the merchant aug 2014

MILLWORK FORECAST RISING INTEREST IN GREEN BUILDING DATA SECURITYAUGUST 2014

The MERCHANT MagazineTHE VOICE OF THE WEST’S LBM DEALERS & DISTRIBUTORS – SINCE 1922

4 The Merchant Magazine August 2014 Building-Products.com

August 2014 Volume 93 Number 2

OnlineBREAKING INDUSTRY NEWS, EVENT PHOTOS, & DIGITALEDITION OF THE MERCHANT

BUILDING-PRODUCTS.COM

The MERCHANT Magazine

CHANGE OF ADDRESS Send address label fromrecent issue, new address, and 9-digit zip to addressbelow. POSTMASTER Send address changes to TheMerchant Magazine, 4500 Campus Dr., Ste. 480,Newport Beach, Ca. 92660-1872.The Merchant Magazine (ISSN 7399723) (USPS796-560) is published monthly at 4500 Campus Dr.,Ste. 480, Newport Beach, Ca. 92660-1872 by CutlerPublishing, Inc. Periodicals Postage paid at NewportBeach, Ca., and additional post offices. It is an inde-pendently-owned publication for the retail, wholesaleand distribution levels of the lumber and building prod-ucts markets in 13 western states. Copyright®2014 byCutler Publishing, Inc. Cover and entire contents arefully protected and must not be reproduced in anymanner without written permission. All RightsReserved. It reserves the right to accept or reject anyeditorial or advertising matter, and assumes no liabilityfor materials furnished to it.

Special Features8 COMPETITIVE INTELLIGENCE

MILLWORK DEALER CLEANS UP

10 PRODUCT SPOTLIGHTDOOR & WINDOW FORECAST

12 WHOLESALER PROFILE: FCTG

14 FEATURE STORYDEALERS SEE GREEN BUILDING RISE

16 INDUSTRY TRENDSNEW CODES BOOST WOOD MARKETS

18 MANAGEMENT TIPSPROFIT FROM DATA SECURITY

18 MARGIN BUILDERSNEW ONLINE TOOLS TO HELP SELLPRESSURE TREATED WOOD

In Every Issue6 TOTALLY RANDOM

20 OLSEN ON SALES

24 NAWLA: THINKING AHEAD

30 MOVERS & SHAKERS

32 NEW PRODUCTS

36 FAMILY BUSINESS

40 PHOTO RECAP: PCBC

43 ASSOCIATION UPDATE

43 IN MEMORIAM

44 APP WATCH

44 CLASSIFIED MARKETPLACE

44 TALK BACK

45 DATE BOOK

46 IDEA FILE

46 ADVERTISERS INDEX

When it will show, sell our beautiful 31/8" or 51/8" appearance glulam. Removing a little extra material guarantees a beautiful appearance. For more information, call 800-237-4013 today.

WHEN APPEARANCE ISN’T IMPORTANT,

SAVE YOUR BUILDERS

MONEY WITH OUR FRAMING GRADE

GLULAM:

WHEN APPEARANCE IS IMPORTANT,

YOUR CUSTOMERS WILL PREFER

OUR AUTHENTIC APPEARANCE

GRADE:

When it’s going to disappear behind drywall, sell our economical 31/2" or 51/2" framing-grade glulam. Why would anyone want to pay more?

FILLER KING® Structural Woods

You Buy Structural. We Throw In Beautiful.™

© 2014 Boise Cascade Wood Products, L.L.C. BOISE CASCADE, the TREE-IN-A-CIRCLE symbol, “Great products are only the beginning.” FILLER KING and “You Buy Structural. We Throw In Beautiful.” are trademarks of Boise Cascade Company or its affiliates.

www.building-products.comA publication of Cutler Publishing

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

Publisher Alan [email protected]

Publisher Emeritus David CutlerDirector of Editorial & Production

David [email protected]

Editor Karen [email protected]

Contributing EditorsDwight CurranJames Olsen

Carla Waldemar

Advertising Sales ManagerChuck Casey

[email protected]

Administration Director/SecretaryMarie Oakes [email protected]

Circulation Manager Heather [email protected]

How to AdvertiseChuck Casey

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

Alan Oakeswww.building-products.com


CLASSIFIEDDavid Koenig


How to SubscribeSUBSCRIPTIONS Heather Kelly


or send a check to 4500 Campus Dr.,Ste. 480, Newport Beach, CA 92660

U.S.A.: One year (12 issues), $22Two years, $36 Three years, $50

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

Other countries, $60Air rates also available.

SINGLE COPIES $4 + shippingBACK ISSUES $5 + shipping



TOTALLY RandomBy Alan Oakes

Born or created?RECENTLY, SOMEONE CALLED to ask my thoughts about them starting their own busi-

ness. It’s one of several similar calls I’ve received over recent years—usually fromsomeone who has lost their job, can’t find a new one, and sees this as their way of gettingback to work. To be or not to be an entrepreneur?

My first questions: Are you starting from scratch or buying another business? Are youfinancially and mentally ready to own your own business? Why now? How is your visionfor your business different from what others are offering? How will you raise the barover the competition to give others a reason to do business with your new company?

At that point, most decide it’s not worth the risk. The reason is that it was really apipe dream, an escape from reality. And this is where the real entrepreneur stands out,because if you really do have an idea, it should be gnawing at you that you must try itout, some way, somehow!

Over my career, I have worked with those I call “real” entrepreneurs. They’re theones who had an idea, had to find ways to get that idea to market, and would allow noth-ing to stand in their way. Some had earlier ideas that failed miserably. Yet, the bornentrepreneurs will continue setting up businesses until one hits. These are the 5% whooften from an early age found ways to earn money by starting a small business—deliver-ing, making, selling a new product or service. They are like Bill Gates, who foundedMicrosoft from his garage at age 20.

They have strong drive, persistence, the tolerance to fail and quickly bounce back,high energy, recognition of when they need professional management to take the busi-ness even further, and—most of all—the need to win. They want to control their owndestiny. One trait they possess—which can be good and bad—is their single-mindedness.They saw the path they wanted and nobody could tell them otherwise. Hence, some fail.But it won’t stop them trying again.

On the other hand, the majority of us are quite happy to work for someone else, notneeding to be an owner or even manager, content to enjoy the security that comes with aregular paycheck and benefits. For most of us with a mortgage and kids to put throughschool and everything else to pay for, even if you want your own business, the risks aresimply too great. I included myself in this bucket for many years. I earned good money atthe top of the corporate ladder, had far more than I needed, and never had to worry toomuch over paying all the bills. I always thought about one day having my own business.I was convinced I would be successful, but I was not ready for a long time to pull thetrigger.

But then comes along a life-changing event. Or circumstances change—you lose yourjob, the kids leave home. Financial needs change, and this is when, perhaps for the firsttime, the dream might be able to happen. This is what may be classified as the “acciden-tal” entrepreneur. And this is what most of us who own our own businesses are. We per-haps never had that big idea that would shake the world (e.g., Facebook), but we had theconfidence to either start a business or buy an existing one and take it to the next level.My big driver was that I just knew at a certain point I had not enjoyed the prior five yearsof my corporate life. I could not see working for someone else anymore. I knew it wasnow or never to own my own business.

This is when you have to learn to make yourself into an entrepreneur. It’s very differ-ent, sometimes scary, and requires a different mindset anddifferent skills than those you needed in your old corporateworld. You must learn about launching or buying a busi-ness, competitive advantage, finance, accounting, cashflow, marketing, sales, leadership—many skills you had awhole management team for in your corporate days. Youmust work through those rainy days when those sales justdon’t happen or cash is low. The big difference may bethat many of us no longer sleep as well at night,because at the end of the day we have every-thing, including our homes, on the line. Today,I would have it no other way. I only wish I’dtaken the path to ownership at least 10 yearsearlier.

Alan Oakes, [email protected]

PPG introduces a new semi-transparent system that combines the protection of a solid color fi nish with the appearance of a semi-transparent stain.

PRODUCT FEATURES 100% acrylic latex Machine application formula for better overall consistency

versus fi eld application Formulated with high durability pigments for maximum

UV performance Varied basecoat colors offer a wide range of color options Excellent color retention

* Samples are shown with 1 coat of Sandstone Basecoat and 2 coats of Semi-Transparent Finish. These samples were all lab applied.

SEMI-TRANSPARENT SYSTEM FOR WOODPPG MACHINECOAT® PLUS ST EXTERIOR FINISH

STANDARD SEMI-TRANSPARENT SYSTEM*

MAHOGANY

REDWOOD

WALNUT

CEDAR

MAPLE

SANDSTONE BASECOAT

The PPG logo is a registered trademark of PPG Industries Ohio, Inc. MachineCoat and DuraColor are registered trademarks of PPG Architectural Finishes, Inc.

ASK PPG ABOUT DURACOLOR® STFOR FIBER CEMENT AND COMPOSITES


Reclaimed millworkdealer cleans up

COMPETITIVE IntelligenceBy Carla Waldemar

NECESSITY, THEY SAY, is the motherof invention. Well, in this case,

the light bulb flashed in the brain notof a mom, but a dad.

Jonathan Orpin, founder and presi-dent of Pioneer Millworks,Farmington, N.Y., owned (and stillowns) New Energy Works TimberFramers, based in Farmington, and, ofcourse procuring wood for its opera-tion was front of mind. “It was impor-tant to look for a stable timber sourcefor the framing business,” Orpinexplains, gazing back, “and this part

of New York State had always used acertain amount of agricultural tim-bers.”

So, he reasoned—the light bulbmoment—why not reclaim that vin-tage wood for modern use?

Thus, in 1988, Pioneer Millworkswas launched “in a small, ramshacklebuilding in a town not that much big-ger,” looking to specialize in salvagedflooring.

“I liked the idea of using timber 50to 100 years old—material that hadundergone a slow drying process,

RESTAURANTS are frequent customers, such as for this reclaimed American Gothic Oak in anUpstate New York eatery. (Photos by Pioneer Millworks)

which provided stable lumber. Andthat wood ended up with a story totell,” he shares. “There were barnsgoing down—I hate that, but at leastwe could give that wood new life.Here, in the classic rust belt ofAmerica, lots of buildings were builtwith big timbers. Plus, there’s theenvironmental aspect of it: ThroughPioneer Millworks, the world hasgained 23 million bd. ft. of lumberthat would have ended up as landfill.We’ve become a major player inchanging that direction, converting itfor use in homes, restaurants, offices:gorgeous applications.” (A look at thephoto gallery on the company’s web-site, www.pioneermillworks.com,backs up his claim.)

That 23 million ft. breaks downinto 1,042,000 bd. ft. saved a year,which, Orpin is quick to do the math,would fill a lineup of semis, bumperto bumper, for over 32 miles.

Sounds like a no-brainer start-up.Easy, right? Trust me (and him): Itwasn’t. Another facet of the websiteplays homage to scores of big, com-plicated and expensive-lookingmachines resting on Pioneer’s nine-acre site. “We started on the cheap,bootstrapping as we went, buyingused equipment. We got word of tim-ber needed for a New Energy project,but we were required to buy thewhole building, so we developedways to use everything, even the saw-dust”—it segues into animal bed-ding—“and chunks, which heated ourkiln.”

Pioneer Millworks took hold and

Building-Products.com August 2014 The Merchant Magazine 9

grew. Today, the two operations exist side by side, sharingadministration and communications, but not manufactur-ing. “The child became more powerful than the parent.We’re our own best customer,” Orpin states. “We got theword out, one project at a time, as the cliché goes: timberframing that uses our own reclaimed wood in projects—astrong, built-in client.”

Pioneer sells to builders, remodelers and flooring con-tractors, primarily through its website (there’s no show-room), shipping nationwide. Architects and interior design-ers prove pivotal in influencing the homeowner’s or build-ing owner’s decisions: “Highly refined design & buildclients ask for it,” Orpin explains,” because it’s an attrac-tive alternative to boring bamboo or the oak flooring of achain restaurant. People love it because there’s a naturalhonesty to it; plus the amazing textures, with natural varia-tions. And the environmental aspect—we’re not ruiningany rainforests. And, of course, there’s the story”—theromance is provided—“behind its former use. Theseclients are thrilled, so it becomes fun.”

Products offered include timber, barn siding, paneling,countertops, and more. And that timber—awesome in itsdiversity and lineage—is cherry-picked: over 50 species,grades and specialty items, including teak from a dilapidat-ed Indonesian structure; antique heart pine from a 1905mill complex; oak from a coal plant of the 1800s;reclaimed hickory, with its contrasting knots and sapwood“that wears well—suitable for dogs and kids;” salvagedbowling lanes; FSC-certified recycled wood panels geared

for quick and easy installation, even pairings of engineeredwood and antique flooring. And cold storage oak—theHoly Grail of reclaimed wood—white oak flooring from along-ago cold storage facility.

Projects range from a Manhattan restaurant utilizing areclaimed gym floor from a Minnesota high school to theWolverine company store in New York, using old plankssalvaged for re-use as wall cladding: “lots of residences,restaurants. And offices: all the progressive, high-tech SanFrancisco firms. If you can name them, we’ve probablydone the wood.” What sells best? “Weathered, ruggedwood, and wood with a story.”

And how about supply vs. demand? “It’s always vari-able, always a challenge, but our supply channels are well-oiled.” (He’s got a network of scouts out sleuthing poten-tial barns or what-have-you, but if he told me more, he’dhave to kill me.) Pioneer employs a staff of 40—“goodworkers, thoughtful, smart—and they care about the envi-ronment.” Pioneer’s website personalizes the crew, com-plete with candid photos and homey bios, thanks to astrong marketing program. “It’s done in-house because wehave a complex and personal story to tell,” the bossexplains.

Margins must be golden for the highly-coveted antiquewood, right? Wrong. “It’s a complex and difficult busi-ness,” Orpin claims. “It’s heavily labor-intensive—extract-ing nails located with a metal detector, for instance.There’s lots of waste, plus complex customer interactions,so we struggle with margins. They’re very, very tight.”

Adding to that challenge is the reality of competitionout there—“half a dozen strong national companies and ahundred smaller regional players,” he tallies. So then, whydoes Pioneer continue to flourish? “Service! We’re veryservice-oriented,” Orpin is quick to respond. “We comefrom a custom-design background, so we’re adept at cre-ative solutions. And we serve the hell out of folks: quickturnaround, quick delivery, good communication.

“Over the past 10 years customers have begun demand-ing delivery yesterday. So we keep a multi-million-dollarinventory on hand. An order can be for the 70,000 sq. ft.that a university recently needed, or just 70 ft. of trim. (Wehave a $100 minimum.)”

Pioneer, like the rest of us, was buffeted by the recentrecession—“Sure, it hurt. But we made a point of no lay-offs, no cuts in salaries or benefits. But we tightened mar-gins; we did what we had to do to survive.” And businessis not only back—it’s booming. “Last year was our bestyear ever—up 14%—and this year, even more! Another14%!”

So, to keep things interesting, Orpin recently chose toopen a second location on the oppo-site coast—a three-acre establish-ment in Portland, Or.—“for per-sonal growth,” he explains. “InNew York, I’m not needed asmuch on a day-to-day basis. So, Iwas looking for new mountains toclimb. Plus, we have manyPacific Coast clients and dosome salvaging out there.”Another light bulb moment.

Carla [email protected]

SALVAGED wood paneling and millwork are other big sellers.


Millwork forecastBig openings predictedfor doors, windows

sive users of windows and doors is akey indicator of demand.

Window and door sales saw steepdeclines from 2008 to 2013 due to thesharp contraction in constructionspending.

Plastic windows and doors areexpected to exhibit the strongestgrowth through 2018, increasing morethan 8% annually to $8.6 billion.Following the trend that began in theearly 2000s, plastic windows anddoors will continue to increase marketshare at the expense of wood andmetal, because they offer severaladvantages for consumers, includinglow cost, minimal maintenancerequirements, and superior energyperformance.

Plastic products, already popular inthe residential market, are expected tosee increasing use in light commercialand institutional applications whereaesthetics, comfort and energy effi-ciency are valued. Efforts by manu-facturers to improve the variety ofcolors and woodgrain textures onplastic windows and doors, or expandinto markets such as specialty win-dows and impact-resistant products,will also boost plastic products, espe-cially in non-residential and high-endresidential applications.

Metal windows accounted for overtwo-fifths of window and doordemand in 2013—the largest share ofany material—and will continue tolead the market through 2018.However, metal products will facecompetition from plastic, due to the

DEMAND FOR WINDOWS and doorsin the U.S. is forecast to rise

about 7% annually through 2018 to$32 billion.

Rebounding housing completionsand building construction expendi-tures will stimulate gains.Construction of buildings such as res-idences and office, commercial andinstitutional buildings that are inten-

PRODUCT SpotlightWindows & Doors

PLASTIC windows and doors are increasinglycutting into wood and metal’s market share.

(Photo courtesy Norfolk Aylsham Windows & Conservatiories)

cost and energy efficiency, which willlimit more rapid growth.

Despite increased competition,population growth in the South andWest regions will support risingdemand for metal products, as theyare often used in those regionsbecause heat loss through windowsand doors is less of a concern.

Strong growth in non-residentialconstruction, particularly in the insti-tutional and office and commercialsegments where windows and doorsare heavily used, will also boostdemand. Metal products are installedin structures because of their durabili-ty and strength against damage orattack.

Wood window and door demand isforecast to surpass $10 billion in 2018on 6.2% annual growth, the slowest ofany material. Consumer perception ofwood as an aesthetically pleasingmaterial that adds value to a homewill support demand, particularly inhigher end residential applications. Inaddition, the dominance of wood inthe interior door market will boostdemand as building constructionexpenditures rise.

However, like metal, wood willface strong competition from plasticwindow and door products. Consumerinterest in plastic windows and doorsover those made from wood will con-tinue to increase because plastic prod-ucts are generally more durable andrequire much less maintenance at alower cost.


Forest City’s flagship notches 50

WHOLESALER ProfileForest City Trading Group

had started in Portland in 1964. In1971, Jack McKinnon was appointedpresident of AIFP, which thenabsorbed the personnel and assets ofBuckeye Wholesale Lumber. Threeyears later, AIFP Trading Group wasestablished as a corporate office tohandle the growing management andfinancial functions—and its name waschanged to Forest City TradingGroup.

“McKinnon saw value in operatingcompetitive, yet related, companies,so he developed a business structurethat encourages and provides opportu-nities for capable leaders and aspiringtraders,” says Scott Elston, vice presi-dent of business development. “AIFPwas the largest and most versatile ofour companies. Our other companiesgrew from it, depending on specialtyand leadership.”

In 1972, the Buckeye Pacific namewas revived for a new division inPortland, followed by the opening ofOlympic Industries in Vancouver,B.C. Birmingham International ForestProducts, Birmingham, Al., started in1975, followed by TampaInternational Forest Products, Tampa,Fl., in 1976.

In 1982, Viking Forest Products inEden Prairie, Mn., was purchased.Seaboard International ForestProducts, Nashua, N.H., andRichmond International ForestProducts, Glen Allen, Va., wereformed in 1983. Plateau ForestProducts, Bend, Or., started as a sub-sidiary in 1985.

“Jack McKinnon gave proven

FOREST CITY Trading Group’s flag-ship company, American

International Forest Products, is cele-brating its 50th anniversary. Since1964, American International and theForest City group of companies havegrown and prospered in a challengingindustry.

However, the group’s history goesback even further, to 1921, when the

Ratner family started Forest CityEnterprises, Cleveland, Oh., to servelocal builders. In 1950, the familyopened Buckeye Wholesale Lumberin Portland, to provide western lum-ber to FCE’s yards in the Midwest.

When lumber prices increased inthe late 1960s, FCE acquiredAmerican International ForestProducts, a successful wholesaler that

FOREST CITY TRADING GROUP’s current president and c.e.o., Craig Johnston, believes that thegroup is well-positioned for another 50 years of success. (Photos courtesy FCTG)


traders increased responsibility,” says Elston. “As eachcompany spun off, our supporting processes—credit lines,computer support, transportation, trader trading—grewstronger.”

McKinnon passed away in 1989, but his company val-ues still guide the group. “His belief that getting the bestpeople and providing them the best opportunities continuestoday,” says Craig Johnston, FCTG’s current president andc.e.o.

In 2004, Johnston and a team of senior executives ledan employee purchase of the group from Forest CityEnterprises. “We had outgrown our relationship withthem—they were heavily involved in real estate—so theyagreed to let us purchase ourselves,” he says.

With the addition of Southern Mississippi Trading,Waynesboro, Ms., in 2010, the group had grown to 10 sub-sidiaries and two branches—plus 50 inventory locations.More than 280 traders deliver a wide variety of forestproducts to lumber dealers and distributors, home centers,wood treaters, and industrial accounts.

“When you work with any of our subsidiaries, there’sno need to worry about the details because we back everytrade,” says Elston. “As we go forward, Forest CityTrading Group will continue to look for opportunities tostay strong in an evolving industry.”

One example of growth is the newest member of FCTG,which will open this month: Global LBM Marketing LLC,Portland, Or. This mill sales division will focus on regionaland independent lumber and panel producers, and helpmaximize mill sales returns by leveraging and utilizing theentire FCTG channel of traders and markets. “This newdivision is a great fit and an opportunity to find the bestmarkets and channels for independent producers,” saysElston.

On Sept. 5, American International Forest Products will

host an Open House to celebrate its 50th anniversary andthank its customers and supply partners. President JohnVranizan says about AIFP’s past, “Since 1964, AIFP hasbeen a wholesale building material industry leader that isdedicated to creating opportunity for our partners,” hesays. “Looking forward, we will continue to grow by offer-ing creative supply solutions with traders specializing inlumber, panels, industrial, steel, and value-added prod-ucts.”

FCTG’s Johnston also recognizes the support of loyalemployees and trading partners. “They’ve allowed us tosurvive the past 50 years—and we are poised for tremen-dous growth going forward,” he says. “It’s all about doingwhat we say, creating opportunities for our employees, andbringing value to our trading partners. If we aggressivelycontinue to do that, I expect another 50 successful yearsahead.”

PARTICPANTS in recent trader training seminar offered by FCTG, which believes that training and development are a top priority.

VETERAN TRADER Carlin Irish focuses on closing another order inAmerican International Forest Products’ remodeled office in Portland, Or.


Dealers note rising interest in green building

According to NAHB chairmanKevin Kelly, “This new study demon-strates phenomenal growth in greenbuilding, with more builders engagingin sustainable building practices thanever before.”

Other important findings for single-family housing include:

• More than one third of those sur-veyed are building 60% of their pro-jects green.

• 73% of builders say that con-sumers will pay more for green single-family houses.

• By 2018, 62% of them expect tobe at this level of green activity.

• The biggest shift is in thosereporting that more than 90% of theirwork is green.

The growing importance of multi-family housing was also reflected inthe report, with this sector becoming“one of the most robust sectors in thegeneral building market.” However,this market has “different drivers forgreen and different benefits comparedwith the single family market. As thereport advises, “understanding thesedifferences is crucial for those seekinginroads into this sector.”

According to the report, 54% offirms building new multifamily pro-jects are doing more than 15% of theirprojects green. Though only 6% ofmultifamily builders report being ded-icated to green (more than 90% oftheir projects green), 18% expect to beat that level by 2018.

“The multifamily market is drivenmore by cost factors such as the avail-ability of government or utility incen-tives, as well as enhancing their com-petitive position and corporate image,”said Kelly. “In contrast, the growth inthe single-family market is drivenmore by customer demand. All arecompelling reasons for the industry toengage with this continuously growingmarket.”

GREEN BUILDING continues to createopportunities for building product

manufacturers, distributors and suppli-ers, according to McGraw HillConstruction’s latest report, GreenMultifamily & Single Family Homes:Growth in a Recovering Market.

To take advantage of these oppor-tunities, however, suppliers must beprepared to market products and ser-vices to both highly experienced greenbuilders and to those just entering the

green building and remodeling market.As always, prospective homebuyers

have driven the continuing demand forgreen construction. “Greater consumerinterest in green homes has con-tributed to the ongoing growth, lead-ing us to anticipate that by 2016, thegreen single family housing marketalone will represent approximately26% to 33% of the market,” saidHarvey Bernstein, v.p. of industryinsights & alliances for McGraw Hill.

FEATURE StoryGreen Building

Involvement in Green Activity Over Time

–— Builders of New Single Family Homes –—

–— Builders of New Multifamily Projects –—

– Source: McGraw Hill Construction, 2014

69%

2011 2013 2015 2018

19%

6%

24%

46%

9% 18%

24%

37%6%

6%17%

31%

31%

46%54%

21%

79%

21%

79%

63%

2011 2013 2015 2018

16%9%

23%

30%

24% 38%

24%

22%

12%

19%

15%

28%

37% 38%

62%

23%

77%

16%

84%

Less than 16% of Projects Green

More than 90% of Projects Green

61%-90% of Projects Green

16%-60% of Projects Green


New codes and regulations boostwood markets

UNDER GROWING pressure from the economy, environ-mental regulation, and competing materials, U.S.

wood products manufacturers and distributors face a myri-ad of challenges. The wood products market is constantlyevolving due to changes in building codes and the greenbuilding industry. The good news is, advanced technolo-gies and the inherent sustainability of wood are encourag-ing demand for wood products—giving them a leg-upagainst other building materials.

Building Codes & StandardsToday, wood products meet code requirements in a

wide range of low- and mid-rise building types. New, inno-vative technologies and building systems have enabledlonger wood spans, taller walls, and higher buildings, andcontinue to expand the possibilities for wood use in con-struction. The resulting growth in demand, however, can-not be realized without changes to building codes thatembrace wood products.

The wood products industry has been working togetherto engage full-time with the leading construction code-writing bodies to encourage acceptance of wood applica-tions. Over the past year, the American Wood Council col-laborated to review more than 2,300 proposed changes to

INDUSTRY TrendsBy John “Buddy” Showalter, American Wood Council

several codes promulgated by the International CodeCouncil, including:

• The International Residential Code references guid-ance for building with wood in newly updated versions ofthe National Design Specification for Wood Construction,Special Design Provisions for Wind and Seismic, andWood Frame Construction Manual, and now recognizesthe use of cross-laminated timber.

• The International Energy Conser-vation Code contin-ues to reference R-values as a prescriptive measurementversus performance criteria, and maintains the decision-making authority of building officials.

• The International Fire Code maintains existing firecode requirements for outdoor pallet storage in favor of thewood products industry, in a decision to disapprove a pro-posal to impose more onerous requirements for palletbuilders, recyclers and repair depots.

Recognizing the benefits of wood, the industry saw a95% success rate to incorporate these changes—whichmeans more building designers and construction profes-sionals will be able to opt for wood as the primary materialfor their buildings. Along with previously-approvedchanges to the International Building Code and the ongo-ing 2014 hearings on the International Green ConstructionCode, the revised codes for 2015 will be published in late2014.

Green BuildingWith the green building market estimated to reach as

high as $145 billion by 2015, more attention is also beingpaid than ever before to how buildings impact the environ-ment, including the choices of materials used in construc-tion and how those materials help conserve energy duringoperation. As a natural building material that can helpbuildings achieve energy efficient advantages, wood prod-ucts should be positioned to customers as a valuable optionfor reducing the environmental impact of the constructionindustry. Wood is the perfect green building materialbecause it is renewable, recyclable and stores carbon thatreduce greenhouse gases.


Stemming from a combination ofindustry advocacy and the broadinterest in reducing the environmentalimpacts of buildings, there has recent-ly been a shift for green rating sys-tems to embrace a more systematic,multi-attribute assessment of buildingproducts. Achieved by measurementof life cycle assessment (LCA), thismethod offers greater uniformitybetween rating systems for a more fairmeasurement of building materials,including wood products.

For an easy-to-use resource forcustomers, LCA-based data is nowavailable in the form of standardizedenvironmental product declarations(EPDs). Through AWC and partnerorganizations, the wood productsindustry has released nine EPDs,including softwood lumber, plywood,OSB, glulam, LVL, wood I-joists,redwood decking, MDF and particle-board. Dealers and distributors shouldhave these on-hand as more cus-tomers will be looking to measure theenvironmental impact of their projectsand meet green building ratingrequirements.

In fact, several recent changeshave been made to the green buildingcodes and rating systems to encouragerecognition of wood, including:

• The U.S. Green Building Councilimplemented new criteria contained inthe recently approved LEED v4 ratingsystem.

• ASHRAE updated criteria withinits green building minimum require-ments standard.

• The ICC now has representationfrom the wood products industry onthe oversight committee for its newgreen building model code.

• Industry representation has alsobeen established within Green Globesand National Green Building StandardCommittees, ensuring wood productsare rewarded for their environmentalcharacteristics and positive contribu-tions.

Demand for wood is growing, asarchitects incorporate more of thematerial into designs for sustainableand aesthetically pleasing projects. Toaddress this need, distributors shouldbe educated on the expanded optionsfor wood products in light of recentbuilding code updates, along with theenvironmental and structural benefitsof wood as a selling point.

– John “Buddy” Showalter, P.E., isv.p. of technology transfer at theAmerican Wood Council, Washington,D.C.


Use data security asa strategic advantage

ment creates a differentiation opportu-nity by positioning one’s company asa stalwart custodian of customer cred-it card information.

There is evidence to suggest thatthe security breach at all 1,797 Targetstores in 2013 may have been perpe-trated by a loose band of criminals inRussia using relatively rudimentary,“off-the-shelf” malware. Ironicallyenough, the corporation took preemp-tive measures against such tactics byadopting an expensive malware detec-tion tool six months prior to theattack. Target had also increased theircyber security staff by almost tenfoldfrom 2006 levels, to nearly 300 peo-ple.

THE HIGH-PROFILE credit card secu-rity breaches at major U.S. retail-

ers over the last six months emphasizethe prevalence of data theft and alsospotlight the risks to a merchantcaught unprepared for such crimes.

While the penalties and costs for amega-store data breach can be astro-nomical (the price tag for Target’sDecember 2013 event has alreadysoared into the tens of millions of dol-lars), data compromises can cost amerchant well into the six-figures ifthe they are deemed liable for theoccurrence.

While these events paint a gloomypicture, there is a silver lining forsmall business owners. This environ-

MANAGEMENT TipsBy Chris Hofmann, Tiger Payment Solutions

What their money couldn’t buy, asit turns out, was decisive, internalaction. Their new watchdog vendorissued top-level warnings to theTarget security team as soon as itdetected the malware, yet for unex-plained reasons the retail giant tookno steps and stood by while dataflowed out of its system. By the timethe malware was finally removed, 40million credit card numbers werecompromised and presumably sold onthe black market.

Call to ActionThe first step for any credit card

merchant is to establish and fortify itsdefenses against a potential data


breach by complying with thePayment Card Industry Data SecurityStandard. The PCI Security StandardsCouncil was established in 2004 bythe leadership of all four major U.S.credit card companies: Visa,MasterCard, Discover, and AmericanExpress.

The council’s mission was, and is,clear: to create an additional level ofprotection for card issuers by ensuringthat merchants meet minimum levelsof security when they store, processand transmit cardholder data.

While card issuer protection is thefunction of the DSS by design, themerchants are beneficiaries of it aswell. In the event of a data breach, amerchant is unlikely to be subject tofines or penalties if an audit revealsthat they were fully (and actually)compliant at the time of the event.

The PCI-DSS requires merchantsto complete an initial self-assessmentquestionnaire that outlines their datasecurity responsibilities. There arefive distinct SAQs, each defined bythe various credit card transactionprocessing methods available. Annualrenewals, by means of an attestationand signature, are required tomaintain this compliance.

A merchant’s PCI compliance is a“snapshot-in-time” of its currentmethods and best practices. It is by nomeans a guarantee that any merchant,large or small, is immune to an infor-mation breach, nor will previous com-pliance provide a liability exemptionif there have been changes to themanner in which their credit cardtransactions are processed. Therefore,

enjoy greater profits and higher cus-tomer loyalty.

Protecting sensitive cardholderdata is a powerful, two-pronged dif-ferentiation tool, delivering peace ofmind to customers and driving newsales to the door as well.

– As former owner of an architecturalwoodshop owner (Hofmann Joinery,Hanover, Md.), Chris Hofmann representsTiger Payment Solutions to the profes-sional woodworking supply and machin-ery industry for their payment processingsolutions. He can be reached at (617)999-7214 or [email protected].

it is important that merchantsnot only update their true PCIcompliance, but continuallykeep IT components such asfirewalls and security patchesup-to-date.

Providing regular stafftraining in data security proto-col is also a key measure inrisk-management. Let theTarget debacle make them theposter child for that lesson.

Positive Spin &Real Benefits

When a merchant takes anactive role in data securitypractices, the risk of compro-mising customer card informa-tion is greatly reduced. Risk-reduction is Small BusinessBest Practices 101, but unlikeother pitfalls, data securitybreaches may involve many (ifnot all) of a company’s cus-tomers. The consequences ofsuch are always costly, if notdevastating.

Working with a credit card proces-sor that understands PCI complianceand works to educate its merchants isinvaluable. Using this opportunity tolearn even the basics about card datasecurity will not only increase a com-pany’s awareness of this importantmerchant responsibility, but willallow them to position themselves asan industry leader in the matter.Rather than competing on price alone,those businesses able to distinguishtheir company from the competitionthrough value-added services will

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

Superior Service, Products & Support100% of the Time

Distributed By

MANY SELLERS are “talking” tocustomers without any real

connection. Customers treat thesesellers like a number—it’s easy tosay no to them. They may “pick usoff” every now and then when weare stupid-cheap, but they won’tbuy from us consistently.

The opposite is also true. Whenwe engage our customers, webecome a business partner withthem. We sell them as partners, notas adversaries. The irony is thatengagement takes our relationships beyond dollars, yetmakes selling more profitable.

Do Not Throw Up on the Customer“Good morning, John. This is Peter from Please Buy

Lumber. I’ve got a Templar Purple stud that ships in twoweeks and gets into you at $450/MBF. What d’ya think?”

This is not a sales call or even a sales intro. This is“Throwing up.” We have given the customer all the infor-mation. There is no art or intrigue. It is not interesting andthus will not create interest (or engagement). This kind ofintroduction creates a ton of “I’ll let you know(s).”

Instead, “Good morning, John. This is Peter from YourPartner Lumber. We just bought a block of TemplarPurples. We bought based on market strength and supplyshortage. We sold two instantly to a market-savvy buyer.How many of these can you use?”

When we make a great verbal introduction, without giv-ing the price, we force the customer to engage with us. Ifthere is any interest at all (and there will be—humans arenaturally curious) they will engage by saying, “What’s theprice?”

Further EngagementsTo engage the customer, we must show that we care.

How do we show we care?Talk to the Customer About What They Want to

Talk About. Too many sellers spend the day talking aboutwhat is on their mind. They blather head-long into conver-sations that are not the slightest bit interesting to the cus-tomer and in some cases offensive! Others just talk aboutthe deal without adding the human touch. If it’s only aboutthe deal, the customer will feel it and will buy from anotherseller who engages them as a human.

Let the Customer Like You. Some sellers are embar-rassed by “niceness” or any opening up from customers.

We need to relax and respond tocustomers when they reach out.When a buyer tries to be nice to us,we appreciate and acknowledge it.We don’t have to say, “Thanks forbeing nice,” we just respond inkind.

Persistent & Consistent. One ofthe best ways to engage is to beconsistent in our communication.We call, email, text in a persistentand consistent way. If we (try to)engage the customer in an inconsis-

tent way, we will have inconsistent results. Many sellerscall, few call more than twice, fewer call at the same time,on the same day—all the time. Persistent and consistentshows that we care and that we can be counted on.

Quality, Creative & Consistent Offerings. Our offer-ings are a reflection of who we are. Many sellers sendemails with basic information. They slop the offering out ina couple seconds and it looks like and feels like it. There isno consistency, so there is no engagement. Our offeringsmust look good and we must send them on a regular, sys-tematic basis, like advertising, or we are just “pitchingproduct” and will get treated like “product pitchers” insteadof engaged partners.

Engage the Whole Account. We will need allies withinany account to sell, grow and hang on to them. They do talkabout salespeople when we leave (or hang up). Many sell-ers treat the non-buyers like furniture. They aren’t rude;they just don’t engage with them. They are perfunctory intheir communication, to their own detriment.

Many sellers barely turn on thelights, much less “turn up the lights”for their customers. If we act as ifwe are only here for the order, wewill get treated poorly. Smile, slowdown, be at your most charmingbest, and ask the receptionist,the yard man, and the buyer,“How are you today?” andmean it. Engagement takeswork. Humans are great BSmeters, so be sincere.

OLSEN On SalesBy James Olsen

James OlsenReality Sales Training

(503) 544-3572 [email protected]

Let’s get engaged



Looking for answers totreated wood questions?

inquiries gave rise to an idea: why not create a universityfor treated wood, a collection of user-friendly videos andother tools addressing common questions and quandaries?This is how Wolmanized Wood University was conceived,and now the idea is a reality at WolmanizedWoodU.com.

The site features videos, articles and literature from vari-ous sources, focusing on how treated wood is made and itsintended uses. Additional content covers how to identifyproperly treated wood, how to build decks, fences and otheroutdoor projects properly, how to revitalize pressure treatedwood decks, and how to identify potential problems inaging decks.

The website is designed to help deck contractors, lum-beryard employees, and consumers make informed choices,have realistic expectations, and realize maximum benefitfrom Wolmanized wood products.

The Know Your Wood video is the cornerstone of theprogram, addressing the most common reason why peoplehave issues with treated wood: that is, they use a product ina way for which it was not intended. Specifically, they uselumber (or fence boards) treated for above-ground applica-tions in contact with the ground, debris or vegetation—orwhere it will be continuously wetted.

The product label (also known as an end tag) affixed tothe end of lumber when sold clearly states how the woodshould be used, but many consumers do not realize the sig-nificance of the label—nor that labels validating treatedwood purchases are required by most manufacturers forwarranty coverage.

That’s why one of the tools in WolmanizedWoodU.comis a deck owner’s manual. The manual contains product useand maintenance information and contains a page wherehomeowners can retain end tags in the event a problemarises with the wood. Contractors can customize the coverwith their contact information and then provide the manualto customers when a project is complete. (The makers ofWolmanized wood also offer online warranty registrationallowing deck owners to submit end tags and other pur-chase details electronically.)

So what about the questions posed at the beginning ofthe article? Where can consumers find the answers? Checkout the “Tips to Properly Install Treated Wood” sheetfound in the resources section of WolmanizedWoodU.com.This single sheet addresses all of the questions posed at the

QUESTION: A HOMEOWNER asks if her contractor canbuild a pressure treated wood fence with boards

reaching all the way to the ground so her belovedYorkshire terrier can’t squeeze out underneath.

Q: A contractor wants to know if he can use wood treat-ed for above ground applications for a deck being builtclose to the ground.

Q: A homeowner waters potted plants on her treatedwood deck in the same place all the time, and wonders whythe wood underneath is deteriorating.

Q: A deck contractor asks if he has to coat end cuts witha topical preservative.

Q: A customer wants to know if she can paint her newtreated wood deck as soon as it’s constructed.

Answer: Go to Wolmanized Wood University.The customer service group at Arch Wood Protection

answers questions like the ones posed above on a dailybasis, but customers don’t always ask about proper productuse before they act. In fact, these typical consumer

MARGIN BuildersTreated Wood Sales

DEALERS, contractors and homeowners can find answers to their deck-ing dilemmas at the new Wolmanized Wood University.


IN-YARD POSTER explaining how to extend the life of pressure treatedwood fences can be obtained from the dealer section ofwww.WolmanizedWoodU.com.

beginning of this article.All treated wood is not alike. So what if a homeowner

wants to know what type of treated wood will be best forhis project? WolmanizedWoodU.com has an article forthat. “How to Choose Treated Lumber” explains thatthere’s a time to select high-grade, well-protected outdoorlumber and a time to choose more economical pieces. Thearticle covers preservatives, lumber grades, and otheroptions for achieving the desired appearance and durability.

What if contractors would like to broaden their incomestreams by offering deck restoration services? Or, d-i-yerswant to know how to revitalize the appearance of weath-ered wood decks? Two videos on the website show how toclean and stain pressure-treated wood decks to achieve thebest results

More than 40 million decks in the U.S. are at least 20years old and need to be maintained and inspected for prob-lems. So, how can homeowners identify potential prob-lems? Thanks to the North American Deck & RailingAssociation, the university has a video—and evaluationforms—for that. The site contains NADRA’s deck safetyvideo and a checklist instructing homeowners how to checkaging decks, as well as a more detailed evaluation form thatcontractors can refer to when providing deck inspectionservices. Plus, the site links to NADRA’s Master DeckProfessional Certification Program, a series of online cours-es and exams accessible to both members and non-mem-bers. The series is free, though there is a fee for processingthe exams needed to earn official MDP certification.

Whether the visitor is a deck owner, contractor or lum-ber dealer, WolmanizedWoodU.com offers useful informa-tion that will lead to better experiences with treated wood.


THE MILLENIALS—OR Generation Y members—are thefastest-growing segment of the workforce. The U.S.

Bureau of Labor Statistics predicts they will comprisethree-quarters of the workforce by 2030, filling the voidleft by retiring Baby Boomers and a smaller Gen X.1

What does this mean for the wholesale products indus-try? That our continued success hinges upon our ability torecruit, retain and prepare these individuals for leadershiproles within it.

Those of us who interview, train and work with mem-bers of this generation recognize that they have differentmotivations, behaviors and technological savvy than theirpredecessors. While this is all true, it is our responsibilityas future leaders of our companies to recruit, retain andengage those individuals at our companies and not beafraid of this generation. Good hires are always good andbad hires are still always bad, regardless of their age. It isour job to attract top talent to this fun, exciting and rela-tionship-based industry.

But first, we have to understand them better.

Who are they?The 79 million members of Gen Y were born between

1982 and 2000, and significantly outnumber the 68 mil-lion members of Gen X born between 1965 and 1981.They were shaped by U.S. events such as 9/11 and havegrown up using the technology available in our currentworkplace, including the Internet, smartphones, socialmedia, and cloud computing.2

What motivates them?According to a 2011 PwC survey3 of university gradu-

ates in 75 countries, Millenials tend to feel less loyalty toan employer, consider advancing quickly in their compa-

THINKING AheadBy Bethany West, Business Manager, Capital Lumber, andDirector, North American Wholesale Lumber Association

nies a top priority, value development and work-life bal-ance more than financial rewards, prefer to communicateelectronically (vs. face-to-face or telephone), and wouldconsider leaving a company that didn’t have the valuesthey expected.

How do you attract & retain them?At the 2014 NAWLA Leadership Summit this spring,

Gustavo Grodnitzky, Ph.D. introduced attendees to theGen Y magnet company4—a company that is successfulin attracting and keeping Millennial employees. Dr.Grodnitzky shared the common “magnet factors” that

The XYZs ofEmployeeRecruitment and Retention


those companies display, and challenged us to implementthese at our companies to ensure greater success with thenext generation.

First, change the way you think about time. Instead ofoffering sick and vacation leave, shift to paid time off(PTO) and unpaid leave. This is an easy way to providethe flexibility that Gen Y employees seek, while reducingtheir likelihood to abuse the benefit.

Another way to address the Gen Y need for flexibilityis by using time as a reward. Comp time, flexible sched-uling, four-day work weeks, job sharing, summer hours,and similar initiatives are found at magnet companies.There may be some limitations to this based on your com-pany’s operations, but it is well worth the time to investi-gate and implement the ones that would work for you.

As was also noted in the PwC survey, opportunities forprofessional development, advancement and recognitionare all highly motivating to Millenials. They also wantand tend to work better in a team environment. Bring thebest of those traits together by creating an environmentwhere they can easily share and contribute ideas, acceptnew and increasingly challenging responsibilities, andshowcase their newfound skills. Dr. Grodnitzky suggestsyou package these opportunities as “skill set develop-ment” rather than an employee’s “career path.”

We all know that a supervisor can have the single-greatest impact on employee tenure. And Gen Y membersare likely to show great loyalty to a manager who builds astrong relationship. Be sure to offer frequent feedbackand detailed instructions, show an interest in youremployee by talking about more than just upcomingdeadlines or duties, be mindful of challenging opportuni-ties you can give to your Gen Y employees, and overlook

the occasional visit to Facebook (or Twitter,Instagram, Pinterest, etc.). Expect to

have a mentor or leader tiedto every Millennial

you hire. Theywill not

succeed without someone guiding them. This is expected.If you take the time with these individuals, their fresh out-look could teach you something about your company aswell.

The final magnet factor relates to cause and aMillenial’s need for contributing to something bigger thanthemselves. I believe this one to be particularly importantfor us due to perceived challenges some may face regard-ing our industry’s perception. We need to devoteresources and time to explaining our industry and thecountless ways it has a positive impact on the world inrecruitment materials, job interviews, and new employeeorientations.

And, it’s not enough to offer these benefits. You haveto promote them in places where job seekers are likely tofind them. Personally, this is where I see social mediahaving the greatest impact in our industry. Rather thantrying to sell lumber, showcase your workplace and theways it provides flexibility, development opportunities,relationship-building, purpose and value. People (regard-less of their age) want to work somewhere that is fun.Promote your company. Do so in a genuine way—through photos of employee activities and updates rela-tive to these benefits—so that it resonates with this group.

How else can you keep them?Go beyond the conventional happy hour or welcome

lunch and establish or leverage an existing mentoring pro-gram for your younger employees.

Because Millenial workers tend to have very closerelationships with and trust the insights of their parents,pairing them with an experienced mentor can have a hugeimpact on their longevity and growth at your company.

For me, it made a huge difference in both my perfor-mance and my professional satisfaction to have access tothe depth of knowledge that a more experienced mentorprovided me in my career. I learned more than I couldhope to gain on my own, and gained a counselor andadvisor I can turn to for years to come. The fear of failuredecreased, as I had someone I could trust to give me hon-est, open feedback before I jumped too far off the cliff.

If you do not have the resources to develop a mentorprogram on your own, I encourage you to look intoNAWLA’s NextGen10 Group or talk to members at othercompanies to find a seasoned professional who can helpguide your rising stars. Have your Millennial join aNAWLA committee or a 10 Group, or attend theLeadership Conference or the Trader’s Market. Theseindustry events showcase the best part of working in thisindustry: the people. To learn more, visit www.nawla.orgor contact NAWLA at (800) 527-8258.

– Bethany West is business manager of Capital Lumber,Healdsburg, Ca., and a member of NAWLA’s board.

1 www.bls.gov/opub/mlr/2012/01/art3full.pdf2 futureworkplace.com/speaking/3 www.pwc.com/gx/en/managing-tomorrows-people/future-of-work/key-findings.jhtml4 blog.vistage.com/webinar/dr-gustavo-grodnitzky-webinar-summary-ready-come-under-

standing-motivating-millennial-generation/

A Special Series fromNorth AmericanWholesale Lumber Association


& Doors will significantly expand thesales and manufacturing capabilitiesof our window division as we movebeyond our current footprint in thewestern U.S.,” said SPI presidentGeorge Emmerson. “The long-termstability of Sierra Pacific Industries,its extensive forest holdings, com-bined with the synergy of complemen-tary product lines and strategic posi-tioning of manufacturing facilities,will allow us to leverage the strengthsof each company.”

SPI anticipates investing additionalcapital in Hurd, which was purchasedby Longroad in 2008.

Oregon Dealer Adds BranchGold Beach Lumber held a July 7

soft opening for its latest yard, locatedin Port Orford, Or., at a formerMcNair Hardware location. An offi-cial grand opening is scheduled fornext month, complete with vendors,games and prizes.

“We want to make it exciting forthe community, but it’s not good forthe first day,” explained Reed Ringer,who co-owns the company with hisson Ryan. “Everything has a system—inventory, staff, computers—and theyall have to be coordinated and that’sbetter at a soft opening.”

Brenda Taylor is manager of thenew location.

SPI Buying Hurd WindowsSierra Pacific Industries, Anderson,

Ca., has agreed to acquire HurdWindows & Doors and SupersealWindows & Doors, Medford, Wi.,from Longroad Asset Management.

The deal provides SPI with newproduct lines, manufacturing plants inMedford and Merrill, Wi., and imme-diate access to central and eastern U.S.and international markets for its win-dow division.

“The acquisition of Hurd Windows

Coalinga Ace Hardware ,Coalinga, Ca., suffered $100,000 indamage from a June 25 fire.

The business reopened three dayslater, although the back area of thestore was partitioned off.

Ag Supply Co., Wenatchee,Wa., is opening its 6th Ace Hardwarestore this summer in W. Bremerton,Wa.

Argonne Ace Hardware ,Spokane Valley, added a 5,000-sq. ft.sister Argonne Ace Hardware &Sporting Goods next door.

Orchard Supply Hardware isclosing its Arden Way store inSacramento, Ca., and its 30-year-oldlocation in Gilroy, Ca.

Home Depot has scrapped plansfor a 120,000-sq. ft. store in theBayview district of San Francisco,Ca.—its third failed attempt at buildinga location in the city.

Newhall Lumber’s Newhall,Ca., property has been purchased byprivate investors.

The yard closed late last year afterthe death of owner Bill Kellerman.

Clark County Habitat forHumanity store opened late lastmonth in Vancouver, Wa. (StevenDonovan, store mgr.).

Santa Barbara HomeImprovement Center , SantaBarbara, Ca., was honored as AceHardware Corp.’s second largest vol-ume store nationwide.

DEALER Briefs


SUPPLIER BriefsWeyerhaeuser Distribution has completed the

move of its Eugene, Or., DC to Albany, Or. (see March, p. 24).

Interfor Corp. indefinitely curtailed production at itsBeaver, Wa., sawmill starting June 27, with its Forks, Wa.,planer mill to also be idled after processing remaining invento-ries.

Boise Cascade will curtail operations at its plywoodand stud mills in Elgin, Or., from Aug. 30 to Sept. 6, while itperforms upgrades at its log utilization center in Elgin.

Eldorado Stone added a 3,000-sq. ft. showroom at itsSan Diego, Ca., headquarters.

Johns Manville, Denver, Co., was named 2014Supplier of the Year by Insulate America.

Simpson Door Co., McCleary, Wa., has revampedwww.simpsondoor.com to ease product selection.

Anniversaries: Carr’s Hardware, Marysville, Wa., 90th… Kalesnikoff Lumber Co., Thrums, B.C., 75th … PineCone Lumber, Sunnyvale, Ca., 55th … WeyerhaeuserDistribution, Fresno, Ca., 35th …

Interfor Producing New Pine LineInterfor has upgraded its mill in Gilchrist, Or., to pro-

duce its new Reserve Pine product line.“We have invested millions of dollars to equip our

Gilchrist mill with the most advanced finishing system inthe world, putting it on the map as a leader in the one-inchpremium board market,” said Steven Hofer, senior vicepresident of sales and marketing. “With Reserve Pine, weare building value for customers by providing a high-quali-ty product with an impeccable finished look and feel.”

Since 2004, Interfor has invested more than $15 millionin upgrades. The latest investment, $5 million last year, wasfor a Weinig H5000 high-speed moulder and precisionplaner heads.

The boards are made with slow-growing lodgepole andponderosa pine from the high plateau of central Oregon,giving them a distinct grain pattern, tight knots, and anappealing golden color. Available in dimensions from 1x4to 1x12, they have a moulded, micro-eased 1/16” radiusedge, and are ideal for fascia, interior trim, general buildingconstruction, and pattern blanks.

The company is working with strategic partners to dis-tribute Reserve Pine products across North America,including Boise Cascade, Forest Products Supply/FPSupply, Midwest Lumber, Neiman Reed Lumber, Parksite,Universal Forest Products, and Weyerhaeuser.

“Customers like the consistently machined smoothness,and find the eased edges make the boards nice to handle,”said Stan Jensen, commodity product manager at BoiseCascade. “I expect this quality product line will grow invalue as more people learn about it.”

Roofing Wholesaler Expands in WestRoofing Supply Group, Dallas, Tx., has added two new

West Coast locations—in McClellan Park (Sacramento),Ca., and Woodinville, Wa.

The McClellan Park location will be led by MattDisantis, who also remains branch manager of the existingSacramento facility. Todd Severson, currently Seattlebranch manager, will also oversee Woodinville, with ArikMoe as assistant manager.

The openings mark the 12th and 13th new locations forRSG in the last year.

Blaze Destroys Swanson MillSwanson Group’s plywood and veneer mill in

Springfield, Or., was destroyed by a July 17 blaze, and it’suncertain when and if the company will rebuild there.

Chuck Wert, chief operating officer, said the companywould like to rebuild the mill, but must first evaluate itsinsurance coverage, policy limits, and cost. He estimatedthe price tage on a comparable facility at more than $100million.

Swanson Group purchased the Springfield Plywood &Veneer mill in 2007 from McKenzie Forest Products andinvested millions in upgrades. If the company does decideto rebuild, the project would take at least two years.

In the meantime, some of the mill’s 250 workers may beoffered jobs at Swanson’s mills in Roseburg and Glendale,Or. Each of these mills might also undergo mini-expan-sions, to increase capacity.

The Springfield facility had been producing 15 millionbd. ft. a month. “You pull that much wood out of the mar-ketplace all at once and it creates a little bit of a panic,”Wert noted. “There’s a fairly significant ripple effect in themarketplace.”


Washington Dealer Adds 4th StoreHenery Do It Best Hardware is opening a new store

Aug. 16 in E. Bremerton, Wa.At 26,000 sq. ft., it will be the largest among the chain’s

four locations and will employ 15.Additional stores are in Port Townsend, Kingston and

Quilcene, Wa.

Plum Creek Restarts MDF MillPlum Creek Timber, Seattle, Wa., reopened its MDF

facility in Columbia Falls, Mt., four weeks after a June 10blaze caused more than $8 million in damages. No injurieswere reported during the blaze, which was caused by amechanical failure.

“We are very thankful that all the local fire and safetydepartments rallied to protect the people working at thefacility,” said Tom Ray, v.p. of northwest resources andmanufacturing. To show its appreciation, Plum Creekdonated $15,000 to be shared by all the response units thathelped fight the fire.

New Set of Investors AcquiresNorthwest Hardwoods

Private investment firm Littlejohn & Co., LLC,Greenwich, Ct., has acquired Northwest Hardwoods, theleading manufacturer and distributor of North Americanhardwood lumber, from American Industrial Partners.

Headquartered in Tacoma, Wa., Northwest Hardwoodswas carved-out of Weyerhaeuser by AIP in 2011.

“We are thrilled to acquire such a high quality businessthat fits well within our investment focus,” said Littlejohn’s

managing director, Edmund J. Feeley. “NWH has built astrong business and an outstanding reputation for workingclosely with customers and providing quality hardwoodproducts. We look forward to building its geographic reachand further enhancing its exceptional customer service.”

NWH president and c.e.o. TJ Rosengarth added, “Whilethe ownership group has changed, Northwest Hardwoodswill continue to be the same great company our customershave valued for many years. We are excited to be workingwith Littlejohn.”

PAVERS from Azek Building Products, Scranton, Pa., were donated for awalkway through Veterans Exploration Garden, San Bernardino, Ca.Azek’s Alan Schall (center, kneeling) guided volunteers from HomeDepot and Orepac.


MOVERS & Shakers

Guy Selleck, Boise Cascade BuildingMaterials Distribution, Lathrop,Ca., has been promoted to assistantbranch mgr. in Riverside, Ca. Hewill succeed Mike Bland as branchmgr. when Bland retires Jan. 1,2015.

Israel “Izzy” Gonzalez Jr., ex-Concannon Lumber, has beennamed director of sales-internation-al hardwoods for BridgewellResources, Tigard, Or.

Brian Barrett has been promoted topresident of McKinnon LumberCo., Hollister, Ca. His father, JohnBarrett, will remain on as c.e.o.

Althea Fuentes, ex-Parr Lumber, hasjoined Cascade WholesaleHardware, Hillsboro, Or.

Aaron Castaneda is new to sales atGanahl Lumber, Anaheim, Ca.

Mark Hoenisch, ex-McFarlandCascade, is now Vancouver, Wa.,territory sales mgr. for OrepacBuilding Products.

Kendall Pierson has been promotedto president of Sierra PacificIndustries’ window division,Anderson, Ca.

Josh Dean, ex-Collins Cos., is nowsales mgr. of Forest City TradingGroup’s new mill direct sales div-sion, Global LBM Marketing LLC,Portland, Or.

Bryan Elliston, Sterling Lumber &Investment, Westminster, Co., hasbeen promoted to v.p.-operations.

David Kendal is a new account mgr.at HD Supply/White Cap Con-struction Supply, San Diego, Ca.

Candace Berg Hernandez, ex-Thompson Construction Supply, isnew to West Coast regional pur-chasing at Allied Building Pro-ducts, Corona, Ca.

Tim Page, ProBuild, Denver, Co., waspromoted to senior v.p.-strategy.

Steve Mahurin, chief retail officer,has left Orchard Supply Hardware,San Jose, Ca.

Steve Parker, ex-Saroyan Lumber, isnow San Francisco territory salesmgr. for Cimino’s Cabinet Doors,Hollister, Ca.

Dave Feitl has joined Rhino LiningsCorp., San Diego, Ca., as directorof sales for its building productsgroup.

Chris Albright, ex-Dakeryn Indus-tries, is now a lumber trader atCanadian Wood Products,Vancouver, B.C.

Sarah C. Bell, ex-Spruce ComputerSystems, has joined ComputerAssociates Inc., Smithfield, R.I., asa business development mgr. forPonderosa Software.

Jay Engle, ex-MeadWestvaco, hasjoined Forest2Market, Charlotte,N.C., as director-subscription ser-vices. Daniel Stuber is now v.p.-analytics, and Sam Houston, chiefoperations officer.

Sam Moran, ex-Moran Forest Pro-ducts, has joined the buying staff atTiaga Building Products, Burnaby,B.C.

Bryan J. Yeazel has been promoted toexecutive v.p. and c.o.o. of StockBuilding Supply, Raleigh, N.C. C.Lowell Ball is now senior v.p. andgeneral counsel.

Eric Spence, ex-Jeld Wen, has beenappointed senior v.p. of sales &marketing for the Ply GemWindows group, Cary, N.C.

Heather Stegner has joined theAmerican Wood Council,Washington, D.C., as director ofcommunications.


Gary Vitale, ex-NAWLA, haslaunched GFV Business Advisory,Ada, Mi., specializing in corporaterenewal, sales and marketing, andnonprofits.

Jery Y. Huntley, president and c.e.o.,Vinyl Siding Institute, Washing-ton, D.C., will retire at the end ofthe year after 20 years at the helm.

John V. Faraci, c.e.o., InternationalPaper, Memphis, Tn., has beennamed 2014 North AmericanC.E.O. of the Year by RISI. Faraci,who is retiring later this year, willreceive the award Oct. 8 at RISI’sNorth American Forest ProductsConference in Boston.

Doug Cole, director-real estate, PlumCreek Timber, Seattle, Wa., andSteve Straus, president, Glumac,Seattle, Wa., have been elected tothe board of The Green BuildingInitiative.

Jeff Ellis, director of codes & stan-dards, Simpson Strong-Tie, River-side, Ca., was named Engineer ofthe Year by the Strutural EngineersAssociation of Southern California.

Dan Bohannon, president, BohannonLumber Co., Orange, Ca., andBrian Cheney won the recent U.S.Tennis Association NationalHardcourt Doubles Championshipin Irvine, Ca. The team is currentlyranked #1 in the nation in the 65-and-over division.

Hallie Luya is organizing an employ-ee choir at Mungus-Fungus ForestProducts, Climax, Nv., report own-ers Hugh Mungus and FreddyFungus.

Arauco Merges DivisionsArauco has combined all of its U.S.

and Canadian sales and operations intoone organization, Arauco NorthAmerica, Atlanta, Ga., effective Aug.1.

Kelly Shotbolt, president ofFlakeboard, will serve as president.Francisco Figueroa, president ofArauco Wood Products since 2009,will return to Chile by the end of theyear to serve in a senior managementcommercial role.

“The primary objective of this reor-ganization is to position for growthand provide comprehensive solutionsto our customers using a more effec-tive and efficient operating platform.We will continue to build relevantsynergies to those that exist today, andto expand on these through this newstructure,” said Gonzalo Zegers,senior v.p., Arauco International.

Copter Crashes at Mill SiteA helicopter crashed July 3 at

Stimson Lumber’s mill in WashingtonCounty, Or., but the pilot walked awayunhurt. There were no passengers.

“He took off, got about 20 ft. in theair, the helicopter tipped and wentdown immediately,” reported sheriff’sdepartment spokesman Sgt. Bob Ray.

According to a fire and rescue crewat the scene, debris from the heli-copter’s rotor flew through the wind-shield of a pickup truck and landedabout 100 ft. away.

The cause of the crash is unknown,but the FAA is investigating.

Teens Nailed for Robbing AceTwo teenagers have been arrested

in connection with a July 16 strong-arm robbery of Pacifica AceHardware, Pacifica, Ca.

The suspects—identified as NolanLydon and Gustavo Paludeti, both19—were arrested on suspicion ofrobbery, burglary and conspiracy.Police are still looking for two otheraccomplices.


NEW Products

Seamless BarrierW.R. Meadows’ Air-Shield LMP barrier cures to

form a tough, seamless, elastomeric membrane. The product provides resistance to air leakage and

prohibits liquid water intrusion into the substrate. It isalso highly flexible, UV resistant, and its water-basedformulation allows for simple, safe application andeasy cleanup.

WRMEADOWS.COM(847) 214-2100

Handy Railing ClipsBaluster pro clips from Green Bay Decking are

engineered for quick and easy installation of customrailing designs, without the need for screws in balusterinstallations.

The clips are available for both square and roundaluminum balusters, including the company’s GeoRailline. Clips are also available for hand and stair railapplications.

GREENBAYDECKING.COM(877) 804-0137

Foam SheathingCI Max foam sheathing from Johns Manville is

approved for use without a thermal barrier.The product is designed for exposed wall or ceiling

applications, with an acrylic-embossed facer that isattractive, durable, easy-to-clean, and reduces thermalbridging.

UltraFast CI fasteners, plates and flashing tape arealso available.

JM.COM(800) 654-3103

Hard-Working GlovesKlein Tools now offers Journeyman gloves made

specifically for pros who work with their hands.The six different styles are constructed of tougher

materials, with enhanced features that provide handprotection and increase comfort and durability.

KLEINTOOLS.COM(847) 821-5500


Underlayment forMetal Roofs

Atlas Roofing offers a newhigh-temperature underlaymentfor metal roof applications.

WeatherMaster Film SE pro-vides continuous protection tothe entire deck of a properly ven-tilated roof, including problemareas where water can collect ordrainage is slow.

It is ideal for transition areaswhere the roofline elevationchanges, such as the mainroofline to a patio.

For easier handling and instal-lation, it has a silicone-treated,split-back release film and a tex-tured surface for skid resistance.

ATLASROOFING.COM(800) 388-6134

Handy Tripod LightThe lightweight Stanley Fat-

Max tripod light illuminates largeand small jobs, power outages,and outdoor events, then collaps-es for easy transport and storage.

With 45 watts of ultra-brightLEDs, the rechargeable lightreached up to 2400 lumens.Three detachable cordless lightscan be used for smaller jobs andin tight spaces.

Adjustable hinges and a pivot-ing base allow multi-directionalpositioning to cover larger areas.

STANLEYTOOLS.COM(800) 262-2161

Drywall HangersNew hangers from Simpson

Strong-Tie can reach farther thannails through soft material suchas drywall.

The DU/DHU face-mounthanger and DHUTF top-mounthanger are designed to carry joistfloor loads to a wood stud wallthrough two layers of 5/8” dry-wall.

STRONGTIE.COM(800) 999-5099

Improved MarksVIAjet T100S print head from

Matthews Marking Systems canprint vertically down and at rightangles on packaging, engineeredwood, and gypsum plasterboard.

The head has marking speeds of600 fpm, an image height of up to4” on a single print head, and a

27.5” umbilical between the printhead and ink tank.

MATTHEWSMARKING.COM(412) 665-2536

Darker ShuttersPly Gem’s vinyl shutters and

accents now come in a new dark-er color: Peppercorn Ranch.

Also offered are 17 other col-ors and three shutter styles—lou-vered, raised panel, and boardand batten.

PLYGEM.COM(888) 975-9436


Cutting on the JobJobsite scissors from Milwaukee

Tool have iron carbide cuttingedges for longer blade life.

The offset and straight scissorsare tough enough to cut felt forwrapping pipes, insulation tape,

rubber, and even metal pallet band-ing straps. Bolt lock technologyprevents the blades from looseningover time, while an index fingergroove enhances control.

MILWAUKEETOOL.COM(800) 729-3878

Customizable VinylWindows

Ply Gem has expanded its1500 vinyl window collectionwith three new exterior colorchoices: bronze, clay and beige.

The line is completely cus-tomizable, with key features foreasier installation and better per-formance choices. Users canselect from multiple frames, col-ors, grilles, simulated dividedlites, and shape options.

1500VINYLCOLLECTION.COM(888) 975-9436

Quieter BambooPanels

Bamboo architectural panelsfrom Smith & Fong Co. offersound-dampening technologyand can contribute toward LEEDcredits.

Available in eight differentpatterns and colors, PlybooSoundis produced from FSC 100%-cer-tified bamboo in sheets measur-ing 4’x8’x3/4” thick.

PLYBOO.COM(866) 835-9859

Replacement Vinyl Crestline Windows & Doors’

Select Series 250 now includespocket replacement vinyl win-dows, in double- and single-hung,casement, awning, single slider,bays, bows, and specialty-shaped.

Their design allows simpleinstallation into an existing win-dow frame, without removinginterior trim. A sloping sill pre-vents water infiltration, while aconstant force balance systemenables smooth, quiet operation.

CRESTLINEWINDOWS.COM(800) 552-4111

Chiseled LooksCalStar’s latest cast-stone

product has the chiseled appear-ance of natural, cut limestone.

Made of up to 18% recycledcontent, the masonry product issuitable for at-grade applicationssuch as band courses, wainscot-ing, and window accents.

Each unit is 4” deep and 4”,8”, 12”, or 16” high.

CALSTARPRODUCTS.COM(877) 700-9501


Space-Saving SinkA semi-recessed sink from Gerber Plumbing

Fixtures maximizes the use of space with a small foot-print.

The North Point blends the best attributes ofpedestal sinks with more traditional bathroom vani-ties. A secure attachment at the back of the sink pro-vides added reinforcement.

GERBERONLINE.COM(888) 648-6466

PVC Window MouldingsVersatex’s PVC double-hung window sill mould-

ings are correctly profiled and ready to install.The one-piece moulding saves labor by incorporat-

ing the actual sill and sill nose, two components usual-ly assembled onsite. It also has a 1-1/4” profile, comesfactory sanded and primed in 18’ lengths, and is indi-vidually bagged to stay clean through shipping andhandling.

VERSATEX.COM(724) 857-1111

Seal it OutIntraguard sealing compound from W.R. Meadows

seals and protect exterior concrete surfaces, includingdriveways, walkways and parking lots, from moistureand de-icing salts.

The product is also resistant to staining from oils,fuels and common chemicals. It also reduces theentrapment of dirt particles and other contaminantsthat cause soiling and discoloration.

WRMEADOWS.COM(800) 342-5976

Quieter WalkingQuietWalk underlayment from MP Global

Products is SCS certified to have 94% pre-consumertextile content.

Engineered to enhance the performance of floatingwood and laminate floors, the product meets orexceeds ILC, FIIC and STC sound ratings by dampen-ing ambient sound from traveling into the roombelow.

It also features a moisture management system thatwicks away sub-floor or incidental perimeter moistureand disperses it throughout the pad.

QUIETWALK.COM(888) 379-9695


FAMILY BusinessBy Wayne Rivers

process in the human physiology to recognize and copewith stress. However, the sheer frequency and intensity ofstress episodes among family business owners doesn’tallow the parasympathetic nervous system to fully flushstress from the body and return to a more normal state ofrelaxation. Therefore, stress accumulates over time andleads to mental and physical illnesses.

Since everyone seems to be in agreement that rigorousexercise has so many physical and mental benefits, whydon’t all family business owners engage in regular exer-cise? The reality of small business life is that businessschedules and constant demands from other people on anentrepreneur’s time and the challenge of simply maintain-ing a consistent fitness program cause most people to failto enter exercise programs in the first place—or to abandonthem shortly after initiation. The researchers hypothesizedthat if family business owners were to “grant their physicalhealth the same respect they do to their financial and pro-fessional well-being, most would be in incredible physicalcondition. Concomitantly, good physical condition shouldcontribute to entrepreneurs’ success in reaching their per-sonal and financial goals.”

What are the benefits of exercise? There’s a direct rela-tionship between fitness and mental performance. Peoplewho are physically fit:

• Process data faster; • Experience a slower decline in information processing

as they age;• Are less likely to be obese;• Possess higher levels of energy;• Enjoy enhanced feelings of well being;• Enjoy reduced anxiety, depression, tension and stress,

and• Live longer.Exercise and activity can play a positive role in helping

family business owners achieve their goals, have moreenergy, experience less sickness, and to enjoy the self-con-fidence that comes with being fit. As one entrepreneursaid, “Exercise may not give me an extra day of life. Itwill, however, give extra life to every day.”

Are sales at a plateau or even declining? Does the stressseem to mount every day with no end in sight? A way toexplode through both of these challenges may be to under-take rigorous exercise on a regular basis.

– Wayne Rivers is president of the Family Business Institute,Raleigh, N.C. Reach him at [email protected] or (877) 326-2493.

Reprinted with permission of the Family Business Institute. No portion of thisarticle may be reproduced without its permission.

THE CONVENTIONAL WISDOM is that we should all exer-cise regularly as a part of living a healthy lifestyle.

However, family business owners report the number oneproblem they have is too little time in the day to do all thethings they need to do. Given the typical family businessowner’s time crunch, is exercise worth it in terms of goalachievement (personal and business) and higher sales?

The short answer is yes. A recent study investigated 366small business owners to determine if the trade off betweenexercise and time devoted to managing their companies

Get in shape!

was worth it. Entrepreneurs who regularly engaged in rig-orous exercise were better at attaining personal satisfac-tion, independence and autonomy. Their companies alsoshowed significant improvement in sales over companiesthat were managed by non-exercisers.

There’s a dark side of entrepreneurship and businesssuccess. Business pressures cause stress levels to increase,and mental and physical health problems can arise. Manyentrepreneurs suffer from back problems, indigestion,insomnia and headaches. These symptoms are oftenbyproducts of long term, unbroken stress. Many peoplethink that events outside their control cause stress, butthat’s only partially true. Stress is actually a constant phe-nomenon that combines external problems with internalresponses unique to individuals. There’s a three-step


INLAND LUMBER PRODUCERS hosted its31st annual golf tournament July 15-19 atCoeur d’Alene Resort, Coeur d’Alene, Id. [1]Steve Linton, Carol & Roger Hughes. [2] Jean& Steve Wilson, Derek Dryden. [3] BradSchneider, Karin Bates. [4] Shawn Condell,Tom Hackman, Chery & Bob Lackey. [5]

Wheeler, Will Preston, Tom Lund. [13] Gunnar& Marjie Brinck, Elaine & Reid Schooler. [14]Valerie & Steve Roberts, Barbara Hart, Marty& Susie Wilson. [15] Amy & Todd Pollard. [16]Justin & Tracy Badraun, Cary Holaday.

(More photos on next two pages)

Cheryll Jones, Dave Bourne. [6] HerbJanhsen, James Lambert. [7] Andy & AmberDunham, Alan Pladsen. [8] Ali & Jim Murray.[9] Larry Schmedding, Amy & Jon Montague.[10] Gage & Liana Holland, Allia & ChrisSchofer. [11] Stacey & Ryan Powell, HeatherPowell, Ryan Targee. [12] Howard Raff, Wade

INLA

ND

PR

OD

UC

ERS

Photos by The Merchant M

agazine

WESTERN PRODUCERS played golf (contin-ued from previous page) in Idaho: [1] JohnEshleman, Terry Johnson. [2] CatherineEshleman, Buck Merritt. [3] Denny & DarcyHuston. [4] Susan & Bart Bartholomew, DanMandeville. [5] Tim Atkinson, Jessica & ShawnHummer. [6] Brad Bower, Ron Brady. [7]

Carter. [14] Mike Theberge, Mike Flynn. [15]Renee & Ken Koenig. [16] Shenell Phillips,Carly Dodds. [17] Bill McGovern, RickPalmiter, Dennis & Lisa Houghton. [18] EricGrandeen, Ron Liebelt, Dave Cochenour.

(More photos on next page)

Wendy & Mason Anderson, Lorna Clutterham.[8] Cindy & Lynn Wood, Debbie & Ron Cluster.[9] Isabella Flynn, Michelle Crayton. [10] CamSargent, Trace Sutter. [11] Dusty Hammack,Sara & Zach Hammack, Penny Hammack,Bethany & Mike Herms. [12] Mark Mitchell,Theresa Kimball. [13] Todd Fox, Sheila & Mark


Phot

os b

y Th

e M

erch

ant

INLA

ND

PR

OD

UC

ERS


MORE IDAHO GOLFERS (continued fromprevious two pages): [1] Dave Penny, TraciDesautels, Dan Muldoon. [2] Audrey & RickNelson. [3] Gage & Liana Holland, Tasha &Joe Buttice. [4] Randy Kimball, Ann Sutter,Breanna & Jake Kimball. [5] Joe Belknap,Carter Stinton. [6] Russ Hobbs, SamHoward. [7] Aaron & Jenna Linerud. [8]Brian & Jo Gingras, Monica & WadeWheeler. [9] Sue & Mark Herms. [10] Ryan& Kelsey Kline. [11] Traci Desautels, BillHetland, Kel Hetland, Jim Vandergrift,Evelyn Currie, Vicki & Bob Jahns. [12]Dawn & Erol Deren. [13] Grant Phillips,Kevin Dodds. [14] Bill & Michele Staley.[15] Rick & Maria Cavalar. [16] ShawnCondell, Michelle Crayton, Shaunda &Christian Norman. [17] Terri Danielson,Mick Vaagen.

INLA

ND

PR

OD

UC

ERS

Photos by The Merchant

The MERCHANT


Phot

os b

y Th

e M

erch

ant

Mag

azin

ePCBC

PCBC western building conference blew into San Francisco’s MosconeCenter June 25-27. [1] Mark Sutherland, Steve Hardy, Greg Bates,Randy Robins. [2] Dave Westlake, Jeff Barnes, John Ahlers. [3] BillBlount, Joe Boscariol. [4] Ryan Smith, Jason Smith. [5] Rob Mitchell. [6]Mike Pidlisecky, Kelly Lazon, Carl Christoferson. [7] Bradley Fladeland,Lila Weaver, Tim Moxie, Joe Morin. [8] Rick Troxel, Mike McDonnell,

Rick Flores. [9] Matt Anderson, Marty Berkulis. [10] Karsten Vardas,Tom Angel, Seamus O’Reilly. [11] Stuart Hanson, Anthony di Santo. [12]Jeff Sturdivan, Jim Reyes, Mike Moran, David Gilroy. [13] Jeff Norman,Kim Pohl. [14] Melissa Morinelli, Ken Goodnough. [15] Paul McEntee,Bob Sloper. [16] Mike Carver, Bill Lancaster, Dale Robley, Gus Stallings,Tom Couch. (More photos on next page)


MORE PCBC (continued from previous page): [1] Tom Scott, BrianHurdle. [2] Mike Shuey, Cami Waner, Howard Hughes. [3] DavidCrandall, Hugh Paarman. [4] Tim Hummel, Ken Smith, Chris Skibba. [5]

Barry Schneider, Glenda & Kevin Paldino. [6] Dave Stallard, MelanieHindi. [7] Bruce Slattery, Jim Miller. [8] Mark Challinor, Dan Everett. [9]Kalvin Eden. [10] Chris Kollwitz, Brian Delbrueck. [11] Tom Rider.

PCBC

Photos by The Merchant M

agazine

REEL1321 N. Kraemer Blvd. (Box 879), Anaheim, Ca. 92806

Fax 714-630-3190(714) 632-1988 • (800) 675-REEL

3518 Chicago Ave., Riverside, Ca. 92507(951) 781-0564

www.reellumber.com

LUMBERSERVICE

At Reel Lumber Service, we supplydomestic and foreign hardwoods.Our products and services include:• Hardwood Lumber & Pine• Hardwood Plywood & Veneers• Melamine Plywood• Hardwood Moulding (alder, cherry,

mahogany, MDF, maple, red oak, paintgrade, pecan hickory, white oak, walnut,beech)• Milling (moulding profiles, S2S, SLR1E,

SLR2E, & resawn lumber)• Woodworking Accessories (appliques,

ornaments, butcher blocks, corbels, etc.)• Woodworking Supplies (deft finishes,

color putty, adhesives, etc.)

Our products are widely used in interior finish carpentry, furniture, cabinetry and hundreds of industrial andmanufacturing applications. We stock acomplete line of complementary productsto complete virtually any woodworking or millwork project.

WholesaleIndustrial Lumber


Hulbest, CarlosGonzalez, RobKerrick, Travis Kerrick.[4] Kevin & KellyDussault. [5] Sandi &Steve Walsh. [6] JeffDahl, Lee Jardine,Kevin Nice. [7] BruceLewis. [8] Gary Dunn,Denise Bough. [9]Kelly & Kyle Lazon.

[10] Denny Huston, Dale Robley. [11] Patti & Tom Couch. [12] FrankGraham Jr., Jim Fyfe, Tracy Ocampo. [13] Bob Erskin, Tracy Weiss,Terry Wardell, Dave Vejar. [14] Brad Terrell, Bruce Lewis, Troy Monier.

Phot

os b

y Th

e M

erch

ant

PC

BC

BA

Y C

RU

ISE

DINNER CRUISE hosted by Boise Cascade and Simpson Strong-Tie wasa highlight of PCBC. [1] Marie Oakes, Jeff & Kathleen Norman, Marv &Gloria Askey. [2] Eric Wagner, Jesus Trujillo. [3] Mike Plutner, Marlene

TREATERS WITH INTEGRITY, TAKING CARE OF TOMORROW’S NEEDS TODAY

ACQ ACQPreserve • BoratesD-Blaze® Interior Fire Retardant

Heat Treating ISPM 15 Compliant • Custom DryingRail Served BNSF • TPI Third Party Inspected

FSC Certified SCS-COC-002513

909-350-121415500 Valencia Ave. (Box 1070), Fontana, CA 92335

Fax 909-350-9623 • email – [email protected]


ASSOCIATION Update

North American Wholesale Lum-ber Association will present its woodbasic course Sept. 8-11 at OregonState University, Corvallis, Or.

Western Red Cedar LumberAssociation will host its annual CedarSummit Sept. 4 at WhistlerConference Center, Whistler, B.C.,during BC Wood’s Sept. 4-6 GlobalBuyers Mission.

Black Bart Hoo-Hoo Club wel-comes industry members to NorthernCalifornia’s wine country as it playshost to Hoo-Hoo International’s122nd annual convention Sept. 13-16at Flamingo Hotel, Santa Rosa, Ca.

“We are excited to show people thebeauty and history of Sonoma

TROLLEY TIME: Los Angeles Hardwood Lumbermans Club chartered the O.C. Wine Trolley June27 for a guided tour of Old Town Orange, Ca. The trolley stopped for appetizers and wine at 12 localrestaurants. (Left to right) Charles Bohnhoff, Dale Bohannon, Joyce & Walter Ralston, DanBohannon, Kit Rohm, Jim & Tracey Gaither, Mark Michie, Lisa Rains, Richard & Sheree Phillips,Stephen & Heidi Ondich, Alan Arbiso, Randy & Marty Porter, Walter & Diane Maas.

IN MemoriamEugene L. Walters, 77, former

western and southern wood productssales manager for Willamette Indus-tries, Portland, Or., died June 2.

After graduating from Chico StateUniversity with a degree in woodproducts and business management, heworked for Setzer Forest Products andLong-Bell Lumber in California,before relocating to Portland to joinNorth Pacific, Boise Cascade, and ulti-mately Willamette.

Debra Wenzl Miller, 56, sales repat Taiga Building Products, Rocklin,Ca., died June 25 in Roseville, Ca.,after a three-and-a-half-year battlewith pancreatic cancer.

She started her lumber career in thelate 1970s at Diamond Lumber Co.,and worked for several lumber compa-nies in the Sacramento area beforejoining Taiga 18 years ago.

Gene Stanley Dahl, 67, 40-yearUtah lumber wholesaler, died July 19.

Donald L. Hedrick, 69, formermanager of Dill Lumber, Redlands,Ca., died July 8.

Loyd J. Wilkins Jr., 89, formeroperator of Wilkins Lumber, Raton,N.M., died July 19.

After serving in the U.S. Air Forceduring World War II, he joined thefamily business and help run it withhis brothers for many years.

Dow Gilbert Jacobszoon, 81,retired timberland manager forGeorgia-Pacific, Fort Bragg, Ca., diedof lung cancer May 31.

A U.S. Army veteran of the KoreanWar, he earned a forestry degree atHumboldt State University.

He started with Boise Cascade, FortBragg, as a forester and becameresources manager. He joined G-P in1970 and in 1988 transferred toJackson, Ca., to manage the newlyacquired American Forest Productstimber operations. He retired in 1995.

County,” said event co-chair DavidJones, Foster Lumber Yard, Vallejo,Ca. “We live in a unique place whereredwoods and red wine co-exist soperfectly. We intend to explore themboth!”

Activities include a kick-off golftournament at Northwood Golf Club,California Dreamin’ opening party,restored Sturgeon’s Mill tour andlunch, Kick Ranch Vineyard barbecue,special speakers luncheon, and “CatPack” Martini Madness dinner.

American Architectural Manu-facturers Association’s fall confer-ence is Sept. 14-17 in Westminster,Co.


APP Watch

App: AZEK APPProduced by: AZEK Building ProductsPrice: FreePlatforms: iPad

A new iPad app makes it easierthan ever to visualize trim, deck, rail-ing and paver products on a home inrealistic 2D and 3D.

Starting out in the 2D section,users can choose any of five homescenes, and mix and match products,designs, and colors to customize thescenes. They can also learn aboutthe full suite of AZEK products bywatching videos and viewing exten-sive photo galleries.

Next, users take their customdesigns to the 3D level, using a“visualization marker” (such as thecover of an AZEK catalog or a down-loadable image from www.azek.com/iPad) to enter the world of Augment-ed Reality. Here, a 3D home appearsthat users can personalize, rotate360˚, change product colors, andzoom in to make sure it’s perfectlydesigned.

Download from iTunes App Store

WELL ESTABLISHED lumber manufacturer,processor and distributor is seeking a salesper-son or persons with experience selling to theheavy industrial construction industry. If youhave experience selling contractors or suppliersto the marine, foundation, highway, mine,bridge, utilities or other heavy industrial-relatedtrades, we would be interested in discussingexisting opportunities. We offer flexible com-pensation packages that include healthcare,retirement and vacation benefits. Please for-ward your resume and contact information toBox 721, c/o The Merchant, 4500 Campus Dr.#480, Newport Beach, Ca. 92660; Fax 949-852-0231; [email protected].

MAJOR WEST COAST LUMBER supplieris looking to expand our export sales and mar-ket area. We specialize in western species butare not limited to them, have multiple process-ing locations and convenient access to exportfacilities. If export sales of lumber and buildingmaterials is your passion and you are good at it,we might just be a perfect match. Work fromour offices or your home, great pay and bene-fits. Probably the last company you will workfor. Please forward your resume to Box 722,c/o The Merchant, 4500 Campus Dr. #480,Newport Beach, Ca. 92660; Fax 949-852-0231;[email protected].

We welcome your letters to the editor.Send comments to Fax 949-852-0231,[email protected], or TheMerchant, 4500 Campus Dr. #480,Newport Beach, Ca. 92660.

MONOPOLIZED LUMBER, INC.After reading your article,

“Complain, Then Complain SomeMore” (July, p. 6), I was left thinkinghow similarly we both shop in ourpersonal lives. I also started thinkingabout vendors that I use everydaywhile buying products for my compa-ny and reflecting on how differentthey are from my personal life. Sure,we all have relationships with peoplethat we consider great allies orfriends. I even deal with peopleeveryday I don’t even like (and

maybe some people that don’t likeme?)!

But as time goes on, companies getbought by other companies, or domi-nated by other companies, etc. Theseare the companies that get infuriatingto deal with. I’m going to namenames… Monopolized Lumber,Cornered Market Lumber, RegionalRepresented Outlet, NicheSpecialties. You all know them. Theyare usually represented by someonewhose product knowledge I don’trespect, whose business practices Idon’t respect, who never followthrough with their promises, who con-tinue to add hoops to jump throughjust to buy their product, who neverever show one moment of remorse.And why should they? I, the cus-

tomer, am stuck doing business with acompany that does not seem to careabout my company.

Trust me, I’ve tried to figure solu-tions around them, but sometimesthere is no alternative. I complain tothe company directly. I complain toour friends and competitors who alsodeal with them and who all have simi-lar stories of poor service. It’s likecomplaining at the DMV. I feel likemy ears are getting red just writingthis while I fixate on a couple compa-nies that are on the top of my head.Surely, it’s not just me. Or maybe it istrue—maybe they just don’t like me?

Chris TritschlerBuyerChannel Lumber Co., Richmond, Ca.

TALK Back

Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy/head-line, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertisersets type), $65 if we set type. Questions? Call (949) 852-1990.

Send ad to Fax 949-852-0231 or [email protected]. Checks payable to Cutler Publishing.Deadline: 18th of previous month.

To reply to ads with private box numbers, contact box number shown, c/o BPD, 4500 Campus Dr. #480,Newport Beach, Ca. 92660. Names of advertisers using box number cannot be released.

CLASSIFIED Marketplace

HELP WANTED HELP WANTED

REPRESENTATIVES WANTED: Highearning potential for reps calling on buildingmaterial dealers offering a new dimension inapplication of cedar shake or similar applica-tions. Our stainless steel coils is a repeat busi-ness sold to many buyers, including the majors.Call for information. Todd, (877) 226-3948 oremail: [email protected].

LOOKING TO ADD entry-level distributionsalespeople to our staff. If you have experienceselling lumber and or building materials for anindependent retail store, big box, or multi-loca-tion dealer, high energy, willing to earn yourway to substantial income, then together wemight be a good match. If you think you havethe drive and ambition to succeed, send a letterof interest with your background information,resume or both. Submit to Box 723, c/o TheMerchant, 4500 Campus Dr. #480, NewportBeach, Ca. 92660; Fax 949-852-0231;[email protected].

Got yourown copy?



DATE BookListings are often submitted months in advance. Always verify

dates and locations with sponsor before making plans to attend.

Tacoma-Olympia Hoo-Hoo Club – Aug. 9, picnic, Gig Harbor, Wa.;(253) 531-1834.

Forest Products Society – Aug. 10-13, 68th international conven-tion, Quebec City Convention Centre, Quebec City, P.Q.; (608)231-1361; www.forestprod.org.

Lumbermens Merchandising Corp. – Aug. 13, LMC HardwareExpress, McCormick Place, Chicago, Il.; (610) 293-7121; lmc.net.

Willamette Valley Hoo-Hoo Club – Aug. 13, trap shoot, EugeneSportsman Club, Eugene, Or.; (541) 393-3309.

Tacoma-Olympia Hoo-Hoo Club – Aug. 14, Mel Smeder MemorialGolf Tournament, Brookdale Golf Course, Tacoma, Wa.; (253)531-1834.

Orgill – Aug. 14-16, fall market, McCormick Place, Chicago, Il.;(901) 754-8850; www.orgill.com.

International Woodworking Fair – Aug. 20-23, World CongressCenter, Atlanta, Ga.; (404) 693-8333; www.iwfatlanta.com.

Mountain States Lumber & Building Material Dealers Assn. –Aug. 21, Western Slope golf tourney, Adobe Creek Golf Course,Grand Junction, Co.; (303) 793-0859; www.mslbmda.org.

International Wood Fair – Aug. 30-Sept. 2, Klagenfurt, Austria;www.kaerntnermessen.at.

Western Red Cedar Lumber Assn. – Sept. 4, Cedar Summit,Whistler Conference Center, Whistler, B.C.; (866) 778-9096;www.realcedar.com.

BC Wood – Sept. 4-6, Global Buyers Mission, Whistler ConferenceCenter, Whistler, B.C.; (877) 422-9663; www.bcwood.com.

San Diego Home Show – Sept. 5-7, San Diego Convention Center,San Diego, Ca.; (888) 433-3976; www.acshomeshow.com.

Tacoma-Olympia Hoo-Hoo Club – Sept. 8, meeting, La Quinta Inn,Tacoma, Wa.; (253) 531-1834.

Moulding & Millwork Producers Association – Sept. 8-11, EastCoast mill tours, Marriott at Penn Square, Lancaster, Pa.; (530)661-9591; www.wmmpa.com.

Lumbermens Merchandising Corp. – Sept. 10-11, dealerexchange, Providence, R.I.; (610) 293-7121; www.lmc.net.

Jensen Distribution Services – Sept. 10-12, fall market, SpokaneConvention Center, Spokane, Wa.; (800) 234-1321;www.jensenonline.com.

Northern Utah Home Show – Sept. 12-14, Davis ConventionCenter, Layton, Ut.; (888) 433-3976; www.acshomeshow.com.

Hoo-Hoo International – Sept. 13-16, annual convention, FlamingoHotel, Santa Rosa, Ca.; www.hoohoo.org.

Composite Panel Association – Sept. 14-16, fall meeting, NewOrleans, La.; (301) 670-0604; www.compositepanel.org.

American Architectural Manufacturers Assn. – Sept. 14-17, fallconference, Westin, Westminster, Co.; www.aamanet.org.

American Wood Protection Association – Sept. 14-18, fall meet-ing, Portland, Me.; (205) 733-4077; www.awpa.com.

Ace Hardware Corp. – Sept. 17-19, fall market, Orange CountyConvention Center, Orlando, Fl.; (630) 990-7662; www.acehard-ware.com.

North American Rail Shippers Assn. – Sept. 18-19, regional meet-ing, Seattle, Wa.; (972) 690-4740; www.railshippers.com.

Pacific Logging Congress – Sept. 25-27, Live in the Woods show,Molalla, Or.; (425) 413-2808; www.pacificloggingcongress.org.

Universal Forest Products – Sept. 26, annual golf tournament,Temecula Creek Inn Golf Course, Temecula, Ca.; (951) 826-3011; [email protected].

Dimension LumberTreated ProductsDomestic

TimbersGreen & K.D.

Export

Manke Lumber Company is family-owned and has been serving the needsof the lumber industry since 1953. Wetake pride in milling and stocking quali-ty lumber in a full range of commoditysizes and larger dimension timbers. Wealso answer your market needs for awide variety of treated lumber products. Our forest products are milled from

carefully harvested Northwest treesready for distribution to you—on timeand at the right price.Located in the Port of Tacoma, we

have ready access to deep water ship-ping, rail heads or trucking terminals forlonger haul loads. Manke operates itsown fleet of trucks and is at your ser-vice for straight or mixed loads bytruck, rail or sea.We manufacture primarily Douglas fir

and western hemlock, including• 2x4 thru 2x12, Lengths 8-20’• 3x4 thru 3x12, Lengths 8-26’• 4x4 and wider, Lengths 8-26’• 6x6 and wider, Lengths 8-26’• 8x8 and wider, Lengths 8-26’• Timber sizes up to 12x12

Manke Lumber CompanyCall 1-800-426-8488

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

www.mankelumber.com

WHAT YOU WANT.WHEN YOU NEED IT.


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

SPECIAL QUOTES

ADVERTISERS IndexFor more on advertisers, call them directly or

visit their websites [in brackets].

Allura [www.allurausa.com] ............................................................5

Allweather Wood [www.allweatherwood.com] ............................27

American West Bank [www.awbank.net] .....................................29

Arch/Lonza [www.wolmanizedwood.com]...........................Cover I

BlueTarp [www.bluetarp.com].......................................................30

C&E Lumber Co. [www.lodgepolepine.com] ...............................46

Filler King Co. [www.fillerking.com] ...............................................4

Fontana Wholesale Lumber [fontanawholesalelumber.com].....42

Huff Lumber Co. .............................................................................31

Humboldt Redwood [www.getredwood.com] ..............................27

Interfor [www.interfor.com] ...........................................................26

Jones Wholesale Lumber [www.joneswholesale.com] ..............23

Kelleher Corp. [www.kelleher.com] ................................................3

Keller Lumber .................................................................................43

Kop-Coat [www.kop-coat.com] .....................................................11

Manke Lumber Co. [www.mankelumber.com].............................45

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

North American Wholesale Lumber Assn. [nawla.org]......Cover II

PPG Machine Applied Coatings [www.ppgpro.com].....................7

Pennsylvania Lumbermens Mutual Insurance [plmins.com] .....17

Peterman Lumber Inc. [www.petermanlumber.com] ..................28

Reel Lumber Service [www.reellumber.com] ..............................41

Regal Ideas [www.regalideas.com]...............................................18

Roseburg Forest Products [www.roseburg.com].............Cover IV

Swanson Group Sales Co. [swansongroupinc.com] ..................21

TruWood-Collins [www.truwoodsiding.com] ........................8A-8B

Universal Forest Products [www.ufpedge.com]..........................15

IDEA FileSomething to Crow About

Finding an unusual mascot has proven aboon to Gecko Hardware, Dallas, Tx., in getting thestore attention and luring customers back.

Prince George is a Buff Orpington rooster who istypically perched at the front of the store. He alsooccasionally roams the aisles and every morning istethered by a leash and taken for a walk outside.

Gecko co-owner Andrea Ridout reports foot trafficrose considerably on weekends once shoppers noticedthat the rooster enjoys visitors. She said George,unlike any other rooster she has known, likes to cud-dle.

George also regularly visits schools and senior citi-zen homes. A local bookstore even held a chickenmeetup event.

He was born on March 27, 2013, and was pur-chased at the store by a little girl named Abbi. Thechild called him “Queen Elizabeth,” thinking that hewas a little hen. When “Elizabeth” was about fourmonths old, “she” started crowing, and Abbi realizedthat “she” was a “he.” So, the store agreed to take himback.

Gecko received an exemption from the city allow-ing it to keep a feathered animal on the premises.

A FARMER customer pays a visit to the Dallas hardware store’srooster mascot.


VisitThe ALL-NEW

Building-Products.com

• More news • User-friendlier layout• Frequent updates throughout each day

• Smartphone & tablet accessible• Improved search features

• Event photos • Videos • Surveys• Building products stock ticker

the merchant aug 2014

Documents