the merchant june 2016

JUNE 2016

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

THE GREEN ISSUE

4 The Merchant Magazine June 2016 Building-Products.com

June 2016 Volume 94 Number 12

The MERCHANT Magazine

Special Features8 FEATURE STORY

SELLING SIDING WITH VISUALIZATION

10 MARGIN BUILDERSUNDERSTANDING TRIM BASICS

12 MANAGEMENT TIPSINSIDE A SOFTWARE TRANSITION

28 NAWLA: LOOKING AHEADMAKING THE CASE FOR SUSTAINABILITY

36 SPECIAL FOCUS: GREEN• BUSINESS ARGUMENTS FOR GREEN• HOW TO GET FSC CERTIFIED• GREEN BUILDING TRENDS• INDOOR AIR QUALITY• ECO LABELING• GREEN MEETS UNIVERSAL DESIGN

52 EVENT RECAPDO IT BEST SPRING MARKET

56 PHOTO RECAPSOCAL GOLFERS FOR WARRIORS

In Every Issue6 ACROSS THE BOARD

14 COMPETITIVE INTELLIGENCE

16 OLSEN ON SALES

18 EVANGELIST MARKETING

26 APP WATCH

30 MOVERS & SHAKERS

34 ASSOCIATION UPDATE

48 NEW PRODUCTS

60 IN MEMORIAM

60 CLASSIFIED MARKETPLACE

60 ADVERTISERS INDEX

61 DATE BOOK

62 FLASHBACK

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Does anyone care any more?THE JURY has voted and, apparently,

I’m officially “old.” When youbegin muttering to yourself, believingthat the world should be a certain way,and you stew on seemingly littlethings, I think most would say that’spart of getting old.

It doesn’t seem that long ago thatbusinesses cared. In that shortsentence, I think the point can geteasily lost. What I mean is that as acustomer, I felt important. When Iwalked into an establishment, I feltlike the employees were happy that acustomer came in. They cared abouthelping me find exactly what I was inneed of. I left feeling good about mypurchase—not because they were thecheapest or the closest, but because Ineeded something, and they workedhard to provide it. Too often now, Ifeel like I’m bothering them bywanting to do business!

My day started on a trip toAlabama. My flight was supposed toleave at 7:30 a.m., connect in Dallas,and arrive at around 6 p.m. I have TSAPreCheck, but was told agents decidednot to open that line this morning and Iwould have to wait in the normalsecurity line. An hour later, I got to mygate to discover my flight was delayedan hour, then another hour, thenanother hour. I checked with the gateagent to see if I should grab anotherflight to Dallas. Her response? “I don’tknow, should you?”

At 11 a.m., we took off and thestory in Dallas only got worse. I couldgo on with all of the charming details,but the high point of my day was thetaxi ride to the hotel in Alabama—at1:15 a.m. The driver saw me coming,ran over, grabbed my luggage, andsaid, “You look like you’ve had aterrible day. Sit down, here’s a bottleof water. I’ll have you to your hotel in20 minutes.” Even though myadventures getting home weren’t anybetter, I remember the great service ofthis cab driver who gave me his

ACROSS the BoardBy Patrick Adams

number and picked me up at 4:00 a.m.for my return flight.

All of this was essentially for afour-hour industry event and in thosefour hours, I saw the stark contrast incare and service to the roughly 24hours of travel it took to get there.What I continue to think about is“what is the cost of bad service?” WillI ever fly this airline again? Almostcertainly. Will I be happy about it?No. Will I race away to the first airlinewho treats me with even the slightestbit of care? YES! And so, there it is…the real cost.

However, this isn’t just anotherstory about how important customersatisfaction is. This airline sees thatI’ve been loyal for over 20 years andhave flown over 2 million miles withthem, which easily can be factoredinto dollars spent. They see that I stilldo business with them, although muchless, and must assume, “Well,everything must be fine and he justdoesn’t travel as much anymore.” Ifthey ever care again, it will be whenthey don’t see me for a stretch of timeand at that point, it will be too late.

The cost of bad service apparentlydoesn’t merit a column on today’sbusiness spreadsheets. If business isup, then service to customers must befine. If business is down, then theindustry must be in challenging times,right? However, I look at it a differentway. I don’t try to treat customers wellso that they spend more money withme. I treat them well because I amgenuinely interested in them and theirbusiness doing well. I treat them wellbecause I believe it is a reflection onyour character how you choose to treatsomeone else.

But, it brings up an interestingpoint—how do you actually measurecustomer satisfaction? Orders?

Complaints? Because they say so?Why do you remember great

service so much? Because it hasbecome unfortunately rare and the“cost of service” actually does have acolumn on many businessesspreadsheets! What is the cost oflosing a customer? What is the cost oftrying to find a new customer toreplace them? What is the cost ofhaving a bad reputation and do youreally know if you have one? Greatservice is not easy, it is not cheap, andit is hard to quantify what you get inreturn. However, it is human nature tobe attracted to those who treat youwith respect and, given an option, Iwill choose those establishments everytime regardless of price, convenienceor quality.

I’m grateful for our advertisers, ourreaders, and even those who havenever heard of us because it gives methe chance to do what I’m trulypassionate about—helping, servingand providing for my family, friends,employees, customers and community.

As always, thank you for yourfeedback and support!

Patrick S. AdamsPublisher/President

[email protected]

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Building-Products.com June 2016 The Merchant Magazine 9

Selling sidinge s e s a

HEN IT COMES to selling siding, the process hasalways involved a strong visual component.

Samples, color swatches, displays and showrooms are thesi le that sells the steak.

Of course the products themselves have a strong visualcomponent, but there’s another factor at work here.Homeowners aren’t simply buying “siding,” as much asthey’re buying a fresh new look for their home, which is anextension of themselves. It’s an emotional process.

Technology gives us the tools to create emotion aroundsiding products, as well as more excitement than just look-ing at a color chart or holding up a sample while squintingat the house. Here are two ways you can si le up your sell-ing approach by making the most of visual mediums.

1. Embrace VideoDid you know that YouTube is the number two search

engine, second only to Google? And according to a Googlesurvey, one in four shoppers say they’ve used YouTube tosearch for a video related to a product they’re considering.That was in 2014 today’s number is likely higher.

According to a report from Invodo, video viewers are 1.7xmore likely to purchase than non-viewers. These facts arejust a couple of the many clues telling us how importantvideo is to consumers.

Action Item: Take stock of your YouTube channel. Areyou providing useful info that consumers can take advan-tage of? Think how-tos, design ideas, color and styletrends, etc.

FEATURE StoryBy Brent Mullet and Joe Klink, ProVia

But producing the video is just the beginning. Then youneed to find ways to share and promote that video usingemail, social media, and more.

2. Take Advantage of Manufacturers’ ToolsMake sure you’re taking advantage of technology

offered by the manufacturers you carry. Online visuali erscan be used to preview exterior products on sample imagesor even actual homeowner’s photos. These are great toolsto help customers “try on” various product choices.

Manufacturers such as Pro ia also offer smartphoneapps to enhance the experience between dealers and theircustomers when selecting exterior building products for thehome. Typically available as free downloads, the apps arehighly visual selection tools that can be used without anInternet connection, making them portable and convenient.

Pro ia also has a Dealer Edition of its app, providingadditional features that facilitate the professional’s salesprocess. These include: product pricing pros can configuretheir unique sell pricing , product ordering once connectedto the Internet, pros can convert what they configured intoan order , and program management pros can customi ethe app to display certain product lines .

Action Item: To jump into the latest visual selling tech-nologies, don’t try to do it all yourself. Ask your manufac-turers’ account representatives what they can offer that’salready created and ready to use. Chances are, they’ll evenshow you the ropes.

re lle s v e res e of for a o e olo esa oe l s re or of or ora e rela o s for ro a

rov a o

IPAD APP is navigated by using photos instead of choosing styles bynames and descriptions of products, creating a highly visual process.

OUTUBE VIDEO from Pro ia demonstrates how to select entry door,vinyl siding, and stone colors. (Photos by ProVia)


r m How to boost sales by understanding trim basics

and remodeler customers toward vari-ous options to meet the needs of theirhomeowners. Some companies, likeJames Hardie, offer whole-home solu-tions with worry-free products likesiding, trims, mouldings, soffit andshingles, that can be ordered primedor factory-finished.

Offer customers a range of options,from entry-level trim products forbuilders on a strict budget to thosethat come pre-colored.

While some builders prefer to usethe same material for both siding andtrim, it is not necessary to match thetwo. An increasing number ofbuilders are combining materials to

UI DERS USE MANY techniques tocreate an attractive home. While it

can be an afterthought for some, smartbuilders use exterior trim to differenti-ate the look of a home, taking it fromordinary to extraordinary. And, smartbuilding product dealers understandvarious trim products and how toboost sales by offering product optionsand knowledge to their customers.

Trim materials and profile designsvary widely, ranging from traditionalto rustic. Materials include solidwood, fingerjointed wood, engineeredwood composites, fiber cement, cellu-lar P C, and others.

When layering the countless trimchoices available on top of numeroussiding options, the combinations canbecome overwhelming.

Here are a few basics to understandabout trim so you can meet the needsof your customers.

Speak a common languageamiliari e yourself with common

trim terminology:ascia A board attached to the

ends of the rafter tails just below theedge of the roof.

ri ard This hori ontalboard mounts just below a soffit tocover the gap between the soffit and awall.

S it: The finished underside of aneave.

ak ard Moulding is attachedto the top of the rake fascia to supportoverhanging roof shingles and protectthe fascia from moisture damage ongables.

r ic : Refers to the entireassembly above or at the top of thewall.

Pr i Some trim is availableonly in flat boards while others can beordered in more complicated decora-tive designs.

Help your customers matchthe material to the job

Preferences vary. While most peo-ple want a low maintenance exteriorthat doesn’t require frequent painting,homeowners in some regions preferreal wood trim while others choosethe easy maintenance of cellular P Cor fiber cement. Point your builder

MARGIN BuildersBy Roger Gilley, Weyerhaeuser Distribution

ENVIRO FRIENDL trim such as RealTrim Plus by Woodtone features tight-grained, hand-selectedwood products flood coated on all six sides and backed by a 15-year substrate warranty.


evers le r e es that aresmooth on one side and brushed on theother, giving the builder flexibility onthe job site.

ell lar r s that are durableand work with any home style exteri-or. Corners stay straight and true, andposts, skirting and mouldings staycleaner and don’t require paint.

v ro e ally fr e ly re es that use ultra-low OC primers

and are sensitive to environmentalconcerns.

Trim options can boost salesThe bottom line is you can improve

your sales by becoming familiar withthe features, benefits and differencesof the various trim products available.

nowing what your builder needs is agood first step, but add value by tak-

DURABLE AND ADAPTABLE, cellular P C mouldings from Ply Gem don t contain or absorb mois-ture, so they won t rot.

REVERSIBLE TRIM such as Coll insTruWood s, offer builders two looks, combiningthe beauty of cedar with the long-lasting perfor-mance of an engineered product.

meet customer or market needs.Most trim products are engineered

and primed to resist moisture, rot andinsects even solid wood products suchas pine or western red cedar containnatural preservatives.

ong-term performance is critical.Solid wood trim products may be lessstable in arid markets than engineeredoptions, which themselves can warp orswell if not adequately installed orprotected.

Know which trim productsare trending

Supporting your customers meanskeeping on top of new product trendsand offerings. In the trim category,that means understanding and stockinga comprehensive line of products,such as: ing it a few steps further.

amiliari e yourself with productwarranties and know what applica-tions are covered.

Stock the si es that make the mostsense for your market. Some trimproducts are available in 12-ft. lengthswhile others can be ordered in 16-ft.pieces.

Offer product versatility smoothand rustic or brushed trim surfaces areboth popular options across the coun-try, so make both available to yourcustomers.

Understanding trim options canmake you a better partner for yourbuilding customers… and helpimprove sales for your business.

o er lley s s ess evelo ea a er for eyer ae ser s r oor or

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oo ns e a so are rans onOne company’s adventure

tackled three of the most challengingstages of their software implementa-tion, including what worked and whatthey’d do differently.

System Set Up Businesses are unique. Each has its

own method for tracking balancesheets, approving credit, setting pric-ing, etc. Documenting these processesis one of the first steps of a softwareinstallation. It ensures the system isconfigured around the company’s spe-cific practices. If the new softwarehas features not available in the previ-ous system, the company may decideto update existing processes. orexample, Accounting may switchfrom faxing printed invoices to email-ing electronic ones.

Capital’s project team worked withtheir counterparts at DMSi to config-ure the new system. They performedan extensive review across the com-pany and considered any changes.“Anything to do with backgroundwork, like branch set up or G/ , wasdone by the corporate group,” saidDoss. “We would decide if we weregoing to change a process or consoli-date something we’d been doing inthe old software. We aimed to getfeedback from the whole company,but the majority of the actual back-ground set up was done at corporate.”

In order to get through such a hugeproject, the team needed to be veryefficient with their time. Dossexplained how the group kept meet-ings productive: “I think the biggest

ETHANY DOSS, a business manag-er at Capital umber, Phoenix,

A ., knows exactly how complicateda software transition can be.

When her company decided toinstall the Agility ERP platform fromDMSi Software, Doss was part of asix-person team that managed theprocess. “We were the point peoplefor the project. The super users ateach branch would train the people attheir location, but the six of us at cor-

porate were responsible for the over-all go-live.” More specifically, theywere responsible for eight branches,seven states, and 220 employees.Capital umber had its work cut out.

Businesses depend on software forcreating sales orders, purchasinginventory, delivering product andinvoicing customers. So when a com-pany decides to change its software,it’s a huge project with a lot at stake.

Here’s how Capital’s project team

MANAGEMENT TipsBy Anthony Muck, DMSi Software

DISTRIBUTOR Capital umber confronted the challenge of overhauling its software system acrosseight branches in seven states, with 220 employees.


ful, businesses have a much harderjourney ahead of them.

Capital umber’s project team rec-ogni ed the importance of their train-ing program and allocated plenty ofresources towards its success. Dossdescribed their process: “The onething that worked very well for uswas giving each person their owncomputer with their own screen, sothey could click through the systemthemselves. Setting that up at all thesites was a little painful, but we foundit worked best.”

As employees moved through theirtraining, the project team paid atten-tion to their progress. When peopleseemed to be struggling with the sameissue, they made adjustments to theprogram. “We had to use our owninventory for the training. We selllumber, but the training data includedthings like windows and doors.People weren’t connecting with it,because that’s not what we do. It hadto be our items, our customers, ourinformation the stuff that we dealwith every day. Then people wereable to make sense of it.”

While there was success in someareas, others remained a challenge.Effective training takes time, butCapital umber was too busy foremployees to step away from theirnormal responsibilities. indingopportunities to practice on the newsoftware was difficult, Dossexplained. “Employees have an eight-hour day, and it’s already pretty darnfull. So, training had to be at 7:00a.m. before a meeting or maybe at 4-5p.m. when the phones are a littleslower. We did a lot of offsite trainingfor our super users, and that workedwell, but setting aside that extra timeat the branch level was probably thebiggest struggle we had.”

Lessons LearnedAfter much diligence and hard

work, Capital umber completed theirimplementation. The entire process,from signing the contract with DMSito going live at the final branch, tookabout 1 months. Their ability tobuild consensus, work as a team andadjust to challenges as they arose is agreat example to any business transi-tioning to new software.

o y s a a er of so er serv e for of are a ae a e rre a r of e or

er a olesale er sso a oar e o ee

thing is having an agenda with mile-stones you look at every single week.Also, everyone needs to know whattheir role is. Sometimes in these biggo-lives, the project management peo-ple aren’t totally sure what they’resupposed to be doing.” Structure androutine helped the group stay on trackand move forward.

Data Clean UpThe next major stage of a software

transition is converting data.Information must be pulled out of theold system and imported into the newone. Many businesses use this as anopportunity to clean up their records.

or instance, a business may havethree different codes for the same 10-ft. piece of southern pine:020410SYP, 2410pine, and 2410StPn.Before importing anything into thenew system, the business can createstandardi ed naming rules, updatetheir catalog and remove duplicaterecords.

Cleaning up an entire catalog is amassive undertaking. endors cansuggest best practices, but ultimatelythe naming system must make senseto employees. Capital had a catalog ofover 10,000 product codes it neededto streamline. Doss’ team decided toassign the challenge to a separate sub-committee. “We took a person fromeach branch and had them come upwith a plan for consolidating ourproduct IDs. They decided what thenew renumbering would look like anddid a cross reference for any itemsthat we wanted to keep over.”

The project team wanted thisprocess to be as inclusive as possible,so they made sure every area of busi-ness was represented on the sub-com-mittee. However, bringing so manypeople into the group became a prob-lem. “We originally wanted a widevariety of viewpoints, but ended upgetting 10 different ways of looking atevery decision. It was a good inten-tion, but it may have been better tolimit that group’s si e a little bit.”

TrainingTraining is one of the biggest chal-

lenges a company faces during imple-mentation. It takes time and commit-ment from everyone in the organi a-tion. Watching videos and passing outuser guides isn’t enough. Employeesneed to truly absorb the information.If training is successful, the businesswill resume its normal speed of opera-tion with relative ease. If unsuccess-

Biggest ChallengeThe hardest part of going live, by

far, was training. veryone had goodintentions, but people are busy. The lastthing they want to do is stay late to testsoftware. A lot of people thought, We resmart. We ll just figure it out as we go.The branches that thought they couldwing it really struggled when we wentlive. Branches that made time for theirtraining were much more successful.

Biggest SurpriseWe underestimated the psychology

of change. veryone is a little scared ofchange, whether we admit it or not.Most of our people had been doing thesame thing in the same way for 20years. Switching to a different systemwas a huge deal. There was a ton offear and trepidation, and that s some-thing we had to work through.

Biggest VictoryOvercoming people s fear about

the project. We were able to take whatprobably appeared to be a pretty miser-able process and turn it into hey, this isa new opportunity for us, we ve neverdone some of this stuff before, it sgoing to make our business more effi-cient. And it really changed people smindsets from total dread to optimism. Ithink that was probably the most inter-esting and the most rewarding part ofthe go-live.

What I’d Do DifferentlyIf I were to do it all over again, I

would focus harder on daily communica-tion. Just a where are we, what s fallingthrough the cracks, do we really thinkthis branch is on target. We d havebeen more successful if we attackedissues as a group more often. We gotstuff done, but stronger communicationwould ve made things a lot easier.

Advice for Other CompaniesOne, be ready to invest the time,

resources and energy that it takes todo the implementation successfully.Depending on the size of your busi-ness, it should take you a while.

Two, make sure you re using everypiece of talent you have within yourorganization. Take your blinders off,look outside your immediate circle andget participation from every part of yourcompany, including Operations. We gotthrough roadblocks because we tappedinto the strengths of our entire talentpool at Capital.


ma oo r n m ac

COMPETITIVE IntelligenceBy Carla Waldemar

PPORTUNITY DOESN’T alwayscome knocking politely. Some-

times it bludgeons you until you justgive in and go along with it. Andthat’s how Mike lowers found him-self the founding father of Mike’s

umber Co.—the only yard in thetown of ogan, Oh., where the popu-lation count is a bit north of 7,000.

What keeps ogan alive? “A num-ber of industries have left or closed,”Mike begins with the bad news. Butthe good news is, “We have a claypipe and a glass plant. But the biggestthing is tourism.”

ocate ogan on a map of Ohioand it’s easy to see why: big patches

SMALL TO N lumberyard sprang from outcry in community when longtime operator retired.

of green with those little pine treesymbols indicating vast state park-lands. In nearby Hocking Hills—theshowplace of those forests—“thecabin-rental business is really takingoff—upwards of 1,000 cabins,” saysMike: new cabins sprouting likemushrooms after a rain and older onescalling for maintenance. “Plus,” headds, “some new homes here in town,some remodeling work, and lots ofnew decks, the big thing.”

His business divides 50/50between walk-ins and contractors,many of whom patroni ed ogan’s

ing umber Co. until in 2012,owner B.J. ing decided to retire and

closed the 77-year-old operation. That’s when the lobbying kicked

in. Mike, a 32-year vet at ing’s, wasbesieged by its customers, who wailed“What’ll we do?” and begged Mike tobecome his own boss. “They keptasking me if I’d be interested, but Ihadn’t planned anything like this.They had no idea what they were ask-ing. I’d be in for a hard battle, whatwith the many boxes nearby and thefailing economy.”

Nonetheless, he stepped up to theplate. “I decided I’d do it for the com-munity—go ahead and give it a try.There was a short transition period.After I left ing at the end ofNovember 2012, I started right in get-ting the building repaired.” The build-ing, a former remote location for

ing’s main site which B.J.’s sontook over to run a kitchen and bathoperation was more, um, compact, at3,000 sq. ft. on two acres of land.Mike set about getting the buildingrepaired and up to code—whichinvolved “a lot of cleaning, and clear-ing out the former office getting elec-tricity repaired” before opening asMike’s umber Co. on April 14,2013.

Ask Mike what he’s changed, nowthat he’s running his own show, and itseems that the proverbial wheel was-n’t broken: “Everything I know, Ilearned at ing’s. Of course, youhave to be willing to change andmove with the times. You have towatch out for sticking with the sameold’ and be open to doing things dif-ferently. or instance, I know we needmore of an Internet presence.”


tition within 20 miles—several strong independents andblockbusters like Menard’s, owe’s and 4. So what doesMike’s have to offer?

Convenience, for one thing. “People prefer dealinglocally, not making that trip,” says Mike. “Plus, I’ve beenin the business a long time. I’m able to help them with theirprojects. They can tap into that knowledge. They’ll come inwith a drawing and I’ll know what they need. Solving theirproblems on a daily basis is a very satisfying thing,” heallows. “We also compete with service that’s a step above.”

That extra mile includes giving out his cell phone num-ber so folks can reach him when emergencies strike onevenings and weekends. “I live just five minutes away, andI’m glad to help them out. And they don’t abuse that,” headds.

Just as everywhere, the town experienced a “definiteslowdown” during the recession. “But in 2013, things start-ed to rebound. I’ve seen a decentincrease in sales each year—steadyprogress. Sure,” he’s honest,“sometimes I experience a littleburn-out. But overall, I reallyenjoy this. I don’t know what elseI’d do, I’m so entrenched. I’mdefinitely in it for the longhaul.” And that’s good newsfor ogan.

ar a a d [email protected]

But first things first: Get the S Us on the shelves. “Witha smaller space, we carry only a fraction of what we did at

ing’s, like the way I started out there, years ago. We’reconcentrating on the basics.” And those include framinglumber, shelving, pressure-treated lumber, plywood, vinylsiding, concrete mix, and both steel and shingle roofing.

raming hardware. The screws and nails for those populardecks. “We’ll expand, but we’re concentrating on qualityover quantity, which the contractors appreciate”: 2x4s and2x6s of Conifer Timber’s Select grade dimensional lumberthat’s strictly No. 1 yellow pine, as is his pressure treatedlumber, too. And customers love the drive-thru set-upbacked by delivery service provided by Mike’s yard man.

That fellow constitutes half of Mike’s employees. Theother half is Mike’s daughter, alia, who also started out at

ing’s, stocking shelves since age 14. uality over quanti-ty again. “It’s all hands on deck all the time.” However,help’s on the way. Mike is in the process of hiring an out-side salesman to extend his contractor business.

Which is pretty robust already. The town—both walk-ins and the pros—profess to be delighted to have a locallumberyard again. “I hear that comment quite often.They’ve been really supportive. It was an eye-opener whenthey lost the yard they had, so they’re grateful. Plus, there’sa resurgence of supporting local businesses now. There’salso a hardware store and a plumbing operation in town,and we all steer people to each other. And, rather than hir-ing an installer, I steer customers to several local contrac-tors who can do the job they’re looking for. It’s win-win-win: homeowner, contractor and us,” he emphasi es.

They’re grateful, they’re loyal, but earning that kind ofsupport isn’t a walk in the woods. There’s plenty of compe-


When we have our total profit number, we multiply by. and draw a line under the account that is at that number.All the accounts above the line are winners. We must dou-ble down our effort with these accounts. We are already agood fit and they will buy even more from us if we givethem more attention. All accounts below the line—that wehave been working for more than six months—must be cutor studied with a very cynical eye to see if they are worthour time. I suggest we do this every quarter. This will freeup our time for our final step to increase our business.

Pr s cti r a d tt r si ss. Sellers tellme all the time, “I’m too busy to prospect.” I believe them.The seller making 75 a year is busy—so is the sellermaking 250 ! The question is, “Busy doing what?!”

Often the seller making more money is not a bettersalesperson they are just a better manager of their soleemployee, themselves, and more importantly their accountbox. Master sellers will not give themselves to accountsthat are not doing good business with them. Journeymensellers treat A accounts like C accounts and C accounts likeA accounts. This lack of differentiation costs them dearly.

Cutting accounts from our rotation is emotional work.Instead of looking at cutting accounts as“losing profit” we need to look at it as“Pruning the bad fruit away so the goodfruit can grow.” Many of us can’t let goof all the work we have put in just todevelop even a marginal account.

But hanging on to a bunch of Oaccounts will keep our scheduletoo full to look for the accountslike those that are already abovethe 0 line, which in reality arethe only accounts that are profitablefor us as salespeople.

OLSEN On SalesBy James Olsen

am s sReality Sales Training

503 544-3572 [email protected]

a ea e ?ANY SA ESPEOP E I work with have phenomenalincomes, but still want to increase their business.

Most of them are incredibly busy by normal human stan-dards so how can the successful salesperson increase theirbusiness?

rki ard r. Unfortunately, “Work Harder!” is thebattle cry of most sales managers. Telling adults to workharder is a waste of time. Salespeople possess the “motor”they possess the day you hire them. We are talking aboutsalespeople who are already working hard enough. I workwith some incredibly hard working salespeople. I tell them,“You can’t work harder and make more money.” So howcan we increase our business and/or make more money?

ais r ric s. Salespeople have to look for, and beaware of, opportunities to increase margin or “go for it”—read, put in more profit—when the time is right. It is a bal-ance. We must be consistently competitive and sometimesthe least expensive. But we also need to understand the jobof the master seller is to make both sides or all three sidesif you we are a broker happy and make a nice profit.

Many sellers are stuck when it comes to margin. Thefear of losing business that we have killed ourselves to earndominates our psyche. It is no doubt a challenge, especiallyin hyper-competitive markets, to raise our price. But wemust “test the market” or we will be stuck with a busy butlow-margin sales life. Plainly stated: Don’t be afraid tomake profit when it is available to be made.

Acc t ma a m t. astly and most importantly,especially for successful sellers, account management. Weonly have one employee. We will run out of that employeebefore we run out of good accounts. We all make 0 ofour profit from 20 of our relationships. If we are a masterbroker/salesperson and we are working hard enough andcharging the right price, then account management is thebest and in some ways only way to increase our prof-itability. I suggest we do an 0/20 analysis of the accountswe are working every quarter.

Put three columns in a spreadsheet. Column one isAccount Name. Next to that is 12 Months Profit and next tothat is the Cumulative Profit.

Example:

Account Name ( ast) 12 Month Profit Cumulative ProfitBob s umber $8,000 $8,000ABC umber $6,500 $14,500

umber $3,500 $17,500tc. tc. tc.

A ATHER SPEA S to his grown son. There is coffeebetween them. Or beer. Or something stiffer.

They are at dad’s house, in lorida or Ari ona, wheremen and women who have led successful lives go to enjoythree or four decades.

In the 1 50s, the father’s father started the family busi-ness, which has served its customers loyally for about 60years now. Some customers have been with the companyfor 30 years or longer. Some staff has been in the family’semploy for generations.

Today, the son’s son, the fourth generation, has startedworking in the company. The father, taking a sip of coffee,or bourbon, speaks to his son: “I don’t understand all theemail today. When I was running the place, we barely evenused the phone. We’d just go and see people.”

The son, who shall speak in italics, considers his father’sstatement and replies: ee ell e sales eo le o

e o e yo o o r sys e ra s o e everyo e s e s o e o e o oo a loo

a e lo ess e avera e er of o rs ey s eo e o e er ee

There is a pause, and the dad swirls his drink, which ison the rocks. “The salespeople? Twenty hours. At least halftheir working hours. More on the inside.”

o er “ ifteen?” ess “Come on! Not 10?”o r o rs r avera e s e a o s e sales erso

s e s fo r o rs er ay o e o e The father is incredulous. He looks down into his vodka

drink. “Get out of here! They work 45 hour weeks. Whatare you talking about?!”

s ra y a e ve ro e o a y o slevel o r eo le ose o s o al o s o ersa ros e s s e less a 0 of e r ay o e

o e “I’d say. I can’t believe it.”

alle so e fr e s e s ry a s e sa e e r o a es e os s essf l sale eo le s e

a o e o rs a ee o e o e a e avera e sfo r o f ve o rs

“But surely they’re visiting customers the rest of theweek, because in my day—”

o e e avera e ay e o e or o s o er v s ser ee er o s e erso

The father, protecting his Manhattan with one hand,slams his other hand on to the table. “So what the hell arethey doing with the other 40 hours of their week?”

a l e ro s e e s ores avso e ee s re ar esear av l for e r o s os ly e a l a e essa es oo

Silence. Shaking heads. e re or o e re

o o a a e ore o e e ro e o e e eves o e a a ers every ro s o e e ll o

“That’s a difficult change.” or s re a e s easy eo le ll res s

“Son,” said the father, sipping his bloody mary, “peoplealways resist change.”

s o e of e ar es s ave o eal r e la e o o e of e s o a ey

a o a er a e as fa e ll al a o ey o a a ree e ey o a o e r es a o

e a ly a ey ere o efore“Yep. Welcome to running a multi-generational compa-

ny. Don’t forget, some of these people were working herewhen you were a boy.”

o e of e s ll all e e e of eo a y a ey all e eo le res s l e s

e yo ere or “Oh yes. You have to remember, people don’t like

change. They don’t like new work, especially if they’vebeen doing the same thing—like not talking on the phone—for a long time.” The father sips his single malt, gettinglouder now, more animated. “If you want to make change,you need a system, son. You need to make sure peopleknow this isn’t a passing fad for you, a flavor of the month.You need to get every level of management involved, topto bottom. Everyone needs to know what you expect, andyou must meet about it regularly and discuss it.

“Too many companies simply launch a new initiativeand that’s the end of it. The announcement is the end. Theannouncement must be the beginning. It must be the first ofmany steps. People must have a way to report theirprogress. Managers need a way to give people feedback.

“The people must see that this new initiative of ours,say, increasing phone time, is being measured.And it must be done over time. Not for a weekor two.

“Son, if you want to make real change, youmust build new habits in people. You need tochange their behavior permanently. And youdo so by changing the culture.”

le ol fay s of eva el s ar e s e a rev

e e ro o s l a y a a orof The Revenue Growth Habit. s

eva el s o

A d aCEO, Evangelist

Marketing Institutewww.evangelistmktg.com

EVANGELIST MarketingBy Alex Goldfayn

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Swanson Begins Again atRebuilt lywood lant

Swanson Group has restarted itsSpringfield, Or., plywood mill closeto two years after it was destroyed bya massive fire.

The facility is currently operating“under limited capacity,” but by thetime it ramps up to full production, itwill employ at least 260 workers—exceeding the si e of the work forceof two years ago.

Venerable Store Closes asOSH Arrives in Town

With a fancy new 40,000-sq. ft.Orchard Supply Hardware openingnearby, Adams Hardware, Tustin,Ca., is hanging it up after 54 years.

After longtime Adams ownerDennis Sailer passed away in Aprilsee ay a e 0 , his daughter,

Susan Pinsky, had hoped to operatethe business long enough to find abuyer. But after three weeks—andfacing a 7,000-a-month rent paymentand OSH’s May 14 opening, she real-i ed the 2,400-sq. ft. store would havedifficulty making a profit without herfather. “People came here for Dad,”Pinsky admitted.

She marked down the remainingmerchandise through May, with plansto donate anything unsold to Habitatfor Humanity.

The new OSH, built in a convertedbowling alley, is managed by JohnGambardella.

Idaho Mill Closing as ItAwaits Change of Ownership

Blue North orest Products is clos-ing its sawmill in amiah, Id., afteragreeing to sell the facility to Idaho

orest Products.In 200 , the mill—then called

Three Rivers—was shuttered andabout to be dismantled when Michael

. Burns bought the facility andequipment, restarting it in 2010.Unfortunately, he had been losingmoney for the past year, due to tightlog supply and low lumber prices.

Trinity River Buys Korbel MillTrinity River umber Co.,

Weaverville, Ca., is purchasing theorbel, Ca., sawmill from California

Redwood Co., Woodland, Ca.The sale includes a log supply

agreement with CRC parent GreenDiamond Resource Co. to provide themill with Douglas fir logs from GreenDiamond’s timberlands. The deal alsoincludes all fixed sawmill assets and a

long-term lease on the mill site,including the associated log and lum-beryards.

“The mill is in close proximity toour timberlands and the sale insuresthese logs will be manufactured intolumber at a local mill,” said GreenDiamond senior P Neal Ewald.

Trinity River plans to focus onmilling small diameter Douglas firlogs. The sawmill is expected to beoperational by early 201 once modi-fications to the existing facilities arecomplete.

Trinity River also operates asawmill in Weaverville, which wasrebuilt following a fire in 200 andstarted up in 2011.

SUPPLIER BriefsEdensaw oods , Port

Townsend, Wa., is now distributingThermory thermally-modified ashdecking, cladding and porch flooring inwestern Washington and northwesternOregon.

Sim son Tanoak Products,Samoa, Ca., has been formed by BobSimpson, to manufacture tanoak engi-neered flooring.

Timber Products Ins ection, Conyers, Ga., has merged withCanadian Softwood Ins ection Agency MacdonaldIns ection Services . CSI presi-dent David Reekie and his staff willstay on.

eyerhaeuser Co., FederalWay, Wa., has agreed to sell i tsCellulose Fibers pulp mil ls toInternational Pa er for $2.2 bil-lion in cash.

The deal includes five pulp mills(Columbus, Ms. Flint River and PortWentworth, Ga. New Bern, N.C.Grande Prairie, Alb.) and two modifiedfiber mills (Columbus, Ms. Gdansk,Poland).

Deckorators has redesigned itswebsite, Deckorators.com with a freshlook, easier navigation, and a wealthof new tools.

Anniversaries: Forbusco Lumber Co., Fortuna, Ca., 70th RSGForest Products, Kalama, Wa.,45th.


ew Owner RevivesWashington Mill

Hoquiam Plywood Products,Hoquiam, Wa., has restarted after itspurchase by Willis Enterprises, opera-tor of Pacific eneer, Aberdeen, Wa.

Mark Mc eely is managing theplywood mill and handling sales.

ormer owner Pacific StatesIndustries, San Jose, Ca., purchasedthe facility in 2012.

BI orms encing BusinessBM investment firm Building

Industry Partners, Dallas, Tx., andAllan Breidenbach have formed U.S.

ence Solutions Co., initially to investin Split Rail ence Supply Co.,Denver, Co.

Split Rail was founded in 1 74 byTom Barenberg, and is now a leadingfencing supply and installation busi-ness in the ront Range of Colorado,with locations in ittleton and Daconoand over 120 employees.

Breidenbach becomes president ofSplit-Rail and CEO of parent U.S.

ence Solutions. Barenberg will con-tinue in Split Rail management and asa significant shareholder.

ach Coopersmith, managing part-ner of BIP, said, “Our transactionaddressed Tom’s succession planningneeds, enabling him to take somechips off the table after 40 years andto bring in a partner to help lay thepath for Split Rail’s continued stabili-ty, improvement, and growth. Thetransaction also enables Tom to focushis go-forward involvement in thebusiness on the highest-impact areas.”

U.S. ence Solutions will activelyseek to partner with and/or acquireindependent fencing distribution andinstallation businesses in additionalU.S. markets.

MS Buys Seattle DistributorGypsum Management Supply,

Tucker, Ga., a leading NorthAmerican distributor of wallboard,suspended ceiling systems, and otherspecialty building products, hasacquired Wall Ceiling Supply Co.,Seattle, Wa.

Wall Ceiling has served theSeattle market, from Puget Sound toMoses ake, for more than 40 yearsthrough a diverse offering of wall-board and construction products forresidential and commercial applica-tions. The yard will continue to oper-ate under the name Wall Ceiling,and the management team will remainintact.


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Joe Young, Wall Ceiling’s gen-eral manager, said, “We are reallyexcited about joining the GMS familyand look forward to a seamless transi-tion. GMS understands and shares ourdedication to our clients, and withtheir great resources we will be betterable to provide excellent customer ser-vice to the Seattle market and sur-rounding areas.”

ounded in 1 71, GMS now oper-ates more than 1 5 distribution centersnationwide.

ards Help Kids BuildLemonade Stands

Several lumberyards have beencapitali ing on the upcoming national

emonade Day promotion by offeringon-site workshops demonstrating howkids can build their own lemonadestands.

The promotion encourages young-sters to become entrepreneurs byopening their own stands.

ast month workshops were held atSpenard Builders Supply stores inAlaska and do ens of Home Depots,including Alaska, Oregon and Texas.At the Home Depot in Salem, Or., ele-mentary and middle school studentswere charged 40 for the materialsand assistance. Tools were provided.Although all the designs were thesame, the kids could paint their standsonce they got them home.

Berkeley Ace Hardware indsew HomeBerkeley Ace Hardware, Berkeley,

Ca., has found a new home two blockswest of its current location.

The store closed May 23, withplans to reopen in the new space bythe end of the month. The businesswas forced out of its 16,000-sq. ft.home, which was slated for demoli-tion, in March. The new site has about11,000 sq. ft.

Decking rowth ContinuesU.S. demand for decking is forecast

to rise 1. a year through 2020 to3.6 billion lineal ft., valued at 7.1 bil-lion, reports the reedonia Group.

Wood decking will continue toaccount for the large majority ofdemand, although its 1.3 annualgrowth to 2. billion lineal ft. in 2020,will lag increases in composite andplastic lumber.

“Plastic decking demand will bedriven by the increased adoption ofcellular P C decking,” noted analystNick Cunningham.



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Strong Tie Opens Research Testing Lab at WSU

Simpson Strong-Tie, Pleasanton,Ca., has opened the Simpson Strong-Tie Research Testing ab at Wash-ington State University in Pullman.

The lab is part of an agreementbetween Simpson Strong-Tie andWSU for an annual 100,000 donationover the next eight years to supportuniversity construction and engineer-ing research. The new R D centerincludes capabilities for mock-ups ofnew building systems, structural test-ing, and advanced digital manufactur-ing. It supports research in areas suchas concrete durability, repair andretrofit, tall timber buildings, decksafety, post-frame buildings, and seis-mic retrofit.

The lab includes a high-capacityreaction floor and wall, centralhydraulic pump, overhead crane andconcrete mixing station. Adjoining thelab is an outdoor reaction slab thatallows for project display and naturalweather exposure testing.

The lab is part of the CompositeMaterials Engineering Center, anInternational Code Council-accreditedtesting facility.

WSU faculty have conductedresearch with SST for more than 20years in a number of areas, includingnew product testing, deck safety, andseismic risk mitigation.

ew ame for ISIS SoftwareBecause of world events out of its

control, ISIS Wood Product Solu-tions, ancouver, B.C., has changedits name to MillTech InventoryManagement Solutions, Inc.

The wood products inventory soft-ware supplier wished to distance itselffrom any connotations associated withthe Islamic State of Iraq, sometimesreferred to as ISIS.

“MillTech” was chosen to betteralign its name with the 12-year-oldcompany’s long-time focus on andsuccess in supplying inventory soft-ware to lumber mills and other woodproducts producers.

Bill Backs Wood High RisesBipartisan legislation to encourage

the construction of tall wood buildingshas been introduced to Congress.

The Timber Innovation Act S.2 2 would authori e the U.S.Department of Agriculture’s TallWood Building Pri e Competitionannually over the next five years, cre-ate federal grants to support outreach,

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Users will have the ability to seethe company s deck and railing prod-ucts in realistic 3D virtual reality oraugmented reality view. Customerscan also use the cutting edge tech-nology to personalize a house, rotateit 360 , change product colors andzoom in and out to review designuality.

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research/development, and educationto accelerate the use of wood in tallbuildings, and authori es USDA toimplement a program of education andtechnical assistance for mass timberapplications.

The bill was introduced by Sen.Debbie Stabenow D-Mi. and includ-ed Maria Cantwell D-Wa. , MikeCrapo R-Id. , Steve Daines R-Mt.and Amy lobuchar D-Mn. .

Advances in technology, safety andengineering, combined with the use ofnew timber products such as C T,have made wood a more attractiveoption for construction of new build-ings between seven and 14 stories tall.The flexibility of wood makes it agood building material for earthquakesafety or high wind requirements, andis an environmentally responsibleoption as it has a lower carbon foot-print than other building materials.


ATHRYN ERNHO is passionateabout forests. She’s also pas-

sionate about the building materialsand the innovation that forests makepossible. To her, those two passionsare interchangeable, and boundtogether by a vigilant focus on theconcept of sustainability that shewishes everyone involved in the useof wood materials would share.

“A lot of people love forests andlove trees,” says ernhol , who isexecutive director of DovetailPartners, a Minneapolis, Mn.-basednon-profit environmental think tank.“We get it in our heads that usingwood is a conflict to that, and itisn’t. Using wood from sustainablesources is a way to show an appreci-ation of wood.”

As a building material, ernholsays, wood has three critical attribut-es that make it an excellent choicefor sustainable construction: it’s nat-ural, it’s renewable, it’s beautiful.

“Those attributes provide theopportunity to meet environmental,social, and economic goals,” shesays. It’s the ability to achieve thosethree bottom-line goals that makesforest resources and the buildingmaterials they provide capable ofsupporting sustainable, high-perfor-mance construction environments.Of course, there is no one-si e-fits-

THINKING AheadBy Marc Saracco, NAWLA Executive Director

y c oose oo ?a n e case

or s s a na y

all building material, and materialselection is all about the require-ments of a specific project. “It’simportant to recogni e that all mate-rials have limitations—things theydo well, and things they do not sowell,” ernhol says. “Wood is anincredibly flexible, innovative mate-rial, so often wood is the best mater-ial—but not always.”

Ensuring the sustainability char-acteristics of whatever buildingmaterial is being considered for agiven project means using tools and

methods like life cycle analysis, car-bon accounting, and environmentalproduct declarations EPDS forbuilding materials to thoroughlyinvestigate environmental certifica-tions and sustainability claims.There also are a wide range of certi-fication program resources for woodbuilding products in particular thathelp quantify the sustainability ofthe materials.

“Wood products are the onlybuilding materials that provide certi-fication all the way back to the


source—from the forest floor to thefinished product,” ernhol says.“That is a unique benefit of woodproducts.”

Still, there are objections to theuse of wood as a construction mater-ial—objections that often are influ-enced by misperceptions aboutexactly what “renewable” and “sus-tainable” means, and objections that

ernhol believes can be addressedwith more education and simplecommon sense.

“Sometimes people misunder-stand what it means when we saywood is a renewable material, andthat is such a powerful attribute ofwood,” she says. “Nobody’s outthere saying that we’re going to runout of tomatoes—nobody’s sayingstop eating ketchup.’ If we keep

using tomatoes, we’ll keep growingmore—and it’s the same for wood.If we want more forests, they’rerenewable, and we can choose tohave more.”

To address those misperceptionsand provide resources for furthereducation about the sustainability ofwood products, ernhol encouragesbuilders to look for labels and certi-fication, and do extensive onlineresearch—generally speaking , toget to know potential suppliers asmuch as possible see sidebar . Hereagain, she says, wood as a buildingmaterial is unique in that it’s possi-ble to get a close-up look at the pro-duction process.

“One of the things that’s uniqueto wood materials is that you canseek out forestry tours,” ernholsays. “Every company I’ve everworked with around the world iswilling to open their doors and givetours—to see their planting practicesfirst-hand, and to tour their mills.That’s one of the fun things aboutforestry: You can get right out thereto see the forest, see what’s happen-ing, and see exactly where materials

A Special Series fromNorth AmericanWholesale Lumber Association

Resources forSustainableResourcing

A wealth of information isavailable online to help any-one—regardless of age—inter-ested in getting more educatedabout the renewability and sus-tainability of wood:

re oo representsNorth America’s softwood lum-ber industry with the goal ofgenerating awareness andunderstanding of wood’s advan-tages in the built environment.The organi ation provides anarray of in-depth educationalmaterial about the economic,environmental, and perfor-mance aspects of wood use inconstruction and insight abouttechnology innovation in woodconstruction.

A se o of s e s e isdedicated to the renewable char-acteristics of wood, with topicsranging from evaluating the car-bon footprint of wood buildingsto estimating the overall envi-ronmental impact of greenbuildings.

The ar oo oreso a o provides a variety

of educational programs andactivities throughout the U.S.and Canada, with the support ofits parent organi ation, the

a o al ar oo ersso a o .

Among other initiatives, theorgani ation produces r

o rees, an educational kitthat is distributed free to educa-tors worldwide consisting oflesson plans, videos, music,games, and coloring booksdesigned to teach the benefits ofproperly harvesting trees.

are coming from.”That kind of hands-on experience

should help builders exploring thesustainability aspects of wood to getdirect exposure to the innovationsbeing applied from the forest to thefinished product that are increasingthe versatility of wood and the dif-ferent ways it can be used, shesays—including steps to reducewaste in the manufacturing process,increased energy efficiency, andnew material engineering methods.“Increasingly, we are seeing woodbeing embraced as a high-tech mate-rial,” ernhol says.

ernhol notes that she is seeingmore information exchange and col-laboration about sustainable build-ing practices and materials across awide range of sectors, which isincreasing the opportunity to edu-cate people on the attributes of woodmaterials and contributing to theexpansion of a community of peoplewho share similar values and prac-tices. So, as a forester who lovestrees as much as she loves the build-ing products innovation they makepossible, ernhol requests that peo-ple keep an open mind, do theirresearch, investigate their potentialsuppliers thoroughly, and not beblinded by preconceived notionsabout sustainability.

“If you love trees, don’t use thatas an excuse to not love wood,” shesays. “If people who care deeplyabout the resource could care asdeeply about the materials it makespossible, it all comes together.”

or the opportunity to learn moreabout the sustainability practices ofhundreds of industry-leading suppli-ers, be sure to join 1,500 buyers andsellers of forest products atNAW A’s 2016 Traders Market,Oct. 26-2 , at The Mirage in as

egas. earn more or register atnawla.org.


a m d t r, ex-Mary’s Riverumber, will become the next sales

mgr. at ip-O- og Mills, Eugene,Or., following the July 22 retire-ment of ark r .

isc r, ex-ProBuild/BuildersirstSource, has joined Boise

Cascade, ake Oswego, Or., as divi-sion product mgr.

rtad , mgr., Big Creekumber, Watsonville, Ca., is retir-

ing in September, to be succeededby st r c a, as operationsmgr./branch mgr. r ar icwill become sales mgr.

Timm c a i , ex-BridgewellResources, has joined Matheus

umber Co., Woodinville, Wa., asTigard, Or.-based purchasing mgr.of specialty products. a d

tt , ex-Trussway, is a newnational account executive based inDanielson, Ct. , ex-Builders irstSource/

ProBuild, has joined Weyerhaeuser,as area general mgr. for Colorado.

a i ra k has been promoted togeneral mgr. of ProBuild/Builders

irstSource, erndale, Wa.

MOVERS & Shakers

ar . S a r has joined SwanerHardwood Co., Burbank, Ca., after11 years with the American unds. , ex-Duckback Products, has

been named director of businessdevelopment at Preserva Products,Auburn, Ca.

mi s has joined the inside salesteam at Taiga Building Products,Rocklin, Ca.

Tr a i is now in sales atHayward umber, Santa Maria, Ca.

as Pa m r, ex-Huttig BuildingProducts, has been appointed salesmgr. for the door millwork divi-sion of R Building Supplies,Gilbert, A .s arti has been promotedto store mgr. of McCoy’s BuildingSupply, Hobbs, N.M.

Tim a , ex-SCA CO Corp., is anew commercial Tyvek specialistwith OrePac Building Products,serving the San rancisco Bay area.

a add rd , branch mgr.,Beacon Roofing Supply, Billings,Mt., was promoted to district salesmgr. for the 11-store Mountainregion, based in Denver, Co.

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Disdero Lumber Stocks & Manufactures the Most Complete Line of Specialty Lumber Products in the West

ria acks is a new account mgr.with Capital umber, Woodburn,Or.

. ra d a , ex-ProBuild, hasjoined the outside sales team withAlpine umber, Westminster, Co.,serving the Colorado Springs area.ris ai , ex-Weyerhaeuser, hasbeen appointed Boise, Id.-basedsales mgr.-western U.S., Canadaand Mexico for Hutton orestProducts, Ayr, Ont.

i r , ex-OrePac BuildingProducts, is now with SimpsonDoor Co., McCleary, Wa., asSacramento, Ca.-based Southwestregional mgr., overseeing Ari ona,Nevada and California.

Ar id ac has been named C O forSchmidbauer umber, Eureka, Ca.

S a ams is new to sales atDiscount Windows Siding,Denver, Co.r a . risti has been appointedexecutive director of the NationalHardwood umber Association,Memphis, Tn.

r k rid is now special-i ing in municipal projects atMungus- ungus orest Products,Climax, Nv., report owners

s and r dd s.


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ASSOCIATION Update

st r i di at riaAss ciati will hold executive andboard meetings July 1 at theRadisson Hotel, Seattle, Wa.

st ast m r i diat ria a rs Ass ciati , cele-

brating 40 years of leadership, wantsto remind members to save the datefor its 2nd Growth summer conferenceJuly 14-15 at Omni Rancho asPalmas Resort Spa, Rancho Mirage,Ca.

A golf tournament with shotgunstart will take place at the as PalmasGolf Course and a luncheon at theYard House will follow. The eveningwill feature an opening receptiongroup dinner and educational programled by 30-year construction veteran/university-level finance and marketinginstructor Dennis Anderson.

Attendees will also get to hear frompast presidents about how beinginvolved with the 40-and-under grouphas impacted their careers, what theyhave learned, and how they continueto support the industry.

A breakfast and welcoming session

will take place the next morning withsponsored vendors. Each companysponsoring the complete summer con-ference level will have five to 10 min-utes to introduce themselves, theirsales teams, and their products.

tai Stat s m r i di at ria a rs Ass cia

ti recently revamped its website,www.mslbmda.org, with a sharp newlayout, providing more accessibility tomember info, a glimpse at the associa-tion’s history, and features that makethe site easier to navigate.

r st Pr d cts S ci t hasadopted the theme “New Hori ons forthe orest Products Industry” for its70th international convention June 27-2 in Portland, Or.

Oregon orest Resources Insti-tute’s Timm ocke will deliver thekeynote, “Mass Timber in Commer-cial Construction: Promise for the

orest Sector and the Environment,”then conduct a tour of mass timberconstruction projects in the area.

Other presentations will cover the

state of building markets, as well asthe latest advances in wood process-ing, bio-mass, nanotechnology, adhe-sives and composites.

a i r ia i di d strAss ciati is gearing up for itsannual Pacific Coast BuildersConference June 21-23 at theMoscone Center, San rancisco, Ca.

The first day will consist of pre-show events such as leader-to-leaderforums, national buyers circle, andpre-conference workshops. JoshuaCooper Ramo, vice chairman of

issinger Association, will speak on“The Seventh Sense: Power, ortune

Survival in the Age of Networks.” The next day, Chip Conley, head

of global hospitality and strategy forAirBnB, will touch on “The SharingEconomy the Disruption ofEverything,” followed by a Houpresentation on how to differentiateone’s brand in the digital age and aProfessional Women in Buildingbruncheon.

The Gold Nugget Awards willclose PCBC, honoring professionalswho improve their communitiesthrough exceptional concepts indesign, planning and development.


marketplace Energi ed stakeholders and spon-

sors New partners and funding oppor-

tunities Increase in brand value as well as

reputationrom a business standpoint, going

green requires adopting sustainablepolicies and green purchasing prac-tices. Your company will likely incursome upfront costs as you makechanges to the way you do business.At the end of the day, you can takeheart that these changes will improveyour company’s image and overallbottom line.

The good news is you do not needto go green all at once. You can beginwith small changes and build to a level

Building business arguments for green

In today’s market, if you want tokeep pace with your competitors,manufacture products that meet envi-ronmental regulations and growingconsumer demand, and attract newmarkets it is time for you to go green.In addition to being an important sur-vival strategy for the building productsindustry, going green has significantbenefits for your bottom line. Somebenefits include:

Reduced material resource use Increased operating efficiency ower operations and mainte-

nance costs Improved employee health, pro-

ductivity, and retention Access to federal, state, and local

tax incentives Competitive advantage in the

THE GREEN ISSUE By Dr. Katie Belisle-Iffrig

that best fits your budget and yourbusiness plan. In sustainability-speak,these small, low-cost changes arereferred to as the “low hanging fruit.”Some simple examples include:

Unplug your office electronics ifnot in use.

If you are in the market for a newoffice printer, opt for an inkjet over alaser printer. Inkjets use about one-sixth of the energy as a laser printer.

Buy recycled paper. Make dou-ble-sided printing your default setting.Saves trees, money and energy.

Switch to ED or task lighting. Most important, educate your

employees about your commitment tosustainability.

The Evolution of GreenBuilding Products

The current momentum for greenpractices and green building productsbegan in 1 with the United StatesGreen Building Council’s eadershipin Energy and Environmental Design

EED rating system. EED focuseson improving performance across fiveareas of human and environmentalhealth. These are energy efficiency,indoor environmental air quality,materials selection, water savings, andsustainable site development.

The importance of EED to theevolution of green building productdevelopment cannot be understated. Infact, many green product certificationsand labels got their start as compli-ments to the EED rating system.

EED also has been a major influenceon the importance of third party verifi-cation and on building codes at thenational, state, and local level.

Today, the number of green build-ing certification programs continues toincrease thus further driving the mar-


ket for green building products. Some certifications I ammost familiar with include:

Green Globes greenglobes.com is a web-based certi-fication program that relies on certified assessors to verifycompliance in the following seven categories: energy,indoor environment, site, water, resources, emissions, andproject management.

The iving Building Challenge is described as a phi-losophy, advocacy tool, and certification program and is themost advanced measure of sustainability in the built envi-ronment. If you are interested in learning more, visit living-future.org.

Passive House phius.org certification is achievedthrough intelligent design and implementation of the fivePassive House principles: thermal bridge free design, supe-rior windows, ventilation with heat recovery, quality insu-lation, and airtight construction.

One certification that I have had my eye on is the WEBuilding Standard. The standard is an evidence-based sys-tem for measuring, certifying, and monitoring the perfor-mance of building features that impact human health andwell-being. Developed with an equal input from health carepractitioners and building industry experts, I would be onthe look for new building products and furnishingsdesigned specifically to match WE Building Standards.

“Green Buildings Are Better”Green building products are the building blocks of green

buildings. To celebrate the 15th anniversary of my localchapter of the United States Green Building CouncilUSGBC-MO Gateway Chapter , our leaders adopted the

slogan “Green Buildings Are Better.” We believe greenbuildings are better because:

Green buildings are well insulated and energy effi-cient.

They are built and maintained using least toxic or non-toxic materials.

Green buildings conserve water and natural resources. Builders and designers use recycled or repurposed

materials whenever possible. They use products that have been harvested or manu-

factured locally or regionally. Green buildings incorporate sustainable landscape fea-

tures that benefit the owners and the communityGreen buildings, green building products, and green

practices are a win, win, win! They are healthier for people,the environment, and the economy. They use fewer naturalresources, lower the impact of the buildings on the land-scape, and a great investment now and for future genera-tions. Go green!

Advance Guard® borate pressure treated lumber is recommended for sill plate, furring strips, joists, studs, roof trusses, blocking, rafters, beams, and other framing applications. Advance Guard is also recommended for fascia, trim, wall sheathing, roof sheathing, and sub-fl oors. Advance Guard borate pressure treated lumber is also backed by a lifetime limited warranty*.

FirePro® brand fi re retardant treated wood is treated with a patented formulation that contains no phosphates and has been shown to exhibit exceptional fi re performance properties without compromising other critical engineering properties such as strength, durability, corrosivity, and hygroscopicity. FirePro treated wood is also backed by a 50 year limited warranty*.

Hi-bor® brand treated wood is a borate treated wood product designed for interior house framing in Hawaii. Hi-bor treated wood resists attack by Formosan and subterranean termites and numerous household insects and pests, as well as fungal decay. Hi-bor borate treated wood is also backed by a 20 year limited warranty*.

See product warranty for details. i-bor®, FirePro® and Advance Guard® treated wood products are produced by independently owned and operated wood treating facilities. i-bor®, FirePro® and Advance Guard® are registered trademarks of Koppers, Inc. 10 2014

Providing Customer Satisfaction in All We Do

At Royal Pacifi c you’ll pay no more, but get extra. We guarantee it.

Dr. Katie Belisle-IffrigD Green Associate

Dr. Katie Belisle Iffrig is a DGreen Associate and the GreenSchools Committee Chair of theUSGBC-MO Gateway Chapter. She isa recognized green building expertand the author of Going Green for theG n tion G ide to a ealthyand stainable t re. Contact herat [email protected].


standards don’t tell you what to do proscriptive , but sim-ply ask you to explain what you are already doing descrip-tive . With that in mind, let’s break down what they areasking you to do.

DocumentationThis whole process is based on paperwork what isn’t

these days? . Broadly speaking, here’s what to address: Who is in charge of keeping and checking the required

paperwork? SC requires a single point of contact per certificate

beyond that, we recommend that receivers are in charge ofreceiving SC materials. Invoicing goes through whomevernormally does invoicing, etc.

Who is writing your systems out so they are auditable? This is another great area to involve a consultant.

Consulting firms worth their salt, like American Green, canprovide “fill-in-the-blank” templates, or conduct verbalinterviews and create your whole system for you.

SegregationYou can’t mix certified and uncertified material. As

mentioned, physical segregation is no longer required sim-ply create a “segregation system” to differentiate certifiedproducts. The simplest option is usually job numbers writ-ten on the side of custom orders.

Questions to Answer Where are you most likely to mix materials, and how

do you avoid that currently? How do you make sure the correct material gets to the

correct customer?

How to get FSC certifiedMost in the wood products industry are familiar with

the concept of orest Stewardship Council Chain ofCustody CoC certification, but has your company takenadvantage of the potential market SC certification canbring? The SC standards are reviewed and rewritten everyfive years to keep up with a changing marketplace. At base-line, the CoC standard is simply good business sense. Doyou know where your material is coming from? Can youavoid losing/confusing it while it’s in your possession? Canyou provide proof of that ability to your customers and dur-ing an annual audit? Most successful companies are alreadydoing that. Time to shout it from your rooftops.

Why Get FSC Certified?Why look at SC certification? The first and foremost

reason is simple access to markets. The green building mar-ket is expanding. Environmentally conscious consumers areshopping their values a little more every day. ike it or not,

SC is the worldwide leader in forest certification. And there are a number of reasons to like that. SC is an

exceptionally democratic organi ation. Environmental,social and economic chambers all have an equal seat at thetable. The three chambers rely on each other to be success-ful. As far as organi ational systems go, you can’t get muchmore American than that. Which means, as far as corporateresponsibility, SC is a great box to check.

astly, chain-of-custody certification has some greatside benefits. Research published in the e s o e esjournal last year shows some interesting possible corollar-ies to being certified. The hypothesis is that becoming certi-fied encourages a company to identify areas of weaknessand create efficiencies in their systems. A strong, efficientcompany is more profitable overall.

What to Expect During the ProcessWho has heard that SC is complex? That you need to

set aside half your yard to hold that one SC job in house?None of that is true anymore. Physical segregation is

optional. The standards are written to cover every possiblewood product company, worldwide, so it’s tough to be spe-cific with that broad of an audience. However, when youfinally start to internali e what the standards are asking,you reali e that they are not complex at all. Of course, thatcan take three or more reads through a document alreadyknown as a “page-turner.” Depending on your time benefitanalysis, this is where a consultant can come in handy.Breaking down 30 pages of standard into a set of bulletpoints is a real time saver.

Another great thing about SC certification is that the

THE GREEN ISSUE By Christopher Gibbons


Christopher GibbonsAmerican Green Consulting

Christo her Gibbons is president ofAmerican Green Consulting Group C,an FSC consulting firm that specializesin group and multisite certificatemanagement nationwide. Clientsinclude the Small Business CertificationGroup, which focuses on the U.S.wood product industry. Contact him [email protected].

TrainingThe best systems in the world don’t work if people don’t

implement them properly. Have you identified the key people responsible for

overseeing the success of this program? or a small company fewer than 15 people , there

may only be one to four responsible people. or a largecompany 500 there may a do en or so.

Have they been trained well enough that they canexplain the system to an auditor each year?

Have they been trained well enough that they are actu-ally implementing the system?

Has that training been recorded? We like to recommend a sign in/sign off sheet. Simple

is good.

How to Get FSC CertifiedThere are three different options for obtaining SC CoC

certification. Group small companies , Single anyone ,and Multi-site large companies . They all follow the samebasic process:

1 Create your documentation and processes2 Pass an “assessment audit” of your documentation

and processes3 Get an SC certificate4 Have an annual audit to verify compliance

But there are some differences, both in time and money,in those options.

Group CertificationThe SC wants small businesses to participate in their

system. But there can be both time and money hurdles toparticipation. Enter the group certification system.Companies that conduct less than five million dollars ingross annual wood product sales in the U.S., different rulesapply internationally can group together to share the costsof certification. Professional group managers can reallymeld the assistance of a consultant into their auditingrequirements. At half the cost and twice the help of a singlecertificate, there is simply no better way to attain SC certi-fication if you qualify.

Single CertificatesThis is what people think of when they think of SC cer-

tification. Contact an SC Certification Body CB for aquote. Services and costs vary greatly between certifiersand “you get what you pay for” is in full effect. Some certi-fiers make their quotes difficult to parse, so make sure thattravel and SC fees are clearly explained and quoted fromthe start.

Two certifiers we recommend as being a good valueproposition though rarely the cheapest are RainforestAlliance and SCS Global. Both are SC certifiers, ratherthan auditing firms that happen to certify for SC, and theyhave a strong organi ational commitment to getting it right.There is variability in auditors right now something SC isactively trying to address , so if anything during an auditdoesn’t seem to pass the smell test, never shy away fromquestioning it beyond the auditor onsite usually by makinga call directly to your certifier contact.

Multi-Site Certificatesarger companies with multiple locations have the

option of creating an internal auditing system and havingthat system certified and sampled yearly for accuracyrather than hiring a CB to visit all their locations everyyear. This can create some strong cost savings for a compa-ny, but can increase the inherent risk of maintaining certifi-cation if not properly implemented. Companies interestedin multisite certification can contact a CB directly, or con-tact a consulting firm that speciali es in multisite certifica-tion management.

If you haven’t looked at SC CoC Certification recently,it’s time you did. You may be missing potential benefits,and the process can be straightforward, especially with thehelp of a good consultant.

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verge, home buyers and workers will be asking more ques-tions about their spaces.

Employee & Tenant EngagementEmployee and tenant engagement is a phrase gaining a

lot of traction. Through increased engagement, day-to-daybuilding operations achieve their efficiency potential aemployees and tenants see how sustainable features benefitthem and their environment, which increases work/life sat-isfaction and retention.

To ensure buildings operate at their highest efficiency,employees and tenants must now be trained on how highefficiency lighting occupancy sensors work so that theirenergy efficient features can be maximi ed. or instance,with high efficiency equipment it may no longer be neces-sary to turn off light switches. Ensuring occupants andemployees understand the purpose of new technology, likeautomated sunshades, will help reali e the full potential ofenergy and cost savings.

Additionally, helping residents and employees under-stand the opportunities they have to support proper recy-cling, reduction of the potential for ha ardous exposures,and in general decrease the potential for pollutants in theirhomes and workspaces increases their enjoyment and pridein the spaces where they spend the most time.

Green Building ContinuumMore and more owners have reali ed that simply having

a plaque on the wall isn’t the definition of green building. Increased education among home owners, business own-

ers and building occupants means demand has increased formeasured outcomes and long-term thinking. In particular,

Green building trendsThe green building industry is stronger than ever but

there are shifts in its focus. Energy codes, for instance, arebecoming stricter and driving the market toward energy-efficient and passive energy systems. Construction reportsby industry leaders also verify more construction projectshave an energy efficient focus than in the past. Here’s aquick overview of additional trends we’re seeing this year.

Life-Cycle Assessment & Embedded CarbonAs buildings become more energy efficient in their oper-

ations, designers are increasingly looking at building mate-rials themselves as the next big opportunity to reduce theimpact of buildings by looking closer at life cycle assess-ment CA data on products. Examining the embodiedenergy and carbon of structural materials like steel, con-crete, and wood and other components, such as windowand floor systems, is becoming an increasing trend.

The recent focus on tall wood buildings, the effort tomove beyond four-or six-story code maximum heights forwood framing, is an example of how CA is used in evalu-ation of materials and buildings. A national competitionlast fall awarded 1.5 million to explore the development oftall wood structures, including one in New York and one inPortland, Or., that will be a minimum of 0 ft. in height.Part of the goal is to examine the embedded carbon of theprojects and learn more about how material choices play arole in reducing overall carbon emissions while alsoimpacting hopefully reducing the potential energy loadsonce buildings are operational.

Other industries are making strides in reducing the car-bon footprint of their products. Expect a steady flow of CAdata to stream into the hands of designers and builders.

HealthA top green industry trend in 2016 is a focus on health.

The general population is more knowledgeable about theconnection between poor ventilation and illness, and howemissions may affect indoor air quality. Both commercialbuilding occupants and home buyers understand how moldcan lead to sick-building syndrome how trapped airbornecontaminants affect their welfare and how low- OC paintsand sealants and greener cleaning products can protect theair they breathe. A great example of the health and wellnesstrend is the increased promotion of walkability, whichincludes designing to increase use of stairwells as well ascreating communities where basic needs can be met with-out getting into a vehicle. As knowledge and desire con-

THE GREEN ISSUE By Vicki Worden


Vicki WordenGreen Building Initiative

Vicki ordenis the executivedirector for theGreen BuildingInitiative.Reach her viawww.thegbi.org.

builders and developers and BM pro-fessionals need to see a return on theirsustainability investment whether it’sin the form of utility savings, projectcost savings, higher priced units orfaster lease times.

Third-party certification remainsthe smartest way to assure that sus-tainability practices are implementedcorrectly and that downstream educa-tion and long-term thinking are carriedthroughout the life of the building.

A good example of this is GBI’sgreen building certification tool,Green Globes. It promotes the philos-ophy of looking at buildings with aneye toward the long-term. Third-partycertification under Green Globes forNew Construction promotes crossingof i’s and dotting t’s to ensure thatdesign goals translate into construc-tion realities. Benchmarking after 12months of operations using GreenGlobes for existing buildings helps tomeasure whether outcomes wereachieved and gives owners the oppor-tunity to make course corrections, likeimproving training of operations staffand tenants.

Meanwhile, tenants of multi-familyand any si e commercial space canbenefit from using Green Globes forSustainable Interiors to guide tenantimprovements and make the bestshort-and long-term decisions forincorporating best practices andincreasing wellness and long-termenjoyment for occupants.

Green building is rightfully evolv-ing. In addition to energy-efficientmeasures, green trends challenge theindustry to examine the long-termramifications of every decision, mea-sure impacts on individuals’ healthand welfare, and place an environ-mental cost-benefit to each challengeand opportunity in creating healthy,productive home and work spaces.


THE GREEN ISSUE By Ian Lavelle

door pollution. This is in part due tothe pollutants found in indoor environ-ments, but is also very much becausemost people spend almost 0 oftheir lives indoors.

As the dangers of poor indoor airquality have become better under-stood, efforts have been made in thebuilding and design community tohelp mitigate these issues and improvethe quality of the air people breathe intheir homes and offices. This is partlydone through better ventilation strate-gies, and moisture control to limit thegrowth of mold. But any effectivestrategy to achieve good indoor airquality must put an emphasis onchoosing the right building products touse in a space.

Many building product manufactur-ers have taken this information toheart and have poured considerableeffort into removing harmful sub-stances from their processes and prod-ucts. Today there are many interiorproducts available that release little orno volatile organic compounds.

The first step to achieving that safeand healthy indoor environment is toselect components that do not con-tribute toxic substances to the air theoccupants breathe. With the productinformation that is available today,informed consumers can choose com-ponents and systems that help keep theair clean and the building occupantshealthy and safe.

While important to the process, this

Ian LavelleCertainTeed Gypsum

Ian Lavelle isresidential marketing manager forCertainTeedGypsum. Contact him [email protected].

is a passive strategy to deal withindoor air quality—simply makingchoices that don’t contribute to theproblem. But what if there were build-ing products that actively worked toimprove indoor air quality and removeharmful substances from the air?

ormaldehyde is a OC that canenter an interior environment in manyways. It is often found in engineeredwood products, computers, carpeting,treated fabrics and cleaning materials.While many manufacturers haveworked to remove formaldehyde fromtheir products, it is still very commonand very harmful.

Mold is a major contributor to poorindoor air quality and one of the sub-stances most often associated withsick building syndrome, a term createdto describe the source of negativehealth impacts that can be brought onin a building with poor ventilation andbuilding products that release harmfulsubstances.

A building’s main purpose is toprotect its occupants and keep themsafe from the elements. In that sense,it isn’t doing its job if it is generating apolluted indoor environment that ulti-mately makes people sick and uncom-fortable.

Creating a healthy indoor environ-ment requires a multifaceted approach,and selecting the right building prod-ucts is a key part of that. The walls arejust one example of an interior systemthat can either help or hurt the indoorair quality. Making the right choices inthe right applications can make a hugeimpact on the long-term health andsafety of an interior space.

Help clear the air

When most people think of harm-ful air pollution, they think of industri-al smokestacks, car exhaust, and othertypes of outdoor pollution. While out-door air pollution is dangerous andgets all the headlines, the truth is thatindoor air pollution poses a muchgreater danger to public health.

A great deal of research indicatesthat the average person is much morelikely to experience health problemsrelated to poor indoor air quality thanfrom anything they breathe in out-doors. Things like mold spores,formaldehyde and a variety of othertoxic substances that emanate frominterior products, have been found topose real health dangers to occupants.

The U.S. Environmental ProtectionAgency points out that health effectsfrom poor indoor air quality can beboth immediate and long term. Indoorpollutants can cause irritation of theeyes, nose and throat, as well asheadaches, di iness and fatigue.While these symptoms are often treat-able, the larger danger comes from thelong-term effects of continued expo-sure to indoor pollutants. These issuesmay show up after years spent in apolluted home or office, and caninclude things like respiratory disease,heart disease and cancer.

A recent article in o sel ealpointed out that approximately 4.3million deaths per year can be attrib-uted to indoor air pollution, comparedwith 3.7 million deaths linked to out-

AIMED AT improving indoor air uality, specialized gypsum board for walls and ceilings permanentlyremoves formaldehyde from the interior atmosphere. (Photo of ertain eed s ir enew drywall)


times have changed. Awareness of environmental issues

has increased in some cases to thepoint of carbon being the measure.While “carbon” as a product charac-teristic might seem off it’s not neces-sarily the materials that environmentalclaims seek to define, rather the over-all impact that the material has on theenvironment or planet. Defining a car-bon footprint would include thingslike the manufacturing process or howfar a product needs to travel from har-vest to installation. These would helpdefine what the embodied energy is inany particular item or material andwould help define the environmentalimpact of such material through thecarbon lens.

Reporting techniques vary,depending on the environmental

thresholds of whatever program orcertification you choose to measureyour product against.

Choosing a program or certifica-tion usually depends on what yourspecific goals are.

Participating in a program likeEcoOptions would help the visibilityof your product by increasing yourprofile through branding or productlists. Other programs might not betied to any one retailer but mighthelp your product get specified in aproject that requires labeled prod-ucts. In many third-party greenbuilding certification programsmaterial characteristics can help abuilding achieve certification. Inthese cases the programs will refer-ence product certification programsthat satisfy the requirement of thegreen building program.

ooking at one material can sum-mari e the evolution of some certifi-cation programs: steel—specificallythe recycled content of steel. At onetime the recycled content of steel hadan impact on how green buildingsachieved certification. The recycledcontent would be reported to the certi-fying body and would contribute to agreen building certification.

The steel industry has increased itsrecycling strategies to the point whereit is nearly impossible to specifystructural steel without it containingan extremely high content of recycledmaterial. If this recycling strategybecomes commonplace, and standardpractice in the industry, it is no longerconsidered greener than normal con-struction and therefore in that partic-

Eco labeling grows—so expect change

In the quickly evolving buildingproduct market where a S U mightchange twice per year the dauntingtask of defining how sustainable orgreen a product is might have yousecond guessing the value of suchdeclarations.

Consider the Home Depot greenproduct-labeling program EcoOptionsthat reviews features against sustain-able thresholds in energy, water, airquality, home health and forestry.While participating in this programa manufacturer might need to pre-pare a sustainability summary fornew products multiple times a year.

I applaud Home Depot for theirefforts with this program as it notonly increases green awareness forconsumers but it helps customersmake the right decisions and influ-ences manufacturers to offer productsthat fit their green criteria. This pro-gram is specific to only Home Depotlocations. What about sustainabilityclaims for products that are not beingsold in Home Depot stores?

The environmental declarationspace for products has been evolvingquite rapidly in recent years. With thisevolution comes changes to whatcharacteristic the environmentalclaims tend to focus on. This could beconsidered “green trends” or simplywhat people are talking about today.It’s actually more complicated thanthat and shows us how much moresophisticated these declarations havebecome. I recall a time when recycledcontent was the major environmentalfocus. Recycled content is still amajor sustainability consideration, but

THE GREEN ISSUE By Kelsey Mullen


Kelsey MullenGreen Building Advocate

Kelsey Mullen, atrained architect,has spent the past20 years promot-ing sustainabilityin the built envi-ronment. Reachhim at [email protected].

ular green building program will nothelp a building get certified.

But what about the material itself?Because steel contains a large per-centage of recycled content, isn’t itinherently green? As reporting tech-niques evolve so too will the way wedefine sustainable characteristics ofmaterials and in some cases like mar-keting how we portray the sustain-ability of a company.

Reporting techniques and thresh-olds might change over time but thematerial characteristics will likelyremain fairly consistent. Do not letthe changing market and differentreporting techniques discourage youor your team. At times the green prod-uct space might feel like it is a mov-ing target but green is green and cer-tain characteristics will remain thesame regardless of the program youchoose to utili e.

Any manufacturer or organi ationcan easily handle the world of envi-ronmental declarations. When yougive this responsibility to an individ-ual or department on your staff youwill find that the qualities you’ll useto quantify your products environ-mental features will, in most cases,remain very similar when comparingdifferent programs.

eeping the responsibility withthis individual or group will be para-

mount. I’m not suggesting that youneed a sustainability expert on yourstaff, just someone who understandsyour product and its green featuresenough to be able to report themregardless of the program you’ve cho-sen to use. Then as you find opportu-nities to participate in certificationprograms or retailer programs youwill have your environmental storyprepared and ready to tell.


THE GREEN ISSUE By Rosemarie Rossetti Ph.D

pad underneath and a low pile. One green recycled fibercarpet choice is made of polyester fiber recovered fromplastic bottles. Wool carpets are also considered green.

Window FeaturesA way to save on heating and cooling bills is to install

multiple pane windows having argon gas-filled ow E IIinsulating glass. A coating on the glass significantly blocksthe sun’s ultraviolet rays.

Casement windows are preferred to double hung win-dows due to their ease of operating for a person who uses awheelchair. These windows allow more air circulation dueto the si e of the panes that open. The window locks mustbe reachable from a seated position.

Toilet FeaturesWhen choosing a toilet select one that will use less

water. WaterSense labeled toilets use 1.2 gallons perflush or less while still providing equal or superior perfor-mance.

Also, select a toilet that is a little taller than the standardtoilet that is 15” from the floor to the top of the seat. A 17”high toilet seat makes a significant positive difference forpeople making it easier to get on and off and to transfer toand from a wheelchair. Also, install a grab bar on the wallnext to the toilet to make transfers safer and easier.

The fusion of greenwith universal design

The home that my husband, Mark eder and I built andlive in, the Universal Design iving aboratorywww.udll.com in Columbus, Oh., is the national demon-

stration home and garden. It is the highest rated universaldesign home in North America, earning three national cer-tifications. Universal design is a framework for the designof living and working spaces and products, benefiting thewidest possible range of people in the widest range of situ-ations without special or separate design. As a person whouses a wheelchair, I know from experience the value thatuniversal design provides.

Green is an approach to building homes that conservesnatural resources and highlights environmental quality.Our home earned a Silver EED rating from the U.S.Green Building Council. It received a Gold rating on theNational Green Building Standard certification programthrough the National Association of Home Builders.

Flooring ptionsHard surface flooring is easier than carpet to roll on in a

wheelchair or walker. In a universal design home, there aregreen options for hardwood flooring. Bamboo is a fast-growing grass and is harder than maple or oak. Eucalyptusis a hard, durable wood that is harder than cherry or pine.

If carpeting is preferred in a home, select one that iseasy to roll on in a wheelchair. Choose a carpet with a thin

Universal Design Living Laboratory, Columbus, Oh.

Casement indows


Rosemarie RossettiUniversal Design

Rosemarie Rossetti, Ph.D. works withconsumers, home designers, and buildersto create inspired and livable homes. She is an internationally known speaker,consultant and author. To contact her,visit www.rosemariespeaks.com. To learn about her home and get the freereport of the universal design features in the home, go to www.udll.com.

Showerheads & Handshower Features Handshowers that have at least a 6’ long hose provide

more benefits that a showerhead mounted on a showerwall. People who need to be seated in order to take a show-er have the independence and greater adjustability to posi-tion the showerhead on the vertical bar. This bar on manymodels is constructed so that it also serves as a grab bar.Additional hori ontal grab bars will be needed in the show-er for safety.

Showerheads on handshowers should be lightweightand ergonomic. Ranges in cost may be due to a number offactors including material composition, integrated technol-ogy, si e, style, functional design, finish, and the life of thewarranty.

To conserve the amount of water used to take a shower,select a showerhead that is WaterSense labeled. The speci-fication is that the maximum flow rate value of the shower-head must be equal to or less than 2.0 gallons of water perminute. Water is conserved by mixing more air into thewater stream. By installing high-efficiency handshowers,the average household could save more than 2,300 gallons resistant energy-efficient green solution. Select interior

doors made from fast growing wood species like poplar orfrom lumber certified by a credible third-party certificationprogram like the Sustainable orestry Initiative.

Landscape Paver FeaturesWhen selecting landscape pavers consider those that are

compliant with the Americans with Disabilities Act. Theymeet pedestrian slip resistance standards with a static coef-ficient of friction of 0. and offer smooth travel for peopleusing wheelchairs.

Permeable pavers allow for rain and melted snow topercolate through the paver making these a green choice.In an environment with free ing temperatures, these per-meable pavers are a great choice since water doesn’t accu-mulate and they are less likely to ice over and be safer towalk on.

Initial Product Cost vs. Long-Term ValueWhen comparing prices on products that have green and

universal design features compared to those that do not,recogni e the benefits to the occupants and the saving inthe long run. Universal design offers features provide moreindependence, safety, accessibility and comfort. Green fea-tures provide energy and water savings. In view of the ben-efits over the long haul, the investment in these productsbecomes an easy choice.

Easier Access Kitchen

Landsca e Pavers

of water per year. Since these water savings will reducedemands on water heaters, households will also save onenergy costs.

Door FeaturesTo make each room more accessible for people who use

wheelchairs or scooters, install 36” wide doors. Also,install lever handles rather that door knobs. ever handlesare easier to operate for people with paralysis or arthritis.The cost difference for these wider doors and lever handlesis minimal. The benefits are long lasting, providing forindependence and greater access to the entire home.

Exterior door thresholds should be 1/2” or lower to beeasier to roll over in a wheelchair. The exterior main doorshould have multiple height peepholes or include glass inthe design so all residents can view the porch to see who isthere.

Heavily insulated fiberglass exterior doors are a weather


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

NEW Products

o D s acc m a s ett Tool is working to provide a clean, dust-free

environment for users cutting drywall, fiberglass andplaster products, and with its S -432 acuum Saw,it does just that.

Using a cast aluminum saw head that connects to ashop vacuum, the saw collects debris while cuttingand before the dust can become airborne.

The dust-free cutting provides a healthier environ-ment with less clean-up time by eliminating airbornedust from cutting. A 5-amp, variable-speed motormakes the saw capable of cutting plastic and otherrigid materials up to 1/2” and aluminum to 1/ ”.

ETT-TOO .COM00 215-3210

ne o a n renc esMilwaukee Tool’s new product for plumbing and

H AC professionals, the Cheater Pipe Wrench, is thefirst adaptable pipe wrench inthe industry.

Through its new-to-world,three-length adaptable design,the wrench gives users ulti-mate versatility on jobs thatpreviously required multiplesi es of traditional pipewrenches.

It’s joined by a full line-upof entirely new steel and alu-minum pipe wrenches.

Due to its overbite jawwith additional teeth, thewrench delivers the largestgrip surface, keeping thematerial centered in the jawseven in challenging pipe andfitting configurations.

MI WAU EE.COM5 5 250-4074


a e o an r s 3M is partnering with Project

ision Dynamics to promote 3MHB structural gla ing tapes

into the U.S. gla ing market. The tape bonds glass to alu-

minum framing without expen-sive equipment, expansive ware-house requirements, or extendedcure times.

This accessibility allows it toprovide high-level technologyand quality assurance for bothlarge- and small-scale buildingprojects.

3M.COM314 434-5343

m n m n o s True Crystal Window Door

Systems’ new Series 500/ 600aluminum-projected window lineis available in a variety of styleswith frame depth and insulatingglass thickness options.

The windows are suitable fornumerous replacement and newconstruction applications.

TRUEE ECTS.COM55 63 -2 50

e er ec a nAcromaPro’s new AccuStain

next generation wood finishingsystem helps wood finishersachieve exact colors quickly.

The line offers a wide rangeof colors to help wood finishersmeet the desires of today’s con-sumers. The stains’ wide and richcolor palette is said to delivertight tolerances and batch-to-batch consistency for fast, repeat-able matches in fewer steps.

ACROMAPRO.COM


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.

ons s en oam n ys emsDemilec’s new closed-cell spray foam insulation

formulated with Honeywell’s Solstice liquid blowingagent is a hydrofluoroolefin H O -blown spray foamthat lowers greenhouse gas emissions.

The new closed-cell spray foam system wasdesigned to enhance the application process by allow-ing minimal temperature adjustments required, lower-ing odor and reducing clogging of the spray gun.

In addition, the system provides better foam con-sistency for a smoother finish.

DEMI EC.COM 224-1533

n neere e ar oo nPly Gem’s new Roofing Engineered Cedar roofing

option patterned after hand-selected, milled cedarshingles, which are laser-engraved into molds.

Made with nearly 100 recycled resins, theEngineered Cedar replicates the beauty of naturalcedar roofing, yet outperforms it with a solid-corecomposition.

ow heat and high pressure create a material that isexceptionally durable and resists moisture, impact,insects and fire.

P YGEM.COM 75- 436


ress re en a sDeWalt’s new press tool is capable

of pressing pipe fittings from 1/2 to 4in copper and stainless steel pipe. Thetool is compatible with a wide range ofcrimping heads and attachments for dif-ferent materials and uses.

The head of the tool pivots 320 to maneuver intight spaces and the crimping jaws are protectedfrom corrosion with a black galvani ed coating.

DEWA T.COM00 433- 25

ear a ra eSimpson Strong-Tie’s new

prefabricated wood shearwallprovides greater installation flex-ibility for contractors and moredesign options for specifiers.

The Strong-Wall WoodShearwall replaces the Strong-Wall SB Shearwall and can beused in the same applications,including residential, multi-story,and light-frame commercialwood structures.

Its holdown with visible front,back and side access makes iteasier to install the anchorageattachment.

STRONG-TIE.COM00 -50

4911 Warner Ave., Ste. 205, Huntington Beach, CA 92649Phone (714) 840-5366 • Fax 714-840-1933

www.straight-line-transport.com“A Load We Transport Is a Load off Your Mind”

Specializing in Flatbed & Van Freight for over 10 years


DOING IT BEST Do it Best Corp. hosted its spring market May 20-23 inIndianapolis, In. The company welcomed its new president and C ODan Starr, as he shared his vision for the future. 1 Bradley Marks,Danny Knapp, Nick Olney, Joe Woodward. 2 Bryan oexum, TimPappas, Don James. John Bonnot, arry Gray, Pete Meichtry, JoeAraiza. 4 Kelley Jenison, Chris Byington. 5 Matt Carney, Tyler Martin.6 Jeff Frazier, Jordan Collins. Dan Bogner, Randy Monahan.

David awson, Allan Pantig. 9 Jack Bose, eronica Angel. 10 DanSemsak, J.D. Dombek. 11 Bob Dodson, Mike Berkel. 12 Bill Nelli,Thomas Cooke, ance Cook. 1 Ben Capp, ric Rodgers, BrianPonder. 14 Christi aughn, van McBroom. 15 Amanda Schroeder,Paul Kinney, Samantha Williams. 16 Steve anlwaarden, Jeff Rizzo.1 Jess ohse, David ohse.

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CO OP MARKET attendees ( ontin ed from re io s age) 1 SueRidge, Donna Plummer. 19 eo Bryant, Jake Sedelbauer, Casey

igray. 20 Do it Best mascot Mr. Friendly. 21 Scott andley, ChristiPassmore, Tim Williams. 22 ric Mayfield, Mary Price, Dale Minks,

Dave eine. 2 Carl Petty, arry Petty. 24 Bill Merlock, BeverlyParish. 25 Rick Kost, Ryan Kremer. 26 Ron Gerrie ubbs. 2 isaPrestifilippo, Jeff Davis.

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DO IT BEST ( ont ) 2Armando Avalos, CyndiChandler. 29 JimDavis, Tom Thomas.

0 ince Slack, MikeTer Molen. 1 BradMcDaniel, Randy Rusk.

2 Dave Knific, SamWebber. RyanStopher, Stacy Davis.

4 auren Williamson,Will Augenbraun, Jade

Brownfield, Casey Weems. 5 Jim Caldwell,Pat Barb Rakowski, Susan George. 6 arlCooper, Shelley egal. Kairrie Noel, JenniferWilcox. Marshall Ward, Johannah Niles, KenSmyth, Tim Roach. 9 David Niehaus, JohnMaiuri, Tom Freund, Ben Niehaus. 40 ChuckCasey, Rick Stout. 41 en Kasperski, FredKnox. 42 Michael Boone, Nick Nobbe. 4Randy Stricker, Pat Thorne. 44 Steve Rux, RickFriesen, Rich Wilcox, Dale Rife, Bo Bryant, Philail. 45 Matthew awk, Jim Gorsuch. 46 Mike

Gorsuch, Brian lkins, Bill Gorsuch.


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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

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

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

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AT 2ND GRO TH S May 5 meeting in Brea, Ca.,1 Anthony Mayo spoke on customer retention.2 Doug Willis, Steve Brown. Kevin Ulibarri,

Adam Kenney. 4 Fia Faumuina, ector Barrera,Mo Shearer, Raul Soto. 5 Jesse Jackson, Chris

untington, Jon Schroeder. 6 Jean enning,Anthony Mayo. eia Beck, Al Storey. Steve

Black, Diane Mercer. 9 Dave Rogers, BrianBunt. 10 Alan Berthowitz, David ien, AlexUniack. 11 Marc Spitz, Diane Mercer. 12Michelle Chase, Joey Thompson, Nancy Shaw.1 izzie Owen, Glenda DeFrange. 14 lenastrada, Sabrina Jimenez, June Kusaka, Soniaopez. 15 Chris Freeman, Steve Schroeder.


SOUTHERN CALIFORNIA oo- oo Club exceeded its goal of raising $20,000for the Wounded Warriors Project and other charities at its annual Don GregsonMemorial Golf Tournament May 20 in San Dimas, Ca. 1 Twelve Marines werespecial guests at the event. 2 Frank Gonzalez, Craig arson, Oscar Marin, ToddPollard. Jeff Townsend, Steve Krueger, John Peterson. 4 Steve Sperry,Drew Gray, Mike erderber, Drew Nicassio. 5 Shawn Knight, Michelle Chase,Pat McCumber, Tom Foote. 6 Bob Scanzoni, Pat Kennedy, Jim Williamson, ic

eader. Sean oran II, Sean oran, Jay enore Gregson. BrentJohnson. 9 Mario Barajas, Bert McKee, Rich Geary. 10 Jack Butler, ernO Connor, Dan May. 11 Scott hret, Bryan Geer, David Tait, Clyde alore. 12Byron Grabinger, Jim Gaither, Alan Arbiso. 1 Mark uff, Scott Whitman.

( ore hotos on ne t two ages)

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144 GOLFERS ( ontin ed) 14 DwayneKurkowski, Kevin Mc ernan, Joe DeRoest, AlReed. 15 Ken Carpenter, Brett Gregson, JimGregson, Scott Glassey. 16 Ray Meamber,Sean O Bannon, Derek Peterson. 1 ChrisCraw. 1 Bryan Callaway, Paul Braeger, TerryRusso, Alan Price. 19 David Rodriguez, CarlSuderman, Dan Croker, Tony Campbell. 20Mark Mitchell, Peter owe, Chris Wischmann,Andrew Steyermer. 21 Raymond uther, Joe

onochick, Billy Shelton, John Pas ualetto.22 Danny Andrea, Tyrone Smith, Danny Sosa,

Ryan Mitchell. 2 Mike Rios, Rick ambert,Jose ictorino, Jack Stanfield, DaniellePothoof, Nick all. 24 Troy uff, ToddBeaman. 25 Rob Keyes, Steve Sadler, TiannaRoman, Matt Dvorak, Jeff Won. 26 JohnGarbo. 2 Ryan ibler, Jim Garbo. 2 Chip,Don Kavert, Greg Stout, holding a spot for MikeKemp (unpictured). ( ore hotos on ne t age)


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MORE GOLF ( ontin ed from re io s ages) 29Darrell Bustamante, Jesse Jackson, Kenneth

ansen. 0 David Martinez, David enwood,Andrew Manke, Mitch Povee. 1 Joe Morin,Damien Simpson, Deonn DeFord, Keith itchcock.

2 Blake Ghavami, Jesse Mills, J.D. utton, Guyargraves. ric Thompson, Barry Pino, Melanieindi. 4 arry Christensen. 5 Mike Johnson,

John Assman, arry Kern. 6 Wes Rogers, Adam

Barela. Mark Davis, Brian McManus, MikeNicholson, Mike Disney. Jerry inds. 9 MarkRushlow, Peter Detorres, Keith Matthews. 40Craig Crafton, Terry Rasmussen, Chad uffman,Scott Middaugh. 41 Dwight ayes, Mike Myers.42 ector Campos, Joseph McCormick. 4 Mike

Garrity, Bill oung, Chris Johnson. 44 WayneCarter, Richard Roy, Mitch Callaway, Kevin Witt.45 Fernando Abundis, Steve Nicholson.


LOS ANGELES ardwood umberman s Clubenjoyed the special Sierra ista Terrace boxMay 14 for its annual Day at the Races atSanta Anita Park, Arcadia, Ca.: 1 ScottGutierrez, Sally Martinez. 2 Tim BeckyPeterman, Tiffany Roa, Jeremy Peterman.

James. John Barky, Chuck Casey. GarySwaner, George Swaner, Audrey Swaner. 9Timmy Judy omeli, icki Johnston, TimMathews. 10 Dawn Jeff Johnston. 11Aaron Ashley Aguilar, Christa Robert llis.12 Jesus uerta, ince Millan, Michael Millan.

John Mortati, Rhonda Bausch, Diane DennisJohnston. 4 Andrew Shelly Nelson, SarahNelson, Megan Nelson. 5 Dale Bohannon,Rose Fernandez, Matt Schonfeld, KimBohannon, Kit Rohm, Dan Bohannon. 6Joyce Ralston Walter Ralston, Charley

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ADVERTISERS IndexA EK www.azek.com .....................................................................Boral www.boralamerica.com .....................................................2C&E Lumber Co. www.lodge ole ine.com ...............................61Ca ital www.ca ital lumber.com ................................................51Deck Su ly arehouse www.decksu lywarehouse.com ......Disdero Lumber Co. www.disderolumber.com ......................... 0E terior ood www.e teriorwood.com .......................................Fiberon www.fiberondecking.com ...............................................5Fontana holesale Lumber fontanawholesalelumber.com .....55Huff Lumber Co. ............................................................................. 4Humboldt Redwood www.getredwood.com ..............................2J&L Heat Treating Service .............................................................61Jones holesale Lumber www. oneswholesale.com ..............49Keller Lumber .................................................................................45LP Building Products www.l smartside.com ............................1Manke Lumber Co. www.mankelumber.com .............................50NewTech ood www.newtechwood.com .......................22, 24, 26Norman Distribution Inc. www.normandist.com .......................11

North American holesale Lumber Assn. www.nawla.org .....19Nu Forest Products www.nuforest roducts.com ................20 21Pennsylvania & Indiana Lumbermens www. lmilm.com .........41Pelican Bay Forest Products www. elicanbayf .com .............. 9Redwood Em ire www.redwoodem .com .......................Cover IIReel Lumber Service www.reellumber.com ..............................4Reliable holesale Lumber Inc. www.rwli.com ........................5Roseburg Forest Products www.roseburg.com ....................... 1Royal Pacific Industries .................................................................RoyOMartin www.royomartin.com .............................................25Sim son Strong Tie www.strongtie.com ...................................4Snider Industries www.sniderindustries.com ...........................45Straight Line Trans ort www.straight line trans ort.com .......51Swaner Hardware Co. www.swansongrou inc.com .................60Swanson Grou Sales www.swansongrou inc.com ......Cover IIITru ood Collins www.truwoodsiding.com .................Cover I, IVUniversal Forest Products www.uf edge.com .......................... 5

eyerhaeuser www.weyerhaeuser.com ............................... 2oodtone Industries www.woodtone.com ................................15

IN Memoriama ar c St r , 5 , sales manager at .H. Stolt e

umber Co., Columbia alls, Mt., died May after a battlewith brain cancer.

He spent nearly 31 years with the company, most of it assales manager.

Celebrating 49 years of fine hardwoodmanufacture and distribution

For the finest service in the industry,call on Swaner for a steady, reliable source of

quality hardwood products at competitive prices.

Hardwood Lumber S S Hardwood lywood Custom Hardwood Moulding Custom Hardwood looring

5 West Magnolia Blvd., Burbank, Ca. 91502Fax 818-846-3662

(800) 368-1108

s . a , 4, retired advertising managerwith Hayward umber, Salinas, Ca., died after a brief ill-ness May 6 in Pine Grove, Ca.

He spent two years in the U.S. Army before beginning alengthy career with J M Hardware, Salinas, joiningHayward in 1 70. He retired in 1 1.

ic a itc Simki s, 57, C O of Simkins-Hallin umber Co., Bo eman, Mt., died April 21.

After 10 years as an accountant, he joined the familylumber business in 1 2.

Tim a , salesman with OrePac Building Products,Tacoma, Wa., died May 22. A member of WesternBuilding Material Association’s Suppliers Council, he hadbeen with OrePac for nearly 20 years.

ar r Sc ma , 2, former salesman forumber Products, Tualatin, Or., died May 12.

A U.S. Navy veteran of World War II, after leavingumber Products, he operated his own furniture business.

Rates: $1.20 per word (25 word min.). Phone number counts as 1 word,address as 6. Centered copy headline, $9 per line. Border, $9. Private box,$15. Column inch rate: $55 if art furnished camera-ready (advertiser setstype), $65 if we set type. uestions Call (714) 486-2735.

Deadline: 18th of previous month. Send ad to [email protected].

CLASSIFIED Marketplace

HEL WA TED

A ST P TS: A Southern California distributor ofOSB, plywood, lumber, siding and a variety of other building products.We have opportunities to join our team in Riverside, Ca. Bear orestProducts is family owned and operated since 1 5. We are looking to hirequalified people for inside sales, outside sales, and potentialpurchasing/management positions. Please direct inquiries to BradSchneider, 5 336-373 , [email protected].


DATE Bookistings are often s bmitted months in ad an e lways erify dates

and lo ations with s onsor before ma ing lans to attend

est Coast Lumber & Building Material Association – June 9, golftournament, Rancho Solano Golf Course, Fairfield, Ca. (800) 266-4344 www.lumberassociation.org.

estern States Roofing Contractors Association – June 12 14,convention expo, Paris as egas otel Casino, as egas,Nv. (800) 725-0333 www.wsrca.com.

National Lawn & Garden Show – June 14 15, Chicago, Il. (888)316-0226 www.nlgshow.com.

PCBC – June 22 2 , Moscone Center, San Fransisco, Ca. (800) 956-7469 www.pcbc.com.

Los Angeles Hardwood Lumberman s Club – June 25, bay cruise,Newport Beach, Ca. www.lahlc.net.

estern ood Preservers Institute – June 26 2 , summer meeting,ancouver, B.C. (360) 693-9958 www.wwpinstitute.org.

Forest Products Society – June 2 29, 70th international convention,Portland, Or. (855) 475-0291 www.forestprod.org.

Ontario Home & Garden Show – July 10, Ontario ConventionCenter, Ontario, Ca. www.homeshowconsultants.com.

Mountain States Lumber & Building Material Dealers Assn. – July12, Colorado Council golf tournament, The Ranch Country Club,Westminster, Co. (303) 793-0859 www.mslbmda.org.

Los Angeles Hardwood Lumberman s Club – July 14, meeting,Tulsa Rib Co., Orange, Ca. www.lahlc.net.

est Coast Lumber & Building Material Assn. – July 14 15, 2ndGrowth summer conference, Omni Rancho as Palmas Resort,Rancho Mirage, Ca. (800) 266-4344 lumberassociation.org.

J&LHEAT

TREATINGSERVICE

Fast & Courteous Service

— Centrally located between I-5 & 99 in Stockton, CA —Call John at (209) 595-2141 — [email protected]

C E LUMBER COM A1 1/2” to 12”Diameter in Stock.

SPECIAL QUOTES

estern Building Material Association – July 19, executive andboard meetings, Radisson otel, Seattle, Wa. (360) 943-3054www.wbma.org.

Southern California Hoo Hoo Club – July 20, speaker meeting golfCentro Basco Restaurant, Chino, Ca. (323) 559-1958www.hoohoo117.org.

Association of oodworking & Furnishings Su liers – July 2225, woodworking fair, as egas Convention Center, as egas,Nv. (800) 946-2937 www.awfsfair.org.

Um ua Valley Lumber Association – Aug. 5, mill week,Roseburg, Or. (541) 874-2281.

Los Angeles Hardwood Lumberman s Club – Aug. 6, BB , orbainda, Ca. www.lahlc.net.

Tacoma Olym ia Hoo Hoo Club – Aug. 6, annual picnic, Gigarbor, Wa. (253) 531-1834 [email protected]

Mountain States Lumber & Building Material Dealers Assn. –Aug. 11, Western Slope golf tournament, Rifle, Co. (303) 793-0859 www.mslbmda.org.

Tacoma Olym ia Hoo Hoo Club – Aug. 14, annual Mel SmederMemorial Golf Tournament, Tacoma, Wa. (253) [email protected]

National Association of omen in Construction – Aug. 1 20,annual convention, Grand yatt Riverwalk, San Antonio, Tx.(817) 877-5551 www.nawic.org.

Ace Hardware Cor . – Aug. 1 20, fall market, Chicago, Il. (630)990-7662 www.acehardware.com.

Tacoma Olym ia Hoo Hoo Club – Aug. 19, board meeting,Tacoma, Wa. (253) 531-1834 [email protected]

orld Conference of Timber & Engineering – Aug. 22 25, ienna,Austria [email protected].


FLASHBack65 Years Ago This Month

Sixty-five years ago, e al for a erer a played a huge role during a time when

America looked to the lumber industry more than everto supply building material for military installations,housing, factories, and repairs.

Wrote one 1 51 reader from New York: “Howcould I better keep track of my many friends if I didn’tkeep your maga ine? That I ask you, and at that price,how could I spend 5 more wisely?”

Another from Oakland, Ca. penned, “I just couldn’tbe without e er a ,” while Chas A. Peirce from

os Angeles wrote, “You’re doing an excellent job edu-cationally, socially and politically—in citing currentevents of tremendous importance to your readers. Youhave undoubtedly directed and redirected the thinkingof many lumbermen.”

Also in June 1 51, a steady movement of empty box-cars from eastern railroads into western Oregon andWashington eased the critical freight car supply prob-lem for West Coast lumber shippers for the first timesince January, and Douglas fir mills were able to stepup production and shipments of lumber during April—good weather and improved car supply were a few ofthe reasons.

West Coast umbermen’s Association secretaryHarris E. Smith was optimistic about the ability of the

West Coast sawmills supplying the nation with all theconstruction lumber needed for homebuilding, defense,and industry.

awrence H. John of Porterville, Ca., received theU.S. Department of Agriculture’s Superior ServiceAward from Secretary Brennan in Washington, D.C.,for saving the lives of his five-man crew when a forestfire swept over them in Sequoia National orest. Whilepeering under his wet jacket that was covering his crew,he was scorched in his lungs, and on his shoulders. Hedeveloped pneumonia and healed several weeks later.

The industry honored lumberman C. RussellJohnson 65 years after he first started Union umberCo., ort Bragg, Ca. The two largest tree farms in theredwood region were dedicated as his finest memorial,the C.R. Johnson Tree arms —one unit on the NoyoRiver and the other on the Big River. The two farmsincluded a little more than 65,000 acres, one thousandfor each year of operation by Union umber.

NO DEFUNCT western regional distributor Diamond W Supply Co.marketed a spray-on umber Seal before years later specializing inhardwood flooring.

B THE TIME Western ardwood umber Co., os Angeles, Ca.,appeared on the cover of the June 1951 issue of he er hant ithad already been promoting exotic imports to U.S. dealers for morethan 40 years.

Engineered to perform. Designed to protect. TruWood products offer benefits that are hard to match.

VERSATILE: The most complete selection of styles,

patterns and thicknesses in the industry.

RELIABLE: Backed by our 30-year transferable warranty.

DURABLE: Won’t check, split or crack, and

factory-primed for added protection.

SIMPLE: Easy cutting, tooling and nailing.

SUSTAINABLE: Manufactured

from residual wood fiber, using

sustainable practices.

For more information about TruWood Siding and Trim, including warranty and installation

instructions, please call 800.417.3674 or visit TruWoodSiding.com.30

instructions, please call 800.417.3674 or visit

mation about Te inforFor mor

ooruWWoTTrinstructions, please call 800.417.3674 or visit

rim, including warranty and installationood Siding and TruWmation about T

oodSiding.com.rim, including warranty and installation

30


the merchant june 2016

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