John to become c.e.o. in fiveyears, everyone involved must beaware that John may decide he doesnot want to be in the family businessanymore, or it is clear he is not the

WE ALL KNOW that family busi-nesses are great places to work

when the family gets along and thebusiness is doing well. When thebusiness is not doing well or when thefamily is not getting along, they arenot much fun.

Passing on the business to the nextgeneration is the aim of most entre-preneurs who work to build their busi-ness. But this does not happen all byitself. It takes planning, communica-tion, and a will to do it. The downfallof many family businesses can betraced to the lack of good successionplanning.

There are three key issues thatcover a big chunk of the real estateabout why family businesses fail tomake it into the next generation: Control issues of the founder.

Entrepreneurs like to be in control.They work extremely hard to build abusiness, and they like to have a handin everything that is going on. Oncethe business is successful and grow-ing, it becomes increasingly difficultfor them to let go. If they do not finda way to loosen the reins, the nextgeneration gets anxious, impatientand discouraged.

Grow the next generationof family business leaders

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right choice. All of these issues mustbe addressed in the planning for thechoice of a successor.

The next generation of leaders willeither bring the business to anotherlevel, or watch it slowly slide off acliff. The key to leadership develop-ment is understanding the needs of thebusiness and what skills the potentialleader needs to develop. In helpingguide the development of the nextgeneration of leaders, I use the PEPmodel: people, experience, and pro-grams.

Mentors, advisors, family membersand business colleagues all can serveto help guide the potential leader.These can be extraordinarily influen-tial relationships. For example, in onefamily business, the young leaderdeveloped a close relationship withUncle Tony who worked in the busi-ness. Tony did not have a major lead-ership role in the business, but he hadspent the last 35 years learning it. Hewas thrilled to pass on his wisdom tohis young protégé.

Experience outside the family’sbusiness is crucial if the young leaderis to develop a panoramic view of theindustry. Working in a related industrycan be of enormous benefit to the per-son entering the family retail lumberbusiness.

Formal educational programs in auniversity family business center canbe helpful for the entire family, as away to learn more about strategy,business development, or the dynam-ics of family businesses. For theyoung leader, contact with same gen-eration peers gives the person a groupthat he or she can call on as they

progress in their development.Ideally, these PEP domains are

integrated with each other so theyoung leader will have experience out-side the company before joining thefamily business, pursue more formaleducation or coursework (perhaps inmarketing or finance), and, finally,possess a range of helpful relation-ships, from mentors in and outside thecompany to advisors such as executivecoaches and family members.

Family businesses face enormouschallenges as they move from one

generation to the next. A clear strategyfor the business, coupled with a planto identify and develop the potentialleaders, can provide a path for thefamily to move toward its goals.

– Gerard Donnellan, PhD, is a familybusiness consultant and organizationalpsychologist specializing in next-genera-tion transitions. He is the author of Growthe Leaders for Your Family Business(Without Giving Them Big Heads andMaking Them Think They Are Kings ofthe World). He can be reached at (781)863-5354 or [email protected].

Wood-Sizing SoftwareiLevel’s free sizing software

now sizes both vertical and hori-zontal framing members.

Forte 2010 software can beused to size freestanding posts,studs, and columns embedded inwall systems, as well as beams,joists, and headers.

Other enhancements includethe ability to size dimension lum-ber and engineered wood prod-ucts, plus the capacity to accountfor seismic and wind loads.� ILEVEL.COM/FORTE

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NEW Products

Quick Weathering CedarSBC’s cedar shingles are now available with

Enviro Bleach stain, which provides a naturallyweathered look after a few months of exposure.

The unique formulation reportedly replicates thelook and performance of comparable oil-based stains,but meets the highest VOC rules.

Each shingle is kiln-dried and individually coatedwith stain, for maximum coverage and protection.� SBCCEDAR.COM

(415) 594-6201

Easy Vinyl FencingXpanse vinyl fencing from Barrette Outdoor

Living is designed for easy installation and low main-tenance.

Available in multiple colors and more than 100 dif-ferent design options, the product has ultravioletinhibitors and never needs painting. The Elite seriesincludes reinforced aluminum in the bottom rail andbottom panels for a seamless appearance.

� BARRETTEOUTDOORLIVING.COM(800) 336-2383


Zippy Panel TapeSpecially designed, linerless

tape from Huber EngineeredWoods simplifies installation ofZIP System structural roof andwall panels.

The tape eliminates the needfor housewrap and felt—justinstall the all-in-one panel sys-tem, tape the seams, and the jobis done.� ZIPSYSTEM.COM

(800) 933-9220

Cavity ProtectionAdvanced Building Products

has added two masonry-cavitywall products.

Mortairvent CW is a non-woven, mortar-deflection fabricbonded to polypropylene mesh,to keep mortar dropping anddebris out of the wall cavity.

Mortairvent RFI is factory-adhered to rigid foam insulationpanels in 16” widths, for addedthermal insulation.

Both products are available inseveral thicknesses to meet thethermal requirements of eachproject.�MORTAIRVENT.COM

(800) 252-2306

TRIM FASCIA SIDING

1.866.FSC.WOOD

Based in Annapolis, MD, Fletcher Wood

Solutions® is the largest manufacturer of

defect-free, appearance grade radiata

pine products in New Zealand. Distributing

our clear boards, mouldings, LIFESPAN®

treated wood, and lumber to the North

American market through our proven

and completely integrated supply chain,

Fletcher Wood Solutions® maintains direct

access to one of the largest FSC certified®

pine plantation forests in the world.

NATURE’S DESIGNTECHNOLOGY’S ASSURANCE

www.lifespanoutdoor.com

Easier Deck DemoDuckPrybar reduces the

debris of deck demolition,for safer and quickerremoval.

Constructed of industrialgrade steel, its prying armsreach under boards for saferemoval of nails. The toolalso has many general prybarapplications.� DUCKPRYBAR.COM

(601) 408-0285


Shock-Free PoundingBosch’s new power hammer

is designed to get the job donewith minimal vibration.

The Brute Breaker weighs just65 lbs., but reportedly delivers upto 68 ft. lbs. of impact energy—with up to 50% less vibration.Shock-absorbing handles providemaximum comfort during use.

The tool comes with a non-slip rubber cover, a deluxe cart,and four chisels.� BOSCHTOOLS.COM

(877) 267-2499

Matching Drywall FixA drywall repair tool from

Template LLC simplifies themessy, costly, time-consumingprocess of repairing drywallknockdown treatments.

Once repairs are finished,three different flexible plastictemplates allow users to replicatethe three most common patternsused in commercial and residen-tial construction. �DRYWALLREPAIRTOOL.COM

(800) 331-6637

Exclusive Northern California distributor of New

Scientifically Enhanced Performance Lumber

COMPASS LUMBER PRODUCTSCotati, CA • 1-800-773-9125 • www.compasslumber.com

Specialists in lumber products for Elegant Outdoor Living

Also Northern California distributor of WindsorOnePlus FJ sidings & trim • 30-year warranty • Proprietary priming process • SCS air quality standards, indoors & out

And carrying complete lines of Redwood • Double Primed, Clear Redwood FJ trim & siding. All sidings VG.

• High-end Green & Dry solid lumber.

• UL Zero Flame Spread IndexClass A Fire Rating• Produced from sustainable forests• Highly water resistant• Highly insect resistant• Rot resistant• Will not deteriorate• Carries 20-year warranty • FSC Chain-of-Custody certified• 5/4"x6" decking will span 24"• Colors: Sequoia (redwood) andCapeCod (gray)


REEL

REGALCUSTOMMILLWORK

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

(714) 632-1988 • (800) 675-REEL

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

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

Reel Lumber Service and Regal Custom Millwork are affiliated companies

LUMBERSERVICE

www.reellumber.com

WholesaleIndustrial Lumber

• Pine

• Plywood

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Specialists inHardwood Milling

• Oliver Straitoplaner

• Straight Line & Multiple Rips

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• Newman Straight Knife Planer

Happy

Holidays!

Capped Composite DeckingTimberTech now offers fully capped composite

decking boards.Earthwood Evolutions features HydroLock mois-

ture resistance, three scratch- and fade-resistant col-ors, and a flat grain that does not trap dirt.

Lengths of 12’, 16’, and 20’ are available, withmatching fascia and stair risers. � TIMBERTECH.COM

(800) 307-7780

Coastal HousewrapNapaWrap coastal housewrap from Propex keeps

out water, but allows moisture vapor to escape fromthe wall cavity.

The wrap reportedly has twice as much UV protec-tion, and can be left exposed for long periods of timewithout damage from sunlight or moisture.

Five convenient roll sizes are available.� NAPA-WRAP.COM

(888) 437-3423


NORTH AMERICAN Wholesale Lumber Association held its annualTraders Market Nov. 3-5 in Chicago, Il. [1] Tom Taylor, Rex Scott. [2]Gary Pittman, Bob Shepherd. [3] Todd Fox, Ken Ford. [4] Bill Nocerino,Suzanne Hearn. [5] Doug O’Rourke, Rick Ekstein. [6] Bill Moyer, GregMitchell, Jack Chase, Ed Langley. [7] John Cooper, Jason Friend. [8]Mark Richardson, Scott Gretke. [9] Win Smith. [10] Tom & DianneFranklin, Danny Osbourne. [11] Thom Wright, David Jeffers, TomHunter, Patrick Hanulak. [12] Stacey Voldt, Gary Vitale. [13] Steve Firko,

Mark Drone, Patrick & Dorothy Sinclair, Dan Millman, Steve Boyd. [14]Steve Hollingsworth, Buck Hutchison. [15] Mark Tittler, Rob Breda. [16]Chris Schofer, Sandy & Dirk Kunze, Thomas Lister. [17] Dan Semsak,Jim Enright. [18] Matt Campbell, Tod Kintz, Kevin Daugherty. [19] SteveHudson, George Youssef, Doug Chiasson, Mike Jennings, MattPedrone. [20] Joshua Kaye, Richard Raci. [21] Terry Johnson, AllenGaylord, Brian Johnson.

(More photos on next four pages)

Photos by The MerchantTRADERS MARKET


NAWLA TRADERS MARKET (continued from previous page): [1] TimHummel, Doug Willis, Paul Emmer. [2] David Jaffee, Adam Russin. [3]Ray Miller, Racy Florence. [4] Nick Nelson, Ken Caylor. [5] DaveDaughtery, Wayne Jordan, Mike Stevens, Bill McGrath. [6] Jeff Norman,Steve Killgore. [7] Terry Johnson, Allen Gaylord, Brian Johnson. [8]

Zack Brannock, Michael Almberger, Thomas Mende, Gary Fallin. [9]Brad Shaigec, Craig Fleischhacker. [10] Jim Van Pelt, Brett Ellis. [11]Jim Gillis, Gary Arthur. [12] Steve Hollingsworth, Mark Daly. [13] RobertSimon, John Green. [14] Chris Webb, Donna Allen. [15] Matt Weaber,Greg Haupt. (More photos on next three pages)

TRADERS MARKET

Photos by The Merchant

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

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

Distributed By



NAWLA HITS CHICAGO (continued from previous two pages): [1] ElliottPicken, Christian Labbe, Sarah Williams, Rick Palmiter, Barry Russin.[2] Sam Sanregret, Michael Kirkelie, Mark Denner. [3] John Smart,Bradley Morrow, Jim Tittle, Matt Pedrone. [4] Rick Wearne, Bart Swan.[5] Jim Walsh, David Smith. [6] Ray Barbee, Trish Roche, KenTennefoss, Brittany Sherwin, Dan Blenk. [7] Jonathan Wales, LloydPullen, David Bernstein. [8] Steven Hudson, Rob Endres. [9] PennyHammack, Linda Schneider, Alan Oakes, Julie McLean. [10] Chris

Lazere, Joe Hanas, Gary Bernstein. [11] Cathy Spencer, Carl Henoch,Anellina Marrelli. [12] Mark Junkins, Hunter McShan, Charlie Quarles.[13] Richard Quitadamo, Dennis Connelly, Alden Robbins. [14] JulieSheffield, Chuck Smith. [15] Rick Richardson, Carol Kelly. [16] BradHodgins. [17] Chris Bailey, Alyson Kingsley. [18] Dan Paige, AnthonyBaron. [19] Amy Vitele. [20] Kris Owen, Tom May.

(More photos on next two pages)


NAWLA (continued): [1] David Hanson, JillSnider Parr. [2] Matt Duprey, Jack Bowen,Wayne Huck. [3] Tracy Trogden, StephanieMulvogue, Rayelle Vigneux, Kelly Srsen. [4]John & Denise Morrison, Mark Westlake. [5]Rick Stout, Chuck Casey. [6] Justin Gregory,Ali Jojo. [7] James Rane, Craig Grisham. [8]Jim Olson, Steven Knauss, Dillon Forbes, Ian

Smith. [9] Christian Skarring, Carl Widder. [10]Kim Pohl, Lisa Martin. [11] Jean-Marc Dubois,Tony Saad. [12] Terry Adair, Thom Wright.[13] Gary Maulin, Phil Schumock. [14] Erol

Deren, Duane Kuzak. [15] Bonnie Anderson,Seamus O’Reilly, Linda Sabrowski. [16] Tony& Darlene Wiers, Pat Thorp.

(More photos on next page)

TRADERS MARKET

Photos by The Merchant

HHaappppyy HHoolliiddaayyss aannddTThhaannkk YYoouu..

WWiitthh AAllll OOuurr BBeesstt WWiisshheess ffoorr 22001111..

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

www.taigabuilding.com

SANGER DISTRIBUTION CENTERTel. (559) 876-3624

building products


NAWLA Traders Market (continued from previous four pages): [1] SteveFowler, Lowell Crossley, Bill Anderson. [2] Rick Ingram, MarkRohrbaugh, Don Dye. [3] Melinda Poole, Bobby Byrd, Connie Baker. [4]Mickey Brown, Korbin Riley, Bob Berch. [5] Josh Renshaw, JanisKirschner, Bryan Payne. [6] Mike Phillips, Mark Porter, Reid Schooler.[7] Jett Code, Mel Smeder, Tod Kion, James O’Grady. [8] ChuckMartineau, Steve Thorpe. [9] Charlie Brittain, Jim Futter. [10] Leslie

Southwick, Brad Matley. [11] Gary Lee, Morris Douglas, MichaelHolzhey. [12] Milt Farvour, Douglas Reed, Laurie Creech, Don Spiers.[13] Larry Petree, Chris Retherford. [14] Monte Jensen, JimHassenstab, Brandon Rinck. [15] James Gibson, Jason Scroggins. [16]Todd Fox, Ken Ford. [17] Bryan Pane, Blair Magnuson, Steve Barber,Eric Wischmann, Bart Bender, Dave Wildeman. [18] Bob Eslinger. [19]John Scofield. [20] Mirco Walther. [21] Sam Krauter.



LOS ANGELES Hardwood Lumberman’s Clubhit the courts Nov. 7 in Anaheim, Ca., for itsannual tennis tournament. (Left to right) RandyPorter, Matthew Porter, Kyle Fitzgerald, MikeWalters, Ellie Melendez, Bill Fitzgerald, DanBohannon, Kit Rohm, Alana Fiala, StephenOndich, Charley Fiala, Garrison Cox, JulieSouthwell, Daud Ahmed, Leon Richman.

Stimson Behind PortlandʼsMassive Christmas Tree

The 75-ft. fir decorating PioneerSquare in downtown Portland, Or.,was donated by Stimson Lumber,marking the eighth year the Portland-based manufacturer has provided thecity with its holiday centerpiece.

The tree was grown in Gaston, Or.,and was escorted to Portland by SantaClaus, police officers, and Stimsonofficials. It was decorated with morethan 15,000 LED lights, which use91% less energy and last 50% longerthan standard holiday lights.


OFFICE & WAREHOUSE FOR LEASE:Northern California Sacramento region.Approximately 2,000-sq. ft. office attached to30,000-sq. ft. warehouse. Warehouse clear spanheight 20 ft. Office & restrooms ADA accessi-ble. Warehouse includes three-man doors withlarge 20-ft. roll-up door. 220V power available.Fire sprinkler system throughout. Truck shopfacilities provided, including minor repairwork, oil changes, steam cleaning, etc., atfavorable rates. Ample truck parking space inback of facility. Office & 30,000-sq. ft. frontwarehouse available at .29¢ per sq. ft. If inter-ested, please call Tom Williams, (530) 742-2168, between 8 a.m. and 5 p.m.

Got your own copy?

Call Heather at (949) 852-1990

TheMERCHANTMagazine

LUMBER TRADERWe are a wholesale lumber company looking

for 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].

Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy orheadline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (adver-tiser sets the type), $65 if we set the type.

Send ad to Fax 949-852-0231 or dkoenig@ building-products.com. For more info, call (949) 852-1990. Makechecks payable to Cutler Publishing. Deadline: 18th of previous month.

CLASSIFIED Marketplace

FOR SALE

FOR SALE

CUSTOMLUMBER COVERSROLLS • SEALED BAGSAvailable for Delivery

Rolls 10 x 300ʼBags 4 x 4 x 8ʼ & 4 x 4 x 12ʼ

L. I. INDUSTRIES800-526-6465FAX [email protected]

www.lumbercoversprotect.com

Letusquote

HELP WANTED

FACILITIES FOR LEASE

Questions? Call Alan at (949) 852-1990

Feature yourBusiness Card in

The Merchant MagazineSay Happy New Year

& help end breast cancerUse this low-cost opportunity to deliver New Year’s greetings

to your customers, friends and suppliers—and help Susan G.Komen for the Cure, which for nearly 30 years has been leadingthe global movement to end breast cancer.

Your business card—reprinted in color and reduced slightlyto 2-3/8” x 1-3/8”—will appear in a special section in theJanuary issue of The Merchant Magazine as well as its sistermagazine east of the Rockies, Building Products Digest. Thecost for each ad is just $100, $25 of which is tax deductible andwill be matched by us—for a total donation of $50 to Komenfor the Cure.

Doing your part is easy: Just send us your business card(s) before Dec. 20, along with a

check for $100 per card—or$200 per card to appear in bothThe Merchant and BPD—toCutler Publishing, 4500Campus Dr., Ste. 480,Newport Beach, Ca. 92660.


DATE BookListings are often submitted months in advance. Always verify

dates and locations with sponsor before making plans to attend.

Los Angeles Hardwood Lumberman’s Club – Dec. 11, annualChristmas party, Orange Hill Restaurant, Orange, Ca.; (626) 445-8556.

Softwood Export Council– Dec. 14, annual meeting, Portland, Or.;(503) 620-5946; www.softwood.org.

Washington Hardwoods Commission – Dec. 15, meeting,Olympia, Wa.; (360) 835-1700; www.wahardwoodscomm.com.

Western Forestry & Conservation Association – Dec. 15, seminaron forest products export markets of China, Japan & Korea,DoubleTree Hotel at Lloyd Center, Portland, Or.; www.western-forestry.org.

Portland Hoo-Hoo Club – Dec. 17, holiday party, World ForestryCenter, Portland, Or.; (503) 675-0040.

Arizona Home & Garden Show – Jan. 7-9, Phoenix ConventionCenter, Phoenix, Az.; (877) 663-6186; showtechnology.com.

Colorado Springs Home Building & Remodeling Show – Jan. 7-9, Norris-Penrose Event Center, Colorado Springs, Co.; (800)374-6463; www.homeshowcenter.com.

Portland Build, Remodel & Landscape Show – Jan. 7-9, PortlandMemorial Coliseum, Portland, Or.; (800) 374-6463;www.homeshowcenter.com.

Remodeling & Decorating Show – Jan. 7-9, South Town ExpoCenter, Sandy, Ut.; (818) 571-9012; www.thehomeshow.com.

Budma 2010 – Jan. 11-14, international construction fair, Poznan,Poland; (317) 293-0406.

International Builders Show – Jan. 12-15, sponsored by NationalAssociation of Home Builders, Orange County ConventionCenter, Orlando, Fl.; (800) 368-5242; www.buildersshow.com.

Seattle Remodeling Expo – Jan. 14-16, Washington StateConvention Center, Seattle, Wa.; (800) 374-6463;www.homeshowcenter.com.

Remodeling & Decorating Show – Jan. 15-16, Orange CountyFairgrounds, Costa Mesa, Ca.; (818) 557-2950;www.thehomeshow.com.

Western Pallet Association – Jan. 15-18, annual meeting, RanchoLas Palmas Resort, Rancho Mirage, Ca.; (360) 355-0208;www.westernpallet.org.

Black Bart Hoo-Hoo Club – Jan. 19, industry night, BroilerSteakhouse, Redwood Valley, Ca.; (707) 621-0485.

Truck Loggers Association – Jan. 19-20, convention & show,Victoria Conference Center & Fairmont Empress Hotel, Victoria,B.C.; (604) 684-4291; www.tla.ca.

Humboldt Hoo-Hoo Club – Jan. 20, crab freed, Elks Lodge,Eureka, Ca.; (707) 601-9128.

Do It Best Corp. – Jan. 22-24, winter conference, Red Rock Resort,Summerland, Nv.; (260) 748-5300; www.doitbestcorp.

Surfaces – Jan. 25-27, floorcovering expo, Mandalay Bay Conven-tion Center, Las Vegas, Nv.; (866) 860-1975; www.surfaces.com.

Guardian Building Products – Jan. 28-Feb. 3, market, Caesar’sPalace, Las Vegas, Nv.; (800) 569-4262; www.guardianbp.com.

True Value Co. – Jan. 31-Feb. 2, spring market, Orange CountyConvention Center, Orlando, Fl.; (773) 695-5000;www.truevaluecompany.com.

American Fence Assn. – Feb. 8-10, FenceTech & DeckTech,Mandalay Bay Convention Center, Las Vegas, Nv.; (800) 822-4342; www.americanfenceassociation.com.

Western Building Material Association – Feb. 9-11, annual con-vention; Feb. 10-13, Young Westerners Conference, TulalipResort, Tulalip, Wa.; (800) 956-7469; www.wbma.org.

Dimension LumberTreated ProductsDomestic

TimbersGreen & K.D.

Export

Manke Lumber Company is family-owned and has been serving the needsof the lumber industry since 1953. Wetake pride in milling and stocking quali-ty lumber in a full range of commoditysizes and larger dimension timbers. Wealso answer your market needs for awide variety of treated lumber products. Our forest products are milled fromcarefully harvested Northwest treesready for distribution to you—on timeand at the right price.Located in the Port of Tacoma, wehave ready access to deep water ship-ping, rail heads or trucking terminals forlonger haul loads. Manke operates itsown fleet of trucks and is at your ser-vice for straight or mixed loads bytruck, rail or sea.We manufacture primarily Douglas firand western hemlock, including• 2x4 thru 2x12, Lengths 8-20’• 3x4 thru 3x12, Lengths 8-26’• 4x4 and wider, Lengths 8-26’• 6x6 and wider, Lengths 8-26’• 8x8 and wider, Lengths 8-26’• Timber sizes up to 12x12

Manke Lumber CompanyCall 1-800-426-8488

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

www.mankelumber.com

WHAT YOU WANT.WHEN YOU NEED IT.


IDEA FileLadies Night

Roseburg Forest Products [www.rfpco.com] ..........................Cover IVSimpson Strong-Tie [www.strongtie.com] ...........................................3Swanson Group Sales Co. [www.swansongroupinc.com] ......Cover IITaiga Building Products ......................................................................33Thunderbolt Wood Treating [thunderboltwoodtreating.com]...........38Van Arsdale-Harris Lumber Co. [www.vanarsdaleharris.net]...........20Western Red Cedar Lumber Association [www.wrcla.org] .............8-9Yakama Forest Products [www.yakama-forest.com] ........................21

ADVERTISERS IndexFor more information on advertisers, call them

directly or visit their websites [in brackets].

Realizing that ladies often control the pursestrings in the family and that there’s no time to shoplike the holidays, this fall a record number of AceHardware franchises are hosting their own “LadiesNight Out” events.

While some stores are new to the event, others havebeen putting it on for 10 years, like Ace HardwareCinco Ranch, Katy, Tx., which last year had over 1,500women attend. The recent Ladies Night Out at LoneStar Ace Hardware, Spring, Tx., even got covered bythe local Fox TV news affiliate.

The high-energy parties promise fun, food, drinksfrom wine to hot cider, shopping, door prizes, dis-counts, product demonstrations, and booths staffed byvendors and other local small businesses. Typicalexhibitors include reps for Mary Kay, Pampered Chef,candy and flower shops, custom framers, candle mak-ers, interior designers, and jewelry stores.

Some offer free gift-wrapping or invitations thatinclude coupons for an extra $5 off.

Although the events are strictly women-only affairs,men (and others who need extra time to shop) can takeadvantage of the discounts earlier that day, duringthe store’s normal operating hours.

Although most locations time theirevent to lead into the holidays,Milan Ace Hardware, Milan,N.M., stages theirs in May. Thisyear, Milan gave away 200reusable shopping bags filledwith flowers, gardeninggloves, and other gifts.

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

wwwwww..tthhuunnddeerrbboollttwwooooddttrreeaattiinngg..ccoommCCeennttrraall CCaalliiffoorrnniiaa LLooccaattiioonn

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

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

MMaarriinnee && IInndduussttrriiaall SSaalleessMiguel Gutierrez • [email protected]

(209) 747-7773 • Fax (209) 451-0425

Treating Services Only (TSO)

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

Marine Piling • Staining Service • Rail Siding (BNSF)

CCooaattiinngg SSeerrvviiccee:: MFI-SLO8 Marine GradeSpray Polyurea Coating

Advantage Trim & Lumber [www.advantagelumber.com] ................26AERT/MoistureShield [www.aertinc.com].............................Calendar 14Anfinson Lumber [www.anfinson.com] ..............................................21Arch Wood Protection [www.wolmanizedwood.com]......Calendar 4, 26Cal Coast Wholesale Lumber...............................................................24California Timberline ..............................................................................4C&D Lumber Co. [www.cdlumber.com] ................................Calendar 20C&E Lumber Co. [www.lodgepolepine.com] ......................................23Capital [www.capital-lumber.com]...................................Calendar 10, 28Capitol Plywood [www.capitolplywood.com].....................................17Compass Lumber Products Inc. [www.compasslumber.com] .........28Fletcher Wood Solutions [www.tenonusa.com].................................27Fontana Wholesale Lumber [www.fontanawholesalelumber.com]..15Great Southern Wood Preserving [www.yellawood.com] ...Calendar 12Huff Lumber Co. ....................................................................................25Indiana Lumbermens Mutual Insurance [www.ilmgroup.com].........19Jones Wholesale Lumber [www.joneswholesale.com] .....................11Kelleher Corp. [www.kelleher.com].............................................Cover IKeller Lumber Co. .................................................................................22Krauter Solutions [www.krauter-storage.com].....................Calendar 24LP Building Products [www.lpcorp.com]..............Calendar 18, Cover IIIManke Lumber Co. [www.mankelumber.com] ...................................37Matthews Marking Products [www.matthewsmarking.com].Calendar 6Maze Nails [www.mazenails.com]............................................Calendar 8Norman Distribution Inc. [www.normandist.com] .............................31North American Wholesale Lumber Assn. [nawla.org]........Calendar 22Nu Forest Products [www.nuforestproducts.com]..............................5Pacific MDF Products Inc. [www.pactrim.com]....................................7Parr Lumber...........................................................................................18Pennsylvania Lumbermens Mutual Insurance Co. [plmins.com].......7Peterman Lumber [www.petermanlumber.com] ................................35Redwood Empire [www.redwoodemp.com] .........................Calendar 16Reel Lumber Service [www.reellumber.com] .....................................29RISI [www.risiinfo.com/crows].............................................................35Rosboro [www.rosboro.com] ....................................................Cover III


Created by applying a patented, non-combustible Pyrotite® coating to LP® OSB panels, LP® FlameBlock™ Fire-Rated Sheathing is an ICC certified (ESR-1365), PS2-rated structural sheathing with a Class A Flame Spread Rating. It provides extended burn-through resistance, delivering a 20-minute thermal barrier (ASTM E119). LP FlameBlock Sheathing is Exposure-1 rated, durable on the job site and easy to work with. Backed by a 20-Year Transferable Limited Warranty, LP FlameBlock Sheathing is cost effective and available in a variety of PS2-rated thicknesses and lengths, including Struc-1. It’s the panel to count on when every minute matters.

Available Now At Taiga Building Products. For More Information Call: Rocklin (800) 348-1400, Sanger (559) 876-3624

© 2010 Louisiana-Pacific Corporation. All rights reserved. Pyrotite is a registered trademark of Barrier Technology Corp. The UL Mark is a registered trademark of Underwriters Laboratories, Inc. All other trademarks are owned by Louisiana-Pacific Corporation.

LPCorp.com/FlameBlock |OSB | SmartSide® | SolidStart® | TopNotch® | TechShield®

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The Merchant Magazine - December 2010